200 lumens / watt LED Lighting Can I sell it Now?
Transcript of 200 lumens / watt LED Lighting Can I sell it Now?
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200 lumens/wattCan I sell it NOW?
Ted Konnerth, PhD
President/CEO
Egret Consulting Group
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LED v Commercial Lighting Agenda
• My background
• Definitions– LED “Guy”– Lighting “Guy”
• Define the lighting market•Top 5 cultural differences•Advice to both camps
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The Lighting Market Channels, C&I
C&I, Project C&I, Stock National Accounts
Sales force Indirect Indirect Direct/indirect
Focus Specifiers ED Owners Store PlannersContractors Specialty ED’s
P.O. Origin Distributor Distributors Distributor
Influences Specifiers Buying Groups ServiceDistributors Incentives PerformanceContractors Brand PriceReps Rep
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Lighting Market Channels, deux
Utility ESCO Big Box
Sales force Indirect/Direct Dir/Ind Direct
Focus Standards Engrs ESCO Owners BuyerPurchasing End-users
P.O. Origin IOU/Distributor Distributor Big boxEnd-user
Influences Quality Energy BrandPerformance Price PriceRep Delivery
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LED v Lighting#1 Difference. SPEED
LED Guys
• Haitz’s Law• Product life cycle=
months
Lighting Guys
• Vitality index• Product life cycle=
decades
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LED v Lighting#2 Difference. Intellectual Property
LED Guys• Patents are KING• Patents are functional
and process oriented• IP rights are swords• Created by EE’s• CTO
Lighting Guys• Patents are “nice”• Patents are typically
mechanical or esthetic• Patents are defended
but not offensively• Created by ME’s• VP Eng• “tighten wirenuts”
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LED v Lighting#3 Difference. Manufacturing
LED Guys• Long run= Millions of
pieces• Automated/’lights out’• “Lean”= better
equipment• GM’s = <30%• Replicable technology
Lighting Guys• Long run = < 5,000
pieces• Labor intensive• “Lean”= faster
assembly, quicker change-overs
• GM’s= >50%• Mechanical devices
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LED v Lighting#4 Difference. Customers
LED Guys• Electronic distributors• OEM’s• => “design influenced”• Component mindset
Lighting Guys• ‘Buyer’ is assumed to
be an electrician• Sell to everyone who
can reach an electrician
• => “Trade” influenced• Finished goods
mindset
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LED v Lighting#5 Difference. ‘Lighting’
LED Guys• Brightness is king• Lumens/Watt• More lumens=‘gooder’• Long distance golf
balls
Lighting Guys• Light on Task• FC’s are king• Less glare= ‘gooder’• Controlled accuracy
golf balls
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Advice to Both Camps
LED Guys
• Slow down and learn the channel
• Pick a strategy– OEM? Fixtures? ESCO? Specialty?– If OEM, don’t over commit
• Find people who understand your strategy AND who have the relationships to implement that strategy
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Advice to Both Camps
Lighting Guys• Embrace it
– Find LED partners to help, hire EE’s
• Recognize your new competition• Fix your channel
– It’s anachronistic and inefficient
• Change your business model– Warranties, Processes, Channel partners
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Closing Thoughts
• “LED is the most disruptive technology to affect the lighting industry since Edison” A White Paper examining the channel impacts of LED technology,Ted Konnerth, PhD 5/09
• “If you’re not changing faster than the world around you, you’re backing up” unknown