INNOVATION THROUGH TECHNOLOGY

Bruce Dennis, President and Founderis a Third Generation Lighting Designer/ Manufacturer of
Professional Grade Outdoor Lighting.
• Specialty
Low Voltage Lighting (12v)
Safe, efficient and easy to install
High Voltage Lighting (120v)
Very high lumen requirements and decorative lighting
LED Lighting
The future is here. Eliminates a lot of complexity.
Custom Decorative Lighting
Every project is unique. Separate yourself from your competitors.
Solar Lighting
The ultimate in clean technology. New efficient LEDs allow for smaller solar panels and power supplies.

• What lighting can do
Create a magical nighttime environment while improving the value of the property and it’s usage.
• Why 12v lighting?
Safe, efficient and easy to install. Smaller fixtures allow for the light to be seen and not the fixture.
• Safety
Lighting will identify potentially dangerous conditions on the property
•
Security
Deters potential criminal activity and deters aggressive animals from entering the property
• Beauty
Lighting will bring the property to life after dark and highlight the beauty of the natural elements
•
Entertainment
Lighting will allow the property to be used for events, leisure activity and festival occasions at night
• Property values and curb side appeal
A well lit landscape adds immediate value to the property

•
Basics of professional lighting vs. home center products
•
Basics of lighting fundamentals
• Basics of lighting “lingo”
• Basics of lighting design
•
Basics of Kelvin light color and affect on landscape materials
•
Basics of landscape lighting fixtures
•
Basics of light bulbs
• Basics of landscape cables
• Basics of voltage drop and consistent voltage
•
Basics of power supplies / transformers
•
Basics of low voltage installation and wiring techniques
•
Basics of fixture mounting options
• Basics of trouble shooting
•
Basics of estimating lighting projects
•
Basics of sales and presentation of landscape lighting
•
Basics of energy costs
•
Basics of new technology- LED
• Basics of new technology- Solar

Landscape Lighting (12v) Fixtures
Professional Grade- What to look for?
• Non ferrous materials
No Rust or Corrosion
• “Omni Volt” design
Products that are capable of ranging from 12v ,24v and 120v
• Glare reduction feature (adjustable)
Shields, Lenses, Louver Options
•
Wicking Prevention
Rear Anti- Siphon Plug
• “Gasket Design”
O Ring or Gasket Moisture Seal. Sealed ports and rubber plugs.
•
Convex Lens
Convex shaped lens to allow water run off.
• Optional features (i.e.. lens compatibility)
Ability to take multiple optic lenses- glare, color, filters, etc.
•
Spare Parts for Maintenance
Spare parts are essential for long term maintenance and must be available.
• Optional Accessories (base mounts and stems)
A professional installation will allow for custom mountings, stems and accessories.

Landscape Lighting (12v) Fixtures, continued
•
Natural finishes (no paint or powder)
Finishes that hold up in harsh climates and that will not easily chip, flake or peel.
• 200 degree sockets with stabilizing clip
High temperature components that can withstand heat and extreme temperatures
•
Value Engineering
Well built fixtures that are not over priced for the majority of your clients
• Life Time Warranty
Fixtures that will stand the test of time in the harsh outdoor environment
•
Wire Options from Mfg.
Having the ability to customize wire length leads can make your installation quicker and more profitable

Professional Lighting vs. Home Center Products
Fixture Material:
Home Center: Plastic Low Grade Aluminum
Professional: Brass, Copper and Stainless Steel
Sockets:
Home Center: Plastic or Steel
Professional: High Temperature Porcelain, Brass
Finish:
Home Center: Baked Enamel, Powder Coat
Professional Grade: Natural Finishes, Anodized and Primed Powder Coat and / or PVD
Lenses:
Home Center: Plastic or Untreated Glass
Professional Grade: Tempered Glass
Wire Type:
Home Center: Lamp Cord
Professional Grade: High Temperature

Professional Lighting vs. Home Center Products cont.
Knuckle / Swivel:
Home Center: Light Weight Cast Aluminum or Pot Metal
Professional Grade: Heavy Duty with Multiple Settings or Precise Aiming
Glare Control:
Home Center: Minimal
Professional: Shielded Lamps
Accessory Options:
Home Center: Minimal or None
Professional: Lenses, Louvers, Risers, Stakes and Shrouds
Sealing:
Home Center: Minimal
Professional: Moisture Prevention from Top, Middle and Wire Exit
Life Expectancy, Durability and Warranty:
Home Center: 1 year average
Professional Grade: Life Time

Lighting Lingo – How We Measure Light
• EfficacyEnergy shown in lumens per watt (lpw)
•
LumenIntl Measurement for visible, spherical light
• LPWLumens per Watt- Lumens output divided by consumed watts
• Foot CandlesMeasures light on a surface
• Foot CandleOne foot candle equals one lumen per sq. foot
•
Candle PowerMeasure light in a specific direction
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LuxEuropean- Shown as 10x Foot Candle
• Kelvin TemperaturesColors of the spectrum
• WattsMeasures heat; not light output
•
Lumen Maintenance/ Dep.the degree in which LPW is maintained
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CRIColor Rendering Index (1-100). Intl for light quality
• Lamp DelineationMR, R, PAR, A, E12, E27, T, G and GU
• Lamp DesignMeasured in 1/8 of an inch (ex; MR16)
•
Watts to LumensApprox. 10-14 x factor (avg.)
•
LED MeasurementsIn the past LEDs were point source and not spherical in design. Today we can measure LPW (L/W), Lumens and Foot candles (light falling on a surface).

Lighting Lingo- Glossary of Common Terms
• Amps / AmperageThe “engine”- Measures the flow of electricity through a wire
•
Volts-
The “speed and acceleration”- Measures the pressure through a wire
• WattsThe “amount of fuel used”- Measures the energy consumed (MPG)
• CircuitAn “electrical branch” off the main power supply
• ResistanceElectrical pressure on the wire impairing the flow of electricity
•
Voltage DropPercentage of diminished voltage
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Photo-metricsA measure of a fixtures actual light output at various distances
• LampsThe technical term for a light bulb
• Beam SpreadA degree of width at the farthest measurement on a directional lamp
•
Ohms Law- V x A = Watts
•
Multi TapA power source that has the ability to accommodate several voltages
• Arc-ingA electrical fault where the current is unstable- usually from a loose connection
• Home RunA loop from a wire back to the power supply
•
AC - Alternating Current. Normally used in “daisy chain” wiring
•
DC - Direct Current. Electricity flows in one direction. Normally used in battery technology and LED electronics
• Series vs. Parallel WiringSeries are wired together and Parallel are separated. With Parallel, if one light goes out the others stay on. With Series wiring, one light will affect the whole chain.

Kelvin Temperature and Light Color
• 1500k = Candle Light
•
2200k = Low Wattage Incandescent
• 2700k-3000k = Very Warm Incandescent
• 3000k = Warm White or Halogen
• 3500k = Neutral White
•
4100k = Neutral / Cool White
•
5000-6000k = Daylight
• 5500k = Sun at Noon
• 9500k = Clear Blue Sky
•
Typical Residential: 2700k - 3000k
• Typical Commercial: 4100- 5000k
Note: Higher Kelvin has more Lumen Output and Contrast
CRI- Color Rendering Index
Intl. Standard Measuring Light Quality
Average CRI is 50.
High Quality CRI is 70 +

Basics of Lighting Design – How to Prepare?
•What to light? Critical overview of property
•What are customers requirements, likes and dislikes
•What is the objective (safety, security, beauty, energy efficiency, etc.)
•What are the important areas of the property
•Look for competing light sources (street, house, neighbor)
•Determine the effects that will be important
•Harmonize and consider natural elements
•Accentuate key elements of the property
•Determine electrical load that is available
•Determine zones for proper wiring
•
A little light goes along way in dark environments
• It’s all about the lamp
• Determine what to light
• Determine light levels and requirements
•
Types of Colors (Kelvin)
•
Ambient Lighting- below 40 lpw
•
General Lighting- 40-50 lpw
• Task Lighting- 50-70 lpw

Lighting Design - Planning Check List
• Overview of the propertyfeatures, boundaries and key elements of interest
•
View the property at nightidentify safety and other elements that are hidden in darkness
• How much light will be required? Interview and listen to the property owners
• Decide on a theme or concept: natural, entertainment, festive, subtle, romantic, color, etc.
• Paint and frame with illumination: Accentuate key elements and focal points
•
Offer various illumination levels-
“stage” light with effect. Use light level contrast for impact.
•
Compliment other lightinginterior, house lighting, neighborhood
• Consider the budgetType, quantity and material of fixture,
• Switching requirementsDetermine what is best- timer, photo cell, motion or remote control
•
Future growth of the landscapePlan for the future. Allow enough cable and power.
•
MaintenanceThink of re-lamping and servicing of the fixture.

Landscape Lighting Installation- Planning by Zone
• Stage the property into “zones”. This will be helpful for wiring, power supplies and maintenance.
•
Determine the zone by transformer and access to electricity
• How many fixtures in the zone?
• How many watts in the zone?
• Design for proper and consistent voltage
•
Size for the appropriate transformer
•
Size the appropriate cable
• Determine wiring method- daisy, loop, T or hub
• Flagging the zones

• Up Lighting
•
Down Lighting
• Moon Lighting
• Accent Lighting
• Spread Lighting
•
Shadowing
•
Silhouetting
• Cross Lighting
• Transitional
•
Mirror
•
Pool and Fountain
• Festive Lighting
• Fiber Optics
•
RGB
What not to do-
• Do not over light
•
Avoid glare
Lighting Techniques- Landscape Lighting
(with illustration hand out)

It’s all about the bulb. Common 12v Lamps for Landscape Lighting
• Halogen- MR8, MR11, MR16
•
Bi Pin Halogen
•
PAR 36
• Single Contact
• Double Contact
•
Wedge
•
Medium Base
• Candle Base
Beam Spreads by Degree
• 12 Degree= Narrow Spot
• 14 Degree= Spot
•
24 Degree= Medium Spot
• 36 Degree= Medium Flood (most popular)
• 60 Degree= Wide Flood
• 120 Degree= Super Flood

Light Bulbs (12v) cont.
• Ratings:
•
Incand- 700-1000 hrs , 10-17 lpw
• Halogen- 2,000- 18,000 hrs, 10-20 lpw
• Fluorescent- 10,000 – 40,000 hrs, 30-60 lpw
• HID- 10,000- 20,000 hrs, 70-115 lpw (incl, MH, HPS, LPS)
•
LED- 30,000- 50,000 hrs, 70-100 lpw
• Watch Out:
• Black Filament
•
White Gas
•
Ansi Code
• Bulb Measurements
•
How to increase lamp life:
•
Lamp Quality
• Voltage at lamp
• Retro Fit

Lamp Types cont.
• A- Incandescent Type , Medium Base, E26
•
MR- Mirrored Reflector, Bi Pin
• R- Reflector / Indoor
• PAR- Parabolic Aluminum Reflector / Outdoor
• Candle- E12
•
T-Tube or Glass Size
•
G- Pin Type Size
• GU- 120v Double Pin MR16
• JC- Jr. Contact
•
G- Globe
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SC- Single Contact Bayonet
• DC- Double Contact Bayonet
• JDR- Medium Base, E26
• Note: Lamps are measured in 1/8’s
• Ex:MR16 = 2” (16 divided by 8)

What fixture/lamp for what application cont.
Average size tree at 10 ft
•
10w – 20w MR16
Average size tree at 20 ft
• 20w – 35w MR16
Average size palm tree at 30 ft
•
35w- 50w MR16
Walls, Shrubs, Walkways and Landscape Areas
• 20w or 35w T3
Stairs and Steps
10w-20w T3 or Single Contact Bayonet
Large Trees
• 35w- 50w PAR36 or MR16
Notes:
The more narrow the beam angle the greater the lumens.
Beam angles change geometrically as distance increases
Lenses, Louvers, Frosting and Coatings all affect the beam angle
Light bounces off of reflected materials (trees)- so a wider angle may not affect the object being illuminated.

Landscape Wire and Cable
Cable size and type is critical to a successful installation
Wire size is basically the number of copper strands. Just like water through a pipe, the flow is critical.
• Stranded Cable vs. Solid Cable (120v or 12v)-
12v current runs through stranded cable while 120v current runs on the outside of the cable
•
12v Wire Sizes- Largest to Smallest
8/2, 10/2, 12/2, 14/2, 18/2
• Wire Chart
Shows the difference in cable properties- strands, load, size
•
Burying the Wire
We recommend PVC sleeve to protect the cable
• Wire Connections
We recommend gel filled wire nuts or grease tubes to keep moisture from the copper contacts.

Voltage Drop and Consistent and Equal Voltage
• Voltage drop definition
The degree in which voltage is diminished affecting lamp performance.
A standard 12v lamp requires a consistent 11.0v to 12v for a successful installation.
• Voltage drop can be overcome in several ways:
# of Fixtures
Size of Cable
Wattage Load
Multi Tap Transformer
Note: LED is fast becoming the better alternative as
LEDs have a lot more flexibility at 9v – 14v range.
Less worry about voltage at the first light
Less worry about finger oils
Less worry about voltage control

Voltage Affect on Lamps
Consider that lamp life is rated on averages of 50%.
This means half of the production life will last longer and half of the production life will last shorter.
• 13v= 131% Output = 35% of rated life
•
12.5v= 120% Output = 67% Rated life
•
12.0v= Mean Base Line
• 11.6v= 93% Output = 200% Rated Life
• 11.0v= 75% Output = 300% Rated Life
•
10.5v= 65% Output = 500% Rated Life
•
10.0v= 50% Output = 900% Rated Life
Pop Corn Effect: As lamps begin to expire, voltage/current will rise and affect current, resistance and voltage. This condition is problematic with 12v-22v multi-tap power supplies and daisy chain wiring methods.

Wiring Methods
• Daisy Chain- Wiring from one fixture to the next.
Positive: Easy install
Negative: Voltage drop and voltage consistency
• Looping- Running a wire from the last light back to the transformer
Positive: Easy with no thinking
Negative: Does not address voltage at the first few lights
• T or Hub- Running a cable to a centralized zone and then tapping off to fixtures
A Hub is basically a T within a direct burial splice containment
Positive: Equalizes voltage and removes the error of over exposure at the first few lights
Negative: Uses more wire
Best and Recommended:
T or Hub in zones
Daisy Chain with LED in zones

Power Supplies / Transformers
• A transformer is essentially an electrical device that “transforms” or steps down higher voltage to lower voltage (typically 120v to 12v).
• A transformer is made of copper windings which slows down the speed of electrical current.
•
Transformers are available in a variety of wattages, voltages, materials, protection and accessory options.
• Landscape transformers are typically 120v / 12v AC.
• The transformer is the heart of a good landscape lighting installation.
•
A good transformer has the following features:
•
Made of non-ferrous materials, has multiple voltage options, primary and secondary protection and options for timers, photo cells and remote control switching.
• A multi-tap transformer offers incredible solutions to compensate for voltage drop.
•
12-15 volt or 12-22v

Tools of the Trade
Tools of the trade- What you need on the truck.
• Amp probe- Test the primary voltage first (110-130v)
• Digital Voltage meter
• Continuity tester
•
Wire cutter / stripper
•
No oxidation grease
• Gel filled connectors
• Shovel, Spade and Trowel
•
Color flags
•
Electrical tape
• Zip ties
• Fixture load and wiring diagram for future maintenance
Important:
• Use di-electric, no ox or lithium grease on all connections!
• Make sure all connections are tight!

Custom Mounting Options and Long Term Success- It’s all in the details.
• Determine weather changes throughout the year
•
Determine upcoming landscape changes
• Standard ground stakes
• Permanent posts
• Risers
•
Surface mounts
•
Tree mounts

Estimating Lighting Projects
A 12v installation still requires a review of available 110v. The load factor on the GFI outlet requires enough amperage to accommodate any new lighting installation.
• Determine total electrical load (wattage) required
•
Determine electrical access and availability
•
Determine the # of fixtures
• Determine the quantity of cable required
• Consider wire runs and access from power supply
•
Determine standard halogen design or LED installation
•
On average- one experienced installer can put in 25 fixtures per day
• KISS- We recommend a unit price cost per fixture which includes ALL materials

Cost and Profit
Profit Margins – It’s in the details!
Cost of Fixture
Cost of Wire
Cost of Power Supplies
Cost of Lamps
Cost of Connections
Cost of Labor
How to Select Fixtures
When to Scale Up
When to Scale Down
Tricks of the Trade
A typical installation can earn a profit of $1,000.00 per day.
Note: Many contractors include the total price of the project into the cost of the fixture. For example, an estimate may say that each fixture is $200.00 to simplify the proposal. This represents all costs associated with the installation, including labor.

Sales and Presentation
Finding and closing projects is as important as any other tool. Your marketing materials are critical unless all of your business in word of mouth. Clients are typically visual.
The sale will be much easier if the client can visualize what they are going to receive. Lighting projects are easier than other installations as demo kits will provide the sample taste to generate interest.
• Marketing and lead generation
• Net working, web site, door hangers, direct marketing
•
Setting up the client meeting
•
The importance of image and pictures
• The importance of branding
• Letters of recommendation
•
Web Site
•
Factory Endorsement and Warranties
• Demo Kits

Calculating Energy Costs -a topic for every lighting proposal
Most clients are very concerned about cost of their electricity
Watts is energy consumed no matter what technology
• Total Watts x Hours of Use x KWH rate (.15)
• Divide by 1000
•
Equals Cost of Electricity
• Example:
• 1000 watts (total fixtures) x 10 hours per day divided by 1000 x .15 x 365 days in use
•
= $547.50 annual cost
• Understanding Tier-ed Rates-
• Take a look at your electric bill-
•
Base Rate- Initial rate for electricity
•
Delivery Rate- Cost of Delivery to Property
• Tier Rate- Starts and base line and increases with usage levels
• Note: There is no average on a KWH rate

Why LED?
• A discussion of energy costs will usually lead to the hot topic of LED. This technology creates a great “buzz” and most clients are extremely interested in low energy products.
• Easier Installation
• Less Cable
•
Lower Transformer Wattage and Cost
•
Longer Life
• 9v to 14v Voltage Range
• Less Voltage Drop
•
Less Worry About First Fixture Voltage
•
Greater Color Options
• Solar Compatible

New Technology- LED
Led is the most efficient light source available
Led lamps last 30,000 hours (avg.)
Led lamps operate with virtually no heat or affect to room temperature
Led lamps offer tremendous energy savings
Led lamps are shock and vibration resistant
Led lamps do not produce UV and are safe for art and textiles
Led lamps offer vibrant color options
Led lamps are the basis for new solar technology
LED lamps have a lumen maintenance ratio of 70%, which simply means that they hold performance
LED lamps are now available in most standard bases and sizes
LED lamps can now be mixed with AC and DC power
LED lamps in a retro fit form are preferred as LED’s continue to improve every year
LED lamps not only saves electricity but also reduce cable, transformer and maintenance costs

LED Basics
• Identify the need for LED vs. other lamp options
•
Consider the fixtures and environment
• Understand that LED fundamentals are constantly changing
• Use only replaceable or service-able LEDs
• Stay away from old technology (5mm and low power chips)
•
Watch for extremes in voltage fluctuations
• Don’t lock yourself in. Make sure you have options in the future
• Consider Kelvin colors. Customers are very picky about color pallet
• Same fundamentals as a low voltage systems
• The new LED’s are now compatible with AC power (DC technology)
•
T Method or Hub Method recommended
• Can be mixed with standard 12v
• Voltage Drop Formula and Amp Ratings- See Load Info

Solar LED - The Next Frontier
Stand Alone Solar Power is gaining in popularity but had limitations that were hard to overcome… until now. To create enough power to accommodate a 300 watt + system required a large and expensive solar panel. With low energy LEDS the wattage requirement is dramatically reduced, allowing smaller and less expensive independent solar power generation.
What is Solar Power?
• Stand Alone Portable Solar vs. Grid Solar?
• What is a Solar “transformer”
•
Why LED Solar
•
Benefits of Solar
• Overview or Solar Hybrid Power Transformer
•
Now Available
•
12v and 120v Solar Transformers
• 12v AC Landscape Solar Transformers
• Hybrid Solar- Solar power coupled with 110v (solar to line voltage).

Additional Revenue for your Lighting Projects
• Service and Maintenance Contracts
•
Revisiting Past Clients
• Updating Efficiency with Technology- LED and /or Solar
• Planning for Growth
• Changing Needs of the Landscape , Property and Owner
•
Other Lighting Potential Interior
•
Customer Projects Outside the Home
• Referrals