The Trials of Implementing Good LED Based Design in a Cost and Package Driven Market by Vivianne P. V. Vianna

1. Designers Light Forum
The Trials of Implementing Good LED Based Design
in a Cost and Package Driven Market
Vivianne P. V. Vianna
03/29/2017

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

3. 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 of
handling, 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.

4. Learning
Objectives
1. Strategies to Retain Design in Package Driven Markets
2. Understand the Importance of Client Education
3. Analyze Cost Strategies of LED vs Fluorescent
4. Communicate and Reiterate Pre-Project Budget Expectations
5. Sustaining Project Integrity Through Client Relationships
At the end of this course, participants will be able to:

5. 1. Executing strategies in order to retain design integrity within package driven
markets are often challenging.
2. Additionally, budgetary concerns and client expectation make achieving
effective and timely results quite stressful and complicated.
3. Modern LED technology will provide the best ROI (Return On Investment) in
regards to maintenance, light source, longevity, quality, etc.…
4. Finally, when it's time to actually award a project to an agency, will this be
based on actual products, product knowledge or prior relationships?

6. Strategies to Retain Design in Package Driven Markets
1. Write the specification around the fixture that is most
important to you.
2. Write specifications as complete as possible both the
quantifiable and qualitative aspects of the lighting product's
performance.
3. Be explicit when communicating, do not just include the
manufacturer and accompanying series, but also the
accompanying product serial numbers.
4. Talk with each representative agency and lay down the rules
such as only quote where specified as the Basis of Design or
have prior approval to bid equivalent alternates.

7. Strategies to Retain Design in Package Driven Markets
Communication Imperatives
1. Ask for DN prices for all fixture and create your internal
pricing.
2. Establish a reputation for “standing your ground” on lighting
specifications (rejecting certain types where necessary).
3. Ask to see a samples of the product being offered as an
equal.
4. Contract verbiage that specifies when submissions must be
submitted and the penalties for non-compliance.
5. Within the contract, enclose a section that substitutions
must 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.

8. Strategies to Retain Design in Package Driven Markets
Dealing with Substitutions
1. Most lighting specifiers agree that the substitution of fixtures
is never ideal.
2. A variety of problems can arise when products are
substituted.
3. Although a product may appear similar, the photometric data
may 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 recessing
depth coordination, variation in mounting devices, or lack of
accessories and locking mechanisms.

9. Client Education
1. The more a client knows why a certain fixture is used, and
realizes its quality, performance and function, the more likely
a great project/result.
2. Lighting designers bring value to a project through the
experience and expertise.
3. Lighting designers analyze the surfaces of a space and
communicate to the architect and client how the space is
going to look and with different lighting solutions.
4. In communicating lighting design concepts, visual aids and
installation images are the most valuable way for educating
people.

10. Client Education
1. Lighting designers understand the interaction of lighting and
human health.
2. The client needs to be educated on the code restrictions and
their impact on the project, while the design will be modified
for compliance.
3. Education on the value of lighting controls (savings on energy
costs) are necessary.
4. An environment can have different needs of light depending
on time of day or functionality.
5. The owner needs to understand why the fixtures included in
the design were chosen, their benefit and importance to the
overall design and the costs associated with them.

11. Client Education
1. 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.

12. 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 life
2) Optical Control
3) Maintenance
4) Energy Efficiency
5) Multitude of dimming and control strategies
• Most manufacturers have come up with very cost effective
LED fixtures.
• Energy savings and energy rebates.
• Aesthetic also plays a large role.

13. Pre-Project Budget Expectations
• It's never easy to plan the budget, but if you follow the 3
rules:
1)know your resources/vendors
2) 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.

14. Pre-Project Budget Expectations
1. Push to get either an electrical budget or lighting
budget up front.
2. It can be helpful if either a local representative or the
lighting designer educate the GC.
3. Collect as much information on pricing of the products
at the start of a project.
4. Ask for D/N pricing on the fixtures during the design
phase.
5. Time is money to all parties involved.

15. 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 accordingly
can influence participation in future/additional
projects.

16. Representative Relationships in Package driven markets
• The representative is key in controlling many of the errant VE
options that can confuse and compromise the project.
• If the representative is aware of the design intent, they can
provide realistic options that will maintain the design intent.
• Creating a personal connection during the design process
between lighting manufacturing companies, distributors,
contractors, engineers, architects, etc.…between all parties is
so advantageous.

17. 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 what
was budgeted.
4. As you know your DN budget should include a mark up
for the distributor and electrical subcontractor (and
sometimes even the GC).
5. Package representatives are very competitive with one
another.

18. Representative Relationships in Package Driven Markets
• The “packaging” aspect only works for the
representative if we have quality products you can
trust.
• Many times the packaging process drives down the
total job cost.
• It’s extremely critical in all vertical channels of the
representative agency to have a good project vs. a VE
mess.
• Necessary for the EC to engage early & throughout the
bid phase to ensure design integrity is critical.

19. This concludes The American Institute of Architects
Continuing Education Systems Course

20. 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