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Discussion Starter · #1 ·
Hey everyone,

I am currently installing CAST fixtures. I am very happy with them, but the are on the high side dollar wise.

Can you guys suggest some good alternatives for jobs where the cost has to come down.

As you know, the CAST offering is basic. We mostly use the Path/area lights, bullets, tree mount down light, and the odd well-light.

What do you guys turn to???

thanks,

Adam
 

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Coppermoon has very similar fixtures to cast. Plus depending on your distributor a little bit easier on the invoice. Other then that if your looking for an aluminum fixture possibilities are endless. I like to use Kichler and Hadco. But there are a bunch of other companies out there.
 

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Hey everyone,

I am currently installing CAST fixtures. I am very happy with them, but the are on the high side dollar wise.

Can you guys suggest some good alternatives for jobs where the cost has to come down.

As you know, the CAST offering is basic. We mostly use the Path/area lights, bullets, tree mount down light, and the odd well-light.

What do you guys turn to???

thanks,

Adam
Adam,

Obviously it irks me to hear that pressures in the market are causing contractors to sacrifice quality to sell jobs. It not only hurts quality manufacturers like CAST, it hurts the industry as a whole, does a disservice to homeowners and diminishes contractors' profits.

There are a few jobs where price really needs to come down (mainly the smaller jobs), but there are many more jobs where the contractor can successfully counter price concerns with good solid sales skill.

Selling quality requires skills common to all great sales people:

Aim High: Never consider that a homeowner's starting budget (or competitor's bid) is fixed. Almost everyone will exceed their budget if given compelling reasons to do so.

Sell the Value: Know the added values of your quality products like the back of your hand. Be able to make convincing cases for every one of them (they're not just perks, they're practically necessities for the homeowner).

Seize the Opportunity: You're not just selling your products and services, you're selling homeowners the opportunity to employ you. You offer skill, experience and a design sense that no one else has. They should feel lucky that you are submitting a proposal - you don't just work for anyone, you pick and choose projects based on what interests and challenges you.

Close the Deal: After you make your case, act fast. Schedule a demo, write the proposal, schedule another meeting. Let them know that your schedule is tight, don't let their interest grow cool by letting days go by. They should know they have a tight window of opportunity. If you delay a few days you may lose them.

Finally, make sure the homeowner understands that a quality landscape lighting system is an investment that grows in value, that adds value to their home - value they will recoup if they sell their home. Lesser quality systems are like consumables, they depreciate in value, eventually lose value and will become a liability down the road.
 

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Steve I don't want you to think I'm by any meaning degrading you personally or cast as a whole. Ive seen and used your product. Its good stuff. Just is quite expensive. When the job calls for a certain fixture I do not compromise integrity by putting in an inferior fixture.
 

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Discussion Starter · #6 ·
Thans for thereplies so far.
I doagree that you should be able to usesalesmanship tosell your product of choice however, I was hoping for some specific model references. Aluminium is OKtoo.

I will take a look at coppermoon.
 

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It may be because of my relationship with my distributor, but I get great pricing on Kichler materials. They have offerings of aluminum, brass, and antiqued brass but the BBR line is rather high IMO. I'm starting to use Unique more for brass installs, but I really don't like the xelogen lamps. I just got back from a nighttime adjustment, and the 35w xelogens were way to soft and amber for the wall washing. Going back tomorrow to switch them out for 20w halogens. However this was just this application. I'm sure I'll be using the xelogens when I need more of an understated effect.
 

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Remember Chris you can order fixtures from us W/O lamps as well so if you have specific lamps you like you can simply add them in w/o paying for the lamps from us.

As for inexpensive lines, like Steve said, you want to always try and sell quality and not sell on price but reality is guys are looking for alternatives. We created our Copper Knights line and our Brass Knights line for just this reason. Some on here already have fallen in love with certain Brass Knights fixtures and our Copper Knights line is growing faster and faster with the latest edition being the Oxford (copper version of the Big Bang).

http://www.lawnsite.com/showthread.php?t=244016

Click the attachment to view the current line up of Brass Knights fixtures. Almost 1/2 the price of our Odyssey Line and still include 25ft of wire, lamp, and mounting option (stake or bracket). 15yr warranty but we all know Brass and copper are for LIFE!!!
 

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I am located in Texas, and have used ClaroLux products for years. They have always been very helpful, and the prices are good. They just came out with a brass bullet light that is similar to Casts. I have used it on 3 jobs and had no problems. I hope this helps. good luck!
 

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I to have pretty much used Cast exclusively and have been happy with their product. Due to contractors in my area giving lower and lower prices because they want the work has forced me to look for other avenues as well. I just cannot compete with these contractors and the prices they are giving. On two occasions where I gave a proposal,others were almost half my price.One thing I like about Cast are their 25 foot leads.

That being said,I found another company that makes a brass product that will not turn white after installatoin and also carries a 25 foot lead. They are also less expensive than Cast by a decent margin.Fot those looking for other outlets,that company is Alliance.
 

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Ha Ha! Here we go Joey. Alliance sent my enough product samples to illuminate my entire front yard. What did I do? Installed it! I'm going to give it some time and post the results. For the record, I would have illuminated my home with Unique if they had sent me enough samples, but that's just rude. I didn't ask for the samples, they just sent them. No hard feelings buddy?
 

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I dont' want to throw salt on your perception, but I've heard a lot of bad things in the past about Vista. I still use their MR16 well lights, but I have heard some scary stories about massive socket failures, etc. I like the company itself (great people), but the stories just keep coming and I'm now a bit leary. I know, I'm just being stupid.
 

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I don't know why you so many different types of lights. I normally use the same fixture most of the time. I like to keep it KISS for the homeowner.

On a side note how many of you use those tags that are on the cast fixtures? I cut mine off and recycle that little piece of copper.
 
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Sleepy: I have about 10 "go-to fixtures" that I use regularly, but each job seems to have a special need here or there where that requires a niche fixture to do it properly. (Like my post of under step fixtures) That is when having a good distributor(s) with broad lines comes in handy.
 

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Chris, that's interesting what you said about Vista products. I have never heard that before. They have been a go-to fixture for me for a couple ofyears, and I have never had one problem with them. And your right they are great people to work with, and most importantly my distributor is great to work with.
 

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The problems I've had with Vista products are mainly to do with powdercoat finishes, both fading and peeling... Also frozen screws on some aluminum bodied well lights that prevented entry for relamping.

They have always been good at replacing the bad fixtures, but I'll never use one near overhead irrigation again.
 
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