– Everyone knows they need to do something. The question is when.
Frode, Key Account Manager at LCA.no, brings a unique perspective on the development of the industry. With a background as an electrical engineer, 17 years of experience in software – including international work – and 8 years in the lighting industry, he has witnessed how technology, requirements, and the market have evolved over time.
Today, he works closely with customers at LCA.no, using this experience to help companies understand how to work more efficiently with EPDs and product data.
– In my role, I get to combine everything I’ve done previously. I have a technical understanding, but I primarily work with people. That makes it easier to create strong dialogues with customers, especially within lighting, where I know the industry well, he says.
From Software to Lighting – and Further into Data
Frode began his career in software, where he spent 17 years working in sales and business development.
– One of the most important things I took from that time is how differently you need to approach markets. In the Nordics, an agreement is an agreement, while in other countries it can be more of an indication of direction. It teaches you to understand people – not just products.
His transition into the lighting industry came through control systems and IoT.
– It was essentially a combination of electrical engineering and software. But I quickly realized that lighting is about more than technology. It’s about people – how we experience spaces, safety, and functionality.
Over eight years, he worked on everything from new builds to refurbishment and operational projects, ranging from small deliveries to contracts worth over 12 million NOK.
– What I found most interesting was working with existing buildings. You are physically present, working alongside facility managers, finding solutions that actually work in practice.
A Market That Has Shifted from “Nice to Have” to “Must Have”
During his time in the lighting industry, Frode observed a clear shift in documentation requirements.
– In the beginning, we received almost no questions about this. But that changed quite quickly. Towards the end, EPD went from being a “nice to have” to a “must have”.
He describes a market with low knowledge but increasing pressure.
– Many started asking for “something called an EPD” without really knowing what it was. It was clear that the requirements came from consultants and developers, and that manufacturers had to keep up.
Insights from Light + Building in Frankfurt
At this year’s Light + Building trade fair in Frankfurt, this development became even more evident.
– There’s no doubt that manufacturers feel the pressure now. Everyone knows they need to do something. There is still a lack of knowledge, but the awareness is there.
He believes the industry is currently in a transition phase.
– We have some first movers, but the rest of the market needs to go through a learning process. I think we’ll see a “ketchup effect” as more companies start losing projects.
A Competitive Industry Becoming More Professional
With his background in lighting, Frode also noticed how competition is evolving.
– This is a tough industry with tight margins. It’s clear that companies are becoming more professional and more specialized. More players are focusing on being best in class within their niche rather than trying to be generalists.
At the same time, the overall level is high.
– There are many highly professional companies that want to deliver quality. But they still need more knowledge about how to practically work with documentation.
Sustainability Is Clear – Knowledge Is Lagging
Sustainability was a dominant theme at the fair, but with a clear gap.
– The focus on sustainability is very strong. At the same time, knowledge around documentation is lower.
He also highlights the Digital Product Passport (DPP):
– The awareness of DPP is surprisingly high. Many know that something is coming, but most are still trying to understand what it actually means.
Not a Competitive Advantage – but a Requirement
While sustainability and documentation are often described as competitive advantages, Frode has a more nuanced view:
– I don’t think the market sees this as a competitive advantage yet. It’s more a prerequisite just to be able to compete.
The risk of not acting is significant:
– There is a lot of money at stake in projects. Without an EPD, you may not even get access to the market – and that means lost revenue.
A Rapidly Growing Demand for Solutions
For LCA.no, this represents a rapidly growing market.
– The demand is enormous. There are few providers and many companies that need help. Our task is to be best in class – both in terms of the product and in educating customers.
He believes collaboration is key.
– Customers should place more trust in their suppliers and ask: How do you recommend we do this? Many suppliers have experience from similar projects and can provide valuable insights.
The Advice to the Industry: Start Now
Frode is clear in his advice:
– Anchor investments early. Allocate resources now, so you don’t get blocked when requirements hit.
And where should companies start?
– Start a dialogue with LCA tool providers. Run a workshop, discuss your needs, and get input. Many have done this before – there’s a lot to learn from those who are already ahead.
A Clear Direction
From Frankfurt, the message is clear:
The industry is moving – and the pace is increasing.
– Everyone knows they need to do something. The question is who acts first, Frode concludes.
