Designers Light Forum

The Trials of Implementing Good LED Based Design

in a Cost and Package Driven Market

Vivianne P. V. Vianna03/29/2017

Trials of Implementing Good LED Based Design in a Cost and Package Driven Market

Credit(s) earned on completion of this course will be reported to AIA CES for AIA members. Certificates of Completion for both AIA members and non-AIA members are available upon request.

This course is registered with AIA CES for continuing professional education. As such, it does not include content that may be deemed or construed to be an approval or endorsement by the AIA

of any material of construction or any method or manner ofhandling, using, distributing, or dealing in any material or product.___________________________________________Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation.

LearningObjectives

1. Strategies to Retain Design in Package Driven Markets 2. Understand the Importance of Client Education3. Analyze Cost Strategies of LED vs Fluorescent4. Communicate and Reiterate Pre-Project Budget Expectations5. Sustaining Project Integrity Through Client Relationships

At the end of this course, participants will be able to:

1. Executing strategies in order to retain design integrity within package drivenmarkets are often challenging.

2. Additionally, budgetary concerns and client expectation make achievingeffective and timely results quite stressful and complicated.

3. Modern LED technology will provide the best ROI (Return On Investment) inregards to maintenance, light source, longevity, quality, etc.…

4. Finally, when it's time to actually award a project to an agency, will this bebased on actual products, product knowledge or prior relationships?

Strategies to Retain Design in Package Driven Markets

1. Write the specification around the fixture that is mostimportant to you.

2. Write specifications as complete as possible both thequantifiable and qualitative aspects of the lighting product'sperformance.

3. Be explicit when communicating, do not just include themanufacturer and accompanying series, but also theaccompanying product serial numbers.

4. Talk with each representative agency and lay down the rulessuch as only quote where specified as the Basis of Design orhave prior approval to bid equivalent alternates.

Strategies to Retain Design in Package Driven MarketsCommunication Imperatives

1. Ask for DN prices for all fixture and create your internalpricing.

2. Establish a reputation for “standing your ground” on lightingspecifications (rejecting certain types where necessary).

3. Ask to see a samples of the product being offered as anequal.

4. Contract verbiage that specifies when submissions must besubmitted and the penalties for non-compliance.

5. Within the contract, enclose a section that substitutionsmust be preapproved before the bid.

6. Require E.C. to provide unit pricing to eliminate VEs.7. Always have contractor “break out” the lighting controls

portion so that doesn’t control the package.8. Keep in close contact with the owner.

Strategies to Retain Design in Package Driven MarketsDealing with Substitutions

1. Most lighting specifiers agree that the substitution of fixturesis never ideal.

2. A variety of problems can arise when products aresubstituted.

3. Although a product may appear similar, the photometric datamay vary significantly, resulting in a difference in light levels,use of energy, or overall lighting effect.

4. There also may be an impact on the design such as recessingdepth coordination, variation in mounting devices, or lack ofaccessories and locking mechanisms.

Client Education

1. The more a client knows why a certain fixture is used, andrealizes its quality, performance and function, the more likelya great project/result.

2. Lighting designers bring value to a project through theexperience and expertise.

3. Lighting designers analyze the surfaces of a space andcommunicate to the architect and client how the space isgoing to look and with different lighting solutions.

4. In communicating lighting design concepts, visual aids andinstallation images are the most valuable way for educatingpeople.

Client Education

1. Lighting designers understand the interaction of lighting andhuman health.

2. The client needs to be educated on the code restrictions andtheir impact on the project, while the design will be modifiedfor compliance.

3. Education on the value of lighting controls (savings on energycosts) are necessary.

4. An environment can have different needs of light dependingon time of day or functionality.

5. The owner needs to understand why the fixtures included inthe design were chosen, their benefit and importance to theoverall design and the costs associated with them.

Client Education1. Inaccurate pricing-leading to VE and the possibility of getting

inferior products without seeing the real cost savings.2. Clients need to ask for break down prices.3. Educate the client on why it is important to “not go over the

lighting designer’s head”4. Moving forward, Lighting Designers need to function as

energy investment advisers.

Cost Strategies of LED x Fluorescent

• First, what is the client budget?• Show the client all his choices and explain the advantages

of going with LED :1) Longer life2) Optical Control3) Maintenance4) Energy Efficiency5) Multitude of dimming and control strategies

• Most manufacturers have come up with very cost effectiveLED fixtures.

• Energy savings and energy rebates.• Aesthetic also plays a large role.

Pre-Project Budget Expectations

• It's never easy to plan the budget, but if you follow the 3 rules:

1)know your resources/vendors2) make sure the schedule is followed through 3) keep an open conversation with your client

• The lighting designer should quickly develop a rapport with the owner to create a trust that their interest is on the forefront of the designers agenda.

• An honest and informative discussion with the owner can help to alleviate budget issues to some degree.

Pre-Project Budget Expectations

1. Push to get either an electrical budget or lightingbudget up front.

2. It can be helpful if either a local representative or thelighting designer educate the GC.

3. Collect as much information on pricing of the productsat the start of a project.

4. Ask for D/N pricing on the fixtures during the designphase.

5. Time is money to all parties involved.

Representative Relationships in Package driven markets

1. Representative relations really depends on honesty.2. Performance of the product.3. Specification is the “invitation” to the agency to be

a part of that project.4. Having good relations with the various

representative firms is mutually beneficial.5. Being open and honest in these relationships and

determining who is willing to truly act accordinglycan influence participation in future/additionalprojects.

Representative Relationships in Package driven markets

• The representative is key in controlling many of the errant VEoptions that can confuse and compromise the project.

• If the representative is aware of the design intent, they canprovide realistic options that will maintain the design intent.

• Creating a personal connection during the design processbetween lighting manufacturing companies, distributors,contractors, engineers, architects, etc.…between all parties isso advantageous.

Representative Relationships in Package driven markets

1. Lighting packages are driven by the relationships.2. You should be able to get an “as specified” package if you

have an established budget and estimate up front.3. You may have to “hold some feet to the fire” on the

contractor side if pricing is coming in higher than whatwas budgeted.

4. As you know your DN budget should include a mark upfor the distributor and electrical subcontractor (andsometimes even the GC).

5. Package representatives are very competitive with oneanother.

Representative Relationships in Package Driven Markets

• The “packaging” aspect only works for therepresentative if we have quality products you cantrust.

• Many times the packaging process drives down thetotal job cost.

• It’s extremely critical in all vertical channels of therepresentative agency to have a good project vs. a VEmess.

• Necessary for the EC to engage early & throughout thebid phase to ensure design integrity is critical.

This concludes The American Institute of Architects Continuing Education Systems Course

Resources

• The Lighting Specification Process by Jean Sundin• Choosing a Lighting Designer by Elizabeth Donoff• How Do You Educate For Lighting? By Architectural Lighting

Staff• ASID Publication Addresses Lighting in the Workplace• Toward a Sustainable Lighting Profession by Mark Loeffler• NYC Lighting Representatives• Atlanta Lighting Representatives