Advanced Selling Tools for LED Solutions

Mar 25-27, 2015
Jun 02-04, 2015
Aug 25-27, 2015
Nov 17-19, 2015
Cost: $550 1.5 CEUs

Course Time Approximately 8am - 5pm Travel, Accommodations, and Meal Details

Level: Advanced

Course Description

For years the lighting industry has been selling retrofits based on short payback periods. Using simple payback as an economic metric implies that any benefits accruing beyond that short-term horizon are irrelevant. As a result, the industry is failing to convince many customers to switch to LEDs even when they present the appropriate solution.

In this course we will take a deep dive into other economic models and explore how to carry out and present attractive economic analyses - for both new installations and retrofits - involving life cycle costing and long term cash flow analysis. Using sample customer scenarios, participants will receive hands-on experience and training with calculation tools and learn how to create and present customized analyses based on the needs of the client. Class participants will explore the building of pre-populated templates for common retrofit opportunities, cost-justify occupancy sensors and dimming systems, and build models to compare options for new installations. This is an advanced class and participants are expected to have completed basic courses in lighting and applications.

Learning Objectives

  • Understand criteria used to identify appropriate lighting systems for different applications.
  • Obtain a deep understanding of the differences between the two main economic models for looking at lighting options: cash flow analysis and life cycle costing.
  • Explore tools available to look at lighting economics from a variety of angles.
  • Understand how to create customized analyses based on criteria provided by the client.

Note: The course is only available to individuals and organizations actively involved in selling GE lighting products. Approval for registration from a GE salesperson is required.

Course Starting/Concluding Times

The starting and concluding times for each course may vary, but the usual starting time each day is 8:00 a.m. with the bus departing from the hotel at approximately 7:30 a.m. The daily concluding time is usually 5:00 p.m. except when evening events such as refreshments and dinners are scheduled. The exact times will be listed in your confirmation packet that you will receive three weeks prior to your course. Please verify exact times before making your airline reservations.

Register through Learning Central

Pre-work and Technology Requirements

Provide one example of a lighting installation that you may be working on, describing the application/environment, square footage of area, current systems used, other factors that may impact the lighting decision, budget considerations, etc. During the course, you will have the opportunity to discuss/propose possible solutions. Bring a Laptop computer with Windows XP, Windows Vista or Windows 7 with Microsoft Excel from Office 2007 or later. If you do not have access to a laptop, one will be provided for your use during the course.