Lighting Management & Maintenance - May/June 2023

1

Your High B Simple Upgrades

Fixture Options

Easily change out legacy lamps and bypass the ballast—with energy-efficient LED tubes, or with Keystone screw-in LED lamps with Power and Color Select

Fixtures for every solution, from tube-ready to linear and round LED with selectable features and a wide array of accessories—so you can adjust power and color on the job site

LED HID Vertical Replacement Lamps

LED Tubes Type B

Round High Bay Keystone SmartSafe Emergency Driver —specially designed for round high bays

2

LAMPS | FIXTURES | POWER SUPP

ay Solution

Keystone has a solution for every budget and strategy.

Easy Controls Standalone screw-in sensors or networked Bluetooth mesh—whether they’re hard-wired and daisy-chained, or screw-in wireless, you can customize spaces to your preferences

Linear High Bay

SmartLoop Wireless Controls

Available with pre-installed Keystone SmartSafe Emergency Drivers

Tube-Ready Fixtures Pre-wired for use with Keystone DirectDrive Type B LED tubes

PLIES | CONTROLS

Standalone Screw-in Sensors

keystonetech.com

3

CONTRIBUTORS

Editor and Publisher Randy Reid

Assistant Editor Parker Allen

SHIRLEY

COYLE, LC

Production and Design Coordinator Angie Hullfish

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.

Art Direction Seraphine Morris

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.

CRAIG

DILOUIE, LC, CLCP As an educator and industry thought leader, Craig DiLouie has provided technical writing and consulting services to organizations such as IES, NEMA, NALMCO, NAILD, Lighting Controls Association, New Buildings Institute, NEEA, U.S. Department of Energy, and other industry-leading groups. He has contributed award-winning lighting editorial for industry-leading publications and has written several books about lighting.

4

VP, Advertising Sales Cliff Smith 917.705.3439

Staff Writers Katie Smith Jacob Wright

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.

HOW ILLUMINATING! 5 BIG BENEFITS OF TCP LIGHTING

1

MORE CHOICES

2

SUPPLY CHAIN EFFICIENCY

3

REPLACEMENT & RETROFIT SOLUTIONS

4

STAY UP TO CODE

5

BE SAFE

Hundreds of light styles.

Design, manufacturing and distribution.

Replace obsolete lighting.

Strategy for fluorescent bans.

Battery back-up for outages.

Innovation is LED

by TCP 888.399.4217 | TCPi.com 5

BOARD OF DIRECTORS President

Immediate Past President

President Elect/Treasurer

RANDY ALLEN, CALT Facility Solutions Group

SCOTT W. MENDELSOHN, CLMC Imperial Lighting

CLMC,CLCP, ERIK J. ENNEN, CLMC, CLCP, CLEP CLEP for Energy and CenterCenter for Energy and Environment Environment

VICE VicePRESIDENT President BRIAN BAKER, CLMC, CLCP,CLEP BRIAN BAKER, CLMC, CLCP, CLEP Energy Management Collaborative Energy Management Collaborative

Vice President

Vice President

PATTIE CAGLE A&K Energy

MONICA KRISTO, CALT, CLMC, CLEP Rea Lighting

Vice President

Associate Member Representative

Associate Member Representative

LISA ORLOFF Imperial Lighting

JEFF SEIFERT SnapCount

DAVID R. ERRIGO, CLMC Acuity Brands

Associate Member Representative WAYNE CALLHAM Linmore LED

86

Ex Officio RON HUGHES Lighting Resources, Inc.

On-Site Energy Audits Designing an LED retrofit?

As a lighting professional, you know that only looking at shortterm costs is short-sighted.

Our experienced energy auditors lay out a detailed analysis of the costs and benefits of upgrading to efficient LEDs, including the lighting system’s current carbon footprint, cost of an upgrade, and how the investment saves energy and costs over time.

Visit soneparusa.com to contact your local pros today.

7

The magazine of the International Association of Lighting Management Companies, NALMCO®

Volume 50, Issue 6 ■ May/June 2023

Message from the President

10

From the Editor

12

Seattle Retrofit Focuses on the Intersection of Sports and Architecture

14

By Randy Reid

Lighting Audits in the Digital Age

By Randy Reid with Parker Allen

16

BEFORE AND AFTER

The Importance of Quality Lighting: More Than Just a Utility Bill

18

By Parker Allen

THE BUSINESS OF LIGHTING MAINTENANCE

Meeting Customer Expectations with Omnichannel

20

What's New

22

Sonepar Pledges $500K to NAED To Advance Education and Training

24

By Heidi Conklin

By Randy Reid

SUPPLY CHAIN

Continuing Down the Path of Stability

26

ASHRAE/IES 90.1 Decoded

By Craig DiLouie, LC, CLCP

28

NALMCO New Members and Certifications

32

2023 Fall Convention Preview

34

Up Close with Ramon Lara

36

By Jacob Wright

By Shirley Coyle, LC

8

IMPROVED VERSALINEAR CHANNEL RETROFIT KITS Without Diffusor Lens

With Diffusor Lens

• Up to 164 lpW • Up to 7000 lumens per 4’ kit • 1, 2, 3, & 4 module kits available

97

President's

MESSAGE

Dear LM&M // MARCH/APRIL 2023 // PRESIDENT 'S MESSAGE

NALMCO Members,

RANDY ALLEN, CALT

We’ve been busy! The Illuminating Engineering Society (IES) and the International Association of Lighting Management Companies (NALMCO) just announced a memorandum of understanding (MOU), creating a platform for collaboration, education, unification and increased participation in Association activities.

According to IES Executive Director Colleen Harper, CAE, “The IES has a long-established partnership with NALMCO, and our recent MOU provides a foundation for future collaborations that aim to continue to promote the importance of electricians and lighting installers, and their skill sets”.

In other news, our committees are hard at work! Led by Brian Baker, the Certification Committee continues its work on the CALT and CSLT refresh project alongside the CLCP update.

NALMCO’s President Elect/Treasurer, Erik Ennen, stated “the [CALT/CSLT] updates will include LED updates to the training material to represent the industry today and in the future.” To ensure our certifications contain the most relevant and current material, the committee is looking to partner with Craig DiLouie to update existing content and develop new content as well. As if that were not enough, the Certification Committee is highly focused and motivated to release 4 new certifications: Lighting Auditor, GUV Apprentice, GUV Senior, and Certified GUV Management Professional.

The Membership Committee, led by Monica Kristo of Rea Lighting, held its first quarterly meeting of 2023. Newly appointed to this role, Monica and her team are committed to overseeing membership growth and retention by navigating various social media platforms and engaging in multiple outreach campaigns aimed at member satisfaction, mentorship, and industry exposure. Personally, I don’t think there’s anyone better suited for the role. I couldn’t be happier to have Monica leading this group and I’m excited to once again have a team dedicated to the Association’s members. Monica is joined by the talents of Bill Hurd of Light-Serve, Andrea Belshaw of Energy Network Services (Canada), Wayne Callham of Linmore LED, and Celena Rea of Rea Lighting.

The Program Committee continues its efforts to make our 70th Annual Convention and Trade Show an experience like no other. Led by Pattie Cagle, they have locked-in a great lineup of guest speakers and are planning additional networking opportunities throughout the show. I don’t want to spoil the surprise, but they have some captivating ideas for the show, so plan on attending Sunday, October 8, 2023 - Wednesday, October 11, 2023 in Palm Springs, California. This will be one event you won’t want to miss!

In closing, I would like to wish you all continued happiness, health and prosperity. I’m committed to serving the NALMCO community to the best of my ability, and I invite anyone that is interested in learning more about NALMCO to attend one of our industry events.

Cheers!

Sincerely,

Randy

10

Lighting Solutions Built for Today

Ready for Tomorrow

Commercial Indoor

Outdoor

Industrial

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.

www.acuitybrands.com/retrofit

11

EDITOR

ROM THE EDITO

From the

L M & M / / M AY / J U N E 2 0 2 3 / / F R O M T H E E D I T O R

When I was president of the Illuminating Engineering Society (IES) over 20 years ago, we had MOUs with various organizations. We were quite active with some organizations and very inactive with others. Sometimes, once the ink was dry on the MOU, it was put on a shelf, and nothing happened.

In April, NALMCO entered into a memorandum of understanding (MOU) with IES. This MOU enables future collaboration between the organizations on consensusbased guidelines and publications. As partners and joint developers of the American National Standard titled ANSI/IES/NALMCO RP-36, Recommended Practice: Lighting Maintenance, both IES and NALMCO seek to advance lighting knowledge and improve the quality of lighting.

RP-36 holds great importance for both organizations; I believe it is crucial for us to explore other areas of common interest. One potential area is the development of a Recommended Practice for EV Chargers. While NALMCO has taken a lead in embracing this opportunity, I am sure IES would follow suit.

Additionally, education is another domain where both organizations possess strengths. While IES has a more comprehensive education program, I believe NALMCO excels in certification. There is an opportunity for IES and NALMCO to learn from each other in these respective areas.

To solidify the partnership and promote mutual benefits, the IES and NALMCO have agreed to establish a mutually beneficial relationship, encourage coordination among their documents where appropriate, create joint documents when mutually beneficial, share educational opportunities, designate committee representatives, and advocate for each other's organization.

In 2016, IES recognized the necessity of reducing their reliance on income generated from LightFair and sought to diversify their revenue streams. The memorandum of understanding (MOU) presents an opportunity for both organizations to collaborate, not only in creating recommended practices (RPs) and providing education, but also in exploring new avenues for generating joint revenue. This partnership opens doors for innovative initiatives that can benefit both organizations financially.

12

ROM THE EDITO

CONTINUE THE LEGACY BECOME A MEMBER TODAY BEGIN AT WWW.NALMCO.ORG

139

INTERSECTION OF SPORTS

Seattle Retrofit Focuses on the

PHOTO CREDIT: CHERYL MCINTOSH

14

and Architecture

By Randy Reid

The Pacific Science Center in Seattle, Washington, recently underwent a lighting upgrade for its iconic arches, which were originally built for the 1962 World's Fair. The arches had never been fully lit up until the 1990s, when Lighting Group Northwest, The Lighting Group’s predecessor, added color-changing illumination to the arches.

Todd Haas, who works in specification sales for The Lighting Group, explained that the most recent upgrade involved replacing the existing Irideon fixtures with new fixtures from Acclaim Lighting in an effort to make the application more sustainable. The 20 existing 700-watt color-changing flood lights used a 3000-hour lamp that needed to be replaced every year. The lights had been off for several years, during which the Pacific Science Center came under new leadership. They decided it was time for a replacement. The new Acclaim Dyna Drum HO Color fixtures consume a maximum of 250 watts with an L70 rating of 150,000 hours.

In addition to replacing the fixtures, the controls were also upgraded. Todd explained that they replaced the old ETC controls

multicolored shadowing of the intricate design. Pharos was the perfect choice for this project because of its powerful capabilities to control LED fixtures and write custom software scripts to monitor different things.

It was important that no modification or alteration be done physically to the historic concrete arches.

Hollywood Lights was able to fabricate custom mounting brackets allowing the project to reuse the anchor bolts already in place.

with a Pharos Controls TPC and Pathway Connectivity Merger.

The new controls have the ability to plug in a lighting console, providing direct control of the lights for special events underneath the arches.

However, the biggest challenge for the upgrade was incorporating the Seattle Kraken games. The NHL’s newest franchise plays at the nearby Climate Pledge Arena. The CEO of Pacific Science Center asked if they could control the lights during the hockey games. Todd and his team worked with Amazon Web Services (AWS), who own the arena, to monitor a sports data website in real-time. If the Kraken score, the lights automatically change, signaling the score with a short light show before returning to their normal state.

The upgrade not only benefits the Pacific Science Center, but also ties in with the Climate Pledge Arena and Seattle Center campus. Todd explained that the campus consists of multiple buildings supporting arts and culture, including the Space Needle, Seattle Opera, Pacific Northwest Ballet, Museum of Pop Culture (MoPOP), Seattle Children's Theater, Chihuly Museum of Glass, and the Pacific Science Center. Seattle Center hosts thousands of events on the 74-acre campus and attracts over 12 million visitors each year. The renovation of the Climate Pledge Arena spurred upgrades to other buildings in the Seattle Center to create a cohesive look for the campus.

While there was no lighting designer involved in the relighting of the project, Todd shared that he designed and specified the system based on what they were trying to accomplish. Acclaim provided the best solution in both power and performance.

RGBW quad chips bathe the arches in color with no risk of

PARTICIPATING COMPANIES AND PROJECT ROLES Pacific Science Center - Owner

L M & M / / M AY / J U N E 2 0 2 3 / / S E AT T L E R E T R O F I T F O C U S E S O N T H E I N T E R S E C T I O N O F S P O R T S A N D A R C H I T E C T U R E

Overall, the Pacific Science Center’s lighting upgrade is a shining example of how lighting technology can enhance architectural structures and create a cohesive look for a campus. Todd's expertise in specifying the right fixtures and controls for the project, along with the project team's collaboration with Amazon Web Services, shows how innovation can create beautiful and functional lighting solutions. ■

The Lighting Group - Design, mock-up, programming.

AWS - Data integration Hollywood Lights - Equipment supplier, full electrical demolition and installation Acclaim Lighting - Mock-up support and fixture supplier Pharos Architectural Controls - Controls and integration support Pathway Connectivity – Networking controls

15

LIGHTING AUDITS

By Randy Reid with Parker Allen

In recent years, the lighting industry has experienced a significant shift towards sustainability, driven by government initiatives, consumer preferences, and ESG (environmental, social, and governance) factors.

The result is an increase in the complexity and sophistication of lighting systems, which has led to a greater need for standardization and digitalization in lighting audits.

Jeff Seifert, the Managing Member and COO of StreamLinx, highlighted the importance of standardization and digitalization in the lighting industry. While presenting at a learning lab at the NALMCO Spring Seminar with BJ Pidgeon, Senior Project Engineer at Current, Seifert emphasized standardization as critical for creating a common language for all involved in the industry to communicate effectively. This is especially important since many parties collaborate on projects, and there is a need for everyone to be on the same page.

IN

E

, ER

CU

J E FF

RRENT

SE

I FE

RT

,M

IN G M

N IO R P R OJ E C

AG

TE

AN

NG

L M & M / / M AY / J U N E 2 0 2 3 / / L I G H T I N G A U D I T S I N T H E D I G I TA L A G E

in the Digital Age

, SE

EMBER A

G

O

,S

D

CO

N EO

ND

TR

EA

M L IN

X

BJ

PI

16

After their presentation, Seifert and Pidgeon sat down with LM&M magazine to discuss the audit process further. Standardization is not just essential for communication; it is also critical for ensuring quality outcomes.

Pidgeon explained that a standardization format can help eliminate potential setbacks by identifying and resolving issues upfront. This is where the STAR (Standardized Targeted Audit Requirements) audit approach comes in. STAR focuses on the people and processes involved in an audit, rather than just the inputs and outputs. It takes a flexible approach, allowing auditors to determine the data points they consider relevant. This ensures that audits are tailored to the specific needs of the project and that the results are accurate.

One of the key points emphasized was the need for a common nomenclature in the industry to avoid confusion and errors in data collection. For example, some may call a typical office fixture a 2x4 troffer; others call it a lay-in, while others may refer to it as a 4-Lamp T8. With multiple contractors and auditors having their own languages and dialects, it is critical to enforce a standardized naming convention to ensure a streamlined audit program.

One common challenge in the past was the difficulty of reading handwritten notes taken in the field. Seifert suggests using digital tools, such as tablets or smartphones, to record data in a self-contained app. The SnapCount app comes preconfigured with the data needed for each task and includes wizards to help build-out existing fixture types. This can also include features such as taking photos or 360-degree views of the space. By leveraging digitalization, energy audits can be conducted more efficiently and accurately, allowing professionals to focus on delivering quality outcomes.

In addition to providing a more complete data set, mapping and floor planning are essential for communicating a sense of place to the various teams involved in the lighting design process. This is especially important for controls, as the precise location of fixtures and sensors is crucial for effective operation.

If drawings are not readily available, mapping and floor planning can be done using a variety of methods, such as Google satellite images or taking a photo of the egress plan.

Regardless of the method, having a sense of place is crucial for effective auditing. It allows teams to communicate more efficiently and ensures that the final product meets the needs of the client. With the use of digital platforms, mapping and floor planning have become easier than ever, streamlining the workflow and improving the overall quality of the lighting design process.

Teams can easily identify what fixtures are in a room and where they are located by pinning data to a map or floor plan.

When the right number of fixtures is put on the right pallet for the right room, it becomes easier to deliver the materials to the exact location they are needed. In high-rise buildings, accurate mapping ensures fixtures are delivered to the 27th floor, rather

than mistakenly sending them to the 28th or 29th floors.

Proper documentation is crucial in any energy audit program.

It is not just about jotting down the voltage rating on a piece of paper. How did the auditor arrive at that datapoint? Primary sources are paramount. They include photographs of the panel, panel schedules, and breakers. For instance, an auditor can take a photo of a 277-volt shorting cap on a fixture or the presence of a ballast label.

Secondary sources, such as attic stock or boxes found in the recycle bin, are important but may not be as reliable.

It is essential to corroborate such findings with primary sources. An auditor may be told that a parking lot light is a 480-volt metal halide. Is this actually the case, or was that just assumed? This is why it is important to document such information with pictures to provide evidence of the actual voltage.

Pidgeon and Seifert also highlighted the need for certification and continuous improvement in the auditing process. Having certified auditors who have gone through an online course and passed an examination can demonstrate a company's commitment to precision and accountability.

Certification in the lighting industry has become increasingly important in recent years. It is seen as a way to differentiate players in the industry and to demonstrate that one has the necessary knowledge and skills to perform a lighting audit.

A few years ago, a SnapCount certification was created to certify individuals in performing investment-grade audits.

This certification requires passing an online course and examination, as well as completing a number of investmentgrade audits. Recently, there has been a push to create a national certification for lighting auditors through NALMCO, which will further solidify the importance of certification in the industry. Both Seifert and Pidgeon sit on this audit certification committee.

L M & M / / M AY / J U N E 2 0 2 3 / / L I G H T I N G A U D I T S I N T H E D I G I TA L A G E

Seifert explained that digitalization has enabled auditors to move away from handwritten notes and use digital platforms instead to record data accurately. Digitalization automates processes, increases efficiency and accuracy, and eliminates errors that are common with manual processes. Digitalization has also facilitated collaboration, allowing different parties to communicate effectively and ensure that the projects stay on track.

By continually reviewing and improving the audit process, auditors can become more efficient and effective, delivering higher quality results and avoiding costly mistakes in the future. It's essential to work closely with auditors to identify areas for improvement and to provide feedback on the quality and accuracy of the audit process. Ultimately, the goal is to create a standardized and digitalized audit process that produces reliable and accurate data, promotes collaboration and communication, and supports sustainability efforts. ■

17

L M & M / / M AY / J U N E 2 0 2 3 / / T H E I M P O R TA N C E O F Q U A L I T Y L I G H T I N G : M O R E T H A N J U S T A U T I L I T Y B I L L

BEFORE AND AFTER

THE IMPORTANCE OF QUALITY LIGHTING: MORE THAN JUST A UTILITY BILL

By Parker Allen

PHOTO CREDIT: CONTEMPORARY ENERGY SOLUTIONS LLC

In January of this year, a metal storage and distribution facility in Wisconsin decided it was time for a lighting upgrade. The existing high-pressure sodium fixtures gave the facility a dated look. The amount of light inside the facility was insufficient, and the exterior lighting didn’t provide full coverage of the building and parking lot. The facility reached out to Contemporary Energy Solutions, an ESCO based in Manitowoc, WI, with whom they had previously worked on revitalizing the office and maintenance areas. CES proposed a comprehensive lighting upgrade for

BEFORE

The first step in the process was to install six LED high bays to demo the new lighting. “We can ask the right questions, but until you show a customer the solution in practice, everyone might not be on the same page,” explained Brad Butler, Sales Engineering Manager at CES. “We love doing the samples because that helps solidify expectations,” he noted.

AFTER

Six demo fixtures were installed before the rest of the project was completed to make sure light levels were adequate, no matter the time of day.

During the day, the facility is bathed in ambient light. Butler traveled to the facility in the early hours of the morning to examine the new lighting in the absence of any sunlight.

He wanted to “see what the customer was seeing on a daily basis.” The customer felt that the original sample LEDs didn’t provide quite enough light, so they were upgraded to higher wattage fixtures.

The old 400W high-pressure sodium lights were replaced with Orion Energy Systems LED high bays – 136W fixtures in high-ceiling areas and 68W fixtures in low-ceiling areas.

18

the entire facility, inside and out, bringing a modern look to the building and offering significant energy savings.

Due to size differences between the old lights and the new fixtures, the LEDs in the high bay area had to be installed lower than the previous fixtures, below the structure of the roof that would have obscured some of the light. In the areas with a lower ceiling, CES tried to raise the fixtures as much as possible in order to maximize storage space and maneuvrability. Brad commented, “Selling LEDs comes with an insurance that you won’t have to touch the lights for a long time.” Taking care to install the lights in the right position from the get-go ensured that no one would have to get back up there for a long time.

BEFORE AND AFTER

Upgrading the exterior lighting at the facility proved to be a bit more complicated. CES had to navigate a slight delay in the availability of product, as well as the Wisconsin weather in late winter and early spring. Some of the existing lights

AFTER

CES replaced the old HPS fixtures and added additional fixtures to ensure the outside of the building and the parking lot were properly lit with uniform light.

CES’s installation crew came in on nights and during weekends in order to minimize downtime and inconvenience for the customer. From the time when the official purchase order was received to when the final fixture was installed, the project took less than two months to complete. 114 new fixtures were installed, each controlled by a motion sensor that will dim and then turn off the fixture after a period of inactivity.

CES left no stone unturned. They took amperage and voltage readings of the existing lighting to accurately determine the wattage of the HPS fixtures. They reviewed multiple months’ worth of utility bills to determine a blended kWh rate of $0.1711, which the customer agreed was in line with previous months’ bills. From these carefully calculated numbers, CES determined an annual savings, on both energy costs and maintenance, of $27,016, leading to a payback period on the project of less than 3 years.

Furthermore, $6,100 of the project cost was covered by incentives through FOCUS ON ENERGY®, Wisconsin’s energy

BEFORE

efficiency and renewable energy program in partnership with the state’s utilities for residential and business customers.

CES confirmed the client’s eligibility and verified product requirements in order to qualify for the program, significantly lowering the out-of-pocket costs for the customer.

The customer expressed their complete satisfaction with the lighting transformation. The benefits go beyond the increased light levels and energy savings, which are significant. The modern, clean look provided by the new lighting reflects well on the company. When clients come to the facility, they are impressed by the well-lit, up-todate appearance. Employees have a comfortable, safe environment in which to work. These benefits are harder to quantify but are no less real.

“Lighting is such an overlooked factor,” Butler explained. It may only be 20% of your utility bill, but it effects every other aspect of a building. With the lighting upgrade from CES, this metal storage and distribution facility has transformed its facility for years to come. ■

L M & M / / M AY / J U N E 2 0 2 3 / / T H E I M P O R TA N C E O F Q U A L I T Y L I G H T I N G : M O R E T H A N J U S T A U T I L I T Y B I L L

BEFORE

and power supplies were severely degraded, even falling off the building. So, the solution involved replacing the existing fixtures, as well as adding new lights and running new power lines where necessary.

AFTER

The high bay storage area at the facility.

19

L M & M / / M AY / J U N E 2 0 2 3 / / T H E B U S I N E S S O F L I G H T I N G M A I N T E N A N C E

MEETING CUSTOMER EXPECTATIONS WITH OMNICHANNEL

By Heidi Conklin

Five years ago, the average B2B decision-maker interacted with five channels before engaging with an organization. According to McKinsey, that number had doubled as of 2021. From web searches and emails to phone calls and video conferences, decision-makers are spending more time getting a feel for potential partners and suppliers than ever before.

What Are Omnichannel Strategies?

Media consumption today is at an all-time high, meaning clients and prospects are engaging with brands in more and more ways every day. This gives organizations the unique opportunity to leverage both traditional and digital channels for better outcomes, from qualifying prospects to improving profit margins and customer satisfaction. This approach, or strategy, is called “omnichannel.”

When we say omnichannel, we’re referring to a strategic use of sales, marketing, customer support, product, and business divisions throughout an organization to connect with customers. We mean utilizing a combination of brick and mortar, hybrid, and fully remote channels to stay ever-present for customers. Much like its name implies, omnichannel strategies take an everywhere, all-the-time approach.

“During the pandemic, buyers were stuck in their homes — and on their phones,” said Br8kthru CEO Jon Lenz. “This gave digital the tremendous opportunity to grow exponentially and take the lead in innovative marketing strategies. Even though life has more

20

Director of Digital Strategy, Br8kthru

This article is the first in a series of articles on omnichannel strategies and digital marketing.

or less returned to normal, buyers aren’t willing to give up the change and convenience they found during the pandemic.

Omnichannel is a solution that lets them have it all, while improving outcomes for businesses.”

As marketers, we can feel that we’re stretched thin, or we’re overwhelmed by the channels we’re already on. However, the reality is omnichannel is what customers expect, and research shows the more channels an organization deploys, the greater their market share becomes in aggregate. By embracing omnichannel to reach prospects and clients, teams will be more successful over time.

How Customer Expectations Guide Omnichannel Experiences

1

Consistent Customer Experience Across Channels

No matter where your customer is, or what channel they’re using, they want similar experiences. From level of detail to quality of customer service, consistency is key.

2

Multi-Channel Purchasing Opportunities Customers want streamlined purchasing opportunities,

Regardless of industry or market, we all know that expectations can change rapidly, depending on a variety of factors out of our control, like competitors, new and changing channels, and trends. In order to stay ahead of the ever-changing competitive landscape, create a strategy that is flexible.

The most effective marketing strategies have always been responsive to customer needs and expectations, and this will become even more pivotal as omnichannel strategies become more common. As a bonus, flexible marketing strategies will equip your teams to better adapt to other changes beyond customers, such as shifting trends in your industry and market changes. Adaptation will be key to standing out from the crowd.

Not Sure Where to Start? Digital Marketing Can Help Knowing more about omnichannel strategies is the first step in beginning to execute them. Digital marketing is a great place

3

Online Product Availability

4

Always-On, Real-Time Customer Service

5

Performance or Money-Back Guarantees

No one wants to go to order multiples of a product and have only a portion of their order be fulfilled. By making product availability clear, your customers will know what they can order ahead of time.

If someone is having a problem, they want it solved when the problem occurs, not during business hours the next day. With always-on customer service, you’re able to solution with users in real time.

People expect their goods and services to deliver on what has been promised and performance guarantees assure buyers of the strength of your offer.

Adapting to an Omnichannel World

The foundation of omnichannel strategies is meeting — and exceeding — customer expectations. This is clear in direct to consumer (D2C) contexts first and foremost, but purchasing habits in D2C spaces ultimately influence buyers in other spaces, like business to business (B2B). The strategies and tactics that are successful in one instance will be applicable in other marketing, making omnichannel strategies important for all businesses.

to start or expand your omnichannel strategy and can include your website, social media, email, ads, and more as channels for effective marketing efforts.

L M & M / / M AY / J U N E 2 0 2 3 / / T H E B U S I N E S S O F L I G H T I N G M A I N T E N A N C E

Part of the success of omnichannel comes from meeting audience expectations. They want to be able to purchase on multiple channels. You provide that. If you’re using omnichannel to get in front of (and stay in front of) your audience, you need to consistently meet — and exceed — customer expectations. These expectations can be summarized as five customer imperatives:

wherever they are. Whether you’re meeting them in-person, online, or somewhere in between, multi-channel purchasing opportunities open new doors for your business.

If your goal is to promote a new product or service, considering both traditional sales tactics and digital channels will create an omnichannel strategy that leads to more revenue and customer satisfaction. In part two of this article series, we’ll be sharing more tactical examples of how you can use digital marketing to your advantage.

At Br8kthru, we collaborate with clients to leverage current best practices and the newest tactics to solve complex business challenges and unlock growth. With expertise across the digital landscape, we’re uniquely positioned to help you and your team embark on or improve your omnichannel experiences.

An easy way to evaluate your current digital approach is to request a Digital Marketing Gap Audit and our subject matter experts (SMEs) will analyze your existing activities and identify opportunities for improvement.■

21

WHAT'S NEW

ProSite LED High Mast Dialight recently launched the ProSite High Mast, featuring precisely tuned optical patterns and flexible mounting options to provide an ideal solution for complex outdoor environments where safety and security are of paramount importance.

The ProSite High Mast enhances site security with uniform, crisp, clear, illumination. It is DLC and DLC Premium listed and vibration tested to ANSI 136.31-2018. The IP66/67 and NEMA 4X-rated fixture carries Dialight's industry-leading 10-year warranty.

Juno SlimForm™ LED Round Surface Mount Downlight UVFocus GAB-C The UVFocus GAB-C from LumenFocus combines airborne disinfection with energy efficient LED down lighting in a 2x2 or 2x4 grid ceiling. The germicidal air chamber utilizes 254nm T8 UVC lamps to provide anti-viral and antibacterial disinfection. Air is pulled into the chamber via three center fans and dosed with UVC to kill or inactivate airborne pathogens. Cleansed air is then recirculated back into the room. Because the UVC light is confined in the chamber, there is no exposure to the room below. On the front of the GAB-C, two rows of energy efficient LEDs provide general illumination into the space below.

22

Juno® SlimForm™ JSF Downlights are low cost, low maintenance fixtures that are high in performance and style! A switch located directly on the fixture allows for easy color temperature adjustments.

During installation, simply toggle the switch to your desired setting (2700K, 3000K, 3500K, 4000K, or 5000K). The JSF Switchable White Series is available in round or square options and comes with field installable trim inserts in bronze, satin nickel and black finishes.

PowerGrove® LED Canopy PowerGrove® LED Canopy is the premier horticultural LED grow light that provides optimal lighting during all plant growth cycles and improves total crop yields.

The PGL Canopy maximizes your growth potential by utilizing high power output and light uniformity of two proprietary full and split LED spectrums. This LED Horticultural grow light offers a leading spectral mix that’s ideal for all stages of plant growth. Designed for absolute scalability, the PowerGrove can be configured for anything from the large commercial grow-house to the horticulture hobbyist.

Selectable D17 HID Replacement Lamp Current’s LumenChoice® + SpectraChoiceô ED17 Lamp, one of their many selectable LED lamps, features built-in switches to change between three wattage levels and three color temperatures, no tool required. The ED17 matches ANSI length & diameter for equivalent HID lamp shape and lasts up to 4x longer than HID. These energy-efficient lamps contain no lead or mercury and are compliant with material restriction requirements of RoHS. Optimize light levels and power consumption instantly for each application, maximizing energy savings immediately.

XFit Area Lights with OpticSwap XFit Area Lights with OpticSwap include everything in a single box: fixture, three optics (Type III, IV, and V), pre-installed mount, dusk-to-dawn photocell, and shorting cap. That means distributors can put them on the shelf and contractors can buy them and go. Add to that Keystone’s available SmartPort technology – contractor-friendly screw-in motion sensors that can be easily field-installed with no wiring – and XFit Area Lights with OpticSwap can take care of multiple needs in one fixture.

The Mini-Rail™ Constant Power Linear Emergency LED Driver ACE LEDS has introduced the newest evolution of The Rail™ Linear Emergency LED Driver family, The Mini-Rail™, the smallest constant power linear emergency LED driver available in the industry. Its wide output voltage range provides stability and reliability, while its isolated relay design provides a delay of the AC power to the normal LED driver. The Mini-Rail™ includes all the bells and whistles customers have come to expect from ACE LEDS, but it takes up the smallest amount of space possible, allowing for unlimited design applications.

23

L M & M / / M AY / J U N E 2 0 2 3 / / S O N E PA R S C O N T R I B U T I O N T O N A E D

SONEPAR PLEDGES $500K TO NAED TO ADVANCE EDUCATION AND TRAINING

By Randy Reid

Sonepar, a leading electrical distributor, has recently pledged a $500,000 donation to the National Association of Electrical Distributors (NAED) Education and Research Foundation (NERF). The donation will go towards advancing education and training for the electrical industry. The donation is part of a larger initiative that involves a multi-year project to support

The Westin Hotel in Houston Photo Credit: Crawford Electric, a division of Sonepar USA

24

the complete supply chain by taking cost out of the system while ultimately better serving customers.

Andy Waring, the Central Region President of Sonepar USA, discussed the decision to support NERF in a recent interview with LM&M. Waring elaborated that the electrical industry is under pressure to be more

LM&M asked how helping with education can reduce costs in the chain. Waring responded by saying that it is about looking at the supply chain from end to end and figuring out how to digitalize the business even more. By providing links where real-time information about inventory and logistics is available, there are opportunities to take costs out of the system.

LM&M also asked Waring about the role of electrical distributors and how that role is evolving. Waring agreed that the role of distributors is constantly evolving, and Sonepar aims to think beyond just the product side of things. The company is providing significant services to the end user, much more than in the past, and is becoming more specialized as well.

By adding more solutions than the traditional product, Sonepar is focused on promoting service on the solution side, not just the product.

LM&M then asked how Sonepar and NAED can help the

lighting maintenance contractor. Waring explained that Sonepar is providing technology and service solutions, including logistics services and technical expertise and specialists on different products. Sonepar is also providing certification training for lighting specialists, with a career path for young professionals who can benefit from internal certification in the lighting area.

Waring explained that the program has three modules, and the first class had over 30 participants, with the second class expected to have 40 participants. The program is both online and in-person, with mentors assigned to help those going through the training.

Sonepar is constantly recruiting at various universities across the nation and has a program that hires 40 to 50 college graduates a year. Many of them have been recognized by tED magazine over the years as part of their “30 under 35” awards, aimed at identifying upand-coming talent.

L M & M / / M AY / J U N E 2 0 2 3 / / S O N E PA R S C O N T R I B U T I O N T O N A E D

efficient and find ways to reduce costs while adding value. He emphasized that Sonepar wants to support the initiative and participate as it unfolds, with teams coming together to execute the project.

Sonepar's donation to NERF is a significant contribution to the advancement of education and training within the electrical industry. The donation is not just a financial contribution, but a commitment by Sonepar to be actively involved in the advancement of the industry. ■

Sonepar's donation to NERF is a significant contribution to the advancement of education and training within the electrical industry.

25

S U P P LY C H A I N U P D AT E / / M AY / J U N E 2 0 2 3 / / L M & M

SUPPLY CHAIN UPDATE: CONTINUING DOWN THE PATH OF STABILITY

By Jacob Wright

26

Overall, the global supply chain is incredibly stable coming off of a hectic 2022

Amidst developing economic downturns and geopolitical conflicts, the supply chain situation has fallen a bit off the radar of many corporations compared to the recent past.

With that being said, there are still plenty of developments to keep track of and monitor for the sake of efficient transport and logistics.

2023 has played out like many have suspected it would – essentially, a mirror of 2022. Demand started out slow in the beginning of 2023, but it is rapidly picking up going into the second half.

In North America, one thing that stands out is East Coast ports have started outpacing West Coast ports in volume. Since 2017, West Coast ports usually saw a volume share of over 50%, sometimes approaching 60%. Now, in 2023, that share has fallen as low as 44%. The leading cause behind this are labor disruptions from the ongoing dispute between the Pacific Maritime Association (PMA) and the International Longshore and Warehouse Union (ILWU). These labor disruptions have caused many importers to shift to the East Coast for the sake of lead time reliability. On average, the vessel wait time in North America is currently 0-1 days.

In the Asia Pacific market, production has increased following the end of COVID policies set by China, leading to an increase in export volume. As a result of increased production and unfavorable weather conditions, Asia Pacific ports have experienced an uptick in congestion.

The good news is the congestion is still nowhere near pandemic levels and is expected to stabilize. The primary concern for ocean carriers is the upcoming fog season in China which is expected to impact operations to some degree.

In Europe, spring/summer weather is a welcome sight after certain instances of extreme winter weather. The change in weather has brought about smoother operations and greater carrier reliability. In France, labor strikes are ongoing and, as such, relevant ports are experiencing disruptions and congestion. Asia-Europe trade has seen a substantial increase in Q2, brought about by the better weather and end of COVID policies in China. Air freight volume continues to be in a slump. Air demand is down, to the extent that capacity is greater now even when compared to pre-pandemic levels. The reasons for such low demand include various economic conditions like inflation, geopolitical conflicts, and the improvement in ocean transport.

Overall, the global supply chain is incredibly stable coming off of a hectic 2022. Growth and demand is still expected to be underwhelming in 2023 as inflation and geopolitical conflicts continue to cause great uncertainty and lower demand among consumers. Nevertheless, some degree of growth is expected, and the supply chain is more reliable than we’ve seen in recent years, giving reason for optimism. ■

27

ASHRAE/IES 90.1-2022 DECODED

L M & M / / M AY / J U N E 2 0 2 3 / / A S H R A E I E S 9 0 . 1 D E C O D E D

By Craig DiLouie, LC, CLCP

The American Society of Heating, Refrigerating, and AirConditioning Engineers (ASHRAE) and the Illuminating Engineering Society (IES) recently published ANSI/ASHRAE/IES Standard 90.1-2022, Energy Efficiency Standard for Buildings Except Low-Rise Residential Buildings.

This edition includes an expanded scope for building sites, a minimum prescriptive requirement for onsite renewable energy, and other major additions appearing for the first time in a U.S. model energy standard or code. For lighting, the new version adjusts power allowances, adjusts the definition of alterations, adds horticultural lighting, and updates several control requirements.

Commercial building energy codes regulate the designed energy efficiency of nonresidential buildings. A majority of states rely on model energy codes such as ASHRAE/ANSI/ IES 90.1 and the International Energy Conservation Code (IECC). While a majority of codes are based on the IECC, 90.1 is recognized by the U.S. Department of Energy as the national reference code (currently the 2019 version, with all states required to adopt a code at least stringent as this version by July 2023); it is also the basis for building rating systems such as LEED. Further, the IECC recognizes 90.1 as an alternative compliance standard. Both model codes are updated every three years.

For lighting, typically, energy codes impose a mix of prescriptive and mandatory requirements, with mandatory requirements focused on lighting controls. Since 1999, the overall trend is toward lower power allowances and more detailed control requirements to maximize energy savings. The 2022 version of 90.1 is no exception, with changes focused on tightening interior power allowances—based almost entirely on LED technology— while tweaking requirements for lighting controls.

Let’s take a look at what’s new, focusing on salient changes while noting this information is provided for educational purposes only and does not constitute a definitive interpretation, which is up to the authority having jurisdiction.

For more information and interpretations, consult the code or the applicable AHJ.

28

BUILDING SITES ANSI/ASHRAE/IES 90.1-2022 clarifies the scope of 90.1 to include the site, not just the building.

Before this change, the standard covered only systems fed by building power. As a result, exterior and parking lot lighting, if not provided through the building’s main electrical panel, were previously not within the scope of 90.1. Now it is.

Including sites also confirms that onsite renewables can count as credits toward energy usage across the building even if not part of the building footprint.

LIGHTING ALTERATIONS As 90.1 evolved, lighting retrofits have increasingly become recognized as within the standard’s scope. In the new 2022 version, all alterations are lumped together, including retrofits in which the original lamps and driver/ballasts are replaced with lamps and drivers/ballasts that were not components of the original luminaire. These alterations are then broken out and assigned separate requirements depending on whether the lighting is interior or exterior.

Interior: If the lighting system in the interior building spaces adds up to more than 2000W of load, the alteration must comply with the standard’s lighting power allowance and mandatory control requirements that are applicable to each altered space. If the connected lighting load is 2000W or smaller, the alteration must comply with the standard’s lighting power allowance requirements (or result in new wattage at least 50 percent below the original wattage of each altered lighting system) and then comply with only the standard’s manual local and automatic shutoff mandatory lighting control requirements.

Exterior: For an exterior building area, if the total number of new or retrofitted luminaires is greater than 10, or where the combined length of new and retrofitted linear luminaires is greater than 20 linear feet, the alteration must comply with

HORTICULTURAL LIGHTING This new section of 90.1’s lighting section addresses the distinct characteristics of horticultural lighting. Certain horticultural luminaires must achieve a minimum photosynthetic photo efficacy (PPE) and be controlled by a device that automatically turns them Off at specific times. PPE is a new metric developed in ANSI/ASABE S640.

GERMICIDAL LIGHTING The 2022 version of 90.1 added power used only for a germicidal function in lamps or luminaires to the list of lighting exempted from being subject to interior power allowances.

Photo Credit: TensorSpark

LIGHTING POWER The 90.1 standard limits maximum lighting power density. Unless opting to use complex building modeling, designers can choose one of two compliance paths, either the Building Area Method (single maximum power allowance in W/sq.ft. for entire building) or Space-by-Space Method (maximum power allowance for each type of space within building). The standard also caps exterior lighting power using a system of base allowances and tradable surfaces.

Exterior lighting power allowances are significantly reduced compared to previous versions of the standard. For interior lighting power, allowances were generally reduced or stayed the same. Also generally, when power allowances were reduced, they were not reduced as significantly as in previous versions, suggesting maturing acceptance of LED by 90.1.

Here are some examples:

When calculating the wattage of line-voltage track lighting and plug-in busway designed to allow the addition and/or relocation or lighting without system wiring alteration, the 2019 version of 90.1 offered one option – the specified wattage of the system’s lighting with a minimum of 30W/linear foot. The 2022 version reduced the 30W/linear foot to 10W/linear foot in recognition of higher-efficiency LED technology being predominant.

DECORATIVE AND RETAIL POWER ALLOWANCES When using the Space-by-Space Method to comply with maximum allowed lighting power, an increase is allowed for specific purposes such as decoration (decorative lighting or to highlight art or exhibits that are not exempted by the standard) and supporting retail sales. The 2022 version of 90.1 decreased the additional interior lighting power allowance for decorative lighting from 0.75W/sq.ft. to 0.70W/sq.ft. while also reducing the retail sales area additional power allowances. Additionally, 90.1-2022 created a new additional power allowance of 0.50W/ sq.ft. for interior lighting used for videoconferencing.

LIGHTING CONTROLS

L M & M / / M AY / J U N E 2 0 2 3 / / A S H R A E I E S 9 0 . 1 D E C O D E D

the standard’s lighting power allowance and mandatory control requirements. If the alteration is smaller, it must comply with lighting power allowance requirements (or result in new wattage at least 50 percent below the original wattage of the system) and then be controlled by at least an Off switch.

TRACK LIGHTING

ASHRAE/ANSI/IES 90.1-2022 updated the lighting control requirements with several significant tweaks and additions.

Occupancy sensing in open offices: Occupancy sensors are required as the automatic shutoff strategy in various spaces, typically smaller, enclosed spaces such as offices smaller than 300 sq.ft.. Now larger offices are included, aligning 90.1 with IECC 2021 and the latest Title 24, Part 6 energy code in California.

If the office is 300 sq.ft. or larger, such as open offices, occupancy sensors are required to provide automatic shutoff within 20 minutes of the area being unoccupied. The control zone for each sensor is limited to 600 sq.ft.

While the 90.1-2022 standard allows up to 50% of the general lighting power to automatically

29

turn On, here all lighting in occupied zones is allowed to turn On to full power. If only some of the control zones in the office are occupied, the general lighting in the unoccupied zones is allowed to automatically turn On to up to 20% of full power. This ensures that if, say, a single zone is occupied, it is surrounded by dim but not dark zones.

L M & M / / M AY / J U N E 2 0 2 3 / / A S H R A E I E S 9 0 . 1 D E C O D E D

New threshold for daylight-response controls: Standard 90.1 requires that general lighting in daylight areas feature daylightresponsive controls that independently control the lighting, with exceptions. IECC defines the dimensions of these daylight areas based on whether they are sidelit (adjacent to vertical fenestration such as windows) or toplit (under fenestration such as skylights), with sidelit areas divided into primary (directly adjacent to fenestration) and secondary adjacent to Photo(directly Credit: TensorSpark primary) areas.

The standard indicates a wattage threshold at which automatic daylight-responsive lighting controls are needed to control general lighting in daylight areas. In the 2022 version, if the total wattage of general lighting either entirely or partially in the primary sidelit area is 75W or greater, daylight-responsive control is required. This threshold was reduced from 150W in the previous version of 90.1.

Additionally, if the total wattage of general lighting either entirely or partially in the primary and secondary sidelit areas is 150W or greater, daylight-responsive control is required in both areas, with each area being independently controlled. This was reduced from 300W in the previous version of 90.1.

For toplit areas, if the total wattage of all general lighting either entirely or partially in a daylight area under skylights and roof monitors is 75W or greater, daylight-responsive control is required for the area. This was reduced from 150W in the previous version of 90.1.

In all of the above cases, the daylight-responsive control will reduce lighting power in response to daylight by using continuous dimming to 20 percent (or less) plus Off. Note that general lighting in overlapping sidelit and toplit daylight areas must be controlled together.

Exterior lighting controls: Standard 90.1-2022 now requires that all exterior lighting be furnished with an Off control. All exterior lighting must be capable of being reduced by at least 50 percent of full power in response to both a schedule and occupancy sensing. In the case of occupancy sensing, light reduction must occur within 15 minutes of vacancy and a single control zone may include no more than 1500W of controlled lighting.

Photo Credit: TensorSpark

30

Guestroom lighting controls: Both the 2019 and 2022 versions of 90.1 require automatic shutoff control of lighting and all switched power receptacles in guestrooms and suites in hotels, motels, boarding houses, and similar buildings. Specifically, lighting and switched receptacles in each enclosed space must be turned Off within 20 minutes after it becomes unoccupied.

For bathrooms, shutoff must occur within 30 minutes, with up to 5W of night lighting being exempt.

In the 2019 and other previous versions of 90.1, rooms where lighting and switched receptacles were to be controlled using a captive card key system were exempt. The 2022 version eliminated this exemption, recognizing card key control as often bypassed and being otherwise largely obsolete.

Dwelling unit controls: For dwelling units such as living spaces in 4+ story multifamily buildings (not including hotel/motel guestrooms), the 2019 version of 90.1 required that at least 75 percent of permanently installed luminaires feature a light source efficacy of at least 55 lumens/W or a total luminaire efficacy of at least 45 lumens/W. A significant exemption is for lighting controlled by dimmers or automatically turned Off via occupancy sensing.

The 2022 version of 90.1 increased minimum source efficacy to 75 lumens/W and luminaire efficacy to 50 lumens/W while making the previous controls exemption a requirement. In dwelling units, at least 50 percent of permanently installed luminaires must be controlled by dimmers or automatically turn Off within 20 minutes of vacancy.

Additionally, permanently installed exterior luminaires dedicated to a dwelling unit must be provided with manual control while also automatically shutting Off based on schedule, occupancy (within 15 minutes), or daylight. An exemption is when the total rated luminaire wattage of these luminaires is no greater than 8W.

90.1, DECODED Overall, ASHRAE/ANSI/IES 90.1-2022 is modestly progressive on interior lighting power allowances and control requirements, though with several significant tweaks and additions adapting 90.1 to current technology and conditions. While it may be some time before this version of the standard sees adoption, it may be useful to begin familiarizing oneself with its changes now.

For more information, consult ASHRAE/ANSI/IES 90.1-2022, available at the ASHRAE bookstore here. ■

AD INDEX Page 11

AD INDEX

Page 7

/ / M AY / J U N E 2 0 2 3

Page 2-3

// LM&M

Page 7

Page 5

31

NEW CERTIFICATIONS L M & M / / M AY / J U N E 2 0 2 3 / / N E W M E M B E R S A N D C E R T I F I C AT I O N S

Certified Apprentice Lighting Technician™ BLHI

QED

Christian Smith, CALT

Fawzi Al Hadrab, CALT

Candela Systems Corporation

Soulful Synergy LLC

Carlos Rentas, CALT

Abel Espinal, CALT

Hector Diaz, CALT

Alexander Allen, CALT

Natanihel Del Fresno, CALT

Dwayne Campbell, CALT Joshua Richardson, CALT

Contemporary Energy Solutions Raymond Bledsoe, CALT

Control Smart Lighting LLC Richard Baker, CALT

Energy Management Collaborative Ryan Fatturi, CALT

Facility Solutions Group

Kevin Blakely, CALT Michael Bunch, CALT Wayne Reece, CALT Xavian Pierrot, CALT

US LED Paul Board, CALT

Willdan Energy Solutions Aaron Sarwan, CALT Aliya Hartley, CALT

Brianna Stapp, CALT

Andrick Soto, CALT

Daniel Lajoie, CALT

Bernie Barrow, CALT

Megan Olvera, CALT

Bryant Huang, CALT

Steven Coburn, CALT

Cory Victorian, CALT Cristian David Kang Kim, CALT

Lighting Technologies Inc Bradley Perkins, CALT Jacob Delisle, CALT Miguel Garcia, CALT Shaun Rosa, CALT

Lumatech Anthony Carmack, CALT Blake Alvarado, CALT Michelle Tucker, CALT

Franklin Shine, CALT Jose Irizarry, CALT Leutrim Cahani, CALT Oscar Mejia, CALT Rami Ghannoum, CALT Shadi Ghannoum, CALT Shalisa Anderson, CALT Stephan Green, CALT Walnisha Irving, CALT

World Electric Supply Randall Radcliffe, CALT

32

NEW MEMBERS Certified Senior Lighting Technician™ Lawrence Ryan, CSLT

Energy Management Collaborative Tyler Rivers, CSLT

PETE KOHOUT, CENTURY ELECTRIC

JOIN DATE: 3/27/23

Professional Member BRUCE BRANTFORD, ENERGY MANAGEMENT COLLABORATIVE

JOIN DATE: 4/4/23

Pacific Energy Concepts Gary Pierce, CSLT

Sonepar/World Electric Randall Moore, CSLT

Vista Universal, Inc.

General Company Member PACIFIC ENERGY CONCEPTS (PEC)

JOIN DATE: 4/18/23

Darius Mikell, CSLT

Certified Lighting Controls Professional™

General Company Member KEYLON LIGHTING SERVICES, INC

Facility Solutions Group Cameron Carpenter, CLCP, LC, MIES

L M & M / / M AY / J U N E 2 0 2 3 / / N E W M E M B E R S A N D C E R T I F I C AT I O N S

Candela Systems Corporation

Professional Member

JOIN DATE: 3/30/23

Pacific Energy Concepts Brittany Mason, CLCP

Associate Company Member

Salex | Lighting Under Control

POMS & ASSOCIATES

Kareem Kelly, CLCP

JOIN DATE: 3/23/23

WSP Buildings Tatiana Barankewicz, CLCP

Energy Management Collaborative Tyler Stadler, CLCP

33

70TH NALMCO CONVENTION AND TRADE SHOW OVERVIEW LOCATION

®

Hyatt Regency Indian Wells Resort and Spa

1987

44600 Indian Wells Lane

NALMCO’s discounted rate: $279 + tax and $20 daily resort fee RESORT FEE INCLUDES:

Indian Wells, California, 92210

ˍ ˍ ˍ ˍ ˍ ˍ

Wi-Fi in guest rooms 24-hour access to fitness center Unlimited fitness classes 1 hour tennis court time, per day 10% off select merchandise at the Spa Discounted green fees at Indian Wells Golf Resort

1989

Need to make a reservation? Click here.

O Convention

1987 NALMC

2012 1989 NALMC

O Convention

2023

Come make history with NALMCO at the 70th NALMCO® Convention and Trade Show!

34

CLMC Recipients at the 2012 NALMCO Convention

Registration Fees ˍ First-time attendee: $500

SUNDAY P OCTOBER 8, 2023 8:00 a.m. – 12:00 p.m.

CLMC Content Review Session

8:30 a.m. – 12:00 p.m.

GUV: Hands-On Training

12:00 – 5:00 p.m.

Exhibitor Set-Up

1:00 – 3:30 p.m.

CLMC Exam

ˍ

General Member: $600

ˍ

Associate Member, not exhibiting: $2,500

1:00 – 4:30 p.m.

GUV: Hands-On Training

ˍ

Non-member, general equivalent: $1,500

2:00 – 7:30 p.m.

Registration Open

6:30 – 8:30 p.m.

Welcome Cocktail Reception

ˍ

Non-member, associate equivalent: $3,750

ˍ

Guest (non-industry): $400

7:00 a.m. – 4:45 p.m.

Registration Desk Open

ˍ

Golf: $190

7:00 – 8:00 a.m.

Past Presidents’ Breakfast

ˍ

Golf Club Rental: $80

7:00 – 8:00 a.m.

Breakfast – Visit with Exhibitors

8:00 – 8:30 a.m.

Welcome and Opening Remarks

8:30 – 9:30 a.m.

General Session: Evolution of Lighting, Mark Lien

9:45 a.m. – 12:30 p.m.

Networking Event with Associates

12:45 – 1:45 p.m.

NALMCO Annual Meeting & Awards Luncheon

2:00 – 3:30 p.m.

One-on-One Appointments with Exhibitors (Part 1)

3:30 – 3:45 p.m.

Visit with Exhibitors

3:45 – 4:45 p.m.

General Session: Labor Partner Meet & Greet

6:00 – 8:00 p.m.

Monday Evening Reception

Additional information for attendees interested in sponsoring or exhibiting will be coming soon.

Registration will be opening early July, sponsorship/exhibitor sales opening early June.

Golf Tournament The NALMCO Golf Tournament will be played on Wednesday, October 11, at the Indian Wells Celebrity Course. Spectacular mountain views and lush green fairways will help you forget about your bogeys and double bogeys.

MONDAY P OCTOBER 9, 2023

TUESDAY P OCTOBER 10, 2023 7:30 a.m. – 5:00 p.m.

Registration Desk Open

7:30 – 8:30 a.m.

Breakfast – Visit with Exhibitors

8:30 – 9:30 a.m.

General Session: Better Thinking vs More Effort: Overcoming the Undisciplined Pursuit of More, Eric Papp

9:40 – 11:10 a.m.

One-on-One Appointments with Exhibitors (Part 2)

11:10 a.m. – 12:10 p.m.

General Session: Troubleshooting & Installation Guides

12:10 – 1:00 p.m.

Lunch including Education wrap up and closing comments

1:00 – 1:30 p.m.

General Session: Networking- Commonalities

1:30 – 3:00 p.m.

One-on-One Appointments with Exhibitors (Part 3)

3:10 – 5:00 p.m.

Exhibitor Tear-Down

6:30 – 8:30 p.m.

Tuesday Evening Reception

7 0 T H N A L M C O ® C O N V E N T I O N A N D T R A D E S H O W O V E R V I E W / / M AY / J U N E 2 0 2 2 / / L M & M

3

AGENDA *This agenda is subject to change

WEDNESDAY P OCTOBER 11, 2023 8:00–9:15 a.m.

Golfers Breakfast (Golfers only)

8:00–9:15 a.m.

NALMCO Golf Tournament (Golfers only)

35

UP CLOSE WITH

RAMON LARA

36

"Start from the bottom, work your way up – see and understand every step in the process, and don’t act like you can do it all."

L M & M / / M AY / J U N E 2 0 2 3 / / U P C LO S E

— Ramon Lara

individuals or, at least, individuals willing to be trained,” offered Ramon. Peace Services’ installers need to be willing to travel, and the work needs to be high quality and done efficiently. Ramon adds, “You’re asking guys to do what no one wants to do: travel, work overnight and work weekends.” Asked about weathering the pandemic, Ramon noted, “We hit stop in the pandemic like everyone else, but we were able to keep everyone on.”

Ramon Lara has learned that the secret of success as co-owner of Peace Services, LLC – a Texasbased lighting and electrical services installer – is a combination of ingredients: surrounding yourself with good people who are motivated to learn, and bringing those people together to achieve a common goal. He also points to the importance of delegation: “I had to learn about delegating and leading – at first I tried to do it all, even though I had good people there…delegation allows me to focus on developing new business” to ensure the success of the company.

At the age of seventeen, Ramon left a fast-food industry job to go work for a lighting retrofit company, starting “at the very bottom as a cleanup guy” during the early-ESCO era of replacing T12s with energy-saving T8s. While he didn’t know about lighting as a business before joining, the job gave him the chance to get his foot in the door without having trained first as an electrician, and Ramon soon knew this was the kind of work he wanted to do.

Fast forward to 2023, and Peace Services has crews of lighting technicians working all over the United States, in Mexico, Puerto Rico and other markets. What sets Peace Services apart is the fact that they specialize in supplying labor, not product. Supplying labor-only to do the install on lighting retrofits allows Peace Services to work with many NALMCO member companies – often working for the same end user but working with multiple lighting management companies in different markets. The Peace Services crews are all from the Dallas or Houston areas.

“My biggest challenge is finding trained, skilled

After twenty-one years in lighting, Ramon’s hard-won lessons have come from on-thejob learning as well as substantial benefit from NALMCO. NALMCO was Ramon’s first experience in outreach to contractors and buyers to come together for training on lighting materials and technology. He notes that NALMCO has been a good venue for feedback, from installers to manufacturers.

For example, feedback that a kit included Tek screws that weren’t sharp enough to go through the material, or feedback on the placement of material packed in a shipment – putting the material in front that would be used first…“Don’t make us dig all the way to the back of the shipment!”

NALMCO also provides a forum where companies like Ramon’s can tie together what they see coming in bids with information on new trends and technology: “NALMCO helps us stay relevant, to take advantage of new technology – there’s a lot of focus now on solar and EV charging.” Peace Services has added divisions to handle HVAC and controls and is also planning to add other areas.

Reflecting on advice for young people coming up in the industry, Ramon comments, “Start from the bottom, work your way up – see and understand every step in the process, and don’t act like you can do it all. You need to learn to bring people together to achieve a common goal, in spite of them not all being in agreement.”

As Ramon has worked over the years to build the Peace Services business, he has been careful to make sure his decisions were also based on the welfare of his family – his wife and two children.

Just last year, Ramon graduated from college after 2 years of combining full-time work and school, and his wife is now going to college.

Ramon has been taking flying lessons, with a goal to get his pilot’s licence one day. Asked how it feels to be flying, “You’ve gotta understand,” says Ramon, “I’m an immigrant. I came to the United States (from Nuevo Laredo, Mexico) when I was 10 years old. To be doing some of the stuff I’m doing now…I never dreamed I’d do something like this in my life.” ■

UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA ■ UP CLOSE WITH RAMON LARA

By Shirley Coyle, LC

NEXT ISSUE

■ Certified Lighting Management

Consultant (CLMC): Why is it Important

■ The New Lighting Auditor Certification 37

e t a D he t e v a S UCAOL N U M L N A A N O L C H A T M U 0 L NAN7

N O A C H H T M T 77N00AL

& N O I T N E V CON W O H S E D TRA

OCT. 08–11, 2023 INDIAN WELLS, CA

44 38