LM&M - September 2023

Simple Upgrades

Use Keystone LED HID replacement lamps with selectable power and CCT options to bypass the ballast and easily change out legacy lamps.

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Fixture Options

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Lighting Solution

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CONTRIBUTORS

SHIRLEY COYLE

Shirley Coyle is an independent consultant and principal of Relevant Light. She has worked in specification sales and executive leadership roles for several lighting manufacturers over the past 30 years. Lighting Certified since 2000, Shirley is a Past President of the Illuminating Engineering Society (IES), and is active on several IES technical and service committees.

HEIDI CONKLIN

Heidi Conklin is the Director of Digital Strategy at Br8kthru. With over 10 years in digital marketing, her knowledge of digital strategy runs deep. Her experience with process development + quality assurance combined with a background in paid, organic, and marketing automation equips Heidi to lead digital strategy at Br8kthru.

DWIGHT KITCHEN

Dwight Kitchen is the Vice President of Sales & Marketing with Energy Solutions International, Inc. – ESI Lighting. His 38-year career includes experience in the ESCO and architectural lighting sectors driving new solutions for various lighting manufacturers. Dwight holds a BS degree in Electrical Engineering from Merrimack College.

MADISON KELLER

Madison Keller is the Director of Marketing for The Retrofit Companies, Inc., an electrical contractor in the Twin Cities. With 10+ years of B2B marketing experience, she has developed a deep knowledge of Marketing & Brand Strategy. Madison’s unique background in the arts has allowed her to bring creativity and a fresh perspective to her work, while her keen eye for process optimization & growth strategy has led her to successfully lead marketing efforts across 3 unique business units at TRC.

Editor and Publisher

Randy Reid

Assistant Editor Parker Allen

VP, Associate Publisher, Advertising

Cliff Smith 917.705.3439

Production and Design Coordinator

Angie Hullfish

Art Direction

Seraphine Morris

Lighting Management & Maintenance (LM&M) publishes information for the benefit of its members and readers. The sponsor (NALMCO), publisher and editor of LM&M cannot be held liable for changes, revision or inaccuracies contained in the material published. For detailed information on the products, programs, services or policies covered, it is recommended readers contact the appropriate person, company agency of industry group.

LM&M is published by EdisonReport (ISSN 2835-821X). Statements and opinions expressed in articles and editorials in LM&M are the expressions of contributors and do not necessarily represent the policies or opinions of the EdisonReport. Advertisements appearing in the publication are the sole responsibility of the advertiser.

Red Wing School District

Photo Credit: Retrofit Lighting & Design

Celebrating a brilliant 70 years of lighting innovation and service

Your pathway to learning starts here. Acuity Academy has put together a unique learning plan just for NALMCO members. Sign in or sign up for Acuity Academy HERE.

Come see us at Booth #201

BOARD OF DIRECTORS

IMMEDIATE PAST PRESIDENT SCOTT W. MENDELSOHN, CLMC Imperial Lighting

PRESIDENT ELECT/TREASURER ERIK J. ENNEN, CLMC, CLCP, CLEP Center for Energy and Environment

PRESIDENT RANDY ALLEN, CALT Facility Solutions Group

VICE PRESIDENT PATTIE CAGLE A&K Energy

VICE PRESIDENT MONICA KRISTO, CALT, CLMC, CLEP Rea Lighting

VICE PRESIDENT BRIAN BAKER, CLMC, CLCP, CLEP Energy Management Collaborative

ASSOCIATE MEMBER REPRESENTATIVE JEFF SEIFERT SnapCount

ASSOCIATE MEMBER REPRESENTATIVE DAVID R. ERRIGO, CLMC Acuity Brands

VICE PRESIDENT LISA ORLOFF Imperial Lighting

EX OFFICIO RON HUGHES Lighting Resources, Inc.

ASSOCIATE MEMBER REPRESENTATIVE WAYNE CALLHAM Linmore LED

ASSOCIATE MEMBER REPRESENTATIVE GEORGE MCINTYRE Acuity Brands

President's MESSAGE

Dear

NALMCO Members,

It’s the final countdown….

We’re only a few weeks away from what people are referring to as NALMCO’s most epic event. Not only are we hosting our first Battle of the Brands, but we are also celebrating a milestone. After 70 years of service, NALMCO continues to be the standard for lighting management quality and maintains its commitment to providing education, certification, and networking opportunities for the lighting industry.

Words can’t express the gratitude I feel when I write about the hard-work, commitment, and vision of three dedicated women. Pattie Cagle of A&K Energy, Monica Kristo of Rea Lighting, and Kerigan Hunziker of Amplify almost single-handedly organized the entire event. Backed by the devoted volunteers of the Program Committee, these ladies have gone above and beyond what one would expect. I’m fortunate to be in my role during this time, and I’m grateful for the creativity, persistence, and energy these three have put forth in bringing this event to fruition.

I would also like to take this opportunity to recognize NALMCO’s President-Elect & Treasurer, Erik Ennen, for his endless dedication to NALMCO’s certification and educational platforms. Erik has easily become the face of NALMCO due to his work on the GUV certifications and has rubbed elbows with some of the most intelligent minds of our time. At the NLB meeting, the NALMCO GUV certification and Erik were recognized multiple times by the NLB board ‘as there is significant excitement around this new certification’.

All-in-all, I’m pleased to report that the Association is healthier and stronger than ever. The Board continues to invest its time, energy, and resources back into the Association as we lead the lighting industry into the future.

In closing, I would like to wish you all continued happiness, health, and prosperity and, like always, I invite anyone that is interested in learning more about NALMCO to reach out or attend one of our events.

RANDY ALLEN, CALT

Your Lighting Specialists

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From the EDITOR

Lights...Camera...Action! Let the show begin!

It’s finally here – the 70th Annual NALMCO Convention and Trade Show, which is packed full of great content. The Hyatt Regency in Indian Wells, California, is an excellent venue. The NALMCO staff and your team of volunteers have worked hard behind the scenes to plan a very informative conference, and the forecast calls for a great show.

Mark Lien, perhaps the greatest thinker in the lighting industry, attends industry events and speaks throughout the world. He will present the latest trends and share his insights.

In addition, it’s time to get motivated. Eric Papp is well known for his talk, “Human Effectiveness For The Future of Work.” With our industry struggling to find workers and convince them to come to the office, his talk will be very timely.

This year’s show will feature a brand-new event - Battle of the Brands. This fierce competition will pit three brands against one another, each vying to showcase its products and services in an electrifying showdown. Acuity Brands, Keystone Technologies, and LEDVANCE will be taking center stage, individually each night of the convention to bring the house down with their spin on our nightly entertainment. Whose evening reception is the boldest and brightest? Attendees will decide!

Most professional businesspeople don’t need too much coaching to network at a conference. This is especially true for NALMCO members. However, NALMCO’s popular "Speed Dating" program returns this year. This unique networking opportunity is designed to allow general members to briefly converse with associate members and learn what the other does. It requires organized preparation to get the most out of the event.

If there is a match in the products or services discussed, then a 1-on-1 meeting can be scheduled at the associate’s booth or another location. Being prepared will help one develop the relationships necessary to grow his or her business within the NALMCO organization.

As NALMCO continues to lead the way, another highlight will be the introduction of the first world-wide UV Certification program.

Be sure to download the app to keep up with all the great content at the show.

I look forward to seeing everyone there!

FROM THE EDITOR

LIGHTING THE WAY TO THE FUTURE

A CHRONICLE OF NISSAN

Smyrna Assembly Plant's Lighting Retrofit Project

By Randy Reid

In a significant move towards environmental sustainability and innovation, the Nissan Smyrna Assembly Plant, located in Smyrna, Tennessee, has embarked on an ambitious lighting retrofit project. This monumental facility, sprawling across a jaw-dropping 6.4 million square feet, has been a cornerstone of vehicle production in North America since its inception in 1983. Yearly, it stands as a testament to manufacturing excellence, churning out a staggering 640,000 automobiles and fostering a robust workforce of over 8,000 dedicated team members.

The transition to a greener future is being facilitated by Stones River Electric (SRE), a company with a commendable track record in lighting ventures across diverse facilities. Through meticulous planning and execution, stretched over several years, SRE has orchestrated the revitalization of the plant's lighting infrastructure. This complex venture entailed a

phased upgrade, systematically dividing the plant into various segments, each complying with Nissan North America's stringent lighting standards.

Rob Wilson, LC, CLMC, LEED, President of Stones River, and his consultant Tony Denami gave our Assistant Editor Parker Allen and me a full tour of the facility. Rob explained their first dilemma – birds! During the outdoor tour of the expansive project site, Wilson pointed out the presence of ospreys nesting nearby. The giant birds have larges nests located on two parking lot luminaires, presenting challenges for retrofitting those fixtures. SRE is planning to deliver a new laser proposal in the coming weeks as part of a bird deterrent program.

Many lighting maintenance companies are involved with new revenue streams such as EV chargers, but I have never heard of lighting companies using lasers as bird deterrents!

Photos courtesy of Stones River Electric

Nissan Smyrna Assembly Plant body shop following new light installation.

When we moved inside, Tony explained the overarching goals for the project:

1. Timely Completion: Ensuring that the upgrades progress in a phased manner, adhering strictly to the budget and schedule, with distinct focus on priorities defined for each phase.

2. Uninterrupted Production: Upholding the principle of continuous production flow, aiming for minimal disruptions in the facility’s operations.

3. Minimal Schedule Changes: Strategically scheduling the upgrades primarily during weekends and annual shutdowns to necessitate minimal alterations to existing timelines.

4. Energy Efficiency: Aiming for a significant reduction in energy consumption through the integration of highly efficient lighting fixtures.

5. Advanced Lighting Control: Implementing unique, addressable lighting systems that are primed for optimal energy management.

6. Enhanced Visual Experience: Revolutionizing the facility's visual environment through balanced lighting, augmented light levels, and consistent illumination.

7. Comfort for Workers: A commitment to enhancing worker comfort by reducing eye strain and glare, facilitated through strategic placement of lighting fixtures.

The Stones River team audited the entire 6.4M square foot plant and uncovered a mixed basket of old technology including metal halide high bays and low-bays, T8 and T5 HO retrofit luminaires, and 2x4 fluorescent troffers in the office. Rob stated, “There were probably eight different types of fixtures, and when you include the fact that each fixture had different wattages, there may have been 30 different fixture & wattage combinations.”

The team counted 11,416 luminaires that were ripe for replacement. Rob explained that all fixtures were replaced with two SKUs: ABV4 series high bays and ALC6 linear industrial lights from Current Lighting. Because each fixture is individually controlled with Daintree software, luminaries could be commissioned to the required light level, negating the need for different wattages.

As we discussed the tremendous energy savings, Rob reminded me of the vital interconnection between lighting and HVAC systems. Substantial savings were achieved through the implementation of lower wattage lighting solutions that, because they produce much less heat, result in reduced air conditioning costs.

Regarding maintenance, throughout the tour, Rob pointed to luminaires that were 20 feet, 30 feet, and even 80 feet high. More than 50% of the luminaires were located above working equipment. Replacing burned out lamps and ballasts above the working equipment had always been challenging. Although Nissan typically has an annual 2-week shutdown for equipment maintenance, sometimes lighting maintenance can’t wait. The long-life LED retrofits resolve these maintenance headaches.

Tony and Rob also explained the complexities and

opportunities presented by various TVA rebate programs. In addition to the substantial energy savings achieved by the project, many other benefits were also rewarded. Utility rebates for the project were applicable through TVA’s Energy Right Program. SRE is a TVA PPN provider and facilitated these incentives through multiple applications. The project provided significant maintenance and HVAC cost impacts while providing a very aggressive watt per square foot metric. This project has also been designed in compliance with the EPAct 2005, including the updates within the Inflation Reduction Act of 2022. When you evaluate the full financial impact of the program; a payback of less than five years was achieved.

The COVID-19 pandemic imposed serious challenges and underscored the need for flexibility and adaptability in navigating unforeseen obstacles. This period necessitated significant adjustments in strategies, particularly in areas concerning financing and supplier dynamics. In spite of these challenges, the team acknowledges the remarkable role of Current, who played a vital role in ensuring the project progressed smoothly.

Furthermore, Wilson and Denami accentuate the transformative capabilities of Bluetooth sensors in revolutionizing logistics and supply chain management within Nissan. Wilson emphasized the pivotal role of commissioning in these complex projects, which SRE included in their package. He outlined the intricate details involved in crafting individually

addressable systems, which although a tad more complex compared to more traditional systems, bring a whole new level of customization and efficiency to the table.

The transition to these advanced systems signals a move towards greater integration of IT infrastructure, encapsulating an astonishing 11,000+ nodes. The technology, they note, heralds a future of allowing Nissan real-time tracking of assets, pinpointing operational inefficiencies, and crafting streamlined processes, thereby saving both time and valuable resources. This innovative approach is a strong benefit of the Daintree software which was quantified in the payback. As strong as the energy savings story is, it could be dwarfed by efficiencies from inventory management. Rob emphasized the licensing intricacies, indicating a nuanced understanding and handling of the various components, including partnerships with giants like Current Lighting, that go into orchestrating such a massive project.

The Smyrna facility is one of three Nissan facilities in the region. With Smyrna near completion, Rob and SRE are setting their sights on the other two facilities as well.

This immersive journey portrays not only a facility transitioning into a beacon of innovation and sustainability but also signifies the pioneering role played by Stones River Electric. This venture marks a luminous pathway to a future where technology synergizes seamlessly with environmental stewardship, heralding a brighter, greener tomorrow. P

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FROM OUTDATED TO EFFICIENT Red Wing School District’s Successful Lighting Retrofit

By Madison Keller with Parker Allen

Red Wing Public Schools was facing challenges with outdated lighting systems in multiple buildings throughout their district. The lights flickered and had poor light quality, causing discomfort for students and staff. The systems were inefficient, leading to high energy and maintenance costs. Additionally, the special education classrooms were in need of lighting that could support a better learning environment that would meet the requirements of students. The district needed a solution that would address these issues while being cost-effective.

Decision makers had several options to resolve these problems. They could continue to replace bulbs and make minor repairs, but this would only provide a temporary solution and continue to create high maintenance costs. Another

option was to replace the existing lighting system with LED technology, providing long-term cost savings and improved lighting quality.

Kevin Johnson, the Buildings & Grounds Director of Red Wing School District, had originally connected with Retrofit Lighting & Design through the Minnesota Educational Facilities Management Professionals Association (MASMS). Jake Andrist, Director of Retrofit Lighting & Design, had made it a point to stay in contact with Kevin in the event a full-scale retrofit project ever materialized. When Kevin finally decided it was time to pull the trigger, Andrist was the first person he called. Johnson explained, “We crunched the numbers and it clearly made sense to do this. We would be spending almost

Photos courtesy of Retrofit Lighting & Design, a division of The Retrofit Companies, Inc.

New LED lights in a Red Wing High School classroom.

exactly the same amount of money maintaining [the lights] over the next 30 years versus replacing them, so it’s kind of a no-brainer.”

Retrofit’s team of Project Developers audited the entire district with the aid of SnapCount® auditing software. They developed LED upgrade solutions for every fixture in the entire district. This included both interior and exterior lighting to maximize solution longevity, eliminate maintenance, and reduce energy consumption.

Andrist worked with the facilities and maintenance departments and the Special Education Director to develop the plan for the project. He collaborated with the district’s Business Manager to ensure the project was affordable and fully funded. They then presented the solution to the Facilities Committee, Superintendent and School Board, which voted almost unanimously to approve it.

Retrofit Lighting & Design determined that new retrofit kits would replace old fluorescent technology wherever possible and new LED fixtures would be used when a kit was not an

option. It was important that all fluorescent lamps and ballasts were removed from all buildings throughout the district. The district also wanted to take this opportunity to enhance the learning environment for their students by reducing light “flicker” and adding RGBW color- tuning LED lighting and controls in all special education classrooms across the entire district. Casambi-enabled color-tunable lights were installed in special education classrooms, along with wall-mounted iPad and app-based control systems.

The project involved upgrading the lighting in Red Wing High School, Twin Bluff Middle School, Sunnyside Elementary, Burnside Elementary, Colvill Family Education Center, River Bluff Education Center, Prairie Island Ice Arena, and the Maintenance Shop. The project took place over 800,000 square feet of building space, including interior and exterior spaces. This space included over 20,000 lights.

The lighting retrofit project resulted in significant cost savings for Red Wing Public Schools. The district estimates annual cost savings of over 51.39%, or approximately $85,000 annually. Rebates of over $250,000 from Xcel Energy and the Xcel Energy/CEE One-Stop Program were processed by Retrofit Lighting & Design and paid back to the school district, offsetting the upfront project costs significantly. The new lighting systems also improved the light quality and light functionality for students and staff. The maintenance staff no longer needs to constantly change out bulbs and ballasts, saving time and money. The improved light quality on the exterior and interior of the school district increases the safety and security of the district as a whole. Additionally, the colortuning lights have made the special education classrooms more supportive learning environments.

Red Wing Public Schools faced district-wide lighting issues that required a cost-effective and long-term solution. Retrofitting the existing lighting system with LED technology provided significant cost savings and improved lighting quality. Staff and students no longer experience flickering and low-quality light levels or special education classrooms that don’t adequately accommodate the students’ needs. The added bonus of being able to offset the upfront costs with rebates made this lighting upgrade project the perfect choice for Red Wing Public Schools. Retrofit Lighting & Design provided a lighting solution that met the district's needs and exceeded their expectations. P

The Red Wing High School cafeteria.

The Red Wing High School gymnasium.

Retrofit Lighting & Design provides an overview of the Red Wing School District project.

CONTINUE THE LEGACY BECOME A MEMBER TODAY

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MEETING THE DEMAND: EV CHARGING

Innovations and Insights from Energy Management

Collaborative (EMC)

By Parker Allen

More than 26 million electric vehicles (EVs) are expected to be on the road by 2030. This rise in electric vehicles must be met by an increase in the supply of EV chargers. Retail centers, hotels, apartment complexes, and office buildings are beginning to realize the benefits of offering EV charging solutions to their patrons.

Many NALMCO member companies have had clients inquire about EV charging.

Energy Management Collaborative (EMC) is a lighting and technology company based in Minnesota that has been offering EV charging solutions since 2020.

LM&M looks at three projects in which EMC worked with the client to propose, install, and commission a solution. The lessons learned can be applied whenever a customer has interest in installing EV charging options.

Case Studies

EMC Headquarters

EMC moved to its new headquarters in 2018 and remodeled the building as a “living lab.” Due to the increasing demand and commitment by car manufacturers and the federal government for electric vehicles, EMC was its own first client, using the opportunity to expand its living lab to the parking lot, adding EV charging stations for use by employees and the local community.

They installed multiple charging stations from different manufacturers, with ChargePoint, FLO and Wallbox units in operation today.

The company also installed a dedicated sub panel to run the EV chargers so it could meter daily charges and monitor the power pulled from each unit. This involved running new cable to the panel and calculating the proper voltage drop needed to deliver correct amperage.

EMC used this opportunity to hone its design, installation and service expertise for current and future customer installations.

Photos courtesy of Energy Management Collaborative (EMC)

ChargePoint dual-port Level 2 charger installed at EMC’s headquarters.

SpringHill Suites

With the number of hotel guests looking to travel with their electric vehicles on the rise, SpringHill Suites knew it was an amenity they needed to evaluate.

The hotel chain partnered with EMC to choose a new hotel build in Camp Hill, Pennsylvania, for proof of concept.

Several key factors influenced this decision. First, being a new build helped minimize the cost of installing the EV charging stations and the critical infrastructure needed to support them. Installs to existing buildings can often be 4-5 times more expensive, especially if new electrical infrastructure is needed.

Secondly, the hotel was able to take advantage of the Driving PA Forward Electric Vehicle Supply Equipment (EVSE) program. The prescriptive incentive program offered a $3,500 rebate per installed port.

EMC helped SpringHill Suites evaluate and select dual-port ChargePoint CT4000 EV charging stations for the project. They advised the hotel to position the units as close to the electrical room as possible – every foot of additional wiring needed translates directly to increased cost.

EMC assisted the hotel’s local general contractor, ensuring the correct wiring, conduit, and circuit breakers were installed and that wireless capabilities were in place before installing and commissioning the charging stations in a single day.

Hotel del Coronado

The iconic beach resort and historic landmark overlooking San Diego Bay offers guests the ultimate seaside escape. With California having one of the highest adoption rates for EVs, Hotel del Coronado recognized the need to expand their EV charging offering.

The resort initially installed non-networked and third-party owned/operated chargers. However, they quickly saw a need for monitoring and reporting capabilities that would provide better oversight of guest usage and billing, as well as future expansion options.

The solution was an upgrade to the property’s electrical infrastructure to accommodate up to 23 new networked Level 2 charging stations. They added 11 new charging

ChargePoint CT4000 Level 2 chargers installed at the front of the SpringHill Suites in Camp Hill, Pennsylvania.

More than 26 million electric vehicles (EVs) are expected to be on the road by 2030. This rise in electric vehicles must be met by an increase in the supply of EV chargers.

stations immediately, with the option of up to 12 more as demand increased.

Working with a local labor crew, EMC coordinated installation of single-port wall mount charging systems, completing the assembly and wiring in a single day. The charging stations are located in the underground parking garage – all the conduit is surface mounted, eliminating the need for any trenching/ boring that can complicate the install and add significant cost, Plus, the Resort was able to find room in its property improvement budget for the low cost install.

Upon successful installation, EMC also performed the commissioning process, ensuring that the charging stations were connected to the network, registered and operating correctly.

Important Takeaways

Rebates and Incentives

The addition of EV charging solutions can be expensive, especially if new infrastructure is needed. Identifying and applying for rebates can be the difference between earning a job and the project getting shelved. EMC has a dedicated team to identify available incentive programs.

EV charger rebates typically fall into one of three categories –local utility-funded programs, state-run programs, and federal grants.

Complexity and lead time of the incentive application process will vary across states. Some programs may operate on a first come, first serve basis until funds are fully allocated. Others may require an RFP with an application window to submit the proposal.

Selecting a Manufacturer

There is an abundance of EV charging options on the market, ranging from standalone, nonnetworked chargers to vertically integrated chargers that can be managed across multiple sites. Certain manufacturers only make the hardware – the charger itself. Others make only the software used to set pricing, collect payments, and monitor the status of the charging stations.

Layering software from one manufacturer on top of hardware from another doesn’t always mesh well and can lead to connectivity and reliability issues.

There are manufacturers who produce both the hardware and software. These vertically integrated solutions are often the safest bet

from a reliability standpoint. But, these charging solutions are typically pricier than standalone, non-networked chargers.

Another factor to consider is modularity. Some manufacturers, like ChargePoint, FLO, and Autel, make their products modular to allow for easier maintenance and to isolate damaged components so that the entire unit does not need replacing Other manufacturers make non-modular chargers - if anything malfunctions, the entire charging station must be replaced. The diminished flexibility of these products is typically reflected in their lower price point.

Educating Customers

The EV charging market has been slow to evolve, in part because many are still unfamiliar with electric vehicles.

Clients may know that they want to add EV charging to their locations, but typically not much beyond that. They don’t know about the range of available options, the differences in cost and maintenance, levels of control and monitoring, etc.

For this reason, EMC created an “Intro to EV” guide to help clients understand the solutions on offer and identify which will work best for their application. This includes the different charging options: Level 2 versus DC fast chargers, networked versus non-networked, etc. There can be a big difference in price, and a key component is understanding what the project drivers are. Is the client just looking to check a box, to be able to say their location offers EV charging? Or do they want something more, like real-time monitoring and control? How are they planning on managing the stations?

From there, EMC can start to tailor a solution to meet the client’s needs. Visit EMC’s website for more information. P

One of the new single-port chargers installed in Hotel del Coronado’s underground guest parking garage.

Special thanks to Jacob Gonzalez, Kristi Everson, and Brian Baker of EMC for their input.

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Celebrating of NALMCO! 70 years

1950s

NALMCO Is Born

In 1953, the #1 rated television show was I love Lucy; the Best Picture Oscar went to From Here to Eternity, and Ernest Hemingway won a Pulitzer Prize with The Old Man and the Sea. In Washington, President Eisenhower authorized $60 million in aid to France for her “Indochina War.” On January 22-23, 1953, a group of 27 men met for one of the first planned lighting maintenance seminars ever held, hosted by General Electric at Nela Park in Cleveland, and the idea of a yearly meeting first sparked.

In Chicago that same year, two men met at the Industrial Plant Maintenance Show and started to compare notes about their new lighting maintenance businesses.

Edward Creed (C&S Lighting) of Cleveland and Herbert Mendelsohn (Sun Ray Lighting Corporation) of Kansas

First Officers Elected in May 1954 (left to right): Northern Regional Vice-President Francis Clark (Lighting Services of Waterbury, Connecticut); Central Regional Vice-President Edward Creed (C & S Lighting Service of Cleveland, Ohio); SecretaryTreasurer Luther Nunnally (Fluorescent Maintenance Company of Birmingham, Alabama); President Walter Fink (Senior

George

Left row (front to back): U, U, Melvin Galbraith, and Jerome Gimbel. Middle row (front to back): U, U, U, U, John Shaver, U. Right row (front to back): Sam Feldman, Ken Purington, U, Eugene St. Jean, Dick Platt, U, U, U.

Fluorescent of Atlanta, Georgia); and Southern Regional Vice-President

Kort (Maury's Fluorescent & Appliance Service of Louisville, Kentucky). Not pictured but elected: Western Regional Vice-President Herbert Mendelsohn (Sun Ray Lighting

This original association logo debuted in 1955. The design was a collaboration between Elmo Irwin, Robert Watson and Malger Gray.

City decided to form an association so that “all or any lighting maintenance companies such as ours could get together annually to exchange ideas and maybe even customers. Also, one of our goals was to get recognition from the lamp and ballast manufacturers as a viable business,” revealed Mendelsohn in a 2002 interview. “Ed also served as a Colonel in the Army Reserves and was a real forceful man. He assigned me to put together a meeting of persons known to be in this business from lists he had access to through his contacts at GE. That’s how NALMCO got started!”

Letters went back and forth, and an informal meeting was held at the Industrial Plant Maintenance Show in January 1954. Bert Osterman (T.L. Rosenberg Company) of Oakland, California, served as a temporary chairman. It was decided then to formally convene that Spring in Cincinnati, since it was central to most (but no lighting maintenance company existed there then, making planning challenging). Mendelsohn was placed in charge of all the logistics (but was unable to attend the first convention that he had so carefully organized since his wife had to undergo emergency surgery the night before).

The first annual convention of the National Association of Lighting Maintenance Contractors (NALMCO) met at the Sheraton Gibson Hotel in Cincinnati, Ohio, from May 19-21, 1954. Melvin Galbraith (Approved Lighting Service) of Cedar Rapids, Iowa, vividly recollected in a 2002 interview, “It was a very positive group of men. All were not lighting maintenance contractors but were associated with it and had a keen interest. A very congenial group it was.”

Creed presided over the first meeting with commanding authority, remembered Malger Gray (Fluorescent Service, Inc.) of Tampa. By a group consensus, Walter Fink (Senior Fluorescent, Inc.) was appointed the new association’s first President. Luther Nunnally, Jr. (Fluorescent Maintenance Co., Inc.) was named the first Secretary/Treasurer.

In the beginning, annual dues were $50 per company. The idea of The Main-Lighter newsletter first occurred in 1957 in the Milwaukee office of then-president Glen Shotola (Lighting Service, Inc.).

The Watson Brothers of Denver (Fluorescent Maintenance Company) produced the first issues. According to brother James Watson in a 2002 interview, his older brother Bob Watson did all the writing for the first few years. Member volunteers around the country handled all administrative duties. According to a history article by Elmo Irwin (Lighting Service, Inc.) published in the May 1971 issue of The Main-Lighter, he and Bob Watson collaborated on the first circular insignia for NALMCO, which was later revised by Malger Gray to included mercury and incandescent lamps. Cloth patches of the new NALMCO logo were also made available and became quite popular for member company employee uniforms.

Irwin wrote about the formative years, “Rules, regulations and by-laws had to be decided on. For example, one rule in the original by-laws called for one member to a town. In fact, one member kept another contractor 60 miles away out of NALMCO for almost two years until this segment of the by-laws was changed.” In addition to annual spring meetings, regional meetings were instituted to bring increased training and new information direct to members.

Early invoices for membership reflect the changing dues structure.

Declaration of Incorporation of the National Association of Lighting Maintenance Contractors, filed October 12, 1954.

1960s The Association Grows

In early 1960, the Association’s first national office opened in Cleveland under the direction of its first paid staff member, Executive Secretary Will Carlton. In 1961, the National Accounts committee sent out its first direct mail letter to 38 prospective customers including Safeway, Kroger, W.T. Grant Co., S.S. Kresge, Texaco, Prudential, and F.W. Woolworth. Melvin Galbraith, committee chair, recalls making hundreds of personal sales calls to these firms on behalf of NALMCO.

Publications presented for the first time included the Management Guide and Operating Ratios Survey. A National Directory of Members By Region for business solicitation purposes was printed in 1967. The first Code of Ethics appeared, drafted by then-president Melvin Galbraith and his executive committee including Bob Watson and Ed Creed. Classified and display advertisements began being accepted in The Main-Lighter to increase association income. A new member solicitation packet appeared complete with brochures and leaflets in 1968. General member dues started at $160 per year at that time and were based on a sliding scale of business income.

The program from the 1965 NALMCO Annual Convention in Dallas, Texas.

Letter from NALMCO’s third President, Malger Gray (1963 – 1965) of Fluorescent Service, in the May 1964 edition of the The Main-Lighter.

Charter members Herbert Mendelsohn (Sun Ray Lighting Corporation) and Pat Bordelon (Salem Fluorescent Maintenance Company) pose at the 1964 Annual Convention in Denver, Colorado.

1970s NALMCO Goes International

The first Labor Units Manual is published in 1973. A new thick blue binder containing supplier catalogs is presented as the first Buyer’s Guide in 1974. (Some members wonder if a specialty tool is required to open the bulky hinge.) In 1975, under the leadership of then-president James Watson, the association formally changed its name to reflect its expanding worldwide focus to “interNational Association of Lighting Maintenance Contractors,” and a new logo was crafted and put into use.

In 1976, the annual convention was held in Hawaii for the first time. In 1977, the annual was held for the first time outside of the USA – in Toronto. December 1978 is declared the last issue of The Main-Lighter due to increased printing and postage costs. Simple newsletters called “Updates” are issued until The Main-Lighter glossy version is resurrected by widespread demand in May 1979.

In 1975, the association changes its name to the interNational Association of Lighting Maintenance Contractors and adopts a new logo.

Ad for 1973 annual appeared in The Main-Lighter.

Excerpt from the May 1977 issue of The Main-Lighter.

1980s NALMCO Members Get Certified!

The first Certified Lighting Maintenance Contractor (CLMC) pilot program test was given in Summer 1980 in Toronto (CLMC was changed to Certified Lighting Management Consultant in 1987). Nine members took the exam, and all triumphantly passed. The first official CLMC examination was held at the annual in New Orleans in April 1981 with 14 members sitting for the test – and all became certified.

The Labor Units Manual is updated in September 1984. Training, troubleshooting and safety manuals are written. In 1986, then-president Irwin Davis, CLMC (ABD Lighting Management Company) and his Board voted to discontinue the regional meetings in favor of one Fall Seminar, effective in 1987.

Following up on the efforts of past-presidents R. Harold Chappell, CLMC, and Davis, president Cary Mendelsohn, CLMC (Imperial Lighting Maintenance) oversaw another rebranding, as the association became the interNational Association of Lighting Management Companies. New articles of incorporation for the association are filed in Pennsylvania in 1988.

Front page of the July 1987 edition of the The Main-Lighter, featuring a message from President Cary Mendelsohn (1987-1989) and a look to the future from President-Elect Norma Frank (1989-1991).

The latest and greatest in lighting technology in 1987. This ad from LiteTronics, Inc. promotes the features and benefits of their new 20,000 hour “SUPER SERVICE” lamp.

1990s

More Certifications Added

Norma Frank, CLMC (Colorado Lighting, Inc.) spearheads NALMCO endorsement and participation in the EPA’s Green Lights program, launched in 1991. More importantly, in cooperation with IES and the EPA, Frank instigates, investigates, coordinates, and records the groundbreaking Luminaire Dirt Depreciation Study (LDD). The Updated Code of Ethics was issued in 1991.

Frank served as the first female President, from 1989 – 1991. She had three requests at the first board meeting:

1. No cigars during meeting

2. Agree to use Robert’s Rules of Order

3. Remove the pin-up girls in our training slides

The Main-Lighter newsletter retires and is replaced by the glossy Lighting Management & Maintenance (LM&M) magazine in July 1992. Record attendance of 297 members and guests graced the annual at Nashville’s Opryland Hotel in 1995. Additional certification programs for Certified Apprentice Lighting Technicians (CALT), Certified Senior Lighting Technicians (CSLT) and re-certification programs for the CLMCs are instituted. Michael Walls, CLMC (Master Lighting Service, Inc.) leads the effort to create CLMC preexam preparation and study materials.

Presidents Charles Ryerson, CLMC (Luminaire Service, Inc.) and Chris Boren, CLMC (Lighting Maintenance & Service, Inc.) gave direction to create a Business Plan and Marketing Plan resource materials for members. Ron Gilcrease, CLMC (Amtech Lighting Services) helped design a wide array of marketing materials and promotions for all members to use. Gilcrease and Jami Wilson, CLMC (Light Inc.) lent support to Douglas Townsley, CLMC (DEL-Electric/Primo Lighting) to create, design, and launch the NALMCO website in May 1998. Stephen Hatch, CLMC (Tri-County Lighting, Inc.) supervised preparation of the training video library.

Lighting Management & Maintenance, February 1999 issue.

Left to right: Peter Weisberg, program assistant for ICF Incorporated, a mission contractor for the EPA’s Green Lights Program; Bob Kwartin, Director of Green Lights; Norma Frank, past president for NALMCO; Charles Occhino, president.

Luminaire Dirt Depreciation Study (LDD) meeting. From left to right: Chip Lawton, Charlie Occhino, Steve Hatch, Chuck Ryerson, Jim Burke, and Chris Boren.

2000s Continued Growth

The Illuminating Engineering Society, in conjunction with NALMCO, released the very first published document on maintaining a lighting system, Recommended Practice for Planned Indoor Lighting Maintenance, in 2003. This document highlighted maintenance as an integral part of a lighting system from design to installation and now maintaining the system to secure the integrity of the design as well as the performance of the design. The Recommended Practice has seen multiple updates as the industry continues to mature. RP-36 is now a recognized American National Standards Institute document and can be found for sale on the IES website.

The Association continued to grow in the 21st century and committed to its certification programs. They elected their second female President, Jami Hall (Stones River Electric), who served from 1999 to 2001.

Victor Frank (Colorado Lighting, Inc.), President from 2004 to 2005, focused his time in office working diligently on the financial structure of the organization which helped stabilize a strong foundation for NALMCO’s future.

Some things never change. Despite the evolution of the lighting industry, these sales strategies from Jeffrey Gitomer in the Fall 2006 edition of LM&M are still applicable today.

The first published document on lighting maintenance, Recommended Practice for Planned Indoor Lighting Maintenance, was released in 2003.

Photo credit: Norma Frank

Lighting Management & Maintenance, Fall 2006 issue.

2010s to Present

Navigating a Changing Industry

Christopher Frank’s (Colorado Lighting, Inc.) presidency (20172018) marked the entrance of second-generation leadership into the NALMCO family. Following his mother, Norma Frank (1989-1991), and father, Victor Frank (2004-2005), Chris represented the sustainability of the Association, bringing both old tradition as well as new ideas to the table. Stepping in right behind Chris, Scott Mendelsohn (Imperial Lighting Maintenance) served as President from 2021 to 2022, following his father, Cary Mendelsohn’s (1987-1989) footsteps.

A decade into the LED revolution, NALMCO sponsored an important study of the useful life of LED exit signs and the potential conflict with their intended role to support navigation during an emergency. The study, Assessing LED EXIT Sign Brightness Degradation, was completed in 2021. The study was conducted by the Light and Health Research Center (LHRC), funded by the McClung Lighting Research Foundation. Results showed nearly 25 percent of the roughly 350 field tested exit signs showed luminance below the target threshold. Based on the Department of Energy estimates, an estimated 40 million plus exit signs are installed in the US. If even just 10 percent produced insufficient luminance, this represents millions of signs that are operational but not doing their primary job as related to safety.

In July of 2022, NALMCO partnered with EdisonReport to relaunch Lighting Management & Maintenance (LM&M), with the goal of bringing the most relevant and up-to-date information from the lighting maintenance world to its readership.

The Association continues to serve the lighting community by providing education, certification, and networking opportunities to its growing membership. NALMCO is in good hands, and the future is bright!

The first issue of the Lighting Management & Maintenance relaunch, July 2022.

New products featured in the August (Summer) 2011 edition of LM&M. More manufacturers enter the LED market.

UNLOCKING POTENTIAL WITH B2B SALES AUTOMATION AND DIGITAL TOOLS

By Heidi Conklin Director of Digital Strategy, Br8kthru

This article is the last in a series on omnichannel strategies and digital marketing.

Many of the skills of sales teams, such as the ability to build trust and relationships, cannot be replaced or even replicated by B2B sales automation, making them more important than ever. What can be replaced for sales teams, though, are repetitive and mundane tasks. By leveraging digital tools and automation, sales teams can reduce the time spent on monotonous tasks and reprioritize the business critical tasks only they can do.

Understanding the Possibilities of Sales Automation and Digital Tools

Imagine a world in which the repetitive aspects of traditional sales activities — such as drafting outreach emails or pulling data on prospects — are done by someone else, leaving teams with more time to build relationships, personalize their interactions, and work on the parts of their jobs they love. With B2B sales automation and other digital tools, sales teams can more

effectively do their jobs while supporting omnichannel strategies to meet buyers where they are.

Omnichannel Journeys Lead to Digital Maturity

In our previous articles, we shared more about omnichannel journeys and their role in digital marketing. Omnichannel strategies utilize multiple tactics throughout an organization, including in the sales and marketing functions, to stay everpresent for buyers.

Utilizing multiple channels and tactics can enable companies to meet buyers where they already are. This is an increasingly important aspect of the buying process as buyers engage with companies an estimated eight or more times before making a decision.

The sales process is an integral part of an omnichannel journey.

Merging B2B sales automation and digital tools with a human touch allows companies to reach digital maturity and succeed in B2B spaces.

Automating and Digitizing Sales Activities Throughout the Funnel

Consider the number of touch points in a decision-making journey. If a buyer requires eight touch points to make a decision, which touch points need to be made by a person, and which can be made through an omnichannel journey? Optimizing touch points via digital tools and B2B sales automation based on buyer needs is an effective way to advance an organization’s marketing and sales maturity, leading to better outcomes over time.

Improve Prospecting Accuracy with a Customer Relationship Management Tool

Having a CRM in place is one of the more foundational activities that can be supported by digital tools. Rather than using a spreadsheet or document to track contacts and interactions, a CRM can provide more sophisticated tracking and management of relationships. In turn, this can help sales teams know more precisely who their prospects are and where they are in their buyer’s journey.

Create Easier Connections with Automated Outreach Emails

Part of any sales role is to reach out to new connections and prospects. Often, this top-of-funnel activity occurs through an email or message that has traditionally been written by the sales team member and tailored to the unique recipient. While customized outreach is still a winning strategy, a variety of artificial intelligence (AI) tools can be used to help write these emails, streamlining the process and saving time while preserving the value of that touch point.

Understand Users and Collect Contact Information with a Compelling Landing Page

Understanding your prospects is a key component of middle of the funnel activities. An engaging landing page with content the prospect can learn from, such as an eBook or case study, can both provide value and collect information for further sales interactions later on. Form fills on a landing page can also be forwarded to sales teams for further follow-up. Combined, these activities further the goals of both the client and the sales team, without taking up too much time.

Maximize ROI with Automated Follow-Ups

Qualifying leads and keeping them warm is an integral part of the sales process. With automation tools, sales teams can not only write personalized emails to prospects, but can also send the emails automatically to keep leads warm. By taking advantage of the tools that exist today, sales teams can continue to provide human touch points throughout the journey, without spending an outsized amount of their precious time on these activities.

Taking Advantage of Existing Tools for Better Outcomes

We live in a world with an increasing number of tools and platforms at our disposal. Taking advantage of these tools can support businesses and sales teams in their work. Combining B2B sales automation with omnichannel strategies opens new doors for sales teams to automate the repetitive and mundane aspects of their work. In turn, this creates opportunities for them to focus on meeting business goals using their unique skills. From the top of the funnel to the bottom, digital tools and B2B sales automation can be leveraged to the benefit of sales and marketing teams alike. When these activities are chosen intentionally, they can benefit the organization’s marketing maturity for a greater business impact over time. For more information on how best to use these tools to your advantage, connect with Br8kthru today. P

We live in a world with an increasing number of tools and platforms at our disposal. Taking advantage of these tools can support businesses and sales teams in their work.

WHAT'S NEW

WATTAGE AND COLOR-SELECTABLE WALL PACKS

EarthTronics introduces two new Wall Packs featuring three watt- and color-selectable operations for optimal lighting on exterior building walls, corridors and parking areas. The Wall Packs offer a 120° light pattern for wide flood distribution illumination and meet Night Sky-Compliant requirements. They also come with a photocell for highefficient dusk-todawn operation. The fixtures are designed for easy installation, directly fitting onto existing electrical boxes.

LAS1 LED ARCHITECTURAL STRIP WITH SELECTABLE CCT

US LED introduces the LED Linear Architectural Strip (LAS1), offering a sleek and modern design with no visible hardware and featuring selectable color temperature options of 3000K, 4000K, and 5000K via an integrated switch. The LAS1 supports smooth dimming down to 5% when used with compatible 0-10V controllers. Easy installation is facilitated by contractor-friendly mounting kits, offering multiple mounting options like cable-suspended, surfacemounted, or wall-mounted configurations.

BATTERY

BACKUP

AREA LIGHT

Dialight’s all new Battery Backup Area Light offers even greater peace of mind for enhanced safety in harsh industrial environments. The fixture features a sleek, lower profile enclosure and can provide illumination for a minimum of 90 minutes in accordance with NFPA 101® guidance on emergency lighting. It is certified for use in a sealed enclosure and has been vibration tested to IEC 60068-2-6. It is compatible with all existing Dialight Area Light mounting options.

DUAL SELECTABLE T-FITÔ

New from LEDVANCE, the Dual Selectable T-FIT Panel Bars are a modern, sustainable solution to replace flat panels. This new solution is Dual Selectable (three CCTs and three lumen outputs in the same SKU) via the switches located on the driver, increasing the variety of applications and allowing for on-site lighting adjustments. The panel bars come in three sizes and are simple and easy to install.

TRITONPRO™ LED SLIMLINE LUMEN SELECT VAPORTIGHT

Orion has announced the launch of the LED Slimline Lumen Select Vaportight, part of its new TritonPro™ . The fixture has a durable, waterproof construction engineered to deliver exceptional lighting performance in harsh environments. Easily accessible dip switches allow the user to select CCT and lumen output in the field providing flexibility to adapt to different work environment dynamics.

ENHANCED CANOPY/ PARKING GARAGE FIXTURE

MaxLite’s new Enhanced Canopy/ Parking Garage fixture is a versatile lighting solution, with options for c-Max controls, thirdparty network controls, and CCT selection (3000K/4000K/5000K). Its single lens covers multiple DLC distribution categories. Available in a range of wattages, the fixture is easy to install with a single screw design for quick interior access and supports both low and high voltage options.

BELLE POST TOP FIXTURE

Wave Lighting's new Belle Post Top Fixtures provide safety, security, and style, designed to illuminate shopping centers, office parks, pedestrian walkways, parking lots, and more. Featuring cast aluminum housing and 0-10V dimming options, the fixtures are easily installed on any standard 3" diameter commercial pole.

NX SITE MANAGER

The NX Lighting Controls system from Current unlocks more possibilities to manage buildings efficiently and can now be powered by the new NX Site Manager, an on-premises enterprise software platform providing real-time programming and management capabilities for NX-connected lighting and smart devices. Additionally, the NX Wall Stations family has been expanded to help lighting pros tackle projects with a host of smart and specialty switches that can add sophistication to any space.

VERIFEYE™ SUBMETERING SOLUTIONS

From tenant billing to energy measurement & verification (M&V) software solutions, VerifEye submeters from Leviton offer cost-effective scalability and integration to provide you with the submetering solution you need today that can be expanded in the future. This seamless solution enables smart metering, meets code compliance requirements and simplifies the complexities of allocating energy costs and billing tenants.

FEDERAL

GOVERNMENT FUNDED PROJECTS -

BUILD AMERICA BUY AMERICA REQUIREMENTS

By Dwight Kitchen VP of Sales & Marketing, Energy Solutions International, Inc.

“Made in the USA” has been a tag line used for centuries. For almost 100 years, procurement managers on federal projects have been requiring the supply chain to deliver documentation for compliant products that pass the various regulations and laws regarding products being manufactured in the US.

With the signing of the bipartisan Infrastructure Investment and Jobs Act in 2021 (IIJA), the government made several changes to multiple laws that gave preference to projects that were either being directly procured by the federal government or where the federal government was fully or partially funding projects through direct assistance or via grants. This also created yet another acronym – BABA, or Build America Buy America. Many of you have heard of TAA and BAA, but now we have a regulation

even stricter. BABA is now tied to federally funded money for most projects utilizing materials for various USA infrastructure… steel, solar, and yes, lighting, to name a few. In most cases, without BABA-approved products, the funding from Washington, D.C., will not flow to states and local municipalities.

We all love acronyms. We had BAA, and now we have BABA. As simple as it sounds, the industry is still trying to understand the new product requirements for complying with BABA. For the past year, the question was asked: “Have you heard of BABA?”

The usual incorrect answer comes back: “Yes, I’ve heard of BAA.” BABA has caused confusion in the marketplace due to the simple acronyms and the changes from the new law.

PHOTO CREDIT: Credit: SpaceX

What exactly does the new law do?

The major items that the BABA section addressed are:

• Strengthened the domestic contents rule for the Buy American Act, to ramp up the percentage of domestic content in 2023 to 60%, 65% in 2024 and 75% starting in 2029.

• Changed the Buy America Law(s), typically reserved for transportation projects, expanding Buy America requirements, government-wide, to federal financial assistance programs for infrastructure, with a very broad definition.

• Infrastructure encompasses public infrastructure projects in the United States, which includes, at a minimum, the structures, facilities, and equipment for roads, highways, and bridges; public transportation; dams, ports, harbors, and other maritime facilities; intercity passenger and freight railroads; freight and intermodal facilities; airports; water systems, including drinking water and wastewater systems; electrical transmission facilities and systems; utilities; broadband infrastructure; and buildings and real property; and structures, facilities, and equipment that generate, transport, and distribute energy including electric vehicle (EV) charging.

• Virtually eliminated the COTS (Commercially Available Off the Shelf) waiver for BABA projects.

• Created the Made in America office under the OMB, Office of Management and Budget.

It is very important to know what rules apply to your retrofit project. The best way is to ask the facility owner what applies. The other way is to know how the project is being funded.

• BAA – Direct purchase by the federal government for its own use.

• BABA - Federal government is providing financial assistance.

A great example for BABA would be a state-owned facility that is receiving grant money to rehab a space.

Under BABA, items purchased for use in a covered infrastructure project must meet the following requirements:

Iron and steel: All manufacturing processes, from the initial melting stage through the application of coatings, occurred in the U.S.

Manufactured products: All products are manufactured in the U.S., and the cost of its components that are mined, produced, or manufactured in the U.S. is greater than 55 percent of the total cost of all components.

Construction materials: All manufacturing processes occurred in the U.S.

Great, but now what do I do? The best practice is to work with companies that:

Understand the various rules and regulations and can help you navigate them for the specific project.

Have processes in place to assure that they continually meet the various requirements.

Are transparent in their labeling of products and how they meet each various requirement(s).

Ask a lot of questions on manufacturers that blanket label their products as BAA or BABA compliant.

The regulations between the various laws are different, and it is difficult to meet everything with every product. A common practice is to label products as BAA compliant but shadow the fact that it is via the COTS waiver and does not meet the components test.

Can I get a waiver if I cannot find a product that is compliant? Agencies may waive the application of the BABA requirements in the following cases: unreasonable cost, public interest, and domestic non-availability. Waivers must be requested by the head of the agency coordinating the purchase and must go through a public review. This is not easy, and it takes time to complete. In addition, each federal agency may provide their own guidance on rules for following BABA implementation. Therefore, it is imperative that you research each agency’s guidance under BABA.

The OMB office just issued a final guidance in August via a publication in the Federal Register. It will become final 60 days after publication. You can find the actual guidance at www.regulations.gov. Search for 2 CFR Parts 184 and 200.

Contractors are looking at waivers for BABA, but at this point in time, the Buy America Office and federal agencies in charge of the projects seems to be holding to the requirements of BABA. The ultimate strategy for Build America Buy America is to bring USA manufacturing back home and increase jobs through finished-goods manufacturers, including component manufacturers who will fill the supply chain.

Have you heard of BABA?... “Yes, I have!”

Now you can ask your vendor partners, manufacturers, and distributors the same question. ■

US Capitol building at sunset, Washington DC, USA.

PHOTO CREDIT: Adobe stock - lucky-photo

70TH ANNUAL NALMCO CONVENTION AND TRADE SHOW

NOTABLE SESSIONS:

Better Thinking vs More Effort: Overcoming the Undisciplined Pursuit of More with Eric Papp

With increasing complexity, most people are tasked with doing more than they can successfully execute. Eric Papp helps audiences clarify their thinking on what’s most important so they can achieve greater impact and feel in control again.

The truth is it’s easy to get caught up in the busyness of work and fall victim to the myth “I can do it all.” This inhibits us from recognizing that successful execution and living a meaningful life are about tradeoffs. The more complex, fast-paced, and challenging life becomes, the more we need to have space to think: thinking time to spot irrelevant work, floundering projects, and the courage to start saying no.

Emerging & Converging Trends & Technologies with Mark Lien

The pace of technological change has accelerated, and consumers are increasingly confused about the changes. Your customers should know that you understand where the future of lighting is headed, or they will be reluctant to let you lead them there. Your credibility enhances their trust.

This session will focus on eight technologies currently converging with the lighting industry and how these are likely to impact NALMCO members. Lighting is evolving, merging with peripheral industries, changing key players, and offering increased opportunities and risks worth knowing in advance.

Networking Event with Associates (a.k.a. Speed Dating)

Back by popular demand, this unique session facilitates networking at the conference. The event is designed to allow Associate members to give their elevator pitch to every general member company in attendance. If there is a match in the products or services discussed, then a separate meeting might be scheduled at the associate’s booth or another location during the conference.

In the July issue, Wayne Callham of Linmore LED provided readers with advice on how to get the most out of this one-ofa-kind experience.

New this year:

ˍ Additional networking time

ˍ New sponsorship opportunities

ˍ Educational opportunities - GUV training, alongside the existing CLMC training opportunity

Pricing:

ˍ First-Time Attendee: $650

ˍ General Member: $750

ˍ Associate Member, not-exhibiting: $2,650

ˍ Non-Member, General Member Equivalent: $1,750

ˍ Non-Member, Associate Member Equivalent: $3,950

ˍ Guest (Non-Industry): $500

ˍ Additional Event Tickets: $150

ˍ Golf at the Celebrity Course: $190

ˍ Club Rental: $80

ˍ Additional Rep** for exhibiting company: $950

**Additional reps and complimentary reps need to reach out to Kerigan Hunziker for registration.

BATTLE OF THE BRANDS

Acuity, Keystone and LEDVANCE are the three platinum sponsors for the first ever Battle of the Brands! Each sponsor has a chance to take their sponsored reception to the next level, and the attendees will vote for who won the battle. Let the battle begin!

Overflow rooms have been secured at the nearby Renaissance Esmeralda Resort and Spa. If rooms are unavailable at the Hyatt Regency, click here to secure your room at the Renaissance. After September 25, reservations are subject to space availability and standard room rates.

NALMCO does not use a housing service to book sleeping rooms. If you are contacted by a company other than NALMCO to book your sleeping room, please let NALMCO know.

*This agenda is subject to change

NEW CERTIFICATIONS

Certified Apprentice Lighting Technician ™

Candela Systems Corporation

Alexander Tacuri Alvear, CALT

Contemporary Energy Solutions

Dave Alvarez, CALT

Energy Management Collaborative

Drew Goerdt, CALT

Isaac Lind, CALT

Olivia Jacobs, CALT

Robert Joseph Kelly, CALT

Rosemary Lewis, CALT

Ryan Baack, CALT

Travis Kratcha, CALT

Trenton Mathison, CALT

Lisa Ulett, CALT

Evolved Lighting Solutions

Keith Steinbock, CALT

Facility Solutions Group

Chris Adams, CALT

Jas Alverio, CALT

Jessica Le, CALT

John Wills, CALT

Kaiden Bowers, CALT

Madison Toles, CALT

Nicholas Youngblood, CALT

Eric Fiscus, CALT

Green Tech Leaders

Dante Sierra, CALT

Dhoha Medjoubi, CALT

Dianne Morales-Zuniga, CALT

Erick Jimenez, CALT

Francisco Gonzalez, CALT

Giovanni Ariza, CALT

Guveenda Dianuth, CALT

Isaac Martinez Ramirez, CALT

Isaiah Wilson, CALt

Jorge Marin, CALT

Luis Diaz, CALT

Makayla Sanders, CALT

Matthew Molina, CALT

Mohammad Khan, CALT

Nicholas Montoya, CALT

Orlcen Gracia, CALT

Tavarae Thomas, CALT

Tieren Thorne, CALT

Xavier Elias, CALT

Isaiah Rodriguez, CALT

LightSource Unlimited

Jeff Ginder, CALT

Perry Angelos, CALT

Sean Flahaven, CALT

Pacific Energy Concepts (PEC)

Abby Cartier, CALT

Christopher Johnson, CALT

Jake Gillan, CALT

US LED

Mariah Gantz, CALT

Paul Board, CALT

Viking Electric

Nicholas Anweiler, CALT

Zak Olson, CALT

World Electric Supply

Francis Carampatan, CALT

YESCO, LLC

Mark Tobello, CALT

Aaron Johnson, CALT

Izcoatl Barajas CALT

John Hoel, CALT

Unaffiliated

Daniel Trejo, CALT

Mario Merino, CALT

Certified Senior Lighting Technician™

Contemporary Energy Solutions

Raymond Bledsoe, CSLT

Energy Management Collaborative

Elizabeth Schoenenberger, CSLT

Certified Lighting Controls Professional™

Brighter Solutions

Cornelius Echols, CLCP

Light Story

Krutika Patel, CLCP

Luma Tech Solutions Canada Ltd

Naveen Vadlamudi, CLCP

Optima Engineering

Michael Mazzone, CLCP

TowerPinkster

Brian Johnson, CLCP

WSP USA

Kendall Allen, CLCP

NEW MEMBERS

Education Partner

WISCONSIN PUBLIC SCHOOLS

JOIN DATE: 8/17/23

Professional Member

CDM2 LIGHTWORKS

JOIN DATE: 8/31/23

General Company Member

GREEN TECH LEADERS

JOIN DATE: 8/1/23

DAY-LITE MAINTENANCE CO., INC.

JOIN DATE: 8/21/23

METRUS ENERGY

JOIN DATE: 8/31/23

COWLING ELECTRIC PLLC

JOIN DATE: 8/3/23

CUTTING EDGE SIGNS AND LIGHTING

JOIN DATE: 8/29/23

OPTIVA LIGHTING & ELECTRICAL SERVICES, LLC

JOIN DATE: 9/6/23

Associate Company Member

BIGRENTZ

JOIN DATE: 7/28/23

MCWONG INTERNATIONAL

JOIN DATE: 8/2/23

EVERLIGHTS, INC.

JOIN DATE: 8/7/23

CASAMBI

JOIN DATE: 9/1/23

CHALLENGES CONTINUE WITH AN UNCERTAIN ECONOMY

The global supply chain landscape remains uncertain, with North America and Europe facing economic challenges, the Asia-Pacific market showing more stability, and the world economy balancing on the edge between recession and stagnation. The evolving situation calls for adaptability and resilience from businesses worldwide.

The biggest challenge in recent weeks has been low water levels in the Panama Canal Zone, which continue to reduce the allowable vessel draft and the number of vessel crossings allowed per day. This causes delays in transit to the East Coast of the US (and likewise for exports back to Asia from the East Coast) and reduces the number of containers the ships can carry. This, of course, is reflected by higher rates.

An alternative for shippers is to shift to a routing via the West Coast which, while faster, is more expensive. If volumes increase, then delays on the rail could increase as well. Businesses are advised to take this situation into consideration when planning lead times on projects.

In addition to the situation in the Panama Canal, the supply chain scenario in North America witnessed a significant decline in demand during August, reflecting a slowing economy. The Global Supply Chain Volatility Index from S&P Global and GEP saw a drop from -0.37 to -0.55 as firms destocked and materials demand worsened. Values below 0 are indicative of an underutilized supply chain with reduced volatility.1 While lead times in 2023 showed a trend of contracting by a few days across all market segments, they

By Parker Allen

still remained nearly 70% higher than the April 2020 baseline. July to August saw marginal increases in lead times in the electric utility and construction segments.2

Europe faced the most fragile supply chain conditions, characterized by a drastic fall in demand for raw materials and components and looming recession risks. The GEP Index improved from -1.07 to -0.50 but still indicated a rise in supplier spare capacity over the previous year.1

In contrast to North America and Europe, the Asian-Pacific market experienced more stable demand conditions, with strong purchasing observed in countries like India, Indonesia, and Vietnam. The GEP Index rose from -0.31 to 0.06, signaling a faint uptick in supply chain volatility compared to July.1

Overall, the GEP Global Supply Chain Volatility Index, tracking demand, transportation costs, inventories, shortages, and backlogs, recorded -0.18 in August, showing sustained idle capacity for suppliers. Demand conditions remained subdued, and procurement managers remained cautious.1 Global transportation costs reached their highest level since February, driven by renewed pressures on fuel prices and oil supply cuts. Industrial activity and freight appeared to be flatlining as the merchandise-led boom associated with the pandemic shifted towards a services-led post-pandemic period. While the worst of the freight lull from mid-2022 to early 2023 may have passed, there is no clear sign of a recovery of any significance on the horizon.3 P

1 “Weak Global Demand and Spare Capacity at Global Suppliers Persist in August as Global Economy Flirts with Recession: GEP Global Supply Chain Volatility Index.” (September 13, 2023). GEP. https://www.gep.com/newsroom/weak-global-demand-and-spare-capacity-at-global-suppliers-persist-in-august-as-global-economy-flirts-withrecession-gep-global-supply-chain-volatility-index

2 “Impacts on Global Supply Chain Logistics.” Border States. Updated 9/12/2023. https://content.borderstates.com/news/coronavirus-impacts-on-global-supply-chain/

3 Kemp, John (September 7, 2023). “Global Container Freight Still Stalled.” Reuters. https://www.reuters.com/markets/europe/global-container-freight-stillstalled-2023-09-07/

Post-NALMCO National Convention Issue

COMING IN NOVEMBER

• NALMCO launches the industry’s first GUV certification.

• Manufacturers are taking the lead in promoting sustainability through Green Retrofits. Will contractors follow suit?

• Understanding the changing landscape of fluorescent lighting.

Photo by Aron Yigin on Unsplash

Photo by Luis Santoyo on Unsplash

Page 5, 7 and Back Cover

Page 11

Page 21

Page 13

UP CLOSE WITH JAY MORRIS

By Shirley Coyle, LC

After leaving the auto business in 2006, Jay Morris and his wife, Pamela, started working on energy efficiency projects in their home state of Texas. What started as 7L Energy would later become Negawatt Partners. They moved to T8 retrofits jobs in 2008 – eventually getting into the lighting business by helping 20 to 30 small cities in Texas with their retrofits by writing grants and doing their lighting installs. By 2009, Jay was looking at LEDs – “Big prices, but big rebates too, which helped us grow our business tremendously.” When the rebate dollars started drying up in Texas, Jay got word of rebate funds available in Arkansas. “We were a sales team, subcontracting the install work in Texas – but to meet the rules on jobs over $50K in Arkansas, we had to become an electrical contractor to bid. It was the best thing that ever happened to us!”

Asked about the challenges he has faced, Jay offers that “the big challenge has always been to secure quality help – whether it’s sales people or on the construction side. We’ve grown and added a lot of people, taking several leaps of faith between 2016 and 2022, and so far, all have worked!”

Jay reflected on the issues facing the lighting management industry: “As long as we have cheap, Chinese products, there will always be contractors that sell strictly on price. That creates a problem. They make very nice profits for a year or two, and are out of business before the issues with their cheap materials show up, and legitimate businesses like Negawatt Partners are left to clean up the mess. Pricing is an issue for customers, and access to capital is a problem for people, but you have to make sure your company does what it says, backing up your work and honoring your warranty.”

One of the keys to Jay’s success has been the company’s focus on working with schools, municipalities and counties: “With their AAA

credit ratings, we know we’re going to get paid for our products and labor, and these projects keep our teams busy for several months.” Lighting as a Service (LaaS) on stadium lighting retrofit installations has also been a winning play for Negawatt Partners: “We do an LED conversion, with no upfront cost for the installation – instead, the customer pays a semi-annual fee over fifteen years, with our company maintaining the system and providing warranty for the duration of that period.”

When asked to what he would attribute his success, Jay offered that, along with hard work and a lot of luck, surrounding himself with people that enjoy and pursue the same vision has been critical. His advice for young people coming into the industry is threefold: “Always keep an open mind. Always be willing to continue to learn. And, the customer is always right!”

Jay commented on the great value provided by NALMCO: “The friendships and business acquaintances that have come from being a member have added tremendous value to our company! Being able to meet leaders in NALMCO has helped generate new service income for us, and the certifications are very helpful for the service guys. I’ve even gotten some, too. To me, the day you quit learning is the day you die!”

While Jay initially did the travel and work on his own in Arkansas, he eventually convinced his wife and daughter to relocate to the beautiful surrounds of Hot Springs, Arkansas, where Jay and Pamela now live on Lake Hamilton. “So, no matter how bad a day we’ve had at work, I can go home, get on my boat to go ride around the lake, and I’ll be calm within fifteen to twenty minutes!” chuckles Jay. Perhaps Jay’s next sales campaign will be to get a future NALMCO event held in his lovely, adopted community of Hot Springs, Arkansas! P

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