Lighting can represent an enormous part of the budget of a new construction or retrofit project. For this reason, finding ways to develop a competitive edge in this product category can be the route toward gaining market share and leveraging customer relationships. As such, electrical distributors can benefit from the expertise of a project lighting and quotations department within their infrastructure.
Without the structure to establish such a department, however, it can end up costing money. Lighting projects are typically very complex and subject to many changes, increasing their risk for errors compared to other types of projects. Without successful management, a lighting job can result in unhappy customers, back charges, and/or pallets of unused items taking up valuable space in the warehouse.
Trained professionals are the answer. Building a team of experts draws a customer following by creating a valuable relationship that is based not only on price, but also on service. In fact, a great lighting project manager will draw business a salesperson might not—and do it without lowering profit margins. An even more effective solution is to partner the sales team with a lighting project manager—doing so can open doors to projects your company was not previously invited to bid on.