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Lighting the Future, Factory-Direct

Sep 1, 1998 12:00 PM, By EC&M Staff

The electrical construction industry is in a state of flux, particularly its lighting component. The following facts-of-life point this out.

• The design-build solution is increasingly complex.

  Thus, it’s beyond the economic reach of most lighting manufacturers to deliver every lighting fixture needed for a project.

• Competition is driving time-to-market requirements.

  Designers and engineers want time- and cost-effective solutions from manufacturers to increase chances of success.

• Performance/price pressures are increasing.

  Many are concerned about being locked into only a few manufacturers.

The viability of new products further complicates this issue. A recent study showed about 46% of development costs are spent on new products that ultimately fail. But, with careful planning, using factory-direct specialists can improve positions in this competitive market.

John Evans, President of LightMart, Inc., believes “by giving lighting manufacturers the opportunity to sell under a national private label as well as their own label, and the right to compete with this private label, contractors and lighting professionals have freedom and revenue potential to grow.” Customer/market research and rapid-response fulfillment systems add further value to this new approach.

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© 2012 Penton Business Media, Inc.

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