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What makes someone buy outdoor lighting?

Discussion in 'Landscape Lighting' started by Braphael, Jan 4, 2010.

  1. Braphael

    Braphael LawnSite Member
    Posts: 36

    In looking ahead to 2010, I’m trying to figure out what makes someone decide to buy a lighting system and increase my sales efforts on those areas. I’m trying to determine which professional relationships to concentrate on first. I am relatively new to this business and would love to hear what your experiences are. I have come up with some questions to consider. Here goes:

    What is the triggering event that causes the sale?
    Was it the purchase of a new home?
    How long have they lived in the home?
    Was it a redesign of the landscape?
    Was it an addition to the house?
    Was it replacing an existing system (big box or solar)?
    Was it a pool installation?

    Thanks in advance for your comments,
  2. Alan B

    Alan B Sponsor
    Posts: 415

    Of course there are lots of reasons, and all of your scenarios are likely triggers, however from my experience the biggest triggers lately have been:
    -replacing/upgrading existing system
    -redesign of landscape
    -purchasing of a (new to them) home
  3. Let There Be Light

    Let There Be Light LawnSite Member
    Posts: 81

    In my area, people unable to sell the homes they're in, so lot's of upgrading both in and out of home. Clients are saying they're staying put so why not enjoy what they have...
  4. INTEGRA Bespoke Lighting

    INTEGRA Bespoke Lighting LawnSite Platinum Member
    Posts: 4,102

    The three main triggers in my market are:

    1 - Beautification; improving on the look of the property. Focused squarely on the client's perspective and not creating show pieces for the community at large.

    2 - Safety; Improving the safety of owners and guests while traversing a property. We have large to huge size lots here with tons of elevation changes, rock outcroppings and difficult terrain. Safety, especially for house guests is a strong motivator for outdoor lighting.

    3 - Security; Most of the properties we light are 'cottages' or vacation homes. These recreational properties are seldom occupied. There is no better security system for a property than a comprehensive, efficient outdoor lighting system. It gives that lived in look that sends theives and vandals to the unlit property down the road.
  5. MarcSmith

    MarcSmith LawnSite Fanatic
    Posts: 7,157

    disposable income helps as well...:)
  6. BrandonV

    BrandonV LawnSite Platinum Member
    Posts: 4,215

    I'm with James.
  7. David Gretzmier

    David Gretzmier LawnSite Gold Member
    Posts: 3,645

    really, 2 types of folks- 1- those who know they want lighting, have wanted lighting awhile and they have just decided to spend or investigate how much spending it will take.

    2- folks that just became aware of the darkness. either through a system that no longer works, or they have seen a well lit system, or they fell, had a robbery or one nearby, etc. This new awareness that thier property is too dark, causes them to call.
  8. RLI Electric

    RLI Electric LawnSite Senior Member
    Posts: 381

    Is this real popular in other areas of the country? I am in CT and it is not incredibly popular yet but that is due to the swamp Yankee mentality I am sure. I have a client who relocated here from Ohio and I did lighting for him. He was amazed that no one else here has it.
  9. INTEGRA Bespoke Lighting

    INTEGRA Bespoke Lighting LawnSite Platinum Member
    Posts: 4,102

    Yo - Bobbyho... Are you serious? Are you asking if LV outdoor lighting is 'real popular' ?? And you are in CT???

    A few years ago I was chatting with a couple of guys from CT, they were partners in a stand-alone outdoor lighting company that was doing well into the 7-digits in sales each year. I was dumbfounded that such a small company could be so successful. I chalked it up to the density of their market and the fact that they were essentially serving the suburbs of Manhattan. But still they remained in my mind and help me set my goals. In 2008, working in a seasonal tourism based market I broke through the 7 digit sales goal. In 2009, a troubled year to say the least, we managed to stay above that magic 7 digits in sales. I would suggest you take a good look around and see the potential that this industry has in your area. I think it is probably much better than you think it is.

    This industry has grown over the last 60 years to become a significant business across the continent and further abroad. Each year there are more and more contractors getting involved in the business and more and more manufacturers offering products. I would say without a doubt, LV Outdoor Lighting Systems are 'real' popular!

  10. INTEGRA Bespoke Lighting

    INTEGRA Bespoke Lighting LawnSite Platinum Member
    Posts: 4,102

    Ok, so I just earth-googled Durham CT... not exactly the 'suburbs of Manhattan' there. Hartford and New Haven are not too far away though, and if you carve a niche into some of those shoreline communities (bound to harbour all sorts of top tier properties and clients) I would think you could do pretty well from there.
    Last edited: Jan 6, 2010

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