In this episode, we dive into the real transition happening in lighting—moving from simply selling fixtures to delivering full lighting control solutions.

Jon shares what it’s actually like making that leap:

-Why selling controls is a totally different game
-The importance of asking the right questions early (“the pre-game”)
-How most clients only want simple automation—but miss bigger opportunities
The growing role of wireless, IoT, and energy efficiency

We also explore unique challenges in the Canadian market—from 347V systems to code differences—and why standardizing controls design could change everything.

Bottom line:
It’s no longer “Do you want controls?”
It’s “What do you want your lights to do?”

Listen to the podcast