James Sullivan - Case Study - Sales Process

1. CaseStudy–B2BSales
James Sullivan
(585) 794-3469
james_s@mail.com
Blending Healthcare GPO and Distribution Experience,
Specializing in Executive Relationship Development
NYC Client U-tube Replacement
One of my more challenging projects was for a client in one of their New York
City locations.
The existing hallway application consisted of 60 fluorescent U-lamp fixtures with
2 lamps each. The majority of the lamps had expired or required ballast
replacement. Fixtures and wiring were old and in need of replacement. The dim
lighting presented safety concerns and visually created a gloomy work
environment.
The facilities manager had delayed replacement of ballasts and lamps because of
the high cost of contracting an electrician in the city. The office location was in a
high-security block and required special clearances and a minimum of $5 million
in limits of liability insurance coverage.
After researching site specs and solutions, I offered the client an LED lighting
solution. There are many advantages to LED lighting over fluorescent lighting.
Unlike fluorescent and metal-halide lighting, LED lighting does not require
ballasts. LED lighting reveals light instantly - there is no warm-up or flicker start-
up like with fluorescents. LED lighting has a lifecycle of 50,000 hours - which is
about 19 years with 10 hours/ 5 day operation.
I then researched electricians to complete the install in NYC. I contacted
electricians in NYC, Rochester, and Nevada. An electrician from Rochester
offered to drive to NYC and stay overnight through the install, but could not
meet the $5 million insurance requirements. An electrician in Las Vegas, NV met
insurance requirements, but the cost of flying equipment and overnighting
during the install proved to be too costly. I finally settled on an electrician in NYC
who met insurance requirements and kept labor costs down with non-union
labor.
I added ballast-free fixtures to the quote and submitted my quote to the client
and beat a competing quote from an electrician in NYC who charged more to
only do fluorescent bulb and ballast replacement.
The client was thrilled with the results. All requests were met for lamp, fixture,
and wiring replacement. This cost-effective solution had the added benefit of
LED lighting energy savings. Existing fixtures were replaced with ballast-free 2ft
T8 fixtures. New wiring was added and existing 32W fluorescent U-lamps were
replaced with 8W 2ft linear T8 tubes. This effectively reduced lighting power
consumption by 75% and eliminated the need to monitor and replace expired
ballasts.