Challenge
R&M is a leading landscape contractor with more than two decades of experience with a reputation for exceptional lawn and irrigation services. Known for their innovation and technology, R&M offers services including irrigation, outdoor lighting, and luxury audio systems. R&M Irrigation was working with a homeowner to quote a lighting job for their property. The job was larger than R&M typically works on, and the customer was on the fence about committing to the project. Familiar with more typical lighting installations, R&M was not as confident with working on larger projects or higher-end properties or with premium lighting systems such as the Luxor.
The Central Difference Solution
R&M’s account manager at Central learned of the potential job and suggested bringing in a subject matter expert to meet with the customer, set up a demo kit, and help to sell the job. Central’s Subject Matter Expert walked the property with R&M and the customer, making suggestions on where fixtures could go to accent features of the property such as the gazebo, pool, bridge over the pond, and the 2nd and 3rd stories of the home. Using a demo kit that showcased color changing, zoning, and dimming functionality helped to sell the customer on the project and the job nearly quadrupled in size from approximately 40 fixtures to more than 130 and 8 transformers. Central’s Subject Matter Expert was on site for the full week of installation, training the R&M team on advanced installation techniques, design layout, and system programming and installation.
Results
They were able to close the deal and upgrade it to a luxury installation. The R& M team was also now trained on the best practices for high-end installations, color changing technology, and system programming and set up. In a week’s span with the support and partnership from a hands-on distributor, they now say they feel like a professional and have the confidence to continue to sell these larger, high-end projects because their team has the skill set to install them properly.
Quote:
“The magnitude of this job is larger than I would ever normally be willing to take on. With the help of the Central team, Dennis and Glen, we were able to close the deal and upgrade it to a luxury installation. Our team was trained on the best practices for high-end installations, color changing technology, and system programming and set up. In a week’s span, I feel like a professional and now have the confidence to continue to sell these larger, high-end projects because our team now has the skill set to install them properly. ” Bill McCauley, Owner, R & M
