Page 46 - Lighting Magazine - August 2013

The Role of Reps

females to work in the showroom at a time when
there weren t many women in the lighting industry.
One of the biggest changes over the years
since Ive been a rep is keeping up with lighting
technology. There was an adjustment going from
incandescent to CFL and now with LED, it seems
like advancements happen daily.
Technology has helped the lighting rep. When
I was starting out, there were no cell phones or
faxes; you mailed in your orders. If a trafc jam held
you up from being on time for an appointment, you
had to fnd a pay phone sometimes in the pouring
rain and call to let them know youd be late.
We also didn t have the big box stores, which
in turn ended up altering the perception of price
among consumers. Back before there was the Dal-
las Market, everyone saw new product by atending
BRETT BLIZZARD [gatherings] put on by the American Home Lighting
LUMINA LIGHTING SALES Institute (AHLI). Then again, you didn t change out
WILMINGTON, NC catalogs as ofen as you do now. On the plus side
of technology, you can go into a showroom with an
iPad and easily show the updates to the catalog.
Our industry isn t that large, so you really get
From retail to rep to know your customers and their families. With so
Im a flament baby. My parents owned Coastal much manufacturing overseas (which was not the
Lighting in Wilmington, N.C. and I grew up in the case when I frst became a rep), I am happy that
lighting showroom business. I remember the com- I have some domestically made lines such as Lite
pany H.A. Framburg when the Framburg family was Tops, Northeast Lantern, Avalanche Ranch, and
still there! I went on to work in broadcast radio for Legendary Lighting. I have a Facebook page for my
awhile, but I missed lighting. When an opportunity agency and my customers share photos that I post
came up to take over for a rep who was retiring, I from market. People will comment on my posts and
came back to the industry I grew up in. The terri- it makes them feel connected with whats going on
tory was huge I had to cover Virginia, North and at market when they can t be there.
South Carolina, and then Framburg asked me to The Internet has really changed our industry; all
add Washington D.C. and Maryland. of our showroom customers have Web sites now.
My dad was very supportive; he helped me get When I call on architects, they always ask for the
my frst car as a rep. He started Coastal Lighting Web site of the manufacturer instead of asking for
right afer WWII and we hired some of the frst a catalog so they can look online at the products.
Ive noticed my customers changing right along
with the times. I have showrooms that are dab-
our industry isnt that bling in hospitality projects and many who have
branched out into decorative accessories. They are
large, so you really get also advertising more.
Being my own boss has been great, but I won t
to know your customers say it hasn t been tough out there especially
and their Families. over the past few years. Just like everyone else,
reps have to watch their overhead and how many
nights were out on the road, plus keep an eye on
the price of gas. Our job involves a lot of customer
service, but there is also a lot you can do for cus-
tomers without being out on the road.

44 enLIGHTenment Magazine | august 2013 www.enlightenmentmag.com