4 minute read
Member Spotlight with Laura Sanchez
Owner & President, ESCO Retrofitters Direct
By Parker Allen
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.
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.
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
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.
