I have often said that if I could have a company that just focused on one particular part of our industry, I would have a lighting-only company. I love the lighting part of our industry. It offers something uniquely artistic, more profitable and the WOW factor is better. Not to mention fewer callbacks and happier customers than other aspect of our industry. But alas, we are not a lighting-only company. And I don't plan to change that any time soon. I have realized some nice benefits though from not being a lighting-only company. 1) We have the ability to design the lighting right INTO the landscape and hardscape, as it is being built. So many advantages to this vs. coming in and doing lighting later. I can incorporate lights into walls or wall caps as they're being built, I can run wires under or through parts of the landscape/hardscape easily as we're building it, and I can design a landscape with lighting in mind AS we're designing it, which sometimes changes how you'd design the landscape & hardscape. 2) We have the opportunity to bid on and do a LOT more lighting jobs. We still do a fair amount of lighting-only jobs. People who already have a full landscape and just want lighting now. But that's only 25% of our lighting work. 75% of the lighting work we get to do comes from the fact that we're the ones already building the landscape and lighting is one of the facets the customer wants as part of the full install. 3) We have more opportunity to set customers up for future lighting. A lot of times when we're installing a new landscape or hardscape, our customer may WANT lighting, but cannot afford to spring for that too. So we'll talk them into installing just the wiring and some hubs for future use. At least 50% of the time, they call us back later to install lighting, which is much easier now because 90% of the wiring is already there and buried. 4) When we do get lighting-only jobs, we have the opportunity to earn a lot more of their business. I've set up our advertising such that some people who call us for lighting think that lighting is all we do. The web links and other advertising we do send people not to our company home page but to our outdoor lighting page, which looks sort of like a home page. Some people never go any further into our website and think that's all we do. I had a nice little $5k job we got 2 weeks ago that came from this. Once we got to talking, he asked me if we also did landscape/hardscape work. I brought out our portfolio book and he was amazed. Turns out he's also in the market for a big outdoor living area with a patio, seat walls, outdoor fireplace, planting, steps, and even more lighting. It will be about a $50k job. We're in the process of designing this right now. A nice job for the middle of the winter that we wouldn't have had, if we hadn't been in the lighting market. The disadvantages to being an all-phases company are fairly obvious. We do struggle with trying to convince people we're just as talented at lighting as a lighting-only company would be. That's often one of our biggest hurdles. But we've done some things to help overcome that. There are other disadvantages too. But I just wanted to point out some of the advantages I've seen. Things maybe some people reading the forum hadn't considered. For landscape/hardscape contractors who are considering adding on lighting services but are worried they won't be able to really do well or compete, I wanted to give some encouragement. You can do really well in the lighting industry, even if you aren't a lighting-only company. From talking with my distributors, I think I can safely say we install more outdoor lighting than most every other company in our area, even the lighting only companies. Not that it's all about volume. It's not. My only point is: we've done well with lighting, even though we didn't have the advantages that being a lighting-only company provides. A lot of that is because there are lots of other advantages that we DO have that we've capitalized on.