Challenge
Outdoor Resolutions has nearly 40 years of experience in the industry offering services including irrigation, service and repair, and landscape lighting design and installation. Dedicated to quality service with a passion for lighting design, they have built a reputation that results in repeat customers and referrals. Outdoor Resolutions works with a variety of customers with a range of budgets for their lighting needs, whether they want to add lighting for safety or aesthetics. When on a sales call, Outdoor Resolutions needed a solution to help close the lighting deal for customers that are on the fence or help the spouses come together on a mutual decision. Outdoor Resolutions needed a tool to help sell landscape lighting in a new subdivision or neighborhood where landscape lighting does not already exist.
The Central Difference Solution
Taking advantage of Central’s stocking and rewards programs, Outdoor Resolutions has purchased approximately 10 demo kits of varying price points to help sell landscape lighting jobs, even adding additional fixtures and temporary mounting options to their kits.
Results
When using demo kits with an undecided customer, their closing rate goes from about 50% to 95% because the demo allows for a wow factor to make the customer’s home warm and inviting. They use demo kits for the first customer in the neighborhood to “test drive” the lights (adding a marketing sign), which allows the neighbors to grow envious of the landscape lighting project. Partnering with the Central team, Outdoor Resolutions stays up-to-date on the newest technology in landscape lighting as well as training opportunities to be able to provide the right solution for their customers
