Page 90 - Lighting Magazine January 2019

THE REP Solid-state lighting is the disruptive tech- nology that has changed the industry forever. As a result, the lighting rep’s role today is far more challenging than it was
OF THE
FUTURE
The life of a sales representative today is vastly di erent from
in the past, and will keep on evolving along with technology.
BY STEVEN PARKER, LC
88 enLIGHTenment MagazIne | January 2019
a decade ago.
Solid-state lighting has allowed for signi cant
improvements in controllability, size, and nally price. Fixtures are no longer limited by the “bulb.” Based on the diminutive size of the solid-state light source, luminaires can be signi cantly smaller and use far less material. These incredible improve- ments in e cacy have eliminated a good portion of the thermal management challenges.
In every step of this evolution, representatives proudly introduced products and educated their customers on the inner-workings and technology of the products they sold. The industry has shi ed closer to the consumer electronics industry, forc- ing the rep to evolve at a pace far faster than ever before. Product life cycles are far shorter than any time in the lighting industry’s past.
Through it all, representatives and lighting re- tailers still share the same mission: Selling lighting to people!
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