CE Pro August 2023 - 26

LIGHTING
every day they are in the home, " says Joy.
GHT is working with One Firefly to
completely redesign its website with a much
greater emphasis on the lighting category.
" We know that the biggest growth
category for our company for the foreseeable
future is lighting, so we are taking it
seriously and we're going to maximize this
opportunity, " adds Joy.
The company ordered DMF Lighting kits
" The
electrician
installed
whatever he was
told to put in and
put it where he
was told to. We'd
end up with lights
right in front of
the TVs and other
things that just
didn't make any
sense. "
-Lee Travis,
Wipliance
and retrofitted them into their showroom,
swapping out nine 4-inch cans in about
10 minutes, he notes. GHT also had every
salesperson on its team pick a room in their
own homes to retrofit so they could see
how it easy it is to install and how nice it is
to live under improved light quality.
Lastly, and perhaps most importantly, GHT
tacked on an additional 5% commission rate
for all lighting fixture sales for six months.
" It lit a fire, " he notes. " I've told everyone
on our sales team that you are not going to
make more money by doing more jobs. Our
calendar is full. The way we are going to grow
is to do more technology in every category
on every project. "
Wipliance Advises Starting Small
Unlike GHT, CE Pro 100 integration company
Wipliance, with offices in Bellevue and
Spokane, Wash., and Scottsdale, Ariz., is not
new to lighting fixtures. Lee Travis, CEO of
Wipliance, says since the company has been
doing lighting controls for years, they have
worked closely with electricians, giving the
team good experience understanding lighting
fixtures. Wipliance started an electrical
division several years ago and focuses on being
a boutique shop in terms of the electrical
projects it handles.
" That is how we learned to play nice with
electricians. They are already on the jobsite
wiring in the dedicated circuits for your equipment
racks, and running the wire for your TVs,
projectors and motorized shades, " he explains.
For years, Wipliance has been somewhat
involved in fixtures, but in the traditional
way in which someone else specified the
models, then the electrician went to the
local supply house and bought them.
" We had zero direction in the lighting
fixtures. The electrician installed whatever
he was told to put in and put it where he
was told to. We'd end up with lights right in
front of the TVs and other things that just
didn't make any sense, " recounts Travis.
That experience led him to get more
involved in lighting fixtures, leaning on
ProSource and its training at the Lighting
Training Center, as well as visiting suppliLutron:
The Future of Intelligent Lighting Is Already Here
The concept of home
automation isn't new. The
1964 New York World's Fair
introduced the " Kitchen of
the Future, " with self-cleaning
ovens, automatic coffee
makers, and refrigerators
with early ice dispensers. And
even the term " Smart Home, "
which may feel relatively
modern, has been in use
since 1984 when the NAHB first coined the phrase.
Lutron sees 2023 as an inflection point in the evolution
of the smart home. Most custom integrators already drive
their designs forward with smart HVAC, security, and AV
systems, but few have unlocked the power of connected
high-def lighting. That's about to change.
Human-centric lighting technology like Ketra - the
most innovative light source since the filament bulb -
and cloud-connected control systems like HomeWorks
are a glimpse into the future, but they're available today.
Integrated throughout the home, these systems can adjust
light color and intensity, dissolve the boundary between
indoors and out, and create harmony, romance, or tranquility
within the home.
This is the foundation for the future of home. And skilled
custom integrators are the professionals best positioned
to bring this vision to reality. Book a Lutron Experience
Center demo to discover the future of light in the built
environment (lutron.com/demo).
26 | CE Pro August 2023
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CE Pro August 2023

Table of Contents for the Digital Edition of CE Pro August 2023
