1. EVERLINE® LED Luminaires
Agent Training Webinar
October 26, 2016

2. EVERLINE LED Fixtures
Today, we are seeing more demand for solutions that convert existing fluorescent to LED -- from simple replacement to sophisticated. Universal’s innovative and expanding EVERLINE LED Fixture line now includes:
Replace with tubular LED lamps:
LED T8 Replacement Tubes (LT)
LED Tubes + LED Ready Ballasts (LT+B)
Replace the light engine:
LED Tubes + LED Drivers (LT+D)
LED Retrofit Kit (LRK)
LED Retrofit Assembly (LRA)
Replace the door:
Pan (coming)
Replace with a full LED luminaire:
Universal now offers numerous configurations and options: over 340 new SKUs.
LED Volumetric (VLA)
LED General Purpose Prismatic (GPA)
LED Strip Luminaire- 4.25” (STRP4)
LED Wraparound Strip Luminaire – 9” (WRP9)
LED Wall Pack (WP)
LED Vapor Tight (VT)

3. EVERLINE LED Luminaire Line Expansion!
LED General Purpose Prismatic (GPA)
LED Volumetric (VLA)
9” LED Wraparound Strip (WRP9)
4.25” LED Strip Luminaire (STRP4)
Numerous configurations and options are now available -- Over 340 SKUs!

4. LED Volumetric (VLA)  FUNDAMENTAL
Universal’s LED Volumetric Troffer is a grid mount recessed fixture which provides diffuse lighting or full distribution lighting luminaire. These luminaires provide visual comfort and lighting quality along with high architectural (design) appeal.
Features:
2’x2’, 2’x4’, 1’x4’ Options
High efficacy Performance
Low loss acrylic center-basket diffuser
Corrosion and scratch resistant
Post powder coat paint
Access plate for fast installation
0-10V Dimming standard
Five Year limited Warranty
ETL Listed for US and Canada
L75 > 60K hrs (per TM-21)
L70 > 85K hrs (calculated)
Application:
Grid Mount recessed ceilings
Indoor, 25C Ambient V
Offices, Classrooms, Retail
Accessories Available:
Accessories are separately purchased and described on a later slide.
Options:
Emergency battery pack
6 Ft, 3 Wire whip
6 Ft Cord set
Future wireless connectivity
Features Universal’s “Matched” EVERLINE Driver and Module light engine.

5. LED General Purpose Prismatic (GPA)  FAMILIAR
Universal’s LED General Purpose Prismatic Troffer is a grid mount recessed fixture. The pattern is designed to evenly disperse light into a spectrum in every direction to distribute a concentrated light source over a larger surface area. These familiar fixtures are perfect for general purpose lighting.
Features:
2’x2’, 2’x4’, 1’x4’ Options
Corrosion and scratch resistant
Access plate for fast installation
Integral grid clips and auxiliary suspension points
Flush steel door hinges from either side
0-10V Dimming standard
Five Year limited Warranty
ETL Listed for US and Canada
L75 > 60K hrs (per TM-21)
L70 > 85K hrs (calculated)
Application:
Grid Mount recessed ceilings
Indoor, 25C Ambient V
Offices, Classrooms, Retail
Accessories Available:
Accessories are separately purchased and described on a later slide.
Options:
0.125” Thick A12 prismatic lens
Emergency battery pack
6 Ft, 3 Wire whip
6 Ft Cord set
Future wireless connectivity
Features Universal’s “Matched” EVERLINE Driver and Module light engine.

6. Ordering Information
EXAMPLE: VLA24-57W850-U
EXAMPLE: GPA24-57W850-U

7. 4.25” LED Strip Luminaire (STRP4)  BASIC
(Shown w/ Lens Accessory)
Universal’s LED Strip Luminaire is a simple indoor, suspended, strip lighting fixture. These products can reduce energy, and increase your space workspace productivity. This fixture is a good choice for lighting projects or retrofits.
Features:
2’, 4’, 8’ Options
High-reflectance baked enamel finish
End plate doubles as a coupler/alignment device for continuous row mounting
0-10V Dimming standard
Five Year limited Warranty
ETL Listed for US and Canada
L75 > 60K hrs (per TM-21)
L70 > 85K hrs (calculated)
Application:
Surface Mount and Suspended
Indoor V
Storage, light assembly, back of house, etc.
Accessories Available:
Accessories are separately purchased and described on a later slide.
Options:
Lens plate for optional lens
Emergency battery pack
6 Ft, 3 wire whip
6 Ft cord set
Future wireless connectivity
Features Universal’s “Matched” EVERLINE Driver and Module light engine.

8. 9” LED Wraparound Strip (WRP9)  COMMERCIAL
Universal’s LED Wraparound Strip Luminaire is a surface mounted fixture. These fixtures are cost efficient and a good choice for LED energy efficiency with the 0-10V dimming standard feature.
Features:
2’ & 4’ Options
Corrosion and scratch resistant
Acrylic, prismatic diffuser with ribbed linear sides
Hinges from either side, self aligning
0-10V Dimming standard
Five Year limited Warranty
ETL Listed for US & Canada
L75 > 60K hrs (per TM-21)
L70 > 85K hrs (calculated)
Application:
Surface, Stem
Indoor V
Corridors, storage, light assembly, back of house, etc.
Accessories Available:
Accessories are separately purchased and described on a later slide.
Options:
6 Ft, 3 Wire whip
6 Ft Cord set
Future wireless connectivity
Features Universal’s “Matched” EVERLINE Driver and Module light engine.

9. Ordering Information EXAMPLE: STRP448-57W850-U
(Shown w/ Lens Accessory)
EXAMPLE: WRP948-48W850-U

10. Performance Listing Status
Complete
VLA14 Target: 3Nov
VLA22 & VLA24 Target: 11-Nov
TBD
WRP948-48W830-U
GPA22-35W830-U
GPA24-35W830-U
VLA14-48W830-U
VLA22-24W830-U
1x4 Prismatics
WRP948-48W835-U
GPA22-35W835-U
GPA24-35W835-U
VLA14-48W835-U
VLA22-24W835-U
2 Ft Wraps
WRP948-48W840-U
GPA22-35W840-U
GPA24-35W840-U
VLA14-48W840-U
VLA22-24W840-U
2 Ft Strips
WRP948-48W850-U
GPA22-35W850-U
GPA24-35W850-U
VLA14-48W850-U
VLA22-24W850-U
8 Ft Strips
WRP948-56W830-U
GPA22-45W830-U
GPA24-48W830-U
VLA22-35W830-U
WRP948-56W835-U
GPA22-45W840-U
GPA24-48W835-U
VLA22-35W835-U
WRP948-56W840-U
GPA22-45W845-U
GPA24-48W840-U
VLA22-35W840-U
WRP948-56W850-U
GPA22-45W850-U
GPA24-48W850-U
VLA22-35W850-U
STRP448-48W830-U
STRP448-57W830-U
GPA24-57W830-U
VLA24-32W830-U
STRP448-48W835-U
STRP448-57W835-U
GPA24-57W835-U
VLA24-32W835-U
STRP448-48W840-U
STRP448-57W840-U
GPA24-57W840-U
VLA24-32W840-U
STRP448-48W850-U
STRP448-57W850-U
GPA24-57W850-U
VLA24-32W850-U
VLA24-48W830-U
The models listed above are
VLA24-48W835-U
DesignLights Consortium® qualified.
VLA24-48W840-U
Consult
VLA24-48W850-U
for details.
VLA24-57W830-U
VLA24-57W835-U
VLA24-57W840-U
VLA24-57W850-U

11. Selecting a Lumen Package
Talk “Delivered Lumens” vs. “Total Lamp Lumens”
KSP
For fixture replacement, keep in mind that Lamp Lumens do not equal Delivered Lumens.
Delivered Lumens is the amount of light emerging from the fixture. It excludes light which is absorbed by fixture walls and lens.
Because fluorescent lamps deliver light in all directions, much is directed at (and lost in) the fixture walls.
When assessing LED fixtures for replacement it is important to use the delivered lumens for both the LED and the incumbent fixture.
Delivered lumens are affected by temperature.
For fluorescent lamps, the variation is non-linear, presenting a sever challenge in low temperature spaces.
For LEDs, the variation is nearly linear, producing superior output at reduced temperatures – especially advantageous for the STRP4 & WRP9 fixtures.
Delivered lumens vary with color temperature.
Spec sheets for Universal’s LED fixtures show delivered lumens at 4000K
Scaling guidelines are also provided on the spec sheet.
Coming … Universal will create one or more application guides, using sample layouts, to compare various LED lumen packages to traditional fluorescent fixtures using various lamps and ballast factors.
Fluorescent Fixtures:
Fluorescent lamps produce light in all directions, and much is absorbed in the fixture. Result: Delivered lumens are reduced.
Verses …
LED Fixtures:
In LED fixtures with lenses there is little or no need for high angle lighting to backlight the housing. More is directed downward and through the lens. Result: More delivered lumens.
IES Files are available for download on
“Equivalent products should have similar light distributions to ensure the lumens produced are directed where they are needed. An IES LM-79 photometric report, which should include lumen output and a polar plot of the luminous intensity distribution, can be an important aid in the comparison process.” – U.S. Department of Energy, “Establishing LED Equivalency.”

12. Fluorescent Technology LED Technology
Fluorescent vs. LED
Fluorescent Technology
Cathodes in tube degrade with each start-up, ultimately resulting in lamp failure and a dark fixture.
Lamps contain mercury.
Lamp Life depends on starting technology (ballast) and number of starts.
Often 20,000 to 50,000 hrs. – depending on the lamp selection.
Inherently creates UV light.
UV converted to white light by phosphors on the tube wall
LED Technology
Solid State technology - Electrical current passes through a pin sized p-n junction.
White light is produced by color corrected blue LEDs.
Color is changed by phosphors on the surface of the LED.
Efficacy performance regulated by LED construction and affected by CRI and CCT.
Lower CCTs and higher CRIs are associated with lower efficacy because more phosphors are needed for correction.
Lumen maintenance is published in Lxx and hours, where xx is the percent of initial lumens remaining after the designated operating hours. This rating is temperature dependent.
Example: L70 > 60,000 hrs means more than 70% of initial light remains at 60,000 hrs.
Lumen maintenance is often interpreted as lamp life lamp-life, but they have different meanings.

13. Fluorescent vs. LED – Comparative Benefits
KSP
Applicable to General Prismatic, Volumetric, Wrap & Strip Fixtures:
Energy Efficiency
Up to 50% more efficient than fluorescent technology.
Maintenance Free
No Lamps or ballasts to change.
Uniform Lighting
No lamp changes mean consistent color temperatures.
No chance of maintenance personnel installing the wrong color lamp.
No “old” lamps mixed with “new” lamps causing lumen disparities.
Rebate Potential
Averages are between $10-$50 per replaced fixture – strong regional dependence.
No Mercury
Save on costly lamp recycling and/or hazardous waste disposal.
Works Well with Controls
Fluorescent lights tend to burn out faster when integrated with occupancy sensors and other controls. In contrast, LEDs work perfectly with control systems, since their life is not affected by turning them on/off.
Reliable dim-level starting performance; no complicated filament wiring; no vulnerability to lamp-wire routing effects
Applicable to General Prismatic and Volumetric Fixtures:
Improved visual comfort by delivering more high angle lumens when replacing traditional parabolic fixtures.
Parabolic fixtures shine light almost directly down, often causing a “Cave Effect.”
Up-Sell Potential  Prismatic to Volumetric
Volumetric fixtures provide improved uniformity by spreading light more evenly.
KSP

14. Additional Features & Options
Emergency Back Up Option (EM where applicable):
An integrated solution providing 90 minute emergency back up
Basic Option
10 Watt (~1200 lumens delivered) for 90 minutes
Other options may be available by ETO if needed
Best handled by the lighting designer to ensure code
See Universal Product Manager if unclear.
All four of the new Fixtures are dimmable.
The fixtures use EVERLINE linear-type LED drivers.
0-10V diming is standard.
Requires two low-voltage wires for dimming control, typically violet and gray.
Not line-voltage dimmable. (Other terms for this are triac, forward-phase, and reverse-phase dimming.)

15. 5-Day Production Planning
Expect a Fast 5-Day lead time for shipping fixtures.
5 Days means from order entry to shipment of fixture.
There are no initial plans for stocking finished fixtures.
We offer too many SKUs to predict the high runners at this time.
Future stocking may be a possibility based on historical sales.
Universal is stocking raw material to support production.
Stocking the raw materials provides flexibility to produce all 340 SKUs.

16. Prepaid Freight Policy
Universal has long led the industry in freight policies prepaid for ballasts.
As fixtures are larger than ballasts, and as we expand our line, we will have a new shipping policy effective immediately.
3 new freight scenarios:
Core Only - will not change and will include all core products that you currently order.
Fixture Only – new: fixture prepay limits will apply
Combined Order – fixture prepay limits will apply. Note: a customer can mix core & fixture products on a single order to reach the prepay minimum.
In instances where a pre-paid minimum is not met the customer will pay shipping and handling (same as they would today for our standard shipping policy).
Please note we will maintain a strict MOQ policy on fixtures!
A list of products which fall under “Fixtures” will be provided to you.
Universal will be sending an official communication to Distributors to inform them of this policy change.
Policy
Core Product ONLY
Fixture Product ONLY
Combined Order
LED Select
$250
$1,000
One Source Select
$300
$1,250
Freight Source Select
$500
$1,500
Select
$1,750
NOTES
In this instance the PO is ONLY Core Product (i.e. No Universal defined “Fixtures”).
In this instance the PO is ONLY fixtures.
In this instance the PO is mixed with Core Product and “Fixtures.”

17. Fixture Samples – for Demonstration
AGENTS: Universal has recently mailed agent samples (at least one of each sample) to each agency based on a vetted list provided by your RSM to Operations.
RSMS: All RSMs will receive one of each of the fixture samples.
Use these samples for field demonstrations / sales tools.
All fixtures will come pre-wired with a cord set for demonstration, all fixtures will be shipped in their normal product packaging (i.e. no special cases made).
Due to multiple configuration possibilities we have narrowed ALL samples to be the same, the following is the list of field sample fixtures:
Wrap - WRP924-28W840-UC6F – 2 Foot, 28 Watts, 80 CRI, 4000K
Strip - STRP424-28W840-UC6F - 2 Foot, 28 Watts, 80 CRI, 4000K
Architectural Troffer - VLA22-35W840-UC6F – 2 X 2, 35 Watts, 80 CRI, 4000K
Prismatic Troffer - GPA22-35W840-UC6F - 2 X 2, 35 Watts, 80 CRI, 4000K
For questions about your fixture sample quantities please contact your RSM.
To request fixture samples after the official launch (early November), please start the conversation with your RSM. RSMs, please note the new Fixtures Sample policy provided to you by Brooke McDonald.

18. Fixture Samples – for Customer Testing
Universal understands the needs of end user acceptance testing.
Primarily Agents and RSMs should work to use their field samples to do these demos, and some quick field installs.
Due to the primary offering consisting of commodity type fixtures we will offer limited customer sample fixtures.
If a customer needs a Mock Up Sample – (Mock Up Sample Abbreviated Policy):
In Pursuit of significantly sized jobs.
Agent / RSM must request through the Regional VP – via the sample request form.
Pricing – 70% off of List Price plus applicable sales tax, plus ACTUAL freight.
Not commissioned, does not count toward sales quotas.
Invoice will be for 90 days – customer must return fixtures undamaged before 90 days.
If received with no damage the PO will be credited LESS SHIPPING (Customer must pay shipping charges).
If received damaged – the customer will be charged for the fixtures.
If not returned the customer will be responsible for paying the PO.
The only Sample Fixture available for Customer Mock Ups will be the VLA Fixtures – Architectural Troffer - VLA24-48W840-UC6F – 2 X 4, 48 Watts, 80 CRI, 4000K.
Any other fixtures needed for evaluation can be requested but they will be non-returnable -- follow the same process as above to request but they must be purchased.

19. Additional Resources
The formal launch eblast will be sent out on November 1.
Feel free to take this eblast and forward to your specific distributors and customers.
Collateral PDFs currently available on
Spec Sheets
Installation Instructions
IES Files
To support adoption of the new fixtures, these tactics (among others) will be in play …
Product Flyer – one page flyer for each fixture product.
Family Brochure – one larger brochure that has all fixture products.
Application Guide.
JumpSTART in November will feature the new Fixture products.
Kit will include an overview document, online training course, distributor handout flyers and agent tip card.
The new fixtures will be incorporated into ongoing marketing / sales programs such as:
True Blue Merchandising Program 2017
Distributor Promo Book 2017
IMARK Gateway to Growth Sales Spiff Program 2017

20. Thank you