SELLING A LIGHTING PACKAGE

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Presentation transcript:

SELLING A LIGHTING PACKAGE How to Increase Sales and Profits Norm Brown CLC

When I joined my new lighting company I had to learn 5 product categories: Recessed Linear Landscape Light bulbs Which catalogue to go to when the customer didn’t find anything on our display. Up till then all I knew was what was on display.

LET’S COVER THE BASICS..... Product Placement Promotion Price

PRODUCT Light sources Recessed Track / Linear Controls Landscape lighting Fixtures

LIGHT SOURCES Incandescent Fluorescent LED Halogen Xenon Linear CFL Integrated Bulbs

PLACEMENT Fixture display Lighting labs P.O.S. displays Manufacturer’s displays Interactive displays

PRICING Competitive pricing Package discounts Added value services Quotations

PROMOTION Sales training Sales incentives Builder sales Designer sales In store seminars Internet promotion

THANK YOU FOR YOUR ATTENTION. Norm Brown CLC