Wholesale & Distribution International - Fall 2017 - 51
ARIZONA LIGHTING SALES INC. such as the one that occurred throughout the country in 2007. Fortunately, the economy since has recovered to full strength, and Baumgartner and Szymanski see potential for growth. "This was at one time an area that was really known as a retirement destination," Szymanski says. "But in more recent years, the area has become a lot younger with families moving to the area, but the real estate is still very affordable. When we look at Phoenix, we see nothing but growth potential and we fully intend on participating in that growth." Indeed, Phoenix is one of the faster-growing areas in the United States, and as it continues to grow, Arizona Lighting Sales should grow as well. Since Szymanski and Baumgartner joined the company, they have seen its employees go from eight to its present staff of 26. They recruit people from all sorts of backgrounds, sales or otherwise. "We have hired employees with experience with certain well-known brands such as Hubbell," Baumgartner says. "But a lot have come from various sales backgrounds. We really try and find those that are motivated to excel in sales and the construction business." ADAPTING TO LED Arizona Lighting sees much growth potential because Phoenix is one of the fastest-growing cities in the country. The key goal of Arizona Lighting is to find the most suitable products for its end-users. "We strive to have the right product for every complete application," Baumgartner says, "regardless of what the project is." The team has built its reputation on executing that idea, and its leadership realizes that is what sets it apart. "Anyone can go across the street and buy what we're selling," Baumgartner says. "We set ourselves apart with honesty and integrity. We always tell the truth, and we always stay true to who we are." Although Arizona Lighting's approach to relationships is a constant, it has had to keep up with rapidly changing technology within the lighting industry. In particular, the advent of energy-efficient LED lighting has forced the company to evolve. "The world of LED has dramatically changed our industry," Szymanski notes. "And that is an understatement." Szymanski notes what where before there was an emphasis on individual lighting fixtures, the advent of smart technology has put more focus on building control units. "The shift has definitely been to the controls arena," Szymanski says. "With modern technology, a person running a building controls system in a 40-story office building can adjust lighting controls for one individual on the 35th floor." To stay ahead of the curve, Szymanski and his team spend considerable time with electrical contractors and design firms to come up with efficient lighting systems, and importantly, find the right products to use in those systems. For an established company like Arizona Lighting, that means a line card of established, high-profile names such as Hubbell and Lutron. "Certainly, we do carry some shining stars," Szymanski says. "That gives us credibility with customers, and leads to more requests for potential business." Carrying high-profile brands combined with extensive application experience has led to Arizona Lighting landing some significant projects. One of those was a major facility for the Mayo Clinic in Phoenix. Arizona Lighting secured the lighting for Mayo's Proton Beam facility, which uses highly targeted precision beams to target cancerous tumors. Fall 2017 www.wdimagazine.com 51