with MesoOptics Training Manual This information is for Ledalite sales representatives only. Not for public use.

Transcription

1 with MesoOptics Training Manual This information is for Ledalite sales representatives only. Not for public use.

2 Table of Contents Introducing Chopstick 3 Key Features 4 Sales Approach 5 Sales Sample 5 Demonstration Tips 6 What to Talk About 6 Sales Tools 7 Sales Training Presentation 7 Sales Presentation 7 Applications 7 Product Brochures 7 Website 7 LightXpress 7 Keeping Customers Up-to-Date 7 Chopstick Sales Training 2007 Ledalite. All rights reserved Page 2

3 Introducing Chopstick Fixture scale, performance, lighting quality and budget why compromise? Chopstick offers small size with big lighting performance and a price point that makes it ideal for use in many different types of spaces. Chopstick Sales Training 2007 Ledalite. All rights reserved Page 3

4 Key Features Small Size, Big Performance At just 4.25 x 2", Chopstick offers wide-spread lighting distribution and fixture efficiencies of up to 94.5%. Suspended and Wall Mount Options Available in suspended and complementary wall mount versions, Chopstick allows designers to achieve a consistently clean and simple look throughout a space. Clean and Simple Chopstick is a great solution for lighting professionals who appreciate clean lines, minimalist details, luminous elements and want to provide maximized lighting quality within a space. Chopstick Sales Training 2007 Ledalite. All rights reserved Page 4

5 Sales Approach With Chopstick, lighting professionals can create more uniformly illuminated environments with optimal energy efficiency. To truly succeed in selling Chopstick, it is important that specifiers clearly understand what makes this product so different from the traditional larger-scale suspended products on the market. Below are some helpful tips on how to successfully sell this product. Sales Sample Chopstick must be seen to be fully appreciated, so try to demonstrate it in person wherever possible. Your agency has been supplied with a sample kit to support your sales efforts. Each Chopstick sales sample contains the following components in a custom protective carrying case: 4ft Suspended Fixture 54W T5HO Lamp (in protective tube) Cleaning Cloth Chopstick Sales Training 2007 Ledalite. All rights reserved Page 5

6 Sales Approach Demonstration Tips Show the product brochures which include photography and product details that can help you highlight key points. Know the clients Before presenting any lighting product, understand your client s needs to ensure you are demonstrating a viable solution that meets the challenges of their project(s). Heat the lamp plug in the lamp prior to your presentation so the lamp is heated and running at optimal light output. What to Talk About Small Size: A good way to visually demonstrate the scale of the Chopstick fixture, is to place a standard sized business card over the end plate. At this time, explain to the customer how Chopstick eliminates the need for any of the sacrifices traditionally associated with small scale luminaires: price, performance and/or efficiency. Suspended and Wall Mount Options: Make the customer aware that Chopstick is available in suspended and complementary wall mount versions, allowing designers to achieve a consistently clean and simple look throughout a space. The suspended version of Chopstick offers semi-indirect lighting distribution ideal for open areas and smaller private spaces. The wall mounted version offers true asymmetric distribution with increased amounts of downlight a perfect choice for corridors and private offices. MesoOptics : All Chopstick fixtures feature Ledalite s MesoOptics technology. Take this opportunity to remind the customer about MesoOptics a revolutionary way to control light. MesoOptics removes any unwanted striations or hot spots, while allowing up to 94.5% of the light to transmit through, resulting in visually comfortable lighting products that are exceptionally energy efficient. Big Performance: At this point, raise the Chopstick fixture with the end plate to the wall and rock the fixture from side to side to demonstrate the low peak candela angles it produces. Talk to the fact that Chopstick can achieve ceiling uniformity ratios that would be impossible to achieve with traditional larger crescent fixtures. With fixtures spaced 10ft on center, Chopstick delivers a ceiling uniformity of 4.7:1 and when spaced 12ft on center, still delivers a ceiling uniformity of 7.5:1. This leading photometric performance allows lighting professionals to create more uniformly illuminated environments with energy-efficiencies of up to 94.5% and a power density as low as 0.59W/sq. ft. Response Daylight: Chopstick is also available with Ledalite s Response Daylight sensors. These fully-integrated sensors can provide an additional 30-35% energy savings in window-adjacent locations helping to reduce operating expenses and comply with tough new energy codes. Response Daylight sensors are factory pre-calibrated and ready to use right out the box. For more details visit: com/response Lamping Options: The suspended version of Chopstick is available with 1, 2 or 3 T5/T5HO lamps. The wall mount version is available with 1 T5/T5HO lamp. Chopstick Sales Training 2007 Ledalite. All rights reserved Page 6

7 Sales Tools Sales Training Presentation A narrated PowerPoint presentation highlighting key messaging, sales approach guidelines, sales tools, etc is available to help you sell Chopstick with confidence. A viewable version of this presentation is available for download. Sales Presentation Website Ledalite s corporate website is a valuable resource for sales and product information. Visit to navigate through all Chopstick product options and technical details, create customized spec sheets (including photometry), download images and product resources and more A PowerPoint presentation detailing Chopstick s key features and benefits is available for download. Incorporate this slideshow as part of your customer presentation. Applications A series of application reports that detail lighting levels, power densities and uniformities using various lamping and distribution options is available for download. The reports are a handy reference tool to help you provide customers with practical information. Note: This information is generic, if you require more project-specific calculations, please contact our Applications department for assistance. Product Brochures Each full-color brochure features product and installation photography as well as high-level specifications and order information to help you make your presentations. LightXpress All product configurations have been integrated in LightXpress, Ledalite s web-based quotation and configuration system. With LightXpress, you can go online to get quick prices, configure systems, build and manage quotations, and generate detailed spec packages within minutes and without paper. Keeping Customers Up-to-Date specifiers a link to the Chopstick website. The address is: Remember, Chopstick beats the competition on many levels, so sell it with confidence Chopstick Sales Training 2007 Ledalite. All rights reserved Page 7