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PUBLISHER: Guidehouse Insights | PRODUCT CODE: 1141940

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PUBLISHER: Guidehouse Insights | PRODUCT CODE: 1141940

Overcoming Lighting Controls Pricing Pushback

PUBLISHED:
PAGES: 13 Pages
DELIVERY TIME: 1-2 business days
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This Guidehouse Insights report analyzes the basis of consumers' tendency to undervalue lighting control hardware, software, and services, leveraging research from a range of disciplines on consumer behavior. It also provides detailed and actionable recommendations for lighting control developers and manufacturers to increase consumers' perceptions of the value of control systems.

Table of Contents

1. Spark

2. Context

3. Recommendations

4. Definitions

5. Lighting Customers Undervalue Controls

6. Lighting Controls Manufacturers must understand customer apathy

6.1 Users Care About What a Control System Does, Not How It Does It

6.2 Inadequate Price Transparency Affects Price Expectations

6.3 Labor Costs Associated with Lighting Controls Are Particularly Problematic

6.4 The Intangible Nature of Many Lighting Control Components Undermines Their Valuation

7. Lighting Controls Manufacturers Need to Accept and Accommodate Consumer Reactions to Prices

7.1 Decision-Makers Need Access to Transparent Lighting Controls Price Information

7.2 Lighting Controls Are Not Just Products-the Critical Role of Labor Needs to Be Embraced

7.3 Manufacturers Should Focus on Functionality When Setting Prices

7.4 Strengthen the Tangible Aspects of Lighting Controls to Increase Value to Consumers

7.5 Lighting Controls Do Not Need to Be Ugly and Boring

Product Code: SI-LCC-22

Table of Contents

1. Spark

2. Context

3. Recommendations

4. Definitions

5. Lighting Customers Undervalue Controls

6. Lighting Controls Manufacturers must understand customer apathy

6.1 Users Care About What a Control System Does, Not How It Does It

6.2 Inadequate Price Transparency Affects Price Expectations

6.3 Labor Costs Associated with Lighting Controls Are Particularly Problematic

6.4 The Intangible Nature of Many Lighting Control Components Undermines Their Valuation

7. Lighting Controls Manufacturers Need to Accept and Accommodate Consumer Reactions to Prices

7.1 Decision-Makers Need Access to Transparent Lighting Controls Price Information

7.2 Lighting Controls Are Not Just Products-the Critical Role of Labor Needs to Be Embraced

7.3 Manufacturers Should Focus on Functionality When Setting Prices

7.4 Strengthen the Tangible Aspects of Lighting Controls to Increase Value to Consumers

7.5 Lighting Controls Do Not Need to Be Ugly and Boring

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Jeroen Van Heghe

Manager - EMEA

+32-2-535-7543

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Christine Sirois

Manager - Americas

+1-860-674-8796

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