Volume 15 - Philips Lighting

In Touch
A new VAR training
program has just been
introduced in Eindhoven
to facilitate the integration
of new VARs into the
organization and provide
them with the initial
training they require to
get started.
10 | Lightnews Vol 15
The new VAR training incorporates the opportunity to
visit the Lighting Application Centre (LAC) in Eindhoven,
where Philips presents its latest developments and
innovations in the field of lighting.
“This is enough basic knowledge for the
new VARs to get going initially,” said
Hogh-Nielsen. “On top of this, we offer our
new customers the opportunity to visit the
Philips Lighting Application Centre (LAC)
in Eindhoven. The LAC is an important
international centre where Philips presents
its latest developments in the field of
lighting. This experience is a great way to
introduce new VARs to the world of lighting
through Philips experience and innovation.”
“We must extend our special thanks to
the Training Academy for their support in
organizing these events,” said Hogh-Nielsen.
“This initial course has given us a solid
framework upon which we can base our
future training program.”
Asia VAR conference
On 22 May, Philips Regional Office
in Singapore hosted a ‘Rest of Asia (ROA)
VAR Controls Conference’. In total, 28
people attended from Thailand, Singapore,
Indonesia, Vietnam, Korea and Malaysia.
According to Business Development Director
– Controls Application Group, Simon
Richardson, the aim of the two-day course
was to discuss a number of topics, products
and services. “We ran feedback sessions in
order to ascertain the interest levels from
the VARs in the products discussed,” he said.
“The results are very interesting, as they
provide an insight into market perceptions in
the region regarding our key offerings.”
The results show three clear trends in the
VARs’ responses. Firstly, the new Philips
Dynalite software offerings were deemed
to provide the most overall value, with
EnvisionProject rated for its ability to
increase competitiveness through onsite
time savings. EnvisionWeb rated
for its functionality and EnvisionProject,
EnvisionWeb and Dashboard all scoring
well for perceived market demand.
As these VARs are network project focused
there was some interest in how the
Standalone portfolio could be integrated
into non-critical areas or as a cost effective
solution offering.
Feedback also indicated that new products
and services not in the traditional
networked VAR channel – such as Teletrol/
ChainDirector and Outdoor Controls –
should be explored more fully.
“Two new Standalone products produced
regionally – LPS120 and High Bay sensor
– were well received, as were KNX and
DALI MultiMaster,” said Richardson. “The
overall feedback offers compelling evidence
that both the KNX and DALI MultiMaster
product ranges have a continued place in
the RoA networked controls environments,
especially when coupled with the new
software developments.”
Appointment of new UK VARs
As Philips Lighting Controls VAR and
Dimension Dealer Manager, John Preston,
explained, until January 2012 Philips had a
limited VAR channel in the UK. “In order
to bring the benefits of Lighting Controls
to a wider range of customers across the
UK, Philips has appointed a number of
professional experienced VARs in 2012,” he
said. “Well-trained – both technically and
commercially – on a wide range of Philips
Lighting Controls, these organizations
provide extended geographic reach and
availability, specialist application expertise,
industry knowledge, plus technical support
to the end-user.”
Existing key VAR AWE manages the
Dimension Dealer program – a nationwide
network of installers trained on Dynalite.
AWE is a custom installer, specializing in
AV and lighting control solutions for the
residential and commercial segments, with
experience in the Dynalite and OccuSwitch
ranges of products and solutions. They have
recently won a prestigious industry training
award for it’s support and presentation of
the Dynalite system to its growing customer
base – see the following article.
Recent VAR appointments in the UK
include Archtainment, Gemini, Lightmaster
and Ivory Egg.
Archtainment is a company well known
among lighting designers, with specialist
expertise in the retail and hospitality
segments and with Philips ColorKinetics
products. The company has extensive
experience in working with Philips
Dynalite and Occuswitch ranges. Based
in High Wycombe, Archtainment covers a
geographical area that includes London and
the southeast of England.