1. 2019 A Look Forward – Must Execute
Continued Innovation – To support our overall vision and Human Centric approach!
Tell our story and sell our complete portfolio
Quantum, Ecosystem, Vive, Vive Integral Fixture Controls, Shades, Limelight, Vue Portfolio, Services, RUS
Specification – continue to commit to the process and invest in capabilities!
Close rates effectively double when Ecosystem is on the job
Close rates will further improve with T-Series, Ketra, Limelight, Vue, Shades, Vive

2. 2019 A Look Forward – Must Execute
Coordinate and drive availability and fair price transparency for Lutron In-Fixture technology through the OEM Channel
Ecosystem including NEW T-Series
Vive integral fixture controller
Limelight by Lutron

3. 2019 A Look Forward – Must Execute
Continue transition and increase focus on vertical account development
Higher Ed
Office – Corporate Campus
K-12
Hospitality
Healthcare

4. 2019 A Look Forward – Must Execute
Continue to mobilize the ED channel utilizing the Advantage Program, engaging and developing the channel’s customer
Connected Home LutronPro Find An Installer
Builder Engagement – 15-20k home standard in 2019
Commercial Farmer Development VIP Training
Vive Designer Farmers
Vive App Farmers

5. Vive 2019 Commission + Incentive Program
11% Base Commission
+3% New Product Incentive
+3% Quarterly bonus for achieving 25% growth
Intention of 11% + 3% + 3% : to support growth activity acceleration
Project Support
Specifications to drive future business
Farmer Development to lower white collar costs for Rep and Lutron

6. Vive 2019 Commission + Incentive Program
11% Base Commission
+3% Quarterly New Product Incentive for achieving spec and farmer
+3% Quarterly bonus for achieving 30% growth
Intention of 11% + 3% + 3% : remains to support growth activity
Project Support
Specifications to drive future business
Farmer Development to lower white collar costs for Rep and Lutron

7. Vive 2019 Commission + Incentive Program
Types of Farmers
Those that standardize on Vive and start up their own jobs
ECs
End Users / Facility Teams
Those that perform design work via Vive Designer
EDs
CIs

8. Vive 2019 Commission + Incentive Program
Metric
A Market Rep
B Market Rep
C Market Rep
Lutron Designer Active Users*
+2 per Quarter
by Q1:2 **
by Q2:4
by Q3:6
by Q4:8
+1 per Quarter
by Q1:1 **
by Q2:2
by Q3:3
by Q4:4
+1 per Half
By Q1:1 **
By Q2:1
By Q3:2
By Q4:2
Vive Project Registrations (w/app) that are not Lutron
8 per quarter
4 per quarter
1 per quarter
Spec Firms with a Vive spec
3 new firms per Qtr
2 new firms per Qtr
1 new firm per Qtr
Vive IFC Specs or Projects
Q1:1
Q2:2
Q3:3
Q4:3
Q2:1
Q3:2
Q4:2
* Active User = 1 Project / Month ** Existing Designer Users count toward Q1 total

9. 2019 A Look Forward – Must Execute
Commercial Integrator (CI) Engagement and Development
Every rep to have the CI contract and business plan
Every rep to have at least (1) CI engaged with Vive opportunities

10. 2019 A Look Forward – Must Execute
What is a CI?
Typically advertised as a building/systems integrator
A firm that has significant resources devoted to servicing existing customers
Core competency is low voltage control systems (BMS, HVAC, security, fire alarm, AV, telecom); typically do not sell lighting controls
Purpose of CI Channel
CI’s have many end user relationships for ongoing service
Most perform regular energy efficiency projects with their clients
Opportunity to expand Lutron’s business and enhance CIs portfolio

11. 2019 A Look Forward – Must Execute
CI FAQs
Q1: Do they buy direct or through channel?
A: We will have a path for both procurement models depending on market
Q2: What systems do they have access to?
A: Focus on Vive; teach them how to ride a bike, avoid this and this.
The program allows for access to other commercial systems, if the CI has the opportunities and can support the expertise needed for them.

12. 2019 A Look Forward – Must Execute
Where do I find these companies?
InsideIQ (
Mechanical Contractors of America (MCAA) and Mechanical Service Contractors Association (MSCA). Both have national directories on their website.
Search major BMS vendors website for local dealers (Schneider, Johnson Controls, Trane, Honeywell, Automated Logic, Delta, Reliable Controls)
Google business search for “building automation integrators” or “systems integrators” in your market

13. MyRoom and “GCI” vs. “HTI”

14. 2019 A Look Forward – Must Execute
Ketra Commercial Ramp!
Coordinated and time managed rollout of Ketra to our Commercial Rep Agents

15. Ketra 2019 Update Chris Udall

16. 2019 A Look Forward – Must Execute
Aggressively launch and develop Limelight by Lutron business!
11% commercial commission
50% spec / 25% point of sale / 25% destination
+2% New Product Incentive for 2019!
Limelight Jobs are expected to be managed by Reps unless it’s part of a large Quantum job Lutron is managing
Reps with outdoor lines must assist Lutron OEM team in getting OEMs to integrate Limelight into their outdoor lines
Reps should attach Limelight and Enterprise Vue to existing Higher Education and Commercial Office jobs

17. 2019 A Look Forward – Must Execute
FAQs
Why +2% New product incentive
To support accelerated specification, market training and OEM coordination.
Limelight should be an add-on or attachment to an existing job.
What if the job has Quantum, Enterprise Vue, and Limelight?
Commission: 11% + CIP on Quantum and Enterprise Vue
Commission: 11% + 2% New Product Incentive on Limelight
What is the commission for OEM Limelight product?
OEM commission is the same as the gateway or retrofit modules
Tracked by LSC-LL-COUNT SKU and verified prior to scheduling startup

18. 2019 A Look Forward – Must Execute
Aggressively pursue RUS opportunities
6000 and 7000!
Increased focus and prioritization within Higher Ed initiatives