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Lighting Controls


How can lighting controlbenefit the electrical wholesaler?


Tony Biggs, Senior Manager, European OEM & UK Electrical Wholesaler Sales, Lutron Electronics, argues that wholesalers can add value and increase the value of their clients’ projects with the latest LEDs and lighting controls technology.


T


he lighting industry is going through rapid change encompassing technology adoption, building and system integration, price erosion and smart enabled devices.


The developments have seen the incandescent lamp that survived for


over 100 years banned, and have lead to migration towards LED. In fact, LED is now accounting for an ever-growing significant percentage of the market. For example, at LuxLive in November it was almost impossible to find any lighting technology other than LED, which is being increasingly presented alongside controls across manufacturers. LED technology has delivered great advances in control, energy efficiency, lighting scheme design and installation. However, it has also created challenges of dimming, stock rotation, pricing management and margin opportunity.


Key reasons why the controls market is growing include: 1. Although LEDs are efficient, there is no need to light a space when no one is using it. Simple controls such as a presence detector will save even more energy 2. End clients need to reduce costs while saving energy, adding flexibility of space, improving space utilisation, increasing staff productivity and increasing rental opportunities


3. Legislation and building best practices are driving and supporting adoption with building regulation, setting standards for the energy performance of new and existing buildings in UK


4. LED price erosion. More lighting manufacturers, wholesalers and www.ewnews.co.uk


installers are embracing controls to add project value and margin to their projects 5. Needing to increase control. Often when updating from fluorescent to LED panels, spaces are over lit while their usage is frequently changing, which controls can help with It is time for wholesalers to get on board with lighting controls, helping their clients add value to their projects through presenting the benefits often supported by leading brands such as: published LED dimming compatibility, supporting with ROI calculations, recommending finance solutions, and proposals for building management system (BMS) opportunities.


Getting clients to consider lighting control as part of their projects A question that Lutron is often asked by wholesalers is how to get clients to consider lighting control in their products. Wholesalers can bring lighting control into the conversation by asking clients a few simple questions: 1. Are LEDs still efficient when they stay on even when no one is in a space? 2. Do LEDs need to stay on when the sun is shining and already too bright? 3. Is the purpose of a space frequently changing and do they have to rewire lighting circuits accordingly?


4. Does a space have multiple uses requiring different light levels for different occasions? 5. Has LED dimming ever been in the past a challenge for them?


●Continued over January 2018 electrical wholesaler | 31


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