Depending on the brand of the products; on your plans - one shot selling or develop a business; which market you want to approach - a mature one or in development; what specification level are your products. I know and experienced those:
- Selling online is possible successfully, only with renowned brands. When I was working for Philips, there were cases I did not meet the client even. They check catalog, send me inquiry, send me order, get the product. Known brands keep their promises, keep after sales network, avoid bad cases with their products, etc. Thus, people feel safe to buy. But of course, all those are with a price.
- Unbranded, or low cost product can be sold, may be once. The matters of after sales, guarantee, sampling, modifications, etc. lead to cost increase and additional time spending.
- Similar thoughts I have for industrial lighting fitting. One has to check the existing situation, to consider retrofit or completely new. What kind of industry is it, etc..So, need a designer and design. Then sampling, modification, and so on and so forth.
So, my believe is - either well known brand or personally meeting the client and negotiate.
all the best
Val