"Would You Like Fries with That?"

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How often do you find yourself working with a customer whose idea of a lighting retrofit is the lowest common denominator? They just want to switch to LEDs. More often than not, their decisions are based on the erroneous assumption that all LEDs are alike. They certainly haven’t considered the possibility of investing a bit more time and capital to enhance the retrofit’s savings potential and/or longevity. It may take a while to get the prospect to realize that all LEDs are not, in fact, the same. And once you help them make a better selection with the help of your expertise, you might add the equivalent of, “Would you like fries with that?”