CONNECTING THE DOTS CONTINUUUUUUES............ BY CHRIS BROWN - Energy Watch News


CONNECTING THE DOTS CONTINUUUUUUES………… BY CHRIS BROWN

chris.brown@wblight.com So, now we finish listing the Dots we have identified. And as we should have said before, this is not intended to be a complete list, and everyone is invited to add their own dots. Not all the dots are anywhere near as significant as some, but they could be in the future. And the connections are usually not within categories but between categories. See examples at end of blog***. And here’s where it starts to get tricky for Lighting Distribution. We still don’t know what we don’t know. But what we do know is that something big is going on, something with huge implications and ramifications for our industry and our business model. The first question is ‘Who are we going to be playing with in the future, and will it be a peaceful sandbox we’re playing in?’ Potential new players are listed at the bottom of this blog, in addition to the traditional manufacturers we’ve listed previously in Captain Sunshine’s blog: http://energywatchnews.com/time-great-fortuity-lighting-bill-attardi/

Actually, the first question should be ‘Do you recognize the names on this incomplete list? Do you know if they are friend or foe?’ When the tech and electronic gorillas play their hands, do they play nicely with Lighting (and Electrical) Distribution? Will Distribution add value, like we’d like to believe we do for Lighting (and Electrical) Manufacturers? And staying on that topic, what about Disintermediation, where Lighting Manufacturers both Traditional and New, go around or over or under Distribution and sell direct to the end user. Who are they, and how do we deal with them? That’s a topic for another day but please share your thoughts with us on Disintermediation in general and who the Disintermediators are!

What we are looking for in this exercise is to identify and connect those external threats to our traditional lighting business. What threats are so connected, so compelling that they will threaten our very existence as Distributors? Then Bill and I will identify Strengths and Weaknesses. Finally, you can then Connect your own Dots, knowing what is pertinent to your specific business

So with the list that follows, all our Dots are on the table. Next week we will address the STRENGTHS and then the WEAKNESSES of the Traditional Lighting Industry.

***Now a few examples of Connections, explanations of Connections to follow in future blogs. Please keep in mind that it’s not just that the Connections exist, but what they might mean in the big picture that counts!

Amazon/Staples/Best Buy
Belkin/TCP
Daintree/Hitachi/Oracle
GE/Armstrong
Google/Nest/Smart Lighting Mfrs
LAAS/Cree/Zumtobel/Philips
Lutron/Nest
Osram/Corning
Philips/Apple

And finally, our last dots:

SSL MFRS
3M
ALBEO
COOLEDGE
CREE
CRS
DURACELL
EVEREADY
GREEN CREATIVE
KETRA
LSG
LUMENETIX
LUNERA
MSI
NEXT
OPPLE???
REVOLUTION LIGHTING
SOLAIS
SORAA
TCP
XICATO

TECH PLAYERS
APPLE
BELKIN
CISCO
GOOGLE
INTEL
LG
ORACLE
PANASONIC
QUALCOMM
SAMSUNG

CONTROLS
DAINTREE
DIGITAL LUMENS
ENLIGHTED
LEVITON
LUMEWAVE
LUTRON
NEST
REDWOOD SYSTEMS
SENSORSWITCH
SIEMENS
WATTSTOPPER

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One comment on “CONNECTING THE DOTS CONTINUUUUUUES………… BY CHRIS BROWN

  1. Bill continues to raise critical issues for the ED industry with respect to lighting. Connecting the dots gets easier as the LED business becomes more comoditized. The “race for the socket” will demand that OEMs find highly efficient ways to get to the end user. Only companies that bring an added value will survive in the distribution chain. That is why many sophisticated EDs are branching out into the ESCO world. For many this is uncharted territory, which requires new skill sets and which can enjoy higher margins. However, as the number of new players expands, the opportunity for the ED becomes increasingly time sensitive. 2 or 3 years ago an ED could approach the process carefully, just “dipping a toe in the water”. Those days are rapidly disappearing, and EDs must “take the plunge”, or sit idly by as they become increasingly irrelevant. It may be that ESCO acquisition is the right way to go, as many of the largest companies are either doing or contemplating.By offering the ESCO added values, EDs can still hold off the some of the alternative distribution models that are gaining acceptance. As long as someone has to help the end user make a decision as to product, and arrange for a turn key solution, complete with rebate administration, the there is room for sophisticated EDs. Similarly, there are companies, such as ours that offer the EDs many of the ESCO benefits on a partially variable basis.
    The one certainty, irrespective of how the dots are connected, is that the lighting distribution market will never look the same again.

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