Maybe there is just not enough demand for lighting in my area. Population of my town is 300k, so its a big enough town but is only 2% of my total sales. I really would like to do more. The few systems I have bid on in the last couple of weeks seem to be hinging on price point. They will spend 3 grand on irrigation but not $1500-2000 on a small 6-8 light job. The last client we did last week spent 5 grand on plant material which was an add on to the 40k worth of 20' palms, waterfall and other landscaping we did last year. BUT you cant see any of it at night!! He wouldn't spend 5k on just lighting the palms. I guess its just not that important to people here. Which brings me to my next question. How do you reach people that WANT to spend money on lighting? Direct mail? google? what? I am in the yellow pages, first on google for lighting in my area, and hell I even have one 14' side of my one of my maintenance trucks wrapped in a full color lighting job and two tailgates of other trucks wrapped in landscape lighting photos. I don't get it. From my other landscape advertising experience this year, direct mail seems to be going down the tubes, it works but I am not getting even a 1-2% return. Yellow pages is crap and I have the biggest full color ad in the primary book. Haven't got any calls off of google for lighting... plenty for irrigation, landscaping and maintenance. It seems like you really have to build a base of clients to get the referrals... at least that seems to work on maintenance, irrigation and landscaping. I have some new ideas I am going to try in the next couple of weeks. I am going to donate the labor to rehab a halogen lighting system with led at a college entrance on a busy street... probably 25000 cars per day. And I got some nice signs made that are going to be uplit at night. So maybe that will help. And I have a full color insert going in the paper that seemed to work for landscaping and irrigation. What else can I do? If I had to survive off of lighting, I would starve.