Become a P.M. Lighting Dealer

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Copper and Brass Comparison

One of our dealers recently asked us to help him explain the differences between copper and brass to his clients and why we use copper as the primary material for our fixtures. We want to share this with our readers to expose a few myths and misconceptions about which material is best for outdoor landscape lighting. This may be a lengthy read but hopefully you will find the information useful.

Copper vs. Brass

When comparing copper to brass luminaires, both materials are good choices for the fixture composition but copper offers a few key advantages over brass. Remember, brass is a composite typically comprised of copper and zinc (usually about 70% copper and 30% zinc). The zinc provides hardness to the alloy which makes brass an excellent choice for parts where the softer copper is not suitable for such applications as screws and knuckles. Obviously, when you have 70% of the brass makeup costing say $6800 per tonne and 30% of the makeup costing $1835 per tonne (current prices on the LME on 10/5/11), brass should naturally be a less expensive material than 100% copper. The two primary reasons brass is used in products are, 1) certain applications need harder materials such as mentioned earlier with screws for example. 2) brass can be polished to a beautiful finish for lamps, doorknobs, etc. and the zinc helps resist tarnishing, especially important for indoor lighting fixtures and decorative hardware.

 Now for the good stuff.  There are 2 very meaningful advantages I discuss with my clients locally which seem to be important to these homeowners.

First, copper is one of the few materials that will truly stand the test of time, which is one reason why copper is used for roofing, plumbing, and historic structures that have been around for years (think of the statue of liberty). The information below provides a little insight to this but the real difference between copper and brass is in the last section regarding the effects of corrosion.

Copper and copper alloys provide superior service in many of the applications included in the following general classifications:

  • Applications requiring resistance to atmospheric exposure, such as roofing and other architectural uses, hardware, building fronts, grille work, hand rails, lock bodies, doorknobs, and kick plates
  • Freshwater supply lines and plumbing fittings, for which superior resistance to corrosion by various types of waters and soils is important
  • Marine applications – most often freshwater and seawater supply lines, heat exchangers, condensers, shafting, valve stems, and marine hardware – in which resistance to seawater, hydrated salt deposits, and biofouling from marine organisms is important
  • Heat exchangers and condensers in marine service, steam power plants, and chemical process applications, as well as liquid-to-gas or gas-to-gas heat exchangers in which either process stream may contain a corrosive contaminant
  • Industrial and chemical plant process equipment involving exposure to a wide variety of organic and inorganic chemicals
  • Electrical wiring, hardware, and connectors; printed circuit boards; and electronic applications that require demanding combinations of electrical, thermal, and mechanical properties, such as semiconductor packages, lead frames, and connectors

Effects of alloy compositions on corrosion

Coppers and high-copper alloys (C 10100 – C 19600; C 80100 – C 82800) have similar corrosion resistance.
They have excellent resistance to seawater corrosion and biofouling, but are susceptible to erosion-corrosion at high water velocities. The high-copper alloys are primarily used in applications that require enhanced mechanical performance, often at slightly elevated temperature, with good thermal or electrical conductivity. Processing for increased strength in the high-copper alloys generally improves their resistance to erosion-corrosion.

Brasses (C 20500 – C 28580) are basically copper-zinc alloys and are the most widely used group of copper alloys. The resistance of brasses to corrosion by aqueous solutions does not change markedly as long as the zinc content does not exceed about 15%.

Above 15% Zn, dezincification may occur.

Source: http://www.keytometals.com/article16.htm

As you can see, since most traditional brass composition for our industry has 30% zinc (twice the 15% mentioned above), dezincification will occur over time which depletes the zinc from the material and leaves the remaining part porous and weak.  See below from Wikipedia.com

Leaching of Zinc (dezincification)

The most common example is selective leaching of zinc from brass alloys containing more than 15% zinc (dezincification) in presence of oxygen and moisture, eg. from brass taps in chlorine-containing water. It is believed that both copper and zinc gradually dissolved out simultaneously and copper precipitates back from the solution. The material remaining is a copper-rich sponge with poor mechanical properties, and color changed from yellow to red. Dezincification can be caused by water containing sulfur, carbon dioxide and oxygen.

The second advantage of copper over brass (and many other materials used for lighting products) is the true sustainability of the material from an eco-friendly perspective. I say “true” because many companies tout their products as being environmentally friendly and sustainable but if you cut through the chatter and see what sustainable really means, you will see copper is a standout from other materials. Yes, you can technically recycle the plastic and aluminum products but the feasibility of this does not make financial sense. Brass, being an alloy is not as pure a material as copper so copper is the more likely material to end up being recycled … AND the material holds its intrinsic value time after time, a key to true sustainability. In other words, copper at the beginning of the production stage and at the end of the product’s lifespan, will maintain a significant portion of its value, making it desirable and, therefore financially feasible to recycle. This material will truly sustain itself over time.

By the way, there are many types of “brasses” and then you have the “bronze” materials, all of which are alloys or composites (see the link below for more on this). Each has its advantages and disadvantages for certain applications but for landscape lighting, copper is, in my humble opinion, the absolute best choice for the highest quality and affordability in professional lighting. The purity and sustainability of copper, coupled with the beautiful patina finish that naturally occurs over time can’t be beat. Lastly, copper fixtures and LED are a natural combination when considering true environmentally friendly options.

Source: http://en.wikipedia.org/wiki/Brass

Happy Selling!

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P.M. Lighting Launches LED Fixture Options

After several months of reviewing and testing different LED component options for our product line, we are pleased to announce the introduction of a complete assortment of quality LED fixtures. Our LED components are based on the highest quality CREE LEDs and all are IP65 rated for outdoor use (many LEDs on the market today are NOT IP65 rated and are likely to fail prematurely if they are subjected to moisture).

We have LED options for all of our most popular fixtures including path lights, bullet lights, in-ground well lights, deck lights, directional lights …. well you get the picture. If you are looking for a truly environmentally friendly and sustainable product line for your landscape lighting needs, look no further. The combination of sustainable copper materials and LED components makes our line one of the most eco-friendly on the market today.

For more information on our new line, please contact your local dealer or send an email to info@pmlighting.com to learn more about our LED product line.

GO GREEN WITH P.M. LIGHTING!

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Leverage a custom approach to lighting to distinguish from competition

No doubt you have seen proposals from competitors that lack creativity, use the same fixture selection for multiple applications, and smack of a “cookie-cutter” approach to design.   Take advantage of this type of selling approach by leveraging a custom approach to your design plans and show clients the difference between mundane lighting and impressive lighting.

P.M. Lighting products are designed for a custom design approach, with unique fixtures for different applications and various mounting options, stake lengths, and lamp styles to truly customize a client’s design. Take for example, wall wash applications. Instead of always using Well Lights or MR16 Bullets to light the front of a home, our PM1 Directional Light can add a combination of style, beauty, and texture when used in certain circumstances. The river birch in the picture below provides an excellent opportunity use the PM1 to cast beautiful shadow effects onto the house instead of placing traditional Well Lights along the wall behind the tree.


 As you can see, the PM1 casts light through the tree onto the house, all the way into the peak of the wall. Another benefit to the client is that this application requires only one fixture instead of two or three, which may provide a competitive advantage from a total system cost as well.

Other excellent fixtures to consider to incorporate into your custom designs include our PM5 Series and PM12 Series directional lights. When looking for creative ways to illuminate small trees, garden accents, dormers, or hard-to-light roof peaks, these fixtures may very well provide that extra custom touch.

PM5 on Swivel Arm

PM12 Series

PM1 Series (Model 1H)




If given the choice, clients prefer to buy a product custom designed specifically for them over one that is just “more of the same” so take advantage of this opportunity and give your clients what they want.

HAPPY SELLING!

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MRH Copper Bullet Revisited

We recently had a request for a compact version of our popular solid copper MRH Bullet fixture to provide a lower profile for our dealer’s specific application. We found a way to incorporate the MRG socket configuration in to the bullet to reduce the length by almost 2 full inches.

As you can see by the picture, the shorter MRH maintains all the benefits of our standard MRH fixture and will fit into tight locations where the standard fixture may not work, or where you may just want a more compact unit.

This fixture will fit all our ground stake as well as our surface mounts for endless application options. We are soliciting feedback on whether we should make this a regular item in our product line. Please let us know what you think.

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Custom table lamp adds touch of elegance to outdoor living

On occasion, we are asked to create unique and custom fixtures to complete a client’s design. This past week, we completed an installation for a client on his back deck and he wanted a low-voltage lamp for a beautiful mosaic topped table (see picture below).

Custom Table Lamp

Custom Table Lamp

We started with our 11 inch top and designed a lamp that would tie directly in to the rest of the system for power. The heavy 4 pound base with rubber feet keeps the lamp secure and level to minimize the chance of toppling in a storm or if someone were to accidentally bump the lamp.

Additionally, we added a marine-grade plug and stainless steel socket designed for 12 volt applications to allow the homeowner to easily unplug the light for storage in the winter months. The socket also has a handy weather-tight snap cover to keep water out when it is not being used. The plug and socket are shown below.

Over the years, we have made custom designed fixtures for several of our clients and installing dealers and this unique service provides a way to help differentiate from many competitors’ cookie cutter approach to outdoor lighting design.

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What is your closing rate?

The past two years have been a challenge for many of our dealers and one of the most widely heard comments is that homeowners have been much harder to convince to pull the trigger on lighting projects. Not that they don’t want to move forward with lighting their home …. they just simply take their time in making a final decision to move forward.

Here are a few key selling points and “best practices” to help get your closing rate up to a high percentage.

Best Practice #1: Make a great first impression.

First impressions can make or break a sale. Since our products are often marketed and sold to discerning, upscale homeowners, it stands to reason that these potential clients have higher standards and expectations for the companies they select to provide goods and services like ours. Sales personnel should dress professionally and show up  for appointments 10 minutes early in a clean, organized, and tastefully designed vehicle that projects a professional image and adds to the client’s sense of comfort and confidence in doing business with the dealer. Showing up late to a client meeting in a beat up vehicle or poorly dressed will surely place you at a significant disadvantage.

Install & Demo Van

  • Show up early
  • Dress professionally
  • Drive a clean, organized vehicle

 

 

Best Practice #2: Include selling tools that are visual and “hands on”.

Using professional sales tools and techniques is even more important to help differentiate your sales presentation from your competitors.     Using product samples and visual handouts is a demonstrable and effective way to show prospective clients the quality of the product line and allows dealers to focus on value-added benefits of selecting P.M. Lighting dealers based on quality and service instead of price. A working portable display is a great way to showcase our product line and give clients an opportunity to experience the products firsthand through touch and sight.

  • Product samples demonstrate quality
  • Handouts can convey expertise & service
  • Displays invite client interaction

 

 

 

Best Practice #3: Take time to conduct a night time demonstration for the client.

The most underestimated selling tool in a dealer’s arsenal is the Night Time Home Demonstration at the client’s home. Many dealers have either limited the use of this powerful selling tool or have completely eliminated it from their process altogether. Nothing makes a greater impact than showing a prospective client his or her own home beautifully illuminated using the night time demo. Done thoughtfully and effectively, this selling technique creates the unique “WOW” factor that will take most clients from the “maybe” stage to the “yes” stage.

  • Night Time Demo is effective
  • Showcases client’s home
  • Create the “WOW Factor”

 

If you want to upgrade your sales approach, contact us to learn more about our standard and custom demo kits, portable interactive product displays, and graphics packages for a more complete and professional presentation.

Happy Selling!

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Thank You to Our Customers

P.M. Lighting and the entire staff would like to take a moment this holiday season to send a special “Thank You” to all our customers who have supported us over the years. We understand that our reason to exist is to serve our customers’ needs and will continue to focus on the fundamentals of QUALITY, SERVICE, and PRODUCT INNOVATION to strive to meet our goal of complete customer satisfaction.

Happy Holidays!

Terry Lawrence

President/CEO

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