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Truly Serving Your Customer with a Lighting Upgrade

Truly Serving Your Customer with a Lighting Upgrade

Reducing energy waste is a common reason for lighting upgrades. The typical such upgrade is technology focused, for example replacing an older type of fluorescent lamp/ ballast with a newer type. While this kind of upgrade certainly will save energy and certainly can provide profitable work for you, it leaves much on the table. Both […]

When the Budget Isn’t Too Tight

When the Budget Isn’t Too Tight

A lot of lighting projects go like this. The plant engineer has a “dream” lighting system in mind. It includes features such as automatic daylight dimming, occupancy sensing, and automatic operation based on the schedule programmed into it. This system costs X, but the project budget goes up to only 70% of that. He’s got […]

Selling a Lighting Project

Selling a Lighting Project

When you’re selling a new lighting installation or a lighting upgrade, what are you really selling? Many contractors think they are selling “lighting” but that thinking is a mistake. You may sell more light, whiter light, or more efficient light but miss what the customer actually needs. What you’re selling is a system that meets […]

When More Doesn’t Work, Try Different

When More Doesn’t Work, Try Different

A factory’s maintenance department had been addressing lighting complaints by adding a fixture here and a fixture there. But the plant engineer didn’t like the way this looked. It looked unplanned, because it was unplanned. And it wasn’t ending all of the complaints. In fact, it seemed that adding a light to fix a problem […]

Use Lighting to Show Them the Way

Use Lighting to Show Them the Way

Contractors often fall into the trap of making a loss leader of the first project with a new client. This just makes them expect you to lose money on any future projects, so you need a more sustainable approach. Sell that first job based on the quality of similar installations you have done. There’s a […]