How to Sell More Lighting This Year
Get A Grip On Lighting: The Amazon Effect
Making the Grade
Conveying Value, Part 2
In an era of cheap LED alternatives and off-brand online options, distributors discuss how they impart the value of higher-quality products by trusted manufacturers to their customers.
Get A Grip On Lighting Podcast: Blitz Episode
In this episode, Ehrich and Colligan team up for a “blitz” podcast, as they give us their views on four subjects: Compliance Fatigue, Lightfair vs. Frankfurt, The Scientific Method, and…
Conveying Value, Part 1
In an era of cheap LED alternatives and off-brand online options, distributors discuss customers’ current level of price sensitivity and some of the issues that arise with lower-priced products.
Trend Watch: Outdoor Lighting 2018
A manufacturer and a distributor discuss the outdoor lighting trends that they're seeing shape up this year.
Land of Confusion
Distributors discuss some of the challenges they and their customers experience with today’s LED technology.
Sharpening the Axe: Ramping Up Your Sales Team’s Tech [...]
It’s not enough to show up at your customer’s doorstep with a box of fresh bagels and a smile anymore; customers expect good advice, expertise, and technical acumen. Here’s how…
A New Future: Distributors Refocus Their Sales Efforts
LIGHTFAIR 2018 brought an encouraging trend to the forefront of the lighting industry - distributors are focused on selling their services rather than solely products.