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ABT Car parking - Level 4

Step 4: Picture your customer

 

Interests, concerns and how to react

 

Currency

Challenge

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

 

Solution

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

Challenge

Customers sensitive to better lighting – for industrial spaces, lighting should support productivity and safety.

 

Solution

Highlight the high quality characteristics of the LED luminaires (non-glare, high CRI, water- and shockproof, etc.) as well as the fact that suggested lighting plans have been created by experts in lighting application, optimal for the comfort of the personnel who work in the facility.
Luminaire on

Challenge

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

 

Solution

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

 

 

LED luminaire

Challenge

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

 

Solution

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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Events  

 

September 20

Climate Leadership - How to Go Carbon Neutral?

Presented by Renat Heuberger

 

October 10

Visual Comfort and Artificial Lighting

Presented by Sarvdeep Basur

 

November 16

Zen and the Art of Lighting Design

Presented by Peter A. Hugh

 

December 6

Light in Space

Presented by Maarten Jamin, Vesna Petresin, Gernot Oberfell

 

January 17

Light Pollution - The Effects on Animals and Humans

Presented by Kamiel Spoelstra, Steven Lockley

 

February 20

A Fine Dining Experience (The Art of Consulting as a Lighting Designer)

Presented by Dr. Emrah Baki Ulas


Paul Traynor
Paul Traynor
Marlyn Zelkowitz

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