CE Pro June 2023 - 28

INTERVIEW
Lighting
Jennifer Kirkpatrick
Director of Sales, American Lighting
Why should dealers recognize the importance of
lighting in the residential electronics market?
Lighting and controls go hand in hand. Dealers are already
familiar with the control aspect of lighting and most likely
have experienced the headaches of controlling products
that may not work with high-end automation systems. By
offering a complete package of lighting fixtures, controls
and installation, integrators can give their clients a turnkey
solution and better overall user experience.
In addition, dealers who have added fixtures to their
product offering aren't only seeing increased revenue from
fixture sales, but programming and potential future upgrades
as well. Dealers have also mentioned fewer service calls due
to flickering or strobing caused by incompatibility issues
with lighting and the specified control system.
Can you suggest some fixture types integrators should
recognize and know applications?
Some may say I'm biased, but low-voltage linear lighting or
tape lighting is the perfect steppingstone. Linear lighting
can be used for all types of applications, including undercabinet
lighting, coves, theaters, outdoor spaces, and closets
to name a few. Low-voltage linear is customizable, easy to
hide and is used primarily to highlight architectural details
or high-end finishes, making it a great option for remodel or
new construction projects.
Since it's low voltage, it's also easier to control and create
dynamic scenes. Dealers can offer clients fully tunable options
to replicate the outdoors or full color changing options
in entertainment spaces. Since this is a specialized category,
dealers find that other trades aren't interested in taking on
the project, allowing them to offer clients lighting designs
not offered regularly - and provide a WOW factor.
Can you explain " layering with light " ?
Layering with light involves using multiple lighting types to
create a well-lit and balanced space. This technique is important
because it provides functionality, visual interest and
outlines the space and its purpose. Successful designers will
ask questions about how the space will be used to provide
the right light in the right place. That's why it's important
that dealers align themselves with manufacturers that carry
a variety of solutions.
28 | CE Pro June 2023
Does Proluxe provide dealer education?
Proluxe offers a variety of tools to educate about lighting and
best practices. We offer in-person as well as virtual options
for both the installer and salespeople at an organization. In
addition to training, we have demo kits, provide mock-up
samples for final approval and, most importantly, free layout
services. Once the layout is complete, we sit down with the
dealer to discuss the design and how to execute it. After the
project is sold, dealers have access to our team of experts
to help answer questions about how to install the product,
wiring, troubleshooting and control integration.
" After the project is sold,
dealers have access to our
team of experts to help
answer questions about how to
install the product, wiring, troubleshooting
and control integration. "
Can you briefly explain other terminology such as CRI,
color temperature, lumens?
It's extremely important that dealers take the time to learn
what makes certain lighting products better than others.
That's why our training courses cover general lighting terms
and the specifications of our products. Just like everything
else, the quality of products varies, and dealers need to
know about single binning, color consistency, color rendering
index (CRI) and correlated color temperature (CCTs) to
explain to customers that the products they see online,
aren't necessarily equivalent to what dealers are offering.
What are some ways Proluxe recommends approaching
clients about the topic of lighting?
When dealers talk about control, specifically lighting control,
they should use that opportunity to talk about their lighting
products. Once they've discussed the quality of products
and their compatibility with their control system, being able
to identify applications and talk about design will be key.
Typically, dealers will want to highlight the top architectural
details throughout the home, whether it's high-end cabinetry,
stone, or coves.
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CE Pro June 2023

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