Overview
Seattle City Light selected APT to design and implement their retail lighting program in early 2007. This program represents the first major utility contract we have acquired in the NW with APT filling both the Program Management Contractor and field implementation roles. Our proposal was a significant change of direction from Puget Sound lighting programs to date. The Program goals are to increase the sale and installation of CFLs by Seattle’s customers for general purpose lighting. To drive the sale of CFLs in the Seattle marketplace the team designed a Markdown approach with national DIY and wholesale club retailers, local chains and independent hardware stores. These chains include Costco, The Home Depot, Lowes, Fred Meyer stores, Bartell Drugs and numerous local small chain and independent retailers. Actual retail start of utility funded discount CFLs began in July of 2007. End of year projections indicate the program may exceed this years goals by over 100%. This success led Seattle City Light to increase their CFL sales goals four fold for 2008. 

Implementation
Two field representatives share the retail implementation duties and the program is coordinated and administered out of APT’s Portland, OR office. Program representatives do a frequent site visit rotation to program enlisted retailers. They conduct ENERGY STAR, and how to sell ENERGY STAR lighting training, along with the distribution of program materials and the placement of POP. APT reps coordinate and attend retail store outreach events such as Grand Openings and Change a Light Days. Working in concert with the sponsor’s conservation services personnel APT has developed some unique and effective program elements. All participating retailers, including small independent hardware stores, are participating using the Markdown approach; this is a dramatic departure for the Puget Sound utilities as they have historically relied on coupons to achieve CFL savings goals. Many additional retail partnerships are in development and the program expects to see considerable expansion in 2008.

Summary of Results
The original goal stated in the RFP was 250,000 CFL’s for 2007. Due to a late start the program has only operated for approximately five months. During that period we project to sell in excess of 500,000 lamps. Due to this success the sponsor has worked internally to provide additional budget for 2008 and increase bulb goals to 1.2 million, a four fold increase from their original estimate. While the independent hardware Markdown partnerships will not produce volume sales, our ability to enlist these dealers has proven that even the smallest Mom and Pop hardware can participate in Utility funded promotions without the use of coupons or Buydowns of specially shipped  product.