Transcript Ballast Bypass

Topics
 Marketplace Overview
 What is a T12, T8, T5
 What is a ballast
― How do they work
― What do they do
― What are the various types
― What does ballast factor mean, why is it important
 Current T8 portfolio
― T8 LED Ballast Bypass Retrofit Tube Lamp
― T8 LED Direct Replacement Ballast-compatible
Tube Lamp
― T8 LED 3-in-1 Universal Retrofit Tube Lamp
 What is DLC and why is it important
 Competitive Understanding
― Philips Instant-Fit
― Others….
 Launch Kit Review – tools
― 3 Savings Calculators
 Day to day
― Review upcoming customer visits or travel/support
requests
― Sample process for tube
― Communication process
― Forecast – demand planning
― Sales support from Corporate Ventures
― Questions and answers on the entire line
Updated: 8.4.15
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Market Overview
 The commercial lighting sector accounts for more than 40 percent of all lighting in the
U.S. and is dominated by fluorescents. There are about 2.3 – 5.0 billion fluorescent
sockets in the country, about 1.3 billion of which are T8 sockets.
 Workplace lighting accounts for more than 15 percent of all energy produced globally,
and fluorescent tube lights currently make up more than half of the total lighting
market.
 In the United States alone, fluorescents consume about 200 terawatts annually.
Cutting that in half would save $12 billion in electricity costs and lessen greenhouse
gas emissions by 60 million metric tons per year.
 New DOE “General Service Fluorescent Lamps” standards will go into effect in three
years:
― New lamps must be four percent more efficient than those on the market today
― 23 percent more efficient than those sold before 2012
In other words, progress is moving along fast!
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Top 10 reasons to upgrade to LED
 Up to 80% savings in your power bill
 Up to 50,000 hour life
 No Heat
 No maintenance
 Reduced wear and tear on AC units
 No bulb replacement costs or labor
 No hazardous materials
 Consistency of lumen output and color
 5+ year warranty
 Power utility rebates and federal tax deductions (Epact)
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What is a T12, T8, T5
 T12
― 1.5” diameter
― Old product
― Magnetic ballasts exclusively
― Outlawed a few years back due to efficiency
 T8
― 1.0” diameter
― Current most popular “T” product
― Electronic Ballasts
― Will fit and work (not ideal) in T12 fixtures
 T5
― 0.625” diameter
― Most efficient “T” offering
― Electronic ballasts
― Cannot replace T5s with T – different pin spacing
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How do those darn tubes work anyway?
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How do fluorescent tubes work anyway
 Fluorescent lamps work by ionizing mercury vapor in a glass tube. This causes electrons in the
gas to emit photons at UV frequencies. The UV light is converted into standard visible light
using a phosphor coating on the inside of the tube.
 AC electric current passes through the ballast. The ballast will step up 120 AC volts (in the US)
to 216 V, next the power passed through a “choke” or “reactor”, this limits current and prevents
the lamp from creating a type of short circuit which would destroy the lamp. All arc discharge
lamps need a choke to limit current.
 The lamp's glass tube is called a discharge tube and it works by having electrons pass from
one electrode to the other. This forms what is called an "arc". Getting this started is a real
challenge.
 To get the lamp started you need a spike of high voltage to get the arc started. The colder the
lamp is the higher voltage you need to get a start. The voltage “forces” current through the
argon gas. Creating a high voltage is a challenge and dangerous, engineers figured out ways
to “preheat” the lamp, that way less of a high voltage is required. There are different ways to
start a lamp including: preheat, instant start, rapid start, quick start, semi-resonant start and
programmed start.
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How do fluorescent tubes work anyway
 So now your arc has started and current passes from your cathode to your anode (electrode
to electrode) through the argon gas. Because your dealing with AC power, the cathode
switches back and forth. Since we use AC the electrons or ions break off one side, reach the
other, then on the next cycle are sent back. This AC current therefore creates a nice uniform
brightness on both ends.
 Vaporizing mercury and making light: The normal fluorescent lamp has a small amount of
mercury in the tube. On a cold tube you would see it as a couple of pinhead sized dots if you
were to break the tube so you can see inside. The arc which started in argon gas quickly
warms up the mercury liquid stuck to the side of the tube. The mercury boils or vaporizes into
the arc stream. The arc easily passes through vaporized mercury. This creates UV light. That
light is emitted and strikes the phosphors on the inside of the glass tube. The phosphors
convert the light into useful visible light.
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What is a ballast (and why does a LED not need them)
 All fluorescent products require a ballast.
 In a fluorescent lighting system, the ballast regulates the current to the lamps and
provides sufficient voltage to start the lamps. Without a ballast to limit its current, a
fluorescent lamp connected directly to a high voltage power source would rapidly and
uncontrollably increase its current draw. Within a second the lamp would overheat
and burn out. During lamp starting, the ballast must briefly supply high voltage to
establish an arc between the two lamp electrodes. Once the arc is established, the
ballast quickly reduces the voltage and regulates the electric current to produce a
steady light output.
 Fluorescent tubes need ballasts to operate and LEDs do not. Fluorescent lights
require a high voltage burst to get started and then something to regulate the power
that comes to the tube — the ballast takes care of all of this. On the other hand, LEDs
use a driver which comes in a variety of sizes making several options available.
 Depending upon the ballast type, the power consumption of that ballast varies.
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Ballast Types (Lamp ballast starting methods)
 Magnetic
― Pre-heat (also called switch start) – ballast heats the lamp electrodes for several
seconds to 1470 – 1830 degrees Fahrenheit. After the electrode is preheated, the
starter switch opens to apply a voltage of approximately 200 – 300V across the
lamp to start it. Preheat ballast typically cause the lamp to flicker for a few seconds
before finally staying lit.
― Trigger Start - additionally provide a low voltage filament heat to improve lamp life.
Trigger start lamps are available for one- or two-lamp applications.
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Ballast Types (Lamp ballast starting methods)
 Electronic
― Instant Start electronic ballasts start lamps instantaneously (<0.1 seconds). Starting
voltage for the lamp is about 600V for a four foot T8 lamp. This method maximizes energy
savings but decreases lamp life due to the reduction in the life of the electrodes (10,000 to
15,000 on/off switching cycles). Instant start ballast are best used where there is limited
on/off switching cycles during a day.
― Rapid Start electronic ballasts were developed to start lamps quickly (0.5 -1.0 seconds) and
extend the lamp life, typically 15,000 to 20,000 cycles. Rapid start ballasts apply an
additional low voltage (approx 3.5V) to the electrodes which effectively preheats the
electrode before the starting voltage is applied. Because the electrode is preheated, the
lamp can be started with a smaller starting voltage.
― Programmed Start ballasts are designed to maximize lamp life and are used in applications
where there is frequent on/off switching cycles such as occupancy sensor integration.
Programmed start ballasts also start the lamps quickly (1.0-1.5 seconds). Programmed start
ballast precisely apply a voltage to the filament for approximately 800 ms to assure the
filament is at optimal temperature before applying the starting voltage. Lamp life typically
operate up to 100,000 on/off cycles when using programmed start ballasts.
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Types of Ballasts
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Lamp Ballast starting method
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What is ballast factor
 One of the most important ballast parameters for the lighting designer/engineer is the
ballast factor. The ballast factor is needed to determine the light output for a particular
lamp-ballast system.
 Ballast factor is a measure of the actual lumen output for a specific lamp-ballast
system relative to the rated lumen output measured with a reference ballast under
ANSI test.
 It is important to note that the ballast factor value is not simply a characteristic of the
ballast, but of the lamp-ballast system.
 Ballast factor is not a measure of energy efficiency. Although a lower ballast factor
reduces lamp lumen output, it also consumes proportionally less input power.
 Selection of a lamp-ballast system with a specific ballast factor allows designers to
better minimize energy use by "tuning" the lighting levels in the space. For example,
in new construction, high ballast factors are generally best, since fewer luminaires will
be required to meet the light level requirements. In retrofit applications or in areas with
less critical visual tasks, such as aisles and hallways, lower ballast factor ballasts may
be more appropriate.
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How do T8’s work
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Fluorescent lifetimes
Effect of Burning cycle on T8 lamp life
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What is DLC and why is it important
 The DesignLights Consortium™ promotes quality, performance and energy
efficient commercial sector lighting solutions through collaboration among its
federal, regional, state, utility and energy efficiency program members,
luminaire manufacturers, lighting designers and other industry stakeholders
throughout the US and Canada.
 Serves efficiency programs and the lighting industry by maintaining the
leading public list of high quality, high efficiency LED products for the
commercial sector.
 Required compliance to qualify for any T8 utility rebate programs (similar to
Energy Star).
 All 3M T8 lamps are DLC compliant and bear the DLC mark.
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T8 Tube Lights
 Ballast bypass
― Single end powered
― Internal end driver
― 170o beam angle
 Direct Replacement
― Compatible with more ballasts
than competition
 3-in-1Universal
― UL certified
― UL classified
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3M LED T8 portfolio
 Direct Replacement - LED tubes that have an internal driver making it possible for the lights to
use existing ballasts and fixtures. They plug directly into the most common linear fluorescent
T8 fixtures.
― Pros
• Super-easy installation – Just switch out the old fluorescent tubes for LEDs, and you’re done. No other
modifications are required.
• Low labor rate to install – about $3 a tube
― Cons
• Shorter lifespans – The life of direct replacement LEDs is dependent on the longevity of the ballast. This can result
in more maintenance costs as compared to other LEDs, since you may need to replace the ballast before you’ve
reached the lifetime of the LED.

When ballast goes bad, need to replace with ballast or re-wire ballast out. Tube no longer works and requires
purchase of a new tube light
• Not compatible with all linear fluorescents – Compatibility varies, so check that the make and model of your
current fluorescent fixtures are acceptable. No competitor works with all ballasts currently in marketplace.
• Not as efficient – Some power is lost from integration with the ballast. Also, dimming and other types of energysaving functionalities are limited.
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Data Sheet – Direct Replacement
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Installation Instructions – Direct Replacement
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3M T8 portfolio
 Ballast Bypass - With ballast bypass tubes, the ballasts are removed from the fixture and the
power is wired direct to the sockets.
― Pros
• No power loss – Unlike direct replacement tubes, these LEDs are more efficient, since no
power is wasted in the ballast.
• Less long term maintenance costs – By eliminating the ballast you have one less part to
maintain in the future.
• Long term ROI is superior to Direct replacement.
― Cons
• Electrical modifications are required – Modifications include, removing the ballasts,
replacing the sockets (possibly) and connecting fixture input wires to the sockets.
• Limited dimming – Even without the ballast, these lights have few dimming options.
• Dangerous installation – Installers could be exposed to main voltage while connecting
sockets to power wires. Strict safety measures are necessary.
• Higher installation costs – The rewiring, removal, and added safety steps result in longer
installation times - typical Union labor of $35/bulb.
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Data Sheet – Ballast Bypass
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Installation instructions – Ballast Bypass
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3M T8 portfolio
 Universal - With universal tubes, the bulb will work with any ballast system and is compatible
with multiple voltages typically from 110V – 277V.
― Pros
• Low initial install cost – Same as direct replacement.
• Universal voltage – Works with 110V and commercial 277V building line voltage.
• Less long term maintenance costs – initial install costs same as Direct replacement.
When ballast goes bad, can replace ballast or rewire directly to fixture.
― Cons
• Cost – higher initial cost compared to both ballast bypass and direct replacement
options.
• Limited dimming – Even without the ballast, these lights have few dimming options.
• ETL verse UL certification – Installers could be exposed to main voltage while
connecting sockets to power wires. Strict safety measures are necessary.
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Data Sheet 3-in-1 Universal
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Installation Instructions 3-in-1 Universal
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Competition
 Direct Replacement
― Philips Instantfit – we are similarly priced but compatible with all ballasts. Philips
only works with instant start ballasts. Disadvantage Philips as you have to know
what ballast is in the fixture.
― Cree – limited in ballast compatibility type. Suffers just like Philips.
 Ballast Bypass – all very similar. Ours is UL and ours is single ended powered which
is a safety advantage for installer.
― GE
― Sylvania
― Many other no names
 Universal
― Bramal – high priced. No UL, only ETL which is a disadvantage.
― Other name I can’t recall.
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Launch Sheet
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• Similar to other LED Launch Sheets
• Launches 6/2/15
• Hyperlinks to Celum
• Updates seamlessly to users
• Division customizable
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Savings calculators
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T8 savings calculator - Basic
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T8 savings calculations – Professional
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Tube sample process
 Limited availability on tubes.
―Please no hoarding.
 Request samples through your customer service. Between your
customer service, Judy and myself we will get you what you need
within reason.
 No urgent requests – please try to plan accordingly. We are frequently
on the road.
 After samples have been delivered to end user, St. Paul expects a brief
update on customer interest after one to two weeks. Samples may be
withheld if no follow up received in St. Paul.
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Forecast/Demand Plan
 Absolutely needed
 Orders typically tend to be large
 Inventory cost is high
 Can order parts based upon Demand Plan
 Build bulbs based on firm orders
 Will help maintain US based inventory at appropriate levels
 Will take a few months to stabilize
 8 to 10 weeks initial time to build, then ship
―4 to 6 weeks with no Demand Plan
―Less with demand plan in place and parts in place
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Communications Process
 All of St. Paul is available to support. Start with your Division marketing
contact who will reach out to Judy and myself.
 Please limit use of John Burke. Great resource, he has limited time.
 Distributors work through rep and your Division unless directed to
Corporate Ventures for specific purpose.
 Utilize the support tab on the launch sheet. Routes to C3 first and they
are available to help.
 Rebate issues/questions, use support tab on the rebate landing page.
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Common Field Questions
 Provide us with the ammunition to outperform our competition.
― Tell us more of what we need to know to be successful at selling LED.
― Explain how a typical call/s might happen. Initial and follow up call/s.
― Describe what kind of pre-call and post-call work we should do so we are prepared
and look professional.
― Explain what road blocks, challenges, pain points or priorities the customer may
have and how we might overcome them to gain commitment to move forward with
3M.
 Explain the market and where 3M fits in.
― Who are the leaders in the market? And Why?
― How is 3M doing?
― Where do we succeed?
― Where does 3M see the market going?
― Provide a slide on non-retail account wins.
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Common Field Questions…..
 Who do we call on?
― Who I need to contact within my typical account base?
― What do I ask for?
 What makes our bulbs different than the competition?
― What makes us different? Do we have the best technology?
― Does our technology warrant the price?
 How do we fit in in regards to Phillips who some of my distributors support?
― What can we expect?
― An overall comparison to how we stack up to Philips.
― Do we have enough of a product line to compete with Philips and other lighting
manufacturers?
― Are there specific SKUs we can leverage? What features do we have that will give
us an advantage over Phillips?
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Common Field questions….
 When will we have a full line of products?
― Update on new products.
― Will the new bulb models, tubes and Contractor grade be Energy Star/DLC rated?
― When we come out with T Lamps, which will 3M's be reverse compatible with all
ballasts (truly revolutionary) or me too, products that other manufacturers already
have out there?
― Are the 3M contractor or lower priced line of LED bulbs the same as our 3M
residential lighting?
― Regarding our upcoming contractor line, will it cannibalize the existing higher
priced bulbs? How do we position?
 How do we effectively sell LED to end-users?
 What are the key ways to selling points to sell 3M LED tube products?
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Common Field questions….
 Discuss having national or centralized webinars for all of reps nationally on LED and new product
launches. Consider having our marketers help to reduce the duplication of all of us having to do
multiple web casts or training and consistent message.
 Who is my local metro area support rep, and can I spend a half day in field with them, to learn
more about the industry, and selling bulbs (don't care if they are our bulbs that day or not) Teach
us meaningful call structure and insightful questions to ask prospects.
 I have read that the LED tube lights do not offer as drastic energy savings. Why is that and is the
percentage consistent amongst all manufacturers? Or will the 3M offer more savings than
competition.
 Are there any updates to the third party company or rebates for 2015?
 Would like to be able to order a few more LED light sales kits.
 If Mark Wollner or Judy Hettling are not available is there another person we can contact to help
us out for webinars or questions? They are very busy at times so another resource would be
helpful.
 Is there a trained 3M Technical Support line for product questions / crossing product from
incandescent / CFL to LED?
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THANK YOU
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