Sales Synopsis: How Much Product Knowledge Do You Need?
Get A Grip On Lighting: CFL to LED is Not Ready for Prime Time
The Darkness News Update 6/20/2024
Get A Grip On Lighting: Charging For Audits
So you're asked to do an audit for a major job. Only the customer is completely under-prepared. This begs the question: when should you charge for audits?
Get A Grip On Lighting: Lux As A Service
Have we reached the end of the road for selling “Lux As A Service”? The guys from the Get A Grip On Lighting podcast have very strong opinions on that…
Get A Grip On Lighting: The Boom-Bust Cycle of Lighting Controls
Is there a real, sellable value to controls and connections to the IoT? Are distributors trying to sell something that customers won’t ever use? The guys from the Get A…
Addressing the Inevitable
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With an additional 10% tariff on certain Chinese goods expected to take effect by December 15, industry experts offer tips on how distributors can best communicate and pass price increases…
Get A Grip On Lighting: Startup Shutdown
A guy walks into Greg Ehrich’s office at Premier Lighting. Greg quickly realizes there are too many small lighting distributors who are making life difficult for everyone. What is the…
Get A Grip On Lighting: Sign Lighting
The guys from the Get A Grip On Lighting podcast came across an interesting situation when they were asked to look at a project involving lighting for a business sign.…
Get A Grip On Lighting: Free Samples
Are free samples a good thing? The guys from the Get A Grip On Lighting podcast ask this question as they look at the “value of free”.