How to use Finelites School Lighting Brochure'

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How to use Finelites School Lighting Brochure.
This powerpoint presentation is designed to help
you understand the contents of the brochure and
suggests how to use them in a presentation.
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Use the Front Cover - Dont just gloss over it.

• Big Photo
• Discuss computer in classroom
• Layout is really what we say count the ceiling
  tiles.
• 6 off the wall, 12 centers, nice illumination
  on walls and doorway.
• You wont get that with parabolic systems!
• Small Images
• Discuss appropriateness of the lighting for
  student, professor, whole range of classrooms.

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First Spread

• Try to build rapport with your audience.
• Sales teams will be agreeing with you.
• Architectural community will agree they want
  indirect.
• Parabolic Photo point to photo and shadows
• Isnt this what we want to take out of the
  teaching environment?
• Glare Box
• Dont we want to get rid of VDT glare?
• Dont we want to get rid of veiling reflections
  and shadows?
• Reaffirm - indirect lighting will remove the
  glare.

• Bay Port image shows that Finelite gets rid of
  glare.
• Discuss that every surface is a teaching surface
  walls, desks, etc.
• End by telling that we are going to show you that
  indirect is affordable leadin to next page.

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Second Spread Affordability

• You are probably not aware of how affordable
  indirect lighting is.
• Finelite costs less than parabolic lighting.
• We can run specific numbers for you, but take a
  look at a couple of typical approaches used every
  day.

2 rows of Finelite in a classroom equates to
1.57/sq. ft. Using 12 parabolics to try to
eliminate shadows, you run the cost to 1.67/sq.
ft. Using Wall Washers to cut down the number
of parabolics this is the most expensive
approach of all. Plus, you only wash two walls
instead of four. You spend more money and get
less lighting.
Finelite is the best value - you get the best
lighting at the lowest price. If the cost is
real, have we addressed your number one
concern? Maybe not, move to flexibility on next
page.
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Third Spread Flexibility

• Affordability has to be part of the life-cycle
  cost of the building.
• Classrooms will change over time.
• Benefit of indirect is that the quality of
  lighting will always be the same regardless of
  configurations.
• Use furniture arrangement examples and show the
  light level changes.
• Indirect works not only here, but all over the
  school. Move to right side of page.

Review the rooms shown in the photos, point to
the image in the middle. Mention it is also great
in corridors, libraries, rest rooms, cafeterias,
etc. Look for audience acceptance nods,
agreement. The problem is that some people cant
even afford parabolics. They are forced to turn
page.
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Fourth SpreadANSI Recommendations

• Two major points
• American National Standards Institute (ANSI)
  recommends you do two things
• (1) Light classrooms for computer screens
• Light the walls
• You can do this with direct/indirect or 100
  indirect but you cannot do it with wraps and
  troffers.
• So much light comes from 55-90 that it violates
  all standards and IESNA/ ANSI RP3 recommendations.

• The amazing thing is that the numbers on the
  second page show we can actually save you money.
• If you cannot afford to put money into a
  direct/indirect system, let us put in a totally
  indirect system
• and save you moneythat you can put back into
  millwork, back into other parts of classroomor
  school.well build you a Series 8-I
• You can jump to the back cover to show them a
  totally indirect example and the quality lighting
  job it does. This is not a substandard way to
  light a classroomit is vastly superior to the
  wrap or lensed troffer.
• How to meet the ANSI/RP-3 standards and save
  money -
• If there is no budget meet the ANSI standards
  with high quality S8-I and save money
• If you have 10 extra we suggest you look at
  the direct/indirect Series 10.

• Now I really have to stop and ask you if you
  understand - Finelite is better quality lighting
  than parabolics and way better than wraps and
  troffers.. and its affordable. Have we missed
  any objections? Can we put a trial in your
  school?
• If they say they arent sure. We turn to the
  next page..

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Fifth Spread - the Real World
Lets talk about real world concerns. Wont
things go into the fixtures? The advantage of
troffers and parabolics is if objects are thrown
up they dont get trapped inside. Flo-thru
fixtures S2, S10, things thrown up come right
through. Solid top fixtures S4 its strong
and covers the whole top so things wont get
stuck. Other fixtures we can put a dust cover
on.
What if they get dusty? We have a good article
about dust in our catalog and on our web site
that shows it accounts for only 1-2 light loss.
There really isnt much dust and if you relamp
every 5 years it isnt a problem.
What about students pulling the fixtures down?
We have at least 250 load support directly to
the structure. Do you need more? 1,000 load? We
can do it.
Would stems solve the problem? We can do that,
too.
Would you like to talk to some school
principals? We can get you some names.
One of the advantages of steel is that it is
very structurally sound, but everything is
bendable. If you hit it with a baseball bat it
will ding, but you can also take the dent out in
the same way you can take dents out of a car.
Finelite is your indirect lighting company.
Does your school need a guard between the lamp
and the student? We can put a lamp guard in and
a dust cover and literally provide you with a
protective sandwich around the lamps.

• Dont they use more energy?
• No, they dont, but let us run some numbers for
  you.

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Close

• We want to be on your team.
• We offer a No-Risk trial Explain it
• We will work with you on your plans and recommend
  a fixture for you.
• We will listen to you and give you a solution
  that meets your needs.
• We will lay out your classroom. We will be your
  extension of staff.
• We will budget it.
• We will give you a guarantee line item, not to
  exceed priceperiod.
• If you like itwe will build your job.
• We will ship it on a 90-day cancelable job.
• We will let you work under it, teach under it,
  bring the PTA in and view it.
• If it doesnt meet your needs you can ship it
  back and we will rip up the bill.

What have we missed? Finelite is your lighting
solution Whats the name of the project we can
talk about?
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Good Selling!
We hope this presentation guide is helpful to
you. Please send comments to finelite_at_finelite.co
m