Step one for selling lighting products may be helping your customers figure out the type of lighting product they need, but step two focuses more on the nitty-gritty details.
To start, have your customer consider their shop’s environment. How large is the shop? One bay? Two? 10? Depending on what they need the light for the size of the shop could matter. Same goes for the type of vehicles they are working on. The lighting needs for working on a light duty vehicle versus a heavy duty vehicle could be much different. The overhead lighting in the shop should also be factored in. Poor overhead lighting would likely need to be countered with a higher lumen count. Lastly, how many electrical outlets are around the shop?