At Acuity, your growth is our goal. Let’s work together to uncover hidden business opportunities in your existing customer base:
■ Many systems installed 5–8 years ago have 20 – 30% lumen depreciation
■ LED drivers may be approaching end-of-life at 50K – 60K hours
■ Facility owners may be unaware of declining light quality
Help your clients be prepared
■ We’ll help you review your past projects to identify retrofit candidates
■ Provide modern solutions and controls for better performance and savings
■ You bring the relationship — we bring the tools, insight, and product
Ready to uncover new opportunities?
Reach out to George Mcintyre at Acuity to explore how we can grow your business together. CONTACT
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SHIRLEY COYLE
Shirley Coyle has worked in the North American commercial lighting industry for several decades, holding various leadership roles. A Past President of the Illuminating Engineering Society (IES), Shirley is very active in the lighting community, including participation on lighting standards development.
Editor and Publisher
Randy Reid
Assistant Editor
Parker Allen
VP, Associate Publisher, Advertising Cliff Smith 917.705.3439
Art Direction Seraphine Morris
CONTRIBUTORS
GEORGE MCINTYRE
George McIntyre is a Regional Renovation Manager with Acuity Brands Lighting and Controls. His 30 year career includes experience in the lighting, electrical, and mechanical industries specializing in new technologies. George holds a BS degree in Mathematics from NIU and an MBA from Indiana University’s Kelley School of Business.
Lighting Management & Maintenance (LM&M) publishes information for the benefit of its members and readers. The sponsor (NALMCO), publisher and editor of LM&M cannot be held liable for changes, revision or inaccuracies contained in the material published. For detailed information on the products, programs, services or policies covered, it is recommended readers contact the appropriate person, company agency of industry group.
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NCG Cinema Peachtree City
Photo courtesy of Tivoli
BOARD OF DIRECTORS
Breakthrough OPTI-SELECT technology lets you change light distribution quickly and easily, with the turn of a switch or twist of the wrist. No lens or reflector swap, no need to open the luminaire or lamp.
Whether you’re installing area lights, bollards, track lights, wall cylinders, floodlights or PAR38s, you can dial up exactly the right distribution and aiming that each lighting job requires. You’ll not only save time; you’ll also maximize the life of your luminaire or lamp by making sure that moisture never has a chance to get in.
President's MESSAGE
Dear
members and industry colleagues,
ERIK J. ENNEN CLMC, CLA, CLCP, CSLC, CLEP, C-GUVMP
As we continue to advance in a world that demands both innovation and sustainability, the lighting industry finds itself at a pivotal moment. Lighting is more than just function. It's about enhancing environments, ensuring safety, promoting wellness, and contributing to energy efficiency. At the heart of all of this lies one core commitment: quality.
At NALMCO, we believe that quality lighting is a standard that should never be compromised. It is our responsibility to ensure that the products, systems, and services we support are not only high-performing but also designed for long-term value. From efficient design to responsible implementation, quality lighting leads to healthier spaces, better productivity, and lower environmental impact.
Equally important is the ongoing maintenance of lighting systems. Even the most advanced technologies require proper care to perform at their best. We continue to promote best practices in maintenance, ensuring that systems remain reliable, efficient, and safe for years to come.
Finally, education remains a cornerstone of our mission. As the lighting landscape evolves with new technologies, smart systems, and sustainability goals, ongoing learning is essential. Whether it’s through technical training, industry certifications, or knowledge-sharing events, we are committed to empowering professionals at every level with the tools and insights they need to succeed.
Let’s continue to champion lighting that is intelligent, enduring, and beneficial to all that we do. Thank you for being part of this journey and making NALMCO what it is today!
From the EDITOR
As we head toward the midpoint of the year, the lighting industry stands at an important intersection, where aging infrastructure, evolving technologies, and shifting trade policies all converge.
Contractors are no longer just installers. They’re advisors, integrators, and educators
In this issue, we tackle the rise of LED-to-LED retrofits, a growing opportunity as first-gen systems from the past decade begin to show their age. George McIntyre of Acuity lays out actionable guidance for contractors ready to revisit old jobsites and add new value.
We also highlight stories of leadership and growth. Laura Sanchez, owner of ESCO, Retrofitters Direct, shares her journey of growing a successful, woman-owned business rooted in integrity and client service. Daniel Guajardo, a recent Texas A&M grad, walks us through his hands-on training with Sonepar's STEP program and Lighting Academy—proof that the next generation of lighting pros is already making waves.
In the field, Superior Lighting’s intelligent retrofit at Millard North High School showcases the transformative power of controls and thoughtful design, while NCG Cinema’s lighting upgrade reminds us that visual experience still matters.
While attending LightFair earlier this month, I was struck by how many conversations centered around the ripple effects of tariffs. Pricing volatility, procurement delays, and shifting sourcing strategies are putting pressure on contractors across the country. It’s a reminder that the supply chain remains a moving target, and strong relationships matter more than ever.
And in case you missed it, our Spring Seminar recap distills a wealth of insights, from navigating the aforementioned tariffs to smarter controls, photometric planning, and the growing potential of circadian lighting.
This fall, we hope to continue the conversation in Des Moines at NALMCO’s 72nd Annual Convention. Until then, enjoy this issue, and thank you for all you do to keep the industry moving forward. ■
FROM THE EDITOR
INTELLIGENT RETROFIT BRINGS
BRIGHTER DAYS
to Millard North High School
When Millard North High School in Omaha, Nebraska, began Phase 4 of its building-wide modernization, its goals were clear. The school sought to enhance energy efficiency, improve lighting aesthetics, and implement user-friendly control systems. Tasked with delivering this transformation was Superior Lighting, a division of Stones River Electric
A SYSTEM-WIDE LED AND CONTROLS OVERHAUL
Superior Lighting executed a comprehensive retrofit that included replacing over 1,000 existing light fixtures throughout classrooms, hallways, and the natatorium. The team installed:
607 Lithonia 2x4 LED troffers with integrated nLight controls
• 289 strip & vapor-tite fixtures upgraded to LED
• 50 LED can retrofits
The result was a high-performance lighting system that not only looks better but dramatically reduces energy use while maintaining excellent color rendering and lumen-per-watt output.
NLIGHT CONTROLS FOR A SMARTER CAMPUS
The lighting system’s backbone is a fully networked Acuity nLight controls infrastructure. Superior Lighting installed over 600 fixtures with embedded controls, 53 low-voltage power packs, 91 Cat6 switches, and 183 ceiling-mounted
By Parker Allen
Images courtesy of Stones River Electric
occupancy sensors. In each classroom, dual-switch control panels allow users to toggle lighting levels or activate preset scenes like “projector mode.”
All devices are connected via more than 30,000 feet of plenum-rated Cat6e cabling, routed through ceiling bridges and terminating at two new nLight ECLYPSE™ control modules. These integrate with six existing controllers, creating a schoolwide online lighting system that is configurable, monitorable, and future-proof.
ENGINEERING EXCELLENCE IN THE NATATORIUM
One of the most technically demanding elements of the project was the natatorium retrofit. Superior Lighting removed 30 outdated 400W metal halide box fixtures and 14 indirect fixtures, replacing them with 280 linear feet of LumenWerx Via 4 Seal direct/ indirect LED fixtures. All fixtures were integrated into the nLight network via six dedicated power packs and dimming lines.
The sloped ceiling presented a unique challenge. Because the ceiling varied in height by more than a foot across its width, mounting stems had to be factory-cut to exact lengths. Precision layout and
measurement were critical to ensure a clean, level installation. Additionally, all natatorium lighting circuits were upgraded using PVC-wrapped aluminum conduit to ensure long-term performance in the humid, corrosive environment.
LIGHTING THE WAY FORWARD
This $740,000 project reflects what’s possible when intelligent design meets executional excellence. The benefits are measurable:
• Energy Efficiency: Thousands of watts in energy savings through LED and smart controls
• Enhanced Visual Comfort: Higher-quality illumination for learning and safety
• System Integration: A unified online system provides total visibility and control
• Future-Ready Infrastructure: Robust electrical upgrades, especially in demanding environments like the pool
With this project, Superior Lighting has demonstrated how innovative, intelligent solutions can create safer and more inspiring spaces for education, combining the best of energy efficiency with lighting quality. ■
THE MAGIC OF THE CINEMA
NCG Cinema’s Lighting Upgrade Aims To Wow Audiences
By Parker Allen
The COVID-19 pandemic brought lasting changes to many industries. Some, like online delivery services, thrived while others faced major setbacks. The movie theater industry struggled as viewing habits shifted toward athome entertainment. Compounding the challenge has been the rapid rise of streaming services, which continue to compete with traditional cinemas.
Although moviegoers have slowly started returning, theater attendance has not fully rebounded. According to Advan, a research firm that tracks foot traffic data across multiple sectors, movie attendance in January 2024 was still down 33% compared to 2019.1 The habit of enjoying movies from the comfort of home has proven hard to break.
In response, theater operators are investing in ways to highlight the advantages of the in-person cinema experience, such as:
• Unmatched picture and sound
quality via high-performance AV systems and immersive visuals
The collective energy of a shared audience experience, enhanced by the absence of distractions
Previews that build excitement for upcoming films
Opportunities for socializing and spending time with friends or loved ones
Jeremy Curtis, Executive Officer of Customer Experience & Technology at NCG Cinemas, is one of many in the industry working to capitalize on these strengths—and to go further by delivering what he calls a true “wow factor.”
The NCG Cinema in Peachtree City, in the southern metro Atlanta area, opened in 2011 and features both digital and 3D theaters. As part of a broader renovation effort, the theater recently underwent a lighting transformation designed to elevate the overall moviegoing experience.
LIGHTS, CAMERA, ACTION!
Curtis recognized that creating a memorable
experience had to begin the moment guests entered the auditorium—not just when the movie began. The vision for the renovation included a modern lighting system that could deliver that memorable experience that guests seek.
“We wanted the lighting system to help tie the overall presentation of this new auditorium together by providing subtle, but dynamic, lighting,” said Curtis. “The lighting needed to create a ‘wow-factor’ for our patrons as they entered the auditorium to signal that they were about to experience something special.”
Before the upgrade, the theater used can lights and 2x4 fluorescent troffers (see page 19), fixtures that Curtis felt were outdated and didn’t reflect the premium atmosphere he envisioned. His team set out to find a lighting solution that combined sleek, contemporary design with advanced functionality.
LIGHTING A PATH FORWARD
The new lighting system includes linear LED fixtures – Tivoli’s Tivobar – mounted directly into the ceiling grid, replacing the existing cross tees with an integrated, multi-level lighting setup that
delivers clean, uniform illumination throughout the space. These fixtures are offered in multiple color temperatures (3000K to 4500K), provide an 80+ CRI, and work with intelligent building controls to meet modern energy-efficiency standards. They are also rated for 50,000 hours of performance with dimming capabilities.
Flexible Trace linear fixtures were also installed to highlight architectural elements and create colorchanging effects. Designed for both straight and curved applications, these fixtures offer static, RGB, RGBW, tunable white, and pixel-chasing options, with consistent brightness and zero voltage drop for a smooth, uninterrupted glow.
To further enhance the IMAX auditorium, the theater added two additional lighting systems for functionality and visual impact. One is a low-profile aisle and stair lighting system with a tamperresistant housing and hidden directional lens. It provides discreet illumination in multiple color options and includes a stair-nosing feature with reflective edges for added safety.
The other is a floor-mounted LED row indicator system, which helps guide guests to reserved seating. With its edge-lit lettering and high-
contrast visuals, the system is easily readable without disrupting the theater’s ambiance. Custom fonts and alphanumeric configurations ensure compatibility with a variety of seating layouts.
“We were impressed with the quality and functionality of the lighting products, as well as the customer service and support we received from Tivoli throughout the project,” said Curtis.
The result? A dramatically improved environment that guests have noticed—and praised. One patron described the new IMAX auditorium as “the perfect atmosphere for a relaxing movie outing,” adding that it made for an exceptional experience and ensured future return visits.
By prioritizing the in-theater experience, NCG Cinema in Peachtree City is demonstrating that with the right enhancements, the magic of the movies is still very much alive. ■
The previous lighting didn’t provide the ‘wow factor’ that Curtis envisioned for the cinema experience.
Guidelines for Converting LED to LED
By George McIntyre Regional Sales at Acuity Brands
What Turnkey Lighting Contractors Need to Know
As turnkey lighting contractors know, the wave of LED upgrades that swept across commercial and industrial buildings over the past decade brought major improvements in energy efficiency and maintenance reduction. But many of those firstgeneration LED systems installed between 2015 and 2020 are now entering a phase of performance decline, introducing risk of impending issues for building owners/managers as the system may have low light levels, performance issues, or even failure. That creates a ripe opportunity for LED-to-LED retrofits.
These opportunities often go unnoticed by building owners and facility managers. After all, they were sold on the promise of “long-life” lighting. And while it’s true that LEDs last significantly longer than legacy technologies like fluorescent or HID, many early systems are now running at 70–80% of their original light output. Add in driver degradation, evolving code requirements, and the emergence of more efficient designs, and it becomes clear: a strategic second-generation retrofit is not just justified – it’s often essential and cannot be simply ignored.
So, how should contractors approach LED-to-LED conversions? Below are key guidelines to ensure you deliver value, preserve lighting quality, and position yourself as a trusted advisor.
UNDERSTAND THE LIFECYCLE OF LED SYSTEMS
While LED chips can last 100,000 hours or more,
most systems are limited by the driver life— typically around 50,000 to 60,000 hours (See Figure 3, LED driver life curve: When failure risk rises). For facilities operating two or more shifts, that threshold is often reached in 5–8 years. Even before full failure, driver degradation can lead to flicker, inconsistent dimming, or communication issues with controls.
Additionally, LED fixtures naturally depreciate in light output over time. Early systems may now have 20–30% less lumen output than when first installed. That means areas designed to meet minimum footcandle requirements may now be underlit, affecting safety, productivity, or compliance (Figure 1).
BE THOUGHTFUL - A ONE-TO-ONE SWAP MAY NOT BE THE BEST CHOICE
One of the most common mistakes in LED-to-LED retrofits is assuming a direct replacement will deliver the best result. It’s critical to reassess the actual needs of the space rather than replacing old fixtures with newer versions of the same.
Start by evaluating:
• Current light levels vs. original design intent. Initial light levels are not maintained light levels.
• Changes in space usage since the original install.
• Occupant complaints or feedback on visual comfort.
• Environmental Application. Is the light going where it should be? Is it too hot, wet, or caustic for the fixture type?
• Applicable code updates since the original project.
• Changing Corporate Goals. Energy or carbon emissions targets?
This evaluation may reveal that the space would benefit from adjusted output, better distribution, or even re-zoning of control systems.
FOCUS ON LIGHTING QUALITY
In the race for energy savings, lighting quality is sometimes an afterthought—but it shouldn't be. LED-to-LED retrofits present a unique opportunity to optimize both.
Key considerations include:
• Color rendering index (CRI): Does the lighting render colors accurately enough for the space’s tasks? Consider R9 values as well for applications involving rich colors or skin tones. This is especially critical for healthcare, retail and printing applications.
• Color temperature: Choose a temperature that supports the space’s mood and purpose. Warmer tones create comfort, while cooler tones enhance focus and alertness.
• Uniformity and glare control: Use lenses, optics, or new fixture types to reduce harsh shadows and prevent discomfort.
• Flicker: Low-flicker drivers and components should be prioritized, especially in office, retail, or health care settings.
Lighting quality directly affects occupant satisfaction, so make sure your design enhances the user experience as well as energy performance.
REASSESS CONTROLS AND INTEGRATION
Many first-generation LED systems were installed
without lighting controls, or with basic occupancy or time-based settings. Today’s control options are more advanced, user-friendly, and affordable – making it the perfect time to upgrade.
Consider:
• Occupancy and daylight sensors to improve efficiency
• Zoning and scheduling controls for tailored light usage
• Integration with building management systems (BMS) for optimized mechanical savings
• Wireless platforms to minimize disruption and streamline commissioning
• Advanced functionality with IoT systems – RTLS, wayfinding, process and resource optimization benefits can be multiples of the original energy savings.
Adding controls not only improves the return on investment, but also sets up the facility for future flexibility, especially as energy codes evolve (Figure 2, 2a).
EDUCATE BUILDING OWNERS
Many facility managers and building owners are unaware that their LED systems may no longer meet their needs or are approaching that time. They may assume that “LED means done.” It is imperative that they are aware that their system is aging, of what the risks/benefits of repair vs retrofit/replace are, and to have a plan for when they reach that time. It’s up to you, the turnkey lighting contractor, to educate them on the realities of system life, light depreciation, and the benefits of a second-generation upgrade (Figure 3).
Use light meter readings, performance benchmarks, and energy modeling to show:
• Where light levels have dropped
Where energy use could be further reduced
• How controls can deliver additional savings
• How new technology can align with sustainability or compliance goals
Helping your clients make informed decisions is one of the best ways to build trust—and earn repeat business.
USE THIS MOMENT AS A DIFFERENTIATOR
As LED-to-LED retrofits become more common, the most successful contractors will be those who treat them as strategic opportunities, not just routine replacements. By taking a holistic approach—one that balances lighting quality, energy efficiency, longterm maintenance, and user experience—you’ll stand out in a competitive market.
This isn’t just another job. It’s a chance to revisit old clients, demonstrate thought leadership, and deliver measurable value. The systems you upgraded five years ago were the beginning. Now, you can make them better, smarter, and more future-ready than ever.
FINAL THOUGHT
The LED revolution isn’t over—it’s evolving. As a turnkey lighting contractor, you have the opportunity to lead that evolution. Done right, LED-to-LED conversions can light the way to new business, deeper client relationships, and a reputation for doing more than just lighting the room— you’re lighting the way forward. ■
Figure 2. Maximizing ROI: New tech delivers more.
Figure 3. LED driver life curve: When failure risk rises.
Figure 2a. Benefits: Energy savings; market
WHAT'S NEW
NIGHT GUARD SERIES
The new Night Guard LED Flood Light Series from US LED offers more selectable options than ever before, allowing you to adjust the color temperature (CCT) and wattage to fit your environment. The integrated selectable photocell also provides dusk-to-dawn operation, helping you save even more energy. With multiple mounting accessories available, you can adapt placement for maximum effectiveness.
CMS SSA
The new CMS SSA Wireless Ceiling Mount Sensor from SensorSwitch is a smart, versatile solution for adding 0-10V dimming to existing luminaires. Ideal for both retrofits and new construction, it enables quick, app-free setup and reliable wireless control. The Passive Dual Technology detects both large and small motion for accurate occupancy sensing, reducing false offs.
EDGE
Edge from Liteline features a lightweight aluminum frame with Glare-Guard Technology, delivering up to 124 lumens per watt with a CRI of 80+. The fixture offers field-changeable color temperature and tunable white settings—as well as smooth 0–10V dimming. Designed for easy installation in T-bar ceilings, it operates reliably in temperatures ranging from -20°C to 40°.
RELAY PANEL RETROFIT ASSEMBLY
Avi-on’s Relay Panel Retrofit Assembly offers contractors a smart upgrade path for legacy relay panels. Prewired in UL-listed, 8-relay blocks, the retrofit kit snaps into place and connects with pre-terminated relay control and 0-10V dimming wires. Once installed, it transforms old relay panels into modern control systems, fully compatible with Avi-on’s wireless platform.
CSEN1-H COMBO SENSOR CONTROLLER
Synapse Wireless introduces the CSEN1-H Combo Sensor Controller, offering motion sensing, ambient light detection, and wireless fixture control in a single, compact unit. Ideal for high bays, site and area lighting, and parking garages, it supports both 0-10V and D4i drivers and includes a Zhaga Book 18 base with an optional knockout adapter for flexible installation. A built-in SNAP antenna extends wireless mesh communication up to 1,000 feet.
PROSITE STREETLIGHT
Engineered for harsh environments, the new ProSite Streetlight by Dialight delivers up to 30,000 lumens and 155 LPW in a rugged, compact design. Featuring Dialight’s proprietary optics in multiple optical patterns, it offers clear, near-daylight visibility ideal for roadways, perimeters, and parking lots. With an L70 of over 150,000 hours, the ProSite Streetlight is ideal for oil & gas, petrochemical, mining, and other heavy industrial applications.
HIGH PERFORMANCE EMERGENCY UNIT
PRO SERIES EMERGENCY LED TUBES
Halco’s EMG-HPEM Series delivers powerful illumination with up to 70 feet of spacing, making it ideal for higher mounting heights or remote capacity needs. This emergency unit, available in both wall and ceiling mount options, features fully aimable high-performance LED lamp heads, selftest/self-diagnostic capabilities, and 90 minutes of operation after power loss.
BATTERY ENERGY STORAGE SYSTEMS
Espen Technology’s new Battery Energy Storage Systems— HomeARK, CoreARK, and GridARK—offer scalable solutions for residential, commercial, and utility applications. Each system features advanced LiFePO4 battery chemistry, cloud-based monitoring, and built-in safety protections, with capacities ranging from 15 kW to 3.42 MWh. Designed for seamless grid integration, they support energy savings, demand response, and improved grid stability.
Aleddra’s new UL924-certified self-testing/selfdiagnostic PRO Series Emergency LED Tubes automate monthly and annual testing. A built-in indicator light shows test results immediately. Available in 2-ft and 4-ft lengths, the patented locking lamp holder secures the tube in place to prevent unauthorized removal yet can be unlocked with a standard electrician’s tool.
TUNABLE WARM SPECTRUM SERIES
The new Tunable Warm Spectrum Series from LEDVANCE is a series of outdoor fixtures with selectable CCTs (1800K, 2200K, 2700K) and fieldadjustable beam distributions using Opti-Select™ Technology. Designed to reduce skyglow and support dark-sky compliance, these high-CRI luminaires combine sustainability with performance, making them ideal for responsible outdoor lighting.
FROM TARIFFS TO TURNOUT
A Reality Check at LightFair
By Randy Reid
LightFair 2025, held 6–8 May in Las Vegas, was markedly subdued. The absence of Tier 1 manufacturers created a noticeable void on the show floor, and overall attendance was significantly lower than in previous years.
Traditionally, Las Vegas shows skew contractorheavy, while New York events draw the design crowd. This year, however, even that pattern didn’t hold. Outside of a handful of NALMCO members, very few contractors were visible.
Still, a few exhibitors reported a positive experience. Companies like PureEdge Lighting, QTL, and Edison Price Lighting shared encouraging feedback. But they were the exception, not the rule. Disappointment echoed through many booths.
TARIFFS DOMINATE THE CONVERSATION
At the time of the show, the U.S.–China tariff situation remained tense. Then, just days later on 12 May, the Trump administration announced a temporary reduction of tariffs on Chinese imports, from 145% down to 30%, effective 14 May. This dramatic shift
came as part of a 90-day trade truce, and while it eased some immediate pressure, it also introduced fresh uncertainty.
At LightFair, I spoke with Scott Doll, Director of Procurement for Stones River Electric, about how tariffs were already affecting procurement strategy. “Some manufacturers are taking advantage of the situation,” he noted, “by raising the cost of materials they had in stock long before the tariff increases.”
When I followed up with Scott after the lower 30% rate took effect, he offered a more nuanced view. “Right now, I’m seeing increases ranging from 17% to 35%. It’s far from stable,” he explained. Yet, relationships, he emphasized, make a difference. “If you have strong partnerships with your
manufacturers, some are willing to absorb the tariff costs entirely. One even told me he’s shifting production to countries with lower tariff exposure to help shield pricing.”
A GLOBAL PERSPECTIVE FROM INVENTRONICS
At the show, I also had the opportunity to speak with Nancy Huang, newly appointed CEO of Inventronics, which is widely recognized as the world’s largest manufacturer of LED drivers. With manufacturing operations across China, India, Vietnam, Mexico, Brazil, Bulgaria, and Italy, Inventronics is uniquely positioned to adapt to international trade fluctuations.
Nancy emphasized that Inventronics’ greatest strength in uncertain times is its flexibility. The company has intentionally built a global footprint that allows it to shift production across regions in response to tariffs or trade disruptions. This agility ensures they can continue supporting customers without significant delays.
DELAYS ON THE DESIGN SIDE
The impact of tariffs is not just financial—it’s logistical. Anne Kustner, President of AKLD Lighting Design, shared her experience with project slowdowns. “Pricing volatility has caused some clients to delay decisions,” she explained. “Several projects are now on hold as stakeholders wait for clarity.”
WHAT’S NEXT FOR LIGHTFAIR?
Separate from the tariff discussion, many attendees expressed concern – and ideas – about how to revitalize LightFair itself. With low turnout, no presence from the biggest players, and declining exhibitor satisfaction, the future of the show seems to hang in the balance. I've compiled suggestions from industry voices in a separate article, which you can read here
Scott summarized his feelings about the show. “LightFair was disappointing this year. None of the large manufacturers exhibited, and the Blackout feature wasn’t a hit. If it hadn’t been in Las Vegas, we probably wouldn’t have attended. We walked the entire floor in just three to four hours. As for the future, we’ll likely still go if it’s held in an appealing location, but we’ll scale back our presence.” ■
If you have ideas on how to improve LightFair, please send them to me at Editor@NALMCO.org, and we will forward to LightFair management. Constructive feedback can help shape the direction of the event in 2027 and beyond.
INVESTING IN THE FUTURE
LM&M Speaks with Daniel Guajardo of Crawford Electric Supply
Daniel Guajardo is an Emerging Profession (STEP) Associate at Crawford Electric Supply, a subsidiary of Sonepar. A Texas A&M graduate with a background in finance, Daniel shares with LM&M how he found his way into the world of electrical distribution, and how hands-on training and executive mentorship, as part of Sonepar’s Training and Emerging Professionals (STEP) Program and Sonepar’s Lighting Academy, are shaping his early career.
LM&M: Tell us a little bit about your background. How did you end up with Crawford Electric Supply?
Daniel: I am from Weslaco, Texas, located in the Rio Grande Valley. I went to school at Texas A&M University in College Station, Texas, where I got my Bachelor of Business Administration in Finance. I ended up at Crawford Electric Supply out of pure good fortune. I met a recruiter at a career fair while I was trying to practice my personal pitch for the big companies like JP Morgan, Goldman Sachs, and Vanguard.
I ended up enjoying my conversation with the recruiter, and she told me about the Sonepar Training and Emerging Professionals (STEP) program and all that it entailed – a year long rotational program that would teach me the basics and everything I
needed to know about electrical distribution.
The only thing was – I had no idea electrical distribution even existed. So there I went, researching everything I could to prepare me for my interview process. I then went on to have two phone interviews and an in-person interview with the executive leadership team in Houston, Texas, at their corporate office. I performed well in the interviews and greatly enjoyed talking with all the great people that were a part of that process.
The STEP program is a rotational one. Can you walk us through the roles you've rotated through so far?
The program is composed of five rotations known as “modules” followed by an optional sixth module. The
order in which we go through them are: Warehouse, Corporate Relations, Counter/Inside Sales, Quotes/ Project Management, and Marketing/Digital Solutions. The program concludes with the optional Outside Sales module.
Each module is designed to teach us from the ground up. We are tasked with recurring projects, presentations, shadowing, e-learnings, group calls with industry leaders, and much more.
What have been some of the most valuable lessons or skills you’ve gained during these rotations?
Throughout the program I have gotten the opportunity to travel to different branches in Crawford’s network, and I think the relationships I have built with different people at all the branches are priceless. Crawford is full of amazing people, from the warehouse to the executive team. Learning about them, their stories, and the work they do is something that I have the honor of carrying in my backpack of experiences for the rest of my career.
How does the STEP program support your professional growth outside of the day-to-day responsibilities (e.g., mentoring, leadership access)?
Every STEP associate is given a mentor on the executive team. I had the honor of being the mentee of Jenny Conway, the Vice President of Marketing for Crawford Electric Supply. Jenny challenged me and guided me through the program better than any other. Her mentorship shaped me into the professional I am at Crawford, and she deserves the upmost praise for her excellent work.
While in the program, I also had the opportunity to meet regularly with other leaders, such as Richard Landry (VP of Industrial Sales), Martin Martinez (VP of Sales), Mark Ganucheau (VP of Finance), and Mike Dumas (President). Everyone is very determined to aid the next generation, and they are willing to set aside their valuable time to share their experiences and learned lessons.
Not every fresh college graduate has the opportunity to freely speak to the executives of any company, let alone a $2 billion company!
You’re also participating in the Sonepar Lighting Academy. What kind of topics or skills are being emphasized in this training?
The Sonepar Lighting Academy, which is led by Bob Preston and Marc Hodges, allows associates in Sonepar to learn the basics of lighting. This ranges from lighting vocabulary to different types of fixtures and their applications, the benefits of different lighting warmth for attentiveness and relaxation, controls, and the savings that can be found by switching to LED. The course is designed to help
anyone, no matter their experience, understand the basics of lighting and the opportunities it holds.
You mentioned that the Academy opened your eyes to the opportunities within the lighting industry. Can you elaborate on that?
Throughout my life, I never looked at lighting as more than just bulbs and light switches…until I began the Sonepar Lighting Academy. I was introduced to the use of controls and lighting design. Lighting will continue to get more intricate and complex, and there’s so much value in knowing your way around lighting controls and design. Lighting is definitely going to be around as long as we are!
How has the lighting-specific training complemented your experience in the STEP program?
I was first introduced to the Sonepar Lighting Acadmey when Bob Preston gave my STEP cohort a one-day lighting master class that gave us a sneak peek of some concepts and ideas we’d learn during the Lighting Academy. I was intrigued and decided to join this year’s class.
Having exposure to the lighting side of our business is a great experience, especially this early in my career. I think it helps round me out and gives me some credibility, especially since I qualify to take NALMCO’s Certified Apprentice Lighting Technician (CALT) exam after the program and get a proper certification under my belt.
How would you describe the culture at Sonepar and how it supports learning and development?
When it comes to learning and development, I think Sonepar should be the goal that all companies aspire to. I have not only received opportunities to learn from the STEP program curriculum but also from those around the office, whether it's organized training or the ability to ask anybody a question about anything.
There are so many opportunities that are provided for self growth. One of my favorite aspects is that you can feel how everyone wants to help. There is no such thing as a “dumb” question, and I will always be helped or I will be directed to someone who will help me. ■
Editor Randy Reid speaks at a Sonepar training event in Nashville.
NEW CERTIFICATIONS
CERTIFIED APPRENTICE
LIGHTING TECHNICIAN™
Allen Electric
Michael Giordano, CALT
Colorado Lighting, Inc.
Zach Bray, CALT
Energy Management
Collaborative
Daniel Warzecka, CALT
Aaron Michael, CALT
Evolved Lighting & Energy
Dexter Kowalski, CALT
Nathan Bronder, CALT
Ricardo Thompson, CALT
Lighting Technologies Inc
Pat Delisle, CALT
Milwaukee Public Schools
Giles D. Patterson, CALT
Robert Stephenson, CALT
NC Sign and Lighting Service LLC
Antonez Funderburk, CALT
NLMS Inc.
Slater Medley, CALT
Alex Roman, CALT
Christian Junco, CALT
Corey Molett, CALT
Kaden Trujillo, CALT
Luis Rodriguez, CALT
Mike Biggar Sr., CALT
Ramon Flores, CALT
Pacific Energy Concepts (PEC)
Alec Watkins, CALT
US LED
Brittany Anderson, CALT
CERTIFIED SENIOR LIGHTING TECHNICIAN™
Colorado Lighting, Inc.
David Repnitskiy, CSLT
EPS Electric
Ethan Yalcin Erdinc, CSLT
McBride Lighting, Inc.
Logan Spinder, CSLT
Garrett Mohr, CSLT
Pacific Energy Concepts (PEC)
Giovanni Hernandez, CSLT
CERTIFIED LIGHTING CONTROLS PROFESSIONAL™
Coastal Controls
John Albanese, CLCP
Robert Bryant, CLCP
Michael Baker
Dennis Scarfo, CLCP
NexGen Lighting Solutions
Lindsay Silva, CLCP
Power Design, Inc.
Kaylee Joseph, CLCP
RAB Lighting
Margaret Koenig, CLCP
Rexel
David Stahr, CLCP
Salex Inc.
Rasha Atwe, CLCP
Ali Saleh, CLCP
CERTIFIED LIGHTING MANAGEMENT CONSULTANT® (CLMC®)
Brighter Solutions
Manuel Andrews, CALT, CLMC
Noble Electric Solutions
Jeff Engelmann, CS-GUVT, CLCP, CLMC
Pacific Energy Concepts (PEC)
Brittany Mason, CSLT, CLCP, CLMC
Sam Karpowicz, CSLT, CLMC
Pike Electrical Solutions
Rohan Pike, CLMC
NEW MEMBERS
at the A LOOK BACK Spring Seminar
U.S. Trade Policy: A Lighting Perspective
Tanya Hernandez of Acuity delivered the keynote address, entitled “U.S. Trade Policy: A Lighting Perspective,” offering a comprehensive overview of the evolving trade landscape and its implications for the lighting industry. Hernandez outlined the current administration’s “America First” policy agenda, which includes executive orders targeting domestic job creation, reshaping trade agreements, and tightening procurement rules under Build America, Buy America (BABA) and Buy American Act (BAA).
She highlighted how lighting products—especially luminaires and poles—are increasingly subject to domestic content requirements, with new thresholds and stricter enforcement accelerating under recent legislation and executive action.
Hernandez also unpacked the rapidly changing tariff environment. She urged contractors and manufacturers to stay informed, tighten documentation, anticipate regulatory shifts, and evaluate sourcing and pricing strategies accordingly. Her closing message: buckle up, collaborate, and prepare for a volatile yet opportunity-rich road ahead.
GENERAL MEMBER TOUR OF ACUITY BRANDS
NALMCO Gives Back
In the first iteration of this brand-new initiative to support the communities that support our events, NALMCO honored the Milwaukee Public Schools Youth Apprenticeship Program with a $5,000 check, thanks to generous contributions from NALMCO members and the Association.
Furthermore, NALMCO and Acuity are providing essential resources for the electrical track of
the Program. These resources include access to NALMCO’s Certified Apprentice Lighting Technician certification coursework and Acuity Academy training materials. Additionally, Acuity has donated LED lighting and lighting controls equipment, offering students handson learning during their in-school training and better preparing them for future on-the-job experiences.
Learning Labs
ACUITY BRANDS
Advanced Controls – Who’s Interested and How To Sell It, with Chris Ammon
Advanced lighting controls are a tool for solving broader operational challenges. Ammon showcased how embedded controls and real-time location systems (RTLS) can drive measurable ROI by enabling capabilities like asset tracking, indoor wayfinding, predictive maintenance, and heat mapping. Through engaging case studies in healthcare, industrial, retail, and airport settings, he illustrated how these technologies go beyond energy savings—streamlining logistics, improving safety, and generating data-driven business intelligence. His message to contractors: ask your customers what other problems they’re trying to solve—and show how lighting controls can be the answer.
AVI-ON LABS, INC. AND NORTHWEST EDISON
The Dark Side of Lighting Controls, with Eric Fournier and Sinjin Anterola
Offering a candid look at the common pitfalls and complexities that can derail lighting control projects, Fournier and Anterola highlighted how product limitations, inadequate audits, poor system design, and lack of stakeholder communication
often lead to underperformance. The duo stressed the importance of asking the right questions early, understanding system architecture and programming requirements, and educating both contractors and clients. Their core message: lighting controls can deliver great value—but only when designed, specified, and supported with realism and rigor.
LEDVANCE LIGHT POLE SYSTEMS
Exterior Lighting - Current LED Technology: Maintenance, Retrofit and ReLED, with Dan Magee
Magee examined strategies for improving outdoor lighting quality while balancing performance, compliance, and community impact, emphasizing the five principles of responsible outdoor lighting— usefulness, targeting, low levels, control, and color— and discussed the growing demand for warmer CCTs and dark-sky compliance. He also highlighted common pitfalls in exterior lighting retrofits, such as misapplied optics, over-lighting, and inadequate control sensor coverage. Magee urged attendees to consider BUG ratings, mounting height impacts, and the increasing importance of photometric design, especially as municipalities impose stricter standards on light trespass and color temperature.
Common Light Pole Order Mistakes, with Kurtis Magargee
Magargee detailed the most frequent oversights contractors make when specifying poles, ranging from mismeasured anchor bolt patterns and incorrect drilling layouts to overlooking wind speed zones and EPA (Effective Projected Area) ratings. He stressed the importance of understanding mounting height versus pole height, matching pole strength to wind loads, and preparing for delivery logistics. With a focus on field-ready knowledge, Magargee equipped attendees with the tools to avoid costly delays by ensuring every light pole order is fit for purpose.
LINMORE LED LSI INDUSTRIES
Using Lighting Systems as a Building Management Platform, with Wayne Callham
Today’s networked lighting controls can serve as powerful integration tools within broader building automation systems (BAS). Callham explored how lighting infrastructure can gather building data, trigger other systems like HVAC or air quality, and support energy measurement, verification, and rebate validation. He stressed the importance of design intent, coordination across trades, and documentation like sequence of operations (SOO). The session emphasized that lighting controls, when thoughtfully integrated, can drive cost savings, operational efficiency, and help facilities achieve netzero goals.
The Need for Photometrics, with Sarah Fox
Photometric layouts play a critical role in ensuring lighting designs meet safety, performance, and code compliance standards. Fox walked attendees through the fundamentals of IES files, calculation software, and the importance of accurate site data like mounting height, task levels, and reflectance values. She shared case studies showing the stark contrast between trial-and-error installs and properly planned designs, driving home the value of photometric analysis in both indoor and outdoor applications. Her key takeaway: An ounce of photometric planning is worth a pound of rework.
LUTRON SNAPCOUNT
Demystifying
Fluorescent
Retrofits:
Helping Clients Upgrade Fluorescent Lighting While Preserving Existing Fixtures, with Grace Wirtz
Wirtz outlined the pros and cons of Type A, B, and C retrofit kits, emphasizing Type C as the most flexible and future-proof option, especially when preserving existing fixtures and maintaining control system compatibility. She also encouraged attendees to proactively engage clients on topics like emergency lighting, phased upgrades, existing inventory, and maximizing rebates with wireless controls. The core message: thoughtful planning and open communication can transform a retrofit challenge into a long-term lighting strategy.
Is the LED Market Becoming Saturated? Key Data-Driven Insights and Ways To Prepare, with Jeff Seifert
Seifert examined whether the commercial LED retrofit boom is plateauing and what comes next. New data shows U.S. LED adoption nearing 70% penetration, but opportunities remain vast through re-retrofits, controls integration, and next-gen efficiency upgrades. He unveiled tools to identify past projects where LEDs have outlived their rated life or lack controls, and emphasized rising electricity rates, expanding rebate programs, and decarbonization mandates as key market drivers. His message was clear: the LED retrofit wave isn’t ending—it’s evolving, and contractors who adapt will continue to thrive.
RAB LIGHTING
Introduction to Circadian Lighting, with Nicole De Luna
Light intensity, timing, and spectrum influence our sleep/wake cycles, and properly aligned circadian lighting offers practical benefits, ranging from improved alertness and sleep to reduced agitation in senior care environments. Emphasizing ease of implementation, De Luna showcased how tunable white fixtures and wireless controls enable simple commissioning via app-based systems. She also highlighted preset lighting profiles tailored for schools, offices, and healthcare facilities, underscoring circadian lighting’s potential to enhance wellbeing without major added cost or complexity.
U.S. ARCHITECTURAL LIGHTING
SUN VALLEY LIGHTING
Build America, Buy America: What Does It Mean? with Randy Sgro
The requirements around domestic sourcing for infrastructure projects have evolved. Focusing on the Build America, Buy America (BABA) provisions in the 2021 Infrastructure Investment and Jobs Act, Sgro broke down compliance standards for lighting-related products, including luminaires— classified as “manufactured goods” that must be made in the U.S. and pass a Cost of Components Test (COCT)—and steel poles, which must be wholly produced domestically. He also warned of the serious consequences of noncompliance, citing recent enforcement actions and penalties, and emphasized the need for contractors to verify and document the origin of materials to avoid costly project setbacks or legal risks.
435 Park St, Des Moines, IA 50309
Room block closes September 25
Nightly room rate $209
The hotel offers a complimentary shuttle to the airport. Please call the hotel (515) 241-1456 upon arrival to utilize the shuttle service.
For more information or to make a reservation, click here
Tradeshow/events will be in the Iowa Events Center, on the same block as the Hilton Downtown.
730 3rd St, Des Moines IA 50309
Exhibitor set up will take place Sunday, October 19th from 12:00-5:00 p.m., followed by the opening night welcome reception. Full schedule and speaker information to come. FEES/PRICING
SPONSORSHIP AND EXHIBITION
Interested in sponsoring the event? Click here to sign up. Contact Kerigan Hunziker for the full sponsorship brochure. Full exhibitor information to come soon!
Would it surprise you to learn that Greater Des Moines is the fastest growing metro in the Midwest? Iowa’s capital city is full of surprises, having transformed over the past 20 years into a vibrant, diverse community filled with world-class venues, attractions, and events.
NALMCO is headquartered in the Greater Des Moines area. The staff is thrilled to share everything we love about Des Moines with NALMCO members! Learn more about all the city has to offer!
A City with No Limits
Source: catchdesmoines YouTube Channel
LAURA SANCHEZ MEMBER SPOTLIGHT WITH
Owner & President — ESCO, Retrofitters Direct
For Laura Sanchez, stepping into the lighting industry wasn’t part of a long-term plan. Rather, it was an opportunity that arose 12 years ago and has now evolved into a passion.
Today, she leads a growing company, ESCO, Retrofitters Direct, specializing in providing comprehensive lighting project services, guiding clients from project conception through to contract completion. Their expertise ensures an objective, unbiased approach that maximizes savings and supports broader facility improvement goals.
A NON-TRADITIONAL PATH TO LIGHTING
Laura's career in the lighting industry began with an entry-level role at Pacific Lamp & Supply Company (PacLamp), a third-generation distributor based in Seattle. She quickly distinguished herself as a reliable and knowledgeable team member, and her dedication and work ethic led her to take on increasingly significant roles within the company.
Over time, she built a strong working relationship with PacLamp's owner, Spencer Miles, who became both a mentor and a champion of her professional growth. This mentorship allowed her to develop a deeper understanding of the lighting industry, laying the groundwork for future opportunities.
By Parker Allen
Through her work at PacLamp, Laura connected with Dan Leroux, the owner of ESCO, Retrofitters Direct (ERD). For five years, Laura dedicated herself to supporting ERD, managing projects, navigating the nuances of the ESCO market, and ensuring customer satisfaction.
When the opportunity arose, she transitioned from being Dan’s trusted partner to taking the helm of ERD herself, bringing with her a new vision that blended the best of distribution practices with ERD’s established direct sales approach. She is passionate about highlighting the value that smaller, agile companies like hers can offer in an industry often dominated by large contractors and manufacturers.
FOCUS ON RELATIONSHIPS AND VALUE
What sets ESCO, Retrofitters Direct apart is its business model. Rather than functioning as a traditional electrical contractor, the company specializes in lighting retrofit projects with a strong focus on customer needs. “Rather than having to manage 20 different relationships, my customers manage one—with me. I streamline everything so they can focus on their projects without chasing down a hundred different manufacturers,” she said, highlighting the value that ERD provides its clients.
This client-centric philosophy is at the core of how Laura operates. Her team works closely with ESCOs, facility managers, and end-users to develop retrofit solutions that enhance energy efficiency, reduce costs, and improve lighting quality.
FINDING A HOME WITH NALMCO
Laura’s involvement with NALMCO has been a significant chapter in her professional journey. Encouraged by Miles to “find an organization that you like and build a network there,” she attended events put on by multiple industry organizations and experienced each group firsthand.
After attending NALMCO’s 2023 Annual Convention and Trade Show in Palm Springs, Laura knew she had found the right fit. Impressed by the association’s structure and the quality of its events, she decided to get actively involved by joining the Program Committee and deepening her engagement.
Beyond organization, it was the networking opportunities that ultimately made NALMCO stand out. “The relationships that I get from NALMCO are just unmatched,” Laura shared. “I leave those shows and I can just feel the relationships that are deep and that are going to last for life.”
ADVOCATING FOR WOMEN-OWNED BUSINESSES
As a woman business owner in a male-dominated field, Laura understands the importance of representation. She believes that visibility matters, not only for her own company’s success but also for inspiring other women and minority entrepreneurs to pursue careers in lighting, energy efficiency, and facility services.
Laura’s leadership style is rooted in authenticity. She doesn’t try to fit into a mold but instead focuses on building her business in a way that aligns with her values: integrity, quality, and relationship-driven success.
LOOKING TO THE FUTURE
Looking ahead, Laura sees continued growth for ESCO, Retrofitters Direct. She’s focused on expanding the company’s reach, embracing new technologies in lighting and controls, and further differentiating her business through exceptional customer service.
Her goals also include deeper engagement with organizations like NALMCO, contributing to educational initiatives, and staying at the cutting edge of retrofit solutions.
For Laura Sanchez, success is not just measured in completed projects or bottom-line results. It’s also about building relationships, creating value, and leading with purpose. Through her work with ESCO, Retrofitters Direct and her involvement in NALMCO, she embodies the kind of leadership that continues to elevate the lighting management industry. ■
What I lack in technical knowledge, my distributor partner has. Distribution is indispensable— it's that key piece of knowledge, support, and relationships that allows me to succeed at a national level.
LAURA SANCHEZ
FROM PAUSE TO PANIC
By Parker Allen
In our last update, we noted that U.S.-China trade relations were the story to watch in the coming months, with many citing “tariffs and trade policy” as the biggest looming risk, according to American transportation company C.H. Robinson.1
Since that update, there has been a flurry of tariff news. If you have had trouble keeping up with every update, you are not alone. One thing is known – every decision in U.S. trade policy has ripple effects on the global supply chain.
In March and Arpil, as tariffs on Chinese imports mounted, many importers sought to dampen the effects by delaying shipments where possible and waiting to see how the situation unfolded. With international volume falling, domestic volume fell with it.
And then, on 12 May, the administration announced a 90-day reduction in tariffs on Chinese imports, lowering them to 30% from the previous 145%.
Lynn Reed, Business Development Manager – Licensed Customs Broker at JAS Forwarding, explained the logistical fallout of the administration’s decision, saying, “Now that the tariffs with China, in particular, have been reduced, the mad rush to clear delayed cargo, move normal peak season freight, and pull in early orders has begun.”
He added that carriers had shifted vessels to other trade routes while tariffs remained high over the past six weeks. “Now, with the reduction, we face limited capacity on the Trans-Pacific Eastbound (TPEB) lanes—less than we had before 2 April.”
The combination of surging demand, limited vessel availability, and container shortages in Asia is straining the system. As freight moves again, U.S. ports and rail systems are expected to clog, leading to further delays and higher costs.
Carriers have already raised rates and implemented peak season surcharges across all TPEB lanes. Some surcharges now exceed $3,000 per 40-foot container, with more hikes likely.
A source in the shipping industry likened the current situation for domestic freight to the post-COVID uptick, which he called “the best gold rush of freight in recent history.” The current situation, he noted, will be similar – great for the logistics companies, but expensive for the shippers.
The takeaway for our readers? Now is a good time to shop around for ocean carrier rates. On the domestic side, diversifying drayage and truckload carrier partners is critical. And lastly, accurate forecasting of your companies’ shipping volumes and timelines is critical. ■
1 “C.H. Robinson Announces Resources to Help Shippers Navigate Changes in Tariff and Trade Policy, As Survey Shows it’s a Top Concern” (10 February 2025). C.H. Robinson. https://www.chrobinson.com/en-us/about-us/newsroom/press-releases/2025/chrobinson-announces-resourcesto-help-shippers-with-tariffs/
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UP CLOSE WITH
ROBERT COY
By Shirley Coyle, LC
The idea of going to trade school to become an electrician piqued Robert Coy’s interest during his junior and senior years of high school. Plus, he reasoned, there would be good money.
After graduating, he landed a job with Osram’s Sylvania Lighting Services (SLS), working as a remote technician in Ohio. He recalled, “We repaired everything from neon signs to deli cases, getting into all kinds of lighting from preventative maintenance to service calls. It really broadened my knowledge.”
Osram Sylvania required all their technicians to get certifications. “That’s how I got introduced to NALMCO I found it fascinating, kept learning about lighting and getting certificates throughout my career.” He now holds three NALMCO certifications in addition to the LC and CLEP certifications.
Looking for opportunities to advance – and get out of the snow – Robert followed his girlfriend out to Arizona; SLS had a big base in Phoenix. Robert had a dedicated route of Safeway grocery stores. Wanting to get into the office and into management, he went back to school for an accounting degree. He was promoted to a project coordinator, then grew into area operations as a project manager.
Robert was later tapped to join Midstate Energy, with the mandate to grow their lighting work as a newer ESCO. Over time the company bought several other companies, bringing them all under one umbrella as Veregy
Rob has been Veregy’s Director of Lighting for many years until recently taking on a new role as Project Developer for Multi-ECM projects. An Arizona-based ESCO, Veregy focuses on K-12 throughout the country, as well as higher education and municipalities. Robert noted, “In Arizona, we have our own in-house labor for HVAC, plumbing, electrical lighting and solar. We’re working to grow that model across the country.”
He recalled one of his biggest challenges, just after Midstate Energy made their largest sale, “We were still selling 28W T8 retrofits. Just after signing with one of the biggest school districts for their forty-three K-12 campuses, my lighting rep came to me and showed me their newest version of T-LEDs. I had not yet been able to make T-LEDs work for the shorter paybacks schools required. I crunched the numbers, found it could work with the energy savings (28W down to 12W) and the lower cost based on volume!”
“My pitch to my boss: ‘I know we just sold this as our largest contract ever, but I’ve got this new product – that we’ve never used – that I want to sell to our customer … oh, and by the way, it will cost millions of dollars more!’” he joked. “We presented it to the customer, and they loved the idea of being one of the first school districts in Arizona to go all LED. We got the second largest ever lamp order in North America – over 160,000 LED lamps. It was a big leap of faith and turned out to be a great success. We are now on something like phase eight with that same customer, doing various upgrades.”
Reflecting on concerns about the industry, Robert offered, “The speed at which technology keeps changing has been a problem for maintenance. Especially with luminaire level lighting controls – sensors become obsolete, programming changes. Trying to find technology that will be there for five or ten years is the biggest challenge.”
To mitigate these challenges, Rob tries to stay with larger brands rather than “jumping from brand to brand.” He explained, “You become a partner together, then they will be there to help be a solution to the problem –both with the material and cost.”
Rob offered his formula for success: “Hold yourself accountable and deliver on your promises – that’s helped me get here. There will be hiccups along the way. It’s how you react to those issues, how you rectify the challenges. The call-to-action response leads to a
satisfied customer that will work with you in the future, because they know you’ll be there.”
“Our motto is leave it better than what you found it…working in a teacher’s classroom is like working in their living room. We’re in it for selling multiple phase projects. We’re not only there when challenges arise, but even after that project is completed and five years later. They can still call me, and I’m there to offer solutions.”
Asked for his advice for new people coming into the industry, Rob is firm, saying, “Find a mentor early on. Learn about the company, not just your immediate position. You also want to set yourself up for personal future growth within that company.”
“My mentor, Scott Conner (GM at Veregy at the time), really shaped my outlook on leadership and customer satisfaction. I knew the technology inside and out; Scott helped me develop leadership style and skills.”
“Starting out as a PM, I had an HVAC rooftop unit fail. I was telling Scott that we need to get a tech out. He said, ‘No, this is a great learning opportunity –how about me and you go out to fix it.’ This was the number two guy in the company, in dress slacks and a nice, white button-down, breaking out the tools and showing me how to fix an HVAC unit for the first time!”
“I took that to heart – as an approach when I was still PMing, if production wasn’t where I wanted to see it that day, I’d throw on a toolbelt and challenge the guys, ‘Let’s see who can do the most fixtures in the next two hours. If you beat me, I’ll buy you lunch.’”
What does Rob do for fun? “We love to travel – my youngest son, a wrestler since grade school, now wrestles at the college level. We get to see a lot of the country that way. We also try to take one trip a year out of the country so we can explore the world and see new places!” ■
