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I.e. the New Lighting financial reality.  Lighting Guy, 30 years  Industry Observer and Active Participant  Talent assessment => Industry leaders.

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Presentation on theme: "I.e. the New Lighting financial reality.  Lighting Guy, 30 years  Industry Observer and Active Participant  Talent assessment => Industry leaders."— Presentation transcript:

1 i.e. the New Lighting financial reality

2  Lighting Guy, 30 years  Industry Observer and Active Participant  Talent assessment => Industry leaders

3  Past Market Observations, SiL 2013 ◦ Channel Diversity ◦ Lighting mega-trends ◦ Trend predictions  Talent market  Market threats  Ideas for success in the future

4 Channel diversity (SiL ‘13)  Emerging trends ◦ Leased lighting ◦ Franchised distributors ◦ ESCO emergence ◦ Electronic distributors ◦ Channel consolidation ◦ A/V installers ◦ Controls integrators  Trends updates ◦ Very little growth ◦ Growing ◦ Components only ◦ Tipping point ◦ Growing

5  Lamp replacement  DC Power distribution  Building integration  Design  New markets  Consolidation  Alternative energy => Synergistic => “Power Ball” => Gaining traction => Nascent => Lagging => Blue Ocean strategy => Darwinian

6  Lighting will cease to pierce the plane of the ceiling  Residential design will coalesce solar power and native DC power distribution  Smart design will enable a new system approach: Lighting, HVAC, Desk-top, Security, Sound, etc.  Quality Lighting and Quality Design will intersect into a holistic smart building Gestalt.  The US lighting market will bifurcate: New Market v. Installed Market

7 Unemployment Level as of April 2014 Some HS, HS, Some College, Degreed

8  Boomers are retiring, GenY isn’t ready  Existing talent has been absorbed by the rapid growth of new companies  Recession led to shallow bench strength  GM’s are dropping  Salaries are rising, rapidly  Influx of semicon talent, with little channel or product application knowledge  Skills no longer match needs

9  Limited access to talent that grasps the emerging channel opportunities  Replacement lamps are overshadowing the core lighting market  The explosion of technology is confusing the core issue of selling lighting  Competition for reps is driving up SG&A and diminishing the focus of reps  Buying influences are expanding and the need for broader market coverage increases

10 1. Pick a strategy and develop a plan to own it 2. Focus closely on channel partnerships 3. Minimize the adhesions of the past 4. Develop synergistic alliances: controls, software, integrators, security firms 5. Expand your grasp of building changes: ◦ HVAC, controls, security, communications ◦ Installation, DC power, solar, technology R&D 6. Invest: Talent delivers the highest ROI

11 “In times of rapid change, experience could be your worst enemy” J. Paul Getty Ted Konnerth, PhD


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