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1625 SURVEYOR AVE
Simi Valley, California 93063
As the leading manufacturer of architectural and landscape luminaries, Vista Professional Outdoor Lighting is committed to training the most dedicated work force in the industry. By attracting and fostering employees who understand the paramount value of ... more
Seeing the Light
Calling on manufacturers.
"Spend the time to get your personnel up to speed by reaching out to manufacturers who provide training at no charge," Cruz says.
"Your personnel need to understand the design techniques and how to sell it."
Pictures worth a thousand words.
"Most homeowners don't know good lighting, but the moment they see it they know what it is," Cruz says.
"These pictures can show someone what the products are capable of."
Teasing the customers.
Setting up a demo kit in a customer's yard will put a sparkle in the pond and yard that the customer won't be able to live without once it has been removed.
"Eighty to 90 percent of clients who use a demo kit with their customers will close that sale," Perez says.
Hitting the books.
Any literature from manufacturers and distributors can help a retailer increase its product knowledge.
"You have to be comfortable with any question that comes up," Perez says.
"Or for the questions you can't answer you need to be able to say, 'Let me call the local sales person and get you an answer."
Hosting a lighting seminar with the help of an expert or manufacturer.
"Those who sponsor training seminars have increased their business," Perez says.
"It creates awareness in the target group and creates support from the manufacturer to the end user."
Creating a "Jones effect.
A retailer might consider sending would-be lighting enthusiasts to do drive-bys of customers' homes that are already enjoying the benefits of an ever illuminated pond, Perez suggests.
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