CE Pro September 2021 - 80

SALES | Lighting Fixtures
Let Fixtures
Light the Path to
MORE REVENUE
Trio of leading integrators shares secrets of success
adding lighting fixtures to their portfolios, and how
vendors can provide valuable benefits as dealers dig in.
By Arlen Schweiger
HAS YOUR company
seen the light yet on
selling lighting fixtures? It's
one of the hottest categories
in the custom installation
channel, and CE Pro recently
rounded up a trio of integrators
having great success
designing and selling fullblown
lighting systems.
In the past several years,
CEDIA and other groups
have propelled the lighting
fixtures category into the
spotlight, so to speak. Lighting
fixtures has been touted
by the custom industry buying
groups, with the recent
CE Pro Podcast integrator
panelists calling out HTSA
and industry veteran Tom
Doherty, the group's director
of new technology initiatives,
evangelizing the opportunities
for CE pros.
The lighting fixture category
is quickly becoming a
solid source of revenue, with
solutions from Lutron/Ketra,
Colorbeam, WAC/AiSPiRE,
DMF Lighting, Environmental
Lights, Savant, USAI,
80 | CE Pro September 2021
Coastal Source, Garden Light
LED, PoEWit Technologies,
Vantage/Legrand and more
all hitting the market. During
the podcast, best practices
and tips for expanding your
lighting services, came from
Richard Millson of Millson
Technologies (Vancouver,
B.C.), George Harrison of
Harrison Home Systems
(Lakewood, Colo.) and Ken
Bosley of World Premiere
(Mechanicsburg, Pa.). Mike
Libman from DMF Lighting
shares insights from the
supplier's side (see " Fixtures
Maker Focuses on Dealer
Channel " on page 82).
The group offered some
valuable advice for others
looking to ignite a new revenue
stream in the lighting
fixture category. Among the
key best practices are:
Work closely with your
key lighting fixture
vendors and lean on
them for support, even
to the extent of having
them accompany you to
projects to help create
specifications
Find local lighting design
professionals you can
partner with that will
open up a whole new
potential area of lead
generation
Establish a working
relationship with your
local electricians, sorting
out who will specify the
fixtures, purchase them,
do the pre-wire, and
install them
Use lighting fixture
demo kits effectively to
help boost sales.
Integrators Offer
Success Insights
Implementing Lighting
Fixtures
Integrators like Millson, Harrison
and Bosley continue to
reap the rewards of offering
lighting fixtures and working
with vendors like DMF
Lighting. They detail on the
podcast how they got into
the category, what they look
for in a manufacturer, how
fixtures have fostered trade/
design partner relationships,
and much more.
Millson Technologies,
Harrison Home Systems and
World Premiere handle a
range of clientele, and offer
guidance for implementing
fixtures in new construction,
retrofit and MDU
environments.
" In the last 18 months it's
been a significant part of our
revenue, " says Harrison, this
year's CTA Mark of Excellence
Integrator of the Year,
noting that the company also
relies on dimming systems
from Lutron as a big part of
its lighting solutions.
Harrison Home Systems
performed a very design-centric
job, " East Meets West, "
whose central technologies
were lighting and shade control,
and earned awards.
cepro.com
http://www.cepro.com

CE Pro September 2021

Table of Contents for the Digital Edition of CE Pro September 2021

CE Pro September 2021 - Presentation
CE Pro September 2021 - Cover 1
CE Pro September 2021 - Cover Gatefold 1
CE Pro September 2021 - Cover Gatefold 2
CE Pro September 2021 - Cover 2
CE Pro September 2021 - 1
CE Pro September 2021 - 2
CE Pro September 2021 - 3
CE Pro September 2021 - 4
CE Pro September 2021 - 5
CE Pro September 2021 - 6
CE Pro September 2021 - 7
CE Pro September 2021 - 8
CE Pro September 2021 - 9
CE Pro September 2021 - 10
CE Pro September 2021 - 11
CE Pro September 2021 - 12
CE Pro September 2021 - 13
CE Pro September 2021 - 14
CE Pro September 2021 - 15
CE Pro September 2021 - 16
CE Pro September 2021 - 17
CE Pro September 2021 - 18
CE Pro September 2021 - 19
CE Pro September 2021 - 20
CE Pro September 2021 - 21
CE Pro September 2021 - 22
CE Pro September 2021 - 23
CE Pro September 2021 - 24
CE Pro September 2021 - 25
CE Pro September 2021 - 26
CE Pro September 2021 - 27
CE Pro September 2021 - 28
CE Pro September 2021 - 29
CE Pro September 2021 - 30
CE Pro September 2021 - 31
CE Pro September 2021 - 32
CE Pro September 2021 - Snap One Gatefold 1
CE Pro September 2021 - Snap One Gatefold 3
CE Pro September 2021 - Snap One Gatefold 3
CE Pro September 2021 - Snap One Gatefold 2
CE Pro September 2021 - 33
CE Pro September 2021 - 34
CE Pro September 2021 - 35
CE Pro September 2021 - 36
CE Pro September 2021 - 37
CE Pro September 2021 - 38
CE Pro September 2021 - 39
CE Pro September 2021 - 40
CE Pro September 2021 - 41
CE Pro September 2021 - 42
CE Pro September 2021 - 43
CE Pro September 2021 - 44
CE Pro September 2021 - 45
CE Pro September 2021 - 46
CE Pro September 2021 - 47
CE Pro September 2021 - 48
CE Pro September 2021 - 49
CE Pro September 2021 - 50
CE Pro September 2021 - 51
CE Pro September 2021 - 52
CE Pro September 2021 - 53
CE Pro September 2021 - 54
CE Pro September 2021 - 55
CE Pro September 2021 - 56
CE Pro September 2021 - 57
CE Pro September 2021 - 58
CE Pro September 2021 - 59
CE Pro September 2021 - 60
CE Pro September 2021 - 61
CE Pro September 2021 - 62
CE Pro September 2021 - 63
CE Pro September 2021 - 64
CE Pro September 2021 - 65
CE Pro September 2021 - 66
CE Pro September 2021 - 67
CE Pro September 2021 - 68
CE Pro September 2021 - 69
CE Pro September 2021 - 70
CE Pro September 2021 - 71
CE Pro September 2021 - 72
CE Pro September 2021 - 73
CE Pro September 2021 - 74
CE Pro September 2021 - 75
CE Pro September 2021 - 76
CE Pro September 2021 - 77
CE Pro September 2021 - 78
CE Pro September 2021 - 79
CE Pro September 2021 - 80
CE Pro September 2021 - 81
CE Pro September 2021 - 82
CE Pro September 2021 - 83
CE Pro September 2021 - 84
CE Pro September 2021 - 85
CE Pro September 2021 - 86
CE Pro September 2021 - 87
CE Pro September 2021 - 88
CE Pro September 2021 - 89
CE Pro September 2021 - 90
CE Pro September 2021 - 91
CE Pro September 2021 - 92
CE Pro September 2021 - 93
CE Pro September 2021 - 94
CE Pro September 2021 - 95
CE Pro September 2021 - 96
CE Pro September 2021 - 97
CE Pro September 2021 - 98
CE Pro September 2021 - 99
CE Pro September 2021 - 100
CE Pro September 2021 - 101
CE Pro September 2021 - 102
CE Pro September 2021 - 103
CE Pro September 2021 - 104
CE Pro September 2021 - 105
CE Pro September 2021 - 106
CE Pro September 2021 - 107
CE Pro September 2021 - 108
CE Pro September 2021 - 109
CE Pro September 2021 - 110
CE Pro September 2021 - 111
CE Pro September 2021 - 112
CE Pro September 2021 - 113
CE Pro September 2021 - 114
CE Pro September 2021 - 115
CE Pro September 2021 - 116
CE Pro September 2021 - 117
CE Pro September 2021 - 118
CE Pro September 2021 - 119
CE Pro September 2021 - 120
CE Pro September 2021 - 121
CE Pro September 2021 - 122
CE Pro September 2021 - 123
CE Pro September 2021 - 124
CE Pro September 2021 - 125
CE Pro September 2021 - 126
CE Pro September 2021 - 127
CE Pro September 2021 - 128
CE Pro September 2021 - CEDIA Floorplan 1
CE Pro September 2021 - CEDIA Floorplan 2
CE Pro September 2021 - CEDIA Floorplan 3
CE Pro September 2021 - CEDIA Floorplan 4
CE Pro September 2021 - 129
CE Pro September 2021 - 129
CE Pro September 2021 - 130
CE Pro September 2021 - 131
CE Pro September 2021 - 132
CE Pro September 2021 - 133
CE Pro September 2021 - 134
CE Pro September 2021 - 135
CE Pro September 2021 - 136
CE Pro September 2021 - 137
CE Pro September 2021 - 138
CE Pro September 2021 - 139
CE Pro September 2021 - 140
CE Pro September 2021 - 141
CE Pro September 2021 - 142
CE Pro September 2021 - 143
CE Pro September 2021 - 144
CE Pro September 2021 - 145
CE Pro September 2021 - 146
CE Pro September 2021 - 147
CE Pro September 2021 - 148
CE Pro September 2021 - 149
CE Pro September 2021 - 150
CE Pro September 2021 - 151
CE Pro September 2021 - 152
CE Pro September 2021 - 153
CE Pro September 2021 - 154
CE Pro September 2021 - 155
CE Pro September 2021 - 156
CE Pro September 2021 - 157
CE Pro September 2021 - 158
CE Pro September 2021 - 159
CE Pro September 2021 - 160
CE Pro September 2021 - 161
CE Pro September 2021 - 162
CE Pro September 2021 - 163
CE Pro September 2021 - 164
CE Pro September 2021 - 165
CE Pro September 2021 - 166
CE Pro September 2021 - 167
CE Pro September 2021 - 168
CE Pro September 2021 - 169
CE Pro September 2021 - 170
CE Pro September 2021 - 171
CE Pro September 2021 - 172
CE Pro September 2021 - 173
CE Pro September 2021 - 174
CE Pro September 2021 - 175
CE Pro September 2021 - Cover 3
CE Pro September 2021 - Cover 4
https://www.nxtbook.com/emerald/cepro/april_2024
https://www.nxtbook.com/emerald/cepro/march_2024
https://www.nxtbook.com/emerald/cepro/janfeb2024
https://www.nxtbook.com/emerald/cepro/december_2023
https://www.nxtbook.com/emerald/cepro/november_2023
https://www.nxtbook.com/emerald/cepro/oct_2023
https://www.nxtbook.com/emerald/cepro/sept_2023
https://www.nxtbook.com/emerald/cepro/august_2023
https://www.nxtbook.com/emerald/cepro/july_2023
https://www.nxtbook.com/emerald/cepro/june_2023
https://www.nxtbook.com/emerald/cepro/may_2023
https://www.nxtbook.com/emerald/cepro/april_2023
https://www.nxtbook.com/emerald/cepro/march_2023
https://www.nxtbook.com/emerald/cepro/february_2023
https://www.nxtbook.com/emerald/cepro/january_2023
https://www.nxtbook.com/emerald/cepro/december_2022
https://www.nxtbook.com/emerald/cepro/november_2022
https://www.nxtbook.com/emerald/cepro/october_2022
https://www.nxtbook.com/emerald/cepro/september_2022
https://www.nxtbook.com/emerald/cepro/august_2022
https://www.nxtbook.com/emerald/cepro/july_2022
https://www.nxtbook.com/emerald/cepro/june_2022
https://www.nxtbook.com/emerald/cepro/may_2022
https://www.nxtbook.com/emerald/cepro/april_2022
https://www.nxtbook.com/emerald/cepro/march_2022
https://www.nxtbook.com/emerald/cepro/february_2022
https://www.nxtbook.com/emerald/cepro/january_2022
https://www.nxtbook.com/emerald/cepro/december_2021
https://www.nxtbook.com/emerald/cepro/november_2021
https://www.nxtbook.com/emerald/cepro/october_2021
https://www.nxtbook.com/emerald/cepro/september_2021
https://www.nxtbook.com/emerald/cepro/august_2021
https://www.nxtbook.com/emerald/cepro/july_2021
https://www.nxtbook.com/emerald/cepro/june_2021
https://www.nxtbook.com/emerald/cepro/may_2021
https://www.nxtbook.com/emerald/cepro/cepro_april_2021
https://www.nxtbookmedia.com