> FOCUS BY JEFF GAVIN
Because LEDs require many considerations to be effectively
deployed, demos are especially valuable. For example, light
quality of the same product across manufacturers will vary. One
might cast a more pinkish hue while another looks greener.
Demos are a great opportunity for comparison. Manufacturers
and distributors are often eager partners for electrical contractors (ECs) because each player wants to ensure the lighting
looks good and meets client needs.
“With a demo, the owner can see and feel the lighting choices
he or she is considering,” said Jon Zelinsky, director—contractor
marketing for Philips Lighting, Somerset, N.J. “The same goes
for the EC who may be new to the product. Most people are
visual, so they want to see and make LED lighting choices more
tangible. Demos help do that. It’s difficult to assess LEDs from a
photo or data sheet. The more ECs understand lighting beyond
install—such as layering lighting, types of light, and the use and
role of controls—the better they can give the owner what they
need in terms of expected aesthetics and cost savings.”
Though popular in renovation and retrofit projects, LED
lighting isn’t a slam dunk sale. It requires product education
often provided by the manufacturer, sometimes the distribu-
tor or the informed EC. Whether for lighting consideration or
refinement prior to installation, on-site demonstrations have
become aan increasingly appealing education tool.
“I think demos are critical, and we see them happening a
lot more when it comes to LEDs,” said Dave Moeller, national
market manager for Graybar, a St. Louis-based wholesale dis-
tributor for electrical, communications and data networking
products. “In a building renovation, owners view change as
risk, and changing lighting is one of those risks. A demo of
LED lets them see what they are getting and often reduces the
anxiety. Poor lighting drives change; better lighting sells. To us,
demos are a value-added service.”
The change should be as seamless as possible.
“At a minimum, the LED light should look like the light
it is replacing,” Zelinsky said. “[It should be] even better if it
improves the light quality. The EC can be in position to educate customers and possibly train them before they hand off
From simple to something more
LED lighting demos can be as simple as swapping out several
competing products until you find the desired look and feel.
Demos can also be more elaborate. For instance, an office retro-
The value of
lighting demos Getting It
BE IT FOR SELECTION, verification or refinement, a light-emitting diode (LED) lighting installation demonstration is a useful step in ensuring your choices meet the customer’s desires, needs and requirements. While
LEDs are ubiquitous in today’s marketplace, they are constantly advancing. Confirming LED lighting meets your
client’s expectations is not only a winning service but an on-the-job opportunity for discovery and education.