About the Firm

Built for the Lighting Industry.

We are practitioners, not generalists. Every engagement draws on decades of direct experience inside the lighting and controls industry — from product development to channel strategy to energy policy.

Our Story

Why We Exist

Most consulting firms understand business strategy. Few understand DLC qualification cycles, Title 24 compliance, lighting controls interoperability, or what it actually takes to build and manage a manufacturer's rep network. That gap costs manufacturers, distributors, and agents time, money, and market position.

We built Connected Expertise to close it. Our team has worked inside the industry — not just advised it. That firsthand experience means we diagnose problems faster, communicate credibly with technical and commercial teams alike, and deliver solutions that get implemented, not shelved.

Whether you are an emerging manufacturer building your first channel strategy, an established distributor redefining your value proposition, or a rep agency navigating a market reshaped by connected lighting and energy mandates — we bring the expertise to move you forward.

"We don't just understand the business of lighting — we've lived it."

What We Stand For

Our Principles

Industry Fluency

We speak the language of lighting — photometrics, controls protocols, DLC, Title 24, rep networks. Our advice is grounded in technical reality, not abstraction.

Honest Counsel

We tell clients what they need to hear, not what they want to hear. If a strategy won't work in this market, we say so — and we explain why.

Practical Outcomes

Every engagement ends with something actionable. We don't deliver reports that sit on shelves. We deliver decisions, plans, and the confidence to execute them.

Long-Term Relationships

Our best client relationships span years and multiple engagements. We invest in understanding your business deeply so our counsel gets sharper over time.

Leadership

The Team

Larry Smith

Founder & Executive Advisor — Lighting, Controls, Energy Solutions & Growth Strategy

Founder, Connected Expertise
30+ years of executive leadership in lighting and controls
Deep expertise in energy solutions, including DLC qualification and utility incentive programs
Growth strategy for manufacturers, agents, distributors, and integrators
Rep network development and channel strategy
Product launch and go-to-market execution for LED manufacturers
Sales leadership at the VP level with national manufacturer experience

Larry Smith is the founder of Connected Expertise and brings more than 30 years of executive leadership across lighting, controls, and energy solutions. His career includes VP of Sales responsibility at a national LED manufacturer, where he led go-to-market execution for LED product lines, built and managed rep networks across the United States, and developed the channel strategies that connect manufacturers to agents, distributors, and end markets. Larry has deep expertise in energy solutions — including DLC qualification, utility incentive programs, and the regulatory landscape that shapes how products are specified and sold. He founded Connected Expertise to give manufacturers, agents, distributors, and integrators direct access to that level of senior-level experience: the kind of strategic and commercial perspective that drives real growth without the cost of a full-time executive hire.

John Bagwell

Principal Consultant — Lighting Industry Strategy, Product Innovation & Growth

Corporate leadership at major lighting manufacturers, including Acuity Brands and LSI Industries
CEO/president-level operating responsibility
Product, technology, and market-segment leadership
Experience with acquisitions and post-acquisition leadership through Atlas Lighting Products
Executive-level perspective on corporate strategy, sales channels, manufacturing, innovation, and business development

John Bagwell has spent his career at the highest levels of the lighting industry, holding CEO and president-level roles at major manufacturers including Acuity Brands and LSI Industries. He has led organizations through the full range of executive responsibility — product strategy, technology development, market-segment leadership, sales channel architecture, manufacturing, and business development. His experience with Atlas Lighting Products gave him direct, hands-on exposure to acquisitions and post-acquisition leadership, including the strategic and operational work required to integrate and grow a business after a transaction. John brings that breadth of executive experience to every client engagement, helping manufacturers, agents, and distributors think clearly about where they compete, how they grow, and what it takes to lead in a market that rewards both innovation and execution.

Sheldon Chong

Strategic Operations & Operational Excellence Consultant

Operations leadership and execution
Project and program management
Supply chain coordination
Quality systems and corrective action
P&L, margin, and customer-satisfaction improvement

Sheldon is a seasoned operations leader who helps lighting and controls companies build the foundation to execute at scale. He brings hands-on expertise across supply chain coordination, quality systems, and corrective action — translating operational complexity into reliable, repeatable performance. His project and program management discipline keeps strategic initiatives on track from plan to measurable outcome, while a consistent focus on P&L, margin, and customer satisfaction ensures that operational improvements connect directly to business results.

Credentials & Affiliations

Industry Standing

DesignLights Consortium (DLC)

Hands-on experience with QPL qualification strategy, product listing requirements, and utility incentive program alignment — from the manufacturer's perspective

Illuminating Engineering Society (IES)

Working knowledge of IES standards, photometric testing requirements, and lighting education frameworks that inform specification and product development

ASHRAE 90.1 & Title 24

Direct experience navigating energy code compliance cycles, including ASHRAE 90.1 and California Title 24, as they apply to product specification and market access

U.S. DOE & ENERGY STAR

Familiarity with DOE lighting programs, ENERGY STAR certification pathways, and CALiPER testing frameworks as they affect product positioning and utility rebate eligibility

Manufacturer Rep Network Development

Decades of direct experience building, managing, and optimizing rep agency networks across U.S. regions — from initial selection to performance management

Executive Leadership — Major Lighting Manufacturers

VP and C-suite operating experience at national and global lighting manufacturers, including Acuity Brands, LSI Industries, and Atlas Lighting Products

Energy Services & ESCO Channel

Practical experience navigating the energy services company (ESCO) channel — including energy performance contracting, guaranteed savings structures, measurement and verification (M&V) protocols, and subcontractor positioning for lighting retrofit scopes in K-12, municipal, and healthcare markets

Ready to work with us?

Whether you have a specific challenge in mind or simply want to explore what a consulting relationship might look like, we'd welcome the conversation.

Schedule a Consultation