You're starting your first season, your phone is ringing, and you've landed your first few clients. But now the big question hits: Should you lease the lights to your clients or sell them outright?
This isn't just a billing choice. It's a foundational decision that shapes your cash flow, client relationships, and how scalable your business becomes.
This blog editorializes the key points from Big Star Lights' recent Strategy Session webinar, tailored to first-time pro installers navigating the lease vs. sell decision.
Table of Contents
- Leasing: Control the Gear, Lock in Recurring Revenue
- Selling: Upfront Profit, Client-Owned Simplicity
- What Drives Customer Behavior?
- Pros and Cons at a Glance
- Real-Life Models: What New Installers Are Doing
- The Hybrid Route: Blend for Flex and Growth
- Wrap-Up: Choose the Right Model for Longevity
- Frequently Asked Questions
- Summary
Leasing: Control the Gear, Lock in Recurring Revenue
When you lease lights, your business retains ownership of the product. Clients pay for the service—install, takedown, storage, and use of the lights—without ever owning them.
Advantages of Leasing:
- Recurring annual revenue
- Greater customer retention (you control the gear)
- Easier upsells and refreshes
- Higher long-term ROI per install
“With leasing, you're not just selling a season—you're building a service.” - Daniel Cowan
💡 Pro Tip: Pair leasing with storage services to create a full turnkey package that boosts your value (and rates).
Selling: Upfront Profit, Client-Owned Simplicity
Selling lights to clients means they own the gear. You're responsible only for installation and possibly maintenance.
Perks of Selling:
- Immediate cash flow from product markup
- Fewer off-season responsibilities (no storage)
- Less risk of damaged inventory
Some Drawbacks Include:
- Less client stickiness (they can shop around)
- No recurring product revenue
- You may be installing old or mismatched sets in future years
"Selling makes sense for high-end residential clients who want full control and are willing to invest up front." - Daniel Cowan
💡 Pro Tip: Offer a premium upsell package with Big Star Lights’ durable, long-lasting gear. Let clients own something worth owning.
What Drives Customer Behavior?
Understanding your clients is the real magic. Are they value shoppers, high-end perfectionists, or somewhere in between? First-time installers often overlook how these mindsets affect the business model.
Value-driven families often love leasing. It feels like a low-commitment, high-reward experience. They want sparkle, not stress. And when you bundle everything—install, takedown, storage—into one neat package, you're not just offering a service. You're offering peace of mind.
Luxury homeowners, on the other hand, might insist on ownership. They see it as a long-term investment, something they want complete control over. For these clients, customization is key. They want bulbs that match their architecture, schedules that align with their events, and the feeling of permanence.
Then there's the commercial client or HOA, where leasing often wins. These accounts need consistency, simplicity, and reliability. You retain control, which makes it easier to manage large-scale, repeat installs without surprises.
What they all have in common? They want to trust you. And whichever model helps you deliver trust, consistently and clearly, is the one that will grow your business.
Pros and Cons at a Glance
| Factor | Rent/Lease Model | Sell/Buy Model |
| Revenue Model | Steady annual recurring revenue ✅ | High up-front revenue ✅ |
| Customer Retention | High ✅ | High - include free storage ✅ |
| Upsell Opportunity | High ✅ | High, especially after first year ✅ |
| Initial Costs | High - leasing lights for a lower profit in first year ❌ | Low - selling lights for a high profit (especially for commercial) ✅ |
| Ongoing Costs | Maintenance, repair ❌ | Only for first 2-5 years depending on your warranty ✅ |
| Storage | You must provide storage ❌ | Customer may be responsible for storage (but we still recommend you store) ✅ |
| Risk of Loss or Damage | Business assumes risk ❌ | Customer assumes risk ✅ |
| Scalability | High ✅ | Higher for commercial ✅ |
| The Look | Mixing vintages of lights may look bad if you move product across different properties ❌ | Lights stay together on property ✅ |
| Geography | Typical model in United States |
Typical model in Canada |
Real-Life Models: What New Installers Are Doing
- Side Hustlers: Lease lights to keep costs low and clients coming back year after year.
- Eager Starters: Sell to build fast capital and reduce off-season commitments.
- Smart Starters: Blend models based on each client's needs and your available gear.
The Hybrid Route: Blend for Flex and Growth
Many successful pros blend models. For first-time installers, we recommend picking one model over another. Selling vs. leasing require two very different types of customer positioning, so you want to really dial in on your messaging if you want to appeal to your customers' emotions. Quoting is an extremely difficult skill (the number one skill you need to close large jobs), so it makes sense to dedicate your focus to one model so that you can become an expert in it.
If you're a seasoned veteran, you can experiment with mixing Rent and Buy models so that you can appeal to different customer segments. Here's how:
- Lease to clients in dense neighborhoods where you can install multiple homes quickly
- Sell to individual, one-off homes where the client prefers ownership
- Use early profits to reinvest in leasable gear for next season
Big Star Lights makes both models easier with:
- Commercial-grade durability for leased stock
- Eye-catching, premium styles that sell themselves
- Warranty-backed reliability that supports both models
💡 Pro Tip: Canadian customers prefer the Buy/Sell model while US customers prefer the Rent/Lease model.
Wrap-Up: Choose the Right Model for Longevity
There's no one-size-fits-all solution. The right choice depends on your current resources, your clients, and how you want to grow.
But whether you lease, sell, or do both, Big Star Lights empowers new pros to:
- Deliver consistent quality
- Reduce product headaches
- Strengthen your brand reputation
👉 Browse our full product line to find lights that impress in any business model.
Frequently Asked Questions
Q: Is leasing only for big companies? A: Not at all. Even solo installers lease to boost margins and keep clients coming back.
Q: Can I sell and lease different products? A: Absolutely. Many installers lease staples (mini lights, C9s) and sell specialty items like patio bulbs or decor.
Q: How do I price leasing packages? A: Factor in install/takedown labor, product depreciation, storage, and your desired profit margin. Start simple and iterate.
Summary
- Leasing builds client retention and long-term revenue.
- Selling delivers immediate profits and offloads gear responsibilities.
- Hybrid models let you customize to each client and job.
- Offering storage for lights during the off-season is a must for both revenue models.
- Big Star Lights supports either path with reliable, installer-loved gear.
Choose the model that fuels your launch—and let Big Star Lights light the way.