Professional Distributor - 36

a lot of technicians were still putting
lights in their mouth or trying to put it
on the brim of their cap or whatever, to
put light where they really needed it so
the light would follow them around,"
Brands says. "But, of course, there are
some inherent problems with that.
Working with a light in your mouth
is not very fun, and if you're always
holding it in one hand, that means you
only have one hand to work with."
Another example of a wearable is
E-Z Red's NK10 Multi-Position LED
Neck Light, which is designed to be
worn around the technician's neck. It
features a light on each side the technician can position to illuminate the area
they are working in.

SELLING LIGHTING PRODUCTS
One of the keys to selling lighting
products to your customers is making
sure they are informed and know what
to look for. Demonstrate for them the
difference between high lumen brightness and quality of beam. Show them
the different methods of attaching

lights to their workspace or body.
Explain the different features of each
light in detail.
Coast's Brands says the best thing
to do is turn off the lights in a room
and turn on some lighting products,
and technicians will immediately see
which one is best for them.
"We do this little demonstration
where we'll turn on one of our lights
with an inspection beam and compare
it to somebody else's who just has a
standard beam or no beam, and most
people will think that our light is much
brighter," Brands says. "But it's not that
it's brighter, it's just that it's a better
quality [beam] so you can see better
with it. That's really what professionals are looking for."
Maxxeon's Schira recommends
carrying a light in your shirt or jacket
pocket when you go into a shop. This
gives technicians an opportunity to
notice it, or for you to come to the rescue when a technician is having trouble
seeing something he or she is working
on. You can pull it out and demonstrate

how well it illuminates the workspace.
Also be sure to point out whether
the lighting product uses a rechargeable battery pack or alkaline batteries.
Some technicians will have a preference for one or the other, and some
products, such as Coast's FL75R headlamp, can use either.
Displaying the various functions of
a multipurpose light can be another
strong selling point. For example,
the Streamlight Stinger Switchblade
is a cordless light that has a rotating
double-sided light bar that rotates 180
degrees to offer three lighting options:
the white LEDs, high CRI LEDs with
Color-Rite technology for wiring,
painting, or detailing, and a UV LED
for crack and leak detection.
With so many quality lighting
options available, there is a light to suit
the needs of virtually any technician.
Be sure to stock a variety of workspace
lighting options and demonstrate the
features of each to give your customers
the tools they need to perform their job
safely and efficiently.

Ullman Devices
SMD Clamp Work Light,
No. CL-6SMD

E-Z Red
Multi-Position
LED Neck Light,
No. NK10

Enter #159 at "e-inquiry" on
VehicleServicePros.com

Enter #160 at "e-inquiry" on
VehicleServicePros.com

Maxxeon
WorkStar 420
Inspector Maxx
Enter #161 at "e-inquiry" on
VehicleServicePros.com

36 Professional Distributor I June 2019 I VehicleServicePros.com

Coast
Front-Loaded
FL75R Headlamp
Enter #162 at "e-inquiry" on
VehicleServicePros.com

LightStar
InfiniStar
Enter #163 at "e-inquiry" on
VehicleServicePros.com
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Professional Distributor

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