THE LIGHTING CONVERSATION

An integrator who’s well-versed in lighting solutions can use that knowledge as a powerful tool in the discovery process, says Phillip Pini, Director of Residential Sales UK at Crestron.

There’s a truism that every integrator and dealer should keep top of mind: A house is not a home without a proper lighting system. Given the state of lighting technology — from tunable LEDs that follow bio-centric rhythms to luminaires that can trace the arc of a curving staircase — the opportunities that this sector presents for technology integrators has grown exponentially.

In addition to its strength as a segment, it’s also got tremendous potential as an entry point; a conversation starter. Let’s face it: Technology integration has changed. From Crestron’s perspective, our dealers aren’t purely AV professionals as such — rather, we have wonderful partners that are specialists in building management systems, in lighting design and shading, and even some with the drive and ability to design their own luminaires for clients. That’s not to say that the wonderful element of audio visual has gone away — but it’s become another arrow in an ever-expanding quiver.

A conversation with a homeowner that includes lighting can lead to a world of other options in the discovery process. An example: There’s no point in having a wonderful piece of furniture with a television that disappears behind a painting if the artwork isn’t lit appropriately. Conversely, how does the light in the room behave when the display appears for the viewer? All of these things are interlinked.

THE CIRCADIAN FACTOR

The most obvious leap from lighting to other technologies — especially automated ones — is a discussion around shading. There’s often something of a false dichotomy here, as light is often framed as being “artificial versus natural.” When shading is working in concert with a lighting solution, the benefits extend beyond illumination: One’s actually reducing their carbon footprint with the simple act of placing a small piece of material in front of a window. It doesn’t matter how many sheets of glass are in that window or what gas is between the panes, the right shading goes a long way toward keeping the cold out and warmth in. And all of this, of course, opens up a conversation regarding climate control.

Natural daylight provides something that interior, ambient light now mimics quite effectively: bio-centric illumination that’s tuned to Circadian rhythms, the natural sleep/ wake cycle that’s triggered by the presence (or absence) of sunshine. Beyond that, however, an integrator who’s well versed in the visual impact that light can have on a given task has a leg up on the competition: While cooking, for example, one might want a light at a temperature of perhaps 4,000 Kelvin — but 2,000 during the meal. That light will make a tremendous difference on the appearance of one’s food on the plate.

BRINGING THE OUTSIDE IN

With our current focus on interior lighting and its advancements, exterior lighting remains something of an untapped sector: It’s not just for fancy big houses with lights on the gate — it’s about bringing the outside in, and vice-versa.

A personal example: We’ve put some small, soft lights that illuminate the garden just behind our home. They come on every night at sunset and turn themselves off later in the evening. We open the doors, and that light filters into the home; and at the same time those lights turn that garden into a usable evening space. What’s more, exterior lighting is also a tremendous security feature for a home of any budget or size.

The aspects of integrating — and automating — lighting solutions draw from the same skillset regarding control and connectivity a dealer’s already familiar with. But with just a bit more research, some digging on the internet, becoming familiar with the proper terms, or even engaging with a lighting designer (and taking a course if that designer’s offering one) will open up new avenues for conversation — and discovery — with one’s clients.