Distributors manufacturers and reps can learn how to sell new lighting technology by figuring out where customers are in the Technology Adoption Life Cycle TALC
The lighting system Zumtobel developed for Genslerrsquos new office in Oakland Calif took special care with conference room illumination To play in the new lighting market distributors will need to do much more than just warehouse and sell offtheshelf lighting products They will need to understand the relationship between lighting HVAC and other building systems and the control systems that link them
When Thomas Rau founder of the Rau architectural firm in Amsterdam talked with Philips Lighting about the new lighting system he envisioned for this office he told them he wanted lighting that was customizable by the workspace and employee and of course highly energy efficient
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