If you went to the Robots & Vision show determined to find a source for your LED lighting needs you’ll have been spoiled for choice. I noted CCS, AI, and Spectrum among the vendors competing for attention. All offer a range to meet 95% of applications; DOALs, rings, low angle, backlights, spotlights and so on. So how is a buyer supposed to make an informed decision based on technical criteria?
Or to put it more bluntly, aren’t most of us just buying on price?
If the machine vision lighting world wants to avoid cutting its own throat, the sales, marketing and engineering people have got to come up with some differentiation. It might help to appear more data-driven (after all, most engineers prefer numbers to opinions.) For example, how about some performance measures such as:
- Lumens per watt
- Lumens per square millimeter (at a ‘standard’ working distance)
- Homogeneity, in terms of lumens per millimeter variation over the working area
Pick fault in these if you like; I won’t pretend to have thought them through. I just want to make the point that without feature or performance differentiation all you’ve got to fall back on is price.
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