CE Pro May 2022 - 21

SPONSORED CONTENT
Virtual Walkthrough Helps Double
Large Landscape Lighting Project
Coastal Source Design Services virtual video walkthrough of lighting design expands
project from $20,000 to $50,000 and acts as an installation guide for technicians.
K
en Bosley and his team at World Premiere in Mechanicsburg,
Pa., no longer have to worry about using the proper terminology
when discussing landscape lighting design with their clients
or landscape architects. Th at's because the new Coastal Source
Design Services virtual walkthrough program not only guides the
World Premiere team through the specifi c design, but provides
them with the exact verbiage they can repeat back to their clients
as they review the documentation plan for their outdoor lighting.
" It's the best part of what Coastal Source Design Services provides
us, " says Bosley unequivocally.
Th e virtual walkthroughs are 3- to 5-minute videos recorded on
Loom by the actual designer on the Coastal Source staff , according
to Peter Sepesi, director of technical services at Coastal Source.
Th e videos are screen recordings that visually show a blueprint of
the project while the designer talks through the landscape lighting
design elements using an icon to highlight the specifi c areas
being discussed.
For example, on a recent large backyard project dubbed the Bear
Residence by World Premiere, the Coastal Source Design Services'
3-minute, 6-second video describes the pathway lighting locations,
the dimensions of the system, and the types of lights being used
including beam spread and color temperature when applicable. It
even describes the placement of various accent lights on specifi c trees,
shrubs, stone architecture and several large boulders in the yard.
" By hearing the designer talk through the theory of the design
in a video - even down to the details of a particular plant type
and why a certain spotlight will be the best way to illuminate it
- it is so educational for us. We parrot that information back to
the client, so we are the experts. It is really cool. We use it to help
close our deals and the virtual walkthroughs usually help us grow
the price point. "
Th at is exactly what happened on the Bear Residence project,
which started out as a $20,000 installation according to Bosley.
Th e virtual walk-through piqued the customer's interest and netted
an upsell of an additional 25 to 30 fi xtures, mainly Coastal Source
FLEX Double Tiered Path Lights, FLEX Niche Landscape Wash
Lights, and FLEX Bullet Uplights (MR11 and MR16). According
to Bosley, the project has grown to near $50,000.
Coastal Source started its virtual walkthrough videos in full
force in March, according to Sepesi. A link to the video is placed
in a distinct website URL that Coastal Source now creates for every
project it designs. Th at website includes images of the project and
reviews the lighting and audio design.
" Some integrators actually show the videos directly to the clients,
some watch it together with the client, while others do what
World Premiere does, " he notes.
World Premiere even takes it one step further. Bosley requires
The Coastal Source virtual walkthrough enabled integrator World Premiere to add an
additional 25 to 30 fixtures, including FLEX Double Tiered Hat Path Lights (top) and
FLEX Niche Landscape Wash Lights.
the installation technician to watch the virtual walkthrough video
before starting on the job. Th e video, in essence, acts an installation
guide.
Th e typical turnaround time for Coastal Source Design Services
is about 2 weeks. Th ere is no fee for dealers and an incremental fee
structure for contractors based on the number of fi xtures.
Bosley adds, " We have never not gotten the project after using
Coastal Source Design Services. I absolutely would never be able
to do this level of design. "
Ideally, the integrator is able to provide the Coastal Source
team with blueprints, but Bosley says he has even gotten designs
based simply on a Google image of the property or even just a
rough drawing on a piece of paper.

CE Pro May 2022

Table of Contents for the Digital Edition of CE Pro May 2022

CE Pro May 2022 - PresentationPage
CE Pro May 2022 - Cover1
CE Pro May 2022 - Cover2
CE Pro May 2022 - 1
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CE Pro May 2022 - Cover3
CE Pro May 2022 - Cover4
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