2004-2005 Dimming Study

WHAT YOU GET

Dimming incandescent, fluorescent and HID lamps has grown in popularity in recent years, largely due to developing technology, as a means to add flexibility to spaces, define spaces differently according to desired mood, save energy and reduce demand. New technologies promise easier programming, facilitywide centralized control, integration with building control systems, dimming control for every occupant, more flexible digital control, home automation, wireless control and greater interoperability of components offered by different manufacturers. Dimming, traditionally considered the province residential and niche non-residential applications, now currently poses great utility for a broad range of applications across entire facilities.

Why are lighting designers, architects, engineers, distributors and electrical contractors recommending dimming for their clients? Which players in the market are most influential in equipment selection? Is the lighting sales channel educated and motivated to promote and enable wider adoption of dimming systems? What is their specification and sales behavior? And what are the most significant roadblocks and barriers to specification and adoption?

The 2004-2005 Dimming Study was developed to provide leading market intelligence to manufacturers and other interested parties seeking a deeper understanding of market needs regarding dimming. It contains 219 pages of data tables, graphs, verbatims and analysis based on a survey distributed to 4,317 North American architects, lighting designers, engineers, electrical distributors and electrical contractors, with a 6.7% response. The study breaks down the response by sales channel segment, making this five studies in one with direct comparisons and contrasts between each group.

CONTENTS

Methodology (3 pages)
Executive Summary/Analysis (12 pages)
Influencers (15 pages)
- Level of influence in equipment selection
- Who most often specifies dimming system
- Who most often commissions dimming system
Motivators (10 pages)
- Why specifiers specify dimming systems
Trends (19 pages)
- Trend in use of dimming systems
- Analysis of potential trends in dimming systems
Specifier Preferences & Behavior (16 pages)
- Portion of dimming specifications vs. no dimming
- Portion of dimming specifications by building space type
- Portion of dimming specifications by lamp type
- Portion of dimming specifications by local vs. facility systems
- Portion of dimming specifications by preset vs. non-preset type
- Portion of dimming specifications integrated with other systems
Distributor Sales Behavior (11 pages)
- Portion of customers who have purchased dimming in past year
- Portion of distributors who have lighting specialist on staff
- Portion of distributors who have controls specialist on staff
- Self-reported motivation of distributors to sell dimming
- Dimming impact on overall profit margins on projects
- How dimming systems are typically quoted
- Sales of in-stock vs. ordered dimming items
- Sales of off-the-shelf vs. customized systems
Installer Behavior (3 pages)
- Portion of projects in which contractors install dimming
- Portion of projects in which contractors receive callbacks
Barriers to Specification & Adoption (23 pages)
- Importance of barriers to specification and adoption
- Impact on specifications if top barrier was removed
- Impact on distributor sales if top barrier was removed
- Which market segments present roadblocks to specification
Subtitutions (6 pages)
- Reasons for substitutions (specifiers)
- Reasons for substitutions (contractors)
Perception of Equipment & Manufacturer Services (21 pages)
- Ratings of how well various dimming equipment types meet performance expectations
- Interest in market for varoius dimming equipment types (distributors)
- Comfort in installing various dimming equipment types (contractors)
- Ratings of how well manufacturer services meet expectations
Appendix I: Verbatim Responses (18 pages)
Appendix II: Surveys (24 pages)

Which market participants are most influential in selection of various types of dimming equipment?

What are the leading motivators for market participants to specify or recommend dimming systems?

What is the prevailing trend in adoption of dimming systems? What are the major trends in use?

What markets, lamp types and types of equipment are commanding the most specification dollars?

How motivated are distributors to sell dimming systems? What is the current level of penetration of dimming sales with their customers?

How is dimming equipment typically ordered and quoted by distributors?

How often do electrical contractors install dimming systems, and how often do they receive callbacks on operating problems with dimming systems after installation?

What are the most important barriers to specification and adoption of dimming systems, and what market participants typically present roadblocks to adoption? What would be the impact on specifications and sales if the major barriers against adoption were removed?

To what causes do lighting designers, architects and engineers attribute alterations to their specification intent? How often do electrical contractors engage in substitutions for dimming items, and for what reasons?

How do market participants rate various dimming strategies and equipment types in terms of performance?

How well do various manufacturer services meet the expectations of market participants?

What are manufacturers doing well that specifiers would like to see them do more of?

Where should manufacturers focus their R&D efforts in regards to technology and equipment performance?

What can manufacturers do better to help market participants specify and sell dimming systems in more building projects?