The National Association of Electrical Distributors is launching an updated learning module, EPEC Lighting, designed to teach distributor sales teams better strategies for selling light.
As tED magazine and “lightED” has reported in the past year, the LED lighting market is expected to reach $54 billion in sales in the next three years, with additional markets, including the lighting drivers market, expected to add billions to that total.
The new Electrical Products Education Course (EPEC) will contain 5 individual modules that will test users on everything from lighting basics to how to estimate lighting costs for commercial and industrial buildings. The entire course is available online, meaning it will be easier to complete, students will not have to ship information to NAED, and progress will be easier to share with managers.
“It will help them think about lighting in a different way, not only will they learn the newest technologies but it will also help them think about additional sales such as dimming packages and the associated wiring,” Mike Pearce, Senior Customer Service at Graybar, and one of the EPEC Lighting course reviewers, told tED magazine. Pearce added the new EPEC Lighting course removed a lot of the redundant and obsolete material, while adding new information about LED lighting and dimming.
The first module for the new EPEC Lighting course covers the basics, which includes a lesson on how to analyze sample plans and specifications to look for sales opportunities. Module 2 will teach how to recognize lighting metrics, understand the definition of color, and explain correlated color temperature. Joe Clemons, Branch Operations Manager for Nedco and EPEC Lighting course reviewer told tED magazine students “will learn is everything that is relative to the lighting area of our industry. You will be taken on a journey through from what a light bulb is to all the different types of lighting fixtures and methods. With all this information one will be able to speak lighting to and with their customers. Because you will have all this information you will better be able to answer all questions and give suggestions on lighting various areas.”
Modules 3 and 4 of the EPEC Lighting course will teach students how to identify different light sources, recognize ways to control light, and become familiar with luminaire classifications. “There is content to make them think about the situation, such as an office where people will want bright vibrant lighting vs. a lounge where you will want softer more relaxing lighting,” Pearce added. “It basically just helps you to think through the whole job better just like bronze, silver, and gold courses do for other products. It will give you an edge on knowledge.”
“The lighting course will still go through all the different lighting options and teach you which options are best for the application. For example you will learn what color lighting would be better in a retail, body shop or office environment. Depending on the lighting method used you will learn how to control the lighting and get the maximum advantage of the lighting used,” Clemons said.
EPEC Lighting course reviewer Alan Hazlett, an Outside Sales Representative for Blazer Electric Supply says a key feature to the new course is the updates. “It has been updated and brought up to the latest technologies. With the introduction of LED lighting, and the efficiencies it brings, the future of lighting will be ever evolving. There are still a hundred years of old technology out there that needs to be managed and maintained. As the pricing for LED continues to come down to realistic, affordable levels, some of the old technology and lamping still works just fine. Not nearly as efficient, but still functional. It is imperative to know both old and new, as well as what new can replace the old when the time comes.”
Module 5 in EPEC Lighting teaches those specifics, including lighting methods to sell and enhance products in a retail setting, variables for lighting in offices, light distribution for warehouses, and ways to propose lighting controls for cost reduction in commercial buildings. “This is where the distributor needs to stay on the leading edge of new technology. Each specific situation will, or could be, unique,” Hazlett said. “It will be important for the distributor to know what, exactly, will work for what particular area of each project. From simple light in a maintenance closet to color changing LED’s with daylight harvesting controls, multi-level dimming platforms, to sophisticated interior atrium or exterior lighting schemes. Lighting and controls are ever changing and those that stay out in front of it will reap the rewards.
To purchase the EPEC Lighting courses, you can go to the NAED website to find the EPEC Lighting Course. If you have additional questions, you can send an e-mail to EPEC@naed.org.
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