LM&M August 2021

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AUGUST 2021 VOLUME 49 NUMBER 3
The Convention Issue: Breaking Traditional Barriers
The magazine of the interNational Association of Lighting Management Companies, NALMCO®

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 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 Controls Professional®, Certified Apprentice Lighting Technician® and CALT® are registered trademarks. Trademark filed and pending for CLCPTM

BOARD OF DIRECTORS

PRESIDENT

Scott W. Mendelsohn, CLMC

Imperial Lighting Maintenance Company, Chicago, Ill.

Phone: (773) 794-1150 scott@imperiallighting.com

PRESIDENT-ELECT/TREASURER

Randy Allen, CALT

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

IMMEDIATE PAST PRESIDENT

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

VICE PRESIDENTS

Brian Baker, CLMC, CLCP

Energy Management Collaborative, Plymouth, Minn. Phone: (612) 219-4866 bbaker@emcllc.com

Scott Doll

Stones River Electric, Madison, Tenn. Phone: (615) 883-3130 sdoll@stonesriverelectric.com

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

DWM Holdings, Ashtabula, Ohio

Phone: (440) 813-0957 christinac@polemfg.com

David Errigo, CLMC

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

Erik J. Ennen, CLMC, CLCP

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

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30 4 LM&M | August 2021 16 29 NALMCO® MEMBERSHIP RESOURCES & UPDATES 05 PRESIDENT’S MESSAGE 06 EVENT INFORMATION 06 WORKFORCE DEVELOPMENT RESOURCES 08 CERTIFICATION RECOGNITIONS 09 NEW MEMBERS LIGHTING MANAGEMENT FUTURE TRENDS & BUSINESS 10 A LIGHTING CONTRACTOR’S DIGITAL MARKETING JOURNEY By Bill Brunette, EcoEngineering 12 NLB RECOGNIZES TRUSTED WARRANTIES By Craig DiLouie, CLCP, LC 14 2021 REBATE SNAPSHOT By Craig DiLouie, CLCP, LC PROJECT SPOTLIGHT CASE STUDIES 29 ROBINSON INDEPENDENT SCHOOL DISTRICT CASE STUDY 30 UPGRADING THE LIGHTING SYSTEMS AND CONTROLS AT ST. PETER’S CHURCH, WASHINGTON, D.C. SPECIAL SECTION 16 NALMCO 68TH ANNUAL CONVENTION & TRADE SHOW: BREAKING TRADITIONAL BARRIERS ADVERTISING INDEX Acuity, Inside Front Cover Altec, Inside Back Cover ESI, Inside Back Cover GE Current, 09 Overdrive Lighting, 13 Steamlinx, 13 AUGUST 2021 VOLUME 49 NUMBER 3

TRAIN STAFF WITH QUALIFIED CERTIFICATION PROGRAMS

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:

1. Offer cost-effective resources to train your staff.

2. Are convenient. Study manuals, training modules and exams are offered online.

3. Increase efficiency and reduce liability. Trained technicians are effective and have fewer accidents.

4. Provide credibility. Stand out as a leader and acknowledge your achievements in the industry.

TECHNICAL CERTIFICATIONS

CALT

CERTIFIED APPRENTICE LIGHTING TECHNICIAN TM

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

CERTIFIED SENIOR LIGHTING TECHNICIAN

CSLT

TM

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

CLCP

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 ®

CLMC

®

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).

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MEMBERSHIP RESOURCES

RECOGNITIONS CERTIFICATION

Congratulations to the following individuals for earning their professional designations between April 1–June 1, 2021.

CERTIFIED APPRENTICE LIGHTING TECHNICIAN ™ (CALT ™ )

BEST SIGN GROUP

Michael Jones, CALT COLORADO LIGHTING, INC. Michael Civitate, CALT

CONTROL SMART LIGHTING

Leighton-Jon Anthony Smith, CALT

CORPORATE ELECTRIC COMPANY LLC

Bryce Brooks, CALT Pao G. Vang, CALT

ENERGY MANAGEMENT COLLABORATIVE

Zachary Glass, CALT

FACILITY INNOVATIONS GROUP

Sara Studebaker, CALT

FACILITY SOLUTIONS GROUP NATIONAL ACCOUNTS

Jooeun Kang, CALT Forrest Sprague, CALT

SITELOGIQ Brian Beltram, CALT

SUNSET LIGHTING

Virginia Alvarez, CALT

SUPERIOR LIGHTING INC.

Jason Robbins, CALT Noah Sweet, CALT

YESCO ARKANSAS NORTHWEST

Travis McGrew, CALT

YESCO, LLC Vince Tomanio, CALT

INDEPENDENT

Emily Abt, CALT, CLCP Jason D. Kilpatrick, CALT William M. Meadows, CALT Solveig Ottoson, CALT Tyler Alan Stadler, CALT Mike Todd, CALT David Velasquez, CALT

CERTIFIED SENIOR LIGHTING TECHNICIAN ™ (CSLT ™ )

AVAIL SERVICES Denise Dee Nichols, CSLT

ENERGY MANAGEMENT COLLABORATIVE

Doug Meyer, CSLT Elizabeth Overbo, CSLT

INDEPENDENT Rothana Thorng, CSLT

NEW CERTIFIED LIGHTING CONTROLS

PROFESSIONAL ® (CLCP ™ ) BLU54 Aaron Ruter, CLCP

FISK ELECTRIC David Daniel York, II, CLCP

GRAYBAR Carly A. Quezada, CLCP

ROLISON CONSULTING SERVICES John Rolison, CLCP

SECURE ENERGY SOLUTIONS Paul Henry, CLCP

STEVENS SALES CO. Brett Olsen, CLCP

WSP USA David Kunak, CLCP

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INDEPENDENT

Emily Abt, CALT, CLCP

Landon Pace, CLCP

NEW CERTIFIED LIGHTING MANAGEMENT CONSULTANT® (CLMC®)

ENERGY MANAGEMENT COLLABORATIVE

Nick DeVoe, CSLT, CLMC

WESCO DISTRIBUTIONS

Kimberly Ann Carrigan, CLMC

Todd Kenter, CLMC

David Santosuosso, CLMC

NEW

MEMBERS

PROFESSIONAL MEMBERS

ROBIN KRUSKOL

Green Street Electrical Magic Corp. Bakersfield, Calif.

Phone: (661) 220-9700 greenst.electricalmagic@gmail.com

TOM SEEKINS

Siemens

Cumberland Center, ME Phone: (207) 653-8434 thomas.seekins@siemens.com

9 LM&M | August 2021 MEMBERSHIP RESOURCES

A LIGHTING CONTRACTOR’S DIGITAL MARKETING JOURNEY

Like most organizations, our company’s employees are experienced web users and personally active on social media platforms such as Facebook, Instagram, Snapchat, TikTok, Twitter and LinkedIn. As a result, we have no shortage of internal ideas regarding our website and social media actions for the company. Expand our digital presence, they say, and we will increase our project volume. We even will be able to attract future employees to the company through these channels. Is it really that easy?

Questions about general marketing issues have persisted since our founding in 1993. Questions about digital and social media marketing have been more prevalent in recent years. What is best suited for us, a national lighting contractor? What media channels could create more awareness for our company? How do we effectively promote our expertise outside of traditional meetings and conferences?

Our company’s journey in the digital marketing world has been filled with encouraging results, numerous missteps, and continued questions. This article is intended to share these experiences and offer insights to fellow NALMCO members. We have a saying at our company that mistakes are treasures to be shared. It is my hope that some of our lessons will help other contractors in their own digital marketing.

The Early Years

During the 1990s and 2000s, our marketing was primarily creating collateral about our company or an occasional case study about a project. This started as paper-based documents provided to our sales organization in support of their face-to-face prospect meetings. As time passed, we created a website that was essentially an electronic version of our paper-based handouts. We could not justify staffing a marketing position internally due to our size, so

all actions were coordinated through multiple third-party marketing resources on a time and material basis.

Key lessons learned were as follows:

• Marketing is more than collateral. Whether in paper form or on a website, we learned that a “one way” company snapshot had limited impact. Our messaging had to become interactive instead of one-way communication. We needed to share insights on the industry, design issues, installation issues, and similar.

• Websites age quickly. It seemed that as soon as we created a new company website, it was already outdated. What would compel a visitor to return to the site? As information on our site became static, we feared that prospects world would think the same of our overall company.

• Consistency is a challenge. Because we used multiple third-party marketing resources and did not have an internal person dedicated to marketing, we struggled with consistency. The appearance of our collateral varied. The website, too, looked different and had yet another combination of content.

Recent Years

Our marketing efforts evolved over the last decade. In many ways these recent years were a period of experimentation with most “tests” occurring on social media platforms. We grew to a level where we justified staffing an in-house marketing position to lead our efforts. We set up social media accounts and our posts included a regular trickle of low-cost animation, video and relevant current event items. We had so few followers on any social media platform that posts were wide and varied.

Our website went through two changeovers during this time and can now be easily updated without deep skills being required. The site became more interactive with optional downloads, varying media links and information gathering techniques. We have an automated newsletter

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with content feeds coming from a variety of industry sources, including NALMCO. Our sales organization still has need for collateral, but most is now flexible and can be customized as opposed to being in a rigid format.

Primary lessons learned included the following:

• Actions without a strategy is a problem. With easy access to media channels for marketing, we allowed a free flow of messages. However, these actions became disjointed and were affected by the inconsistency bug that plagued us previously. We have learned to spend more time on broader marketing strategies and plans rather than on actual tactics.

• Content is king. Website updates, social media posts and newsletter feeds are simple steps to complete. However, without a method for developing and creating new content, we were challenged to have a steady stream of messaging. We learned that having a plan for new and on-going content was critical for on-going marketing.

• Social media platforms serve different needs. We created a company presence across three social media platforms: LinkedIn, Twitter and Facebook. Initially our content and messaging were the same across the three. We now alter content based on the platform. LinkedIn is used primarily to share broader industry content. Twitter is used for short bursts of information that link to our website. Facebook is used only to promote employee or human-interest content.

• Marketing generalist versus specialist. As we are not a large corporate entity, we learned that our in-house marketing resource must have skills that span a full range of marketing areas such as social media, website design, market intelligence, industry association tradeshows, organizing webinars, and similar. Staffing the position with a marketing generalist has more impact than filling the role with a person who is a specialist only in one or few of these areas.

The Years Ahead

Like other aspects of our business, we cannot afford to sit idle in our marketing efforts. New hurdles are ahead of us. How do we measure the impact of our marketing? What expectations do we have for our employees in their own social media posts? What is the ideal blend of in-house versus third-party marketing expertise?

While there is still much for us to learn in digital marketing, we are pleased to have built the foundation we have in place today. The lessons learned thus far should allow us to be nimbler and more effective as we face twists and turns into the future. Knowing the importance of a marketing strategy with tactics supporting that strategy, the need for on-going content, and the different techniques to be used across social media and other platforms will help us clear the next hurdles on our journey.

Bill Brunette is Vice President of Sales and Marketing at Eco Engineering, Inc. Based in Cincinnati, Ohio, EcoEngineering is a design-build turnkey lighting contractor with projects spanning the United States and Canada. Bill can be contacted at bbrunette@ecoengineering.com.

11 LM&M | August 2021 FUTURE TRENDS & BUSINESS

NLB RECOGNIZES TRUSTED WARRANTIES

Lighting management companies routinely deal with warranty issues for lighting products that they maintain and/or install as part of an upgrade. These issues take on even more importance when the supplier is relatively new.

In all cases, the lighting management company wants to know: Is the warranty easy to find, clear in its terms, and honored in an expeditious manner?

To support the industry, the National Lighting Bureau (NLB) developed the Trusted Warranty Evaluation Program. Manufacturers apply for an audit against public criteria and receive a Trusted Warranty certificate, which they can display along with the associated seal in their marketing materials.

“There are companies, some of which are new, that have great innovative products, but the market has been reluctant to use products from unfamiliar manufacturers,” said Howard Lewis, chair of the NLB.

“By offering a trusted warranty, we hope to put the market at ease that a particular product, and the company, can be trusted.”

For manufacturers, the program provides a way to demonstrate they stand behind their products,

differentiating themselves from potential bad actors. In particular, new manufacturers can use it to build trust. For lighting management companies, it can help make dealing with warranty issues easier while addressing risk in recommending and installing new suppliers and products. Lighting product and component manufacturers who sell in the United States and Canada are eligible to apply. The program’s criteria cover accessibility, internal support, clarity, relation of terms to reliability testing, warranty insurance based on length of warranty compared to years in business, and responsiveness to warranty claims. These criteria are valued at 11 points, of which the manufacturer must earn eight to quality for the Trusted Warranty certificate.

Formal warranty. The auditor verifies the manufacturer has a documented warranty that is readily accessible on its website and supported with formalized internal procedures and resources.

Warranty language. The auditor verifies the warranty is concisely and clearly written, including a start date. If prorated, the warranty must clearly identify it as such and define how proration is calculated and what it means.

Warranty insurance. Either the manufacturer must have been in business longer than the warranty length or provide warranty insurance that will cover any obligations.

Technical evaluation. The auditor will check two randomly chosen SKUs for reliability testing, with credit given for each SKU for which reliability testing was completed, whether internal or external.

Claims review. The auditor will randomly choose three claims from the preceding 12 months and evaluate the trail from notification to completion of the claim. The auditor will then evaluate whether the manufacturer acted expeditiously.

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2021 REBATE SNAPSHOT

While the COVID pandemic reduced expenditures in 2020 and resulted in many programs shifting from in-person to virtual inspections, utility commercial market lighting rebates continue to be available in 75 percent of the United States, according to BriteSwitch’s 2021 rebate database. In review, rebates incentivize users to consume less electrical energy, as the cost of the rebates is lower than the cost of building new generating capacity.

What you should know:

• While custom rebates are available, the majority of rebates are prescriptive—i.e., consisting of a cash amount given per qualifying product installed.

• The rebate is often capped at a maximum percentage of its product cost to avoid a “free ride” and ensure the user pays part of the cost.

• Prescriptive rebates are typically paid directly to the customer, though “midstream” or “instant” rebates— typically covering retrofit lamps—involve the distributor providing the rebate at the point of sale.

• Rebates cover 10 to 70 percent of the product cost, with an average 20 to 25 percent payback improvement, according to BriteSwitch.

• A significant number of utilities offered temporary bonus rebates to boost participation after weak demand in 2020.

• After passage of a controversial law in late 2019, Ohio’s major investor-owned utilities reportedly discontinued their programs by the end of 2020.

LED Rebates

Most lighting rebates are now LED rebates, with the most popular covering LED replacement lamps, downlights, high-bays, parking garage luminaires, troffers/linear panels, and outdoor, as shown in Table 1.

What you need to know:

• After a decade of declining rebate amounts per product reflecting falling costs, rebate amounts are relatively flat in 2021 compared to 2020.

• A majority of rebate programs qualify products by requiring listing on the DesignLights Consortium’s (DLC) Qualified Products List.

• Version 5.0 of the DLC requirements was delayed, taking effect in February 2021. Version 5.0 raised minimum efficacy and required reporting of dimming capability, with DLC Premium generally required to be dimmable.

• Version 5.1 takes effect December 31, 2021. It expands reporting to include lighting quality attributes while requiring dimming for many products.

Table 1. Average prescriptive rebate per product for LED product categories covering a majority of general lighting applications, U.S. and Canada, 2019-2021. Source: BriteSwitch, February 2021.

4' LED T8 Lamps

Replacement Lamps (medium base, A19, PAR, BR)

$5 $4 $4

$65 $5 $4

Pin-Based (CFL-ni replacement) $13 $7 $7

Downlights

$32 $31 $33

Troffers / Flat Panels $58 $58 $33

Screw-in HID (mogul replacement lamp, corncob)

$57 $53 $53

Wall-Mount Luminaires $98 $92 $91

Parking Garage Luminaires

$102 $94 $94

Outdoor Pole-Arm Mount $102 $98 $97

High-Bay Luminaires $125 $120 $121

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LED Product Type 2019 2020 2021

AGENDA

*This agenda is subject to change

SUNDAY, OCTOBER 10, 2021

8:00 AM–12:00 PM

12:00–5:00 PM

CLMC Content Review Session

WEDNESDAY, OCTOBER 13, 2021

7:30–8:30 AM

Breakfast with Exhibitors

Emergency Lighting, Norma Frank, CLMC, LC, President, Colorado Lighting, Inc.

2:00–4:30 PM 6:30–8:30 PM 8:00–9:00 AM

Trade Show Set-up/Exhibitor Move-In CLMC Exam

Exhibitor Welcome Cocktail Reception

MONDAY, OCTOBER 11, 2021

9:00 AM–2:50 PM

11:30 AM–12:20 PM 11:30 AM–4:00 PM

3:00–4:00 PM

– Learning Labs

Breakfast with Exhibitors

Learning Lab Sessions

Lunch and Presentation

NALMCO’s Workforce Development Solutions, Brian Baker, CLMC, CLCP; and Kim Cagle, CLMC, CLCP

Exhibit Hall Open

Networking Reception

TUESDAY, OCTOBER 12, 2021

7:00–8:00 AM

8:00–8:30 AM 8:30–9:30 AM

Past President’s Breakfast Breakfast with Exhibitors

Welcome and Opening Remarks

Post-Pandemic Business Continuity, Bob Mellinger, Founder and CEO, Attainium Corp.

8:30–9:30 AM 9:40–11:10 AM

11:10 AM–12:10 PM 12:10–1:10 PM

One-on-One Appointments

Diversify and Sustain Panel Discussion: Horticulture Lighting and Temperature Kiosks

Lunch and Closing Comments

9:45 AM–12:30 PM

12:45–1:45 PM

2:00–3:30 PM

3:45–4:45 PM

Networking Event (Speed Dating)

Annual Meeting & Awards Lunch

One-on-One Appointments

Diversify and Sustain Panel Discussion: UV Lighting and Electric Vehicle Charging Stations, facilitated by Bob Mellinger, Founder and CEO, Attainium Corp.

6:00–7:00 PM

Networking Cocktail Reception

1:30–3:00 PM 3:05–3:30 PM 3:35–5:00 PM 6:00–8:00 PM 8:00 AM–2:30 PM

One-on-One Appointments

Associate Members Meeting

Trade Show Tear-Down

THURSDAY, OCTOBER 14, 2021

Networking Reception NALMCO Golf Tournament

GENERAL SESSIONS

Long before the pandemic hit, the lighting industry realized the importance of keeping up with fast-paced change through continuity and diversification while supporting current business and practices. It is used to shifting sand and the creativity coming out of 2020 is proof that NALMCO members are never shaken.

During Convention, we will hear from an expert in business continuity as well as seasoned experts from the lighting field on ways to keep the business ball rolling as you progress into the future doing what you do best: lighting up an ever-changing world.

NALMCO’s Workforce Development Solutions

Brian Baker, CLMC, CLCP, and Kim Cagle, CLMC, CLCP, NALMCO certification committee co-chairs

Join Brian and Kim as they address the best ways to recruit and retain a qualified workforce using NALMCO’s four certification programs: Certified Lighting Apprentice Technician (CALT), Certified Senior Lighting Technician (CSLT), Certified Lighting Controls Professional (CLCP) and the Certified Lighting Management Consultant (CLMC).

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Should Your Business Continuity Plan Look Like Now?

How do organizations continue to function in the event of a major disruption? Answer: by executing their business continuity plans. But first, you must have one.

It's time to take a hard look at your business continuity and crisis management planning, or lack thereof, to help your organization become more prepared and resilient.

Learn the types of disruptions that can affect business operations and how to develop a strategy to handle these unforeseen occurrences. We will discuss business continuity vs. disaster recovery, the principles of emergency management (awareness, preparation, mitigation, response and recovery), the components of a business continuity plan and what you need to do to get started developing a plan.

Considering that many have recently experienced crises in addition to the COVID-19 pandemic, we'll discuss:

1. what worked and what didn't;

2. identifying and understanding weaknesses and vulnerabilities;

3. how to correct these deficiencies in planning;

4. and if you don't have a plan, where to start.

Albert Einstein said, “Everything should be made as simple as possible, but no simpler.” Let’s apply this principle to your business continuity planning.

Bob Mellinger, CBCV, is the founder and president of Attainium Corp, which delivers business continuity, emergency preparedness and crisis management services to commercial enterprises and associations. For more than 30 years, Bob has provided business solutions and strategic guidance to these entities.

Bob is a frequent speaker on the topics of business continuity, contingency planning, emergency preparedness, and crisis management. He delivers sessions ranging from The Basics of Continuity Planning to the Impact of Today’s Threats and Hazards, as well as

customized, interactive mock-disaster tabletop exercises known as the Disaster Experience. He has been a guest lecturer at the graduate level on business continuity and emergency preparedness at George Washington University, Florida Atlantic University, Massachusetts Maritime Academy, Virginia Commonwealth University, and the University of Delaware.

Organizations that have invited Bob to speak include Association for Continuity Professionals (ACP), Building Owners and Managers Association, International Facilities Management Association (along with many local IFMA chapters) and American Society of Association Executives.

Let’s Illuminate the Maintenance Opportunity for Emergency Lighting in the LED World!

Norma Frank, CLMC, president and owner of Colorado Lighting, Inc. (CLI Services); Christopher Frank, CLMC, general manager, Colorado Lighting, Inc. (CLI Services); and Jeff Price, vice president of sales, Acuity Live Safety Solutions, Acuity Brands Lighting

Tens of millions of exit signs are in use in North America in public facilities, commercial buildings and multi-unit housing denoting the location of the closest emergency exit in case of fire or other emergency that requires evacuation. Most relevant codes (fire, building, health, or safety) require exit signs to be permanently lit day or night. When a fire or natural disaster leaves buildings without power, these signs remain intact and illuminated to guide those inside to safety. The decline and strength of light provided by the aging LEDs inside the exit fixture, as they dim with age, could cause a significant reduction in visibility. This begs the question: does that older exit sign still produce sufficient brightness to see your way to safety in a smoky life-threatening situation?

A new study sponsored by NALMCO, funded by the McClung Foundation, and conducted by the Lighting Research Center seeks to answer this question. The result may be a new method for testing exit sign visibility in the field. In this session, Norma Frank and Chris Frank from Colorado Lighting, Inc., along with Jeff Price of Acuity

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What

Brands, will present and update on the study, which is now in progress, as well as the state of the art of life safety and the opportunities NALMCO could capitalize on within this industry segment.

clients, enhances the organization's image, and strives to meet overall growth objectives for CLI Services. Chris serves on many industry advisory committees and has been actively involved with NALMCO for 12 years. He served on the board and was voted in as president of NALMCO for the 2017–2019 term.

Norma Frank, CLMC, president and owner of Colorado Lighting, Inc. (CLI Services) concentrates her major efforts on sales, public relations and marketing. Norma has been part of the lighting industry for over 45 years and values continued education. She holds a Certified Lighting Management Consultant (CLMC) designation and a (NCQLP - LC) designation with the National Council on Qualifications for the Lighting Professions. Norma has been an active member of NALMCO and IESNA and for over 40 years, serving a term as NALMCO’s President in 1994–1995. In that leadership role she worked closely with the Environmental Protection Agency and the US Department of Energy on their programs for energyefficient lighting. Norma currently is the chairperson of the Illuminating Engineering Society’s Maintenance Committee and oversaw a $500,000 grant awarded to NALMCO/IESNA Maintenance Committee to study Dirt Depreciation and its effect on a lighting system which resulted in the IES publication RP-36. Norma is working as consultant on the grant to identify the impacts of LED exit sign luminance degradation with The Mount Sinai Light and Health Research Center. The grant sponsors include Colorado Lighting, Inc. (CLI Services), NALMCO, and the principal funder, the Jim H. McClung Lighting Research Foundation.

Jeff Price is currently the vice president of sales, Acuity Life Safety Solutions with Acuity Brands Lighting. Jeff has been involved in emergency lighting for 25+ yrs. During his tenure he has gained progressive experience in various departmental responsibilities and developmental functions such as technical services, product management, regulatory, marketing, sales, and product development. He also has participated with the UL 924 STP, served in the NEMA EM02 section and is an honorary member of the North Carolina Building Inspectors Association.

Christopher Frank, CLMC, has been working in the industry since 1996 and is the general manager of Colorado Lighting, Inc. (CLI Services). CLI Services is a fullservice lighting, electrical and commercial sign contractor that provides sustainable energy efficient solutions from consultation through installation and recycling. Chris focuses on the day-to-day business activities, supports staff development, encourages efficiency, drives sales and improves revenue, maintains relationships with

19 LM&M | August 2021 SPECIAL SECTION

Diversify and Sustain

With the need for lighting companies to diversify during the pandemic, the NALMCO program committee developed panel discussions illustrating how companies successfully shifted to new verticals in 2020.

These success stories will give you information and spark ideas you may implement within your company to ensure a stronger future.

Panel 1: UV Lighting and Electric Vehicle Charging Stations

Moderator: Bob Mellinger, CBCV, founder and president, Attainium

Corp

Panelists: Bernie Erickson, CLMC, executive vice president, Facility Solutions Group; and Kim Cagle, CLMC, CLCP, director of business operations, A&K Energy Conservation, Inc.

Panel 2: Horticulture Lighting, Temperature Kiosks and As A Service Services

Moderator: Dean Ernst, vice president of sales and marketing, Retrolux Panelists: Jacob Palombo, product group director, Acuity Brands Lighting; Derral Ward, vice president of sales and marketing, Howard Industries, Inc.; and Bernie Erickson, CLMC, executive vice president, Facility Solutions Group

Dean is driven to succeed and has a passion for helping others. With an extensive background in business and the lighting industry, his knowledge and dedication provide leadership to the team.

Bernie 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.

Kim is the director of business operations at A&K Energy Conservation. His responsibilities include reviewing and evaluating business processes and procedures for A&K Energy and ensuring that company has the most up-to-date and relevant tools available. Before he joined the A&K team, Kim worked in the recreational products manufacturing industry. He has a broad base of experience, having held positions as district service representative, district sales manager, senior sales representative, and senior applications engineer. Kim sits on the certification committee for NALMCO.

Jacob Palombo has worked for Acuity Brands for over seven years leading the Industrial High Bay group, launching products such as the Lithonia IBG, XIB, and Compact Pro LED High Bays. Over the last four years, Jacob has been collaborating with academic horticulture and plant physiology researchers and meeting with cultivators in order to develop Acuity Brand’s strategy in launching their new horticulture lighting brand, Verjure.

Derral Ward is the vice president of sales and marketing at Howard Lighting products for the past 20 years. He is responsible for project expansion, marketing and sales. Derral served on the National Association of Independent Lighting Distributors board of directors, Atlanta Electrical League board of directors and IES in Houston board of directors.

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SPECIAL SECTION

EXCLUSIVE VALUE-ADDED NETWORKING OPPORTUNITIES

The re-designed 2021 Annual Conference adds greater value to networking opportunities:

• Four Networking breakfasts in the Exhibit Hall. Free time to enjoy breakfast, visit exhibits and chat before activities begin.

• Four Networking Receptions. Fun and interactive receptions designed for casual interactions.

• Sunday evening’s reception is extended with food stations designed so you don’t have to dine out. Stay and greet everyone you’ve missed in 2020!

• Monday and Tuesday evening receptions are lighter, shorter receptions to allow you to connect before dining out.

• Wednesday evening’s reception offers a meal and time to mingle with the crowd and simply enjoy your evening together.

• Networking Event

• *New* for 2021 the Networking Event will be restricted to only one General Member and one Associate Member from each company to allow for social distancing. Plan ahead to assign shifts to your company attendees.

• Fast-paced networking event designed to have each General Member speak to each Associate Member for two minutes.

• It is not designed to display products/services.

• Each General Member Company will have its own small table.

• Associate Companies will meet with the General Members, one-on-one, for two minutes. Associates need to be prepared to give their elevator speech.

• Music signals Associates to move to the next General Member table.

• Bring at least 100 additional business cards

• One-on-One Appointments

• NALMCO will provide all attendees with One-onOne appointment cards.

• Make appointments during the Sunday and Monday evening receptions, Monday and Tuesday morning breakfast and during the Networking Event.

• Too many appointments and not enough One-onOne slots? There are plenty of networking breaks, including the extra day, throughout the program for General Members to stop by Associate Member booths!

DESTINATION

The 68th NALMCO Annual Convention and Trade Show is surrounded by 36 holes of championship Orlando golf and 15 acres of recreation. The Omni Resort and is located 20-minutes from Universal Studios and SeaWorld.

• 36 holes of championship golf

• •18-hole miniature golf and lighted 9-hole par 3

• Complimentary scheduled shuttle transportation provided to the Walt Disney World® Theme Parks (24-hour reservations are required).

• Pool with private cabanas, wave pool and zero-entry family pool with a 125-foot corkscrew water slide and water tower

• 850-foot lazy river with shooting water cannons, arched waterspouts and a waterfall

• Basketball court

• Multiple dining outlets

You’ll love these additional amenities for NALMCO attendees*:

• Rates are available three days prior and three days post event

• Complimentary fitness center access (for those who stay at hotel)

• 10% discount on spa services

• 10% discount on golf rates

• Complimentary wireless internet in guest rooms

• Complimentary wireless internet in meeting space

• $5.00 Self-parking discount

• No Resort fee

• Ability to cancel rooms at no penalty up to three days prior to arrival (if within 72-hours, penalties apply)

*Exclusive for booking within NALMCO’s room block.

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SPECIAL SECTION

HOTEL INFORMATION

Omni Orlando Resort at ChampionsGate

1500 Masters Boulevard

ChampionsGate, Florida 33896 (407) 390-6664 www.omnihotels.com/hotels/orlando-championsgate

Room Rates and Reservations

Omni is offering a reduced rate for sleeping rooms as follows:

• Single or Double: $195+/night

• Triple: $225+/night

• Quad: $255+/night

To reserve your room online, go to https://www.omnihotels.com/hotels/ orlando-championsgate/meetings/ nalmco-2021-10082021

To reserve your room by phone, call 1 (800) 843-6664 (1-800-THE-OMNI) and refer to NALMCO.

The cut-off date to book rooms is on Wednesday, September 15, 2021. After September 15, the remaining rooms will go back into inventory and be sold at a higher rate.

Please make your reservations early. While the hotel will guarantee the lower room rate until September 15, 2021, this does not mean they can guarantee that rooms will be available. There are a limited number of rooms set aside at the hotel for NALMCO. Rooms are on a firstcome, first-served basis.

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

TRANSPORTATION INFORMATION

The Orlando International Airport (MCO) is an approximate 30-minute drive to the Omni Hotel Orlando Resort at ChampionsGate. Ground transportation options include car rental, Uber, Lyft, Wingz, shuttle vans, local bus and taxi. The Omni does not provide an airport shuttle.

For more information go to: www.orlandoairports.net

Per day, self-parking at the Omni is discounted to $5.00.

JOIN US FOR THE GOLF TOURNAMENT

Join us Thursday, October 14, 2021, for some competitive fun before heading back to reality.

This year’s golf outing is at the International Course on location at the Omni Resort!

The International Course was recently ranked no. 9 in the top overall ranked courses by GOLF Advisor. The 7,363yard links-style International Course is home to sprawling greens and wind-swept dunes, featuring 18 of the most dramatic and challenging holes in the state.

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SPECIAL SECTION

HEALTH AND SAFETY

The health and safety of our attendees is NALMCO’s top priority. You can expect that NALMCO and the Omni Orlando Resort at ChampionsGate will follow the CDC’s most updated health and safety protocols.

In turn, NALMCO asks that each attendee takes personal responsibility to do your part and minimize the potential of the spread of communicable diseases at the Event.

1. Stay home if you develop a fever or have had exposure to any contagious illness, including COVID-19, within two weeks of traveling for the Event.

2. Stay in your hotel room and notify NALMCO Staff if you develop a fever or learn that you have been in contact with someone who is diagnosed with any contagious illness, including COVID-19, within two weeks before traveling to the NALMCO Annual Convention and Trade Show.

3. Abide by and engage in health and safety measures as defined by the Center for Disease Control (CDC) guidelines.

4. Contact NALMCO Staff if you develop a fever and/or other symptoms related to a communicable disease including COVID-19 within fourteen (14) days of attending the Event.

At Omni Hotels & Resorts, the health and safety of our guests and associates has always been, and always will be, our top priority. COVID-19 has changed every facet of our world and the way we do business. In an effort to Stay A Part of Safety, we have updated our already thorough cleaning guidelines and implemented additional processes and procedures to ensure your health, safety and comfort as part of the new “Omni Safe & Clean” initiative. Within each of our individual hotels and resorts, guests can expect to see the following standards implemented allowing our associates to provide exceptional service in a safe environment. The Omni Safe & Clean initiative follows the guidelines set forth by the Centers for Disease Control and Prevention (CDC) and each individual Omni location will adhere to local and/or federal mandates. Protocols and guidelines from these authorities are expected to evolve, and as such, so will our below processes and procedures. Similarly, these guidelines meet or exceed the “Stay Safe” initiative set forth by the American Hotel & Lodging Association (AHLA).

We are confident in our entire family of associates’ ability to welcome you safely back at our hotels across North America, with the personalized service you’ve always known and trusted.

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SPECIAL SECTION

ROBINSON INDEPENDENT SCHOOL DISTRICT CASE STUDY

THE SOLUTION

Mysupplier supports smart ecosystems, which collect the building’s occupancy and lighting data from sensors to provide a thorough analysis of the building. Mysupplier can continuously capture building occupancy and lighting to drive optimization. Its solutions bring together IoT, data analytics and human-centric lighting to transform conventional workspaces into energy-efficient and productive infrastructures.

THE CHALLENGE

Robinson Independent School District’s mission was to improve their facilities through a comprehensive infrastructure renovation project. Partnering with Mysupplier, Robinson ISD developed a plan to update seven buildings across the district—a $7 million project impacting learning environments for more than 2,400 students.

A critical need identified by both Mysupplier and Robinson ISD was an intelligent, energy-efficient lighting solution to create brighter classrooms and other indoor and outdoor spaces with LED lights. In their search for the right fit, Mysupplier prioritized solution providers that could support the project’s deliverables:

1.Save 1.5 million kWh (kilowatt-hours) annually, an amount equal to powering 124 homes

2.Reduce campus utility usage by 28.9 percent, which helps save an average of $451,206 in energy expenses annually.

3.Generate $9 million in guaranteed capital savings over the 20-year life of the project.

Outfitting a district with a brand new, comprehensive lighting solution is no easy feat. To complicate things further, the Robinson ISD project schedule was interrupted by the global COVID-19 pandemic. To overcome these obstacles, Mysupplier partnered with energy services leader, Schneider Electric, to deliver on all fronts, on time, while ensuring the safety of everyone involved.

Mysupplier retrofitted or replaced all indoor and outdoor lighting throughout all school district locations to high efficiency LED, reducing energy use by more than 1,000,000 kWh’s per year, a 62 percent energy reduction while also improving lighting and the visual environment. This included replacing broken lenses and upgrading sockets to ensure new lighting is safe, aesthetically pleasing and consistent throughout district.

THE RESULTS

Mysupplier’s collaboration with Schneider Electric delivered vastly improved aesthetics, and efficient lighting design for substantial savings—all within the extraordinary circumstances of the pandemic.

“Mysupplier performed well under the cloud of COVID-19 and kept the project on time and on budget,” said Ken Wheat, project manager at Schneider Electric. They produced high-quality results, performing one to two percent spot checks throughout, and implemented intelligent tools new to Robinson ISD, including a real-time construction web portal. Pre- and post-project foot-candle readings indicated clearly that light levels in Robinson’s facilities were consistent with or improved from their original levels. Wheat also noted specifically how helpful it was to have an electrician and lighting expert as a go-to project leader with specialized knowledge of any and every possible factor.

Since completion of the project, Robinson ISD has received numerous compliments on the new lighting design, with visitors specifically impressed by the LED retrofitting in the parking lot and the brighter indoor spaces illuminated with brighter 5000K color.

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PROJECT SPOTLIGHT

UPGRADING THE LIGHTING SYSTEMS AND CONTROLS

AT ST. PETER’S CHURCH, WASHINGTON, D.C.

Submitted by Associate Members Altech Electronics and Avi-On Controls

THE OPPORTUNITY

Originally planned in 1664, St. Peter’s Roman Catholic Church in Washington, D.C. was completed in the 1820s. Due to its proximity to the United States Capitol Building, frequent members of the church include Congress and congressional staffers. Located on a 400-acre lot in Capitol Hill, the Church hosts weekday and Sunday video mass services, along with Saturday Vigil. The Church began renovation processes in early 2020, and as a result, adequate lighting was needed to effectively illuminate the aesthetics of the Church during mass service hours.

THE OBSTACLES & OBJECTIVE

Previously, church staff were required to go to the panel and switch breakers, in accordance with each service type, to modify the lighting scenery. As a result, Father Gary Studniewski had an objective to accentuate the altar and chandelier, while being able to conveniently schedule different light patterns for specific services. In addition, to efficiently light up the sanctuary, Father Studniewski was looking for a commercial fixture that fit the scenery of the Church. Thus, St. Peter’s Church turned to Salsbury Electric—a contractor in the area for completing multiple successful lighting church projects—for a suitable solution.

THE LIGHTING SOLUTION

As a result of the objectives the customer provided, Salsbury Electric coordinated with Allround Energy to procure Altech Electronics’ energy-efficient LED UFO High Bay fixtures and Avi-On Controls to provide energy savings and controllability to the Church’s operations.

Avi-On provided both remote and onsite tech support and commissioning to ensure the lighting scenes were functioning as desired, during and after installation.

THE RESULT

St. Peter’s Roman Catholic church realized immediate savings. With the combination of Altech’s LED fixtures and Avi-On’s integrated controls system, the Church is now enjoying approximately $3,000 in annual energy savings. The total control of the lighting systems facilitated the customization of different lighting scenes, and further optimized visibility at the altar and sanctuary during mass service rituals.

Furthermore, with the 80+ CRI rating of Altech’s LED UFO High Bay fixtures, small crosses that were etched onto the marbled walls over a century ago, during reconstruction, were found and visible, and were subsequently painted gold. Coupled with the high lumen efficacy and uniformed distribution of the LED fixtures, the color of the marbling and granite surfaces were simply breathtaking under the French stained glass on a sunny day.

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PROJECT SPOTLIGHT
USA DESIGNED • USA MANUFACTURED • USA ASSEMBLED ENERGY SOLUTIONS INTERNATIONAL • WEST ST PAUL, MN • WWW.ESILIGHTING.COM • (651) 268 - 6060 BEFORE AFTER 400% illuminance level increase with a 66% energy reduction Scan the QR code to learn more about our DesignedtoFit products
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