HTSA members are often considered the best of the best in custom integration. Many have been around since the start of the industry, and over that span of time, they’ve watched the technology, and their roles as experiential stewards in the home, evolve into the modern CI space.

They’ve seen business evolve from the early days of home audio and theater, through the smart home revolution, to where we stand now with lighting and power. However, they wouldn’t be where they are today if they weren’t always exploring and interested in new technologies and opportunities—bearing with them a sense of wonder of it all.

That sense of “Wonder” was what HTSA sought to capture at their annual spring conference in Phoenix, Arizona, asking for attendees to reflect on how they can keep that sense of wonder going, not just for integrators, but for their clients as well. After all, the solutions integrators offer wouldn’t be nearly as compelling if clients didn’t also wonder how they can better live their lives in the comfort of their own homes.

HTSA Members Start Spring Season Strong

On the business side, that keen interest in what integrators have on offer still seems to be going strong for now, as HTSA members notched a remarkable period of growth for the group.

Despite predictions of 2024 ending flat, member purchases remained strong, up 7.26% YoY as Jon Robbins noted during the State of the Union on Wednesday. What was more impressive, however, was that January and February saw 25% YoY growth in business purchases.

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“These aren’t just numbers,” said HTSA Executive Director Jon Robbins addressing the phenomenal growth thus far during the Spring Conference. “This is a display of real business impact—expanding opportunities, strengthening partnerships, and reinforcing HTSA leadership in the space.”

It’s an incredible narrative to start the year off on, but Robbins was adamant about maintaining that moment moving forward.

“What are your clients wondering about right now,” Robbins asked the crowd. “What will be the next evolution in our industry? Let’s not just use this conference to reflect on where we’ve been, but to imagine where we’re going to be next.”

Self-Propelled Learning Opportunities Capitalize on Growth Opportunities

To that end, one of the ways in which HTSA is looking to feed that sense of wonder is through education on both the sales side and technical side. Addressing the latter at the group now is Steven Rissi, who joined HTSA back in October as the Director of Technical Education and Development.

“Being in this industry [integrators] have seen enough change to look at any new thing and still be interested in it,” Rissi said. “Socrates said wisdom begins in wonder. How do you know something? You wonder it.”

To that end Rissi is seeking to develop education that can address the wide breadth of knowledge required in the industry today that still draws upon that sense of curiosity, wonder and exploration.

“One of the things we’re working on is an in-depth, learning management system in a more self-propelled environment where dealers can better manage their people to get foundational information that creates a good baseline across the board,” said Rissi in a conversation with CE Pro.

Addressing the Tariffs on the Elephant in the Room

Convening From April 1 – 3, the second day of the event took place during Liberation Day announcements. Even without that extra wrinkle, though, the CI industry has already been bracing for the impact of tariffs of China, Mexico and Canada, as well as those on steel and aluminum.

As part of the conference programming, Liz Bertin, WAC/AiSPiRE; Stephen Baker, Lenbrook; Jason Sloan, Sonance; and John Clancy, Crestron sat with HTSA Chief Learning Architect Keith Esterly during the second day of programming for the spring conference as integrators patiently awaited some level of guidance in what has so far been a chaotic and uncertain process for businesses.

“We’re at a point now where we’re trying to determine what’s the right thing to say and when’s the right time to say it, and I don’t know if there’s magic answers to any of that,” commented Sloan on the uncertainty of the situation, with many others echoing his sentiments.

What was universally agreed upon by the companies, however, was that constant communication and transparency were going to be the only ways to navigate these changes moving forward, as uncertainty over policies still reigned.

Clancy also advocated for integrators to voice their support of the CHIPS Act as well as carveouts for the electronics industry from their local representatives.

Still Finding Ways to Push Forward

Not all conversations were as dour, however. For the spring conference’s keynote, HTSA brought on Magician Rob Anderson who tackled the topic of being able to differentiate yourself from the crowd, while delivering a “magical” experience. Who better to talk about creating a sense of wonder and interest among clients?

Highlighting this point, Anderson turned the audience’s attention to one of the most recognizable magic acts of David Copperfield: that being the trick of the girl in the box. A classic done time and time again, Anderson likened prior performances to that of an overinvested, technically minded integrator.

Magicians always hyped up the box, Anderson explained, because it’s a great piece of equipment. However, to the attendees, they didn’t care about the box; they cared about the act. Anderson said integrators were doing the same thing if they walked into a conversation hyping up nits or tweeters on their products.

How Copperfield differentiated himself from others was opting to turn focus away from the box and onto the story between himself and the girl within the box. He builds a connection with the audience such that when the trick happens, everyone stands to give a standing ovation.

The message there, for integrators, is to connect with clients based on the experiences they’re providing to continue instilling that sense of wonder, even as the technology they’re providing changes over time.

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