Profile: Clipsal general manager Andrew Parker
It’s a big job. Andrew’s responsibilities have extended now to include Clipsal’s flagship C-Bus Home Control system, Australia’s market leader in home control technology.
“I have always enjoyed programming and using those skills to solve a client’s problem with a solution that I have created for them. That hasn’t changed,” says Andrew, who started his career more than 25 years ago as a process control engineer with John Connell and Associates.
In 1990, Andrew and fellow engineer Mike Randall formed Computelec. Together they successfully serviced the education sector, setting up schools with computers, networking solutions and supplying educational software.
In 2003, the duo was keen to return to their core work in process control and as such, launched a new commercial venture called Monitor Software. This led to contracts to supply DALIcontrol lighting control technology to the RAS Showgrounds in the lead up the 2000 Sydney Olympics.
“Then Clipsal approached us to acquire our business. We had always recognised the brand for quality, research and development, and the international scope it offered through its parent company, Schneider Electric.”
Andrew stayed on as part of the sale and continued to use his talents to achieve even more project wins including ANZ Docklands, one of the biggest commercial office projects in Australia.
Now in his new role and with a keen eye on the residential market, Andrew has been busy getting up to speed with Clipsal’s C-Bus Approved Installers as well as pointOne Integrators. He also recruited a new national manager, David Rybicki, who has great expertise in creating lighting, AV and security solutions.
“Customers are asking our Approved Installers to look at providing smart wiring solutions such as C-Bus for comfort, convenience and control benefits. At the high end, customers are asking our system integrators to offer them sophisticated levels of integration, not only incorporating lighting but also AV, internet, surveillance and now energy monitoring. They want to visualise their energy usage and converge all of these technologies too.
“C-Bus Wiser is a perfect example of convergence, incorporating direct lighting control, multi room audio and security. Wiser is your interface to your home control. It’s a powerful upsell for the installer when you can show a client how their iPhone can be used to control the house lighting and services.”
According to Andrew, selling the benefits of home control technology is key.
“At CEDIA Expo 2011, we concentrated on promoting the lifestyle benefits with a ‘Did you know theme?’ It worked well, a lot of customers were not aware of those benefits.
“That’s why our Clipsal Powerhouse display centres are critical to demonstrating to consumers the benefits of convergence.
“The scenarios can be very simple. If you’re having a BBQ, why bother with setting up a portable radio when you can connect multi-room audio with stereo sound coming through Krix speakers.”
Andrew urges C-Bus Approved Installers and pointOne Systems Integrators to utilise the Clipsal Powerhouse as a consultation and demonstration venue.
“This virtual display home is available for them to bring their clients down to demonstrate the lifestyle benefits of a connected home.”
The Powerhouse is not the only benefit Clipsal offers to C-Bus Approved Installers and Clipsal PointOne Integrators. Clipsal doubles the warranty on any project that has been inspected and endorsed as a ‘C-Bus approved site’.
“This endorsement gives customers complete peace of mind.”
For Clipsal pointOne Members, benefits include marketing, specialist training courses, technology updates and the opportunity to provide input into product development and marketing.
“Clipsal pointOne is about recognising the value that highly skilled professionals can provide to the market. By working together, we enhance our capabilities and increase new business opportunities.”