What if this was the year you broke the $1M mark in your holiday lighting business?
Sound ambitious? Maybe. But with the right systems, strategy, and mindset—it’s entirely doable. In fact, we’ve seen first-year businesses hit that mark by keeping things focused and scalable.
So whether you're just getting started or looking to level up, this guide lays out the practical steps, tactics, and tools that can turn your seasonal side hustle into a seven-figure operation.
Table of Contents
- The $9 Billion Opportunity
- Plan Like a Pro: Reverse-Engineering Your Million
- Marketing That Works (and What to Avoid)
- High-Performance Teams and Training
- Tools, Tech, and Incentives That Drive Profit
- Peak Season Execution
The $12 Billion Opportunity
Holiday lighting is a booming industry.
It's set to exceed a $12 billion market cap by 2029, and it’s just beginning to professionalize. That means massive growth potential for businesses that show up with quality installs and great service.
The key to scaling? Move beyond DIY and low-quality competitors. Focus on being the premium solution: great product (hello, Big Star Lights!) + professional install.
💡 Pro Tip: Aim for a 90% repeat rate. Consistent service fuels year-over-year growth.
Plan Like a Pro: Reverse-Engineering Your Million
Start with your revenue goal, then break it down by month, week, and day. Use a business planning spreadsheet to map your average job size, close rate, and crew capacity.
Here’s a simplified breakdown:
- Goal: $1M
- Avg Job: $1,500
- You need ~667 jobs per year
- Spread across Oct-Dec, that’s about 50–70 installs per week
Sound like a lot? Not if you have the systems and team to back it up.
💡 Pro Tip: Schedule 90% of your reinstalls by October 31. Free up November for profitable new installs.
Make sure you’re investing in marketing (10–15% of your revenue goal) and tracking it weekly. Plan your Google Ads, Meta campaigns, direct mail, and ground game now—not later.
Marketing That Works (and What to Avoid)
No one tactic wins alone. Success comes from creating a marketing ecosystem:
- Google Ads (high intent)
- Meta Ads (brand awareness)
- Direct Mail (3 drops per neighborhood)
- Door Hangers & Yard Signs (constant presence)
- Networking & Local Events
A lot of installation companies will try to market to their entire Metropolitan region (and beyond). This approach ends up straining themselves too thin, as they can't achieve the traction they want.
Instead, focus your spend on 2–3 key neighborhoods so you appear everywhere. Saturation wins.
💡 Pro Tip: The "Rule of 27"—consumers need to see your brand 27 times before buying. Plan accordingly.
Bonus strategy: Install 5 displays for free in visible locations with branded, lit-up signs. These act like mini-billboards and generate real ROI. Make sure your contact information and website are easily readable.
High-Performance Teams and Training
Crews are your revenue engine. Train them well, and incentivize performance:
- Daily Revenue Bonus (hit $3K–$6K/day)
- Attendance Bonus (for October and November)
- 5-Star Review Bonus
- On-Site Upsell Bonus (e.g., 5% of add-on sales)
Top techs can boost job sizes by $500–$1,000 just by offering trunk wraps, railings, canopy lighting, or extra strings.
💡 Pro Tip: Use September for training. Start reinstalls early to build crew confidence and vet new hires.
Don’t forget the importance of great tools—extension poles, elf tools, safety harnesses, and pitch hoppers save time and reduce risk.
Tools, Tech, and Incentives That Drive Profit
Want to scale efficiently? Systematize everything:
- Use a solid CRM (Jobber, ServiceTitan, CompanyCam etc.)
- Build estimate templates with visuals
- Use BSL's lit-up sample kit for wow factor
- Track KPIs: Average job size, conversion rate, revenue per crew per day
💡Pro Tip: A two-person crew doing $6,000/day = $120K/month. Multiply that across multiple trucks.
Use tech and incentives to reduce friction, close more deals, and keep morale high.
Peak Season Execution
Once November hits, it’s game time. Your goal: run like a machine.
- All reinstalls done ✅
- Open schedule for new installs ✅
- Marketing running at full tilt ✅
- Crews trained, equipped, and motivated ✅
Don’t forget follow-up: send texts and emails with high-quality photos. Ask for reviews. Stay top-of-mind.
💡 Pro Tip: Revisit Halloween installs! Some clients will pay extra to light up their homes in orange/purple before switching to Christmas colors.
And finally—keep it simple. The most successful $1M+ installers don’t offer 100 product lines. They focus on a few core SKUs (C9 Bulbs, G30 Bulbs, 5mm Mini Lights, garlands) and master the sales process.
Ready to chase the million?
Big Star Lights has your back with top-tier products, photo assets, training resources, and even coaching partnerships to help you scale. Ask us about the Holiday Lights Academy sponsorship when you hit $25K in purchases—and get one-on-one help to reach your goals.
Make sure to book a quick meeting with one of Big Star Lights' product experts. We can help answer any particular questions you have about growing your business to the $1M mark and beyond!
Let’s go make this your biggest season yet.