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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, optimal for the comfort of the personnel who work in the facility.
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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November 16

Zen and the Art of Lighting Design

Presented by Peter A. Hugh


November 20

Smart Street Lighting Leadership

Presented by Eric Woods and Barbara Kreissler


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


March 21

Fundamental and Inspirational Light

Presented by Enrique Garcia-Carrera

Paul Traynor
Paul Traynor
Marlyn Zelkowitz

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