Wholesale & Distribution International - Fall 2017 - 50
ARIZONA LIGHTING SALES INC.
www.arizonalightingsales.com / Headquarters: Tempe, Ariz. / Employees: 26 / Specialty: Manufacturer's representative for lighting
/ Rick Szymanski, principal: "The world of LED has dramatically changed our industry, and that is an understatement."
Burn At Both Ends
Arizona Lighting finds success by excelling at maintaining relationships with its
contractors and customers. BY CHRIS KELSCH
Arizona Lighting Sales relies on its experienced and
knowledgeable team to remain competitive.
here is a bit of a trick to be-
ing a successful manufacturer's
representative in that you have to
be skillful at managing two relationships.
One is with end-user customers, and the
other is with the manufacturers themselves, making sure they have all the information necessary to complete important projects on time and within budget.
Arizona Lighting Sales Inc., founded in
1989 by CK "Andy" Anderson, has always
realized this, and is fortunate to have two
experts to manage each facet. Principals
Todd Baumgartner and Rick Szymanski both joined the company in the late
1990s, and through hard work and dedication they became co-owners of the
company in 2013.
50 www.wdimagazine.com Fall 2017
As principals, their relationship management duties are evenly split. Szymanski works closely with end-user clients,
in this case architectural or construction
firms that specialize in specifications for
lighting projects. Baumgartner handles
the other side, working with manufacturers and distributors to make sure the
project can be completed.
"When it comes to a job or project,"
Baumgartner notes, "you're really selling
it twice. Once on the spec side and then
once again on the contract side, ensuring
that the needs of all parties are met."
As for Szymanski, he relies on an experienced and knowledgeable team to
be able to compete for a variety of construction lighting projects throughout
Arizona. "On the specification side, it
takes a very knowledgeable team to be
able to shift between project types," Szymanski says. "We have to be able to go
from diverse projects such as water treatment plants to class A office buildings to
schools. We have to have expertise in all
of the different equipment needed. This
can all happen in the same day."
Arizona Lighting Sales covers the entire state of Arizona, but its bread and
butter comes from servicing the larger metropolitan areas in the state: the
Phoenix and Tucson areas, followed by
Flagstaff and Prescott.
Having to rely on construction projects for revenue means the company is
susceptible to construction downturns,