July 2022 Contractor of the Month is: LightScape Transformations

Can you tell us about your business?

LightScape Transformations started in 2014 in Overland Park, KS. Most of our business is in the south side of the Kansas City metro, however we have done jobs in Missouri, Florida, Ohio, and even Ambergris Key, Belize. We have purposely stayed small so that we can learn the technical aspects of the business well before expanding volume. Building a solid name and reputation is much more important than short term profits. So far we have only 5 star reviews. After 8 years our focus is on higher end residential homes and pool areas.

How did you get into the landscape lighting business?

After working on my own home over the years, I did our best friends house, and then got personal referrals, and grew from there.

What percentage of your business is landscape lighting/what other services do you provide (ie: landscaping, irrigation, electrical…)?

We are pretty much 100% landscape & pool lighting but augmented with Christmas lighting from November 1st through February 1st, when the weather is not conducive for landscape lighting. Occasionally we will do hardscape lighting, deck lighting, firepit lighting, pergola lighting, patio lighting, and monument lighting. We also do LED strip lighting and recessed can lighting and tract lighting in kitchens and a few commercial establishments such as a tile warehouse showroom floors.

How long have you been installing landscape lighting?

As a business, since January of 2014.

What AMP products do you prefer to use? Which fixtures are your favorite?

The AMP® ControlPro™ 300 LED Spotlight , AMP® ControlPro™ 500 LED Spotlight , AMP® ControlPro™ 800 LED Spotlight fixtures are my favorite. They allow me the ability to dial in light levels to each customers preference. The AMP® MagnumPro™ Path & Area Light (Lamp-Ready) is the best loved by our customers.

What tips or tricks have you learned that have benefited your work from a design/installation perspective?

From a design perspective, I use actual pictures of the customers residence, with fixture icons superimposed in a PowerPoint presentation to help the customer visualize where fixtures will be and how their house will look. I have built a PowerPoint presentation with lots of pictures of our previous jobs. This really helps our customers visualize what their house could look like. Three tips on installation: king of spades shovel for burying wire, medium king ace connectors for sealing connections, and get somebody else to do the digging.

Tell me about your sales process. How do you find your customers? What is your sales process? Do you use sales tools such as a free demo…

LightScape has offered and provided free demos but it is very time consuming, and seldom makes a difference... unless you can do it at a neighborhood event. Word of mouth referrals are the best new business generator, followed closely by eNeighbors. Paid advertizing rarely yields new business. But good pictures on a good website does. Sales process involves the following steps: 1. Referral or eNeighbors picture turns into a phone call which consists of introductions and a brief overview of our business and qualifications and a few high profile customer name drops. 2. A face to face visit at the customer's home and a walk around to discuss what the customer wants to accomplish, ends with some pictures taken of the target areas. 3. Powerpoint presentation with pictures and excel spreadsheet summarizing costs is prepared and reviewed with the customer. 4. Down payment for materials is accepted to start the job. Christmas lighting has brought many new landscape lighting customers. Being friendly with neighbors while working on site has also helped bring new jobs.

Where do you find inspiration for your lighting designs?

Customer descriptions of what they want to accomplish and see. Browsing various manufacturer and social media site continuously to see what triggers my wow factor and my wife.

What do you feel is the most personally rewarding part of installing a lighting system for a client?

Hearing them say wow at the reveal, and their subsequent feedback about how many complements they get from their friends. Watching them brag to neighbors about their lighting.

Tell us a little bit about you personally: What do you like to do outside of work? What are your hobbies?

For 46 years I have enjoyed mixing audio for our churches band and services. I also love fishing but have had little time for that since starting LightScape. My favorite annual event is our grandchildren come before Christmas each year for an LED lighted ornaments treasure hunt in our back yard which they have named the Enchanted Forest.