VAST_EX_Grazer_Sale Sheet

VAST EX GRAZER – SALES CHEAT SHEET

Sales summary covering VAST EX Grazer Static and VAST EX Grazer Palette . 1. VAST EX GRAZER STATIC (WHITE LIGHT) • Positioning: Best for architectural grazing, façade lighting, and consistent white illumination. • Pitch: “High-output, precision-controlled exterior grazer with unmatched aiming flexibility.” • Key selling points: 230° adjustable aiming, self-ballasted 120–277V, up to 113' max run at 277V, flexible connectors for curves, adjustable bracket, marine-grade construction, IP67. • Performance: Up to 1258 lm/ft, up to 108 lm/W, CRI about 92+, multiple optical controls. • Optical control choices: Standard (max output), Symmetrical Baffle, Asymmetrical Baffle, Internal Louver. • Beam options: 10x20, 10x50, 30x50. • Electrical: 100–277V AC, 12W/ft, 0–10V dimming to 3%; ordering also notes 0-10V/ELV 120V or 277V options. • Sales talk track: No remote driver, faster installation, fewer points of failure, less rework during aiming, lower install cost through long runs. 2. VAST EX GRAZER PALETTE (RGBW / DMX) • Positioning: Best for color-changing façades, hospitality, landmarks, and media-driven exterior effects. • Pitch: “Full-color exterior grazer with DMX control and architectural precision.” • Key selling points: Same articulated platform as Static, RGB + White options, DMX512 control, auto addressing option, pixel control, IP67 exterior durability, long runs. • LED color choices: RGB27, RGB30, RGB35, RGB40. • Output: White-channel values reach about 1111 lm/ft in 20x20; “All On” values shown up to 968 lm/ft depending on optic. • Beam options: 20x20, 15x60, 35x55. • Pixel control: 1 pixel in 1' fixture, 4 pixels in 4' fixture. • Sales talk track: Same fixture family as Static, but adds dynamic scenes, branding, and experience-driven lighting.

3. STATIC vs. PALETTE – QUICK COMPARE

Feature

Static

Palette

Output

Higher white output

Lower than Static due to RGB system

Control

0–10V / ELV

DMX / RDM / auto address options

Color

White only

RGB + White

Use case

Architecture

Entertainment / hospitality / landmarks

Complexity

Simpler install

Requires controls / commissioning

Cost

Lower

Higher

4. COMMON PLATFORM ADVANTAGES • Same housing and mounting system across both families. • 230° articulation is a major field differentiator. • IP67 wet-location platform with marine-grade construction. • Long run capability reduces feeds and labor. • Flexible connectors support curved surfaces and reduce visible gaps. • Sales angle: Spec one platform, then select Static or Palette based on budget and control needs. 5. APPLICATION TALK TRACKS • Architecture / Static: Highlights texture in stone, concrete, and façade materials; delivers clean, consistent white grazing. • Hospitality / Landmarks / Palette: Enables scenes, color shifts, branded environments, and building-as-experience applications. • Curved surfaces: Flexible connectors and articulation make radius installations easier. 6. OBJECTION HANDLING • “Too expensive”: Offset with labor savings, fewer drivers, long runs, and easier aiming. • “Too complicated”: Palette has available DMX controls, Artnet interfaces, MADRIX compatibility, wall controllers, and commissioning support. • “Can it handle outdoors?”: IP67 and marine-grade construction are built for harsh exterior environments. 7. ACCESSORY & CONTROL UPSELLS • Shared accessories: Jumpers (1'–50'), T connectors with power/signal, Y connector lead & signal cable, asymmetrical and symmetrical baffles, power arm extension bracket. • Palette extras: DMX terminator, Artnet interfaces, MADRIX Luna, Tivocue wall controllers, network hardware, MADRIX software levels, commissioning services. • Upsell tip: Quote accessories and controls early to increase project value and avoid change orders. 8. CLOSE STRATEGY • Lead with Static to anchor value and simplicity. • Upsell to Palette when the client wants color, high visibility, branded experiences, or premium dynamic control.