After years of considering adding lighting fixtures to the custom installer’s product offerings, the category is now making progress throughout the industry. With lighting fixture manufacturers courting custom integrators at events like CEDIA Expo and Lightapalooza, we asked companies to answer a few questions to help you in your quest to find the right lighting fixture supplier for your needs. Note that we left out some key companies that are in this space but that are already well-known (Lutron, Crestron, and the like), focusing instead on those that are relatively new to integrators.
AiSPiRE/WAC Lighting
What lighting fixture product categories do you provide? Recessed, track, tape lighting, backlighting, landscape lighting, low-voltage interior lighting systems, decorative lighting, smart ceiling fans, and builder-grade lighting products.
What makes your company a partner for integrators? We’ve dedicated a complete sales and service team to the CI channel that is completely company-specific and limited to only custom integrators. We’ve also worked hard to develop relationships with the major lighting control companies, as well as developed our own technology gateway to tether to the integrators’ control platform of choice.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? We request a minimum buy-in to be a full-fledged dealer with authorized access to the dealer portal for pricing, stock, and more. We can build up to that and also offer demo-case options as well. There are pricing tiers based on volume to offer additional profit opportunities as dealers grow.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? We do takeoffs, crosses, and layouts, and offer design services. We complete interior layouts, as well as exterior layouts for landscape lighting. Services include run lengths, wiring diagrams, power supply plans, and more. We do have demo kits for many of our products, including a new state-of-the-art landscape demo kit dealers can take to clients’ homes and set up a front (or back) façade in a matter of minutes to wow and win over their clients.
What kind of training do you offer? We prefer one-on-one training with the dealer through either scheduled online meetings or in-person when it works. Our online training usually involves a territory sales manager with the dealer and working through one product category at a time. This might include training such as “The 4 Experiences of Light” (how to sell lighting in the CI Channel), website review, rfamilies, WAC-STRUT, linear, landscape, and more. Bite-sized meetings work better than trying to tackle the entire product line at one time.
What is the lead time between order and fulfillment? Typically, integrators like to pay via credit card. Once a payment link has been satisfied, we ship stock items in 48 to 72 hours and MTO (made-to-order) products within two weeks, and we ship from one of our four warehouses located across the country (New York, Georgia, Texas, and California).
How can integrators start the process of becoming a dealer? The best way to start the process of becoming a dealer is to send us an email at [email protected] or go to our website at www.Aispire.com and use the “Contact Us” tab.
DMF Lighting
What lighting fixture product categories do you provide? We provide modular downlighting, cylinders, and outdoor fixtures.
What makes your company a partner for integrators? As one of the first lighting manufacturers to embrace the integrator channel, we have built products, tools, and teams geared specifically toward supporting our integrator partners. With modularity at the core of our designs, we make it simple to specify, procure, commission, and support lighting projects.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? If you are interested in becoming a DMF dealer, please reach out to your local rep firm or regional sales manager.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? We offer layout services with detailed documentation for our dealer partners. We believe successful dealers lead with design. Great products in the wrong places fall short of creating the lighting experience we want clients to have. We also offer various demo kits to be able to show fit and finish, as well as performance, for our fixtures.
What kind of training do you offer? We offer a monthly onboarding training as well as in-person trainings. While we want dealers to know DMF, we also provide training on how to be successful in the lighting category as a whole. Who are the lighting influencers? What are their purchase criteria? How do you maximize value brought to the job? How do you get involved earlier in the design cycle?
What is the lead time between order and fulfillment? This is one of DMF’s biggest strengths. Because we are modular, housings ship within 48 hours from our East or West Coast warehouse. Depending on quantity, modules and trims ship within five business days. We have earned a lot of business by solving fulfillment issues from our competitors.
How can integrators start the process of becoming a dealer? If you are interested in becoming a dealer, please reach out to your local manufacturer’s rep or your regional sales manager.
Environmental Lights
What lighting fixture product categories do you provide? Environmental Lights is all about quality, low-voltage fixtures that provide users with maximum control over their lighting. In keeping with this intention, we’ve developed proprietary low-voltage fixtures that range from 500 to 10,000+ lumens and can be powered via DMX-controlled power supplies using 16-gauge wire. Additionally, we offer lower-cost low-voltage fixtures that are ideal for the production builder or MDU markets.
What makes your company a partner for integrators? At Environmental Lights, we pride ourselves on the success of the integrators we work with. We take a basic concept for a residential or commercial space and provide a tailored design and bill of material to get you started. From here, we are available to assist integrators through each and every step of the installation and post-installation process.
What is the cost to start as a dealer, and what are the monthly minimums that need to be maintained? Zero and zero! There is a very low barrier to entry when it comes to working with and using our products. We don’t believe in putting up a bunch of red tape before providing quality products to our valued partners. That said, we do offer training and coaching sessions to ensure our integrators feel comfortable in the field.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? We offer full lighting design packages for both our downlights and linear lighting offerings. The first projects are free and follow-up projects require only a nominal fee. We always offer tailored BOMs at no charge.
What kind of training do you offer? As much as is needed to make our integrators feel comfortable using our products. Depending on your location and type of project, we may be able to do in-person training, or we’re always more than happy to hop on a quick Zoom call. Additionally, we have a plethora of curated online resources that can be extremely helpful.
What is the lead time between order and fulfillment? For stock products we can ship out same day if we receive the order before 2:30 PM Pacific Time. We have a very robust inventory, so out-of-stock products are a rarity at Environmental Lights. If you’re in need of a turnkey solution where your fixtures or strip lights are pre-assembled, our team of electrical assemblers work quickly to ensure it’ll only be a few additional days until you receive your products.
How can integrators start the process of becoming a dealer? Give us a call at 888-880-1880 or email [email protected].
KLUS Design
What lighting fixture product categories do you provide? KLUS is an architectural linear lighting manufacturer. We specialize in custom projects and have [one of] the largest offering of products in the aluminum extrusion category, along with a wide variety of LED tape offerings that range in color temperature and lumen output, and dynamic LED tape options ranging from dim to warm, adjustable white, RGB, RGBW, and RGBWW.
What makes your company a partner for integrators? Two words — “quality” and “service.” KLUS does not take the word partner lightly. KLUS offers the highest quality components and LED fixtures that ship in days, install easily, and perform as intended. Our support team is staffed by engineering professionals, and we strive to guarantee that projects are designed correctly and exceed the expectations of the client.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? To start as a dealer, we ask that our dealers sit through a 30-minute “Why KLUS” presentation with our regional manager. We recommend purchasing our marketing kits featuring some of our most popular products, and although we don’t have monthly requirements, we do have targets that we would like to see to keep integrators active and at their pricing level.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? Our sales team, rep network, and engineering staff can all provide design and layout assistance. KLUS offers a variety of display and demo tools to assist integrators. Options include large-wheeled product samples cases and small binder-sized extrusion/cover combo kits, as well as another binder-sized kit for demonstrating various tape options. Each kit includes our most popular options in either category. Integrators looking to display KLUS products in their showrooms have access to the same displays we take to shows. We also release an inspiration catalog yearly where we encourage our integrators to share project photos that help promote both KLUS and the integrator.
What kind of training do you offer? KLUS offers recorded trainings, live online training webinars, and in-person sessions. Topics include in-depth product category training as well as application-specific discussions and option evaluations. We also have AIA-accredited CEU courses. Our website (www.klusdesign.com) offers a download portal with many training tools available. Be sure to download the KLUS Home Integration Catalog with 25 pages of training tips and 75 pages of product information.
What is the lead time between order and fulfillment? KLUS maintains inventory of our products in our production facility in Vero Beach, Fla. Our typical lead times are 2-3 days for standard component orders; 3-5 days for custom component orders; and 2-3 weeks for full custom-factory-assembled orders. We also have a limited quick-ship offering that will ship same day or next day depending on when the order is received.
How can integrators start the process of becoming a dealer? Interested integrators should email KLUS at [email protected] and a member of the sales team or a rep partner will be in touch.
LITELINE
What lighting fixture product categories do you provide? LITELINE excels in these three lighting categories:
- General lighting – featuring seven unique product categories
- Accent Lighting – multiple solutions to properly teach or help the integrator learn to properly deploy the principles of accent light
- Task Lighting – IES-award winning solutions from linear to the industry’s first wall-wash puck light, also teaching the integrator there are multiple solutions to achieve the proper look for their client’s space.
What makes your company a partner for integrators? With the breadth of solutions LITELINE offers, the ability to communicate with the integrator in their language, we can accelerate the learning curve by making the lighting category profitable while helping integrators speak confidently as it becomes part of their offerings.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? The LITELINE direct dealer program was custom developed for the integrator to become a partner and have the proper tools to present lighting and win the project with more than product.
LITELINE direct dealer program requires an investment of $2000. This investment is to equip the integrator with the proper sales kits, and begin to teach the integrator our sales strategy to sell first, design second.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? LITELINE is exploring the design-services model. We believe the proper design cannot be delivered based solely on an RCP. There are several variables to properly design or lay out projects with LITELINE while covering the three major disciplines of lighting design.
LITELINE has a mandatory requirement for our integrators to purchase sales kits. We strongly believe success is based on being able to communicate and display lighting and concepts properly.
What kind of training do you offer? We encourage all our integrators to attend training at our facility in Toronto, Canada. We also offer training for all our partners at their facility when they sign on and become a LITELINE partner.
What is the lead time between order and fulfillment? Currently LITELINE operates in a 7- to 10-day shipping window.
How can integrators start the process of becoming a dealer? Connect with our strong independent representative around the county, or contact Jason Feus at [email protected].
Luminii
What lighting fixture product categories do you provide? Micro-optic downlights and track systems, linear fixtures, flexible LED fixtures, recessed downlights, cylinders, decorative pendants, LED backlighting, Plexineon, specialty fixtures built to dealer spec, high-performance strip, and channel.
What makes your company a partner for integrators? We do business the way that integrators are accustomed to. We sell direct in the integrator channel — Luminii’s products are not sold online or directly from our website. We’re easy to do business with. Jobsite documentation and labeling makes installation simple for field technicians. We partner with integrators on lighting design.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? There are no opening order requirements, monthly or annual minimums.
Do you provide takeoffs, layouts, or design services? We offer lighting design services based on square footage and level of service required. Design fees are shared between Luminii and the integrator, as 50 percent of the fee is applied to the product sale.
Do you make demo kits for integrators? Yes, Luminii offers multiple demo kits for Integrators. Individual product samples are free, up to two feet.
What kind of training do you offer? Luminii offers individual and group trainings on our products and their applications. Our deep understanding of the Integrator channel allows us to tailor education to the dealer’s needs with a strong business case on how Luminii can enhance their sales and bottom line.
What is the lead time between order and fulfillment? 2-4 weeks.
How can integrators start the process of becoming a dealer? Email us at [email protected].
PoEWiT
What lighting fixture product categories do you provide? PoEWit Technologies is a patented developer and manufacturer of cloud-intelligent low-voltage lighting powered by PoE. PoEWit offers PoE lighting solutions for both residential and commercial installations, including indoor recessed LEDs, outdoor security LEDs, decorative/architectural LEDs, and ceiling panel LEDs. PoEWit can also accommodate requests for custom fixtures and has LED drivers that can power landscape lights as well as LED strip lights. PoEWit offers single-color, tunable white (CCT) and tunable color/white (RGB-CCT) LEDs, and the color of its tunable lights can be controlled with ease via the free PoEWit app for iOS and Android. All PoEWit fixtures can be driven by any of PoEWit’s four different LED drivers, which range from dual-channel constant voltage to 16-channel constant current. Some LED drivers even feature PoE Pass-Through to power other PoE lights and devices downstream. PoEWit’s LED drivers and fixtures can all be interconnected using industry-standard Cat 6 cabling. PoEWit’s lighting solutions have no proprietary cabling and require no controller.
What makes your company a partner for integrators? PoEWit is a dealer-focused company that exhibits its commitment to building strong partnerships with integrators in myriad ways. For example, it offers free lighting design services to assist its dealers in planning complete PoE lighting solutions. PoEWit works directly with integrators, providing guidance on the number of fixtures and LED drivers needed, as well as diagrams on how to wire its solutions for optimal performance, cost-efficiency, and ease of installation. PoEWit can also accommodate custom fixture requests and can even retrofit the majority of high-voltage fixtures for use with its cloud-intelligent PoE lighting, thereby offering integrators endless customization options.
In terms of device configuration and management, PoEWit developed its free mobile app for iOS and Android specifically with dealers in mind. The cloud configuration platform offers integrators an easy-to-use solution for fast, efficient deployments. The PoEWit app is free to download and free to use, with no subscription fees or hidden fees of any kind.
PoEWit additionally offers free technical support to its dealers, with no required support contracts. Furthermore, PoEWit’s dealer pricing provides generous margins to integrators on all of its PoE lighting and networking solutions, and none of its products have licensing fees. Lastly, PoEWit always welcomes dealer feedback to constantly improve its solutions. PoEWit then incorporates that feedback into the development of future product offerings, giving its dealers a voice in the direction of the company.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? There is absolutely no cost to become a PoEWit dealer and no monthly minimum requirements. PoEWit is confident that its dealers will be incentivized to buy its products based solely on the quality of its trend-setting solutions. PoEWit additionally believes that a partnership free of monthly minimums is a more forward-thinking approach that removes barriers to the adoption of PoE lighting and enables integrators of all sizes to implement PoEWit solutions.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? PoEWit provides takeoffs, layouts, and design services for its dealers. PoEWit also offers bundles to provide new dealers with the opportunity to try a full PoEWit PoE lighting solution at an incredible value. Bundles include PoE light fixtures, LED drivers and splitters, high-powered PoE switches (90W per port), and cloud-intelligent UPSs to back-up the system. In addition to its extensive PoE lighting solutions, PoEWit also offers enterprise networking bundles for both residential and commercial installations, thus completing the entire end-to-end solution, from PoE lighting to the high-powered network that powers it. PoEWit not only provides free PoE lighting design services, but also free heat-mapping services to determine optimal placement of wireless access points for its dealers’ networking installations.
What kind of training do you offer? PoEWit offers 1-2 free live webinars every month, including in-depth technical trainings on device configuration. PoEWit also offers a plethora of pre-recorded trainings on its YouTube channel, as well as detailed Quick Start Guides on its website.
What is the lead time between order and fulfillment? Standard orders typically ship same day if submitted before 3:00 PM ET. Custom orders may require a longer lead-time, which varies depending on the size and complexity of the order.
How can integrators start the process of becoming a dealer? From the PoEWit homepage (https://poewit.com), simply click “Become a Dealer” and submit the one-page Dealer Application.
PureEdge Lighting
What lighting fixture product categories do you provide? PureEdge Lighting is modern architectural lighting manufacturer. The vast majority of our products are 24V or 12V, and class 2 low voltage. Fixture categories that we manufacture include plaster-in recessed linear and curved, flush-mounted linear, surface-mount linear, suspended linear, suspended decorative, both surface and recessed track lighting, wall-mount vanity, art accent lighting, downlights, LED tape light, and a variety of outdoor products including flex neon and low-voltage outdoor track. We’ve recently released the Pure Smart collection, which combines all of our standard architectural products with smart controls. With that entry into the smart control marketplace, we’ve released a comprehensive offering of color tuning LEDs, TruColor RGBTW smart lamps, tunable filament smart lamps, and Wi-Fi-enabled wall controls.
What makes your company a partner for integrators? Dedicated to the simple notion that light and interior design are truly symbiotic, we have developed a dynamic set of lighting solutions that enable you to personalize your space, design your fixtures, and think outside the bulb. We provide our partners with products that keep them on the cutting-edge and allow them to provide their end customer with a truly unique finished product. Whether it be color changing LEDs, smart controls, or revolutionary channel profiles, we’re constantly evolving and releasing new tools that give our customers an advantage in the marketplace. Owner Greg Kay’s background as a Master Electrician allows him to look at the products not only from the perspective of a designer, but also the installer. He designs all the PureEdge product offerings in a way that makes the installation of them efficient and contractor friendly.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? We offer free design services to our dealer partners. Our lighting design team is experienced, knowledgeable, and knows how to make your ideas a reality. We will take as little as a cocktail napkin drawing and supply a takeoff, scaled drawing, and load/control schedule. Much of the product we produce is custom and with that we supply construction and assembly drawings that demystify the installation process and make sure the initial vision and design is executed flawlessly. We understand the tools that our channel partners need to be successful and provide sample product, demo kits, and attractive programs for display product for integrators with brick-and-mortar showrooms.
What kind of training do you offer? We have a comprehensive training program for the different categories of product that we manufacture. We pride ourselves in being a resource within the industry and on the front end of innovation. Greg Kay’s decades of experience really position the PureEdge team to be of service to our partners in helping to not only educate them on our product, but also in general lighting and interior design. On-demand training is available through our website. We also offer a series of webinar trainings that educate our partners in a variety of different ways.
What is the lead time between order and fulfillment? Stock items are eligible for our quick-ship program and have a lead time of 2-3 days. Many of our luminaires are customizable and thus made to order. Those custom manufactured items have a standard lead time of 4 weeks.
How can integrators start the process of becoming a dealer? Reach out to us at [email protected].
Proluxe by American Lighting
What lighting fixture product categories do you provide? Proluxe by American Lighting offers a broad range of low-voltage, linear lighting solutions available in both color-changing and white light options. Due to the simplicity of our system, dealers can easily integrate Proluxe products into their preferred lighting control platform.
What makes your company a partner for integrators? Proluxe prides itself on service and support. Our goal is to be an extension of the dealer’s team and provide them with the tools needed to feel confident selling fixtures. As part of our dealer program, we provide education, free layout services, and technical support throughout the process. With our team of specialists, dealers have access to product experts and layout consultants, along with control experts to help with integration and scene creation. From start to finish, we’re here to support the dealer as they venture into the world of lighting.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? The Proluxe Starter Kit is available to dealers for $295. This kit not only allows dealers to open an account, but provides access to our free layout services. The absence of minimum requirements offers flexibility to dealers, allowing them to utilize these tools as and when needed.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? Proluxe’s layout service stands out as a unique offering for dealers, providing a range of options tailored to their needs. Dealers can choose from a simple bill of materials to a comprehensive layout complete with wiring diagrams for the installer. This flexibility allows dealers to tailor the level of detail based on the specific requirements of their projects.
After receiving the quote, dealers can schedule a virtual call with one of our layout consultants. During this call, they can review product selections, plans, and layouts. This interactive session helps dealers gain a better understanding of installation requirements and programming needs, ensuring a clear and collaborative approach to the project.
What kind of training do you offer? Proluxe offers educational courses for dealers and their staff, available both online and in-person. Installers benefit from hands-on courses covering tape light assembly and DMX addressing, providing practical skills and technical expertise. For sales staff, courses on “Linear Lighting Trends” and “4 Questions to Ask When Talking About Lighting” ensure they stay informed and are adept at understanding client needs. Looking forward to 2024, Proluxe is developing a certification program. This program will empower dealers to thoroughly train their employees in selling, installing, and maintaining Proluxe lighting systems. This holistic approach ensures that everyone involved feels comfortable selling, installing, and programming the system.
What is the lead time between order and fulfillment? Based in Denver, Colo., we stock more than seven months of inventory. After placing an order, a dealer can expect to have their order processed and shipped within 24 hours. If a dealer is requesting custom-cut or special-order items, the lead time is 2-3 weeks.
How can integrators start the process of becoming a dealer? Dealers can reach out to [email protected] to get more information on becoming a dealer.
Verozza Lighting
What lighting fixture product categories do you provide? Recessed lighting featuring small-aperture, 48v low-voltage track lighting system, and a decorative luminaire collection.
What makes your company a partner for integrators? Verozza Lighting is often considered a valuable partner for AV integrators due to its reputation for high-quality, customizable lighting solutions that seamlessly integrate with most lighting control systems. Their commitment to fixture innovation, reliability, product quality, and selection will enhance the overall aesthetic within high-end residential projects. Verozza Lighting has embraced the AV dealer channel with a comprehensive AV Dealer Program that includes direct sell prices, fixture sample cases, showroom display programs, and incentive rebates.
Whether the project requires recessed downlighting, 48v low-voltage track elements, or decorative luminaires, Verozza provides design solutions for any project. In addition, Verozza’s collaborative approach and customer support contributes to an exceptional customer experience.
What is the cost to start as a dealer and what are the monthly minimums that need to be maintained? Purchase demo kits and maintain a minimum annual volume.
Do you provide takeoffs, layouts, or design services? Do you make demo kits for integrators? Verozza provides technical support. Layout assistance is available for the Moduline 48v track system. Demo kits are available.
What kind of training do you offer? On-site or virtual.
What is the lead time between order and fulfillment? For recessed lighting fixtures, rough-in housings and drivers are in stock and available to ship within five days. Fixtures that are in stock also ship within five days. For non-stock fixtures, expect 8-10 weeks for delivery.
How can integrators start the process of becoming a dealer? Please contact Jeff Kosberg, vice president of sales, at [email protected].
