neep high performance lighting draft report may 10complementing these conclusions, our interviews...

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June 2006

ers energy & resource

solutions

Market Research Report prepared for

NEEP Commercial Lighting Initiative

report sponsored by

Northeast Energy Efficiency Partnership

table of contents toc

neep commercial lighting initiative i energy & resource solutions ers

1. EXECUTIVE SUMMARY............................................................................................. 1

1.1 SURVEY DEMOGRAPHICS AND GEOGRAPHIC DISTRIBUTION ........................................... 2

1.2 SURVEY RESULTS............................................................................................................... 2

1.3 SURVEY CONCLUSIONS...................................................................................................... 5

1.3.1 The Availability of High-Performance T8 Ballasts to Fixture Manufacturers is Currently Not a Market Barrier.......................................................................................................................................... 5

1.3.2 The Availability of High-Performance T8 Fixtures to Distributors is a Market Barrier that is Rapidly Disappearing................................................................................................................... 5

1.3.3 Regional Distribution Warehouses Have Begun to Stock High-Performance T8 Fixtures............... 6 1.3.4 Price Has Become an Insignificant Factor in Selecting High-Performance T8 Fixtures..................... 6 1.3.5 Only a Few Local Distributors Stock High-Performance T8 Fixtures for Over-the-Counter Sales

and Fast Turnaround Projects................................................................................................................. 7 1.3.6 Local Electrical Distribution is a Conservative “Old-Line” Business Model........................................ 7 1.3.7 Distributors Want to Sell What is in Stock............................................................................................ 7 1.3.8 Lighting Manufacturers’ Representatives are Important Market Drivers ............................................ 7

1.4 RECOMMENDATIONS ......................................................................................................... 7

1.4.1 Develop Special Promotional/Educational Programs For High Performance T8 Systems ............... 8 1.4.2 Develop and Maintain a Regional Lighting Assistance Website.......................................................... 8 1.4.3 Conduct an Educational Circuit Riding Program Working with Manufacturer’ Representatives..... 8 1.4.4 Limit T8 Energy Efficiency Incentives to High Performance T8 Systems.......................................... 9

2. SURVEY METHODOLOGY ...................................................................................... 10

3. SURVEY DEMOGRAPHICS...................................................................................... 12

3.1 GEOGRAPHIC DISTRIBUTION........................................................................................... 12

3.2 FIXTURE LINES CARRIED................................................................................................. 13

3.3 TYPE OF CUSTOMERS SERVED ......................................................................................... 14

3.4 SPECIFICATION WORK DONE BY FIRM ............................................................................ 15

4. FLUORESCENT SYSTEMS CARRIED..................................................................... 17

market research report toc

energy & resource solutions ii neep commercial lighting initiative ers

4.1 T12 SYSTEMS.................................................................................................................... 17

4.2 STANDARD T8 SYSTEMS................................................................................................... 17

4.3 T5/T5HO SYSTEMS.......................................................................................................... 18

4.4 HIGH-PERFORMANCE T8 SYSTEMS.................................................................................. 19

5. HIGH-PERFORMANCE T8 UNDERSTANDING AND COSTS............................. 21

5.1 HIGH-PERFORMANCE T8 UNDERSTANDING................................................................... 21

5.2 UP-CHARGE FOR HIGH-PERFORMANCE T8 SYSTEMS...................................................... 23

6. STOCKING AND TYPICAL LEAD TIME PRACTICES .......................................... 27

6.1 TYPE OF FIXTURES STOCKED........................................................................................... 27

6.2 HIGH-PERFORMANCE T8 STOCKING PRACTICES ............................................................ 27

6.3 TYPICAL LEAD TIMES....................................................................................................... 28

6.3.1 Standard T8 Fixtures Lead Times ........................................................................................................29 6.3.2 High-Performance T8 Fixtures Lead Times........................................................................................30 6.3.3 Dimming Ballast Fixtures Lead Times.................................................................................................32 6.3.4 Non-Stock Fixture Lead Times ............................................................................................................34

6.4 BALLAST SWAP-OUT PRACTICES ...................................................................................... 35

7. OVERCOMING AVAILABILITY BARRIERS .......................................................... 37

8. ENERGY EFFICIENCY PROGRAMS....................................................................... 40

8.1 PROGRAM FAMILIARITY................................................................................................... 40

8.2 PROGRAM INVOLVEMENT ............................................................................................... 42

APPENDICES

APPENDIX A – SURVEY INSTRUMENTS

APPENDIX B – SURVEY PARTICIPANTS

APPENDIX C – COMPANIES CONTACTED, BUT NOT PARTICIPATING IN THE SURVEY

neep commercial lighting initiative: market research report

ers

neep commercial lighting initiative 1 energy & resource solutions ers

1. EXECUTIVE SUMMARY This report presents the results of ERS’ market survey effort conducted in response to Northeast Energy Efficiency Partnerships’ (NEEP) and their sponsors’ joint request to conduct market research associated with their Commercial Lighting Initiative. The objective of this effort was to determine the current status of market availability of high performance T8 fluorescent fixtures, including current barriers to availability. Following the market survey, ERS has integrated the results with ERS’ recommendations for possible modifications and implementation of the NEEP Commercial Lighting Initiative.

High-performance T8, also known as Super T8 lamps and ballasts have recently become readily available throughout the Northeast. However, the availability of new lighting fixtures equipped with this technology has lagged behind the availability of individual lamps and ballasts. Anecdotal evidence over the last two years has suggested that projects have been delayed, or modified, by slow delivery times of high-performance T8 equipped fixtures, and that significant up-charges have been levied by fixture manufacturers providing such fixtures.

This market research effort has sought to discover the current status of high-performance T8 fixtures throughout the region. The survey results vary by region and by individual market actors within a region. The knowledge gained from this research effort will aid the sponsors in developing a program that will promote the availability and market acceptance of high-performance T8 fixtures and other high performance lighting technologies, including newly developed high efficiency, low glare fixtures, and fluorescent technologies that replace HID fixtures in the marketplace. Additionally the program will promote efficient lighting design techniques that allow these technologies to be utilized to their full potential.

Survey results statistical accuracy - This survey was conducted with a relatively small sample of lighting distributors and manufacturer’s representatives. Due to the limited sample size, the results for each State or market area are subject to error. For example, Gabe Arnold, Business Market Coordinator at Efficiency Vermont, has reported that related research has recently been conducted in Vermont with different results. The primary intent of this study was not to generate a state-by-state comparison, but to investigate the current status of the high-performance T8 market for the Northeast region as a whole. However, geographical differences and trends were observed, and are presented in the report. The companies selected for participation were chosen randomly. As a result, some of the companies interviewed might not represent the norm for the particular State.

market research report

energy & resource solutions 2 neep commercial lighting initiative ers

1.1 SURVEY DEMOGRAPHICS AND GEOGRAPHIC DISTRIBUTION In conducting this survey we attempted to interview 45 distributors and manufacturers' representatives from across the northeast. To reach this goal we contacted 84 distributors and manufacturers’ representatives. Most of these were contacted several times before obtaining a successful interview. Ultimately, we interviewed fifty market actors:

Thirty-four (34) distributors;

Twelve (12) manufacturer’s representatives;

Three (3) ESCOs;

One (1) ballast manufacturer.

Figure 1 shows the geographic distribution of the survey participants.

Figure 1 Survey Participants by State

Survey Participants Location by State

0

1

2

3

4

5

6

7

CT ME MA NH NJ NY RI VT

Num

ber

Distributors Manufacturer's Representatives

1.2 SURVEY RESULTS Following the telephone interviews, ERS summarized the results, cataloguing the interview results by actor type and geographic location. The summary of the interview has been organized in a fashion that allows conclusions to be drawn regarding the current market state as well as the potential efficacy of a regional program aimed at increasing the market share of high-performance T8 fixtures.

Complementing these conclusions, our interviews with ESCOs have revealed that they are one of the main market drivers for high performance T8 systems. More than 80% of the



products they sell are high performance T8. This is due to their heavy involvement with the energy efficiency programs that offer incentives for these products. They report that the distribution warehouses they depend on stock all of the standard fluorescent fixtures that they regularly install, equipped with high-performance T8 ballasts.

Additionally our interview with a ballast manufacturer and with a representative of another ballast manufacturer revealed that the ballast manufacturers are currently experiencing no problems with delivering high performance T8 ballasts to the OEM lighting fixture industry. They maintain that the products are available in stock and ready for shipment upon request by the OEM market.

Table 1 presents a summary of the survey results. Detailed survey results are contained in the following sections.

Table 1 Market Survey Conclusions

Category Region Actor Conclusion Design Support All All 76% offer some levels of design support to their customers Fluorescent Systems

Distrib. 40% do not sell them anymore 9% claimed that T12 fixtures represent 30% or more of their sales Remainder reported insignificant T12 sales

T12 Systems All

Reps 0 T12 activity Standard T8 All All 84% declared that more than 40% of their business is standard T8 T5/T5HO All All 9% claimed that T5/T5HO represent more than 30% of their sales

Limited marked share – 24% do not sell these systems NY, NJ, RI All Over 60% do not sell high performance T8 fixtures CT, MA, ME, NH, VT

All MA and ME – over 25% claimed that more than 30% of their sales is high performance T8 fixtures

High performance T8

Totals 49% do not sell high-performance T8 fixtures High Performance T8 Understanding and Costs

MA, ME, NH

All Over 60% claimed they are very familiar with HP T8

NY, VT All Only 35% in NY and 20% in VT said they are very familiar with HP T8

CT, NJ, RI All None said they were very familiar with HP T8 Distrib. 32% not familiar with HP T8

Understanding

Totals Reps Only 17% not familiar with HP T8

Up-charge for HP T8

All All 34% not sure of the exact amount, but said that it would be determined by the margin on the product Market actors currently active with HP T8 fixtures said the up-charge was from $2 to $6.



Category Region Actor Conclusion Stocking and Typical Lead Time Practices

Distrib. 31% claimed that they stock HP T8 fixtures 34% said that there is not enough demand for them to stock the product

HP T8 Stocking All

Reps NA Standard T8 Fixtures Lead Time

All All 70% claimed that they will deliver this type of fixtures in less than 2 weeks

HP T8 Fixtures Lead Time

All All 9% do not deliver fixtures equipped with HP T8 ballasts. 31% claimed that they deliver these fixtures in less than 2 weeks. Remainder reported lead times of 4-6 weeks for these products, and reported that this was similar to the lead times for other non-stocked products.

Dimming Ballast Fixtures Lead Time

All All Lead times are similar to those for high performance T8 fixtures.

High Efficiency Recessed Fixtures (non-stock items)

All All 11% do not offer this type of fixture Several distributors told us that the leading time for these fixtures can be up to 8 weeks. In general, lead times are comparable with the high performance T8 fixtures.

Ballast swap-out practices

All All 37% “swap-out” ballasts to meet customers needs for high-performance T8 fixtures, rather than special order the fixtures 4% cited warranty issues if they replace the OEM ballast.

Overcoming Availability Barriers Availability Barriers All All 17% of the participants said that there are no availability problems

with these systems 33% suggested that an increase in awareness will lead to a higher market share for these products. Education, at all levels, and promotional efforts have been suggested. 20% of the participants suggested that an increase in demand is needed to boost high-performance T8 sales. 20% linked the high performance T8 systems to the utility programs. Some suggested an increase in the available utility incentive for these systems, while others suggested limiting the incentives to only high-performance T8 systems, eliminating incentives for commodity T8 systems. Two interviewees suggested a direct incentive to the distributors as a method of increasing market share.

Energy Efficiency Programs MA, ME, NH

All Over 60% claimed they are very familiar with the energy efficiency programs in their territory

NJ, NY All 30% said they are very familiar with the energy efficiency programs.

Familiarity

CT, RI, VT All 15-20% are very familiar with the energy efficiency programs.



Category Region Actor Conclusion Totals All Comparable familiarity amongst distributors and reps.

Program Involvement

Totals All 60% provide no energy efficiency program assistance to their customers 25% assist their customers with program application forms 13% assist their customers by specifying the complying products only

1.3 SURVEY CONCLUSIONS We were able to draw several general conclusions as a result of conducting the interviews and related web-based market research.

1.3.1 THE AVAILABILITY OF HIGH-PERFORMANCE T8 BALLASTS TO FIXTURE MANUFACTURERS IS CURRENTLY NOT A MARKET BARRIER When high-performance T8 systems (high efficacy ballasts and lamps) first became available in the marketplace it was nearly impossible to order the ballasts installed in new fixtures. This is because ballast manufacturers prefer to sell their products to distributors and ESCOs, rather than to the OEM fixture market. The manufacturers’ profit margins are significantly higher, so fixture manufacturers are faced with long waits for products, or they are directed by the manufacturers to purchase their product through distributors and not on an OEM basis. This same situation existed with standard T8 electronic ballasts when they were first introduced to the US market.

The ballast manufacturers are now producing more ballasts than the distribution/ESCO markets demand as stand alone products. Ballast manufacturers have high-performance T8 ballasts in stock and ship immediately to fixture manufacturers upon request. This market condition was confirmed by the fixture manufacturers’ representatives we spoke with, and the two ballast manufacturers’ representatives.

It can be noted that the market availability of these ballasts is now essentially the same as it is for all non-commodity T8 ballasts, such as low power ballasts, dimming ballasts, etc.

1.3.2 THE AVAILABILITY OF HIGH-PERFORMANCE T8 FIXTURES TO DISTRIBUTORS IS A MARKET BARRIER THAT IS RAPIDLY DISAPPEARING Although high-performance T8 ballasts are readily available to the fixture manufacturers, this does not necessarily mean that fixture manufacturers keep them in stock and install them as parts of their standard product runs. Fixture manufacturers like to keep the variety of stocked ballast to a minimum and typically have a set number of ballast types that they will keep in stock. For instance they may stock standard T8 ballasts in 120 and 277 volt varieties for 2,3, and 4 lamp systems, with all other (dimming, low power, high lumen, and HP T8) being special orders.



However, with “just in time” manufacturing now the norm the lighting industry is accustomed to ordering ballasts and other components as needed and lead times from ballast manufactures are rarely at issue.

Additionally recent technological advances have reduced the number of variety of ballasts that fixture manufacturers need to stock, making room for the HP T8 products. Many electronic ballasts are now configured to power 1,2,3, or 4 lamps by simply selecting the proper wiring scheme. Voltage sensing ballasts have also become commonplace, eliminating the need to stock 120 and 277 volt ballasts.

With the ability to stock HP T8 ballasts, or receive them within days of ordering them from a manufacturer, fixture manufacturers have the ability to quickly deliver HP T8 ballast equipped fixtures.

1.3.3 REGIONAL DISTRIBUTION WAREHOUSES HAVE BEGUN TO STOCK HIGH-PERFORMANCE T8 FIXTURES Only a few months ago it was rare to find HP T8 fixtures stocked at regional distribution. Now, however, several distribution chains and manufactures have begun to stock fixtures along with their standard T8 counterparts. This has primarily been in response to the demand generated by ESCOs and local distributors such as Munro in Massachusetts and Gilman in Maine for HP T8 fixtures for energy efficiency program driven projects.

Energy efficiency programs, such as Efficiency Vermont and Efficiency Maine, which pay incentives solely to high-performance T8 systems, have also contributed to the manufacturers’ decision to stock high-performance T8 systems in their regional warehouses. Efforts by Efficiency Vermont have helped Lithonia and Hubbell to make a decision to begin to stock the technology in their regional warehouses. According to Gabe Arnold, Business Market Coordinator at Efficiency Vermont, over the past 2-1/2 years Efficiency Vermont has held several meetings with lighting manufacturers and their representatives, in an effort to encourage increased local stocking of high-performance T8 fixtures in their warehouses. This effort was successful early on with Lithonia, and more recently with Hubbell Lighting.

These two manufacturer’s regional distribution warehouses serve the Northeast market, including New York and New Jersey, so the assumption can be made that the products are becoming more readily available for the local distributors throughout the Northeast, as a result of these efforts.

1.3.4 PRICE HAS BECOME AN INSIGNIFICANT FACTOR IN SELECTING HIGH-PERFORMANCE T8 FIXTURES The current cost adder for HP T8 ballasts averages $2 to $6. Some respondents suggested higher up-charges but these were participants who claimed little knowledge of HP T8 systems. ERS’ work in reviewing Efficiency Maine projects has revealed up-charges ranging from -$0.50 to $5.00 for recent projects. High efficacy T8 lamps average about $0.75 more than their standard counterparts.



1.3.5 ONLY A FEW LOCAL DISTRIBUTORS STOCK HIGH-PERFORMANCE T8 FIXTURES FOR OVER-THE-COUNTER SALES AND FAST TURNAROUND PROJECTS The only distributors we interviewed who stocked HP T8 fixtures are distributors who actively participate in ratepayer efficiency programs. They sell significant amounts of these products and have actively worked to create a demand with their customer base. Most distributors do not yet sense a demand for HP T8 fixtures and many have no idea that the technology even exists.

1.3.6 LOCAL ELECTRICAL DISTRIBUTION IS A CONSERVATIVE “OLD-LINE” BUSINESS MODEL Generally speaking, local electrical distributors respond to demand and do not try to “push” markets. This was revealed time and again in our interviews and is supported by past work with the New England distribution network. The issue is not unique to premium efficiency products, most distributors actively market no products. They stock what their customers ask for and take on new products only when they perceive a demand for those products.

1.3.7 DISTRIBUTORS WANT TO SELL WHAT IS IN STOCK Local distributors wish to “move” the products that they have in stock, and it is common practice for employees to be directed to sell what is in stock, avoiding special order items. It is ERS’ belief from conducting these interviews and from recent work in Maine, New Hampshire, and Massachusetts that part of the perceived availability issue with HP T8 fixtures is due to distributors telling customers that there will be a long wait for those fixture and directing them to products that are presently in stock. Given the opportunity, most distributors will sell in stock products rather than special order products, regardless of the product lead time.

1.3.8 LIGHTING MANUFACTURERS’ REPRESENTATIVES ARE IMPORTANT MARKET DRIVERS Generally speaking it is the manufacturers’ reps and not distributors who see value in selling premium products. This is true of not just energy efficient products, but also of products that offer better durability, improved optical control, sophisticated aesthetics, etc. Their margins are very low on commodity products but increase with products that are seen as “special” in some manner.

Manufacturers’ reps expend significant energy working with distributors to upgrade the product lines that they stock. Additionally it is typically the reps that provide design and specification assistance on projects, and not the distributor. Even when distributors are claiming to provide assistance, in most cases they have passed the assistance request along to one of the reps they buy from.

1.4 RECOMMENDATIONS There is wealth of lighting and efficiency program knowledge represented by the sponsors of this effort. It is our hope that this market information helps the sponsors in developing a program that will effectively advance the market penetration of high-performance T8



fixtures as well as other advancing technologies and lighting design principles and techniques.

It is not our intention to conclude what the final make-up of a market support program should be, but to work with the sponsors to develop successful strategies. However, based on the information gathered and presented in the report, ERS has developed a set of preliminary recommendations that we feel will help to expand the market opportunities for high-performance T8 fixtures, other high-performance fixture technologies, appropriate design practices, and efficiency program participation.

1.4.1 DEVELOP SPECIAL PROMOTIONAL/EDUCATIONAL PROGRAMS FOR HIGH PERFORMANCE T8 SYSTEMS It is remarkable how many distributors had no knowledge of high-performance T8 systems. Many who did have knowledge, believed that there was no demand for these systems. An awareness campaign is needed for these fixtures to be marketed by distributors other than those actively involved in efficiency program efforts.

1.4.2 DEVELOP AND MAINTAIN A REGIONAL LIGHTING ASSISTANCE WEBSITE Business no longer gets its information from printed materials. The Internet has become the universal outlet for educational and product information. We propose a regional website dedicated to providing information regarding the advantages of the high performance T8 systems and other advancing technologies and techniques.

This website could incorporate, at a minimum, the following information:

HP T8 information covering performance, cost, typical savings, availability, etc.

Updated downloadable DesignLights™ KnowHow guides and Case Studies.

Energy efficiency program information for the participating states.

FAQs regarding energy efficient lighting.

Links to helpful websites such as CEE, NBI, Lighting.Com, IESNA, NCQLP, ACEEE, etc.

Request forms for additional assistance.

Events calendar.

1.4.3 CONDUCT AN EDUCATIONAL CIRCUIT RIDING PROGRAM WORKING WITH MANUFACTURER’ REPRESENTATIVES As discussed in our conclusions, it is the manufacturers’ representatives that are typically the drivers of advancing technologies. Even when distributors are active in promoting efficient technologies, they are doing so with the help of one or more manufacturers’ representatives. Two good examples of this are Munro Distributing in Massachusetts, working with the repping firm of Boston Light Source, and Gilman Electric in Maine, working with the local Sylvania representative.



Educational and circuit riding efforts that have directly targeted distributors have proved frustrating. Including manufacturers’ representatives in the loop will greatly improve the efficacy of these efforts.

1.4.4 LIMIT T8 ENERGY EFFICIENCY INCENTIVES TO HIGH-PERFORMANCE T8 SYSTEMS Generally speaking, the regions with the highest awareness and market penetration of HP T8 systems are regions where incentives for standard T8 systems have been eliminated for some, or all, customer categories. Although this change initially generates complaints about availability and higher prices, these complaints rapidly disappear as the market adjusts to the new incentive structures. Any regions currently supporting standard T8 systems with incentives are encouraged to restrict incentives to high efficacy systems as soon as possible.

Coordination of the timing of this change would assist in moving regional market actors to stock HP T8 products across their fixture lines, greatly increasing the market share of these fixtures.



2. SURVEY METHODOLOGY ERS developed two survey instruments, one for distributors and one for manufacturers’ representatives, which were presented to the program sponsors in order to make certain that the overall goals of the effort were being met and that individual, regional considerations were being addressed. We received comments from several sponsors and addressed the comments in the final version of the survey. Copies of the final versions are presented in Appendix A.

The survey was used by the ERS staff to conduct interviews with manufacturers’ representatives and distributors serving the Northeast. The survey is designed to obtain details concerning the workings of the lighting market in the Northeast, the knowledge of the various market actors regarding T8 and high-performance T8 technologies, the stocking practices of distribution warehouses, ordering lead times, market shares of high-performance T8 technologies, market barriers, knowledge of the energy efficiency programs, etc.

The telephone interviews were aimed to determine:

The overall structure of the lighting market in the Northeast

The major and minor players in the regional market

Market actors’ knowledge regarding the variety of T8 technologies

Knowledge of efficiency program efforts regarding high-performance T8 technologies

Knowledge of high-performance T8 terminologies and definitions (“Super T8”, CEE definition, etc.)

The perceived demand for high-performance T8 technologies

The variety of fluorescent fixture styles that are stocked

If ballasts are typically “swapped-out” to meet specific project needs

Typical lead times for popular fixture styles

The stocking practices for fluorescent fixtures with standard and high-performance T8 technologies

Typical ordering lead times for popular fixture styles with standard and high-performance T8 technologies

Typical ordering lead times for other fixture styles and options, such as pendant indirect fixtures, high intensity fluorescent fixtures, high-performance recessed fixtures (RT5, Pure FX, etc)

Typical up-charges for fixtures ordered with high-performance T8 technologies

Warehouse ability to stock a variety of fixture options

T8 lamp stocking practices (what types of T8 lamps are stocked; are lamped fixtures stocked)



Other market barriers regarding the stocking of high-performance T8 technologies

The receptiveness to participating in a programmatic effort to reduce ordering lead times and market share for high-performance T8 lighting fixtures

ERS has interviewed a representative group of market actors representing the following categories:

Manufacturers’ Representatives

Representatives for these brands have been interviewed:

Acuity Brands (Lithonia, Peerless, etc.)

Cooper (Metalux, Corelite, Neoray, etc.)

GenLyte Brands (LedaLite, Crescent, Lightolier, etc.)

Hubbell Brands (Alera, Columbia, etc.)

Other: H.E. Williams, ESI, LSI Industries, Metalumen, Finelite, Renova, etc.

Lighting Distributors

ERS interviewed stocking distributors throughout the region. Distributors interviewed have been selected to represent a cross-section of the distribution network in the Northeast. ERS has interviewed both the distributors who regularly participate in utility and state sponsored efficiency programs, as well as those that emphasize over-the-counter sales with local contractors. Distribution chains, such as Wesco, Graybar, CED, have been interviewed as well as independent distributors.

Following the telephone interviews, ERS summarized the results, cataloguing the interview results by actor type and geographic location. The summary of the interview have been organized in a fashion that allows conclusions to be drawn regarding the current market state as well as the potential efficacy of a regional program aimed at increasing the market share of high-performance T8 fixtures. Categories of results include:

Current market circumstances by State

Fixture stocking practices

Fixture stocking practices by market actor type

High performance T8 technology knowledge and awareness

Efficiency program awareness and participation

Reported ordering lead time by State

Reported high performance T8 up-charge

Potential program participation interest

Participant comments.

Following sections and attached appendices present our findings.



3. SURVEY DEMOGRAPHICS In conducting this survey we attempted to interview 45 distributors and manufacturers' representatives from across the northeast. To reach this goal we contacted 84 distributors and manufacturers’ representatives. Most of these were contacted several times before obtaining a successful interview. Ultimately, we interviewed fifty market actors:

Thirty-four distributors;

Twelve manufacturer’s representatives;

Three ESCOs;

One ballast manufacturer.

The ESCOs were surveyed in order to provide a complete picture of the marketplace, but their responses are not included in the summary charts of this report. Also the ballast manufacturer was interviewed to obtain details about the availability of high performance ballasts and his answers are presented in the report, but not included in the summary charts.

A complete list of the firms interviewed is presented in Appendix B. A complete list of companies contacted, but refusing participation in the survey is presented in Appendix C.

Figure 2 Breakdown of Type of Firms Surveyed

Types of Firms Surveyed

Distributors74%

Manufacturer's Representatives

26%

3.1 GEOGRAPHIC DISTRIBUTION The survey was conducted throughout the northeast region, including all of New England states, New York State, and Northern New Jersey. A number of the distributors we spoke with also represent large firms that have offices around the region or the entire country. However, the vast majority of the distributors called covered only the states or portions of the states where they are located. Some of the independent distributors claimed that they cover other territories, but that was a small minority. On the opposite end of the spectrum, most of the manufacturers' representatives do business in more than one state. Figure 3 shows the breakdown of survey participants by state. Figure 4 shows what territories the surveyed manufacturers' representatives cover.



Figure 3 Survey Participants by State

Survey Participants Location by State

0

1

2

3

4

5

6

7


Num

ber

Distributors Manufacturer's Representatives

Figure 4 Manufacturers' Representatives by Territory Covered

Reps - What territory does your firm cover?

0

1

2

3

4

5

6


Num

ber

3.2 FIXTURE LINES CARRIED Figure 5 shows the major manufacture lines of fluorescent fixtures represented by the companies interviewed. It can be noticed that we have selected mainly distributors and



representatives that carry brands produced by the large manufacturers (such as Cooper, Hubbell, Acuity and GenLyte). In the process, we have asked what other products the interviewee’s company is carrying; therefore, the list includes other manufacturers.

Figure 5 Fixture Lines Carried

What are the major manufacture lines of fluorescent fixtures that your firm represents?

0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24

Cooper

Hubbell

Hubell/Columbia

Acuity/Lithonia

H.E. Williams

Renova

Genlyte

ESI

Mercury

Simkar

Genlyte-Ledalite

Metalumen

Other

3.3 TYPE OF CUSTOMERS SERVED We asked the distributors and the representatives to describe their customer bases. Figure 6 details our findings. In addition to the information presented in Figure 6, all of the manufacturer’s representatives told us that their customers are the electrical distributors. Thirty-nine interviewees told us that their customers are electrical contractors. An important number of interviewees work directly with C&I customers (especially in the case of the large accounts) and with A&E firms. Several of the smaller distributors also serve the residential market, along with the commercial market.



Figure 6 Type of Customers Served

Who are your customers?

0 3 6 9 12 15 18 21 24 27 30 33 36 39 42

A&E

Contractors

C&I

Residential

Municipal

Other

3.4 SPECIFICATION WORK DONE BY FIRM Figure 7 presents the responses to the question regarding their firm’s role in specifying the lighting for customers’ projects. Only 24% of the interviewees answered “no” to this question. Among the people that do act as specifiers, the degree of support varies from referring the customers to the manufacturer’s rep to helping out with lighting layouts using specialized computer software. A vast majority of distributors claimed that they help their customers with simple projects and they provide specification packages and simple layouts. The reps have either the in-house technical capability of helping the customers with more complex projects or work with the factories to provide this assistance.



Figure 7

Lighting Specification Work

Do you often specify the lighting for your customers' projects?

No24%

Specs, in-house design and layouts

72%

Yes76%

Ask reps for assistance

4%



4. FLUORESCENT SYSTEMS CARRIED Participants were asked what types of fixtures they stock and supply to customers. The participants were asked to describe, using approximate percentages, how many of the new fixtures purchased through the interviewee’s company are T12, T8/T8HO, T5/T5HO, and high performance T8 systems. The responses have been organized in different brackets and are presented in the following sections.

4.1 T12 SYSTEMS Distributors generally indicated that T12 systems are a small percentage of their business. As it can be seen in Figure 8, approximately 39% of the interviewees said that they no longer sell T12 systems. However, a few indicated T12 systems still comprised as much as 40% of their business. All of the reps said that they no longer market T12 fixtures.

Figure 8 Percentage of T12 Systems Supplied

What percentage of the new fixtures purchased through your firm are T12 systems?

Less than 5 Percent

16%

15-30 Percent20%

We don't sell them anymore

39%

More than 30 Percent

9%

5-15 Percent16%

One New Hampshire distributor commented that they only stock T12s because they are required to do so under a contract to supply the state of New Hampshire with them.

4.2 STANDARD T8 SYSTEMS All the firms surveyed included standard and high output T8s as part of their sales. Figure 9 shows the percentages of sales attributable to these fixtures. In general, it can be seen that standard T8 systems now dominate the new fixture market in the Northeast.

The ESCOs interviewed and one distributor reported that high-performance T8 systems are supplied in the majority of their new fixture sales.



Figure 9 Percentage of Standard T8 Systems Supplied

What percentage of the new fixtures purchased through your firm are T8/T8HO systems?

20-40 Percent7% 40-60 Percent

18%


29%

Less than 20 Percent

9%

60-80 Percent37%

4.3 T5/T5HO SYSTEMS Approximately three quarters of the distributors and reps surveyed sell T5 or T5HO systems. However, for the most parts, the market share of this products is still limited only 9% of the interviewees claiming that T5/T5HO represent more than 30% of their sales, while over 50% of the firms claim that T5/T5HO represent less than 15% of their sales. Figure 10 shows the breakdown of sales for these systems.

Figure 10 Percentage of T5/T5HO Systems Supplied

What percentage of the new fixtures purchased through your firm are T5/T5HO systems?

Less than 5 Percent

18%

5-15 Percent36%


9%

We don't sell these systems

24%15-30 Percent

13%



4.4 HIGH-PERFORMANCE T8 SYSTEMS Approximately half of the firms surveyed told us that they sell HP T8 systems in new fixtures. Figure 11 shows the breakdown of these sales, while Figure 12 shows the breakdown by state.

One notice in looking at Figure 12 that over 60% of the interviewed distributors and reps in New York and Rhode Island do not sell HP T8 new fixtures, while none of the three distributors located in Northern New Jersey sells these systems. Given the limited sample of distributors interviewed in New Jersey, the results for this area are subjected to erroneous interpretations. In the next sections, we will discus other aspects related to the HP T8 market conditions in these regions.

A few of the surveyed distributors claimed that they stock HP T8 lamps and ballasts, but not fixtures. Many of the surveyed distributors indicated they would stock these fixtures if customers were requesting them.

Figure 11 Percentage of High-Performance T8 Systems Supplied - Totals

What percentage of the new fixtures purchased through your firm are high-performance T8 systems?

Less than 5 Percent

20%

15-30 Percent11%

We don't sell these systems

49%


7%

5-15 Percent13%



Figure 12 Percentage of High-Performance T8 Systems Supplied by State

What percentage of the new fixtures purchased through your firm are high-performance T8 systems?

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

More than 30Percent

15-30 Percent

5-15 Percent

Less than 5Percent

We don't sellthese systems



5. HIGH-PERFORMANCE T8 UNDERSTANDING AND COSTS

5.1 HIGH-PERFORMANCE T8 UNDERSTANDING During the telephone interviews, the participants were queried about their familiarity with high performance T8 systems. Their answers were rated in three categories:

Not familiar, but have heard of them.

Somewhat familiar and understand they are more efficient than standard T8 systems.

Very familiar and work with them often.

Not all of the survey participants were familiar with high-performance T8 systems. Distributors' familiarity varies as shown in Figure 13. Over 30% of the distributors are not familiar with these systems. In general, manufacturers' representatives were slightly more familiar with high-performance T8s than distributors, but their familiarity levels still varies, as shown in Figure 14.

Figure 13 Distributor Familiarity with High-Performance T8s

Distributors - How Familiar are you with HP-T8 systems?

Very familiar36%

Somewhat familiar

32%

Not familiar32%



Figure 14 Manufacturers' Representatives Familiarity with High-Performance T8s

Reps - How Familiar are you with HP-T8 systems?

Not familiar17%

Somewhat familiar

42%

Very familiar41%

There appeared to be regional variations in knowledge about high-performance T8 systems. Awareness was higher in Massachusetts, Maine and New Hampshire, and relatively low in Connecticut, Rhode Island, New York and New Jersey.



Figure 15 Participant Familiarity with High-Performance T8s by State

Overall HP-T8 Familiarity by State

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Num

ber o

f Int

ervi

ewee

s

Not familiar

Somewhatfamiliar

Very familiar

Some of the survey participants were confused regarding high-performance T8s as evidenced by their comments:

Confused by the many options; not sure what is rebatable by NSTAR and NGRID.

– MA representative

...have heard of them being used in new construction projects.

– NH distributor

...believe that there is a trade-off with HP T8s.

– NY representative

5.2 UP-CHARGE FOR HIGH-PERFORMANCE T8 SYSTEMS When asked if there is any up-charge for the high-performance T8 systems when compared with standard T8 systems the answers varied greatly. Figure 16 presents a summary of the answers and Figure 17 presents the same information by state. One third of the participants did not have an answer to this question. There was some disparity in the up-charge cited by different survey participants. 34% of the interviewees were not sure of the exact amount, but said that it would vary by the margin on the product. However, a number of the manufacturers' representatives did provide dollar amounts for the up-charge, but they indicated everything from "less than a dollar" to $15. Approximately 7% of the participants



said that the high performance systems are $10 or even more expensive than standard T8 systems. The participants who worked with HP T8 systems regularly stated that the typical up-charge varied from $2-$6.

Figure 16

Up-charge for High Performance T8 Systems

Is there an up-charge for high-performance T8 fixtures?

Don't know / No answer33%

No67%

Other answers15%

More than $107%

From $3 to $1011%

Margin34%



Figure 17 Up-charge for High-Performance T8 Systems by State

Is there an up-charge for high-performance T8 fixtures?

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Other answers

More than $10

From $3 to $10

Margin

Don't know / Noanswer

Some of the comments from the participants are presented below.

Minor issue; Program incentive is $5; up-charge just a couple of dollars. No economic barrier.


Recently the price for HP T8s averages cents over the regular T8s.

– ME representative

$10/fixture

– NH representative

$3 for instant start; $7 for rapid (program start – ed. Note) start


$3-$4 and dropping




$10-$15

– CT representative and NY representative

…used to be $5-$10, but I think it has come down-may no longer be a cost adder.


…small lamp price increase for 8 series to 8 series long life

– MA distributors

Not sure. A couple of dollars maybe.




6. STOCKING AND TYPICAL LEAD TIME PRACTICES In order to evaluate the stocking practices, participants were asked if they stock high performance T8 systems, the type of fixtures that are stocked at their warehouses, and the typical lead times for standard T8 fixtures, dimming fixtures, HP T8 fixtures, and high efficiency or other specialty fixtures.

6.1 TYPE OF FIXTURES STOCKED The distributors were asked to describe the types of standard fluorescent fixtures they stock in their warehouses. All of the distributors stock the so called “A list” items: troffers (lens and parabolic) and strips. The repping firms do not maintain warehouses although some of the manufacturers they represent maintain regional warehouses. The stocking practices at the regional warehouses are very similar to the local distribution stocking practices.

Figure 18 Type of Fixtures Stocked by Distributors

Types of Fixtures Stocked

0

5

10

15

20

25

30

35

Rec

esse

d pa

rabo

lic

Rec

esse

d pr

ism

atic

Indi

rect

pe

ndan

ts

Strip

s

Wra

ps

Indu

stria

l/re

flect

or

Num

ber o

f dis

trib

utor

s

6.2 HIGH-PERFORMANCE T8 STOCKING PRACTICES When asked if their company stocks high performance T8 fixtures, 69% of the distributors answered “no”. Following-up after this question we asked what are the reasons why they do not stock these systems. Half of the distributors who don’t stock these systems blamed the low demand as the main reason. Figure 19 presents a summary of the answers offered to the stocking questions.



Figure 19 High-Performance T8 Stocking Practices

Do the distribution wharehouses stock a variety of ballasts and "swap them out" to meet customer needs?

Don't know7%

Yes37%

Contractors do it22%

No56%

Cost Issues2%

No onswer / other28%

Warranty Issues4%

Some of the participants’ comments are presented below.

Assume they are more expensive than standard T8 fixtures.

– NY distributor

May start soon, but currently not enough sales to justify.

– VT distributor

Stock lamps only; limited by available storage space in warehouse.

– VT distributor

We stock them in all standard fixture styles, but the rebate programs are a big part of our business

- MA distributor

Nobody has ever asked for them so we don't stock them.

– NY distributor

6.3 TYPICAL LEAD TIMES Not all distributors stock all fixture styles and some of the items have to be shipped directly from a manufacturer, from a regional manufacturer’s warehouse or from a regional distribution center owned by the distribution company.

In order to determine the differences between fixtures ordered with different ballasts we have asked the participants about the typical lead times for the following systems:



“A list” fixtures (troffers, strips, industrials, wraps) equipped with standard T8 ballasts.

“A list” fixtures (troffers, strips, industrials, wraps) equipped with high performance T8 ballasts.

Fixtures equipped with dimming ballasts.

Non-stocked fixtures, such as direct/indirect or high efficiency troffers, regardless of their ballast type.

Please note that in many instances the answers were uniform, such as “2 to 4 weeks for everything.” However, in many instances, we have been able to obtain more details about the differences in the delivery times for the different systems. The following sections present our findings.

6.3.1 STANDARD T8 FIXTURES LEAD TIMES Figures 20 (totals) and 21 (by state) show the lead times for fixtures equipped with standard T8 systems. 70% of the participants claimed that they will deliver this type of fixtures in less than 2 weeks.

Figure 20 Standard T8 Fixtures Lead Time

For fixtures not stocked locally, what is the typical lead time for fixtures with standard T8 ballasts?

Less than 1 week28%

1-2 weeks42%

2-3 weeks13%

3-4 weeks2%

Over 4 weeks15%



Figure 21 Standard T8 Fixture Lead Time by State

For fixtures not stocked locally, what is the typical lead time for fixtures with standard T8 ballasts?

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Over 4 weeks

3-4 weeks

2-3 weeks

1-2 weeks

Less than 1week

6.3.2 HIGH-PERFORMANCE T8 FIXTURES LEAD TIMES Figures 22 (totals) and 23 (by state) show the lead times for fixtures equipped with high performance T8 ballasts. Most of the people we talked to indicated that high performance T8 fixtures were a special order from the manufacturer. Also, approximately 9% of the interviewees said that they do not deliver fixtures equipped with high performance T8 ballasts. Only 31% of the participants claimed that they deliver these fixtures in less than 2 weeks, compared to 60% for the standard T8 fixtures. Generally, the lead times are longer for the high-performance systems, although some manufacturers are stocking the products in regional warehouses, reducing delivery times to a few days.



Figure 22 High-Performance T8 Ballast Fixture Lead Time

What is the typical lead time for fixtures with high-performance T8 ballasts?

Not Available9%

Less than 1 week7%

Over 4 weeks25%

3-4 weeks13%

2-3 weeks22%

1-2 weeks24%

Figure 23 Lead Times for Fixtures with High-Performance T8 Ballasts by State

What is the typical lead time for fixtures with high-performance T8 ballasts?

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Not Available

Over 4 weeks

3-4 weeks

2-3 weeks

1-2 weeks

Less than 1week



Below are some relevant comments concerning the lead times for the high performance T8 fixtures:

No availability problem. Lithonia warehouse stocks HP T8s.


The industry is not asking for these systems. An increase in sales would drive the need to have them more available.

– CT distributor

We will start to stock them when customers start to ask for them.

– VT distributor

Company politics. Only stock what sells or what is asked for by customers.

– RI distributor

No need to stock them. Too few requests.

– NJ distributor

Reps can’t do anything about it. Manufacturers make their products in China so the lead time is a matter of how the "pipeline" is working out. The more volume they generate, the better they will get.


Having people stocking the ballast at the manufacturer's level will help. Have the manufacturers stock the right ballast. The manufacturers don't have it in stock.


Not a problem [with the lead time]. Customers are not asking for them at the counter. People who want them are identifying them on a spec sheet per a lighting designer and they can wait for them to come in because those jobs are usually well scheduled.

– MA distributor

If customers asked for them and we kept telling them it would take 2 weeks to get them, the customer would probably call other distributors and we would lose the sale. We would then start stocking them so as to not lose the sale.

– CT distributor

6.3.3 DIMMING BALLAST FIXTURES LEAD TIMES This question was asked in order to see if the lead times for HP T8 fixtures is similar to the lead times for other non-standard T8 fixtures. Figures 24 (totals) and 25 (by state) show the lead times for fixtures equipped with dimming ballasts. Demand for these systems is low and most distributors do not keep them as a stock item. Lead times are longer than regular T8 fixtures and similar to those for high performance T8 fixtures.



Figure 24 Dimming Ballast Lead Time

What is the typical lead time for fixtures with electronic dimming ballasts?

1-2 weeks24%

2-3 weeks20%3-4 weeks

17%

Over 4 weeks35%

Less than 1 week4%

Figure 25 Dimming Ballast Fixture Lead Times by State

What is the typical lead time for fixtures with electronic dimming ballasts?

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Over 4 weeks

3-4 weeks

2-3 weeks

1-2 weeks

Less than 1week



6.3.4 NON-STOCK FIXTURE LEAD TIMES Many distributors do not stock specialty fixtures, including many of the new high efficiency styles. About 11% of the participants don’t have this type of fixture in their product lines. Several distributors told us that the lead time for these fixtures can be up to 8 weeks. In general, lead times are comparable with the high performance T8 fixtures. Figures 26 and 27 show the lead times for specialty fixtures.

Figure 26 Non-Stocked Fixture Lead Times

What is the typical lead time for non-stocked fixture types such as indirect and high efficiency recessed fixtures?

1-2 weeks17%

2-3 weeks27%3-4 weeks

15%

Over 4 weeks26%

Less than 1 week4%Not Available

11%



Figure 27 Non-Stocked Fixture Lead Times by State

What is the typical lead time for non-stocked fixture types such as indirect and high efficiency recessed fixtures?

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Not Available

Over 4 weeks

3-4 weeks

2-3 weeks

1-2 weeks

Less than 1week

6.4 BALLAST SWAP-OUT PRACTICES As part of the stocking practices, we attempted to determine if there is a common practice amongst distributors of stocking a variety of ballasts and “swapping them out” to meet customer needs. Approximately 37% of the interviewees responded “yes.” Some of the distributors who responded “no” offered the explanation that the contractors they sell to do it to meet the customers demands. Also, several distributors cited warranty issues if they open the fixture and replace the ballast. Figure 28 presents a summary of the answers to this question.

Note: It was perceived by the interviewers that many respondents provided an “official” answer of no, while letting us know that it does occur.



Figure 28 Ballast Swap-Out Practices

Do the distribution wharehouses stock a variety of ballasts and "swap them out" to meet customer needs?

Don't know7%

Yes37%

Contractors do it22%

No56%

Cost Issues2%

No onswer / other28%

Warranty Issues4%



7. OVERCOMING AVAILABILITY BARRIERS When asked what could be done to overcome any availability barriers with high-performance T8 systems, survey participants had a variety of opinions. Figure 29 presents a summary of the answers that have been most commonly encountered during the survey.

One of the most important aspects revealed by the participants is lack of awareness of the advantages of these systems, or even of their existence. This problem exists not only with distributors, but also with manufacturers' representatives and end users in the interviewees’ opinion. Approximately one third of the participants suggested that an increase in awareness would lead to a higher market share for these products. As a means to increase awareness, education at all levels, and promotional assistance have been suggested by the participants.

Approximately 20% of the participants suggested that an increase in demand is needed in order to increase high-performance T8 sales. It is clear that many distributors expect the designers, contractors, and other customers to take initiative and request these products. They have indicated that they will not stock the products, even if the price is similar with standard systems, if there is not a heavy demand for it.

Approximately 17% of the participants said that there are no availability problems with these systems and that the warehouses/manufacturers have them readily available for shipping.

There were multiple answers related to the energy efficiency rebate programs. Approximately 20% of the participants linked the high-performance T8 systems to the utility programs. Some suggested an increase in the available utility incentive for these systems, while others recommended that incentives be limited to only the high performance T8 systems. There were a few participants who suggested standardized/improved programs throughout the region.

Only two interviewees suggested a direct incentive to the distributors as a way of increasing the market share. There were no participants that identified the increased cost of high-performance T8 systems as a barrier to the availability of these systems.



Figure 29 Overcoming Barriers to HP T8s

In your view, what could be done to overcome any availability barriers with high-performance T8 systems?

0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16

There is no barrier

Increase awarness. Education. Promotion

Higer incentive

Increase demand

Increase availability at major distribution warehouses

Restrict incentives to High Performance T-8

Rebates to contractors/distributors

Standardize/improve incentive programs

Other answers

Don't know / No answer

The following are comments that reflect suppliers attitudes regarding efforts to increase the availability of high-performance T8 systems:

Education creates the demand. People (customers, A&E, distributors) do not know about the product.


Require them for the [efficiency] programs. We do a lot with the utility programs, most distributors don't.

– MA distributor

The customers would need to start asking for them at the counter.

– CT distributor

The design engineers need to spec HP T8 systems. Very little awareness. Engineers are still recommending MH fixtures that aren't even pulse start. Contractors will not ask for HP T8 systems unless the engineer identifies it to be used. The engineers need to drive the job.

– NY distributor

Nobody knows about them so they aren't going to just jump in and buy them. [I] don't want to give too much info to the customers; want to make it easy for them because they want to come in and buy what they need and get out..

– NY distributor



Marketing issue. You need to show the customers or end user the energy/dollar savings and how long the payback is. The lamp manufacturers need to have the high performance T8 lamps available at major distribution centers.


Standardize the incentive programs - at least regionally, as manufacturers have to buy into it if it is going to fly. Increase the rebate amount. Educate the contractors and distributors. Most important: Restrict incentive to Super T8!


Reduce the 4-6 week lead time.

– VT distributor

It falls on the manufacturer. If they don't stock or make enough it is a problem. The public needs to demand it.


Some of the survey participants also commented on the possibility of providing the distributors with incentives to stock high-performance T8 fixtures. Some relevant quotes about how such a program might work are:

That's a tough one. I think it'd be a nightmare. Tracking it and all. Wouldn't the distributor just pocket the money and the end user wouldn't be aware of the benefit they are receiving?


If they do that, I'll shoot myself. Let the other distributors make the dollar commitment like we did. What good is it if the utility companies pay them to stock the stuff; they're still not going to care about it.

– MA distributor

Years ago the lighting industry had a quota program with distributors. If the distributors sold a certain amount of product, they would not have to pay for that product for one year. But each year the quota would go up, making it more difficult to achieve the goal. The program faded out. It was good for small distributors. Large independent distributors were not interested in it because they were already making enough money. To make an incentive program work for distributors, the goals would need to be achievable.


It might [work]. The fear is that they will stock the product and not sell it. Distributors will stock only the products that they can move out the door.


Distributors do not go after this market. The typical distributor will not go after it, even if they will get an incentive. There are a few distributors who are very active in this (efficiency) market. The rest don't care about it.


There are different marketing factors for distributors and reps. Reps are motivated by fixture availability and distributors are motivated by money. With distributors, it is about the money.




8. ENERGY EFFICIENCY PROGRAMS We asked survey participants about their familiarity and involvement with local and regional incentive programs. The questions were aimed in two directions: program familiarity and involvement in the energy efficiency programs.

8.1 PROGRAM FAMILIARITY Figures 30 to 32 presents the answers to the question of how familiar the participant is with the energy efficiency programs in their territory. Their answers were rated in three categories:

Not familiar or have heard of them, but never worked with them.

Somewhat familiar and seldom work with them.

Very familiar and work with them often.

As the figures below show, the distributors and representatives were similarly familiar with the energy efficiency programs. Approximately 18% of the interviewees are not familiar with the programs nor have worked with them. On a regional level, survey participants in the northern New England (Maine, Massachusetts, New Hampshire, and Vermont) were more familiar with local efficiency programs than those in southern New England (Connecticut and Rhode Island) and in New York State and New Jersey.

Figure 30 Distributor Familiarity with Efficiency Programs

Ditributors - How familiar are you with the energy efficiency programs in your territory?

Very familiar44%

Somewhat familiar

38%

Not familiar18%



Figure 31 Manufacturer Representatives Familiarity with Efficiency Programs

Reps - How familiar are you with the energy efficiency programs in your territory?

Not familiar17%

Somewhat familiar

42%

Very familiar41%

Figure 32 Efficiency Program Familiarity by State

Overall Energy Efficiency Programs Familiarity by State

0%5%

10%15%20%25%30%35%40%45%50%55%60%65%70%75%80%85%90%95%

100%

CT (6inter.)

MA (7inter.)

ME (5inter.)

NH (6inter.)

NJ (3inter.)

NY (11inter.)

RI (3inter.)

VT (5inter.)

Num

ber o

f Int

ervi

ewee

s

Not familiar

Somewhatfamiliar

Very familiar

appendix a A

neep commercial lighting initiative energy&resource solutions ers

A INTRODUCTION

SURVEY INSTRUMENTS

USED IN

NEEP COMMERCIAL LIGHTING INITIATIVE

MARKET RESEARCH

of 6

Data Collection Survey Form Distributors

Name of Company: __________________________________________________________

Contact Person: __________________________________________________________

Job Position/Title: __________________________________________________________

Type of Business: __________________________________________________________

Address: __________________________________________________________

__________________________________________________________

Telephone Number: __________________________________________________________

Email Address: __________________________________________________________

Website: __________________________________________________________

Date: __________________________________________________________

Introduction: Hello, my name is …………….. and I am calling on behalf of Northeast Energy Efficiency Partnership (NEEP) and <utility/sponsor program in the territory>. NEEP is conducting a Commercial Lighting Initiative, and <utility/sponsor> is a sponsor of this effort. Beginning in early 2006, this two-year project will use special promotions with lighting manufacturers and suppliers to increase the current sales level of advanced T-8 lighting systems (i.e., fixtures assembled and shipped configured for qualifying high performance T-8 systems), making them routinely available through regional warehouses and distributors. One of the initiative’s goals is to determine current status of market availability of high performance T-8 fluorescent fixtures. As part of this initiative, NEEP is conducting a survey amongst lighting representatives and distributors to identify current barriers to availability and to collect suggestions/proposals from key market actors to increase availability and market acceptance. Would you be willing to participate in this survey?

of 6

Q1. What are the major manufacture lines of fluorescent fixtures that your firm distributes? ________________________________________________________________________________________________________________________________________________________________________

________________________________________________________________________________________________________________________________________________________________________

Q2. Who are your customers;

A&E community? Contractors? C&I Residential Municipal Other

Describe:_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Q3. What markets do you target? __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ ______________________________________________________________________________ Q4. Do you often specify the lighting for your customers’ projects? Yes / No Describe the Process: ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________

of 6

Q5. Explore the Distrubutors’ Familiarity with High-Performance Super T-8s and the Definition as They Understand it? Explain High Performance Super T8 lamps and ballasts and the CEE Definition (Use CEE spec printout): How familiar are you with HP-T8 systems: 1 2 3 1= Not familiar, but have heard of them. 2= Somewhat familiar and understand they are more efficient than standard T8 systems. 3= Very familiar and work with them often. Comments:____________________________________________________________________ _________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Q6. If customer is familiar, does your firm stock HP-T8 fixtures? Yes / No Q7. If No, What would keep your firm from stocking HP-T8 fixtures? Comments:____________________________________________________________________ ________________________________________________________________________________________________________________________________________________ Q8. I’m going to ask you about the mix of fluorescent lamp and ballast types in new fixtures purchased through your firm. Considering only standard products such as prismatic and parabolic troffers, strips, wraps, and industrials, what percentage of those products are;

T12 _______% Standard T8 _______% T8 HO _______% T5 _______% T5 HO _______% HP Super T8 _______%

Comments: ____________________________________________________________________________________________________________________________________________________________ ______________________________________________________________________________

of 6

Q9. Is there an up-charge for HP-T8 fixtures? Yes / No What is the $ difference between a T8 fixture and the same fixture with HP-T8 lamps and ballast? $______________ Q10. For your standard fluorescent lines. If you don’t have them in stock locally, where are the products shipped from?

Directly from the manufacturer Manufacturer’s distribution warehouse – Location?________________________ Your firms offsite warehouse Other

_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

_____________________________________________________________ Q11. What fluorescent lighting fixtures are normally stocked at your location? Strips and Industrials _____________________________________________________

Recessed Prismatic Troffers ________________________________________________

Recessed Parabolics Troffers _______________________________________________

Wraps _____________________________________________________

Pendant Indirect ______________________________________________________ Q12. For fixtures not stocked what are the typical lead time for the following fixture types with standard T8 120 or 277 volt ballasts? Strips and Industrials _____________________________________________________

Recessed Prismatic Troffers _______________________________________________

Recessed Parabolic Troffers _______________________________________________

Wraps _____________________________________________________

Pendant Indirect ______________________________________________________

of 6

Q13. What are the typical lead times for the following fixtures with high-performance “Super” T8 ballasts? Strips and Industrials _____________________________________________________

Recessed Troffers _____________________________________________________

Recessed Parabolics _____________________________________________________

Wraps _____________________________________________________


Q14. What are the typical lead times for the same fixture styles with dimming electronic ballasts?

About the same Shorter Longer

Q15. Does your firm stock a variety of ballasts and “swap them out” to meet customer needs, or do they only supply the fixtures as delivered from the manufacturer? Yes / No __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Q16. If Yes, does your firm take the original equipment ballast back from the contractor? Yes / No Q17. What are the typical lead times for non-stocked fixture types such as indirect and high efficiency recessed fixtures? (give examples if needed i.e. RT5; Pure FX) ______________________________________________________________________________ _____________________________________________________________ Q18. In your view, what could be done to overcome any availability barriers with HP Super T8 systems and other high performance lighting fixtures? ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________

of 6

Q19. Are you familiar with ______ energy efficiency programs? Yes / No 1 2 3 1= Not familiar, have heard of them, but have not worked with them. 2= Somewhat familiar and seldom work with them. 3= Very familiar and work with them often. Comments: __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Q20. What is your firms involvement in these programs? – specify complying products? help with applications, etc? ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________ We would like to send you an email with updated information about efficiency programs and information regarding high performance T8 systems. Yes / No Email address? ______________________

of 6

Data Collection Survey Form

Manufacturers’ Reps Name of Company: __________________________________________________________

Contact Person: __________________________________________________________

Job Position/Title: __________________________________________________________

Type of Business: __________________________________________________________

Address: __________________________________________________________

__________________________________________________________

Telephone Number: __________________________________________________________

Email Address: __________________________________________________________

Website: __________________________________________________________

Date: __________________________________________________________

Introduction: Hello, my name is …………….. and I am calling on behalf of Northeast Energy Efficiency Partnership (NEEP) and <utility/sponsor program in the territory>. NEEP is conducting a Commercial Lighting Initiative, and <utility/sponsor> is a sponsor of this effort. Beginning in early 2006, this two-year project will use special promotions with lighting manufacturers and suppliers to increase the current sales level of advanced T-8 lighting systems (i.e., fixtures assembled and shipped configured for qualifying high performance T-8 systems), making them routinely available through regional warehouses and distributors. One of the initiative’s goals is to determine current status of market availability of high performance T-8 fluorescent fixtures. As part of this initiative, NEEP is conducting a survey amongst lighting representatives and distributors to identify current barriers to availability and to collect suggestions/proposals from key market actors to increase availability and market acceptance. Would you be willing to participate in this survey?

of 6

Q1. What are the major manufacture lines of fluorescent fixtures that your firm represents? ______________________________________________________________________________________________________________________________________________________________________________________ Q2. What territory does your firm cover? ______________________________________________________________________________ Q3. Who are your customers;

Distributors? A&E community? C&I? Contractors? Other?

Describe:________________________________________________________________________________________________________________________________________________________________________________________________ Q4. Do you often specify the lighting for your customers’ projects? Yes / No Describe the Process: _____________________________________________________________________________ __________________________________________________________________________________________________________________________ Q5. Explore the Reps Familiarity with High-Performance Super T-8s and the Definition as They Understand it. Explain High Performance Super T8 lamps and ballasts and the CEE Definition (Use CEE spec printout): How familiar are you with HP-T8 systems: 1 2 3 1= Not familiar, but have heard of them. 2= Somewhat familiar and understand they are more efficient than standard T8 systems. 3= Very familiar and work with them often.

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Comments_____________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________ Q6. I’m going to ask you about the mix of fluorescent lamp and ballast types in new fixtures purchased through your firm. Considering only standard products such as prismatic and parabolic troffers, strips, wraps, and industrials, what percentage of those products are;

T12 _______% Standard T8 _______% T8 HO _______% T5 _______% T5 HO _______% HP Super T8 _______%

NOTES: ______________________________________________________________________________ ______________________________________________________________________________ ____________________________________________________________________________________________________________________________________________________________ Q7. For your standard fluorescent lines. Where are the products shipped from?

Directly from the manufacturer Manufacturer’s distribution warehouse –

Location?________________________ Other

__________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Q8. What products are normally stocked at these warehouses? Strips and Industrials _____________________________________________________



Wraps _____________________________________________________


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Q9. Is there an up-charge for HP-T8 fixtures? Yes / No What is the $ difference between a T8 fixture and the same fixture with HP-T8 lamps and ballast? $______________ Q10. For fixtures not stocked locally what are the typical lead time for the following fixture types with standard T8 120 or 277 volt ballasts? Strips and Industrials _____________________________________________________



Wraps _____________________________________________________

Pendant Indirect ______________________________________________________ Q11. What are the typical lead times for the following fixtures with high-performance “Super” T8 ballasts? Strips and Industrials _____________________________________________________



Wraps _____________________________________________________


Q12. What are the typical lead times for the same fixture styles with dimming electronic ballasts?

About the same Shorter Longer

Q13. Do the distribution warehouses stock a variety of ballasts and “swap them out” to meet customer needs, or do they only supply the fixtures as delivered from the manufacturer? Yes / No ______________________________________________________________________________ __________________________________________________________________________________________________________________________

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Q14. What are the typical lead times for non-stocked fixture types such as indirect and high efficiency recessed fixtures? (give examples if needed, i.e. RT5; Pure FX) ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________ Q15. In your view, what could be done to overcome any availability barriers with HP Super T8 systems and other high performance lighting fixtures? ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________ Q16. Follow up question: How do you think a program that would provide the distributors a financial incentive would work? ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Q17. Are you familiar with ______ energy efficiency programs? Yes / No 1 2 3 1= Not familiar, have heard of them, but have not worked with them. 2= Somewhat familiar and seldom work with them. 3= Very familiar and work with them often. ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________

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Q18. What is your firms involvement in these programs? – specify complying products? help with applications, etc? ______________________________________________________________________________ _______________________________________________________________________________________________________________________________________________________________________________________ We would like to send you an email with updated information about efficiency programs and information regarding high performance T8 systems. Yes / No Email address? ______________________

appendix b B


A INTRODUCTION

SURVEY PARTICIPANTS

IN


MARKET RESEARCH

Appendix BSurvey Participants

Company name Contact Business type Street Address City State Zip Phone e-mail Website

CED Twin State Electric Supply Kevin Ryan lighting distributor 79 Carl Dr. Manchester NH 03103 603-669-6427 [email protected] N/A

Yankee Electric Supply Corp. Dave Murphy electrical supply/distr 276 E. Allen St., Suite 3 Winooski VT 05404 802-655-4433 [email protected] N/A

Grainger, Inc. Dave McCarthy electrical supply/distr 425 Warren Ave. Portland ME 04103 207-787-2223 [email protected] http://grainger.com

CLS Andrew Borque electrical supply/distr 165 University Ave. Westwood MA 02090 781-752-1120 [email protected] http://www.clsco.com

Graybar Electric Rob Cederlund electrical supply/distr 345 Harrison Ave. Boston MA 617-482-9320 [email protected] http://graybar.com/

Standard Electric (WESCO) Jaime Guevara electrical supply/distr 80 Farm Rd. Bangor ME 04401 207-942-6713 [email protected] http://wesco.com/

Green Mountain Electrical Supply Gary Labor electrical supply/distr 5452 US Rte 5, Suite G Newport VT 05855 800-245-7336 [email protected] http://www.gmes.com/

Gilman Electric Supply Co. (CED) Ray Gilliam electrical supply/distr 128 Center St., # 13 Auburn ME 04210 207-784-6906 [email protected]

Electric Lighting Agencies Ram Hamraymanufacturer's representative 500 N. Broadway Jericho NY 11753 212-645-4580 [email protected]

Northeast Electrical Distributors Doug Putman electrical supply/distr 895 Cumberland Hill Rd. Woonsocket RI 02895 401-762-3871 [email protected] http://www.needco.com/Independent Electric Supply Larry Demers electrical supply/distr 177 Gay St. Manchester NH 03103 603-627-2220 [email protected] Electrical Gary Lakowsky electrical supply/distr 91 Crystal Ave. New London CT 06320 860-443-7191 http://needco.com/Graybar Electric Jose Vega electrical supply/distr 2460 State St. Hamden CT 06517 203-288-3811 [email protected] Electric Mark Oblon electrical supply/distr 170 Pond View Dr. Meriden CT 06450 203-237-8944 [email protected] Electric Supply Steve Belz electrical supply/distr 558 West Main St. Norwich CT 06360 860-889-8456 http://majorelectric.com/GTM Corp. Mark Bourbeau electrical supply/distr 362 Swanton Rd. Saint Albans VT 05478 802-527-7714 [email protected] Electric Supply Co., Inc. John Fagan electrical supply/distr 287 Mount Pleasant Ave. Newark NJ 07104 973-484-7400 [email protected] http://www.keerelectric.com/

Reflex Lighting John Godekmanufacturer's representative 10 Silver Street Boston MA 02127 617-269-4510 http://www.reflexlighting.com/

Munro Distributing Paul Michaud electrical supply/distr 33 Commercial St Raynham MA 02767 800-922-8385 [email protected] http://www.munroelectric.com/

Mid State Electric Barry Spencer electrical supply/distr 59 Piper Rd. Barre VT 05641 802-223-1900Barre Electric & Light Supply Ralph Molinario electrical supply/distr 856 US Route 302 #2 Barre VT 05641 802-476-0280 [email protected] George Mulcahy electrical supply/distr 11 Distributor Rd. Worcester MA 01605 508-792-2600 [email protected] http://www.wescodist.com/Warshauer Electrical Supply Co. John electrical supply/distr 800 Shrewbury Ave. Tinton Falls NJ 07724 732-741-6400 http://www.warshauerelectric.com/City Electric Co. Scott Fletcher electrical supply/distr 514 W. Genesee St. Syracuse NY 315-474-7841 [email protected] http://www.cityelectricweb.com/Ulster Electric Supply Co. Bob Yench electrical supply/distr 9-19 Cornell St. Kingston NY 12401 845-331-5653 [email protected] http://www.ulsterelectric.com/Horizon Solutions Melissa Legallo electrical supply/distr 105 Ealtin Dr. Manchester NH 03103 603-669-5060 [email protected] http://www.hs-e.com/Wolberg Electrical Supply Karl Pedersen electrical supply/distr 35 Industrial Park Rd. Albany NY 12206 518-489-8451 [email protected] http://www.wolberginc.com/

Duplex Electrical Supply Corp. Joe Casalino electrical supply/distr 95 Seaview Blvd.Port Washington NY 11050 516-625-8181 [email protected] http://www.duplexelectrical.com/

Major Electric Supply David Zeitlin electrical supply/distr 123 High St. Pawtucket RI 401-724-7100 [email protected]

Stellos Electric Supply Claude Fortier electrical supply/distr 125 Northeastern Blvd., #1 Nashua NH 03062 603-882-3126 http://www.stelloselectric.com/L.B. Electric Supply Co. Eli Cohen electrical supply/distr 5202 New Utrecht Ave. Brooklyn NY 11219 718-438-4700 http://www.lbelectric.com/Standard Electric Brian Miller electrical supply/distr 501 Jefferson Blvd. Warwick RI 02886 401-738-0033 [email protected] Zimmerman Electric Sean Courtney electrical supply/distr 274 Taylor St. Springfield MA 01105 413-734-6407 [email protected] http://www.hzelectric.com/Griffith Electric Supply Co. Ron Lim electrical supply/distr 5 Second St. Trenton NJ 08611 609-695-6121 [email protected] http://www.griffithelec.com/

Visible Light Steve Taylormanufacturer's representative 24 Stickney Lane Hampton NH 03842 603-926-6049 [email protected] http://www.visible-light.com/

Stan Deutsch Associates Fredric Marzellamanufacturer's representative 31-30 Hunters Point Ave

Long Island City NY 11101 718-361-9150 [email protected] http://www.dsdalighting.com/

Yusen Associates Michael Smithmanufacturer's representative 44 Sixth Rd. Woburn MA 01801 781-935-8500 [email protected] http://www.yusen.com/

Lighthouse Consulting Michael Colottimanufacturer's representative 125 Aviation Ave., Suite 4 Portsmouth NH 03801 603-431-8050 [email protected] http://www.lighthouseconsulting.com/

Holophane/American Electric Lighting Jim Bailey

manufacturer's representative 489 Lewiston Rd. West Gardiner ME 04345 207-582-5106 [email protected] http://www.holophane.com/

Lightspec Robert Licatamanufacturer's representative 107 Norris Dr. Rochester NY 14610 585-242-8888 [email protected] http://www.lightspec.com/

Page B-1 energy & resource solutions, inc

Appendix BSurvey Participants

Company name Contact Business type Street Address City State Zip Phone e-mail Website

Lighting Affiliates, Ltd. Greg Lodamanufacturer's representative 1208 Cromwell Ave. Rockey Hill CT 06067 860-721-1171 [email protected] http://www.lightingaffiliates.com/

Swaney Lighting Associates, Inc. Robin Lawsonmanufacturer's representative 15 Pleasant Hill Rd. Scarbourough ME 04074 802-652-5163 [email protected] http://www.swaneylighting.com/

B&B Electric Randy King electrical supply/distr 144 Providence St. Putnam CT 06260 860-928-0558 [email protected] http://standardelectric.com/

Fingerlakes Electric Supply Co, Inc. Stephen Austin electrical supply/distr 802 W. Seneca St. Ithaca NY 14850 607-272-1711 [email protected] http://www.fingerlakeselectric.com/

Point Source Group Michael Trippemanufacturer's representative

3495 Winton Pl., Bldg. C., Suite 3 Rochester NY 14623 585-424-2540 [email protected] http://www.pointsourcegroup.com/

Eclipse Lighting Corp Arthur Brownmanufacturer's representative 3 East 28th Street New York NY 10016 212-213-3950 [email protected] www.eclipseltgcorp.com

Osram Sylvania Bob Bonzini ballast manufacturer 16 Bedros Street Windham NH 3087 603-421-0667 [email protected] www.sylvania.comPrism Consulting, Inc. Wendy Simmons ESCO 440B E. Squantum St. Quincy MA 02171 617-328-9896 [email protected] http://prismconsultinginc.com

Rise Engineering Diane Morra ESCO 1341 Elmwood Ave. Cranston RI 02910401-784-3700 X171 [email protected] http://riseengineering.com/

Energy Management Consultants Jeff Hansen ESCO 120 Thadeus St., Suite 1 South Portland ME 04106 207-767-1313 [email protected] http://www.emcinc-online.com/

Page B-2 energy & resource solutions, inc

appendix c C


A INTRODUCTION

COMPANIES CONTACTED, BUT NOT PARTICIPATING

IN


MARKET RESEARCH

Appendix CCompanies Contacted, But Not Participating In The Survey

Company Name Contact Name Business Type Location City State ZIP PhoneNutmeg Winlectric Supply Co. Electrical Supply/Distributor 228 Old Hartford Rd. Colchester CT 06415 860-537-5889Consolidated Electrical Distributors Electrical Supply/Distributor 15 Old Sherman Tpke. Danbury CT 06810 203-744-3605Baynes Electric Supply Co. John M. Electrical Supply/Distributor 900 W. Chestnut St. Brockton MA 02301 508-586-1040Columbia Electric Electrical Supply/Distributor 100 Oak St. Taunton MA 02780 508-823-4596Columbia Electric Joe Delasndro Electrical Supply/Distributor 22 Station Ave. Brockton MA 02302 508-587-3050Ralph Pill Electric Supply Electrical Supply/Distributor 60 Arsenal St. Watertown MA 02472 617-926-7455Ralph Pill Electric Supply Electrical Supply/Distributor 1 Marston St. Lawrence MA 01841 978-683-2423S&A Electrical Supply/Distributor 1311 East St. Pittsfield MA 01201 413-528-3470Boston Light Source Mike Doucette Manufacturer's Representative 64 Commercial Wharf Boston MA 02110 617-788-2400Rockingham Electric Electrical Supply/Distributor 7 Mt. Vernon Ave. Augusta ME 04330 207-622-7541GE Supply Electrical Supply/Distributor 1114 Hammond Street Bangor ME 04401 207-941-0058Granite City Electric Supply Co Electrical Supply/Distributor 310 Marlboro St. Keene NH 03431 603-355-4948Charron Inc. George Clark Manufacturer's Representative 40 Londonderry Turnpike, Bldg. 1 Hooksett NH 03106 603-624-4827Swift Electrical Supply Co., Inc., Electrical Supply/Distributor 100 Hollister Rd. Teterboro NJ 07608 201-462-0900Nassor Electrical Supply Electrical Supply/Distributor 200 Moonachie Ave. Moonachie NJ 07074 201-641-3737Main Electric Supply Co., Inc. Electrical Supply/Distributor 24 Public Rd. Monroe Township NJ 08831 609-860-8500Broadway Electric Co. Dave Carriger Electrical Supply/Distributor 459 Mantua Pike Woodbury NJ 08096 856-845-5177Liberty Lighting Group, Inc. Ryan Clarke Manufacturer's Representative 100 Passiac Ave. Chatham NJ 07928 973-701-0600Cooper Electric Supply Co. Electrical Supply/Distributor 1521 John F. Kennedy Blvd. Jersey City NJ 07305 201-434-8575Penn Lighting Associates John Mikiewicz Manufacturer's Representative 239 South 24th St. Philadelphia PA 19103 215-735-5000TJI Lighting Inc. Tom Barnard Manufacturer's Representative 151 Bodman Place Red Bank NJ 07701 732-842-0770A-C Electrical Supply, Inc. Chris Palino Electrical Supply/Distributor 741 Smithtown Bypass Smithtown NY 11787 631-265-2252Argo International Corp. Electrical Supply/Distributor 140 Franklin St. New York NY 10013 212-431-1700Cortland Wholesale Electric Co. Electrical Supply/Distributor 201 N. Homer Ave. Cortland NY 13045 607-753-7561Benfield Electric Supply Co., Inc. John Biazio Electrical Supply/Distributor 25 Lafayette Ave. White Plains NY 10603 914-948-6660L. A. Hazard & Sons, Inc. Electrical Supply/Distributor 1695 Overhead Rd. Derby NY 14047 716-627-2364L. A. Woolley Inc. Jim Electrical Supply/Distributor 620 Fifft St. Buffalo NY 14220 716-821-1200Maynard's Electric Supply, Inc. Art Brooks Electrical Supply/Distributor 1776 Clinton Ave. Rochester NY 14621 585-266-6060P. W. Supply, Co. Electrical Supply/Distributor 355 Central Ave #4 Fredonia NY 14063 716-672-5168Shanor Electric Supply, Inc. Frank Maddock Electrical Supply/Distributor 285 Hinman Ave. Buffalo NY 14216 716-876-0711Total Electrical Distributors, Inc. Electrical Supply/Distributor 388 South Avenue Staten Island NY 10303 718-273-9300Utica Valley Electric Supply Co., Inc. Electrical Supply/Distributor 2415 W. Hhitesboro St. Yorkville NY 13495 315-732-5197Wienenbach-Brown Co., Inc. Bill Matier Electrical Supply/Distributor 145 Huguenot St. New Rochelle NY 10801 914-235-4500Hall-Mark electrical Supply corp. Amy Electrical Supply/Distributor 542 Wortman Ave. Brooklyn NY 11208 718-272-7400Eclipse Lighting Author Brown Manufacturer's Representative 3 E. 28th Street New York NY 10016 212-213-3950The Dulanski Group Joseph Hayden Manufacturer's Representative 235 Mamaroneck Ave. White Plains NY 10605 914-328-5557Russo Lighting Associates Joseph Russo Manufacturer's Representative 80 Magnolia Ave. Westbury NY 11590 516-997-4140Acuity Brands Lighting Jim Kroman Manufacturer's Representative 114 Jericho Turnpike, Suite 112 Floral Park NY 11001 631-751-3056Avon/Wesco Peter Quinn Electrical Supply/Distributor 60 Hoffman Ave. Hauppauge NY 11788 631-582-4770Spectro Lume, Inc. Dan Fitzpatrick Manufacturer's Representative One School Street Glen Cove NY 11542 516-759-2800Conserve Electric Supply Electrical Supply/Distributor 39-05 Crescent Street Long Island City NY 11101 718-937-6671Mastro Electric Supply Co. Anthony Mastro Electrical Supply/Distributor 555 Elmwood Ave. Providence RI 02907 401-467-7700Crown Supply Mike Electrical Supply/Distributor 26 Silver Spring St. Providence RI 02904 401-861-6329Baynes Electric Supply Co. Electrical Supply/Distributor 305 Oliphant Lane Middletown RI 02842 401-846-3333Desnmore Electrical Supply Dick Densmore Electrical Supply/Distributor 90 Cleveland Ave. Rutland VT 05701 802-775-5558

Page C-1 energy & resource solutions, inc.

neep high performance lighting draft report may 10complementing these conclusions, our interviews...

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