The color temperature of a light source is a numerical measurement of its color appearance. (click graphic to enlarge) It has valuable applications in lighting because it is an easy way to reference how "warm" or "cool" the light is perceived. Colors and light sources from the blue end of the spectrum are referred to as cool, and those toward the red/ orange/yellow side of the spectrum are described as warm.

The measurement of color temperature is in degrees Kelvin and can seem confusing and counterintuitive. Higher color temperatures (5000 K or more) are "cool" (green-blue) colors, and lower color temperatures (2700-3000 K) "warm" (yellow-red) colors. These measurements have nothing to do with the temperature of the lamp but refer to the way color groups are perceived.

Lighting designers select color temperatures that match the needs for specific applications. For example, a warmer (i.e., lower color temperature) light is often used in reception areas to promote relaxation, while a cooler (higher color temperature) light is used in offices or industrial spaces.

• Lamps with a lower color temperature (3500K or less) have a warm, orange-white appearance. This would include most incandescent and halogen light sources.
• Lamps with a mid-range color temperature (3500K to 4000K) have a neutral or white appearance. The light is more balanced in its color wavelengths. This range would include standard metal halide lamps.
• Lamps with a higher color temperature (4000K or higher) have a cool or bluish-white appearance. Afternoon summer sunlight has a very cool appearance at about 5500K. The light is saturated in green and blue wavelengths, bringing out cooler object colors such as green and blue more richly.

Is your company offering "free landscape lighting demonstrations"?

A contractor that included that phrase in with his invoices received over a dozen requests from interested homeowners.

Demo installations are a quick and effective way to turn existing clients into lighting buyers. Not every client needs a demo to buy, but it is the single best way to win over doubters.

Here are some tips for growing your sales with lighting demos:

Offer free demonstrations to your existing customers. Since you're already on-site, you can quickly position a few fixtures to demonstrate lighting effects. The PDK-250 Vista Demo Kit helps you create high impact demos that sell jobs. Each kit contains a 250 watt transformer with stand plus six 2216 MR-16 accent lights with ground stakes. Quick connect cables make set-up easy.

Focus on an area the homeowner sees every evening. Rather than trying to light the entire yard, demonstrate the effects of lighting in a concentrated area that is highly visible.

Leave the demo lighting in place for several days. Give some time for the homeowner to enjoy the effect. A good rule of thumb is to leave the lighting in for approximately a week.

Provide informative literature when you set up the demo system. The homeowner will have time to review these materials before your next visit.

Follow up for feedback. Call the homeowner to get their feedback on what they like and don't like. They'll often provide you with ideas on how to tailor your final proposal to win the project.

Providing outstanding after-sale service can differentiate your contracting firm from hundreds of others that simply install products.

In today's economy, business leaders appreciate the predictable revenues and attractive margins that come with a successful service department. Many contractors are now starting maintenance programs with their lighting clients to capture recession-resistant revenue.

If you want to grow revenues through service, consider these tips:

Create a Service Database: You should have a electronic listing of each service account that helps you keep track of every detail. There are a number of excellent software programs specific to our industry that make this easy.

Sell Service Agreements: Pre-paid agreements between you and your best customers to guarantee regular maintenance are a win-win. Your customer benefits from regular attention that generates the best results. You get predictable revenue and an easier to manage schedule.

Improve Professionalism: Customers judge technicians on their human-relations skills, not their technical abilities. Make sure you train on the appropriate ways to interact with customers. Clients judge quality by things they can see, so keep your uniforms, trucks and tools organized and clean.