8 Common Objections to Retrofit Software – And Why They May Be Off-Base

Jason Lopez | Oct 21, '20

Energy and lighting retrofits are all about the benefits of modernization. Yet for some retrofitters, pen, paper, and Microsoft Excel are still the go-to tools for audits.

There are several reasons why you might be reluctant to make the switch, whether it’s because of cost, habit, or concerns about technology. We’ve heard many of those reasons from our own clients before they gave SnapCount a try, so we figured we’d address them here.

How many of these reasons are on your mind?

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Strategies for Conducting Successful Virtual Audits

Jeff Seifert | Oct 9, '20

We’ve heard from many lighting retrofit companies, especially those in states with more rigid lock-down restrictions, that even if their sales efforts get them past the gate-keeper to a live prospect, getting into the facility for an audit has been a non-starter. The contractors seem to get shut down before they can even make a valid, data-driven case.

Thankfully, the retrofit world is gifted with many out-of-the-box, creative thinkers that seem to engineer their way around many of these initial objections. Many have come up with ways of conducting a “virtual” audit using creative digital methods. Often, the results of these methods provide good enough information to make the case for “getting in” more powerful.

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Why Adding Solar to a Retrofit is a Win-Win for Customers and Retrofitters

Chris Gersch | Oct 1, '20

Retrofit projects aren’t only about improving a facility’s lighting and energy consumption. They’re also about future-proofing facilities and using energy efficiently and intelligently.

Instead of being a one-and-done service, retrofitters with a long-term view work hard to establish themselves as energy consultants. That respect and authority gives them a golden opportunity to offer customers additional energy cost-saving solutions under their brand—and solar is a natural and profitable fit.

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The Truth About Lighting Retrofit ROI: Part 2 - Meaningful Metrics

Mark Jewell | Sep 23, '20

The last thing any retrofitter wants is for the project to get within a hair’s width of approval … only for the whole thing to come to a screeching halt when the CFO pokes holes in the metrics.

However, many retrofit companies take that risk by using popular metrics that fall apart upon closer scrutiny.

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The Truth About Lighting Retrofit ROI: Part 1 – Misleading Metrics

Mark Jewell | Sep 17, '20

You’ve outlined the retrofit project, discussed the benefits, showed them before-and-after shots of previous projects, and provided case studies. Then, the CFO speaks up, asking whether this project makes good investment sense.

Whether you’re the lighting retrofit company, or the internal champion lobbying to get a project approved, this is the make-or-break moment. If you can prove value to the people holding the purse strings, you’ve conquered the biggest hurdle in your path.

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Lighting as a Service: What to Know, How to Succeed

David Ingram | Sep 3, '20

Everybody’s talking about lighting as a service. After all, it seems perfect on paper: Steady income and a steady relationship with the client, who in turn, benefits from hands-off maintenance of their lighting and a much easier cash flow.

So why isn’t everybody offering it?

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Lighting Retrofit During a Crisis? How to Thrive in a Skittish Market

Tim Driscoll | Jul 28, '20

“Is it safe to let people into my building to do work?”

“What will our cash flow look like in the next six months?”

“What will our business even look like a year from now?”

Fear is one of the most powerful levers for how we think, how we act, and how we respond to situations. And right now, there is definitely no shortage of fear and uncertainty out there, as facility owners deal with the massive question mark the COVID-19 pandemic has placed on the rest of this year’s calendar.

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Expert Roundup: What Lighting Retrofit Trends Are Next?

Derek Morsch | Jun 29, '20

2020 has been … unpredictable.

Lighting retrofit businesses that thought they had their year’s projections all planned out have since had the rug yanked out from under them. And they’re still finding their footing on slippery new ground.

But as each of us tries to figure out where this new path is taking us, it’s interesting to stop and reassess the lighting retrofit market as a whole. To help with this, we spoke with three industry experts who have previously contributed to our Insights articles: David Ingram of DLL, Steve LoJacono of Graybar, and Walter “BJ” Pidgeon of GE Current.

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Lumens as a Subscription: New Opportunities for Lighting Retrofit Companies

Paul Chamberlain | Jun 18, '20

Companies are being cautious with their dollars right now. This is perfectly understandable: The COVID-19 pandemic has taken a large bite out of many industries’ financial standings. Unfortunately, this tenuous financial ground has tempted many companies to delay their much-needed lighting retrofit projects.

Is there anything lighting retrofit companies can do, other than try to wait out the storm and hope for better days on the horizon?

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Should You Offer Financing with Retrofit Projects?

David Ingram | May 28, '20

You’ve carefully assessed your potential client’s needs and have spent hours putting together a comprehensive proposal that, if agreed-upon, will be the first step on the path of transforming that client’s lighting efficiency.

It should be an easy win. But right now, even the most well-thought-out and desperately needed projects are met with, “Well…not right now, but maybe we can look at this next year.”

Cash flow is on everybody’s mind. And if your clients are worried about their cash flow, your proposals may get shelved or even turned down completely.

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