Ian Hamilton, Managing Director, Hamilton Litestat, discusses the shift towards the use of LED lamps, the impact this is having on lighting control systems and the opportunities this presents for the wholesaler.
One of the major trends in lighting that shows no sign of slowing down is the increasing use of LED lamps in commercial and residential interiors. The lamps may be more expensive at the outset but they are very durable and long lasting, and have huge energy saving benefits, which can help recoup the cost of the lamp over time. These benefits are capturing both the public’s and specifiers’ attention, and according to IMS research* energy efficient LEDs will overtake CFLs and halogen lamps as the best selling lighting product by 2018, with unit sales of lamps expected to grow to occupy 30% of the market. This trend has a major impact on dimming and lighting control products, as installers are increasingly looking for systems that are compatible with LEDs.
Compatible systems
The good news is that whereas traditionally LED lamps have had compatibility issues with dimming, there are newer control systems on the market for wholesalers to promote that are compatible, making it easier for electrical contractors to up-sell the extra energy saving benefits of a control system and LED lamps to their clients. If you dim an LED lamp by 50% you save virtually the same percentage in terms of energy usage, which, notwithstanding the dimming, is already lower than a CFL or halogen lamp. When you add the control factor to the equation the energy and cost savings are even more impressive, so for those end users looking at the long-term picture, this combination provides the ideal lighting solution.
Hamilton’s redesigned Mercury® Lighting Control System has been successfully tested with many of the available dimmable LED lamp brands – in fact we made this compatibility a major priority in our redesign. Another priority was to make the system even simpler for wholesalers to sell to their customers, which is why we’ve launched the DK1 package, designed to be a self-contained Mercury® ‘starter pack’ for anyone looking to dip their toe into the lighting controls water, especially in smaller properties. The DK1 contains one four-channel pack (for the control of four circuits), a wall-mounted button controller and a hand-held remote control. It also includes a non-dimmable fifth channel, which is activated along with the first channel and stays on for approximately four minutes, making it ideal for a bathroom extractor fan or similar function. The encased dimmer hub is easily accessible and simple to wire in, and the on-board dip switch makes it easy to add more channels and extra functionality at a later date if required. The idea that end users can trial a lighting control product before potentially committing to a bigger, more comprehensive system is appealing for those cautious about spending money in difficult economic times. Having all the necessary elements in one kit also makes the stocking and selling of control systems very straightforward for the wholesaler.
Integration
If the end client is ready to invest in other technologies it’s important that the lighting controls integrate seamlessly with other elements such as audio controls and security features so that the electrical contractor can build a comprehensive system to suit their client’s needs. The Mercury® system, for example, can be integrated with the Mercury® Multi-room Audio System and there are also added value options available, such as holiday mode, which recreates an everyday lighting sequence in an empty property, and window blind controls. The trend for single control points for multiple functions, whether via a wireless smart phone or tablet device, remote control or wall-mounted plate, is also something that contractors will be looking for. So if wholesalers can provide a modular range of solutions from the basic lighting controls kit to more specialised systems – all of which may be installed at different times but controlled from the same point – they are helping the contractor to give complete flexibility to their client, whilst opening the door for future sales as the systems are added to.
Other accessories
In a similar vein, there are opportunities for the wholesaler to market other related accessories when selling control systems. For example switch plates and sockets that match the wall-mounted lighting control panels, ceiling dimmers, LED drivers and even RGB controllers for LED colour washing effects are all potential add-on sales to a lighting control system.
Technical information
As a link between contractor and manufacturer it’s important that wholesalers have the relevant technical information on any control systems to hand when talking to their customers. Therefore, manufacturers need to make this available in a clear format, whether in the form of datasheets, website downloads, or catalogue pages. Most contemporary systems have been designed to be very simple to install with the correct qualifications and equipment, however well written technical information from the manufacturer will help to reinforce the ease of installation to the contractor and may ultimately help sell the system. Hamilton can offer demonstration kits and in-house training sessions for selected wholesaler partners, as well as written data sheets.
In terms of ongoing maintenance, many systems are designed to be operated and maintained by the end user. For example, the redesigned Mercury® system now offers outgoing circuit protection in the way of MCBs, rather than having to rely on fuses. If an MCB trips due to lamp failure it can be reset without opening the main enclosure, with no fuses to replace and no need to call an engineer. This is an important consideration for users who may have reservations regarding the ongoing maintenance of the system, and is another selling point that will ultimately make the end user more willing to invest in a control system.
Opportunities
Even though LEDs still represent a small portion of the market the projections indicate that they’ll continue to command a growing market share. For wholesalers this provides a fantastic opportunity to promote LED compatible control systems and their many related electrical accessories to installers looking to meet the functional and energy saving needs of their customers.
*see: http://archive.luxmagazine.co.uk/2012/07/led-to-outsell-cfl-and-halogen-by-2018/
Contact:
Tel: 01747 860088
Fax: 01747 861032
Email: info@hamilton-litestat.com
