Joe Piccirilli

Understanding power management is only the first step. The larger challenge for most integration pros is knowing how to sell it. This session focuses on the client- and builder-facing conversations that determine whether power management is included in a project or left out until a problem occurs. The course is designed to help attendees introduce the topic naturally, qualify the opportunity, and explain the value of power management in terms clients and project partners actually care about. Rather than starting with technical specs, this session will explore how power management connects to outcomes: fewer disruptions, stronger reliability, better system performance, fewer service calls, greater client confidence, and a more complete luxury-home experience. The session will also address how power management can help integrators become more valuable partners to builders, architects, designers, and owners’ representatives by solving problems before they become expensive, visible, or disruptive. Key Learning Areas How to introduce power management early in the sales process How to avoid making the conversation too technical or fear-based How to qualify client needs based on lifestyle, systems, expectations, and risk tolerance How to identify the systems that matter most to the client How to discuss power with homeowners, builders, designers, architects, and property managers How to position power management as a solution to builder pain points How to discuss sizing and scope at a sales level without overstepping into engineering How to make power management part of the project-planning conversation, not a late-stage add-on How to turn success stories into stronger sales conversations

This foundational session givesintegration pros a clear, practical understanding of power management without overwhelming them with engineering language. The goal is to help attendees understand what power management means, why it matters, and how to recognize opportunities where power-related issues can affect client satisfaction, system performance, and long-term service outcomes. Many integrators still think of power management in narrow terms: surge protection, battery backup, or rack-level conditioning. This course broadens that understanding and explains the larger category in a way attendees can confidently apply in real client conversations. Attendees will learn how power issues affect the connected home, why those issues are becoming more important, and why integrators should be involved in the conversation early rather than waiting until problems appear after installation. Key Learning Areas What CI salespeople need to know about power management Common misconceptions that limit the category Why power management is broader than surge protection or backup power How outages, voltage fluctuations, poor power quality, and transfer delays can affect connected systems Why the integrator has an important role alongside the electrician What “complete power resilience” means in practical client-facing terms Basic battery chemistry concepts salespeople should understand How power management reduces service issues, protects client trust, and strengthens project value How to begin positioning power as part of the home’s infrastructure, not an optional accessory

This session gives attendees a practical, category-level look at the types of power management products and solutions available in the market today. It is specifically designed to be educational, objective, and non-promotional. The course is not a product pitch. It is not a brand presentation. It is not designed to recommend one manufacturer, platform, or solution over another. Instead, the session helps integrators better understand the major categories of power management, what each is designed to do, where each fits, and how to think about incorporating those categories into different project types. The session will also help integrators become more confident in conversations with electricians, builders, and design-build teams by explaining the basic planning documents, design considerations, and project conditions that shape power-management decisions. Key Learning Areas How to understand single-line diagrams at a practical level Why load schedules matter in power-management planning How new construction differs from retrofit work The difference between energy storage systems, UPS systems, generators, surge protection, conditioning, voltage regulation, and monitoring How code considerations may affect ESS and UPS planning Whole-house, panel-level, rack-level, and device-level approaches When layered protection may be appropriate How to match product categories to project goals How to avoid confusing marketing language with actual system capability How to collaborate more effectively with electricians and builders