Our exclusive stories with industry experts

Get A Grip On Lighting: 5 Things To Think About Before Maki [...]

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.

Subscribe to our newsletter

Don't miss a thing! Get the latest industry news delivered straight to your inbox, every Tuesday through Friday.

Subscribe