Pitching UFO High Bay Controls: ROI for Contractors | Hyperlite

Pitching UFO High Bay Controls to Customers: A Contractor’s Playbook

For electrical contractors, UFO high bay controls are one of the cleanest ways to turn a “basic” lighting quote into a higher‑margin, longer‑lasting solution your customer actually thanks you for.

You are not just hanging fixtures. You are solving three business problems your customers feel every month:

Wasted energy and high utility bills
Tougher energy codes and inspections
Poor lighting comfort in real‑world use (too bright, too dim, hot spots)

This guide gives you a practical script and framework to pitch 0–10V dimming and sensor‑ready UFO high bays to facility managers, warehouse owners, and shop clients—backed by recognized standards and rebate rules.

1. Lead With Outcomes, Not Hardware

Most customers do not care about “0–10V” or “microwave sensor vs PIR.” They care about:

Monthly bill savings
Passing code/inspection the first time
Easy operation for staff

Frame every controls conversation in those terms.

1.1 The Three‑Sentence Pitch You Can Reuse

When you first price a UFO high bay job, use a simple structure:

Start with pain:
“Right now these lights run at full power from open to close, even when nobody is in the aisles.”
Attach a number:
“With dimming and occupancy sensors, similar facilities typically cut lighting energy by 40–60% compared to uncontrolled HID or non‑dimmed LED, based on case studies summarized by the U.S. Department of Energy’s solid‑state lighting guidance.”
Offer a simple decision:
“If we use sensor‑ready high bays with 0–10V dimming, you can lock in those savings and usually qualify for utility rebates that offset the upgrade. Do you want the basic package, or the energy‑savings package?”

This turns a technical topic into a clear A/B choice.

1.2 Translate Features Into Business Language

When you review your bill of materials, walk the customer through features in plain language:

0–10V dimming → “Gives you adjustable output now and future‑proofs the system for sensors or advanced controls later. We can start at 60–70% light level and still hit your target foot‑candles.”
Sensor‑ready drivers and knockouts → “You don’t pay twice. We can plug in occupancy or daylight sensors now or add them later without changing fixtures.”
Wide input voltage (120–277 V) → “Same fixture works across your panels. If you reconfigure the space or move tenants, you don’t need different SKUs.”
IP65 and UL/ETL listing → “Fixtures are designed for dust, humidity, and they meet North American safety standards. That makes inspections smoother and supports your insurance and risk requirements.” According to the UL 1598 overview from UL/Intertek, general‑purpose luminaires for up to 600 V must meet construction and electrical safety requirements that inspectors recognize.

You are translating spec sheet language into risk, flexibility, and savings.

1.3 Use Simple Numbers, Not Engineering Jargon

Most facility managers respond well to a quick back‑of‑the‑envelope:

“You are running roughly 50 high bays at 200 W for 12 hours a day. That’s around 36,000 kWh/year just for these fixtures. If controls cut that by 40%, that’s about 14,000 kWh/year saved. At $0.12/kWh, that’s ~$1,700 per year—from one room.”

You do not need a full AGi32 model to justify controls. High‑level but concrete numbers are usually enough to get their attention.

2. The Control Options for UFO High Bays (And How to Pitch Each One)

Most UFO high bay projects fall into one of three control tiers. Having this structure makes it easier to present good/better/best options.

2.1 Tier 1 – Basic Switching (The Baseline)

What it is:
On/off control by breaker, contactor, or simple wall switches. No dimming, no sensors.

When it’s used:

Small owner‑occupied shops replacing a few HID high bays
Facilities doing a like‑for‑like retrofit with minimal budget

How to position it:
Treat basic switching as the “must‑have baseline,” not as the flagship option.

Talking points:

“We can absolutely keep it simple—one or two switch zones.”
“However, with no dimming or sensors, you are locked into 100% output and maximum kWh. If we add dimming capability now, we don’t need to change fixtures later.”

You use Tier 1 as a contrast to make Tier 2 and 3 look more compelling.

2.2 Tier 2 – 0–10V Manual Dimming (Value‑Pro Sweet Spot)

What it is:
UFO high bays with 0–10V dimmable drivers wired to low‑voltage dimming controls. Operators manually adjust light levels by area.

Why it matters:

Reduces eye strain and glare in areas that were over‑lit by legacy HID.
Lets you trim fixtures to the minimum output that still meets illuminance targets, which directly cuts kWh.
Creates separate zones (e.g., loading dock vs. picking aisles) without needing a full control system.

NEMA’s lighting controls terminology guide LSD 64 defines 0–10V control as a standardized low‑voltage method for continuous dimming. That means you can match your UFO high bays with a broad range of control devices without custom electronics.

How to pitch Tier 2:

“We’ll use UFO high bays with industry‑standard 0–10V drivers. Day one, we set each area to the output you actually need instead of blasting everything at 100%.”
“We’ll set a minimum trim of around 10% so when you dim down you never hit the flicker zone as drivers age.”

From field experience, setting that minimum trim in the 5–15% range during commissioning stabilizes dimming on mixed circuits and avoids customer complaints about shimmer at low levels.

Common myth to debunk:
“Dimming shortens LED life.”
In reality, dimming reduces LED junction temperature and driver stress. As long as you use 0–10V‑rated drivers and correct wiring classes in line with the National Electrical Code overview from NFPA 70, dimming typically extends effective life because the LEDs run cooler and at lower drive currents.

2.3 Tier 3 – Occupancy and Daylight Sensors (Maximum Savings)

What it is:
Sensor‑ready UFO high bays paired with:

Occupancy sensors (PIR, microwave, or ultrasonic)
Photocells or daylight sensors in skylit or side‑lit areas

These automatically dim or switch off fixtures when a space is unoccupied or daylight is sufficient.

Why it matters for energy codes and rebates:

ASHRAE Standard 90.1 and the International Energy Conservation Code (IECC) require automatic shutoff and often bi‑level or continuous dimming in many commercial spaces. The 2022 edition of ASHRAE 90.1 highlights occupancy and daylight controls as mandatory elements, not add‑ons.
Many utility programs pay higher rebates for fixtures with controls, especially when listed as DLC “networked” or paired with qualified sensors.

The U.S. Department of Energy’s guide on wireless occupancy sensors for lighting controls shows real projects where adding occupancy sensing to high‑bay and warehouse lighting delivered energy reductions on the order of 30–70%, depending on activity level and schedule.

How to pitch Tier 3:

“These fixtures are built to accept integrated sensors. In low‑traffic aisles, the lights automatically dim when no one is present, then ramp up as soon as a forklift or person enters.”
“In daylit zones, we use daylight sensors to trim output, so you don’t pay for light you already get from the sun.”

Sensor technology choice—high bay specifics:

Use microwave or ultrasonic sensors for tall ceilings and racked aisles where line‑of‑sight PIR struggles.
Mount sensors slightly offset from tall obstructions like pallet racks.
Avoid placing sensors directly above obstacles, which can shield motion.

These practices mirror the do’s and don’ts in the DOE’s occupancy sensor guide, which notes missed detection where sensors are blocked or mounted beyond their height rating.

3. Using Codes and DLC to Strengthen Your Sales Argument

Controls are not just “nice to have”—for many projects they are required. When you speak the language of codes and rebates, you position yourself as a solutions partner, not just a bidder.

3.1 Positioning Around Energy Codes (ASHRAE, IECC, Title 24)

Instead of quoting chapter and verse, keep your code pitch simple and outcome‑oriented:

“Newer energy codes expect warehouses and industrial facilities to use high‑efficacy fixtures and controls like occupancy sensors and multi‑level dimming.”
“If we design this with 0–10V dimming and sensor‑ready high bays, you are aligned with the latest ASHRAE 90.1 and IECC requirements and will have fewer surprises at inspection.”

For projects in California, controls are even more important. The 2022 lighting controls reference guide for Title 24 lays out mandatory multi‑level controls and occupancy sensing for many commercial spaces. Highlight that compliant fixtures plus controls keep them eligible for local approvals and future expansions.

Selling angle:
“Instead of fighting with the inspector at the end, we design your UFO high bay package to hit energy code targets up front—dimming, sensors, and high efficacy. That’s one less risk item on your project.”

3.2 DesignLights Consortium (DLC) and Why It Matters

If the customer has ever mentioned “rebates,” “high efficiency,” or “premium fixtures,” DLC needs to be in your script.

The DesignLights Consortium maintains a searchable Qualified Products List of LED products that meet its Standard or Premium criteria.
Many utility programs use DLC listing—especially DLC Premium—as the gatekeeper for commercial lighting rebates.

How to use DLC in a sales conversation:

Qualifying question:
“Are you planning to apply for utility rebates on this project?”
If yes:
“We’ll select UFO high bays that are on the DLC Qualified Products List, so your rebate application is straightforward. I’ll include the DLC QPL links in our submittal package.”
If no:
“Even if you don’t apply for rebates now, DLC‑listed fixtures give you the same performance and documentation that big industrial projects use. It’s a quality and efficiency benchmark.”

The U.S. DOE’s FEMP purchasing specification for commercial and industrial LED luminaires points out that DLC and similar programs set minimum efficacy levels and performance metrics as a baseline for “high‑efficiency” luminaires, which is exactly what facility managers want to see in spec sheets.

3.3 LM‑79, LM‑80, TM‑21 – Turning Alphabet Soup Into Trust

For larger customers, especially multi‑site operators, you can differentiate yourself by pre‑packaging the performance documentation lighting pros expect:

LM‑79 reports (per the IES LM‑79‑19 standard) show photometric and electrical performance of the complete luminaire—lumens, lumens per watt, power factor, CCT, and CRI under standard test conditions.
LM‑80 testing (see IES LM‑80‑21) covers long‑term lumen maintenance of the LED packages or modules.
TM‑21 projections (per IES TM‑21‑21) convert LM‑80 data into useful lifetime estimates like “L70 at 60,000 hours,” within defined limits (no more than six times the test duration).

You do not need to show every page, but you can say:

“We will include LM‑79 and LM‑80/TM‑21 data with the submittals, so your engineering team can verify output, efficiency, and lifetime instead of just trusting a catalog number.”

For many facility managers, this is the difference between a commodity fixture and a “project‑grade” package.

4. Practical Design & Wiring Tips That Make Controls Reliable

A controls package that flickers, fails, or behaves unpredictably quickly destroys trust. A few practical design habits go a long way.

4.1 Layout: Don’t Overlook Spacing and Zoning

Controls work best when they line up with how the space is used.

Use a simple spacing‑to‑mounting‑height rule:

For general warehouse tasks, start with fixture spacing at 1.0–1.5× the mounting height (S/MH).
For detailed work or narrow aisles, tighten spacing to 0.6–1.0× mounting height.

This aligns with recommendations in industrial lighting practice guides like ANSI/IES RP‑7, which call for uniform vertical and horizontal illuminance in industrial spaces.

Zone controls by usage, not just geometry:

Keep high‑activity areas (receiving, shipping, assembly) on separate control zones from low‑traffic storage.
Do not mix UFO high bays and linear or other fixture types on the same 0–10V circuit; different dimming curves produce uneven light levels and visible stepping.

This “don’t mix dimming personalities” rule comes directly from jobs where one fixture type would just begin to glow while another was already at 30–40% output.

4.2 Wiring 0–10V Controls So They Don’t Flicker

In practice, most dimming complaints trace back to one of four issues:

Mixing dimmable and non‑dimmable drivers on the same dimming circuit
– Non‑dimmable drivers load the line side only, causing erratic control voltage and intermittent flicker.
Running control conductors in the same conduit as high‑current feeders without separation
– Long parallel runs induce noise into the 0–10V pair, which shows up as random level changes or shimmer.
Exceeded control run length or wrong gauge
– Very long low‑voltage runs on thin conductors cause voltage drop, so fixtures at the far end never reach full “10 V equivalent” or respond sluggishly.
No minimum‑trim set during commissioning
– Drivers behave unpredictably very close to 0 V, especially as they age.

Field‑proven practices that work:

Always verify the driver is 0–10V compliant before you pull control wire.
Use separate low‑voltage conductors (typically 18–22 AWG) for the 0–10V pair and route them away from high‑current feeders where possible.
On projects with long runs, confirm the control manufacturer’s maximum recommended distance and loading.
During startup, set a minimum trim of 5–15% on each zone, depending on driver characteristics, to avoid the unstable region at very low dim levels.

Tie this back to NEC: the NFPA 70 overview clarifies that the Code is the minimum standard for safe electrical installation—voltage class, conductor types, and separation. When you respect those boundaries for 0–10V circuits, control reliability improves dramatically.

4.3 Sensor Placement That Actually Works in High Bays

Poor sensor placement is the fastest way to turn a good design into a nuisance.

Use these high‑bay‑specific practices:

Choose sensor models rated for the actual mounting height—many standard ceiling sensors are only effective up to 10–12 ft, while UFO high bays are often at 20–40 ft.
In racked warehouses, offset sensors from the aisle centerline so they “see” motion below and between racks.
Avoid mounting directly over large, fixed loads like mezzanines or tall machinery that block the view.

The DOE’s applications guide on wireless occupancy sensors stresses that coverage patterns and obstructions are the main drivers of missed detection or false triggers. Use its diagrams as a reference when you explain to a customer why you are placing sensors where you are.

4.4 Surge Protection and EMI: Hidden Insurance

Controls and LED drivers are more sensitive to transients than magnetic ballasts. On projects with dirty power—large motors, welders, or long feeder runs—add two layers of protection:

Inline surge protection at panel or branch level for the lighting circuits.
Good separation between control wiring and high‑current conductors to minimize electromagnetic interference.

This is not just about uptime. Proper surge protection and wiring discipline also support warranty claims because you can show the installation followed best practices instead of exposing drivers and control electronics to preventable abuse.

5. Using Rebates and ROI to Close the Sale

Once the customer understands that controls save energy and meet code, the final step is to show how quickly the investment pays back.

5.1 Where to Find Rebate Data

Three resources are particularly helpful when you prepare a proposal:

The Database of State Incentives for Renewables & Efficiency (DSIRE) aggregates federal, state, and utility incentive programs.
Many utilities publish project‑specific lighting rebate pages, such as the DC Sustainable Energy Utility’s business lighting rebates, showing per‑fixture incentives for DLC‑listed high bays and controls.
The U.S. Environmental Protection Agency’s ENERGY STAR Rebate Finder provides a good model of how customers can check eligibility by ZIP code, even if your high bays are not in the residential category.

In practice, commercial high‑bay rebates often range from $30–$100 per fixture, with higher amounts when controls are included. Some programs also pay per sensor or per controlled watt.

5.2 A Simple Payback Story You Can Reuse

Combine the earlier energy math with a realistic rebate example:

50 UFO high bays replacing 400 W metal halides
New fixtures at 150–200 W with 0–10V dimming and occupancy sensors
Energy savings in the 60–70% range when controls are active (as reported in DOE high‑bay retrofit case studies and Interior Lighting Campaign results)
Utility rebate of $60/fixture for DLC‑listed high bays with controls, based on the ranges shown in typical utility tables like DCSEU’s

You can present it like this:

“Your material and install cost for the controlled UFO high bays is approximately $X. With the expected energy reduction and current rebate levels, the simple payback is in the 2–4 year range. After that, the savings go straight to your operating budget.”

Facility managers usually do not expect spreadsheet‑perfect accuracy at proposal stage. They want to see that you used credible sources and realistic assumptions.

5.3 Documenting the Baseline – A Rebate Pro Tip

One mistake that stalls many rebate applications is poor documentation of the baseline.

Before you pull the old fixtures down:

Photograph nameplates and label counts for all existing high bays.
Record wattage, lamp type, and ballast type where applicable.
Note schedules (hours per day, days per week) and any existing controls.

Then, for the new install:

Attach LM‑79 data and DLC QPL screenshots for the new UFO high bays.
Include manufacturer data sheets for sensors and controls.
Show your assumed control strategy (e.g., 20‑minute timeouts, dim to 10–20% when unoccupied).

Many utility forms mirror the structure of the BriteSwitch‑style rebate calculators that combine fixture counts, hours, and control strategies. When you walk in with clean baseline and proposed data, reviewers move your project through faster and with fewer questions.

6. A Ready‑to‑Use Sales Framework for High Bay Controls

To make this actionable, here is a simple structure you can follow on every UFO high bay walk‑through and proposal.

6.1 Walk‑Through Checklist

Use this list on site visits so you do not miss key control opportunities.

Step	What to Check	Why It Matters
1	Ceiling height and mounting options	Determines sensor type and spacing ratios.
2	Existing fixture type, wattage, and controls	Establishes baseline kW and hours for savings and rebates.
3	Activity by zone (high, medium, low traffic)	Guides zoning and sensor placement.
4	Daylight availability (skylights, windows)	Identifies where daylight harvesting makes sense.
5	Panel voltages and circuit layout	Confirms fixture voltage options and control wiring paths.
6	Customer pain points (complaints, hot spots, glare)	Lets you connect dimming and zoning directly to their experience.
7	Code jurisdiction (ASHRAE/IECC/Title 24)	Frames controls as compliance tools, not extras.

6.2 Presenting Good/Better/Best Options

When you send your quote, summarize control options in the cover letter or first page:

Good: UFO high bays, basic switching, no dimming
– Lowest upfront cost, highest ongoing energy use.
Better: UFO high bays with 0–10V dimming, zoned by area
– Adjustable output, reduced glare, lower kWh, ready for future sensors.
Best: UFO high bays with 0–10V dimming plus occupancy and daylight sensors
– Maximum savings, easiest path to code compliance and rebates.

Tie each option to:

Estimated annual kWh savings
Estimated utility rebates
Simple payback range

Customers often select the mid or top tier when they see the incremental cost versus lifetime savings side by side.

6.3 Talking to Different Stakeholders

Adjust your language to who is in the room:

Facility Manager:
- Emphasize reduced complaints, less time fiddling with breakers, predictable light levels.
- Show how zoning and dimming make it easier to rearrange the floor plan without rewiring.
Finance or Owner:
- Focus on energy savings, maintenance reduction (no more HID re‑lamp cycles), rebates, and payback.
- Use DSIRE or a local utility table to show that rebates are based on recognized standards, not marketing claims.
Inspector or Engineer (on design‑build jobs):
- Lead with compliance: DLC listings, LM‑79/LM‑80 data, ASHRAE/IECC alignment, UL/ETL listings, and FCC Part 15 compliance for EMI, per the federal Part 15 rules.
- Offer to include photometric files (.ies per IES LM‑63) for any areas they want to model.

Key Takeaways for Contractors

Lead with outcomes, not acronyms. Talk energy savings, comfort, and hassle‑free inspections before you mention 0–10V or DLC.
Use a clear tiered offer. Present good/better/best control packages so customers can choose their risk and savings level.
Back your story with standards. Referencing DLC, ASHRAE/IECC, UL/ETL, IES LM‑79/LM‑80/TM‑21, and NEC shows you design to the same benchmarks utilities and engineers use.
Design controls around how the space is used. Good zoning, sensor choice, and wiring practices prevent flicker and nuisance tripping.
Leverage rebates and ROI. Use DSIRE and utility tables to turn technical features into payback numbers owners can act on.

If you consistently package UFO high bay projects this way, controls stop being an upsell “extra” and become the default professional solution your customers expect.

FAQ: UFO High Bay Controls for Contractors

Q1. Do I have to use 0–10V dimming to meet energy codes?
Not in every jurisdiction, but most modern energy codes (ASHRAE 90.1, IECC, and Title 24 in California) expect multi‑level or continuous dimming in many commercial and industrial spaces. 0–10V is a widely supported way to achieve that with UFO high bays, especially when you plan to add occupancy or daylight sensors.

Q2. Can I add sensors later if the customer isn’t ready now?
Yes—if you choose sensor‑ready UFO high bays with 0–10V drivers and appropriate mounting provisions. Explain to the customer that this avoids having to replace fixtures later when they decide to pursue rebates or meet updated codes.

Q3. How do I avoid flicker when dimming high bays?
Use drivers rated for 0–10V, keep dimming conductors separate from high‑current feeders where practical, avoid mixing dimmable and non‑dimmable drivers on the same control circuit, and set a minimum dimming trim around 5–15% during commissioning.

Q4. What’s the difference between LM‑79 and LM‑80, and why should my customer care?
LM‑79 tests the complete luminaire for lumens, efficacy, CCT, and CRI under defined conditions. LM‑80 tests LED packages over thousands of hours for lumen maintenance. TM‑21 uses LM‑80 data to project lifetime. Having these reports shows that the UFO high bays you are installing have independently verified performance and realistic lifetime claims.

Q5. How do I know if a fixture is DLC‑listed for rebates?
Use the DesignLights Consortium’s public Qualified Products List search. Search by manufacturer, model, or category (high bay/low bay). If the fixture appears with an active listing and meets your project’s lumen and wattage needs, you can include that listing in your rebate paperwork.

Safety & Compliance Disclaimer
This article is for informational purposes only and does not constitute professional engineering, legal, or electrical design advice. Always verify current requirements for ASHRAE, IECC, Title 24, NEC, and local codes, and consult a licensed professional engineer or qualified electrician when designing or installing lighting and control systems, especially in commercial or industrial facilities.

Pitching UFO High Bay Controls to Customers