Vectra 1'x1' Micro. Training Manual. Ledalite is a Philips group brand

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1 Vectra 1'x1' Micro Training Manual This information is for Ledalite sales representatives only. Not for public use. Ledalite is a Philips group brand

Table of Contents Key Features 3 Vectra Micro: New Options 4 Sales

5 Talking Points 6 Sales Tools 7 Sales Training Presentation 7 Sales

LightXpress 8 Applications 8 Keeping Customers Up-to-Date 8 Vectra

2 Table of Contents Key Features 3 Vectra Micro: New Options 4 Sales Approach 5 Sales Sample 5 Demonstration Tips 5 To Switch Lens Frames 5 Talking Points 6 Sales Tools 7 Sales Training Presentation 7 Sales Presentation 7 Product Brochures 7 Website 7 Competitive Analysis 8 LightXpress 8 Applications 8 Keeping Customers Up-to-Date 8 Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 2

Key Features With its subtle 1'x1' scale, and the same refined styling as the rest of the product family, Vectra Micro brings contemporary luminous accents to any interior space.

3 Key Features With its subtle 1'x1' scale, and the same refined styling as the rest of the product family, Vectra Micro brings contemporary luminous accents to any interior space. Combined with the exceptional performance it achieves through Ledalite s MesoOptics technology, Vectra Micro offers architects and lighting designers a truly unique luminaire for a wide range of energy-conscious applications including corridors, meeting rooms, private offices and reception areas. Unique Micro Design Vectra Micro offers a sleek 1'x1' size with distinctive styling. Balance and Control Vectra Micro utilizes new elliptical MesoOptics to enhance performance and provide an evenly distributed luminous aesthetic. Pure, visually comfortable light is distributed evenly throughout a space with exceptional glare control. Axial Symmetry Unlike conventional CFL fixtures, Vectra Micro offers true axially symmetric, homogenous distribution in all planes. No matter how you orient the luminaire along or across the orientation of the lamp, the luminaire always delivers optimized distribution. Design Flexibility Vectra Micro can be used to bring aesthetic continuity to installations with other Vectra products, or may be offered as its own lighting design feature. Available in a wide range of energy efficient compact flourescent lamping options, and compatible with most ceiling types, Vectra Micro is well suited to a wide range of applications. Maintenance Made Easy Vectra Micro is equipped with a spring-loaded lens frame which provides easy access to the lamp(s) and ballast from below the ceiling for relamping and maintenance. Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 3

4 Vectra 1'x1' Micro: New Product Options The following chart illustrates the significantly expanded product options available for the new Vectra Micro product vs. the original. ComparisonofNewVectraMicrovs.Previous PreviousMicro NewMicro LampingOptions: 1x18WTT5 2x18WTT5 1x26WTRT 2x26WTRT 1x32WTRT 1x42WTRT 2x13WDTT WiringOptions: 1cct 1cctw/BatteryPack 1cctw/Emergencycct 1cctDimming* *Onlyavailablefor13W,26W,32Wand42Wlampingoptions Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 4

Sales Approach To succeed in selling Vectra Micro, it is important that specifiers clearly understand that Vectra Micro offers architects and lighting designers a truly unique luminaire for a wide

Sales Sample Vectra Micro must be seen to be fully appreciated, so demonstrate it in person whenever possible. Your agency has been supplied with a sample kit to support your sales efforts.

5 Sales Approach To succeed in selling Vectra Micro, it is important that specifiers clearly understand that Vectra Micro offers architects and lighting designers a truly unique luminaire for a wide range of energyconcious applications in corridors, conference rooms and private offices or as accent lighting in boardrooms, reception areas and other feature spaces. Sales Sample Vectra Micro must be seen to be fully appreciated, so demonstrate it in person whenever possible. Your agency has been supplied with a sample kit to support your sales efforts. Each Vectra Micro sales sample contains the following components in a custom protective carrying case: 1'x1' Micro Housing (2x 26W TRT) Vectra Micro Lens Frame PureFX Micro Lens Frame Table Cloth Demonstration Tips 1. Know the clients. Before presenting any lighting product, understand your client s needs to ensure you are demonstrating a viable solution that meets the challenges of their project(s). To Switch Lens Frames 1. Squeeze the compression springs to disengage the lens frame. Lift off. 2. Switch frames. 3. Squeeze compression springs and insert ends into the slots located on the housing. 4. Push lens frame down until it rests firmly against housing Heat the lamp. Plug in the sample prior to your presentation so the lamp is heated and running at optimal light output. Show the product brochures which include photography and product details that can help you highlight key points. Know the competition. Refer to the PureFX Micro competitive analysis to identify the key strengths of the product. Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 5

Sales Approach Talking Points Axial Symmetry: Vectra Micro offers homogenous distribution in all planes.

To demonstrate this in your sales presentation, hold the lit fixture against the wall to demonstrate the light distribution, then rotate 90 and hold against the wall again.

Design Aesthetic and Applications: The unique micro styling and exceptional visual performance achieved through MesoOptics technology are ideal for applications in corridors, meeting rooms and

6 Sales Approach Talking Points Axial Symmetry: Vectra Micro offers homogenous distribution in all planes. What this means: the fixture can be mounted in any orientation along or across the orientation of the lamp and always deliver optimized distribution. To demonstrate this in your sales presentation, hold the lit fixture against the wall to demonstrate the light distribution, then rotate 90 and hold against the wall again. Point out that the light distribution of the fixture is practically identical, regardless of the orientation. Design Aesthetic and Applications: The unique micro styling and exceptional visual performance achieved through MesoOptics technology are ideal for applications in corridors, meeting rooms and private offices, or as accent lighting in boardrooms, lobbies and other feature areas. Mention the expanded compact flourescent lamp offerings now available for the Vectra Micro. These new lamping options include 1x 26W TRT, 2x 26W TRT, 1x 32W TRT, 1x 42W TRT and 2x 13W DTT. You should also demonstate the dimming capability of the Vectra Micro by using the dimmer switch on the power cord of the sales sample. Performance: Explain how Ledalite s recessed products with elliptical MesoOptics technology offer unique luminous aesthetics and performance characteristics, with exceptional lighting control and efficiency. MesoOptics technology provides controlled beam distribution from compact flourescent sources, distributing uniform brightness across the optical lens frame without high-angle glare. Contractor-Friendly: Mounted Across Orientation of Lamp (Parallel) Mounted Along Orientation of Lamp (Perpendicular) Vectra Micro is easily integrated in virtually any type of construction commercial, institutional or even some residential applications. Explain how, with the optional Micro hanger kit, fixtures can be simply installed in T-bar, wood or metal joist framing. The mounting brackets provide vertical adjustment to accommodate a wide range of ceiling material thicknesses and are adjustable from inside the housing. Mention that the mounting brackets can also accept EMT conduit or metal channel as alternative mounting methods. All micro products come fully assembled and pre-wired for all lamping, wiring and emergency configurations. The spring-loaded lens frame provides access to lamp(s) and ballast from below the ceiling for easy installation and maintenance. Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 6

Sales Tools Sales Training Presentation A narrated PowerPoint presentation highlighting key messaging, sales approach guidelines, sales tools, etc is available to help you sell Vectra

Product Brochures Each full-color brochure features product and installation photography as well as high-level specifications and order information to help you make your presentations.

for download. Incorporate this slideshow as part of your customer presentation. Ledalite s corporate website is a valuable resource for sales and product information. Visit www.ledalite.

7 Sales Tools Sales Training Presentation A narrated PowerPoint presentation highlighting key messaging, sales approach guidelines, sales tools, etc is available to help you sell Vectra 1'x1' Micro with confidence. A viewable version of this presentation is available for download. Product Brochures Each full-color brochure features product and installation photography as well as high-level specifications and order information to help you make your presentations. LEDALITE Vectra 1'x1' Micro Ledalite is a Philips group brand Website Sales Presentation A PowerPoint presentation detailing Vectra 1'x1' Micro s key features and benefits is available for download. Incorporate this slideshow as part of your customer presentation. Ledalite s corporate website is a valuable resource for sales and product information. Visit to navigate through all Vectra 1'x1' Micro product options and technical details, create customized spec sheets (including photometry), download images and product resources and more Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 7

8 Competitive Analysis Make use of the competitive analysis chart to identify the strengths of Vectra 1 x1 Micro when you get into competitive bidding situations. A downloadable version of this chart is available. CompetitiveAnalysis 1 x1 Micro Summary LastUpdated:Sep2,2008 Ledalite1 x1 MicrosareavailableinthePure FXandVectraproductfamiliesandofferthefollowingadvantagesover thecompetition: Applications A series of application reports that detail lighting levels, power densities and efficiencies using various lamping options, are available on LightXpress. The reports are a handy reference tool to help you provide customers with practical information. Note: This information is generic, if you require more project-specific calculations, please contact our Applications department for assistance. Sample Applications - Private Office Vectra Micro with MesoOptics Last Updated: Sept. 15, 2008 Bestinclassluminaireefficiencyatcompetitiveprices. AsuperiorvisualenvironmentutilizingLedalite snewellipticalmesooptics technology. Morelampingoptionswithlampandballastaccessfrombelowforeasymaintenance. ComplementaryaestheticoptionstoexistingrecessedMesoOptics products. Room: 15' (L) x 10' (W) x 8.6' (H) Luminaire Efficiency: 54.4% SC (along, across): 1.16, 1.15 Spacing: 6' O.C. Lamping: 2 13W DTT Room: 15' (L) x 10' (W) x 8.6' (H) Luminaire Efficiency: 68.5% SC (along, across): 1.19, 1.13 Spacing: 6' O.C. Lamping: 1 26W TRT Room: 15' (L) x 10' (W) x 8.6' (H) Luminaire Efficiency: 68.5% SC (along, across): 1.19, 1.13 Spacing: 8' O.C. Lamping: 1 26W TRT ComparisonofKeyFeatures Ledalite FocalPoint FocalPoint FocalPoint Lithonia Zumtobel Product PureFX/Vectra 1x1 Equation 1x1 Skylite 1x1 Luna 1x1 RT5D 1x1 LightFields 1x1 LampingOptions: 18Wx1 18Wx2 13Wx2 26Wx1 26Wx2 32Wx1 42Wx fc 1.00 W/sq. ft. Room: 15' (L) x 10' (W) x 8.6' (H) Spacing: 8' O.C. Luminaire Efficiency: 61.3% Lamping: 2 26W TRT SC (along, across): 1.18, fc 1.00 W/sq. ft. Room: 15' (L) x 10' (W) x 8.6' (H) Spacing: 8' O.C. Luminaire Efficiency: 66.7% Lamping: 1 32W TRT SC (along, across): 1.19, fc 0.64 W/sq. ft. LuminaireEfficiency: 18Wx1 66% 60% 18Wx2 57% 53% 48% 54% 13Wx2 54% 26Wx1 69% 68% 49% 26Wx2 61% 32Wx1 67% 66% 49% 42Wx1 53% 51% Availablein347V * Dimming * ** Price(USD) : 18Wx2 $150 $145 $145 $115 26Wx1 $125 $120 $220 * Featuremaynotbeavailableforalllampingoptions. ** ApproximatedistributornetpricinginUSDhasbeenprovidedforgeneralpurposecomparisononly.Priceswereestimatedatthetimeof publicationandmaynotmatchcurrentprices.agencycommissionsmayvarybetweenmanufacturers fc 26.2 fc 1.30 W/sq. ft W/sq. ft. All calculations performed using standard 80/50/20 reflectances. Maintenance factor used is 0.86 Power density calculated using the actual measured input watts to the fixture at time of photometric testing. Certain ballast variations may produce different results. Ledalite is a Philips group brand Keeping Customers Up-to-Date LightXpress All product configurations have been integrated in LightXpress, Ledalite s web-based quotation and configuration system. With LightXpress, you can go online to get quick prices, configure systems, build and manage quotations, and generate detailed spec packages within minutes and without paper. specifiers a link to the Vectra 1'x1' Micro website. The address is: Remember to make use of the competitive analysis chart to identify Vectra 1'x1' Micro strengths when you get into competitive situations. Remember, Vectra 1'x1' Micro beats the competition on many levels, so sell it with confidence Vectra 1'x1' Micro Sales Training 2008 Philips Group. All rights reserved Page 8

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