UnityElectricalSalespic 1Unity Electrical Sales credits industry relationships and product knowledge for its success. 

By Kat Zeman

She’s a woman working in a male-dominated industry. But Christy Goss loves her job as a manufacturing sales rep. A walking encyclopedia on electrical wiring devices, cables, fuses, relays, transformers and chemical maintenance products, Goss can hold her own with her male counterparts.  

“I’ve been in the industry for almost 25 years,” she says. “And it’s interesting to be a woman in it. But you have to have really thick skin and know your stuff.”

Nevada Lighting pic copyNevada Lighting’s focus on service has earned it strong business in Reno and Las Vegas.
By Alan Dorich

When it is closing time at Nevada Lighting, employees do not immediately race out the door. Instead, Principal Scot Domini says, workers are willing to work extra hours to “make sure the customer is taken care of.”

This focus has made Nevada Lighting a leader in Reno, Nev., and helped it earn a strong market share in Las Vegas. The company began as a manufacturer’s representative for Lithonia Lighting in both cities in 1977.

Over time, Nevada Lighting switched its focus completely to Reno, but returned to Las Vegas in 2012 when Acuity Brands Lighting Inc. gave it the opportunity to represent Lithonia again. “Acuity doesn’t take those decisions lightly,” Domini says. “That shows that Acuity values what we’ve done which has helped both of our businesses.”

ILLUMINATIONS 01After nearly three decades, Illuminations says it is at the top of its game.

By Wholesale and Distribution International Staff Editor 

Illuminations Inc. maintains an environment that is focused on hard work from the top down. “All of the management people are working parts of the company, including the partners,” Principal George Lyngarkos says. “They’re not just sitting in a desk, giving orders.”

Based in West Chester, Pa., the company is a representative for multiple lighting companies and provides sales, application and technical support. Lyngarkos co-founded Illuminations nearly 29 years ago, after working for Sylvania. 

One of his partners, Jack Bordlemay, worked for a local representative. When that firm was about to lose Lithonia Lighting as one of its lines, Lyngarkos and Bordlemay joined with a third partner to create Illuminations, which became Lithonia’s new rep. 

IMG 0737McDonough & Associates believes in giving its salespeople the tools they need to get their products on customers’ shelves.
By Jim Harris

McDonough & Associates’ investment in its inside sales staff has helped the manufacturer’s representative succeed in its market.

Hiring, training and retaining staff members is the highest priority for the Canton, Mich.-based company. “Our goal is to have a large staff that has product knowledge and the ability to put together project quotations, help with pricing, expedite orders and provide fast customer service,” President Jim McDonough Jr. says.

To meet this goal, the company offers a positive and friendly culture as well as highly competitive benefits including a matching 401(k) plan. “We have a very loyal staff and low turnover. Three of our people have been here more than 30 years, and four people have been here more than 20 years,” he adds. “We are a small company that treats our employees like family and lets them know we’re all in this together.”

Empire State AssociatesEmpire State Associates’ product quality, experience and reach distinguish it in the plumbing and HVAC market.
By Jim Harris

Empire State Associates’ (ESA) principals are highly aware of the struggles facing the wholesale distribution companies it serves. “Our vision, which we talk about all the time, is to remain pertinent and relevant to the wholesalers, engineers and contractors we do business with,“ says Bill Frenzel, one of the three principal owners of the Ballston Spa, N.Y.-based manufacturer’s representative agency.

Product expertise is one way ESA remains relevant in the face of increased competition from big box and online retailers. “You can go to a [big box store] and see someone in their heating department who’s been there for maybe a few months,” he adds. “If you have a problem with a water heater sold in the store, you’d have to take it back and have it replaced, but we train our customers to troubleshoot it and fix it in place.”

The company employs two technicians who offer technical training for wholesalers, contractors and engineers on the plumbing and HVAC products it represents. ESA’s line card includes leading manufacturers of plumbing and heating products.

California Hydronics pic copy 2California Hydronics Corp.’s employees care deeply about their work and relationships with customers and manufacturers.
By Jim Harris

California Hydronics Corp. (CHC) believes strongly in creating a positive internal culture. “Finding and retaining talent is our biggest challenge, especially being located in northern California, where you have Google, Apple and Facebook just down the street,” says Robert Polizzi, president and CEO of the Hayward, Calif.-based manufacturer’s representative. “It can be hard to compete with companies like that, so we focus on making [CHC] a great place to work so talent comes and stays here.

“It amazes me when I walk through here and see just how much people care about the company,” he adds.

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