Growing the Residential Smart Lighting Control Contractor

1. Growing the ResidentialSmart Lighting Control Contractor

2. What do customers want when they buy Lutron smart lighting controls? • Have a nice dinner with my family • Have controls on the wall fade into the background • While I’m away, have my home look lived in • Integrate lights, shades, audio, temperature into a single experience • Know if my lights are on throughout the house • Use voice control to control the lights and shades throughout my residence • Come home to a well-lit home • Save energy • Reduce glare • Show off to my friends • Put cool stuff in my house

3. Common benefits across all Lutron Residential Systems: Peace of Mind Zone • Porch • Exterior • Garage • Hallway • Light Control • Shade Control • Temperature Control • Security Control Comfort Zone Schedule-centric Scene-centric Utility Zone • Kitchen • Dining Room • Living Room • Bedroom • Laundry • Bathroom • Basement / Man Cave • Office

4. When does a contractor get called to install Smart Lighting Control? The opportunity for Lutron smart lighting control often originates from another project, task, or problem the contractor is called for. • Outdoor landscape lighting control • Kitchen Re-model • Master Bath/Bedroom re-model • New lighting fixtures, upgrade to LED lighting • Home re-wiring • Add a 3-way • Faulty switch or receptacle • New Construction (builders / MDU) Where are the opportunities for your contractors?

5. Have Contractors start with familiar “smart” applications Replace a Switch with a Smart Dimmer C.L dimming technology is designed and tested for control of LEDs. An ideal solution, even for older homes, as they do not require a neutral wire Add a Smart 3-Way Called to install another point of control? Save time and money, and mount the Pico remote to any wall surface – no cutting holes or wiring required

6. Start the up-sell with simple “smart” experiences Schedules: Replace painful mechanical timers with Smart Schedules Scenes: One press to adjust every light in the kitchen for the perfect dining scene Goodnight: One touch to turn off every light in the home at night

7. Look for the easy clues!

8. Which Lutron solution is right for the home-owner? Peace of Mind Schedules, Smart Away, Remote Access Comfort Scenes, App based control Convenience Pico, Pico Scene Keypads Smart Voice Control, Temperature Control, Audio Control

9. So then, which Lutron solution is right for the home-owner? Throughout the Home 2.5k – 3k sqft, 50 devices Pico Style 4 Colors Standard Options LED dimming, Pico, Schedules • $$ • $72 per dimmer Whole Home 5k+ sqft, 100 devices Maestro Style 7 Pico Colors, 26 dimmer colors Expanded Options Sensors, RF Modules, Upgradable • $$$ • $139 per dimmer Size Aesthetic Features Budget

10. Which Lutron solution is right for the Contractor? They need both! • Retail & Distribution • Take advantage of consumer awareness Essentials Dimmer + Switch + Pico Mid-market Demographic $100k+ income customers • PRO Only • Only available at distribution Differentiated More dimmer types, colors, repeaters High-end Demographic $200k+ income customers Availability Offering Market

11. Update & What’s New!

12. 2018 Integrated Marketing Campaign Home from Dinner Out of Town 70%+ of Lutron wallbox dimmers are installed by a professional…why wouldn’t Caséta be the same? CONFIDENTIAL INFORMATION. Lutron Electronics Co. Inc.

13. Coming in 2019 Learnings from 2018 and increased marketing support sets the stage for 2019 to be our biggest, most effective year yet! Drive consumers to “Find a PRO”! CONFIDENTIAL INFORMATION. Lutron Electronics Co. Inc.

14. New!Caséta Fan Speed Control 4 Quiet Fan Speeds • For AC ceiling fans without integrated remote control • Easy 3-way with new Pico remote for fans – no bridge required! • Connect with the smart bridge for app control, scenes, schedules, and smart home integration (E.G. Amazon Alexa and Google Assistant) (Fan Pico and Alexa/Google Integration also works with RA2 Select!) Neutral Required 4 colors: WH, BL, LA, IV #1 requested solution from both customers and contractors... coming March 2019! “Hey Google, set the bedroom fan to medium!” CONFIDENTIAL INFORMATION. Lutron Electronics Co. Inc.

15. Update & What’s New!

16. RA2 Select – How do we grow it? • Get new contractors into the business through trial of RA2 Select • Target existing Caséta contractors – it’s just as easy and puts more $ in everyone’s pocket • Focus on how to sell, less on the product • Are your distributors engaged?

17. RA2 Select – Use the Starter Kit as a tool at trainings! $606 (USD) List Price – normal program discounts apply Will be part of future T-promotions and Deals of the Day Work with your distributors to: Stock the relevant parts/pieces for RA2 Select Identify new contractors Drive new contractors to training Sell Starter kits at the training events! Sign-up new Lutron PROs on-site at training! Follow-up! Keep track of attendees from training Insist upon trial of the system and how easy it is Encourage repeat business

18. RA2 Select – What’s new Previously, Custom Engraved 4B Scene Picos were not flexible to program You had to press and hold the pico button to save the current levels as the scene Each button controlled all devices assigned to that Pico

19. RA2 Select – What’s new Custom 4B Pico can now be button-by-button programmed! Using the Lutron App, individually configure each button of a custom engraved Pico to control any lights, shades, and Sonos Ideal for the more advanced installer who wants to provide a customized keypad solution with the simplicity of RA2 Select PJ2-4B-YXX-EL2 www.Lutron.com/CustomPico 5-day standard lead time $125 List USD

20. New! RF Modules in RA2 Select RF Dimming Module with 0-10V Control (LMJ-5T-DV-B) • $199 USD (List) • 0-10V control with 5A relay (120V/277V) • Control decorative fixtures (LEDs w/ 0-10V control), under-cabinet lighting, etc. • Useful in MDU and other specification driven applications • RF Relay Module with Softswitch • (LMJ-16R-DV-B) • $149 USD (List) • 16A relay output (120V/277V), 0.5HP Motor • Large landscape loads, small pumps/motors, 277V circuits for MDU’s, etc. + Same idea as Vive, but different sku’s

21. MORE OPTIONS. Backlit seeTouch, Sensors MORE COLORS. Over 30 coordinated color options MORE COVERAGE. Supports up to 200 devices UPGRADE! Just replace the main repeater to upgrade from RA2 Select!

22. Lutron PRO Update

23. How does Lutron PRO help you? • Find-a-PRO creates pull for new business! • PRO-targeted promotions to drive engagement • An easy way to identify and track successful accounts • Digital nurturing email campaign from Lutron • Let Lutron help you scale! TRAINING

24. Lutron PRO Question: True or False To register a Caséta, RA2 Select, or RadioRA 2 system for reward points, I use the PRO Portal.

25. Lutron PRO – Automatic Points Generation Use Contractor Mode in the App for Caséta & RA2 Select and automatically register jobs to receive reward points and extended warranty NEW! For RadioRA 2, the programming software now automatically register projects

26. Lutron PRO – Coming Q1 2019! • A new PRO Portal is on its way! • Enhanced tool for PROs to interact with Lutron • View activated projects and point balances • Easier point redemption • Quick access to marketing assets • New promotions and ways to earn points

27. Lutron PRO Update – Are you engaged? What is your PRO Plan to. . . . • Identify and sign up NEW Accounts • Nurture & Develop Existing Accounts • Proactively engage the top accounts