In 2025, outdoor lighting continues to evolve with new technologies and design preferences shaping the industry. To help our contractors stay ahead, we connected with three leading lighting manufacturers: Hunter’s Ryan Williams, WAC Lighting’s Todd Goers, and Kevin Smith from Brilliance LED to gain insights into what’s driving the market and how you can grow your business.
The Most Requested Lighting Features in 2025
According to Ryan Williams, contractors are increasingly implementing dynamic RGBW lighting systems that allow homeowners to customize their outdoor environments with adjustable colors. “Ideal use comes through the use of a central control smart home system, that manages many other AV-oriented items throughout a property.”
“There is growing demand for dark-sky compliant fixtures that reduce light pollution while still providing effective illumination” Ryan says. Additionally, he notes the emerging popularity of energy-efficient LEDs and sustainable lighting solutions, driven by environmental concerns and cost-saving benefits. When it comes to the fixture level “form factors that seamlessly blend into modern landscapes, and provide an elegant lighting effect are most popular”.
High-Revenue Outdoor Spaces
Ryan emphasizes that the highest revenue-generating projects in 2025 “are those where homeowners include a focal piece, such as elaborate soft scaping with midsized plants. These areas often require versatile lighting, such as RGBW-capable fixtures, to enhance the overall experience.”
Hardscape structures like eaves, patios, and pergolas also contribute significantly to high-revenue projects, particularly when using directional up/down lighting. “While these are common high-revenue areas within the lighting industry, no project is complete without complementary lighting in spaces requiring specific fixture categories, such as path lighting, in-grade fixtures, or water feature lighting”.
Expanding Your Outdoor Lighting Business in 2025
For contractors looking for one strategy to grow their outdoor lighting business, Todd Goers of WAC Lighting stresses the importance of differentiation.
“Consider giving your end-user customers options when discussing their landscape lighting needs,” says Goers. “As an example, a bid using standard all white landscape lighting could be presented alongside a bid with a system that provides this, plus the option to create color on their home and within their landscape. The second option will be more expensive, but letting the homeowner make the decision puts you in a stronger position demonstrate your expertise. It sets you apart as the expert in your field.”
Avoiding Common Contractor Mistakes
Goers warns that one of the biggest mistakes new contractors make is believing they need to be the lowest bid to win projects. “This is just not true” he says.
Instead, Goers advises contractors to prompt a discussion with the homeowner that is focused on needs and solutions. “Ask them why they want landscape lighting in the first place and what areas they want illuminated. Engaging the perspective customers is a key aspect in earning their business and is too often overlooked in their initial meeting.”
Missed Opportunities
Kevin Smith hopes that lighting contractors start capturing more upsell opportunities in 2025. These are crucial in helping to meet all of the needs your customer may have and growing your business without finding new customers.
“One of the biggest upsells that contractors miss is a Landscape Lighting maintenance program. Most contractors are in and out of the job. It’s important to constantly stay in contact with your customer and always be there for their needs. Suggesting a quarterly, bi-annually or yearly lighting check up is great way to keep your foot in the door.”
Final Thoughts
As lighting technology and homeowner preferences evolve, contractors who stay informed and adaptable will continue to thrive. By leveraging expert insights from professionals like Williams, Goers, and Smith, contractors can sharpen their strategies and position themselves as go-to lighting specialists in their markets. We are grateful for their contributions to this article and look forward to providing you lighting solutions in 2025!