9 minute read
Lighting The Way: Staying Current with the Lighting Technology Certification
LIGHTING THE WAY
DMF Lighting Ambient
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David Warfel, ProSource LIghting Guru INSIDER MAGAZINE ASKED David Warfel, ProSource Lighting Guru, manufacturers Mike Libman and Lani Godfrey of DMF Lighting, Patrick Laidlaw of WAC Lighting and integration specialist Tom Curnin of BravoAV to bring us up to date on the ProSource Lighting Technology Certification rollout and how specific needs are being met.
INSIDER MAGAZINE:Please update our readers on how the Lighting Technology Certification is proceeding?
DAVID WARFEL: The LTC Level 1 Certification is off to a rip-roaring start with 20+ individuals already having completed the eight foundational learning modules, six manufacturer modules and final certification module. We know that’s only the beginning, as over 50 learners have already completed the foundational units and an awesome 100+ learners are past the first module. We’re getting great feedback and collecting comments to roll into future updates. One user said he took 25 pages of notes and spent some 16 hours getting through the first eight modules, so we know the investment is huge… but of course the potential payback is far greater.
With Level 1 up and running, our focus has turned to Level 2 Certification and we are even more excited than ever. We’ve signed a lease with the Dallas Market Center and construction will have started by the time this issue goes out. The Experience Lab will host the Level 2 live continued on page 22
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training component, serve as a studio for live and recorded webinars and demonstrations and give us an incredible opportunity to showcase great lighting and technology working together. The Experience Lab is the crown jewel of the LTC and it will transform the way we can train members and provide an ever-expanding list of benefits. Imagine flying an important client to the DMC, heading to the 10th floor, and showing them how awesome their home could be with better lighting!
We’ll keep evolving the LTC as we continue to learn new ways to strengthen member growth in the category.
One quick note: Virtual CEDIA saw incredible investment in the lighting category from our vendor partners. DMF launched an integrator-only module with standard one percent dimming that will reduce competition and provide a dealer advantage. American Lighting launched its Proluxe line for the integrator channel and rolled out new products we’re already specifying. WAC launched the AiSPiRE brand for integrators, showing off a breathtakingly simple system for low voltage lighting and a host of compatible products. Savant/USAI launched the CORE fixture, to bring USAI to the table for competitively-priced projects and giving integrators a cost-saving option. All in all, it was an energetic couple of days. I sure do miss the live event – nothing compares – but there was still enough going on to keep me excited.
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MANUFACTURERS’ INPUT Mike Libman,
National Sales Director and Lani Godfrey, Sales Manager, Residential Systems East, DMF Lighting
Mike Libman, National Sales Director, DMF Lighting
INSIDER MAGAZINE: How has the ProSource Lighting Technology Certification (LTC) program benefited the ProSource members so far?
MIKE LIBMAN: It has certainly given the members more technical and real life perspective as to how the category connects to their existing business and benefits them being involved in how lighting is equally a tie in to all the other items they are controlling and monitoring: pools, sprinklers, garages and gate doors.
INSIDER MAGAZINE: Are you seeing the membership more fully embrace the LTC during this time of COVID? Is this a small silver lining?
MIKE LIBMAN: The silver lining so to speak was members realizing that they needed to adopt a plan to train and develop themselves and their teams as leaders. The beautiful part about LTC, is it walks a similar path that other course curricula follow: introduction, the vision/path, several steps on the path, and then implementation and acceptance of the curriculum and what to do with the content delivered.
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This isn’t new, but you can see varying degrees of who has a plan for training, versus those who say, we are a little slow right now so we tell our staff to process some classes. This is ultimately a culture difference where leaders that believe in developing themselves and teammates foster such a culture and reward those who contribute to it.
Lani Godrey, Sales Manager, Residential Systems East, DMF Lighting
INSIDER MAGAZINE: Is there one module that is your favorite and why?
LANI GODFREY: I am a fan of all of the content as I believe, “Light Can Help Your Team”. I also like the Foundation examples where you can see the changes in a particular environment as lighting layers are removed and added. Purchasing and Restocking is also special, because once a member is doing this, they are well on their way to conducting more consistent lighting business. In general we have three business segments to look for in lighting:
Retrofit & Remodel of what may be existing in a home. Upgrading a typical sale to a better option. Owning the design/layout and being the leader in how lighting will be applied to the property.
INSIDER MAGAZINE: How has the ProSource Lighting Technology Certification (LTC) program benefited the ProSource members so far?
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MANUFACTURERS’ INPUT
PATRICK LAIDLAW: I’ll give you an example: believe it has greatly contributed to the I received a phone call from an integrator membership concentrating on additional who just finished the certification program. revenue streams and future directions. The He had asked a builder to let him quote LTC came at a great time alongside this line the lighting on a project he was currently of thinking because members I have talked working on. Although the builder was to have done nothing but rave about what hesitant, he urged the builder to give him a they have learned. chance and he was knowledgeable enough and confident enough to speak intelligently INSIDER MAGAZINE:Is there one module and convinced the builder to allow him to that is your favorite and why? quote it. The new found knowledge is giving integrators the information they need to PATRICK LAIDLAW: More than any ONE speak more confidently and thus reach out Module I would say my favorite “part” of to ProSource vendors (the vendorship) for assistance once the door is open. Patrick Laidlaw, Director of Business Development, WAC Lighting the LTC is the way in which it is designed and purveys knowledge. There are other organizations that can share knowledge of INSIDER MAGAZINE:Are you seeing the membership more fully lighting guidelines and design but the LTC actually TEACHES the embrace the LTC during this time of COVID? Is this a small members how to approach lighting, speak about lighting and also sell silver lining? lighting which goes beyond just “lighting principles”. This is revolutionary and exactly what the members need today. It’s easy to hear “I PATRICK LAIDLAW: I believe so, yes. I believe early on the membership need to be in lighting”, but the more difficult question is “how do I go had more time to spend on education but as things opened back up, about it” and the LTC answers that question, and in a big way! many of them are very busy. That being said, between the education gleaned during the shutdowns and the current state of affairs, I
Tom Curnin, BravoAV
INTEGRATOR’S OPINION
INSIDER MAGAZINE: How has the ProSource Lighting Technology Certification (LTC) program benefited the ProSource members so far?
TOM CURNIN, BRAVOAV: It’s provided us with greater confidence when talking about lighting design and fixtures. I know I can hire David [Warfel] and his crew to do a great lighting design. I know they have the understanding and experience to make magic.
INSIDER MAGAZINE: Are you seeing the membership more fully embrace the LTC during this time of COVID? And which of the modules in the certification helped you the most?
TOM CURNIN: As I started my training during COVID, I can actually say my timing was great and all members should get on board. My favorites are: • M2: Lighteracy 201 – Integrator Foundations. This one was one of my favorites, even if it made my head hurt. Hard core science behind things. • M5: Designer’s Canvas – Lighting Plans. I loved this one also. Clearly defined the differences between a lighting plan and a lighting design.
