The Illuminating Engineering Society (IES) presents GloMat, a Global Manufacturer Training Program. Through seven modules learn the United States lighting landscape through distribution and sales, events, standards and regulations, and more. GloMat features sequenced courses carefully curated by lighting experts with a free Introduction Module.

Introductory Module: Welcome to the US Market

1. Overview of US lighting market size & segmentation (commercial, residential, and more)
2. Overview of key federal and state regulations (UL, DOE, DLC, EPA, FCC) 
3. The “players”: specifiers, distributors, contractors, utilities 
4. U.S. customer expectations: energy efficiency, quality, safety, sustainability 
5. Common pitfalls of international entrants to the US market

VIEW INTRODUCTION

*COMING SOON* Modules 1-6 require a course fee. IES Sustaining Members can buy one pass and get another free. Join as a Sustaining Member.

Module 1: Product Regulatory Hurdles

Understand the key electrical and safety regulations required to sell lighting products in the U.S.

1. Mandatory certifications: UL/ETL safety standards, FCC (EMC compliance)
2. DOE/EPA energy efficiency requirements, Energy Star, DLC listing
3. Labeling requirements: FTC lighting facts, country of origin
4. Hazard-specific requirements (flammability, ingress protection, photobiological safety)
5. Navigating state-level add-ons (California Title 20 & Title 24, NYSERDA, etc.)
6. Testing labs & certification timelines

Module 2: Interior Lighting Issues Selling in the U.S.

Learn what U.S. customers and specifiers expect from interior lighting applications.

1. Typical application segments: office, retail, hospitality, healthcare, residential
2. Preferences: aesthetics, color quality, glare control, dimming & controls
3. Demand for tunable white and circadian lighting
4. Integration with building automation systems

Module 3: Exterior Lighting Issues Selling in the U.S.

Learn what U.S. customers and specifiers expect from interior lighting applications.

1. Typical applications: roadways, parking, pedestrian, landscape, architectural façade
2. Environmental durability: water ingress (NEMA vs IP ratings), corrosion, thermal performance
3. Conduit and wiring practices unique to the U.S.
4. Luminaire types: area, flood, street, bollard, wall pack, etc.; distributions and optics
5. Dark sky compliance, wildlife-friendly lighting
6. Smart city readiness and controls

Module 4: Sales and Distribution Channels in the U.S.

Understand the complex, multi-tiered structure of the U.S. lighting sales ecosystem.

1. Roles of manufacturers, reps, distributors, contractors, specifiers in the lighting business
2. “Rep Agents” vs. direct sales models
3. Bid vs. negotiated projects, public vs. private procurement
4. Navigating online marketplaces and direct-to-customer channels
5. Utility (electricity) rebate programs and influence on lighting sales

Module 5: Lighting Events and Opportunities

Recognize how to leverage U.S. lighting events to build brand awareness and relationships.

1. North American & US Events: Overview of Conferences and opportunities for networking and education (IES conferences, LIBNA, LEDucation, etc.)
2. Regional and Topic-driven Shows: Street and Area, Aviation, local group product shows, etc.
3. Typical attendee expectations and demographics (specifers, buyers, media, etc.)
4. How to maximize booth ROI and pre/post-event marketing

Module 6: Detailed Regulatory Concerns

Navigate customs, importation, and performance metrics for lighting products entering the U.S.

1. Customs procedures, tariffs, and trade agreements (USMCA, Section 301 tariffs)
2. Country-of-origin marking requirements
3. Intellectual property & patent considerations
4. Lighting metrics and metrology: LM-79, LM-80, TM-30, flicker metrics
5. Documentation needed for rebates and government bids

How to Get Started

1. Existing Users: Sign-in with your MyIES credentials.  Click here! 
2. New Users: Create a free account.  Click here! 
3. Register for the free introductory module, or modules 1-6. 

Learn and Return:  

1. Sign-in each time you would like to continue GloMat.
2. Go to “My elearning Dashboard” on the left to return to your saved progress.
3. Download Certificate of Completion after Module 6.