Wholesale & Distribution International - Winter 2018 - 19
TOTAL LIGHTING CONCEPTS
the entire way. We want them to keep their client satisfied and
for us to maintain the decade's long relationships we've built in
KEYS TO SUCCESS
Total Lighting Concepts is celebrating its 50th anniversary
this year. Brown attributes the company's success to balancing its customer support and emphasis on a family-like culture with its employees. "We have always encouraged a work/
life balance," she says. "Additionally, having our employees'
family feel just as important as our employees themselves has
With 36 employees, the company is "rapidly growing," according to Brown. She adds that much of that growth stems
from parting ways with longtime partner Hubbell Lighting to
"This was two-and-a-half years ago," she says. "Since then,
50 percent of our employees are new. This has allowed us to
develop back into the specification agency that was always
our core competency. It has also brought tremendous vitality
and enthusiasm to the organization. Everyone understands
our goals. Decisions top to bottom are made with those goals
The partnership has also provided TLC with the necessary
products to leverage its talent, Brown says. "We've spent a lot
of time ensuring we have the right team of both people and
manufacturers, that has enabled us to grow," she says. "We
have made a full transition to a sophisticated small business,
improving every process and procedure. In our operations, we
want our employees to have the benefit of corporate America
with a small business ethos."
agency by partnering with manufacturers who share its six core
values: loyalty, integrity, passion, knowledge, communication
"As an agency, we live by these six values daily," Brown says.
"We are loyal to our colleagues and customers. We always try to
do the right thing by our customers, and are passionate about
what we do every day. The world of lighting has changed so
much in the last 10 years, so our team has to stay up-to-date on
the pulse of the industry for us to be successful.
"Our teams have to communicate effectively to achieve the
right end-result," she continues. "Finally, we have to consistently bring in those projects. We feel that all manufacturers
we partner with should also believe in those core ideals."
Brown has been with the company since 2003, and says she
is not only proud of her team, but also proud of who TLC is
coming out of the Great Recession. "We are a different organization today and that is true progress," she says. "The recession exposed so much about what it was going to take to
be successful in the new economy and the world of LED and
controls. We are keeping pace with those changes and doing
our best to employ corporate technologies that will keep us
ahead of the pack." q
TLC's ultimate goal is to be the No. 1 agency in southern California. "We are aiming to bring unique value to lighting and
controls in our market," Brown says. "Systems is the leading edge value proposition. That includes everything from a
healthcare tunable white system offering circadian rhythm
control to an all-inclusive outdoor city lighting project with
integrated equipment that allows cities to have ultimate oversight over maintenance and safety. Our solutions are no longer
widgets, they are systems."
Getting to the top spot will take some time, Brown adds, noting TLC aims to achieve its goal in 10 years. "Ten years from
now we're not going to have buildings that are static, they're
going to be dynamic buildings," she says. "We plan to be on the
leading-edge of smart buildings with a sophisticated sales force
adept at that complex sale."
Despite the company's competition, Brown is more than
confident that Total Lighting Concepts can become the No. 1
Winter 2018 www.wdimagazine.com