Lighting is quickly becoming one of the most important—and most profitable—disciplines in the custom integration space. But many integrators still struggle to approach it with the same confidence they bring to AV or networking. In this CE Pro video interview, Executive Editor Zachary Comeau talks with Jason Feus, National Connected Lighting Sales Manager at Liteline, about how dealers can rethink their approach to lighting and elevate both their design skills and business strategy.
Feus, who’s spent nearly 20 years in the CI channel and helped pioneer lighting’s role in the space, shares practical guidance on lighting layout, client qualification, and system specification. He introduces Liteline’s “sell first, design second” model, which gives integrators square-footage-based pricing tools to help qualify clients before committing to full lighting designs. The conversation covers common mistakes—like undervaluing hallways or overcomplicating kitchen lighting—and how adopting a layered approach delivers better outcomes in every room.
Liteline is a family-owned lighting manufacturer based in Canada, known for its innovative product design, installation efficiency, and personal customer service. With award-winning fixtures recognized by the Illuminating Engineering Society (IES), Liteline focuses on reducing complexity in lighting installs while elevating quality. Now, the company is bringing that same mindset to the custom integration space—offering integrators tools, training, and thoughtfully designed products that are purpose-built for connected environments.
Feus also discusses how integrators can think like lighting designers, applying the same logic they use in audio to the placement of fixtures—layering general, task, and accent lighting for both function and beauty. From kitchens and hallways to staircases and transitional spaces, lighting becomes a storytelling tool that adds emotion, elegance, and value.
If you’re looking to improve your lighting design game or add a new revenue stream, this conversation offers actionable insights and a fresh perspective.
