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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 office, lighting should support productivity and concentration.



Highlight the high quality characteristics of the LED luminaires (non-glare, high CRI, 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 with the latest sensor technology into a specific solution for a specific spaces.



Step 5: Show the difference


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June 21

Webinar:  LED Scale-Up: Unlocking Smart City potential

Organized by The Climate Group in partnership with Signify


June 28

Webinar: Crowd Management for sports venues

Presented by Timmy Setiawan


July 26

Webinar: The 3 CLUE winners sharing their projects - Light and the senses

Presented by Santiago Bautista, Kareem Asfahani, Caroline Haydee De Carli and Joao Pedro Lopes Andrade


September 20

Climate Leadership - How to Go Carbon Neutral?

Presented by Renat Heuberger


October 25

Light in Space


November 16

Zen and the Art of Lighting Design

Presented by Peter A. Hugh

Paul Traynor
Paul Traynor
Marlyn Zelkowitz

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