Setting Up Profitable Landscape Lighting Maintenance Agreements

Now is an excellent time to reach out to your customers and highlight the importance of routine maintenance on their lighting systems. Regular upkeep keeps their lights looking great for years to come. It's also a great way to stay engaged with your customers, generate extra revenue throughout the year and offer discounts on new installations!

Why should your customers enroll in a maintenance plan?

Here are some key benefits you can provide them:

Preventing system issues early

Routine maintenance can significantly reduce the likelihood of a breakdown. While not every repair can be avoided, preventive care can save a substantial amount on unexpected landscape lighting emergencies, particularly those urgent service calls right before a big backyard gathering!

Clearing away debris

Throughout the summer, grass clippings, mulch, silt and growing plants can block or reduce light output. Uncovering luminaires, trimming vegetation and cleaning lenses keeps the system shining.

Improved efficiency

This is particularly relevant for customers who still have halogen systems. Did you know that when one halogen lamp fails, the other lamps on the system are put under greater stress and may fail prematurely? Keeping lamps current keeps your customers happy, and it's a natural time to talk about an LED upgrade.

Catching faulty components

Over a season, systems take wear and tear. Even with high-quality products, lights can be knocked out of alignment, and wires and connections can become exposed or damaged. A quick inspection lets you fix or replace parts as needed. Maintenance visits don't just keep a system looking great all year long; they also help you avoid dissatisfied customers.

What to include in your maintenance agreements

Here are our suggestions:

• Inspect all parts, noting those that may need to be replaced or repaired.
• Inspect for moisture intrusion.
• Inspect and adjust tree and cable mounts as needed.
• Inspect fittings and connections.
• Inspect and clean LED components.
• Clean all luminaire lenses.
• Clean all luminaire finishes (we recommend Sheila Shine for our brass products).
• Adjust luminaire positioning for optimal illumination.
• Prune plants and trees around luminaires to enhance the night effect.
• Test and reset system controls (timers and photocells).
• Test amperage at the transformer.
• Evaluate overall system performance.

Pricing maintenance so it's profitable

Maintenance can easily lose money if you're not careful, so price your agreements for profit. Industry cost guides put the average minimum fee for a landscape lighting service call at $75 to $150 per visit (Angi, 2026), so make sure every visit covers at least what it costs you to roll a truck, which grows with the distance from your shop. Group service contracts close together for tight routes. Account for hours on site (two technicians can easily double your cost) and for drive time to and from each call. Being organized, knowing what's installed, stocking the service vehicle and limiting the types of luminaires you install all let you do more service per hour and keep service profitable instead of a loss.

Factors to consider

• Base price per visit: your billable hourly rate.
• Number of luminaires: time per luminaire multiplied by your billable rate.
• Type of system: age, whether you installed it, LED or halogen, and complexity.
• Location and access: how easy the system is to reach.
• Visit frequency: typically two visits per year.
• Additional services: extended warranties or emergency visits.

A simple structure is a base fee plus a per-luminaire charge. Include two visits a year, an extended warranty on products and a small discount on add-ons to the system.

What's in it for you

• Upsell opportunities: suggest upgrades and additions during visits.
• Protection from competitors: a maintenance agreement makes it far less likely another company adds to your system.

What the agreement should include

• Customer information: name, address and contact details.
• System details: number, type and placement of luminaires.
• Technical specs: transformer type, amps at the transformer, GFCI location and color temperature used.
• Pricing and services: agreement cost and a detailed list of included services.
• Legal language: terms and conditions, liability and scope of service.
• Auto-charge: automatic monthly billing through your CRM or billing system.
• Length: typically one year, with renewal options.

Set up your agreements this way and they'll benefit both your business and your customers. For more ways to grow steady revenue, read little things that make a big difference, and to make sure every system you service is sized right, see calculating voltage drop.

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About the author: Patrick Harders, LC, is co-founder and CEO of Sterling Lighting and founder and principal lighting designer of Dayloom. He has more than 25 years of experience designing and installing outdoor lighting, and he's one of only five landscape lighting designers in North America with Lighting Certified (LC) accreditation. His projects have won multiple international lighting awards, including landscape lighting winners in 2018 and 2021, and he leads design of Sterling's luminaires.