EX LIGHTING AND SPECIAL APPLICATION
In challenging environments, it is crucial to have certified lighting solutions that ensure the safe operation of facilities and provide secure working conditions for employees. These may include special application lighting for production plants and transformer stations or EX-lighting for energy production, offshore applications, and similar locations where there is a risk of explosion or significant amounts of dust and gas.
This product area highlights the cultural differences that still exist between manufacturers in Asia and customers in the European market. Put simply, there is an overwhelming focus on cost among manufacturers, including those producing high-quality goods. However, simplicity and speed of installation do not carry as much weight in product development since labor costs for electricians in China are comparatively low.
As a result, the immense capacity of Chinese factories needs to be "translated" into products that meet European standards and the demands of European customers for quality, high performance, and ease of installation. This is a task that Hans Følsgaard AS in Norway has taken on.
Specifications Adapted to European Conditions
“Our goal is to offer product features in EX lighting that are tailored to the European market, with all certifications in place, of course,” explains Coen Smulders, Sales Engineer, Automation, Hans Følsgaard AS. “We have the resources in-house and use them for product development that is relevant to our customers and aligns with our ambition to provide complete solutions in partnership with the customer.”
What does this mean in practice?
A good example is Tri-Proof lighting, where the choice of 316 stainless steel for the housing makes it suitable for all common applications. Additionally, the product can be specified according to specific needs, such as full functionality under extreme temperature fluctuations or in environments with high levels of UV light.
In other products, Følsgaard has specified the use of special LED chips combined with unique lenses. This not only meets specific requirements for light distribution but also ensures brightness and longevity.
What About Installation Ease?
“In this area, we delve into every detail on behalf of the customer,” asserts Coen Smulders. “For both the R and RL series of light sources, we’ve replaced screws with clips so that installation can be completed faster and without tools. These small improvements can ultimately save European companies and organizations many expensive electrician hours. At the same time, we ensure that ATEX certifications remain valid.”
Are Enhanced Products Still Competitive?
What happens to the price when components are upgraded, and details are adjusted to enhance product quality, performance, and ease of installation? Does it impact the price so much that the competitive advantage is compromised?
“Not necessarily, but it requires development resources and technical expertise to ‘tweak’ products while remaining relevant in tenders for new projects, whether onshore or offshore. When we approach a manufacturer to specify the use of materials, components, power supplies, or LED chips, we must maintain oversight and ensure the required quality within the set budget,” says Smulders.
He notes that in some cases, it pays to standardize and mass-produce a lighting product with a higher quality or with a higher IP or IK rating than strictly necessary for a specific task. This makes the product multifunctional and suitable for more applications, which can ultimately make it more profitable.
The same applies to balancing lumen output and wattage while adhering to ATEX certification requirements. Smulders elaborates:
“We strive to find a sweet spot with the supplier that balances brightness and power consumption while ensuring safety, lighting quality, durability, and low resource consumption. By making all our products certified for zone 1 under ATEX, we can also offer solutions for zone 2, which is a lower hazard level.”
Collaboration in Practice Requires Close Dialogue
Hans Følsgaard handles communication between the customer, who has specific requirements and budget constraints, and the manufacturer, who must create prototypes and later manage series production. Based on the customer’s specifications, Coen Smulders evaluates how a standard product can be further developed to meet the requirements. This is followed by close dialogue and a great deal of technical fine-tuning.
“We typically receive a standard product or a prototype, which I test and completely disassemble to inspect every component. I document everything, take pictures, and then return with all the adjustments and replacements that may be relevant to ensure the customer gets a functional and safe lighting product,” says Smulders, who brings 15 years of experience in LED lighting to the table.
The evaluation reports sent back to the manufacturer can be 10, 20, or even 30 pages long and precisely specify how the product needs to be adapted, improved, optimized, and prepared for further development and production.
