The Value Position of LED Lighting (1)

It’s not often that an electrical contractor has the opportunity to sell a product line that saves a customer time, money and energy; promotes green sustainability; and reduces the load on the nation’s power grid. But that’s what industry observers say LED lamps can do.

There are a number of circumstances coming together right now to create a perfect selling storm for the contractor aware of the market potential of LED technology.

Whether the customer is a multinational corporation or a homeowner, there are compelling arguments to be made for going LED lighting.

However, it is important to understand the customer’s individual needs and not try to sell an LED lighting solution where it doesn’t make sense. A contractor who oversells an LED lighting solution in circumstances where it is not economically appropriate or feasible does so at his or her own risk and endangers professional credibility.

For example, it would be 10 times as expensive to replace a linear fluorescent in a commercial situation with an LED equivalent.

The key to convincing the customer to switch to LED lighting systems is knowing the application specifics and then differentiating between initial price of the product and total cost of ownership over the life of that product. This is often referred to as “the value proposition.”