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

2. 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.

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

4. PRODUCT Light sources Recessed Track / Linear Controls
Landscape lighting
Fixtures

5. LIGHT SOURCES Incandescent Fluorescent LED Halogen Xenon Linear CFL
Integrated
Bulbs

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

7. PRICING Competitive pricing Package discounts Added value services
Quotations

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

9. THANK YOU FOR YOUR
ATTENTION.
Norm Brown CLC