Page 36 - enLIGHTenment Magazine - May 2016

Kevin Gannon

Gannon Sales Agency

for the lighting industry and unwavering support.
I truly feel my customers and manufacturers are

partners with me in OUR success and I try to
How did you get involved in tHe ligHting make the relationship mutually bene cial for all.

P
industry?
Working hard has always been the rst step, but

EIn 2000, I was a sales rep in the HVAC industry. remaining ethical – along with being consistent
ROne of the people I routinely played golf with on and reliable – are things I, as well as Gannon Sales

Sthe weekends was John Carvey, a rep in the light- Agency, have come to be known for. Respecting all
Eing industry. One Saturday morning he asked if I’d parties involved and treating their business as if
L
Abe interested in possibly working with him. I asked, it were my own are big parts in what I feel makes

S“What do you sell?” When he said lighting, I still me successful.
| remember thinking, then responding, “Lighting!?
Y
Who buys lighting?!” And that’s how my career in wHat do you know now tHat you wisH
Rlighting began.
you knew wHen you were starting out?
A
NBeing positive and remaining positive is vital, no
wHat are some of tHe biggest
MIma er how bleak the outlook. Over the years –
cHallenges tHat you’ve seen?
going from a sub-rep to an agency principal – I’ve
U
LI think the Internet has thrown the most changes faced my share of challenges. Whether it’s an eco-
and challenges at the lighting industry. It’s made nomic downturn or a manufacturer closing their

our customers (hopefully) react to a channel that doors, remaining positive has kept me on track. It’s

doesn’t show any sign of weakening. With our during these times that the relationships I’ve built
customers adjusting the way they do business, it’s in the industry always seem to come through.

made good representatives nd ways to help our I also have learned the importance of a work
partners be pro table in this “lowest price/fastest and life balance. If you don’t keep a healthy life

delivery” society.
outside of work, you can’t maintain a healthy life

Technology has also been a rapidly changing at work. We only get to go through this life once
tool for lighting reps. When I rst started out, and learning the balance is vital.

there were customers who had just started faxing Lastly, keep your lines of communication open
in their orders and reps who didn’t have or give and owing with not only your customers, but

out their cell phone numbers. With all the technol- your manufacturers. The more you are in constant

ogy that’s available with smart phones and tablets, contact, the more important you become and the
a rep can accomplish so much more while working relationships you’re building become strong!

in the eld than we could 16 years ago.
wHat advice would you give to a young

wHat Has been tHe key to your success?
person considering repping as a career?

First and foremost, I need to acknowledge my wife Embrace any and all things related to the industry
and business partner Julie for helping me create and never stop pu ing the time in to further your

and grow Gannon Sales Agency. I couldn’t have knowledge of lighting. Join the ALA, ASID, and
go en to this point without her creative passion
ART; get involved! And always have a pen handy.

34 enLIGHTenment Magazine | May 2016
www.enlightenmentmag.com