1. ARKA Lights
High Performance Heat Dissipation Technology for LED Ligh
 Hypotheses:
• Improved novel (integrated) thermal dissipation
technology can significantly improve LED lighting
performance and reduce cost
• Our technology allows direct replacement of commercial
high lumen but low efficiency incandescent bulbs with
LEDs without light quality/output compromises
• This can deliver a scalable business model

2. CANVAS FOR ARKA – Version 1
LED manufacturers
System integration Higher Trade Presence, Commerci
Government lumens in the publications, al
Agencies (DOE) Awareness same form shows Customer
Building factor - Indoor
Reduced s
Applications
Suppliers Certifications number of Web based
-Replacement
LEDs demos, Lamps
education
Environmental
Experienced Increased Direct Sales
conscious Groups
manufacture reliability to
r as a Institutions
Luminaire partner Luminaires
Manufacturers Requires no
IP Manufacturers
infrastructure
Systems changes
ASME,
Professional Design OEMS
Groups
Component
supplier costs Sale of
Products
Developments
Costs
Cost of Sales

3. GETTING OUT OF THE BUILDING
 We’re talking to (some combination of):
 OEMS
 Architects (Rita Koltai – Koltai Lighting Design)
 Technical Experts/Consultants (Stanford
University), Prof. Robert Davis, (CMU)
 Lighting designers and manufacturers (Greenray
Lighting)
 Lighting Distributors (Stanford Lighting)
 Facility Managers (Sheraton Hotel)
 Retail Outlets (Pottery Barn)

4. CUSTOMER FEEDBACK
1) Prof. Robert Davis, Founder of CREE – a leading LED
company
- Heat transfer is a major issue. Not sure whether the
internal phonon reflectance may in fact be the leading
thermal limit.
2) Prof. James Harris, EE Department, Stanford University
- Heat transfer issue – The phonon reflection increases
significantly with the doping of new materials. This
reduces thermal conductivity of the LED. Eventually it
becomes the limiting factor. Need to include reduction in
the thermal conductivity in the heat transfer modeling.
- Bought six PAR38 lights for his family room last week.
Wants them to last 20-30 years as changing them with a
ladder was a major hassle.
- Light intensity was lower than incandescent bulbs it
replaced. Not happy about that.

5. CUSTOMER FEEDBACK
3) Mr. Mo, Co-owner of Greenway Lighting, Santa Rosa,
California
- T8 lighting (tube light replacement) is their main product.
PAR38 replacement is needed, but not available today. They
recommend PAR30, a much lower intensity product. The
available PAR38 do not meet the lighting intensity and light
quality demands for replacing the current incandescent
lights.
- Replacing light bulbs is a major hassle. Costs $400 to rent
a cherry picker to replace bulbs – makes very expensive.
Need to have longer life.
- Offered a business proposition to do thermal design of his
LED lights on a consultation basis (Not an attractive
business model for us due to very low returns and limited

6. CUSTOMER FEEDBACK
4) Prof. George Tayo, ME Center for Design, Stanford
University
- LEDs are evolving very rapidly. Thermal issues are
similar to PCs – cooling will remain major issues as
performance and quality envelope will continue to
expand.
5) Mr. Bruno (maintenance supervisor) – Sheraton
Hotel, Palo Alto
- Use 100’s of PAR38 in this hotel. Replace every 6
months or so. Would be happy with longer life
product
- Current weight of LEDs might prevent them from
being used in establishments with high ceiling.
(Heavy aluminum heat sink adds significantly to
weight).

7. CUSTOMER FEEDBACK
6. Pottery Barn Staff – Pottery Barn, Palo Alto
 Title 24 has changed the procurement patterns of corporate
headquarters regarding light fixtures – no dimming or two-
way switches (Need to become familiar with local laws)
 Use incandescent lights for all general illumination (counted
34 in front foyer alone) without dimming or daylight control.
Extensive use of CFLs in displays (not directional so less
suitable for task lighting).
7. Paul (salesperson) – Stanford Electricals -
• Advocate of LEDs; largely ‘self-educated’
• Indicated that rising prices (~30% in last 6 mths) of
fluorescents (due to phosphor costs) and falling LED prices
will boost LED sales
• Indicated unwillingness of smaller retailers to experiment
with new suppliers products’
• Highlighted form factor of LEDs and emphasized that
products need to be used without changing current
infrastructure.
• Seeing significantly increased adoption of LEDs by
customers (particularly over last 5 mths)

8. CANVAS FOR LED – Version 2
LED manufacturers
System integration Higher Trade
Government
Agencies (DOE) lumens in the Presence, publica Commerci
Thermal same form tions, shows al
modeling of LED factor Customer
Suppliers cooling Awareness Lower Web based - Indoor
s
Building purchase demos, Applications
Certifications education
cost -Replacement
Environmental Lamps
conscious Groups Experienced Increased Direct Sales (PAR38)
manufacture reliability to
Luminaire
r as a Institutions
Manufacturers Reduced Luminaire
partner
weight Manufacturers
IP
ASME, Requires no
Professional Systems
Design infrastructure
Groups changes
Component
supplier costs Sale of
Products
Developments
and Certification
Costs
Cost of Sales

9. IMMEDIATE NEXT STEPS
 Conduct further interviews to asap validate
value proposition and channel hypotheses
 OEMS and Institutions
 Specifiers and Contractors
 Begin work on key activities including
reduction of technology to practice
(prototyping)

10. SUMMARY
 Contacted 8 diverse feedback nodes
(experts, customers, supply chain)
 Partially validated three components of the
initial canvas.
 Learned more about possible value proposition.
 Modified key activities to include thermal
modeling
 Recognized need for engaging with OEMs asap
Disclaimer – The conclusions drawn here are based on a limited
data collected. Further validation will be conducted.

11.  Thank you!

12. PROBLEMS WITH EXISTING LEDS
 Cannot deliver enough lumens to
replace existing incandescent bulbs
 Heavy weight
 Low life due to higher temperatures
Our Enhanced Heat Transfer
Technology
 Higher heat removal ability allows
 Lower operating temperature
 Increased lumen intensity per LED
 Reduced number of LEDs
 Increased life