1. Electrical Distributor Marketing January 2019

2. Agenda Why T-promotions Merchandising Vision Pre-approved MDF
T1 Preview

3. Why T-Promotions Drive Merchandising Launch New Products
Training and Enable Channel

4. T-Promotions Drive Channel Growth
Contractor Pull promotion (F150!)
Increase training
Merch to create Lutron “destination”
Launch RAC
In store promos
Launch Lutron PRO program
Launch Facebook page
Drive contractor sales in branch
Drive Caséta training
New C.L Merchandising
Launch Caséta
Drive Sensor Awareness

5. Why T-Promotions T-promo execution is key to channel growth
Trained contractors deliver higher sales
Associated technologies help contractors close more jobs
Properly merchandised branches tell a complete story and drive share
Proper inventory levels allow a distributor to meet contractor needs
New products need to be displayed and discussed
Effective execution allows Lutron and you to drive our messaging into the market

6. Lutron Digital Marketing Support

7. Merchandising Vision

8. Merchandising Vision Began merchandising upgrade in 2015
Second push in 2016
Maintenance in 2017 and 2018
Will maintain and research in 2019

9. Merchandising Vision
Lutron has aggressive innovation plans for 2019 and beyond, see today’s product launches as examples
Any merchandising needs to be easy to upgrade and flexible
Distribution business practices are rapidly evolving, in- store counter sales is rapidly evolving to online selling
Will be performing market research and development work in 2019 to develop the next generation of Lutron merchandising

10. Merchandising Vision Next Steps
Rep and distributor survey of branch managers to be launched in Jan.-Feb. to discover merchandising needs
Racking and wheeled gondola’s
In store branding
Working display tradeoff w/other support
What to do about 3 and 5 panel working displays
Significant investment to manufacture and place in branch
Looking to replace with more relevant, more flexible display

11. Pre-Approved MDF

12. Pre-Approved MDF Why – Benefits
Make it easier for accounts to take advantage of the money they have EARNED
Continue to make it easier for reps to help accounts use the MDF funds they have available to them
Gives Lutron the ability to gauge which promotions are successful and which promotions are NOT successful
Benefits
Lutron Supplies all materials
Creates pull with end users, use items to incent your customers
Creates new customer opportunities
Leverages funds to drive top and bottom line sales

13. Pre-Approved MDF – Steps
SCHEDULE a training or selling event with your local rep agency contact and Lutron salesperson. (We need 3-4 weeks to process your order/ship your MDF promo items to you, so plan accordingly.)
PLACE a corresponding Lutron product order prior to the event.
HAVE a minimum of 10 licensed electrical contractors at the event and make sure their contact information is recorded in the myBusiness portal.
PROVIDE proof you held the event. For quickest approval you must provide documents, receipts/invoices, and photos within the following 14 days. (If we do not receive approved substantiating documents, we may bill the rep agency for the promo order cost. Please reference the editable MDF Proof of Performance Form for submissions.)

14. Pre-Approved MDF #1 – Tailgate Package
Use these promotional items to incent your customers — hold an event, offer a giveaway for those who purchase the most Lutron products, use to encourage ECs to expand into smart lighting controls, become Lutron PROs, plus so much more.
Order Levels:
FIRE UP THE GRILL – Place a $7,500 order and utilize $475 of MDF funds and receive 1 REDZONE Hitch ‘N Go Tailgate Grill

15. Pre-Approved MDF #1 – Tailgate Package cont’d
Order Levels continued:
KEEP THE DRINKS COLD – Place a $4,500 order and utilize $375 of MDF funds and receive 1 Yeti Hopper Two 30
TOSS A FEW – Place a $3,000 order and utilize $250 of MDF funds and receive 1 set of Lutron custom cornhole boards with matching bags
BEAT THE RAIN – Place a $1,500 order and utilize $150 of MDF funds
Ultimate Tailgating Package – Place a $15,000 order and utilize $1,000 of MDF funds and receive all the items noted

16. Pre-Approved MDF #2 – Contractor Package
Again, continue to use these promotional items to incent your customers.
Place a $1,250 order and utilize $125 of MDF funds and receive 5 Tool Tote Organizers
Place a $1,000 order and utilize $100 of MDF funds and receive 10 Bucket Boss Organizers
Place a $750 order and utilize $65 of MDF funds and receive 2 six-packs of T-shirts
Place a $500 order and utilize $45 of MDF funds and receive 10 All-in-One Flashlights
Place a $3,000 order and utilize $300 of MDF funds and receive the Ultimate Contractor Package which includes all items shown.

17. Pre-Approved MDF – How
Complete Pre-Approved MDF Training/Event Order Form
Select the MDF package desired on the order form
Make sure training event is loaded into the myBusiness community with attendees
Must use half of your 2019 MDF by June 30 and the remaining balance by December 31 or it will be forfeited. Don’t lose out as we’ve simplified the process for your accounts.
Provide proof you held the event. Submit the aforementioned MDF Proof of Performance Form. (Commercial App.)

18. 2019 T1 Preview

19. 2019 T1 - Objective Mobilize the channel to start strong in 2019
LAUNCH New products:
Extensive contractor sampling
Work with the channel so we win together
Create excitement in branch with counter merchandising and promotions
Schedule PRO and VIP training and selling events
Engagement and pull with the contractor to sell product
Support our efforts to drive contractors to PRO and VIP events so we can engage, enable, and support

20. 2019 T1 – Residential Promo Preview
Get samples to contractors
Merchandise branch for the launch
Counter promo to move product OR
HOW
Maestro C∙L
PRO dimmer
Maestro 2 amp sensor
Caséta fan control

21. 20! 2019 T1 – Residential Promo Order Levels Preview 2 amp sensor 24
Place a $7,500 order with 24
And/Or 24
Merchandise the launch!
GET 4 samples sent to contractors based on the order
Banners
Counter Promo
20!
Hanging/ counter trays
Counter mat(s)

22. 2019 T1 – Residential Promo Order Levels Preview
Place a $5,000 order with
Place a $2,500 order with
2 amp sensor
2 amp sensor
And/Or
And/Or 12 12 12 12
GET 2 samples sent to contractors based on order
GET 1 sample sent to contractors based on order
Counter mat
Hanging/ counter trays
Counter mat
Hanging/ counter trays
12! 4!

23. 2019 T1 – Lutron PRO Promo Detail Preview
Increase Caséta sales with your Lutron PRO contractors — promote the NEW Caséta fan control and Pico fan remote.
Pertinent Information –
Products ship directly to the contractor
Promo runs March 1 – May 31
Must register through “Contractor Mode”

24. 2019 T1 – Commercial Promo Preview
Merchandise branch for the launch
Get samples to contractors
Get SYSTEMS to contractors
HOW
RF 0-10 V sensor dimmer
RF 0-10 V sensor switch

25. 24 4 4 2019 T1 – Commercial Promo Order Levels Preview
Place a $25,000 Vive order with
Load up the distributor for launch! 24 4
Counter Mat 4
Working Easel
Hanging Banner
4 Contractors have delivered to them by you and your distributor

26. 2019 T1 – Commercial Promo Order Levels Preview
EC Vive Starter Kit
Commercial Wallbox sample kit

27. 2019 T1 – Commercial Promo Order Level Preview
Place a qualifying order of Lutron 0-10 V dimmers, in-wall sensors, and Vive products, including a minimum of 24 of the NEW RF 0-10 V sensor dimmer and/or sensor switch and receive the following promotional / merchandising items:
$10,000 Order Level –
Distributor Incentives:
1 Vive counter mat
1 Vive hanging banner
2 Nike Vive-branded
men’s polo shirts
Contractor Incentives:
Lutron we will send the following directly to 2 contractors you identify.
1 Commercial Wallbox Contractor Sample Kit
4 Nike Vive-branded men’s polo shirts
Plus, in addition one contractor will receive 1 Electrical Contractor Vive Starter Kit
$5,000 Order Level –
Distributor Incentives:
1 Vive counter mat
1 Nike Vive-branded
men’s polo shirts
Contractor Incentives:
Lutron we will send the following directly to 1 contractors you identify.
1 Commercial Wallbox Contractor Sample Kit
4 Nike Vive-branded men’s polo shirts

28. 2019 T1 – Rep Agency Promo Preview
Just in time for March Madness – The rep agency that earns the most “points” each month (February, March, April) from each of the five rep groups noted will be crowned that month’s winner.
Goal –
Get 2019 off to a great start with order writing opportunities
Encourage Lutron PRO contractors to register projects
Get Lutron PRO and VIP trainings scheduled and completed
Points will be awarded for the following –
Free throw – 1 point for each T1 promotional order received by Lutron
Lay up – 2 points for each Caséta and/or RA2 Select projects with a minimum of 4 dimmers/switches
Three-pointer – 3 points for each Lutron PRO or VIP training completed with a minimum of 6 attendees logged in the myBusiness community

29. 2019 T1 – Rep Agency Promo Detail Preview
The reward – Lutron Residential and Vive Training Kits
Overall Group Winners – Ultimate Tailgating Package

30. 2019 T1 – Rep Agency Brackets Maestro Group Nova Group Skylark Group
Ariadni Group
Diva Group
Arizona Lighting Sales Inc.
Alaska ProSell Agents
Adanac Sales
Carolina Controls Group
Archibald & Meek Inc.
Bell & McCoy (Austin)
Bell & McCoy (Louisiana)
Contact Delage
Concordia Lighting & Controls
Associated Lighting Representatives (ALR)
Bell & McCoy (Houston)
Centauri Sales
Electra Sales Ltd.
CT Lighting & Controls
One Source Assoc. (MD)
Bell & McCoy (Oklahoma)
Convergence Partners Inc.
ELP Marketing
Electrical Materials Inc. (EMI)
Synergy Electrical Sales
Bell & McCoy (San Antonio)
Curtis H. Stout (Baton Rouge)
Flux Lighting Inc.
ERW Lighting + Controls
Thea & Schoen
DMA – Total Lighting Concepts
Curtis H. Stout (Jackson)
McKenna Agencies
Marvin Bochner, Inc.
Western Lighting & Energy Controls (LA)
Engineered Representation Inc. (ERI)
Curtis H. Stout (Little Rock)
Medgar Lighting & Controls Inc.
MRL
Yusen Assoc.
Factory Sales Agency
Curtis H. Stout (Shreveport)
Reptech Enterprises Ltd.
Ripple Assoc.
Ferrini & Konarski
Idaho Lighting Solutions, LLC
TMC Sales Inc.
Texas Lighting
Integrated Sales
James E. Heuser Agency
Vigilant Technical Sales
LHI Lighting Sales Inc.
L.W. French
Lighting Associates Inc.
Lighting & Controls
Neel Lighting
Lightsource
One Source Assoc. (Paolicelli)
Pacific Electric Sales Agency Inc. (PELSA)
Riffle & Assoc.
Perkins Everitt
Vector Electrical Sales
Prime West Group Inc.
Western Lighting & Energy Controls (San Diego)
Spectrum Lighting

31. Summary Execute T Promotions…key to channel growth
We have a strong T1 promotion coming in February, look for our webinar invite in the next week for the official launch
Use MDF and the T1 promotion to plan your trainings
New and up to date merchandising
Are you ready to take advantage of our tools?
Facebook
E-blasts
Social media
Promotions
Business Development leader
Digital marketing
Trainings
New product launches