New Construction Industry & Lighting: Understanding ...
Transcript of New Construction Industry & Lighting: Understanding ...
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2004 PARTNER OF THE YEAR
New Construction Industry & Lighting:Understanding Distribution Channels
April 27, 2004
Presented By:
Ace RosensteinSea Gull Lighting Products, Inc.
Vice President, Marketing& Business Development
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2004 PARTNER OF THE YEAR
Builders Are Our Business
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2004 PARTNER OF THE YEAR
What Do Builders Want?
Total Supply Chain Integration
• Single source solution• Competitive Market Pricing• Nationwide Distribution• 100% Delivery Fill Rates• Design Center & Model Home Programs• Extended Warranties
• Dedicated field sales / service reps• Collections of coordinated products
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2004 PARTNER OF THE YEAR
Builders Are Our Business
• National / Regional Builders• Establish “directed-buy” contracts for purchasing and
procurement• Distribution through existing sales channels
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2004 PARTNER OF THE YEAR
Distribution Channels
• Independent Lighting Showrooms
• Electrical Wholesale Distributors
• Specialty Building Supply Companies
• Mass Merchant / Home Centers
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2004 PARTNER OF THE YEAR
A Pioneering Approach
• Sea Gull Lighting has developed the most comprehensive offering of decorative & functional ENERGY STAR residential lighting fixtures
• Leveraging the strength of the ENERGY STAR label.
• Continuous educational seminars with sales associates, retailers and builders nationwide.
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2004 PARTNER OF THE YEAR
It’s RemarkableHow Beautiful
Energy EfficiencyHas BecomeThese Days!
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2004 PARTNER OF THE YEAR
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2004 PARTNER OF THE YEAR
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2004 PARTNER OF THE YEAR
Fashion Forward Designs
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2004 PARTNER OF THE YEAR
Showroom Merchandising
• Lighting Showroom merchandising programs created for specific markets.• Displays• Signage• Hang Tags• Brochures• Tabloids / Ad Templates
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2004 PARTNER OF THE YEAR
Wholesale Distributor Merchandising
• Electrical Wholesale Distributor merchandising programs created for counter areas.• Gondola Displays• Signage / Banners• Hang Tags• Brochures• Tabloids / Ad Templates
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2004 PARTNER OF THE YEAR
Builder Support
• Model Home / Design Center Support Programs • Energy Savings
Demonstrator• Fixture Discounts• Hang Tags• Brochures
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2004 PARTNER OF THE YEAR
Builders Win!
• Higher Quality Products
• More Efficient Homes
• Keep ahead of your competition
• Meet sales targets faster and increase profits with higher price points
• Project an environmentally friendly corporate image
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2004 PARTNER OF THE YEAR
Homeowners Win!
• Higher Quality Product
• Lower Operating Costs• Longer Life Components• Less Heat• Less Ladder Climbing
• Environmental Stewardship
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2004 PARTNER OF THE YEAR
We’re All In This Together
EPA / DOEConsultants
Builders
Utility Companies
Distributor Partners
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2004 PARTNER OF THE YEAR
How Can You Help?
• Utility Companies:• Develop multi-channel financial
incentives
• Provide Marketing Materials and Support
• Conduct Retailer & Builder Training
• Continuous Consumer Awareness
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2004 PARTNER OF THE YEAR
Questions?