Lighting fixtures used to be firmly in the electrician's domain. But times have changed... intelligent lighting and high-end controls have cracked open the door for low-voltage integrators. Instead of slamming that door shut, savvy electricians are turning potential friction into profitable partnerships, while forward-thinking low-voltage integrators are adding a line-voltage component to their business.
Why Partnering Makes Dollars and Sense
Electricians typically make the lion’s share of their revenue from labor, not hardware. That’s a big contrast from low-voltage integrators, who thrive on specifying and selling premium gear like intelligent lighting systems. Instead of competing, the two trades can team up: electricians focus on what they do best (efficient installs), while integrators drive the spec and gear side of the lighting business.
By teaming up, electricians can tap into larger lighting budgets without lifting a finger to source or sell products. It’s not about losing ground… it’s about expanding profit margins.
By teaming up, electricians can tap into larger lighting budgets without sourcing or selling products.
Here’s a project scenario that can be an attractive model to follow: If an electrician would typically earn $2,500 on a $10K lighting job, a collaboration with an integrator could push that job to $40K. That could mean $10K or more in labor profit for the electrician… without the hassle of ordering fixtures or handling design. In some high-end homes, integrators are successful upselling the lighting budget into six figures. An electrician getting even a small handling fee (5% to 10%) on that large budget can be way more lucrative than doing the lighting solo.
This model lets the electrician focus on the install while the integrator handles the complex task of selecting fixtures that will be compatible with a lighting control system and training the customer on the interface (if it is a touchpanel, mobile device or other UI beyond a switch or dimmer).
Avoid the Blame Game… Collaborate Instead
When things go wrong on a job site, finger-pointing wastes time and torches reputations. Builders and clients want one team, one plan. Working closely with a low-voltage integrator who handles lighting design and control ensures fewer mistakes, smoother installs, and clearer accountability.
Plus, most projects don’t even have a lighting designer. When an integrator with proper lighting design experience steps into that role, it can upgrade the project quality and makes the whole trade team look more professional.
Granted, there can be turf tension at first. Some integrators may stumble on trade basics like layout constraints, ceiling joist placements, or code compliance. But the smart ones are learning fast, and some even match an electrician’s expertise when it comes to fixture installation know-how. The bottom line is that collaboration between the electrician and the integrator reduces headaches and can result in a happier client. Collaborative electricians get more respect, more control, and more say in the final product… and potentially more referrals.
Here’s a potential blueprint for electricians:
- Align early on fixture placement, loads, and controls.
- Negotiate handling fees that boost your margins.
- Maintain install quality while they handle the tech-heavy control gear.
- Build repeat business by being the go-to EC for high-end integrators.
Play smart and you could be “lighting up” profits for years to come. The D-Tools Integrated Product Library has more than 1.6 million products, including dozens of lighting control and lighting fixture brands from top suppliers to help electricians and integrators create attractive proposals that close more projects.
