Schillers Camera · Staff Training

Westcott L120-B.

120W

Bi-color COB LED

2700–6500K

Color temp range

CRI 98

Color accuracy

23,900 lux

Output @ 1m w/ reflector

$519.90

1-light backpack kit

01 · Pitch

20-second pitch

The L120-B is a continuous 120W bi-color COB LED light — a fundamentally different tool from the FJ-series flashes in this lineup. It's built for video and content creation, not for freezing motion or high-speed flash sync, and Westcott positions it entirely separately under its "Pro Constant Lighting" L Series. Lead with that distinction: recommend this when a customer needs continuous output for video or live color/shadow preview, and an FJ-series light when they need flash power for stills.

Who is the customer?

YouTubers and content creators needing interview or talking-head lighting Product videographers who need to see color and shadow live rather than guess from a flash Hybrid photo/video shooters who want to see lighting in real time for stills too Customers who might mistakenly compare this to an FJ-series flash — clarify the distinction early Buyers wanting a bundled softbox kit rather than piecing together accessories separately

02 · Specs

Five L120-B specs to memorize

120W bi-color COB LED, continuously adjustable from 2700K to 6500K, with CRI up to 98 and TLCI up to 99 — excellent color accuracy for video work.
23,900 lux at 1 meter with the included 45° reflector (about 2,530 lux at 3m, 896 lux at 5m); 8,520–10,450 bare-bulb lumens without the reflector.
Dimming from 1–100%, flicker-free up to 4,000 fps — important for slow-motion video work. Controlled via rear dials and an LCD screen, or the free Westcott StudioLink app over Bluetooth (roughly 100 ft range). No DMX control.
Powered by AC (110–240V, included adapter) or a 14.4/14.8V D-Tap battery — note the battery and cable are sold separately, not included in the box.
2.6 lb (1.2 kg) head only; Bowens S-Type mount with a 360° rotating bracket. Included accessories: 45° reflector, protective COB cover, AC adapter, and a travel/backpack case. The 1-Light Backpack Kit additionally bundles a 26-inch Rapid Box Switch Octa-S softbox.

03 · Signature feature

The feature that sells it: see it before you shoot it

Unlike a flash, the L120-B's output is continuous — a customer sees the exact color temperature, brightness, and shadow shape live, before recording a single frame. That's essential for video and genuinely useful for stills shooters who want to fine-tune lighting by eye rather than trial-and-error flash pops.

What to say on the sales floor

Clarify early that this is not a flash and isn't meant to freeze motion or compete with the FJ-series on power-per-dollar for stills. Mention that the D-Tap battery is sold separately and there's no DMX control, in case the customer's workflow depends on either.

04 · Video

Video: live color and dimming control

A demo video should show the color temperature sliding from warm (2700K) to cool (6500K) live on a subject's face, then the dimming range from 1% to 100%, and ideally a slow-motion clip proving the flicker-free performance at high frame rates.

Practical starting settings

For the demo unit: set up on a subject or mannequin, dial through the full color-temperature range while narrating, then demonstrate the StudioLink app adjusting brightness wirelessly from a phone.

05 · Discovery & demo

Ten discovery questions

Are you shooting primarily video/content, or stills, or a mix of both?
Do you need to see your lighting live, or are you comfortable metering for a flash?
Do you need flicker-free performance for slow-motion footage?
Would you use the Westcott StudioLink app, or do you prefer physical dial control?
Do you need DMX control for integration with other studio lighting? (This doesn't offer it.)
Would you want the D-Tap battery for portable/location use, or is AC power always available to you?
Are you comparing this to a Godox SL200II Bi or an Aputure amaran light?
Do you already own Bowens S-mount modifiers, or would you need new ones?
Would the 1-Light Backpack Kit with the included softbox make sense, or do you already have modifiers?
What's frustrating about your current continuous lighting setup, if you have one?

Five-minute sales-floor demo

Dial the color temperature live on a subject. Slide from 2700K to 6500K and let the customer watch it change in real time.This live-preview capability is the single clearest differentiator from a flash.
Show the full dimming range. Adjust from 1% to 100% brightness smoothly.Demonstrates fine control useful for both video exposure and subtle stills fill light.
Open the StudioLink app and adjust wirelessly. Change brightness or color temperature from a phone via Bluetooth.A modern convenience many customers will specifically ask about.
Clarify this isn't a flash replacement. State plainly that it won't freeze motion or match FJ-series power-per-dollar for stills.Prevents a customer from buying the wrong tool for a stills-freezing use case.
Mention the D-Tap battery is sold separately. Point out the accessory is needed for cordless/location use and isn't included.Avoids a customer being surprised at checkout that battery power requires an extra purchase.

06 · Objections

Common objections and answers

"Is this better than an FJ-series flash?"

They're not competitors — this is continuous light for video and live preview; the FJ-series is flash for freezing motion and maximum power-per-dollar in stills. Many creators own both for different jobs.

"How does the brightness compare to a Godox or Aputure LED?"

Some competing lights (like the Godox SL200II Bi or Aputure amaran 200x) are higher-wattage and put out more raw lux, but that's an unequal comparison by watt — compare output per watt, and note the L120-B's CRI/TLCI ratings are competitive or better.

"Does it support DMX for my existing studio setup?"

No — control is limited to the rear dials/LCD or the Bluetooth StudioLink app. If DMX integration is a hard requirement, this isn't the right light.

"Is the battery included?"

No — the D-Tap battery and cable are sold separately. Out of the box, this runs on AC power.

"Is 120W enough output for my space?"

For most interview, talking-head, and product video setups, yes — especially with the included 45° reflector's 23,900 lux at 1 meter. For larger spaces or overpowering bright ambient light, a higher-wattage light may serve better.

07 · Compare

Competitive positioning

Light	Output	CRI	Price	Where it loses to the L120-B
Godox SL200II Bi	200W, ~39,200 lux @1m w/ reflector	CRI 96 / TLCI 97	~$672 AUD	More raw output at 200W, but that's a real wattage gap — compare by watt, not just lux, before calling the L120-B "brighter" or "dimmer."
Aputure amaran 200x	200W, 4,650–6,700 lux @1m	CRI ≥95 / TLCI ≥95	Confirm current price	Another higher-wattage rival with CRI close to the L120-B's 98 — confirm current pricing before quoting.
Westcott FJ250 (flash)	250Ws (flash, not continuous)	N/A — not a continuous light	$399.90	Not a real substitute — recommend this only if the customer actually needs flash/motion-freeze power rather than continuous output for video.
Westcott L60-B	60W bi-color COB (smaller sibling)	High-90s range (not independently verified here)	Confirm current price	More travel-friendly and lighter, but meaningfully less output than the L120-B for bigger rooms or overpowering ambient light.

08 · Close

Close the conversation

Closing question: "Since you're shooting video/content rather than stills, does having live color and brightness control — instead of guessing with a flash — solve the biggest frustration with your current setup?"

Lead with the continuous-vs-flash distinction before anything else — it's the most common point of confusion and the single most important thing a customer needs to understand before buying.