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Illuminati Lighting USA | 18242 Mcdurmott #H | Irvine, Ca 92614P: 949-988-7939 | F: 949-988-7938Email: [email protected]

www.illuminatilightingusa.com | Follow us on Twitter @Illuminatiusa

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LIGHTINGACCESSORIESACCESSORIES

LIGHTINGJULY 2012 www.homelighting.com

STYLISH SHADES VEGAS SUMMER MARKETSTYLISH SHADES VEGAS SUMMER MARKET

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4/July 2012 HOME LIGHTING & ACCESSORIES

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RETAIL SECTIONfeatures 32 HOT TRENDS AND KICKY COLORS COLLIDE New resources and creativity at all price points enliven

the Las Vegas Summer Market, July 30-August 3.

48 LEARN AND EARN DURING THE LAS VEGAS MARKET

Seminars, CEU courses, and entertainment make this market a prime opportunity.

64 THE DALLAS SUMMER SHOW LIGHTS UP New companies, unique product, and awards combined for a lively market.

illuminating style 56 IS YOUR SHOWROOM A SHADE ABOVE THE REST? It takes dedication to sell quality lampshades, but the results can be

profitable. Check these resources and offerings to add to your shade arsenal.

VOLUME 95 • NUMBER 7

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32

VANCOUVER • TORONTO • EDMONTONHead Office: (Toll Free) 1-888-306-3267U.S. Showroom: Dallas Market Center - Suite 4739www.kendallighting.com • [email protected]

VISIT OUR WEBSITE FOR ADDITIONAL NEW AND INNOVATIVE PRODUCTS

LIGHTINGHOME

ACCESSORIESLIGHTING

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ACCESSORIESLIGHTING

ACCESSORIES&&&&

6/July 2012 HOME LIGHTING & ACCESSORIES

julyilluminating departments 8 THOUGHTS From the editor’s desk

12 EVENTS Meetings, markets, seminars, and conferences

22 NEWS Noteworthy happenings in the industry

74 ON THE ROAD WITH MARTY GLANTZ There’s Still No Business Like Show Business

76 PEOPLE Appointments and promotions

78 CATALOGS Illustrated literature detailing companies’ offerings

SUPPLY SECTION 81 SUPPLY SECTION COVER

2002

EDITORIAL

EDITOR-IN-CHIEF Susan [email protected]

ART DIRECTOR Abbie [email protected]

BUSINESS

PUBLISHER Jeff [email protected]

ASSOCIATE PUBLISHER/PRODUCTION MANAGER Dina Tamburro

[email protected]

CIRCULATION DIRECTOR Jon [email protected]

PUBLISHER EMERITUS Donald Doctorow

ADVERTISING

ACCOUNT EXECUTIVE Joy [email protected]

HOME LIGHTING & ACCESSORIES (ISSN 0162-9077) is published monthly by Doctorow Publishing, LLC,

180 Phillips Hill Road 1B • New City, New York 10956Tel: 973-779-1600 • Fax: 845-708-5166

E-mail: [email protected] site: www.homelighting.com

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All other countries sent air mail; $200.00 for one year; $300.00 for two years: Single copy, $6.00. Payment must be in U.S. currency, drawn on a U.S. bank.

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Home Lighting & Accessories, 180 Phillips Hill Rd., Suite 1B, New City, NY 10956.

USPS 303-840. Contents copyrighted 2012by Doctorow Publishing, LLC

Advertising and editorial forms close the 15th of the second month preceding publication.

Since 1923, HOME LIGHTING & ACCESSORIES has been The BUSineSS MAgAzine oF The LighTing indUSTry.

Doctorow Publishing produces:hoMe LighTing & ACCeSSorieS • ConTrACT LighTing

Printed in the U.S.A.

illuminating departments 82 BUSINESS Five Keys to Attracting and Keeping Top Talent 90 INDEX OF ADVERTISERS

on the coverGoing au natural! The Phillips Collection celebrates and elevates nature with an array of reclaimed wood accents from the life-size bonsai and Slice table lamp to the Steps console and the Old Lumber wall tiles. Tempering the neutral tones and textures is the Swirl ceramic urn in green. The Phillips Collection has a presence at major markets, including the World Market Center Las Vegas (A-202).

coming next monthIt’s all about glass, as we give retailers a visual rundown of the latest artists spinning eye candy for the showroom. Are you cultivating a stable of artists who can create custom works and treat your customers like the special accounts they can be?

Illuminati Lighting USA | 18242 Mcdurmott #H | Irvine, Ca 92614P: 949-988-7939 | F: 949-988-7938Email: [email protected]

www.illuminatilightingusa.com | Follow us on Twitter @Illuminatiusa

CIRCUSSERIES

8/July 2012 HOME LIGHTING & ACCESSORIES

We are referring to lampshades, which ironically are expe-riencing one of the category’s most creative eras. The talent to actually hand-sew a shade is scattered throughout the country, and the daring and experimentation to form exotic frames is being fed by inventive visionaries in the contract markets. One of our major shade makers, Miami-based Mor-lee Lampshade is currently working on a 10'-high shade for a client, and it should break a world’s record! The exercise is the result of a recent contract order. Of course, Morlee is also intensifying its repertoire for re-tailers as well, with a push into hardbacks and an expanded collection of heavy braids, a testament to the attention to detail this studio is known for. The company has been dedi-cated to educating dealers in the fine art of shade sales, reminding its customers that any lamp repair can turn into a replacement shade sale. The company also provides an excellent tutorial on its website and sponsors classes during the Dallas International Lighting Market. As president Ronne Green-Melnick reported, the lampshade business is very much alive and well, and her company is headed into the fall with a healthy lineup of orders from all markets. There is also an “underground” army of individual shade makers who cater to the interior design market, enabling decorators to offer their clients the exclusive and unique looks they expect from individualized service. These entrepreneurs bring new vision and interpretations to the shade category, elevating it to art forms. One interior designer who has par-layed her love of fabrics and antiquities plus her passion for reusing and recycling into a community-wide benefit is Lorraine White of Henderson, Texas. Through her Plan It Home business, White supplies window coverings and upholstery plus design services, however her vision of re-purposing the many textiles and furniture pieces she finds on her excursions local and afar made her form another com-pany. Regina Lorraine is White’s vintage home furnishings company where she can share her treasury of fabrics and furniture and create one-of-a-kind home accents, shades, and lamps. And every work has a story, because White can provide a history of the fabrics, the steps of how each product is made, and details behind every fabric used. To help her staff, White employs several outside groups, includ-ing adult foster-care residents who wrap shade frames with fabric as part of their

Nearly every lamp has one, sometimes two; every room probably has one, two, or possibly three, but it’s a category that’s many times neglected in showrooms.

illuminatingTHOuGHTS

community outreach, and most recently the local Christian Women’s Job Corps. These women, some in the midst of earning their GEDs or learning new life skills, are sewing fabric scraps from White’s upholstery projects into patchwork quilts, which are, in turn, used to produce even more shades and home accents. “These women are remarkable,” White comments. “This is truly a creative outlet for them, and they have sewn unusual patterns from the patchwork. They are de-signing.” Their work also includes cord and chandelier chain covers, which are sold by the yard. There is no textile that escapes White’s scrutiny. Origi-nally starting with her Burlamps, which feature burlap, White has let the energy and imagination lead her to many exciting looks. She has used obis and vintage coverlets, old belts and trims, even sequined skirts from 1950s square dancing cos-tumes. Her excursions to antique malls and flea markets have yielded an inventory that includes French ticking, bark cloth, vintage crewel, and original Marimekko designs from the 1960s. Her guideline: Just have fun. While we are all in business to make profits, a category as creative as lampshades can en-liven and give a showroom a personality. unusual, quirky, and ingenious works – especially one-of-a-kind pieces – can truly become the competitive edge a lighting showroom can use.

SuSAN GRISHAMEDITOR

At the Dallas Market, Lorraine White of Regina Lorraine sits upon her “throne,” a vintage wing-back upholstered in a patchwork of muslin scraps. She is surrounded with some of the shades, including a pendant at the top with burlap rosettes and a burlap shade in the foreground with a corset stitch and “burffle” burlap ruffles.

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Let your imagination soar - and set your limits FREE!

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© COPYRIGHT 2012 WORLDWIDE RIGHTS RESERVED BY JAMES R. MODER® WHICH IS A REGISTERED TRADEMARK OFJAMES R. MODER CRYSTAL CHANDELIER INC. IMPACT IS A TRADEMARK. SHOWROOM, CUSTOMER SERVICE,

ACCOUNTS RECEIVABLE OFFICE, 2050 N. STEMMONS FRWY. SPACE 303-1, MAIL UNIT #231, DALLAS, TX. 75207Swarovski®, ELEMENTS, SPECTRA® and STRASS® are registered trademarks of Swarovski AG.

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© COPYRIGHT 2012 WORLDWIDE RIGHTS RESERVED BY JAMES R. MODER® WHICH IS A REGISTERED TRADEMARK OFJAMES R. MODER CRYSTAL CHANDELIER INC. IMPACT IS A TRADEMARK. SHOWROOM, CUSTOMER SERVICE,

ACCOUNTS RECEIVABLE OFFICE, 2050 N. STEMMONS FRWY. SPACE 303-1, MAIL UNIT #231, DALLAS, TX. 75207Swarovski®, ELEMENTS, SPECTRA® and STRASS® are registered trademarks of Swarovski AG.

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and set your limits FREE!

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© COPYRIGHT 2012 WORLDWIDE RIGHTS RESERVED BY JAMES R. MODER® WHICH IS A REGISTERED TRADEMARK OFJAMES R. MODER CRYSTAL CHANDELIER INC. IMPACT IS A TRADEMARK. SHOWROOM, CUSTOMER SERVICE,

ACCOUNTS RECEIVABLE OFFICE, 2050 N. STEMMONS FRWY. SPACE 303-1, MAIL UNIT #231, DALLAS, TX. 75207Swarovski®, ELEMENTS, SPECTRA® and STRASS® are registered trademarks of Swarovski AG.

12/July 2012 HOME LIGHTING & AC CES SO RIES

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For additional show listings, visit www.homelighting.com

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11-18: Atlanta – Atlanta International Gift & Home Furnishings Market®

(Temporaries, July 13-17, Atlanta International Rug Market®, July 12-15), AmericasMart. www.americasmart.com

19: 11 a.m. Central – American Lighting Association webinar, The Facts and Myths of CFL and LED Lighting: Which Products You Should and Shouldn’t Market; 1 CLC hour; $39 per member participant; Sponsor: TCP, Inc. (800) 60-LIGHT. www.americanlightingassoc.com

19-25: Chicago – Summer Chicago Market (including Beckman’s Handcrafted Show, July 21-24), Merchandise Mart. MMPI. www.shopchicagomarket.com

23-24: Cleveland – Intermediate course: Hands-on LED Landscape Lighting Installation, Kichler Landscape Lighting; $359; 16 ALA credit hours. www.landscapelighting.com

25-31: Los Angeles – California Gift Show®, (Temporaries at the L.A. Mart® and Beckman’s Handcrafted Show, July 27-30), Los Angeles Convention Center and L.A. Mart. www.californiagiftshow.com

30-August 1: Las Vegas – The LED Show, Rio All Suite Hotel & Casino. PennWell Corp. www.theLEDshow.com

July 30-August 3: Las Vegas – Summer Las Vegas Marketsm (including Gift + Home), World Market Center Las Vegas. (888) 416-8600. www.lasvegasmarket.com

31-August 1: Des Plaines, Ill. – Advanced Residential Lighting course, Juno Lighting Group Lighting Education Center. Contact: Mary Borowicz. (847) 813-8356. www.junolightinggroup.com/EducationTraining

An instant mood-setter, these six- and seven-foot Trident or Alexander Palms from New Growth Designs are planted in mache nursery pots and fi nished with artifi cial soil. (252) 752-6195 . www.newgrowthdesigns.com

Lighting as it should be…For Life as it should be.

Designed with architectural aesthetics and performance in mind, LEDme™ Step Lights offer a sleek profile and enhanced functionality, ideal for safety and style on stairs, walls and other pathways. Energy efficient for long-lasting indoor and outdoor lighting solutions. LEDme™ Step Lights create a beautiful romantic impression at night.

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Visit us at Dallas Trade Mart Showroom #3934

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AUGUSTAugust 9: 11 a.m. Central – ALA Webinar, How to Meet the Lighting Requirements of the NAHB Green Building Standard and the ENERGY STAR Advanced Lighting Package; $39 per participant; 1 CLC hour; Sponsor: Philips Lightolier. (800) 60-LIGHT. www.americanlightingassoc.com

illuminatingEVENTS

14/July 2012 HOME LIGHTING & ACCESSORIES

August 18-22: New York City – New York International Gift Fair® (NYIGF®), including Accent on Design® featuring A+™ Young Designers’ Platform; At Home featuring Home Textiles; Baby & Child; EX*TRACTS®; General Gift featuring Floral & Garden Accessories, On Trend, and The Museum Source®; Handmade®

Designer Maker; Handmade® Global Design; Artisan Resource™, New York’s Newest; Personal Accessories featuring Details®; Studio, Tabletop, and The Gourmet Housewares Show at NYIGF. Jacob K. Javits Convention Center and Passenger Ship Terminal Piers 92 and 94. GLM. (800) 272-SHOW. www.nyigf.com

August 19-21: Edison, N.J. – Larry Karel’s 61st Furniture & Accessory Market, New Jersey Convention & Exposition Center. Karel Exposition Management. (305) 792-9990. www.kemexpo.com

August 20-21: Cleveland – Intermediate course: Hands-on LED Landscape Lighting Installation, Kichler Landscape Lighting; $359; 16 ALA credit hours. www.landscapelighting.com

August 23-24: Peachtree City, Ga. – Residential Lighting Solutions workshop, Cooper Lighting’s The SOURCE; $350. (770) 486-4680. http://webtools.cooperindustries.com/lighting/classes

August 24-28: Frankfurt, Germany – Tendence, Frankfurt Fairgrounds, Messe Frankfurt. In the U.S., contact (770) 984-8016. www.tendence.messefrankfurt.com

SEPTEMBERSeptember 7-11: Paris – Maison et Objet, including Paris Design Week, Paris Nord Villepinte. SAFI. In the U.S., contact Promosalons USA, (212) 564-0404. www.maison-objet.com

September 8-10: Dallas – Dallas Total Home & Gift Show, Dallas Market Center. (800) DAL-MKTS. www.dallasmarketcenter.com

September 9-10: Fredericksburg, Va. – Larry Karel’s Mid-Atlantic Furniture & Accessory Market, Fredericksburg Expo Center. Karel Exposition Management. (305) 792-9990. www.kemexpo.com

Home Lighting & Access. Ad.: 8.125”x10.875” Satco Tech/Experience Ad. 6.12 ©2012, Satco Products, Inc.

National Toll–Free: 800.43.SATCO (800.437.2826) www.satco.com

Corporate Offi ces: 110 Heartland Blvd., Brentwood, NY 11717800.437.2826 631.243.2022 Fax 631.243.2027

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16/July 2012 HOME LIGHTING & ACCESSORIES

illuminatingEVENTS

September 9-11: Scottsdale, Ariz. – American Lighting Association Annual Conference, Hyatt Regency Gainey Ranch. (800) 60-LIGHT. www.americanlightingassoc.com

September 18: Cleveland – Advanced LED Landscape Lighting

Design, Kichler Landscape Lighting; $199; 6 ALA credit hours. www.landscapelighting.com

September 19: Cleveland – Advanced Low-Voltage Landscape Lighting Troubleshooting, Kichler Landscape Lighting; $149; 6 ALA credit

hours. www.landscapelighting.com

September 20: 11 a.m. Central – ALA Webinar, Lighting Controls: The Latest Technology for Dimming LEDs and CFLs; $39 per participant; 1 CLC hour; Sponsor: Lutron Electronics. (800) 60-LIGHT. www.americanlightingassoc.com

September 20-22: Chicago – The Chicago Fall Market (in conjunction with The International Casual Furniture and Accessories Market). The Merchandise Mart. MMPI. www.shopchicagomarket.com

September 30-October 2: Los Angeles – Fall Gift + Home Market, L.A. Mart®. (800) LAMART4. www.lamart.com

OCTOBEROctober 3-4: Washington, D.C. – LightShow East, Washington Convention Center. ExpoNation. (770) 649-0300. www.exponation.net

October 3-5: Peachtree City, Ga. – Lighting Fundamentals/Lighting Basics course, Cooper Lighting’s The Source. $500. (770) 486-4680. http://webtools.cooperindustries.com/lighting/classes

October 4-5: Coopersburg, Pa. – Fundamentals of Residential Lighting Control, LUTRON’s Light Control Institute; $500. (610) 282-6280. www.lutron.com/lci

URBAN EXPOSITIONS ACQUIRES CA GIFT SHOW FROM MMPIThe upcoming July California Gift Show® in Los Angeles is the last man-aged by Merchandise Mart Properties, Inc., (MMPI), as it concludes the show’s sale to Kennesaw, Ga.-based Urban Expositions. All management duties, sales, marketing, operations, and other day-to-day operations for the January

Classic

to

Produced by:

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18/July 2012 HOME LIGHTING & ACCESSORIES

illuminatingEVENTS

25-30 show and future editions will be taken over by Urban Expositions. The show management company is also abandoning its plans to launch a new gift show in Anaheim, instead focusing resources on the existing Los Angeles-based event. Urban Expositions has been

Souvenir & Resort Gift Show in 2007. According to Doug Miller, president, Urban Expositions, the California Gift Show will expand to include new categories for the winter 2013 show. Joining the popular Kentia Hall-World Style, Jewelry Cash & Carry, and Vintage, order-writing will be expanded to include Design LA, Handcrafted, Gifts, Personal Style (including Spa) and two new categories: Outdoor Living, focused on casual lifestyle accessories, and Boardwalk, featuring souvenir, resort, beach and board sport resources.

MMPI SELLS L.A. MARTPHR L.A. Mart LLC, a commercial real estate management company, has pur-chased the L.A. Mart® from Merchan-dise Mart Properties (MMPI) on the eve of the building’s summer market. With commercial assets throughout Southern California, the corporate parent of PHR L.A. Mart LLC has destination properties representing retail and trade businesses covering product design, artisan manufacturing, art galleries, restaurants, and event venues. According to Avo Tavitian, presi-dent of PHR L.A. Mart, the property has a proud tradition of service to its core visitors and tenants. “Our vision for L.A. Mart is to invigorate the business by leveraging our success in operating commercial properties that attract buyers and sellers, and apply-ing that know-how to advance L.A. Mart’s growth and value.” Immediately, PHR says it will reinforce the building’s Gift + Home presence by pursuing showroom pros-pects that deliver greater vitality and increased demand among buyers. Its investment in communities of creative industries, artisans, and craftsmen unique to the region will also enhance the L.A. Mart’s shared vision of celebrating California product innova-tion. The L.A. Mart is home to nearly 200 permanent residential, decorative accessory, and gift showrooms serving the retail and interior design markets. Its Summer Market is July 25-31.

steadily building its West Coast presence purchasing the Portland Gift Show and West Coast Cash & Carry Shows from Western Exhibitors last year and the San Francisco International Gift Fair and Seattle Gift Show from dmg World Media in 2009. It also launched the Las Vegas

Morlee Lampshade Company6915 NW 43rd StMiami, FL 33166

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Visit our Dallas Showroom TM 4517

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OPUS LIVING | www.opusliving.com | 1-866-597-0336Dallas Market Center, Trade Mart Suite #3942 | Las Vegas World Market Center, Building C #1028

22/July 2012 HOME LIGHTING & ACCESSORIES

illuminatingNEwS

LAMPS PLUS OFFERS KINKADE DESIGNS IN LIGHTINGLamps Plus, the nation’s largest specialty lighting company, has announced through PRweb.com that it has made repro-ductions of Thomas Kinkade paintings available on lighting designs through its Thomas Kinkade Lighting Collection. Based on a licensing deal with the Thomas Kinkade Compa-ny, the collection uses a giclee printing process to reproduce the paintings onto art shades for table and floor lamps and pendants. Speaking about the collections, Lamps Plus owner and CEO Dennis Swanson comments, “we are very pleased to be able to offer the wonderful work of Thomas Kinkade to our customers. It’s an honor for us to be associated with such a world-renowned artist, one whose artwork has proved to be so inspirational and joyful to so many over the years.” The Lamps Plus designs utilize a sophisticated giclee print process. Giclee is a French word that refers to the process of making an art print with ink-jet printing. Lamps Plus uses state-of-the-art, large-scale printers that are commonly used for fine art reproductions to create the Thomas Kinkade Light-ing Collection. The late artist's paintings are currently offered on two styles of giclee printed shades: Giclee Glow and Giclee Gal-lery. Giclee Glow shades are made using a translucent can-vas material that allows the light to shine through the shade illuminating the shade’s pattern and colors from within. The Giclee Gallery shades are opaque, channeling light up and downwards. They are printed on a special 100-year-old archival-quality canvas and use fade-resistant archival inks in the printing process.

COOPER LIGHTING RELEASES ZHAGA-CERTIFIED LED RECESSED LIGHTIRiS™ Lighting System, a Cooper Lighting line, is now dis-tributing the P3LED directional series recessed fixtures, said to be the first 3"-aperture LED series that is Zhaga-certified, enabling the LED array to be upgraded in the future and be compatible with multi-vendor products. Designed for commercial and residential applications, the P3LED housing platform is based on Cooper Lighting’s popular 3"-aperture series and can be modified by changing out optical elements, which are available in downlight, ac-cent, wall wash, and lens solutions. The elements are offered in various finishes and flange styles and can be installed flush to the finished ceiling surface using an optional flush-mount adapter. The fixture is IC-rated, and damp location-listed delivering 1,000+ lumens depending on the beam angle and optical distribution. It is currently available in 3000K with a CRI of 85; however alternate color temperatures and CRI options will be released later this year.

CALL FOR ENTRIESCooper Lighting has opened the search for its 36th annual SOURCE Awards. The national lighting design competition is open to lighting designers, architects, engineers, professional designers, and consultants who use Cooper Lighting fixtures in interior and outdoor projects. Students currently enrolled in any of the above disciplines are also eligible to enter projects based on conceptual lighting designs using the Cooper line. Projects are judged on the blending of aesthetics, creative achievement, technical performance, and the degree to which the lighting met project constraints and design concept goals. Deadline for submissions is January 30, 2013. Judging takes place in February and winners are announced in April. Student winners receive a trophy and a monetary award; professional winners also receive monetary awards and a trophy plus local and national recognition. All winners are invited to attend a lighting seminar at the SOURCE, located at Cooper Lighting headquarters in Peachtree City, Georgia. To download a complete list of rules, visit http://www.cooperindustries.com/content/public/en/lighting/resources/education/source/source_awards.html

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WEB WATCHDallas-based Groovystuff has launched a redesigned website (www.groovystuff.com) featuring 150+ new items. The site also features live social media streaming, a University Hall new products gallery, and a featured “prod-uct of the week” window. Bold colors and graphics and a new navigation menu highlight the product pages. The site includes 23 price reductions from the 2008 catalog as well as new Education to Industry student-designed prod-ucts validated by retailers in the form of written orders at market. The royalty-rewarded student-designed benches, chairs, tables, décor, lighting, and office products are featured in an easy-to-shop University Collections category. WattStopper, a Legrand group brand headquartered in Santa Clara, Calif., has streamlined its website (www.wattstopper.com) to enable quicker access to resources and searches. The most visited pages are organized into fewer main areas and there are more paths to access technical content from CAD drawings and BIM objects to cut sheets. The site offers more videos plus more links to popular interactive design tools and educational content as well as an eCampus online learning center.

HOUSE OF TROY ACQUIRES ARTISAN STONEWARE MAKERHyde Park, Vt.-based House of Troy has purchased the assets of G. Scatchard Ltd., a maker of high quality artisan stoneware. “Scatchard gives us an opportunity to better serve our retailers by expanding our offering,” explains Bill Brown, president, House of Troy. “The colors created by the unique glazing process will appeal to the most discerning customers. These are not just lamps, they are works of art.” Unveiled during the recent Dallas International Lighting Market, the line was well received by buyers, according to Betsy Levin, sales representative. “we tested the teardrop shape in January and received an overwhelming response from cus-tomers and reps.” The designs are based on studio pottery originals from George Scatchard’s 1960sworks as well as recent in-terpretations. Retailers this summer were very positive about the colors and depth of glazes in the line, which will expand to 12 shapes and 12 glaz-es in 2013. House of Troy is offering deal-ers a special merchandiser with purchase as well as a poster of Scatchard working in his studio. Scatchard is continuing in a consulting role with House of Troy.

REJUVENATION OPENS FOURTH STORE IN BAY AREAPortland, Ore.-based lighting manufac-turer Rejuvenation has opened its latest store on Fourth Street in San Francisco. It joins operations in Portland, Seattle, and Los Angeles. As with its other retail locations, the 5,600-sq.-ft. store is stocked with the company’s lighting selections as well as housewares, hard-ware, furniture, rugs, and one-of-a-kind salvage specimens. A ribbon-cutting in June by presi-dent Alysa Rose, is being followed by an official grand opening party on August 2. As with its other stores, Rejuvenation is partnering with a local charity to receive fundraising support. The Berkeley Food and Housing Project (BFHP) will benefit from proceeds of a silent auction and raffle. In addition Rejuvenation donates one percent of the store’s annual net sales to BFHP and hosts events to provide assistance to the organization. During the grand opening, the first 200 guests will re-ceive a gift bag that includes a raffle ticket for a $500 Rejuvenation gift card. Guests are also asked to bring a household item to help the project fight homelessness. The company is providing a list of necessary items on its website (www.rejuvenation.com). Rejuvenation, a member of the william-Sonoma portfolio of brands, was founded in 1977 with a passion for period authenticity and has catered to custom orders, however, the retail stores are seen as generating more appreciation among customers for the products. “with a brick-and-mortar store, guests can see and handle products up close, and interact directly with our customer service experts,” Rose emphasizes. The store merchandises its lighting collections by era, so consum-ers can easily find fixtures that suit their style and space. A Shade workshop encourages customers to try on shades with the fixtures they have selected to see how they actually look before plac-ing custom orders.

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24/July 2012 HOME LIGHTING & ACCESSORIES

SALES REP RECEIVES SIEGEL AWARDCheri Lindsey, sales representative with Sea Gull Lighting, was hon-ored with the company’s Henry Siegel Award for her leadership efforts. “we don’t give the Henry Siegel Award every year; in fact the last time was three years ago,” explains Jeff Kos-berg, eastern regional sales manager, who nominated Lindsey for the award. “Cheri earned this accolade because she’s everything a rep should be – she develops terrific relationships with her customers, anticipates their needs, and goes beyond their expectations. She’s still there to help them see their projects through to the end.” Lindsey is a member of the Na-tional Association of the Remodeling Industry (NARI) and lives in Tampa. The award is named after company founder, Henry Siegel, who opened up a small specialty lighting fixture store immediately after world war I. Sea Gull Lighting, a Generation Brands company, now offers 3,000+ products in 15 categories.

FC LIGHTING CELEBRATES 30 YEARSSt. Charles, Ill.-based FC Lighting is marking its 30th anniversary in the commercial lighting industry with the release of new catalogs and special offers to customers through its newsletters and Facebook page. “2012 marks our 30th anniversary year, yet it also marks the year in which our LEDs-based product totaled more than 50-percent of our sales, imposing our technological leadership in our market,” remarks Bruce Bukas, president, and found-er of Solid State Luminaires. “Our relentless focus on developing and launching new breakthrough products has set us forward as a leading brand in the industry and our quick reaction to what specifiers are looking for sets us apart,” adds Scott Bukas, eastern regional manager and partner. The company’s 100,000-sq.-ft. manufacturing facility, located 30 miles from Chicago, was recently enhanced with the addition of a new milling machine and the company was also accredited by the Federal Trade Commission as a “Made in the USA” brand. The majority of its 300 skus are designed, fabricated, and assembled in-house.

SHIPMENTS INCREASE FOR HALOGEN A-LINESPut those halogens front and center in the bulb department! Consumers have spoken, according to statistics from the National Electrical Manu-facturers Association (NEMA). It re-ports shipments for halogen A-lines showed accelerated growth during the first quarter of this year, jumping 110 percent on a year-over-year basis. This was preceded by gains of nearly 98 percent during the last half of 2011. Conversely, incandes-cent and CFL shipments declined in the first quarter with incandescent reversing a three quarter run-up and decreasing by 0.3 percent from last year. CFLs slid for the fifth consecu-tive quarter, dipping 1 percent from a year ago. NEMA’s conclusion is that consumers are increasingly selecting halogen as their alterna-tive lamp options, although they still have a lot of catching up to popular incandescents and even CFLs. NEMA reports halogen a-lines have garnered a share of 2.8 per-cent, double that during the same period last year, while incandes-cents maintained their grip with a 76.3 percent share, despite a de-crease of 1 percentage point. CFLs waned slightly from a year ago, resulting in a decline of 0.4 percent to a share of 20.9 percent.

LRC HOSTS NEW MAR-KET OPPORTUNITIES SEMINARSThe Lighting Research Center is hosting two seminars in August as part of its Capturing the Lighting Edge series which provide manufacturers and entrepreneurs with tools to develop product and expand markets within the lighting industry. Scheduled for August 13 in New York City at the Acuity Brands Lighting Center for Light and Space, the morning ses-sion covers Federal and State Efficiency Legislation. Presenters Pam Horner, senior director/government and industry rela-tions for OSRAM SYLVANIA, and Robert E. Horner, director/public policy for the Illuminating Engineering Society, will identify available programs and the ap-plication process. In the afternoon, a panel of experts will discuss Meeting and Measuring EN-ERGY STAR Requirements. Revealing the latest development in qualification are Taylor Jantz-Sell, lighting marketing man-ager, ENERGY STAR; Michale Pioggia, senior project manager NYSERDA, speak-ing on the Northeast Energy Efficiency Partnerships’ DesignLights Consortium Qualified Products List testing; and Andre Bierman, M.Sc., senior research scientist, LRC, and Jean Paul Freyssinier, M.Sc., lead research specialist, LRC, on photom-etry and testing. For more information and to register, visit http://www.lrc.rpi.edu/education/outreachEducation/CapturingtheLightingEdge.asp

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26/July 2012 HOME LIGHTING & ACCESSORIES

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QUOIZEL HONORS SALES PROFESSIONALSSeveral members of the Quoizel sales network have been recognized for their achievements over the past year. David Walstad has been chosen as Sales Representative of the Year. After working for Vermont Lighting, Walstad joined Quoizel in 1996, running the Tour de Tiffany road show. He became New Jersey territory representative in 1998 and in 2000 moved to Ohio to cover his current territory of Ohio, Western Pennsylvania, and Michigan. He also won the award for Top Tabloid Seller. Brad Buntz of Robins, Iowa was given the Cor-porate Service Award for his understanding and sup-port of company initiatives and goals; this is Buntz’ second award in as many years. Kirk Marshall walked away with the Quoizel Mike McCleeland Creativity Award. The company also welcomed Todd Tuchfarber back to the sales force. Tuchfarber headed Quoizel’s retail store Charleston Lighting Interiors for six years and now has responsibilities for the company’s Mid-west territory.

HUMANSCALE’S HORIZON CAPTURES 20th AWARDThe Horizon task lamp, de-signed by Peter Stathis and Michael McCoy using Thin Film LED Technology™, has earned the International Design Excel-lence Gold Award (IDEA®) in the Office and Productivity segment from the International Designers Society of America. The honor is the product’s 20th, with a list that includes a Red Dot Award for product design, a Gold IDA Award, and the IIDEX/Neo-Con Canada Innovation Award. In addition, the Horizon has been accepted into the permanent collection of the Museum of Modern Art (MoMA) and the Smithso-nian Cooper-Hewitt, National Design Museum as well as the Denver Art Museum, Kirkland Museum in Denver, and the Walker Art Center in Minneapolis. According to the designers, “Our goal was to achieve an ultra-thin, luminous plane of light – made possible through years of re-search – and celebrate it by floating it above the desktop in a pack-age of material and esthetic efficiency.”

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28/July 2012 HOME LIGHTING & ACCESSORIES

32/July 2012 HOME LIGHTING & ACCESSORIES

HOT TRENDS AND KICKY COLORS COLLIDENew resources and creativity at all price points enliven the Las Vegas Summer Market, July 30-August 3.

STEIN WORLD / A-344A new art glass group debuts, led by the fiery Blaze (Model #90067). The round crystal base, Polished Silver accent, and white shade rein in the brilliant body.(800) [email protected]

LITE SOURCE / A-310The Antique Bronze finish and linen fabric shades provide transitional styling for this three-light table lamp (Model #LS-22150) that is as much sculpture as illumination. A three-way rotary switch on the base operates the 40-watt incandescents or equiva-lent CFLs. The lamp stands 30¼ inches high.

The 28"-high Dario contemporary lamp (Model #LS-21986) has a mirror body and a black transparent Mylar shade to diffuse the light from either a 23-watt

CFL or 100-watt A-type bulb.(909) 597-8892

www.lite-source.com

ARTERIORS / B-360The Ulysses pendant is composed of layers of iron discs in various sizes. The composi-tion, in a flat gold finish, is enhanced by the perforated diffuser at the bottom. Model #46773 measures 22 inches in diameter. From the Laura Kirar collection, a table lamp (Model #DK49941) in washed neutrals recalls dockside moorings. The natural colored shade and textured rope accent on the base introduce an earthy element to the clean, contemporary shape.(877) 488-8866www.arteriorshome.com

STERLING INDUSTRIES / A-416An extensive assortment of accessories includes the Moulin collection of

bleached wood clocks with fabric covered faces. Model #89-8502 adds a nostalgic note with its aged finish and Roman numeral markings. For a more classic turn, the Elephant statue (Model #87-8011) would

be a handsome addition to a more masculine setting, with its rich Beau-fort Bronze finish.(800) 613-3261www.mysterlinghome.com

FORESIDE HOME AND GARDEN / C-696The new showroom for this vendor of lighting, home décor, and accent furniture will present nearly 250 skus of unique designs. Among the existing line is the 33"-high Mari-lyn table lamp, striking with its gold finish, gingko leaf patterned shade, and bird finial. The 21"-high Audrey sea glass lamp with a twig shade is ideal for any natural setting.(855) 4SIDE HGwww.foresidehomeandgarden.com

34/July 2012 HOME LIGHTING & ACCESSORIES

Your Source For Fashion Forward Lighting

14425 Yorba Ave. Chino, CA 91710 • Tel: (909) 597-8892 • Fax: (909) 393-4161 • www.lite-source.com • e-mail: [email protected]

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CAL LIGHTING / A-436The Merrill glass table lamp (Model #BO-2287TB) meets several style standards with its light, airy appearance. The classic fluted-ball shape is balanced with a more contempo-

rary straight drum shade in a textured fabric. The Chrome finish adds an updated element. The lamp stands 25¾ inches high and comes with a 150-watt three-way switch.

(800) [email protected]

GUILDMASTER / A-225An extensive offering of accent furniture, lighting, and acces-sories includes the 29½"-high ceramic table lamp (Model #352027) with a wooden

cap and base and scrolled metal handles. The woven fiber shade and Weathered

Rojo glaze contribute earthy notes. A rich blue/green

stain that is aged and distressed contributes an air of antiquity to this trio of turned wood finials. The largest measures 21" high x 6"

diameter.(877) 669-3326www.guildmaster.com

FOUR HANDS / A-140From the Sunset Collection, this brass table lamp fits the bill for retro, country, and urban eclectic. The group also includes floor lamps and hanging spotlights in a choice of finishes from Antiqued Silver to Aged Brass.(866) 654-9433www.fourhands.com

36/July 2012 HOME LIGHTING & ACCESSORIES

Hi-Lite Mfg.Co.

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13450 Monte Vista Ave., Chino, CA 9171013450 Monte Vista Ave., Chino, CA 91710Toll Free: 800.465.0211

Tel: 909.465.1999 • Fax: 909.465.0907www.hilitemfg.com • Email: [email protected]

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Hi-Lite Mfg.Co.Commercial and Residential Lighting

GO HOME LTD. / A-425Country, urban, retro — whatever the setting, this four-light chandelier is sure to make a statement. Its RLM-like diffusers are clear glass surrounded with steel wire cages. The industrial-like arms and dark nickel finish all contribute to the theme.(718) 445-4022www.gohomeltd.com

CRYSTORAMA LIGHTING GROUP / B-0458

Several designs debut, all hitting the key design trends. Among them, Garland (Model #6760-DT) lends a feminine flair with its strands of hand-cut oval crystal beads softening a geometric orb. The Distressed Twilight finish is transitional and the perky globe bulbs (optional) echo the flush-

mount’s silhouette. A matching pendant may also be ordered.

(516) 931-9090www.crystorama.com

GROOVYSTUFF / B-146The Pangaea lamp from the Chris Bruning collection focuses the drama on the wood body tamed by the sharp rectangular planes. A simple black fabric shade adds additional style without interfering with the design statement.(800) 933-0536www.groovystuff.com

38/July 2012 HOME LIGHTING & ACCESSORIES

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A Single Source for Your LED NeedsNora Lighting offers one of the most complete lines of LED products including Retro t Downlights, LED Undercabinet, LED Puck Lights, LED Flexible Tape, and a complete collection of LED pendants. Whether designing the lighting for a residential home or a commercial space, Nora Lighting has an Energy Ef cient LED Lighting solution.

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A HOMESTEAD SHOPPE / C-891A collection of taller table lamps includes the Medici with a tan faux silk shade. Standing 42 inches high, it has a classic urn shape and a Pewter finish. Also view a unique collection of shades, bulbs, lighting accessories, and mer-chandisers for them.(800) 765-2474www.ahomesteadshoppe.com

C. JERÉ BY ARTISAN HOUSE / C-5-0150Wall art is more than two dimensions. Tangerine is a set of three 14-inch steel and chrome squares with an acrylic finish that adds a pop of color and an intriguing pattern of shapes and stain. Valence in Red is a medley of copper-plated steel disks in acrylic colors on stainless rods. The interior composition measures 50" x 41" x 3".(203) 563-0017www.artisanhouse.com

40/July 2012 HOME LIGHTING & ACCESSORIES

Tel. 877-PHILLIPS · [email protected]

Made from recycled oil drums, our newGalvanized Lighting Collection shinesa spotlight on sustainable design. Helping protect the environment, beautifully.

Designed by our lead designer, Mandy Shanahan, the Galvanized Lighting Collection was nominated as a 2012 Pinnacle Award finalist in the Green Leaf category.

bright ideas

METAL PERSPECTIVES / C-5-0150This new wall art company debuts with an initial offering of 50 unique metal designs from artists in Europe and the United States in affordable price points under the $250 mark. Dimensions range from three to five feet. Dappled Fish (Model #650105) is hand-painted steel and measures 36" x 12"; Crossing Over (Model #650123) is ground and tinted steel and measures 46" x 25"[email protected]

EANGEE DESIGN / C-0458-2The 6'-high Wave floor lamp makes a dramatic statement in multicolored fossilized cocoa leaves. They are dried over a period of months and then stained using food-based dyes. An eco-conscious maker, Eangee uses non-toxic adhesives plus abaca rope, which is a renewable resource, to accent the edges of the lamp. The luminaire may also be ordered in green and natural shades. The factory employs fair-wage and working practices.(785) 856-2999www.designyourspace.com

BRAMBLE / B-500The Charleston sconce (Model

#25620) in a Textured Sea Mist finish measures 31" high x 17" wide. The five-light

fixture extends 9 inches from the wall.(877) 272-6253www.brambleco.com

42/July 2012 HOME LIGHTING & ACCESSORIES

GLOBAL VIEWS / A-153Set a sophisticated scene starting with the Twig pendant in Brass-on-Brass with a Bronze shade and frosted glass diffuser. Mea-suring 33 inches in diameter and lamped with four 40-watt candelabras, it sits over the Klismos table and chairs in an American White Oak finish. The chairs are covered in gray leather. (888) [email protected]

HOUSE OF ASIA IMPORTS / C-5-0724Naturally beautiful! Rattan and bamboo team up in a pleasing geometric to form this sconce that can also be used as il-luminated wall art. Measuring 56" wide x 32" high and extending 6 inches from the wall, the Ko Sawo (Model #HUK72) has a cream cotton lining to diffuse the illumi-nation from three bulbs. A square version is also available.(213) [email protected]

44/July 2012 HOME LIGHTING & ACCESSORIES

GiovanniCollection

www.VolumeLighting.com • [email protected] • (281) 821-688821160 Imperial Valley Drive • Houston • Texas 77073

Inspired for Today and tomorrow

PACIFIC COAST LIGHTING / A-301This company enters the mirror category with a summer debut. From the collection, Geometrics Copper is a bold presentation with a grid over the rectangular mirror surface. Centris echoes Moroccan archi-tectural forms with a vibrant mosaic frame of silver and gold tiles.(818) 886-9751www.pacificcoastlighting.com

46/July 2012 HOME LIGHTING & ACCESSORIES

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48/July 2012 HOME LIGHTING & ACCESSORIES

LEARN AND EARN DURING THE LAS VEGAS MARKETSeminars, CEU courses, and entertainment make this summer market a prime opportunity.

n attendee opening night party by the acro-cabaret variety show Absinthe Las Vegas sets the tone for an energetic and stylish market ahead, as the World Market Center Las Vegas rolls out its five-day summer show. Kicking off the schedule is First Look, with HGTV’s Monica Pedersen and home trends editor Julie Smith Vincenti, who will discuss what’s hot for the upcoming season, with the new-est looks in lighting, upholstery, area rugs, wall décor, accent furniture and more. The presentation takes place on July 30th at 10 a.m. in the World Forum on the 16th floor of Building B.

A companion product guide will be given to attendees during the event. For a preview, visit www.pinterest.com/lasvegasmarket. In the same venue at 1 p.m., David Rodnitzky, CEO of PPC Associates, outlines the Seven Habits of Highly Effective Search Engine Marketing, covering how to create pay-per-click (PPC) campaigns that contain the right search engine keywords, copy, track-ing, and targeting. From 4-6 p.m., join industry friends at the Phillips Collection showroom, A-202, for its famous networking event sponsored by the Sustainable Furnish-

ings Council, WithIt, Capel Rugs, and the American Society of Furniture De-signers. The day is capped off with the Absinthe Las Vegas performance in the Grand Plaza at 6 p.m. Costumed characters will roam the space visit-ing with buyers and themed stations offering treats and sweets to mach the circus-like atmosphere will complete the evening’s festivities. The week is packed with more seminars, special events, and industry celebrities. A complete list and op-portunities to register right online are available at www.lasvegasmarket.com

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ReP APPReCiAtionThey are the workhorses of the industry, and the World Market Center is hosting a pre-show barbecue for all industry sales representatives on Sunday from noon to 2 p.m. in the court-yard. WMC is also encourag-ing sales representatives to participate in its summer market program to maximize buyer at-tendance. Reps who refer new, qualified buyers to the summer market are eligible for a grand prize. They can download the referral form and submit up to 25 qualified retailer names per representative. Rewards are limited and available while sup-plies last. Visit www.lasvegasmarket.com/reprewards. The program generated 900 unique buyer referrals at the most recent January market, half of which were furniture/home décor stores and the other half gift retailers.

LiGHtinG CoMPAnieS UnVeiL eXPAnDeD SHoWRooMSeLK Group international, Four Hands, and Arteriors Home are among the companies welcoming retailers to enlarged, relocated, or remodeled showrooms dur-ing the Summer Las Vegas Market. ELK, the Nesquehoning, Pa.-based designer and importer of home décor and com-mercial lighting, is transitioning from a 1,336-sq.-ft. space at A-347 and a 2,926-sq.-ft. showroom in Suite A-455 to a 10,176-sq.-ft. showroom in A-416 in order to display its several divisions in one convenient area. According to John Haste, vp/sales & marketing, “The expansion in Las Vegas provides a much needed western footprint to showcase our offering of over 5,000 products to current and potential customers.” Retailers will be able to view the latest designs from DIMOND Lighting, Sterling Industries, Bailey Street, and select fixtures from its ELK Lighting, Landmark Lighting, and Nulco divisions as well as the latest addi-tions to its HGTV HOME licensed products. Austin, Tex.-based Four Hands unveils its enlarged showroom at this market, domi-nating the south end of the Las Vegas Design Center (LVDC) of Building A. The space has increased from 8,800 to 20,000 square feet, filled with the company’s furniture, accessories, and lighting. According to Randy Wells, vice president of LVDC, “Four Hands has played a ma-jor role in LVDC’s progression as the region’s most comprehensive resource for home furnishings. In the past year, we have opened a record 11 new showrooms, and Four Hands is easily one of the most popular with both consumers and designers alike.” Dallas-based Arteriors Home is moving into a new 4,530-sq.-ft. space on the third floor of the refurbished Building B (B-360). It is the first of three showroom expansions for the company, which is celebrating its 25th anniversary this year. Arteriors’ New York Design Center and High Point refurbished and enlarged showrooms will be un-veiled this fall.

50/July 2012 HOME LIGHTING & ACCESSORIES

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Get ReFReSHeDThere are plenty of opportunities to nourish the body as well as the inventory; here’s just a few. Grab ‘N Go breakfasts are offered in the Grand Plaza Monday through Thursday from 7:30 to 10 a.m., compli-ments of the Las Vegas Market. And for a pick-me-up dur-ing the day, stop into C606 for complimentary coffee. Enjoy the D&L Brunch on Tuesday, July 31, from 10:30-11:30 a.m. on the Design & Living floor, Building C, Fourth Floor. The B2 Made in USA, Vegas Kids, Lodge Living, and the home furnishings temporaries exhibitors are offering a cocktail reception on August 1 from 5-7 p.m., or wind down each day of market at the B2 Happy Hour, Monday through Thursday from 4-6 p.m. with in Building B, Second Floor, or the Design & Living Wine Bar, Building B, Fourth Floor.

SeConD AnnUAL GiFt FoR LiFe BeneFit GIFT + HOME at Las Vegas Market presents its second an-nual Gift for Life benefit for DIFFA, July 31 in the Skyview Terrace on the 16th floor of Building B. The festivities begin at 6 p.m. with cocktails appetizers, and live music. Tickets are available for purchase at www.diffa.org and also dur-ing market at the Gift for Life desk in the lobby of Building C. All proceeds benefit the Design Industries Foundation Fighting AIDS, a supporter of direct care for people living with HIV/AIDS and preventive education for those at risk.

HoMe DÉCoR ReSoURCeS FiLL B-3 WitH LAteSt tRenDSIt’s not a selection on a juke box; B-3 is the Third Floor of Build-ing B, now fully leased and a destination for retailers seeking the latest in accent furniture and accessories of all types. A bonus: Several networking events and seminars will be held in the floor’s showrooms. “Bringing together this caliber of resources in one easy-to-navigate area of the Las Vegas Market truly elevates the experi-ence and offerings for design-centric buyers,” notes Lee Hersh-berg, vp/home décor for International Market Centers, parent of the World Market Center Las Vegas. “We have a growing collection of better merchandise in Las Vegas and concentrating these resources on one floor will give buyers looking for the most on-trend presentation a fantastic experience.” New to the market are Wendover Art (wall décor); Daniel Stuart Studio (high-end upholstery and pillows); Best Slip Cover (a family-owned company); Pacific Green Furniture (pioneering in Palmwood® technology); Made Goods (fine fur-nishings, lighting, and accessories); Furniture Classics (antique reproduction furniture) LuLu & Co. (French linens, glass, ceram-ics); and Blue ocean traders (importer of unique items). Tenants relocating to Building B’s third floor are: Lazy Susan, noir, Go Home Ltd., Bougainvillea, D.B. imports Ltd., Artisan House, Arteriors Home, and Brownstone Fur-niture. Existing showrooms on that floor are: Chandra, Para-gon, Propac, and Surya.

52/July 2012 HOME LIGHTING & ACCESSORIES

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WitHit CeLeBRAteS 15 YeARSThe home furnishings’ networking and mentoring organization to support professional women in the industry, WithIt is marking its 15th Anniversary with a gala, Saturday July 28, just prior to the Las Vegas Summer Market. The event takes place at the Parisian Palace, a famed mansion in Las Vegas on Palmyra Avenue. The evening includes regional food and wine pairings directed by celebrity chef and sommelier Chef Quattrocchi, a silent auction, on-camera interviews with HGTV’s Lori Dennis, and entertainment by opera singer Marco Antonio Verela and the Women in Music and Arts Foundation™. In addition, WithIt and the Design Leadership Network will pres-ent the Las Vegas Women’s Leadership Achievement Awards honor-ing Dana Andrew, vp/marketing, International Market Centers; Beth Schwartz, editor Luxury Las Vegas magazine; and Andrea Thomas, owner of Thomas Design Source and scholarship director for NEWH The Hospitality Industry Network. Tickets are $75 for WithIt members and $100 for non-members and guests. Access to the VIP club room, which will offer blackjack, champagne tastings, and hors d’oeuvres, is available for an addi-tional $25 per person. Reservations may be made at www.withit.org

54/July 2012 HOME LIGHTING & ACCESSORIES

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56/July 2012 HOME LIGHTING & ACCESSORIES

IS YOUR SHOWROOM A SHADE AbOvE THE REST?

It takes dedication and skill to sell quality lampshades, but the result can be a profitable addition – whether working with interior designers, discerning consumers, or as a perfect finish for a lamp repair. Tap into your vendors’ resources for tips and lessons on maximizing your shade department, and let salespeople explore their inner designer to create a true destination in the showroom.

1. The subtle decoration of a well-made shade can bring big impact to a setting. The simple box pleats of these chandelier shades lend a geometric counterpoint to the graceful arms and complex turning of the central column in this chandelier. Smocked pleats and a simple fabric create a transitional topper for this turned table lamp. A sexy corset and gathered silk bring additional style to a simple adjustable table lamp. This company offers a large selection of replacement shades in silk, linen, paper, and jute in a variety of shapes and colors as well as offering custom services. The Charlotte, N.C. factory also produces hardbacks for commercial projects and OEMs.LUX LAMPSHADE (704) 376-6213www.luxlampshades.com

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2. Hardbacks offer a bountiful array of colors and patterns to enhance any chandelier or lamp. This vendor offers 24-hour delivery on nearly all of its assortment, eliminating the burden of inventory. All sales personnel have to concentrate on is delighting customers with instant makeovers of existing chandeliers, or pumping up a current sale with the addition of a fashion-forward shade. Compact merchandisers are also available.ROYAL DESIGNS (800) 251-0931www.royaldesignsinc.com

3. Have you thought of metal as a replacement shade? This studio creates all sizes of pyramid and round models out of recycled tin and copper with a choice of four finishes and a variety of punched motifs. Shown is a fleur de lis with an Antique finish. Custom sizes are easily accommodated. The company also provides a variety of wrought iron and tin finials and other lighting.QUINTANA ROO (866) 847-3770www.quintanaroousa.com

4. This burlap fabric hardback drum is perfect for natural themes or lamp bodies with wood or stone elements. Clean lines and shape move it into

transitional looks with a tailored rustic appearance for ceramic bodies. It may be ordered in 14-, 16-, and 18-inch diameters.MONTER LITE (732) [email protected]

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58/July 2012 HOME LIGHTING & ACCESSORIES

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5. A well-made shade becomes a statement of its own, as gimps, fringes, and pleats combine to enhance a lamp and even an entire room. Among the many variations in hand-sewn shades from this vendor are the Princess with a drape and stretched

fabric self-fold; an oblong cut-corner; a hand-sewn Empire with fancy trim; and an Empire with

special trim.DIANE STUDIOS(718) 788-6007www.dianestudios.com

6. Mica can become an attention-getting replacement shade. It is available in sizes to fit floor lamps or even as clip-ons for chandeliers. A new collection of mica shades features natural coloring as well

as a Craftsman Green hue, in-stock and ready for shipment. Customers calling before

August 31 and new customers will receive a free mica chandelier shade with their Tailor-Made Lampshade™ catalog.

B & P LAMP SUPPLY (800) 822-3450www.bplampsupply.com

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60/July 2012 HOME LIGHTING & ACCESSORIES

STyLEilluminating

560 Lincoln Boulevard, Middlesex, NJ 08846Tel:888-887-4233 Fax:732-748-0178

Website: www.monterlite.comGeneral Email: [email protected] Email: [email protected]

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62/July 2012 HOME LIGHTING & ACCESSORIES

7. Gray is the new beige! These hardbacks in silver and gray include silk shantung, hand-applied lacquer, wide-trim accents, silver foil linings, and smooth silver-gray fabrics. From left to right are Model #s: 286, silver silk dupioni shantung; 833 black silk fabric with silver foil lining; 830 stain luster with wide silver trim; 740

silver percale; and 402 slate gray satin lacquer.NEW BRUNSWICK LAMP SHADE CO. (732) 545-0377www.nbls.com

8. Patented revolving shades and mobiles are the specialty of this company. For its Kidscapes collection, colorful pendants are accompanied by twirling mobiles below. Choose from a variety of subjects. The ensemble is packaged in a colorful gift box. Rotating shades with a variety of cutouts and in grown-up fashion motifs and colors are also available for table lamps.JAMES HACKETTwww.eyeon.ie/client/[email protected]

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9. Sunbrella® lampshades are ideal for outdoor applications, sunrooms and more, with stains and fading things of the past. Seven fabric variations are available for a nearly unlimited number of shade sizes. All shades are made in Meridian, Mississippi.LAKE SHORE STUDIOS(601) [email protected]

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View our catalog online at www.royaldesignsinc.com • To order call Toll-Free 1-888-30-Royal (76925) Fax Toll-Free 800-251-0931 or email us at sales@ royaldesignsinc.com • Royal Designs, Inc., 515 Commerce Park Dr. • Marietta, GA 30060

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64/July 2012 HOME LIGHTING & ACCESSORIES

THE DALLAS SUMMER SHOW LIGHTS UP New companies, unique product, and awards combined for a lively market.

NEW FACES AT MARKETThe Dallas Market Center continually welcomes innovative companies into the fold.

Dallas neighbor Aidan Gray opened its first DMC showroom this June and it was a family affair. Below right, front and center for the ribbon-cutting are: company founder Randal Weeks; eldest son Chandler; Sally Weeks; and in the front row, company namesake Aidan doing the cutting honors, and youngest son, Ethan. The World Trade Center showroom, with its calming light green background, set the stage for a delightful mix of furniture, lighting, and accessories, all with authentic finishes, hardware, and textiles with handcrafted appeal. The company opened nine years ago with a temporary booth in the DMC.

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Stuart Miller, president of A Homestead Shoppe, enjoyed the company’s first Dallas Market in the Western Reps showroom on the Trade Mart’s second floor. A new collection of lamps debuted plus chandeliers and a pendant adapter that creates a stylish fixture out of any A Homestead Shoppe lampshade. “It’s especially appropriate for condos and apartments, or anyone who’s downsizing their home,” Miller explained. The adapter is available in black or white.

Present as art glass chandelier resource Illuminati Lighting opened its first permanent Dallas showroom are (from left to right): Danielle and Jim Benaim, North American director, Illuminati; Ord Arbabzadeh, manager; Raymond Wei, Andrew Lu, and Amit Uburani. “We felt it was the right time and so far we’ve had a lot of good feedback,” says Jim Benaim. The line also includes table and floor lamps as well as sconces, most with a flowing organic appeal.

Waterford made a return to the Dallas market, on the tabletop floor, but its space also included the newly launched Waterford Interiors collection of LED illuminated furniture and crystal home accents as well as a selection of the company’s cut crystal chandeliers and portables. Rick Fencel, vp/sales does the honors for the official opening, which the company celebrated with champagne.

Nick Senofsky, founder of LED Inspirations, made his Dallas debut at the Spectrum Showroom with a new line of tape light, a category he feels is the next big boom in lighting. An electrical engineer, Senofsky eventually found himself the owner of Lighting Unlimited in Houston. He was fascinated with the LED products and soon made it a highlight of the showroom. Because of its versatility, customers were buying tape light, however Senofsky was not pleased with the color casting and lack of color consistency in the offerings from various vendors. The engineer in him took over and he invented his own line from the printed circuit board up in 2010 and was manufacturing by the end of the year. “It’s a decorative product, but consumers are also afraid of it because it’s also technical,” Senofsky offers. For that reason LED Inspirations offers not just product but also design services and will do the layout and produce a bill of materials for projects.

Among the “finds” at the Home FINDS temp show on the sixth floor of the World Trade Center was Symphony Illumination, a one-year-old importer co-founded by Cuong Luu, who was on hand to discuss purchasing plans for big box stores. The selection includes table lamps in ceramic, crystal, and glass. A surprise Luu reports was the interest in the aqua finishes.

66/July 2012 HOME LIGHTING & ACCESSORIES

EXECUTIVE OFFICES: 110 Heartland Blvd., Brentwood, N.Y. 11717800-437-2826 • 631-243-2022 • Fax 631-243-2027www.satco.com

Contact your Satco representative today for more information about the Heritage and other Verilux lamps.

The Heritage™Deluxe Natural Spectrum® Floor Lamp from Verilux goes to great telescoping heights to deliver sleek, sophisticated style, while sharpening vision and relieving glare, eyestrain and fatigue. This heirloom quality lamp is constructed of the highest-grade components and a replaceable ballast system that delivers flicker-free, buzz-free illumination through a patented 10,000 hour bulb for greater contrast, clarity and color rendering. With three levels of intensity and ever-cool rotating swivel head, precise ergonomic direction of light is at your fingertips.

Timeless DesignMeets Ultimate Functionality

EXPANSIONS GALOREOther companies chose the summer market to open expanded showrooms.

Michelle Cheek of Elle Home and Lifestyle cuts the ribbon to a relocated and larger space on the Fifth Floor of the World Trade Center. The sales group represents 26th & Soho portables, Roma Living, Orlandi Statuary, Howard Elliot, Art Classics, Eastern Accents, Prima glass accessories, Couture lamps, and Kenian Imports.

A home of its own! Groovystuff moved into a larger showroom on the Fifth Floor of the World Trade Center, the better to show off its growing lighting and furniture lines. It still maintains the Groovystuff University Hall of designs from aspiring student designers from around the country. Creations from some of the winners of its design contests are depicted on the showroom wall.

WHAT’S IN A NAME?AFX Lighting is the new name for a familiar friend, as American Fluorescent unveiled its transformed identity to retailers, but reiterated its continued goal of creating handsome fixtures that are also the most efficient. Revealing the transformation at Lightfair International this past spring, the Waukegan, Ill.-based company is emphasizing partnerships and service aspects with its positioning statement: Lighting Your Vision. “Our product development team is focusing heavily on LED solutions that meet the needs of our customers; we see a variety of market adoption pathways opening up, and we will help our partners navigate these trends effectively,” explains Bill Solomon, president. “We have been and will continue to be an energy-efficient lighting company.” Four LED products debuted at the summer market including new flush-mounts and pulley pendants. According to Tim Tevyaw, vp/sales & marketing, upcoming will be several products with hybrid technologies and remote controlled LED fixtures with “broader appeal for younger customers.” More undercounter LED products are scheduled for a third quarter introduction.

68/July 2012 HOME LIGHTING & ACCESSORIES

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CONGRATULATIONSThe team from Southern Lights in Burnsville, Minn. receives the Retailer of the Year award from Crystorama for its outstanding merchandising, branding, sales presentation, and product offerings. From left to right: Ryan Zurn, Southern Lights merchandiser; Darlene and David Hibbs, sales reps; Barbara Remitz and Craig Motz, Southern Lights; and Brad Kleinberg and Ryan Ranzino of Crystorama. The 25,000-sq.-ft. showroom, which also received the ARTS Award this year, maintains the most complete assortment of Crystorama product in the Midwest, according to the retailer’s reps. “We’ve also enhanced the way we present the product,” added Zurn, who has also grouped all of the mini chandeliers together for greater impact and added more vignettes. “Mutually beneficial partnerships between retailers and product providers are more important today

than ever,” Motz, Southern Lights founder, noted. “We’re honored by this recognition for our focus on a quality retail environment in which consumers can select just the right lighting fixture to transform their homes.”

THE VIEW FROM THE VERANDAThe editors of Veranda magazine were on hand for a special reception at the Littman Brands showroom to divulge their top design picks from Corbett Lighting, Hudson Valley Lighting®, and Troy Lighting. From left to right are: Jennifer Levene Bruno, Veranda publisher; David Littman, chairman, Littman Brands; Dara Caponigro, Veranda editor-in-chief; Carolyn Englefield, Veranda director/decoration and special projects; Steve Nadall, president Troy Lighting; and Brent Fields, vice president, Hudson Valley Lighting. Englefield chose the Amadeus chandelier from Corbett for its Italian teardrops and gilt finish, “it feels like the perfect piece of jewelry for your home;” the Burton table lamp from Hudson Valley with its “tailored and sophisticated look that goes well with everything.” She also singled out Troy Lighting’s Link chandelier, “I’m mad about this light – it’s the ideal mix of modern and classical elements.” “We’re thrilled that Veranda has recognized such a diverse group of lighting fixtures,” noted Littman. “These pieces are great examples of how we are constantly striving to create unique products that can meet a variety of aesthetic and functional needs for residential, commercial, and hospitality installations.” This year, Littman Brands also serves as the exclusive lighting partner in Hearst Corporation’s Designer Visions, a showhouse involving major name decorators and Elle Décor, House Beautiful, and Veranda magazines.

70/July 2012 HOME LIGHTING & ACCESSORIES

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DISPLAY’S THE THINGLighting and lamp companies were among those included in the Best in Show Awards during

the June Total Home & Gift and International Lighting Markets at the Dallas Market Center, but creativity was rampant among all exhibitors.

A mid-year introduction of a new category – seating – was the catalyst for Cyan Design’s showroom window, with floating chairs making an arresting display.

Classic Home opened its first Dallas showroom in the World Trade Center during the mid-year market, presenting its collections of rugs, furniture, and soft goods. Making a dramatic statement was its giant pillow “chandelier” at the entrance of the space.

DMC’s judges recognized showrooms whose displays were innovative and fresh. At Global Views (top) accessories are always creative and displays are grouped by color. Whether it’s a brilliant orange popping white items or silvery finishes in a variety of textures, the displays at Global Views earned accolades for the World Trade Center’s sixth floor. Hinkley Lighting was cited for its merchandising. A brand new and huge showroom offered ample room for lifestyle vignettes. As a taste of what’s inside, one window of the showroom featured an outdoor sconce repeated multiple times for an illuminating geometric statement.

72/July 2012 HOME LIGHTING & ACCESSORIES

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74/July 2012 HOME LIGHTING & ACCESSORIES

You should keep your inventory data with you and keep exact tabs on what you do at each showroom you visit. This applies to both space and dollars. If you overextend or deviate from the plan, you will get in trouble.

Check into All That Is Offered Just about all the shows I can think of now have added-value events. This can be anything from entertainment venues to food and beverage, subsidized travel assistance and lodging, seminars, classes, and demonstrations. These can be tailored to your particular operation or general business procedures or cred-ited toward certification and degrees. It’s important to review the schedules and features of each show well in advance to make sure you don’t miss anything that is important to you. It is very unwise to have spent resources to get to a show or conference and miss something that would have been useful for you. Check what incentives are being offered to attendees for travel assistance and other extras.

Is This a Cost Effective Venue?Choose the shows you would like to at-tend and ask yourself, “Why should I be there?” Figure out what it will cost and how many from your company should attend and why. Is there anyone you should be teaching what you do and/or exposing to this venue for their educa-tion? Ask yourself if you need help at this show? Do you need to be in more than one place at a time? If you don’t do any hospitality busi-ness and don’t intend to, there is no rea-son for you to be at a hospitality show! If you don’t carry giftware and don’t intend to, stay away from those vendors.

Make AppointmentsNow decide who you must see. This is not a social trip. You don’t need to travel all that distance to see your local rep so-

ON THE ROAD AGAIN

It’s summer trade show season, a time when I seem to get an inordinate amount of show business questions from both the seasoned professionals and the newbies. The greater percentage asks: “How would you work a show?” The other questions range from inherent costs, travel, which ones to attend, and what to look for. To be effective, the pros know there’s lots of prep time involved. Be clear on why you are attending. Is this an educational endeavor, a buying show, a looking-only excursion, a networking event, a conference?

Don’t Buy Programs You Don’t Need or Can’t AffordFor example, if you’re planning on pur-chasing replacement stock (shows usu-ally have deals and packages) or add-ing new product, you should select the space in your showroom and warehouse beforehand. And you’ll most certainly need a budget. I have seen really good businesses stretched to the limit – and regrettably beyond – due to uncontrolled show purchases. A buyer once admit-ted to me that he had to be the top guy dollar-wise at a show and if someone placed a larger order, he had to beat it. It was very much like a gambling addic-tion. He literally put himself out of busi-ness this way.

cially. If you need to work with your local rep at chosen locations, set up appoint-ments as soon as possible. You’ll get the most respect and quality time if you do this. Walk-in surprises are not good or effective for you or the rep. Try to keep your appointment times. As soon as you are aware that it’s not going to occur as planned, immediately let the other par-ties involved know about it. This extra step will pay dividends to you forever and your time will be more respected. Always leave some flexibility in your schedule. I have found that just about ev-erything takes longer than planned. Even navigating a building takes considerably longer than you thought. Someone grabs your arm to chat for a few moments, that’s fine, but remember to leave room for this.

Decide What You Want to Buy and How You Will Display It Shows are absolutely the most amazing place to get merchandising and display ideas and motivation. The factories and reps are the experts on how to show products best. Vignettes are the answer today. Take photos wherever you can to reexamine later (always ask first before snapping away).

Allow Time for Networking At major trade shows, you are exposed to and have access to key company personnel. Face time is always better than phone time. Reach the key people you need. Don’t shortchange yourself on time, but don’t overstay your welcome either. Nothing feels better than knowing you have planned well, stayed on budget, and kept to your schedule. You can accomplish so much more by pre-planning than merely shooting from the hip. Share your show strategies with me when you see me On The Road Again or at [email protected]

THERE’S STILL NO BUSINESS LIKE SHOW BUSINESS!

With Marty Glantz

StarFire Crystala division of

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Newport News, Va.-based Ferguson has added three regional lighting business development managers to its dedicated lighting team. bernadette Campbell, most recently manager of showrooms for Southwest Virginia, is responsible for the eastern region. mark Waflart handles the central region. A 20-year veteran of the com-pany, he was previously residential sales manager in Cincinnati. Claire reichenberger is responsible for the western region. She has been with Ferguson for 11 years and most recently was manager of showrooms in Sacramento, California. All three will be developing local business plans for their target markets. “Lighting is a stra-tegic growth initiative for Ferguson and the addition of regional lighting busi-ness development managers provides the structure to more rapidly grow the category,” explains Sam rose, Fergu-son’s director of showrooms. Access Lighting, headquartered in Tustin, Calif., has made several changes in its sales and marketing team. ryan bursky has become national sales manager for Access and Mondoluz, leading the sales rep force and further developing the divisions’ e-commerce business. barry Kirstein has been promoted to the newly cre-ated post of marketing director and is responsible for all sales and marketing administration within Access Lighting. Julie archer, formerly project man-ager, has become commercial sales manager and will direct the commer-cial sales rep force as well as manage all commercial projects. linda burzynski has become executive director of LIVV! Accesso-

ries, the direct sales sister company of Easton, Md.-based Decorating Den Interiors. Most recently president of the Franchise CEO Network and founder of VL Services, a franchise consultancy, Burzynski began her association with Decorating Den in 1985 as a fran-chise sales executive and subsequently moved through the ranks to become senior vice president, retail, and senior vice president, operations. She left to become president and COO of Molly Maids and helped grow that company from $10 million to $86 million in five years. LIVV! Accessories are sold by LIVV! stylists at accessories parties held in homes, business locations, or at organizational meetings. John Kelly, an eight-year veteran with White plains, N.Y.-based GLM®, has been promoted to sales manager for the General Gift division of the New York International Gift Fair® (NYIGF®). He is responsible for developing and executing sales strategies for the Fair’s largest division, which includes some 750 exhibitors, and reports to Chris-tian falkenberg, NYIGF director and GLM vice president.

rep neWSCommerce, Calif.-based Nora Light-ing has expanded its commercial rep network with the addition of layton Sales of Salt Lake City. The agency will add Idaho, Montana, and Wyoming accounts to its Utah territory. Jim West will oversee the commercial customers. Donna rusk has become the new A Homestead Shoppe sales representa-tive covering North and South Caro-lina and Virginia.

in memoriamJonathan Speirs, the internationally acclaimed lighting designer and archi-tect, died June 18 after fighting cancer for two years; he was 54. A founding partner of Speirs + Major in London and Edinburgh, he has created award-winning projects around the world dur-ing his nearly 30-year career. He was made an honorary member of the Inter-national Association of Lighting Design-ers and earned a Lifetime Achievement recognition from the professional Lighting Designers Association. He is survived by his wife, two daughters, a sister, brothers, and his father. alvin Cain, the founder of the lamp and home furnishings company, Chelsea House, died May 30; he was 82. After graduating from Davidson College in 1952 with a degree in business and economics, he joined his father-in-law’s lumber and construction company. While there he founded Cain Company, which concentrated on period cabinetry. Later he co-founded Luxury Crafts in Gastonia, N.C., a retail operation. With the 1973 pur-chase of New York City-based The Orleans Company, he created Chelsea House and expanded its offerings from art to include a range of high-end and expertly crafted home furnishings, including furniture, lighting, and acces-sories. He retired from the company in 2009. He was a student of history and lover of decorative crafts, working with many museums and historical societies. He is survived by his wife, Ann Spencer Cain, daughter Ginny Cain Ratchford, and son William Spencer Cain, as well as five grandchildren and a great-granddaughter.

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SAF-22-8-1007Height: 13” (33cm)Dia. 22” (56cm)

78/July 2012 HOME LIGHTING & ACCESSORIES

ACCESS LIGHTINGCatalog #24 presents 260 pages of contemporary designs. A new layout makes it user-friendly and easy on the eyes. The latest fashion lighting fami-lies are revealed as well as utilitarian and general illumination fixtures plus specifications, lamping, and finish/color options.(800) [email protected]

LAKE SHORE SHADESThe 28-page publication provides a swatch page of current fabrics and an index for stretch and pleated textiles plus price categories. Trim swatches cover soutache, Euro cord, gimp, and braids, plus European trims, fringe, and beads. A page is devoted to shade linings, including custom orders, and another for customer’s own mate-rial (COM). Line drawings depict the variety of pleats that may be ordered as well as select shade applications, styles, and specifications. The compendium may also be ac-cessed online.(269) 429-8323www.lakeshorestudios.com

A HOMESTEAD SHOPPEThe Spring 2012 full line catalog cov-ers table and floor lamps in traditional, modern, European, cottage and gar-den, lodge, animal, and homespun styles. Customers can also choose to purchase shades or bases alone or in unique mix-and-match combinations. All domestic shades are handcrafted using fabrics from the USA. The cata-log includes an accessories page de-picting silicone candelabra and stan-dard base bulbs in a variety of flame tips, clear, frosted and star models as

well as a merchandiser package and pendant adapter. A pricing guide is bound into the catalog.(800) 765-2474www.ahomesteadshoppe.com

CRYSTORAMAInspired Illumination Vol.2 is a 24-page, three-ring supplement revealing the mid-year introductions. Covered are Solaris, Parson, Malibu, Garland, Kendall, Metro II, Harper, Josie, the Broche flush-mount or sconce, and the Lola collection of casual lighting with applications in powder rooms and little girls’ suites. The photos of products are interspersed with application and fash-ion photography for an entertaining presentation.(800) [email protected]

LED INSPIRATIONSAn eight-page capabilities brochure depicts installations and projects using the company’s LED tape light products. The line has been redesigned from the circuit board to the tape, and the com-pany walks customers through each step of a lighting project. Its design department can assist with a layout of a project and answer technical ques-tions. A choice of three color tempera-tures matching existing incandescent, halogen or fluorescent lighting, easy installation with a reversible four-pin connector, and 24-volt DC power for long runs as well as dimming ability keep the product installer-, designer-, and user-friendly. It is offered in RGB color-changing, bright, and super bright versions, and sold in reels of 15 pieces. The outdoor product has 25 feet of lead wire on each end of the roll. A family of accessories, from

drivers and connectors to fasteners and extruded channels and controllers round out the offering.(832) [email protected]

GLOBAL VIEWSSeveral electronic catalogs cover the latest designs from Global Views, DwellStudio, and Barbara Barry. The 402-page Global Views catalog groups the entire collection of accessories, light-ing, furniture, and soft goods by color families and categories; the 36-page Summer Gift Catalog includes fun, imaginative accessories, wall art, can-dles, plus table and serve ware within 36 pages. The Barbara Barry selections are grouped into a 36-page presenta-tion of accessories and tabletop ware, while the 32-page DwellStudio catalog covers accessories in inspired displays that can be repeated within customers’ stores. The publications may also be viewed via iPhone® or iPad®.(888) [email protected]

THOMAS RESEARCH PRODUCTSA revised and expanded version of its LED driver catalog describes products from 12 through 300 watts. Constant-current, fixed output, and dimming as well as constant-voltage versions are included. All are UL: 1310 or 8750 compliant, RoHS compliant, CE-certified, and meet FCC require-ments. And all are either IP66 or IP67 rated making them suitable for indoor or outdoor applications. Also listed are surge protectors for LED drivers and electronic ballasts plus 480-volt step-down transformers.(847) 515-3057www.trpssl.com

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Let's talk. Call Marty Glantz at (954) 899-9045 or e-mail at [email protected] today!

supply section

July 2012 HOME LIGHTING & ACCESSORIES/81

Eden Prairie, Minn.-based Birchwood Casey offers two ways to achieve a warm leather or choco-late brown metal fin-ish: Antique Brown® M38 oxidizer concen-trate solution or gel. Manufacturers may either brush or dip compo-nents to achieve oil-rubbed bronze looks in minutes. For im-mersion of large scale parts, the solution is diluted with water. The liquid can also be brushed on to form brown colors only. The process takes longer than typical antiquing processes, but is said to yield more control over the ultimate appearance. The gel version is ideal for components already in place such as wall panels, sculptures, or handrails. The gel stays in place and reduces undesirable staining due to drips or runs. Antique Brown M36 is offered in 1-, 5-, 15-, and 55-gallon containers ready for application. Other decorative finishes include Antique Black®, Patina Green™, Pewter Black™, Zinc Black™, and Aluma Black® for aluminum. The company is a developer and maker of turnkey metal finish-ing systems and processes including black oxide and rust preventatives as well as antiquing solu-tions and cleaners. It serves the lighting, automotive, firearms, window and door frame industries as well as architectural and art markets. (952) [email protected]

82/July 2012 HOME LIGHTING & ACCESSORIES

By Ted Konnerth

A tidal wave of change is sweeping

through the lighting industry. New LED technologies, home automation, and energy efficiency (to name only a few

trends) are pressuring companies to attract employees who can understand the channel changes to drive positive and profitable business. It’s important to find and secure tal-ent who can innovate while enhancing profitability; it’s just as important to re-tain those who have helped companies get to where they are today. Here are five guides to help you draw and retain talent to grow your business.

1. Provide opportunities that challenge leaders. People shift to other companies for op-portunities of growth and challenge; they rarely change positions solely for money. Lighting executives tend to move for incentive reasons such as equity, as well as to follow opportunities to stamp their imprimatur on a company. It’s crucial for executives to acknowl-edge challenge as a key motivation to change positions and to encourage and hire people with the right ideas and mentality to move the enterprise ahead. Go-getters who challenge themselves will motivate their colleague too, for the sake of innovation in the firm’s best interests.

2. Executives seek variable forms of compensation.Today’s decision-makers want compen-sation that comes in a variety of forms. Lighting companies should take note and offer incentives that match this desire. For example, bonuses, stock op-tions, equity rights, and deferred com-pensation plans are enticing. Keep this in mind, not only when attracting the right talent, but when updating contracts or offering a promotion to someone who’s already doing great things for your company. 3. Use retention statistics to gauge how well the company is keeping current employees.

5 Keys to Attracting and Retaining Top Talent

illuminatingbuSINESS

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Eric TamburroCreative Director973.476.7432eric@b2bdesigngroup.comwww.b2bdesigngroup.com

It is important to utilize retention statis-tics to gauge how happy your employ-ees are or how engaged your company keeps them. If your annual turnover is less than 10 percent, your lighting com-pany is either a good place to work for – or you’re paying too much!

4. Talented people want an opportunity to grow.There seems to be a high interest in growth among this industry’s leaders. Not only are they looking to move for-ward and lead in an era of LED technol-ogy and efficient lighting solutions, they are also willing to invest their time and energy with companies seeking to grow and become industry pioneers. People have witnessed too many years of busi-nesses cutting expenses and downsiz-ing. Top talent is listening to stories of growth-minded companies that want to invest in growing revenues and profits.

Innovation – not cutting expenses – is what will help drive growth today. The most innovative and creative leaders understand that, and will only dedicate their time to companies working in the same vein.

5. Retain top talent by knowing – and doing – what’s new.Offering challenges and variable com-pensation can help attract top talent, but staying on top of what’s innovative will help retain the best. Trying to keep gifted executives on board only through stock options and other golden handcuffs will keep tactical people, but won’t entice the most creative. They demand com-panies willing to adapt in order to stay fresh and ahead of the curve. Lighting companies need to create new markets, products, channels, and ideas to keep the most innovative individuals on board. New executives need to see beyond

the boundaries of the past. Lighting has shed the trappings of doing business the way it’s always been done. being “new” in lighting today means thinking of alternative channels and develop-ing new applications for lighting. For example, who would have thought 50 years ago of lighting bike trails or dim-ming streetlights? The new leaders of the industry are creative; they develop organizations able to go in multiple directions. They are bold and creative. Companies that walk that same walk with leadership will be the ones carry-ing the torch for years to come.

Ted Konnerth is the founder, president, and CEO of Egret Consulting Group – a retained search firm specializing exclu-sively in the electrical industry. Konnerth was the global vp/sales for Cooper Lighting prior to starting Egret and holds a Ph.D in psychology.

illuminatingbuSINESS

84/July 2012 HOME LIGHTING & ACCESSORIES

Lamps • Lighting Fixtures • Stained GlassHardware • Antiques • Jewelry • Statues

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• A Very Experienced and Successful Sales & Business Consultant• 45 Years of Exceptional Hands on Experience• Twelve Years of Successful Lighting Factory Ownership• Ten Years of Consulting Experience• Decades of Rep Force Creation,Maintenance and Motivation

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e-mail: [email protected] • www.impressM.com

T

ArmsBalls

BandingsBases

BobechesBodiesBulbs

BushingsCandle Covers

Candle CupsCanopies

Cased GlassCastingsChain

Check RingsChimneysClustersCollars

Cord SetsCouplingsCross Bars

CrystalsDimmers

FeltFinialsFitters

FlangesGlass Shades

GlobesHarpsHickeysHoldersLacquerLoadersLoopsNecks

NipplesNozzles

NutsPipePlugs

ReducersRisers

SocketsSpiders

SpinningsStampings

StemsSwitchesSwivelsTubing

TurningsVase CapsWashersWeights

Wire

Quality, selection & service—it all adds up!

Grand Brass Lamp Parts, Inc.We’re Redesigning the Lighting Industry.

Phone: 212-226-2567 • Fax: 212-226-2573 • E-mail: [email protected]

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51 Railroad Ave., West Haven, C 06516T

This index is provided as a service to readers. Although every effort is made to assure its accuracy, the publisher assumes no liability for errors or omissions.

Advertiser Page Advertiser Page Advertiser Page

Grand Brass Lamp Parts ................................ 89

Halco Lighting Technologies ......................... 69

Hi-Lite Mfg Co Inc ........................................ 37

Hinkley Lighting ........................................... C4

icSourcing and Logistics ................................ 85

Illuminati Lighting USA .................................. 7

impressM, LLC .............................................. 87

James R Moder Crystal Corp ....................10-11

Jax Chemical .................................................. 84

Kendal Lighting (BC) Inc ................................ 5

Kirks Lane Lamp Parts Co ............................. 84

Lampshades of Florida Inc ............................. 57

Laura Ashley .................................................. 19

Lite Source ..................................................... 35

Lite Tops Inc .................................................. 55

Marty Glantz .................................................. 80

Marty Glantz .................................................. 86

MMM International ....................................... 71

The Modern Fan Co ....................................... 53

Monter Lite Co Inc ......................................... 61

Morlee Lamp Shade Co Inc ........................... 18

Neo-Neon LED Ltg Int’l Ltd ......................... 29

Neo-Neon LED Ltg Int’l Ltd ....................30-31

New Brunswick Lamp Shade Co Inc ............. 14

Nora Lighting ................................................. 39

Nuvo Lighting .................................................. 9

Opus Living ................................................... 19

PLC Lighting ................................................. 54

The Phillips Collection .................................. 41

Royal Designs ................................................ 63

Satco Products Inc .......................................... 15

Square Walnut ................................................ 51

Starfire Crystal ............................................... 75

Sunlite ............................................................ 47

The Uttermost Co .......................................... C3

Varaluz Inc ..................................................... 73

Verilux Inc ...................................................... 67

Volume International ...................................... 45

WAC Lighting ................................................ 13

2nd Ave Lighting ............................................ 17

Access Lighting Corp ...............................20-21

Arden Décor Corporation .............................. 59

Asheville-Schoonmaker Mica Co .................. 28

B&P Lamp Supply Inc ................................... 16

B2B Design Group, LLC ............................... 83

California Tool & Die .................................... 82

Capital Lighting Fixture Co ........................... 27

Casa Collections ............................................. 79

Crystorama Lighting Group ........................... 33

Dainolite Ltd .................................................. 77

Dale Tiffany ................................................... 25

Dale Tiffany ................................................... 43

Easy Pedestal ................................................. 54

Elco Lighting ................................................. 23

Eurofase .....................................................C2-3

Eurofase ......................................................... 65

Finial Showcase ............................................. 46

GM Lighting LLC .......................................... 49

Grand Brass Lamp Parts ................................ 88

index to advertisers

90/July 2012 HoMe LiGHtinG & aCCessories

-Gibson

Hunter-

www.uttermost.com1.800.678.5486

www.uttermost.comA RETAILER’S BEST FRIEND

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and see outtakes from my photo shoot, go to

uttermost.com/newsroom

HINKLEYAvailable in fine lighting showrooms hinkleylighting.com

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