Aterra Lighting Design & Control, a widely admired innovator in architectural lighting design in both commercial and residential environments, now offers home builders access to Web-based tools that allow customers to remotely spec lighting packages for their new homes, regardless of the customers’ location. Using Go-To-Meeting sessions, and Aterra’s proprietary software, builders can have access to a full spectrum of lighting products, which customers can virtually install in room scenarios over the Web. Buyers can even virtually adjust lighting levels to get a remarkably accurate sense of what the finished room will look like throughout the day, evening and night. This same process can be done within a builder’s design center, too, with a trained Aterra designer walking them through each room virtually.
By giving this much control to customers, builders are finding that buyers are upgrading themselves, while the builder is able to optimize (and often expand on) the customers’ lighting option allowances. Aterra studies show that its approach to lighting and controls can up-sell 3% of the base price of the home in incremental sales of lighting, electrical, and control products. Given how home builders are eager to improve margins, they are looking for any programs that offer increased options sales, and Aterra stands ready with its proven approach.
“With this new remote specification capability and our 3D virtual room design tool in builders’ design centers, Aterra has seen record growth,” said Aterra’s Paul Salmonson. “In the fall of 2014, Aterra saw sales spike up over 2006 volumes. This indicates that Aterra’s investment in lighting specification technology is being welcomed with open arms by builders and their customers.”
Aterra currently works with both regional and national builders such as Toll Brothers, Inc. and Pulte Group.
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