TODAY’S LIGHTING · Kevin Eagan Directors Josh Brown Jim Goodwin Kelly Himes (Business...

TODAY’S

DISTRIBUTOR

The Brave New World of Lighting

A Look at Lighting Controls

Member Profile: Adventure Lighting

In Memoriam... NAILD's Family

INSIDE

LIGHTINGSPRING 2016 | VOL. 24, NO. 1

Surviving the LED Revolution:H A V I N G A G A M E P L A N F O R S U C C E S S

NAILDOfficers & Board Members

PresidentGreg Ehrich, LC

President-ElectBecky Phillips

Secretary/TreasurerRobin Watt

Immediate Past PresidentKevin Eagan

DirectorsJosh BrownJim Goodwin

Kelly Himes (Business Development Chair)Spencer Miles

Cory Schneider (Education Chair)Gene Siepka (Membership Chair)

Joan Scott Trew

Past Presidents’ Council RepresentativeBill Cooley

NAILD Headquarters

Director of Education Linda Daniel

[email protected] (716) 875-3670

Association ManagerAnna [email protected]

Membership CoordinatorJosephine [email protected]

Public Relations Account ExecutiveGreta Cuyler

[email protected]

TELEPHONE(609) 297-2216

WEBSITEwww.naild.org

[email protected]

NAILD Headquarters 191 Clarksville Road

Princeton Junction, NJ 08550

y President’s Message in the last TLD outlined the importance of education, ensuring that NAILD’s educational offerings and learning modules provide the training to increase sales and, ultimately, your bottom line.

Continuing with that theme, this issue focuses on the upcoming 2016 NAILD Annual Conference. The event has been planned to provide you with the knowledge to sell more lighting, to not just survive the rapid changes but to thrive in the industry.

This year’s conference, “Surviving the LED Revolution,” is going to be interactive with more time for networking opportunities. The event, which includes strategic planning (SWOT and roundtable) meetings, a panel discussion and other sessions, is not just about selling lighting but surviving and embracing the transition to LEDs.

Baseball legend Jim Morris, whose life story inspired the Disney Pictures’ film “The Rookie,” will provide the keynote speech about never giving up on a dream. As the landscape of lighting continues to evolve with new technologies, we need to be prepared to change, to try new things and to take risks like Morris, who will explain how he adjusted his mindset.

Most of all, we need to seek out opportunities for education, networking and exchanging ideas among peers. The annual NAILD conference provides those opportunities, helping those who attend to advance their professional development and industry networking connections through educational sessions.

Several respected leaders will discuss topics critical to our survival as an organization and our lighting distributorship businesses. Sessions will focus on the foundation of lighting controls, LED performance, LED replacement tubes and much more.

Two unique features returning this year are the Product Sprint and the Organized Casual Conferences (OCCs), giving attendees a chance to share ideas and form valuable business connections. Leading industry vendors from around the country will also have the opportunity to display their latest lighting products and services.

The highlight of the conference is always the in-depth discussions we have with each other that help us forge our way into the future.

With all of the change in the lighting industry comes opportunity, but only for those who take the time to understand and prepare for it.

Best,

Greg Ehrich, LC NAILD President 2015-2016

DON’T JUST SURVIVE, THRIVE

M

PRESIDENT’S MESSAGE SPRING 2016TODAY’S LIGHTING DISTRIBUTOR

SPRING 2016 | VOL. 24, NO. 1

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mailto:[email protected]




http://www.naild.org



SPRING 2016 VOLUME 24, NO. 1

681012

Surviving the LED Revolution: A Game Plan for SuccessBaseball legend Jim Morris lived his dream and shares his Cinderella story to inspire the lighting industry.

By Jennifer Kohlhepp

Member Profile:Adventure LightingBig box stores have nothing on independent lighting distributor in central Iowa.

By Greta Cuyler

The Brave New World of LightingLEDs are energy-efficiency superheroes and barbarians at the gate of the traditional lighting industry.

By Jeff Barnhart

Staying on Top of Lighting ControlsA look at how the implementation of controls affects the lighting industry.

By Christian Horn

President’s Message

Educational Training Opportunities

Association/Member News

In Memoriam

Industry Updates

New Products

4 Today’s Lighting Distributor | SPRING 2016

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Today’s Lighting Distributor magazine is published four times a year for NAILD members in conjunction with Creative Marketing Alliance.

PublisherJeffrey [email protected]

Executive EditorErin [email protected]

Advertising ManagerJude [email protected]

Managing DirectorKenneth [email protected]

Managing EditorJennifer [email protected]

Staff WritersChristian [email protected]

Greta [email protected]

Victoria [email protected]

Creative DirectorDave [email protected]

Production ManagerScott [email protected]

Advertising Index

EiKO, Ltd. ....................................................................................................................Back Cover

Forest Lighting ................................................................................. Inside Front Cover

Halco Lighting Technologies ......................................................................................................5

Keystone Technologies, LLC ......................................................................................... 19, 21, 22

Leviton Manufacturing, Inc. ......................................................................................................15

Simkar Corp. ............................................................................................................................17

Sylvania. .......................................................................................................... Inside Back Cover

Topaz Lighting ..........................................................................................................................9











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Jim Morris, whose Cinderella story about the power of dreams and their ability to transform lives inspired the Walt Disney Pictures’ film

“The Rookie” starring Dennis Quaid, will be the keynote speaker at the NAILD 2016 Annual Conference.

Morris struck out at becoming a Major League Baseball player once, but that didn’t stop him from going back to bat for his dream.

He needed a little inspiration at the age of 35 and it came in the form of the high school team he was coaching. The baseball team would aspire to win the district championship if Morris agreed to try out for the professional baseball career he dreamt of having since the age of 3. The team won, Morris fulfilled his promise and more than he ever expected came true.

When his team won, he went to a tryout where he threw 12 consecutive pitches at 98 mph. Three months later he pitched in the big leagues and struck out the first hitter he faced.

He commanded the pitcher’s mound for the Tampa Bay Devil Rays before signing with the Los Angeles Dodgers. At the end of his major league career, he was 0–0 with an ERA of 4.80 and 13 strikeouts and he had finally fulfilled his lifelong dream.

Morris will illuminate the audience with his life story. He hopes to inspire attendees to achieve their aspirations in the lighting industry.

Having a game plan for success will resonate with lighting distributors look-ing to create a path in an ever-evolving industry, according to Greg Ehrich, conference chair and current president of NAILD.

“We can all relate to fulfilling our goals and dreams,” said Ehrich, of Premier Lighting in St. Paul, Minnesota.

Morris’ story may take place on a baseball diamond, but it’s really about life. He transformed himself from a man who was struggling into an incredible success and he tells his tale with honesty and humor.

“Audiences connect with him because they see themselves in Jim Morris,” Ehrich said.

Morris, who takes his stories and weaves them into a roadmap for changing all aspects of life for the better, is just one planned highlight of the upcoming NAILD conference.

“As the landscape of lighting continues to morph and evolve with new technol-ogies, NAILD provides the tools needed to navigate every aspect of the industry,” Ehrich said.

The annual NAILD conference offers opportunities for education, network-ing and exchanging ideas among peers. This year’s conference, “Surviving the LED Revolution,” will help attendees

advance their professional development and industry networking connections through educational sessions that will address topics such as the foundation of lighting controls, LED performance, LED replacement tubes and much more.

“This year’s conference is going to be interactive with more time for network-ing opportunities, strategic planning sessions (SWOT and roundtable) and panel discussion,” Ehrich said. “That will all be in addition to other sessions that will help you improve your ability to sell more lighting.”

The Organized Casual Conferences (OCCs) and the Product Sprint are two unique features that will return this year.

The OCCs are the best way for NAILD members to get in front of new custom-ers in an organized networking format. Exhibitors can take advantage of one-on-one introductions with distributors.

During NAILD’s Product Sprint, exhibi-tors showcase their newest products to distributors.

Each year, the conference provides a place for attendees to network with potential clients, customers and industry colleagues while taking part in valuable continuing education.

“You will walk away with knowledge that will help you sell more lighting and not just to survive, but succeed,” Ehrich said.

For more information on NAILD’s annual conference, visit http://naild.org/2016-annual-conference/.

COVER STORY SPRING 2016By Jennifer Kohlhepp


“You will walk away with knowledge that will help you sell more lighting and not just

to survive, but succeed.” – Greg Ehrich, NAILD President


http://naild

Shhh, don’t tell anyone, but some of the employees at big box home stores in central Iowa are referring customers to a small lighting distributor in Des Moines.

That’s because Adventure Lighting is small and nimble enough to adapt to an ever-changing industry, especially with the introduction of LED (light-emitting diode) technology.

“We don’t have the red tape you often find at larger companies,” said Brian Huff, owner and sales manager at Ad-venture Lighting. “If a customer wants a new product at a larger company, it can take a ream of paperwork to make it a reality. Here it’s just a click of a button.”

Former National Association of In-dependent Lighting Distributor (NAILD) President Ed McCollom founded Adven-ture Lighting in 1980. Jack Huff worked in sales at the company beginning in 1989 and decided to buy the company when McCollom retired in 2002.

Jack Huff became company president and sales manager and his wife, Sue Huff, took over accounting and administration.

Their son Brian joined the company about five years ago, following stints at both Graybar, an industrial and electrical supply distributor, and Anixter, a data cable company.

“I like being in control of my own destiny,” Brian Huff said. “I didn’t enjoy working in large companies for three different bosses. All of our people are allowed to work with a relative freedom. We don’t micromanage and that’s nice to deal with.”

Today, he handles inside sales at Adven-ture Lighting, along with the day-to-day operations of the 10-person company. His parents are semi-retired and spend most of each winter in Florida, enjoying the sunshine and playing plenty of golf.

Brian Huff is happy that Adventure Lighting has its niche in commercial lighting, as opposed to big box competi-tors who offer a little bit of everything.

“We find that our competitors—they’re kind of jack-of-all-trades, master of none,” Brian Huff said. “Companies that specialize in lighting are relatively difficult to find in our area and so we’re the experts in our market. Lighting is a huge growth area in our market and the rebates have been incredible.”

The company does a lot of business with schools and other state entities in central Iowa, including prisons and courthouses.

“Moving to LEDs is on everyone’s mind, but it’s been a struggle to get past the junk that’s out there in the market,”

Brian Huff said. “When you put it in your home and it doesn’t work after a couple of months, you think all LEDs are junk. I don’t think just because it’s more expensive, it’s better. But I do think it’s important to buy from a distributor than a home store, especially for commercial grade applications. We have better products.”

That being said, being a small business is not without its challenges, especially when it comes to flyers, advertising and maintaining a website. Fortunately, the company’s major suppliers often help with advertising, Brian Huff said.

And being a member of NAILD has helped in a business that is primarily relationship-driven.

“It’s nice to have someone in a similar business you can call up and run ideas by and someone who’s done it before,” Brian Huff said. “And if it’s someone big-ger than us, we don’t have to reinvent the wheel. We can see what works for other people and bring it to our own business.”

He’s excited to see what wireless controls will mean for LED retrofits in the future, as up until now, customers have been hesitant to implement wired controls because it meant dismantling existing sheetrock.


By Greta Cuyler

A Family Business Brings Lighting Expertise to Central Iowa

MEMBER PROFILE SPRING 2016

www.naild.org 9

Adventure Lighting, of Des Moines, Iowa, is small and nimble enough to adapt to an ever-changing industry, especially with the introduction of LED technology.

He would love to see one or both of his children in the family business, although it’s a bit early too early to tell—his kids are just 2 and 4 years old.

“I think (having them take over) would be an ideal situation, but that remains to be seen. Also we don’t know what the busi-ness or lighting in general will look like in 20 years,” he said.

Brian Huff handles inside sales at Adventure Lighting, along with the day-to-day operations at the 10-person company.



The lighting world is in the early stages of a tectonic market transformation. The increased penetration and usage of light-emitting diode (LED) lighting has not only allowed for impressive efficiencies with regards to energy, but has also opened the door to increased adaptability, new applications and controls as well.

With billions of sockets to convert, there are lighting dis-tributors who feel this new market is poised to undergo tremendous growth. However, due to the long life of LEDs, there are other distributors who see this technological upheaval as the slow demise of the lamp replacement and Maintenance, Repair and Overhaul (MRO) business. LEDs are at once both energy-efficiency superheroes and barbarians at the gate of the traditional lighting industry.

MARKETECTURE FOR THE LIGHTING INDUSTRY

By the time we get to my closing remarks at the 2016 NAILD Annual Conference, we will all have learned and discussed many aspects of the current and future inde-pendent lighting distributor marketplace. So it seemed appropriate that I format my remarks as a snapshot that attendees can interactively participate in to reach some consensus on where we are today as an industry, where we’re going and how we’ll get there.

My marketing communications company, Creative Marketing Alliance (CMA), often stages a proprietary Marketecture™ strategic planning and brand discovery session for new clients or clients embarking on re-brand-ing initiatives to identify and address marketing and marketplace challenges and opportunities.

Rather than focusing on an individual business as Marketecture typically does, I thought it would be interesting to conduct a selective Marketecture session for the independent lighting distributor industry-at-large.

By doing so, we’ll uncover marketplace insights and potential solutions attendees can collaboratively surface and share. NAILD will assign attendees to different

groups to consider various elements of Marketecture and then bring the groups back together to report on their perspectives.

ENVIRONMENTAL SCAN

We’ll break our Marketecture exploration into three approaches, the first of which is an environmental scan. Those who have sales and marketing training know the key principles of marketing to your customers are the “four Ps,” which are product, place, promotion and price.

These are the aspects of your business within your control and upper management focuses on them every day. What the leadership team and the industry-at-large cannot control, but consistently need to monitor and respond to, are the outside forces that can often dictate customer behaviors and marketplace shifts. These include technological, socio-economic, competitive and legal/regulatory forces at work in the market.

For electrical distributors, keeping up with technological advances is an integral part of making key business and marketing decisions, including stocking your shelves,

By Jeff Barnhart THE BRAVE NEW WORLD OF LIGHTING

www.naild.org 11

enhancing Internet sales, improving marketing and sales channels and keeping your staff well-trained. Distributors can stay on the cutting edge by proactively consulting with suppliers and customers on a regular basis to ensure their product lines and marketing opportunities are in line with emerging technological trends.

Socio-economic forces reflect the impact of broader social trends on economic activity. The green and sustainable energy movement is a good example of a broader social and business trend that is impacting economic opportunity in the electrical industry.

Staying on top of what competitors are doing and saying is critical to how your company is positioned for growth. The development of a market intelligence-orientation is extremely important as distributors vie for market position, customer loyalty and market share against an ever-changing competitive backdrop. Think Cisco and Amazon.com.

Opportunistically, legal/regulatory issues such as federal, state and local energy policies, stricter energy-efficiency mandates and building codes can all mean new cus-tomers if you approach them with the right products and services.

Evaluating these external environmental factors, to the extent that they affect our industry—and many of them do—gives us a foundation of solid insights that are responsive to marketplace realities.

BOSTON CONSULTING GROUP PORTFOLIO ANALYSIS

Now, more than ever, the lighting distribution channel is faced with evaluating the products and services that should be in portfolio offerings and positioning them effectively. The Boston Consulting Group (BCG) Portfolio Analysis helps us understand how various products and services are positioned. The vertical axis for the BCG matrix is growth and the horizontal axis is volume.

The matrix helps us scrutinize which products and

services to invest in (or not) on the basis of two factors—company competitiveness and market demand—with the underlying drivers for these factors being relative market share and growth rate, respectively.

SWOT ANALYSIS

No doubt many of you have found a Strengths, Weak-nesses, Opportunities and Threats (SWOT) Analysis to be a useful technique for understanding your business’s strengths and weaknesses, and for identifying both the opportunities open to you and the threats you face. We will be identifying the generic SWOT attributes of the lighting distribution channel. And, by understanding the generic weaknesses in our collective businesses, we can manage and mitigate threats.

More than this, by looking at our industry using the SWOT framework, we can start to craft mutual strategies that will help distinguish our businesses from your competitors, so that you can compete successfully in your individual trading areas and markets.

Post-conference, I will have our Marketecture observations gathered into a document which will be shared with each attendee as a resource for their own business and strategic planning moving forward.

The brave new world of lighting involves bold choices and brave decision-making on the part of independent lighting distributors to address the opportunities and challenges in market transformation. There is still time to make the adjustments and investments that will keep independent lighting distributors ahead of the game-changing forces emerging in the marketplace—but we all recognize the clock is ticking.

Jeffrey Barnhart is president and CEO of Creative Marketing Alliance (www.GoToCMA.

com), a full-service marketing firm recognized nationally as one of the electrical

industry’s premier marketing partners. Contact him at [email protected]

or (609) 297-2222.

FEATURE SPRING 2016


http://www.GoToCMA.com

http://www.GoToCMA.com



By Christian Horn

Demand for lighting controls, including advanced networked control systems, is growing, as controls technology improves and becomes less expensive. Building owners and facility professionals, many of whom have become accustomed to centrally monitoring and managing their HVAC systems, are beginning to expect the same level of control from their lighting systems.

A recent report from Navigant Research forecasts that global revenue from networked lighting control equipment within commercial buildings will grow from $1.7 billion in 2013 to $5.3 billion by 2020.

Lighting controls are also riding the coattails of the burgeoning adoption rate of LEDs (light-emitting diodes) as LED prices fall as well. The semiconductor soul of LEDs makes them inherently controllable with a high degree of dimmability, easy integration of controls with drivers and instantaneous startup. On another front, more stringent building codes at the local and state levels are appearing in many regions of the country that require lighting controls in new construction and, in some cases, retrofits of existing buildings.

LEDs are unique light sources in many ways, but perhaps the most intriguing aspect of their distinctiveness is their affinity to be controlled. Conventional light sources have an aversion to controls which may be expressed in a tantrum of diminished performance, such as reduced efficacy and life expectancy, as controls are introduced.

LEDs, on the other hand, are a different story. In fact, the more they are controlled, the longer they last and the more efficiently they operate. Because all of the components (LED light engines and controls) are now digital solid-state devices, they work together seamlessly, delivering a level of performance that is unprecedented in lighting.

Craig DiLouie, LC, of ZING Communications and a leading educator, journalist and lighting marketing consultant, will share his wealth of lighting controls knowledge and insights during a presentation at NAILD’s upcoming Annual Conference April 10-13 at the La Cantera Hill Resort in San Antonio.

TLD interviewed DiLouie, who also serves as acting education director for the Lighting Controls Association, on the highlights of his remarks at the conference:

WHAT ARE SOME OF THE CONTROL TOPICS AND TRENDS YOU’LL BE TOUCHING ON IN YOUR NAILD CONFERENCE PRESENTATION?

The main thrust of the presentation is to educate distributors to look at lighting control products as tools that implement control strategies. A control is essentially an input-output device or system, with the input being manual or automatic and the output being switching, dimming and in some cases data. The combination of these inputs and outputs define control strategies that must be appropriately matched to the customer’s needs, whether these be energy management or visual needs, and then to the application characteristics. Once this occurs, all that remains is selection of the equipment.

My presentation will identify typical customer goals, lighting control strategies, ideal applications, major equipment types and how this equipment is put together and connected in a system.

STRICTER BUILDING CODES ARE HELPING DRIVE AN UPTICK IN CONTROL INSTALLATION. ANYTHING NEW ON THE CODE FRONT IN RETROFIT OR NEW CONSTRUCTION?

Energy codes are certainly a major driver in demand for lighting controls. Some energy codes now require automatic lighting shutoff for certain retrofit projects. Utility rebates are another significant driver. A majority of utilities and energy-efficiency organizations across the U.S. now provide good prescriptive rebates for lighting controls.

By September 2016, in accordance with a ruling by the U.S. Department of Energy, all states must have a commercial building energy code in place at least as stringent as the American Society of Heating, Refrigerating and Air-Condition-ing Engineers/Illuminating Engineering Society (ASHRAE/IES) 90.1-2013 energy standard, or justify why they can’t comply. Many states will adopt the alternative, which is the 2012 International Energy Conservation Code (IECC), or adopt a state-specific code.

STAYING ON TOP OF LIGHTING CONTROLS

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FEATURE SPRING 2016

On the controls front, ASHRAE/IES 90.1-2013 contains some significant changes. Occupancy sensors must turn lighting off within 20 minutes instead of 30 after the space is vacated. Partial-off operation is required for occupancy sensors in some spaces such as corridors and stairwells. Automatic independent control is required for secondary, as well as primary side-lighted daylight zones. Daylight harvesting step-dimming requires two control points between full-on and off.

Here’s what’s new for controls in IECC 2012: the model code specifically requires occupancy sensing as the automatic lighting shutoff strategy in a series of spaces. The sensor must operate manual-on or auto-on-to-<50 percent. Daylight harvesting control zones are limited to 2,500 square feet. Display and accent, supplemental task and some other light-ing types must be controlled separately from general lighting.

The bottom line is lighting control-related energy code requirements are getting steadily more comprehensive and restrictive, recognizing the significant role they can play in saving energy.

IS DEMAND FOR AND ACCEPTANCE OF WIRELESS CONTROLS GROWING IN RETROFITS?

Demand for radio-frequency (RF) wireless lighting controls is steadily increasing as the technology develops, allowing deeper penetration of control strategies in existing buildings by eliminating low-voltage wiring between devices. RF controls are also becoming integrated with LED luminaires and lamps and sold as complete lighting packages featuring state-of-the-art lighting coupled with room-based control solutions. It’s getting increasingly common to find control systems operated using phones, tablets and laptops.

Other trends to watch include declining costs, intelligent light-ing control, tunable-white lighting and the Internet of Things.

WHAT ARE THE MAIN BARRIERS FOR LIGHTING CONTROLS?

The main barrier is always initial cost, and with energy savings typically being variable and not fixed, it can be difficult to justify in some existing projects. An additional barrier

continued on page 14



for some control solutions is complexity. The ultimate

lighting control solutions can do a lot—implement multiple

control strategies in the same space, control intensity and color, enable remote

control and calibration and feed data to a central point to support maintenance and operations. These solutions require skillful application and skilled operators.

IS DAYLIGHT HARVESTING GAINING TRACTION IN THE MARKETPLACE?

Due to energy codes, daylight harvesting is required in a majority of new construction and major renova-tion projects. In existing buildings, penetration has been smaller due to cost and installation barriers, though the proliferation of RF wireless controls is

changing that.

WHY ARE CONTROL TRENDS IMPORTANT TO LIGHTING DISTRIBUTORS?

In existing construction, lighting controls provide opportu-nities to add value to retrofit sales by maximizing energy efficiency. In a majority of new construction and major renovation projects, they’re simply required. As LED lighting proliferates, integrated and intelligent controls will increas-ingly become part of the solution.

As the installed base of long-lived LED lighting grows, which will reduce distributor replacement lamp sales, controls become a significant avenue to customer service, engagement and sales. Distributors who understand lighting controls and can add value to relationships with their customers will obvi-ously be more competitive as controls grow in importance.

FEATURE SPRING 2016

WHY TLD?

Rob FreitagDirector, Product Development and Marketing

Halco Lighting Technologies

Greg EhrichVice PresidentPremier Lighting

“It is impor tant for Halco Lighting to communicate with lighting distributors about our company, brand and products, and advertising with TLD is one of the most effective ways of doing so. Year-after-year we continue to see the positive benefits that come with reaching out to NAILD members through TLD.”

“Because that’s where my lighting distributor peers are. I read TLD because it’s a great resource for keeping up with new technologies, industry trends and the best business practices of my peers. NAILD members are receptive to TLD advertisers’ products and enthusiastic about deploying them in the marketplace.”

To advertise in the next TLD contact Jude Martin-Cianfano at 609-297-2212 or

[email protected] or visit our website at www.naild.org.




PREDICTING LED LIGHTING PERFORMANCE

It has been said that the lighting industry has changed more in the past five years than in the past 50 and much of that up-heaval has been due to the emergence of solid-state LED (light-emitting diode) lighting. Beginning as the diminutive on-off indicator on appliances, LEDs are now widely viewed as becoming the dominant light source for most interior and exterior applications by 2025, ac-cording to Navigant Research.

Despite rapid advances, solid-state lighting technology is actually in its early years. When it comes to U.S. energy and carbon savings, more than 95 percent of its potential remains untapped, according to the U.S. Depart-ment of Energy. Continued innovation and breakthroughs in materials, process-es, product designs, control systems and manufacturing are occurring at a blister-ing pace to realize the full potential of the technology.

Few people know their way around LEDs better than Dr. Jack Curran, president of LED Transformations in Stanton, New Jersey, an LED consultancy. He will be speaking on “Predicting Performance of LEDs” at NAILD’s upcoming Annual

Conference April 10-13 at the La Cantera Hill Resort in San Antonio.

He points to lumen depreciation as the most well-known predictor of LED performance. “The arbitrary definition of end-of-life for an LED is when it has lost 30 percent of its light output,” he says. “I call them zombie LEDs—they’re at 69 percent and they’re technically dead, but they’re still lighting up.”

According to Curran, the only kind of consistent performance measurements that people have been able to make are those derived from the Illuminating En-gineering Society’s standard LM-80 and TM-21 tests, which allow you to project the degradation in the light output for a particular LED.

“You can get a pretty good handle on the lumen depreciation of an LED. But there are many, many other factors that affect LED performance,” he says.

“Which type of LED, which luminaire and from which manufacturer? Per-formance varies from manufacturer to manufacturer. What’s the application, how hard are you driving the LED and what’s the ambient temperature that it’s being operated in?”

He points out the biggest performance issue is that the LED is not going to be the component that fails. “In general, it’s going to be the driver or the optics. That’s a fact that people tend to not pay too much attention to. My message is don’t worry about the LED, that’s not the component that’s going to fail on you.”

One of Curran’s basic premises is that LEDs, lighting controls and sensors are going to merge and become basically one technology family. “But one of the problems you run into now in retrofits is that you’re redoing the lighting but the lighting control system is already in there.” he explains. “Older generation lighting controls were designed to as-sume the architecture of an incandescent light bulb. And when you start putting LEDs in there you have the dimmer problems that everyone is familiar with: the dimmers and drivers aren’t always compatible and you get flickering or overheating or failing.”

“Then there’s the idea of LEDs sensing people and communicating optically with a laptop. Once you’re sensing people to determine whether the lights should automatically be turned on or

FEATURE SPRING 2016

www.naild.org 17

Advance University(800) 322 2086

NAILD Universitywww.naild.org or call (716) 875-3670

NAILD Lighting Specialist ProgramFor information, call (716) 875-3670

or e-mail [email protected]. To register, please visit www.naild.org

and click on Lighting Specialist.

OSRAM SYLVANIA(978) 750-2464

Universal Lighting e-Learning Centerwww.unvlt.com

The Philips Lighting Technology Center(732) 563-3600

Educational Training Opportunities

off, and who the person is, you can tailor the light level to their preferences,” he says. “You’re gathering information that has never been part of the lighting world before.”

Why is predicting LED performance important to lighting distributors?

“One, NAILD members have to start preparing themselves because their customers are going to start asking a lot of questions—if they’re not already—that they never asked before, like about the programming of lighting controls systems or ‘do I use a vacancy sensor or an occupancy sensor?’”

Beyond technical support, Curran also thinks lighting distributors are going to have to evaluate what are the advantages of a particular manufac-turer’s luminaire over others.

“Up to now, a lot of what everybody was selling in terms of LED was that it was the new kid on the block, so there was a lot of excitement about that,” he explains. But now a lot of LEDs basically just come down to commod-ity. So what model/unit is the lighting distributor going to spec or recom-mend to provide an advantage over competitors?

Curran sees a not-too-distant future when every lamp and fixture is going to have some degree of control and sensing in it and applications that bear little resemblance to traditional general illumination lighting.

“These advances have major implications for NAILD members. It adds a whole new dimension to what they’re selling. Distributors are going to have to be able to field new questions, answer to their customers and understand the technical complexities of LED lighting performance, controls and sensing systems.”

By Christian Horn

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http://www.unvlt.com


More than 50 graduate NAILD Lighting Specialist I Program

NAILD continues to enroll NAILD, IMARK and NEMRA members as well as many with-in the industry in both the NAILD Lighting Specialist (LS) I and LS II programs. Those who graduate from either course receive the appropriate certificates and pins and are invited to use the proper appellation (NAILD LS I or NAILD LS II) on their business cards.

Congratulations to the following LS I Grads:

• Angie Dunshee - 3E• Tuyen Pham - Atlas Lighting & Sales Ltd.• Ross Pizzurro - Atlas Lighting & Sales Ltd.• Mike Caseria - Carr Sales• James Mowbray - Covert Electric Supply Inc.• Chad Baumgartner - Dakota Supply Group• Aaron Boyce - Damin Sales• Damien Timofai - Douglasville Winlectric Co. No.

627• Jimmy Orellana - Electric Supply Co. Inc.• Craig Ross - Electric Supply Co. Inc.• Danny Johnson - Electric Supply Inc. (FL)• Jesus Ramirez - Facility Solutions Group (FSG)• Naomi Cardona - Franklin Electric Co.• John McKeown - Franklin Electric Co.

ASSOCIATION/MEMBER NEWS SPRING 2016

• Kim McMahan - J.H. Larson Co. - Corporate• Chad Mulhollam - J.H. Larson Co. - Corporate• Justin Comer - Joplin Supply Co.• Michael Cooper - Joplin Supply Co.• Renard Rose - Joseph E. Biben Sales Corp.• Patrick Milligan - Kovalsky-Carr Electric• Matt Winters - Kovalsky-Carr Electric• Nathan Goldstein - LED Supply Co.• Erik Stevenson - LED Supply Co.• Megan Sturdevant - LED Supply Co.• Nick Hinz - Lighting Supply Co.• Jenny Alig - Lighting Unlimited Inc.• Courtney Harris - Lighting Unlimited Inc.• Rinda Kelley - Lighting Unlimited Inc.• Brian Maloney - Lighting Unlimited Inc.• Daniel Nanez - Lighting Unlimited Inc.• Trey Kerby - Loyd’s Electric Supply Co.• Brandon Purkey - Loyd’s Electric Supply Co.• Ryan Russell - Loyd’s Electric Supply Co.• Jessica Palumbo - N & S Electric• Rachel Bowers - Pacific Lamp & Supply Co.• Sadie Wedel - Pacific Lamp & Supply Co.• Kelly Catalano - Paramont-EO Inc.• Mike Maerz - Paramont-EO Inc.• Ed Tremore - Paramont-EO Inc.• Chuck Maguire - Premier Lighting• Brett Geminick - Pro Lighting

• Sam Sharp - Pro Lighting• Samuel Everhart - Professional Lighting &

Supply Inc.• Kevin Rood - Quermback Electric Inc.• Jonathan Kossman - Sequel Electrical Supply

(MS)• Jon Watson - Sequel Electrical Supply LLC• Richard Miller - ShineRetrofits.com• Jaclyn Jeffries - Synergy Electrical Sales• Jacob Barber - Voss Lighting• Stephen Bede - Voss Lighting• Josh Stinnette - Voss Lighting• Sean Cowles - Wattsaver Lighting Products Inc.• Serena Mack - Wattsaver Lighting Products Inc.• Anthony Buonocore - Westway Electric Supply• Bonnie Buonocore - Westway Electric Supply• Kathleen Kenney - Westway Electric Supply• Amanda Staniskis - Westway Electric Supply

NAILD LSII can be the next step in continuing education for those who have successfully completed NAILD LS I.

For more information about the NAILD Lighting Specialist programs, contact Linda Daniel at [email protected] or 716-875-3670 or visit www.naild.org.

Today’s Lighting Distributor would like to recognize a member of the NAILD family who passed away recently. She will be sadly missed. She was a true friend who loved the NAILD community.

Elaine Saag passed away on Nov. 19, 2015 after a long battle with Alzheimer’s. She was the widow of the late Ed “Eddie” Saag, who was one of the founding fathers of NAILD.

Elaine was very instrumental in the beginning years of NAILD, organizing the women’s shopping trips along with gathering everyone for the evening meals. She and Eddie were quite friendly with all of the members and went out of their way to make them feel welcome. Elaine and Eddie cherished the friendships they made and spent a lot of their time visiting and entertaining large groups of NAILD members.

Barbara and Greg Nefouse brought Elaine to the conference for a few years after Eddie passed, but the disease eventually took its toll on her ability to travel.

She was truly a fine lady and friend and she will be missed.

She is survived by two daughters and one son.

IN MEMORIAM….




www.naild.org 19

Universal Lighting Technologies Adds Regional Sales Manager

Universal Lighting Technologies Inc., of Nashville, Tennessee, hired Lee Anne Zacharski as a regional sales manager for the southwestern region of the United States.

Most recently, she held a significant sales position in an automation and control products division.

“Having previously worked in key sales roles for other electrical products com-panies, Lee Anne offers comprehensive leadership skills for growing sales with electrical distributors,” said Stu Sumner, regional vice president of the west coast region for Universal.

In her new position, Zacharski will provide dedicated, hands-on support to agents, distributors and end users in the re-gion and will report to Sumner. She will develop, facilitate and optimize the sales strategy for Universal’s LED fixtures and comprehensive lighting products.

For more information about Universal Lighting Technologies, visit www.unvlt.com.

USHIO Introduces Tango’s PVD Systems to Japanese Market

USHIO America Inc., of Cypress, California, has started marketing and servicing the Physical Vapor Deposition (PVD) systems manufactured by Tango Systems Inc. in Japan.

USHIO America signed an exclusive distribution agreement with Tango on Nov. 1, 2015, for marketing and servicing of Tango’s PVD systems, including the flagship Axcela PVD. Under the agree-ment, Tango appointed USHIO America as exclusive distributor of Tango’s products in Japan.

“I am very pleased to introduce Tango’s PVD systems to the Japanese market,” said Shinji Kameda, president and CEO of USHIO America. “We believe they are the

most reliable, high-performance, and low CoO PVD systems in the market today, and will allow Japanese device manufacturers to enhance a competitive edge in their PVD processes.”

“We are very pleased to have recently signed a representation agreement with USHIO America” said Ravi Mullapudi, CEO of Tango Systems. “This mutually beneficial partnership, capitalizing on their respected expertise and experience, will greatly increase Tango Systems’ engage-ment in the Japanese market. We look forward to a successful, long-standing business relationship.”

DuraGuard hires new Northeast Regional Sales Manager

Tom Sevison has joined DuraGuard Products Inc., of Tampa, Florida, as northeast regional sales manager.

Sevison has more than 20 years of industry

experience with companies including Hubbell and Philips, and was a lieutenant commander in the U.S. Navy. Throughout his career, he has successfully managed manufacturer reps, distribution programs and product development.

Sevison will be responsible for managing sales, distribution and end-user activities in the northeastern United States.

“We are very lucky to have someone like Tom join the DuraGuard family,” said DuraGuard’s Vice President Shannon Edens. “His lighting background and knowledge of the industry will elevate our success on the East Coast. With a strong, organized work ethic, Tom fits into our company culture and will quickly become a valuable member of our team.”

For more information, visit www.duraguard.com or call 1-800-736-7991.

INDUSTRY UPDATES SPRING 2016


http://www.unvlt

http://www.duraguard.com


MaxLite Named to 2016 DLC Industry Advisory Committee

MaxLite, of West Caldwell, New Jersey, has joined the inaugural DesignLights Consor-tium (DLC) Industry Advisory Committee.

David Delgado, manager of applications and certifications, will represent MaxLite on the committee, which will work to sup-port the mission and strategic direction of the DLC to drive the widespread adoption of solid-state lighting. MaxLite was one of only three manufacturers of its size named to the committee.

As a DLC stakeholder, MaxLite will be able to provide input on critical program, policy and category topics, such as developing re-quirements for networked lighting systems. MaxLite offers more than 300 SKUs that are on the DLC Qualified Products List.

Lutron Simplifies Search for Compatible Fixtures, Drivers and Lighting Controls

Lutron Electronics, of Coopersburg, Pennsylvania, offers an online tool to help lighting designers, consulting engineers, electrical distributors and contractors quickly find luminaires equipped with Lutron high-performance light-emitting diode (LED) drivers.

The database is searchable by manufacturer, luminaire category, type, mounting options, dimensions, lumen output and color temperature. These search filters help customers generate specifications that can be added to any project luminaire schedule.

The tool also links to participating manu-facturers’ specification submittal cut sheets so customers can find everything they need in one place. Lutron plans to make this information easily accessible in the near future with other Lutron design and

energy audit e-tools meant for lighting and installation professionals.

The database will be updated regularly, as new LED driver and luminaire combi-nations are offered to the marketplace. Manufacturers that participate in the 2016 Lutron Original Equipment Manufacturer (OEM) Advantage Program, which requires them to list the latest Lutron LED drivers as options on their luminaire spec submittals, will be highlighted.

The Lutron OEM Advantage Program rewards OEMs for offering luminaires with the latest Lutron LED driver technology, creates speed to market options for these luminaires and provides transparency of driver price-adders to the OEM’s represen-tatives. Lutron anticipates that the OEM Advantage Program will help grow the list of available luminaire options with Lutron LED drivers by five times over the next year. OEM Advantage Accounts can link directly

April 10-13, 2016La Cantera Hill Country Resort

San Antonio, Texas

2016 Annual Conference

The 2016 NAILD Annual Conference will provide a space for top lighting distributors and vendor manufacturers from across the nation to experience top-notch professional development and industry networking. The Annual Conference is the meeting place for industry professionals to discuss changing technologies, developments and products. Have you seen our location?

For more information, go to www.naild.org.

SAVE THE D

ATE!


www.naild.org 21

NEW PRODUCTS SPRING 2016


to their fixture options from their websites, improving visibility of the Lutron LED driver options to customers at all levels.

Visit www.lutron.com/findafixture to explore this new tool.

Halco Adds Three New Lamps to ProLED Line

Halco Lighting Technologies, of Norcross, Georgia, has intro-duced three new IP65-rated LED lamps to its ProLED line. IP65-rated lamps are rated for use outdoors where exposed directly to water from rain or irrigation. Two LED JC lamps and an LED wedge base 912

lamp add to the Halco Lighting current selection of lamps geared towards land-scape lighting, including Sollos Landscape Lighting.

“In designing this latest generation of JC lamps, we took the approach of not only producing a rugged IP65 structure, but also in providing the smoothest lighting distri-bution in the industry,” said Rob Freitag, director of product development and mar-keting for Halco. “Providing quality lighting performance is always our first priority in every lamp and luminaire we produce.”

The new omnidirectional JC2 and JC20 LED lamps feature a G4 base. With a lu-men output of 250 and a CRI of 82, these 2.3-watt lamps create superior light with very little power. The JC2 comes in a 2700K and the JC20 is 3000K. Both lamps have a useful life of 40,000 hours and are backed by a five-year warranty. The new omnidi-rectional 912 lamp features a wedge base. With a lumen output of 120 and a CRI of 82, this 1.2-watt lamp is a nice comple-ment to the current 1-watt and 2.3-watt wedge base lamps in the Halco product portfolio. The 912 wedge comes in a 3000K, replaces traditional 10-watt halogen lamps, has a useful life of 40,000 hours and is backed by a five-year warranty.

All three lamps can be used in the Sollos line of landscape products. Halco Light-ing lamps standard five-year warranty is extended to 20 years when used in Sollos Landscape Luminaires. For more info on Sollos Landscape Lighting, visit www.solloslighting.com.

USHIO America Introduces New Utopia 2 LED A19 Lamps

USHIO America, of Cypress, California, now offers new Utopia 2 LED A19 lamps with the same fluid shape and size of an incandescent A19.

These dimmable LED A19s replicate the form, fit and function of traditional E26 base incandescent A19 lamps, but they last up to 25 times longer. With a rated life of 25,000 hours and an energy savings of 85 percent compared to popular 60W A19 incandescent lamps, the Utopia 2 LED A19 is ideal for most applications.

These Energy Star-certified LED lamps have a three-year warranty. The 9W LED A19 lamps operate on 120V with warm white (2700K) and daylight (5000K) color temperatures and are available in E26 medium base.

For more information, visit www.ushio.com or call 800-838-7446.

Forest Lighting Announces New T8 LED Lamp

Forest Lighting, of Atlanta, Georgia, now offers T8 LED linear lamps, named UniV8, designed for both direct-wire and ballast-compatible applications.

The Forest Lighting UniV8 T8 LED lamp is 4 feet long and available in 15W and 19W models. Four color temperatures are avail-able: 3500K, 4100K, 5000K, and 6000K. CRI is more than 80RA and the efficacy range is up to 115 lumens per watt. It will last 50,000 hours.


http://www.lutron.com/findafixture

http://www.solloslighting.com

http://www.ushio.com


“Forest Lighting is among a small number of manufacturers offering a combination direct-wire and ballast-compatible T8 LED tube design,” said Jian Ni, chief operating officer of Forest Lighting. “En-ergy service companies should carefully compare certifications, operating param-eters, quality history, warranty and price for this type of product. We believe the Forest Lighting UniV8 T8 LED Lamp will outperform all other designs.”

For more information, visit www.forestlighting.com.

Simkar Announces new Aletra LED Troffer and LEDPro

Simkar’s new Aletra LED troffer is a great alternative to traditional fluorescent direct/indirect fixtures in new construc-tion and as a replacement for older, outdated and inefficient lighting in existing applications.

This new series is designed with the goal of incorporating its elegant, architectural design into a value-oriented package that offers high performance across a wide range of output choices as well as superior ease of installation and rugged, reliable construction.

The Aletra LED troffer from Simkar is energy efficient, providing 107 to 124 lm/W. With lumen packages delivering up to 6,200 lm, the Aletra is environ-mentally friendly and contains no lead or mercury while providing 91,000 hours of safe, maintenance-free lighting. Twelve outputs across two fixture sizes

satisfy a wide range of indoor lighting requirements. Aletra provides efficient, comfortable lighting for applications such as private offices, open office areas, upscale retail applications, public circu-lation areas and classrooms.

LEDPro wallpacks were designed with a traditional look, familiar design and specifically utilizing the latest in high performance LED technology. They match the current

footprint of existing HID wallpacks and can be used for typical mounting heights ranging from 8-18 feet, while providing a lateral space to mounting ratio of up to 6:1.

Replacing 100W to 400W pulse start metal halide wall-mounted fixtures, they provide safety and security in many ap-plications such as perimeters, building facades, stairwells and entrance ways. LEDPro wallpacks consume up to 88 percent less energy over traditional HID sources, while having an operating life of 50,000 hours (L70).

The LEDPro Wallpacks are available in large and small configurations.

The Simkar LEDPro Wallpack Series is designed with a familiar footprint that reduces or eliminates cosmetic instal-lation touch-ups. A shallow design depth of 4 ½ inches allows room for the wallpacks to be used over existing 4-inch round or square J boxes or via ¾-inch top and bottom feed-through access points to the wiring chamber. LEDPro uses the latest in long lasting LED technology, ensuring years of reliable service.

To find out more, contact your Simkar rep or visit simkar.com.

NEW PRODUCTS SPRING 2016

http://www.forestlighting.com

selection. solutions. simplicity. eiko.com23220 W. 84th St, Shawnee, KS 66227 (P) 1.800.852.2217 (F) 1.800.492.897581 King St, Barrie, ON L4N 6B5 888.410.8151 (F) 888.705.1335 [email protected]

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The Spotlight is on NAILD’s Diamond, Platinum and Gold Vendors!

These vendors have committed the highest level of support to NAILD activities in 2016.

Diamond Vendor Members

Platinum Vendor Member

Gold Vendor Members

A QSSI CompanyPRODUCTS INC

TODAY’S LIGHTING · Kevin Eagan Directors Josh Brown Jim Goodwin Kelly Himes (Business...

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