LM&M August 2020

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BOARD OF DIRECTORS

PRESIDENT

William L. Sgro, CLMC, CLCP

Eco Engineering, Inc., Simi Valley, Calif. Phone: (805) 579-0777 bsgro@ecoengineering.com

PRESIDENT-ELECT/TREASURER

Scott W. Mendelsohn, CLMC

Lighting Management & Maintenance is published by the interNational Association of Lighting Management Companies (NALMCO®).

Heather Tamminga, CAE – Editor

Tonya Vitzthum, Associations Inc. – Advertising

Happy Medium – Graphic Design Mittera – Printer

Cover Credit – istock.com

QUESTIONS & FEEDBACK

NALMCO HEADQUARTERS

1255 SW Prairie Trail Parkway

Ankeny, IA 50023

Phone: (515) 243-2360

Fax: (515) 334-1164

Email: director@nalmco.org

ADVERTISING

Tonya Vitzthum Phone: (515) 669-3010 tvitzthum@associationsinc.us

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

NALMCO®, Certified Lighting Management Consultant® , CLMC®, Certified Senior Lighting Technician®, CSLT® , Certified Lighting Contols Professional®, Certified Apprentice Lighting Technician® and CALT® are registered trademarks. Trademark filed and pending for CLCPTM

Imperial Lighting Maintenance Company, Chicago, Ill. Phone: (773) 794-1150 scott@imperiallighting.com

IMMEDIATE PAST PRESIDENT

Chris Frank, CLMC Colorado Lighting, Inc., Denver, Colo. Phone: (303) 288-3152 cfrank@coloradolighting.com

VICE PRESIDENTS

Randy Allen, CALT Facility Solutions Group, Dallas, Texas Phone: (214) 351-6266 randy.allen@fsgi.com

Erik J. Ennen, CLMC, CLCP Center for Energy and Environment, Minneapolis, Minn. Phone: (612) 819-7245 eennen@mncee.org

Monica Kristo, CALT, CLMC Rea Lighting Inc., Minneapolis, Minn. Phone: (952) 300-7110 monica@realighting.net

Rob Wilson, CLMC Stones River Electric, Madison, Tenn. Phone: (615) 885-0019 rwilson@stonesriverelectric.com

ASSOCIATE MEMBER REPRESENTATIVES

Christina Calaway, CLMC MAXLITE, Ashtabula, Ohio Phone: (714) 458-7903 ccalaway@maxlite.com

David Errigo Acuity Brands, Ridgeley, W. Va. Phone: (877) 354-6522 david.errigo@acuitybrands.com

Ron Hughes Lighting Resources, LLC, Simi Valley, Calif. Phone: (317) 513-4020 ron.hughes@lightingresourcesinc.com

EX-OFFICIO ADVISOR

Randy Breske, CLMC, CLCP Milwaukee, Wisc. Phone: (414) 463-3857 randysbreske@gmail.com

PROJECT SPOTLIGHT

CASE STUDY

24 UPGRADING THE LIGHTING SYSTEM AT FINDLAY KIA, LAS VEGAS

25 AVI-ON LABS, INC. IN PARTNERSHIP WITH VISION ENGINEERING AND ATHLETICO CENTER

27 CALENDAR OF EVENTS

EiKO Global, LLC, Inside Front Cover

LIGHT AT THE END OF THE TUNNEL

As I sit here writing this message, I can’t help but think over the past year we have continued to experience the transformation of our industry, both on the technology and supplier fronts. As we were successfully adapting and making the adjustments to meet the challenges presented by these changes, we wake up to find our country and the entire economy shut down by the COVID-19 virus. A first in the history our nation. This brought to its knees one of the best economies our country has experienced. And, just as we were beginning to come out of the shut down and restart the economy, we were hit by the tragic and senseless death of George Floyd in Minneapolis. As I write this, we are in the sixth day of rioting and looting in our major metropolitan areas, co-opting the legitimate, peaceful protests surrounding Mr. Floyd’s death, which are having a negative impact on what was beginning to be a much-needed economic recovery.

At this point you might be thinking, “Okay, Bill, this is a real downer. Where is that light at the end of the tunnel?”

Good question. At the risk of being a Pollyanna, I see and hear from our members a great deal of good has and is coming. As for COVID-19, I see in my own family the quarantine requirements have resulted in families coming back together and reconnecting in meaningful ways. While home schooling may have given you a newfound respect for the classroom, the time spent with our children and the opportunity of having dinner together as a family is priceless.

Additionally, the requirement to remain at home has forced the development and/or expanded the use of new technologies/tools to maintain communications with clients, employees and vendors which will have a lasting impact on how we conduct our businesses going forward. (‘Zoom’ has taken on a whole new meaning!) Many of our members also are using the time to encourage their employees to improve their skill sets through obtaining

certifications; and, participation in a multitude of webinars have become a staple, which speaks volumes to our ability to adjust and accommodate change in our respective models.

Part of the COVID-19 impact is that many of our legacy industry association meetings have been postponed to 2021. NALMCO—in recognizing that as the economy recovers your focus will be on pursuing your business activity and recapturing to the extent possible revenue for the balance of the year—postponed our Annual Convention & Trade Show in Glendale, Ariz. Understanding that we still have an obligation to our members, the Program Committee is creating a meaningful online experience with a limited number of key presentations, the State of the Association address and swearing in of new leadership, and a virtual happy hour. Our goals are to keep the virtual session focused and hard hitting with minimum distraction from your effort to regain your business momentum.

In closing, I have seen a significant number of major events in my lifetime: from the Korean War, Cuban Crisis, Hong Kong Flu, Vietnam War and social upheaval, oil embargo of the early 70s, industry transition from magnetic to electronic ballasts, T-12 to T8, rare Earth shortages and on and on. But the one key factor in all of those events and our current situation is an undying faith in America and in our ability to adapt and overcome whatever challenges we are presented—as a nation and as an association.

So, while the light may seem a bit dim at the moment, there is in fact a bright light at the end of the tunnel. This too shall pass, and we will be the better for it.

Bill Sgro, CLMC, CLCP NALMCO President bsgro@ecoengineering.com

UPDATES MEMBERSHIP

NEW OPPORUTNITY: TAKE THE CLMC EXAM ONLINE

This summer, NALMCO expanded the options to take the Certified Lighting Management Consultant (CLMC) exam and content review session from the comfort of your home, office or home office!

You do not need to wait until 2021 to achieve your certification goals! NALMCO worked closely with our partner, Alliance Safety Council, to provide this virtual exam opportunity that allows the association to maintain the integrity of the CLMC certification while expanding the breadth of its availability.

The Virtual Exam Process

1. Visit www.NALMCO.org and download the CLMC Candidate Handbook found under the Certification tab. The handbook outlines the exam process for inperson and virtual exams.

2. Apply online and submit payment.

3. Exam credentials will be sent by the NALMCO staff. You have 12 months to take the exam.

4. Once you are ready to take the exam virtually, you will log into the virtual testing portal, confirm your identification, and take the CLMC exam. Results are immediate.

Live Content Review Sessions

To supplement learning and allow for peer-to-peer networking, NALMCO will offer live Content Review Sessions by Zoom throughout the year. Sessions are recorded and available as a training resource. Watch your Inbox and www.NALMCO.org for training details.

Application and Exam Registration: $500/members; $1,000/Non-Members.

NALMCO WILL CONTINUE TO OFFER THE CONTENT REVIEW SESSION AND EXAM AT THE SPRING SEMINAR AND ANNUAL CONVENTION IN 2021.

In-Person Content Review and Exam Dates

March 2, 2021

Orlando, Fla.

NALMCO Spring Seminar, hosted by Lighting Resources, LLC

October 10, 2021

ChampionsGate, Fla.

68th Annual Convention and Trade Show

Don’t forget, once you earn the CLMC certification you are eligible to apply for the CLEP certification through our reciprocal agreement with AEE. Another great value to distinguish yourself in the industry. Visit www.NALMCO.org and find details under the Certification tab.

NALMCO OFFERS EXTENSIVE WORKFOCE DEVELOPMENT RESOURCES

NALMCO offers exams, training modules and study manuals online, removing all barriers to workforce development.

Train your workforce using NALMCO’s four certification programs developed by lighting industry experts. NALMCO’s training programs are reviewed annually to ensure programs are relevant to industry changes. Professionally narrated training modules, electronic manuals and online exams assure that training is easy to access and fit into any busy schedule.

NALMCO training programs:

• Offer cost-effective resources to train your staff.

• Are convenient – study manuals, training modules and exams are offered online.

• Increase efficiency and reduce liability – trained technicians are effective and have fewer accidents.

• Provide credibility – stand out as a leader and acknowledge your achievements in the industry.

TECHNICAL CERTIFICATIONS

CERTIFIED APPRENTICE LIGHTING TECHNICIANTM

Basic lighting terminology and lighting management operations. Prerequisite to the Certified Senior Lighting Technician (CSLT).

CERTIFIED SENIOR LIGHTING TECHNICIANTM

Experienced technicians reinforce the principles of basic and advanced lighting and lighting management operations. The Certified Apprentice Lighting Technician (CALT) is a prerequisite

PROFESSIONAL CERTIFICATIONS

CERTIFIED LIGHTING CONTROLS PROFESSIONAL®

Assures that experienced professionals are highly educated about lighting controls based on curriculum designed by the Lighting Controls Association.

CERTIFIED LIGHTING MANAGEMENT CONSULTANT®

Lighting management professionals

who have demonstrated superior knowledge and technical expertise in the areas of design, lighting, controls and sustainability.

*Qualifies for Certified Lighting Efficiency Professional (CLEP) reciprocal certification through partnership with Association of Energy Engineers (AEE).

RECOGNITIONS CERTIFICATION

Congratulations to the following individuals for earning their professional designations!

CERTIFIED APPRENTICE LIGHTING TECHNICIAN ™ (CALT ™ )

ACUITY BRANDS

Todd C. Vouglas, CALT

AVAIL SERVICES

Lue Lee, CALT

AVAIL SERVICES

Tina Wyneé Anderson, CALT

BRIGHT ELECTRICAL

Jorge Alfredo Acevedo, CALT

CANDELA SYSTEMS CORPORATION

Marco Castro, CALT

Debbie Page, CALT

Esther Perez, CALT

CLEAR BLUE ENERGY CORP.

Rogelio Rodriguez, CALT

COLORADO LIGHTING, INC.

Gideon Slayton, CALT

ELS

Ruben Martinez, CALT

EMC

Samantha Jo Hallbeck, CALT

ENERGY MANAGEMENT COLLABORATIVE

Conner Piche, CALT

ENGIE IMPACT

Juli Case, CALT

Kong Vang, CALT

HENRY BROS., INC, DBA DECA SOUTHWEST

Arthur Quintana, CALT

LUMATECH

Joshua Craig Pangle, CALT

NATURALED (FANLIGHT CORPORATION)

Melissa Barajas, CALT

Viridiana Celis, CALT

Frances Salcido, CALT

Stephen Salcido, CALT

SMARTWATT ENERGY, INC.

Ricky Pearson, CALT

SNAPCOUNT

Jason Lopez, CALT

STAY-LITE LIGHTING, INC.

Katy Albrecht, CALT

Cody Aschenbrenner, CALT

Penny Brown, CALT

Kate Buckley, CALT

Mike Cummings, CALT

Mark Davidson, CALT

Tim Foster, CALT

Ed Frank, CALT

Tiffani Goodson, CALT

Linda Michels, CALT

Holly Niggemeier, CALT

Ryan Pederson, CALT

Tony Ritchie, CALT

Kevin Schneider, CALT

Sue Seagrist, CALT

Nicole Szymanowski, CALT

Marco Taylor, CALT

Rich Vester, CALT

SUNSET LIGHTING

Alvin Ramali, CALT

US ILLUMINATIONS

Patrick Michael Conley, CALT

US LED, LTD.

Jose Garcia, CALT

Jorge Herrera, CALT

Michael Humphrey, CALT

Matthew Molsberry, CALT

Terrance Rogers, CALT

YESCO BOISE

Kiley Turner, CALT

YESCO SIGN & LIGHTING COLORADO

Charles Haskell, CALT

YESCO, LLC

Kevin W. Acuff, CALT

Mark Ager, CALT

Armando Gutierrez, CALT

Addison Isaacson, CALT

Jason Marckese, Technician, CALT

Vincent Standridge, CALT

INDIVIDUAL

Marcelo Aspesi, CALT

Jimmi E. Barcenas, CALT

Ernest Chapman, CALT

Matthew Cohan, CALT

Andre Jaise Daly, CALT

Adam J. Finn, CALT

Bartholomew Josaphat, CALT

Aaron Lee, CALT

Dante Payne, CALT

Luke Christopher Persson, CALT

Felix A. Rodriguez, CALT

Winston Boswell Rowe, CALT

Johnny Trokey, CALT

Leandro Ceblano Tuando, CALT

CERTIFIED SENIOR LIGHTING TECHNICIANS ™ (CSLT ™ )

CANDELA SYSTEMS CORPORATION

Emrah Vait, CSLT

ENERGY MANAGEMENT COLLABORATIVE

Zachary A. Sheridan, CSLT

LUMATECH

Christopher Wennberg, CSLT

STAY-LITE LIGHTING, INC.

Joseph Cimorelli, CSLT

William L. McLellan, CSLT

Stephen Regiec, CSLT

INDIVIDUAL

Adrian Sela, CSLT

Joseph Tull, CSLT

Nathan Williams, CSLT, CLCP

MEMBERSHIP UPDATES

NEW CERTIFIED LIGHTING CONTROLS PROFESSIONAL ® (CLCP ™ )

A&K ENERGY CONSERVATION

Kim Cagle, CLMC, CLCP

AETNA CORP.

Dale J. Hogan, CSLT, CLCP

AMERICAN ENERGY SERVICES

Jordan Baxter, CLCP

ENERGY SYSTEMS GROUP

Stephan M. Dyczkiewycz, CLMC, CLCP

ESG

Darryll Tanner, CLCP

JOHNSON CONTROLS

Csaba Demzse, CLCP

JOHNSON CONTROLS LIGHTING SERVICES

Henry Gee, CLCP

KSA LIGHTING AND CONTROLS

Tony Crumrine, CLCP

LIGHTING ENVIRONMENTS

Jeffry J. Wilson, CLCP

Victor Whong, CLCP

LUMENFOCUS

David Keith Cooke, CLCP

PERFORMANCE LIGHTING SYSTEMS

Brian Joseph Fletcher, CLCP

RELIABLE CONTROLS CORPORATION

Vivek Shrivas, CLCP

SESCO LIGHTING

Amy Christine Humes-Lee, CLCP

SESCO LIGHTING

Eric McKendall, CLCP

Anthony Joseph Sferra, CLCP

THINKLITE

Sean Troy, CALT, CLCP

INDIVIDUAL

William Henry Bonney, CLCP

Troy Dockery, CLCP

Mark D. Hudson, CLCP

Julio Ramos, CLCP

Nathan Williams, CSLT, CLCP

NEW CERTIFIED LIGHTING MANAGEMENT CONSULTANT ®

(CLMC ® )

ENERGY SYSTEMS GROUP

Ross Aycock, CLMC, CLEP

NEW MEMBERS

GENERAL MEMBERS

JONES SIGN CO. INC. 1711 Scheuring Rd De Pere, WI 54115-9414 Phone: (205) 281-1534

Contacts: Dustin Honeycutt, General Manager dhoneycutt@jonessign.com

Alesha Cichy, Service Coordinator acichy@jonessign.com

Marissa Kaminski mkaminski@jonessign.com

Michael Kasper mkasper@jonessign.com

Theresa LeMere tlemere@jonessign.com

Samantha Vieau svieau@jonessign.com

MID-AMERICAN GROUP 8475 Port Sunlight Rd Newport, MI 48166-9106 Phone: (248) 808-3190

Contacts:

Jason Wolfe, Mid-American Group jwolfe@midamericangroup.com

RELIABLE CONTROLS CORPORATION

607 Louise Ave

Novato, CA 94947-3833

Phone: (415) 892-4165

Contacts: William McNeill, US West RSM wmcneill@reliablecontrols.com

Levi M. Tully, CLCP ltully@reliablecontrols.com

Vivek Shrivas, CLCP, Application Engineer viveksati2006@gmail.com

ASSOCIATE MEMBERS

AVI-ON LABS, INC.

2700 Rasmussen Rd, Ste L10 Park City, UT 84098-6454

877-AVI-ONUS

MKT2@avi-on.com www.avi-on.com

Contacts:

Anita Wolfe, Marketing Manager mkt2@avi-on.com

Doug Case, Sales Director doug@avi-on.com

Michael Massey, Sales Director Mike@avi-on.com

LM&M ONLINE SEARCH BY TOPIC

Do you remember reading a past article in LM&M about incentives, controls or ballasts but can’t recall the issue? We have you covered! Under the Publications tab of NALMCO.org, you can search for past articles by topic and post them to your social feeds including LinkedIn, Twitter and Facebook, or you may email them directly to others on your team who would benefit from the knowledge. Archived articles begin with the February 2017 issue through the current issue. Digital archives of full LM&M issues are found on the site, starting with the 2012 volumes.

Digital Ceiling Flexibility

REBATES GOING STRONG

BY CRAIG DILOUIE, CLCP, LC

Utility rebates continue to be a strong driver in demand for energy-efficient lighting. These rebates cover LED lighting, lighting controls, and more recently networked lighting controls, reducing initial cost and improving owner return on investment. Today, 76 percent of the United States is covered by some 380 commercial lighting rebate programs, according to rebate fulfillment firm BriteSwitch.

While custom rebates are available, prescriptive rebates are far more popular, in which the customer is paid a cash amount for installing a qualifying product, typically capped as a percentage of product cost. The rebate is typically awarded to the customer, though some midstream rebate programs promote very common luminaires and lamps at the point of sale.

In recent years, lighting rebates have fully embraced LED technology, with popular rebates covering the majority of

applications. Rebate amounts per product are substantial but have generally been declining on average, which reflects falling product costs in the market. See Table 1 for popular rebates.

About 80 percent of rebate programs qualify products using ENERGY STAR or the DesignLights Consortium’s (DLC) Qualified Products List. In 2020, Version 5.0 of the DLC’s technical requirements become effective, which may result in products being delisted by the end of the year and thereby affect their eligibility for rebates. In 2017, the DLC launched the Premium classification, allowing promotion of products that operate at a higher efficacy— at least 15 lumens/W higher than products in the standard listing. Some programs require DLC Premium for all rebates, while others promote it with a bonus rebate, typically $10–25.

Meanwhile, lighting control rebates—focused on occupancy sensors, photocells, and daylight dimming systems, as shown in Table 2—remain substantial and fairly consistent over time, positioning these products as attractive add-on options for LED upgrades. DLC listing is not required for these devices, though DLC 5.0 and 5.1 require all LED products be continuously dimmable.

In 2016, the DLC unveiled technical requirements and a Qualified Products List for Networked Lighting Controls based on interest among rebate program managers. By 2020, the number of programs has been growing and is now estimated at 95, or about 25 percent of all programs. These programs vary in approach, with roughly 70 percent offering a rebate adder for each luminaire connected to a qualifying networked control system, and others basing it instead on energy reductions (kWh) or power savings (W), according to BriteSwitch. For the first approach, the rebate for a new LED luminaire with networked lighting controls is on average about 30 percent higher than installing a luminaire without the controls. Eighty percent of programs require DLC listing. Rebate program managers are continuing to experiment with approaches.

To take advantage of rebates, incorporate them into lighting upgrade proposals. Because rebates are not standardized and may change, stay up to date on requirements. And because funding taps out in some regions during the year, stay up to date on availability. Pre-approval is often required before installation begins. All forms must be properly completed. The entire process can a significant amount of time, which must be accommodated. If DLC listing is required for an LED product, ensure the exact model number for a selected product is listed. Onsite inspection may be required to verify installation of the products.

Craig DiLouie, CLCP, LC, principal of ZING Communications, Inc., is a consultant, analyst and reporter specializing in the lighting and electrical industries, and a regular contributor to LM&M. You may contact Craig at cdilouie@zinginc.com.

Table 1. Popular LED rebates. Source: BriteSwitch.

Table 2. Popular lighting control rebates. Networked lighting control rebates not shown, as rebate approaches vary. Source: BriteSwitch.

PUT THE WIND BACK IN YOUR SALES!

BY MARK JEWELL

When it comes to reacting to what is happening in the economy these days, you have two choices: give up or step up. Assuming your choice is to “step up,” you’d do well to take the time to reevaluate virtually every aspect of your business, making sure you touch on each of the following at a minimum:

• How you frame the value of a lighting upgrade

• The prospects you pursue

• The proposals you’ve submitted but haven’t yet closed

• The customers you already have

• How you nurture, cross-sell and up-serve those customers

• How you’re managing any newly remote staff

Given how much the world has changed in recent months, you really do need to “shake the Etch-ASketch®” and draw a new picture. Provided that you manage to get marketing, sales, operations, and customer service all thinking about these things in an open-minded and constructive manner, you’ll likely come to the following conclusions:

• Outside sales professionals now need to prospect for and close business deals remotely, not only now but for the foreseeable future. The good news is that outside sales folks can be taught the secrets of remote selling. And thanks to new technologies and smarter approaches, remote auditing is actually becoming a credible path to pursue in more and more settings. Moving to remote selling, remote auditing or both will make lighting retrofit companies more competitive, profitable and valuable going forward.

• Inside sales professionals now need to engage and motivate distracted prospects and customers. And your definition of an ideal prospect or customer may need to change given how the pandemic and economic downturn have transformed the landscape for so many businesses.

• Customer service and other support staff now need to “embrace their inner sales professional” so they can help drive revenue. Non-traditional sales roles have always had the opportunity to leverage their relationships with customers to aid in cross-selling, up-serving, collecting referrals, and more. Going that extra mile is no longer optional. Everyone now needs to be moving sales forward to overcome these new headwinds.

• Value propositions need to be updated to resonate with what your prospects and customers are obsessed with today: maintaining healthy and safe workplaces; improving the morale and productivity of returning workers; recouping bottom-line profit on revenues lost when much of the country came to a standstill. On a related note, the more skilled you become at reframing your proposals to match the criteria typically associated with “essential spending,” the more easily you’ll sail past the “economic uncertainty” and “budget freeze” objections that stymie so many sellers these days.

• It’s always been easier to generate revenue from an existing customer than from a stranger. Today, it’s even more important to farm your current customer base by cross-selling, up-serving and asking for referrals. Economic uncertainty has caused many organizations to increase the number of decisionmakers and influencers involved in approving capital projects. The result: it’s more difficult than before to bring on a new vendor.

• Committing to proactive selling rather than reactive customer service opens many doors: new verticals to pursue; new professionals to connect with on LinkedIn; new extensions of existing customers (affiliates, supply chain partners, peers, etc.); new approaches to up-serving your customers by suggesting retrofits of legacy offerings; concise and compelling ways to reframe previously ignored, stalled or rejected proposals... and much, much more.

Both traditional and non-traditional sales roles need to look for the most promising opportunities among both prospects and existing customers:

• Who needs to reconfigure their workspaces to satisfy social distancing requirements, and might that reconfiguration require changes to the lighting layout?

• Who might be most interested in incorporating UV-C technology to ensure occupant safety?

• Who has actually seen a pandemic-related surge in demand for their own products and services, giving them the capital and confidence to approve lighting upgrades?

• For that matter, who might have capital previously earmarked for expanding production that now makes

more sense to reallocate to an expense-reducing capital project?

• Who could leverage new, lower-cost financing options that could morph a proposed lighting upgrade into a positive cash flow project?

• Who is in an industry where the non-utility-cost financial and non-financial benefits of a lighting upgrade are significantly more compelling than the more obvious utility-cost financial benefits and rebates?

• Which prospects may have inadvertently removed a “blocker” from the decision-making chain due to furloughs, layoffs, or other changes to their org chart?

Keen observers of the four most recent recessions can attest to the fact that smart sellers have the opportunity to not only survive but also gain market share despite economic turbulence. Take Trulia, for example. That online clearinghouse for residential real estate buyers and sellers entered the Great Recession of 2008 converting two percent of the real estate brokers they approached. After carefully examining their prospecting method and thoughtfully reinventing virtually every aspect of it, they managed to increase their conversion ratio to 20 percent by the time that recession ended.

On a related note, you might be surprised to learn that 50 percent of today’s Fortune 500 were founded in either a recession or depression. In fact, many of today’s most noteworthy brands (e.g., Airbnb, Dropbox, Uber, and more) were founded during the Great Recession. Bottom line: smart sellers take the time to reassess market conditions and adjust their own capabilities to capitalize on them. In short, they identify and seize opportunities while others remain mired in the economic and social chaos.

Having sold through four previous recessions, I can say with authority that smart sellers do prevail despite—and in some cases because of—the turbulence. When this latest recession began, I knew it was time to create a curriculum specifically designed to highlight actionable steps that sellers should be taking today to find and seize their most profitable opportunities. I will be presenting highlights of that new six-part curriculum, “Learn the Secrets of Selling in a Recession: Put the Wind Back in Your Sales™” as part of NALMCO’s virtual conference in October.

You may want to view the entire curriculum now so you can start applying its time-tested, recessionselling strategies and tactics to your own business immediately. Visit www.sellingenergy.com today and learn how you can access this content in any of three formats: six live webinars aired over six weeks; a singleday live webinar containing all six sessions’ content; or, recorded versions of all six sessions available online/ on-demand so you can view the material at your own pace. In keeping with NALMCO’s sales training partnership with Selling Energy, NALMCO members can access their 10 percent tuition discount by contacting info@sellingenergy.com prior to ordering.

As Tony Robbins has said, your success in life depends on three things: 1) what you choose to focus on; 2) what meaning you choose to give it; and, 3) what you choose to do about it. Each of those three phrases contains the word “choose.” My hope is that you choose to “put the wind back in your sales” by following the advice in this article and that when you rise above the economic and social chaos, you’ll become a stronger and more profitable seller.

Thanks to our collaboration with Selling Energy, NALMCO is now able to deliver award-winning, lighting-solutions-focused sales training to its members in many forms. This issue’s article, “Put the Wind Back in Your Sales!” is just one example of that valuable content. Selling Energy will also be presenting a virtual session on this topic at our October virtual conference. And then there’s Selling in 6™, hundreds of six-minute lessons on how to grow your revenue and margins that are viewable on any smartphone or other internet-connected device. NALMCO members receive a discount on Selling in 6™ licenses, the new recession selling webinar series, and all of Selling Energy’s other training tools and resources. For more information, visit www.sellingenergy.com or email info@sellingenergy.com.

This article recently appeared in Selling Energy’s daily blog. For more blogs to help you grow your business, visit www.sellingenergy.com/blog or download the Selling Energy app from the Apple or Google Play store.

MAINTENANCE IS KEY TO SUSTAINABILITY

BY CRAIG DILOUIE, CLCP, LC

As LED product manufacturers shift from pursuing energy efficiency to greater functionality, sustainability is becoming part of the lighting conversation again along with visual comfort, health, intelligent control, and data. Choice of materials, embodied energy in manufacturing, length of supply chains, recycling—all of these things are important. But another important, fairly simple, and often overlooked element of sustainability is serviceability and good maintenance.

A recent whitepaper by Lighting Europe, the continent’s lighting association representing some 1,000 companies, called for lighting to fully participate in the circular economy, which promotes design and manufacturing of products that are long-life, reconfigurable, upgradeable, reusable, and recyclable. Which is not only good for the owner, but also the industry. “In a circular economy,” the whitepaper states, “the more effective use of products, components and materials is expected to lead to more value capture, both through cost savings and by developing new markets or growing existing ones.”

LightingEurope identified several key ways in which good maintenance plays an important part in the circular economy. First is basic repair and maintenance, in which failing components are replaced and obsolete software is updated to keep the system working. These components and software can also be replaced to improve performance or add new functionality, while new components such as sensors can be added. These basic elements of good maintenance are further strengthened by monitoring, cleaning, and luminaire re-aiming. If a sustainable product is reconfigurable, upgradeable, reusable, and recyclable, maintenance is where it is actually being reconfigured, upgraded, reused, and recycled.

Benefits include higher lifetime energy savings, insurance the lighting and control system remains operational and achieves its design intent, preservation of design integrity, and maximum lifetime for the overall system. For these benefits to be possible, products must

be serviceable. While a growing number of products allow field service of the light source and driver, a large number remain integrated units ready for disposal when the light source or driver fails. For the benefits to be realized easily, products should be serviceable using standardized interfaces and components, the existence of which was an advantage of traditional lighting.

Two organizations are now working for change. In January 2018, the European Commission announced Repro-light, an industry consortium dedicated to creating the “luminaire of the future.” This luminaire will be fieldserviceable and upgradeable, able to connect to sensors and a networked control system easily, and more versatile. Meanwhile, the Zhaga Consortium continues its work to develop specifications for standardized interfaces between LED luminaire components, which a recent emphasis on connecting to digital controls.

The old lighting industry offered luminaires that were easily serviceable and upgradeable using standardized interfaces and components. With hope, the next step in the LED revolution will be to reclaim this capability while also ensuring standardized interfaces with sensors and control systems.

Craig DiLouie, CLCP, LC, principal of ZING Communications, Inc., is a consultant, analyst and reporter specializing in the lighting and electrical industries, and a regular contributor to LM&M. You may contact Craig at cdilouie@zinginc.com.

EXPERIENCE NALMCO ON A WHOLE NEW LEVEL

NALMCO values its members and conference attendees and we want you safe and healthy. With that, NALMCO is excited to announce its 67th Annual Convention & Trade Show is pivoting to a virtual event scheduled October 5 & 6, 2020.

NALMCO’s virtual showcase event will offer easy-toaccess education, along with a little fun, so register at www.NALMCO.org today to experience NALMCO on a whole new level!

REGISTRATION

www.NALMCO.org

REGISTRATION FEES

There aren’t any! The virtual conference is a part of NALMCO’s Member Care program. And, because NALMCO cares about your time and finances, the Board of Directors decided to offer the virtual conference at no charge to members!

CONTINUING EDUCATION

The Annual Convention is approved for five (5) continuing education hours which may be used toward all NALMCO certification applications or renewals.

SCHEDULE OF EVENTS

All times are displayed in the Central Time Zone, please adjust as needed. Schedule is subject to change.

AGENDA

All times are displayed in the Central Time Zone.

MONDAY, OCTOBER 5

Virtual Doors Open (Log in early and ensure no technical glitches.)

Burning Shield, Jason Schechterle

Break

UV Lighting, Jeannine Fisher Wang, PE LC, Director Technology Solutions, Acuity Brands; Ron C Schimmelpfenning, Vice President Technology Solutions, Acuity Brands; Bernard J. Erickson, CLEP, LC, CLMC, IES Emeritus, Executive Vice President, Facility Solutions Group; Frank Agraz, Jr., LC, Senior Director of Strategic Initiatives, Eco Engineering, Inc.

Break

It’s 5:00 Somewhere Happy Hour: Virtual Networking Event and Game

TUESDAY, OCTOBER 6

Virtual Doors Open (Log in early and ensure no technical glitches.)

The New Normal: Five Patterns that Will Change and Five that Might, Chris Kuehl, Ph.D., Managing Director, Armada Corporate Intelligence

NALMCO State of the Association and Installation of Officers

Selling in a Recession: Put the Wind Back in Your Sales™, Mark Jewell, President, Selling Energy

ABOUT THE PROGRAMMING Burning Shield, Jason Schechter

Growing up, Jason had one dream: to serve as a Phoenix Police Officer. Inspired by his brother and the tragic loss of a local law enforcement hero, Jason worked persistently towards his dream.

After serving four years in the Air Force, at the age 26, Jason achieved his goal to work on the streets of Phoenix as a rookie police officer. Then, only 14 months into what was supposed to be a life-long career, Jason's life took an unexpected tragic turn.

On the night of March 26, 2001, a taxicab, traveling at over 100 mph, crashed into the rear of Jason's patrol car. Upon impact, Jason's car burst into flames, trapping him inside.

Through a series of miraculous and fateful circumstances, Jason survived the crash and ensuing physical and emotional catastrophe. He suffered severe burns to over 40 percent of his body which drastically altered his appearance. He has undergone more than 50 surgeries just to have the ability to accomplish simple daily tasks we often take for granted.

Jason's journey chronicles his fight for life, his triumph over tragedy and the inspiration that enables him to continue to overcome unimaginable adversity. His personal narrative exemplifies that the power of the human spirit can never be underestimated or extinguished.

His story is one of life, rebirth and transformation. Jason represents the human experience at its very best—an ascent from despair to describing himself as the luckiest person alive!

UV Lighting,

Jeannine Fisher Wang, PE LC, Director Technology Solutions, Acuity Brands; Ron C Schimmelpfenning, Vice President Technology Solutions, Acuity Brands; Bernard J. Erickson, CLEP, LC, CLMC, IES Emeritus, Executive

Vice President, Facility Solutions Group; Frank Agraz, Jr., LC, vSenior Director of Strategic Initiatives, Eco Engineering, Inc.

An in-depth overview of UVC/ Germicidal lighting focusing on UV energy, differences between wavelengths, effectiveness vs exposure time, potential harm and variability. Things to be aware of when choosing a UVC/ Germicidal source and practical advice provided by General Members who have been successful in these projects. The format will be 25 minute technology overview and 20 minute practical application overview with a continuous Q&A stream throughout.

Jeannine’s 30+ year career has emphasized lighting technology, application and design in a comprehensive combination of product design & engineering, marketing, communications, market transformation and leadership roles. She currently holds the position of Director Technology Solutions for Acuity Brands and is based in Oakland, California, where Jeannine has a leading role in accelerating market adoption of cutting-edge design platforms such as OLED Lighting, Circadian and Dynamic Lighting, and UV Light Disinfection Technology.

Ron Schimmelpfenning is currently Vice President Technology Solutions for Acuity Brands. Based in Winona, Minnesota, Ron leads a diverse team responsible for custom architectural lighting solutions as well as technology innovation and market transformation. Ron has over 35 years of experience in lighting design and manufacturing. Ron leads a team to design, estimate, and engineer Winona custom lighting projects as well as modifications to standard products for the Peerless, Mark, Hydrel, Healthcare Lighting and Winona brands.

Bernie Erickson has over 40 years of experience in the electrical industry. He has successfully re-lit many Fortune 500 company facilities throughout the United States, with projects in the public and private sectors. Bernie currently serves as President and member of the board of NCQLP.

Frank Agraz has worked in the energy efficient lighting community for 27 years and is currently Senior Director of Strategic Initiatives at Eco Engineering. He is responsible for improving the customer experience by enhancing the company process and raising awareness of Eco Engineering as a leading design-build lighting retrofit provider.

The New Normal: Five Patterns that Will Change and Five that Might, Chris Kuehl, Ph.D., Managing Director, Armada Corporate Intelligence

The five areas that will see change (in my estimation) will be

economics and finance for 15 years – teaching in the US, Hungary, Russia, Estonia, Singapore and Taiwan. He holds advanced degrees in economics, Soviet studies and East Asian studies.

Selling in a Recession: Put the Wind Back in Your Sales™, Mark Jewell, President, Selling Energy

When it comes to reacting to what is happening in the economy today, you have two choices. Give up or step up.

1. global supply chain,

2. employment patterns,

3. use of technology for work and at home,

4. role and reach of government and

5. status of globalization.

The five patters that might change may be

1. consumer behavior,

2. the state of capital and lending markets,

3. the role of education and training,

4. political direction and orientation and

5. the role of the medical community.

This one presentation is designed to be more forecast centered and to pose strategic questions as opposed to reporting on the latest nuance in the economy and the latest development in the virus battle.

Chris Kuehl, Ph.D, provides forecasts and strategic guidance for a wide variety of clients around the world. He is the chief economist for several national organizations and is a regular speaker at the NALMCO Annual Convention & Trade Show. Chris is the author of Business Intelligence Briefs and Executive Intelligence Briefs, both publications from Armada and found online, https://www.armada-intel.com/publications. Prior to starting Armada in 1999 he was a professor of

Outside sales professionals will need to prospect for and close business deals remotely. Inside sales professionals will need to engage and motivate distracted prospects and customers. Customer service and other support staff will need to “embrace their inner sales professional” so they can help drive revenue. As keen observers of the previous three recessions will attest, many top performers not only prevailed, but also gained market share despite the turbulence. This fastpaced session will provide actionable tips to “put the wind back in your sales” so that you can continue to create value for your customers. Learn the importance of

• Remaining optimistic, motivated, and focused to win

• Prevailing despite multiple constraints, such as social distancing and spending freezes

• Making the switch from outside sales to inside sales

• Changing from reactive to proactive sales approaches

• Using downtime to “sharpen the saw” and plant seeds for future quarters

• Reframing your solutions to match specific challenges your prospects are facing today

• Revitalizing ignored, stalled, or rejected proposals

• And much, much more!

Mark Jewell is an internationally recognized subject matter expert, coach, speaker and Wall Street Journal bestselling author focused on selling building-related solutions. He is a two-time recipient of the prestigious Stevie Award® for Sales Training or Education Leader of the Year. His company, Selling Energy, appeared on Selling Power magazine’s list of Top 20 Sales Training Companies. Over the last 25 years, Mark has influenced

building-related decisions in more than three billion square feet of real estate. Mark received his B.S. in Economics and Finance from The Wharton School at the University of Pennsylvania.

THANK YOU NALMCO SUPPORTERS

NALMCO has been blessed with an active, engaged Associate Member, Exhibitor and Sponsor Community. Their support has given us the capacity to thrive through the many challenges of 2020.

We thank those who committed to sponsoring the 67th Annual Convention & Trade Show through the pivot to a virtual event and who committed to continuing supporting NALMCO’s 68th Annual Convention & Trade Show, October 10–13, in ChampionsGate, Fla.

SILVER SPONSOR

BRONZE SPONSORS

THANK YOU NALMCO PROGRAM PLANNING COMMITTEE

CHAIR:

Monica Kristo, CALT, CLMC Rea Lighting, Inc.

CO-CHAIR: Pattie Cagle

A&K Energy Conservation

COMMITTEE MEMBERS:

James S. Bernardo, CLMC, CLCP Candela Systems Corporation

Christina Calaway, CLMC Lighting and Electrical Professional

Wayne Callham, CLMC, CLCP Linmore LED Labs

Fred Hauber, CLMC, CLEP Independent Contractor

Kevin D. Heid

Unity Works Lighting

Ron Hughes Lighting Resources, LLC

Jared Johnson, CLMC, CLEP Facility Solutions Group

Kathy Lamm MAXLITE

George McIntyre Acuity Brands Lighting

Larry Ryan

Synapse Wireless, Inc.

Viktor Yevchenko

Energy Star Lighting Electric Inc.

SPRING SEMINAR NALMCO 2021

At the NALMCO Spring Seminar, you will sit in on a general session and up to ten (10) 25-minute learning labs. General Members will visit Lighting Resources, LLC Ocala facility for an interactive warehouse walkthrough experience.

And everyone will enjoy networking opportunities. Registration opens November 2020.

SEMINAR LOCATION

Embassy Suites by Hilton Orlando Lake Buena Vista South 4955 Kyngs Heath Road

Kissimmee, FL 34746

OUR HOST AND FACILITY TOUR

Lighting Resources, LLC

1007 SW 16th Lane

Ocala, FL 34471

About the Tour

The Lighting Resources Ocala tour will consist of an interactive experience where they will demonstrate their state-of-the-art recycling technology. You will walk through the warehouse where your hosts will demonstrate the receiving activities. There will be properly packaged material on display and Lighting Resources will allow tour guests to actively participate in some fun activities. The lamp recycling machine will be operated to allow the participants to view the entire recycling process.

About Lighting Resources, LLC

Lighting Resources is the nation’s largest lamp recycler, delivering environmentally sound processing to businesses and commercial contractors for more than 25 years. With 13 facilities nationwide, our own fleet of permitted vehicles, and a comprehensive mail-back recycling program, Lighting Resources is uniquely positioned to manage universal waste by the unit or truckload. Lighting Resources delivers waste processing and management solutions for all types of bulbs, batteries, PCB and non-PCB ballasts, tritium exit signs, smoke detectors, airbags, mercury-containing devices, and electronic waste. So, whether you generate truckloads, pallets, or require a recycle kit, Lighting Resources can service your needs.

NALMCO CARES

NALMCO has the health, safety and security of our attendees, staff and operational personnel as a top priority.

We are staying informed about the ongoing situation and are in communication with the conference venue, area Convention and Visitors Bureau (CVB), our Board of Directors and our partners.

It is important for us all to be prepared and to stay informed about health, safety and security when we travel to and from events. As such, NALMCO will ensure the proper protections are in place.

More than ever, we look forward to seeing you in Kissimmee, Fla.!

• Lighting Resources began in 1989 with a single fluorescent lamp recycling facility in Ontario, Calif.

• Lighting Resources has grown from three facilities to 13 during the last eight years.

• Lighting Resources has recently partnered with Regency Lighting to help fund a charity for the organization Connect 2. The intent is to build an orphanage in Haiti that will house about 100 children and their care-givers. In addition to the living spaces, the orphanage will house an on-site school and sustainable projects to help feed the children. The orphanage has since opened and started taking in children.

“Our strength comes from the integrity of our employees and their desire to service customers. We know customers are our most important asset and we must earn their business every day. We must also hold ourselves to the highest safety, compliance, and environmental protection standards for our employees, customers and communities in which we work.”

–Dan Gillespie, CEO, Lighting Resources, LLC.

PROJECT SPOTLIGHT

PRACTICAL EXPERIENCE FROM NALMCO MEMBERS

The power of NALMCO is when members share practical experience from the field. Submit your Case Study for publication. Contact NALMCO Headquarters at director@nalmco.org to request a copy of our submission guidelines.

UPGRADING THE LIGHTING SYSTEM AT FINDLAY KIA, LAS VEGAS

Submitted by NALMCO Associate Member

Altech Electronics

The Opportunity

Findlay Kia is the prime volume Kia dealership located in the heart of Las Vegas, Nev. Being a premier car dealership, lighting was crucial to showcasing their superb selection of Kia models. As a result, a significant update in their lighting system was required to better compete and accentuate their inventory.

The Solution

With 42 775W and seven 575W metal halides already in place, Altech Electronics supplied Findlay Kia with our 300W and 200W LED Shoebox fixtures (10-year wraparound warranty) to replace the existing lights. The rated L70 100,000 lifespan and 140 lumens per watt of our fixtures provided a significant improvement in both the sustainability and performance of the dealership’s pole lights. In addition, by switching to a more energy efficient lighting solution, Findlay Kia was able to capitalize on over $5,000 in rebates.

The Benefits

Average foot candle readings increased by over 500 percent—from 8.6 FC ro 46.2 FC. In addition, due to the rated 100,000 hour L70 lifespan of our LED fixtures compared to the rated 20,000 hour L70 lifespan of traditional metal halides, the dealership is looking to save

approximately $2,400 annually on reduced maintenance costs. Furthermore, with the significant reduction in wattage used from retrofitting to energy efficient LED fixtures, Findlay Kia expects over $8,000 in annual savings on their lighting utility costs.

Average Foot Candle: 8.6 FC

Total System Wattage: 36,575 Watts

Average Foot Candle: 46.2

Total System Wattage: 14,000 Watts

AVI-ON LABS, INC. IN PARTNERSHIP WITH VISION ENGINEERING AND ATHLETICO CENTER

Submitted by Associate Member Avi-On Labs, Inc.

without tear outs or extensive electrical retrofits, and incorporating lighting controls that were easy to adjust and manage as usage changed throughout the day.

The 70,000 square foot Athletico facility has enough turf space to house a full-size NFL football stadium. The field can be sectioned off for multi-function use, e.g., soccer, gymnastics, weight training, so independent zone management of lighting was key (Figure 1).

Athletico was content with the previously installed Vision Engineering High Bays but wanted to update them to the latest model that incorporated the lowest Unified Glare Rating (UGR) high bay luminaire available in the market today, the VHB3 L2.

Avi-on Bluetooth® Lighting Controls were selected by Vision Engineering and Athletico, in a collaborative effort, because of their ease of installation, ease of commissioning and ease of use:

• Avi-on mobile app controls the entire facility’s lighting

• Easy to install Avi-on nodes in luminaires

• Easy to commission controls

• Remote programming, scheduling, on/off

• Dimming, zone control, scene control

• Wireless Bluetooth mesh with no gateway

“In selecting a controls system, we felt Athletico would benefit the most with Avi-on Lighting Controls. The installation is so simple: Just attach the Avi-on Fixture Adapter nodes in the High Bays, add the auxiliary driver and a few wall switches, download the mobile app and go,” said John Woodman, vice president sales, Vision Engineering.

Vision Engineering installed their ZeroGlare™ VHB3 L2 High Bays, integrated with Avi-on Bluetooth® Lighting Controls, delivering an easy-to-manage solution that also meets DLC’s new V5.1 Technical Requirements for visual comfort.

The facility’s general manager was faced with decisions to upgrade their high bay fixtures and their outdated controls system, which was out of warranty. The GM wanted to explore the newest options in the market for high quality lighting, with low glare ratings, and to incorporate a “best in class” controls solution. Their goals included enhancing patron performance and comfort, ease of installation

The lighting retrxofit included approximately 200 VHB3 L2 High Bay luminaires each delivering 26,100 lumens with a Unified Glare Rating of 19.5. The luminaires in the basketball court area are delivering 80-foot candles on the floor (Figure 2). The soccer turf area lighting is achieving 50-foot candles on the surface of the field (Figure 3). The uniform light levels are impressive and visual comfort for the athletes is unmatched.

Located in Northbrook, Ill., just outside of Chicago, Athletico Center is a recreation and physical therapy center with over 70,000 square feet of indoor, multi-use, sports turf.

The lighting controls installation included 170 Avion Fixture Adapters and 4 Avi-on Scene Controllers, requiring no ceiling tear-out or significant electrical retrofit or IT work.

Athletico acknowledged from the start of their retrofit process that they wanted a controls system that was easy to use and easy to “pass along” to future facility management personnel. They wanted the lowest Unified Glare Rating high bay luminaires to enhance patron comfort and performance. All the required boxes were checked, and the facility’s general manager and maintenance teams were extremely pleased with the results.

“We have one of the most advanced lighting systems that you can find in any athletic facility. The Avi-on app allows our lighting to be controlled in the palm of my hand. It's extremely easy and efficient,” said Andrew Braverman, general manager, Athletico Complex.

Recreational facilities derive great benefits from upgrading their lighting to low-glare fixtures, managed with Avi-on Lighting Controls. Not only is the comfort and performance of sports patrons improved, but there are no heavy burdens on staff time to manage the lighting schedules. Athletico was an early adopter of LED High Bay fixtures and became instant believers in their capability to deliver energy and maintenance cost savings. But having the ability to easily turn off their LED fixtures with the Avi-on controls system, in areas not in use, led to even greater energy savings. If a controls system is complicated to use, onsite staff typically leave fixtures operating in unoccupied areas.

CALENDAR & EVENTS

NALMCO VIRTUAL CONFERENCE

October 5 & 6, 2020

www.NALMCO.org for registration

We will meet again!

NALMCO is all about connecting the industry to ensure success of our lighting manufactures and companies and we understand that face-to-face meetings and networking is valuable to its members. Mark your calendar for:

NALMCO SPRING SEMINAR

March 2–4, 2021

Orlando, Fla.

Sponsored by Lighting Resources, LLC

NALMCO 68TH ANNUAL CONVENTION & TRADE SHOW

October 10–13, 2021

ChampionsGate, Fla.

NALMCO

69TH ANNUAL CONVENTION & TRADE SHOW

October 16–19, 2022

Glendale, Ariz.

STACK THE DECK IN YOUR FAVOR

Why play fair? When the spec calls for smart lighting let us lend a hand. SimplySnap from Synapse is easy to install, easy to use, and easy to integrate. Let us help you illuminate and eliminate waste, stay ahead of regulatory compliance, and improve spatial performance. Because after all, bids aren’t for mailing in, they are for winning.

Where will you find us? Embedded in the lighting fixtures of leading manufacturers or at www.synapsewireless.com/parking