THE SHOP

October '21

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78 THE SHOP OCTOBER 2021 ADDED BONUS Light bars can be an entryway to larger customization projects. "Like most aftermarket accessory sales, the additional products can really add up. Rarely have I seen a customer only buy a light bar," Roney notes. "They are usually looking for cubes and pods to complement the light bar, as well as covers, wiring har- nesses, mounting brackets, switches and controllers." Professional mounting benefits will also lead to increased installation revenue, he adds. "Today's auxiliary lighting is more tech- nologically advanced and more compli- cated than ever before. This scares some people, and they will be looking for help." Brandon Nelson, marketing manager for Vision X Lighting, advises shops to do their homework in order to help customers with their unique requirements. "Take the time to understand the tech- nology behind what makes an LED light bar a better alternative to traditional types of forward lighting, as well as which LED light bar is ideal for certain applications," he says. "Not all light bars are created equal or serve the same purpose." To help explain the differences, Rachel Yessa, channel marketing manager for truck accessories at ARIES, recommends training your staff on the available options, and including an informative display in the lighting area of your showroom. "ARIES supports its products and cus- tomers with high-quality marketing materials—everything from literature and signage to displays and even training resources," she says. "We want to help our Illumination Motivation Train your staff so that they can highlight the features and benefits of the light bars you offer. (Photo courtesy ARIES) Education and presen- tation are keys to suc- cess when selling light bars. (Pho- tos courtesy ARIES) Take the time to understand the technology behind what makes an LED light bar a better alternative to traditional types of forward lighting, as well as which LED light bar is ideal for each application. (Photo courtesy Vision X Lighting) Not all light bars are created equal or serve the same purpose. (Photo courtesy Vision X Lighting)

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