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Lighting | Outdoors | Sponsored Content | Videos
April 28, 2022

How to Do a Great Landscape Lighting Demo

Garden Light LEDs outdoor lighting demo kits can boost close rate to 80% and expand number of landscape fixtures.
Jason Knott  
Article:
Lighting | Outdoors | Sponsored Content | Videos
April 28, 2022

How to Do a Great Landscape Lighting Demo

There is an art to doing a great outdoor landscape lighting demo for clients, and Bruce Kenison, national sales director at Garden Light LED, knows exactly how to do it.

“I tell integrators for about $3,000 they can get into the landscape lighting business,” he says. That $3,000 investment is for two items: the Garden Light LED Sales Presentation Kit and the company’s Showtime Closer Kit.

The Sales Presentation Kit is a beautiful case that comes on wheels. Integrators can simply roll it into the clients house and open it up to showcase all of Garden Light LED’s products.  

“We CNC machine our products, which are brass, stainless aluminum, or stainless steel. Inside the case are all of our most popular fixtures with all different finishes, with an e coating of architectural bronze, white or black,” says Kenison.

The kit is an opportunity for customers to handle the product physically versus looking at photos on a website or in a brochure. It’s a chance for integrators to point out features such as the double gasket compression-fit silicone-sealed lens in the directional downlights that protect it from insect infestation.

Learn the Art of Landscape Lighting Design

Experts recommend landscape lighting design as an entry point for integrators into the revenue opportunity of home lighting. Check out our new resource for tips and best practices. Download "Learning the Skill and Art of Landscape Lighting Design” today!.

“There’s nothing like actually putting a fixture in your hands,” comments Kenison.

The Showtime Closer Kit is a temporary system that an integrator can set up for the client. It uses a transformer wire so there is no need to bury anything for the demo. In all, it takes about 15 minutes to set up.

“There are two keys to the best demo. First, you want to make sure it’s completely dark because if you turn it on at dusk the ‘wow factor’ is gone. The lights don’t look as impressive. Second, you should illuminate only one side of the house and not the other, because when you light up the Showtime Closer and one side of the house is lit the other side is not, the client can immediately see how beautiful the house looks when it is lit up at night and how bad it looks when it’s not,” says Kenison.

He recommends integrators not just think about lighting the house, but the plants, stonewalls and other hardscapes. He says dealers report an 80% closing rate on the spot when they use the Showtime Closer Kit. Moreover, the kit will help dealers expand the project size in many cases.

“A lot of times the system is determined to be 40 lights, but once you put the showtime closer up, the next thing you know it’s 60 to 70 lights.  It’s going to help close the job and it’s also going to help sell more fixtures,” he contends.

ABOUT THE AUTHOR

Jason Knott
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Jason Knott:
Jason Knott is Chief Content Officer for Emerald's Connected Brands. Jason has covered low-voltage electronics as an editor since 1990, serving as editor and publisher of Security Sales & Integration. He joined CE Pro in 2000 and serves as Editor-in-Chief of that brand. He served as chairman of the Security Industry Association’s Education Committee from 2000-2004 and sat on the board of that association from 1998-2002. He is also a former board member of the Alarm Industry Research and Educational Foundation. He has been a member of the CEDIA Business Working Group since 2010. Jason graduated from the University of Southern California.
View Jason Knott's complete profile

ARTICLE TOPICS

Lighting • Outdoors • Sponsored Content • Videos

ARTICLE TAGS

Garden Light LED • Landscape Lighting • lighting fixtures • Outdoor Lighting

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