2011 - Lutron Electronics, Inc. - Dimmers And Lighting ... Excelle… · 2011 Enter the 2011 ... incorporate light, shade, and temperature control throughout a home, as well as integrate

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Enter the 2011 Excellence Awards Competition: Entries Accepted June 15 – July 22

The popular Excellence Awards competition was created in 2003 as a way to recognize the world’s best Lutron lighting control and window systems projects. Close to 70 installation companies have been honored since its inception. New for 2011, Lutron Electronics has revamped this popular program to include more business-focused categories and will be accepting entries from all Lutron customers around the globe. Also, it’s even easier to enter this year, with descriptive judging criteria and an easy-to-use online entry form.

The 2011 finalists will be announced in mid-August – a new approach this year – while winners will be announced on Thursday, September 8, in conjunction with the Custom Electronics Design and Installation Association (CEDIA) Expo in Indianapolis, Indiana.

A total of eight categories will be recognized

• Best Total Home Control • Best Retrofit Project • Best Window Systems Project • Best Green/Energy Project • Most Unique/Creative Application • Best Business Expansion • Best Sales & Marketing Program • Best Business Practices & Processes

Lutron has also raised the bar on recognizing the winners. This year, winners will receive a recognition award, a premium marketing package, attendance at an awards dinner with Lutron executives and will have a winner’s logo added to their company listing on the Lutron website.

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Description

Lutron solutions offer the ultimate in total home control. The Best Total Home Control project will incorporate light, shade, and temperature control throughout a home, as well as integrate with third-party systems to provide superior ambiance and aesthetics, comfort and convenience, security and safety and energy savings.

Judging Criteria

Size of job—20 points max• 1 point for every 5 shades used in project• 1 point for every 5 lighting zones in project

Systems Controlled—20 points max• Light control—4 points• Shade control—4 points• Temperature control—4 points• Other home systems controlled—4 points for each system, up to 8 points total

Products and Strategies Employed—25 points max• Dynamic keypad, Hybrid keypad, Pico wireless controls, seeTemp, adaptive dimmers,

plug-in devices—4 points each• Venetians, Kirbe, Romans, tention shade (skylight, bottom-up, meet-in-the-middle),

cable-guided—4 points each• Direct control of third-party systems via custom output strings—4 points• Integration to third-party control system—4 points

Best Total Home Control

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Best Total Home Control

Professionalism, Craftsmanship, Technical Execution, Programming—15 points max Demonstrate how you epitomize the CEDIA professional through service and support, complete documentation, and superior technical skills, programming, and craftsmanship. Examples you might submit include:

• Complete project documentation• Complete engraving• Clean installations —eliminating wall clutter, clean equipment rooms, hiding equipment, wire management• Tackling tough install issues such as mounting devices in difficult place; like stone walls• Pocket construction, difficult windows tackled• Retrofitting wires for RF shades, powering dynamic keypads, etc.• Special, unique, or clever programming• Homeowner training• Superior service practices

Judges’ Discretion—20 points max Detail any other unique, special or noteworthy attributes of this project. Points awarded at the sole

discretion of the Judges, but can’t be used to supplement the points in the previously defined criteria.

Submission Requirements

1. 1-4 page description of project supporting the judging criteria2. Pictures of project3. Programming DB file (HomeWorks® QS, HomeWorks® Illumination, or RadioRA® 2)4. SCT file5. PO Numbers for Lutron product and engraving purchases for the project6. Project documentation—CAD files, Project Management Reports (ex: D-Tools), etc.

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Description

Retrofit projects have short job cycles, improve cash flow, and often leverage your existing client base as well as existing homes. With new construction down and a very slow recovery anticipated, retrofit projects are a business imperative. The Best Retrofit Project takes advantage of the wide variety of Lutron innovations, creates new business opportunities for you, and provides exciting solutions for your customers.

Judging Criteria

Size of job—20 points max• 1 point for every 5 system devices used in the project (100 devices or more = 20 points)

Product type mix—20 points max A mix of lighting, shading, energy-saving, non-system and coordinating products used on the project• Lighting products used on this project—

1 pt for every 5% of project (of total job $); up to 5 pts (25% or more = 5 points)• Shading products used on this project—

1 pt for every 5% of project (of total job $); up to 5 pts (25% or more = 5 points)• Energy-Saving* products and strategies are used on this project—

1 pt for every 2% of project (of total job $); up to 5 pts (10% or more = 5 points)• Coordinating and non-system products used on this project—

1 pt for every 2% of project (of total job $); up to 5 pts (10% or more = 5 points) *Sensors, Pico™ wireless controllers, plug-in devices, or any product demonstrated as being used in an energy-saving capacity

beyond the inherent savings of controlling lights and shades. Example: Using a Maestro® switch to turn off a small fountain at night.

Application problem(s) solved—10 points max• Describe any problems presented by the project and how they were solved. • Describe any special / unique / clever programming required for the project

Best Retrofit Project

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Best Retrofit Project



The Retrofit Business —10 points max Tell us how retrofit projects benefit your business and how you skillfully captured the business for this

project or how you revamped your business to focus on the retrofit market. For example:• Describe how you use your existing client base as opposed to finding new customers • Describe how you found this “new” customer who needed a solution in his existing home• Describe your speed of execution; how you create cash flow and help maintain a steady work flow• Describe how you sell more on every job; maybe you added Lutron products on an A/V project or you were

called in for an audio retrofit and leveraged Lutron RF products to sell more and add value, for the client• Describe incremental income and growth you couldn’t have had without Lutron’s diverse retrofit

product offering





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Description

System-based window coverings are custom, high margin, and limited in distribution, making them a fantastic solution for expanding your product offering and selling more on every job. The Best Window Systems Project will use a breadth of Lutron products in various styles, be expertly planned and installed, and deliver exceptional results.

Judging Criteria

Size of job—20 points max• 1 point for every 5 shades/drapery used in project

(Dual rollers count as 2 shades; each window controlled in a coupled application counts as a unique shade)

Window systems type mix—20 points max• Project employs many different shading solutions: Roller 20, 64, 100, 225, Drapery, Roman, KirbéTM,

Skylight, Cable-Guided, Coupled, Dual Roller, Blackout Channels – 3 points each

Style and Design—20 points max Points awarded for:• Fabric diversity and uniqueness• Custom fabrics or printing• Top treatments used (cornices or valences)• Overall appearance

Best Window Systems Project

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Best Window Systems Project







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Description

With sustainability growing in importance every day, energy saving has become almost standard on a job. Demonstrate how you became a key part of the design team to create the ultimate Green Home. Show how you used Lutron products to save energy and make your client more comfortable.

Judging Criteria

Size of job—10 points max• 1 point for every 5 shades used in project• 1 point for every 5 lighting zones

Energy-Saving Strategies—25 points max• Use of high efficacy lighting with Lutron control—5 points• Use of shades to save energy—5 points• Use of Lutron sensors to save energy—5 points• Creative use of energy-saving products—5 points• Creative use of programming to save energy —5 points

USGBC/NAHB Standards—10 points max• LEED-H Platinum—10 points• LEED-H Gold—8 points• LEED-H Silver—6 points• NAHB Green Standard—4 points• Include other standards met by the project—judges discretion

Best Green/Energy Project

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Best Green/Energy Project







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Description

Many jobs present opportunities to unexpectedly install Lutron products. The Most Unique/Creative Application is awarded to the most unique Lutron installation. Try to top the 2010 winner, who programmed a HomeWorks system to move cow manure through a pasture.

Judging Criteria

Customization—30 points max An obvious solution to the problem didn’t exist—so you created your own solution.

Programming—20 points max Special, unique, or clever programming



Most Unique/Creative Application

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Most Unique/Creative Application





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Description

Tough times require the need for creative, out-of-the-box thinking in order to drive an incremental, sustainable business. The Best Business Expansion award is presented to the Residential Systems Provider account that has established itself as being the best at expanding their overall Lutron business, including garnering new customers as well as bringing past customers back into the fold.

Judging Criteria

Grow my Business—20 points max Describe what steps you took to grow your business. Examples include:• Outreach efforts to influencers • Outreach to past customers via various media and/or events • Hired or trained dedicated personnel (champions) to promote Lutron to homeowners and influencers,

as well as within the company• Maximized the implementation of the Lutron breadth of product to find and create new business

opportunities

Changed my Business—20 points max Describe how you changed your business to make it operate more efficiently or profitably.

Examples include: • Standard Operating Procedures and processes that allowed growth, reduce costs, and improved

customer satisfaction • Recurring revenue models

Expanded Product Offering—20 points max Describe how you expanded your product offerings through:• Lighting• Shading• Temperature• Energy

Best Business Expansion

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Best Business Expansion

Unique Sales & Marketing Programs—20 points max Describe any unique sales and marketing programs. Examples include: • Campaigns to reach new customers, such as HOA events, in store events, or through various media outlets• Entered industry competition• Creating a space that enhances the sales experience for Lutron by showcasing ALL of Lutron’s solutions—

weighted 50% of the total points• Participation and results from Lutron marketing outsource partners such as Netsertive or Revenew Systems




1. 1-4 page description of project supporting the judging criteria2. Pictures of project3. Project documentation—CAD files, Project Management Reports (ex: D-Tools report outputs)4. Sales and marketing plans and communication samples

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Description

Today’s economy and marketplace has created renewed interest in the four “Ps” of marketing: product, place, pricing, and promotion. Never has generating leads become so vital to your business growth and prosperity. The Best Sales & Marketing Program will recognize the best dealer sales and marketing initiatives and programs that have led to increased Lutron solutions sales.

Judging Criteria

Program size—10 points max• How large or extensive was the sales or marketing program? • What was the number of outreach points (emails, postcards, mailers/flyers, etc). • How many leads were generated? • What was the close rate?

Type of Program(s)—20 points max Describe how your program used different tools and techniques to build a repeatable and sustainable

marketing program. Focus on:• Use of Lutron marketing outsource partners such as Netsertive and Revenew Systems• Online campaigns• Print campaigns• Media campaigns• Storefronts, showrooms• Door-to-door marketing• Telephone marketing• Vehicular campaigns• Other

Best Sales & Marketing Program

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Best Sales & Marketing Program

Program Elements —20 points max Describe the specific elements of your marketing program:• Email marketing (one on one, e-blasts)• Social media (Facebook, Twitter,

Blogs, MySpace, etc)• Online banner advertising• Website• Search engine optimization• Print advertising• Mailers / flyers• Promotional items• Promotional displays

Program Creative Style and Design—20 points max Describe or include examples of your:

• Messaging• Creativity• Photography• Follow-up potential• Call to action

Judges’ willingness to partake—20 points max • Compelling offer / package / promotion• Creativity




1. 1-4 page description of project supporting the judging criteria2. Marketing communication samples (all program elements)3. Marketing plan4. Program results (results will remain confidential)

• Giveaways• Showroom• Table top displays• Signage (fixed or vehicular)• Homeowner referral program• Local industry association activities• Homeowner testimonials• Awards won• Tradeshows attended

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Description

You can’t survive in business if you’re only a one-dimensional technical expert or only a sales guru. Creating holistic business practices and processes results in optimizations, lower expenses, satisfied customers, and ensures a sustainable and profitable bottom line. The award for Best Business Practices and Processes will recognize superior sales and work-flow processes, as well as execution.

Judging Criteria

Superior Sales Process—20 points max Describe your sales process and how you get to “yes” quickly. You might include examples of:• First meeting through post-installation client interaction• Selling repeatable “packages” – Good, Better, Best• Canned and killer sales presentations• Superior presentation, estimation, proposal and sales tools and techniques

Work-flow Process—20 points max Managing project implementation after the sale has occurred is the difference between a profitable job

with a delighted customer or the opposite. Describe how your work flow processes ensure your success. Topics you might submit include:

• Standards and procedures• Scheduling• Repeatability

Business Execution—20 points max Describe your internal practices that keep your business healthy. For example, you might include:

• Product, technical, and sales staff training• Sustainable and repeatable business practices• Company manual—internal standard operating procedures

Best Business Practices & Processes

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Best Business Practices & Processes

Professionalism—20 points max Demonstrate how you epitomize the CEDIA professional from start to finish, as well as how your practices

align with those of Lutron. For example, you might demonstrate how you:• Take care of the customer (Lutron’s first Principle)• Deliver high quality• Delight the customer• Provide excellent customer service• Provide homeowner training• Provide 24-hour service




1. 1-4 page description of project supporting the judging criteria2. Pictures of project3. Documentation supporting the judging criteria

2011 - Lutron Electronics, Inc. - Dimmers And Lighting ... Excelle… · 2011 Enter the 2011 ... incorporate light, shade, and temperature control throughout a home, as well as integrate

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