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Technology Convergence and Leadership. i.e. the New Lighting financial reality. My background…. Lighting Guy, 30 years Industry Observer and Active Participant Talent assessment => Industry leaders. Agenda. Past Market Observations , SiL 2013 Channel Diversity Lighting mega-trends
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Technology Convergence and Leadership i.e. the New Lighting financial reality
My background….. • Lighting Guy, 30 years • Industry Observer and Active Participant • Talent assessment => Industry leaders
Agenda • Past Market Observations, SiL 2013 • Channel Diversity • Lighting mega-trends • Trend predictions • Talent market • Market threats • Ideas for success in the future
Channel diversity (SiL ‘13) • Emerging trends • Leased lighting • Franchised distributors • ESCO emergence • Electronic distributors • Channel consolidation • A/V installers • Controls integrators • Trends updates • Very little growth • Growing • Growing • Components only • Tipping point • Growing • Growing
Lighting Mega-Trends (SiL ‘13) • Lamp replacement • DC Power distribution • Building integration • Design • New markets • Consolidation • Alternative energy => Synergistic => “Power Ball” => Gaining traction => Nascent => Lagging => Blue Ocean strategy => Darwinian
5 Mega Trend Predictions (SiL ‘13) • Lighting will cease to pierce the plane of the ceiling • Residential design will coalesce solar power and native DC power distribution • Smart design will enable a new system approach: Lighting, HVAC, Desk-top, Security, Sound, etc. • Quality Lighting and Quality Design will intersect into a holistic smart building Gestalt. • The US lighting market will bifurcate: New Market v. Installed Market
Unemployment is near ZERO Unemployment Level as of April 2014 Some HS, HS, Some College, Degreed
Talent challenges • Boomers are retiring, GenY isn’t ready • Existing talent has been absorbed by the rapid growth of new companies • Recession led to shallow bench strength • GM’s are dropping • Salaries are rising, rapidly • Influx of semicon talent, with little channel or product application knowledge • Skills no longer match needs
Market threats • Limited access to talent that grasps the emerging channel opportunities • Replacement lamps are overshadowing the core lighting market • The explosion of technology is confusing the core issue of selling lighting • Competition for reps is driving up SG&A and diminishing the focus of reps • Buying influences are expanding and the need for broader market coverage increases
The way forward • Pick a strategy and develop a plan to own it • Focus closely on channel partnerships • Minimize the adhesions of the past • Develop synergistic alliances: controls, software, integrators, security firms • Expand your grasp of building changes: • HVAC, controls, security, communications • Installation, DC power, solar, technology R&D • Invest: Talent delivers the highest ROI
epilogue “In times of rapid change, experience could be your worst enemy” J. Paul Getty Ted Konnerth, PhD tk@egretconsulting.com 847-307-7125