LM&M Mar/Apr 2023

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*Source: Lighting Controls Association, “DLC Estimates Energy Savings from Networked Lighting Controls”

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CONTRIBUTORS

SHIRLEY COYLE, LC

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.

DAVID GORDON

Gordon is president of Channel Marketing Group. Channel Marketing Group works with manufacturers, distributors, manufacturer reps, and technology companies in the electrical industry to help companies accelerate their performance through strategy development, marketing creativity, and market research. CMG generates ideas that generate results.

JENNIFER KIRKPATRICK

Editor and Publisher

Randy Reid

Assistant Editor Parker Allen

VP, Advertising Sales

Cliff Smith 917.705.3439

Production and Design Coordinator

Angie Hullfish

Art Direction

Seraphine Morris

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.

Jennifer Kirkpatrick is the Director of Sales at American Lighting, a leading company in the lighting industry with a focus on innovative linear lighting and control solutions.

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BOARD

OF DIRECTORS

President RANDY ALLEN, CALT Facility Solutions Group

Immediate Past President

SCOTT W. MENDELSOHN, CLMC Imperial Lighting

President Elect/Treasurer

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

VICE PRESIDENT

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.

CONTINUE THE LEGACY BECOME A MEMBER TODAY

Call for Entries

W H A T I S I T ?

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

W H O C A N N O M I N A T E ?

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.

President's MESSAGE

Dear

NALMCO Members,

We just wrapped up our first event of the year, and, based on my experience and the feedback I received, I consider it to be another huge success! I want to give a big shout-out to LEDVANCE for hosting the 2023 Spring Seminar and for planning the Kiss the Brick Tour at the Indianapolis Motor Speedway. Without your support, none of this would have been possible.

I also want to say “Thank you” to the IUVA and many Learning Lab presenters for taking time out of their busy schedules to provide insight and education to NALMCO’s members. As I mentioned in my previous letter, the Certification Committee is on course to unveil 3 new UV-C certifications in 2023 and, as such, Spring Seminar was host to NALMCO’s first glimpse into the new GUV training course. In concert with the IUVA, NALMCO’s Certification Committee presented two hands-on training courses, with attendance at both sessions hitting max capacity. I believe this is a good indication of what’s to come and further confirms that we’re on the right track.

The Program Committee is hard at work solidifying the details for our 70th Anniversary Annual Convention and Trade Show, which will take place October 8th – 11th at the Hyatt Regency Resort and Spa in beautiful Indian Wells, California. Mark your calendar today and be on the lookout for details surrounding this epic event. This is the one event you won’t want to miss!

In closing, I would like to wish you all continued happiness, health and prosperity. I look forward 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 ALLEN, CALT

From the EDITOR

The International Association of Lighting Management Companies (NALMCO) recently held its Spring Seminar, sponsored by LEDVANCE. The conference was attended by Parker Allen, an associate editor, who was impressed by the quality of the show. The NALMCO Board of Directors made a very bold decision at the conference to make the Lighting Management and Maintenance (LM&M) magazine available to the public on NALMCO’s website. Prior to this decision, the magazine was only available to members, which limited its circulation. By making the magazine available to the public, the board hopes to attract more advertisers and make the publication more impactful.

The LM&M magazine is an essential tool for growing NALMCO's membership base. However, with wider circulation, it can serve as a valuable resource for the entire lighting industry. The decision to make it available to the public for free is a significant step towards achieving this goal.

The 70th Annual Convention and Tradeshow is the next major event for NALMCO, which will be held in Indian Wells, CA. To celebrate this significant milestone, the LM&M magazine will be available both online and in print and distributed at the convention. We want the convention issue to be the best ever, and to achieve this, we need help from the NALMCO community.

We are seeking historical information and images from past events, especially from the early days that led to the founding of the organization. This information will be used to make the convention issue more impactful and informative. The LM&M magazine has a rich history, and the board wants to showcase this in the convention issue to celebrate the organization's 70th anniversary.

If you have any information or images that could contribute to the convention issue of LM&M magazine, send them to me at editor@nalmco.org. Your contribution will help make the convention issue the best ever and showcase the rich history of NALMCO.

FROM THE EDITOR

Energy efficiency and energy management have strongly emerged as mainstream facility and financial strategies for reducing energy costs and generating significant bottomline ROI

A NEW LOOK FOR NORTHBROOK

By Randy Reid

Northbrook Park District in Northbrook, IL, was formed in 1927. At that time, the park district encompassed an area of about six square miles, including the village of Northbrook and parts of surrounding unincorporated areas. Since then, the park district has expanded its boundaries with a total of 12 parks offering a variety of amenities and activities, including playgrounds, sports fields, walking paths, picnic areas, and more. For years, the park district’s facilities had been using older H.I.D. lighting technology that required high maintenance costs due to burn outs that required constant lamp and ballast changes. When Lead Electric proposed a lighting upgrade, Chris Leiner (Director of Parks and Properties, Northbrook Park District) was all ears—but a bit skeptical.

The proposal outlined a one-for-one replacement that would be easy to install and did not require extra wiring, all while matching and exceeding the existing light levels in each of the park’s areas, resulting in a green initiative that would cut energy costs by more than 50% annually. Chris and his team at Northbrook Park District were genuinely concerned – throughout the years, their experience with the existing lighting was frustrating to say the least, requiring an ongoing schedule to replace lamps and ballasts that randomly failed across all the parks. To dispel any doubts, the Lead Electric team asked for a multi-step approach to the project to show proof of concept: retrofit a small section of the property first, then proceed with the larger scope. The test site turned out to be a small Golf Maintenance facility that had components of everything that would be a part of the larger project. Northbrook Park District were very impressed with the quality of the fixtures used and the light output they produced. The successful test site

provided the green light to proceed with eight parks in the district’s portfolio.

The focus of the project was simple: to provide better, more efficient lighting that would literally be maintenance-free and provide greater control. With the savings in energy costs, Northbrook Park District can apply the budget towards upgrading its facilities to provide more for the community.

What Key Fixtures Were Used?

Being an outdoor project, the key fixtures used in the lighting upgrade were stadium lights (for illuminating the athletic fields and other sports areas) and flood/ area lights (to address parking lots, trail areas and skate parks).  Lead Electric selected EiKO’s SIG Series stadium lights and their VERT area/flood lights for the job. In total 1,387 stadium lights were installed (a mix of 450W and 600W LED fixtures replacing existing 1500W metal halide fixtures) and 521 flood lights (150W fixtures replacing existing 300W fixtures).

Taking Advantage of Rebates

A key deciding factor for the selection of fixtures was based on the availability of ComEd rebates, specifically for LED fixtures integrated with Networked Lighting Controls (NLC). With a NLC system, each fixture is individually addressable, and users can easily create zones and program multiple lighting control strategies throughout an environment. This means lighting control strategies including continuous dimming, daylight harvesting, individual fixture addressability, high-end trim, occupancy/vacancy sensing, personal control, scheduling, scenes, and zones can all be programmed

Josh McCoy, Director of Operations at Lead Electric

EiKO’s NLC System makes it easy: you can filter nodes by range, so that when you get to a pole, it knows which nodes are nearby, which is extremely helpful when you are trying to focus on a specific group of fixtures in a large project."

▶ The Techny Prairie Skate Park. Before the retrofit, the skate park was illuminated green – due to mold buildup in the lights. After replacing these fixtures, the park was bathed in clean white light.

to suit the needs of a site, providing the most energy efficient solution. The additional control means key energy savings, and that’s why utility rebates such as those offered by ComEd provide end users with the quickest return on investment. Lead Electric and Northbrook Park District selected EiKO fixtures as they were controls-ready and offered NLC capabilities that fit the requirements of the rebate.

Easy Installation

The team at Lead Electric emphasized how easy it was to install the fixtures and program the controls. Adding fixture controllers was done in seconds, using a twist lock installation that doesn’t require you to take apart the entire fixture to wire. When programming, multiple fixtures (nodes) can be queued at one time, making it much quicker to commission. Nodes can even be filtered by range, so the system knows which nodes the installer is in the proximity of, making it very easy to identify and program. Programming controls is known to be an arduous task that can sometimes take days; but on this project, it only required several hours.

The Results

The difference is literally night and day. From the athletic fields to the skateparks and parking lots, every area has improved dramatically, contributing to better visibility, safety, and accuracy during games and practices and enhancing the safety and visibility of pathways and parking areas for visitors. The project not only exceeded the lighting expectations of the Northbrook Park District—it was also a financial success, as Lead Electric helped to leverage the benefits of the available ComEd rebates to deliver a zero-cost project for its customer.

▶ The Techny Prairie Activity Center parking lot at night.

▶ Lynnette Schaeffer, Director of Training at EiKO, discussed the Northbrook Park District retrofit during a learning lab at the NALMCO Spring Seminar.

PROJECT PARTNERS Contractor

ENERGY SAVINGS

PARKING LOTS BEFORE 31 – 400W MH

$3,597 Annual Energy Costs

AFTER 31 – 150W LED

$1,140 Annual Energy Costs

Annual Energy Savings Year Over Year $2,456

ATHLETIC FIELDS

BEFORE 174 – 1500W MH

$19,010.30 Annual Energy Costs

AFTER 174 – 600W LED

$7,084.58 Annual Energy Costs

Annual Energy Savings Year Over Year $11,925.69

▶ The Techny Prairie Park turf fields at night.

▶ The Techny Prairie Park turf fields, where 1500W metal halide fixtures were replaced, on a 1:1 basis, with EiKO’s 600W SIG fixtures.

BEFORE AND AFTER

Lead Electric – Commercial Energy Efficiency

Duralec – Electrical and Lighting Supplier

EiKO Global, LLC – LED Lighting Manufacturer

SIMPLIFYING NEC CODE CHANGES WITH LEVITON’S CAPTAIN CODE® GUIDE

SIMPLIFYING NEC CODE CHANGES WITH LEVITON’S CAPTAIN CODE® GUIDE

By Randy Reid

The National Electrical Code® (NEC®) is a standard established by the National Fire Protection Association® (NFPA®) for safe electrical design, installation, and inspection. It is updated every three years, and each new version includes changes and updates to previous standard.

The National Electrical Code® (NEC®) is a standard established by the National Fire Protection Association® (NFPA®) for safe electrical design, installation, and inspection. It is updated every three years, and each new version includes changes and updates to previous standard.

However, the NFPA document is very technical, making it challenging for contractors to identify and keep up with changes. Leviton came up with a solution to this challenge by condensing many articles from the document into a pocket guide with expert analysis that is available to contractors for free in print, online or via a mobile app. For over 20 years, Leviton has been publishing a booklet called the "Captain Code® Guide" that outlines many of these changes and additions to the National Electrical Code and features industry expert perspectives on the changes. In addition to electrical contractors, the book has earned a following among various industry organizations, including electrical

However, the NFPA document is very technical, making it challenging for contractors to identify and keep up with changes. Leviton came up with a solution to this challenge by condensing many articles from the document into a pocket guide with expert analysis that is available to contractors for free in print, online or via a mobile app. For over 20 years, Leviton has been publishing a booklet called the "Captain Code® Guide" that outlines many of these changes and additions to the National Electrical Code and features industry expert perspectives on the changes. In addition to electrical contractors, the book has earned a following among various industry organizations, including electrical

inspector organizations, technical schools, and engineering firms.

inspector organizations, technical schools, and engineering firms.

Leviton’s 2023 Captain Code Guide is over 120 pages, making it quite sizable but still fitting into a generous sized pocket. Leviton makes the guide available at electrical distributor locations and has a whole program around it, including an easy to access app and web portal.

Leviton’s 2023 Captain Code Guide is over 120 pages, making it quite sizable but still fitting into a generous sized pocket. Leviton makes the guide available at electrical distributor locations and has a whole program around it, including an easy to access app and web portal.

The guide also identifies product solutions applicable to the code changes, and connects it all to specific application settings contractors may be working in.

The guide also identifies product solutions applicable to the code changes, and connects it all to specific application settings contractors may be working in.

Different states adopt the NEC at different rates. In addition, different states and municipalities may be more stringent than others on the individual code articles they decide to embrace. Chicago is perhaps the only city in the United States that has its own code, which goes beyond the national code.

Different states adopt the NEC at different rates. In addition, different states and municipalities may be more stringent than others on the individual code articles they decide to embrace. Chicago is perhaps the only city in the United States that has its own code, which goes beyond the national code.

Many states tend to implement one or more code cycles behind the newest code. Because of this, Leviton archives and makes available the 2017 and 2020 Captain Code editions available for reference as needed.

Many states tend to implement one or more code cycles behind the newest code. Because of this, Leviton archives and makes available the 2017 and 2020 Captain Code editions available for reference as needed.

It is possible for people to petition the NFPA if they find an unsafe electrical situation, or if they disagree with a certain guideline in the NEC. The NFPA reviews all submissions but may not act on them. In some cases, certain parts of the code may be struck by states due to

It is possible for people to petition the NFPA if they find an unsafe electrical situation, or if they disagree with a certain guideline in the NEC. The NFPA reviews all

financial hardship or other reasons, but it is generally not advisable to go against the code.

financial hardship or other reasons, but it is generally not advisable to go against the code.

To demonstrate the effectiveness of GFCIs, the National Electrical Manufacturers Association (NEMA) produced a chart which shows that since the introduction of GFCIs in the 1970s, the number of GFCIs mandated by the National Electrical Code has increased while the number of electrocutions has decreased. This inverse relationship points to the effectiveness of GFCIs.

To demonstrate the effectiveness of GFCIs, the National Electrical Manufacturers Association (NEMA) produced a chart which shows that since the introduction of GFCIs in the 1970s, the number of GFCIs mandated by the National Electrical Code has increased while the

Over the years Leviton has licensed the Captain Code analysis from different code scholars. The 2023 NEC was released in late August 2022. Leviton received their copy and manuscript around that time and went to work on the Captain Code program for January 2023 launch. Leviton is also currently in the process of translating the 2023 Captain Code booklet into Spanish to better serve Spanish-speaking contractors throughout the United States and beyond.

Over the years Leviton has licensed the Captain Code copy and manuscript around that time and went to work on the Captain Code program for January 2023 launch. Leviton is also currently in the process of translating the 2023 Captain Code booklet into Spanish to better serve Spanish-speaking contractors throughout the United States and beyond.

Leviton welcomes people to cite the URL leviton.com/CaptainCode for more information.

Leviton welcomes people to cite the URL leviton.com/CaptainCode for more information.

In addition to Captain Code, Leviton provides various resources to contractors through its website, including a portal called "Contractor Connect." Contractor Connect features a host of educational resources including videos, podcasts with industry experts, new

In addition to Captain Code, Leviton provides various resources to contractors through its website, including a portal called "Contractor Connect." Contractor Connect features a host of educational resources

product and code information, news and other valuable content. The site (www.leviton.com/ContractorConnect) is designed to be an easy to-access resource to support busy contractors and their business.

content. The site ( ) busy contractors and their business.

code resources to support electrical contractors, specifiers and facility managers. For lighting controls, Leviton offers guides to energy code compliance for IECC, ASHRAE 90.1 and Title 24. Leviton also offers information on code compliance for NFPA 99 for healthcare facilities, as well as resources for workplace electrical safety guide

Leviton.com/apps to download the app versions to your iOS or Android device.

Captain Code is not the only code resource that Leviton provides. Leviton also offers other energy code resources to support electrical contractors, specifiers and facility managers. For lighting controls, Leviton offers guides to energy code compliance for IECC, ASHRAE 90.1 and Title 24. Leviton also offers information on code compliance for NFPA 99 for healthcare facilities, as well as resources for workplace safety including an electrical safety guide. All these assets are available FREE online at Leviton.com/ CodeConnection or you can visit Leviton.com/apps to download the app versions to your iOS or Android device.

PRODUCTIVE LIGHTING ON THE SHOP FLOOR

By Jennifer Kirkpatrick

Lighting can have a powerful impact on the human body. In addition to enhancing vision and reducing eyestrain, lighting stimulates hormones to decrease fatigue, increase alertness and elevate your mood. For these reasons, lighting also has a strong correlation with worker productivity. Studies have proven that proper lighting in production facilities can affect many aspects of a worker’s experience, including reduction of illness, accidents, and even absenteeism.

Regular lighting maintenance is essential to ensure that facilities receive the desired quantity and quality of light, as well as energy efficiency from their lighting systems. Beside increasing productivity, periodic maintenance can produce a range of benefits, including a brighter and cleaner workplace, as well as a higher level of security.

MRS INDUSTRIAL IMPROVES ILLUMINATION

Founded in 1997, MRS Industrial specializes in all types

of fabrication and installation work, design-build to specifications or from concept to completion. The Columbus, Ohio-based facility includes two buildings that are connected in the middle. The buildings are 80’ X 375’ and 80’ X 325’ with a 20’ ceiling height. Through its lighting management and maintenance program, regular lamp replacement of its T8, six-lamp, high-bay fixtures had become a popular choice to maximize lighting system effectiveness and control

M.R.S. Industrial Incorporated in Columbus, Ohio

105W fixtures installed in

Photo Credit: EarthTronics

costs. However, the current lamps were no longer producing the appropriate lumen levels needed for productivity.

With its stringent and intricate manufacturing processes, MRS Industrial knew that the proper use of lighting could lessen the fatigue, production errors, and accidents—especially among nightshift workers or those on rotating shifts. Given that the current lighting system no longer providing the needed illumination, the company determined it was time to update the lighting in the two buildings.

“We offer a wide range of mechanical services to many businesses nationwide. If you can dream it, we can build it,” said Scott Cosgrove, President at MRS Industrial. “So, we need to make sure our work force has proper lighting during manufacturing. Optimal lighting for visual acuity is extremely important to our productivity.”

STRATEGY TO MAXIMIZE LIGHTING

To improve the illumination, MRS Industrial needed to determine the best relamping strategy that fit their facilities’ needs. MRS Industrial wanted to upgrade the current T8 fixtures with high-efficiency LEDs. To determine the best products for the retrofit, MRS Industrial partnered with Professional Electrical Product Company (PEPCO) Columbus, a premier electrical solutions distributor and packager, offering a full line of quality products, support personnel, and expert services; and electrician Doug Peterman. Their analysis ultimately determined that MRS Industrial needed to increase footcandles for worker visual comfort.

“We assessed the wattage of lights over workstations, checked for burned-out bulbs, and even determined that the lighting fixtures were dusted and cleaned to evaluate our lighting needs,” said Cosgrove.

The team established three major criteria to replace the T8 fixtures. First, the new lighting system had to provide better efficiency in delivering lumens. Second, the team wanted to increase footcandles on the floor. Finally, the fixtures had to be more cost efficient.

As part of the process, the team worked with Bill Liberto at EarthTronics, who recommended a photometric fixture offering. Liberto worked in conjunction with the PEPCO and Peterman to optimize the lighting fixtures photometrics.

After a thorough investigation, the team specified 320-watt Linear Highbay LEDs from EarthTronics in the high-bay areas in the two facilities. Suitable for damp locations, the Linear Highbay LEDs feature a 5000K color temperature with a high 84 CRI to provide excellent visual acuity and illumination. The lightweight, compact-designed fixtures deliver more than 50 percent energy savings and boast a rated performance life of up to 100,000 hours.

“We learned that the Linear Highbay LED fixtures focus light more directly, creating strong and long-range illumination for use in manufacturing and warehouses,” said Cosgrove. “These high-bay LEDs would enhance workplace productivity by improving both visibility and safety.”

For lower ceiling areas, the team specified 105-watt Linear Highbay LEDs, also from EarthTronics. Both the 320- and 105-watt high-bay fixtures deliver 150 lumens per watt, operate on 120/277VAC, 50-60Hz, and feature an integral LED lens constructed from PMMA that provides even illumination across the face of the high bay. The fixtures also offer 0-10V dimming capability.

RESULTS ON THE SHOP FLOOR

MRS Industrial installed 75 of the 320-watt high bay LED fixtures in the high-bay areas, and another 15 of the 105-watt fixtures on lower ceiling areas. The result of the new lighting system was dramatic on the shop floor. Light levels went from 12 footcandles to over 52 footcandles—more than quadrupling the light levels around key areas in the buildings.

More important, Cosgrove said, “The shop workers love how bright their work environment is now. We have noticed that the lighting has helped improve morale throughout the two buildings. In addition, we determined that the linear high bays fit nicely into our lighting management and maintenance program. Their next schedule relamping at 70 percent of the rated 100,000-hour lamp life will allow us to keep producing without disrupting productivity for a long time.” ■

lower ceiling area.

M.R.S. Industrial’s 30,000 sq. ft. fabrication shop with new 320W LED high-bay fixtures.

Better Sales

By David Gordon

Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors.

Why you ask?

Sales Coaching THROUGH B ETTER

Because the people who are placed in these roles are typically:

• Top producing salespeople who have their process and think others should adopt “their way.”

• They come into the role with no sales management training and typically are not provided those resources.

• They either learn OTJ or have picked up elements of sales management via observation (if they actively viewed it) or osmosis (passively).

It does not mean they are “bad.” They are trying to succeed, and many eventually do. The challenge, however, is how can they better manage and motivate their sales team to help the team achieve company objectives and, perhaps more importantly, their and each team member’s goals.

And yes, sales management gets easier the higher one goes as the role changes and higher levels of sales management get involved in “bigger” issues (strategy, planning, communicating with other departments, managing “up”, etc.).

The field level sales manager, the person in touch “with the troops” on a daily basis, the person held responsible for the sales team’s production, needs continuous training to hone their skills and make them better so they can better support their team.

One of these areas is coaching. This is the fine art of observing, sharing insights, motivating and helping each member of their

team better themselves, for the company and for the team. As Howard Coleman of MCA Associates commented on a LinkedIn post relating to training, “[I] sure hope they focus / include emotional intelligence and critical thinking skills” (and he recommended reading Emotional Intelligence 2.0 by Travis Bradberry).

Coaching is perhaps more important than ever given the dramatic changes in the selling environment over the past few year. We’ve gone from something we knew how to do (pre March 2020) to virtual selling (COVID) and focusing on service, battling supply chain issues and perpetual price increases. We’ve gone from “too much growth” (so how much “selling” occurred?) to a slowing market.

As someone one recently said, “It’s time to get back to selling,” which means creating demand, influencing brand selection, explaining “why us” and targeting business.

But coaching must be intentional. It’s a commitment of time, and higher levels of management need to understand that “coaching” may not be one of those activities that has a nice metric. It’s either, “You did coaching session with ‘John/ Susan’ or you did not.”

But, coaching can be a learned skill.

Sales Coaching in a few Easy Steps

Greg Nanigian, a veteran sales trainer with over 30 years of experience, shared some thoughts on sales training:

Sales coaching is a win-win situation for individuals and for the company. Once a salesperson understands that coaching can help them make more money and have more fun, it’s inevitable that they’ll want to introduce others to the concept. And a well-coached team can ultimately bring greater revenues for your company.

Coaching can be performed by either the sales manager or a sales trainer, although the manager must decide on the length and frequency of each type of session. In general, a salesperson should receive one hour of coaching per week – that’s a one-on-one meeting run by the sales manager or a trainer, who in this situation becomes the coach. Some of the areas that should be covered include:

Activity: This includes the quantity and results of participating in networking events, calling prospects and customers, walk-ins, contacts made with decision makers, appointments booked, face-to-face meetings, referrals,

Closing Thoughts

and introductions. The coach motivates the salesperson to improve in the necessary areas, as measured against preestablished goals.

Goal Setting: The coach may permit the salesperson to reduce some goals if the salesperson is having trouble achieving them, in an effort to build self-confidence. The goals would be increased over time to steadily raise the salesperson to higher levels of performance.

Debriefing and briefing: Debriefings are discussions about the meetings and telephone calls the salesperson made with customers and prospects in the week prior to the coaching session. Briefing is when the coach asks the salesperson what his or her next steps will be and how any scheduled follow-up would be handled. If necessary, the coach would work with the salesperson to modify those plans.

Salespeople’s self-esteem: The salesperson should receive sales training to work on strategy, technique, and behavior. Take the case of a salesperson who just learned that when he approaches a small company in his industry, he should always call on the chief executive. Naturally, it takes self-confidence to do this; therefore, the coach should complement the training by helping to build self-esteem. Provided that the salesperson demonstrates commitment, the training and coaching will get them to the point where they are performing effortlessly in pressure situations.

Future coaching sessions: Coaching sessions should be planned at least four weeks in advance. Sometimes it makes sense to have several shorter sessions each week. For example, for a salesperson who is having difficulty achieving prospecting goals, daily sessions of 15 minutes would put light pressure on the person to achieve daily goals. This would encourage the salesperson to avoid putting off prospecting chores until the next day. Daily sessions could also re-inspire the rookie salesperson who is getting beaten up in the field.

If you are a sales manager, owner, or president, you’re undoubtedly running some sales meetings, but coaching could add value to your game plan. If you believe that coaching could make a difference in the results you’re getting with your sales force, it’s worth considering.

Greg Nanigian is CEO of Greg Nanigian and Associates, a Sandler Training affiliate. He trains on skills to overcome lack of sales and improve closing ratios. Contact Greg Nanigian at 617-338-0993 or greg@gnatraining.com or visit www. gnatraining.com. ■

Distributors should consider coaching for sales managers and branch managers (especially since many branch managers have sales management roles).

Manufacturer reps, and principals, should consider the value of coaching. I hate to say it but, most principals were successful salespeople but are they successful sales managers?

Sales management isn’t just outside salespeople. Coaching is needed for inside salespeople and probably counter salespeople, also. Coaching is a skill that managers need to have to be effective.

Further, you’ve probably heard the phrase, “People don’t quit companies, they quit managers.” Those who coach and bring empathy and additional value to their teams have better retention rates…and probably generate higher productivity from their team members.

PHOTO CREDIT: FIZKES

VISIBLY CLEAN

VISIBLY CLEAN VISIBLY CLEAN

By Parker Allen

Supreme Court justice Louis Brandeis famously said, “Sunlight is said to be the best of disinfectants.” He wasn’t actually talking about sunlight and disinfection, but rather the importance of transparency. But, his quote was correct in the literal sense. Sunlight, and other illumination sources, can be potent disinfecting agents when used safely and appropriately.

Recently, Chelsea High School in Chelsea, Michigan, completed a new auxiliary gym project, including a 6,500 square-foot weight room. Weight rooms are famously a breeding ground for all sorts of pathogens, including dangerous bugs like methicillin-resistant Staphylococcus aureus (MRSA). Students are in close contact with one another, breathing heavily, and touching shared surfaces. High school students don’t exactly have a reputation for great hygiene. So, the decision-makers in charge of the project felt the need to include germicidal

lighting in the weight room. They worked with Kenall Manufacturing to install eighty 55W MLHA5 Series fixtures with Kenall’s Indigo-Clean™ Technology.

This technology harnesses the disinfecting properties of 405nm light to continually disinfect the space. It has been demonstrated to be effective against a range of pathogens, including SARS-CoV-2, influenza-A, and MRSA. 405nm light is in the visible portion of the light spectrum, between blue and violet. Because it is visible, it doesn’t present the documented risks that UV light does. It is safe to be in the room while the disinfecting light is on. Although slightly less efficacious than UV, it is appropriately dosed based on the dimensions of the space.

Cliff Yahnke, Chief Scientist and Head of Clinical Affairs at Kenall, pioneered the technology. He explained, “Ultimately,

Indigo-Clean™ technology in use at Chelsea High School’s weight room.

Exercise facilities have been considered “high-risk” for transmission of harmful bacteria because of their enclosed environment, shared equipment and close contact between users and staff. Clinically proven to reduce harmful bacteria, 405nm lighting technology can be installed to provide continuous disinfection.

Kenall Manufacturing’s Millenium Stretch germicidal LED luminaires installed in the Chelsea High School weight room not only illuminate the space but also kill harmful germs.

established a level of disinfection in medical settings. And then from there, that methodology is applied to non-clinical settings like a classroom or weight room.” The required dose to provide disinfection for the weight room was calculated and then distributed across the fixtures, so the fixtures can be put into the ceiling in a one to one ratio. Because the IndigoClean™ technology works right alongside regular white light fixtures, installation was easy.

what we did was build a clinical basis of evidence, which established a level of disinfection in medical settings. And from there, that methodology is applied to non-clinical settings like a classroom or weight room.” The required dose to provide disinfection for the weight room was calculated and then distributed across the fixtures, so the relight is accomplished using a one-to-one replacement of the existing fixtures. Because the Indigo-Clean™ technology blends seamlessly with other white fixtures in the space, installation was easy.

When the weight room is occupied, the fixtures are in “White Disinfection Mode,” providing both white light and 405nm indigo light from LEDs. The fixtures are controlled via an occupancy sensor. After 20 minutes of no movement, they switch over to “Indigo Disinfection Mode,” turning off the white light and routing all the power into the indigo light in order to ramp up the disinfection. Speaking about Chelsea School District’s decision to go with visible light disinfection, Yahnke explained, “They feel like they can do something beneficial without introducing a hazard to the room.”

When the weight room is occupied, the fixtures are in “White Disinfection Mode,” providing blended white light and 405nm indigo light from LEDs. The fixtures are controlled via an occupancy sensor. After 20 minutes of no movement, they switch over to “Indigo Disinfection Mode,” turning off the light and routing all the power into the indigo light in order to ramp up the disinfection. Speaking about Chelsea School District’s decision to go with visible light disinfection, Yahnke explained, “They feel like they can do something beneficial without introducing a hazard to the room.”

“I’ve worked in many school districts over the past 12 years,

“I’ve worked in many school districts over the past 12 years,

THE ELECTROMAGNETIC SPECTRUM

but this is the first time I’ve encountered these lights. They’re a welcomed addition for disinfecting and cleaning, and I hope we can add them to other rooms throughout the district’s schools,” explained Ron Mills, Chelsea School District’s Director of Operations, shortly after the project was completed. Since then, Ron’s wish has been granted, as there are plans underway to add the fixtures to two other schools in the school district.

Since the beginning of the pandemic and the disruption it caused to our lives, there is a lot of talk about disinfection technology, and for good reason. Germicidal UV remains most popular disinfection method using light, but this technology represents a safer alternative that might make more sense in certain circumstances. “All disinfectants are optimized around some set of tradeoffs; this is optimized around safety,” explained Yankhe. Both GUV and visible light disinfection have their advantages and their drawbacks. When approached by a customer asking about disinfection technology, you need to weigh your options and figure out which lighting disinfection product is right for the project. ■

Since the beginning of the pandemic and the disruption it caused to our lives, there is a lot of talk about disinfection technology, and for good reason. Germicidal UV remains the most popular disinfection method using light, but this technology represents an alternative that might make more sense in certain circumstances. “All disinfectants are optimized around some set of tradeoffs; this is optimized around safety,” explained Yahnke. Both GUV and visible light disinfection have their advantages and their drawbacks. When approached by a customer asking about disinfection technology, you need to weigh your options and figure out which product and disinfection mode is right for the project. ■

Visible light is one narrow portion of a much broader spectrum of light – the electromagnetic spectrum. Light travels at a constant speed. It varies in terms of frequency and wavelength, which are inversely proportional to one another. The higher the frequency, the shorter the wavelength, and vice versa. Frequency is directly proportional to the energy of the light wave, so the higher the frequency, the more energetic the light. Only energetic enough to cause atoms to vibrate and rotate, visible light(380-700nm) is classified as ‘risk exempt’ per IEC62471*. Conversely, containing enough energy to knock electrons off atoms and ionize molecules, all ultraviolet light (180-380nm) is assigned a risk designation per IEC62471, based on the hazards each poses to human health.

Visible light is one narrow portion of a much broader spectrum of light – the electromagnetic spectrum. Light travels at a constant speed. It varies in terms of frequency and wavelength, which are inversely proportional to one another. The higher the frequency, the shorter the wavelength, and vice versa. Frequency is directly proportional to the energy of the light wave, so the higher the frequency, the more energetic the light. On the higher frequency, and thus higher energy, end of the spectrum are gamma rays, X-rays, and ultraviolet radiation. Radiation (another word for light) in this end of the spectrum contains enough energy to knock electrons off of atoms and ionize molecules, making these light waves hazardous to human health and life in general. Thankfully for us, our atmosphere blocks most of this radiation before it ever gets to us. On the lower frequency, and thus lower energy, end of the spectrum are microwaves and radio waves, only energetic enough to cause atoms to vibrate and rotate. Visible light is the portion of the spectrum between 400nm (violet) and 780 nm (red). Ultraviolet sits just above violet light in terms of frequency. Infrared light sits just below red light in terms of frequency.

* The International Electrotechnical Commission (IEC) standard: Photobiological Safety of Lamps and Lamp Systems, developed to protect people from photobiological damage caused by LED light.

Photo credit: earthsky.org

WHAT'S NEW

The SELECTFIT G2 downlight from GREEN CREATIVE brings greater flexibility to your retrofit project or new construction application while maintaining its excellent performance and quality. Easily choose between five color temperatures and three lumen output levels. For additional flexibility, SELECTFIT G2 series features DualDim technology allowing dimming on both 120V TRIAC/ELV and 0-10V systems.

Meteor Lighting has just launched a newly expanded recessed downlight portfolio with the REV Flex series, a revolutionary line of adjustable recessed downlights that offer unparalleled versatility in a fixed bezel with 40° cut-off, or with an adjustable 359° rotation and 30° tilt. The REV Flex Series is compatible with a variety of dimming protocols including 0-10V, DALI and DMX. Adding on to the line’s versatility are three field-replaceable optics, flangeless options in both round and square form-factors, and wall wash optics.

Leviton introduces their Smart Fixture Mount Sensors (FMS) for high bay applications. These in-fixture controls are engineered to install directly into high-bay and low-bay luminaires to provide an integrated occupancy sensing, dimming, daylight harvesting and scheduling solution. The controls are fully configurable using the popular Smart Sensor App. They are IP66 rated and available in two mounting options – internal and external or end-mount.

The Hume Pole is the latest to join B-K Lighting’s ever-growing family of pole offerings. Round and square poles are available, along with vertical, horizontal and spiral configurations, making customization easy. With numerous optic and cap options, the Hume fixture provides exceptional illumination for a wide range of outdoor applications.

The Avi-on Direct Connect PIR Sensor provides motion detection and daylight harvesting in a single compact unit. The versatile design and mounting options make this sensor a great solution for commercial, institutional and industrial applications. The sensor can be fully integrated into a fixture through a knockout, mounted as an end-cap, or in a ceiling through acoustic tile or in a junction box. The sealed design with an IP66 rating make this sensor well suited for wet and outdoor locations for luminaries.

SATCO|NUVO’s LED Adjustable Post Top

Area Light offers a sleek, contemporary design ideal for general area lighting requiring a highly efficient architectural light source with precise control. The locking articulating head allows adjustments from 0-90° for directional illumination. CCT selectable and available in 4 popular wattages, all models are DLC 5.1 compliant, IP65 rated, deliver significant energy savings and reduce maintenance costs dramatically.

The OPTOTRONIC® FIT D NFC L driver from LEDVANCE is a flexible, future-proof driver that can be programmed using near field communication (NFC). With a lifetime up to 100,000 hours and high quality of light thanks to <1% output ripple current, these drivers are perfect for linear lighting in offices, education settings, industry, storage areas, and retail. They offer a versatile scope of application due to output power range of up to 75W.

Meet Evluma’s new family of roadway cobrahead lights. RoadMax is a sleek, full-featured, utility-grade luminaire designed to replace HID cobraheads on multiple roadway types and across diverse applications. The revolutionary optical design makes nighttime roads more pleasant for drivers and residents. Evluma’s proprietary glass optics deliver crisp, precise, evenly distributed, and low-glare light. RoadMax has multiple options for controls are available, including traditional 3-pin and 7-pin photocontrol sockets.

Erik Ennen and Brian Baker join Saylite at The Puttery

Saylite Makes the Most of NALMCO Membership

What separates successful businesses from their unsuccessful counterparts?

Quality products is surely a factor. Good customer service is key. But, arguably the most important factor is company culture. Strong organizational culture has been the driving force behind companies like Publix Super Markets and Southwest Airlines becoming leaders in their respective industries.

Saylite, a manufacturer based outside of Dallas, is an American-made lighting brand that describes themselves as “people you can reach and count on, with the experience and attitude to do what's right for your business.” They have created a successful, employee-centric culture, making it a priority to invest in the education and training of their roughly 250 employees, as demonstrated by their recent involvement with NALMCO.

They joined NALMCO in the fall of 2021 and immediately set out to take advantage of the benefits of membership. Missie Kline, Business Development Manager, candidly explained, “The smarter Saylite employees are, the better it is for business.”

Saylite showed their commitment to employees by encouraging them to pursue the various NALMCO certifications. NALMCO offers two technical certifications – the Certified Apprentice Lighting Technician™ (CALT™) and the Certified Senior Lighting Technician™. Additionally, they offer two professional certifications, the Certified Lighting Controls Professional™ (CLCP™) and the Certified Lighting Management Consultant® (CLMC®).

To that end, in January they brought Erik Ennen, Treasurer and President-Elect, and Brian Baker, Vice President, to their headquarters to host a training and content review. The goal here was to make the process of pursuing certifications easy and accessible and encourage participation in NALMCO. The first step was education – make people aware of who NALMCO is and what they do. The second step was training – what are the certifications offered, and what does

By Parker Allen

each require. The third step was accessibility – make it easy for Saylite employees to pursue the appropriate certification.

They spoke in depth about certification exam requirements and the registration process. Every employee of Saylite was invited to attend, regardless of their role. Additionally, the training was offered virtually. Furthermore, Saylite generously made the sessions available to others in the NALMCO world. Anyone could log in and participate. Close to 50 people joined either in-person or virtually, and recordings of the event were made available to all in attendance. Finally, as if they hadn’t done enough already, Saylite committed to paying for the cost of the certification examinations for their employees.

In its vision statement, NALMCO asserts, “The lifeblood of this organization is the ability of its members to draw upon their collective knowledge. We provide a forum to facilitate the open and free exchange of ideas and knowledge and business opportunities among all of our members.” Missie shared a small anecdote that speaks to the value of the collaborative environment that NALMCO seeks to foster. While Brian Baker was onsite, he met with engineers to troubleshoot a problem. Brian’s company, Energy Management Collaborative, is working with Saylite on a project, and they sat together in front of the white board, working out a solution to a problem to make it easier for their technicians in the field. This collaboration is a real-time example of members fulfilling NALMCO’s mission.

Saylite’s commitment to NALMCO doesn’t end here. They are sponsoring the 2024 Spring Seminar in Dallas and already have big plans in place for that week, including a tour of their facility and a trip to The Puttery, an immersive, 21+ mini golf experience. It is sure to be an event that you won’t want to miss.

Erik described the full day event as “a huge success.” This is a perfect example of a NALMCO member taking advantage of everything membership has to offer, and the organization and the industry as a whole are better off as a result. ■

CERTIFICATIONS

New Certifications on the Horizon

By Parker Allen

The pandemic has brought about a resurgence in interest in germicidal lighting. Chemical disinfection methods are widely used but expensive, and chemical disinfectants often pose health hazards. Given lighting’s ubiquity in our spaces, using light for disinfection is a desirable alternative to chemical methods.

The idea is not a new one. By the late 19th century, it was known that microorganisms are susceptible to different wavelengths of light. Ultraviolet light was demonstrated as an effective germicidal agent in the 1920s. The technology was used throughout the following decades but fell out of favor in the 1970s, coinciding with the rise of antibiotics and vaccines. But now, due to the rise of antibiotic-resistant strains, there is renewed interest in germicidal UV. The pandemic increased this interest exponentially.

The ultraviolet portion of the electromagnetic spectrum sits just above the visible light portion in terms of both frequency and energy. Ranging from 100 – 400nm, ultraviolet light is subdivided into several ranges based on the penetration depth into living tissue. For the purposes of germicidal UV, the UV-C portion of the spectrum, ranging from 100 –280 nm, is the portion of interest.

Ultraviolet light damages the genetic material (DNA and RNA) within pathogens, rendering them incapable of replicating. The amount of disinfection

David Sliney talks about the importance of directionality with UV sources.

will depend on two factors – dose and duration. Concepts of microbe sensitivity, wavelength efficacy, and best dosing practices are still evolving, but the basics of these processes are known and fairly well understood.

There are several types of UVC sources, each with different emission spectra and applications. Lowpressure mercury lamps have been the most common, historically, but excimer lamps, pulsed xenon lamps, and LEDs are also used to produce UVC light. And anyone interested in working with GUV should familiarize themselves with these different sources and their applications.

At the Spring Seminar, NALMCO provided two GUV training sessions led by Rolf Bergman, David Sliney, and Paul Jensen. These training sessions served as a precursor to the official GUV training that NALMCO will offer, providing an introduction to GUV technology and allowing for feedback from the NALMCO members in attendance.

The industry needs experts in installation, maintenance, and service to keep these luminaires operating properly. With this in mind, NALMCO is in the process of developing three nationally recognized UV certifications: the Certified Apprentice UV Technician (CAUVT), the Certified Senior UV Technician (CSUVT), and the Certified UV Management Consultant (CUVMC).

More and more customers, in a wide variety of settings, are interested in adding germicidal UV fixtures in their buildings. NALMCO has recognized this and decided that it is time we educate our members on this important issue. Look for the official launch of these new GUV certifications this summer. ■

Rolf Bergman discusses excimer lamps. Several UV lamps in the background provide disinfection while the room is in use.

SUPPLY CHAIN UPDATE

The supply chain continues to stabilize in 2023. Recent developments have gone as many predicted they would – global demand has fallen, leading to less congestion and more reliable sailings, giving the supply chain a chance to catch up. Freight volume has decreased by 16.6% in Q1 year-over-year; however, demand is starting to tick upwards as the year progresses. It is also important to note that while a 16.6% decrease in freight volume is substantial, this is coming off a period of incredibly high and inflated volume that we saw in 2022, meaning this is more of an adjustment towards equilibrium.

In North America, inland transportation capacity is better than ever post-COVID. Vessel wait times are nearly zero days, and congestion has eased significantly, making many of the COVID-era contingencies no longer necessary. Reliability performance has risen significantly amongst major ocean carriers, with some doubling their rate of reliable scheduling compared to periods in 2022. Severe weather continues to impact certain regions in North America, causing delays up to 15 days in ports like Vancouver and even stretching from areas like the Pacific Northwest to Northern Europe.

In the Asia Pacific market, activity is picking back up after the Chinese New Year. Exports to Europe remain stable with a relatively healthy demand. Exports to North America are seeing better conditions than expected earlier in the year, with a stronger demand recovery taking place on the East Coast. Inland, the

flow of goods has been dynamic and healthy with many carriers making moves to meet what will be frequently changing logistic needs.

In Europe, a similar picture is painted like the one in North America, with a couple of exceptions. Ports and terminals remain stable and are seeing less congestion than the previous year, but inland transportation is still experiencing setbacks. In France, a series of strikes have taken place and only just recently ceased for now, causing supply chain activity in the region to experience delays and lead carriers to provide alternative solutions.

The air freight market continues to see a substantial decrease in demand across all regions. The high cost of jet fuel, some strikes at airports over wages, and the increasing reliability of ocean freight has caused many manufacturers to consider air freight a last resort.

Overall, the supply chain developments remain predictable and relatively stable, so far. The most volatile elements are the ongoing geopolitical conflicts that are expected to have domino effects on many regions. It is possible that supply chains will start to be shaped more by geopolitical forces rather than economic ones. Climate change also remains a factor of unpredictability as severe weather disrupts sailings and port activity. Let us hope the supply chain continues down the road of correction and stability for the remainder of 2023. ■

PHOTO CREDIT: TRAVEL MANIA

Overall, the supply chain developments remain predictable and relatively stable, so far. The most volatile elements are the ongoing geopolitical conflicts that are expected to have domino effects on many regions.

Supply Chain Update: A Period of Much Needed Stability

By Jacob Wright

PHOTO CREDIT: KOMOOTP

PHOTO CREDIT: KASTO

NEW CERTIFICATION

Certified Apprentice

Lighting Technician ™

American Wholesale Lighting

Javier Monreal  Jr., CALT

Candela Systems Corporation

Bridie Ryan, CALT

Joseph Marji, CALT

Wilnelia Powell, CALT

Codale Electric Supply

Luke Laboe, CALT

Control Smart Lighting LLC

William Wening, CALT

Jamal Nelson, CALT

Doug Cornett, CALT

Energy Management Collaborative

Bradford Sink, CALT

David Willits, CALT

Faith A. Keighley, CALT

Ian Parrague, CALT

Tyler Rivers, CALT

Facility Solutions Group

Alyssa Roland, CALT

Dan Woods, CALT

Mauricea Fletcher, CALT

Timothy Pleace, CALT

Light Energy Development, LLC

Adam Oakley, CALT

Lighting Technologies Inc

Sara Kay, CALT

Lumatech

Eric Pelton, CALT

McBride Lighting, Inc.

Kathleen Dunlap, CALT

Pacific Energy Concepts

Gary Pierce, CALT

Virtue Electric, LLC

Richard Chimenti, CALT

Willdan Energy Solutions

Kenneth Negron, CALT

George Conway, CALT

Aston Davidson, CALT

Doug R. Childers, CALT

Josh Aldridge, CALT

Kevin Gee, CALT

Kevin Lugo, CALT

Richard Farrell, CALT

Sara Hernandez, CALT

Sebastian De Jesus Rubio Ruiz, CALT

Zachary Conway, CALT

World Electric Supply

Kevin Massey, CALT

Frida Cilingiri, CALT

Jaidyn Andrew Sorensen, CALT

Rema Williams, CALT

Certified Senior Lighting Technician™

Energy Management Collaborative

Kayla Brown-Cestero, CSLT

Michael Heimer, CSLT

Facility Solutions Group

Aaron Schrader, CSLT

Sara Ralstin, CSLT

Lumatech

Christopher Scott Sparks, CSLT

Dustin Fiser, CSLT

Kyle C. Davis, CSLT

Sonepar/World Electric

Randall Moore, CSLT

Superior Lighting Inc.

Matthew Smith, CSLT

Certified Lighting Controls Professional™

Salex INC

Michael Yan, CLCP

STAGE SOUND INC

Theodore Goodspeed, CLCP

NEW MEMBERS

General Company Member

GREEN LIGHT NATIONAL, LLC

8205 Camp Bowie West #104, Fort Worth, TX 76116

JOIN DATE: 2/21/23

General Company Member

LIGHTSOURCE UNLIMITED INC.

980 Corporate Woods Parkway Vernon Hills, IL 60061

JOIN DATE: 3/7/23

John Mack, CLCP

Certified Lighting Management Consultant ®

Energy Systems Group

Darryll Tanner, CLCP, CLMC

Unity Works Lighting

Kevin D. Heid, CLMC

Associate Company Member

WAVE LIGHTING LLC 6333 Etzel Avenue St. Louis, MO 63133

JOIN DATE: 3/13/23

2023 SPRING SEMINAR RECAP

Education and Training

GUV Training

NALMCO offered a GUV training course consisting of a formal presentation followed by hands-on training with fixtures and testing equipment. This session served as a precursor to NALMCO’s coming GUV certifications. It was provided free of charge to attendees.

CLMC Review Session and Exam

A two-hour formal presentation followed by two-hours of open study. This session was provided free of charge to attendees.

The Future of Lighting Is More Than Just Lumens

Chris Wolgamott, CEM, CDSM

As the Senior Product Manager for Commercial and Residential Lighting with NEEA, Chris leads all emerging tech research on lighting products to support transformation of the commercial and residential lighting markets. He works extensively with lighting manufacturers on where the future of lighting and controls are headed. He presented a comprehensive analysis of the future of our industry, from GUV to controls to energy consumption.

Learning Labs

Over the course of Wednesday and Thursday, 9 learning labs were presented on a variety of topics, ranging from controls to retrofits to EV charging. Content from the labs is available on the NALMCO website

Trouble Shooting Modern LED Lighting & Controls

Presented by Acuity

Senior Product Manager,

Commercial Lighting, Northwest Energy Efficiency Alliance (NEEA)

Time is money, and multiple trips to a jobsite to troubleshoot misbehaving LED lighting or lighting

Chris Wolgamott discusses grid-interactive efficient building (GEBs) during his talk on the future of lighting.

Photo Credit: Parker Allen

controls can cut into your profit. Fred Giordiano discussed how to diagnose modern LED lighting and controls: what information to gather, what questions to ask, and what tools you need to quickly identify and correct common issues with modern LED lighting and lighting controls.

The Value of EVC

Presented by Espen Technology

Flemming Jensen helped attendees understand the value of getting involved in EVC, if they are not already, by understanding the size and scope of the market. He discussed the complexity of EVC and the challenges of this market, as well as the enormous opportunity it presents.

Improving Lighting Retrofit

Presented by SnapCount

Jeff Seifert of SnapCount and Walter Pidgeon of Current offered practical guides for the people, processes and standards needed for quality audit outcomes and discussed the different industry audit certifications that are available (including one from NALMCO, coming soon!).

Parking Lot Lighting Case Study

Presented by EIKO

Lynnette Schaeffer walked attendees through a parking lot lighting upgrade, from energy savings to photometrics, including lighting design considerations and incorporating controls. She helped her audience troubleshoot issues with a poorly lit parking lot, discussed key lighting design considerations and then showed how upgrading the lighting doesn't just mean energy savings. A detailed exploration of this case study can be found in this issue in “A New Look for Northbrook.”

Lighting Controls – Troubleshooting Before the Trouble

Presented by Linmore LED

Lighting controls continue to gain market share as energy codes expand requirements, utility programs offer increased incentives, and end-use customers discover their value. Wayne Callham offered proven solutions to simplify lighting controls installation and implementation through factory-assisted system design and factory pre-activation of controls components. He reviewed a case study that demonstrates the value of a properly developed sequence of operation using preactivated control devices installed by a turn-key lighting contractor resulting in a seamless user experience.

Demystifying the complexity of Lighting Controls

Presented by Avi-On

Could a recently awarded project by the DOE (Holt School district in MI) become the new norm on how to cost-effectively implement Network Lighting Control projects? Could lighting & lighting control manufacturers take unusual steps and measures to simplify the installation process, ensure hassle-free installations and minimize risks to installers? Could actions be taken to simplify the commissioning process that is so critical to having a system to operate as intended? Doug White of Trane Technologies and Eric Fournier of Avi-on Labs, Inc. answered these important questions.

How to Use Digital Marketing as an Always-On Qualifier for Prospecting

Presented by Br8kThru Consulting

Jon Lenz of NALMCO's marketing partner, Br8kthru Consulting, distilled the steps of digital marketing with tangible examples of how industrial B2B companies are approaching digital strategies to drive pipeline + revenue. Digital marketing is your always-on salesperson – but it's not an all-or-nothing play. He discussed how to break down the approach to going digital depending on your specific company goals.

New Field Programmable LED Power Supplies –Additional Opportunities for NALMCO Members

Presented by LEDVANCE

The LED driver market is expected to grow at a CAGR of 25.3% over the next five years. Marjory Stevenson discussed the challenges and opportunities in this market and highlighted LEDVANCE’s new technology that allows drivers to be programmed using near field communication (NFC).

Turning a Rusted Pole into a LED Upgrade

Presented by Light Pole Systems

Light poles are often ignored by fixture installers until there is a problem. Liability often falls on the installer even if the poles were a hazard before the job started. Kurtis Magargee showed the basic tools and techniques to find damaged poles so the installer can address the problem before it’s an emergency. He then discussed how the poles should be incorporated as part of the LED upgrade and can be included in the payback calculations, enabling a simple maintenance visit or single down pole to turn into a complete lighting upgrade.

Networking

Tour of Indianapolis Motor Speedway

Attendees were treated to a tour of the world-famous Indianapolis Motor Speedway. The tour included a lap around the historic 2.5-mile track and a chance to “kiss the bricks,” a tradition at the end of every Brickyard 400 race.

Reception at Howl at the Moon

From “Billie Jean” to crowd favorite “Shallow” from A Star Is Born, the talented musicians at Howl at the Moon kept the NALMCO crowd entertained well into the night.

NALMCO leaders gather for drinks after the board meeting. From left to right: Wayne Callham, Brian Baker, Jeff Seifert, Pattie Cagle, Kim Cagle, Monica Kristo, Randy Allen, Missie Kline, Erik Ennen, and Ron Hughes.

Photo Credit: Kerigan Hunziker

NALMCO members test their driving skills on the racing simulator at the Indianapolis Motor Speedway Museum.

Photo Credit: Kerigan Hunziker

It’s a keyboard. It’s a guitar. It’s a keytar! The musicians wowed the crowd with their musical ability.

IES President Frank Agraz and NALMCO PresidentElect/Treasurer Erik Ennen in front of the dueling pianos at Howl at the Moon.

Photo Credit: Kerigan Hunziker

Buddy Lazier’s winning car from the 1996 Indy 500.

Photo Credit: Parker Allen

UP CLOSE WITH

BRIAN BAKER

By Shirley Coyle, LC

Looking for a job in the late 1980s that would still allow him to continue going to school during the day, Brian Baker signed on with a small, local lighting company in the Milwaukee area and stepped into the middle of the big energy retrofit of the day - replacing 40W T12s with a 34W energy saver lamp. Brian found the environment infectious, was intrigued by the energy savings, and immediately felt it was the right job at the right time to get him through a short period. Now, more than 30 years later, Brian is still in lighting!

Opportunities for advancement came up, requiring travel that caused Brian to put traditional schooling aside. Through his company’s membership in NALMCO, he instead started an alternate path to increased confidence – a path that included lighting education, comradery, and mentorship. His first NALMCO certification earned was the CLMC (Certified Lighting Management Consultant). He has since earned two other NALMCO certifications: the CLCP (Certified Lighting Controls Professional) and the CSLC (Certified Sustainable Lighting Consultant).

Brian’s biggest challenge came as he transitioned from the smaller company where he was involved “soup to nuts” in all the roles (audit, sales execution, rebate incentive documents, permits, invoicing) to a more focused role as a project manager at a much larger organization, Energy Management Collaborative (EMC). He recalls the early days of the technology transition to LED: “At first there was a lot of fear with LEDs – it was seen as unproven and very expensive.” After learning about LED, it became an opportunity to help clients through the process.

Just recently promoted to Principal Project Manager at EMC, Brian attributes much of his success to his involvement over the years with NALMCO, along with his own hard work and commitment to education. He has been guided by friends and mentors through his career in lighting. Getting involved early-on as part of a NALMCO committee was a key step, and now in his second term on the Board of NALMCO, Brian notes that with NALMCO, “There are no limits on personal growth, for my company’s growth and in helping the industry. It’s mutually rewarding for the individual and for the NALMCO member company.” In his committee work, Brian led the mammoth project to update the CLMC certification content – an effort that took “more than a year and a village of volunteers!” He and his team of hard-working volunteers all received the highly-

respected Lumina Award from NALMCO for commitment, dedication and leadership to NALMCO and the lighting industry.

Reflecting on the biggest issues facing the lighting management industry at this time, Brian notes that while there are still some material and supply chain challenges, the biggest problem is a lack of skilled labor as the technology has evolved. He finds the shortage is most problematic in the specialty areas, including networked controls, human-centric lighting, UV, and EV charging (which has fallen under the lighting umbrella). Brian sees NALMCO as well-positioned to provide the important ongoing education, citing the various NALMCO certifications, along with NALMCO’s partnership with Acuity Academy. He would also like to see the NALMCO content incorporated into the technical high school and trade programs.

Asked for his advice to young people entering the lighting industry, Brian encourages them to explore lighting. “Try to job shadow for a few days at a distributor, get on a committee with NALMCO or IES (Illuminating Engineering Society) – you will get exposed to individuals who are so passionate about lighting!” He sees this business continuing to grow and change: “The first wave of LEDs is already needing to be replaced, and there’s still a lot of non-LED lighting out there to be converted or maintained. This industry is a place for young professionals to grow, and quickly if they so choose – I’m always happy to speak to them and provide information on the NALMCO certifications if they reach out to me”

On a beautiful 10-acre property bordering a ski hill in Wisconsin, Brian and his wife live in a wonderful log home – loving it in spite of the constant maintenance required –cleaning, treating and re-staining the wood. He and his nowgrown boys like to race snowmobiles, with the whole family enjoying life outdoors – camping, biking and trail-riding. Both sons are in the trades – one in electrical, one in HVAC – “It’s fun to watch them grow and emerge on that path!” ■

Try to job shadow for a few days at a distributor, get on a committee with NALMCO or IES (Illuminating Engineering Society) – you will get exposed to individuals who are so passionate about lighting!

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