Selling customers on lighting upgrades requires the EC's personnel to under stand the customers' business and speak their language. To most customers, energy and lighting system performance is not part of their core business or every day language. The promise of such things as "kilowatt-hour savings" or "visual comfort index" are very important met rics that can be used to convey how a lighting upgrade can affect the custom er's bottom line and occupant behavior. However, the meaning of these and other terms will probably be lost on the cus tomer. To be successful in marketing lighting upgrades and energy services, the electrical contractor must translate key energy and lighting concepts into language the customer understands.
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