Energy Trust of Oregon recognizes the benefits of luminaire level lighting controls (LLLCs) and currently offers robust incentives to help with customer adoption. In part two of our series on controls, we discuss assessing customer needs, benefits of LLLCs and overcoming potential challenges. If you missed part one of the series, you can still find it at Lighting Control Systems and Energy Trust Incentives.
Approaching the customer and understanding needs
Each customer’s challenges and needs—and therefore your sales tactics—will be unique. Finding out what they care about (numbers, safety, comfort, budget, etc.) will help you know what benefits to highlight for them. It will also help to specifically ask about their experience with lighting controls so you can respond directly to any previous issues they mention.
Some examples of key questions you can ask include:
- How well is your current lighting system performing?
- Are light levels adequate, or do employees complain about the lighting in their spaces?
- Are there any safety issues due to a lack of proper light levels?
- Have you tried using lighting controls, and if so, what were the results?
How LLLC capabilities solve customer problems
LLLCs have many capabilities that align directly with customer needs you might uncover. Task tuning, or high-end trimming, delivers exactly the desired light level, reduces glare and extends the life of each fixture. These systems also integrate occupancy sensing and daylight harvesting to offer lighting designs that are highly responsive and create huge cost savings—with energy savings between 50 and 70% over legacy systems.
As your customers’ needs evolve, LLLCs allow for easy ladder-less reconfiguration and scheduling changes, with options for updates ranging from handheld remote control to remote apps. These capabilities offer clear business benefits, including:
- More comfortable and therefore happier employees
- Reduced lighting and maintenance expenses
- Enhanced safety
- Improvement in facility appearance and function
Responding to application challenges and customer objections
While some customers may have little experience with lighting controls, others have encountered challenges. Thoughtful installation is critical for avoiding issues. It may sound complex to take advantage of the robust capabilities of LLLCs, but the investment of time in commissioning controls to meet customer needs allows them to take advantage of the most user-friendly and accommodating lighting options on the market today.
Check out the table below to see how you can offer solutions with LLLCs, and be sure to keep an eye out for the next article in this series with more details on designing LLLC systems to best fit unique customers and spaces.
| Challenges and objections (root) | Related LLLC capabilities and benefits | Resolution |
|---|---|---|
| Faulty sensors and occupant complaints (malfunctions) | • Luminaire-level controls • Zoning and grouping • Software (app) adjustability • Can calibrate daylighting to space | Integrated sensing on mesh network in ceiling provides stable distribution and detection of occupancy and daylight conditions. Can increase sensitivity or relax timeouts in sensitive areas. Zone/group and global adjustment features from centralized app allow streamlined customization and uniformity at their fingertips. |
| Don’t want lights too dim or turning off (light levels/safety) | • Task tuning • Two-step dimming • Reduced glare and extended life | All properly specified luminaires can benefit from a lumen maintenance strategy using task tuning. Two-step dimming gradually signals occupants and can dim to low versus off. LLLCs respond reliably and quickly, enhancing safety and security. Dimming reduces uncomfortable glare while removing heat, extending fixture life. |
| Not getting expected lighting or savings (performance/setup) | • Task tuning and/or dimming • Adjustable control settings • Color selectable/tuning | Individual lights, areas and their sensors can be dialed in precisely, and occupant control can be given via app or wall/scene switch, allowing deep savings to be delivered without impacting user comfort. Light color can also be manually adjusted on many fixtures, with some capable of dynamic color tuning if desired. |
| Do not want to mess with controls (too complicated) | • Set and forget • Streamlined app w/ support | Default settings out of the box speed things up, and adjustments can be made in minutes and then locked down as desired. Local control can be offered through an affordable mesh wall/scene switch. Opportunity for trade ally to shine and grow services. |
| Controls are too expensive | • Integrated /wireless controls • Attractive incentives • Non-energy benefits and flexibility | Integrated/wireless solutions streamline installation and setup, equipment costs have dropped substantially and incentives can offset a large portion of the upfront costs. The added benefits and future-proof flexibility are paramount, outweighing those remaining costs. |
Taking advantage of incentives
Energy Trust of Oregon has increased its focus on lighting controls in 2026, with generous incentives to match. Get access to the most recent incentive information at the links below:
- Instant Discounts: www.energytrust.org/incentives/commercial-existing-buildings-lighting-instant-discounts/#incentivedetails
- Standard Downstream: www.energytrust.org/incentives/commercial-existing-buildings-lighting-lighting-controls/#incentivedetails
Our experienced lighting trade ally account managers are standing by to assist you. We can work together to bring in more projects and a healthier bottom line for both you and your customers.