Quick Bits: 9 Experts on Selling Human-Centric Lighting

Industry Experts Answer: How are you selling human-centric lighting to your client base?

I give a thorough explanation about how incorrect LED lighting affects your hormonal balance pertaining to energy and sleep cycles. I also explain, that 90 percent of the time humans are indoors and how bad lighting affects the overall performance of the person in the space.

– Jan Vitrofsky, HEDSouth, Hollywood, FL

We show them. We have them sit in a space and we run through a curated program and experience the technology first-hand. We have found human-centric lighting has been essential for our clients in their private and relaxation spaces. We are able to energize and/or change the mood or feeling of the space at a touch of a button. We set up pre-scripted routines that follow the natural path of the sun and promote wellness.

– Kevin Flower, Acoustic Designs Group, Scottsdale, AZ

To convey the positive impact of properly implemented human-centric lighting, we point to a special section of our website that is dedicated to Delos as a featured brand partner to share a brief explanation of the benefits. We reinforce these benefits with clearly laid out research from the Delos website. Finally, nothing makes the point better than the “art-of-the-demo,” which is really effective in our newly remodeled showroom.

– Jason Barth, The Premier Group, Carmel, IN

Full color human-centric lighting is the first thing we discuss for all projects in conjunction with Delos Darwin solutions for air and water quality. We are typically called upon for AV, but the conversations quickly gravitate toward wellness once questions are asked of the client or architect regarding what they deem important for their new home. This has become a main focal point for our team, based amount of time people are spending at home and the importance of wellness as it relates to our current situation.

– David Freda, Gilmore’s Sound Advice, New York, NY

One of the primary technology benefits is the ability to create lighting schedules on demand to mimic the rising and setting of the sun. This allows the system to adjust the color temperature of the fixture as well as the intensity of the light throughout the day thereby facilitating increased productivity and comfort. It also provides the flexibility to adjust the color temperature of the light after construction.
– Shannon Bush, Audio Visual Design Group, San Jose, CA

I always say the actual words “human-centric lighting,’ as most customers are unfamiliar with the terminology. As with introducing any new technology to a customer, you need to be very basic in describing the benefits and not dwell on the technology or terminology (tunable white, color temperature, warm dim, etc.), or begin a discussion of “circadian rhythms” (unless you happen to be doctor or clinical psychologist.)

– Mike Thul, Xssentials, Avon, CO

If natural light changes color and intensity throughout the day, wouldn’t we want our homes to have the ability to do the same? With today’s technology, lighting can effortlessly adapt to our needs and create a variety of atmospheres to enhance our experience, even bringing the outdoors in.

– Brian Anderson, Cyber Technology Group, Scottsdale, AZ

We show them. We have a dedicated human-centric lighting (Ketra) Experience Room, and lighting is really something you have to experience to understand.

– Ellie Doherty, Powerfull Systems, Los Angeles, CA

We believe everybody deserves a better technology experience. We present human-centric lighting as a crucial component of a comprehensive lighting design service with the goal of improving functional light quality, architectural beauty and personal health and wellness. We have discovered that a personally curated HCL demo is the most compelling way to present the concept.

– Mark Hoffenberg, Audiovisions, Lake Forest, CA

Check Out Another Quick Bits Installment: 9 Experts on How Sales or Services Have Changed During COVID-19