Meet the man helping flat owners solve digital TV problems

NOTB What do you think gives Sky Homes the competitive advantage in this area?
PW From an engineering perspective Sky Homes know exactly how to get these systems right first time and we have employed the best installers. Our B2B sales team are very organised and they arrange the surveys and prepare proposals which will reduce managing agents precious time. We also attend residents associations meetings and speak to residents.

NOTB How will the digital switchover and the impending turn off of regular TV affect people in flats?
PW The social sector has been behind the digital switchover for probably the last two years and have already installed the IRS system, which gives everyone choice. Region by region they are going to be pretty much ready before the digital switchover. We tested some marketing in the private sector, which was along the same lines but surprisingly did not get the same response. We surveyed 129 blocks just to see what state of readiness they were in and 57% of them required work. About two thirds needed something done, so the switchover is definitely going to affect the private sector. We are beginning to receive enquiries for managing agents so I would encourage flat owners and managing agents to really think about making preparations for the digital switchover as prices will certainly go up nearer to the switch over time.

NOTB What about capacity issues that go with switchover that comes as blocks begin to realise that they may not have TV to watch. Do you think that there is going to be problems about a sudden rush in trying to convert to digital TV at that stage?
PW We have certainly seen increased interest from residents in the last three months. If you live in a house and all you require is to upgrade your aerial or install a free view box instead of analogue TV that is relatively simple. However if a communal system is required then there will be a struggle for timing as installers will be committed to long term contracts.

NOTB Have you got any information about whether having a digital system in your block of flats improves the sale ability or value of your property?
PW If people move from houses with Sky they will be disappointed if it is not available in their new flat .If I look at the demand in flats and the growth that we have had over the last period then there is definitely a demand which is usually raised with the managing agent after the flat has been purchased. The demand for Sky in house is about 40% for Sky TV but flats is around 12%. When a block is enabled the demand increases to 40% so that reflects that those people want Sky TV.

NOTB How important is it for the property management companies to communicate to their residents about this opportunity?
PW It’s something that we can help managing agents do. We can keep the residents informed about the digital switchover, we can talk to them about the different types of systems they can put into the blocks, but it is certainly somethingwe would ask managing agents to support us on and if you think about the digital switchover and that it is something which is their responsibility as well to make sure that the block is ready.

NOTB Has the credit crunch/ recession had any impact on the take up in blocks of flats?
PW Another good question. The credit crunch has encouraged a lot of people to stay home and watch TV so the number of subscribers has grown. Although a lot of developments on the new build sector have been put on hold we are continuing to work with them and will be ready when the demand starts to rise again. Overall, our sales have continued to grow, as have the number of flats we are enabling. Last year we enabled just short of half a million homes through all out network of installers and that is an increase on the year before.

NOTB What aspects do you think it is important for residents of flats to be thinking about right now?
PW The question I would ask yourself is how far away from being digitally ready am I and how far from having the block digitally ready are we? You should come to us to recommend a specialist and to obtain several quotes and from there you can start to think what to do next.

NOTB Pascal you are obviously a very busy man. What do you do when you are away from the world of Sky Homes?
PW Normally a number of different things that I am interested in but at the moment I am not allowed any interests except my wedding which is coming up in a months time. After that I can return to being a normal human being again.

To download the Podcast of this interview please click here.