Appendices HBL Market Effects Study -...

Appendices

HBL Market Effects Study

Project 1A New Construction

Market Characterization

Massachusetts Energy Efficiency Programs‘

Large Commercial & Industrial Evaluation

Prepared for: Massachusetts Energy Efficiency Program Administrators

Submitted to: National Grid

Burlington, MA, June 7, 2011

Table of Contents

LCIEC – Project 1A June 7, 2011 i

A. Appendix A – Sample Plan ................................................................................................... A-1

A.1 Study Populations and Sampling ................................................................................ A-1

A.1.1 End User Sampling Plan ................................................................................. A-1

B. Appendix B: Survey Results: End Users Results ............................................................... B-1

B.1 Overview ..................................................................................................................... B-1

B.2 Knowledge, understanding and attitudes regarding the use of high-bay fluorescent

lighting .................................................................................................................. B-2

B.3 Inventory of recent installation projects and servicing of HBL equipment ............... B-11

B.4 Reasons for selection of technologies installed ....................................................... B-12

B.5 Share of technologies installed in these projects ..................................................... B-14

B.6 Identification of HBL decision makers and decision criteria applied to technology

selection ............................................................................................................. B-16

B.7 Awareness of, influence of, and participation in state energy efficiency programs

(Massachusetts and California sample only) .................................................... B-26

B.8 Screening and Firmographic Information ................................................................. B-28

C. Appendix C: Survey Results: Contractor Results .............................................................. C-34

C.1 Overview ................................................................................................................... C-34

C.2 Baseline Supply Chain Characterization .................................................................. C-35

C.3 Market Share Trends ................................................................................................ C-36

C.4 Stocking and Promotion ............................................................................................ C-38

C.5 Perceptions of Customer Awareness and Demand ................................................. C-43

C.6 Building Code Awareness ......................................................................................... C-45

C.7 Experience with Chains and Franchises .................................................................. C-46

D. Appendix D: Insights from the Interviews Distributors ......................................................... D-1

D.1.1 Firmographics.................................................................................................. D-1

D.1.2 C&I Lighting Equipment Sales ........................................................................ D-1

D.1.3 Distributor- Contractor Relations .................................................................... D-2

D.1.4 Product Trends ................................................................................................ D-3

D.1.5 General Market Trends ................................................................................... D-4

D.1.6 Marketing Support ........................................................................................... D-5

D.1.7 Program Participation ..................................................................................... D-5

E. Appendix E: Insights from the Interviews: manufacturers ................................................... E-1

E.1 Technologies manufactured ....................................................................................... E-1

Table of Contents

LCIEC – Project 1A June 7, 2011 ii

E.1.1 Energy efficient technologies .......................................................................... E-1

E.1.2 Sales activities ................................................................................................ E-1

E.1.3 HBL Regional penetration ............................................................................... E-2

E.1.4 5. Factors differentiating regions .................................................................... E-2

E.1.5 Manufacturer strategy ..................................................................................... E-3

E.1.6 Sales trends .................................................................................................... E-3

Pulse Start Metal Halides ................................................................................ E-4

LEDs E-5

E.1.7 Manufacturer promotions ................................................................................ E-5

E.1.8 Distributor stocking practices .......................................................................... E-6

E.1.9 Distributor promotional practices .................................................................... E-7

E.1.10 Energy efficiency promotion to customers ..................................................... E-7

E.1.11 Energy efficiency program familiarity and effectiveness ................................ E-7

E.1.12 Technology and regulatory trends .................................................................. E-9

F. Appendix F: Insights from the Interviews: PA Staff .............................................................. F-1

F.1.1 Program Description and Roles ...................................................................... F-1

F.1.2 Definition of HBL ............................................................................................. F-2

F.1.3 HBL Customers Targeted ............................................................................... F-2

F.1.4 HBL Technologies Covered ............................................................................ F-3

F.1.5 Customer assistance offered .......................................................................... F-3

F.1.6 Distributor and/or contractor assistance offered............................................. F-5

F.1.7 Program Logic ................................................................................................. F-7

F.1.8 Barriers to HBL Promotion .............................................................................. F-9

F.1.9 Marketing, Awareness and Sales Trends ..................................................... F-10

F.1.10 Sources of information .................................................................................. F-11

G. Appendix G: Survey Instruments......................................................................................... G-1

1.1 INTRO ...................................................................................................................... G-93

1.2 SCREENING & FIRMOGRAPHICS ........................................................................ G-94

1.3 LIGHTING EQUIPMENT SALES ............................................................................. G-96

1.4 GENERAL MARKET TRENDS .............................................................................. G-105

1.5 MARKETING SUPPORT ....................................................................................... G-106

1.6 G-107

Table of Contents

LCIEC – Project 1A June 7, 2011 iii

1.7 [IF COMPANY NOT IS A MASSACHUSETTS BASED FIRM THANK YOU AND

TEMINATE] ..................................................................................................... G-107

1.8 PROGRAM PARTICIPATION ................................................................................ G-108

List of Exhibits:

Table A-1 Massachusetts End User Population by NAICS Code and Employee Size .............. A-3

Table A-2 Massachusetts End-User Sample Initial and Revised Targets .................................. A-5

Table A-3 Massachusetts Contractors Sample Frame (by Employee Size) .............................. A-6

Table B-1 Pl9a. Had you heard of pulse-start metal halide equipment for indoor use prior to

undertaking this project? ...................................................................................................... B-2

Table B-2 PL12a. Had you heard of fluorescent equipment for high-bay lighting applications

prior to undertaking this project? .......................................................................................... B-3

Table B-3 PL9b. From what sources had you heard about pulse-star metal halide equipment?

.............................................................................................................................................. B-4

Table B-4 PL12b. From what sources had you heard about fluorescent high-bay equipment? B-4

Table B-5 EP1. First, is there a person, group, or department in your organization that is

assigned by top management to manage your energy use and costs? .............................. B-5

Table B-6 EP2. Is this person located at your facility, corporate headquarters, or another

location?................................................................................................................................ B-5

Table B-7 EP3. Does your organization have energy use reduction goals for this facility? ...... B-6

Table B-8 EP4. Are there persons in your organization who have been assigned responsibility

for the following activities? ................................................................................................... B-6

Table B-9 EP4AA. - Does your organization have any corporate environmental or sustainability

initiatives? ............................................................................................................................. B-8

Table B-10 EP4BB. - For how long has your organization been implementing this environmental

initiative? ............................................................................................................................... B-9

Table B-11 EP4CC. - Is energy management part of your corporate environmental or

sustainability initiative? ......................................................................................................... B-9

Table B-12 EP5. - What sources of information does your organization use to learn about the

performance and application of lighting technologies?...................................................... B-10

Table B-13 EP6. - Which of these sources do you find most useful? ...................................... B-10

Table of Contents

LCIEC – Project 1A June 7, 2011 iv

Table B-14 SL3 - What percentage of your total high bay space is served by the following types

of lighting equipment? ........................................................................................................ B-11

Table B-15 SL4 - Does your organization maintain the lighting equipment at this facility? .... B-12

Table B-16 SL5. Does the lighting equipment service contract at this facility cover periodic

assessment and maintenance of the system‘s energy efficiency? ................................... B-12

Table B-17 PL1. Which of the following best describes the installation of high bay lighting

equipment? ......................................................................................................................... B-13

Table B-18 PL5a. What was the principal objective for choosing the specific high bay lighting

technologies that you did? .................................................................................................. B-13

Table B-19 PL0. What was the primary use of the space that the high bay lighting equipment

was installed? ..................................................................................................................... B-14

Table B-20 PL1a. Roughly what percentage of the high bay space in your facility or facilities

included in this project is lit by the equipment you purchased in the last three years? Your

best estimate is fine. ........................................................................................................... B-15

Table B-21 PL3a. What type or types of high intensity discharge equipment did you install? B-16

Table B-22 PL4a. What type or types of fluorescent tube equipment did you install? ............. B-16

Table B-23 PL6. Did a firm or individual outside your organization specify or recommend the

type of equipment used in this high bay lighting installation project?................................ B-17

Table B-24 PL6a. What types of firm or individual specified or recommended the type of high

bay lighting equipment you installed? ................................................................................ B-18

Table B-25 PL8. Did your lighting vendor, contractor, or designer specify or recommend the use

of pulse start metal halide equipment for your project? ..................................................... B-19

Table B-26 PL10. Did your lighting vendor, contractor, or designer specify or recommend the

use of fluorescent tube or compact fluorescent equipment for your project? ................... B-19

Table B-27 PL13. What types of lighting controls were used for this project? ......................... B-20

Table B-28 PL14. On a scale of 1 to 10 where 1 means ―Not at all important‖ and 10 means

―Very important‖, how important were the following features in your choice of lighting

equipment for this project ................................................................................................... B-21

Table B-29 PL15. On a scale of 1 to 10 where 1 means ―Not at all satisfied‖ and 10 means

―Very satisfied‖, how satisfied are you with following features of the lighting equipment used

for this project? ................................................................................................................... B-24

Table of Contents

LCIEC – Project 1A June 7, 2011 v

Table B-30 UT1. Are you aware of programs that electric investor-owned utilities in

Massachusetts (or California) operate to help their commercial and industrial customers

reduce energy use and costs? ........................................................................................... B-26

Table B-31 UT2. Did your organization receive a financial incentive from a Massachusetts (or

California) electric investor-owned utility to defray a portion of the cost of the high bay

lighting equipment you installed for this project? ............................................................... B-26

Table B-32 UT3. On a scale of 1 to 10 where 1 means ―Not at all likely‖ and 10 means ―Very

Likely‖, how likely is it that your organization would have used the energy-efficient high-bay

lighting you selected for this project if the financial incentive from your electric investor-

owned utility had not been available? ................................................................................ B-27

Table B-33 UT4. Has your organization installed pulse start metal halide or fluorescent high bay

lighting equipment in Massachusetts (or California) facilities without using financial

incentives available from investor-owned utility companies? ............................................ B-27

Table B-34 SC5 - First, what is the primary use of your facility – for example retail, education,

manufacturing, and so forth?.............................................................................................. B-28

Table B-35 SC6 - How many employees work at this facility? ................................................ B-29

Table B-36 SC7 - Are there any high bay spaces in this facility or a facility that you manage, that

is, indoor spaces with ceiling heights that are fifteen feet or above? ................................ B-29

Table B-37 SC8 - Did your organization install new or replacement lighting fixtures in these high

bay spaces between 2006 and 2008? ............................................................................... B-29

Table B-38 PL7a. - Which individuals in your organization – in terms of job titles – were

involved in the selection of the high bay lighting equipment that was installed? .............. B-30

Table B-39 FC1 - First, what is your job title? ........................................................................... B-30

Table B-40 FC2 - Does your organization.... ............................................................................ B-31

Table B-41 FC3 - Does your organization pay all electricity bills for this facility directly to the

utility? .................................................................................................................................. B-31

Table B-42 FC4 - In what year did your organization move into this facility? ......................... B-32

Table B-43 FC5 - What is the approximate age of the facility? ................................................ B-32

Table B-44 FC6 - Is this facility................................................................................................. B-33

Table B-45 FC7 - How many square feet of space does your organization occupy in this

facility? B-33

Table of Contents

LCIEC – Project 1A June 7, 2011 vi

Table C-1 SC2B. Approximate percentage of annual revenue coming from the following

activities. ............................................................................................................................ C-35

Table C-2 SC5. Approximately how many projects involving installation or replacement of

lighting fixtures did your company complete in Massachusetts‘ commercial and industrial

sector in the past two years............................................................................................... C-36

Table C-3 LS1. Considering all the commercial and industrial lighting projects that your firm

completed in the past two years, approximately what percentage of the lighting projects

involved high bay applications? ........................................................................................ C-36

Table C-4 LS2b. [For each technology mentioned in LS2A] Approximately what percentage of

all fixtures used in high bay situations were accounted for by _________ in the past two

years? ................................................................................................................................ C-37

Table C-5 HFL1b. In relation to other technologies used in high bay lighting, would you say that

fluorescent lighting installations increased, decreased, or stayed about the same over the

past two years?.................................................................................................................. C-37

Table C-6 HID1B. In relation to other technologies used in high bay lighting, have high bay

pulse-start metal halide lighting installations increased, decreased, or stayed about the

same over the past two years? ......................................................................................... C-38

Table C-7 LS3. Which of the following kind of lighting equipments do you consider to be energy-

efficient in high bay applications in the past two years? ................................................... C-39

Table C-8 MS1. What activities does your firm undertake to market energy efficient high bay

lighting technologies? ........................................................................................................ C-40

Table C-9 MS2. Has your firm received marketing support from a state or local government

regarding energy-efficient high bay lighting? .................................................................... C-40

Table C-10 MS4. Does your firm receive any kind of marketing support for energy efficient high

bay lighting technologies from outside organizations that are not state or local government?

........................................................................................................................................... C-41

Table C-11 PP1. Are you aware of any electric utility incentive programs in Massachusetts for

businesses to install energy efficient high bay lighting? ................................................... C-41

Table C-12 PP7. On a scale of 1 to 10, where 1 is not at all important and 10 is very important,

how important are the utility programs in Massachusetts in your firm‘s decisions about how

heavily to promote energy-efficient high bay lighting equipment? ................................... C-42

Table C-13 PP8. On a scale of 1 to 10, where 1 is not at all influential and 10 is very influential,

how much influence do you think utility programs in Massachusetts have on the market

Table of Contents

LCIEC – Project 1A June 7, 2011 vii

share of energy-efficient high bay lighting technologies in your market area? That is, how

much did the program influence your customers? ............................................................ C-42

Table C-14 GT5. Thinking about the overall market, what do you think could be done to

increase the installation of energy-efficient high bay lighting in the commercial and industrial

sectors? ............................................................................................................................. C-43

Table C-15 LS6. In cases where your firm recommended energy-efficient high bay lighting, how

often did customers follow this recommendation in the past two years? ......................... C-44

Table C-16 LS7. Roughly what percent of your customers are aware of the full range of options

for energy-efficient high bay lighting available to them before you provide recommendations

about the lighting system? ................................................................................................. C-44

Table C-17 CD1. Are you aware of Massachusetts‘s building codes for lighting? .................. C-45

Table C-18 CD2. For the projects you completed in the past two years, did the Massachusetts

building codes influence your selection of high bay lighting equipment? ......................... C-45

Table C-19 CD3. What percent of the high bay lighting projects completed in the past two years

were influenced by the Massachusetts building codes?................................................... C-45

Table C-20 CD4. Please rate the influence of these codes on your selection of high bay lighting

equipment using a scale of 1 to 10, where 1 indicates that the codes had ―no influence on

your selection‖ and 10 indicates that the codes ―completely determined the type of high bay

lighting equipment you installed‖? ..................................................................................... C-46

Table C-21 CF1. Has your firm installed high bay lighting at a facility that is part of a chain or

franchise? .......................................................................................................................... C-46

Table C-22 CF2. What percent of the high bay lighting projects that your firm completed in the

past two years were for chains or franchises? .................................................................. C-47

Appendices

LCIEC – Project 1A June 7, 2011 A-1

A. Appendix A – Sample Plan

A.1 Study Populations and Sampling

To estimate the level of adoption of specific high bay lighting (HBL) technologies in

Massachusetts, the LCIEC Project 1A New Construction Market Characterization‘s High Bay

Lighting (HBL) Market Effects Study1 noted conducting surveys with 1) 125 businesses (i.e. end

users) that installed HBL between 2007 and 2010 and 2) 50 contractors who currently sell and

install HBL in Massachusetts. The results from these surveys were compared with adoption

levels outside of Massachusetts derived from recent market effects research conducted by

KEMA in California2 and Wisconsin.3, 4

A.1.1 End User Sampling Plan

The end user survey sample was designed to maintain consistency with the California high bay

lighting study.1 KEMA replicated the following steps from the sampling approach used in the

California study to obtain completed surveys of 125 Massachusetts end users of high bay

lighting:

1. Identify NAICS codes that account for C&I high-bay lighting space – The California

Commercial End Use Survey identified commercial and industrial building types associated

with 4-digit SIC Codes.5 Therefore, KEMA mapped 4-digit SIC codes to corresponding

NAICS codes and then selected for sampling NAICS codes most likely to possess high bay

spaces. The NAICS codes selected for the sample frame are shown in Table A-1.

1 Massachusetts Large Commercial & Industrial Evaluation Contractor (LCIEC). Final Work Plan Project 1A New

Construction Market Characterization. Prepared for the Massachusetts Energy Efficiency Program Administrators.

August 6, 2010. 2 California Public Utilities Commission Energy Division. High Bay Lighting Market Effects Study. Final Report June

18, 2010. 3 Public Service Commission of Wisconsin. Focus on Energy Evaluation. Business Programs: Supply-side

Evaluation. Final Report April 22, 2010. 4 Public Service Commission of Wisconsin. Focus on Energy Evaluation. Business Programs: Channel Studies -

Fiscal Year 2008. Final Report January 17, 2009. 5 Publication # CEC-400-2006-005, March 2006

Appendices


2. Identify number of buildings in Massachusetts by NAICS code and employee size – Dun &

Bradstreet‘s ―Selectory Database‖ provided the population of Massachusetts buildings likely

to have high bay lighting by NAICS code and employee size. Employee size was used as a

proxy for business size. In order to maintain consistency with the California study,

businesses with less than five employees were excluded from the population. NAICS code

and employee size were used as the basis of the sample stratification. KEMA calculated the

percent of facilities by NAICS code and then multiplied the percent allocation of firms in

each NAICS code by 125 (the total number of completes) to determine the initial target

number of businesses by NAICS code. Table A-1 shows the population distribution of

facilities by NAICS code and employee size.

Appendices


Table A-1

Massachusetts End User Population by NAICS Code and Employee Size

5 to 50 51 to 250 >250Population

Size

Percent of

population

31 Manufacturing or food, textiles, and apparel 827 136 18 981 3.4%

32Manufacturing of wood products, paper, plastics, and non-

metalic minerals1,560 294 33 1,887 6.6%

33 Manufacturing all other 3,107 550 115 3,772 13.2%

423 Merchant Wholesalers, Durable Goods 3,144 204 12 3,360 11.8%

424Merchant Wholesalers, Nondurable Goods; Wholesale

Electronic Markets and Agents and Brokers1,378 146 20 1,544 5.4%

441 Motor Vehicle and Parts Dealers 1,042 116 1 1,159 4.1%

442 Furniture and Home Furnishings Stores 541 8 2 551 1.9%

443 Electronics and Appliance Stores 560 34 0 594 2.1%

444Building Material and Garden Equipment and Supplies

Dealers813 88 2 903 3.2%

445 Food and Beverage Stores 2,608 322 24 2,954 10.3%

446 Health and Personal Care Stores 1,148 23 0 1,171 4.1%

448 Clothing and Clothing Accessories Stores 1,669 67 3 1,739 6.1%

452 General Merchandise Stores 386 212 20 618 2.2%

454 Nonstore Retailers 493 20 6 519 1.8%

493 Warehousing and Storage 125 16 11 152 0.5%

511 Publishing Industries (except Internet) 610 115 26 751 2.6%

512 Motion Picture and Sound Recording Industries 186 11 2 199 0.7%

611 Educational Services 2,322 1,133 148 3,603 12.6%

622 Hospitals 108 33 84 225 0.8%

711 Performing Arts, Spectator Sports, and Related Industries 318 18 3 339 1.2%

712 Museums, Historical Sites, and Similar Institutions 185 16 5 206 0.7%

713 Amusement, Gambling, and Recreation Industries 1,218 98 3 1,319 4.6%

24,348 3,660 538 28,546 100%Total

Number of Firms by Employee

SizeTotal

NAICS

CodeNAICS Code Description

Appendices


3. Assign target completes by company size within NAICS codes – KEMA took the following

iterative process to assign target completes to employee size and NAICS code categories:

a. First, end users were grouped into the following employee size categories: 1) 5 to 50

employees; 2) 51 to 250 employees; and 3) greater than 250 employees.

b. Next, target completes by NAICS code were divided proportionally across the three

size groupings to provide preliminary target completes by NAICS code and employee

size.

c. Third, a completion rate of six percent was assumed based on the California study to

determine the projected sample size required to produce the initial target completes.6

This is the initial number of sample points KEMA made available to the CATI firm for

data collection.

4. Obtain targeted completes – KEMA took the following approach in managing the CATI firm

in collecting information on targeted end users of HBL:

a. Stratified random sample based on identified targets were released to the CATI firm

in three stages or ―bins‖ in order to reduce self selection bias and increase the

response rate. When the sample was exhausted in one bin, KEMA provided the

CATI firm with the next bin of additional businesses to contact. The ―Sample Size‖

column in Error! Reference source not found. shows the number of sample

provided to the CATI firm.

Target completes were adjusted based on necessary sample required to obtain completed

surveys for each employee size group. So if the entire sample is exhausted for a given stratum,

the sampling approach will increase the target complete for the next highest employee size

category within that NAICS code. The ―Revised Target‖ column in Table A-2 shows how the

targets were adjusted due to sample being exhausted for a given stratum without obtaining the

desired number of completes.

Even though the goal was to obtain 125 completed surveys for facilities having recent

installation of HBL, Table A-2 shows the final sample contains 155 completed End User

surveys. The excess 30 completes were the result of callbacks received by the survey house

after targets were met. The survey house collected the data at no additional cost. Note that

targets for all industries were met or exceeded.

6 The completion rate = total # of surveys completed / total # of sample called.

Appendices


Table A-2

Massachusetts End-User Sample Initial and Revised Targets

5 to 50 51 to 250 >250Population

Size

Percent of

population

31 Manufacturing or food, textiles, and apparel 827 136 18 981 3.4%

32Manufacturing of wood products, paper, plastics, and non-

metalic minerals1,560 294 33 1,887 6.6%

33 Manufacturing all other 3,107 550 115 3,772 13.2%

423 Merchant Wholesalers, Durable Goods 3,144 204 12 3,360 11.8%

424Merchant Wholesalers, Nondurable Goods; Wholesale

Electronic Markets and Agents and Brokers1,378 146 20 1,544 5.4%

441 Motor Vehicle and Parts Dealers 1,042 116 1 1,159 4.1%

442 Furniture and Home Furnishings Stores 541 8 2 551 1.9%

443 Electronics and Appliance Stores 560 34 0 594 2.1%

444Building Material and Garden Equipment and Supplies

Dealers813 88 2 903 3.2%

445 Food and Beverage Stores 2,608 322 24 2,954 10.3%

446 Health and Personal Care Stores 1,148 23 0 1,171 4.1%

448 Clothing and Clothing Accessories Stores 1,669 67 3 1,739 6.1%

452 General Merchandise Stores 386 212 20 618 2.2%

454 Nonstore Retailers 493 20 6 519 1.8%

493 Warehousing and Storage 125 16 11 152 0.5%

511 Publishing Industries (except Internet) 610 115 26 751 2.6%

512 Motion Picture and Sound Recording Industries 186 11 2 199 0.7%

611 Educational Services 2,322 1,133 148 3,603 12.6%

622 Hospitals 108 33 84 225 0.8%

711 Performing Arts, Spectator Sports, and Related Industries 318 18 3 339 1.2%

712 Museums, Historical Sites, and Similar Institutions 185 16 5 206 0.7%

713 Amusement, Gambling, and Recreation Industries 1,218 98 3 1,319 4.6%

24,348 3,660 538 28,546 100%Total

Number of Firms by Employee

SizeTotal

NAICS

CodeNAICS Code Description

Appendices


Table A-3 illustrates the sample design for the Massachusetts lighting contractor surveys.

The sample of contractors was drawn from Dun & Bradstreet‘s ―Selectory Database.‖ In

order to maintain consistency with the California high bay lighting study1, the sample was

limited to NAICS code 23821 (electrical contractors). KEMA followed a similar approach as

the end user surveys to obtain a representative sample of 50 contractors selling and

installing HBL in Massachusetts:

1. Stratified random sample based on identified targets were released to the CATI firm in

three stages in order to reduce self selection bias and increase the response rate.

When the sample was exhausted, KEMA provided the CATI firm with additional

businesses to contact. The ―Sample Size‖ column in Table A-3.

2. Target completes were adjusted based on necessary sample required to obtain

completed surveys for each employee size group. So if the entire sample is exhausted

for a given stratum, the sampling approach will increase the target complete for the next

highest employee size category within that NAICS code. The ―Revised Target‖ column

in Table A-3 shows how the targets were adjusted due to sample being exhausted for a

given stratum without obtaining the desired number of completes.

3. Even though the goal was to obtain 50 surveys, Table A-3 shows the final sample

contains 51 completed End User surveys. Similar to the End User survey, the excess

Contractor complete was the result of a callback received by the survey house after

targets were met.

Table A-3

Massachusetts Contractors Sample Frame (by Employee Size)

NAICS Code StrataEmployee

Size

Population

Size

Sample

Size

Initial

Target

Revised

Target

Surveys

Completed

1 5 to 20 739 200 10 10 12

2 21 to 50 145 121 15 25 21

3 51 to 100 43 34 15 10 12

4 >100 15 10 10 5 6

942 365 50 50 51

23821

Electrical

Contractors

Total

Appendices

LCIEC – Project 1A June 7, 2011 B-1

B. Appendix B: Survey Results: End Users Results

B.1 Overview

From the end user survey responses, the key takeaways are as follows:

The majority of respondents in both regions were unaware of pulse-start metal halide

equipment before undertaking their lighting project. 68% of Massachusetts end users

were aware of fluorescent high-bay lighting equipment prior to the project as compared

to 53% of end users from the comparison area.

End-users in Massachusetts who have heard of these high bay lighting technologies

tend to get their information from contractors and through their experience on previous

projects. They also use contractors, colleagues, and trade publications to learn about

the performance and application of lighting technologies.

In both regions, the majority of end users have someone assigned to manage energy

use and costs. The majority of end users also have energy use reduction goals.

Fewer end users in Massachusetts have corporate environmental and sustainability

goals than those in the comparison area (36% versus 49%, significant at the 90%

confidence interval). 45% of these firms in each region have been implementing these

goals for over five years.

In Massachusetts, high bay fluorescents serve the majority of high bay eligible space

(78%). On the contrary, while fluorescents serve 55% of space in the comparison area,

another 36% is served by HID lamps. Only 13% of eligible space in Massachusetts is

served by this technology.

The mix of HID equipment installed differs between the two regions. Pulse-start metal

halides were installed by 80% of end users in Massachusetts but only 14% in the

comparison region. On the other hand, 36% of end users in the comparison area

installed other metal halides, while only 12% of end users in Massachusetts installed this

technology. These results are all significant at the 95% confidence interval.

Massachusetts end users report more installations of T8, T5, and induction lighting than

end users in the comparison area (68%, 37%, and 22% versus 45%, 16%, and 5%).

These results are significant at the 95% confidence level.

Appendices


In both regions, end users‘ primary objectives for choosing their specific HBL technology

were to save energy and money. Respondents in Massachusetts are less concerned

with saving money than those in the comparison area (22% versus 30%), but conversely

are more interested in saving energy (34% versus 20%).

Common uses of high bay space amongst Massachusetts end-users include retail

merchandise or wholesale showrooms (25%), non-refrigerated storage (21%) and

convention or conference spaces (13%).

End users in Massachusetts utilize occupancy sensors and daylighting controls more

than end users in the comparison area (43% and 26% versus 12% and 3%). Time

clocks and simple on/off switches are other popular controls installed during high bay

lighting projects in both regions.

B.2 Knowledge, understanding and attitudes regarding the

use of high-bay fluorescent lighting

Table B-1 and Table B-2 show respondents‘ awareness of pulse-start metal halide and

fluorescent equipment prior to installation projects completed at their facilities. There is a

significant difference between the percent of respondents in each group who were not aware of

both types of equipment prior to the project. Fewer respondents in the comparison group were

aware of these HBL technologies prior to their installation projects than respondents in

Massachusetts.

Table B-1

Pl9a. Had you heard of pulse-start metal halide equipment for indoor use prior to

undertaking this project?

Weighted Frequency MA

SC-GA-

AL-MI CA

n 155 75 116

YES 33% 22% 13%

NO 65% 78% * 82%

REFUSED 0% <1% 3%

DON'T KNOW 1% <1% 2%

* Significantly different from the comparison area at the 90% confidence level.

** Significantly different from the comparison area at the 95% confidence level.

Appendices


Table B-2

PL12a. Had you heard of fluorescent equipment for high-bay lighting applications prior to

undertaking this project?


SC-GA-

AL-MI CA

n 155 33 69

YES 68% 53% 47%

NO 28% 43% * 50%

DON'T KNOW 4% 4% 3%



Table B-3 and Table B-4 show what sources end-users have relied on to obtain information

about high bay lighting technologies. With regards to pulse-start metal halides, end-users in

Massachusetts have utilized previous project experience, lighting vendors, and architects and

engineers more than end-users in the comparison group. The difference between the two

groups for lighting vendors and previous project experience is significant at the 95% confidence

level, and architects and engineers are significant at the 90% confidence level. On the other

hand, for fluorescent high-bay lighting equipment, Massachusetts end-users rely on lighting

contractors more than those in the comparison group. This difference is significant at the 95%

confidence level.

Appendices


Table B-3

PL9b. From what sources had you heard about pulse-star metal halide equipment?


SC-GA-

AL-MI CA

n 56 17 17

Lighting vendors 47% 3% ** 26%

Architects/Engineers 25% 6% * 6%

Internal staff 4% 5% 8%

Experience with previous projects 60% 20% ** <1%

Colleagues or competitors in the industry 11% 10% <1%

Trade or industry representatives 5% 17% 22%

Utility programs or representatives 13% 0% <1%

Other 8% 22% 42%

Refused 0% 0% <1%

Don't Know 0% 21% 6%



Table B-4

PL12b. From what sources had you heard about fluorescent high-bay equipment?


SC-GA-

AL-MI CA

n 104 18 31

Lighting vendors 53% 19% ** 19%

Architects/Engineers 13% 6% 2%

Internal staff 9% <1% <1%

Experience with previous projects 44% 38% 11%

Colleagues or competitors in the industry 9% 5% 8%

Trade or industry representatives 11% 27% 14%

Utility programs or representatives 10% <1% 8%

Other 4% 13% 37%

Refused 0% <1% <1%

Don't Know 3% 3% <1%



Table B-5 through Table B-7 present information regarding end users‘ organizational and

corporate energy management issues. In both regions, the majority of respondents (about

45%) do not have anyone at their organization that manages their company‘s energy use and

costs. At organizations where someone is assigned to energy management, firms in

Massachusetts are more likely to have a group responsible for this task, whereas in the

Appendices


comparison group, an individual is more often responsible for this work. This difference is

significant at the 95% confidence interval. Likewise, in Massachusetts, the entity responsible for

this work is more likely located on-site than in the comparison group. The majority of

respondents in both regions (59% in MA and 74% in the comparison group) have energy use

reduction goals.

Table B-5

EP1. First, is there a person, group, or department in your organization that is assigned

by top management to manage your energy use and costs?


SC-GA-

AL-MI CA

n 155 78 122

Yes-one person 15% 28% ** 27%

Yes-a group 32% 11% ** 10%

Yes-a department 7% 12% 10%

NO ONE 41% 45% 49%

DON'T KNOW 6% 3% 4%



Table B-6

EP2. Is this person located at your facility, corporate headquarters, or another location?


SC-GA-

AL-MI CA

n 55 33 52

Respondent's facility 60% 40% * 44%

Corporate Headquarters 38% 44% 49%

Another facility 2% 10% 6%




Appendices


Table B-7

EP3. Does your organization have energy use reduction goals for this facility?


SC-GA-

AL-MI CA

n 155 33 52

YES 59% 74% 80%

NO 37% 26% 14%DON'T KNOW 4% <1% 6%



In terms of specific energy management tasks, respondents in the comparison area were more

likely to have staff assigned to tracking and monitoring energy use and costs and identifying

facility improvements that could facilitate energy savings than Massachusetts end users. On

the other hand, more respondents in Massachusetts assigned staff to track lighting

developments and develop policies to promote the purchase of energy-efficient equipment than

in the comparison area.

Table B-8

EP4. Are there persons in your organization who have been assigned responsibility for

the following activities?

Tracking energy use and costs over time for the facility as a whole


SC-GA-

AL-MI CA

n 155 33 52

YES 32% 59% ** 82%

NO 50% 39% 12%

DON'T KNOW 18% 2% ** 7%

REFUSED 0% 0% 0%



Appendices


Monitoring energy use for key building or production systems

Weighted Frequency MA SC-GA- CA

n 155 33 52

YES 30% 63% ** 73%

NO 52% 28% ** 17%

DON'T KNOW 18% 8% 9%

REFUSED 0% 0% 0%




SC-GA-

AL-MI CA

n 155 33 52

YES 18% 77% ** 83%

NO 63% 20% ** 11%

DON'T KNOW 18% 3% ** 6%

REFUSED 0% 0% 0%



Identifying facility improvements to reduce energy use and costs on an

Track developments in lighting technology.


SC-GA-

AL-MI CA

n 155 33 52

YES 66% 48% 53%

NO 16% 38% * 34%

DON'T KNOW 18% 14% ** 13%

REFUSED 0% 0% 0%



Appendices


Developing policies to promote purchase of energy-efficient equipment


SC-GA-

AL-MI CA

n 155 33 52

YES 65% 49% 70%

NO 16% 38% ** 21%

DON'T KNOW 18% 13% 9%

REFUSED 0% 0% 0%



Respondents were also asked whether their company has environmental and sustainability

initiatives, how long they have had these initiatives, and what affect energy management has on

them. The results of these questions are presented in Table B-9 through Table B-11. A larger

percentage of firms in the comparison group (49%) have corporate environmental or

sustainability initiatives than firms in Massachusetts (36%). This result is significant at the 90%

confidence level. The majority of firms in each region with initiatives(76% in MA and 66% in the

comparison group) reported that they have been implementing them for over three years.

Likewise, for the majority of these firms indicated that energy management influences these

initiatives, but is more common in Massachusetts than the comparison group.

Table B-9

EP4AA. - Does your organization have any corporate environmental or sustainability

initiatives?


SC-GA-

AL-MI CA

n 155 76 117

YES 36% 49% * 39%

NO 52% 41% 49%

REFUSED 0% <1% 2%

DON'T KNOW 11% 11% 9%



Appendices


Table B-10

EP4BB. - For how long has your organization been implementing this environmental

initiative?


SC-GA-

AL-MI CA

n 66 38 45

Less than one year 2% 9% 9%

1 to 2 years 23% 14% 19%

3 to 5 years 31% 23% 30%

More than 5 years 45% 44% 39%

DON'T KNOW 0% 10% 4%



Table B-11

EP4CC. - Is energy management part of your corporate environmental or sustainability

initiative?


SC-GA-

AL-MI CA

n 63 38 45

YES 95% 80% * 96%

NO 5% 13% 2%

DON'T KNOW 0% 7% * 2%



End users in each region acquire information about lighting technology performance and

applications from different sources. Respondents in Massachusetts rely on installation

contractors, colleagues, and professional organizations more than end-users in the comparison

group. When asked which source was most useful, 29% of Massachusetts respondents said

contractors as compared to 11% in the comparison group. 31% of end-users in the comparison

group said manufacturer‘s literature was the most useful, while this was only cited by 3% of

Massachusetts‘ respondents. These results are significant at the 95% confidence level.

Appendices


Table B-12

EP5. - What sources of information does your organization use to learn about the

performance and application of lighting technologies?


SC-GA-AL-

MI CA

n 121 75 116

Manufacturer‘s literature 12% 12% 13%

Manufacturer representative 15% 14% 7%

Distributor 8% 10% 9%

Installation contractor 44% 15% ** 13%

Colleagues in your own industry 21% 7% ** 7%

Your industry trade or professional organization 20% 2% ** 7%

Trade or industry publications 21% 21% 17%

Friends 7% 1% 6%

Other 23% 27% ** 41%

Don't Know 18% 18% 17%

Refused <1% 0% 0%



Table B-13

EP6. - Which of these sources do you find most useful?


SC-GA-

AL-MI CA

n 155 20 27

Manufacturer‘s literature 3% 31% ** 4%

Manufacturer representative 6% 18% 10%

Distributor 2% 5% 3%

Installation contractor 29% 11% ** 6%

Colleagues in your own industry 4% 5% 11%

Your industry trade or professional organization 6% 0% 0%

Trade or industry publications 7% 15% 29%

Friends 2% 4% <1%

Other 18% 12% 38%

Don't Know 23% 0% 0%

Refused 0% 0% 0%



Appendices


B.3 Inventory of recent installation projects and servicing of

HBL equipment

Table B-14 shows that while fluorescent tube fixtures serve the majority of high bay space in

each region, high intensity discharge lamps serve more high bay space in the comparison group

than in Massachusetts. Conversely, fluorescent tube fixtures serve more space in MA than in

the comparison region. These results are significant at the 95% confidence level.

Table B-14

SL3 - What percentage of your total high bay space is served by the following types of

lighting equipment?


SC-GA-

AL-MI CA

n 142 75 111

High Intensity Discharge Lamps 13% 36% ** 13%

Fluorescent Tube Fixtures 78% 55% ** 76%

Compact Fluorescent Fixtures 7% 3% 4%

Incandescent Fixtures 3% 3% 2%

Other <1% 2% 4%



As seen in Table B-15 end users in both regions tend to maintain their lighting equipment with

internal staff, with end users in the comparison group placing more reliance on internal staff

than end users in Massachusetts.

Appendices


Table B-15

SL4 - Does your organization maintain the lighting equipment at this facility?


SC-GA-

AL-MI CA

n 155 78 122

By using internal Staff 48% 68% ** 79%

Through a service contract between you a 37% 26% 9%

Some other method-describe 12% 4% 8%

By services provided by the building own 3% 2% ** 4%Don't know 0% 0% 0%



Table B-16 shows that in both regions the majority (60% in MA and 62% in the comparison

region) of end-users with service contracts have periodic assessment and maintenance of their

system‘s energy efficiency included as part of the service contract.

Table B-16

SL5. Does the lighting equipment service contract at this facility cover periodic

assessment and maintenance of the system’s energy efficiency?


SC-GA-

AL-MI CA

n 51 21 14

YES 60% 62% 52%

NO 37% 33% 35%DON'T KNOW 3% 5% 13%



B.4 Reasons for selection of technologies installed

Table B-17 shows that the reasons for installing high bay lighting equipment do not differ much

between the two regions. Roughly the same percent of end users in each region installed new

equipment to replace operable equipment for a performance upgrade, as part of a remodeling

project, or to replace failed equipment. More end users in the comparison group installed high

bay lighting as part of a new construction project than end users in Massachusetts.

Appendices


Table B-17

PL1. Which of the following best describes the installation of high bay lighting

equipment?


SC-GA-

AL-MI CA

n 155 78 122

To REPLACE OPERABLE equipment in order to upgrade performance 30% 31% 52%

As part of a NEW Construction project 8% 21% ** 17%

As part of a project to REMODEL existing 27% 21% 15%

To REPLACE equipment that had FAILED or was about to fail 31% 21% 9%

For some Other reason-SPECIFY 3% 6% 5%

DON'T KNOW 3% <1% 3%



Table B-18 shows that in both regions, end users‘ primary objectives for choosing their specific

HBL technology were to save energy and money. Respondents in Massachusetts are less

concerned with saving money than those in the comparison area (22% versus 30%), but

conversely are more interested in saving energy (34% versus 20%). Massachusetts end users

also reported that improving light quality is one of their primary objectives, while end users in the

other group were not concerned with this objective.

Table B-18

PL5a. What was the principal objective for choosing the specific high bay lighting

technologies that you did?


SC-GA-

AL-MI CA

n 155 39 76

Save money 22% 30% 45%

Save energy 34% 20% 33%

Corporate environmental initiative/responsibilities 3% 19% 5%

Available rebates 2% <1% 4%

Improve lighting quality 28% 1% 3%

Other Reason 10% 22% 8%

DON'T KNOW 1% 8% 2%



Appendices


B.5 Share of technologies installed in these projects

The primary use of space served by high bay lighting in Massachusetts is presented in Table B-

19. Common uses of high bay space amongst Massachusetts end-users include retail

merchandise or wholesale showrooms (25%), non-refrigerated storage (21%) and convention or

conference spaces (13%).

Table B-20 shows that more high bay space in Massachusetts is lit by equipment purchased

over the past three years than in the comparison area. 74% of end-users in Massachusetts

recently installed new high bay lighting equipment over 75% of their eligible space, while in

comparison only 50% of end users in the comparison group did this. On the other hand, 21% of

end-users in the comparison group only installed new equipment in 1 to 10% of their eligible

space, while only 2% of Massachusetts end-users responded similarly. Both of the results are

significant at the 95% confidence level.

Table B-19

PL0. What was the primary use of the space that the high bay lighting equipment was

installed?


n 155

Storage (not refrigerated) 21%

Storage (refrigerated) 3%

Convention, conference, multipurpose, or meeting room 13%

Exercise center or gymnasium 11%

Grocery sales 8%

Mall or atria 1%

Retail merchandise or wholesale showroom 25%

Garage 5%

Other (Specify)____________________ 13%

Appendices


Table B-20

PL1a. Roughly what percentage of the high bay space in your facility or facilities

included in this project is lit by the equipment you purchased in the last three years?

Your best estimate is fine.


SC-GA-

AL-MI CA

n 155 74 110

Betw 1 and 10 2% 21% ** 6%

Betw 11 and 25 10% 13% 3%

Betw 26 and 50 7% 19% ** 17%

Betw 51 and 75 4% 11% 8%

Betw 76 and 100 74% 50% ** 67%

Don't Know 2% 0% 0%



The mix of HID equipment installed differs between the two regions, as shown in Table B-21.

Pulse-start metal halides were installed by 80% of end users in Massachusetts but only 14% in

the comparison region. On the other hand, 36% of end users in the comparison area installed

other metal halides, while only 12% of end users in Massachusetts installed this type of

technology. These results are all significant at the 95% confidence interval.

Appendices


Table B-21

PL3a. What type or types of high intensity discharge equipment did you install?


SC-GA-

AL-MI CA

n 22 25 25

Metal halide 12% 36% ** 21%

Pulse start metal halide 80% 14% ** 23%

Pressurized sodium 16% 2% ** 3%

High pressure sodium 10% 11% 4%

Mercury vapor 10% 10% 7%

Other 1% 6% 7%

DON'T KNOW 8% 21% * 39%



Table B-22 shows that the mix of fluorescent technologies installed differ between the two

regions. Massachusetts end users report more installations of T8, T5, and induction lighting

than end users in the comparison area.

Table B-22

PL4a. What type or types of fluorescent tube equipment did you install?


SC-GA-

AL-MI CA

n 118 47 98

T12 with magnetic ballast 18% 17% 14%

T8 with electronic ballast 68% 45% ** 43%

T5 with electronic ballast 37% 16% ** 22%

Induction 22% 5% ** 1%

DON'T KNOW 16% 22% * 26%



B.6 Identification of HBL decision makers and decision

criteria applied to technology selection

The majority of end users in both regions had individuals outside their organization specify or

recommend the type of HBL equipment used in their installation project, but a larger majority of

Appendices


end users in Massachusetts utilized this service. In Massachusetts, 70% of end users used

outside individuals to specify or recommend equipment compared to 51% of end users in the

comparison area. This difference is significant at the 95% confidence interval. In the

comparison region however, 11% of respondents did not know if they used an individual outside

their organization, compared to only 3% in Massachusetts.

Table B-23

PL6. Did a firm or individual outside your organization specify or recommend the type of

equipment used in this high bay lighting installation project?


SC-GA-

AL-MI CA

n 155 75 116

YES 70% 51% ** 65%

NO 28% 38% 20%

DON'T KNOW 3% 11% ** 16%



Table B-24 shows that the majority of end users in both regions used contractors (either

electrical, lighting, or general) as the firm or individual who specified the type of HBL equipment

installed. 70% of end users in Massachusetts and 58% of comparison area end users mention

contractors. More end users in the comparison area use other organizations such as architects,

engineers, and distributors than end users in Massachusetts. Utility support was not mentioned

by respondents in Massachusetts.

Appendices


Table B-24

PL6a. What types of firm or individual specified or recommended the type of high bay

lighting equipment you installed?


SC-GA-

AL-MI CA

n 103 37 70

Architect or interior designer 6% 23% 10%

Engineer 19% 10% * 5%

Lighting Distributor 12% 12% 14%

General Contractor 30% 11% ** 11%

Electrical Contractor 28% 35% 28%

Lighting Contractor 17% 12% 14%

Friend/work colleague 3% <1% ** 1%

Trade association 0% <1% <1%

Other 16% <1% <1%

Utility 0% 5% 13%

Landlord 0% <1% 2%

State or Local Government 0% <1% 4%

Parent Company 0% <1% 5%

Upper Management/Corporate 0% <1% 2%

Lighting Manufacturer 0% 2% 1%

Don't Know 2% <1% 4%



The use of pulse start metal halide equipment was only recommended to 9% and 15% of end

users in Massachusetts and the comparison area, respectively. In Massachusetts, 80% of end

users reported that this technology was not recommended to them, but only 43% of end users in

the comparison region knew that this was not recommended for their project. This difference is

significant at the 95% confidence interval. Conversely, as shown in Table B-25, the use of

fluorescent tubes or compact fluorescent tube lighting was recommended to 80% of end users

in Massachusetts and 67% of end users in the comparison region.

Appendices


Table B-25

PL8. Did your lighting vendor, contractor, or designer specify or recommend the use of

pulse start metal halide equipment for your project?


SC-GA-

AL-MI CA

n 148 19 17

YES 9% 15% 30%

NO 80% 43% ** 43%

DON'T KNOW 11% 42% ** 27%



Table B-26

PL10. Did your lighting vendor, contractor, or designer specify or recommend the use of

fluorescent tube or compact fluorescent equipment for your project?


SC-GA-

AL-MI CA

n 144 22 60

YES 80% 67% 74%

NO 11% 20% 16%

DON'T KNOW 8% 12% 10%

REFUSED 1% 0% 0%



Table B-27 presents the frequency in which a variety of lighting controls were installed in high

bay lighting projects. End users in Massachusetts utilize occupancy sensors and daylighting

controls more than end users in the comparison area. These differences are both significant at

the 95% confidence interval. Time clocks and simple on/off switches are other popular controls

installed during the high bay lighting projects in both regions.

Appendices


Table B-27

PL13. What types of lighting controls were used for this project?


SC-GA-

AL-MI CA

n 150 75 116

Simple on/off 81% 74% 56%

Occupancy or motion sensor 43% 12% ** 39%

Photo sensor 5% 5% 6%

Time clock 23% 14% 11%

Building or energy management system 10% 5% 7%

Daylighting controls 26% 3% ** 2%

None 0% <1% <1%

Other 0% 3% 5%

Refused 0% <1% <1%

Don't Know 5% 1% 1%



Table B-28 show how important various features were in end users decision to install their

choice of lighting equipment. For all features, except energy use, Massachusetts end users

rated the feature as ―very important‖ more often than end users in the comparison area. The

majority of Massachusetts end users rated all features as ―very important‖.

Appendices


Table B-28

PL14. On a scale of 1 to 10 where 1 means “Not at all important” and 10 means “Very

important”, how important were the following features in your choice of lighting

equipment for this project

Quality of light provided


SC-GA-

AL-MI CA

n 155 75 116

1 Not Important at all <1% <1% 1%

2 0% <1% <1%

3 1% <1% 1%

4 2% <1% 3%

5 2% 8% 10%

6 2% 1% 3%

7 7% 2% 4%

8 4% 20% ** 22%

9 8% 15% 13%

10 Extremely Important 74% 51% ** 40%

Don't Know <1% 4% * 3%



Appearance of the fixtures


SC-GA-

AL-MI CA

n 155 75 116

1 Not Important at all 4% 9% 11%

2 2% 6% 13%

3 2% 7% 4%

4 5% 4% 8%

5 9% 23% ** 23%

6 3% 7% 2%

7 15% 8% 9%

8 13% 15% 7%

9 5% 6% 3%


Don't Know <1% 4% 3%



Appendices


Cost of maintenance


SC-GA-

AL-MI CA

n 155 75 116


2 1% <1% <1%

3 <1% <1% 2%

4 0% 2% <1%

5 7% 11% 13%

6 3% 5% 4%

7 10% 9% 13%

8 13% 23% 21%

9 4% 11% 6%


Don't Know 4% 4% 7%

Refused 2% 4% 7%



Energy use


SC-GA-

AL-MI CA

n 155 75 116


2 0% 0% 0%

3 2% 1% <1%

4 <1% <1% 1%

5 1% 10% 8%

6 2% 7% 2%

7 9% 9% 5%

8 8% 11% 10%

9 11% 12% 14%

10 Extremely Important 62% 44% 51%

Don't Know 3% 3% 6%



Appendices


Installed cost


SC-GA-

AL-MI CA

n 155 75 116


2 0% 1% 2%

3 1% 3% 4%

4 2% 2% 1%

5 7% 15% 14%

6 6% 13% 2%

7 12% 9% 10%

8 8% 12% 12%

9 11% 8% 6%


Don't Know 4% 3% 9%


** Significantly different from the comparison area at the 95% confidence level. Table B-29 shows end users‘ ratings of their satisfaction with various lighting features.

Massachusetts end users are more satisfied with light quality and the appearance of fixtures

than end users in the comparison group. Out of all features reviewed, more Massachusetts end

users are satisfied with light quality than the other features.

Appendices


Table B-29

PL15. On a scale of 1 to 10 where 1 means “Not at all satisfied” and 10 means “Very

satisfied”, how satisfied are you with following features of the lighting equipment used

for this project?

Quality of light provided


SC-GA-

AL-MI CA

n 155 75 116

1 Not at all satisfied <1% <1% 1%

2 1% <1% <1%

3 0% <1% 1%

4 1% 2% 2%

5 <1% 7% * 6%

6 <1% <1% 7%

7 3% 6% 9%

8 12% 19% 20%

9 7% 18% ** 19%

10 Extremely satisfied 73% 48% ** 35%

Don't Know 0% <1% <1%

Refused 2% 0% 0%



Appearance of the fixtures


SC-GA-

AL-MI CA

n 155 75 116

1 Not at all satisfied <1% <1% 3%

2 3% <1% 1%

3 0% <1% 2%

4 0% <1% 4%

5 3% 16% ** 17%

6 <1% <1% 1%

7 5% 2% 8%

8 17% 27% 22%

9 7% 12% 11%

10 Extremely Isatisfied 62% 40% ** 29%


Refused 0% 1% 0%



Appendices


Cost of maintenance


SC-GA-

AL-MI CA

n 155 75 116

1 Not at all satisfied 6% 1% 1%

2 <1% <1% 1%

3 <1% 1% 2%

4 1% 0% * 3%

5 1% 8% 7%

6 3% 5% 4%

7 2% 14% ** 9%

8 19% 19% 20%

9 7% 8% 12%

10 Extremely Isatisfied 50% 41% 35%

Don't Know 9% 2% ** 7%



Energy use


SC-GA-

AL-MI CA

n 155 75 116

1 Not at all satisfied 6% 2% 0%

2 <1% 1% <1%

3 <1% 4% 14%

4 1% <1% 16%

5 1% 6% 7%

6 3% 3% 31%

7 2% 12% ** 11%

8 19% 17% 0%

9 7% 7% 0%

10 Extremely Isatisfied 50% 39% 0%




Appendices


B.7 Awareness of, influence of, and participation in state

energy efficiency programs (Massachusetts and

California sample only)

As shown in Table B-30, 61% of end users in Massachusetts are aware of utility programs that

are designed to help customers reduce energy use and costs.

Table B-30

UT1. Are you aware of programs that electric investor-owned utilities in Massachusetts

(or California) operate to help their commercial and industrial customers reduce energy

use and costs?

Weighted Frequency MA CA

n 155 122

YES 61% 52%

NO 33% 46%

DON'T KNOW 6% 2% Table B-31 shows that roughly half (52%) of eligible end users received an incentive from their

utility for their high bay lighting project.

Table B-31

UT2. Did your organization receive a financial incentive from a Massachusetts (or

California) electric investor-owned utility to defray a portion of the cost of the high bay

lighting equipment you installed for this project?

Frequency MA CA

n 55 9

YES 52% 50%

NO 48% 26%

DON'T KNOW 0% 25% Of those who did receive an incentive, 21% reported that it was very likely they would have

chosen efficient high bay equipment without the financial incentive. Conversely, 40% of

Appendices


participants reported that absent the incentive, they would not have chosen efficient equipment.

The presence of incentives still has influence on end users equipment choices.

Table B-32

UT3. On a scale of 1 to 10 where 1 means “Not at all likely” and 10 means “Very Likely”,

how likely is it that your organization would have used the energy-efficient high-bay

lighting you selected for this project if the financial incentive from your electric investor-

owned utility had not been available?

Frequency MA CA

n 52 6

Very Likely (8-10) 21% 17%

Medium Likelihood (5-7) 39% 50%

Relatively Unlikely (1-4) 40% 15%

Don't Know 0% 17%

Only 9% of customers eligible for incentives have installed pulse-start metal halide or

fluorescent high bay lighting equipment without receiving a financial incentive.

Table B-33

UT4. Has your organization installed pulse start metal halide or fluorescent high bay

lighting equipment in Massachusetts (or California) facilities without using financial

incentives available from investor-owned utility companies?

Frequency MA CA

n 53 7

YES 9% 6%

NO 91% 94%

DON'T KNOW 0% 0%

Appendices


B.8 Screening and Firmographic Information

The following section presents a series of tables covering screening information and

firmographic data collected from all end users in each of the samples.

Table B-34 shows most facility use is for retail and education in both regions.

Table B-35 and B-45 show that the average facility in Massachusetts has fewer

employees (94) and is smaller in area (71,798 square feet) than the comparison area

which has an average of 161 employees and 128,800 square feet.

Table B-40 shows that the majority of firms in both regions (78% in the comparison area

and 63% in MA) own the space they occupy, but significantly more do in the comparison

area than in Massachusetts. This result is significant at the 95% confidence level.

Table B-43 shows that the approximate age of the building stock of the HBL installations

tend to be slightly older in Massachusetts.

Table B-34

SC5 - First, what is the primary use of your facility – for example retail, education,

manufacturing, and so forth?


SC-GA-

AL-MI CA

n 155 80 124

Retail 28% 31% 31%

Manufacturing-process 5% 10% ** 14%

Education 15% 14% 12%

Manufacturing-assembly 10% 13% 11%

Warehouse/Storage 7% 14% 11%

Office 3% 1% 7%

Other Commercial 0% 4% * 4%

Other industrial 7% 3% 3%

Health Care 5% 2% 3%

Services 7% 3% * 2%

Public Assembly 1% <1% 2%

Food sales 10% 5% ** <1%Food service 2% 1% <1%



Appendices


Table B-35

SC6 - How many employees work at this facility?

Mean MA

SC-GA-

AL-MI CA

n 155 78 12294 161 ** 169



Table B-36

SC7 - Are there any high bay spaces in this facility or a facility that you manage, that is,

indoor spaces with ceiling heights that are fifteen feet or above?


SC-GA-

AL-MI CA

n 155 78 122YES 100% 100% 100%

Table B-37

SC8 - Did your organization install new or replacement lighting fixtures in these high bay

spaces between 2006 and 2008?


SC-GA-

AL-MI CA

n 155 78 122

YES 100% 100% 100%

Appendices


Table B-38

PL7a. - Which individuals in your organization – in terms of job titles – were involved in

the selection of the high bay lighting equipment that was installed?


SC-GA-

AL-MI CA

n 149 75 116

The Respondent 39% 44% 31%

Plant Manager 5% 7% 4%

Facility Manager 30% 8% ** 14%

Energy Manager 17% 2% ** <1%

President/CEO 17% 10% 8%

Owner / Co-Owner / Partner /Member of LLP 37% 15% ** 15%

General Manager 9% 2% 6%

Other 12% 28% ** 33%

Don't Know 3% 11% * 11%



Table B-39

FC1 - First, what is your job title?


SC-GA-

AL-MI CA

n 155 78 122

Other -specify 30% 51% ** 58%

General Manager 23% 18% 20%

Facility Manager 30% 10% ** 11%

Owner/Co-owner/Partner/Member of LLP 7% 8% 5%

Plant Manager 5% 7% 3%

Energy Manager 2% 1% 3%

President/CEO 3% 4% 1%

DON'T KNOW 0% 1% <1%



Appendices


Table B-40

FC2 - Does your organization....


SC-GA-

AL-MI CA

n 155 78 122

Own the space that you occupy 63% 78% ** 58%

Lease the space you occupy or 36% 21% ** 38%

Own a part and lease the remainder <1% <1% 3%

DON'T KNOW <1% 1% 1%



Table B-41

FC3 - Does your organization pay all electricity bills for this facility directly to the utility?


SC-GA-

AL-MI CA

n 155 18 52

YES 86% 88% 87%

NO 11% 2% ** 4%DON'T KNOW 3% 10% ** 9%



Appendices


Table B-42

FC4 - In what year did your organization move into this facility?


SC-GA-AL-

MI CA

n 155 78 122

Since 2000 23% 48% ** 42%

In the 1990s 24% 12% ** 25%

In the 1980s 16% 11% 12%

In the 1970s 4% 13% ** 6%

In the 1960s 8% 10% 4%

In the 1950s 8% 5% 6%

In the 1940s 1% 1% 5%

1900-1939 3% 0% 0%

Before 1900 1% 0% 0%

Don't Know 5% 0% 0%

Refused 7% 0% 0%



Table B-43

FC5 - What is the approximate age of the facility?

Mean MA

SC-GA-

AL-MI CA

n 105 76 101

35 27 * 31



Appendices


Table B-44

FC6 - Is this facility...


SC-GA-

AL-MI CA

n 155 78 122

A branch location 34% 47% 47%

Your firm's only location 42% 34% 32%

Your Firm's headquarters location 11% 13% 19%

A franchise Location 12% 6% 2%

Don't Know <1% 0% 0%REFUSED <1% <1% 1%



Table B-45

FC7 - How many square feet of space does your organization occupy in this facility?

Mean MA

SC-GA-

AL-MI CA

n 155 67 9871,978 128,880 ** 203,258



Appendices

LCIEC – Project 1A June 7, 2011 C-34

C. Appendix C: Survey Results: Contractor Results

C.1 Overview

Key findings from the research conducted on the contractors include the following:

Massachusetts contractors‘ earn the majority of their revenue from lighting installations

(67%) while this practice only accounts for about one quarter of the revenue earned by

contractors in the comparison group. Contractors in the comparison group earn roughly

one third of their revenue from non-lighting services, whereas contractors in

Massachusetts did not report earning substantial revenue from this source.

Contractors in the comparison area are still installing a considerable number of T-12

fixtures (contractors representing 11% of projects) while Massachusetts contractors

seem to have moved towards more efficient fluorescent lighting, a difference that is


T-5 fluorescent lighting and other efficient technologies like LEDs and induction lighting

are installed in the majority of fixtures in Massachusetts, but still represent only a

relatively small portion of installations in the comparison area. While it was surprising to

see that LEDs and other lighting represented 17% of projects, it was not unexpected as

this technology has been developing and ceiling heights in Massachusetts are relatively

low.

Contractors representing 7% of the market believe that the installations of pulse-start

metal halides have increased in Massachusetts, while in the comparison region;

contractors representing 35% of the market reported an increase. This difference is


In Massachusetts, contractors use direct customer contact to market energy efficient

high bay lighting. Contractors representing 74% of the market report talking directly to

customers about these technologies or using in-person sales to market this equipment.

Contractors representing 82% of the Massachusetts market are aware of utility programs

for HBL. Contractors further report that the presence of these programs influence how

heavily they market energy efficient HBL to customers. They also perceive that these

programs have a strong influence on the market share controlled by energy efficient

HBL.

Appendices


Almost all contractors in Massachusetts are aware of building codes pertaining to HBL.

For firms where building codes influenced their equipment decisions, an average of 91%

of projects were affected by the presence of these codes. Likewise, firms representing

54% of the market stated that these codes completely determined the type of high bay

lighting equipment installed.

Massachusetts contractors who work with chain and franchise locations reported that

25% of their projects were done in these facilities. Contractors representing 58% of the

market found that chains and franchises have specific specification policies for HBL that

specify energy efficient equipment. The majority of chains and franchises with these

policies have the same policy for all locations.

C.2 Baseline Supply Chain Characterization

The data in Table C-1 suggest that there is a significant difference (at the 95% confidence level)

between the percent of total revenue contractors obtain from lighting installations in the two

regions. Massachusetts contractors‘ earn the majority of their revenue from this specialty (67%)

while this practice only accounts for about one quarter of the revenue earned by contractors in

the comparison group. Contractors in the comparison group earn roughly one third of their

revenue from non-lighting services, whereas contractors in Massachusetts did not report

earning substantial revenue from this source.

Table C-1

SC2B. Approximate percentage of annual revenue coming from the following activities.

MA

SC-GA-

AL-MI CA

n 48 93 139

Lighting Sales to Customers 12% 15% 13%

Lighting Installations 67% 26% ** 39%

Lighting Sales to Other Contractors 1% 5% ** 5%

Contracted Maintenance Services for Lighting 10% 14%* 18%

Other Lighting Services 10% 9% 6%

Other Non-lighting revenue 0% 32% 18%



On average, contractors in Massachusetts completed 80 projects involving the installation or

replacement of lighting fixtures over the past two years. (Table C-2).

Appendices


Table C-2

SC5. Approximately how many projects involving installation or replacement of lighting

fixtures did your company complete in Massachusetts’ commercial and industrial sector

in the past two years.

MA

n 47

Number of projects 80

When asked what percent of their commercial and industrial lighting projects involved high bay

lighting, contractors who represented 20% of all projects said that more than fifty percent of their

lighting projects involved high bay lighting.

Table C-3

LS1. Considering all the commercial and industrial lighting projects that your firm

completed in the past two years, approximately what percentage of the lighting projects

involved high bay applications?

MA

SC-GA-

AL-MI CA

n 48 90 141

Zero to Ten 48% 40% 43%

Eleven to Twenty-five 9% 22% 22%

Twenty-six to Fifty 23% 18% 18%

Greater Than Fifty 20% 20% 17%



C.3 Market Share Trends

As Table C-4 shows, the technology mix installed in high bay situations in each region differs

significantly. All forms of HID lighting (pulse-start, high-pressure sodium, and other) are

installed more frequently in the comparison area than Massachusetts. Contractors in the

comparison area are still installing a considerable amount of T-12 fixtures (contractors

representing 11% of projects) while Massachusetts contractors seem to have moved towards

more efficient fluorescent lighting, a difference that is significant at the 95% confidence level. T-

5 fluorescent lighting and other efficient technologies like LEDs and induction lighting are

installed in the majority of fixtures in Massachusetts, but still represent only a relatively small

portion of installations in the comparison area.

Appendices


Table C-4

LS2b. [For each technology mentioned in LS2A] Approximately what percentage of all

fixtures used in high bay situations were accounted for by _________ in the past two

years?

MA

SC-GA-

AL-MI CA

n 47 93 139

Fluorescent Tube: T-5/Electronic Ballast T-5 64% 29% ** 65%

Fluorescent Tube: T-8 /Electronic Ballast T-8 13% 16% 14%

Fluorescent Tube: All other, including T12/Magnetic Ballast 1% 11% ** 1%

HID: Pulse start metal halide 3% 31% ** 14%

HID: High-pressure sodium 1% 8% ** 3%

HID: Other HID such as mercury vapor or probe-start metal halide 1% 3% * 1%

Other: technologies such as Induction or LED 17% 2% 2%

Contractors in both regions report similar trends in the installation of fluorescent lighting in high

bay applications. As shown in Table C-5, contractors representing three quarters of the market

believe fluorescent lighting installations have increased over the past two years.

Table C-5

HFL1b. In relation to other technologies used in high bay lighting, would you say that

fluorescent lighting installations increased, decreased, or stayed about the same over

the past two years?

MA

SC-GA-

AL-MI CA

n 43 74 125

Increase 78% 76% 72%

Decrease 1% 2% 1%

Stay the same 21% 22% 27%

Don't Know <1% 1% <1%



By contrast, contractors in the two regions report different trends in the installation of pulse-start

metal halides. Contractors in Massachusetts primarily perceive that the frequency of the

installation of this equipment has not changed over the past two years. Likewise, only

contractors representing 7% of the market believed that these installations have increased in

Massachusetts, while in the comparison region, contractors representing 35% of the market

reported an increase. This difference is significant at the 95% confidence level.

Appendices


Table C-6

HID1B. In relation to other technologies used in high bay lighting, have high bay pulse-

start metal halide lighting installations increased, decreased, or stayed about the same

over the past two years?

MA

SC-GA-

AL-MI CA

n 20 71 94

Increase 7% 35% ** 5%

Decrease 24% 26% 75%

Stay the same 69% 39% 19%

Don't Know <1% <1% <1%



C.4 Stocking and Promotion

For older, existing technologies such as fluorescent tubes and HID lighting, contractors in both

regions had similar perceptions about what technologies are considered energy efficient. For

new, emerging technologies like LEDs and induction lighting however, contractors in

Massachusetts were more likely to perceive these technologies as energy efficient. Contractors

who represent 94% of work done in Massachusetts would consider LEDs to be energy efficient

lighting, while contractors who represent only 68% of the market in comparison area had this

perception. These differences are both significant at the 95% confidence level. This could

suggest that contractors in Massachusetts are more aware of these technologies and their

benefits than those in the comparison region.

Appendices


Table C-7

LS3. Which of the following kind of lighting equipments do you consider to be energy-

efficient in high bay applications in the past two years?

MA

SC-GA-

AL-MI CA

n 48 93 143

T-5 83% 73% 96%

T-8 39% 60% 88%

T-12 19% 8% 3%

HID: Pulse Start Metal Halide 35% 49% 21%

HID: Probe Start Metal Halide 16% 13% 14%

HID: High-Pressure Sodium 19% 21% 6%

HID: Low-Pressure Sodium 3% 4% 4%

HID: Mercury Vapor 2% 11% 1%

LED 94% 68% ** 79%

Induction 63% 12% ** 52%

Other 0% 1% ** 0%

Refused 3% 0% 0%Don't Know 0% 1% ** 1%



In Massachusetts, contractors use direct customer contact to market energy efficient high bay

lighting. Contractors representing 74% of the market report talking directly to customers about

these technologies or using in-person sales to market this equipment.

Appendices


Table C-8

MS1. What activities does your firm undertake to market energy efficient high bay

lighting technologies?

MA

n 48

Talk directly with customers/in-person sales 74%

Direct mail/newsletter 2%

Telephone advertising 0%

Advertise on my company's website 0%

Purchase web ads (e.g., Googles Adsense) 0%

Advertise on contractor or trade websites 0%

Sell over internet/web 0%

Radio advertising 0%

Print advertising 0%

Showroom, tours 0%

Offer classes/workshops 0%

Offer special discounts, promotions 0%

Notify investor-owned and public utility companies 1%

Notify distributors 0%

Notify other contractors 1%

Other 2%

Refused 23%

Don't know 0%

As shown in Table C-9, state and local governments have not been providing contractors with

energy efficient high bay lighting marketing support thus far. There are however outside

organizations that have been providing this marketing support to contractors representing 22%

of the market (Table C-10).

Table C-9

MS2. Has your firm received marketing support from a state or local government

regarding energy-efficient high bay lighting?

MA

n 48

Yes 1%

No 95%

Don't Know 4%

Appendices


Table C-10

MS4. Does your firm receive any kind of marketing support for energy efficient high bay

lighting technologies from outside organizations that are not state or local government?

MA

n 48

Yes 22%

No 78%

When asked about awareness of electric utility incentive programs for energy efficient high bay

lighting, contractors representing a majority of the market (82%) reported being aware of these

programs.

Table C-11

PP1. Are you aware of any electric utility incentive programs in Massachusetts for

businesses to install energy efficient high bay lighting?

MA CA

n 48 124

Yes 82% 52%

No 12% 18%

Don't Know 6% 30%

As shown in Table C-12, contractors representing 62% of the market and were aware of these

programs reported that the program‘s existence is very important to their decision on how

heavily to promote energy-efficient high bay lighting equipment.

Appendices


Table C-12

PP7. On a scale of 1 to 10, where 1 is not at all important and 10 is very important, how

important are the utility programs in Massachusetts in your firm’s decisions about how

heavily to promote energy-efficient high bay lighting equipment?

MA CA

n 18 54

1-4 6% 8%

5-7 33% 13%

8-10 61% 79%

As shown in Table C-13, contractors reported that the existence of utility programs has had a

large influence on their customers and their decisions to purchase high bay lighting

technologies. Contractors representing 87% of the market believe that these programs have

been very influential in affecting the market share of high bay lighting equipment.

Table C-13

PP8. On a scale of 1 to 10, where 1 is not at all influential and 10 is very influential, how

much influence do you think utility programs in Massachusetts have on the market share

of energy-efficient high bay lighting technologies in your market area? That is, how much

did the program influence your customers?

MA CA

n 19 54

1-4 2% 6%

5-7 6% 21%

8-10 92% 73%

Appendices


Table C-14

GT5. Thinking about the overall market, what do you think could be done to increase the

installation of energy-efficient high bay lighting in the commercial and industrial

sectors?

MA

n 48

Lower prices overall 38%

Quality standards for equipment (low-Q deters customers) 0%

Fluorescents not good enough yet 0%

Education for contractors/architects 11%

Building code requirements 4%

It will change when induction is cost-effective 8%

It will change when LEDs are cost-effective 18%

More/bigger utility rebates 15%

More/bigger tax breaks from state 1%

More/bigger tax breaks from federal government 1%

Innovative Pricing Schemes (leasing rather than buying, etc.) 1%

Low-cost loans 0%

EE light quality must improve 0%

EE durability/maintenance must improve 0%

Other 41%

Refused 7%

C.5 Perceptions of Customer Awareness and Demand

As shown in

Appendices


Table C-15, contractors‘ recommendations in both regions are similarly accepted by customers.

Contractors reported that the majority of the market (82% in MA and 75% in the comparison

area) accept the recommendations ―most of the time‖ or more. Only in the comparison area are

recommendations ever rejected or ignored.

Appendices


Table C-15

LS6. In cases where your firm recommended energy-efficient high bay lighting, how often

did customers follow this recommendation in the past two years?

MA

SC-GA-

AL-MI CA

n 40 83 135

Always 22% 10% 10%

Most of the time 60% 65% 41%

Sometimes 18% 19% 8%

Rarely 0% 6% ** 41%

Never 0% 0% ** 0%



According to contractors in Massachusetts, a large number of customers were aware of the full

range of options for energy efficient high bay lighting before a recommendation was provided.

On the contrary, this was not the situation in the comparison area, where the majority of

contractors reported that most customers were unaware of their options prior to the

recommendation.

Table C-16

LS7. Roughly what percent of your customers are aware of the full range of options for

energy-efficient high bay lighting available to them before you provide recommendations

about the lighting system?

MA

SC-GA-

AL-MI CA

n 26 86 139

Between 0 and 10 27% 33% 50%

Between 11 and 25 6% 12% ** 27%

Between 26 and 50 4% 37% 13%

Between 51 and 75 32% 3% 2%

Between 76 and 100 30% 14% 8%

Do Not Know 0% 1% 0%



Appendices


C.6 Building Code Awareness

Almost all contractors in Massachusetts are aware of the current building codes that pertain to

lighting. Of the contractors aware, those representing 89% of the market say that the codes did

not influence their ultimate equipment choices. For firms where building codes influenced their

equipment decisions, an average of 91% of projects were affected by the presence of these

codes. Likewise, firms representing 54% of the market stated that these codes completely

determined the type of high bay lighting equipment installed.

Table C-17

CD1. Are you aware of Massachusetts’s building codes for lighting?

MA

n 48

Yes 97%

No 3%

Table C-18

CD2. For the projects you completed in the past two years, did the Massachusetts

building codes influence your selection of high bay lighting equipment?

MA

n 45

Yes 11%

No 89%

Table C-19

CD3. What percent of the high bay lighting projects completed in the past two years were

influenced by the Massachusetts building codes?

MA

n 13

91%

Appendices


Table C-20

CD4. Please rate the influence of these codes on your selection of high bay lighting

equipment using a scale of 1 to 10, where 1 indicates that the codes had “no influence on

your selection” and 10 indicates that the codes “completely determined the type of high

bay lighting equipment you installed”?

MA

n 13

1-4 0%

5-7 46%

8-10 54%

C.7 Experience with Chains and Franchises

When asked about their experience working with chains and franchises, contractors

representing 61% of the market reported working on high bay lighting installation projects with

these firms. These contractors report that, on average, 25% of their lighting projects over the

past two years have been in this market. Contractors representing 58% of this market found

that chains and franchises have specification policies for high-bay lighting, all of which specify

energy efficient fixture and control technologies. The majority of chains and franchises with

these polices (93%) use the same specifications for all facilities.

Table C-21

CF1. Has your firm installed high bay lighting at a facility that is part of a chain or

franchise?

MA

n 48

Yes 61%

No 39%

Appendices


Table C-22

CF2. What percent of the high bay lighting projects that your firm completed in the past

two years were for chains or franchises?

MA

n 20

25%

CF3. Did any of these

organizations have lighting

specification policies for

high bay applications?

CF4. Do these guidelines

incorporate fixture and

control technologies that are

energy-efficient?

CF5. In your experience do

chains and franchises tend

to use the same

specifications across

facilities for high bay lighting

applications?

n 19 15 15

Yes 58% 100% 93%

No 42% 0% 7%

Don't Know 1% 0% 0%

Appendices

LCIEC – Project 1A June 7, 2011 D-1

D. Appendix D: Insights from the Interviews

Distributors

D.1.1 Firmographics

KEMA interviewed five lighting distributors in January 2011. All five sell to contractors and four

of the five sell directly to end-users. Four also offer lighting layout and design services. One

distributor sells directly to OEMs and one offers both installation and maintenance services.

Three distributors sell primarily to end-users. These sales represent 60-80% of the sales for

these three. The fourth distributor sells 70% to contractors, 10% to end-users and the balance

through their lighting design services. The fifth participating distributor sells 95% to contractors.

Two of the five also offer lighting and design services that represent 20% of their sales. A fourth

offers lighting design services but clarified that they do not realize sales income from this

service.

These five firms range in size from 2-20 employees at their primary Massachusetts location.

They have a total of 51 employees with a mean of 10. One of these five (Granite State Electric)

has 18 locations in MA, with five more elsewhere in New England. The other four have a single

MA location. The geography served by these distributors ranges from national (Litemor) to the

eastern US -- ME to FL and OH (Villa Lighting Supply), with the other three serving primarily MA

and New England. Two of the five reported sales of $6-10 million; one sales of $2-5 m, one

over $10 m and one refused to characterize sales.

D.1.2 C&I Lighting Equipment Sales

Four distributors responded to this question; one did not, on the grounds that she was familiar

with C&I sales only yet the company also does substantial residential business as well. Three

of the four respondents do the majority of their sales in T-8s, ranging from 40-65%. For the

fourth, T-5s lead with 40%, LEDs in second place at 30% of sales and T-8s in third place at

20%. All four respondents sell metal halides ranging from 9-20% of sales. Two distributors sell

high-pressure sodium, accounting for 1-3% of their sales. One respondent sells mercury vapor

lighting, which represents 2% of sales. Three of the four respondents sell LEDs, although for

two of the three, these sales represent 5% of their total.

Appendices


Distributors were asked to characterize the percentage of their C&I sales that go to HBL

applications. All four respondents report that a significant portion of their sales of T-5s (from 10-

65%) are for HBL applications. Three of these four also estimate that 5-10% of their T-8 sales

go to HBL. One reported that 25% of their sales of pulse start metal halides go to high bay

applications.

To identify the lighting applications sold to contractors, three of the five firms rely on engineering

specifications; the other two assess the needs of the job, including the type of space, the light

levels desired, etc. ―Depends on the job and their needs- a warehouse is totally different than

an office space -- and then ask them what they need. What the end-user wants, and what the

rebate $ is. That plays a role in the fixture type and lamp type.‖

All five distributors agree that T-5s with electronic ballasts are energy efficient. Four of five

agree that T-8s with electronic ballasts are energy efficient. No respondents consider T-12s

with magnetic ballasts to be energy efficient. Three of these respondents consider pulse-start

metal halide lighting to be energy efficient. The two distributors who sell high-pressure sodium

lighting are on their opinions towards high-pressure sodium and mercury vapor lighting: one

respondent considers these to be energy efficient while one other does not. Of the three

respondents characterizing LEDs, two consider these to be energy efficient, while the third is

skeptical: ―I am not totally sold that LED is more efficient than fluorescent‖.

D.1.3 Distributor- Contractor Relations

All five distributors rely on straight bids for a significant portion of their contractor sales. For four

of the five, this share is 70-90% of all contractor sales. The fifth does 10% of their sales through

straight bids and 60% of contractor sales through work with the architect and/or project engineer

to develop lighting layouts. The second most common approach to contractor sales is through

the use of general application categories – all five distributors realize sales this way, ranging

from 5-15% of their contractor sales. All five also work with contractors to develop lighting

layouts and scheduled, and realize 1-15% of contractor sales through this approach. Four of

the five also work directly with architects and project engineers; outside of the distributor that

realizes 60% of their sales this way, the other three sell 4-10% of their contractor sales through

this path.

All five distributors recommend energy efficient options – four make such recommendations

―always‖, one does so ―sometimes‖. Three of the five report that contractors are aware of

energy efficient options; two report that contractors are generally not aware of these options.

Four of the five also report that contractors do generally accept the distributor‘s

Appendices


recommendations for energy efficient products. The fifth reported that contractors do not

generally accept these recommendations because either they cannot (they have a pre-

established bill of materials from which they cannot deviate) or they will not: ―Contractors often

want the lowest price to do the job‖.

D.1.4 Product Trends

Fluorescent Lamps

Distributors see no clear trends for sales of fluorescent HBL. Two report that sales have

increased in the past two years, while two say that sales have remained about the same. Both

of these distributors attribute their sales increases to the utility rebates and the resulting

advantages over HID lighting. One said that sales have decreased, a trend that he attributed to

the national recession. Distributors cite the product advantages of T-5s and T-8s as the reason

sales will continue to stay strong or increase, reversing any observed declines once the

recession ends. ―As long as rebates continue, it‘s a better product‖.

Four of the five distributors report that contractor feedback on fluorescent high-bay lighting is

primarily positive. This fifth distributor confirmed this indirectly when he said: ―I haven‘t heard

anything -- I only get feedback if the contractors hate the product‖. Two distributors responded

regarding contractor views of fluorescent installations, saying that fluorescent high-bay

installations are ―easy‖ and result in very little comment from contractors. They also cite several

commercial advantages of the fluorescent high-bay products: ―instant on‖ capability (no

requirement for cooling between on-off operations); low maintenance costs; high energy

savings; high lumen/Watt; and long life expectancy.

Metal halide

Distributors that handle metal halides (four of five) report that sales have remained stable (two

of four) or decreased (two of four). Those observing sales declines attribute this to the advent

of T-5s, which have features customers prefer: ―Don‘t see much of these installations anymore,

because the tubes are same quality, they save energy, and they also have the instant on-

capability, which the customer really likes and the HID doesn‘t have‖. Those anticipating the

continued decline of metal halide in high applications attribute that to the continuation of utility

rebates and the increasing awareness of energy efficient options that the programs have

created. Those forecasting the continued stability of metal halides for HBL base this projection

on continuing improvements in the products, and the existence of a small population for which

Appendices


these products are preferable for reasons of lighting quality: ―…metal halides will continue to

improve (and it‘s pretty efficient to start). Until LEDs start to picks up (for HBL), metal halide

continues to be decent option.‖

Distributors report little customer or contractor feedback on pulse-start metal halide in high bay

applications. They say that this technology suffers two installation-related challenges: restrike

time and replacement coverage. Restrike time (and the requirement in some applications for

redundant emergency lighting) remains a major disadvantage, as does energy consumption.

High-pressure sodium

The two distributors handling high-pressure sodium products for high-bay applications both

reported decreasing sales. They expect this trend to continue, as technologies without the color

concerns –specifically T-5s—continue to gain sales: ―high pressure sodium is a proven

technology, even if it is old‖. The commercial advantages of this technology include its 1-to-1

replacement of the lower efficiency lighting, and long lamp life.

D.1.5 General Market Trends

Four of five distributors get 50% or more of their sales from new construction, while one gets

10% from new construction. The same four see no differences in these trends as they apply to

new construction or to the retrofit markets. The fifth distributor, with considerable concentration

of sales in retrofit, sees a difference in the ability of these two segments to absorb new

technologies: ―In New Construction, there are newer technologies involved. In the Retrofit

market, customers often replace old lighting with the same, existing technology, because their

ability to put in newer technology is constrained or determined by pre-existing spacing and

considerations of how difficult (the new technologies are) to mount‖.

Three of the five distributors highlighted the need for more customer education regarding the

energy efficient high-bay options and benefits as key to increasing C&I HBL sales. Two

recommended continuing and/or increasing the utility rebates. One stressed the need to reduce

program requirements, paperwork and red tape: ―(there is) lots of red tape in the approval

process. The paperwork-- its too much effort to pursue rebates. Requirements like having to

use a contractor from the utility list rather than a contractor customer wants…‖

Appendices


D.1.6 Marketing Support

Four of the five distributors had received no marketing support for their HBL product offers. One

distributor received marketing assistance in the form of product brochures from the

manufacturer, had run joint promotions with the manufacturer, and even offered a spiff as part of

these promotions. Their example featured DayBrite, manufacturer of a T-5HO linear high-bay

product which had been picked up by only a single distributor in MA. The responding distributor

joined forces with DayBrite on this promotion, including a spiff, thereby increasing total sales of

this new product. This distributor, alone of the five respondents, reported that such marketing

support is effective and can increase sales; they also said, however, that they would have

marketed the HBL products without this marketing support.

Three other distributors said they will occasionally partner with architects, end-users and/or

manufacturers to offer a joint promotion, but they receive no support for their efforts.

D.1.7 Program Participation

All five distributors are aware of the Massachusetts electric utility energy efficiency programs.

Four of five have participated in these programs. One of the five declined response on the basis

that all rebate applications, etc., are handled by the contractors so she has no observations of

participation in any specific program(s). The four respondents mentioned MassSave, NSTAR

and NGrid programs by name. Two respondents rated the programs favorably (an average

score of 8 out of 10), yet qualified this support: ―Lots of folks come to us based on the rebate,

but it‘s not the absolute factor. We would still promote it if the rebates weren‘t there, we‘d still

design the layouts with the linear HBs‖. Two respondents scored the program low (average of

3). One explained that in terms of frustration with the MA utility programs.

Responding distributors split the same way in characterizing the influence of the Massachusetts

programs. Tow scored the program high (8-9), citing the program‘s promotional strength: ―They

do a good job promoting it, and the more the word gets out, the better.‖ Two scored the program

significantly lower (2-3), again on the grounds of the ―hassle factor‖: ―NSTAR and NGRID – it is

an effort to go through incentive process, rewards often just justify the effort‖. Of these four

responding distributors, only one had participated in any other utility programs; three had zero

other program experience.

Respondent Codes

Appendices


Appendices

LCIEC – Project 1A June 7, 2011 E-1

E. Appendix E: Insights from the Interviews:

manufacturers

E.1 Technologies manufactured

KEMA conducted five manufacturer interviews. We interviewed representatives from two large,

national brands – Sylvania and Philips—and three smaller names: Maxlite, Uspar and TCPI.

All five manufacture T-8s and T-5s. Three of the five manufacture LEDs, albeit in limited

volume at present for HBL applications. The two larger manufacturers manufacture T-12s with

magnetic ballasts, the other three do not. None of these manufacturers manufacture

pressurized sodium or mercury vapor for HBL applications. One manufacturers mercury vapor

for exterior lighting, outdoor/ highway applications largely in CA. Three manufacture other

technologies for HBL applications, including induction lamps (2) and high wattage CFLs from

retrofit into existing HID fixtures.

E.1.1 Energy efficient technologies

All five manufacturers consider T-8s and T-5s to be energy efficient technologies. Differences

of opinion exist regarding the energy-efficiency of the other technologies, based on the

standards used to determine whether a product is ‗energy efficient‘ or not. Three use basic

‗lumens/watt‘, a threshold that many of the technologies may meet and that doesn‘t change over

time. By this standard, three consider pulse-start metal halides to be energy efficient. Several

use EnergyStar standards, where these exist. Others look at the total energy savings over the

life of the bulb and/or fixture and by this standard, given the current cost of LEDs, do not

consider LEDs to be ‗energy efficient‘.

E.1.2 Sales activities

Three of the five sell 85-95% of their products to and through distributors; two respondents were

not able to categorize their sales by channel precisely. Those using other sales channels sell

either a small percentage (15-25%) to OEMs or directly to national accounts (5%).

Of the three selling HID, these fixture saes represent 15-45% of their total fixture sales. For one

manufacturer that sells primarily bulbs, fixture sales represent only 25% of their total HBL sales.

Across all five manufacturers, sales of T-8s and T-5s represent from a low of 20% to a high of

98% of their total HBL fixture sales. The two large manufacturers report that 55% and 65% of

Appendices


their HBL fixture sales are T-8s and T-5s. One manufacturer reports HBL sales that are 70%

―Other‖ – high-wattage CLFs for HBL applications.

E.1.3 HBL Regional penetration

Three of the five manufacturers consider the East /Northeast region, or Massachusetts

specifically, to be leading the pack in terms of their HBL sales. The Midwest came in second for

two of them, while California was in second place for another two (one representative, covering

solely the Northeast, chose not to compare his region with any others). Three respondents

singled out the role of utility programs and/or rebate levels as responsible for the leadership of

these regions. In addition to California programs, the Midwest – specifically Detroit, Chicago

and Milwaukee—were mentioned as offering strong programs with significant rebates.

In the explicit comparison between Massachusetts HBL sales and that of other regions, three of

the five manufacturers reported that their HBL market share in Massachusetts is higher than in

other states; two others reported their Massachusetts market share to be ―about the same‖ as it

is in other states. Factors that draw Massachusetts out of the top spot were a) the

aggressiveness and size of CA programs; and b) the rapid growth of ‗new‘ states, where

incentives may have recently begun and sales levels are increasing sharply.

Fluorescent HBLs – T-5s and T-8s – are agreed by 4 of the 5 manufacturers to be the

technologies responsible for their MA HBL sales. Maxlite, with its significant sales of high-

wattage CFLs for HBL applications was the exception.

E.1.4 5. Factors differentiating regions

The manufacturers widely agree that sales are strongest in a region/ area that sees reinforcing

messages and motivations among three main factors: the incentives available, supportive state

legislation, and utility rates.

―(It) comes down to the utilities and state involvement – in MA, California, Chicago,

where all levels of government and utilities are involved and doing everything in their

power to educate the consumers on the benefits.. vs in other states (where this isn‘t

true)‖.

The absence of these factors creates less-desirable conditions:

Appendices


―The lack of incentives and low power rates mean a smaller market – for example, down

south, the incentives are less and the power rates are less, so the incentives to act are

less.‖

The manufacturers identified other factors as playing a contributory role, but with less

importance that the ‗big three‘ factors identified above. These included:

The cost of living generally – ―when the cost of living is higher and/or the income levels

are higher, customers are more likely to pay out in the beginning and get the savings

back..‖

The level of construction activity, particularly the health of the commercial real estate

market – ―The big states are all doing well – CA is leading the charge – yet it‘s harder to

do business in CA, to move projects forward because of regulation. It‘s hard in MA and

Chicago too, yet in CA its worse. MA is one of the better states at getting projects

done.‖

E.1.5 Manufacturer strategy

All five manufacturers report that energy efficiency plays a key role in their competitive strategy.

Each positions themselves slightly differently: one sells only energy efficient products; one

targets primarily high-rebate areas in which to promote their energy efficient products; one other

explicitly ‗subscribes to the green theory – which means we are promoting less consumption of

energy for what the customer is doing‖. Several mentioned the high-value to the customer that

energy efficient products represent, and the fact that they use this value as a key point in their

strategic positioning.

E.1.6 Sales trends

High-Bay Fluorescents

All five manufacturers report that their sales of fluorescents for high bay applications have

increased in the last two years. Respondents see various reasons for this increase. Three of

the five attributed the increase to utility incentives, increased customer acceptance as

fluorescent technologies have matured and utility programs have endured. Two of five attribute

the increase to their own activities: internal changes in product sourcing; better inventory

controls, better forecasting and other internal efficiencies. Finally one mentioned the danger of

Appendices


market saturation, particularly in the industrial segment, and the need expressed by some

distributors to turn to other products to maintain sales levels.

All five are also in agreement that –in the near term at least -- the trend toward increasing sales

of fluorescents for HBL applications will continue. They identify multiple reasons for the

continuation of this trend: a) new markets opening in the south and Midwest; b) the size of the

retrofit market yet to be reached; and c) most importantly, the time lag between the impact of

the on-coming LEDs. Two manufacturers specifically identified the advent of LEDs as ―the next

wave‖ of lighting technology, due to displace fluorescents in –in one view— roughly three years.

Manufacturers are divided about the applicability of these trends to Massachusetts. They see

the high power rates in MA as a factor in keeping the fluorescent market strong, yet place MA

second or third in the pack behind CA and the mid-Atlantic region in terms of continued market

growth for high-bay fluorescents.

Pulse Start Metal Halides

Manufacturers consider the trends for pulse-start metal halides as less clear than those for

fluorescents. Two reported that their HID sales had increased, one reported a decrease, and

two others don‘t manufacture the technology and/or didn‘t answer. Their comments suggested

that none of the five consider this technology a major area of investment or emphasis going

forward. Reasons for the ambiguous sales forecasts were a) the outlawing of standard metal

halides; b) the technology‘s restrike requirements and consequent customer dislike; and c) the

sluggish economy‘s affect on the rate of new construction that might opt to employ this

technology.

Whether sales of pulse start metal halides increase or decrease in the future was described by

two of the five as dependent on the rate of new construction because –in the words of one

―..most of the retrofitting underway is going to fluorescents‖. Three of the five declined to

compare the national trends to those in Massachusetts. The two replying suggested that trends

in MA would be comparable to those nationally. Alternatively, MA may show a greater decline

than other areas where, because of more recent rebate programs, the penetration of T-5s and

T-8s hasn‘t reached the levels already seen in MA. Or, stated differently, that pulse start metal

halides sell better when they replace older lighting technologies, but fare less well in areas

where significant penetration by fluorescents has already occurred.

Appendices


LEDs

While three of the five manufacturers reported that their LED sales had increased, these trends

must be placed in the context of their currently-limited offerings. Sales of LEDs are a) brand

new, so have no trend history; b) of ‗canopy /low-bay‘ lights, i.e., under 10 feet and therefore not

truly ―high-bay‖ by definition; or c) considered too high-cost to be offered as yet in the general

market. It is notable, however, that all five are active at some level with LEDs, in anticipation of

the market they expect to develop soon. However, while they attribute increases in their own

LED sales to different things, there is strong consensus that customer LED sales will also

increase. These trends are attributed variously to: a) continued technology improvements; b)

cost declines, bringing the technology into customer reach; and c) the ―cool‖ factor – ―and the

fact that people just think LEDs are cool – early adopters want to move with it.‖

Finally, manufacturers generally think that Massachusetts will experience the same trends in

LED sales as seen nationally. Two manufacturers voice reasons why the trend in MA might

differ from the national trend. One anticipates a slightly faster uptake on LEDs in MA, due to the

number of early adopters in the state. Another suggests that LED sales might lag those in

areas where customers can capture the benefits of a move directly from older, non-efficient

technologies directly into LEDs. In these areas, the customers‘ cost comparisons between the

older technologies and the savings from LEDs would help bring the more expensive LEDs into

the market sooner, than in areas where LEDs have to compete against the installed base of T-

8s and T-5s.

E.1.7 Manufacturer promotions

The five manufacturers use a variety of different methods to promote their products to

distributors. Three of the five utilize discounting and pricing mechanisms; one mentioned

cooperative advertising, one uses calculation tools and one mentioned their website. Three

also described the use of their field staff –sales reps, field agents and/or regional managers – to

make direct calls on distributors for marketing purposes. These calls may include customer

calls made with the distributor, ―to create a ‗pull-through‘ strategy from the contractors through

the distributors‖.

Two also described their training efforts, which maybe through phone training, webinars, and/or

regional distributor presentations. The majority use other methods, including: a) ―product of the

month/ week‖ specials, with special pricing; b) direct mail to customers; and c) telemarketing,

again directly to the customer, even when the customer is directed back to the distributor.

Appendices


Manufacturers also describe a mixed response when asked whether their promotional methods

on behalf of high-bay applications have changed in the last year. Three reported an increase in

HBL promotion, one a decrease and one reported no change. Those reporting an increase in

HBL promotion are doing so to capitalize on a) the growth in customer interest due to the

incentives, and b) their internal investment in better promotional vehicles: new fixture lines, new

website/ social media investments. In one case, the manufacturer has created a new national

sales position to capitalize on the HBL product line, move it closer to architects and other

buyers, while simultaneously positioning for LEDs sales to the same segments. None of the five

see any significant differences between their marketing plans for Massachusetts and the rest of

the country. While they acknowledge that incentive programs and distributor groups may be

different between regions, such that the details of their marketing efforts might change, none

saw any reason or plan to change their national approach or balance of effort in Massachusetts.

E.1.8 Distributor stocking practices

Distributor objections to the stocking of energy efficient high-bay lighting have changed over the

period since prior KEMA surveys. Of the five manufacturers, only two reported hearing

distributor objections related to inventory, and none to the other three categories of anticipated

objections. The stocking objections noted in the past have been handled by the manufacturers

through better inventory, especially in the case of promotional inventory, and manufacturer

‗quick ship‘ programs. Rather than expecting distributors to maintain inventories, it now appears

that the manufacturers have devised mechanisms that enable distributors to maintain only the

inventory levels they wish. Other anticipated objections – about product reliability, economics or

low customer demand – are no longer reported.

Three of the five manufacturers noted that the frequency of the objections they receive has not

changed in the last two years. One manufacturer noted that objections to stocking efficient

products have decreased, as a result of that manufacturer‘s introduction of a ‗quick ship‘

program, under which distributors could receive their product in a more timely fashion. One

other manufacturer responded that distributor objections had increased, due to concerns about

the advent of LEDs – in his view, distributors appear concerned that the quality, reliability and

availability issues that arose with the advent of fluorescents could occur again with LEDs:

―Because of what is happening to bring LEDs into the market, and they‘ve gotten burnt before,

so they will be cautious until the product is stabilized‖. The three manufacturers willing to

characterize objections from MA distributors painted a mixed picture – two said that objections

Appendices


had stayed they same over the past two years, while one said they had increased, again

reflecting concerns about LEDs.

E.1.9 Distributor promotional practices

Four of the five manufacturers all report different distributor responses to energy efficient

products (one declined to answer). Whether distributors are motivated by increased margin, the

opportunity to increase customer loyalty, satisfaction or retention, the bottom line for most of

them seemed the same – the distributor gets the sale. Four of the five agreed that

Massachusetts distributors are more active in promoting energy efficient products than are

distributors in other parts of the country. They explain this variously in terms of more prevalent

‗green attitudes‘, a higher rate structure, utility success in promoting the incentives, or simply a

regional culture that features energy efficient actions more frequently in the news.

E.1.10 Energy efficiency promotion to customers

Only one of the five manufacturers interviewed does nay promotion directly to customers, and

this is only for the five percent of their sales that originates with national accounts. This one

manufacturer uses telemarketing, direct mail and national ads to reach these customers. This

manufacturer has not changed their promotional methods to these customers in the last two

years, has received some customer feedback but the respondent was unaware of the nature of

that feedback. The respondent was also unaware of any customer objections to the products,

whether customer objections have changed in frequency, or of their customers in

Massachusetts. While he assumed that direct supply contracts with MA customers contain

product specifications, he was unaware of the nature of those specifications.

E.1.11 Energy efficiency program familiarity and effectiveness

One of the five manufacturer representatives was sufficiently regional in focus as to be unaware

of programs elsewhere. Among the other four manufacturers, programs in California and the

Pacific Northwest are the most familiar (2 of 4), followed by those in the Midwest (WI, MI, IL)

and those in TX, FL and NV. Of the Massachusetts programs, three of the five were familiar

with NGrid‘s program; two of those three described themselves as familiar with both NGrid and

NSTAR‘s offerings.

Appendices


In terms of overall program effectiveness nationally, three ranked the California programs as the

top, most effective program. Reasons given for this ranking include:

The backing of state legislation, ahead of federal action

The size of the financial pool behind the programs;

The breadth of the incentives – ―There is both lamp & fixture coverage…. $ /lamp or

fixture, and the number of products covered..‖.

The aggressiveness of utility marketing, and, overall

The comprehensive, integrated and mutually reinforcing nature of the California

programs:

―These programs are a huge push in CA … Engaging the customer-manufacturers-

contractors, the whole line and pushing them to go Do It. Manufacturers are aware,

distributors are aware, the contractors may be – the more people working for success of

the program, the better. If we don‘t sell directly to the contractors (and we don‘t), we

need the distributors to get to the contractors- and that information is everywhere. The

contractors know where to get the product from, the manufacturers know who has done

this before, etc.‖

One of the four respondents counted Massachusetts as the most effective program nationally,

for a very specific reason:

―They adjust their incentives based on actual market costs, so they have a better

knowledge of the market dynamics… the market price/ payback has stayed pretty much

the same, even though the rebates and product prices have changed‖.

Manufacturers are exactly split on the most effective targeting of utility incentives. Two vote for

directing the incentive to the customer, two to the vendor, and one responded ―it depends‖. In

their explanations, however, manufacturers agree that the ultimate benefit of the incentive

needs to reach the customer. Their choice of who receives the incentive directly appears tied to

the speed of program payments, and the requirement to float the balance of project costs during

the wait for the incentives to arrive. If the program is administratively inefficient and incentive

payments take some time to arrive, manufacturers suggest that making the distributor (rather

than the customer) wait for the cash is better in the long run for all parties. As one described it:

―… vendors (manufacturers) will have 30-60 day terms, which means that the contractor

can purchase product, install it and within 30 days get the inspection and usually the $$

Appendices


comes 2 weeks later. If the distributor has 60-day terms, then no-one is waiting on the

$$ except the manufacturers. If the $ goes to the customer, then they have to put out

the $$, then wait for 30-days to get the $$ back. All told, there is less time out-of-pocket

if the distributor.... claims the rebate.‖

Manufacturers point to other elements that increase program effectiveness. Some of these

repeat previous comments; they include:

Ensuring that vendors (manufacturers and distributors) have adequate product available

at the start of the promotional period.

Education for both customers and sellers: ―Educating customers and sellers – they need

to know what they‘re talking about, understanding that the return on investment is longer

term than the payback. Show them what they‘re saving over 5 years, not just payback –

seller needs to understand the full impacts on the businesses, not just the immediate/

short-term impacts.‖

Setting the rebates as Massachusetts as done.

Ensuring that all elements of the program are fully integrated and mutually reinforcing.

Manufacturers suggested several changes to improve the Massachusetts programs. Three of

the five singled out the need to reduce paperwork and streamline the process as the most

important immediate change, perhaps by broadening the number of prescriptive incentives.

Other suggestions include:

Distributor spiffs, for distributors that install or confirm the installations and file the the

customers‘ paperwork;

Broader scope of supported products;

Calculate incentives on a technology neutral basis, on the actual savings achieved –

―(example) these two products are very close in savings, yet because the utilities have

fluorescents on the brain, they don‘t have the pulse start ion the rebate list‖.

E.1.12 Technology and regulatory trends

Four of five manufacturers identified any Congressional change to tighten or repeal any current

energy efficiency standards as a market event that would affect the future of high-bay lighting.

Examples of these changes could include:

Outlawing of T-12s and magnetic ballasts, as is under consideration in some states;

Appendices


Repeal of any of the current lighting standards;

Tighter energy or carbon codes;

Rule changes, for example requirements concerning pulse start metal halides;

Manufacturers also anticipate the advent of two market-based technology changes with

potential implications for the sales of high-bay lighting:

The advent of LEDs, as anticipated by three of the five manufacturers;

Continued improvement in the pricing, performance and competitive value of lighting

controls. One respondent anticipated that lower-cost controls would benefit HIDs

against fluorescents, as HIDs have longer total life and, with controls, comparable

efficiency.

Manufacturers don‘t anticipate a flood of new technologies entering the market, as they see

continued improvement of LEDs as the major technology change on the immediate horizon.

Induction lamps, while not a new technology, are also new in high-bay applications.

Manufacturers offer the following observations about these technolgies:

Induction lamps – Not as efficient as LEDs in lumens/watt but have long life. In

applications where a crane is required – tunnels, street lights—these have an

advantage. Induction lamps have zero restrike requirements and all the benefits of

metal halide.

LEDs – ‗True‘ high-bay LEDs are coming but have are unlikely to be suited for

applications over 20‘. Above 30‘ HID will prevail because of the lighting quality. HB

LEDs are also unsuited for locations subject to temperature build-up, as LED life is

affected by heat. LED applications in retail may also be limited by the amount of glare

that merchandisers will find acceptable.

Three manufacturers commented on regulatory trends affecting HBL; two saw little to no change

on the horizon. One reported the trend toward more efficient lighting systems under mandate,

as seen in CA. Manufacturers were more unified in their view of current HBL standards – three

of the four respondents say that these standards are helping their business. Finally, three of the

five manufacturers report that efficiency legislation at the federal level has the most impact on

their HBL business. Whereas they previously dealt with a relative handful of states, the role of

the federal government (e.g., through EPACT) and other federal-level activities like LEED now

take a much greater share of their attention.

Appendices


Appendices

LCIEC – Project 1A June 7, 2011 F-1

F. Appendix F: Insights from the Interviews: PA Staff

F.1.1 Program Description and Roles

In this section, KEMA asked the program staff to describe their involvement in six possible

categories of program activity. Two of the five PA representatives participate in program design

as members of the Massachusetts program design committee with other PA representatives.

Two others describe their roles as not really designers of the program but as implementers of a

pre-designed program. The fifth PA representative said that he works with the utility‘s planning

department in areas or program design.

The five PA representatives each describe the customer marketing of their programs differently.

Three responded that they themselves are directly involved in marketing the program to

customers. Of those, one says that his customer marketing activities are carried out in

conjunction with the utility‘s marketing department, and another coordinates marketing activities

with that utility‘s account managers. A fourth PA rep says that he is not personally involved in

customer marketing, as the utility‘s account executives have the primary responsibility for

commercial marketing. The fifth PA does direct customer marketing for their commercial new

construction program but does not for their commercial retrofit program, as in the latter case,

customer marketing is done through the trade allies.

Two utilities report that they see no need for marketing the program to vendors and trade allies,

while a third will do only such TA marketing as can occur during the effort to get projects

completed. Two PAs say that they do market the program to trade allies, and even beyond –

one respondent conducts ‗upstream‘ marketing, to distributors, contractors and manufacturers,

as well as to other trade allies such as architects, engineers and the design community.

Of the four PA reps responding to this question, two reported that trade ally participation in their

programs required no management. Two others are responsible for managing TA participation,

however they did so ‗passively‘, or as a byproduct of working with TAs to approve or otherwise

support specific projects.

Three of the five PA representatives do review, approve or otherwise administer incentive

payments but do not themselves deliver those payments. In two cases, the program staffer had

no involvement in the incentive process, as both applications and incentive deliveries are

handled by others, either the utility‘s inside sales staff or the account executives.

Appendices


Three of the five PAs provide some form of technical review or support for commercial

customers. These services may be provided directly, through in-house engineering staff, or via

referral to consulting engineers under contract to the utility. The other two PAs do not provide

technical review. In one of these, the utility will refer customers to external technical assistance

sources. In the final instance, the program staffer reported that there is no call for technical

support services in the case of HBL applications, as the technology and its applications are all

quite well-known.

F.1.2 Definition of HBL

All five program staff agreed with the definition of high bay lighting as given: ―installations in

commercial and industrial spaces with ceiling heights of about 15 feet or more.‖ At the same

time, four of the five acknowledged flexibility in the ceiling heights they would accept under this

definition. Each of these four mentioned a different height, whether 12‘, 16‘, 18‘ or 20‘ as their

guideline for determining HBL eligibility. In one case, the utility provides flexibility depending on

the lighting technology: ―we use 16‘ and above, if we‘re really looking for HBL. But it could be

below that if the alternative is an HID source‖. Another cited an eternal factor: ―Our cut-off is

where the contractors start charging a different price for their bigger ladder‖. A third handled the

height differences with a two-tiered structure: ―We have a two-tiered structure, to make sure

people aren‘t overpowering the lower ceiling heights‖. These points support the observation

that the definition of HBL is used as a starting point by the programs but then allowed to flex as

possible to accommodate different customer conditions.

F.1.3 HBL Customers Targeted

Four of the five programs target different customer groups for HBL promotion: two specify

industrial customers, one targets municipal customers, and the fourth targets C&I customers.

The fifth program targets not customer categories but building types. Account executives are

assigned strategic accounts by industry (e.g., hotels, biotech, health care, etc.,) and will seek

out buildings that might be HBL candidates within their assigned accounts. The building

categories mentioned by all PAs include: industrial buildings/manufacturing areas; warehouses;

schools/ gyms; loading docks; auto dealerships; service garages.

Appendices


F.1.4 HBL Technologies Covered

All five program respondents described a wide assortment of technologies eligible for support in

HBL applications. Two of the respondents referred specifically to the technologies listed on the

MassSave website, e.g.: ―Whatever is on the MassSave site – any kind (of technology).

Anything that meets the customers‘ needs‖. The three other PAs listed the eligible technologies

to include: high-efficiency fluorescents (T-8, T-5, T-5HO or high ballast factor); electronic

ballasted pulse-start metal halides, both fixtures and kits; LEDs. One PA pointed out that the

program will also consider HBL on a custom basis, leaving open the possibility that customers

could propose alternate technology and/or lighting design than available through the program‘s

prescriptive process.

F.1.5 Customer assistance offered

respondent # #1 #2 #3 #4 #5

Incentives to promote N N Y N N TA: identifying opportunities N N Y N N TA: specs/ purchasing N N Y Y Y TA: installation design N N Y N N Advertising/marketing asst ? N N N N Vendor education Y -- N N Y Training for archs/ designers Y N N N N PO7: vary by technology? N N N Y DA

Financial incentives

All five PAs offer financial incentives, under the statewide MassSave program. Two of the five

specifically acknowledged the common incentive levels under MassSave, e.g.: ―Yes- we all do

this the same under MassSave‖. One of the programs, however, highlighted the fact that

programs may offer different paths to those incentives, through for example a) prescriptive

rebates; b) custom incentives; c) direct install programs; d) different offers for public sector

projects (municipal, federal and/or state projects).

Technical assistance in identifying opportunities

Four of the five utility programs help customers identify places to use high-efficiency commercial

lighting. Two will do informal ‗walk-through‘ type audits to assist customers in spotting

opportunities; one provides engineering assistance to spot those opportunities, and a fourth

Appendices


reimburses between 50-100% of costs for an external customer-secured audit, costs depending

on the customer size. The program replying that they do not formally provide this service still

offers informal assistance to customers, through their account managers who will visit customer

premises and offer suggestions.

Technical assistance in specifying and purchasing

Three of the five programs do not offer customers technical assistance in specifying and/or

purchasing HBL; one said specifically ―We avoid this‖. Another added that there is little call for

this assistance in HBL ―…because the support for HBL is available in the market. We will

advise on a project but rarely get involved in developing lighting specifications. We refer the

customer to the lighting supplier and manufacturers‖. One program does provide this

assistance, and the fifth program offers a limited amount of help developing specifications. The

PAs will review the specifications of the choices customers have made, during their review of

the rebate application/ incentive calculation. They may also refer customers to product sources,

specifically lighting suppliers and manufacturers, but take care to do so in a ‗vendor-neutral‘

manner.

Technical assistance in installation design

None of the five utility programs offer any technical assistance in HBL lighting installation

design. The PAs are unanimous that they do not have this expertise and therefore any such

work would create a program liability that they do not wish to carry. Specific comments: ―We

don‘t do this, we don‘t want the responsibility‖ or ―No, we‘re not wiling to do this, it‘s not

appropriate, we‘re not trained (to do it).‖ As with equipment specification, the PAs would refer

requests for this type of assistance to others: ―Design help we‘d refer elsewhere. We‘ll do the

design review when it‘s (the design) is completed‖. Again, the PAs comment that there is little

call for design assistance for retrofit HBL

Customer education materials

Three of the programs have customer education offerings of various forms, yet clarified that

these were available primarily via their websites. One program reported general customer

education materials but none specifically for HBL. The fifth PA spoke about their customer

education through informal outreach but didn‘t address whether they have specific customer

education materials on HBL.

Facility manager training

Three programs support the facility manager training conducted through the Building Operator

Certification (BOC) program, for example ―this is done through the BOC, we support that. We‘d

Appendices


pay for our customers to attend‖. Another does both BOC and their own training: ―we‘re

developing a class for school building operators…‖. A fourth PA provides its own training to

customers through an array of training sessions for the design community. The fifth PA did not

describe any facility manager training offered or supported.

Variations by technology

Incentives under the MassSave program vary by the level of savings achieved, which can vary

by technology selected. For example, replacement of 400 watt metal halide lamps being

replaced y T-5s could save enough to reach the higher tier of incentives. Otherwise, two

programs responded that access to their program services appears to vary not by technology

but by program, namely new construction versus retrofit. The retrofit program offers incentives

on a prescriptive basis, while the new construction program may require a design review to

ensure that the planned lighting exceeds the performance baseline.

F.1.6 Distributor and/or contractor assistance offered

Financial incentives

Four of the five program representatives said that they do not currently offer any incentives to

distributors or contractors. Three program staff mentioned that a buy-down incentive or ‗spiff‘

has been piloted in the past and may be expanded in the future. One PA noted that its unlikely

that any spiff will be offered for HBLs or T-8s. The fifth PA pointed out that the current rebate

can go to either the customer or the contractor, however another PA contradicted that, saying

that current rebates go to the customers, who have the option of assigning it to the contractor.

Technical assistance in identifying opportunities

Only one of the five programs offers this assistance to distributors and/or contractors. The

others may do so on an informal, occasional basis: ‖Some vendors …might call me in, if they

don‘t have a lot of experience with lighting but do have a great relationship with their

customers‖. Another reported that they‘ll offer this support in the form of presentations to the

distributors on their programs: ―We try to hit every major distributor at least once a year…they

already have the capability to make the right decisions now. There is no formal technical

assistance except trying to establish these relationships and then in keeping people up to date

on our programs.

Appendices


Technical assistance in specifying and purchasing and/or installation design

Only one PA reported offering this, again on a limited case-by-case basis. The others said that,

while they generally have the capability to do so, they refrain. They mentioned the need to

protect vendor neutrality, and/or their practice of referring distributors to other sources like CEE.

Technical assistance in installation design

These responses were very similar to those offered for customer-oriented installation design

services. Only one PA replied that they offer this service. Others said that, in the instance of

most general HBL installation design, they rely on the manufacturers for this assistance as

these applications are pretty well understood. One said that they reserve this help for new

construction of schools and other instances where the lighting complexity is likely to be greater.

Advertising/marketing assistance

None of the programs currently offer any marketing or advertising support to vendors; one

mentioned that this might have been done in the past but is not now, except possibly in the form

of general public service advertising ―to encourage customers and contractors to consider

energy efficiency‖. One PA was very supportive of offering co-op ad opportunities to vendors,

has done so successfully in other programs, and is advocating for the MassSave program to

consider this option going forward. Another PA mentioned that doing so was under statewide

discussion but not resolved. A third PA mentioned again the concern about vendor-neutrality:

‖I‘ll …tell the customers that the incentive accompanies the actions, not the vendors‖.

Vendor education materials

Two of the five PAs offer some form of vendor education, two do not and the fifth did not

describe their vendor education efforts. Those with more formal vendor education programs

include vendor breakfasts, open houses, periodic meetings, technical training sessions, on both

general topics (albeit less on HBL) and on specific promotions. Two others described the need

to educate vendors on the program applications specifically: ―People are scared to death of our

forms…rated wattage drives people crazy…and people are really resistant in wading through

this list (of rated wattage)…contractors, over time, get familiar with it..it helps the contractor

when I make it easier for them and they know they have an ally here..‖

Training for designers, specifiers, installers

One program had conducted ―program introduction lunches‘ at the architectural firms, to

familiarize them with the program, but haven‘t done this with contractors or on HBL.‖ Another

points out that they have considerable project-by-project contact with this group.

Appendices


Variances by technology

As with the forms of assistance offered to customers, access to these services is not tied to

technology type but possibly to application. Three of the five PAs make no distinction now; a

fourth used the example of HBL in a warehouse, where controls might be suggested in addition

to the HBL. Looking ahead, one PA noted that LEDs are coming fast and may challenge the

MA program to make a distinction among technologies in the future: ―EPA has developed what

might become an EnergyStar LED product, and we MA PAs say, if it (a product) meets these

criteria, we‘ll provide an incentive, otherwise we won‘t… This is a difference by technology type,

and how we handle it. LEDs need a lot more hand-holding administratively‖.

F.1.7 Program Logic

Preamble: These questions were not understood by most respondents. It required significant

rephrasing and interviewer explanation to convey the intent and secure any response. One

respondent opted out entirely, answering no questions in this section. Three others answered

one or two questions, gradually getting more uncertain and confused despite explanation, then

opted out. Only one respondent, who participates on the PA program design committee, gave

answers that reflected an understanding of the questions. Changing the sequence of PL1 and

PL2 helped somewhat, however the overall impression is that a) only those PAs who participate

on the MA program development committee have any awareness of a program logic

diagram/mapping; b) that logic applies to the overall MA lighting program, not specifically to

HBL; and c) that most responses in this section reflect not familiarity with the program logic but

the respondents‘ views of what that logic should be. Bottom line: data in this section is very

questionable and should be viewed as more hypothetical than reflective of fact.

Long-term changes

Respondents had serious difficulty with this question, even with as much explanation as

possible without influencing answers. One respondent summed up their confusion well:

―reliability, efficacy.. these are the things we‘re striving for. But there‘s not a formal logic model,

these objectives are just inherent in the plan to access the savings‖. Of the four PAs

responding to this question:

Three said that long-term changes in distributor promotional practices are among the

program‘s long-term intentions, however one was not aware of any specific goals to that

Appendices


effect. Two described actions taken by the program. One didn‘t think this was a program

goal.

Three said that changes in contractor behavior was an important goal to have, yet two

were not aware whether it was a goal of the program or not.

Two said that changes in customer awareness of efficient lighting products was

important. One said this was occurring through the program‘s energy education efforts.

Two said that customer understanding of product benefits was a program goal; one said

that this was particularly important for HBL. Two others either didn‘t know or didn‘t

answer.

Long-term changes in customer purchasing practices was identified as an objective by

one respondent. It was misunderstood by another to mean elimination of the rebates.

Two others didn‘t answer or weren‘t aware: ―I don‘t know, same as the awareness point

– if it‘s a goal, it‘s not known‘.

Logic Model

None of the respondents were aware of a logic model for the HBL program. One mentioned a

‗sales logic model‘ for the marketing of lighting more generally.

Customer influencers

Since they had no familiarity with any program logic model, respondents could not answer

questions about the model. In their own views, four of the five said that installation contractors

have the greatest influence over customer product selection. One PA said that distributors have

the greatest influence in the retrofit program, architects in the new construction program

followed by contractors.

Motivation of influencers

Respondents say that contractors are motivated primarily by the ability to make the sale.

Greater paybacks, enhanced by the rebates, is a core selling feature that enables the contractor

to close the sale. Lower O+M, lighting quality are other features that may be added in ―…but it‘s

uncommon. Mostly the salesman is talking rebates and payback‖. Two respondents noted that

life-cycle costing is not used ―…lifecycle costing is very rarely considered or seen at all‖.

Appendices


F.1.8 Barriers to HBL Promotion

Table x identifies barriers that PAs said inhibit the promotion of high-efficiency HBL by the

different groups that influence customer behavior the most. In their replies, the PAs

distinguished between the motivations and barriers facing the different groups.

respondent # #1 #2 #3 #4 #5

Cost Y y Lack of familiarity

Y

Perceptions of product risk/durability

Y

Poor level/ quality of light

Installation challenges

Other Y

No Barriers Y

The three PAs that consider contractors the primary customer influence described several

factors that motivate or inhibit contractors. One PA reported that contractors already have no

inhibitions about promoting energy efficient HBL. A second said that contractors are motivated

in inverse relationship to the payback of the projects under consideration – longer paybacks

increase inhibition; shorter paybacks increase their motivation. Any fears about HBL

technologies, their performance, durability or lighting quality, are no longer concerns for

fluorescents, but may arise again with LEDs. The third PA identified two barriers: ―1) a lack of

customer relationships. They may recognize an opportunity and not be able to pursue it,

because they can‘t reach the customer. Or, 2) a lack of credibility, which is something we can

assist‖.

One PA identified architects as most influential in the new construction market. This respondent

identified two barriers – cost and technology. This respondent, unlike those characterizing

contractors, considers architects to be less familiar with energy efficient HBL options, therefore

less likely to have confidence in their performance or durability, and potentially more open to the

program‘s influence: ―by the PAs giving incentives for installation, any such concerns are

obviated – because the programs are well established, which speaks well for the technologies‖.

The fifth PA identified knowledge of the customer as an important barrier preventing the

promotion of energy efficient products by manufacturers: ―First, they may think the customer

doesn‘t care about energy, just concerned about least-cost for light. … And second, they can‘t

sell so well to people who don‘t see energy as a major operational cost‖.

Appendices


All five PAs consider it to be the role of the program to address these and other barriers to

action. They list several ways the program addresses these barriers, by:

Providing an ―independent assessment of opportunities the vendor may have identified‖;

Providing ―vendor-neutral support for customer choices‖;

Building ―a base of experience in these technologies through case studies‖;

―Reaching out to various markets‖, showing the opportunities for action;

Offering specific ―additional incentives‖ as warranted.

F.1.9 Marketing, Awareness and Sales Trends

The PAs voice different opinions over whether customer awareness has changed in the last two

years. Three PAs say that it has. Two disagree, saying that the increased awareness actually

occurred in the last five years and has changed little in the last two years: ―No, not in past two

years-- over five years, yes‖.

The same split shows again with regard to customer understanding. All respondents agree that

customer understanding is high. They differ on whether that change has occurred in the last

two years or over the last five years. ―Again, yes, but it was 5-6 years ago, not so much in the

last two years. Now, people generally understand the benefits of the HID- better lighting quality,

no maintenance problems, etc.‖

The PAs consider the program successful at addressing barriers to action by these important

influencers, even while they acknowledge that more could be done. ―I‘d like to say it‘s because

we‘re doing a great job—still, we do find that customers still need to be educated. We never run

out of projects to change to HBL, and now everyone upstream knows how to sell it‖.

Most of the PAs agree that vendor effort in HBL remains strong. Four of the five describe

vendor effort in positive terms:

―They are trying, subject to the economy‘s limitations‖;

―Among ESCos, that level of effort has never stopped‖;

Appendices


―They are trying to promote everything, as the economy has motivated them to look

aggressively..‖

―… contractors are becoming more aggressive‖.

Only one PA was on the fence about the level of effort vendors have been expending, both

recently and over time: ―I don‘t see that much of a change in the contractors‘ effort…. Haven‘t

observed a change, but it could be happening..‖

Three PAs report that HBL sales have increased; two others are not sure: ―We can‘t really tell.

The longer list of eligible products suggests that yes, they have increased…. The Direct install

contractor can cite more projects from the last few years, so we‘re guessing that yes, demand

has increased.‖

F.1.10 Sources of information

The five PAs report that they cite numerous sources for information on HBL options and

applications. While the questions specifically inquire about sources insider versus outside

Massachusetts, the PAs‘ answers did not generally make this distinction:

Two PAs listed the manufacturers as a consult manufacturers‘ websites, even as they

characterized these as ―inside‖ MA;

Two PAs consult the national Design Lights Consortium.

Two PAs mentioned E-Source. One listed Jim Rogers, an E-Source facilities engineer

as a source of specific information.

Interactions with the PAs‘ counterparts at the other MA PAs were listed twice. These

contacts occur both directly, staff-to staff, and via the programs‘ committees.

Manufacturers workshops, for example training conducted by Philips, Sylvania and GE

for utility personnel;

Utility/ Employer-sponsored educational programs, e.g., on daylighting. Other informal

interaction with utility colleagues, for ―peer to peer‖ sharing.

US DOE – for EnergyStar and Lighting Updates. Jim Broaderick‘s Friday newsletter

from DOE was singled out by one PA as particularly helpful.

Appendices


Other sources, each mentioned once:

o The Lighting Resource Center at Rensselaer Polytechnic Institute;

o Seattle Lighting Center

o Free magazine ―Building Maintenance Quarterly‖.

Appendices


Appendices

LCIEC – Project 1A June 7, 2011 G-1

G. Appendix G: Survey Instruments

Surveys

This section presents each of the primary research instruments used in this study in the

following order:

A.1 End User Survey

A.2 Contractor Survey

A.3 Program Staff Interview Guide

A.4 Manufacturer Interview Guide

A.5 Distributor Interview Guide

Appendices


A.1 END USER SURVEY

The End User survey is structured in the following sections:

Screening. Information used to identify the appropriate population and respondent.

Firmographics and end-user characteristics. General firmographic and interview

screening questions.

Saturation of high bay lighting. Current inventory of high bay lighting by type.

Purchase and installation of high bay lighting. Recent purchase activity of high

bay lighting, scope of project, decision makers, drivers and awareness of lighting choices.

Utility program recognition, participation, influence. Awareness of and

participation in programs.

Energy efficiency practices and policies. Market actor promotion of energy

efficient design.

Appendices


HBL MARKET EFFECTS STUDY: END USER FINAL INTERVIEW GUIDE

JANUARY 7, 2011

INTRODUCTION

Hello. This is _____________ calling on behalf of the Massachusetts electric and gas utilities‘ Energy Efficiency Program Administrators. We are conducting research on the commercial/industrial lighting market in Massachusetts. In particular we are focusing on the commercial and industrial end-users of high bay lighting. I want to assure you this is not a sales call and that the information you provide will be kept strictly confidential. This survey should only take about 15 minutes of your time.

May I please speak to the person at your facility who is most familiar with lighting systems, including recent installations? [ENTER NAME OF CONTACT:] _________________________________

[IF CONTACT IS NOT AVAILABLE, ASCERTAIN BEST TIME TO CALL.]

[REPEAT INTRO AS NEEDED, CONTINUE OR ARRANGE FOR CALLBACK] [IF NEEDED]

For further questions about this survey, you can contact Andrew Wood at National Grid. His phone number is (781) 907-2234. Please make sure that you reference the High Bay Lighting Study.

SCREENING

SC1 First, our records show that your business is located at <ADDRESS> in <CITY>. Is this correct?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF SC1 EQUAL 98 OR 99, RECORD, THANK, AND TERMINATE]

[IF SC1 EQUAL 1, SKIP TO SC3, ELSE ASK SC2]

SC2 What is the correct address?

[OPEN RESPONSE]

___________________________________________________________________

[Don‘t Know] .................................................... [THANK, AND TERMINATE] 998

[Refused] ......................................................... [THANK, AND TERMINATE] 999

Appendices


SC3. Are you the best person to speak to about your business' energy use and energy using equipment?

Yes ............................................................................................. [GO TO SC4] 1

No ...................................................................................................................... 2

[Don‘t know] ............................................................................[GO TO SC3a ] 98

[Refused] .................................... [GO TO SC3a THANK, AND TERMINATE] 99

SC3a. Who is the best person to speak to about your business' energy use and energy using equipment?

[OPEN RESPONSE]

___________________________________________________________________

[Don‘t know] ....................................................... [THANK, AND TERMINATE] 98

[Refused] ........................................................... [THANK, AND TERMINATE] 99

SC3b. May I speak to <RESPONSE FROM SC3a.>?

Yes ........................................[RE-READ INTRODUCTION AND GO TO SC4] 1

No ..........................................................................................[Callback screen] 2 [Don‘t

know] ...................................................................................[Callback screen] 98

[Refused] .............................................................................[Callback screen] 99

SC4. Has your business been at this address since January 2007?

Yes .................................................................................................................... 1

No ........................................................................ [THANK, AND TERMINATE] 2

[Don‘t know] ....................................................... [THANK, AND TERMINATE] 98

[Refused] ........................................................... [THANK, AND TERMINATE] 99

Appendices


[PLEASE READ]

“For the purposes of this interview we define high bay applications as installations for commercial and

industrial customers with ceiling heights of about 15 feet or more.‖

SC5 First, what is the primary use of your facility located at <ADDRESS> – for example retail, education,

manufacturing, and so forth?

Office ................................................................................................................. 1

Education ........................................................................................................... 2

Food sales (Grocery) ......................................................................................... 3

Food Service ..................................................................................................... 4

Health Care ....................................................................................................... 5

Lodging .............................................................................................................. 6

Retail ................................................................................................................. 7

Services ............................................................................................................. 8

Public Assembly ................................................................................................ 9

Warehouse & storage ...................................................................................... 10

Manufacturing – Assembly .............................................................................. 11

Manufacturing – Process ................................................................................. 12

Other Commercial............................................................................................ 13

Other Industrial ................................................................................................ 14

[IF NONE OF THE ABOVE, RECORD, THANK AND TERMINATE.]

SC6 How many employees work at this facility? Your best estimate is fine.

[Record approximate number of employees] ............................................. _____

[Don‘t know] ............................................................................................. 999998

[Refused] ................................................................................................. 999999

[IF SC6 < 5, RECORD, THANK, AND TERMINATE.]

[If DK or Refused, only terminate if respondent thinks # of employees is less than 5 or refuses to verify if

number of employees is 5 or more.]

SC7 Are there any high bay spaces in this facility or a facility that you manage, that is, indoor spaces with

ceiling heights that are fifteen feet or above?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF SC7 NOT EQUAL 1, RECORD, THANK, AND TERMINATE.]

Appendices


SC8 Did your organization install new or replacement lighting fixtures in these high bay spaces between 2007

and 2010?

New ................................................................................................................... 1

Replacement ..................................................................................................... 2

Both ................................................................................................................... 3

No ...................................................................................................................... 4

[Don‘t know] ..................................................................................................... 98

[Refused] .......................................................................................................... 99

[IF SC8 NOT EQUAL 1, 2 or 3 RECORD, THANK, AND TERMINATE.]

Appendices


FIRMOGRAPHICS AND END-USER CHARACTERISTICS

Now, I‘d like to get some general information about your organization and this facility.

FC1 First, what is your job title?

Plant Manager ................................................................................................... 1

Facility Manager ................................................................................................ 2

Energy Manager ................................................................................................ 3

President/CEO ................................................................................................... 4

Owner / Co-Owner / Partner /Member of LLP .................................................... 5

General Manager ............................................................................................... 6

Other (Specify)____________________ ........................................................... 7

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

FC2. Does your organization.....

[READ LIST. RECORD ONE RESPONSE.]

Own the space that it occupies in this facility ..................................................... 1

Lease the space that it occupies........................................................................ 2

Own a part and lease the remainder.................................................................. 3

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

FC3 Does your organization pay all electricity bills for this facility directly to the utility?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

FC4 In what year did your organization move into this facility?

Record Approximate Date [Year] ......................................................... ________

[Don‘t Know] ................................................................................................ 9998

[Refused] ..................................................................................................... 9999

FC5 What is the approximate age of the facility?

Record Approximate Age [Years] ........................................................ ________

[Don‘t Know] ................................................................................................ 9998

[Refused] ..................................................................................................... 9999

Appendices


FC6. Is this facility...

[READ LIST. RECORD ONE RESPONSE]

Your firm‘s only location ..................................................................................... 1

Your firm‘s headquarters location ...................................................................... 2

A branch location ............................................................................................... 3

A franchise location ........................................................................................... 4

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

FC7 How many square feet of space does your organization occupy in this facility?

Your best estimate is fine.

[ENTER NUMBER] .................................................................................... _____

[Don‘t know] ................................................................................................. 9998

[Refused] ..................................................................................................... 9999

Appendices


SATURATION OF HIGH BAY LIGHTING

SL1a Roughly what percentage of your space in this facility has ceiling heights…? [RECORD PERCENT FOR

EACH] Your best estimate is fine.

Less than 15 feet………………………………………………………………….______

At least 15 feet but not higher than 25 feet…………………………………….______

At least 25 feet or more…………………………………….……………………______

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

TOTAL MUST ADD TO 100%

SL3 What percentage of your total high bay space is served by the following types of lighting equipment?

[FOR SL3A-SL3E, RECORD DON’T KNOW AS 998 AND REFUSED AS 999]

a. High Intensity Discharge Lamps: [READ IF NECESSARY] These are

large fixtures consisting of a ballast that generates an arc discharge into a

heavy glass bulb that contains pressurized gas, and a reflective housing ....._____

b. Fluorescent Tube Fixtures: [READ IF NECESSARY] These fixtures

consist of a ballast, a reflective housing, and 2 to 4 fluorescent tubes

that are 4 to 8 feet long and 5/8 to one inch diameter ...................................._____

c. Compact Fluorescent Fixtures: [READ IF NECESSARY] These fixtures

consist of a cluster of compact fluorescent lamps in a reflective housing ......_____

d. Incandescent Fixtures: [READ IF NECESSARY] These fixtures

use standard, high wattage incandescent bulbs. ..........................................._____

e. Other. Please describe ...................................................................................................._____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

SC3A – E SHOULD ADD UP TO AT LEAST 100 PERCENT. COULD ADD TO MORE THAN 100

PERCENT. IF SUM IS < 100%, RECHECK ANSWERS WITH RESPONDENT.

SL4 Which of the following best describes how your organization maintains the lighting

equipment at this facility? [READ CATEGORIES]

Using internal staff ............................................................................................. 1

Through a maintenance service contract between you and a contractor ........... 2

Using services provided by the building owner or manager ............................... 3

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF SL4 = 2, ASK SL5. ELSE SKIP TO PL0.]

Appendices


SL5 Does the lighting equipment service contract at this facility cover periodic assessment

and maintenance of the system‘s energy efficiency?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

Appendices


PURCHASE AND INSTALLATION OF HIGH BAY LIGHTING

Now, turning to your recent purchase and installation of high bay lighting equipment…

PL0 What was the primary use of the space that the high bay lighting equipment was

installed?

[READ LIST. RECORD ONE RESPONSE]

Storage (not refrigerated) ................................................................................. 1

Storage (refrigerated) ....................................................................................... 2

Convention, conference, multipurpose, or meeting room ................................. 3

Exercise center or gymnasium .......................................................................... 4

Grocery sales..................................................................................................... 5

Mall or atria ........................................................................................................ 6

Retail merchandise or wholesale showroom ..................................................... 7

Garage ............................................................................................................... 8

Other (Specify)____________________ ........................................................... 9

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

PL1 Which of the following best describes the installation of high bay lighting equipment?

[READ LIST]

As part of a new construction project ................................................................. 1

As part of a project to remodel existing space ................................................... 2

To replace equipment that had failed or was about to fail.................................. 3

To replace operable equipment in order to upgrade performance ..................... 4

Or for some other reason (Specify).................................................................... 5

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

PL1a Roughly what percentage of the high bay space in your facility or facilities included in this project is lit by

the equipment you purchased between 2007 and 2010? Your best estimate is fine.

[IF ESTIMATE IS GIVEN, MUST RECORD AT LEAST 1%]

[Record Percent] ...................................................................................... ______

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


PL2 And roughly what percentage of the equipment installed was accounted for by the following types of

equipment.

[Record Percent] ...................................................................................... ______

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Equipment Type PL2

a. High Intensity Discharge %

b. Fluorescent Tubes %

c. Compact Fluorescent %

d. Incandescent %

e. Other (Specify) _____________________________ %

Should sum to 100% unless DK/Ref

IF PL2a > 0%, ASK PL3a ELSE SKIP TO INSTRUCTIONS FOR PL4.

PL3a What type or types of high intensity discharge equipment did you install?

[LIST RESPONSES. CHECK ALL THAT APPLY.]

IF MORE THAN ONE TYPE NAMED, ASK PL3b. ELSE SKIP TO INSTRUCTIONS FOR PL4.

[Record type] ........................................................................................... ______

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

PL3b Which of those technologies accounted for the largest portion of the space served by the installation

project? [CHECK ONE ONLY]

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

PL3a PL3b

1 Probe start metal halide

2 Pulse start metal halide

3 Pressurized sodium

4 High pressure sodium

5 Mercury vapor

6 Other (Specify)

Appendices


IF PL2b > 0%, ASK PL4a. ELSE SKIP TO PL5]

Appendices


PL4a What type or types of fluorescent tube equipment did you install?

[LIST RESPONSES. CHECK ALL THAT APPLY]

[IF MORE THAN ONE TYPE NAMED, ASK PL4b. ELSE SKIP TO INSTRUCTIONS FOR PL5]

[IF DON’T KNOW, ALL EQUAL 98. IF REFUSED, ALL EQUAL 99]

[Record type] ........................................................................................... ______

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

PL4b Which of those technologies accounted for the largest portion of the space served by the installation

project? [CHECK ONE ONLY]

[IF DON’T KNOW, ALL EQUAL 98. IF REFUSED, ALL EQUAL 99]

[Record type] ........................................................................................... ______

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

PL4a PL4b

1 T12 with magnetic ballast

2 T8 with electronic ballast

3 T5 with electronic ballast

4 Induction

PL5a What was the principal objective for choosing the specific high bay lighting technologies that you did?

[DO NOT READ; ACCEPT ONLY ONE RESPONSE]

PL5b What were your other objectives, if any?

[DO NOT READ; MULTIPLE RESPONSE]

PL5a PL5b

[Save money] 1 1

[Save energy] 2 2

[Corporate environmental initiative/responsibility] 3 3

[Available rebates] 4 4

Appendices


[Improve lighting quality] 5 5

[Or for some other reason (Specify)] 6 6

[No other objectives] 7

[Don‘t Know] 998 998

[Refused] 999 999

PL6 Did a firm or individual outside your organization specify or recommend the type of equipment used in this

high bay lighting installation project?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ........................................................................................................ 99

[IF PL6A = 1, ASK PL6B. ELSE SKIP TO INSTRUCTIONS FOR PL7.]

PL6a What types of firm or individual specified or recommended the type of high bay lighting equipment you

installed?

[PROMPT IF NEEDED.]

[IF MORE THAN ONE TYPE NAMED, ASK PL6B. ELSE SKIP TO INSTRUCTIONS FOR PL7A]

PL6b Which of the firms or individuals you named had the greatest influence on your organization‘s selection of

high bay lighting equipment?

[CHECK ONE ONLY.]

PL6a PL6b

1 Architect or interior designer

2 Engineer

3 Lighting Distributor

4 General Contractor

5 Electrical Contractor

6 Lighting Contractor

7 Friend/work colleague

8 Trade association (Specify))

9 Other (Specify)

Appendices


98 [Don‘t Know]

99 [Refused]

PL7a Which individuals in your organization – in terms of job titles – were involved in the selection of the high

bay lighting equipment that was installed?

[PROMPT IF NEEDED.]

[IF MORE THAN ONE TYPE NAMED, ASK PL7b. ELSE SKIP TO INSTRUCTIONS FOR PL8]

PL7b Which of these individuals had the greatest influence on your organization‘s purchase decision?

[CHECK ONE ONLY.]

PL7a PL7b

1 The Respondent

2 Plant Manager

3 Facility Manager

4 Energy Manager

5 President/CEO

6 Owner / Co-Owner / Partner /Member of LLP

7 General Manager

8 Other(Specify)____________________

98 [Don‘t Know]

99 [Refused]

[IF THERE IS A RESPONSE TO PL6a ASK PL8. ELSE SKIP TO PL9A]

[IN OTHER WORDS, THEY USED A CONTRACTOR OF SOME TYPE]

PL8 Did your lighting vendor, contractor, or designer specify or recommend the use of pulse start metal halide

equipment for your project?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF PL8 = 1 AND PL3A ≠ 2, ASK PL9. ELSE SKIP TO PL9A.]

[IN OTHER WORDS, THE VENDOR DID SPECIFY PULSE START METAL HALIDE

AND THEY DID NOT INSTALL THEM.]

Appendices


PL9 Why did you choose not to install pulse start metal halide equipment for this project?

[CHECK ALL THAT APPLY.]

Equipment was too expensive ........................................................................... 1

We did not feel the energy savings justified the additional cost ......................... 2

Unsatisfactory experience with pulse start metal halides in other projects ........ 3

Too difficult to maintain ...................................................................................... 4

Concerned about quality of light ........................................................................ 5

Other (Specify)................................................................................................... 6

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

PL9a Had you heard of pulse start metal halide equipment for indoor use prior to undertaking this project?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF PL9a = 1, ASK PL9b. ELSE SKIP TO INSTRUCTIONS FOR PL10.]

PL9b From what sources had you heard about pulse start metal halide equipment?

Lighting vendors ................................................................................................ 1

Architects/Engineers .......................................................................................... 2

Internal staff ....................................................................................................... 3

Experience with previous projects ..................................................................... 4

Colleagues or competitors in the industry .......................................................... 5

Trade or industry representatives ...................................................................... 6

Utility programs or representatives .................................................................... 7

Other (specify) ................................................................................................... 8

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[If PL2b>0 AND THERE IS A RESPONSE TO PL6a ASK PL10. ELSE SKIP TO PL12a.]

[IN OTHER WORDS, THEY USED A CONTRACTOR OF SOME TYPE]

PL10 Did your lighting vendor, contractor, or designer specify or recommend the use of fluorescent tube or

compact fluorescent equipment for your project?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

Appendices


[IF PL10 = 1 AND PL4A ≠ 2, 3, OR 4, ASK PL11. ELSE SKIP TO PL12A.]

[IN OTHER WORDS, THE VENDOR DID SPECIFY FLUORESCENT TUBES AND

THEY DID NOT INSTALL THEM.]

PL11 Earlier you indicated that you did not install any high efficiency fluorescent tubes. Why did you choose not

to install high efficiency fluorescent equipment for this project?

[CHECK ALL THAT APPLY.]

Equipment was too expensive ........................................................................... 1

We did not feel the energy savings justified the additional cost ......................... 2

Unsatisfactory experience with fluorescent equipment in other projects............ 3

Too difficult to maintain ...................................................................................... 4

Concerned about quality of light ........................................................................ 5

Other (Specify)................................................................................................... 6

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

PL12a Had you heard of fluorescent equipment for high bay lighting applications prior to undertaking this

project?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF PL12A = 1, ASK PL12B. ELSE SKIP TO INSTRUCTIONS FOR PL13.]

PL12b From what sources had you heard about fluorescent high bay equipment?

[READ RESPONSES. ACCEPT MULTIPLE]

Lighting vendors ................................................................................................ 1

Architects/Engineers .......................................................................................... 2

Internal staff ....................................................................................................... 3

Experience with previous projects ..................................................................... 4

Colleagues or competitors in the industry .......................................................... 5

Trade or industry representatives ...................................................................... 6

Utility programs or representatives .................................................................... 7

Other (specify) ................................................................................................... 8

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

PL13 What types of lighting controls were used for this project?

[PROMPT IF NEEDED. ACCEPT MULTIPLES.]

Simple on/off ...................................................................................................... 1

Appendices


Occupancy or motion sensor ............................................................................. 2

Photo sensor ..................................................................................................... 3

Time clock ......................................................................................................... 4

Building or energy management system ............................................................ 5

Daylighting controls ........................................................................................... 6

Other (Specify) _____________________ ........................................................ 7

None ................................................................................................................ 97

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF PL13 = 1 or 97 THEN ASK PL13a; ELSE SKIP TO PL14]

PL13a Did your contractor recommend the installation of energy efficient lighting controls?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

Appendices


[IF PL13 = 97 THEN SKIP TO PL13C]

PL13b Why did you choose not to install more energy efficient lighting controls?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

[SKIP TO PL14]

PL13c Why did you choose not to install energy efficient lighting controls?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

PL14 On a scale of 1 to 10 where 1 means ―Not at all important‖ and 10 means ―Very important‖, how important

were the following features in your choice of lighting equipment for this project?

1 Quality of light provided

2 Appearance of the fixtures

3 Cost of maintenance

4 Energy use

5 Installed cost

98 [Don‘t Know]

99 [Refused]

[ENTER NUMBER FROM 1 TO 10. 98 = DON’T KNOW; 99 = REFUSED_____]

PL15 On a scale of 1 to 10 where 1 means ―Not at all satisfied‖ and 10 means ―Very satisfied‖, how satisfied

are you with following features of the lighting equipment used for this project?

1 Quality of light provided

Appendices


2 Appearance of the fixtures

3 Cost of maintenance

4 Energy use

5 Installed cost

98 [Don‘t Know]

99 [Refused]

[ENTER NUMBER FROM 1 TO 10. 98 = DON’T KNOW; 99 = REFUSED_____]

Appendices


UTILITY PROGRAM RECOGNITION, PARTICIPATION, INFLUENCE

UT1 Are you aware of programs that electric investor-owned utilities in Massachusetts operate to help their

commercial and industrial customers reduce energy use and costs?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF UT1 ≠ 1SKIP TO EP1.]

[IF UT1 = 1 AND PL2b > 0% OR PL2c > 0% OR PL3a = 2, ASK UT2. ELSE SKIP TO EP1.]

[IN WORDS, ANYONE WHO IS AWARE OF PROGRAMS AND INSTALLED EITHER FLURESCENT TUBES,

CFL’S OR PULSE START METAL HALIDE WILL BE ASKED WHETHER THEY RECEIVED AN

INCENTIVE AND HOW LIKELY IT IS THAT THEY WOULD HAVE INSALLED THESE BULBS

WITHOUT IT]

UT2 Did your organization receive a financial incentive from a Massachusetts electric investor-owned utility to

defray a portion of the cost of the high bay lighting equipment you installed for this project?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF UT2 = 1, ASK UT3. ELSE SKIP TO EP1.]

UT3 On a scale of 1 to 10 where 1 means ―Not at all likely‖ and 10 means ―Very Likely‖, how likely is it that

your organization would have used the energy-efficient high-bay lighting you selected for this project if the

financial incentive from your electric investor-owned utility had not been available?

[Record number] ...................................................................................... ______

[Don‘t know] ..................................................................................................... 98

[Refused] ......................................................................................................... 99

UT4 Has your organization installed pulse start metal halide or fluorescent high bay lighting equipment in

Massachusetts facilities without using financial incentives available from investor-owned utility

companies?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t know] ..................................................................................................... 98

Appendices


[Refused] ......................................................................................................... 99

ENERGY EFFICIENCY PRACTICES AND POLICIES

In this final section I‘d like to ask you about your organization‘s policies and practices in regard to energy

management.

EP1 First, is there a person, group, or department in your organization that is assigned by top

management to manage energy use and costs?

Yes, one person ....................................................................................... 1

Yes, a group.............................................................................................. 2

Yes, a department .................................................................................... 3

No .............................................................................................................. 4

[Don‘t know] ............................................................................................ 98

[Refused] ................................................................................................. 99

[IF EP1 = 1, 2 OR 3 AND IF FC6 = 2,3, OR 4, ASK EP2. ELSE SKIP TO EP3.]

EP2 Is this [EP1: PERSON, GROUP, OR DEPARTMENT] located at your facility, corporate headquarters, or

another location?

Respondent‘s facility ................................................................................. 1

Corporate Headquarters ........................................................................... 2

Another Facility ......................................................................................... 3

None ........................................................................................................ 97

[Don‘t know] ............................................................................................ 98

[Refused] ................................................................................................. 99

EP3 Does your organization have energy use reduction goals for this facility?

Yes ............................................................................................................ 1

No .............................................................................................................. 2

[Don‘t know] ............................................................................................ 98

[Refused] ................................................................................................. 99

EP4 Are there persons in your organization who have been assigned responsibility for the

following activities? [READ LIST. 1 = YES, 2 = NO]

a. Tracking energy use and costs over time for the facility as a whole

b. Monitoring energy use for key building or production systems

c. Identifying facility improvements to reduce energy use and costs on an ongoing basis

Appendices


d. Track developments in lighting technology.

e. Developing policies to promote purchase of energy-efficient equipment

98 Don‘t know

99 Refused

EP5a Does your organization have any corporate environmental or sustainability initiatives?

Yes ............................................................................................................ 1

No .............................................................................................................. 2

[Don‘t know] ............................................................................................ 98

[Refused] ................................................................................................. 99

[IF EP5a = 1 CONTINUE; ELSE SKIP TO EP6.]

EP5b For how long has your organization been implementing this environmental initiative?

Less than one year ............................................................................................ 1

1 to 2 years ........................................................................................................ 2

3 to 5 years ........................................................................................................ 3

More than 5 years .............................................................................................. 4

[Don‘t know] ............................................................................................ 98

[Refused]................................................................................................. 99

EP5c Is energy management part of your corporate environmental or sustainability initiative?

Yes ............................................................................................................ 1

No .............................................................................................................. 2

[Don‘t know] ............................................................................................ 98

[Refused] ................................................................................................. 99

EP6 What sources of information does your organization use to learn about the performance and application

of lighting technologies? [PROMPT IF NEEDED. ACCEPT MULTIPLES.]

[IF MORE THAN ONE TYPE NAMED, ASK EP7. ELSE SKIP TO END.]

EP7 Which of these sources do you find most useful?

[CHECK ONE ONLY.]

EP6 EP7

1 Manufacturer‘s literature

Appendices


2 Manufacturer representative

3 Distributor

4 Installation contractor

5 Colleagues in your own industry

6 Your industry trade or professional organization

7 Trade or industry publications

8 Friends

9 Other (Specify)

98 [Don‘t Know]

99 [Refused]

THANK YOU FOR YOUR TIME AND COOPERATION

Appendices


A.2 CONTRACTOR SURVEY

The contractor survey is structured in the following sections:

Screening and firmographics. Information used to identify the appropriate

population and respondent. General firmographic and interview screening questions.

Lighting equipment installations. Percent of projects installed high-bay lighting by

lighting type, extent to which recommend energy-efficient high bay lighting, reasons for recommending, degree customers follow recommendations, impact of ceiling height on recommendations, customer awareness of energy efficiency options.

Lighting controls. Degree to which lighting controls are specified and motivations

for and against specification.

Codes. Influence of codes on energy efficient lighting and controls.

Chains and franchises. Impact of chains and franchise policies on lighting

specifications;

Fluorescent lamps – Reasons for and not for installing energy efficient fluorescent

high bay lighting. Expected changes in market share.

Pulse start metal halides – Reasons for and not for installing energy efficient pulse

start metal halide lighting. Expected changes in market share.

Program participation – Influence of program on lighting specifications and

recommendations.

Marketing support – Types of marketing support received.

General market trends – Overall trends in high bay lighting.

Appendices


HBL MARKET EFFECTS STUDY: LIGHTING CONTRACTOR FINAL INTERVIEW GUIDE

JANUARY 4, 2011

INTRODUCTION

Hello. This is _____________ from [NAME OF RESEARCH FIRM] calling on behalf of the

Massachusetts electric and gas utilities‘ Energy Efficiency Program Administrators.

We are conducting research on the commercial/industrial lighting market in Massachusetts. In

particular we are focusing on the installation of high bay lighting by contractors. For the

purposes of this interview we define high bay applications as installations for commercial and

industrial customers with ceiling heights of about 15 feet or more. I want to assure you this is not

a sales call and that the information you provide will be kept strictly confidential. This survey

should only take about 15 minutes of your time.

May I please speak to someone at your company who is familiar with your sales and installation

of commercial lighting products?

[ENTER NAME OF CONTACT:] _________________________________

[IF CONTACT IS NOT AVAILABLE, ASCERTAIN BEST TIME TO CALL.]

[REPEAT INTRO AS NEEDED, CONTINUE OR ARRANGE FOR CALLBACK]

[IF NEEDED]

For further questions about this survey, you can contact Andrew Wood at National Grid. His

phone number is (781) 907-2234. Please make sure that you reference the High Bay Lighting

Study.

Appendices


SCREENING AND FIRMOGRAPHICS

SC1 First, what is your job title?

Sales Manager................................................................................................... 1

President/CEO ................................................................................................... 2

Owner / Co-Owner / Partner /Member of LLP .................................................... 3

General Manager ............................................................................................... 4

Lighting Manager ............................................................................................... 5

Other (Specify)____________________ ........................................................... 6

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Throughout this survey, when I ask you to provide information about ―your firm,‖ unless otherwise instructed,

please provide information for the specific location of your company that you are at presently.

Now, I am going to read some activities that lighting firms like yours perform. For each activity, I would like to

know if your firm performs it, and if it does, approximately what fraction of your total annual revenue comes from

that activity.

SC2a Does your firm do ___________________________in Massachusetts? Again, I‘m only referring to the

location of your firm where you currently are.

[READ LIST OF ACTIVITIES AND ACCEPT MULTIPLE RESPONSES]

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

Other (Specify)__________ (e.g. ―we would but there is no demand for it‖) . 997

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

SC2b About what fraction of your annual revenue comes from ______________________ in Massachusetts?

[READ LIST OF ACTIVITIES AND ACCEPT MULTIPLE RESPONSES]

[Record percent] ................................................................................. _______%

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


ACTIVITY SC2A SC2B

Lighting sales to customers 1 1 %

Lighting installations 2 2 %

Lighting sales to other contractors 3 3 %

Contracted maintenance services for lighting 4 4 %

Other (Specify:_________) 5 5 %

Should sum to 100% unless DK/Ref

CONTINUE IF SC2A=Yes AND SUM OF SC2B1+ SC2B2+ SC2B3+ SC2B4 >=5%; ELSE TERMINATE]

Appendices


SC3 Approximately how many full-time-equivalent (FTE) staff do you have at this location?

[IF NECESSARY: PROBE FOR APPROXIMATE]

[Record number] .......................................................................................... ____

[Don‘t Know] ............................................................................................ 999998

[Refused] ................................................................................................. 999999

SC4 How many locations does your firm have in Massachusetts?

[IF NECESSARY: PROBE FOR APPROXIMATE]

[Record number] .......................................................................................... ____

[Don‘t Know] ............................................................................................ 999998

[Refused] ................................................................................................. 999999

SC4a In which other states does your firm have locations?

[DO NOT READ, MULTIPLES ALLOWED]

[Use FIPS codes for state names] ................................ [FIPS 2-Digit state code]

No Other States ................................................................................................. 0

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

SC5 And approximately how many projects involving installation or replacement of lighting fixtures did your

company complete in Massachusetts’s commercial and industrial sector in the past two years? Your

best estimate is fine.

[Enter number] ............................................................................................. ____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


LIGHTING EQUIPMENT INSTALLATIONS

Now I am going to ask you about your installation of commercial and industrial lighting

equipment for high bay applications. For the purposes of this interview we define high bay

applications as installations for commercial and industrial customers with ceiling heights of

about 15 feet or more. Please answer these questions for installations for commercial and

industrial customers in Massachusetts completed by this location of your firm.

LS1 Considering all the commercial and industrial lighting projects that your firm completed in

the past two years, approximately what percentage of the lighting projects involved high

bay applications?

[PROMPT: “Your best estimate is fine”]

[Enter percent] [0-100] ............................................................................ _____%

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

CONTINUE IF LS1>0% ELSE TERMINATE]

Now I am going to ask you about different lighting technologies. I would like to know two things

for each technology:

[USE THE FOLLOWING LIST TO POPULATE THE LS2A AND LS2B]

LS2a LS2b

Fluorescent Tube: T-5/Electronic Ballast T-5 [ACCEPT ALL

VARIETIES]

Fluorescent Tube: T-8 /Electronic Ballast T-8 [ACCEPT ALL

VARIETIES]

Fluorescent Tube: All other, including T12/Magnetic Ballast

HID: Pulse start metal halide

HID: Probe-metal halide

HID: Other HID including high-pressure sodium and mercury vapor

Other: technologies such as Induction or LED

Appendices


LS2a Did your firm install any ___________ [Insert technology] in high-bay applications in the past two

years?

[PROMPT: YOUR BEST ESTIMATE IS FINE]

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

LS2b [For each technology mentioned in LS2A] Approximately what percentage of all

fixtures used in high bay situations were accounted for by _________ in the past two

years?

[IF NECESSARY, DEFINE HIGH BAY APPLICATIONS AS CEILING HEIGHT

OF 15 FT OR MORE.]

[PROMPT: YOUR BEST ESTIMATE IS FINE]

[Enter percent] ...................................................................................... ______%

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

[NOTE: THE 7 DIFFERENT LS2B RESPONSES SHOULD TOTAL BETWEEN 90%

AND 105% UNLESS THERE ARE SOME DK/REFUSALS. PROBE DK/REF RESPONSES

BY ASKING THEM TO PROVIDE A ROUGH ESTIMATE]

LS3 Which of the following kind of lighting equipments do you consider to be energy-efficient

in high bay applications in the past two years?

[READ LIST, MULTIPLES ACCEPTED]

Appendices


T5 (all varieties) ....................................................................................................... 1

T-8 (all varieties) ...................................................................................................... 2

T-12 ......................................................................................................................... 3

Pulse start metal halide (HID) .................................................................................. 4

Probe start metal halide (HID) ................................................................................. 5

High -pressure sodium (HID) ................................................................................... 6

Low-pressure sodium (HID) ..................................................................................... 7

Mercury vapor (HID) ................................................................................................ 8

LED .......................................................................................................................... 9

Induction ................................................................................................................ 10

Other (Specify) __________ .................................................................................. 11

[Don‘t Know] ........................................................................................................ 998

[Refused] ............................................................................................................. 999

Appendices


LS4 How often did your firm recommend energy efficient types of equipment for high bay applications in the

past two years? Would you say it was …?

[READ LIST]

Always.……………. ..................................................................... [GO TO LS6] 1

Most of the time ............................................................ ………… [GO TO LS6] 2

Sometimes ........................................................................... …… [GO TO LS6] 3

Rarely .......................................................................................... [GO TO LS5] 4

Never ........................................................................................... [GO TO LS5] 5

Don‘t Know] ............................................................................. [GO TO LS7] 998

[Refused] ................................................................................. [GO TO LS7] 999

LS5 Why does your firm ____ [INSERT RESPONSE WORD (RARELY OR NEVER) FROM LS4] recommend

energy efficient types of equipment for high bay applications in the past two years?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

[IF LS4 = 5 THEN GO TO LS7]

LS6 In cases where your firm recommended energy-efficient high bay lighting, how often did customers follow

this recommendation in the past two years? Would you say it was …?

[READ LIST]

Always.……………. .......................................................................................... .1

Most of the time .................................................................................. ………….2

Sometimes ................................................................................................. …….3

Rarely ................................................................................................................ 4

Never ................................................................................................................. 5

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

LS7 Roughly what percent of your customers are aware of the full range of options for energy-efficient high

bay lighting available to them before you provide recommendations about the lighting system?

[Enter percent] [0-100] .................................. ………………………………____%

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


LS9 Does the ceiling height of the installation affect the type of high bay lighting your firm recommended and

installed?

Yes ........................................................................................ [GO TO LS9A] 1

No ............................................................................................ [GO TO CT1] 2

[Don‘t Know] ............................................................................ [GO TO CT1] 998

[Refused] ................................................................................. [GO TO CT1] 999

LS9a What technology did your firm recommend most often for applications below 25 feet?

[DO NOT READ. PROMPT IF NECESSARY.]

LS9b For applications between 25 and higher?

[DO NOT READ. PROMPT IF NECESSARY.]

T5 (all varieties) ....................................................................................................... 1

T-8 (all varieties) ...................................................................................................... 2

T-12 ......................................................................................................................... 3

Pulse start metal halide (HID) .................................................................................. 4

Probe start metal halide (HID) ................................................................................. 5

High -pressure sodium (HID) ................................................................................... 6

Low-pressure sodium (HID) ..................................................................................... 7

Mercury vapor (HID) ................................................................................................ 8

LED .......................................................................................................................... 9

Induction ................................................................................................................ 10

Other (Specify) __________ .................................................................................. 11

Don‘t Know .......................................................................................................... 998

Refused ............................................................................................................... 999

Appendices


LIGHTING CONTROLS

Now I‘d like to talk about lighting-controls installed on the high bay lighting projects your firm completed in the past

two years.

CT1 What percent of the high-bay lighting projects your firm completed in the past two years included the

following types of lighting controls…

[READ LIST. PERCENT DO NOT NEED TO TOTAL 100%]

CT2 What percent of the high bay lighting projects your firm completed in the past two years did your firm

recommend installing __________________?

[READ LIST. PERCENT DO NOT NEED TO TOTAL 100%]

Type of Lighting Control CT1 CT2

A. Simple on/off switches % %

B. Occupancy or motion sensors % %

C. Photo sensors % %

D. Time clocks % %

E. Building or energy management systems % %

F. Daylight controls % %

G. Other (Specify:_________) if >0% % %

H. None % %

[IF CT1B THROUGH CT1G ALL 0% THEN ASK CT3; ELSE GO TO CT4 LOGIC.]

CT3 Why do customers choose not to install high efficiency lighting controls in high bay applications?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

[IF CT2B THROUGH CT2G ALL 0% THEN ASK CT4; ELSE GO TO CD1]

CT4 Why did your firm not recommend lighting controls?

[OPEN RESPONSE]

Appendices


___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


CODES

Now I‘d like to talk about the influence that building codes have on high bay lighting specifications...

CD1 Are you aware of Massachusetts‘s building codes for lighting?

Yes .................................................................................................................... 1

No ............................................................................................. [GO TO CF1] 2

[Don‘t Know] ............................................................................ [GO TO CF1] 998

[Refused] ................................................................................. [GO TO CF1] 999

CD2 For the projects you completed in the past two years, did the Massachusetts building codes influence your

selection of high bay lighting equipment?

Yes .................................................................................................................... 1

No ............................................................................................ [GO TO CF1] 2

[Don‘t Know] ............................................................................ [GO TO CF1] 998

[Refused] ................................................................................. [GO TO CF1] 999

CD3 What percent of the high bay lighting projects completed in the past two years were influenced by the

Massachusetts building codes?

[Enter percent] [0-100] .................................. ………………………………____%

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

CD4 Please rate the influence of these codes on your selection of high bay lighting equipment using a scale of

1 to 10, where 1 indicates that the codes had ―no influence on your selection‖ and 10 indicates that the

codes ―completely determined the type of high bay lighting equipment you installed‖?

[Enter number] [1-10] ..................................... ………………………………_____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


CHAINS AND FRANCHISES

Next I‘d like to talk about your experiences installing high bay lighting equipment for chains and franchises.

CF1 Has your firm installed high bay lighting at a facility that is part of a chain or franchise?

Yes ...........................................................................................................................1

No .................................................................................................... [Go to HFL1] 2

[Don‘t know] ..................................................................................... [Go to HFL1] 98

[Refused] ......................................................................................... [Go to HFL1] 99

CF2 What percent of the high bay lighting projects that your firm completed in the past two years were for

chains or franchises?

[Enter Percent] [0-100] .................................................................................. _____%

[Don‘t know] ......................................................................................................... 98

[Refused] .............................................................................................................. 99

CF3 Did any of these organizations have lighting specification policies for high bay applications?

Yes ...........................................................................................................................1

No ..................................................................................................... [Go to HFL1] 2

[Don‘t know] .................................................................................... [Go to HFL1] 98

[Refused] ......................................................................................... [Go to HFL1] 99

CF4 Do these guidelines incorporate fixture and control technologies that are energy-efficient?

Yes ...........................................................................................................................1

No ..................................................................................................... [Go to HFL1] 2

[Don‘t know] .................................................................................... [Go to HFL1] 98

[Refused] ......................................................................................... [Go to HFL1] 99

CF5 In your experience do chains and franchises tend to use the same specifications across

facilities for high bay lighting applications?

Yes ...........................................................................................................................1

No .......................................................................................................................... 2

[Don‘t Know] ......................................................................................................... 998

[Refused] .............................................................................................................. 999

Appendices


FLUORESCENT LAMPS

[ASK ALL RESPONDENTS.]

Now I would like to ask you about your experiences with fluorescent high-bay lighting.

[IF (LS2B1, LS2B2, LS2B3) ARE ALL ( 0% OR MISSING OR DK OR REFUSED ) THEN ASK

HFL1A; ELSE SKIP TO HFL1B]

HFL1A Why didn‘t your firm install any fluorescent high bay lighting in the past two years?

[DO NOT READ, ACCEPT MULTIPLES]

[Customers don‘t like light quality] ............................................................... 1

[I (or my firm) don‘t like light quality] ............................................................ 2

[Customers say they are not bright enough] ................................................ 3

[Customers don‘t like higher purchase-price of fixtures] ............................. 4

[I (or my firm) don‘t like higher purchase-price of fixtures] ........................... 5

[Don‘t last as long as advertised] ................................................................ 6

[Customers disappointed with savings] ....................................................... 7

[Cost more to maintain] ............................................................................... 8

[Product does not sell without rebates/incentives/loans] ............................. 9

[Cannot sell in current economy] ............................................................... 10

[Other (specify:__________)] .................................................................... 11

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

[SKIP TO HFL3]

HFL1B In relation to other technologies used in high bay lighting, would you say that

fluorescent lighting installations increased, decreased, or stayed about the same over the past

two years?

Increased .................................................................................................... 1

Decreased ................................................................................................... 2

Stayed about the same ............................................................................... 3

[Don‘t Know] .................................................................... [GO TO HFL3] 998

[Refused] ......................................................................... [GO TO HFL3] 999

Appendices


HFL1C Do you expect this market share will continue to [RESPONSE FROM HFL1B] in the

next two years?

Yes .............................................................................................................. 1

No................................................................................................................ 2

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

HFL2 In your opinion, what will be the main factors in determining the market share of high

bay fluorescent lighting in the next two years?


[Cost of Electricity]....................................................................................... 1

[Lower purchase-price of equipment/new tech] ........................................... 2

[Rebates from utility].................................................................................... 3

[Rebates/Deals from Manufacturer]............................................................. 4

[Concern/Awareness of Saving Energy] ...................................................... 5

[Concern for Environment] .......................................................................... 6

[New technologies give better light] ............................................................. 7

[New technologies work in more places (temp range, heights, etc.)] .......... 8

[Easier to maintain/ costs less to replace lamps, maintain] ......................... 9

[Better/More Advertising] ........................................................................... 10

[Changes in building codes, other legal changes] ..................................... 11

[Demand from customers] ......................................................................... 12

[Customers don‘t like light quality] ............................................................. 13

[Customers say they are not bright enough] .............................................. 14

[Customers don‘t like higher purchase-price of fixtures] ........................... 15

[Don‘t last as long as advertised] .............................................................. 16

[Customers disappointed with savings] ..................................................... 17

[Cost more to maintain] ............................................................................. 18

[Product does not sell without rebates/incentives/loans] ........................... 19


[Other (specify:__________)] .................................................................... 21

[Do not know] .......................................................................................... 998

[Refused] ................................................................................................. 999

Appendices


HFL3 What kinds of objections have you heard from customers when you propose

installing fluorescent equipment in high bay applications?


[Purchase price / installation cost] ............................................................... 1

[Light quality (compared to the existing system)] ........................................ 2

[Supply issues] ............................................................................................ 3

[Appearance (of the fixture and tubes)] ....................................................... 4

[Lack of information] .................................................................................... 5

[Would require additional electrical work] .................................................... 6

[Reliability] ................................................................................................... 7

[Not as much light as existing system] ........................................................ 8

[Extreme temperatures rule out high-bay fluorescent lights] ....................... 9


[Other (specify:__________)] .................................................................... 11

[NO OBJECTIONS] ................................................................................... 12

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

HFL4 What are the business advantages to your firm in promoting fluorescent technology

in high bay applications?

_______________________________ [OPEN RESPONSE]

________________________________________________________________

___

________________________________________________________________

___

________________________________________________________________

___

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

HFL5 What are the business disadvantages to your firm in promoting fluorescent

technology in high bay applications?

[OPEN RESPONSE]

________________________________________________________________

___

________________________________________________________________

___

________________________________________________________________

___

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

Appendices


Appendices


PULSE START METAL HALIDES

[ASK ALL RESPONDENTS]

Now I would like to ask about your installations of pulse-start metal halide high bay lighting

applications.

[IF LS2B4=0% OR 998 OR 999 THEN ASK HID1A; ELSE SKIP TO HID1B]

HID1A Why doesn‘t your company install any pulse-start metal halide high bay lighting?

[Do not read, accept multiples]

[Customers don‘t like light quality] ............................................................... 1

[I (or my firm) don‘t like light quality] ............................................................ 2

[Customers say they don‘t give enough light] .............................................. 3

[Customers don‘t like higher purchase-price of fixtures] ............................. 4

[I (or my firm) don‘t like higher purchase-price of fixtures] ........................... 5

[Don‘t last as long as advertised] ................................................................ 6

[Customers disappointed with savings] ....................................................... 7

[Cost more to maintain] ............................................................................... 8

[Product does not sell without rebates/incentives/loans] ............................. 9


[Other (specify:__________)] .................................................................... 11

[Do not get feedback from customers]....................................................... 12

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

[SKIP TO HID3]

HID1B In relation to other technologies used in high bay lighting, have high bay pulse-start

metal halide lighting installations increased, decreased, or stayed about the same over the past

two years?

Increased .......................................................................................... 1

Decreased .......................................................................................... 2


[Don‘t Know] .................................................................... [GO TO HID3] 998

[Refused] ......................................................................... [GO TO HID3] 999

Appendices


[POPULATE WITH “Increase”, “Decrease” OR “Remain the same” FROM HID1B]

HID1C Do you expect this market share will continue to [RESPONSE FROM HID1B] in

the next two years?

Yes ..................................................................................................... 1

No ....................................................................................................... 2

Don‘t know ..................................................................................... 998

Refused .......................................................................................... 999

HID2 In your opinion, what will be the main factors in determining the market share of high

bay pulse-start metal halide lighting in the next two years?


[Cost of Electricity]....................................................................................... 1

[Lower purchase-price of equipment/new tech] ........................................... 2

[Rebates from utility].................................................................................... 3

[Rebates/Deals from Manufacturer]............................................................. 4

[Concern/Awareness of Saving Energy] ...................................................... 5

[Concern for Environment] .......................................................................... 6

[New technologies give better light] ............................................................. 7

[New technologies work in more places (temp range, heights, etc.)] .......... 8

[Easier to maintain/ costs less to replace lamps, maintain] ......................... 9

[Better/More Advertising] ........................................................................... 10

[Changes in building codes, other legal changes] ..................................... 11

[Demand from customers] ......................................................................... 12

[Customers don‘t like light quality] ............................................................. 13

[Customers say they are not bright enough] .............................................. 14

[Customers don‘t like higher purchase-price of fixtures] ........................... 15

[Don‘t last as long as advertised] .............................................................. 16

[Customers disappointed with savings] ..................................................... 17


[Product does not sell without rebates/incentives/loans] ........................... 19


[Other (specify:__________)] .................................................................... 21

[Do not know] .......................................................................................... 998

[Refused] ................................................................................................. 999

Appendices


HID3 What kinds of objections have you heard from customers when you propose

installing pulse-start metal halide equipment in high bay applications?


[Purchase price / installation cost] ............................................................... 1

[Light quality (compared to the existing system)] ........................................ 2

[Supply issues] ............................................................................................ 3

[Appearance (of the fixture and tubes)] ....................................................... 4

[Lack of information] .................................................................................... 5

[Would require additional electrical work] .................................................... 6

[Reliability] ................................................................................................... 7

[Not as much light as existing system] ........................................................ 8

[Extreme temperatures rule out HFL] .......................................................... 9


[Other (specify:__________)] .................................................................... 11

[No Objections] .......................................................................................... 12

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

HID4 What business advantages do you perceive in promoting pulse-start metal halide


[OPEN RESPONSE]

________________________________________________________________

___

________________________________________________________________

___

________________________________________________________________

___

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

Appendices


HID5 What business disadvantages do you perceive in promoting pulse-start metal halide


_______________________________ [OPEN RESPONSE]

________________________________________________________________

___

________________________________________________________________

___

________________________________________________________________

___

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

Appendices


PROGRAM PARTICIPATION

PP1 Are you aware of any electric utility incentive programs in Massachusetts for businesses

to install energy efficient high bay lighting?

Yes ........................................................................................................ 1

No ............................................................................... [GO TO MS1] 2

Don‘t Know .......................................................................... [GO TO MS1] 998

Refused ............................................................................... [GO TO MS1] 999

PP2 Have you participated in high bay lighting installation projects that received incentives

from an electric utility in Massachusetts?

Yes ................................................................................... [GO TO PP4]1

No ................................................................................ [GO TO PP3] 2

[Don‘t Know] ........................................................................ [GO TO MS1] 998

[Refused] ............................................................................. [GO TO MS1] 999

PP3 Why don't you participate in electric utility programs in Massachusetts that promote high

efficiency high bay lighting? [DO NOT READ. ACCEPT MULTIPLES]

[Didn't meet program requirements for contractor eligibility] ......................... 1

[My customers aren't interested in energy efficient lighting] .......................... 2

[No / limited opportunities to install energy efficient lighting] ..................... 3

[Customers not willing to pay extra cost of energy efficient lighting] ............. 4

[Other (RECORD VERBATIM)] ....................................... ______________ 5

[Don‘t Know] ....................................................................................................... 998

[Refused] ............................................................................................................ 999

PP4 Roughly how many of the high bay lighting projects you completed in the past two years

received financial incentives from an electric utility in Massachusetts?

[RESPONSE MUST BE LESS THAN OR EQUAL TO SC5 * LS1 = TOTAL NUMBER

OF HIGH BAY LIGHTING PROJECTS IN PAST TWO YEARS

PROMPT: YOUR BEST ESTIMATE IS FINE]

[Enter number] ........................................................................................ ______

[Don‘t Know] ............................................................................................ 999998

[Refused] ................................................................................................. 999999

Appendices


PP5 Do you have any suggestions for how the Massachusetts electric utilities could improve

their Lighting Programs to enable contractors such as yourself to participate in it in the

future? What are your suggestions?

[OPEN RESPONSE]

________________________________________________________________

___

________________________________________________________________

___

________________________________________________________________

___

[Don‘t Know] ............................................................................................ 998

[Refused] ................................................................................................. 999

PP6 Other than financial incentives for installing energy-efficient high bay lighting, what kind

of support did you receive from an electric utility in Massachusetts for marketing energy-

efficient high bay lighting?

[DO NOT READ, MULTIPLES ACCEPTED]

[Literature, Brochures, Fact Sheets] .................................................................. 1

[Provided speakers for my seminars, workshops, etc]. ...................................... 2

[Joined me on customer visits]........................................................................... 3

[Rebates paid to me] .......................................................................................... 4

[Rebates paid to my customers] ........................................................................ 5

[Other discounts]................................................................................................ 6

[Cooperative advertising] ................................................................................... 7

[Tax incentives] .................................................................................................. 8

[Financing for customers] .................................................................................. 9

[Other (specify:__________)] .......................................................................... 10

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

[IF PP4 IS NOT DK, REFUSED OR ZERO, ELSE SKIP TO MS1]

PP7 On a scale of 1 to 10, where 1 is not at all important and 10 is very important, how

important are the utility programs in Massachusetts in your firm’s decisions about how

heavily to promote energy-efficient high bay lighting equipment?

[Enter number] [1-10] ............................................................................... ______

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


PP8 On a scale of 1 to 10, where 1 is not at all influential and 10 is very influential, how much

influence do you think utility programs in Massachusetts have on the market share of

energy-efficient high bay lighting technologies in your market area? That is, how much

did the program influence your customers?

[Enter number] [1-10] ............................................................................... ______

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


MARKETING SUPPORT

MS1 What activities does your firm undertake to market energy efficient high bay lighting

technologies?

[DO NOT READ LIST, MULTIPLES ACCEPTED, PROMPT IF NECESSARY.]

[Talk directly with customers/in-person sales] ................................................... 1

[Direct mail/newsletter] ...................................................................................... 2

[Telephone advertising] ..................................................................................... 3

[Advertise on my company‘s website] ................................................................ 4

[Purchase web ads (e.g., Google‘s Adsense)] ................................................... 5

[Advertise on contractor or trade websites] ........................................................ 6

[Sell over the internet/web] ................................................................................ 7

[Radio advertising] ............................................................................................. 8

[Print advertising] ............................................................................................... 9

[Showroom, tours]............................................................................................ 10

[Offer classes/workshops] ................................................................................ 11

[Offer special discounts, promotions] ............................................................... 12

[Notify investor-owned and public utility companies] ........................................ 13

[Notify distributors] ........................................................................................... 14

[Notify other contractors] .................................................................................. 15

[Other (Specify) __________] .......................................................................... 16

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

MS2 Has your firm received marketing support from a state or local government regarding

energy-efficient high bay lighting?

Yes ................................................................................................................... 1

No .......................................................................................... [GO TO MS4] 2

[Don‘t Know] .......................................................................... [GO TO MS4] 998

[Refused] ............................................................................... [GO TO MS4] 999

MS3 What type of marketing support did your firm receive from a state or local government for

energy efficient high bay lighting technologies?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


MS4 Does your firm receive any kind of marketing support for energy efficient high bay


Yes .................................................................................................................... 1

No .............................................................................................. [Go to GT1] 2

[Don‘t Know] .............................................................................. [Go to GT1] 998

[Refused] ................................................................................... [Go to GT1] 999

MS5 Other than outside organizations that are not state or local government, whom did your

firm receive marketing support for energy efficient high bay lighting technologies?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

MS6 Please describe the type of marketing support you received for energy efficient high bay


[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


GENERAL MARKET TRENDS

GT1 About what percentage of your revenues from the installation of commercial/industrial lighting equipment

comes from new construction projects, (including major renovations) as opposed to replacements and

retrofits?

[PROBE FOR APPROXIMATE]

[Enter percent new construction] .............................................................. ____%

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

IF GT1 > 20% ASK GT2. ELSE SKIP TO GT4

GT2 Are you more likely, less likely, or equally likely to install energy-efficient high bay

lighting for new construction projects versus replacements and retrofits of existing

buildings?

More likely ................................................................................................ 1

Less likely ................................................................................................. 2

Equally likely ............................................................................................ 3

[Don‘t Know] ......................................................................................... 998

[Refused] .............................................................................................. 999

[IF GT2 = 1 OR 2, ASK GT3. ELSE SKIP TO GT4]

GT3 What are the main reasons you are [POPULATE FROM GT2] likely to install energy

efficient equipment in new construction versus replacements and retrofits in existing

buildings?

[OPEN RESPONSE]

___________________________________________________________________

___________________________________________________________________

___________________________________________________________________

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


GT4 On a scale from 1 to 10 where 1 is not at all important and 10 is very important, how

important do your commercial customers treat the following lighting equipment

characteristics when making equipment selection decisions:

[ENTER NUMBER 1 – 10]

Initial cost of the equipment ........................................................................... ______

Costs of operation.......................................................................................... ______

Total life cycle costs ...................................................................................... ______

Quality of light ................................................................................................ ______

Maintenance of lighting level ......................................................................... ______

Ease of maintenance ..................................................................................... ______

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

GT5 Thinking about the overall market, what do you think could be done to increase the

installation of energy-efficient high bay lighting in the commercial and industrial sectors?

[ACCEPT MULTIPLES; DO NOT READ]

[Lower prices overall] ......................................................................................... 1

[Quality standards for equipment (low-Q deters customers)] ............................. 2

[Fluorescents not good enough yet]................................................................... 3

[Education for contractors/architects/owners] .................................................... 4

[Building code requirements] ............................................................................. 5

[It will change when induction is cost-effective] ................................................. 6

[It will change when LEDs are cost-effective] .................................................... 7

[More/bigger utility rebates] ............................................................................... 8

[More/bigger tax breaks from state] ................................................................... 9

[More/bigger tax breaks from federal government] .......................................... 10

[Innovative Pricing Schemes (leasing rather than buying, etc.)] ...................... 11

[Low-cost loans] ............................................................................................... 12

[EE light quality must improve]......................................................................... 13

[EE durability/maintenance must improve] ....................................................... 14

[Other (specify:__________)] .......................................................................... 15

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

THANK YOU FOR YOUR TIME AND COOPERATION

Appendices


A.3. Program Staff Interview Guide

The guide is structured in the following sections:

Personnel roles and responsibilities. Current energy efficiency programs

undertaken and interviewees‘ role on those programs.

General Program Objectives and Operations. Identification of target markets and

review of incentives and assistance provided to customers and market participants.

Program Logic. Program goals, program logic, influence of different market

participants on lighting choices, incentives offered to different market participants, motivations and barriers to purchasing energy-efficient high bay lighting, effectiveness of program/evidence of market effects.

Appendices


HBL MARKET EFFECTS STUDY: PA PROGRAM MANAGERS AND ANALYSTS FINAL INTERVIEW GUIDE

DECEMBER 2, 2010

OBTAIN AND REVIEW PROGRAM DESCRIPTIONS, PROGRAM PLANS, PROGRAM LOGIC

MODELS, AND APPLICATION MATERIALS PRIOR TO THE INTERVIEW. ANSWER AS

MANY OF THE QUESTIONS BELOW USING THOSE MATERIALS. ONLY REVIEW THOSE

QUESTIONS WITH THE RESPONDENT IF THE DOCUMENTS DO NOT PROVIDE CLEAR

ANSWERS.

PERSONNEL ROLES AND RESPONSIBILITIES

PR1 Which energy efficiency programs are you working on?

PR2 What are your responsibilities regarding those Programs? What role do you play, if any, in:

a. Planning, designing, managing, and administering the Program;

b. Marketing the Program to customers;

c. Marketing the Program to distributors and installation contractors;

d. Managing distributor and installation contractor participation in the Program;

e. Administering the delivery of financial incentives to customers;

f. Administering the delivery of technical services to customers; and

g. Other aspects of the Program?

Appendices


GENERAL PROGRAM OBJECTIVES AND OPERATIONS

Next we are going to ask you a series of questions on <YOUR UTILITY‘s> program activities

with regards to the High Bay Lighting.

PO1 For the purposes of this interview we define high bay applications as installations in

commercial and industrial spaces with ceiling heights of about 15 feet or more. Is this consistent with your definition? If no, please explain.

PO2 What specific groups of customers does the program target?

a. Do the targeted groups include [commercial facilities with high bay lighting such as] schools, warehouses, garages and utility buildings. [PROBE]

b. Do the targeted groups include industrial facilities with high bay production, storage, and loading areas? [PROBE]

[ONLY ASK QUESTIONS PO3 – PO7 IF NOT CLEARLY ANSWERED IN THE PROGRAM

MATERIALS]

PO3 What types of high bay lighting technologies does the program support?

PO4 What kinds of incentives or assistance does the program provide to customers? [PROBE]

a. Financial incentives/rebates for purchase/installation of qualifying equipment

b. Technical assistance in identifying energy-saving opportunities

c. Technical assistance in specifying and purchasing energy efficient equipment

d. Technical assistance in design of installations

e. Customer education materials

f. Training oriented to facility managers or purchasers

Appendices


PO5 Again, considering incentives or assistance that the program provides to customers, are there any differences (from what we just discussed) with regard to the type of efficient high bay lighting? [PROBE]

Appendices


PO6 What kinds of incentives or assistance does the program provide to distributors and contractors? [PROBE]

a. Financial incentives for promotion or sale of qualifying equipment

b. Technical assistance in identifying energy-saving opportunities

c. Technical assistance in specifying and purchasing energy efficient equipment

d. Technical assistance in design of installations

e. Advertising or merchandising support

f. Vendor education materials

g. Training oriented to designers, specifiers, installers?

PO7 Again, considering incentives or assistance that the program provides to distributors and contractors, are there any differences (from what we just discussed) with regard to the type of efficient high bay lighting? [PROBE]

Appendices


PROGRAM LOGIC

PL1 Do the goals of the program include the stimulation of long-term changes for high bay lighting in…

a. The way distributors promote and sell energy-efficient lighting products?

b. The way that contractors promote, design, and install energy-efficient lighting products?

c. Customers‘ awareness of efficient lighting products?

d. Customers‘ understanding of the energy savings and other benefits associated with efficient lighting products?

e. Customers‘ lighting equipment purchasing practices in the absence of financial incentives?

PL2 Has a formal logic model for the promotion of high bay lighting been developed for this

program?

[IF YES: REQUEST A COPY AND ASK PL2a; IF NO SKIP TO ITEM PL3]

PL2a Which market participants does the program logic model identify as important in terms of

influencing the selection of energy efficient high bay lighting equipment for retrofit, replacement, or new installations? [PROBE]

a. Customers

b. Manufacturers

c. Distributors

d. Installation Contractors

e. Lighting Designers

f. Architects

PL3 Based on your experience with the program and in the lighting market, which groups of market actors participants exercise the greatest influence on high bay lighting equipment selection? [PROBE]

a. Customers

b. Manufacturers

c. Distributors

d. Installation Contractors

e. Lighting Designers

Appendices


f. Architects

[FOR EACH INFLUENTIAL GROUP NAMED in PL3 ASK PL4 and PL5]

PL4 What are the main motivations for this group to purchase/promote energy-efficient high bay lighting? [PROBE]

a. Energy cost savings

b. Lower lifecycle costs

c. Lower maintenance costs

d. Reduced lumen degradation

e. Narrowing the range of equipment being sold

f. Phase-out of older established technologies

g. Best product or best lighting level/quality

h. Manufacturers or distributors are promoting these products to the other market participants

e. Other (Specify)______________________________

PL5 What circumstances or conditions inhibit this group from purchasing/promoting energy-efficient high bay lighting? [PROBE]

a. Cost

b. Lack of familiarity with the technology

c. Perceptions of performance risk/durability

d. Not satisfied with level/quality of light delivered

e. Physical challenges to installation in existing buildings

Appendices


f. Other

PL6 How well do you think the program is doing at addressing customer motivations and inhibitions for purchasing efficient fluorescent high bay lighting?

[PROBE] Why do you say that?

PL7 Have you noticed any changes in customers‘ level of awareness of efficient fluorescent high bay lighting over the past two years?

[PROBE] What kinds of changes have you noticed?

PL8 Have you noticed any changes in customers‘ level of understanding of the benefits of

efficient fluorescent high bay lighting over the past two years?


PL9 To your knowledge, has customer demand for efficient fluorescent high bay lighting increased over the past two years?

PL10 How well do you think the program is doing at addressing distributor and contractor motivations and inhibitions for promoting efficient fluorescent high bay lighting?

[PROBE] Why do you say that?

PL11 Over the past two years, have you noticed any changes in distributor or contractor level

of effort in promoting efficient fluorescent high bay lighting?


PL12 To your knowledge, have sales of efficient fluorescent high bay lighting increased, decreased or stayed about the same over the past two years?

PL13 What sources of information do you use to learn about high bay lighting technologies?

a. From within Massachusetts?

Appendices


b. What about sources outside of Massachusetts?

THANK YOU SO MUCH FOR YOUR TIME

Appendices


A.4 Manufacturer Interview Guide


Screening and Firmographics. General firmographic and interview screening

questions.

Lighting Technologies. Fixture types manufactured for high bay applications.

Types of fixtures considered to be energy efficient. Percent of sales by channel. Percent of sales by technology.

High bay Lighting Penetration Data. Regional differences in energy-efficient high

bay lighting sales and reasons.

Manufacturer Promotion, Barriers, and Motivation. Impact of promotion of energy

efficient technologies on competitive strategy.

Fluorescent lamps/Pulse start metal halides/LED. Sales trends and reasons.

Energy Efficiency Promotion to Distributors. Promotion of energy efficient high

bay lighting, reasons for and feedback on promotion of energy-efficient high bay lighting to distributors.

Energy Efficiency Promotion to Customers. Promotion of energy efficient high

bay lighting, reasons for and feedback on promotion of energy-efficient high bay lighting to customers.

Efficiency Programs. Awareness and importance of programs on lighting sales.

Regional comparison of energy efficiency programs.

Technical and Regulatory Trends. Awareness and importance of programs on

lighting sales. Regional comparison of energy efficiency programs.

Appendices


HBL MARKET EFFECTS STUDY: LIGHTING MANUFACTURER DRAFT INTERVIEW GUIDE

DECEMBER 2, 2010

LEAD-IN:

Hello. This is _____________ from KEMA, an energy consulting company, calling on behalf of

the Massachusetts electric and gas utilities‘ Energy Efficiency Program Administrators.


particular we are focusing on the installation of high bay lighting. For the purposes of this

interview we define high bay applications as installations for commercial and industrial end

users with ceiling heights of about 15 feet or more. I want to assure you this is not a sales call

and that the information you provide will be kept strictly confidential. This interview should only

take about 15 minutes of your time.

[IF NEEDED]



Study.

Appendices


LIGHTING TECHNOLOGIES

[IF RESPONDENT AGRESS TO INTERVIEW]

LT1 Our primary interest in speaking with you today is to learn more about the market for

high bay lighting technologies for commercial and industrial lighting applications. For the

purposes of this interview we define high bay applications as installations in commercial

and industrial spaces with ceiling heights of about 15 feet or more. As a starting point,

could you please confirm which of the following technologies your company

manufactures for use in high bay lighting applications? [READ LIST. ANSWER IN

GRID]

LT2 Are there any other lamping technologies that you manufacture for high bay applications

that I didn‘t mention?

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________

LT3 Of the technologies you mention above, which do you consider to be ―energy efficient?‖

[ANSWER IN GRID]

Hi Bay Technology LT1.

Manufactures?

[CIRCLE YES/NO]

LT3.

Energy efficient?

[CIRCLE

YES/NO]

High Intensity Discharge: metal halide Yes / No Yes / No

High Intensity Discharge: pulse start metal halide

Yes / No Yes / No

High Intensity Discharge: pressurized sodium

Yes / No Yes / No

High Intensity Discharge: high pressure sodium

Yes / No Yes / No

High Intensity Discharge: mercury vapor Yes / No Yes / No

Fluorescent Tubes: T12/Magnetic Ballast Yes / No Yes / No

Fluorescent Tubes: T-8 Electronic ballast Yes / No Yes / No

Fluorescent Tubes: T-5 Electronic ballast Yes / No Yes / No

LED Yes / No Yes / No

[OTHER] ______________________ Yes / No

[OTHER] ______________________ Yes / No

Appendices


Hi Bay Technology LT1.

Manufactures?

[CIRCLE YES/NO]

LT3.

Energy efficient?

[CIRCLE

YES/NO]

[OTHER] ______________________ Yes / No

LT4 When you designate one of these technologies as ‗energy, what criteria are you

applying?

[ASK FOR EACH TECHNOLOGY SPECIFIED AS HIGH EFFICIENCY]

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________

LT5 What percent of your total fixture sales are through each of the following channels?

[ENTER PERCENT]

a. OEMs ................................................................................. ____%

b. Distributors ......................................................................... ____%

c. Direct to contractors and lighting maintenance companies____%

d. Direct to customers ............................................................ ____%

e. Any Other .......................................................................... ____%

Total ..................................................................................... 100%

LT6 What percent of total fixtures you sell does each of the following technologies make up?

High Bay Technology ENTER PERCENT

High Intensity Discharge: metal halide %

High Intensity Discharge: pulse start metal halide

%

High Intensity Discharge: low pressurized sodium

%

High Intensity Discharge: high pressure sodium

%

High Intensity Discharge: mercury vapor %

Appendices


Fluorescent Tubes: T12/Magnetic Ballast %

Fluorescent Tubes: T-8 Electronic ballast %

Fluorescent Tubes: T-5 Electronic ballast %

LED %

[OTHER] ___________________ %

[OTHER]___________________ %

[OTHER] ___________________ %

Total 100%

Appendices


HIGH BAY LIGHTING PENETRATION DATA

S1 Which areas of the country—either in terms of regions or states—is your company

selling the most energy-efficient high bay lighting equipment? [DO NOT READ; MARK

ANY THAT APPLY]

California ......................................................................................... 1

Pacific Northwest ............................................................................ 2

Massachusetts ................................................................................ 3

New York ......................................................................................... 4

New England ................................................................................... 5

New Jersey ..................................................................................... 6

Wisconsin ........................................................................................ 7

Other….. .......................................................................................... 8

[Don‘t know] .................................................................................. 98 [Refused] ....................................................................................... 99

S1a Why do you say that?

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

_____________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

_____________________

S2 In your opinion, how do you rate the current market share of energy-efficient high bay

lighting in Massachusetts compared to other states? Is it…

Less than most other states ........................................................... 1

About the same as other states ...................................................... 2

Above levels in other states ............................................................ 3

[Don‘t know] .................................................................................. 98 [Refused] ....................................................................................... 99

S3 Which high bay lighting technologies are responsible for most of your high bay lighting

sales to Massachusetts? Why do you think that is?

Appendices


______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

___________________________________

Appendices


S4 In your opinion, what is the main factor that contributes to the difference between

regions of the country in terms of the market share of energy-efficient high bay lighting

technologies?

[PROBE REBATE PROGRAMS, DIFFERENCES IN INDUSTRIAL ECONOMIC BASE]

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

_____________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

____________________

S5 What are some of the other factors?

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

____________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

_____________________

Appendices


MANUFACTURER PROMOTION, BARRIERS, MOTIVATION

M1 Does promotion of energy-efficient high bay lighting technologies support your

company‘s overall competitive strategy?

Yes ........................................................................................................1

No ........................................................................... [GO TO HFL1] 2

[Don‘t Know] ...................................................................... [GO TO HFL1] 98

[Refused] ...................................................................... [GO TO HFL1] 99

M2 How does promotion of energy-efficient high bay lighting technologies support your

company‘s overall competitive strategy?

[PROBE GENERAL POSITIONING IN THE MARKET, APPEAL TO CERTAIN KINDS

DISTRIBUTORS OR CUSTOMERS, UNIT MARGIN TARGETS, ETC]

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

_____________________

______________________________________________________________________

______________________________________________________________________

______________________________________________________________________

_____________________

Appendices


HIGH BAY FLUORESCENTS

In the next section, I have several short sets of questions that focus on the different types of high-bay

lighting you manufacture.

[ASK IF RESPONDENT REPORTS SELLING HIGH BAY FLUORESCENTS (LT1); ELSE SKIP TO

HID1.]

Now I would like to ask about your sales of fluorescent high-bay lighting applications.

[Note to interviewer: this series of questions is not Massachusetts specific. However you

should probe for Massachusetts details.]

HFL1 In the past two years, have sales of high bay fluorescent lighting, relative to

sales of other lighting technologies, for commercial/industrial applications

increased, decreased, or stayed about the same?

Increased ......................................................................................................1

Decreased ....................................................................................................2

Stayed about the same .................................................................................3

Not applicable to business ............................................................................4

[Don‘t Know] ...............................................................................................98

[Refused] ...............................................................................................99

[ASK IF HFL1 = 1 OR 2; IF HFL1 = 3 SKIP TO HFL3 ; ELSE SKIP TO HID1]

HFL2 What do you think has caused this change? [PROBE IF NECESSARY:

CHANGES IN AWARENESS, ENERGY/MONEY CONCERNS, REBATES

FROM IOUs, ENVIRONMENTAL CONCERN, CHANGE IN COSTS, CHANGES

IN TECHNOLOGIES, OTHER]

HFL3 Do you expect this (these) trend(s) to continue? Why or why not?

Appendices


HFL4 Please discuss how these trends differ in Massachusetts compared to other regions of the

country?

Appendices



[ASK IF RESPONDENT REPORTS SELLING PULSE START METAL HALIDES (LT1); ELSE SKIP

TO LED1.]

[Note to interviewer: this series of questions is not Massachusetts specific, except the last

question, which asks you to probe for Massachusetts details.]

HID1 In the past two years, have sales of pulse start metal halides, relative to sales of

other lighting technologies, for commercial/industrial applications increased,

decreased, or stayed about the same?

Increased .................................................................................................... 1

Decreased .................................................................................................. 2


Not applicable to business .......................................................................... 4

[Don‘t Know] ............................................................................................. 98

[Refused] ............................................................................................. 99

[ASK IF HID1 = 1 or 2; IF HID1 = 3 SKIP TO HID3; ELSE SKIP TO LED1]

HID2 What do you think has caused this change? [PROBE IF NECESSARY:




HID3 Do you expect this (these) trend(s) to continue? Why or why not?

HID4 Please discuss how these trends differ in Massachusetts compared to other regions of the

country?

Appendices


Appendices


LED

[ASK IF RESPONDENT REPORTS SELLING HIGH BAY LED EQUIPMENT (LT1); ELSE

SKIP TO DEE1.]

[Note to interviewer: this series of questions is not Massachusetts specific, except the last

question, which asks you to probe for Massachusetts details.]

LED1 In the past two years, have sales of high bay LED lamps, relative to sales of

other lighting technologies, for commercial/industrial applications increased,

decreased, or stayed about the same?

Increased .................................................................................................... 1

Decreased .................................................................................................. 2


Not applicable to business .......................................................................... 4

[Don‘t Know] ............................................................................................. 98

[Refused] ............................................................................................. 99

[ASK IF LED1 = 1 OR 2; IF LED1=3 SKIP TO LED3; ELSE SKIP TO DEE1]

LED2 What do you think has caused this change? [PROBE IF NECESSARY:




LED3 Do you expect this (these) trend(s) to continue? Why or why not?

LED4 Please discuss how these trends differ in Massachusetts compared to other regions of the

country?

Appendices


Appendices


ENERGY EFFICIENCY PROMOTION TO DISTRIBUTORS

The next set of questions concerns the manner in which your company promotes its products to

distributors.

DEE1 How do you promote energy-efficient high bay lighting technologies to distributors?

[DO NOT READ LIST. ACCEPT MULTIPLES]

Don‘t really promote premiums to vendors .................................... 1

Cooperative advertising .................................................................. 2

Brochures and other collateral sales materials .............................. 3

Energy savings calculation tools .................................................... 4

Discounting and other pricing mechanisms ................................... 5

Web site, e-mail .............................................................................. 6

Other 1(Specify: _____________________________________) 7

Other 2(Specify: _____________________________________) 8

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[IF DEE1 = 1 SKIP TO DEE2; ELSE ASK DEE1a]

DEE1a Have your efforts to promote energy-efficient high bay lighting technologies to

distributors increased, decreased, or stayed about the same over the past year?

Increased ............................................................................ 1

Decreased ........................................................................... 2

Stayed about the same ....................................................... 3

[Don‘t know] ...................................................................... 98

[Refused] ........................................................................... 99

[IF DEE1a = 1 or 2 ASK DEE1b; ELSE ASK DEE2]

DEE1b Why?

DEE2 Does your promotion of energy-efficient high bay lighting technologies to distributors in

Massachusetts than in other areas of the country? How?

[BE SURE TO PROBE FOR WHETHER PROMOTIONAL ACTIVITY HAD

INCREASED/DECREASED AND WHY]

Appendices


Appendices


DEE2 What kinds of objections to stocking and promoting energy-efficient high bay lighting do

you hear most frequently from distributors?


Costs too much to hold in inventory ............................................... 1

No demand from customers ........................................................... 2

Not as reliable as standard efficiency ............................................. 3

Economics don‘t work for customers .............................................. 4

Other 1(Specify: _____________________________________) 6

Other 2(Specify: _____________________________________) 7

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

DEE3 Has the percentage of distributors voicing these kinds of objections increased,

decreased, or stayed about the same over the past two years?

Increased ........................................................................................ 1

Decreased ....................................................................................... 2

Stayed about the same ................................................................... 3

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[IF DEE3 = 1 or 2 ASK DEE3a; ELSE ASK DEE3b]

DEE3a Why?

DEE3b Has the percentage of distributors IN Massachusetts voicing these kinds of objections

increased, decreased, or stayed about the same over the past two years?

Increased ........................................................................................ 1

Decreased ....................................................................................... 2


[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[IF DEE3b = 1 or 2 ASK DEE3c; ELSE ASK DEE4]

Appendices


DEE3c Why?

DEE4 What benefits do distributors see in promoting energy-efficient high bay lighting

technologies?


Offer value-added services to customers ....................................... 1

Retain customer loyalties ................................................................ 2

Access to utility program incentives ............................................... 3

Increased margin per unit ............................................................... 4

Generally better performance and materials customer satisfaction 5

Other 1(Specify: _____________________________________) 6

Other 2(Specify: _____________________________________) 7

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

DEE5 Are distributors in Massachusetts more or less active in promoting and selling energy-

efficient high bay lighting technologies than those in other parts of the country?

More ................................................................................................ 1

Less ................................................................................................. 2

About the same ............................................................................... 3

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[ IF DEE5 = 1 OR 2 ASK DEE5a; ELSE SKIP TO CEE1]

DEE5a. [PROBE FOR EXAMPLES]

______________________________________________________________________

______

______________________________________________________________________

______

Appendices


ENERGY EFFICIENCY PROMOTION TO CUSTOMERS

[ASK ONLY IF SALES DIRECT TO CUSTOMERS (LT5d) > 10%; ELSE SKIP TO P1]

You mentioned earlier that you also sell direct to customers. In this next section, I‘m interested

in the kinds of promotions to offer to this segment.

CEE1 How do you promote energy-efficient high-bay lighting to customers?


Don‘t really promote this equipment to customers ......................... 1

Advertising in industry and trade press .......................................... 2

Trade shows.................................................................................... 3

Energy savings calculation tools .................................................... 4

Discounting and other pricing mechanisms ................................... 5

Web site, e-mail .............................................................................. 6

Other 1(Specify: _____________________________________) 7

Other 2(Specify: _____________________________________) 8

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[IF CEE1 =1, SKIP TO CEE2; ELSE ASK CEE1a]

CEE1a Have your efforts to promote energy-efficient high bay lighting to customers

increased, decreased, or stayed about the same over the two past years?

Increased ............................................................................ 1

Decreased ........................................................................... 2

Stayed about the same ....................................................... 3

[Don‘t know] ...................................................................... 98

[Refused] ........................................................................... 99

CEE2 Have you gotten any feedback from customers – either those you sell to directly or via

distributors – in terms of their response to your energy-efficient high bay lighting

products?

Yes ..................................................................................................... [GO

TO CEE2a] 1

No ....................................................................................................... [GO

TO CEE4] 2

[Don‘t know] ......................................................... [GO TO CEE4] 98

Appendices


[Refused] .............................................................. [GO TO CEE4] 99

Appendices


CEE2a What kinds of objections to purchasing energy efficient high bay lighting do you

hear most frequently from customers?


Cost too much ........................................................................ 1

Economics are not sufficiently advantageous ....................... 2

Not as reliable as standard efficiency .................................... 3

Not aware of premium efficiency ........................................... 4

Other 1(Specify: _____________________________________) 6

Other 2(Specify: _____________________________________) 7

[Don‘t know] ......................................................................... 98

[Refused] .............................................................................. 99

CEE3 Has the percentage of customers voicing these kinds of objections increased,

decreased, or stayed about the same over the past two years?

Increased ........................................................................................ 1

Decreased ....................................................................................... 2


[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

CEE4 What kinds of customers purchase the greatest share of energy-efficient high bay

lighting technologies?

______________________________________________________________________

________________

______________________________________________________________________

________________

CEE5 Do you supply high bay lighting equipment directly to any customers in Massachusetts?

Yes ..................................................................................................... 1

No ....................................................................................................... 2

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

Appendices


[IF CEE5 = 1 ASK CEE6; ELSE SKIP TO P1]

CEE6 Do you have any supply contracts with end-use customers under which you furnish all or

most of their lighting needs to one or more facilities?

Yes .................................................................................................. 1

No ....................................................................................................... 2

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[IF CEE6 = 1, ASK CEE7; ELSE SKIP TO P1]

CEE7 Do these contracts generally contain specifications for energy-efficient high bay lighting?

Yes ..................................................................................................... 1

No ....................................................................................................... 2

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

[IF CEE6 = 1, ASK CEE7a; ELSE SKIP TO P1]

CEE7a What specifications are those? [PROBE TECHNOLOGIES AND EFFICIENCY

LEVELS]

______________________________________________________________________

______

Appendices


EFFICIENCY PROGRAMS

P1 Are you familiar with utility-sponsored programs to promote the sale of energy-efficient

high bay lighting technologies in the following regions? [READ LIST; ACCEPT

MULTIPLES]

California ......................................................................................... 1


Massachusetts ................................................................................ 3

Maine ............................................................................................. 4

New Hampshire .............................................................................. 5

Vermont ........................................................................................... 6

Connecticut ..................................................................................... 7

Rhode Island ................................................................................... 8

New York ......................................................................................... 9

New Jersey ................................................................................... 10

Wisconsin ...................................................................................... 11

Others (Specify____________________________________)… 12

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

P1a [ASK IF P1 = 3] Which utilities in Massachusetts? [PROBE PAS]

____________________________________________________________________________

_

______________________________________________________________________

_______

Appendices


P2 Which of these programs have been most effective, in your opinion?

[ACCEPT MULTIPLES]

California ......................................................................................... 1


Massachusetts ................................................................................ 3

Maine ............................................................................................. 4

New Hampshire .............................................................................. 5

Vermont ........................................................................................... 6

Connecticut ..................................................................................... 7

Rhode Island ................................................................................... 8

New York ......................................................................................... 9

New Jersey ................................................................................... 10

Wisconsin ...................................................................................... 11

Others (Specify____________________________________)… 12

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

P2a [PROBE REASONS FOR CHOICES, ESPECIALLY MA PROGRAMS]

________________________________________________________________

_______

______________________________________________________________________

_

Appendices


P3 Generally, do you believe it is more effective to provide financial incentives to customers

for the purchase of energy-efficient high bay lighting technologies, or to the vendor for

selling them?

To customer .................................................................................... 1

To vendor ........................................................................................ 2

Neither is effective .......................................................................... 3

Both can be effective ...................................................................... 4

It depends ....................................................................................... 5

[Don‘t know] .................................................................................. 98

[Refused] ....................................................................................... 99

P3a [PROBE REASONS FOR ANSWER]

______________________________________________________________________

______

______________________________________________________________________

______

P3b What other elements of these programs have been effective in promoting energy-

efficient high bay lighting technologies?

______________________________________________________________________

_______

______________________________________________________________________

_______

P3c What changes would you make to utility-sponsored programs to make them more

effective?

______________________________________________________________________

_______

______________________________________________________________________

_______

Appendices


TECHNICAL AND REGULATORY TRENDS

T1 What future market events do you think will substantially affect the future energy

efficiency of high bay lighting?

______________________________________________________________________

_______

______________________________________________________________________

_______

T2 Are there any new high bay technologies in the pipeline/hitting the market soon?

______________________________________________________________________

_______

______________________________________________________________________

_______

T3 [ASK IF T1 = Yes ASK T3 – T5; ELSE SKIP TO T6] For what applications will it be best

suited?

______________________________________________________________________

_______

______________________________________________________________________

_______

T4 What applications is it less suited for?

______________________________________________________________________

_______

______________________________________________________________________

_______

T6 What technology(ies) does it compete with in that application?

______________________________________________________________________

_______

______________________________________________________________________

_______

Appendices


T6 What regulatory trends are affecting your high bay lighting business?

______________________________________________________________________

______

______________________________________________________________________

_______

T7 Are high bay lighting efficiency standards to date hurting or helping your business as

they exist today?

______________________________________________________________________

_______

______________________________________________________________________

_______

T8 Which level of efficiency regulation – federal, state, or local – most affects your high bay

lighting business?

______________________________________________________________________

_______

______________________________________________________________________

_______

THANK YOU FOR YOUR TIME AND COOPERATION.

Is there anyone else at your company or another manufacturer selling products in

Massachusetts that you would recommend we speak with? Would we want a second interview

at the same company?

Appendices


A.5. Distributor Interview Guide


Screening and firmographics. Information used to identify the appropriate

population and respondent. General firmographic and interview screening questions.

Lighting equipment sales. Percent of sales by fixture type overall and in high bay

applications. Types of fixtures considered to be energy efficient.

Contractor related questions. Degree to which distributors recommend energy

efficient high bay lighting to contractors. Awareness and acceptance of energy efficient high bay lighting by contractors.

Fluorescent lamps. Sales trends, reasons, and contractor feedback regarding

fluorescent high-bay lighting.

Pulse start metal halides. Sales trends, reasons, and contractor feedback

regarding pulse start metal halide high bay lighting.

High pressure sodium. Sales trends, reasons, and contractor feedback regarding

high pressure sodium high bay lighting.

General market trends – Overall trends in high bay lighting.

Marketing support – Types of marketing support received, sources of support,

impact of support on sales, internal marketing practices.

Program participation – Awareness and importance of programs on lighting sales.

Appendices


HBL MARKET EFFECTS STUDY: LIGHTING DISTRIBUTOR FINAL INTERVIEW GUIDE

DECEMBER 2, 2010

1.1 INTRO

Hello. This is _____________ from KEMA, an energy consulting company, calling on behalf of

the Massachusetts electric and gas utilities‘ Energy Efficiency Program Administrators.


particular we are focusing on the installation of high bay lighting by distributors. For the

purposes of this interview we define high bay applications as installations for commercial and

industrial end users with ceiling heights of about 15 feet or more. I want to assure you this is not

a sales call and that the information you provide will be kept strictly confidential. This survey

should only take about 15 minutes of your time.

May I please speak to the manager or person at your firm most familiar with your sales and installation of commercial lighting products? [ENTER NAME OF CONTACT]: _________________________________

[IF CONTACT IS NOT AVAILABLE, ASCERTAIN BEST TIME TO CALL]

[IF NEEDED]



Study.

Appendices


1.2 SCREENING & FIRMOGRAPHICS

SC1 First, what is your job title?

Sales Manager................................................................................................... 1

President/CEO ................................................................................................... 2

General Manager ............................................................................................... 3

Other(Specify)____________________ ............................................................ 4

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

SC2 Which of the following activities does your company pursue at this location?

[READ LIST AND ACCEPT MULTIPLE RESPONSES]

[IF THEY DO NOT DO ANY Lighting sales to end users OR Lighting sales to contractors TERMINATE]

SC2a [FOR EACH ACTIVITY NAMED] Approximately what percent of total annual revenues comes from

[ACTIVITY] at this location?

[ASK FOR ALL SALES FROM THIS LOCATION, NOT JUST MASSACHUSETTS]

SC2 SC2a

Lighting sales to end users 1 %

Lighting sales to original equipment manufacturers

(OEMs)

2 %

Lighting sales to contractors 3 %

Lighting layout and design services 4 %

Lighting installation services 5 %

Lighting maintenance services 6 %

Other (Specify) 7 %

[Don‘t Know] 998 998

[Refused] 999 999

[IF RESPONDED “DON’T KNOW” FIND ANOTHER RESPONDENT AT THIS FACILITY]

SC3 Approximately how many full-time-equivalent (FTE) staff do you have at this location? [PROBE FOR

APPROXIMATE]

[ENTER NUMBER] ..................................................................................... ____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

SC4 How many locations does your firm have in Massachusetts?

[IF THEY DON’T KNOW, PROBE FOR APPROXIMATE NUMBER OF LOCATIONS]

[ENTER NUMBER] ..................................................................................... ____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

Appendices


SC4a How many locations does your firm have in other New England states or New York?

[IF THEY DON’T KNOW, PROBE FOR APPROXIMATE NUMBER OF LOCATIONS]

[ENTER NUMBER] ..................................................................................... ____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

SC5 What is the approximate geographic region served by your company at your location? [PROBE AS

SPECIFICALLY AS POSSIBLE INCLUDING CITIES AND ZIP CODES]

SC6 Which of the following best characterizes your company‘s revenue at your location from direct commercial

and industrial lighting sales to contractors or end-users 2010? [READ LIST]

Less than $1 million ........................................................................................... 1

$1 million to $2 million ....................................................................................... 2

$2 million to $5 million ....................................................................................... 3

$6 million to $10 million ..................................................................................... 4

$More than $10 million ...................................................................................... 5

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

[IF RESPONDED “Don’t Know,” FIND ANOTHER RESPONDENT AT THIS FACILITY]

[OK TO ACCEPT A “ROUGH ESTIMATE”]

Appendices


1.3 LIGHTING EQUIPMENT SALES

Now I am going to ask you about your sales of commercial and industrial lighting equipment for

high bay applications. For the purposes of this interview we define high bay applications as

sales for commercial and industrial applications with ceiling heights of about 15 feet or more.

Please answer these questions for your sales directly to commercial and industrial end

users in Massachusetts.

LS1a First, what percentage of your total lighting fixture sales to commercial and industrial

customers in the last two years was accounted for by the following kinds of lighting

equipment? Your best approximation is fine. [READ LIST BELOW]

LS1b [FOR EACH TYPE OF LIGHTING EQUIPMENT NAMED, ASK]: As best you can tell,

what percentage of [TYPE OF LIGHTING EQUIPMENT] is installed in high bay

applications? [IF NECESSARY, DEFINE HIGH BAY APPLICATIONS IN TERMS OF

CEILING HEIGHT.]

LS1c What kinds of information do you rely on to identify the applications of lighting sold to

contractors?

LS1d Which of the kinds of lighting equipment you mentioned do you consider to be energy-

efficient in high bay applications?

LS1a LS1b LS1d

Fluorescent Tube: T12/Magnetic Ballast % %

Fluorescent Tube: T-8 /Electronic Ballast % %

Fluorescent Tube: T-5/Electronic Ballast % %

High Intensity Discharge: metal halide % %

High Intensity Discharge: pulse start metal halide % %

High Intensity Discharge: pressurized sodium % %

High Intensity Discharge: high pressure sodium % %

Appendices


High Intensity Discharge: mercury vapor % %

Other (Specify) _____________________________ % %

TOTAL 100%

Appendices


CONTRACTOR-RELATED QUESTIONS

Now I‘d like to ask you some questions regarding your work with contractors.

CR1 I‘m going to read four different ways in which you might work with contractors. Please

tell me what percent of your contractor sales would you characterize as follows? Again,

approximations are fine.

A. Straight price bid on a detailed specification ................................................ ___%

B. General characterization of the functional type of space (e.g. gymnasium lighting)

.......................................................................................................................... ___%

C. Work with the contractor to develop lighting layouts and equipment schedules ....

.......................................................................................................................... ___%

D. Work with the project engineer or architect to develop lighting layouts ........ ___%

E. Other approach (Specify) __________________________________ ......... ___%

[Don‘t Know] .......................................................................................................... 98

[Refused] ............................................................................................................... 99

CR2 In those contractor sales situations where you have the opportunity, how often do you recommend the

energy efficient types of equipment for high bay applications? Would you say it is …?

Always.……………. .......................................................................................... .1

Most of the time .................................................................................. ………….2

Sometimes ................................................................................................ ……. 3

Rarely ..................................................................... ………………………………4

Never ................................................................................................................. 5

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

CR3 Generally, have you found that contractors are aware of the full range of options for efficient high bay

lighting available to them before specifying the lighting system?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

[ASK IF CR2 = 1, 2, OR 3; ELSE SKIP TO HFL1]

CR4 Do contractors generally accept your recommendations for efficient high bay lighting systems?

Yes .................................................................................................................... 1

No ...................................................................................................................... 2

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

Appendices


CR5 [ASK IF CR4 = NO; ELSE SKIP TO HFL1] Why not?

Appendices


FLUORESCENT LAMPS

[ASK IF RESPONDENT REPORTS SELLING FLUORESCENTS FOR HIGH BAY SPACES (LS1b)]

Next, I have a short series of questions about each of the main types of energy efficient high-bay

lighting products: fluorescent lamps, pulse-start metal halides, and/or high-pressure sodium lamps.

Now I would like to ask about your sales of fluorescent high bay lighting applications.

HFL1 Over the last two years, have sales of high bay fluorescent lighting, relative to sales of other

lighting technologies, for commercial/industrial applications increased, decreased, or stayed

about the same?

Increased .......................................................................................... 1

Decreased .......................................................................................... 2

Stayed about the same ...................................................................................... 3

Not applicable to business [SKIP TO HID1] ...................................................... 4

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

[ASK IF HFL1 = 1 OR 2; ELSE SKIP TO HFL4]

HFL2 What do you think has caused this change? [PROBE IF NECESSARY: changes in

awareness, energy/money concerns, rebates from IOUs, environmental concern,

change in costs, changes in technologies, lighting quality]

HFL3 Do you expect this (these) trend(s) to continue? Why or why not?

HFL4 What kinds of feedback have you received from contractors about fluorescent high

bay lighting in terms of:

Customer response to the product: ______________________________

Appendices


__________________________________________________________

Ease of installation: __________________________________________

__________________________________________________________

Commercial advantages/disadvantages v. other products: ____________

__________________________________________________________

Appendices



[ASK IF RESPONDENT REPORTS SELLING PULSE START METAL HALIDES (LS1b)]

HID1 Over the past two years, have sales of pulse start metal halides, relative to sales of other

lighting technologies, for commercial/industrial applications increased, decreased, or stayed

about the same?

Increased .......................................................................................... 1

Decreased .......................................................................................... 2


Not applicable to business [SKIP TO HPS1] ..................................................... 4

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

[ASK IF HID1 = 1 OR 2; ELSE SKIP TO HID4]

HID2 What do you think has caused this change? [PROBE IF NECESSARY: changes in

awareness, energy/money concerns, rebates from IOUs, environmental concern,

change in costs, changes in technologies, other]

HID3 Do you expect this (these) trend(s) to continue? Why or why not?

HID4 What kinds of feedback have you received from contractors about pulse-start HID

lighting for indoor application in terms of:


__________________________________________________________


__________________________________________________________

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__________________________________________________________

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HIGH PRESSURE SODIUM

[ASK IF RESPONDENT REPORTS SELLING HIGH PRESSURE SODIUM EQUIPMENT (LS1b)]

HPS1 Over the past two years, have sales of high pressure sodium lamps, relative to sales of

other lighting technologies, for commercial/industrial applications increased, decreased, or

stayed about the same?

Increased .......................................................................................... 1

Decreased .......................................................................................... 2


Not applicable to business [SKIP TO GT1] ....................................................... 4

[Don‘t Know] .................................................................................................... 98

[Refused] ......................................................................................................... 99

[ASK IF HPS1 = 1 OR 2; ELSE SKIP TO HPS4]

HPS2 What do you think has caused this change? ________________

[PROBE IF NECESSARY: changes in awareness, energy/money concerns, rebates

from IOUs, environmental concern, change in costs, changes in technologies, other]

HPS3 Do you expect this (these) trend(s) to continue? Why or why not?

HPS4 What kinds of feedback have you received from contractors about high pressure

sodium lighting for indoor application in terms of:


__________________________________________________________


__________________________________________________________


__________________________________________________________

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1.4 GENERAL MARKET TRENDS

In this section, we are interested in your view of trends in the overall high bay lighting market.

GT1 About what percentage of your revenues from the sales of commercial/industrial lighting equipment

comes from new construction projects, as opposed to replacements and retrofits? [PROBE FOR

APPROXIMATE]

[ENTER PERCENT NEW CONSTRUCTION] ............................................. ____

[Don‘t Know] .................................................................................................. 998

[Refused] ....................................................................................................... 999

GT2 To what extent are the trends we‘ve been discussing for the sales of energy-efficient

high bay lighting equipment different between new construction and

replacements/retrofits?

[PROBE, IF NECESSARY]

GT3 In what ways are they different? [AND ASK WHY THEY THINK THAT IS]

GT4 Thinking about the overall market, what do you think could be done to increase the

installation of energy-efficient high bay lighting in the commercial and industrial customer sectors?

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1.5 MARKETING SUPPORT

MS1 Do you receive any forms of marketing support for your company‘s promotion of energy

efficient high bay lighting technologies?

Yes ........................................................................................................ 1 No .......................................................................................................... 2 [Don‘t know] ........................................................................................ 98 [Refused] ............................................................................................. 99

[ASK IF MS1 = 1; ELSE SKIP TO MS8]

MS2 What kind of marketing support did you receive?

[ANSWER FOR ALL POSITVE RESPONSES ABOVE]

MS3 From whom did you receive such marketing support? [DO NOT READ]

1. Manufacturer [SPECIFY] ___________________________________

_________________________________________________________

2. Utility [SPECIFY]__________________________________________

_________________________________________________________

3. Municipality/Gov‘t

[SPECIFY] ________________________________________________

_________________________________________________________

4. Other [SPECIFY] _________________________________________

MS4 Which technologies are supported?

MS5 Why do you think the sponsor is supporting that particular lighting technology?

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[ANSWER FOR EACH TECHNOLOGY/SPONSOR COMBINATION SUPPORTED]

MS6 Do you think the marketing support helped you to sell more energy efficient high bay

lamps?


MS7 Would you market energy efficient high bay lighting technologies without this support?


MS8 What else do you do to market high bay lighting technologies (anything you haven‘t

already mentioned)?

[PROBE: partnerships with utilities, distributors, manufacturers, etc.]

1.6

1.7 [IF COMPANY NOT IS A MASSACHUSETTS BASED FIRM THANK YOU AND TEMINATE]

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1.8 PROGRAM PARTICIPATION

[ASK PP1 THROUGH PP3 IF NOT ALREADY ANSWERED]

PP1 Are you aware of any electric utility incentive programs in Massachusetts for businesses

to install energy efficient high bay lighting?


[IF PP1 = 1, ASK PP2. ELSE SKIP TO PP6

PP2 Have you supplied equipment to projects that have received incentives from an electric

utility in Massachusetts?


[IF PP2 = 1, ASK PP3; ELSE SKIP TO PP7]

PP3 Who was the program‘s sponsor (i.e. the utility)? If you don‘t know specifically, please

describe the program, and what incentives were provided, who received the incentive,

and why?

PP4 On a scale of 1 to 10, where 1 is not at all important and 10 is very important, how

important are the utility programs in Massachusetts in your firm‘s decision to promote energy-efficient high-bay lighting equipment?

[ENTER 1 – 10, 98 FOR DK, 99 FOR REFUSED] ........................... _____

PP5 Finally, on a scale of 1 to 10, where 1 is no influence and 10 is a great deal of influence, how much influence do you think utility programs in Massachusetts have on the market share of energy-efficient high-bay lighting technologies in your market area?

[ENTER 1 – 10, 98 FOR DK, 99 FOR REFUSED] ........................... _____

PP6 Have you participated in other programs that promote energy efficient technologies for

businesses?

Yes ........................................................................................................ 1 No .......................................................................................................... 2

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[Don‘t know] ........................................................................................ 98 [Refused] ............................................................................................. 99

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PP7 Which ones? If you don‘t know specifically, please describe the program, the sponsor,

and what incentives you received and why you received them?

THANK YOU FOR YOUR TIME AND COOPERATION.

Appendices HBL Market Effects Study -...

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