How to use this card. Print A4, laminate, keep in the back of your production folder or pinned next to your desk. Six phrases is enough — they cover 80% of the conversations you'll have with an LD or hire supplier. Practice each out loud once before your next meeting. They land best when they're said calmly, mid-sentence, not at the end like a punchline.
The six phrases
USE WHEN · the quote has too many movers
"Could we substitute a conventional + gel for one of the movers? Same beat, lower cost."
Why this works: it shows you know movers are 3-5× the cost of conventionals + that "same beat" is a design idea, not a cost-cutting line. The LD now needs to defend the mover or accept the substitution.
What you're likely to hear back"It's possible for cues X and Y but not Z because the move is mid-cue." Accept that response — it's accurate. Then ask "what about X and Y only?" Net saving: usually A$80-150/day × number of show days.
USE WHEN · you want to test the bar height + masking
"What's the trim on LX2? I want to make sure the masking lines work."
Why this works: signals you know LX2 is the mid-stage bar + that "trim" means height + that masking interacts with bar height. The LD now knows you've read a plot before. Often unlocks an honest "actually we're flying LX2 at 7m which is tight for the upstage drop — can we move it to 7.5m?" conversation.
What you're likely to hear back"LX2 is in trim at 7m." Then you can follow with "and the masking border?" Net effect: no money, but you've established credibility for the rest of the conversation.
USE WHEN · the quote has a soft "compliance documentation" line
"Is the compliance documentation line itemised? I'd like to see the SWMS as part of the quote."
Why this works: SWMS is the magic acronym (Safe Work Method Statement — Tier 1A Module 4). When you say it, the supplier knows you can read it. Soft compliance lines almost always drop from A$1,400 to A$200-400 once itemised.
What you're likely to hear back"That covers the SWMS, the test-and-tag certs, the EWP logbook, and the risk assessment." Reply: "We have a current SWMS template — can you supply the production-specific risk assessment + EWP logbook only? Drop the SWMS double-up."
USE WHEN · the plot looks too dense for the venue
"You've got 84 fixtures on the plot — could we run a stripped-down 60-fixture version for the matinee?"
Why this works: it asks for a design alternative without asking the LD to drop their headline rig. It frames the cut as "matinee version" rather than "the new version". Often the LD will say "let's run the same rig for matinee too" and the conversation moves to "can we use a 60-fixture plan for the whole run?"
What you're likely to hear back"We could probably get away with 65 — keeping the keys + losing some specials." Counter: "Let's run 65 then." Net saving: 19 fixtures × A$45/day × 8 days = A$6,840.
USE WHEN · the school has a previous-year rig you could reuse
"What's your console preference, and is the school's existing patch reusable from last year's plot?"
Why this works: signals you've understood that patches are recoverable + that the school has existing infrastructure. Often the LD will say "ETC Ion + I can lift last year's patch as a starting point" — saving 2-3 hours of patch time + A$150-250 from the focus quote.
What you're likely to hear back"Yes — we ran ETC Ion last year. I can pull the patch file." Net effect: faster bump-in + saved focus hours.
USE WHEN · you've negotiated a rig cut + want focus hours to follow
"If we trim the rig to 36 fixtures, what's the focus hours impact?"
Why this works: locks in the corresponding focus-hour reduction at the moment you cut the rig. Otherwise the supplier keeps the original 4-hour focus quote even though there's less to focus.
What you're likely to hear back"We could probably do 2.5-3 hours instead of 4." Net saving: 1-1.5 hours × 2 operators × A$60/hr = A$120-180.
"When the LD says X, what they mean is Y"
When the LD says...
What they mean
How to respond
"We've got a DMX issue, give us 30 minutes."
The control signal is broken; nothing in the rig is responding.
"OK. Coffee break for the cast. Let me know when you need me." Don't ask questions until they ask you for something.
"Channel 47 is dark."
One fixture (or group on that channel) is not lighting.
"Is it a key or a wash?" — that single question signals you know enough not to be flim-flammed.
"I need 20 minutes to re-patch."
I'm rebuilding the channel-to-fixture map. Don't talk to me.
Don't talk. Re-patching is brain-on work. 20 min is honest.
"We've lost dimmer rack 3."
Up to 24 channels are dark at once. Real problem.
"Is it the rack itself, a breaker, or upstream power?" — establishes scope.
"That fixture is in the wrong colour."
The gel needs swapping. 5 min job per fixture.
"Have I got 5 min for tea?" Nothing more.
"Eight conventionals on LX1, four movers on the bridge."
Eight cheap fixtures + four expensive ones in a specific layout.
If quote is high: "Could the bridge movers come down to two? What's lost?"
"We've got 4 hours of focus tomorrow."
Aiming each fixture as per plot. 4 hours for 60-unit rig is fair.
If 6+ hours: "Is that for a moving-light show or conventional? Can we trim?"
"The plot has 84 fixtures."
The design calls for 84 lights.
"Do we need 84 or could 60 deliver 90% of the effect?"
"LX1 in trim."
Bar 1 is at correct height.
Status update — no response needed.
"Standby cue 22, GO cue 21."
SM is calling cues. Operator just executed cue 21; cue 22 is incoming.
Not for you. Stay silent.
"We'll need 90 min pre-show for checks."
Verify every channel + cue before audience arrives.
60-90 min is standard. Don't push back.
"Strike Sunday at 10."
De-rig starts Sunday morning.
"Strike usually takes 50-60% of bump-in time — does that fit your crew?"