Market: Vietnam · Date: November 2022
· Client: Project engineering company (name withheld on request)
The challenge
The client supplies mid-to-high-end hotel projects across Southeast Asia and had won the lighting
package for a 5-star hotel. They needed approximately 6,681 anti-glare trimless downlight
housing kits compatible with Tridonic drivers and Citizen COB light sources.
Two problems stood in the way. First, the engineering company had limited experience assembling
finished luminaires, so component-only supply was not enough on its own. Second, import tariffs on
finished light fittings into Vietnam were high — shipping completed luminaires would have pushed the
project over budget.
What we supplied
We shipped housing kits as components for the first two batches so the client could
assemble locally and reduce their tariff exposure. Because the client was assembling in-house for the
first time, we provided complete assembly guidance alongside the kits:
- Written assembly instructions
- Step-by-step photo tutorials
- Video demonstrations
- Voice-call support during the build
When the delivery schedule later tightened, we supplied a small quantity of finished lights so the
project could hand over on time.
The result
The project completed successfully and the working relationship has continued since November 2022,
with repeat orders across further hotel projects. Key to this was speed — quotations, drawings,
configuration changes and urgent quantity increases were all turned around quickly enough to keep the
client’s own bid and build schedule intact.
“This is our joint effort.” — Client feedback
What this shows
For engineering companies and contractors, technical support capability, configuration flexibility
and delivery speed matter as much as unit price. Component-level supply only works when the supplier
can also carry the assembly knowledge with it.
Download the full case study (PDF)
Related reading: commercial lighting SKD kits.