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hello and welcome to another tech home builder online summit lux track session our topic today is lux tech idea bank wellness and quality of life apps very intriguing and we'll get into what exactly that means as we go forward i would like to just uh kick us off with a little discussion of the purpose of the session and our introduce our panelists and give you a little insight into the flow so our purpose is to really increase builder understanding of the general appeal of a new set of luxury technologies and the specifics of that will come out as we dive deeper we of course want to be practical here as well so our idea is to give luxury builders some advice on how to get started and succeed with this newer category of products and we're lucky to be joined by two extremely high quality uh industry experts um in covering this material first up will be sean weiner who is the chief technology officer of braavos group bravos group is a nationwide integration company that is serving the luxury custom market and uh came together a couple years ago and sean plays a p a key role uh in that group and we're excited to have his expertise on this session and then jay jenkins who is the president of jenkins bar associates which is a luxury interior design firm um they're both in the baltimore maryland area uh with their home bases and our flow for the session today will be some show and tell largely we'll take a look at some applications the features and user benefits the user experience associated with these technology applications and we'll also be talking along the way about the benefits for the builder to be offering applications like this i classify that as soft and hard soft would be the brand and reputational benefits for offering these uh feature sets and how that brings maybe more clientele or a bigger a better breed of clientele to builders and the hard benefits would be the financial uh positives of of playing in these spaces and then we always want to wind up with some takeaways and to do's for you that's our flow so without further ado i'm going to kick it over to sean to take the ball and start us walking through these uh feature sets take it away sean thank you john um i appreciate you having us today um i asked jay uh to participate with me today because we we go way way back we go back a long ways jay and i've been working together for uh probably close to 30 years now maybe a little embarrassed to admit that um but but jay is one of those folks who works almost exclusively in the luxury marketplace and has always had a very solid understanding of what a luxury buyer is looking for and this is a lux session so we're here to discuss um not just the luxury buyers technology interest uh but what a luxury buyer is actually looking for in their home and how we can integrate technology with that process to make the product more appealing to a luxury buyer so with that um there's a specific now that's actually probably changed a bit since covet but we were spending 90 of our time indoors as of february of this year um so the design of our interior spaces is critical to our ability to live comfortably in those homes to move through those spaces and basically to suit our needs while we're in the home with our families and our friends um stresses from outside the home we really would prefer that they not penetrate or interject on our day-to-day lives in the house which is why the design of the home is so critical to the success of the uh of the project and to the happiness of the client um luxury living is an interesting concept because it it doesn't just involve the technology uh it doesn't just involve the construction of the house it also includes the ability to be well in your home so we'll talk a little bit about today uh about wellness about health benefits uh about de-stressing and decluttering and really just having a sense of peace and calm while you're inside of your home and making it the the mecca that you want to be um there are five pillars that that braavos has outlined uh to make a luxury home a well home you can see them on the powerpoint slides when we read them all to you but essentially natural light and natural living so bringing the outdoors and the outdoor spaces back into the home um sound and silence is a concept we'll talk about a little bit today which is really a concept of bringing you know calming sounds into the home but also maintaining some acoustic treatments and some acoustic noise reduction inside the home to make the space more quiet and more calming um peace of mind applies to all those things as well as the safety and security and ability for you to interact with your home um having a healthy climate and hiding flutter for two other things we'll discuss today as well hey sean hiding clutter is the surprise category for me yeah i haven't i haven't seen that and i haven't heard it spoken out of a tech integrator's mouth before tell me just give me a little bit more about that i'm sure you're going to dive into it but that's the surpriser we will but when we think about uh the home and the way that you live and move through a space the cluttered environment is never appealing to anyone right so we can use technology i'm sorry jay i said i could not agree more um and i think jay can speak to that probably better than i can um but jay one actually that's a good opportunity for you to interject explain some of the things we've done in the past to try and reduce that clutter and you know it's interesting i think that there was a period of time i think when when home technologies first started out that seeing some of the product was really very very attractive and i think um as time has moved on and equipment has gotten smaller and smaller i think that people are more focused on a streamlined quiet environment visually so you know seeing a whole lot of componentry and tvs to for that matter switches and buttons i it it just sort of i think it's much more appealing in the luxury market to have those things as subtle as possible um so that they're functional and they're easily they're easily used and and you adapt to them but they're not a feature or focal point in what we're trying to achieve yeah and the industrial design of products has changed because we're all old enough to remember when television consoles and av equipment was like furniture right that's how it was designed it's not designed to be featured visually anymore like it was 30 years ago so sorry to interject but keep rolling sean thanks um we're going to touch on a series of of categories but this was really inspired by looking into uh lists on the internet of things that people look for in a luxury home what are the most important things people are trying to find when they're looking for a luxury product or luxury space um so relaxing and entertainment and and bringing the outside in and bringing the inside out being able to exercise and feel healthy in your home those are all things that we're going to touch on today so i'd like to start with uh with just building spaces to relax and i think this is something that jay excels at frankly um furnishings are such a huge part of what we did when we built a showroom in our office probably 10 years ago now um and jay helped with the design that didn't help he provided all the design work for that space um we outlined the technology we wanted to include and jay built the space around it and and i was blown away at the furnishings that were uh were included but not just what they looked like but what they did to the space um it totally transformed that space into something that was usable um and comfortable um and we had an incredible uh client response from that space once it was completed and and i accepted some of that to the tech in most of its adjacent abilities okay and you know i mean speaking to that johnny goes back to what i said you know we we we were on a fine dividing line between wanting to highlight your product and the services that you provide but the but at the same time we were trying to create an environment that was very much like a home so i did everything i could to sort of hide the materials as well as making them in the forefront we were lucky enough to work with you know tvs that had a rolling screen of art in front of it um we were able to build custom cabinetry that helped that hit the speakers but at the same time they became integral to the design of the piece of furniture um obviously you know electrically operated manual um motorized draperies and what have you all of those things we were able to incorporate that really fit what the image is yeah and so what it allowed us to do is sort of demonstrate to a homeowner what it's going to look like in their home what does it feel like when you sit down in your space how do you make my space comfortable using technology um and i think a lot of these things go uh unnoticed uh when they're done well so it's important to point them out today um controlling the temperature and the humidity in the space is really important to comfort and i think everyone knows that but how do you do that effectively when you've got a large house with multiple zones of heating and cooling is it does it make sense to run from the room and adjust the thermostats in every zone in the house it probably does not so an integrated climate control system is important um we can talk about air quality today probably more important than ever before uh having some filtration systems to keep the air clean and the space and it's not just for health it's it eliminates odors and eliminates dust particles and things that cause allergies and and whatnot in the house and that can all be not just controlled but monitored by an automation control system lighting and window treatments is critical to that experience as well the proper lighting and and i'm going to talk about that in a few minutes and i'll definitely let jx bound on that because he's he's a resident expert on lighting um but even the acoustics and the sound quality issues we talked about before having a quiet space to relax to be much just as important as having a home theater system that performs at the highest possible level spaces to entertain that quiet and relaxing space also needs to be an entertaining space um and we've all seen homes with dedicated theaters and media rooms and jay pointed out when we were preparing for this presentation um that i should combine media rooms and home theaters and game rooms into one category because jay you're seeing more of that right yeah we're we're absolutely moving in a direction where in it it's sort of it's relative to the open floor plan kind of idea it has sort of migrated into these entertainment spaces so there's no longer necessarily a theater where you go sit in a darkened room and then you go someplace else perhaps to play pool or to play cards or what have you and also you know the the concept of family living has become much more important so that whole families can be ex in the experience so that you can have some people watching a big movie you can have other people in the back of the room sort of chit chatting or or what have you and if they're more it's a bigger function these days it's just a much bigger function than than what it was before it's multi-playing not multitasking but there's a lot of different activities going on simultaneously and media consumption has really become kind of fragmented right there's a lot of people on their second screen even when you're watching a history television show of some sort you're going to wikipedia and trying to figure out who this guy really is or looking up band members when you're watching a concert so it kind of speaks to media consumption trends as well right and and i think it there's an interesting um point in these photographs too that on the right-hand side of this slide there's two photos two photos of a project we worked on with jay's firm a couple years ago and you can see it's a very formal living room uh beautifully decorated very comfortable living space uh it's also the theater so that screen retracts back to the ceiling so this becomes a multi-purpose room you can't really see it very well but that table on the left hand side doubles as a card table with a dining table um so it's a multi-purpose space uh in a formal living room so it can be beautiful and functional at the same time yeah and sean the thing we can't see in the pics is the av performance so i think sometimes we see multi-purpose use rooms like this and we just assume the performance of the av components is going to be a step down from a dedicated home theater that's not necessarily the case with the technology and skills we have available today you can still provide awesome critical listening and critical viewing experiences even without a cinema per se right and that i've said that better myself yeah there's products and and and services designed to do exactly what you're describing so yeah manufacturers these products have evolved to the point where they understand and everyone everyone wants to see a giant floor standing speaker in the front of the media room yeah right and i i think to get builders to think and to transmit the idea of high performance av zones not not necessarily rooms but zones am i able to deliver a zone and to not think that that's only for movie viewing that even just playing something streaming a quick concert clip or something we still want high performance high quality audio and video experiences with that uh you know usage so we have clients today also that are you know they're very caught on the idea of this of a flex space so that you know it's really important that these rooms are multi-functional for a variety of events and a variety of um you know people that are there whether it's the adults and they're entertaining or the kids and they're entertaining it's you know there's a lot that goes into it um to compliment the tel to complement the technology yeah i just i i curiosity question for you guys i know we got a lot to cover but what percentage of your luxury clientele really have the entertaining piece high not just their own personal consumption but for family and friends entertaining and wanting the tech to be part of that is that 90 60 30 percent i'd probably say 70 75 there's a certain percentage that just wants it to be really comfortable for themselves and not necessarily for you know the bigger the bigger picture of entertaining gotcha what i think is really interesting about that question john is that that these spec these spacers are designed for flexibility so when jay designs the space the furniture may not always stay in the same spot you know i had some rooms that we've worked on before where things can be rearranged slightly to turn to a different space or look to a different room for different purposes so you have the ability to entertain two or three people at a time or a whole household and the technology is the same way it can be hidden to a point where it can be brought out when it's needed but hidden one is not um this is a big one i i don't think this can be understated at this point outdoor spaces are enormous uh they're a huge part of what we do uh now in terms of uh time spent with family time spend entertaining if we all need to be six feet apart we understand that outdoor spaces are even more valuable than they were before um so bringing that tech outside and there are things we don't think about too so outdoor wi-fi is a gigantic opportunity for integrators it's an organic opportunity for home builders it's a really important feature for for luxury home buyers they want that wi-fi experience they have inside to carry through the house and they out on the exterior i mean if it doesn't the systems don't work they can't they can't use their devices like they're used to um that's important to extend outside but so is the outdoor theater in the outdoor screening room so everything from simple outdoor tvs to outdoor projection systems whether they be in a completely uh exposed outdoor space like the ones in these images or in an enclosed space like a screen porch or or a loggia or an outdoor kitchen or an outdoor family room um and outdoor audio as you all know it's come a long way s well so being able to extend that to cover much larger areas than a traditional pair of wall-mounted speakers so landscape architects get involved in this process and landscape lighting becomes more integrated with the rest of the systems so we control the outdoor environment in much the same way as we control the indoor environment just maybe on a larger scale it's so incredibly true um you know we're in the minute we're at the end of the summer here in the east and because of where we are in our lives with cobit and everything else you have to be outdoors you have to be outdoors if you want to have any kind of interaction and i have found it to be incredibly beneficial that on my property i have a pavilion that has great lighting and great sound um that sean did and you know we're able to you know get together with people and i think that these this is gone if it's not meaningful today it's certainly going to be meaningful moving forward um but it's it's i couldn't agree more i think it's just the the most important hot topic there is today so this is another important feature that we're seeing um and we've seen it for a long time but i think it's more important now than ever so space for exercise and wellness so the spa-like tub uh with the soft lighting and the and the quiet space and background music and motorized shade an indoor swim spa for swimming laps a a relatively small indoor home fitness center there on the lower left-hand corner of these images but just the ability to exercise uh you know gyms have been closed for a while um if you want to work out you're doing it at home um having that separate space or the treadmill is not next to the bed in the master bedroom um is important to a lot of a lot of luxury buyers i mean there's more than one room in a lot of cases we just finished a project with a fitness room as well as a special a separate yoga room and an outdoor fitness space so all three of those spaces are contiguous and allow the the owners to use it the way that they see fixed with the larger family and they all exercise in different ways we have a project now where it's uh the gym the spa the massage rooms it's it's it's been created so that it's a destination it's in the house but it's it's a destination especially on those days where you know clients say to me all the time you know i need a motivation i may not feel like going downstairs to get on the elliptical or what have you but if you can provide a place that is dynamic and exciting and beautiful to be in and what have you it draws them in and for their family and for their guests and what have you making it a really beautiful interesting destination has become very very important and keeping it connected so we talk about technology through this this session but um the the treadmills that have the integrated screens and the integrated heart rate monitors and the connection to the uh the internet um and the trainers that are online the peloton bikes um all these things require connectivity that require integration uh the right lighting the right temperature in that room if it's too hot in the gym you're not gonna get the best workout unless you're doing hot yoga and you need to be hotter in the room so having control over all those spaces is where the technology plays in it plays its part so i use the term hotel inspired in this portion of it so the the owner's suite um hotels spend a lot of money and do a lot of research on the luxury clientele they understand that the motorized draperies and the motorized shades and the lighting controls are important and i'm surprised how many how many buyers we have how many clients we have that tell me that they went to a hotel and saw motorized shading for the first time um or had a lighting fill system for the first time i mean how great it was um so we as integrators and probably luxury builders are not doing a good enough job educating our customers as to what those technologies can afford um because these finishes and these these conveniences are important to that luxury buyer um so jay and i i can't remember the first time we did a shade together but it's been years i mean probably 20 years ago motorized shades uh and draperies and jay you can speak to that and why that's so important you know there's there's there it's it's so really important in that convenience you know clients in the in the luxury market you know and especially in an older clientele they're not looking to go over there and drag the cord on the draperies themselves it's it's a convenience it's a luxury but it also it's seamless it's it's just entirely seamless um from the design aspect it's interesting i think that technology has come so far in that shading and motorized draperies and and what have you are now can be so easily integrated into the luxury home situation if you you know if you know what you're doing if you know how to work with a consultant to figure out the spaces that are needed um especially in the pre-planning stages where you can recess things into the ceiling or you can accommodate things through crown molding to make them just really beautiful and not look like they are additive in some way but and it's but also i don't think that there's a house that we're doing these days in that market that doesn't employ all of these things in one way or another and think about all the benefits for the homeowner the convenience is probably the top of the list but you know protecting furniture and finishes inside the space by controlling the light that's coming from the outside um and also you know sean i forgot to mention you know our generally speaking our clienteles are travelers this is not their only home it could be one of a series of homes and they can they can take care of and remote these things from wherever they are um and and sort of address the needs remotely which makes a huge difference too first off you know i mean from from an interior designer's point of view if you can't see it what's the point in doing it and so there's a direct correlation with lighting and good lighting and lighting that can be controlled um that is paramount to the work that we do it's just good lighting good lighting it's a must for the luxury home builder segment because it's it shows what you do it shows what you do and how you live through the spaces so and that that ties right into what we're talking about for the with the home offices jay because the the lighting and the comfort and the surroundings that you're sitting in being able to control the space that you're in is important to having a workspace that's effective while you're home right correct and flexibility um because some of these some of these rooms do once again are multifunctional so having the ability to bring the light levels down to something that's comfortable for one thing and being able to pump them up for another thing is is also just really really important and that flexibility is key and then we we got we started the lighting design conversation uh probably a few times already today but i think it's important to bring up uh one important topic that we haven't covered yet which is um you can call it rgbw lighting you can call it circadian rhythm lighting you can call it human-centric lighting you can call it biophilic lighting there's all sorts of terms to describe it but essentially new led lighting technology or i should say newer because it's not brand new allows us to control the color of the light coming from the ceiling and those those light fixtures can match the color of the sun at any point in time or any moment in time so we can bring the light uh color from outside into a space and make those big windows even bigger by lighting up that space that we're sitting in uh and entertaining we can also do the inverse and we can lower the shades and and dim the lights to create a more relaxing environment and i'm sure there'll be presentations on wellness and the health benefits of that but it adds a whole new layer of complexity to lighting which means it's important integrator involved but also adds a whole new layer of capabilities for the interior design community yeah and sean how would a build so we got this new technology palette for lighting right incredible lots of things you can do how is it how does a builder know if they're working with a trade partner who knows what they're doing with that palette you know what are what are some of the indicators two or three indicators that say this is somebody that that not only has the technology but knows how to leverage it for appropriate user experience well the easiest way john is probably look at a resume and then go and see a demonstration of the technology in action if you can demonstrate it and you can explain it likely integrate it yeah but there's a tremendous amount of knowledge that goes into it and and to be honest um having a partner like jay and something like this is about as much as i could ask for because i have someone who has the lighting expertise to know what it should look like um and i'm the one that has to make it look like that so that relationship is optimal for something like this you know we we used to we spent a fortune on in our libraries than our office to have multiple sources of light because when we were scheming for a client we wanted to make sure that we covered every base and now that everything's gone fairly much to led we have all new systems to to do our work in that but there's no there's an enormous benefit to being able to keep the color of the fabrics keep the color of the carpeting sort of the same through the entire rhythm of the day um so that you know the the setting of the sun doesn't necessarily change the pattern of the room it's important to say also that lighting is multifaceted you know there's certainly lighting that comes from above and we know that but between sconces and chandeliers and table lamps and being able to integrate all of these all of these lighting levels all these lighting pieces into one continuous contiguous hole is really beneficial especially at this level that we're talking about and we touched on some motorized window treatments but i think this is a good example of how they can be used to transform the space so in these photographs you can see a room with a view of the woods behind the property that television actually raises up out of the floor uh the shades lower uh to conceal the to the windows and darken the room this is a space that that jay's firm and we worked on probably two years ago and it ended up being an incredible space the photos probably don't even do justice uh the last thing i should probably mention is when you're integrating shades with the rgbw lighting now you can open the shades and match that color all at the same time so it's now an integrated system between lighting and shading instead of one or the other we used to talk about lighting control uh now i think we have to refer to it as light control because we're controlling the natural and the artificial lighting in the space and you mentioned earlier john about reducing clutter um here's a few examples of some things that allow us to do that um and these are more elegant finishes so i think that the the important thing to touch on here and jay's been great with this um you can buy a plastic wall plate for your light switch or you can buy a glass ball plate for your light switch or you can reduce number of light switches and integrate it like you see in one of those photographs and make it flush with the surface that is installed in in summary what i want to discuss is just the automation and control system that ties all these things together um there are many many systems we talked about lighting and shading and temperature and sound uh and safety and security uh even energy management and all those things in and of themselves can be fantastic systems but the with the purpose of the integrator and what the luxury buyer is looking for is someone to bring that all together so in a partnership like jay and i uh have we we sit down and review the requirements of that customer and they design a system and a scope around what they're looking to do and then we find a solution to integrate it uh in the technology and in the app and the function and jay finds the the way to integrate that into their surroundings their furnishings their finishes so that they end up with a product that doesn't look out of place um either in terms of how they operate it or in terms of how it's installed in the home so having an interior designer i think jay and i touched on this talked about this earlier for this meeting the proper documentation working with knowing how to work with a client and an architect um on a private and a builder on a client like a project like this is critical to that success and so jay i think that getting an interior designer involved is probably almost as important more so to get the architect involved early you know we we we're lucky enough that generally speaking our clients come to us and they ask us to help form the team that's going to bring this you know bring this project to fruition so oftentimes we're asked to sort of recommend the right architect for for what we know that they're they want what they're trying to get to um and the same thing i think choosing a builder that has a great knowledge of what we're looking for in terms of a particular style of a particular level of quality is enormously important and you're just trying to form the best team that you can um it's also getting getting the architect and the interior designer together at the inception of the project so that we can work on all those details of recessed shade pockets and making sure that the the architecture is going to complement the technology and vice versa we had great takeaways throughout the session guys and if anyone wants to dig in deeper with either of you you've got the email addresses there so thanks again and we'll see you at the next session you