Save Energy With Campus-Wide Solutions

Transcription

1 Save Energy With Campus-Wide Solutions

2 As enrollment in higher education institutions increases, the need for new campus construction/renovation projects continues to grow. At the same time, colleges and universities are restructuring their campus master plans and sustainability plans in order to help control costs. The Lutron Campus-Wide Solutions program was designed to help meet cost-savings goals as outlined in those plans by reducing lighting energy. This program is made up of two wireless solutions: a classroom solution and a hallway solution. Both solutions are: easy to retrofit, which reduces labor costs easy to use reliable In too many cases, existing buildings are neglected as money is poured into new construction. From an energyintensity perspective, existing buildings represent a much more significant share of energy costs and consumption and provide much more potential for lowering a campus s carbon footprint. More than 600 colleges and universities in 50 states have committed to becoming carbon neutral campuses and are partnering with over 900 city mayors who have committed to also reduce greenhouse gas emissions. Classroom Solution Source: Boldly Sustainable (2009), Bardaglio & Putman Peter Bardaglio: member of the Senior Council for the ACUPCC Andrea Putman: Second Nature s Former Director of Corporate Partnerships for the ACUPCC Hallway Solution

3 Classroom Solution Lights automatically turn on when you walk into a room and off when the room is vacant. Energy Savings Occupancy sensors can save 45%* of lighting energy use in classrooms. Maestro Wireless switches Radio Powr SavrTM wireless wall-mount occupancy/ vacancy sensor Lutron XCTTM Technology Lutron sensors have our exclusive XCT Technology, which detects fine motion (such as turning the pages in a book) so lights won t inadvertently turn off when someone is in a space. * Go to lutron.com/references for more information

4 Hallway Solution Energy Savings Save 50%* lighting energy using Lutron occupancy sensors in hallways or corridors. PowPakTM switching module Radio Powr SavrTM wireless hallway occupancy/vacancy sensor * Go to lutron.com/references for more information

5 Lutron Energi Advisor app Easily conduct a lighting energy audit and generate a retrofit proposal with the Energi Advisor app. The app features Lutron s Energi TriPak and other retrofit solutions. For the sales call Use the app prior to a sales call to create some sample solutions to present during the call. After presenting the solutions, ask the facility manager to modify the project based on his specific applications, and create a revised proposal. Use the energy savings generated in the proposal to set the expectations for savings he may see in classrooms and hallways. For the order During the order process, the Lutron Energy Team member and/or rep can train the facility manager on using the app for ongoing upgrades and design. Get started with the Energi Advisor app today: * Download the Energi Advisor app for iphone and ipad from the App Store

6 Implementing Campus-Wide Solutions A step-by-step process to making the sale. 1 Initiating the sale strategy Pre-sales call questions Who is your electricity supplier? What is your utility (kwh) rate? (The national average is.10/kwh.) Who is your preferred electrical contractor? Does your college/university have off-campus buildings? Is your college/university a member of a group buying consortium? If yes, what consortium? On average, how many hours/day are classrooms and hallways used? Key campus contacts Facilities Director Approves and sets installation requirements for in-house staff/outside electrical contractors Electrical Trades Supervisor Executes installation process. Major influencer in expanding the Campus-Wide Solutions program Capital Projects Manager Promotes the Campus-Wide Solutions program as the standard for lighting controls 2 Getting started Distributor partner will identify college/university Distributor partner will schedule a joint sales call with the campus contact(s), Lutron Energy Team member and/or Lutron rep Prior to sales call, distributor partner, Lutron Energy Team member and/or Lutron rep should obtain a copy of campus master plan as well as sustainability/climate action plan Prior to the sales call, the Lutron Energy Team member and/or Lutron rep should use the Energi Advisor app to create a classroom and a hallway sample proposal 3 Making the pitch Position/align Lutron classroom and hallway solutions (as generated in the Energi Advisor app samples) to support energy reduction goals outlined in the campus master plan and sustainability plan Modify the classroom and hallway solutions, based on feedback from facility manager, then use the app to create a new propsal Position benefits of Lutron wireless solutions versus current campus solutions (i.e. XCTTM technology, retrofit/less labor costs) Offer to install a demo classroom and/or hallway solution at no cost (labor not included)

7 4 Setting up the demo solution 1. Distributor partner and Lutron Energy Team member and/or Lutron rep will schedule and attend demo installation 2. During install, distributor partner should ask electrician for feedback on ease of installation/programming, including how many solutions he thinks he could install during a semester 5 Selling/closing strategy Asking for the order 1. The Lutron Energy Team member and or/lutron rep should ask for 10 classroom solutions and a single hallway solution 2. Establish the demo as the campus standard 3. Repeat this process with additional Lutron retrofit campus solutions 4. Train the facility manager on using the Energi Advisor app for ongoing facility upgrades and design Strategy Tips 1. Lead with the classroom/hallway solution 2. Emphasize the energy-savings/reduced carbon footprint from those solutions 3. Co-position additional, non-lutron energy-saving solutions, such as LED exit signs (which translates into a larger purchase order for the distributor) 4. Reiterate alignment of Lutron solutions with campus master plan and sustainability plan goals World Headquarters I 24/7 Technical Support I Customer Service LUTRON1 ( ) 06/2014 Lutron Electronics Co., Inc. I P/N REV B