Hospitality lighting solutions communication framework

Hospitality customers are looking for systems that involve more than just turning the light on and off. They want lighting solutions that are energy-efficient, flexible and that will help enhance the guest experience. Based on on-going research about the impact that light can have in different applications and an analysis of the European Hospitality market, specific total lighting solutions concepts are being developed to address these needs. Therefore, as Philips is moving from a product provider to a total solution partner, there is a need to establish a new framework to communicate about these new positions in the market, also known as propositions. Propositions are a combination of several products, a range of controls and systems in an overall solution package. Although this framework is applicable to any segment within the Philips Lighting professional market group, in this assignment Hospitality has been selected as the carrier. The first step was to translate the available Philips technologies portfolio into meaningful solutions for all relevant areas in a typical hotel. In parallel, an analysis of the end user profile and the related addressable market size was carried out to estimate the business opportunities. Last, the development of recommendations for new communication tools was made. These new tools aim to overcome the existing challenges that the sales force encounters when presenting total lighting solutions. These challenges are identified under the new solution consultative selling process framework, where the diverse Hospitality audience needs to be analyzed.