A "PLUS" for distributors

While most existing lighting systems today are obsolete and costly to operate, according to the Department of Energy and Energy Information Administration only 12% of the 100 billion square feet of the nation's industrial, commercial and governmental facilities has been upgraded. The right training, marketing and customer-service capabilities can give electrical distributors access to this market. To help its customers tap into this opportunity for growth and profit, Philips Lighting Co., Somerset, N.J., has developed the PLUS (Philips Lighting Upgrade System) program. Recognizing that selling energy-efficient, environmentally-responsible products and services requires specialized knowledge and a new approach to the sales process, Philips has tailored the PLUS program to help its channels of distribution capitalize on this lucrative, specialized business.