• Faster, easier service opportunities
• Linear, compact, and industrial solutions
• Replace 150+ drivers with only 9 SKUs
• Easy handheld, push button programming
• Adjustable Lumens
• Up to 171 LPW
• Two Mounting Options
• Wide Flood 7x7 Light
Distribution
• Connect to emergency fixtures wirelessly
• Access reports in your app
• View and send compliance reports
• Automatically conduct monthly tests
• Round alternative to CPHB
• Switchable color temperatures
• Adjustable lumens
• Contractor-friendly install
starts here. Acuity Academy has put together for NALMCO members.
• Integrated T-Grid Clips
• 0-10V Dimming
• Higher Lumen Options
• 2x2 and 2x4 Versions
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.
Editor and Publisher
Randy Reid
Assistant Editor Parker Allen
VP, Associate Publisher, Advertising
Cliff Smith 917.705.3439
Production and Design Coordinator
Angie Hullfish
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.
Art Direction
Seraphine Morris
Staff Writers
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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.
President RANDY ALLEN, CALT Facility Solutions Group
Immediate Past President
SCOTT W. MENDELSOHN, CLMC Imperial Lighting
President Elect/Treasurer
President Elect/Treasurer
ERIK J. ENNEN, CLMC, CLCP, CLEP Center for Energy and Environment
ERIK J. ENNEN, CLMC,CLCP, CLEP Center for Energy and Environment
VICE PRESIDENT
Vice President
BRIAN BAKER, CLMC, CLCP,CLEP Energy Management Collaborative
BRIAN BAKER, CLMC, CLCP, CLEP Energy Management Collaborative
Vice President
PATTIE CAGLE A&K Energy
Vice President
MONICA KRISTO, CALT, CLMC, CLEP Rea Lighting
Vice President
LISA ORLOFF Imperial Lighting
Associate Member Representative
JEFF SEIFERT SnapCount
Associate Member Representative
WAYNE CALLHAM Linmore LED
Associate Member Representative DAVID R. ERRIGO, CLMC Acuity Brands
Ex Officio RON HUGHES Lighting Resources, Inc.
• Type C 5-CCT TLEDs, 10W, 12W, 15W
• 2700K, 3000K, 3500K, 4000K, 5000K
• Up to 2200 lumens, 80+ CRI, up to 165 lpW, 0-10V
• 2-channel & 4-channel, 3-level programmable drivers
Our local lighting design and controls specialists are here to make your job easy. We’ll support you with:
• Professional on-site audits
• Design layouts
• Specifying products
• Identifying rebates
• Controls commissioning Sonepar brands across the US have extensive lighting inventory – and a single point of contact for your projects nationwide.
Look to your local Sonepar distributor for your lighting needs.
There’s a battle brewing!
The stage has been set, and the battle lines have been drawn. The Platinum Sponsors battling it out for the ultimate bragging rights are Keystone Technologies, Acuity, and LEDVANCE. Congratulations! Let the Battle of the Brands begin! Okay, not in the literal sense…but you get the gist. What is the Battle of the Brands? It’s going to be a fierce competition between our three Platinum Sponsors, each vying to showcase their products and services in an electrifying 3-evening showdown to be recognized as the boldest and brightest brand. The battle begins Sunday, October 08, 2023 and runs through Wednesday, October 11, 2023 in Palm Springs, California. You won’t want to miss it!
None of this would be possible without the hard work of the Program Committe, led by Pattie Cagle of A&K Energy Conservation. They continue to amaze, pushing the boundaries to make our 70th Annual Convention and Trade Show a truly memorable event. Our first guest speaker, Mark Lien, will focus on ‘Emerging & Converging Trends & Technologies'. According to Mark, “This session will focus on eight technologies currently converging with the lighting industry and how these are likely to impact NALMCO members.” Eric Papp will follow with his session titled “Better Thinking vs More Effort: Overcoming the Undisciplined Pursuit of More” where he will talk about recognizing that successful execution and living a meaningful life are all about tradeoffs. In addition to Eric and Mark, the event will boast a Manufacturers Panel to TIPS: Technical, Installation, Product & Support. Moderated by NALMCO’s President-Elect & Treasurer, Erik Ennen, each of our Platinum Sponsors will provide an industry expert to participate on the panel. As we all know, the key to any good conference is networking. Rest assured, there will be multiple networking events and opportunities throughout the show to connect, including a new ‘Labor Partners’ networking event.
Not to be outdone, the Certification Committee continues its work on the CALT and CSLT refresh project and CLCP update, in addition to the release of 4 new certifications: Lighting Auditor, GUV Apprentice, GUV Senior, and Certified GUV Management Professional. I’m excited to report that interest in our GUV certifications is gaining traction on an international level. NALMCO recently signed an MOU with the International Ultraviolet Association (IUVA), designed to advance and promote the mutual interests of each Association’s respective members. I’ll speak more on this in the next edition of LM&M. If you'd like to learn more about the GUV certifications, there will be two opportunities at our Annual Conference and Trade Show to get hands-on training. But, space is limited, so register today!
In closing, I would like to wish you all continued happiness, health and prosperity, and I invite anyone that is interested in learning more about NALMCO to attend one of our industry events. Cheers!
Sincerely,
The National Lighting Bureau (NLB) is now accepting submissions for the 2023 Transformation Award. This award recognizes excellence in lighting retrofit projects, and it is a great opportunity for contractors and distributors to showcase their best work.
The Transformation Award is open to all entrants, but it was specifically designed with NALMCO members in mind. This is because the award recognizes projects that use creative lighting systems and controls to improve visual performance, reuse and repurpose luminaires, reduce light pollution, and enhance safety and security.
In addition to the recognition, the winning projects will be featured on the NLB website, LM&M magazine, and the EdisonReport, to name a few. This is a great way to get your work seen by a wider audience and to attract new clients.
The submission process is easy. Simply visit the NLB website and fill out the online form. Pictures of the retrofit from cellphones are acceptable. All entries must be received by August 1, 2023.
I encourage anyone interested to submit your project. Here are some of the benefits:
• Recognition for your work
• Increased exposure for your business
• The opportunity to learn from other award winners
• The award will be presented at the 70th Annual Convention and Trade Show in Indian Wells, California
Speaking of the convention, we still need your photos from past conventions, as we are publishing the next issue in print, and we will hand out at the event. Head up to your attic and find your old scrap books and send your photos and stories to me at editor@nalmco.org.
See you in Indian Wells!
The Keystone Area Lights Stocking Special, with multiple lenses and our Power and Color Select technology, means one product meets the demands of numerous jobs.
OQ Chemicals is a worldwide leader in the production of oxo chemical solvent products. The production plant in Bishop, Texas, is a complex facility, producing the everyday chemicals used in various industry segments such as paints and coatings, lubricants and functional fluids, with a need for lighting that can stand up to the elements and provide a safe working environment.
When Marcus Rubio, Bishop’s Senior I&E Specialist II, I&E Team Lead, and I&E Designer, came to the Bishop plant in 2013, the facility had seven different types of lights, ranging from metal halides and high-pressure sodium to incandescent and fluorescent. A selfdescribed lighting enthusiast, Rubio embarked on a journey to upgrade and standardize the facility’s lighting with the primary goals of improving worker safety while reducing maintenance costs and downtime. Additionally, OQ takes the idea of sustainability very seriously –carbon reduction is a global initiative of the company, with a goal of being carbon neutral by 2050.
They initially did a test install of fixtures from two different companies, one of which was Dialight. Fairly quickly, the difference was clear. “The Dialight fixtures had a lower profile and the quality of light was better,” explained Rubio. Some areas of the plant, such as the pump alleys, have low ceilings, and space is at a premium. The Dialight fixtures helped maximize the available working area. Furthermore, they maintained their crisp, clear color long after installation. Rubio continued, “We
got the operations folks involved, and we all agreed that we liked the Dialight units more,” explained Rubio.
They decided to make Dialight fixtures their standard for area lighting and began the process of converting the entire facility’s lighting. Arturo Saldaña, Regional Sales Manager at Dialight, recommended SafeSite and Vigilant Area Light products. The wide variety of retrofit adapters for these products made swapping out existing legacy technology fixtures to the Dialight LED fixtures quick and easy for OQ’s in-house technicians.
Budget considerations, the bane of every facility manager, limit how much of the large facility can be upgraded each year, so the project has proceeded over the course of several years. Lighting technology changes quickly, posing a challenge for a project of this length. Saldaña updates Rubio whenever they have a new product or product upgrade so that OQ can be sure they are installing the best products with the latest warranties. The goal is to eventually have the entire facility lit with Dialight fixtures. As of now, Rubio estimates that they have replaced close to 400 fixtures.
The energy and cost savings are substantial – an estimated 500,000 kWh of electricity annually, translating to over $50,000 in reduced energy costs every year. Further savings through reduced maintenance costs and facility downtime are harder to quantify but no less real. “We were spending a lot of time relamping, with crews having to erect scaffolding just to reach a single fixture.” Rubio said. But, since they began installing Dialight fixtures, they have only had one lamp failure – and that was due to a wiring issue, not the fixture itself.
Everyone at OQ has spoken positively about the lighting upgrade, and they plan to have the plant fully converted in 2 years. “Our operations folks are getting all kinds of compliments from employees, vendors and partners about the quality of the lighting in our plant,” Rubio concluded. This is a true success story – a tale of fruitful collaboration between customer and vendor.
A special thanks to Marcus Rubio of OQ Chemicals and Arturo Saldaña for speaking with me about the project. ■
“The overall result is a beautiful, energy-efficient, gothic style appearance with precise directional lighting that residents will appreciate during the night and day for many years to come."
— Kevin Gorman
Operating as the longest running residential and business conservation program in the country, Seattle City Light is a not-for-profit utility that provides carbon-neutral electricity generated primarily from carbon-free hydropower. Its focus is on providing affordable, reliable, and environmentally responsible energy services to power the homes, businesses, and communities it serves.
Recently, Seattle City Light completed a pilot program to test new LED streetlight fixtures in Seattle’s Windermere neighborhood in an effort to improve customer safety and reduce carbon emissions.
Prior to the program, the neighborhood was outfitted with high-pressure sodium (HPS) streetlights that were aging and due for replacement. Seattle City Light wanted to replace 300 gothic style HPS fixtures with efficient LED fixtures. The pilot program involved testing five fixtures within the Windermere neighborhood to select the most efficient lighting solution. The new fixtures were evaluated for appearance, historical integrity and light levels.
The objective of the new streetlights was to improve the quality of lighting as a means of enhancing both pedestrian and traffic safety. A reduction in greenhouse gas emissions was a further benefit. Given the efficiency and long life of LEDs compared to HPS fixtures, Seattle City Light calculated that changing the streetlights would reduce carbon emissions by approximately 20 tons each year as the result of fewer service vehicle trips needed to repair or replace the lighting fixtures.
The pilot program spanned five years of analysis to determine the best lighting solution for the community. Key decisionmakers included lighting designers, city officials, standards engineers, program managers, installers, maintenance crews and, most importantly, the neighborhood association which would live under the fixtures years to come. In fact, the pilot program provided an opportunity for community feedback that impacted which fixture would be chosen.
After the extensive evaluation, Seattle City Light specified approximately 300 LCC Series Gothic LED fixtures from Sun Valley Lighting in Palmdale, California.
Kevin Gorman, Streetlight LED Conversion Program Manager for Seattle City Light, explained, “We selected the LCC Series based on three major factors. First, the fixtures maintained the gothic style and fit within neighborhood aesthetics. Second, we found that the LCC Series provided superior LED efficiency and light control during the pilot program. And finally, the fixtures are made by a reliable and trusted manufacturer to ensure the quality of the streetlights.”
The fixtures are equipped with micro-reflectors mounted around each LED to control the raw light output. The optical components are uniquely aimed horizontally and vertically and combined to produce highly efficient light distributions. Furthermore, clear-patterned diffusing lenses were also used to minimize glare.
“Utilizing a Type II distribution pattern with Sun Valley Lighting’s proprietary LED Power Array™ 2 and glass refractor produced an even light distribution over the desired illumination zone of the neighborhood streets and sidewalks. We also utilized a house side shield to ensure there was minimal light trespass onto private property,” Gorman added.
The streetlights include 2700K CCT LED chips to deliver a warmer and more environmentally friendly lighting solution for the Windermere neighborhood. A NEMA photocell receptacle and 0-10V dimmable power supply allow the new streetlights to be compliant with an upcoming wireless control system implementation.
The fixture tops are hinged for access to the LED compartment and wiring is accomplished through toolless access to a terminal block compartment. “The utility crews really appreciated the ease of installation with the new access door which allows easy reach to the utility-grade terminal block and integrated surge suppressor,” explained Gorman.
Gorman additionally noted that Sun Valley Lighting and their local representative, Jeremy Michel from ERW Lighting + Controls, was in-step with stakeholder requests throughout the pilot program and responded thoroughly, often exceeding expectations with expedience and sometimes offering better ideas than what were originally presented.
“The overall result is a beautiful, energyefficient, gothic style appearance with precise directional lighting that residents will appreciate during the night and day for many years to come,” said Gorman. ■
Starting about a decade ago, there was a wave of new school construction in Ohio. LEED certification requirements drove the inclusion of advanced lighting controls, with daylight harvesting, dimming, and occupancy sensing capabilities. The fluorescent lamps and ballasts installed in these schools, however, are not easily controlled, and thus problems with functionality quickly appeared.
The Circleville School District, just south of Columbus, Ohio, comprises three schools, each constructed in 2014. By 2020, the lighting system was failing. Hallway lights would flicker on and off. Classrooms would go dark in the middle of the day, or be fully lit in the middle of the night. For a comprehensive upgrade of the existing lighting and control system, the district was looking at a bill close to $2 million.
As a last resort, the district approached Energy Optimizers, USA, an Ohio-based ESCO who has worked extensively on many of the state’s school districts. They were looking for a way to maintain the capabilities that the previous system offered without the ongoing maintenance and expensive upgrade costs.
Energy Optimizers already had a familiarity with Keystone Technologies and their products, having worked with them on a number of projects over the last six years. They performed an audit of the school facilities and, together with Keystone, designed a conversion of the failing fluorescent and HID lighting system to an easily controllable LED system utilizing SmartLoop Bluetooth controls. Importantly, the proposed
lighting upgrade cost half of what it would have just to upgrade the old lighting system.
Beginning in December of 2022, the contractors went to work, coming in during second and third shift hours so as not to disrupt the school day. The fluorescent lighting in the classrooms and public areas was replaced by Keystone T5 LED tubes. The metal halide fixtures in the gym were upgraded to Keystone LED linear high bays. The install team utilized the existing electrical infrastructure. The fluorescent and HID fixtures were replaced with new LED fixtures on a 1-to-1 basis. In total, when the project wrapped at the end of February, they had installed over 6,500 new fixtures.
The installation process wasn’t completely frictionless. The drivers for the suspended decorative strip fixtures were too large for the intended space. Keystone acted quickly, specifying a driver that would fit into the housing of these fixtures. With over 75 years of experience in the industry, Keystone has developed the flexibility to find solutions for these unexpected problems.
To control the new lighting system, Energy Optimizers specified Keystone SmartLoop, a full portfolio of wireless solutions. Circleville’s installation included screw-in Bluetooth mesh wireless SmartPort LED controllers for SmartLoop with integrated daylight and PIR motion sensors. The SmartLoop controls are DLC listed and fully compliant with UL cybersecurity standards (UL MCV 1376) at the Gold level.
Each room is its own region of control. The user – be they a teacher, an athletic director, or a custodian – can use the SmartLoop app or keypad on the wall to scroll through three preset scenes, dim up or down, and turn off. Zac Lentz, Energy Optimizer’s lead install technician on the job, worked with the school staff to teach them how to use the system. “The interface is great,” he noted. “Every teacher that I’ve talked to, once I explained the system to them, got it immediately—and that’s important, because if they don’t know how to work the system, it becomes a hassle.”
The reliability and ease of use are key. The cost savings are a cherry on top. The school district estimated it will save almost $30,000 in yearly electricity costs, in addition to more than $15,000 per year in maintenance costs.
Circleville Facility Director Jay Darland expressed his satisfaction, saying, “It’s been a great experience for us. Of all the projects I’ve done the last couple years, this has been by far the best.”
No more random blackouts during the day. No more headaches from flickering lights in the hallways. Just smooth, uninterrupted learning in a well-lit environment.
A special thanks to Doug Trimbach Vice President and Director of Lighitng Sales at Energy Optimizers, USA, and Richard Keuss, Territory Manager at Keystone Technologies, for speaking with me about the project. ■
Lights are easily controlled from the SmartLoop dimmer switch and keypad.
Brandon Wright, the Circleville High School/Middle School Athletic Director, has utilized the control capabilities to make the most of the new lighting. Prior to a basketball game, he turns on a single light over the flag for the national anthem. As the teams are introduced, he can turn on spotlights over the benches. He does all of this using the SmartLoop app on his phone. His enthusiasm regarding the new lights is palpable – to the point that the girls’ volleyball team gifted him a mug with the words, “My gym lights are better than yours.”
Omnichannel strategies are rapidly becoming the best way to strategically reach audiences where they are. These multifaceted approaches leverage business divisions throughout an organization to connect with customers.
Digital marketing and sales enablement activities can act as an extension of your sales cycle, allowing you and your business to create strategies that better meet customer expectations while achieving results.
Put in practice, how does digital marketing support an omnichannel strategy? If a B2B organization were attending an event, such as the upcoming NALMCO 70th Annual Convention and Trade Show, and wanted to increase engagement before, during, and after the event, it may
combine multiple digital marketing tactics with existing sales tactics to boost brand awareness and nurture marketing qualified leads (MQLs) into sales-ready ones.
Create an omnichannel campaign by moving beyond each individual tactic and into a cohesive strategy where each aspect of the campaign supports the others.
A landing page is a specific page on your website that shares information on a product, good, service, or event in exchange for the user’s contact information. That information can then be funneled into a larger digital ecosystem. For an event, consider a special offer for registrants and attendees to increase conversions from prospects to customers.
Paid media presents an opportunity to generate or nurture leads based on a number of factors, such as engagement and location. For example, paid media can begin with a campaign geo-targeting potential event registrants based on proximity to the venue and relevant job titles.
Automated email workflows move users through a series of emails that trigger based on important dates, user activities, and more. One way email workflows can be used is to take event attendees and nurture them through a series of emails based on engagement. For example, everyone on an email list could receive the first two emails in a series, then engaged contacts receive emails three and four.
Organic and paid social media present opportunities to build trust and credibility with audiences while sharing more information. Organic social media posts can be used to generate excitement for the event and encourage registrants to engage with opportunities associated with the event.
Paid social media can supplement organic social media by expanding the reach of event-related content. These posts can link back to the landing page to continue to capture leads. For example, a paid media post could encourage audiences to find a booth or meet with the sales team at a trade show.
An article or blog post about an event or offer demonstrates its value to registrants and attendees. An article may provide more information than what is available on the landing page, including proof of concept, such as a case study. This article can be used throughout other channels to continue to build
awareness and engagement. For example, the article could be linked in an email and quotes from it could be used on social media.
Additional tactics can support sales enablement and personalized outreach. Creating print materials for sales teams to share with prospects can keep the business front-of-mind.
Combine print materials with digital marketing tactics for a more comprehensive sales enablement strategy. For example, sample emails can be used to give the sales team a template for personalized outreach. Similarly, example posts for individual team members can be shared for better visibility on social media.
These activities provide opportunities to begin building relationships with other registrants and attendees, and to share more information about your business in an informal way. Interested individuals can then be funneled into the digital ecosystem to nurture their journey.
Understand your goals before undertaking a multifaceted campaign, so you can best evaluate your impact and return on investment (ROI) afterward. For example, use a CRM to track conversations and engagements of individual prospects, to best understand when and how they engaged with trade show materials.
An omnichannel strategy involves a thoughtful, cohesive approach to generating and nurturing leads. For one lighting and technology solutions company, this approach contributed to a 31% increase in web traffic, a 48% increase in site users, and better brand recognition overall.
That said, not every business is in a position to do a complete omnichannel strategy for every event, product, or marketing strategy. For many businesses, choosing one or two of these tactics and building a cohesive campaign using them is a strong step toward more multifaceted approaches later on.
As you consider which tactics make the most sense for your team, consider not only what you have capacity and resources for, but also where you will receive the most return on your investment. Also consider your business goals, and how you can align your tactics and strategy to them to have the largest business impact. Together, these considerations will help you narrow your focus and create a strategy that will lead to the most success. ■
EarthTronics introduces its new contemporary Dual Channel Drive, Color Tunable 2X2 LED Troffer Series for new construction, renovation and retrofit commercial applications. The new troffer features an architectural basket lens design within a slim profile fixture for high performance and easy installation. Designed to work seamlessly with EarthConnect Lighting Controls, the dual channel provides smooth white color tuning in a range of 3000K to 5000K with 80+ CRI for excellent visual acuity. It comes with T-bar hanger clips, satisfying earthquake requirements and providing a secure installation, and is UL listed.
The new NX Lighting Controls Dual Tech Digital LightHAWK from Current is a stylishly refined wall switch that combines leading occupancy sensing technology and multifunctional photocell capabilities into a single package. Allowing for simple plug-and-play connection with NX room control devices, as well as smooth integration with NX wireless- and wired-enabled luminaires, this smart switch sensor offers one convenient solution for all types of indoor scenarios.
LEDVANCE has launched the PHASE EV™ Level 2 Commercial Charging Stations. With powerful software integration from AmpUp, these EV chargers are perfect for facility managers of office, multi-residential, retail, education, hospitality, and other business locations. LEDVANCE PHASE EV is offered in wall mounted units or a free-standing pedestal where two units can be mounted side-by-side or back-to-back. Fast charging with 11.5 kW maximum power output and ENERGY STAR® & CTEP for California rated.
Powered by Barron Lighting Group, Trace-Lite announces the addition of the EWQ Series CCT and Power Switchable LED Wrap Luminaire to its Equity line of value-driven products. The 4’ long LED wrap luminaire is a perfect replacement for fluorescent wraps, featuring a low-profile design and durable die-formed steel construction. The unit provides flexibility while minimizing inventory by offering adjustable CCT (3500K-4000K-5000K) and wattage from 32W to 48W, providing up to 123 lumens per watt, long-life, uniform illumination and standard 0-10VDC dimming capability. The EWQ series is a DesignLights Consortium® Qualified product.
ABM has announced the debut of its first-ever branded electric vehicle products, including ABM EV Charging Stations and ABM EV OS, a cloud-based operating platform for EV chargers. ABM offers a full range of Smart EV Level 2 charging stations from 6.6 to 19.2kW power output, designed for any commercial, municipal, or residential parking locations, and a full range of DC fast charging stations ranging from 24 kW DC wallboxes ideal for commercial parking, auto dealerships, workplace facilities and fleets, to 350kW high powered stations suited for larger vehicles including buses and trucks.
2’, 3’, and 4’ TLEDs, a 6” leg spacing U-bend, and a 1.625” leg spacing U-bend, all of which are 3-CCT field-adjustable with a 3500K, 4000K, and 5000K selector switch. All of these new lamps provide 83+ CRI, glass tubes for superior optical and thermal performance, as well as single-ended power input, utilizing existing instant start or rapid start G13 sockets. The lamps are UL and DLC listed and come with a 5-year warranty.
Acuity Brands has introduced the FieldSET Field-Programmable LED Drivers from eldoLED. These versatile replacement drivers can be easily programmed in the field to replace end-of-life components in various fixture types. With a handheld programming tool, electricians can adjust current levels, dimming settings, and match the performance of the original driver. The FieldSET suite consists of nine driver options, providing an easy stocking solution for distributors, and compatibility with existing OPTOTRONIC drivers simplifies the replacement process.
As an avid follower of the Tour de France, I was pleasantly surprised to witness the presence of Rexel logos adorning the first stages of the race. This iconic event, renowned for its captivating spectacle and deep-rooted cultural heritage, has embarked on an inspiring journey towards eco-responsibility. Throughout the past decade, the race organizers have wholeheartedly committed themselves to preserving the breathtaking landscapes that provide the backdrop for this one-of-a-kind race. In this noble pursuit, the Tour de France has found a strong ally in NALMCO member Rexel, whose mission revolves around accelerating community electrification, championing environmental sustainability, and combating the urgent challenge of climate change. This collaboration highlights the indispensable energy savings and positive environmental impact of bicycles.
Recognizing the importance of preserving the natural beauty and heritage of the regions explored during the race, the Tour de France has embraced an eco-responsible approach by adhering to the ARO (avoid-reduce-offset) strategy. The race has successfully reduced its direct carbon emissions by almost 40% between 2013 and 2021. This steadfast commitment to sustainable practices encompasses sustainable mobility, resource preservation, and the protection of natural heritage. These measures are a testament to the race's dedication to preserving the environment.
In a talk entitled “Less is More” earlier this month in Berlin, Keith Bradshaw of Speirs Major discussed the importance of using less materials in lighting, something that our audience knows well.
Lighting maintenance contractors were some of the first in the lighting industry to employ ARO, by retrofitting lighting fixtures instead of replacing them, dramatically lowering the amount of materials and transportation involved.
The partnership between Rexel and the Tour de France marks a significant milestone in advancing sustainable mobility and supporting communities in their energy transition. Rexel's expertise in the energy sector positions them as an invaluable partner in helping the Tour reduce its environmental impact through swifter electrification of communities. This collaboration underscores the Tour de France's dedication to championing sustainable mobility as a catalyst for a greener and more sustainable future.
Beyond their collaboration with the Tour de France, Rexel Group has taken additional action toward mitigating climate change. By signing the Corporate Knights #COP27 Action Declaration on Climate Policy Engagement, alongside 56 other signatories, Rexel reaffirmed its commitment to aligning greenhouse gas (GHG) emissions reduction targets with those specified in the Paris Agreement. Validated as a Net-Zero Standard by the Science Based Targets initiative (SBTi) on July 19, Rexel has set an ambitious goal of achieving net-zero GHG emissions by 2050.
As the Tour de France winds down this week, it serves as a poignant reminder of our shared responsibility to safeguard the environment and create a sustainable world for generations to come—something that NALMCO members have been doing for decades! ■
This program recognizes excellence in lighting retrofit projects – defined as those projects involving minimum alteration of existing building materials. Through the creative use of lighting systems and controls, these projects should illustrate the value of lighting, including but not limited to improved visual performance, promotion of health and wellness, environmental impact including reduced light pollution/preservation of nighttime lighting quality, enhanced safety and security, and increased overall occupant satisfaction
Anyone may enter a project for the Lighting Transformation Awards, and there are no fees for entry. Projects should have been completed within the 2021, 2022 and 2023 calendar years. Submissions should be entered via the designated online submittal form and completed no later than August 1, 2023.
The summer peak period has officially begun. Brought about by the influx of back to school supplies and those getting an early start on end-of-year holiday goods, the uptick in volume provides a good opportunity to see how the supply chain fares. From a capacity and operational standpoint, there have been minimal disruptions, and the situation remains fluid with virtually no port congestion or blank sailing issues. Economically, growth in the second half of 2023 is expected to be much slower than initially predicted at the beginning of the year. The first half of 2023 showed the global economy to be more resilient than predicted, but it has not set the stage for the second half to thrive.
All is quiet on the North American front, for the most part. Port congestion is a thing of the past with East Coast ports reporting 0-1 days waiting time, a significant improvement over this time last year. Other ports like Savannah and Houston also report 0-1 days waiting time. Los Angeles and Long Beach are being closely monitored by carriers due to a potential labor shortage risk. The biggest development affecting the North American supply chain are the Panama Canal draft adjustments taking place due to low water levels in the canal, which has an impact on capacity and disrupts lead times. The low water levels are caused in part by climate change – yet another example of how climate change causes a ripple effect which affects many things, including logistics. North American importers with goods that come through the canal will experience substantial delays and may need to seek alternative routes.
In the Asia Pacific market, ports have stabilized, and
By Jacob Wright
schedule reliability has improved. Exports are proceeding smoothly as China approaches pre-COVID conditions. Imports to Asian ports are seeing 0-1 day waiting periods. Intra-Asian transport has seen a decrease in demand YoY, but demand is starting to pick up in the summer months. Air freight exports to North America and Europe remain flat like they have all year due to ocean networks being more reliable and timely, and therefore air is less relied upon now than it was during the peak of COVID.
European terminals continue to operate smoothly. It is expected that stable port service across Europe will remain even as we head into peak holiday season later in the year. Inland, the potential for the Rhine’s water level to fall below operational levels like last year is a concern. This would pose a big challenge to barge operations and would force alternative methods of transportation like rail and trucking. The level of disruption to barge operations, and how well the rail and trucking side of things would be able to handle a spike in volume, remains to be seen. However, as of right now, conditions in Europe remain quite predictable and activity is proceeding as expected.
When looking at the big picture, the story remains much the same as it has all year - supply chain capacity and operability are improving while economic growth is struggling. Each month brings its own challenges and wrinkles into the picture, but 2023 is largely shaping up as expected. That is, 2023 is a stabilizing/recovery year for the global supply chain following the unprecedented and unsustainable conditions of the past few years. The biggest question that remains at the midpoint in the year is how the global economy will fare. ■
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$3000 per table
by July 28th
$3500 per table thereafter
Dan Blitzer
Megan Carroll
Patrick Clarke
Glen Karpinos
Nick Downham
Charles Selander
Olena Zavragina
Cynthia Turner
Certified Apprentice Lighting Technician ™
Candela Systems Corporation
Tatiana Massey, CALT
Crawford Electric Supply
Rodrigo Saenz, CALT
CSC LED
Alicia Kiedrowski, CALT
Energy Management Collaborative
Drew Wigness, CALT
Jayden Luikens, CALT
Facility Solutions Group
Bayanash Tesfai, CALT
Ben McEndree, CALT
Chelsie West, CALT
Joseph Le, CALT
Maggie Rodriguez, CALT
Mark Heisler, CALT
Michael La-Boy, CALT
Rocio Becerra, CALT
Stephen Davis, CALT
Lighting Technologies Inc
Virgil Morgan, CALT
Pacific Energy Concepts (PEC)
Abigail Young, CALT
Andrew Clyde, CALT
Jake Gillan, CALT
Taylor Heyman, CALT
SitelogIQ
Anthony Manuel, CALT
William McMullen, CALT
Springfield Electric
Carly Schrock, CALT
Timberlyn Lighting
Gerald Johnson, CALT
Willdan Energy Solutions
Elijah Saul, CALT
Kalen Hagley, CALT
Malikah Alicea Blackwood, CALT
Sarah Kissoondath, CALT
World Electric Supply
Dale Jacoby, CALT
Joshua Watson, CALT
Certified Senior Lighting Technician™
Candela Systems Corporation
Bridie Ryan, CSLT
Felix A. Rodriguez, CSLT
Helion Dreshaj, CSLT
Jordalyn Linares, II, CSLT
Justin M. Levitt, CSLT
Facility Solutions Group
Alexis Stoneback, CSLT
Destanie Jones, CSLT
Dia Morehead, CSLT
Adrian Jinuane Fleeks, CSLT
Certified Lighting Controls Professional™
BNA Consulting
Rebecca Stromberg, CLCP
Edge Electric Inc.
Joshua Haney, CLCP
Federated Controls
Conner David Nocar, CLCP
Graybar
Steven Herberts, CLCP
KPE Consulting Engineers
Christopher Meske, CSLT, CLCP
Mike Lites Lighting and Design
Mike Mulholland, CLCP
Morrison Hershfield
Nashwin Martis, CLCP
Reliable Controls
Yan Long Wong, CLCP
Signify Canada Ltd.
Trevor Peyton, CLCP
The Lighting Practice
Chris Hallenbeck, CLCP
WESCO Distributions
Todd Kenter, CLMC, CLCP
WSP USA
David Del Rosario, CLCP
Professional Member
ANDREW JACKSON JOIN DATE: 5/8/23
KAMRAN TAGHIZADEH JOIN DATE: 5/26/23
DAVID BILIK JOIN DATE: 7/1/23
General Company Member
DESIGN RIGHT ENERGY, LLC
JOIN DATE: 5/30/23
MANTIS INNOVATION
JOIN DATE: 5/26/23
Associate Company Member
ENVOY LIGHTING INC.
JOIN DATE: 5/22/23
TECHLIGHT
JOIN DATE: 5/19/23
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.
Bio:
Bio:
Eric is the founder of Agape Leadership, LLC, an intellectual capital firm focusing on leadership for business performance. He has a successful history of delivering proven strategies for being productive and increasing performance in a complex world. Since 2010, he has worked with thousands of managers and is evaluated as one of North America's top management trainers. He is the author of Leadership By Choice, 3 Values of Being An Effective Person, The Sales Planner, and The Priority Planner
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.
Mark has designed interior and exterior lighting systems for a wide range of applications including residential, municipal, retail, healthcare, energy audit retrofits and both conventional and nuclear power plants. He serves on over twenty lighting related committees including ASHRAE, ANSI, IEEE, IUVA, IDA and the IES. As a part of his work, he monitors over 100 lighting related organizations.
Mark is a columnist for Lighting Design and Application magazine, writing on the changes in our industry, and he hosts a podcast on lighting trends and technologies. Mark ran the educational centers for both Cooper and Hubbell Lighting and was the Director of Government & Industry Relations for OSRAM SYLVANIA before joining the Illuminating Engineering Society. He has been inducted into the Michigan Lighting Hall of Fame and has a Lifetime Achievement Award from the Edison Report.
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.
Later in this issue, Wayne Callham of Linmore LED provides readers with advice on how to get the most out of this one-of-a-kind experience. New this year:
ˍ Additional networking time
ˍ New sponsorship opportunities
ˍ Educational opportunities - GUV training, alongside the existing CLMC training opportunity
ˍ First-Time Attendee: $500
ˍ General Member: $600
ˍ Associate Member, not-exhibiting: $2,500
ˍ Non-Member, General Member Equivalent: $1,500
ˍ Non-Member, Associate Member Equivalent: $3,750
ˍ Guest (Non-Industry): $400
ˍ Additional Event Tickets: $150
ˍ Golf at the Celebrity Course: $190
ˍ Club Rental: $80
ˍ Additional Rep** for exhibiting company: $950
*Reflects early-bird pricing. Prices will increase September 10th
**Additional reps and complimentary reps need to reach out to Kerigan Hunziker for registration.
Registration, Exhibition, and Sponsorship:
ˍ To register for the show, please click here
ˍ For exhibit information, please click here
ˍ For information on sponsorship, click here. To sign up to be a sponsor, click here
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!
Hotel
Hyatt Regency Indian Wells
Hotel & Spa
44600 Indian Wells Lane Indian Wells, California 92210 (760) 776-1234
Rates and Reservations:
Hyatt is offering a reduced rate for sleeping rooms as follows:
ˍ Single or Double: $279 + $20 resort fee/ night
To reserve online, click here
To reserve by phone, call 1 (760) 776-1234 and refer to NALMCO.
The cut-off date to book rooms is Thursday, September 7, 2023. After September 7, the remaining rooms will go back into inventory and be sold at a higher rate.
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.
Please make your reservations early. While the hotel will guarantee the lower room rate until September 7, 2023, this does not mean they can guarantee that rooms will be available. There are a limited number of rooms set aside at the hotel for NALMCO. Rooms are on a first-come, first-served basis.
Guests staying at the Hyatt Regency Indian Wells Resort & Spa receive a discounted $15.00 per day self-parking rate. Valet parking is $35 per day/ night. Valet parking rates are subject to change without notice.
*This agenda is subject to change
Most professional business people don’t need too much coaching to network at a conference. This is especially true for NALMCO members. However, NALMCO’s Speed Dating program is a very special networking event that requires organized preparation to get the most out of the event. The event is designed to allow General Members to have a brief conversation with Associate Members to learn what the other does and decide if there is more to talk about. 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. I can tell you from experience that being prepared will help you develop the relationships necessary to develop your business within the NALMCO organization.
Here are several tips for preparing for NALMCO Speed Dating.
ˍ Understand that the event allows more than sixty (60) Associate Members to meet with NALMCO’s General Membership to provide a very brief overview of their products or services. Each of these visits are followed by a one minute break as the you move to the next table.
ˍ Do your research. Use the NALMCO website membership directory to learn who the General Members are and what they do.
ˍ Develop your introductory pitch. You only have two minutes to introduce yourself, describe your products or services, learn what the General Member does and if there is a reason for further discussion. If you don’t prepare, you may leave out some key reasons for working with you or run out of time to explore ways to work together.
ˍ Ask for a separate meeting during the conference if you think there is solid fit or if the General Member expresses a use for your offering. You will have a card with times listed for scheduled meetings during the exhibition hours.
ˍ Be sure to ask for a business card. It’s important to support your investment in time and money to attend the conference by recording your activity.
ˍ Don’t push for meetings just to have another meeting. If you have a compelling product or service that the General Member uses or has expressed an interest in, they will agree to meet. If they don’t, be gracious and continue to follow up postconference.
ˍ Understand that these professional long-term relationships develop over years. Recording contact information developed each year helps you keep up with changes in the industry and forge the close relationships required to succeed. I have personally earned more business each year I have been a participating member of NALMCO.
ˍ Develop appropriate expectations from the event. Writing a large order during this conference is possible but not likely. In my experience, Associate Members win far more business in the long run by developing these professional relationships that earn the trust required for an ongoing partnership.
ˍ Understand that the event allows more than sixty (60) Associate Members to sit down with you for two minutes to provide a very brief overview of their products or services. Each of these visits are followed by a one minute break as the Associates move to the next table.
ˍ Be prepared with a quick overview of what your business does and why you are a NALMCO member. This may help the visiting Associate understand very quickly if there might be a professional fit.
ˍ Labor-only General Members benefit from meeting Associate Members. If you are a labor-only General Member, it is still of value to meet with material suppliers. They may not only fulfill material needs in the rare vent you do require material, but they become a force multiplier for your network. Many manufacturers will recommend labor-only members to their clientele from their own NALMCO network.
ˍ Be sure to bring enough business cards for exchange. There may be 2 or 3 Associates per meeting so having two hundred (200) cards should be sufficient.
ˍ Have water or a beverage when you sit down. There will be a lot of talking in a brief period of time, and you’ll be glad you did.
ˍ If you don’t think you can stay at the meeting table for three hours, try to schedule another member of your company to be there with you so you can take quick break. Having two members from your company with you can also increase the number of beneficial relationships formed during the event.
NALMCO enjoyed a great turn out at LightFair in New York this year. We had a number of NALMCO members volunteer their time to help out, answer questions on NALMCO certifications and promote the 70th Annual Convention and Trade Show, October 8-11 in Indian Wells, CA. It was great to see many of our industry friends and partners as well as new people in the industry. It is exciting to see many of the new products, services and opportunities for contractors, companies and manufacturers. We look forward to seeing everyone again at the NALMCO 70th Annual Convention!
A huge thank you to the NALMCO members who volunteered their time at NALMCO’s booth at LightFair 2023. Our members are a big reason for the success of NALMCO! Thank you to:
• Erik Ennen, Center for Energy and Environment
• Brian Baker, EMC
• Chuck Peacher, Linmore LED
• Jason Samuelian, Espen Technology
• Ron Hughes, Lighting Resources
• Keith Williams, LEDVANCE
• Malikah Blackwood, Willdan
• Bill Brunette, Eco Engineering
• Kyle Square, Brighter Solutions
• Scott Mendelsohn, Imperial Lighting
• Kim Gubala, EvLuma
• Walnisha Irving, Willdan
• Keith Williams, LEDVANCE
• Joseph D'Acquisto, Your Utility Solution
• Wayne Callham, Linmore LED
• Jeff Seifert, StreamLinx
• Latoya Jackson, Willdan
• Adelle Anderson, Willdan
Lighting is all Pattie Cagle has ever known. Her father, Lyn Knowles, founded his own company in 1967 to “fix people’s lights” after learning his trade as an electrician in the U.S. Navy. Starting as a lighting maintenance company with a local Florida grocery chain, the business is thriving fifty-six years later as A&K Energy Conservation, with Pattie at the helm as President and CEO. The company is project-driven, doing lighting retrofits – interior, exterior, commercial, industrial. A&K Energy Conservation’s long success is built on the strength of their quality work and reputation.
Pattie’s seat at the helm of the company was not an obvious outcome, and there were no breaks along the path to learn the business. “My dad wanted sons, but he got three daughters – and I got the lighting gene,” Pattie joked. She started in reception, moved into accounting, worked through inventory control and purchasing, and remembers loading trucks while pregnant with her son! In 2007, Pattie pushed her then-skeptical father for a chance to take on the leadership of the company, getting him to agree to her suggestion of a 6-month trial to prove her suitability. “It was hard as a woman, a daughter, to be given a chance in the role” remembers Pattie. She worked closely with her father, and just two months in, he told Pattie they needed to talk. Her concern changed to delight when he said, “I don’t know what I was thinking – I should have done this a long time ago. Women are so much smarter!”
Over the past seventeen years, Pattie has guided the company through a constantly changing environment, including the loss of her spirited, entrepreneurial father in 2011 to cancer. “I wasn’t ready, and it was one of the toughest personal and professional things I’ve had to overcome.”
Pattie comments that along with managing inflationary pressures, finding people, especially for small- and mediumsized companies, is critical to being competitive. She references the company culture at A&K, explaining, “We are only as good as our employees.” Their company is always looking at opportunities for revenue diversification. The EV charging installation business is just one of A&K’s success stories. Six years ago, Pattie’s company had the opportunity to work with an EV manufacturer from an installation standpoint. Since then, A&K’s EV charging installation business has flourished, and as EV continues to evolve, it becomes a larger percentage of their business.
Reflecting on challenges in our lighting industry today, Pattie raises her concern that technology is outpacing the industry’s education. “We find we are constantly having to take a step back to get training for installers on a new technology. NALMCO is so important in providing training, as well as a platform to give feedback to the manufacturers. Another important factor in making the industry grow successfully is NALMCO’s synergy with IES.”
Pattie’s company had been part of NALMCO for many years –
2019 that Pattie herself went to a NALMCO conference in Minneapolis – and found out just how valuable the in-person experience could be. Soon involved in committee volunteer work, Pattie is now VP of the Program Committee and is in her first term on the NALMCO Board of Directors – “one of three women on the Board,” she adds happily.
Asked for her advice for young people coming up in our industry, Pattie notes this area – mentoring - is her favorite part of what she does. “Take advantage of every learning opportunity, whether it comes from on-the-job or a certification program. Listen to other people. Have a strong work ethic, motivation, as your compass – commit and follow through.”
When Pattie is not immersed in her work leading the A&K Energy Conservation business, you will find this mother of four (with two grandchildren) out riding on her motorcycle – an Indian Springfield Dark Horse. She and her husband and friends just completed a seven-day, two-thousand-mile trip. Motorcycles have been in Pattie’s family since she was a young girl, and she loves having her own bike now – the feeling of being in her own world, stress-free, relaxed and peaceful out on the road. “You have to be pretty tenacious to be able to push forward and prove yourself. I have a very strong work ethic. I believe in myself, what I do – I love the industry, all the change!” Pattie’s passion comes through loud and clear – for her team and the A&K business, for lighting, for NALMCO, and for the joys found outside of work. ■
Oct. 08–11, 2023
Indian Wells, CA
70th Annual NALMCO Convention & Trade Show
