Category Archives: Installation Tips

EOS – The Leading Cause of LED Failures

Our friends at Brilliance LED have published a White Paper on Electrical Over Stress (EOS) and its role in LED failures. With permission from Brilliance, we are sharing this important information to help educate and inform installers of the perils of installing or changing LED lamps while the system is powered up. Best practices mandate that the transformer should be unplugged before changing or installing LEDs to any low-voltage landscape lighting system. Read the full paper below.

brilliance

 

Electrical Over Stress

 

Back in the halogen and incandescent days of landscape lighting, it was a common practice by many contractors to install lamps while the system was on. This is known as a “hot plug-in”. This practice has been widely used especially if a contractor was out providing maintenance on a lighting system.

 

As we have evolved into the era of LED light sources, the practice of hot plugging should be avoided. The reason for this is that it is virtually impossible to be 100% sure that there will not be the slightest electrical arc when a lamp is inserted into a socket or a connection is made with live cable.  A hot plug-in can cause an “electrical over stress” (EOS) on many parts of the internal circuitry of an LED lamp or integrated fixture.

 

EOS can simply be described as an electrical component that is operated beyond its maximum rated electrical limit accidently or deliberately according to its rating on the specification sheet. In landscape lighting EOS can occur with a hot plug-in, a lighting strike, or a poorly made connection.

 

Some common signs of EOS are as follows:

  • One or more diodes out; in this case, the bonding wires inside the LED device have been broken.
  • Another sign could be a pungent burnt smell emitted from the lamp.
  • In some cases the back of the lamp may show a burn hole, especially with lightning.

EOS can also have an adverse effect on a fixture that requires a remote low voltage driver. If a driver is connected live when attached to its respective fixture, it can cause an EOS failure.

 

The question now is how do we change the hot plug-in install?  My suggestion would be that when performing maintenance on an older system, unplug the transformer before installing the LED lamp or integrated fixture to insure the power is off to the socket. This same method can also be used on new installations with a standard landscape lighting transformer. If you happen to be working with a smart app driven transformer, insure the remote control has the system off.  Most of the smart phone apps will allow for a simple on and off for the transformer.

 

Ultimately, to avoid EOS, make sure to have solid potted cable connections and no power to the fixtures upon installation. If a situation arises where lightning has caused the EOS, check to see if the homeowner’s insurance will cover lightning damages.

 

Kevin Smith

National Technical Support and Trainer

Brilliance LED LLC

Kevin.Smith@Brillianceled.com

 

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What is your closing rate?

The past two years have been a challenge for many of our dealers and one of the most widely heard comments is that homeowners have been much harder to convince to pull the trigger on lighting projects. Not that they don’t want to move forward with lighting their home …. they just simply take their time in making a final decision to move forward.

Here are a few key selling points and “best practices” to help get your closing rate up to a high percentage.

Best Practice #1: Make a great first impression.

First impressions can make or break a sale. Since our products are often marketed and sold to discerning, upscale homeowners, it stands to reason that these potential clients have higher standards and expectations for the companies they select to provide goods and services like ours. Sales personnel should dress professionally and show up  for appointments 10 minutes early in a clean, organized, and tastefully designed vehicle that projects a professional image and adds to the client’s sense of comfort and confidence in doing business with the dealer. Showing up late to a client meeting in a beat up vehicle or poorly dressed will surely place you at a significant disadvantage.

Install & Demo Van

  • Show up early
  • Dress professionally
  • Drive a clean, organized vehicle

 

 

Best Practice #2: Include selling tools that are visual and “hands on”.

Using professional sales tools and techniques is even more important to help differentiate your sales presentation from your competitors.     Using product samples and visual handouts is a demonstrable and effective way to show prospective clients the quality of the product line and allows dealers to focus on value-added benefits of selecting P.M. Lighting dealers based on quality and service instead of price. A working portable display is a great way to showcase our product line and give clients an opportunity to experience the products firsthand through touch and sight.

  • Product samples demonstrate quality
  • Handouts can convey expertise & service
  • Displays invite client interaction

 

 

 

Best Practice #3: Take time to conduct a night time demonstration for the client.

The most underestimated selling tool in a dealer’s arsenal is the Night Time Home Demonstration at the client’s home. Many dealers have either limited the use of this powerful selling tool or have completely eliminated it from their process altogether. Nothing makes a greater impact than showing a prospective client his or her own home beautifully illuminated using the night time demo. Done thoughtfully and effectively, this selling technique creates the unique “WOW” factor that will take most clients from the “maybe” stage to the “yes” stage.

  • Night Time Demo is effective
  • Showcases client’s home
  • Create the “WOW Factor”

 

If you want to upgrade your sales approach, contact us to learn more about our standard and custom demo kits, portable interactive product displays, and graphics packages for a more complete and professional presentation.

Happy Selling!

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