5 Adopt and maintain a company policy regarding specification integrity.
Write a policy statement on luminaire specifications to be distributed
to your design clients, key project decision makers, and other project
team members.
6 Develop a strong relationship with the client so that they are educated and
understand the need and benefits of a particular lighting product. Table
top demonstrations and mockups can be helpful. In addition, many
reputable manufacturers can often provide a list of projects locally
or around the country, that may reference a helpful installation of the
product.
7 Meet with key representatives of your local manufacturers’ agencies to
discuss your policy and how to work together to maintain the integrity of
your lighting specifications. Maintain an up to date list of manufacturer’s
contacts with their phone numbers and email address.
8 Understand the channels of specification including project design team,
electrical contractor, distributor, manufacturer and owner/client.
a A lighting manufacturer typically sells their products thru a distributor,
who provides products and services to an electrical contractor. Markups
added to the manufacturers price, by the distributor and electrical
contractor are customary — but need to be carefully monitored.
Markups can vary pending which contractor is selected, project type,
product type, location and other factors.
b After the lighting designer specifies the lighting products and
equipment for a project, electrical contractors bid for the project based
on the documentation provided. Later, the electrical contractor
purchases lighting and other electrical equipment, wiring, devices, etc.
from a distributor. Sometimes “packaging” occurs when manufacturers
representatives and/or distributors offer discounts for substituting the
specified product with another brand that they regularly carry. Keep in
mind, distributors can acquire ANY product, but may provide more
competitive pricing on products from manufacturers they are authorized
to represent or have pre-existing relationships with. Most qualified
distributors and electrical contractors will provide the project as
specified and documented.
Note: Be aware that the electrical contractor has typically been hired to provide the
electrical portion of the project within a certain budget (eg. their bid proposal). An
electrical contractor may wish to take advantage of “packaging” and substitution in an
effort to make additional profit on the project, by substituting the more costly products
with less expensive (and sometimes inferior) products and pocketing the difference.
Other times, they may pass a marginal savings on to the owner/client as an incentive to
allow the substitutions. Owners/clients may be encouraged about savings, but may not
be fully informed or aware of the consequences.
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