Eric Holt

Finding the Right Agency Partner. You are launching a new lighting brand and you need to build your sales network. What agency is the right fit? There are a number of factors to weigh when evaluating agency partners. First let’s talk about how lighting agencies are structured when it comes to choosing the manufacturers they represent. With the consolidation in the lighting industry over the last number of years each market normally has one agency representing each of the four major conglomerates. Those agencies then add independent lighting manufacturers’ products to offer them additional options to offer their clients or to fill a void in what they offer. The major conglomerate agencies can offer lighting projects A-Z. There are also lighting agencies that may specialize in a particular customer base or market. For example some specialty agencies may represent only decorative lighting or industrial type lighting. They may only market and sell to lighting showrooms or electrical distributors. With lighting agencies representing anywhere from 50-150 different lighting manufacturers how do you find the right one to represent your products? The trick is to find a balance between getting mindshare amongst the sales team of the agency and finding an agency partner big enough to generate the volume you need. For example you could simply choose to partner with the largest lighting agency in a market but if your products are just one of many similar products they represent they may not promote your products. If on the other hand you partner with a smaller sales agency they may promote your products but may not be big enough to actually close the project when it goes to bid.* *We will discuss “packaging “ in a future post The skill is finding a lighting agency that is large enough to be involved in a majority of projects, calls on the right customer base for your products and is excited enough about what you offer to actively go out and promote your products. There is also a second balancing act that needs to happen. In most cases the lighting agent you pick will have other manufacturers that they represent that make similar products to yours. If they represent similar products there is a good chance that they are calling on and have relationships with your target customers. The balancing act is that the lighting agent you choose has enough similar products so that it is clear that they are calling on your target customer base but not so many similar products that your product gets lost within their product offering. I hope this helps and Happy Selling. Tim

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What sources of noise do you notice in your workplace? In-person conversations and phone calls are the top 2 sources of office noise. Read on to learn more about it... #haworth #officefurniture #acoustics #interiordesign #commercialinteriors

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Friends, I'd like to introduce you to a new concept that we've been developing at MillerKnoll: Relationship-Based Work. You can think of it as a complement to activity-based work that uses workplace design to strengthen relationships between individuals, groups, and the overall community. For those that are familiar with MillerKnoll's POV on the future workplace, Design With Impact, this is a workplace strategy and place design approach to help deliver on those aspirations. Relationship Based Work is a concept that we'll be talking a lot more about in the coming months. Mark Catchlove and I will both be discussing Relationship-Based Work at the CoreNet Global Summits in Berlin and Washington DC, and we'll also be diving deeper into this concept on our webinar series, About Place podcast, and using additional resources on our website. As an initial introduction, please check this overview of the concept which we've just put on our website and let me know your thoughts! https://lnkd.in/ggd43K_c (and stay tuned for the latest at MillerKnoll.com -> Insights) #relationshipbasedwork #rbw #activitybasedwork #workplacedesign #officedesign #workplacestrategy

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Color Drenching consists of choosing a single color and using in generously throughout a room. This might mean that all surfaces are painted this color. Or perhaps the upholstery and wall color are the same. This goes far beyond an accent wall. It’s more of a monochromatic color explosion. There is little contrast in the foundation and large furniture in the room. But often a contrast is added with art or accessories.  See our Interior Design tips for Color Drenching you home. https://lnkd.in/g4Hgijy2

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Have you listened to part two yet? (But first, have you listened to part one?) This is a great interview about lighting pricing and “how the sausage gets made.” Everyone is talking about this episode. Don’t miss it! #lighting #lightingdesign #lightingdesigners #lightingpricing #lightingpodcast

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My firm, Emboss Design, works with a ton of developers and several school districts. There are more commonalities between the two client types than one might think. -Both want every dollar to stretch around the block. -Both want high energy efficiency b/c it is important to keep operations costs low. -Both want great design without being fussy or over-designed. -Both know that design is paramount to people loving being in the building - which is one of the most sustainable things you can do - design a building people love to be in. -Both have dynamic needs that require my firm to be a Swiss Army Knife and be able to handle many different building typologies: from highly complex and technical natatoriums, to field houses, to transportation facilities, to pre-engineered metal buildings, to Class A office space. This is Emboss’s competitive advantage. We know how to make the dynamic decisions to get the absolute most bang for your buck on any building type. We can help you determine where exactly the best place is to spend your hard won dollars for your project and where it will make the most positive impact to the end user of the building. We know how to detail a building envelope to be easy to build, easy to maintain, and long lasting. This minimizes costs for our clients in owning, operating, and maintaining their buildings. All of that PLUS great design that makes the world a more beautiful place. Let’s Go!

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