Lighting Industry - American Lighting Association

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Powers Chosen for Hall of Fame
L
ALA BiNational
Consumer
Ad Receives
National
Recognition
T
he ALA BiNational Advertising and
PR Program’s consumer ad featuring
a lighting design surrounding the moon
over Rio de Janeiro received national
accolades from the creative team from
US Ad Review
w magazine.
US Ad Review
w is a quarterly publication
that reviews advertising appearing in the
top national publications across the U.S.
Its editors pour through hundreds of publications looking to select the best, most
creative and intriguing ad to showcase for
each quarter.
“To make the selection, we choose
those ads which stand out for one reason
or another: imagery, writing, technique,
concept, humor, quirkiness, etc., or a
combination of those. They just have to
‘break the book,’ which the ALA ad did,”
said Jane Kellner, managing editor of US
Ad Review.
“We are truly honored to receive the
national honor as having one of the
best ads in the U.S. The BiNational Ad
Program’s purpose is to make our industry
stand out above the rest, and this ad campaign accomplishes that. We have been
most fortunate to have a long relationship
with our ad agency, Joiner, Rowland, Serio
of Dallas. They bring a lot of creative
talent to the mix,” said Larry Lauck, vice
president of communications for the
American Lighting Association.
Continued on Page 15
arry K. Powers, CEO,
Philips Business
Unit, Professional
Luminaires North
America (formerly
The Genlyte Group)
has been chosen as the
newest member of the
ALA Lighting Hall of
Fame. Powers’ induction ceremony will take
place at the 2008 ALA
Annual Conference
Banquet, September 16
in Washington, D.C.
Involved in the electrical/lighting
industry since 1971, Powers took over the
leadership of The Genlyte Group in 1993
after it had been through five presidents in
seven years and was deep in debt. Powers
reorganized the company and grew it into
a leader in indoor and
outdoor lighting with
a focus on energy-efficient products. Genlyte
was listed five times
among Forbess magazine’s
Platinum 400 list of
best big companies and
named the best-managed company in the
capital goods industry
classification. The company was purchased by
Philips Lighting earlier
this year.
Powers is a past president of the ALA
and has served on multiple boards, committees and task forces for the association,
including the Governance Task Force
that determined how the ALA should be
Continued on Page 10
ALA Proposes Alternative to Portable
Fixture Wattage Limit in California
D
uring a workshop with the California
Energy Commission (CEC) on March
13, representatives from the ALA learned
more details about proposals to either
require that portable fixtures sold in the state
be Energy Star® rated or limited to 35 watts
by Jan. 1, 2010. The proposal was drafted in
response to energy reduction requirements
in effect under California Title 20 and
Assembly Bill 1109 (Huffman). The overall
goal of the legislation is to reduce the energy
used for residential lighting in California by
50 percent over a 10-year period.
In seeking to regulate portables, the
California utility and advocacy group that
drafted the current proposal cited concern
that manufacturers will side-step producing more efficient incandescent and
compact fluorescent lamps in the future
by selling specialty lamps exempted from
the Federal Energy Independence and
Security Act of 2007 (EISA) instead.
At a Jan. 15 presentation to the
California Energy Commission, Chris
Calwell, vice president of policy and
research with Ecos (a consulting firm), on
behalf of Pacific Gas and Energy, stated,
“At its worst, the new federal lighting re-
quirements will cause one or more manufacturers to shift their current incandescent
business wholly to modified spectrum
lamps that are dimmer, less efficient and
longer lasting than the standard bulbs they
sell today, and cheaper than the efficient
products their competitors are offering.
Customers will also buy 3-way and vibration service bulbs for general service applications to get the familiar lamps they’re
used to, until DOE regulates them.”
While Energy Star portables are
suitable for many applications, there
are relatively few portable designs (only
about 300 out of 11,000 currently listed
according to Energy Star), and they are
not suitable for all applications. Further,
the ALA fears that the wattage limitation
proposal does not take into account the
proper application of lighting for many
consumers – for example, high intensity
task lighting needed for sewing or other
visually-demanding work.
“Limiting the wattage of portables,
which includes table lamps, floor lamps
and desk lamps, will not meet all the
needs consumers have for task lighting,”
Continued on Page 3
Mark your calendars now for
these 2008 industry events.
May 6
ALA Regional Seminar – Kansas City, Mo.
Host: Ketzner Enterprises, Inc.
Sponsor: International Lighting Mfg. Co.
May 7
ALA Regional Seminar – Bronx, N.Y.
Sponsor: Murray Feiss
June 2–5
ALA Four-Day Residential Lighting
Training Course – Chicago, Ill.
Sponsor: Juno Lighting
June 19–22
International Lighting Market – Dallas, Texas
Aug. 18
ALA Regional Seminar – Chicago, Ill.
Sponsor: Tech Lighting
Sept. 4
ALA Regional Seminar – Riverside, N.J.
Sponsor: Sea Gull Lighting
Sept. 14–16
ALA Annual Conference
Gaylord National Resort and Conference Center
Outside Washington, D.C.
Oct. 9
ALA Regional Seminar – Castleton, Vt.
Sponsor: Hubbardton Forge
IN THIS ISSUE
2 Government Affairs
4 Showroom Management
6 Member News
8 June Dallas Market
9 Manufacturing News
10 Conference 2008
12 Education/Training
14 Energy Efficiency
15 BiNational News
The American Lighting Association
is a trade association representing
the lighting industry, serving
members and their customers, and
working to protect and advance
the industry while promoting the
sale and application of quality
lighting products.
GOVERNMENT AFFAIRS
ALA Attends Canadian Energy
Efficiency Meeting
M
embers of the ALA met with key
officials of Natural Resources
Canada (NRCan) March 5 in Toronto
to discuss NRCan’s responsibilities and
timetable for energy efficiency lighting
regulations in Canada.
ALA learned that two important
ALA objectives will be part of NRCan’s
recommendations: to not ban any
technology (incandescent) but work for
efficiency over time and to exempt candelabra, three-way, vibration and other
specialty lamps.
ALA urged that the highest level of
harmonization between Canadian and
American requirements be sought in
order to assist commerce between the
two nations and that an appropriate
amount of funds be allocated by the
Canadian government to promote the
use of energy-efficient lighting over the
next five to six years.
In addition, Canadian officials were
made aware of the difficulties the ceiling fan industry has in meeting the
190-watt limitation currently set for
January 1, 2009.
NRCan extended an invitation for
the ALA to place members on their
advisory committee and two subgroups
for labeling and marketing. Bruce
Robinson of Robinson Lighting will be
the primary and marketing representative for ALA while Howard Bernstein
of ARTCRAFT will serve on the labeling committee.
Representing the ALA at the
March meeting were Fred Fennell,
Fennell Marketing & Sales; Howard
Bernstein, ARTCRAFT; Doug Grand,
Sescolite Lighting; Fred Naimer, Union
Lighting; Bruce Robinson, Robinson
Lighting; Gary Taylor, Living Lighting;
Paul Vrabel, Sea Gull Lighting; Katia
Bortoluzzi, Standard Products; and
Dick Upton, ALA President/CEO.
Attending for NRCan were Pierrette
LeBlanc, Senior Standards Engineer and
John Cockburn, Chief of Standards and
Labeling.
ALA Visits Twelve Congressional
Offices and DOE during Annual
Washington Mission
L
ighting industry leaders met in
Washington, D.C., April 16-17 for
the annual Washington Mission to
share industry concerns with key contacts on Capitol Hill.
In addition to meetings with leaders
of the Alliance to Save Energy and the
Department of Energy (DOE), ALA
visited the eight members of Congress
supported by the association’s Political
Action Committee (PAC) and four
other legislators who serve on committees with agendas that could impact the
lighting industry.
ALA representatives attending
this year’s Mission included: Clark R.
Linstone, Lamps Plus; M. Thomas Early,
Burgess Lighting and Distributing; Lars
E. Bostrom, CLMR, Bostrom Lighting
Sales; Doug Carrion, Armenta-Carrion
Lighting Group; Paul W. Eusterbrock,
Holtkoetter International, Inc.; Brad
Heimann, Craftmade; Terry K.
McGowan, FIES, LS, American Lighting
Association; John F. McKiernan, Lutron
Electronics Company, Inc.; Ronald
Milam, Lighting Emporium, Inc.; John
Moody, Fanimation; Brooks Mouchitte,
CLC Lighting Plus; Paul L. Vrabel, LC,
PMP, Sea Gull Lighting Products, LLC;
Eric Jacobson, CAE, ALA and Richard
D. Upton, CCE, ALA.
Page 2
ALA PAC Contributors
The following individuals have contributed to the ALA Political Action Committee
(PAC) as of April 4, 2008. All PAC contributions must come from individuals, not
companies.
Tad Alison
Ralph A. Flores
Larry Lauck
Alison and Company
Flores-Wilson Lighting Group
American Lighting Association
Ray Angelo
Mark Fludgate
Lisa Lentzner
Westinghouse Lighting Corp.
Elk Lighting, Inc.
James R. Moder Crystal Chandelier
Jerry Bass
Nathan Frampton
Barry A. Levett, CLC
Lamps Plus, Inc
Fanimation
House of Lights Inc.
Harold J. Baumritter
Tom Frampton
Brandon Levin
Radin Lighting Sales, Inc.
Fanimation
Justice Design Group, Inc.
Mark Benson
Joe Gallo
Thomas J. Lillie
Southern Lighting LLC
Ricci Sales Agency
Holtkoetter International, Inc.
Michael H. Ber, CLC
Edward J. Garaventa
Clark Linstone
Lighting Inc.
Garaventa & Associates, Inc.
Lamps Plus
Lars Bostrom, CLMR
Mary Gedeon
Allan Margolin
Bostrom Lighting Sales
Dolan Designs
M & M Lighting L.P.
Phil Bronson
Elise Gilchrist, CLC, CLMR
John McKiernan
House of Lights - Florida
Lytestyles
Lutron Electronics Company, Inc.
Frank Calabrese
William Gratke II
Carolyn Overman
Estrin-Calabrese Sales Agency
Lamps Plus
Western Montana Lighting
Eddie Clark
Don Gressett
Linda M. Pavletich, LS
Quoizel, Inc.
Carol’s Lighting
Premier Lighting
Adam Cohen
Kenneth Grillo
Ira Phillips
Ricci Sales Agency
Ricci Sales
Quoizel, Inc.
Robert E. Cooper
Charles J. Harris
Rene Quintana
Bob Cooper Sales Group, Inc.
Fine Art Lamps
Mac Cooper
Hubbell Lighting - Progress Lighting
Division
The Uttermost Company
Kevin Herdt, CLC
Reegler Associates
Cliff Crimmings
Austin Bluffs Lighting
Marilyn Riffle
Craftmade
Ronald Hersh
Brown & Gold Lighting
Tony Davidson
Murray Feiss Lighting
Ace H. Rosenstein
Kichler
Philip S. Hoefer
Sea Gull Lighting Products, LLC
John E. Deininger
Hoefer/Funsinn Lighting Agency
Victor Scine
Deininger Lighting Group, Ltd.
Kellee Hollenback
Bella Lighting & Fan, Inc.
David Director, CLC
Savoy House
Maria Scutaro
Connecticut Lighting Center
Stuart Huang
The Uttermost Company
Dan Dolan
Concord Fans and Lighting
Rick Seidman
Seattle Lighting Fixture Company
Thomas R. Hutton
Quoizel, Inc.
Jean Dolan
Hutton Metalcrafts, Inc.
Robert Smith
Dolan Designs
Eric Jacobson
Southland Lighting Sales, Inc.
Patrick S. Dolan
American Lighting Association
Rick Spicer
Dolan Designs
Stanley D. Johnston, CLC,
CLMR
Pacific Coast Lighting, Inc.
Lighting Etc.
Johnston Lighting Associates
Lighting Concepts International
M. Thomas Early
Carolyn Kinder
Denise Duncan
Burgess Lighting and Distributing
Carolyn Kinder, Inc.
Diane Ebenstein
Brad Kleinberg
Elk Lighting, Inc.
Crystorama Lighting
Zia Eftekhar
Miriam Klimoski
Lightolier a Genlyte Company
Annapolis Lighting Company
Michael Estrin
Kathy L. Knopp, CLC, LLC
Estrin-Calabrese Sales Agency
KLK Lighting Design
Bob Evans
James C. Krupp
Showroom Lighting Sales
KTR Associates, L.L.C.
Jeffrey Feldman
Margaret Langdon, CLMR
Lamps Plus
Langdon Sales, Inc.
Jack D. Fleischer, CLC
Todd L. Langner
Hermitage Lighting Gallery
Consultant
Bruce Reegler
David Stark
Dennis K. Swanson
Lamps Plus
Steve Templeton
Barry Sales
Tom M. Underwood, IES
Fanimation
Richard D. Upton, CCE
American Lighting Association
Irene L. Wang
Designers Fountain, Inc.
Richard Wiedemer Jr., CLC
Hinkley Lighting
Jan Zanger
Zanger Associates, Inc.
ALA Offers Assistance Facilitating
Lead Violation Suits
M
ALA members pose with Senator Michael B. Enzi (R-Wyo.), one of 12 Congressional leaders visited during the 2008 ALA
Washington Mission.
anufacturers who receive a Notice of Violation from any California law firm that
claims they have lead-containing products violating California’s Proposition 65
law are encouraged to contact ALA President/CEO Dick Upton for assistance.
“The ALA has facilitated three of these violation suits,” says Upton, “and the attorney
we use is very experienced in these matters.”
GOVERNMENT AFFAIRS
Page 3
ALA Alternative Continued from Page 1
said Clark Linstone, chair of the ALA
Government Affairs Committee and
CFO, Lamps Plus. “CFLs simply do not
focus light the way incandescent lamps
do.” Dimmer task lighting can especially
frustrate older consumers, whose aging
eyes need more light to see well.
On the business side, Linstone fears
that the 35-watt limitation on portables
could adversely affect lighting manufacturers and California showrooms.
“The 35-watt limit may seem like a
quick, simple way of saving energy,” says
Linstone, “but our market is much more
complicated than that. Portable manufacturers will have to decide if it is worth it to
make product just for California, which
could lead to less product selection in
lighting showrooms. Out-of-state Internet
purchases by Californians could cut into
showroom profits as consumers go elsewhere for products not sold in California.”
The ALA alternative proposal, submitted by Linstone and Terry McGowan,
ALA director of engineering and technology, on April 7 focuses on making the
sockets of portable fixtures — both new
and existing — suitable for energy-efficient sources while preserving consumer
choice and flexibility. The ALA proposals
offer similar energy savings as the current
wattage-limit proposal.
Lutron dimmers change
the mood of every room
and save energy, too.
®
The four alternative ideas
suggested by the ALA are:
Proposal 1: (By Jan. 1, 2010) All new
single and multiple-socket portable lighting fixtures sold in California are to be
equipped with one of the following:
A. Medium-base (E26) adjustable, dimmer controlled sockets rated for 150 watts
maximum and marked for use with either
incandescent or dimmable, integrally ballasted CFL lamps.
B. GU-24 line-voltage sockets for use
with GU-24 based integral compact fluorescent lamps.
C. Dedicated two or four-pin sockets
wired to appropriate fluorescent ballasts.
Proposal 2: (By Jan. 1, 2010) A voluntary
program of portable lamp conversions is
to be organized and offered to California
portable lamp retailers and electrical repair
shops, with the objective of providing, for a
modest fee, conversion of customer-owned
portable lamps with existing medium screwbase sockets to socket types A or B above.
Proposal 3: (By June 1, 2010) To
broaden the appeal of the conversion
effort to both retailers and consumers,
an additional voluntary program is to be
developed that “instantly” adapts existing
medium screw-base sockets in portable
lamps to GU-24 sockets via a UL-listed
socket adaptor, which is to be specified
and UL rated for use “such that, once
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Where to find Lutron products near you
Lutron lighting controls are available from
lighting showrooms nationwide.
Visit www.lutron.com/wtb or call toll free
at 877.258.8766.
© 2007 Lutron Electronics Co., Inc.
installed, it cannot be removed without
disabling damage to the original socket.”
An appropriate GU-24 based, ENERGY
STAR rated, integrally ballasted CFL is to
be included in the conversion.
Proposal 4: (Effective when programs
above implemented) Associated with
Proposals two and three above, a corresponding incentive progtram is proposed
with the following schedule:
A. $20 Rebate Coupon toward the
trade-in of an existing, customer-owned
standard medium-based portable lighting
fixture for a new energy-efficient portable
lighting fixture.
B. $10 Rebate Coupon toward the
conversion cost of an existing customerowned portable lighting fixture to socket
types A or B above.
C. $5 Rebate Coupon toward an “instant” conversion of an existing customerowned portable lighting fixture to GU-24
sockets and included CFL lamp(s).
The ALA also feels that non-medium
screw base sockets should be exempted to
allow for specialty lamps, miniature lamps
and small efficient halogen lamps which
cannot be physically or optically replaced
by CFLs.
The ALA proposal and others, along
with responses, will be reviewed at a CEC
workshop May 15-16, and the ALA will
have representatives in attendance.
ALA members will be updated as this
issue continues to develop.
SHOWROOM MANAGEMENT
Page 4
Benefits of Paying Commission Based on Margins Rather Than Sales
Bruce Robinson was one of
seven speakers at the One Best
Thing I’ve Done to Grow
My Business — and Make
Money seminar for showrooms
during the 2007 ALA Annual
Conference. The following story is based on his tips
increasing service and profitablility through margin
based commissions.
A
t Robinson Lighting in Winnipeg,
Manitoba, company president Bruce
Robinson has evolved from paying commissions based on sales to paying commissions paid on gross margin dollars, a move
that not only increased his company’s bottom line, but also his sales staff’s income.
“We originally had a shared group commission in place that paid everyone an equal
bonus if the sales budget was achieved,”
says Robinson. “The good thing about this
system was that it built team spirit if the
sales budget was met, and our staff shared
sales with no rivalry. The bad part was that
our top salespeople resented everyone else
benefitting from their extra work.”
To reward hard work from individual
salespeople, Robinson began offering a
one percent sales commission on top of
the base salary.
“Our sales leaders liked this system
because they could excel and earn extra
commission,” says Robinson, “but we saw
less group harmony, more discounting to
get the sale and increased ‘poaching’ of
sales within the sales staff. There was no
incentive for the sales staff to increase the
company’s bottom line.”
Looking for a better way, Robinson
settled on a commission system based on
margins. Sales staff would earn their base
salary plus four percent of the company’s
gross margin.
Exceptions to the commission were
existing orders, in-house accounts (which
were on matrix pricing), orders over a
certain amount and house orders (both of
which had set discounts assigned to them).
Helping his staff understand gross
margin and how it affects the company was
the first step for Robinson. “We needed our
sales staff to understand that while sales are
great, it’s the difference between the cost of
goods sold and the selling price that really
contributed to the company’s success. We
wanted our salespeople to have a greater
sense of ownership in how the company
performed overall rather than just how
many sales they made as an individual.”
The upside of the new system was
quickly apparent — all of Robinson’s
branches saw a percentage increase in gross
margin the first year. Over the past five
years, margins have increased five to seven
Showroom Performance/
Profitability Surveys Due May 30
A
LA showrooms are encouraged to complete the Showroom Performance and
Profitability Survey and return it to Profit Planning Group by May 30 in order to
receive a personalized Profit Improvement Profile and a copy of the 2008 Performance
and Profitability General Report.
“The Performance and Profitability Report is a great tool for helping showrooms
increase profitability in their stores,” said Eric Jacobson, ALA vice president of
membership. “As we have seen the housing downturn negatively affect lighting
sales, I believe this program, more than ever, has the potential to positively impact
our members’ businesses.”
One of the ALA’s most highly rated member services, the Performance and
Profitability program compiles data from the returned surveys and allows showrooms to compare their performance against past surveys and against industry
averages. The fee to participate is $100.
All showroom data is kept completely confidential by Profit Planning Group,
and personalized profiles are returned directly to the showroom, not to ALA.
Information in the general report includes gross margin, operating expenses and
average collection. The report provides data for more than 100 different measures,
ranging from sales per employee to inventory turnover to gross margin as a percent
of sales. Also included are all key financial ratios and a complete percentage income
statement and balance sheet.
The general report also includes some analysis. For example, the report compares the differences between the typical ALA showroom and the high-profit
showrooms whose profitability is in the top 25 percent. These comparisons can give
showrooms guidance, helping them to become more profitable.
For more information on this program, please contact Eric Jacobson at
[email protected] or 800-605-4448, ext. 24.
percent and salespeople have seen increased
personal commissions. The increased
margin, along with cost controls, has vastly
improved the company’s bottom line.
To improve the system even more,
Robinson added a Partners Program.
“The Partners Program was created to
combat the ‘me first’ attitude and encourage
team building, even among non-sales staff,”
says Robinson. “It is based on each of our
nine branch’s gross margin budget for that
month, and if the branch achieves the budget, all branch employees receive $25 cash.”
If the branch exceeds the gross margin
budget, payments can go up to $30 or $35.
“Now the staff at each branch is more
conscious of how they are doing when
they see the branch sales and margin
reports every week,” says Robinson.
Branch sales staff members have become more conscious of selling prices; the
warehouse staff works hard to get all orders out as soon as possible; and purchase
and clerical staff are motivated to get in
balance for outstanding orders to help hit
the monthly partner bucks.
“The Partner’s Program includes all
staff and promotes team spirit,” says
Robinson. “It also increases gross margin
percentages, so it’s a win-win for all.”
Is Your Warehouse Secretly Hurting
Customer Service and Profits?
by Dick Friedman
W
hen the phrase “customer service
capabilities” is mentioned, most
lighting distributors think of their company’s ability to handle special orders and
use an extensive inventory to quickly fill
orders for standard fixtures, lamps and
supplies. The word “profits” almost always
motivates people to think of good margins.
Few people think about the impact that
their warehouse can have on customer
service and profits — especially if they have
an expensive software package. This article
identifies the warehouse characteristics that
can be hurting the cause.
Organization
Most warehouse planners and managers organize the storage of items in a way
that minimizes the labor effort needed to
pick items; some people try to minimize
both put away and picking efforts. But
that kind of organization can sometimes
increase the level of errors (over the level
that would occur if the warehouse were
organized other ways). The errors that can
occur include picking a wrong quantity,
as well as the obvious error of picking the
wrong item. Don’t store similar items right
next to each other, even if separated by a
metal post.
Receiving and QC
When it comes to operations in a
warehouse, this is the place where many
downstream problems are created. Some
of the problems get caught before customers or the bottom line are impacted, but
the cost of detecting and correcting them
can be quite high.
Obviously, care must be paid to the
handling of receipts from suppliers. But
receipts from other company locations —
inter-branch transfers — need just as much
care, because of the tendency to assume
that the shipping location did it right. One
problem that can easily be missed is unit of
measure; the u/m used by the supplier may
not be the same as that on the corresponding PO. This example of a receiving-related
problem can also result in not buying
enough — or too much — on the next PO
(as well as promising non-existing stock
to customers). When handling customer
returns that came back by truck, assume
that there are problems.
For distributors who perform in-bound
“inspection,” one way to avoid problems
is to automate the process. For each item
requiring inspection, generate a sheet
listing the inspection steps and, for each
characteristic to be checked, the range of
acceptance; think of it as a work order that
uses pre-defined text for each step. And, for
each characteristic, capture data about measurements and inspections, and especially
about rejections. Inspections data should
be regularly analyzed for trends — to spot
upcoming problems before they occur.
Put Away
Think of this function as an integral
part of receiving, not just a quick trip on
a forklift or with a pallet jack or 4-wheel
cart. Experience has shown that more mistakes are made in this process than most
people realize. Problems sometimes occur
in this function because the people putting
away items are actually pickers who have
been temporarily diverted from their main
job and are under pressure to get back to
picking (and not hurt customer service).
People doing put away must be trained
to record (on paper or electronically) all
Continued on Page 5
SHOWROOM MANAGEMENT
Page 5
Customer Service Continued from Page 4
problems they encounter; warehouse managers must review documents annotated
with problems and computer-generated
displays of reported problems.
Picking
This is the function where the greatest percentage of problems occur, even
though many problems were set up by
a mistake in receiving and/or put away.
Regardless of how picking is done — with
paper or by RF or by VDP — an important principle is to follow the system, even
when it seems wrong. This is especially
so for filling back orders. When an exception is encountered (e.g., wrong item in a
slot, or a substitution must be made and
is allowed), “let the system know about
it” — record the exception on the related
pick ticket or report it via a keyboard or
RF gun or VDP device. If pickers ignore
exceptions or do what they think is right,
not as directed, anarchy ensues. A mistake
that should not be made — but still is —
occurs when a picker sees an ample supply of an item, but the ticket shows that a
portion of the quantity ordered is backordered and not to be picked (because it is
allocated to another customer).
QC/Shipping
A common problem in the shipping
area is that the people who did the picking
also do the QC work and/or the packing; sometimes, they load trucks, too.
They don’t catch their own mistakes, and
shouldn’t be expected to do so — even
when using RF devices. As in picking, let
the system know about exceptions.
Unlike people who pick, people in this
area should seldom if ever be allowed to
substitute — because they usually are not
knowledgeable, or may be covering the
mistakes they made when picking.
If time, manpower and packaging permit, perform a final QC check as a truck is
loaded; even if the truck is doing a branch
replenishment or inter-branch transfer.
Make sure that each driver is given a correct manifest well before the truck leaves, so
he/she can check it against the cargo.
SOFTLIGHT
Lighting Package
Linda M. Pavletich, LS
Premier Lighting
!"*
Industry Specific Software
for the Lighting Industry
Things you should ask for in a lighting software package:
+"#"#&!$"#!(" *!&"#&!##
primarily for another industry and adapted to
lighting?
+ !%""$ !#($!($#
to lighting people or someone who knows only about
writing software.
+!($!!! $#!"#($!
system or for using larger databases as your business
grows?
LIGHTS from Softlight is a computer software program
that manages and organizes the daily functions for the
Lighting Industry and Lighting Showrooms.
LIGHTS from Softlight can deliver reports and
paperwork at the touch of a key that can save you
many valuable hours of work. Customers are never
charged for adding more computers or features, and the
package is easy to learn. Visit the LIGHTS from Softlight
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Call for free demo 1-888-544-4809 or visit: www.softlightusa.com
Not available in New Mexico.
Counting
Cycle count carefully. Some distributor
personnel spend a lot of time chasing
down items and/or information in order
to have an accurate daily cycle count. If
they had chosen the right items and the
right time of day — which can be tricky,
they would have spent a lot less time getting an accurate count.
And most important, do not change
system quantity data without attempting to
determine why/if there was a discrepancy
at count time. If time and conditions permit, recount the discrepant items — some-
“LIGHTS from Softlight is very
easy to use. All the information is
right there including the light bulbs
that need to be ordered. It is a great
investment for your lighting business.”
times, a recount reveals that there never
was a discrepancy, just a mis-stored item.
Warehouse Management
To achieve great performance in a warehouse, offer warehouse personnel an incentive to do better than a mutually agreed
upon goal; perhaps, do better than the 90th
percentile of performance in the industry.
Keep the place organized and clean.
Cliches that still matter: a place for every-
thing, and everything it its place; cleanliness is next to godliness.
Take a cue from the Japanese: track the
different kinds of warehouse errors, keep
running graphs, and post the graphs where
all personnel — office and warehouse —
can see them. Where possible, base the
incentives on data that is graphed.
About the Author
Dick Friedman is a recognized expert
on warehouse operations, management
and technology for lighting showrooms and
distributors, but he does Not Sell computer
systems or warehouse technology or equipment. Showrooms may call his computer
hotline (847 256-3260) for a free consultation about improving warehouse accuracy
and productivity; or visit his Web site
(www.GenBusCon.com) for more information or to send e-mail.
© 2008 General Business Consultants, Inc., all rights reserved.
MEMBER NEWS
Page 6
Canadian Manufacturers
Welcome ALA President
New ALA Members
As of April 3, 2008
Associate
Showroom
Jerry’s
Jeff Choate, Springfield, Ore.
DC Electric
Donald Coddington, Montrose, Colo.
Frederiksen Management and Design Ltd.
Alene Frederiksen, Victoria, British Columbia
Anderson Lighting One
Casey Ellis, Hattiesburg, Miss.
Concept Lighting Galleries
Don Parans, Oakville, Ontario
Elegance, Inc.
Carl Raskin, Grant Pass, Ore.
Energy Solutions Inc. dba Lights & More
Sandra Hartmann, Urbandale, Iowa
Michelle Warnken Designs, LLC
Michelle Warnken, Long Branch, N.J.
Fonda’s Floors and Interiors
Fonda Smith Trawick, Mobile, Ala.
Systems Inc.
Glen Badun, Edmonton, Alberta
J & J Electric, Inc.
Larry Tomlin, Albany, Ore.
The Lighting Lady, LLC
Rebecca Wanner, Bar Harbor, Maine
Lamp Factory Outlet
John Jones, Springfield, Va.
Manufacturer
Lightsource Ltd.
Brett Hobday, Laventille, Trinidad, West Indies
Bear Creek Glass
Deborah Thompson, Birmingham, Ala.
Low Country Lighting
Ricky Kemmerlin, Savannah, Ga.
Litex Industries Limited/Ellington Fans
Mike Miller, Grand Prairie, Texas
Lowe’s Cabinets & Lighting Gallery
George Holden, Cleveland, Tenn.
Manufacturers' Representative
Masterpiece Lighting One
Stuart Green, Kalispel, Mont.
Nationwide Electrical Supply, Inc.
Bruce Bagdan, Mt. Kisco, N.Y.
Nesco (Needham Electric Supply Co.)
Joy Dardinski, Canton, Mass.
Tecno-Outlet
Manuel Pere, Carolina, Puerto Rico
A
LA President/CEO Dick
Upton recently visited
the Ontario headquarters of
lighting manufacturers ALICO
Industries and Eurofase while
in Canada to attend a meeting
on energy legislation. Shown
with Upton at right are Joey
Sadofsky, president of ALICO
Industries, and Joe Bitton,
president of Eurofase.
Designer
Capital Lighting & Supply Opens
Annapolis Location
C
apital Lighting
Tom Devlin
& Supply
has been hired as
(CLS), a subsidiary
the new branch
of Sonepar USA,
manager. In the
opened a new,
electrical distribu11,000-square-foot
tion industry since
branch in Annapolis,
1985, Devlin’s backMd., this March. The
ground includes
Annapolis facility is (From left) Burley Heaggens, Shawn Robinson, Tom
warehouse, counter
Devlin and Brian Pylant
the 21st CLS location
sales and managein the mid-Atlantic area.
ment. He has served as branch manager
The new branch features a fully
in various locations in Maryland over the
equipped media room, showcasing the
last 15 years.
latest technology in security, entertainment
Devlin’s Annapolis team includes
and communications, as well as the latest
Brian Pylant, Shawn Robinson and
developments in energy saving products.
Burley Heaggens.
American Lighting Team Helps
Family Build Home in Mexico
In Memoriam
A
Thomas Roger Corbett
Tom Corbett, founder of Corbett
Lighting, passed away March 3.
Though Tom’s life began in Cincinnati,
his vocation, his avocations and his passions took him around the world. His
journeys included witnessing firsthand
the revolution in Havana; bullfighting in
Spain; fly fishing and hiking in Colorado
and horseback riding in Argentina.
Following a tour of duty in the U.S.
Air Force, Tom began his business career
in his family’s corporation, the NuTone
Company of Cincinnati, Ohio. When he
started his own business, Tom chose to
locate in Dallas. As founder, president
and artistic designer of Corbett Lighting,
Tom created and manufactured decorative
lighting for residential, hospitality and
commercial uses.
If Tom’s vocation was creating beautiful
lighting, his avocation was music. It was
his great pleasure to serve for the last nine
years as a board member of the Dallas
Symphony Orchestra. Tom also was proud
to serve on the Board of Directors of the
Booker T. Washington High School for
the Performing and Visual Arts.
He is survived by his wife, Roberta
Mathews Corbett of Dallas; son Evan
Corbett, his wife, Dorothy, and three
grandchildren, all of Cincinnati; and his
sister, Gail Goldsmith of New York.
Memorials may be made to the
Dallas Symphony Association Fund for
Excellence at www.dallassymphony.com.
Sharon Walker
Sharon Walker of Prestige Lighting
Sales in Allen, Texas, passed away Sept. 30,
2007, from a recurrence of cancer.
Sharon worked with her husband, Don
Walker, representing several lighting lines
in North Texas, Arkansas and Oklahoma.
In addition to her husband, she is survived by her son Jeff and granddaughter
Laura in Arizona; son Scot, daughterin-law Mary and grandsons Aaron and
Adam in Plano, Texas; and son Mark and
daughter-in-law Dana in Garland, Texas.
Lighting Sales of Memphis
Gary Raileanu, Memphis, Tenn.
Michael Carr and Associates, Inc.
Michael Caraccio, Glen Rock, N.J.
The Lighting Agency Norwest, Inc.
Bill Nelson, Kirkland, Wash.
team of nine top managers from
Denver-based American Lighting,
LLC recently traveled to Tijuana, Mexico,
to help build a home for an underprivileged family.
The American Lighting team spent
more than 20 hours on the construction site and added special touches such
as countertops with overhead lighting,
bedroom shelving and window boxes.
After the construction was finished, the
American Lighting team furnished the
home and stocked the shelves with food
and necessities before dedicating the new
house to Tomas and Rosa Maria Andres
and their three children, 12-year old
Lucero, 9-year old Saira and 5-year old
Mario.
“We know that this home will change
the quality of life for this wonderful family forever,” said David Wilkins, CEO of
American Lighting. “The experience also
changes our lives as well. This is the third
year in a row we’ve donated our time,
financial resources and talent to build a
house for a family in northern Mexico.
We feel incredibly honored to be able to
give back to those less fortunate.”
The home-building effort was
organized through Homes of Hope, a
non-profit program headquartered in San
Diego, Calif.
MEMBER NEWS
Page 7
B.A. Robinson Lighting Co. Ltd.
Wins Award for Fourth Time
For the
fourth time, B.A.
Robinson Co. Ltd.
has been named
one of Canada’s
50 Best Managed
Companies.
The national awards program recognizes Canadian companies that have implemented world-class business practices and
created value in innovative ways.
B. A. Robinson Co. Ltd. (BAR) first won
the award in 2004, then underwent a thorough review of its operations to successfully
achieve “Requalified” status for 2005 and
2006. To earn the award for 2007, BAR had
to compete again for one of the 50 spots.
Based in Winnepeg, B.A. Robinson
Co. Ltd. is a distibutor of lighting, electrical, plumbing, heating and municipal
waterworks products with 22 locations in
Western Canada, including the Robinson
Lighting and Bath Centres.
Ignite Their Passion with Mariana.
™
VALUE
they can believe in
give your customers
THE STYLE
THEY CRAVE
ALA Manufacturers’
Representatives Honored
by W.A.C.
DETAILS
that bring them
back to you
Several ALA member manufacturers’
representatives received Sales Achievement
Awards from W.A.C. Lighting during the
company’s Annual Sales Rep Awards at the
January Dallas Market. Members honored
include: KTR Associates, Searington,
N.Y.; JPS Associates, Los Angeles; Walker
Enterprises, Stafford Springs, Conn.;
Light Lines, Absecon, N.J.; Enlightening
Sales, Dallas; and Tim Schaefer
Associates, Cincinnati, Ohio.
Capital Lighting and Supply
Adds to EMS Department
Sandy Barrier has
joined Capital Lighting
and Supply’s Energy &
Maintenance Services
(EMS) Department at their
Baltimore, Md., location.
Barrier
Barrier worked for
17 years selling commercial lighting
before joining Capital. Her new responsibilities will include servicing the lighting
and electrical needs of the Property
Management, Building Mainitenance and
Energy Services markets. Additionally, she
will partner with customers to improve
the quality and efficiency of their lighting
while reducing building operating costs.
Kichler Hires New Regional
Sales Managers
Steve Falk, Russ Klingel and David
Rohde have been hired as Regional Sales
Managers by Kichler Lighting. Falk will
manage sales initiatives in the Southern
masterful creations
for the sophisticated home
www.marianalighting.com (239) 514-1292 Dallas Trade Mart #3709
U.S.; Klingel will be responsible for sales in
the Northeast U.S.; and Rohde will oversee
sales in the Central U.S.
Falk brings 20 years of experience in
the lighting industry, having held roles in
manufacturer sales, independent sales and
lighting showroom management. He will
report to Chris Bailey, Kichler’s Director
of Sales East.
Klingel also offers extensive industry
experience, having most
recently served as Director
of Sales for Emerson
Electric’s
ceiling fan
division.
Klingel
He also will
report to Chris Bailey.
Rohde will report to Jared
Northrop, Kichler’s Director Rohde
of Sales West. In addition to roles in the
furniture industry, Rohde has more than
14 years of experience in lighting sales,
marketing and product management.
Member News Correction
Jim McCarthy works with the
SOURCE team at Cooper Lighting, not
Kichler as stated in the March/April issue.
We regret the error.
JUNE DALLAS MARKET
Page 8
ALA Announces June
Dallas Market Seminars
Habitat for Humanity Chapters
Accepting Outgoing Market Fixtures
F
S
ive ALA seminars will be offered June
19-21 at the 2008 June Dallas Market.
Classes will meet at the ALA Seminar
Center on the third floor of the World
Trade Center in Suite 345.
ALA members who attend will earn
CLC credits for each seminar as noted
below. Manufacturers’ Representatives
can use the credits towards the Lighting
Knowledge Training requirements of the
CLMR designation.
Thursday, June 19
Full Day Course
9 a.m. – 4 p.m.
Light lunch included
(6 CLC Credits)
Friday, June 20
8 a.m. – 9:30 a.m.
(1.5 CLC Credits)
The fee for Thursday’s all-day course
is $149 for members and $179 for nonmembers. The fee for each 1.5 hour
course is $44 for members and $67.50 for
non-members.
Contact Nicole Juneau at
800-605-4448, ext. 26 or [email protected] to register or for
more information.
The Lighting Studio: Create Advanced Lighting
Applications and Stay Ahead of Competitors with the
Most Up-to-Date Information in Lighting Design
Instructor: Dan Blitzer
Sponsor: Lutron Electronics Co.
Sustainable Lighting for the Home: Reducing the
Environmental Footprint without Losing Profits or the
Beauty and Convenience of Good Lighting
Instructor: Dan Blitzer
Sponsor: Sea Gull Lighting
Friday, June 20
3:45 p.m. – 5:15 p.m.
(1.5 CLC Credits)
Saturday, June 21
8 a.m. – 9:30 a.m.
(1.5 CLC Credits)
Saturday, June 21
4 p.m. – 5:30 p.m.
(1.5 CLC Credits)
Landscape Lighting Design Fundamentals
to Advanced Applications
Instructor: Joe Rey-Barreau
Sponsor: Hadco
Advanced Course: What’s New in Recessed Lighting &
How to Expand Business for Greater Profit
Instructor: Joe Rey-Barreau
Sponsor: Lightolier
How to Sell and Profit from the Ultimate Kitchen and
Bath Lighting Solution
Instructor: Joe Rey-Barreau
Sponsor: Murray Feiss
ALA BiNational Program Free Filming
Continues at June Dallas Market
T
hr ALA
each video will
BiNational
feature a comAdvertising and PR
pany spokesperson
Program is bringing
describing the
back an awardcompany’s offerings
winning camera
in general and focrew to resume filmcusing on a handful
ing manufacturers’
of new, popular or
showrooms during
innovative products.
Jeff Sessler of Nora Lighting was one of several
the June Dallas
After editing
manufacturers filmed by the BiNational crew at
January’s Dallas Market. The program will resume
Lighting Market.
to a 3-5 minute
during the June Dallas Market.
Manufacturers
feature, the video
who support the BiNational program and will be placed on the manufacturer’s
were not able to participate in filming
section of the ALA Web site, as well
done at the January Market are encouras on YouTube.com. All footage taken
aged to reserve their spot for June by
at each showroom will be given to the
contacting Larry Lauck at llauck@amerimanufacturer to use for its own ongoing
canlightingassoc.com or 800-605-4448,
marketing promotions.
ext. 27.
Filming will be conducted throughout
Created as a way to introduce manuthe Dallas Market and will be scheduled
facturers and their products to consumers, on a first-come, first-served basis.
howrooms at the Dallas Market Center may donate outgoing fixtures to local
Habitat for Humanity chapters before June Market by calling Beverly Stibbens at
the Dallas chapter (214-678-2352) or Diana Garrison at the Denton County chapter
(940-382-8487).
Please give as much notice as possible.
“We are staffed by volunteers,” says Stibbens, “so it can be challenging for us to pick
up a great deal of fixtures at the last minute. We really appreciate early notice.”
Fixtures and fans donated are not normally used in Habitat for Humanity construction — rather they are sold to the public at Habitat outlet stores and their proceeds
funneled back into the organization.
Before the January Dallas Market, more than 15 ALA-member showrooms donated
their outgoing fixtures and fans to local Habitat for Humanity chapters.
2008 June Market ALA Board/
Committee Meetings
All meetings held in Suite 345 of the World Trade Center.
DATE
3 p.m. – 5 p.m.
7:30 a.m. – 8:30 a.m.
7:30 a.m. – 8:45 a.m.
9 a.m. – 10 p.m.
4 p.m. – 5 p.m.
4:00 p.m. – 4:25 p.m.
4:30 p.m. – 4:55 p.m.
5 p.m. – 5:45 p.m.
7:30 a.m. – 8:45 a.m.
7:30 a.m. – 9 a.m.
9 a.m. – 10 a.m.
11:30 a.m. – 12:30 p.m.
Noon – 1 p.m.
2 p.m. – 3 p.m.
4 p.m. – 5 p.m.
5 p.m. – 5:30 p.m.
7 a.m. – 9 a.m.
9 a.m. – 9:30 a.m.
2 p.m. – 3 p.m.
ACTIVITY
Golf Tournament To
Be Hosted By DMC
During June Market
S
LOCATION
Wednesday, June 18
Finance Committee
Thursday, June 19
Manufacturers’ Representative
Steering Committee
Education Committee
Awards & Recognition Committee
Showroom Steering Committee
2009 Governors Nominating
2009 Officers Nominating
Manufacturers Steering Committee
Friday, June 20
Education Foundation Committee
Public Relations Committee
2008 Conference Committee
Certification Committee
2009 Conference Committee
Electronic Technology Committee
Government Affairs Committee
ALA – PAC
Saturday, June 21
Board of Governors
Education Foundation Nominating Comm.
Component Steering Committee
ponsored by the Dallas Market
Center, The Lighting Golf Classic will
be held Wednesday, June 18, at The Golf
Club of Dallas. All DMC lighting tenants
and retailers are invited to play as guests of
the DMC.
For more information and to register,
contact Helen Smith at 214-655-6230 or
[email protected]. Space is limited,
and reservations must be made by June 1.
Board Room
Seminar Center
Board Room
Small Conference Room
Small Conference Room
Board Room
Small Conference Room
Seminar Center
Small Conference Room
Board Room
Small Conference Room
Small Conference Room
Board Room
Board Room
Board Room
Board Room
Board Room
Board Room
Small Conference Room
June Market Travel
Discount Codes
American
Airlines
Hertz
2008 June
Dallas Market
Code: A1668AI
800-433-1790
CDP #089817
800-654-2200
(U.S.)
800-263-0600
(Canada)
Alamo
National
BY #529118
800-354-2322
Disc #5021601
800-CAR-RENT
Avis
AWD #B608500
800-331-1212
MANUFACTURING NEWS
Page 9
Kenroy Employees
Purchase Hunter
Lighting Group
T
he management and employees of
Hunter Lighting Group/Kenroy have
purchased the assets and ongoing operation of the lighting business from Hunter
Fan Co. and created Kenroy Home.
The new company will sell an expanded
range of lighting and home décor products
to a variety of distribution channels under
the Kenroy Home brand. In addition, the
company will continue selling Hunterbranded lighting to a select group of accounts, under license from Hunter Fan.
Bob Pape, a former group president of
the Hunter Lighting Group, returned to
the lighting division in 2007 to lead the
buyout effort. Pape now heads up a staff
of industry veterans at Kenroy Home,
including many long-time employees who
invested money in the buyout.
Joining Pape on the management team
are David Lasch, who continues as director of sales for lighting showrooms; Joel
Wasserbauer, who continues as director
of sales for decorative channels; and Deb
Green, who continues as director of product development. Evan Klippel, former
director of inventory planning, has been
named director of inventory and logistics;
Gary Winters continues as comptroller;
and Dot Raulerson continues as customer
service manager.
Kenroy Home will operate its own
product development, sales, marketing,
customer service, credit and administrative infrastructure from its headquarters
in Jacksonville, Fla. No changes will be
made in computer systems or distribution,
which will continue through Hunter Fan’s
Byhalia, Miss., distribution center.
Model Motor
Carrier Agreement
Available
A
LA’s legal counsel has created a model
contract which may be used by ALA
manufacturers when negotiating with
trucking companies for freight services.
While it is possible to ship freight without having a contract in place, contracts often create rate stability and secure key terms
and conditions for the shipper, preventing
them from being at the carrier’s mercy.
Copies of the model contract are being
mailed to ALA manufacturers. Additional
copies may be requested by contacting
Cecilia Chavez at 800-605-4448, ext. 32 or
[email protected].
Chinese Labor
Shortage Impacts
Factories, Costs
N
early 11 percent of the 20 million
people who work in the manufacturing facilities of southern China
did not return following the annual
Chinese New Year migration to their
homes this year, according to the
Guangdong Labour Ministry.
For U.S. manufacturers with facilities in
southern China, this labor shortage could
lead to higher wages and rising costs in
materials, energy, environmental compliance and health care.
Shelley Wang, vice president and general manager of W.A.C. Lighting, which
owns and operates a ISO-9001 Certified
manufacturing facility in Guangdong,
warns that the escalating costs may affect
not only those owning factories in China,
but also those relying on Chinese-made
components.
“The competition for factory workers
is driving wages and benefits up, which
is impacting everyone who sources from
China,” says Wang. “Subcontracting vendors are raising their pricing across the
board and reporting scheduling delays.
Continued on Page 13
CONFERENCE 2008
Page 10
Annual Conference Scholarship
Applications Due June 1
Pillar of the Industry Nominations
Being Accepted Until June 1
J
T
une 1 is the application deadline for
showroom scholarships to the 2008
ALA Annual Conference in Washington,
D.C. To qualify, a showroom must never
have sent a delegate to an ALA Annual
Conference.
Each showroom scholarship includes:
One delegate registration per
showroom (Includes most meals for
three days, all general sessions, a choice
of educational sessions and entrance into
manufacturers’ product exhibits.)
Three nights of room, tax and resort
fees for attendee at the Gaylord National.
The value of the scholarship is more
than $1,500.
When applying, showrooms must
agree that their delegate will attend the
conference in its entirety, arriving Sunday,
Sept. 14, and departing at his or her
convenience Wednesday, Sept. 17. Travel
expenses are the responsibility of the
showroom.
These scholarships are made possible
through the contributions of ALA member
manufacturers, whose represetatives will
be introduced to their showroom scholarship recipients at the New Member/First
Timer reception on Sept. 14.
For more information or to request
a scholarship application, contact Beth
Bentley or Eric Jacobson at 800-605-4448.
2008 ALA Annual Conference Schedule
As of April 4, 2008*
Sunday, Sept. 14
8 a.m. – 7 p.m.
8:30 a.m. – 2 p.m.
9 a.m. – 4 p.m.
2 p.m. – 5:30 p.m.
2:30 p.m. – 5:30 p.m.
6:15 p.m. – 7 p.m.
7 p.m. – 8:30 p.m.
Registration Open
Golf Tournament, Tantallon Country Club
CLC® Training Class
Networking Group Meetings
Finance and Board of Governors Committee Meetings
New Member/First Timer Reception
Gala Welcome Reception
7 a.m. – 5 p.m.
8 a.m. – 9:30 a.m.
9:45 a.m. – 11:45 a.m.
10 a.m. – 12:30 p.m.
Noon – 2 p.m.
2 p.m. – 6 p.m.
2:15 p.m. – 3:45 p.m.
2:15 p.m. – 4 p.m.
4 p.m. – 5:30 p.m.
Registration Open
Opening Breakfast/General Session
Seminars
Spouse/Guest Tour – (limited to first 50 that sign up)
Business Lunch/General Session
Exhibitor Move-In
Industry Open Forum
Technical Lighting Seminar
Seminar
Monday, Sept. 15
Tuesday, Sept. 16
7:30 a.m. – 5 p.m.
Registration Open
8 a.m. – 9:30 a.m.
Breakfast/General Session
9:45 a.m. – 11:30 a.m.
Seminars
11:45 a.m. – 2:15 p.m.
Manufacturers’ Exhibits/Lunch
2:30 p.m. – 4:30 p.m.
Seminars
6:30 p.m. – 7:15 p.m.
Reception
7:30 p.m. – 11 p.m.
Annual Banquet
*Times and events subject to change.
he ALA is accepting nominations
for the 2008 Pillar of the Industry
awards until June 1. The award recognizes
individuals (not companies) for their extraordinary service to advance the lighting
industry and the association, its programs
and mission during the past year and a half.
A winner will be chosen in each of
three categories: manufacturer, manufacturers’ representative and showroom.
Gaylord
National
Celebrates
Grand Opening
T
he Gaylord National Resort, host of
the 2008 ALA Annual Conference,
celebrated its official grand opening
April 25.
A massive $865 million facility, the
Gaylord National is the largest combined hotel and convention center on
the Eastern Seaboard. It has an 18-story
glass atrium and boasts 2,000 guest
rooms and 470,000 square feet of meeting, convention and exhibit space.
In June 2007, ten months out
from opening, Gaylord National announced that it had pre-sold more
than 1,000,000 room nights to meeting
and convention groups through the
year 2018. The announcement broke
the hospitality industry record for the
highest number of room nights presold before a hotel opening anywhere.
Only ALA members in good standing
are eligible.
Winners will be recognized during the
ALA Annual Conference, Sept. 14–16, in
Washington, D.C.
Nominations may be submitted
by any person or group. To obtain a
nomination form, contact Larry Lauck
at [email protected] or
800-605-4448, ext. 27.
2008 Conference
Sponsors
As of April 24, 2007
Welcome Gala Reception
CSA International
Monday Keynote Speaker
Westinghouse Lighting Corp.
Tuesday Keynote Speaker
Lightolier, a Philips Group Brand
Spouse/Guest Special Event
Quoizel, Inc.
Annual Banquet Entertainment
and Decorations
Underwriter’s Laboratories, Inc.
Annual Banquet Reception
OSRAM SYLVANIA, Inc.
CLC Class/Medium to High
End Homes
Hinkley Lighting
AV Equipment
Holtkoetter International
Generation Brands
Room Key Cards
ALICO Industries, Inc.
Badge Lanyards
SATCO Products
Padfolios
Kichler Lighting
Daily LightRays
Lutron Electronics Co.
Pocket Program
Lutron Electronics Co.
Registration Envelopes/Pens
Progress Lighting
Coffee/Soda Breaks
Dallas Market Center
Conference Travel
Discount Codes
American
Airlines
Hall of Fame Continued from Page 1
reorganized in 1994.
He was recently named the 2007 Ernst
& Young LLP’s Entrepreneur of the Year for
the South Central Ohio and Kentucky region in the manufacturing category. Powers
also currently serves as Chair of the Board
of Governors for the National Electrical
Manufacturers Association (NEMA).
Powers and his wife, Sherry, have four
children and eight grandchildren.
Tickets to the banquet will be available
for purchase by those not attending the
complete Annual Conference. Individual
event pricing will be published in June.
Contact Beth Bentley for information at
[email protected].
2008 Washington
D.C. Conference
Code: A4998AA
800-433-1790
Alamo
BY #529118
800-354-2322
Avis
AWD #B608500
800-331-1212
Hertz
CDP #089817
PC#116841
800-654-2200
(U.S.)
800-263-0600
(Canada)
National
Disc #5021601
800-CAR-RENT
CONFERENCE 2008
Page 11
ALA Conference
Draws
NationallyKnown Speakers
F
our nationally-known personalities
will share their expertise September
14-16 at the ALA Annual Conference
in Washington, D.C.
Speakers include
Paco Underhill,
best-selling author
of Why We Buy: The
Science of Shopping;
Dr. Martin A.
Regalia, chief
economist with
the U.S. Chamber
Paco Underhill
of Commerce;
Frank E. Nothaft, chief economist with
Freddie Mac; and Amy Walter, political
analyst for CNN and frequent contributor to The Newshour with Jim Lehrer (PBS).
Founder, CEO and President of
Envirosell, a retail research company,
Underhill will be presenting tips for
improving merchandising skills at the
Monday keynote breakfast and general
session, including what showrooms can
do in two weeks, two months or even
the next year to make more money.
Underhill promises to “polish your
glasses” so business owners can see
themselves and their customers more
clearly.
Envirosell has studied a variety of
retail spaces, products and messages
for Fortune 100 clients and developed
“science of shopping” ideas unique to
their methodologies, and Underhill
is widely regarded as an expert on
merchandising.
Chandeliers
Change the way
you look at lighting
Mini-Pendants
Outdoor
Recessed
The world's first comprehensive line of
residential LED lighting fixtures.
• Energy-Saving
• Long-life Lamps
• Warm White
• Dimmable
• Cool Operation
• Environmentally-Friendly
Contac t your Progress Lighting Representative for details.
Dr. Martin A. Regalia
¦
w w w.progresslighting.com
Step/Wall Lights
Frank E. Nothaft
Insights on the state of the economy
and the future of homebuilding will
be given during the Tuesday keynote
breakfast and general session by Dr.
Martin A. Regalia, Vice President,
Economic and Tax Policy and Chief
Economist for the U.S. Chamber of
Commerce and Frank E. Nothaft, Vice
President and Chief Economist with
Freddie Mac.
Both Regalia and Nothaft are widely
quoted experts on economic issues and
forecasting who make frequent guest
appearances in the national media.
For those curious to hear the latest
election news and predictions from one
of the U.S.’s top political forecasters,
Amy Waters will share her insights at
the ALA business luncheon.
Walters’ reliably
accurate analysis of
the national political environment is
featured in The
Hotline, Washington’s
premier daily briefing on American
politics, of which
she is editor-in-chief.
She has also served as a panelist and
commentator on Face the Nation (CBS),
Meet the Press (NBC), Washington Journal
(C-SPAN), Real Time with Bill Maher
(HBO), and The Early Show (CBS).
Walter was a member of CNN’s
Emmy-award winning election night
team in 2006.
Amy Waters
E D U C AT I O N / T R A I N I N G
Page 12
CLMR “Grandfather” Opportunity Extended
M
anufacturers’ representatives wishing to
earn the Certified Lighting Manufacturers’
Representative (CLMR) designation now have until
Dec. 31 to apply past seminar credits towards the
CLMR requirements.
Documentation of seminars taken online or at the
ALA Annual Conference or Dallas Markets between
2002 and 2007, up to 80 percent of total credits required for the CLMR, may be submitted along with
CLMR applications through the end of 2008.
To earn the CLMR, a rep must complete
training requirements in two categories — Sales/
Management and Lighting Knowledge — as well as
meet employment and membership requirements.
One of the ALA’s newer designations, the CLMR
accreditation program is designed to recognize the
important role Manufacturers’ Representatives play
in the lighting industry, as well as provide training for
reps new to the industry.
For more information on the program and qualifying seminars, contact Nicole Juneau at njuneau@
americanlightingassoc.com or 800-605-4448,ext. 26.
Take your LS designation
to a higher level.
&HUWLÆFDWH6SHFLDOLVW0RQRJUDSK
Advanced Kitchen
and Bath Lighting
CLMR Requirements Checklist
To earn the Certified Lighting Manufacturers’
Representative designation, reps must the following requirements:
1. Sales and Management Training
□ Earn six CLMR Sales and Management training
credits at an ALA Annual Conference
OR
□ Attend eight hours of similar training seminars
offered by other groups/associations or local
colleges/universities (All outside training courses
must be approved by ALA)
2. Lighting Knowledge Training
□ Take and pass six ALA online training courses
AND
□ Complete one of the following:
▶ Attend three ALA 1.5-hour seminars during
January and/or June Dallas Market
▶ Attend one ALA 6-hour seminar during
January and/or June Dallas Market
▶ Attend three 2-hour CLC training courses at
ALA Annual Conferences
▶ Attend one 6-hour CLC training course at an
ALA Annual Conference
▶ Take and pass eight additional ALA online
training courses
▶ Become a Lighting Specialist by acquiring the
ALA Residential Lighting Training Manual
and passing the final exam
3. Business Affiliation/Employment and
Membership
□ Be gainfully employed as a Manufacturers’
Representative for at least 24 months
AND
□ Be a member of the American Lighting
Association
AND
□ Represent at least one manufacturer that is a
member of the ALA in good standing
If you’ve earned the LS
designation, the new
Certificate Specialist
program is your next
step up on the ladder to
success. Purchase your
copy of the Advanced
Kitchen and Bath Lighting
monograph/test today
by calling 800-605-4448,
ext. 26.
Become a Certificate Specialist.
AND
□ Acquire three letters of recommendation from
ALA members in good standing: one each from
a Manufacturer member, a Showroom member
and a Manufacturers’ Representative member
ATTENTION MERGERS & ACQUISITIONS MANAGERS!
2008 ALA Regional Seminar Dates
For more information, contact Nicole Juneau at [email protected] or 800-605-4448, ext. 26.
May 6
Kansas City, Mo.
Advanced Applications in Lighting Design and Problem Solving for
Medium- to High-end Homes
Instructor:/PSN#SPXO$-$t Host: Ketzner Enterprises, Inc.
Sponsor: International Lighting Mfg. Co.
Bronx, N.Y.
Advanced Residential Lighting Design and Application: How to Layout
and Design a Lighting Plan
Instructor:+PF3FZ#BSSFBVt Sponsor: Murray Feiss
June 2-5
Four-Day Residential Lighting Training Course
Instructor:4UBOMFZ+PIOTUPO$-$tSponsor: Juno Lighting
May 7
Chicago, Ill.
August 18
Chicago, Ill.
September 4
Riverside, N.J.
October 9
Castleton, Vt.
Dates and Topics
to Be Announced:
Advanced Architectural Lighting, Including High Performance Recessed and
Low Voltage Lighting
Instructor:+PF3FZ#BSSFBVtSponsor: Tech Lighting
Sustainable Lighting for the Home: Reducing Your Environmental Footprint
Without Loosing the Beauty and Convenience of Good Lighting
Instructor:%BO#MJU[FSt Sponsor: Sea Gull Lighting
How to Increase Sales & Improve Problem Solving with Decorative
Residential Lighting
Instructor:+PF3FZ#BSSFBVt Sponsor: Hubbardton Forge
Location: #P[FNBO.POUt Sponsor: Integrity Sales
Location: 0SMBOEP'MPSJEBtSponsor: Lithonia Lighting
Location: .BSLIBN0OUBSJPtSponsor: ALICO Industries
Location: 4U1BVM.JOOt Sponsor: Holtkoetter International
Make These At Your Factory!
Tools, Stamping Dies, Molds, Spinning Chucks
Available for Sturdy
y® Lanterns and
NightStars® Garden Lights
With the recent passing of our dynamic founder
George Sturdy Hazerjian, we are closing shop.
This creates an amazing opportunity for the
forward-thinking lighting manufacturer!
Ready-to-go, top quality proven product lines.
We have already sold off our cast aluminum line so
Act Now before the others are gone!
Please call Michael Hazerjian at 617-325-2646
and leave a message.
Metallic Arts Manufacturing
www.metallicartsmfg.com
[email protected]
E D U C AT I O N / T R A I N I N G
Page 13
New ALA Lighting
Specialists and
Lighting Associates
As of April 3, 2008.
Lighting Specialists
Accent ESI
Walter Allen Glass
Ferguson
Amy Michelle Bonner
&DQ\RXUVRIWZDUH
Automate"
Harbert Lumber
Georgeann Heinle
Intense Lighting
Nima Zkharrazi
Lamps Plus
Ana M. Garcia
Todd Jensen
Pamela Lambdin
Christopher Leon Hall
Fausto Marcial Marisy
Joseph Pitruzzello
Stephen D. Prosser
Eric Robert Hughes
Mike Stevens
Marcia Van Maele-Bentley
Fransisca Villasenor de Yatsko
Light Bulbs Etc.
Dean Becker
Houssein Amir Bentatou
Judy Nakanishi
Light Bulbs Unlimited
Bryan Wells
Lights On
Sara J. Ruffing
Pace Lighting, Inc.
Frank M. Bartlett
State Electric Supply
Emily J. Fisher
Sun Lighting
Richard Eric Christensen
Donna Morgan
Kathleen Ramirez
The Hite Company
Amanda Konchan
US Lighting & Electric Supply
Dale Treadway
Sharon Sinclair
100% CUSTOMER SATISFACTION
"No other software that we've seen is tailored to the specifics of
the lighting business like this one."
- Madison Lighting. Ex-Winward User
"The program is constantly updated and maintained! We have not
needed an IT person since we switched to Inertia."
- Concord Lighting. Ex-Keystroke User
6RIWZDUHGHVLJQHGIRUWKH
"Our service calls & delivery appointments are now integrated into
our sales ordering and invoicing."
- Hinkley's Lighting. Ex-Peachtree User
Showroom Owner
"The constant availability of someone who knows the answers and
can problem solve is key."
- Madison Lighting. Ex-Winward User
Save Time and Money Through Automation.
Come See What is Possible.
"The response time of changes & upgrades to the software
is a big plus."
- Idaho Lights. Ex-Quickbooks User
Demo the best software to hit
the Lighting Industry!
"Inertia is the best lighting showroom software on the market!"
- Lightsoure. Ex-Quickbooks User
Lighting One Software Committee
"Our builder was amazed that our account statement was
correct for once."
- Hinkley's Factory. Ex-Everest User
760-529-9471
Additonal info @
www.ITESoftware.com
Lighting Associates
Timeless Designs, LP
Stan Swearingen
Green Mountain Lighting
Karen Maksimoski
Pace Lighting
John Davoli
Capital Wholesale Electric
Ryan George
Chinese Labor Continued from Page 9
I anticipate that those who rely on subcontractors heavily will be most affected
as costs go up significantly.”
The labor shortage in southern China
may be the result of more factories being
opened in China’s interior, which allows
workers to find jobs close to home rather
than having to leave their families for a
year at a time.
Areas in the south are hoping to retain
skilled workers by replacing low-cost,
low-paying industries with higher-wage
factories producing sophisticated products. In general, companies that offer
high wages and good working conditions
have fewer problems attracting or keeping
workers despite the distance from workers’ families.
“Since we manufacture more than 90
percent of our products, we have a distinc-
tive advantage. Only two people out of
700 loyal employees chose not to return
to W.A.C.’s factory after the holiday,” notes
Wang. “But we are certainly the exception
to the norm. We have worked hard to be
an employer of choice. Ultimately, good
business practices are the same for any
employer – if you value your people and
produce something of value, business will
continue to grow.”
ENERGY EFFICIENCY
Page 14
Four ALA Members Receive ENERGY STAR® Awards
S
ea Gull Lighting, OSRAM
SYLVANIA, Lithonia Lighting
and Seattle Lighting are among
those recently honored by the U.S.
Environmental Protection Agency
(EPA) and the Department of Energy
(DOE) for their outstanding contributions to environmental protection and
energy efficiency through their partnerships with ENERGY STAR.
Sea Gull Lighting was honored
with a 2008 ENERGY STAR Sustained
Excellence Partner of the Year Award
for bringing products to the marketplace
that meet consumers’ practical needs
while reducing their electricity bills.
In the past year, Sea Gull increased
shipments of ENERGY STAR qualified
fixtures by 23 percent, developed an
online tool designed to deliver presentations to builders and consumers
featuring ENERGY STAR qualified
solutions for the whole house and
expanded its offerings of decorative
energy efficient fixtures.
This is the second time Sea Gull has
received ENERGY STAR Sustained
Excellence recognition, and it is the
company’s fourth ENERGY STAR
award overall.
OSRAM SYLVANIA received a
2008 Sustained Excellence Partner of
the Award for its leadership in the development of compact fluorescent technology, the third time it has received
Sustained Excellence recognition.
Key achievements included expanding its line of micro-mini products
using T2 technology and making
impressive reductions in the mercury
content of its CFLs.
Lithonia Lighting was named a
2008 ENERGY STAR award winner for
Product Manufacturer Partner of the Year.
Lithonia was recognized for a strong
commitment to promoting energy
efficiency by producing a broad set of
quality, efficient lighting products that
meet or exceed ENERGY STAR specifications and by educating consumers on
its efficient product offerings.
The company developed 84 new
ENERGY STAR qualified fixtures for
its consumer product line in the last
year, making ENERGY STAR qualified
products approximately 63 percent if its
total consumer product line.
Seattle Lighting was recognized as
a 2008 Lighting Showroom Partner of
the Year after setting the bar high for
excellence in promotion of ENERGY
STAR qualified lighting.
Key achievements included working closely with utilities in the Pacific
Northwest to develop joint promotions
on energy efficiency, stocking more
than 100 decorative ENERGY STAR
qualified fixtures and offering CFL
recycling in all showrooms.
In 2007, Seattle Lighting received
a Special Recognition Certificate
for Excellence in Lighting Retailing,
becoming the first lighting showroom
every named an ENERGY STAR award
winner.
ENERGY STAR award winners are
selected from the more than 9,000 organizations that participate in the ENERGY
STAR program. Each year, multiple
winners, including manufacturers, retailers and utility/state and local ENERGY
STAR partners are selected for their commitment to energy efficiency.
Good
Housekeeping
Recommends
Members’
Products for
Energy Efficiency
F
or its March edition, Good
Housekeeping magazine tested
energy efficient products and recommended winners from Satco
Products, OSRAM SYLVANIA and
Lutron Electronics Company.
After testers compared a standard
60-watt “soft white” lamp against
23 equivalent CFLs, Satco’s Mini
Spiral Bulb 13W was chosen as the
Best of the Test and overall winner.
SYLVANIA’s Soft White Compact
Fluorescent 14W was named top
covered CFL.
For lighting controls, the magazine
recommended Lutron’s Skylark
EcoDim dimmer because it caps
light output at 85 percent, combating
people’s tendency to turn a dimmer to
full blast without thinking.
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B I N AT I O N A L N E W S
Page 15
The Weather is
Heating Up —
Time for Some
FANtastic Ads
T
he ALA BiNational Ad and PR
Program recently produced a series
of high impact ceiling fan ads that lighting showrooms can use free of charge.
A booklet containing numerous creative
concepts showcasing ceiling fans was
mailed last month to ALA members.
“ALA members supporting the
BiNational Program have free use of the
creative,” said Larry Lauck, vice president
of communications for the ALA.
Product photography was supplied by
various ceiling fan manufacturers. The ads
can be run in color or black and white and
adjusted to fit virtually any newspaper or
magazine format.
The ALA BiNational Advertising and
PR Program produces various series of
print, radio and TV ads for the industry
to use on a local basis. In most cases,
eye-catching, creative ads developed by
award-winning advertising agencies are
too expensive for showrooms to produce.
But because of the hundreds of members
contributing to the ALA BiNational
Advertising and PR Program, these ads
are made available for free.
!"# $
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(
Consumer Ad Continued from Page 1
The ALA ad was picked as one of the
top 10 ads in the home furnishings and
accessories category. When one considers
the immense number of ads appearing
in that category, the ALA ad is stacked
up against the best creative that Madison
Avenue can deliver.
The ALA BiNational Advertising and
PR Program is under the auspices of the
ALA PR Committee, chaired by Bobbie
Pearsall of Quoizel. The committee is
comprised of some of the top creative
senior-level talent of the lighting industry.
“Our meetings are very lively and filled
with discussions about creative ways we
can grow the lighting business. It is a nice
honor for the committee to be recognized
for its hard work,” said Pearsall.
To advertise in Lightrays contact
Larry Lauck at 800-605-4448 or
[email protected].
! "
"#
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" !" !!
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*+)&*)
$%&'()
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1-800-60--*()55 t Fax: 214-698-9899
E-mail: [email protected]
www.americanlightingassoc.com
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