In-Cove II Training Manual This information is for Ledalite sales representatives only. Not for public use. Table of Contents In-Cove II Sales Training © 2007 Ledalite. All rights reserved Introducing In-Cove II 3 Key Features 4 In-Cove II Improvements 5 Sales Approach 6 Sales Sample Demonstration Tips Setting Up the Sales Sample What to Talk About 6 6 7 8 Sales Tools 9 Sales Training Presentation Sales Presentation Product Brochures Website Competitive Analysis Applications LightXpress Keeping Customers Up-to-Date 9 9 9 9 9 9 9 9 Page 2 Introducing In-Cove II Completely redesigned high-performance cove lighting that virtually eliminates socket shadows to evenly illuminate architectural surfaces. Exceptional forward-throw distribution ideal for cove applications in retail, office lobbies and other large public spaces. In-Cove II Sales Training © 2007 Ledalite. All rights reserved Page 3 Key Features Great Forward-throw Asymmetrical optical system produces exceptional forward-throw distribution and enables close-to-ceiling mounting with excellent uniformity and virtually no socket shadows between modules. Precision Light Control In-Cove II fixtures can be mounted in multiple positions and orientations to enable precise coordination of optical distributions for any type of cove lighting challenge. Exceptional Efficiencies In-Cove II offers up to 93% fixture efficiency, which translates into increased efficiency and energy cost-savings over conventional cove lighting systems. Freedom of Choice Four profile sizes accommodate T5, T5HO and T8 lamping options. Available in 2,3,4,6 or 8ft module lengths that can be mounted together to create continuous runs of various lengths. In-Cove II Sales Training © 2007 Ledalite. All rights reserved Page 4 In-Cove II Improvements The following chart illustrates the significantly improved optical performance of In-Cove II vs. the original In-Cove product. Comparison of In-Cove (28) vs In-Cove II (38) In-Cove LP In-Cove II 280 380 8 9 20 gauge (NYC) as standard 8 9 Includes T5 as standard 1T5HO Peak angle 115 115 Peak to zenith 2.4 5.4 Efficiency 80.4% 87.2% 1T8* Peak angle 125 113 Peak to zenith 2.2 3.6 Efficiency 74.9% 79.1% * Larger In-Cove profile (281 series) not used for 1T8 comparison. In-Cove II Sales Training © 2007 Ledalite. All rights reserved Page 5 Sales Approach In-Cove II, the completely redesigned cove lighting solution from Ledalite, offers significantly improved performance over the previous In-Cove product offering. To truly succeed in selling In-Cove II, it is important that specifiers clearly understand what makes this product so different from other cove lighting products on the market. Below are some helpful tips on how to successfully sell this product. Sales Sample In-Cove II must be seen to be fully appreciated, so try to demonstrate it in person wherever possible. Your agency has been supplied with a sample kit to support your sales efforts. Each In-Cove II sales sample contains the following components in a custom protective carrying case: • 2 - 2' Fixtures (with quickconnect plugs) • 2 - T5 Lamps (in protective lamp tubes) • 1 Tablecloth • 2' x 8-1/2" x 2" Metal Backdrop • 2 Levelling Plates • 1 Needle Nose Pliers Notes: In-Cove II Sales Training © 2007 Ledalite. All rights reserved 1. The quick-connect plugs for connecting the two sample fixtures, and the grommets in the knockouts through which they protrude, are unique to the sales sample only and have been pre-installed as a safety precaution for demonstration purposes. 2. The rotary sockets, which secure the lamps, rotate in one direction only. Demonstration Tips • Show the product brochures which include photography and product details that can help you highlight key points. • Know the competition – If you are in a competitive bidding situation, refer to the In-Cove II competitive analysis to identify the key strengths of the product. • Know the clients – Before presenting any lighting product, understand your client’s needs to ensure you are demonstrating a viable solution that meets the challenges of their project(s). • Heat the lamp–plug in the lamp prior to your presentation so the lamp is heated and running at optimal light output. Page 6 Sales Approach Setting Up the Sales Sample Step 1: Lay the tablecloth on the demonstration surface to avoid any scratching/scuffing before unpacking the fixtures. Step 2: Insert the lamps and turn the rotary sockets downwards to engage. Step 3: With both fixtures side-byside on the surface, connect the two fixtures together using preinstalled quick-connect plugs. Step 4: Slide fixtures together, ensuring quick-connect plugs are tucked inside wiring cavity and fixtures are flush together. Note: You should be viewing the fixture along the length of the lamp (0°), rather than looking broadside at the lamp (90°). This is the most challenging viewing angle from the perspective of socket shadows, allowing for the best demonstration of the exceptional performance of the product. Step 5: Insert the metal backdrop behind the two fixtures. In-Cove II Sales Training © 2007 Ledalite. All rights reserved Step 6: Insert levelling plates beneath the outer ends of the fixtures. Plug in, and switch fixtures on to demonstrate the smooth, even illumination and absence of socket shadows against the backdrop. Page 7 Sales Approach What to Talk About Illimination of Socket Shadows: Precision Light Control: With one fixture raised, talk about how In-Cove II’s unique optical design virtually eliminates unattractive socket shadows and produces smooth, even illumination across the back wall. Point out the highly reflective notched front reflectors which help to bounce additional light back into areas that would otherwise display socket shadows. Another feature to point out is the reflector over the lamp which reduces light on the back wall and increases forward-throw distribution out into the space. Thanks to In-Cove II’s exceptional optical design and the use of Miro IV® reflectors, fixtures can be mounted in multiple positions and orientations to enable precise coordination of optical distributions with architectural requirements to illuminate flat, sloped, floating or vaulted ceilings. Hold one fixture up to demonstrate how the fixture can be mounted at various angles: TOP VIEW OF COVE For Standard Cove Applications Position 1: Hold fixture flat Position 2: While holding fixture flat, tilt downwards For Sloped or Vaulted Ceiling Applications Position 3: Hold fixture with lamps facing upwards Position 4: While holding with lamps facing up, tilt fixture forward For Wall Wash Applications Position 5: Hold fixture with lamps facing downwards Position 6: While holding with lamps facing down, tilt fixture back ROOM WALL Highly-reflective notched front reflectors help to bounce additional light back into areas that would otherwise display socket shadows. Reflector over lamp reduces light on back wall and increases forward-throw distribution out into the space. Asymmetrical Distribution: In-Cove II’s highly-effective asymmetrical optical system produces a low peak candela angle. This makes it an ideal approach to cove lighting when compared to more traditional alternatives. At this time, take the opportunity to point out the far more effective asymmetric distribution of light by InCove II vs. the traditional strip light used for cove lighting. Exceptional Efficiencies: In-Cove II offers up to 93% fixture efficiency, which translates into increased efficiency and energy cost-savings over conventional cove lighting systems. In-Cove II Sales Training © 2007 Ledalite. All rights reserved Page 8 Sales Tools Sales Training Presentation Competitive Analysis A narrated PowerPoint presentation highlighting key messaging, sales approach guidelines, sales tools, etc is available to help you sell In-Cove II with confidence. A viewable version of this presentation is available for download. Make use of the competitive analysis chart to identify the strengths of InCove II when you get into competitive bidding situations. A downloadable version of this chart is available. Sales Presentation Applications A PowerPoint presentation detailing In-Cove II’s key features and benefits is A series of application reports that detail lighting levels, power densities available for download. Incorporate this slideshow as part of your customer and uniformities using various lamping and distribution options will soon be available on LightXpress. The reports are a handy reference tool to help presentation. you provide customers with practical information. Note: This information is generic, if you require more project-specific Product Brochures calculations, please contact our Applications department for assistance. Each full-color brochure features product and installation photography as well as high-level specifications and order information to help you make LightXpress your presentations. All product configurations have been integrated in LightXpress, Ledalite’s web-based quotation and configuration system. With LightXpress, you can go online to get quick prices, configure systems, build and manage quotations, and generate detailed spec packages – within minutes and without paper. Keeping Customers Up-to-Date • Website Ledalite’s corporate website is a valuable resource for sales and product information. Visit www.ledalite.com/products/in-cove-ii to navigate through all In-Cove II product options and technical details, create customized spec sheets (including photometry), download images and product resources and more… In-Cove II Sales Training © 2007 Ledalite. All rights reserved • • E-mail specifiers a link to the In-Cove II website. The address is: http:// www.ledalite.com/products/in-cove-ii Remember to make use of the competitive analysis chart to identify InCove II strengths when you get into competitive situations. Remember, In-Cove II beats the competition on many levels, so sell it with confidence Page 9