I recently had the opportunity to interview Alfred LaSpina, LED Product Group Marketing Manager, and Aaron Ganick, Global Head of Smart Business, LEDVANCE. The topic: connected TLED-based lighting. Their responses informed an article I’m writing about this topic for the November issue of tED Magazine, the official publication of the NAED.
DiLouie: How would you characterize demand for TLED lamps and retrofit kits in commercial buildings?
LaSpina: Demand is significant for TLED lamps and retrofit kits in commercial buildings because of the tremendous energy savings and long lifetimes, which means they are basically a one-time install. Additionally, the multitude of color temperatures and occupancy controls also increase the appeal of easy-to-install LED retrofit kits.
DiLouie: How dimmable are Type A, B, and C TLED lamps? How can they be dimmed, and what are the limitations?
LaSpina: TYPE A TLED lamps can be dimmed by incorporating a specific dimming driver and dimmer, typically 0-10V.
TYPE B TLED lamps have not been dimming, but we are introducing a dimmable direct wire in early 2019.
TYPE C TLED system (lamp and specific driver) are also dimmable and limited only in the control capability. In all cases, compatibility with the dimming control is fundamental.
DiLouie: What are the benefits of tying TLED lamps together with wireless connectivity?
Ganick: Connected TLEDs offer convenience and flexibility, allowing distributors and contractors to offer dimmability without needing to run dimming wires. End users appreciate the labor savings because of the easy commissioning.
DiLouie: Why did you develop connected TLED products? What was the demand?
Ganick: By developing wireless connected lighting products, including LED tubes, we are helping distributors future proof their business. The lighting industry is breaking new ground with LED technology, with wireless controls being the next big thing for distributors to offer their customers. With wireless controls, we are hearing from our distributor partners they see a need for easy to use retrofit products, versus larger systems that have features many of their customers are not looking for. Up until now, wireless lighting control systems have been fairly complicated and unapproachable for the light commercial customer and can be complex to install and manage for the end customer. Many customers don’t require advanced solutions that can link into other building automation systems like HVAC, fire, and security, along with the capability to manage satellite offices. The hardware, installation and maintenance can easily cost hundreds of thousands of dollars and isn’t necessarily scalable for all applications. By working closely with our partner Leviton, we have developed an easy to install and use, flexible solution that can create new revenue options for distributors and contractors. It can help them effortlessly grow their business to its potential, especially for retrofits and small-midsized businesses. It can also meet the needs of end user customers that want the benefits of controls, whether in new construction or retrofit, without complexity and huge initial costs.
DiLouie: What particularly application niche does this fit?
Ganick: Connected TLEDs would work well in light commercial applications, including parking garages, and any place a T8 would go where adding dimming capabilities is difficult and the lighting would benefit from being able to be scheduled.
DiLouie: Can you tell us something about your company’s product line?
Ganick: Our SYLVANIA SMART+ Commercial Lighting offering with our partner Leviton includes a wide range of LED lamps and luminaires, sensors and switches. It includes connected T8 LED tubes, Edge-lit panels, troffers, RT5/6, A19, PAR, MR16, BR and Flex strips. The connected TLED rounds out the already vast portfolio of connected LED lamps, retrofits and panels that allow you to tackle any application.
DiLouie: What’s the best sales approach and pitch for electrical distributors selling connected TLED products?
Ganick: When selling connected lighting products, distributors can pitch their customers how they can upgrade any space easily with wireless controls to achieve energy and labor savings and a better occupant experience. Customers can retrofit private offices for customized control, create flexible lighting plans in open space environments that can adjust with the space as needs and requirements change, configure scenes and occupancy modes in conference rooms to make meetings more productive, enable lighting levels and color tuning control for educators in classrooms, and create dynamic and colorful scenes in bars and restaurants.
DiLouie: If you could tell the U.S. electrical industry just one thing about controlling TLED lamps, what would it be?
Ganick: Don’t be afraid of connected lighting. Challenge the status quo by using new technology to easily retrofit a space to offer dimming and customized controls. Think about how being able to offer voice control can help entice current and new customers.
DiLouie: Is there anything else you’d like to add about this topic?
Ganick: Our connected strategy is to first focus on creating high quality lighting products, and then add reliable wireless controllability. If the lighting doesn’t look good, it doesn’t matter if it is able to be wirelessly controlled. When evaluating vendors, make sure to work with partners that have a history in lighting. Otherwise, you may end up with unhappy customers.
