Wholesale & Distribution International - Winter 2018 - 24
now budgeting their jobs where it should be for lighting, and
that causes a lot of issues," he says.
Illuminations also has seen the addition of new technology, including smart drivers from Acuity Brands that can be
implanted in light fixtures and give people directions via their
phones. "You can talk to the light fixture and it can show you
around," Lyngarkos says.
"We're obviously talking to people like Amtrak and the Philadelphia [International] Airport about putting smart drivers in
their fixtures," he says. "Your phone [can tell you] where to go
eat and where the restrooms are."
Illuminations is coping with challenges on the stock and flow
side. "Everybody is warehousing products," Lyngarkos says.
"The competition for shelf space is very robust."
The company has adjusted by adding to its staff, including a
new manager for its stock and flow portion. "I also put in two
quick quotes people who can respond to whenever a distributor needs something," he says.
The firm also hired two more "who work on stock and flow
and distribution more like a supply rep than a lighting rep," he
Illuminations has doubled in size as a result of the growth
in the LED market.
says. "Their only world is getting space on the shelf and getting
flow business. It's been very good for us."
WORKING WITH FRIENDS
Illuminations has strong relationships with its brand partners,
Lyngarkos says. "We sit down several times a year, planning on
how to grow the business," he says. "We have relaxed time golfing and hanging out afterwards.
"That creates a lot of strong personal relationships," Lyngarkos says. "I tell people often that I do business with my friends."
Illuminations will celebrate its 30th anniversary next year,
which brings Lyngarkos pride. "I feel blessed and lucky," he
says. "We went through some bad times and we came out
stronger than we were before."
The company, he adds, has doubled its size thanks to the
growth in the LED market. "Acuity Brands and some of our
brands were connected in it early," he says. "The change to LED
helped us to build a big backlog of business in that area."
He plans for Illuminations to grow even stronger and find
new business channels. "The next step would be building management systems," he predicts. "I feel like the future for a rep
is to be not just a sales organization, but a service organization
for controls and building management systems."
24 www.wdimagazine.com Winter 2018