Dave Moeller, National Market Manager, GrayBar

Our Graybar PowerSmart “intelligent lighting” renovation solution is a tough pitch because the customer has the very easy “do nothing” option. Since rolling out the new “Oratium-ized” message, we’ve made the pitch 144 times, and have 49 live deals in the pipeline – 11 of which have already closed (surprisingly quickly). That is about a tripling of our previous success rate.