News

Here you can easily find the most important industry news, keeping you and your company ahead of the game.


Low Hanging Fruit Ripe for the Picking in the Lighting Maintenance MarketJuly 21, 2016

Maintaining a lighting system can be labor intensive, specifically the never-ending task of ‘spot’ relamping of failed fluorescent lamps. Scheduled group relamping at (for example) 70% of rated life can minimize spot relamping by more closely matching life cycle performance among all lamps. To further improve your next maintenance cycle, also consider these lamping alternatives …

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DOE Publishes New CALiPER Snapshot on TLEDsJuly 20, 2016

The U.S. Department of Energy’s CALiPER program has released a new Snapshot report on linear LED lamps, commonly known as TLEDs. Among the key findings of the new Snapshot, which is based on DOE’s LED Lighting Facts® database: TLEDs now comprise more than 50% of all listed lamps, and more than 10% of all listed …

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Intelligent Light-Management SystemsJune 13, 2016

Alongside the LED revolution, a second technological revolution is occurring in lighting controls, offering advanced control options for building owners and occupants. Intelligent lighting control provides highly programmable, flexible and layered control of commercial building lighting. When installed with wireless communication, advanced control options are more economically applied to existing buildings. When installed with wireless or digital low-voltage wired communication, the system can monitor and measure lighting performance.

NXT Level: Comprehensive Lighting TrainingApril 12, 2016

A new training program helps trade allies differentiate themselves from the pack

NXT Level is a free, online training program established to help trade allies become leaders in the lighting industry. NXT Level was designed in partnership with Northwest utilities, industry experts, and trade allies from around the region. In addition to covering core functions like lighting concepts, technologies and codes, it also provides core skills in other important areas, like sales and customer service, to help lighting contractors confidently manage every step of a lighting project. Earning the NXT Level Designation helps trade allies distinguish themselves in the market in important ways.

Safety Check: LED Lamp RetrofitsFebruary 19, 2016

Three out of four lamps operating in commercial buildings are fluorescent, with the majority installed in recessed troffers, according to the U.S. Department of Energy. This large base of lamps is ripe for retrofit to LED, with the main options being LED luminaires, lamps and retrofit kits.

New luminaires carry certain safety certifications. Replacing lamps and ballasts as part of ongoing maintenance is typically considered servicing and does not affect the validity of these certifications.

Retrofit to a different fluorescent lamp and ballast system (such as converting T12 to T8) or to LED lamps or retrofit kits, however, may, as the retrofit changes the luminaire’s electrical characteristics.

Lighting and HealthJanuary 19, 2016

Today, a hot topic in the lighting industry is the relationship between light and human health, which may impact lighting design choices.

Light has a number of health impacts, most notably a trigger for the body’s circadian system, which regulates sleep-wake cycles, core body temperature and the release of hormones like melatonin. Circadian disruption can produce negative effects such as poor nighttime sleep and greater risk of depression. Good circadian regulation can produce greater alertness and reduced sleepiness during the day, better sleep at night and other positive health outcomes.

According to the Lighting Research Center, four main characteristics define light’s impact on circadian health. These are intensity, spectrum, timing and duration.

10 Questions You Should Be AskingSeptember 25, 2015

Tony Robbins is fond of saying that the quality of your life is directly related to the quality of the questions you ask. So I ask you, are you asking the right questions?

When asking questions, ask “Do” and “Consider” questions rather than fact-finding questions. Early on, you will want to ask the prospect why they are interested in your offerings. The more you know about why they’re interested in your offerings, the better job you can do of connecting the dots in a way that allows them to feel good about making an affirmative decision.

By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell’s daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.

7 Tips for Capturing AttentionAugust 20, 2015

When you’re giving a presentation or pitching a sale, you’re always at risk of losing the attention and focus of the audience. Let’s face it…people have short attention spans. So what can you do to keep people from tuning out? Here are some tips:
1. Smile
2. Use shorter sentences
3. Change your delivery speed from time to time
4. Use pauses
5. Insert a blank slide when talking about a key topic – this will encourage the audience to listen to what you’re saying
6. Ask a question and pause before you answer it
7. Tell a captivating story

By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell’s daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.

Money or Value?July 14, 2015

How often do you think price is the major determining factor in a successful sale? The answer should be “rarely.” If you focus your message on making your prospect more competitive, more profitable, and more valuable, you will find fewer circumstances in which price becomes an issue.

Take iPhones and Apple computers, for example. Why do so many people buy these products? They’re significantly more expensive than other smartphones and computers, and there are plenty of other fully featured products on the market. So why do people buy them? They buy them because they believe their cost is justified by the value. What is the value? It could be the user-friendly interface, longevity and reliability, design identity, a gestalt with which people identify, or any number of other factors.

By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell’s daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.

Managing Customers as InvestmentsJune 15, 2015

If you’ve attended any of my efficiency-focused professional sales training workshops, you know how important it is to leverage your existing customer base. This is something you should keep in mind not only when you’re looking for repeat business, but also when you’re selling to a brand new prospect. By approaching a new prospect with the “long-term” in mind and using it to guide the sales process, you’re placing the foundation for future opportunities right from the start.

By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell’s daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.