- NAILDnaild.org/wp-content/uploads/2014/12/Winter-2012-2.pdf · 2019-07-23 · Table of Contents President’s Message, by Blake Hunt, LC 4 Member News 6 2013 NAILD Conference 10

Winter 2012, Volume 20, NO. 4

NA

ILD

22

07 E

lmw

ood

Aven

ue, S

uite

BB

uffa

lo, N

Y 1

4216

-100

9

Cha

nge

Serv

ice

Req

uest

ed

SPECIAL PRE-CONFERENCE ISSUE

www.ushio.com

Table of Contents

President’s Message, by Blake Hunt, LC 4 Member News 6 2013 NAILD Conference 10 NAILD PAR Study 14 Turning Buyers into Investors By Jason Bader, Principal 16 Case Studies 18 13 Ways to Build your “Expert’ Brand for FREE! By Tim McMahon, Jr. 21 New Product Updates 22 Industry Updates 26 Calendar of Events / Educational Training Opportunities 26

Advertisers Index 25 Classic Lamp Posts, LLC

Back Cover EiKO Limited

19 FX Luminaire

Inside Back Cover Halco Lighting Technologies

17 Keystone Technologies LLC

5 Leviton Manufacturing, Inc.

15 Leviton Manufacturing, Inc.

12 Maxlite

23 Philips Lighting Electronics

13 Topaz Lighting Corp.

21 Universal Lighting Technologies

Inside Front Cover USHIO America, Inc.

For General (and/or conference) information contact:

LindaDaniel,NAILDAdministratorNAILD

2207ElmwoodAvenue,SuiteBBuffalo,NewYork14216-1009

(716)875-3670•(716)[email protected]•www.naild.org

For Today’s Lighting Distributor information (article submissions, advertising, etc.) contact:

CathyHeldt,CRMA,Inc.(NAILDConferencePlanning&PublishingHeadquarters)

19745KeystoneRoad,Garnavillo,Iowa52049(515)250-9221•[email protected]

4

WINTER 2012 • ToDay’s LigHTing DisTriBuTor • 3

7

10

22

18

Before I begin: This year the conference begins on March 17th (St. Patrick’s Day) and continues through the 20th. Our original contracted dates were in April but Lightfair changed their dates and dropped them right on top of our April schedule. With almost all of our Vendor mem-bers and a large number of our Distributor members going to Lightfair it was prudent for NAILD to re-arrange our dates. The only available block of time at our contracted facil-ity was in March, which also happens to be Major League Baseball spring training. This event is HUGE for the entire Phoenix area. While we have our original room block at the Scottsdale Hilton Resort & Villas, the rooms outside our block will book up quickly. Thus I would encourage each of you to register for the conference and book your hotel reservations NOW (www.naild.org). There are also 2 bed-room villas on the property that may fit your needs. NAILD prefers smaller more intimate hotels for our conferences and at the Scottsdale Hilton Resort & Villas we will be the largest group in house.

Where are we and what’s next?It is mid-November and soon we will cel-ebrate Thanksgiving and shortly after, theChristmasHoliday.Mostofusareplanningthecloseofthecalendaryearandpreparingfor2013.Nowistheperfecttimetogetyourmembershipduesrenewed,conferenceregis-tration&hotel reservationscompletedandblockingMarch17-20thfortheconference–whichisonlyfourshortmonthsaway.

AsIbeginsettingmyprioritiesfor2013,ImakesurethattheNAILDConferenceisontopof the list.Everyonewhohasattendedtheseconferencesknowsthevalueofattend-ing;education,technologyandnetworkingopportunitiesframethisevent.Thisyearwehave some great presenters/speakers. Shan-nonMarieCarrhasputatonofworkintothis conference and has put great thoughtandcare into the selectionof speakersandtopics.Thereisanewformataswell.Theseareallchangesbasedonthefeedbackfromallofourmembersatlastyear’sconferenceandsurveynotes.Ifyouhaveneverattend-edaconferenceor if ithasbeenawhile,Isuggestyouattendthisone.WhilethereisgreatbenefitinbeingamemberofNAILD,youneedtoattendtheannualconferencetoget themost value available.Onememberwhohadnotattendedaconferenceinyearstoldmehehadforgottenhowmuchhegetsfromattending.Hesaidhewishedhehadn’tmissed so many years. Get the most fromyoumembershipandregister.Youcanaccessall information at www.naild.org . Okay,enoughsaidabouttheconferenceandreg-istering.Yougetit!

Several people sat for the LC exam thismonth (November). I wish you all goodluck.Idon’tknowmanypeoplewho,inpre-viousyears,lefttheexamfeelingtheyhadn’tdonewell,butyettheypassed.IwouldbetyoualldidwellandIlookforwardtocon-gratulating you in March. Please drop theNAILDofficeanoteafteryougetyourpass-inggradesowecanrecognizeyouforyourachievement.

Iwanttotakeamomenttowisheachandeveryoneofyou,yourfamiliesandcompa-niesaGreatThanksgiving,aMerryChrist-masandHappyHanukkah.Iwishyousafetravels,goodhealthandaprosperousNewYear.IlookforwardtoseeingyouinMarch.

President’s MessageToday’s Lighting Distributor

Winter 2012Volume 20, No. 4

Managing Editor Cathy Heldt

TODAY’S LIGHTING DISTRIBUTOR is published 4 times a year for eligible members of the NAILD.

PublisherCRMA, Inc.,

19745 Keystone Road, Garnavillo, Iowa 52049(515) 250-9221 • [email protected]

Members Please include your label when

submitting address changes.

PostmasterSend address changes to

NAILD, 2207 Elmwood Avenue, Buffalo, New York 14216

716.875.3670 voice • 716.875.0734 fax www.naild.org (web site).

NAILDExecutive Committee

Blake Hunt, LC, PresidentIlluminatingTechnologies,Inc.

Greensboro,NC

Shannon Carr, President-ElectPacificLamp&SupplyCo.

Seattle,WA

Kevin Eagan, Secretary/TreasurerNorthwestLightingSystemsCo.

CoonRapids,MN

Pete Gray, LC, Immediate Past PresidentC.N.RobinsonLightingSupply

Baltimore,MD

Board of DirectorsMichael Colligan

AtlasLighting&SalesLTD.–Toronto,ONCanada

Greg EhrichPremierLighting,Inc.–St.Paul,MN

Bill JacobsAllowayCommercialLighting–Boise,ID

Rebecca PhillipsProfessionalLighting&Supply,Inc.–Greensboro,NC

Past President Council RepresentativeGreg Nefouse

A-MElectricCo.,Inc.–Louisville,KY

Vendor Member RepresentativesWilliam Goettsche

UniversalLightingTechnologies–Nashville,TN

David WalkerHowardIndustries,Inc.–Laurel,MS

Blake Hunt, LCNAILD President 2012-2013

Blake Hunt, LCNAILD President 2012-2013

4 • WINTER 2012 • ToDay’s LigHTing DisTriBuTor

We’ve Built the Better Mousetrap

A famous poet once said

“Build a better mousetrap,

and the world will beat a

path to your door.” Well, our

engineers have taken this

advice to heart and have

done just that. Our new Universal

Dimmers are a breakthrough in

lighting technology and the smart choice for energy

conscious homeowners. Unlike any others, our

revolutionary new devices operate smoothly with any

dimmable LED, dimmable CFL, or Incandescent bulb.

No flickering and no fading. It’s no wonder that Leviton’s

Universal Dimmers are receiving universal

critical acclaim. So beat a path quickly,

the dimmers of tomorrow

are here, today!

Learn more at leviton.com/universal

NEW VENDOR MEMBERSGE LightingThomasScherzer,GMDistributionE-mail:thomas.scherzer@ge.com630.269.0033877.271.6217faxJeanetteStrainic,Manager–Programs&StrategicInitiativesE-mail:[email protected]–Building331Cleveland,OH44112www.gelighting.comLamps, Ballasts, Fixtures

Topaz Lighting Corp TimGomes,President&CEOE-mail:[email protected],NY11742800.666.2852631.758.8026faxCarolAronson,VPSales&MarketingE-mail:[email protected],CA91340818.838.3123818.838.7273faxwww.topaz-usa.comLamps & Recessed Downlighting

NEW DISTRIBUTOR MEMBERSElectrical Engineering & Equipment Co. (dba 3E) JeffStroud,President–CEOJohnATemple,DirectorofCorp.LightingTechnologyE-mail:[email protected],IA50324515.273.0100515.273.0108faxwww.3e-co.com

Electrical Engineering & Equipment CO (dba 3E) (branch)MikeArcher,CommercialLightingSpecialistE-mail:[email protected],BranchManagerE-mail:[email protected],NE68102402.342.3050402.342.6874fax

Midwest Lighting Products Inc. SueFraney,CEOE-mail:[email protected],MN55369763.424.9411763.424.8720faxwww.midwestltg.com

Member News

Continued on page 7


Today’s Lighting Distributor (TLD) UpdateThe Today’s Lighting Distributor (TLD) will run 2 issues as electronic and 2 issues as printed during 2013. The pre- and post-conference issue will likely stay as printed issues. For more information, please contact Cathy Heldt at [email protected] or call 515.250.9221. NAILD: Education – Networking – Technology . . . for Lighting Professionals.

Welcome – NAILD New MemberTopaz Lighting

TopazLightingCorporationisaleadingmanufacturer,distributorandexporterofqualitylamps,electricalfit-tings and downlighting products. In business since1985,Topaz employs over 150professionals and sup-port staff, and operates out of 14 warehouses aroundthecountry.CorporateofficesarelocatedinNewYork,CaliforniaandFlorida.

Withover500,000squarefeetofspacenationally,weprideourselves inmaintaining an extensive inventoryvirtuallyguaranteeingwewillalwayshavetheproductsneededbyourcustomersinstock.Topaziswellknownfor the depth and breadth of our inventory, and ourcommitmentthatwecanfillover99%oftheorderswereceivefromexistinginventory.

Thecornerstoneofourbusinessiscustomerservice.AtTopaz,our“FriendlyService”isrenownedanduniqueintheindustry.Employingbothinsideandoutsidesalesreps,aswellasanationwidenetworkofRepAgencies,Topazhashadconsistentsalesgrowththroughoutthehistoryof the company.Customers are located acrosstheUSandaroundtheworld.

For more information about Topaz Lighting, please visit www.topaz-usa.com.

We are pleased to announce and congratulate Kevin Eagan of Northwest Lighting Systems Co. for moving up to the NAILD Executive Committee, effective immediately. He will serve as the 2012/2013 Secretary/Treasurer as well as Chair the Business Development committee.

Member News

Congratulations!ThefollowingparticipantshavecompletedtheNAILDLightingSpecialistIOn-lineCourse-wareaswellastheHands-onrequirement.EnvirobriteHannahZukHalco Lighting Technologies NardaFinleyJenniferJonesChristianLafonHite Company (Corporate)MatthewMillerTimMillerLeVeck Lighting Products, Inc.JeniEddings

Lighting Supply Co.AmberAndingDarcelAnglinBrianGloweSherylLeSieurAudreySeguinCraigStacheckiNEDCO SupplyBrandonPeakPacific Lamp & Supply Co.AlisonWilsonParrish-Hare Electrical SupplyGayleKellerProfessional Lighting & Supply, Inc.SidneyPhillipsStoneway Electric SupplyJamesKellyWarshauer Electric Supply Co.LucyFlores

EachgraduatereceivestheirNAILDLightingSpecialist I certificate andpin.They are in-vitedtouseNAILDLSIappellationontheirbusinesscards.

MaxLite Hires Talented College Grads, Investing in Future and Creating Jobs

BasedonthegrowthoftheLEDmarketandMaxLite’ssuccessinintegratingthistechnologyintoitsenergysavingMaxLED®lineofaward-winningLEDlampsandlightingfixtures,thecompanyhiredfiverecentcollegegraduates.WhileMaxLitehasrecruitedtheindustry’stopmanagementandsalesprofessionalsduringthepasttwoyears,ithasalsobeeninvestinginyoungexecutivetalentwithoutstandingpotential,aswell.

The new analysts include Amherst CollegegraduatesSophieGalleherwhospecializedin

InternationalLawandIntellectualProperties,and Ben Scheetz who studied Physics; andAaron Cevallos, a Princeton graduate whomajoredinEcologyandEvolutionaryBiologywith an Environmental Science Certificate.Thethreenewanalystsare responsible forabroad range of duties, and will communi-catewithvariousdepartmentscompanywide.Theywillworkonavarietyofprojectsinclud-ing: conducting market research; research-ing utility rebate program opportunities;implementing consumer studies;developingnew product concepts; identifying businessgrowthsegments;andcreatingcorporatepre-sentationsandonlineprograms.

Joining MaxLite as part of its intern pro-gram,PeterHarbandTonyIssasecuredfulltimepositionsupongraduation fromNewJersey Institute of Technology (NJIT) andRutgers University respectively. Mr. HarbnowservesasaQualityAssuranceEngineer,workingwiththeengineeringteamtodevel-opandtestnewproductsbasedoncustomerneedandfeedback.Mr.Issaisinvolvedwithspecial projects aswell as exports, utilizinghisabilitytospeakmultiplelanguages.

MaxLite is currently creating new job op-portunities and recruiting college studentsandrecentgraduatesforotherpositions.

Halco Lighting Technologies® Announces New Hire

HalcoLightingTechnol-ogiesrecentlyannouncedthehireofLauritzKoua-dio to the position ofProduct Analyst. Koua-dio will be reporting toKristoff Byrd, ProductManager. As a ProductAnalyst, shewill be aid-

inginHalco’sproductdevelopmentthroughindustry reporting, competitive analysis andmarketresearch.

PriortojoiningHalco,Kouadioworkedinthe accounting industry for two years andalsoservedasanequityresearchanalystin-tern.ShegraduatedfromtheRobinsonCol-legeofBusinessatGeorgiaStateUniversitywithaBachelorofBusinessAdministrationinFinance.


Pictured from left to right are Ben Scheetz, Aaron Cevallos, Tony Issa, Peter Harb and Sophie Galleher.

(left to right) Debbie Baker, Geralee Stotterback

(left to right) Vic Paternosh, Michelle Patsy, Justin Clayton

(left to right) Matthew Miller, Cathy Hollinghead, Nicole Duffy, Tim Miller

Recent LS I grads from the Hite Company

Continued on page 8

Member News


Halco Lighting Technologies® Hires Director of Business DevelopmentHalco Lighting Technologies® welcomes Jerry Kalb tothepositionofDirectorofBusinessDevelopment.Kalbbringsmorethanthirtyyearsofknowledgeinthelight-ingindustrytotheHalcoteam.Hisexperienceincludessales management and product development roles withGELighting,AcuityBrandsLightingandEYELighting.Most recently,he servedas theNationalSalesManagerforToshibaLEDLightingSystemsDivision.KalbholdsanMBAfromtheUniversityofIllinoisinChampaign,ILandisaLightingCertifiedprofessional.

Inthisnewposition,KalbwillassistinthedevelopmentofkeyclientrelationshipsandpromoteHalco’sproductstonewchannelsandmarkets.

EiKO Announces New President Rick LairdEiKOLtd., aKansasCitybasedmanufacturer anddis-tributor, is pleased to announce Rick Laird as the newPresidentofEiKONorthAmerica.

Laird brings a tremendous amount of knowledge andexperiencetothisnewrole,havingbeeninthe lightingindustryforthepast22years.Lairdhasapassionforsee-ingwhatcustomersneedintheindustryandhistravelstoEiKO’sglobalofficesenablehimtomaintainstrongbusi-nessrelationshipsthroughfirst-handexperience.

“IknowRickwillbeahugeassettothegrowthofEiKONorthAmerica,aswellasakeytoourgrowthglobally,”saidGaryWithers,CEO.

Forthepast5years,LairdservedasDirectorofProcure-ment and Quality Assurance at EiKO. Laird began hiscareeratPhilipsasanEngineeringCoop,whichevolvedintoapermanentpositionas theProductDevelopmentEngineer.Fornearlyhalfhiscareer,Lairdalsoheldvari-ousroleswithinOSRAMSYLVANIAinR&D,ProductMarketingandBusinessUnitManagement.

NAILD Roadshows make it out to the West CoastNAILD partnered up with manufacturer members FXLuminaire and Satco Products to host two Roadshoweventsonthewestcoastthispastweek.

Tuesday,October9th,FXLuminaireopeneduptheirSanDiego facility to local lighting professionals for educa-tionalpresentationsandafacilitytour.ThetourwasveryimpressiveandthequalityandconsistencyFXputsintotheirproductlineswasclear.Attendeeswereabletogetabackgroundlookatthevariousstagesofhowafixtureismanufactured–fromthebrasspole,tothemachiningtothede-burringtothecoatingand,finally,tothebox.

Followingthetourtheattendeeswereenlightenedwithapresentationon thevarious lightingcontroloptions foroutdoor landscape lighting. NAILD, as always, was onhandtodiscusstheLightingSpecialistIprogramandthedayconcludedwithoutdoorlightingdesigntips.

Thursday,October11th,theRoadshowmadeitswayupto Seattle, well, technically a suburb called Mukilteo, tovisitaSatcoProductsfacility.ThemorningopenedwithastandingroomonlycrowdtoSatcopresentingonthevari-ouslegislationsaffectingthelightingdistributornowandinthefuture.NAILDofferedwordsontheLightingSpe-cialistIprogramandthegroupwentoffforatourofthewarehouse.Satcorunsatight,organizedship,withproductliterallyuptotheceiling!Attendeeswereofferedabehindthesceneslookattheinnerworkingsoftheirbusyware-housefacility.ThedayclosedwithSatco’stakeonLED’s–wheretheyareandwheretheyaregoing.Attendeesleftwitha few samples inhandandnewknowledge to takebacktotheirrespectivebusinesses.

NAILD would like to thank FX Luminaire and SatcoProductsfortheirextraordinaryhostingeffortsaswellasthe attendeeswhowere able to take abreak from theirbusyschedulestolearnsomethingnewwithNAILD.

Ifyourcompanyininterestedinhostingaroadshow,pleasecontactMeganintheNAILDofficeatmegan@naild.orgor800.205.6210.

FX Headquarters in San Diego, CA

FX Luminaire presents on controls

Satco Products Facility outside Seattle, WA

Satco presents on lamp legislation


NAILD’s36thAnnualConference“LookingUp”willbeheldattheHiltonResort&VillasinScottsdale,Arizona.Throughouttheyear,NAILDhasfocusedontherapidlychanginglightingindustryandwhat

ourmembersneedforcontinuedsuccess.Weaddedthetagline“Education–Networking–Technology”andatthisyear’sconferencewewillUPtheeducation,UPthenetworkingandUPthetechnology.NAILD’sdedicationandcommitmenttomembershipisUP.

IampleasedtoannouncethatPaulHafner,LCofMaintainedIllumination,LLCwillbeteachinganLCPrepclasspriortotheconference–March15-17,2013.PaulhasbeeninstrumentalinNAILD’sLightingSpecialistprogramsandweareveryexcitedtooffertheLCprepclassforthesecondyearinarow.Pleasesignupearlyasseatingislimited.UPtheeducation!

TheconferencewillopenonSt.Patrick’sDay,March17,2013at12:00p.m.,withKeynoteSpeakerDeanBrockob,LC.Deanwillpresent“LightingPitfalls&Bloopers:56WaystheLightingProjectCanGoSour.”Itwillbeatrulyenlighteningpresentationwithlaughterandsharedexperiencesfromanindustryexpert.NAILDmemberswilldrawmanyparallelismstotheirdailyexperiencesandtakeawaytoolstopreventfuturelight-ingpitfalls.TheeveningwillbeaNAILDsponsoredSt.Patrick’sDaycelebrationbythepoolwithIrishmusictoboot.PutyourgreendancingshoesonjoinusforanIrishJigortwothenjoinusfor“NetworkingatNight”intheHospitalitySuite.UPthenetworking!

TheconferencewillcontinueonMondaymorningwithafreshnewspinontheProductSprintandourvendorswillbehighlightingtheirinnovativeproductsthatwillgiveyouanedgeinyourdaytodaybusiness.TheOpenFloorTradeShowwillfollowandlunchwillincludetheProduct

ShowcasePresentationandSprintAwards.TheafternoonwillbeginandendwithOCCs.UPthetechnology!

Tuesday,wecontinuetheOCCsthroughlunch.TuesdayandWednesday,dynamicedu-cationaltracksessionshavebeenscheduled.Iencouragememberstobringmoreindividualsfromyourcompanyinordertotakeadvan-tageofallofourtracksessions.Therearenorepeatsthisyear.Topicsthisyearinclude:

• LED Update Today: Smooth Sailing, Bumps in the Road or Train Wreck

DeanBrockob,LC• Simplifying the Sales Process PaulHafner,LC• NAILD LS II Workshop PaulHafner,LC• Turning Buyers into Investors JasonBader• Finding the Balance – How to Manage

Inventory in a Tough Economy JasonBader• A Case Study Approach to Successful

Social Media Marketing TimMcMahon,Jr.• 3 Innovative (and Virtually FREE) Ways to Share Your Message and Drive New Leads TimMcMahon,Jr.• Succession in the Family Business: Planning, Preparation and Execution StanMandel,PhD,CPA,PE• PAR Analytics: How to Maximize the

Insights of this year’s PAR Report ScottHackworth

NAILD’s–“LookingUp”ConferencewillbefilledwithEducation,NetworkingandTechnologythatissuretohelpyoubuildabetter,strongerandmoreprofitablebusiness.InourquesttobecomeLight-ingSolutionProviders,ithasneverbeenabettertimetobeaNAILDmember.WithcontinuedVendormembersupport,weareabletooffertheRoadshows,ALightRead,ALightLunch,LightingSpecialistIandIIaswellandindustryupdatesonourwebpage.TheconnectionofNAILDmembersthroughouttheyearhadincreasedim-menselyduetooureducationalofferings.Haveyoutriedthemall?LookingforwardtoseeingeveryoneinGreenonMarch17th!

NAILD 2013 Conference: UP the Education,UP the Networking, UP the TechnologyByShannonCarr

Slainte! (Cheers) to all NAILD members!

Conference Reminders and Notes

MakeyourhotelreservationsattheHiltonScottsdaleResort&VillasEARLY(seeBlake’sarticle)–deadlineforourgrouprateisFebruary15,2013!

Conferenceregistrationwillbeavailableon-line(www.naild.org)December1,2012–don’tprocrastinate–registerearly!

WehavescheduledthegolfoutingforWednesdayafternoon,March20th.Weneedaminimumof25registeredgolferstoholdashotgunstartgolftournament.Ifwedonotreachtheminimumbyourdeadlinedate,wewillofferteetimeswithnotournament.Ifyouareinterestedingolfing,pleaseindicatethisonyourregistration.DeadlineisFebruary1,2013.

NAILDispleasedtoonceagainofferastudyclassforthosewhoareanticipatingsittingforafutureNCQLPLCexam.PaulHafner,LCwillbetheinstructorfortheLCprepclassheldMay15–17priortotheNAILD36thAnnualConferenceattheHiltonScottsdaleResort&Villas.Moreinformationcanbefoundonpage12ofthisissue.DeadlineforregistrationisJanuary15th.

2013 NAILD ConferenceSponsorships

Thank you to our current Sponsors for their continued generous support and active

participation.(As of 11/6/2012)

PlatinumEiKOLtd.

GoldUniversalLightingTechnologies,Inc.(ULT)

SilverFulham

HalcoLightingTechnologiesLeviton

BronzeVeoliaESTechnicalSolutions,LLC

CopperGrippleInc.

HowardIndustriesTechnicalConsumerProducts

Gift AmenityUSHIOAmerica,Inc.

Contact the Buffalo Office 800.205.6210 or [email protected] to commit to one of the many Sponsorship Levels. You can also access this info at www.naild.

org and click on Conference 2013.


FRIDAY, SATURDAY, SUNDAY, MARCH 15 – 17 LCPrepClass–PaulHafner,LC

SUNDAY, MARCH 17Board Meeting Welcome (Luncheon) by – Blake Hunt, LC, NAILD PresidentNew Member IntroductionsCandidate SpeechesCommittee Reports Keynote / General Session Lighting Pitfalls & Bloopers: 56 Ways

the Lighting Project can go Sour – Dean Brockob, LCVendor Booth Set-up Past Presidents’ Council &

Executive Board MeetingNew Member Social by the PoolOpening Dinner/St. Patrick’s Celebration

by the Pool Hospitality (all welcome) MONDAY, MARCH 18Buffet BreakfastProduct SprintOpen Floor Trade Show Buffet LuncheonProduct Showcase Presentation/AwardsOCCs (20-minute appointments at booth)Hospitality (all welcome) TUESDAY, MARCH 19Buffet Breakfast OCCs (20-minute appointments at booth)OCCs (20-minute appointments at booth)Buffet LuncheonEducational Track Sessions

•LEDUpdateToday:SmoothSailing,BumpsintheRoadorTrainWreck––DeanBrockob,LC

•NAILDPARStudy –ScottHackworth

•NAILDLSIIWorkshop –PaulHafner,LC

NAILD NetworkingNAILD Dinner/Fun Night Hospitality (all welcome) WEDNESDAY, MARCH 20Buffet Breakfast & Distributor Meeting Buffet Breakfast & Vendor Meeting Combined Vendor / Distributor

Meeting Educational Track Sessions

•TurningBuyersintoInvestors –JasonBader•ACaseStudyApproachtoSuccessful

SocialMediaMarketing –TimMcMahon,Jr.•SuccessionintheFamilyBusiness:

Planning,Preparation,&Execution –StanMandelEducationalTrackSessions•FindingtheBalance:Managing

InventoryinaToughEconomy –JasonBader•3Innovative(andVirtuallyFREE)Ways

toShareYourMessageand DriveNewLeads! –TimMcMahon,Jr.•SimplifyingtheSalesProcess –PaulHafner,LC

Closing Buffet Luncheon by the Pool General Business MeetingNew Membership Plaque PresentationBoard ElectionsInstallation of OfficersPassing of GavelGolf OutingNetworking by the PoolHospitality (all welcome)

FRIDAY, SATURDAY, SUNDAY, MARCH 15 – 17 LCPrepClass,PaulHafner,LC,Instructor

SUNDAY, MARCH 17Keynote / General Session

Lighting Pitfalls and Bloopers: 56 Ways the Lighting Project Can Go Sour– DeanBrockob,LC,LEED-APResultingfromyearsoftraveling(withacamera),

Deanhascollectedanextensivevisualdatabaseof“lightinggonebad”–hundredsofexamplesofbotchedjobs,productfailures,andstrangeapplications.Pleasejoinusforthisentertainingpresentation.You’llbeamazedhowbaditcanget!ThispresentationwasmadeatLightFair-2009inNYCandatIESsectionmeetingsin15differentcitiesandeachtimeitwasverywellreceived.

TUESDAY, MARCH 19 Educational Track Sessions LED Update Today: Smooth Sailing, Bumps in the Road, or Train Wreck?– DeanBrockob,LC,LEED-APFiveyearsagowehadasourceinitsinfancy.Manyspecifiersnoticed:veryexpensiveproducts;lightoutputwasless-than-desired;andseverallightingqualityissues,comparedwithothersources.

ThispresentationwillcoverthemostrecentadvanceswithLEDtechnologyintermsofoptics,colorperformance,andlumenoutput.

Thetechnologyhasimprovedconsiderably,andtheacceptanceoftheLEDtechnologyhasalsogrown.Therapidchangeshavebeenveryinteresting!Andsotoday–isLEDreadyforprimetime?Isitsmoothsailingnow?

PAR Analytics: How to Maximize the Insights of this year’s PAR Report– ScottHackworthThereviewwillfocusontheupcomingPARsurveyandthevariouswaystheinformationcouldbeapplied.Wewillalsoexploretheparticulars

ofthisyear’squestionnaire.Variousconfidentialityconcernswillbeaddressed,andthemethodologyusedtoanalyzetheresultswillbeexplained.

NAILD 2013SCHEDULE OF EvENTS

–ataGlance–ScottsdaleHiltonResort&Villas•www.scottsdaleresort.hilton.com

For more information on the conference visit naild.org or email [email protected]

NAILD 2013


CONFERENCE PRESENTERSNAILD LS II Workshop– PaulHafner,LCTheNAILDLSIIworkshopwilldemonstratewhatitis,howitworks,whyit’svaluableandwhatthepeoplewhohavetakenthecoursecandonowthattheycouldn’t

dobefore.

WEDNESDAY, MARCH 20Educational Track Sessions 1

Turning Buyers into Investors– JasonBaderWhodoyouthinkspendsthemostmoneyinyourcompany?Everytimeoneofyourbuyersgeneratesapurchaseorder,theyareessentiallycuttingacompany

check.Theideaistogetthebestreturnonthatinvestmentofcompanymoney.Thissessionisdesignedtohelpbuyerslearnhowtoanalyzetheperformanceofinventorysothattheycanmakemoreprudentinvestmentsinthefuture.LookingattheGrossMarginReturnonInventoryInvestmentprovidesabetterunderstandingastothesuccessofoursalesandpurchasingefforts.Comparinggrossmarginanalysisbylineitemsorderedandbytotalordergivesagoodbasisastowherewemakeandloseournetprofit.FurtherexplorationoftheTurnandEarnratioprovidesabasisforfuturepurchasingdollarsinvested,givingusamoretargetednetprofitapproach.Thegoalofthesessionisnotonlytobuysmarter,butgetabetterreturnonthedollarswe’vealreadyspent.Keyconcepts:

•Movingpasttheclericalperception ofbuyinginventory

•Calculateinventoryturns,customer serviceandreturnoninvestment

•Makeimprovementtopoor performinglines

•Generatevendorfeedbacktools

A Case Study Approach to Successful Social Media Marketing– TimMcMahon,Jr.Thispresenationwillfocusonacombinationoflightingdistributors,distributorsinotherindustries,andacouple

ofadditionalbusinesses(non-distributor)that

aredoingsocialmediaparticularlywell.Wewouldlookatthetoolstheyareusingthataremoreinnovative/differentfromthenormandhopefullyinspirethecreativeprocessamongattendees.

ThishasbeenasuccessfulsessioninthepastbecauseithelpsattendeestoviewsocialmediainapotentiallynewcontextwhileallowingthemtodeveloptheirownstrategiesforincreasingtheROIofsocialmedia.ThekeyformeinthispresentationisthatfolksleaveINSPIRED.

Succession in the Family Business: Planning, Preparation, & Execution– StanMandel,PhD,CPA,PEPerhapsthegreatestcontributionoftheseniorgenerationinafamily

businessispassingthemantraofleadershiptothenextgeneration.Thisdoesnotjusthappenbychance.Evidencerevealsthatthisisaformalandthoughtfulprocessthathasasignificantimpactonthesuccessofthebusinessandthecohesivenessofthefamily.

Duringthissessionwewillfirstexploremanyofthekeystepsneededtoplanforthiseventfromboththeinheritingandretiringgeneration’sperspective.Wewillnextlookathowtotraversetheconditioningandpreparationstages,onceagainfrombothgenerations.Finally,wewilllookatperhapsthemostdifficultstep–execution.Howwillweimplementthissuchthatwehavesetallpartiesupforsuccess?Notaneasytask–butessentialifyourfamilybusinessistobelonglivedandalwayslookingup.

Educational Track Sessions 2Finding the Balance: Managing Inventory in a Tough Economy– JasonBaderEveryoneislookingforwaystoshoreuptheircashflow.Whilesomemayturntowardreducingheadcount,otherswilllookforreductionsininventory.Whynot?Inventoryistypicallythelargestassetinawholesaledistributioncompany.Whileprudentinventoryreductionsarealwaysbeneficial,wedon’twanttothrowthebabyoutwiththebathwater.Wemustrecognizethatwearesalesorganizationsfirstandforemost.Ifweslashourinventorylevels,forshorttermfinancialgain,wewilljeopardizeourability

toserveourcustomers.Unfortunately,theirmemorieslastlongerthaneconomicswings.Inthispresentation,participantswilllearnhowtoreduceinventorywithoutalienatingtheirloyalcustomerbase.Distributorswilllearnhowtoanalyzecustomerneedsandmakeadjustmentstotheirinventoryinvestment.Evenintougheconomicconditions,wecanprovidesuperiorcustomerservicethroughprudentinventorymanagementdecisions.

•KeyConcepts:•Learningtoanalyzeinventory

movement•Identifyingandremovingtheright

inventory•Investingintheproductsourcustomers

aremostinterestedin•Usingsoftwaretostayontrack

3 Innovative (and Virtually FREE) Ways to Share Your Message and Drive New Leads!– TimMcMahon,Jr.Whiletheabovepresentationfocusesonwhoisdoingitwell,thispresentationdivesdeeperintothenewesttoolsthatarebeing(orcouldbe)usedtogetthedistributor’smessageinfrontofitscustomers.ThefewthatIhaveinmindrightnoware:

•Spreecast.com•Leanpub.com•Join.me•http://www.photodex.com/proshow/

webMygoalistoshowattendeeshowsocialmediaimpactsthebottomlinethroughenhancedmarketingreach,customerservice,increasingsalesleads,researchanddevelopmentandotheraspectsoftheirbusinessthatarenotalwaysobvious.

Simplifying the Sales Process– PaulHafner,LCHowdoweOVERCOMEDOUBTaboutthenumbers,REDUCEUNCERTAINTYabouttheoutcomeofarenovationorretrofit,BREAKINERTIA–the“I’llwait‘tillthepricegoesdown”or“Ifitain’tbroke,don’tfixit”?Thisworkshopwillprovideyouwithamethodandamemorystickthatincludes7Tools/Techniquesdesignedtohelpyouandyourteameffectivelyaddressthesequestions,whilesimplifyingyoursellingprocess.


NAILD OFFERS A PRE-CONFERENCE

LC PREP COURSENAILDispleasedtoonceagainofferastudyclassforthosewhoareanticipatingsittingforafutureNCQLPLCexam.LedbyPaulHafner,LC,thisprepclasswillbeheldMarch15–17priortotheNAILD36thAnnualConferenceattheScottsdaleHiltonResort&Villas.TheLCPrepClasswasofferedattheNAILDAnnualConferencelastyear(andmanytimesinthepast).Theresultshavebeentremendous!ThistwoandahalfdaycoursewillhelpprepareparticipantsfortheLCexaminNovemberof2013.Thecoursewillnotonlycoverthepracticalsubjectmatterrequiredfortheexambutalsoprovidepre-classevaluation,studymaterials,breakfastandlunchforthetwofulldayswithabonusoffollow-uponlinetraining.

FRIDAY, 9:00 AM, MARCH 15, 2013 – SUNDAY (NOON), MARCH 17, 2013

•Costis$950.00whichincludeslunchonthe15th,breakfastandlunchonthe16thandbreakfastonthe17th.

•Allstudymaterialsandtext,pre-interview,follow-upstudyandconferencecallspriortotheNovember2013exam.OnceregisteredfortheLCPrepclassyouwillreceiveroomreservationinformationforyourstayattheScottsdaleHiltonResort&Villas.(Youwillbegiventhenegotiatedconferenceroomrate)

•Theclasswillbeheldon-siteofthe2013NAILDConferenceattheScottsdaleHiltonResort&VillasinScottsdale,AZ.

•RegistrationdeadlineisJanuary15th.

WHO SHOULD TAkE THIS CLASS? IfyouareconsideringtakingtheLCExamyouaretheperfectcandidateforthisclass.Thistwoandahalfdaycourseisintense,demanding,andfun.Uponcompletionofthiscourse,youwillhaveaclearunderstandingofwhichareastofocusyourcontinuedstudyinordertobesuccessfulwithyourLightingCertification.Learningasmuchaspossibleandhavingtheoutlineforstudyaswellasthefollow-uptogaugeyourprogresswillhelpensureyoursuccess.

Don’tthinkyou’rereadyfortheexam?Ifyoumeettherequirementstositfortheexambutarenotsurewheretostart,or,ifyouarereadytositfortheexaminNovember2013thentheprepclassistheperfecttoolfordeterminingyourknowledgelevelandwhatitwilltakeyoutomoveclosertotakingtheexam.

REgISTRATION Registrationwillbeavailableon-line(www.naild.org)earlyDecem-ber.BewatchingtheNAILDALightReadforadditionaldetails.

Scan QR code or visit maxlite.com

MaxLite’s 2x2 Direct Lit LED Flat Panels provideuniform, glare-free light in 3 inch or more

ceiling depths for 50,000 hours.

Simply LED... Simply MaxLED

BECOME ENLiTENED

• Available in 45- and 60-watts in3000K and 5000K CCT

• Other sizes include 1x4 and 2x4• Cable-hung or surface-mount• MRI, Remote Driver and

Emergency Battery Backupoptions available

• Energy-efficient Flat Panels areDLC-approved and rebatable

Full volumetriclighting with 0 -10and IR dimming

TOPAZ LIGHTING™

A TOPAZ ® COMPANY

Friendly Service ... Powerful Solutions™

www.topaz-usa.com • 800.666.2852

Compact Fluorescents • LED Lamps • HID • Halogens • Linear Fluorescents • Incandescents • Ballasts • Recessed Downlighting

AWARD WINNING SERVICE... 98% FILL RATE... NEXT DAY DELIVERY

NOW PLAYING ACROSS THE GLOBE AND...

REACHING NEW HORIZONS AT THE SPEED OF LIGHT

Feature article


NAILD PAR StudyBy Scott Hackworth, CPA

InanefforttoincreasetheoverallvalueofthebiennialPARreport,NAILDhascontractedwithIndustryInsights,aColumbus,Ohio-basedresearchfirmthatprovidesbenchmarkingstudiesforhundredsofindustries.

Numerousreportingupgradescanbeexpectedforthisyear’sresults.Specifically,participantswillreceiveaccesstotheNAILDResearchPortal thatwillprovidefinalreportsaswellasgraphicaldashboardstoclearlydisplayhowparticipants’figurescompare against others in the industry. Further,participants’ individual Company Performance reports will be customizable, with the ability toexportfindingstoExcelorPDF.

ThesurveywillgoliveinMarch,andresultsshouldbeavailablebyJune.

The naiLD Par studywill providememberswithinvaluable insights into the performance of theindependentlightingindustry,includingKPIsuchas:

•Profitability•EmployeeandAssetProductivity•Returnsfrominvestments•Inventorymanagement•SalesandProductMixinformation&•Manyotherkeymetrics

As many industry members can attest, these resultscanprovideaninvaluableresourceforanalyzingyourperformance.

PleasefeelfreetocontactScottHackworthofIndustryInsights([email protected];614.389.2100ext105)withanyquestionsabouttheupcomingsurvey.Scottwillbepresentingatthe2013NAILDConference...comelearnmoreaboutthePAR.

Information like this – specific to lighting distribution – is available only through your NAILD membership and your participation in the study.

Interactive CPR

Performance Dashboard

Feature Article

A smart, simple idea from a century young company...

Ballast and Sockets All–in–One

Sometimes a simple idea can make a very big difference. The new Zipline fluorescent

retrofit system is a revolutionary time saving and energy efficient solution. Zipline

combines nine separate components into 2 easy-to-install modules. Engineered for

both commercial and institutional retrofits, it requires fewer pieces, fewer connections

and up to half the installation time. Now that’s a smart solution. zipline™ For more info visit www.leviton.com/zipline


Feature Article

Doesanyonerememberatimewhentheguywithamopand an enormous ring of keys was called a janitor? Itseemed like all of a sudden they went off to a conven-tionandcamebackas custodians.Somemade it to theelevatedstatusof“custodialengineer”;butthatprobablyrequiredafewmoreyearsofschooling.Thewordjanitorrefers to someonewhocleans andmaintains abuilding;butthewordcustodianreferstoacaretaker,someoneincharge.Althoughthenamechangewasasimpleswipeofthepen,theperceptionofthejobresponsibilitieschangeddrastically.No longerwere themen andwomenof thisprofessioncleaningupaftersomeoneelse.Theywerethecaretakerofthefacility.Itbecametheirbaby.Themindsethadchangedtooneofownership.Isn’tthatsomethingwestriveforinourdistributionbusinesses?

Inthisarticle,Iwanttofocusonanamechangethatwillproducesignificantresults inthewayyourteamofpur-chasingagentsperceivetheir job.Inadistributioncom-pany,whodoyouthinkspendsthemostmoney?Handsdown it is the folks who generate the purchase orders.Eachbuyisaninvestmentofcompanymoney.Wedon’tjustbuyitemstofillourwarehouse.Theideaisthatwearegoingtocreatea returnonthat investmentofcompanyfunds.Thetimingofthebuy,howmuchwepayandthequantitywepurchasealldeterminethereturnoninvest-ment.Ihaveagoodfriendwhooncetoldme,“Theartofpurchasing is a thousand small decisions done right ev-eryday”.Doneright,wecanmaximizeourreturnonthedollarsweinvestininventory.Donewrong,theseinvest-mentscantakeacompanytoitskneesinaheartbeat.Yearsago,Ivisitedacompanythatrecognizedthesignificancethisrole.Inordertochangethemindsetofthepurchasingteam,theterm“Investor”replacedthetraditionaltitleof“PurchasingAgent”.Anyonecanpurchaseaproduct;butaninvestorexpectsareturnonthosepurchases.

Changingthenameisagoodstart,butchangingthebe-havior requires some education about return on invest-mentinadistributioncompany.Thereareseveralwaystomeasure inventoryperformance,butIamahuge fanofGMROII.Thisacronymreferstothegrossmarginreturnoninventoryinvestment.Essentially,wearetryingtode-terminehowmanygrossmargindollarsareproducedforeachdollarweinvestininventory.Hereistheformula:

It is important tonote thatwe areonly looking at stocksales,thosesalesbeinggeneratedfromitemsinourware-house, versus those sales generated by sourcing productfromanothercompany.Directshipordersandnon-stocksalesshouldbeexcludedfromthenumerator.Theresultingformulawillproduceanumberthatrepresentsgrossmargindollars.Let’slookatonevendorexample.

Whatthisexampleistellingusisthatoverthecourseof12months,weareabletoproduce2dollarsofgrossmarginforeverydollarwehave invested in inventory.Sincewefundouroperationsthroughgrossmargindollars,itisim-portantthatweattempttomaximizethesefunds.

ThenextstepintheprocessistodetermineGMROIIforallofyourvendors.Onceyouhavecompletedthistask,Iwouldlikeyoutocreateasimplefourcolumnspreadsheet.Thiswillhelpyoudetermineareasforimprovement.

Onceyouhavecreatedthisspreadsheet,rankthevendorsbyGMROII.DeterminewhatyourmedianGMROIIis.Thetophalfofyourrankingarethesolidperformers inyour portfolio of vendors.Yes, I want your investors tostart speaking the language of traders. The bottom halfofyourrankingaretheunderperformingvendorsinyourportfolio.Theserepresentopportunitiesforchange.Iamnotadvocatingchangingvendorshere.Iamsimplystat-

Turning Buyers into Investor$By Jason Bader, Principal

12 months gross margin dollars from stock sales

12 month average inventory value

12 months stock sales: $100,00012 months cost of goods sold: $70,00012 months gross margin dollars: $30,00012 months average inventory value: $15,000

$30,000 / $15,000 = 2.00

Vendor Inventory Average GMROIIName Turn GM %

Vendor A

Vendor B

Vendor C

Vendor D

Feature article


ingthatthesevendorsshouldbeanalyzedfurthersothatwecandeterminewhytheyareunderperforming.

There are generally two reasons for an underperforming vendorline.Itiseitheraninventoryturnproblemoraproblemwiththeaveragegrossmarginpercentageintheline.Itcouldbeacombina-tionofboth,butoneusuallyismoreglaringthantheother.Ifourinvestorsaregoingtobesuccessful,theyneedtolearnhowtofindtherootcauseofthepoorperformanceandthenconcentrateonfixingtheproblem.Thisspreadsheettoolmakesiteasiertothemtoachievethisgoal.

Creating this spreadsheet will take some effort. Data extraction,fromadistributionsoftwarepackagecanbetricky.Softwarepro-vidersoftenconfuseGMROIIwiththeoldTurnandEarnratio(TurnsxGM%).MakesurethatyoucalculateGMROIIusingtheformulaIprovidedabove.Asyoucansee,IutilizetheelementsofTurnandEarninthespreadsheettool.ItendtothinkthatGM-ROIIandT/Eworkbetterintandemthanseparately.

When using this tool to compare suppliers, or review competi-tivelines,makesuretogivecreditforrebatesandspecialpaymentterms.Theseshouldbothbeaddedintothegrossmarginsideofouranalysis.Rebatepercentagescanbeaddeddirectlytotheav-erage gross margin percentage in our spreadsheet. Use this newpercentage to calculate thegrossmargindollars innumeratorofourGMROIIformula.Withrespecttospecialpaymentterms,ordating,Igenerallyaddanother½percentforevery30daysofad-ditionaldating.Soifthemanufacturerhasofferedyou90daypay-mentterms,Iwouldadd1%tothegrossmarginpercentage.Thisreallyprovidesafairevaluation.

Ultimately,Iwanttoseethistypeofanalysisandsystemmainte-nance become a much greater percentage of our investor’s dailyworkload.Thecuttingofpurchaseordersshouldbeasystemdriventask. In the companies I coach, I challenge them to reduce thephysicalbuyingtonomorethan2hoursperday.Ofcoursetheactualnumberofhoursdependsonthenumberofpeopleyouhaveworkingintheteam,butIthinkyouseethedirection.

Youmaybeaskingyourself–Ifoundtherootcauseoftheproblem,nowwhatdowedoaboutit?Forthoseanswers,Iwouldrecom-mendthatyoureadacoupleofmyotherarticles:ImprovingGrossMarginsandImprovingInventoryTurns.Bothcanbefoundatmywebsitewww.thedistributionteam.com.GoodluckandknowthatIamalwaysheretohelp.

JasonBader is themanagingpartnerofTheDistributionTeam,afirmthatspecializesinhelpingdistributorsbecomemoreprofitable through strategicplanningandoperatingefficiencies.Thefirst20yearsofhiscareerwerespentwork-ingasadistributor.Today,heisaregularspeakeratindus-tryeventsandspendsmuchofhistimecoachingdistribu-tionexecutives.Formoreinformation,call503.282.2333orcontacthimbye-mailatJason@Distributionteam.com.AlsovisitTheDistributionTeam’swebsiteatwww.thedis-tributionteam.com. Jasonwill be apresenter at the2013NAILDConferenceandwillexpandonthisarticle.

NEXT GENERATION LED DRIVERSBacked by more than 65 years of lighting expertise, Keystone is the partner you can rely on to stay ahead of rapidly evolving LED technology.

Keystone Technologies, LLC P.O. Box 246, Ambler PA 19002 • Phone (800) 464-2680

Fax (215) 628-4412 • www.keystoneballast.com

Quality. Performance. Service.

COMMITTEE REPORTSCase Studies


Toprovideasignificantenergysavingswithoptimal lightingquality, JetBlueAirwaysselectedMaxLite’sHighMax®High Output compact fluorescent(CFL) lamps for a series of retrofitprojects in its Orlando-based hangarandtrainingcenter.

With maintained lumens and crispcolor rendering throughout the long10,000-hour lifetime of the bulbs,MaxLite’s HighMax CFLs were idealfor JetBlue’s retrofit high-wattage ap-plications. These self-ballasted lampsareconstructedwithanindustry-lead-ing large, solid aluminum heat sinkforcooloperationandhigh-heatfluo-rescent U-bend tubes for optimizedstrength and longevity. The higherwattagemodelshaveanon-board in-ternalcoolingfanthathelpsmaintainlumen output, color rendering, andreducedwattageconsumption.

InsidetheJetBlueAirwaysHangar,75HighMax 200-watt CFL lamps wereused to replace 75 1000-watt metalhalide lamps in the high bay fixtures.Offering a substantial energy savings,thenewluminaireswereinstalledinthe

sheetmetalshop,theseatshopthatre-pairsairplaneseats,andtheareausedforpreparingenginesforreplacements.Inaddition,29HighMax200-wattCFLfixtureswerealsoselectedtoreplace291000-wattmetalhalidefixturesovertheapron,infrontofthehangarwhereem-ployeesworkontheaircraft.

Also offering a significant savings onenergyconsumption,50HighMax60-

wattCFLlampswereusedtoreplace50400-wattmetalhalidelampsintheparkinglotthat isusedbyemployeeswhoworkinthehangarandtrainingcenter.TheHighMaxlamps,whichareheavy-dutyforlongdurabilityinout-door applications, were retrofitted infixturesattachedto20-footpoles.

Replacing 30 200-watt metal halidelamps,30ofMaxLite’senergysaving,HighMax 40-watt CFL lamps weresuppliedandinstalledinwallmountedfixtures over thedoorways outside ofthe crew training center and hangarfacility.

CityElectric ofOrlando specified theMaxLite lamps, which completed amultitude of tests and conversions byJetBlueAirways,accordingtoR.J.Job-man, Facility Supervisor and SafetyLiaison,CorporateRealEstateforJet-Blue. Larry Meadows, a lighting salesrepforDynamicSalesAssociates,Inc.,representedMaxLiteduringtheproject.

Inadditionto theirenergyefficiency,HighMaxCFLlampswillsaveasub-stantial amount ofmaintenance timeandcosts.

MaxLite HighMax® High Output CFL Lamps Used in Retrofit Project for JetBlue Airways Hangar and Training Center

®

The intersection of art and engineering.

Create a world of graceful illumination with FX Luminaire LED landscape lights. The consummate blend of beauty and technology, FX fixtures can bring any design vision to life with unmatched efficiency and durability. With such a broad array of styles and finishes at your fingertips, every landscape can become an evening retreat.

call 760.744.5240; visit FXL.com

Create the perfectLIGHTING OASIS

FX_TLD_Ad_Oasis.indd 1 11/13/12 2:36 PM


Toshiba International Corporation(TIC) recently announced that itsToshibaTGT LED Luminaires willreplace over 20,000 high-pressuresodium (HPS) street lamps in SanAntonio,Texas.CPSEnergyselectedToshiba’sLEDroadwaylightingafterextensive investigation and experi-mentation with multiple LED lu-minaireoptions.Ultimately,Toshibawas selected for its product perfor-mance and LED technology exper-tise, which includes development ofLED products that will be commu-nications-enabled, allowing for con-nectiontotheSmartGridandothercommunicationstechnologies.

TheToshibaTGTLEDLuminaireisa direct replacement for high-inten-sity discharge (HID) lighting, suchas high-pressure sodium or metal-halide,whichrequirefrequentmain-tenance and consume up to 70%moreenergythanLEDlightsources.Incontrast,Toshiba’sTGTLEDlu-minaire has a rated life of 100,000hours L85, and the photocells havearatedlifeof15years,whichmeanstheTGTluminairelastsupto5timeslongerwitha lowerlumendeprecia-tion than metal-halide and twice aslong as high-pressure sodium prod-ucts. San Antonio’s existing 250-watt HPS luminaires consume 310system watts and are being replacedbyToshiba’s 100-watt 42-chipTGTLED luminaires.Thanks toproductdurabilityandlowenergyconsump-tion, LED lighting provides one ofthelowestlifecyclecostsofanylight-ingtechnology.

Inadditiontotheenergyandmain-tenance savings,ToshibaTGT LEDLuminaires provide high color ren-dering, uniformity and small targetvisibility,allofwhichenhancepublicsafety.ConventionalHPSluminairesproducealowcolorrendering,whichmaymakeitdifficulttodiscerntruecolorsofcarsorsurroundings,where-as LED luminaires produce a moreaccuratecolorrendering.Additional-ly,LEDluminairesproducesuperiorlight uniformity, which means thelightisdirectedwhereit’sneededwithlesslightlossormisdirectedlightand

moreuniformlightlevelswithbetteraverage tominimum footcandles, ascompared to HPS luminaires. Themonochromatic nature of HPS alsomakes the ability to detect contrastdifficult.Thisaffectsadriver’sabilityto see small objects or obstructionson the road, which could representa safety hazard.ToshibaTGT LEDLuminairesalsooutperformconven-tionalHID luminaires byprovidingsuperior vertical luminance. This isanimportantsafetyfeaturebecauseitaffectstheabilitytoseefaceswheninaparkinglotoronsidewalks.

Case Studies

Toshiba Led Street Lamps Chosen by CPS Energy to Replace 20,000+ HPS Lamps in San Antonio, Texas

Take charge of your customers’ demands for maximum lighting efficiency. Choose Universal for

outstanding products and superior customer service.

Call 1-800-BALLAST today to learn all the ways you can help your customers cut their

power bills down to size.

© 2011 Universal Lighting Technologies

Energy Intelligence in Lighting.

See how much others are saving. Review our case studies at unvlt.com/save.

11ult6828 Fight TLD 3.625x10_CMYK.indd 1 9/22/11 4:38 PM

Feature article


13 WAyS to BUiLDyour ‘Expert’ Brandfor FREE!By Tim McMahon, Jr.

Everyoneofusisanexpert(orhasadesiretobeanexpert)insome-thing.Youcouldbe (orat leastclaimtobe)an ‘expert’ socialmediamarketer likemyself.Youcouldalsobeanexpertwriter,accountant,lawyer,fitnessprofessional,consultant,designer,businesscoach,thera-pist,orperhapsevenanexpertlightingdistributor!

However,mostofusapplythatexpertiseONLYtowardshelpingsome-oneelse(anothercompany)becomemoresuccessful...andoftentimesinverynon-publicways.Quiteoftenwepracticallyavoidlettingothersknowhowgreatwetrulyarebecausewedon’twanttobeoneofthose‘braggers’.Buthere’sthekey:Peoplebuyfromotherpeople.Notcom-panies.Notlogos.Notevencatchyslogans.Weneedtoshareourexper-tise...ourgeniusideas...ourincrediblepersonality...andweneedtodoitoftenandinmultipleformatstocatchourprospectseyesandears!

Sotogetrighttothepoint,whatdoesthismeanforyouandhowcanyougetstartedalmostinstantlyandforaverylowprice-tag?Beloware13quickandrelativelyeasywaystoengageyourcustomers,makeitper-sonal,andlettheworldknowthatyouareinfactanexpertinyourfield!

1. E-Books2. E-LearningCourses3. Webinars4. LiveVirtualBroadcasts5. E-Newsletters6. BlogArticles7. Podcasts8. PowerpointPresentationsonSlideShare.com9. Whitepapers10.SpecialReportsand/orStudies11.VirtualConferences12.VideoProductReviewsonYouTube13.InterviewswithOtherSubjectMatterExpertsthruSpreeCast.com

Youmaybewonderinghowtocreateane-book,avideoblog,orevenavirtualconference.Ifyou’reattendingthisyear’sNAILDConferenceinMarch,youcouldhavetheopportunitytohearmespeakaboutthebestfree(orveryinexpensive)toolsofthetrade.Fornow,startidentify-ingyourmessage,thecontentyouwanttoshare,andcomepreparedinMarchtogetsocial!

New Products


New Everline® Led Drivers & Modules Bring Versatility to Track/Downlight Applications

The expanding family of EVERLINE® LED drivers andmodulesnowoffersamazingversatilityinbothlightout-putandcontrolfortrackanddownlightapplications.Idealfordeveloping full luminaire lineswith incredible range,theseEVERLINELEDproductsdeliverupto90+lumen-per-wattsystemperformance–providingsignificantcostsavings in both energy and maintenance over halogen,CFL,andlow-wattagemetalhalidelightingsystems.

EVERLINE’s roundLEDmodulesoffer crisp, even illu-mination from1,000 to10,000 lumens.WithEverTru™Chip on Board technology and a 50,000 hour lumenmaintenanceof80%orhigher, theycansatisfyeventhestrictestdemandsforquality,color,energyefficiency,andlonglife.Atthesametime,EVERLINE’sLEDdriverspro-videunsurpassedcontrolcapabilitiesfortrackanddown-lightluminairesrangingfrom15to150W–with350mA,700mA,and1,050mAoptionsavailable.

With a compact light emitting surface area ranging from0.53to1.69inchesindiameterandawidearrayofcolortemperature options including 2,700K, 3,000K, 3,500K,and4,000Kmodels,UL®Class2 recognizedEVERLINEroundLEDmodulesaredesignedforuniformlightdistri-bution and optimum reflector design. Plus, EVERLINELEDdriversareavailableinmultiplehousingconfigurations(includingsideorbottomexitwithmountingfeetorstuds)formaximumversatilityinfixturedesign.Together,theyof-feranidealsolutionforbothfixedlightoutputandanalogdimmingapplicationswithstandard0-10Vcontrols.

Continued on page 24

Introducing New Q-Can 12v Led Drivers, Ideal for Outdoor Signage in Wet or Dry Locations

Universal Lighting Technologies is expanding its Signa®brandofLEDsystemswiththenewQ-Can12VLEDdriver,featuring60Wclass2outputforoutdoorsigns.Withitscor-rosion-resistant aluminumhousing, theQ-CanmeetsUL®requirementsfordry,damp,andwetlocationratings—whichhelpsensurelong,dependablelifeintoughapplications.

Universal’snewQ-Candriverisdesignedtokeepallelec-trical connections enclosed to eliminate theneed for ad-ditional enclosures and simplify installation. Threadedadaptersallowconnectionstojunctionboxeseitherdirectlywithcouplersorthroughsectionsofconduit.Thejacketed60-inchoutputcableisPLTC-ratedtoprovideadditionalinstallation and application flexibility. Plus, this RoHS-compliantLEDdrivermeetsIP67forliquidandsolidin-gressprotection.

AsanLEDdriver,Q-Canoffershigh-efficiencyoperationwithinstaller-friendlyuniversalinputvoltage.Inadditiontoinstallationsimplicity,applicationflexibility,reliableop-eration,andlonglife,theQ-CanLEDdriveralsofeaturesawideoperatingtemperaturerangeof-40°Cto60°Ctofur-therenhanceitsflexibilityinoutdoorsignageapplications.

NAILD Mission Statement: Providing the opportunity to grow your business profitably.

Through education, networking and technology, NAILD continues to be extraordinary in the lighting industry.

e

f

e

s

e

f

e

s

e

f

e

s

There’s innovation in the air with Philips LED Lamps with AirFlux Technology

Smooth white, premium finish toblend into ceilings

Optimized air flow design eliminatesthe need for heatsink fins

Lightweight and easy to handle

See what light can do

Learn more

ahwe eS

Learn more

odn acthgilt

Philips LED lamps offer the ultimate synergy of form and

function. The sleek, white design matches fixtures so the lamps

blend into ceilings, while the innovative air flow design allows

for a lightweight lamp. All due to our unique AirFlux Technology.

With Philips LEDs, performance meets design and you meet

the needs of your customers.

To learn more visit www.philips.com/airflux

©2012 Philips Lighting Company, A Division of Philips Electronics North America Corporation.

AirFlux Xitanium Ad Concepts-7_AirFlux Selected 6/28/12 5:13 PM Page 1

New Products


lifeandenergyefficientillumination.Atrue25Wreplace-ment,theProLEDB11lampprovides13timesthelifeoftraditionalIncandescentsources.

Theyproducehigh82CRIand180 lumenswithomni-directionaldistribution.These3.5Wlampshaveacande-labrabasein2700Kandarebackedbya5-yearwarranty.

Toshiba Launches Mr16 50w Equivalent Led Lamp

Toshiba International Corporation recently announcedtheintroductionofitsnewMR16GU5.3LEDlampthatgeneratesupto540lumens.Toshiba’snewMR16GU5.3500seriesisadirectreplacementfor50Whalogenlamps.

Usingonly9.1wattsofenergy,Toshiba’snewMR16pro-videshugeenergysavingscomparedtoconventionalhalo-genlampsthatuseoverfivetimesthewattageforthesamelumenoutput.MR16s are ideal for a variety of applica-tionsthatrequiredirectionallight,suchastracklighting,recessedceilinglights,desklampsandpendantfixtures.

The new MR16 is available in three color temperatures,2700K,3000Kand4000K,andtwobeamangles,25and35 degrees.Toshiba is among a small number of majorlighting manufacturers who have introduced an MR16LEDlampthatproduces500+lumenoutput.

Toshiba’snewMR16isdimmable,containsnomercuryorleadandlastsupto20timeslongerthanahalogenbulb.Itemitsupto70percentlessUVraysandusesupto80percentlessenergycomparedtohalogenlamps.Thelampisalso speciallydesignedtofitmostgimbal rings,whichmeansitcanbeusedinmostexistingfixtures.

Halco Lighting Technologies® Announces Expanded Line of ProLED® PAR38 Lamps

HalcoLightingTechnologies®announces theirexpandedofferingofPAR38 lampsaspartof theiraward-winningProLEDproductline.

Now offering a range of color temperatures and beamspreads,thecompanyhasrecentlyaddedseveralSKUsof16Wand20WProLEDPAR38lampstotheiroffering.Allnewlampsaredimmabledownto5%includingtwoSKUsthatareEnergyStarapprovedandratedat25,000hours–16WPAR38withFloodbeamspreadin3000Kand20WPAR38withFloodbeam spread in3000K.With a longlifeof40,000hours,thebroadassortmentincludesFlood,NarrowFloodandSpotbeamspreads,availablein2700K,3000K,4000Kand5000Kcolortemperatureoptions.De-signedtoreplace90Wequivalents,theselampsproduce82CRIandarebackedwitha5-yearlimitedwarranty.

Halco’s expandedproduct lines are alsoavailable inPro-LEDPAR16,PAR20andPAR30lamps.

Halco Lighting Technologies® Introduces Dimmable ProLED® Chandelier Lamps

Halco Lighting Technologies® introduces our ProLED®B11chandelierlamps,providinglongerlifethantradition-alsourcesandblendingwithpopularchandelierfinishes.

Designed for accent, display and retail applications, ourdimmableProLEDB11 chandelier lamps feature cream,chrome&brasshousingoptionstomatchexistingchande-lierfinishes.Theyoffer25,000-hourlifeandqualityhighpowerLEDwith superior thermal construction for long Continued on page 25


New Products

Satco Introduces Department of Energy (DOE) Compliant Halogen Excel PAR Lamps

SatcoProducts,Inc.hasreleaseditslatestlineofPARlamps,Hal-ogenExcelwithXenon technology.This advanced line features a39WattPAR20replacingthe50WPAR20;both39and60WattPAR30 in short and long neck, which replace 50W PAR30 and75WPAR30respectively;andPAR38lampsinWattagesof39,60,70,and80providingreplacementsforthecurrent45,75,90,and120Wattlamps.

SatcoHalogenExcel lampsare fullydimmable,mercury-free, areinstant-onandmeetallDOEefficiencyrequirements.Inaddition,thefamiliarlookandlightoutputofthelampmakesthemafamil-iarchoiceforconsumers.Butwithenergysavingsofupto30%overexistingPARlampsthereisnocomparisontotheoldertechnology.They represent an easy, logicalway for consumers andbusinessestorealizeimmediateenergysavingsatareasonablecostofentryallwhilebeingenvironmentallysound.

SatcoHalogenExcelPARlampsarethemostcost-effectivereplace-ments for traditionalHalogenPAR lampsand represent thenextstepinenergyefficientHalogentechnology.

Advance University 800.322.2086

NAILD Lighting Specialist Program

[email protected]

Osram Sylvania978.750.2464

Universal Lighting e-Learning Center

www.unvlt.com

The Philips Lighting Technology Center

732.563.3600

Educational TrainingOpportunities

For more information on naiLD visit www.naild.org or call 716.875.3670.

schedule of events2013

March 17 – 20NAILD36thAnnualConferenceHiltonScottsdaleResort&Villas

Scottsdale,AZwww.naild.org

April 9 – 12 IMARK

www.imarkgroup.com

April 23 – 25 LightfairInternational

www.lightfair.com

May 4 – 7 NAED

BostonMarriottCopleyPlace–Boston,MAwww.naed.org

2014April 6 – 10

NAILD 37th Annual ConferenceHyatt Pier Sixty-SixFort Lauderdale, FL

www.naild.org

Industry updates


Business Financing Now Available for Energy-Efficient Lighting Upgrades

Forthefirsttime,PacificLampWholesaleisofferingbusi-nessesfullfinancingforenergy-efficientlightingupgrades.

ThroughitspartnershipwiththeEnergyTrustofOregon,PacificLampWholesalehashelpedhundredsofbusinessessaveon energy costsbyupgrading tomodern energy-ef-ficient fixtures and lamps. These lighting upgrades are asmart investmentbecause theypay for themselves inen-ergycostsavings,ofteninlessthanoneyear.

NowPacificLampWholesale is able tooffer these ener-gy-efficient upgrades with attractive financing terms. BypartneringwithTIPCapital,PacificLampcanworkoutflexible payment and leasing arrangements that enablebusinessestomaketheseinvestmentswithnoout-of-pock-etexpense.

RAB Lighting Earns IMARK Group’s Supplier of the Year Award

RABLightingwasrecentlychosenSupplieroftheYearbytheIMARKGroup,thelargestmember-ownedmarketinggroupofindependentlyownedelectricaldistributorsintheU.S.TheawardrecognizesRAB’seffortsoverthepastyeartosupporttheIMARKmembers.

SupplieroftheYearawardwinnersareselectedbyIMARK’smore than 1,100 member companies. The criteria usedintheselectionprocessincludesannualsalesgrowthandoverallperformance;marketingsupportforIMARKpro-grams,newproductpromotionsandcommunicationsac-tivities;membertrainingthroughIMARKUniversity;andcreativeeffortstoservenewmembers.

“ThefactthatRABwaschosenbyourIMARKcustomersasSupplieroftheYearmakesthisawardespeciallymean-ingful tous,”saysTerriDumas,VicePresident,StrategicAccounts at RAB Lighting. “We also recognize that thisisn’tjustanacknowledgementofoursalesteam,butavoteofconfidenceforourentireorganization.EachandeveryRABemployeeiscommittedtodeliveringworld-classcus-tomerservicethatcreatesabuyingexperiencethatisfast,easyandhassle-free.”

www.eiko.comeiko.com

The LED Revolution at EiKO continues as our ground-breaking LITESPAN™ line of LED Fixtures expands to include Cobrahead and Area Street Lights and Plate Downlights, in addition to our other state-of-the-art offerings including:

• Canopy • Parkade• Flood • Post-Top• High Bay • Wallpack

And don’t forget about our ever-expanding line of LITESPAN™ LED lamps – now including powerful next-generation LED T8 Linear lamps!Bright enough to replace any traditional fluorescent, these T8 Linear lamps are energy-efficient and environ-mentally friendly with a whopping 50,000 hour life, and available in a wide variety of sizes and wattages, including U-Bends and UL-Certified 2–6’ Straight Tubes.

Documents

- NAILDnaild.org/wp-content/uploads/2014/12/Winter-2012-2.pdf · 2019-07-23 · Table of Contents President’s Message, by Blake Hunt, LC 4 Member News 6 2013 NAILD Conference 10