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ABT Car parking - Level 4

Step 4: Picture your customer


Interests, concerns and how to react




Customers who are reluctant to invest and are focused on price and pay-back.



Focus on numbers. Use Total Cost of Ownership to show payback and energy saving.



Even light distribution


Customers sensitive to better lighting – for schools the key word is CONCENTRATION. The classroom should look warm and inviting.


Highlight the high quality characteristics of the Philips LED luminaires (special light recipes, choice of color temperature etc.) as well as the fact that suggested lighting plans have been created by experts in lighting application.



Luminaire on


Customers afraid of innovation, not sure what new technology is and whether it has longevity.



Explain Philips LED Lighting and controls are already proven technology. Emphasize warranty, service and brand image.



LED luminaire


Customers hungry for new technology and novelties, driven towards sustainable solutions.



Application bundles are combining high quality LED luminaires into a specific solution for the Classroom space. Philips is on the top of innovation, and besides the actual illumination of the space, Philips products can fit well into the unique environment of the space, fit well with the experience and can create a suitable ambience.





Step 5: Show the difference


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