LightFair 2019. Controls are Here.

Last week’s LightFair show in Philadelphia was a lighting and lighting control aficionado’s dream.  Booths and booths of LED lighting and it seemed like 300 booths that had some sort of lighting control system.  In talking with a number of people, this year’s show could have been called “ControlFair.”

It appeared to have a strong turnout although some commented that they thought it was a little done and there were comments that some are planning on taking smaller booths next year to be “fiscally responsible”.  When asked “why” the feedback is that there are now more LED shows that manufacturers are attending (LEDucation, LightShow West) as well as vertical specific shows (healthcare, waste water, industrial, hospitality, etc) as the audience is fragmenting to attend other shows (and for getting CEU credits).  LightFair still appears to be the pre-eminent show for distributors and reps / lighting agents to attend … and I met with many in the aisles.

Some observations:

• Lots of controls. And unfortunately, not all are compatible with all fixtures or are interoperable.  The takeaway here is that there is much for a rep and distributor to understand, more for the contractor to understand but controls are coming. Maybe not this year as, due to the options, winners are difficult to determine, but expect key industry players to prevail and maybe a few niche ones. Controls need to be interoperable to be effective for customers.
  • And controls that integrate / collect data also generate questions like “security”, “what happens with the data”, “does everyone want everything controlled from their phone”, “user training as well as contractor training” and more need to be answered.  There was talk of distributors that have lighting control specialists are starting to have an impact and influence decisions for lighting jobs. Progressive distributors will need these specialists, otherwise they will be transactional lighting providers.
• If you went to see product, you received the information via multiple fire houses.  Lots and lots of product. To the point that it would be difficult to remember what you saw.
• Design / build opportunities abound as there were many “neat” / “cool” fixture formats.
• Many of the reps I saw mentioned that they are focusing on the design / build market and seeking lines to represent that fill this niche with some supply reps seeking an offering of 6-12 lines.  Some “white goods” lines and then specialty / design build as “this is where they can make some money and the sale is ‘more than price.’”
• Ceilings are being redefined. Illumination can be corralled into small form factors and linear formats so that “troffers” and recessed cans may not be needed in commercial, hospitality and residential ceilings.  Ceilings can be smooth (drywall) with a small hole drilled to deploy power.
• Noticed a number of manufacturers seeming to segment / niche their product offerings and highlighting that selected fixtures were for specific verticals (horticultural lighting, anti-microbial lighting, food industry, waste water, healthcare (and circadium lighting), nursing homes, schools / gyms, etc.  Much more than the generic “indoor, outdoor, high bay, warehouse” which historically has been typical
• Large manufacturer booths attracted the most traffic.
• While many people were in booths, it made one wonder about manufacturers getting an ROI on their booth expenses (booth space, impressive large booths, significant manpower and travel / entertainment).  Lot’s of product was shown with many new product introductions. The follow-up strategy is critical. Lead disbursement to reps / agents and distributors must be timely and offer a compelling call to action / reminder and hopefully manufacturers thought of how they can keep their messaging (investment) alive to get the product information to the remainder of their sales organization and channel partners.
  • Synergy Electrical Sales, a Philadelphia / South Jersey electrical and lighting rep hosted a number of customers / influencers at the show. While not unusual, they did develop a “promotion” to ensure that their customers visited key suppliers. Pre-planning helped them, and their suppliers, ensure an ROI on their customers’ time.
• Signage lighting manufacturers showed unique formats, inclusive of bendable neon signage and LED movement signage.
• While there were a number of manufacturers from China at the show, saw some from India and other Asian countries. Spoke to some manufacturers who are sourcing / manufacturing product outside of China and hence will not be impacted by tariffs.
• With so many manufacturers exhibiting there were many who expressed disdain for distributors, preferring to sell direct to integrators, ESCOs, direct to the end-user, to the contractor and to electronics distributors. The avowed reason for the disdain is “distributors don’t know lighting and either get in the way, add a step, don’t add value and can’t contribute to the lighting design / product selection process.” In these instances, they don’t feel distributors are creating demand, just being an ordering outlet.
  • Met some contractors who purchase direct from manufacturers with one, that focuses on property management, having a buyer who sources direct (container loads from China.)
• Tariffs were a topic with a wide array of approaches (but this will wait for a posting later in the week.)
• Keystone Technologies and Green Creative had impressive booths. So did Acuity, Eaton, Lutron, Hubbell, TCP, Satco, WAC Lighting, LedVance and JESCO Lighting.  (“Impressive” is defined as “I remembered.”)  Rab’s was “different” due to their corrugated box approach
• Spoke with Orion Energy Systems, which has multiple channels to market, inclusive of through distribution, about a $64 million project that they just won via a “build off” with a “top 3” manufacturer.  Both companies were given pilot stores to complete and Orion got theirs done faster, with no delays and no damaged product.  The project it to be completed by the end of next month. With Orion manufacturing in Wisconsin, they could be a beneficiary of tariffs.

And here are some random photos / booths that had “photographic appeal”:

While this was my first LightFair, for those committed to lighting I can see the appeal of product overload. For those seeking trends, think controls, design / build, vertical marketing opportunities, and different lighting formats.

And for a different perspective:

• Here’s an article from FacilitiesNet commenting on lighting performance, controls and data.
• Top 32 products according to EC&M – Part 1, Part 2, Part 3. 
• According to Brian Bloom, Senior VP Falls Communications, who manages PR for Acclaim Lighting, Earthtronics and Tivoli Lighting, “The main takeaway from the show was the ability to controls and sensors to cost-efficiently manage daylighting whether it was in an office, nursing home/assisted lighting, university or manufacturing facility.”
• And here’s observations from Buildings magazine to have a sense of what is being communicated in the office space.

If you attended, what were your impressions of LightFair 2019.

Are you ready for controls? Are your customers? Is lighting a growth strategy for you?