1 © 3M 2014. All Rights Reserved. Marketplace Overview What is a T12, T8, T5 What is a ballast ―How do they work ―What do they do ―What are the various

1 © 3M 2014. All Rights Reserved.

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

Topics

Updated: 6.5.15


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 2012In other words, progress is moving along fast!

Market Overview


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)


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 T5 – different pin spacing


How do those darn 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.

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.

How do fluorescent tubes work anyway


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.

What is a ballast (and why does a LED not need them)


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.

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.

Ballast Types (Lamp ballast starting methods)


Types of Ballasts


Lamp Ballast starting method


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.

What is ballast factor


How do T8’s work


Fluorescent lifetimes

Effect of Burning cycle on T8 lamp life


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.

What is DLC and why is it important


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

T8 Tube Lights


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 energy-saving functionalities are limited.

3M LED T8 portfolio


Data Sheet – Direct ReplacementDirect

Replacement Datasheet


Installation Instructions – Direct ReplacementDirect

Replacement Installation


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.

3M T8 portfolio


Data Sheet – Ballast Bypass Ballast Bypass Datasheet


Installation instructions – Ballast Bypass Bypass Installation


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.

3M T8 portfolio


Data Sheet 3-in-1 Universal Universal Datasheet


Installation Instructions 3-in-1 Universal Universal Bypass Installation

Universal Direct Replacement Instructions


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.

Competition


Launch Sheet • Similar to other LED Launch Sheets• Launches 6/2/15• Hyperlinks to Celum• Updates seamlessly to users• Division customizable


Savings calculators

Basic Calculator Comprehensive Calculator

Professional Calculator


T8 savings calculator - Basic


T8 savings calculations – Professional


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.

Tube sample process


Absolutely neededOrders typically tend to be large Inventory cost is highCan order parts based upon Demand PlanBuild bulbs based on firm ordersWill help maintain US based inventory at appropriate levelsWill take a few months to stabilize8 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

Forecast/Demand Plan


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.

Communications Process


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.

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?

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?

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?

Common Field questions….


THANK YOU

Documents

1 © 3M 2014. All Rights Reserved. Marketplace Overview What is a T12, T8, T5 What is a ballast ―How do they work ―What do they do ―What are the various