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JUNE 2012 $5.00 Style and Substance for Lighting Professionals

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“His master’s lighting”When it comes to energy-saving LED linear,

undercabinet and puck lighting,GM Lighting is ‘mans best friend’.

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DRAPED IN GLAMOURThe new Mademoiselle pendant features sheets of SWAROVSKI ELEMENTS Crystals

draped elegantly, like fabric, over a simple MR16 lamp -- delivering a romantic

and delicate approach to “bling.” This year, LBL has launched 70+ fabulous new

fixtures. From initial sketch to final product, high design is infused into every

step of the process. Please visit us in the LBL Lighting Showroom #3925–TM

during the International Lighting Market, June 21-24 at the Dallas Market Center.

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10 RESIDENTIAL LIGHTING | JUNE 2012

YOUR LINK

KNOW YOUR TECHLighting retailers interested in online marketing will have the opportunity to learn from the experts at the Dallas Market Center’s (DMC) new Tech-Know Spot lounge during the Dallas Intl. Lighting Market, June 21-24. The Tech-Know Spot will feature group seminars as well as individual consultations. DMC’s Director of Marketing Lindsey Villarreal says the goal of the Tech-Know Spot is to help showrooms stay competitive in today’s marketplace. “DMC and the Lighting Board of Governors have been thinking about what is going to help our customers thrive in the new economy,” Villarreal says. “The single most important business tool we identified is technology.” The Tech-Know Spot will offer training on social media, online marketing and website optimization, and Villarreal says there will be something for everyone. “Its inspiration is the Genius Bar at Apple stores: a place where smart folks can help the rest of us get up to speed on the web, digital marketing and social media,” Villarreal says. “No matter your level of expertise, you can learn something at the Tech-Know Spot.” The Tech-Know Spot will feature representatives from Constant Contact, PointBurst, ReachLocal, Splash Media and XOLights, as well as digital marketing consultant John Arnold. Experts will offer group sessions in addition to one-on-one consultations where they can customize their advice based on the retailer’s needs. Market attendees can book individual appointments online or in-person. To celebrate the launch, DMC is giving away 20 iPads — one during each hour the lounge is open. Buyers can enter by visiting the lounge and filling out a form. The 2,100-square-foot Tech-Know Spot lounge will be located in the Loft 3 area on the third floor of the Trade Mart and will be open June 21-22, 8 a.m. to 5 p.m.

Tech-Know Spot Group Seminars

Thursday, June 2110 a.m. Marketing Locally on the Internet with John Arnold2 p.m. Three Keys of E-mail Marketing with Constant Contact

Friday, June 2210 a.m. Monetize Your Facebook Page with John Arnold2 p.m. Five Ways to Make Your Showroom Marketing More Pinteresting with SnapRetail

214.744.7444www.dallasmarketcenter.com

Dallas International Lighting Market June 21-24

THOUSANDS OF NEW LIGHTING STYLES HAVE JUST ARRIVED. TIME TO SHINE.

Such an assortment, they’ll want a Regency fan in every room

A home is as unique as its owner, so when it comes to decorating, your customers are going to want a

variety of options. With Regency Ceiling Fans you can give each customer a wide range of choices—

from unipack, designer fans and accessories to the customized Decor-Match series of products.

Plus, Regency offers convenience to you and your customers with same-day shipping, and Regency

Ceiling Fans are sold exclusively in lighting stores, never online, so you can give an in person

demonstration on the Regency difference.

www.regencyfans.com 1-800-659-5051

STYLE THAT Revolves AROUND YOU™

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Quality, selection & service—it all adds up!

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When quality counts,we’re more than the sum of our parts!

INTRODUCING

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Our best selling classics and exciting new transitional designs reaffirm Savoy House as the first choice among designers,

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

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VISIT US IN OUR NEW DALLAS SHOWROOM# 3109 TRADE MART

JUNE 2012

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Guide to the Dallas MarketIt just wouldn’t be summer without a trip to the Lone Star State for the Dallas Intl. Lighting Market. We’ve got everything you need for your light-finding expedition.

Style SpottingThe spring High Point Market had new lamps and fixtures aplenty; among them were several noteworthy trends.

Rough DraftThe most intriguing new lighting fixture recruits seem to combine both beauty and beast, heightening the drama of sophisticated forms with a darker, edgier presence.

Sphere & NowLooking for simple shapes wth serious style? These sleek circular fixtures radiate contemporary chic.

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20 RESIDENTIAL LIGHTING | JUNE 2012 www.ResidentialLighting.com

86 80RESIDENTIAL LIGHTING (ISSN 1072-1614) is published monthly by Scranton Gillette Communications, 3030 W. Salt Creek Lane, Suite 201, Arlington Heights, IL. 60005-5025. Subscription rates in the U.S. are $35 for one year; $50 for two years; $60 for three years. Single copies are $5 each. Canadian subscriptions: $55 for one year. Reproduction of contents forbidden. Periodicals postage paid at Arlington Heights, IL 60005 and at additional mailing offices. All other foreign subscriptions including air delivery are $150 a year. PRINTED IN THE USA. POSTMASTER: Send address changes to Residential Lighting, 3030 West Salt Creek Lane, Suite 201, Arlington Heights, IL 60005-5025. Residential Lighting accepts no responsibility for the validity of information supplied by contributors, vendors, advertisers or advertising agencies. ABC audited.

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JUNE 2012 Departments

We’re On

Double Decade of DesignLighting showrooms brave Y2K.

The WireThe Cooper family from Uttermost will receive the ARTS Academy of Achievement Award in January.

Live WireBlustery weather couldn’t dampen the positive mood at April’s High Point Market.

ALA UpdateAt market or online, the American Lighting Assn. (ALA) offers a number of ways to stay up-to-date on lighting trends and technology.

IlluminationsMarti Barletta of The TrendSight Group shares secrets for appealing to female consumers.

Think BusinessNew columnist Mark Richardson talks about reclaiming your “mojo.”

Point of SaleWhat does the lighting showroom of the future look like? Yours, if you heed these key suggestions.

Design ForumRandal Weeks of Aidan Gray Home turns artifacts into grand objects.

Style We LikeWrapper’s delight from Aqua Creations.

Light Here, Light Now

New Products

Last Word in LightingChoose the right bulb for the job with help from our expert, Randall Whitehead, IALD.

ABOUT THE COVERA new offering from British

design and manufacturing firm

Tom Dixon, Etch shades are

formed from an industrial process

used to manufacture electronic

components, which allows for

detailed patterns to be cut directly

into metal. These patterns give

off intricate shadows when

illuminated. Clusters of all three

metal options — brass, copper

and stainless steel — add dramatic

impact. Also available as a

candleholder. www.tomdixon.net


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Panasonic Advanced Ventilation Solutions—A Legacy of Innovation

Follow the LeaderPanasonic is proud to be recognized by the EPA for the

third consecutive year, garnering their most prestigious

ENERGY STAR® honor, the Sustained Excellence 2012

Award. Sustained excellence is precisely what we strive for

as evidenced by our legacy of providing high-performance

ventilation solutions. From our introduction of our quiet fans

nearly 20 years ago, to our innovative DC motor technology

that revolutionized the industry in 2006, to this year’s leading-

edge models with LED lighting, we continue to demonstrate

outstanding leadership, year after year.

Panasonic Ventilation—Always the Innovator Learn more at panasonic.com/ventfans

We will help yousource your products

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WE’RE ON

28 RESIDENTIAL LIGHTING | JUNE 2012

YOU’RE ON

We want to hear from you!

Write: Residential Lighting3030 W. Salt Creek Ln., Ste. 201, Arlington Heights, IL 60005Phone: (847) 391-1026 Fax: (847) 390-0408E-mail: [email protected]

The Power of PassionWhile I’ve always enjoyed the Accessories Resource Team (ART) Conference, this year’s 20th anniversary edition in May will hold a special place in my memory. Taking a cue from its location in New Orleans, where the “rebuilding” process still doesn’t appear to have a finish line, the group replaced its popular retail makeover afternoon with a service project to help the Jericho Road Episcopal Housing Initiative, a nonprofit homebuilder that aims to create communities of affordable homes for families. Dann Foley of DANN Inc., Cody Hutcheson of CODARUS, Doug Self of J. Douglas and Paul Thompson of Paul Thompson Signature led four teams of top talent to decorate and furnish key rooms in newly built homes. The furnishings had all been generously donated based on cohesive selections solicited by the designers. Fixtures came courtesy of Troy-CSL, Capital Lighting and San Antonio, TX, retailer Light by Design (who also had Vanessa Turney and Mariana Loya on hand volunteering, along with Eric Lebersfeld from Capitol Lighting, and Daniella and Jack Fleischer from Hermitage Lighting Gallery). Lamp philanthropy came from Barbara Cosgrove, Cyan Design, Emissary, Gallery Designs and a particularly significant portable contribution from Feiss, plus Visual Comfort lamps that were donated by Taylors on Ten. Special thanks to all who supplied lighting merchandise — you did our industry proud. All products were sorted, assembled and lovingly placed by team members working as a well-oiled (euphemism for “sweaty”) machine. On the exterior, other Conference attendees planted trees and installed flags alongside Conference speaker, designer and HGTV personality John Gidding. As if the shared hugs and high fives weren’t enough, when we returned via bus to our host site, The Ritz-Carlton, hotel staff lined up to welcome us with roaring applause. The entire experience is one that none of us will ever forget. And if it meant this much to each of us to give, imagine how much it will mean to the recipients. Of course, this is not the only occasion when our industry has channeled its resources to help others, and it certainly won’t be the last. It’s just a recent example that resonated with me because I had the honor of witnessing it firsthand. It was a whole lot of hard labor backed by a whole lot of heart.

When we play to our passions, such as making homes comfortable and enjoyable for others, the results can be incredibly powerful. More powerful, I would say, than a Category 5 hurricane.

LAURA VAN ZEYLPublisher/Editorial Director

WE’RE ON

Style and Substance for Lighting Professionalswww.ResidentialLighting.com

EDITORIALPublisher/Editorial Director:

Laura Van Zeyl

847.391.1026

[email protected]

Managing Editor: Shanna Casey

Assistant Editor: Kristin Muckerheide

Contributing Editors: Cori Dunn, Mark L. Johnson, Jennifer Pinto, Mark Richardson, Randall Whitehead

Graphic Designers: Robin Hicks, Jason Kenny, Larry Nigh

Upload editorial submissions to: www.ScrantonGillette.com/PR/index.cfm

ADVERTISING SALESIntegrated Media Consultant:

Sherwin Horowitz

847.391.1041 [email protected]

Administrative Coordinator: Jill Smith

Advertising Coordinators: Lynette Hennessey, Michelle Pak

Upload advertising material to: www.ScrantonGillette.com/adart

CREATIVE SERVICES/MARKETINGDirector of Creative Services & Promotions:

Sandi Stevenson

Custom Media Manager:Todd Loesch

CIRCULATIONDirector of Circulation:

Doug Riemer

List rental information:John Ganis 914.368.1024

Update or add subscription information at: www.cdsreportnow.com/renew/now?rlm

Scranton Gillette Communications3030 W. Salt Creek Ln., Ste. 201

Arlington Heights, IL 60005

847.391.1000 Fax: 847.390.0408

www.ScrantonGillette.comChairman Emeritus (1922-2003): H. S. Gillette

Chairperson: K. S. Gillette

President, CEO: E. S. Gillette

Vice President, CFO: Dave Shreiner

Senior Vice President: Ann O’Neill

Vice President, Events: Harry Urban

Vice President, Custom Publishing & Creative Services: Diane Vojcanin

Vice President, Information Technology: Joel Hughes

Member: Audit Bureau of Circulations, American Lighting Assn.,

Accessories Resource Team, Sustainable Furnishings Council

reslightingmag ResidentialLighting

See what LED light can doTubuled pendant by Philips Consumer Luminaires

Philips introduces its Tubuled 7.5W LED pendant. The mirror-coated chrome and clear glass shade is seductive in its simplicity providing a discreet yet elegant fashion statement.Learn more at www.philips-luminaires.com.


DOUBLE DECADE OF DESIGN

Y2K: New Year’s Reprieve

Fears of a computer-generated apocalypse that would melt nuclear plants, destroy the power grid and poison the water supply were quickly quelled as people rang in Jan. 1, 2000. Millennial anxiety was soon replaced by the dot-com bubble burst in

early March. Flashy new online home furnishings sellers bit the dust just as the lighting industry got its Internet act together.

Showrooms were busy registering domain names for their “e-catalog” websites. A new column in Residential Lighting called Net Worth featured timely information ”all about e-.” During the first Dallas Intl. Lighting Market of the new millennium, the American Lighting Assn. (ALA) announced a major survey to evaluate and respond to members’ most pressing “e-business” issues.

Emboldened by a new millennium and enabled by the Internet, people were streamlining their lives, wanting to do more in less time. Personal computers, growing Internet access and faster speeds were creating a nation

of home office workers — good news for our industry: “More power commuters mean more home offices, and more lighting,” noted Adesso President and CEO Peggy Traub. With its innovative frosted acrylic panels available in a choice of neon colors, the iMac computer swung open the door to the stylish home office.

Lighting showrooms enter the new millennium double-clicking to a different drummer.

Looking Back: 2000New miniature line voltage halogen bulbs from Osram at Messe Frankfurt’s first Light + Building event eclipse the company’s introduction of LED light sources.

At the 11th ARTS Awards In January 2000, Sergio Orozco is the first to be named Product Designer of the Year, and Carolyn Kinder is the first woman to receive the group’s Academy of Achievement Award.

Suites at Market Square opens during the Spring 2000 High Point Market. The 347,000-square-foot, three-story addition to Market Square is large enough for 350 vendors. Showplace debuts at the fall market, adding 500,000 square feet of showroom space.

Runway models wearing giant lamp shade hats introduce fashion designer Bob Mackie’s first portable lighting collection for Murray Feiss at the January 2000 Dallas Market.

Y2K PREDICTIONS“Younger people especially don’t read

the newspaper anymore. Showrooms

need to think about this because, as they

grow their next generation of customers,

the Internet will probably play a key

role.” Roxanne Stout, President, Bitterroot Marketing, February 2000

“In time, everybody will deliver product

faster and hold more inventory to please

the consumer.” Seema Williams, Senior Analyst, Forrester Research, March 2000

“There is every indication that consumer

demand is strong enough to support the

recent increase in retail space.”

Terry Oelschlager, Senior Vice President, CIT Commercial Services, May 2000

“No matter how many sofas a buyer

might have bought from a manufacturer,

he will still want to sit on them before

placing a large order.” Tom Mitchell, Vice President, MMPI, June 2000

A TALE OF TWO ICONS

Karim Rashid’s Soft ceiling

pendant from George Kovacs was

introduced in 2000. It first came in

white frosted glass or apple green,

just like the groundbreaking iMac

G3 computer launched in a similar

time frame.

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THE WIREDispatches from the lighting industry


The Accessories Resource Team (ART) and the Dallas Market Center (DMC) will honor the Cooper family from Uttermost with the ARTS Academy of Achievement Award in January, DMC announced recently. The accessories and lighting manufacturer was founded in 1975 by Bob and Belle Cooper and is currently run by their son, Mac. DMC President and CEO Bill Winsor says the Coopers are being honored for the legacy they have created over the past three decades. “For more than 35 years, Uttermost has provided the home and decorative accessories industry with affordable, quality products that speak to the current trends,” Winsor said in a statement. “The company’s continued success speaks volumes to the dedication and hard work of the Cooper family.” Uttermost President Mac Cooper says he is very honored to receive this award. “This is something I never expected or thought about happening,” Cooper says. “At the same time, I’m humbled, because I know that so many people put their heart and soul into what we do … So many people deserve a piece of this because it’s a team effort.” Cooper says the Uttermost of today is different than the one his parents started over 30 years ago. For one, Cooper says the company is more product-focused. “Our focus has become more product and design, and that’s what I spend more time on than anything else, whether that be new product categories or new factories or designers we’re working with,” he says. “That’s always changing and evolving because, when customers come to see us every three months at market, we feel we need to show them new product in all categories.” Another change that has made the company so successful is the addition of new product categories, Cooper says. In the early years, Uttermost carried art, mirrors and clocks, but since then, additional categories have helped fuel the company’s sustained growth. “When we added lamps in 2002, that was the beginning of this process of adding new categories organically — not

through an acquisition, but with the right team, designers and vendors that complement what we do,” Cooper says. “That was the first major category we added, and it was extremely successful, so we followed that by adding fixtures, furniture and botanicals.” Aside from product, Cooper says it is the people and the service that continues to set the company apart.

“While we do talk a lot about product, without good reps, customer service and operations, it would be a house of cards,” Cooper says. “Customers know that when they work with us, they won’t have issues with quality or delivery, and that if they do, we’ll take care of it. People have great comfort in working with Uttermost.” Cooper also points to his family’s faith as a reason for success, as well as the close-knit feel of the company. “When I came here, it was my parents and me in management, and we made decisions as a team,” Cooper says. “As they got less involved, it’s still a team system and we still operate like a family, except now it’s not a biological family but a group of people who have worked together for decades and respect each other.” The Coopers will accept their award during the ARTS Awards on Jan. 19, 2013. Tickets go on sale in November.

Uttermost’s Cooper Family to Receive ARTS Academy of Achievement Award

In the Showroom of the Year 2012 section of the May

issue, the owners of finalist Elume Distinctive Lighting

were misidentified. They are Joe Ardovino and Jennifer

Brassey. Residential Lighting regrets this error.

CORRECTION

(From left) Mac, Bob and Belle Cooper

The Early Electric Collection is a modern rejuvenation of the details characteristic

possible in beautiful luminaires designed to suit classic upscale interiors.

Each is an alluring work of art, ideal for boutiques and luxury residences.

5yr 5 Year WAC Lighting product warranty

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Visit us at Dallas Trade Mart Showroom #3934

THE WIRE


DOES YOUR ONLINE SHOWROOM LOOK LIKE EVERYBODY ELSE’S?

Your lighting website is your face on the Internet. That’s why we only build sites that truly reflect your store brand. From fonts,

colors and logos, we know how to translate your retail experience onto the Web.

But that’s just the start.

We can also customize your customer search options, e-catalog content and tons more. For a Free Demo or to schedule an appointment

at the Dallas Market, call us at 888-777-6101.

PHILIPS SHOWROOM TM-3101

we work for you

www.LightsAmerica.com

Authenticity Lighting to Close its DoorsUpscale lighting manufacturer Authenticity Lighting, which was founded by the team that created Murray Feiss Lighting, will close in

the coming months, the company announced recently. Although the company had only just made its debut at the January 2011 Dallas Market,

executives cited economic factors as the reason for the company’s closing. Authenticity President Ron Hersh, who ran the company along with Chairman Murray Feiss and President Robert Greene, says despite a warm

reception by the industry, the numbers just weren’t where they should be.

“Although we were welcomed into a fair number of showrooms, the product just didn’t resonate with the end consumers,” Hersh says. “We worked with dealers we knew previously as well as new ones, but we didn’t develop the traction we needed.”

Going forward, Hersh says the company is filling all existing orders and offering deep discounts on remaining product.

“We want to leave the industry as cleanly as we entered,” Hersh says. “We leave behind a lot of friends and a lot of memories, and for the next few months, we’re going to lay low and regroup.”

As far as what’s next for the company’s founders, Hersh says he, Greene and Feiss don’t have any definite plans. Currently, their concern is winding down the business in an orderly fashion and settling accounts. But Hersh says he is grateful for all the support they have received both at Authenticity and at Feiss, and he hopes this isn’t goodbye for the lighting industry.

“We came back not because we had to but because we wanted to,” Hersh says. “It’s really about the relationships and the people, and we can’t thank people enough for their friendship and support over the years. We thank everybody for their support, and we hope to stay in touch.”

THE WIRE


The first L Prize-winning bulb made its debut on retailers’ shelves nationwide in late April in honor of Earth Day. Philips Lighting North America released the LED lamp that won the L Prize’s 60W replacement category last year.

The LED bulb, which underwent stringent testing by the U.S. Dept. of Energy (DOE), uses just 10W of energy and has a lifetime of 30,000 hours.

“Philips is the first and only company to meet the stringent L Prize requirements for a bulb that produces over 900 lumens, a color rendering index (CRI) of 90 and 2700K color temperature — features that allow it to closely mimic an incandescent bulb,” Ed Crawford, Philips’ General Manager of Lamps, Lighting Electronics and Controls, said in a statement. “Because the new bulb is 83 percent more energy-efficient than the standard 60W incandescent, consumers can now experience new

savings for their pocketbooks by putting this technologically advanced product to use in their homes.”

According to Philips, the bulb will retail for $50, but rebates should bring the price down to as low as $25.

While the price might seem high, it’s representative of a change in thinking when it comes to purchasing light bulbs.

“We knew that it would be an important driver for the industry, spurring innovation and adoption for an alternative

to a product that has remained largely unchanged for over a century,” Crawford said in a statement. “With LED bulbs, we are looking at a wholesale change in buying lighting technology, going from a disposable good to a durable good. Consumers are no longer looking at a product that will last just six months to a year, they are looking at a product that is much more efficient and will be with them for decades.”

Philips’ L Prize Bulb Hits Shelves for Earth Day

Philips’ L Prize-winning 60W replacement bulb produces more than 900 lumens using only 10W of energy.

Livex Lighting Moves to New LocationLivex Lighting recently relocated to a new facility in its home state of New Jersey. After nearly two decades in Morristown, NJ, the company’s owners decided to move to a larger location about 30 miles south in Somerset, NJ, in late March. According to owner Frank Huang, the move made financial sense. “We were leasing for all of the 18 years that we have been in business, and we wanted to purchase our own larger building,” Huang says. The new 150,000-square-foot facility houses the company’s warehouse and staff offices. “With the larger size of the building, we are able to accommodate more product, so we can be more efficient, and we can provide better service,” Huang says. “This is the fundamental foundation for the coming growth to service all of the overall requirements of our customer base.”

Livex Lighting moved to a new 150,000-square-foot location in Somerset, NJ, in late March.

MELROSE GALLERY5635 Melrose AveLos Angeles, CA [email protected]

SIMONO DESIGNSLA Mart1933 S. Broadway Suite 1202Los Angeles, CA [email protected]

lighting. mirrors. furniture. custom designs

CONTACT US FOR MORE BEAUTIFUL DESIGNS

See more images on FACEBOOK. Contact us for our full catalog.

THE WIRE


WHO’S WHOInternational Market Centers (IMC), which owns buildings at the High Point and Las Vegas markets, has appointed

Pedro Zapata as the new Chief Operating Officer. Zapata has nearly 20 years of experience managing

large-scale real estate and will be responsible for integrating people and processes across IMC’s properties at both markets.

K.R. (Kaj) den Daas, former Chairman of Philips Lighting North America, has joined Lighting Science Group’s Board of Directors. For the past two years, he has been the owner of Dasio Consulting, a firm based in the Netherlands that advises clients in the electrical industry.

Hera Lighting recently expanded its representation in the southeastern United States by hiring several new representatives. The company hired John Saunders of Carolina Component Sales Inc.to cover the southeastern territory of South Carolina, North Carolina and Virginia. Saunders, who hails from Thomasville, NC, has worked in the industry for 27 years. Hera Lighting also hired independent representatives Ed Provencher, Dave Fuller and David Stockhausen of DIV-PRO/Intech Inc. to cover the southern territory of Georgia and Florida. DIV-PRO/Intech has been representing manufacturers from the furniture, cabinet and hospitality industries since 1975.

American Lighting has appointed 18-year industry veteran Jason Echolsas its newest salesperson. Echols will help develop new markets for the company’s LED products. He has worked for various lighting companies across the United States, Europe and Asia.

The Sustainable Furnishings Council (SFC) has named Margaret Casey as its new President. Casey helped found the SFC and has helped it grow over the past few years. She previously served as the Director of Programming at World Market Center Las Vegas. Casey replaces outgoing President Jeff Hiller, Principal of PROaction Marketing Group. Hiller will remain on the SFC Board of Directors.

ZAPATA

HINKLEY®

1940sHINKLEY LIGHTING FACTORY C

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& SUCCESS

1922 2012

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Dallas Market Showroom 3210

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LIVE WIRE

www.ResidentialLighting.com40 RESIDENTIAL LIGHTING | JUNE 2012

Blustery weather couldn’t dampen the positive mood at April’s High Point Market. Buyers remained upbeat during a market that featured a larger InterHall (in IHFC) and Made in America Pavilion (in Suites at Market Square), as well as expanded showrooms and selections from several lighting exhibitors.

Flying High

1

2

3

4

5

6

7

1. Lee Nemeth (left) and Jason Evans of ELK Group Intl. with HGTV’s Emily Henderson at a reception for the HGTV HOME Furniture Collection.

2. Florence de Dampierre celebrates her new collection for John-Richard with company President Alan Galbraith.

3. Dolores Aguilar and Robert Cooper in Cal Lighting’s IHFC showroom, which was expanded to house the company’s new chandelier collection.

4. The “Shady Ladies” team at the ART of Bowling event, including (from left) Kris Lindsey of Paragon, Jan Shaffer of Kichler Lighting, Lendell Glasco of Paragon, and Quinn Hazon, Wendy Birchfield and Amanda Gardner of Kichler.

5. Lamia and Joe McKearn in front of Flambeau Lighting’s new space in the Suites at Market Square Salon.

6. (Back row, from left) Troy Adkins, Randy Fiser and Tim Schelfe, along with (front row, from left) Heidi Salati and Emily Walser from the American Society of Interior Designers (ASID) at an ASID reception in the Currey & Co. showroom.

7. Gilt Home Creative Director Tom Delavan with Crystal Gentilello, High Point Style Spotter and Editor-in-Chief of Rue magazine, at the show’s press breakfast.

The West’s premier home furnishings marketplace

brings it together for you—on-trend product

introductions, exclusive suppliers, unique resources

and the unmatched collection of home décor and

accessories—all in one efficient and exciting buying

experience. Connect with it all here.

...where all your best connections are made.

To learn more and register today please visit www.LasVegasMarket.com

Las Vegas MarketJuly 30 — August 3, 2012

A PRA PROPERO RTTY OF:

ALA UPDATE


Knowledge is PowerAt market or online, ALA offers a number of ways to stay up-to-date on lighting trends and technology.

ONLINE WEBINARSThe American Lighting Assn. (ALA) offers periodic live webinars on timely topics, such as the next one: “The Facts and Myths of CFL and LED Lighting: Which Products You Should and Shouldn’t Market,” with Joe Rey-Barreau, AIA, IES, on July 19, 11 a.m. CST. The webinar is sponsored by TCP Inc. and will earn participants one CLC® hour. Registration is available at www.americanlightingassoc.com. In addition, ALA recently announced it will offer its library of over 25 on-demand webinars (which previously cost $39 each) at no cost to members, thanks to sponsors Lutron Electronics, Juno Lighting Group and Toshiba LED Lighting. The selection includes: ■ Are Incandescent and Halogen Going Away?■ Advanced Concepts for Kitchens and Baths■ What’s New in LED Lighting: Fundamentals to Advanced Applications■ How to Read Construction Drawings: Improving Your Lighting Sales Efficiency by Quick Analysis of

Blueprint Information■ Fundamentals of Lighting and Interior Design Styles■ How to Sell and Design a Landscape Lighting System■ How to Specify, Design and Sell Low Voltage Lighting: Concepts for Increasing High End and Custom Builders■ How New Concepts in Crystal Can Expand Your Customer Base ■ Dimming & Lighting Controls: High-Tech Products to Increase Your Profits■ The Realities and Myths of Energy Efficient Lighting■ Concepts and New Technologies for Bath and Vanity Lighting■ How to Lay Out a Lighting Plan Quickly and Accurately■ Sell Crystal for Maximum Profit■ LED and Solid State Lighting Update■ Sizing Techniques for Decorative Fixtures in Large Vaulted Spaces■ Trends in Lighting Styles and New Technologies■ Twenty Customer Questions About New Light Sources Every Showroom Needs to Answer

■ The Increasing Importance of Lighting Metrics■ How to Design With and Sell Whole-House Lighting Controls■ From Classicism to Modernism: Applications of Decorative Lighting Styles■ Sales Tools That Win (for Manufacturers’ Reps) On-demand webinars are available at www.alawebinars.com. For more information, e-mail Nici Juneau at [email protected].

DALLAS SEMINARSALA will present another series of information-packed lighting seminars at the June Dallas Intl. Lighting Market. The seminars will be presented by industry expert Joe Rey-Barreau and will cover topics ranging from lighting design to sales strategies. Thanks to a special sponsorship by the Dallas Market Center, the cost for each seminar is only $20.

All seminars will be presented in the ALA Suite, WTC 345, and are worth 1.5 CLC hours. Registration is available onsite or online at www.americanlightingassoc.com. For more information, e-mail Nici Juneau at [email protected].

Friday, June 228-9:30 a.m. How to Sell and Design a Low Voltage and LED Landscape Lighting System

4-5:30 p.m. What’s Hot and What’s Not in Lighting Design Styles and Trends

Saturday, June 238-9:30 a.m. How to Expand Your Sales in Non-Residential Lighting Markets

12-1:30 p.m. How to Design a Lighting Plan for a Dining Room or Foyer

Don’t Forget! ALA’s Annual Conference, which will

take place Sept. 9-11 in Scottsdale,

AZ, offers educational seminars

galore on lighting technology,

design and sales techniques. For

more information or to register, visit

www.alaconference.com. Register

by June 30 and receive a special

discounted rate, as well as a chance

to win a $250 credit at the Hyatt

Regency Scottsdale.

MUST ATTEND

Boost your bottom line with advice from the experts.

▶ Build Your Relationships...Build Your Business

▶ The LED Revolution: Is Your Showroom Ready?

▶ Selling to the World’s Biggest Spenders: Women

▶ How to Get and Keep More Customers

2012 ALA ANNUAL CONFERENCE

Visit www.ALAConference.com to register for the 2012 Annual Conference—a MUST ATTEND event.

“You get to learn from the best

in the business.”Tammy L. Thomas, CLC

The Light House of Lewes

“ALA raises the bar every year.”

Michael Estrin, CLMR, Estrin-Calabrese Sales Agency

“The ALA Annual Conference is the

‘must attend’ event of the year.”

Cathy Choi, LS Bulbrite Industries, Inc.

“The ALA Annual Conference is a valuable tool to help our agency be the best it can be.”

Elise Severson, CLC , CLMR, Lytestyles

ILLUMINATIONS


Residential Lighting: How do I get more women to my showroom?Marti Barletta: Provide choices and understand her situation. She will go somewhere else to find options if you don’t show them to her. She views shopping for household items as doing due diligence. She doesn’t think, “I love to look at lamps,” but rather, “I’m not going to spend my family’s money without making sure I’m getting the best possible option.” She gathers options until she has a sense of all the options available and almost never buys the first thing she sees. Retailers tend to focus on product. It’s not about the product. It’s about showing her that you can meet her needs.

RL: How do we transmit that through marketing?MB: An ad with people will have a lot more stopping power. Use a story. For example, “After her second child went off to college, Mary decided to turn a bedroom into a fitness/media room. This was a tricky project because she had two different criteria.” Or, quote Mary: “I was going to miss my son, but it was exciting to have a room where I could finally exercise while watching my favorite TV shows. Jack at XYZ Lighting showed me options and helped me pick the best one for me.”

RL: Do sales and events appeal to women shoppers?MB: For women, events must have three components: learning, social and fun. The learning could be “How to update your room with just a few pieces of lighting.” It has to be worth

her time. For the social component, invite her to bring a friend, but give the sense that the attendance is limited. Serve wine and cheese. For fun, have a drawing for a free, in-home consultation. Or have a designer show photos from their latest project. Don’t tie the event to a sale.

RL: What are some common missteps in marketing to women?MB: Salespeople tend to talk to the man, but it’s really the woman who gets them to the showroom. Women, usually, are the ones to decide when it’s time to buy. She will do the online research and narrow down the choices to the three showrooms she feels are best. If you’re not on her short list, you missed the cut. So she’s the one that needs to be influenced. She’s the primary buyer, regardless of how the couple appears in the showroom. Go out of your way to make sure that she is included in the discussion and answer all of her questions. I had wanted directional lights for the vaulted ceiling in my own bedroom

to illuminate some artwork and create drama. I thought the salesman knew what to do. Well, he installed lights that looked like great big coffee cans. They weren’t even remotely close to what I had in mind. Furthermore, he pointed them straight down onto the carpet. I was astonished. He apparently had done no aesthetic consultations at all, and he really had not listened to me. Ten years later, I had an interior designer working with me. She brought in a lighting designer who knew what he was talking about. I learned things in that conversation that I had never considered, like wall washing and dimming. It made me trust him, and I’d certainly go to him again.

RL: Give us one secret to successful marketing to women.MB: When she’s decorating her home, it’s about how she sees herself. So take note of the type of person she is and what she wants to express, as opposed to thinking simply in terms of product. At the same time, this is a functional purchase for her. She’s running a household. She’s got kids. It has to meet her needs on three levels: function, aesthetic and personal self-expression.

It’s not about the product. It’s about showing her that you can meet her needs.

Marti Barletta of The TrendSight Group shares secrets for appealing to our industry’s mightiest customer.

Women Welcome

AriaBy


THINK BUSINESS

About a year ago, I was asked to give a keynote speech to the Alabama Home Builders

Assn. The focus of my talk was to be wrapped around making some sense of what was happening in the industry and attempting to share what the future might look like. When I arrived an hour before my speech, I noticed in the program that they had titled my speech ”Getting Your Mojo Back.” After a few minutes of reflection, I realized that my message was not only appropriate to this subject, but that my talk could be framed to make this a great experience for the audience. While there have been significant changes over the last several years in consumer trends and behavior, the economic environment and the levels of stress in business, I believe how we deal with these has more to do with our success or failure than almost anything else. The topic of ”mojo” is very relevant to this. Those who have lost their mojo are depressed, struggling and breathing out of a straw. Those who

have their mojo are making it happen and seeing some strong results.

Opening the talk with the Alabama audience, I asked: ”How many of you know what mojo is?” Almost all of the hands went

up. I then asked: ”How many of you feel like you have lost or seen your mojo eroded over the last few years?” About 80 percent of the hands went up. I tried to focus on the other 20 percent to see what they were doing to keep their mojo. Following are some of the comments and suggestions, which should serve as a checklist to take your own inventory:

Stop Listening to All the Bad NewsWe have all learned the phrase ”misery loves company.” The more you listen to the bad news (from the media, friends, etc.), the more your mojo vaporizes. One fellow said he unsubscribed to the newspaper and does not watch the evening news anymore, and he has seen double-digit growth in his business.

Work HarderI know this is not always popular, but I have asked many: ”How much harder is it out there now versus five years ago?” Most say it is 30 to 50 percent harder. My follow-up question is then:

”Are you and your team working 30 to 50 percent harder?” Those who have their mojo intact are working very hard. They are making that one extra shot or putting in the extra hours. It is hard to lose your mojo if you are working through it and seeing some ”wins.”

Know Where You Are HeadingThose who have their mojo have the ”prize” in their sights. They may not know every twist and turn to get there, but they know where they are heading. Their longer-term goals are still intact, and they are controlling their day, not just reacting to circumstances. Just like the metaphor implies, if you know the destination (or at least the seashore versus the mountains), then the road map to get there becomes clearer.

So while you can't see or touch mojo, you know when you or someone else has it. The mojo (or confidence or enthusiasm or belief) is not just a gift at your doorstep. It is a product of your mindset and your action. While we cannot control all circumstances, we can control our day-to-day action. So get out there and get your mojo back!

Mark Richardson is Co-chairman of Case Design Remodeling and the Case Institute of Remodeling. He is a member of the NAHB Remodeling Hall of Fame and a

Fellow at Harvard University's Joint Center for Housing Studies.

Combine attitude with action to give your business more traction, says new contributor Mark Richardson.

Get Your Mojo Back

www.techlighting.com

©2012 Tech Lighting. All rights reserved. The “Tech Lighting” graphic is a registered trademark of Tech Lighting. Generation BrandsTM

Lamps Without Limits

Our new SoCo fixture is a flexible system of Sockets and Cords

to inspire you to create limitless designs – all celebrating the

simplicity and beauty of bare lamps.

Options for 2 sockets, 7 cord colors, 3 cord lengths, 4 metal

finishes and countless lamps (sold separately), enable you to

mix, match and cluster SoCo fixtures into custom installations

– from individual accents to large dramatic light sculptures.

Come see the potential of the SoCo system at the Tech Lighting

Showroom #4705-TM during Dallas Market, June 21-24.

POINT OF SALE


Lighting showrooms may be on the cutting edge regarding solid-state technology, but they’re a bit behind when it comes to merchandising. “You go into the average lighting store, it’s a bit archaic,” says Dave Yoho of Dave Yoho Assoc., a consulting company serving entrepreneurial-style businesses. But a few key updates can

help ready your store for the future. Thanks to smart phones and tablet computers, consumers have perpetual access to product and pricing information, so a robust website that acts as an extension of the showroom is more important than ever before. “There needs to be a better cross between the online world and the brick-and-mortar world,” says Paco Underhill, founder, President and CEO of market research firm Envirosell. “It’s called convergence. A store and its online presence should have a consistent look and feel in terms of pricing, the way in which they’re organized and in the language they use.” The goal, according to Underhill, is to educate customers before they

even enter the showroom, so that they understand the vocabulary and feel less overwhelmed about making a purchase.

Inside the showroom, high-tech helpers like iPads can display the store’s website, Facebook page or Twitter feed to create even more of a connection with customers. On the sales floor, staff and lighting

consultants can use iPads to flip through online catalogs or to help customers visualize what certain products can do for their home.

“The use of iPads on the sales floor can hardly be called cutting edge, since so many retail sectors have been using this technology

since it first came out,” Underhill says. “But you don’t see it enough in lighting showrooms. The next big thing here will be the ability to go into a showroom and download [product] information to the iPad, so there’s less paper involved.” When it comes to merchandising, one of the biggest complaints lighting showrooms have is that some of the more forward-thinking options take up too much real estate. Not so, says Underhill. “Vignettes are still important, but they depend on the luxury of space,” he says. “There are other creative ways using virtual reality to create [merchandising opportunities] within [smaller] spaces.“

Yoho agrees. “Get a flat screen to show installations,” he says. “For example, if a customer is buying lighting for her kitchen, you can direct her to examples up on the [TV screen] and ask her which picture most closely resembles her kitchen and which most closely resembles what she’d like her kitchen to look like.” Above all, the showroom of the future must cater to customers’ shopping behaviors from the moment they enter the store. In the entry, according to Underhill, signage should be minimal, and there should be a small transition space that slows customers down and gives them a chance to take in the layout of the store. Then, it’s all about making the customer feel comfortable so that they’ll stay awhile. “Train your sales staff to use scripting [predetermined language] to greet customers,” Yoho says. “‘Thank you for coming into our showroom today. How may I direct you?’ Offer an area where customers can sit, and when you’re flipping through catalogs or looking at an iPad together, sit side-by-side with the customer [to create a sense of camaraderie].” This fellowship is important during the closing process as well. “No matter how elegant or utilitarian your showroom is, your closing space must be one that’s comfortable,” Underhill says. “Recognize that the customer may have uninvolved parties with them (i.e., a husband and/or children), and you should have a place for them to go to away from the process so that they’re not interruptive. A friend of mine in the banking world once told me that one of the most effective tools for closing a loan is the lollipop.” — Jennifer Pinto

Ready your lighting retail store in a few simple steps.

Showroom of the Future

Hunt no further.

Now for the fi rst time, the wild at heart can light their living spaces with a tiger-striped

crystal chandelier. The Jungle Collection by Preciosa will debut in Dallas this July, in perfect harmony with the fashion craze for jungle themes. There are two design families. Sleek and tawny Bengal Tiger works well with neutral and earth tones. Black and white Siberian Tiger (pictured) holds its own among bold colors.

These chandeliers achieve a new sensuous minimalism. The design is highly disciplined, but the spirit remains untamed. The chandeliers are formed of authentic Czech crystal, mouth blown and handcut at Preciosa, and ornamented with Austrian-inspired optic crystal pendeloques. The designs are original to Preciosa, Czechoslovakia’s largest and oldest manufacturer of crystal chandeliers. Stop by and see The Jungle Collection at our Dallas showroom.

AUTHENTIC CZECH CRYSTAL FROM THE SOURCE™

DESIGN FORUM


Weeks: I’m a fan of the chateaus, castles and churches of England, France and Italy. I’m fascinated by their architectural elements, whether old candlesticks, fragments from buildings or found objects. You can put a candlestick on a crystal or metal base, add shades and lighting and it becomes an amazing lamp. It’s something that ties us back to the past when there was so much detail and so much beauty in buildings. People who buy our lighting like found objects, flea markets and taking old pieces and repurposing them into their world. They usually live in spaces that are big boxes without a lot of architectural details. So when I design, I think about the drama of each element and how that element will play into a background and create the architecture in the room.

We find a lot of little chunks of old carvings, molding from mirrors and fragments from tops of doorways. I’ll think, “What can we turn it into?” It could be the detail of an acanthus leaf. I take that fragment and rebuild the piece to what I thought it was at one point and add it on top of a candlestick for a layering effect. Then we decide if it’s going to become gold or silver and how old or new we want to make it look. That can get challenging, because finishes can make or break a lamp. I spend a lot of time on the interior shade color of the lamp to help the illumination of the lamp read correctly. Many lights throw off a blue cast. What we do on the inside of the shades can help absorb some of that and still make the lamp aesthetically pleasing. It’s a huge challenge. I’m a huge fan of chandeliers, but I’ve not seen one light bulb yet that makes my chandelier as beautiful as the old-fashioned stuff. A crystal chandelier that doesn’t shimmer is a problem.

New technology has a way to go to make crystal chandeliers shimmer. The Pauline chandelier started with a fragment from what looked like an old balustrade that my wife and I found walking through a flea market in Italy. We had no idea what we were going

to do with it. But it came to be the essential part of our new grand chandeliers. We created a big kind of a pineapple base and grand scrolled arms at top. There’s a grandness to it, but there’s also elegance and simplicity. It came together with the combination of antique gold and the distressed finish of the center column.

ARTS Award-winning designer Randal Weeks of Aidan Gray Home turns artifacts from old buildings into grand objects.

Perfecting the Past

The Pauline chandelier was inspired by a balustrade fragment found in an Italian flea market. The scrolled arms add elegance, as do the greige and gold finishes. www.aidangrayhome.com

STYLE WE LIKE


Anyone who attended last year’s American Lighting Assn. (ALA) Conference at The Breakers in Palm Beach, FL, found no shortage of inspiration from the décor. Israeli designer Ayala Serfati supplied some particularly striking pieces from a lighting standpoint. The Aqua Creations signature designs resembled enchanting sea creatures in sumptuous silk stretched over metal frames. For this year’s Light + Building show in Frankfurt, Germany, Serfati and her husband Albi partnered

with additional designers for fresh takes on trademark techniques and materials. Among

them: Mino floor lamps by Albi Serfaty and Benad Dar that incorporate Aqua’s iconic silks over a specially developed vacuum-formed polycarbonate shell illuminated from within by CFLs. Available in three sizes — one large enough to act as a room divider — Mino also allows two colors of silk to be draped for double the drama. WWW.AQUAGALLERY.COM

© 2012 Holtkoetter International, Inc.

ELECTRONICSREFLECTOR

Holtkoetter ShowroomDallas Trade Mart #4600

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Access Lighting 3939Alico Industries 3664Ambience/Metropolitan 3783Arroyo Craftsman 3915Artcraft 3501� Avenue Lighting 3656-08Bazz Inc. 3832Besa Lighting 3519Bethel Intl. 3220Bruck Lighting 3309Bulbrite 3351Capital Lighting 3931Corbett 3902Crystorama 3503Dimond 3606Elegant Lighting 3050ELK Lighting 3606Emerson 3907ET2 3905Forecast 3101H.A. Framburg 3915� Fredrick Ramond 3210

Gaddis Contractors 3862George Kovacs 3006� Hinkley Lighting 3210House of Troy 3915Hudson Valley Lighting 3902� Illuminati Lighting USA 3109International Lighting 3941James R. Moder Crystal Chandelier WTC 303-1Justice Design Group 3920� Kalco Lighting 3303� LBL Lighting 3925Lights Up! 3656-03, 3656-04Luminance 3135Lutron 3301Mariana Lighting 3709Maxim Lighting 3901Minka Lavery/Minka Aire 3725Nora Lighting WTC 301-3Northeast Lantern 3800Osram Sylvania 3656-02Philips Consumer Luminaires 3101

PLC Lighting 3525Preciosa 3935Progress Lighting 3840Quoizel 3200Quorum Intl. 3004, 3111Recesso Lights 3656-06� Regency Ceiling Fans 3915SLV Lighting 3656-01Spectrum Shared Lighting Gallery 3656Stone Lighting 3327Thomas Lighting 3101Toltec Co. 3343Toshiba Lighting 3656-09Trans Globe Lighting 3616Troy-CSL 3902Vaxcel Intl. 3942� Viz Glass 3656-07WAC Lighting 3934Wila Lighting 3309Worldwide Lighting 3420

It just wouldn’t be summer without a trip to the Lone Star State for the Dallas Intl.

Lighting Market. We’ve got everything you need for your light-finding expedition,

including handy maps to guide you around the lighting floors and an itinerary of

can’t-miss events. (Just bring your own walking shoes!) Post-market, don’t forget to visit

www.ResidentialLighting.com for video highlights from the trip. Bon voyage, y’all!

GUIDETOTHE

DALLAS MARKET

www.ResidentialLighting.com JUNE 2012 | RESIDENTIAL LIGHTING 55

Lighting Showroom

Ambience/ Metropolitan

Minka Lavery/Minka Aire

Mariana Lighting

3327

Stone Lighting

WorldwideLighting

H.A. Framburg/House of Troy/Arroyo Craftsman/LBL Lighting

Quorum Intl.

ET2

Maxim Lighting

LightingShowroom

Besa Lighting

Troy-CSL/Corbett/Hudson Valley

Preciosa

GaddisContractors

Trans Globe Lighting

Lighting

Showroom

Spectrum

Shared

Lighting

Gallery/

Quorum Intl.3111

3832

Bazz

Inc.

FreightElevators

Future Homeof Nora Lighting

Regency Fans

LightingShowroom

Artcraft

Bruck/Wila

Vaxcel Intl.

WAC Lighting

LightingShowroom

Lighting Showroom3143

Lighting Showroom

NortheastLantern

ELK Lighting/Dimond

3220Bethel

Intl.

Elegant Lighting

James R. ModerCrystal Chandelier

Inc.

Hinkley Lighting/Fredrick Ramond

Philips Consumer Luminaires North America/

Thomas Lighting/Forecast

Luminance

Future Kalco

Expansion

Avenue

Lighting/

Viz Glass

3109Illuminati

Lighting USA

TRADE MART3RD FLOOR


Allegri

Lighting Showroom

Holtkötter

Z-LiteLighting

Showroom

Morlee Lamp-shade

Hunter Fan Co./Casablanca Fan Co.

Kenroy Home

MonterLite

4929

4926

4931Trend Lighting

Schonbek Worldwide Lighting/ Swarovski

Fanimation

Livex

Lighting

DVI Lighting

YosemiteHome Décor

StarFire

Crystal

Pure EdgeLighting

Lighting Showroom

Adesso

LightingShowroom

LightingShowroom

LightingShowroom

Lighting Showroom

Varaluz

LightingShowroom

LightingShowroom

LightingShowroom

Forte Lighting

LightingShowroom

Feiss/Monte Carlo Fan Co.

AFX Lighting

LightingShowroom

Cristal-

strass

4408

Ellington Fans/ Jeremiah Lighting/

Craftmade

4902

TRADE MART4TH FLOOR


Adesso 4906� Allegri 4915American Brass & Crystal 4503AFX Lighting 4523American Lighting 4745Cal Lighting 4323Casablanca Fan Co. 4929The Coppersmith 4941� Craftmade 4902Cristalstrass 4408Dainolite 4303Dolan Designs 4903DVI Lighting 4301EGLO 4916� Ellington 4902� Eurofase 4002� Eurofase Classics 4002Fanimation 4943

� Feiss 4010Fine Art Lamps 4808Focus Industries 4525Forte Lighting 4400Glow Lighting 4319Golden Lighting 4909� Holtkötter 4600 Hubbardton Forge 4921Hunter Fan Co. 4929� Jeremiah Lighting 4902Jesco Lighting 4313Kendal Lighting 4739Kenroy Home 4707Kichler 4103Lite Master 4634Lite Source 4804� Livex Lighting 4729

Matthews Fan Co. 4737Meyda Tiffany 4626� Monte Carlo Fan Co. 4010Monter Lite 4733Morlee Lampshade Co. 4517� Nuvo Lighting 4942Pure Edge Lighting 4515� Satco Products 4942Schonbek Worldwide Lighting 4926Star Fire Crystal 4509Stonegate Designs 4701Swarovski 4926� Tech Lighting 4705Trend Lighting 4931Varaluz 4507Yosemite Home Décor 4026 Z-Lite 4945

Thursday, June 21, 6 p.m. Trade Mart ”Loft 4” Lighting Expansion, 4th FloorThe Dallas Market Center and Residential Lighting will announce the winners of the third annual Showroom of the Year Awards at a cocktail reception on the opening night of the market. One Showroom of the Year will be recognized in each of three dollar-volume categories, as well as three specialty categories — Outstanding Merchandising Display, Exceptional Community Involvement and Most Significant Accomplishment in the last year. All registered market attendees are welcome to attend, with no additional tickets or registration required.

LIGHTING AFTER DARK Thursday, June 21, 9 p.m.Draft Media Bar, Sheraton Downtown DallasThe Dallas Market Center will host the Lighting After Dark cocktail party at the show’s official host hotel. Bring your market badge for two free drink tickets and complimentary valet service.

Showroom IdeaShareFriday, June 22, 3 p.m.WTC 166The Accessories Resource Team (ART) and Residential Lighting

will once again partner to host the fourth Showroom IdeaShare, an

opportunity for lighting showrooms to discuss common issues in a

comfortable setting. Participants will be able to submit anonymous

questions for group discussion; previous sessions have covered topics

like social media, IMAP policies, sales floor strategies and more.

Space is limited, so please RSVP to Sharon Davis at [email protected] or Laura Van Zeyl at [email protected] to reserve your

seat. ART membership is not required to participate, although with ART

Card discounts from member manufacturers at the show, your savings

may easily pay for your membership.

Seminar HighlightsThe Dallas Market Center will host a series of retail-oriented seminars during its concurrent Total Home & Gift Market, with useful information for lighting showrooms. We’ve included a few highlights below. You’ll also find American Lighting Assn. (ALA) seminars listed on page 42 and sessions for the new Tech-Know Spot on page 10. Thursday, June 218:15 a.m. OneCoast Seminar: A Perfect Match: Integrating Social Media & E-mail Marketing to Increase Foot TrafficCrystal Vilkaitis, SnapRetail OneCoast Café – WTC 2

9 a.m. The Art & Science of Shopping: Help Your Product Sell ItselfRich Kizer and Georganne BenderWTC 554

Noon Box Lunch Seminar: Get Ready for the ReboundMary Liz Curtin, Leon & Lulu WTC 554

Friday, June 228:15 a.m. OneCoast Seminar: What the (Bleep) Do I Say on Facebook?Crystal Vilkaitis, SnapRetail OneCoast Café – WTC 2

Saturday, June 238:15 a.m. OneCoast Seminar: Selling Online: 6 Tips for Getting StartedTed Teele, SnapRetail OneCoast Café – WTC 2

9 a.m. Five Ways to Make Your Store Marketing More PinterestingCrystal Vilkaitis, SnapRetail Expo Area – WTC 1

10 a.m. Social Media Fundamentals Mark Roos, Splash MediaExpo Area – WTC 1

11 a.m. How Effective is Your Social Media Marketing? Mark Roos, Splash MediaExpo Area – WTC 1

Noon The Three Keys of E-mail MarketingTarsha Polk, Constant ContactExpo Area – WTC 1

1 p.m. Making your Website More CompetitiveRyan Plesko, Extra Sauce Expo Area – WTC 1


Gift Showroom

Lighting Showroom

Santa’s Own

Rawe Mills

Melrose Intl.Melrose Intl.

Park Hill Collections

Lighting Showroom

The Round Top Collection

GiftShowroom

LightingShowroom

Omni Sales & Marketing Group

Lighting Showroom

Lighting Showroom

LightingShowroom

Sullivan’s Inc.

Impact

Crystal & Home

303-5Lighting

Showroom

303-7Lighting

Showroom

3060Lighting

Showroom

Lighting Showroom

Lighting Showroom

326

Kraft Klub322

Direct Pacific/ Advantage/

Len McLendon

320

Couronne Co.

Molly‘n Me

Primitives by Kathy

GiftShowroom

Park Hill Collections

LightingShowroom

Lighting Showroom

D. Stevens

344

Reliant Ribbon

C&F Enterprises321

WORLD TRADE CENTER3RD FLOOR

Advantage 320American Lighting Assn. 345Autograph Foliages 398Bearington Collection 360C&F Enterprises 321Couronne Co. 330D. Stevens 352Dale Tiffany 309-1Direct Pacific 320Impact Crystal & Home 304

Inconjunction Inc. 348James R. Moder Crystal Chandelier 303-1Katherine’s Collection 386Kraft Klub 322Len McLendon 320Melrose Intl. 310, 316Molly ‘n Me 358Nora Lighting 301-3Old World Christmas 332

Omni Sales & Marketing 331, 333Park Hill Collections 318Primitives by Kathy 334Rawe Mills 376Raz Imports 340Reliant Ribbon 308Robert Abbey 305-1The Round Top Collection 346Santa’s Own 392Smith Seasonal 380Sullivan’s Inc. 394


Roadrunners Shared

Showroom

HomeAccents

Showroom

Beau Artiste

Somerset Studios Inc.

SantangeloLighting & Design

Design Showroom

Papila Designs

Alan MizrahiLighting

Stein World

AmbianceHomeDécor

Home AccentsShowroom


MSM4Imports

StylecraftHome Collection

HomeAccents

Showroom

Home Accents

Showroom

DesignShowroom

Van Teal

Daria Persian Rugs & Antiques


Bill Reiman & Assoc./Pacific Coast Lighting

10014

WORLD TRADE CENTER10TH FLOOR

Alan Mizrahi Lighting 10020Ambiance Home Décor 10025American Lighting Assn. 10046Ashton Fine Arts 10009Beau Artiste 10015Bill Reiman & Assoc. 10014Caravanserai 10055Currey & Co. 10008Daria Persian Rugs & Antiques 10057East Enterprises 10063Foster’s Point 10076Fourteenth Colony Lighting 10016Lloyd Humphries 10062, 10080

MSM4 Imports 10006Oriental Danny 10018� Pacific Coast Lighting 10014Papila Designs 10052Roadrunners Shared Showroom 10047Robert Koerth & Assoc. 10030Santangelo Lighting & Design 10060� Savoy House 10085Somerset Studios Inc. 10011Stein World 10000Stylecraft Home Collection 10074Taylor’s on Ten 10010, 10034Touch of Silk 10058

Uttermost 10021, 10051Van Teal 10067Vista Fine Arts 10033


MECH

MECHMECH

MECH

FREIGHTELEVATOR

Undici Restaurant

Silkroute Intl.

Touch of France

Gallery Eleven

P.A. Turner &

Co.

C.D.I. Contempo Designs

Inc.

Ambella Home Collection

Ashore Inc.

The PatriciaGroup

The Patricia Group

SilkrouteIntl.

SonoranRange

The PatriciaGroup

Ambari

Gallery Six

Gorrod GalleryStorage

Desert Digs

NM Direct

DesignShowroom

DesignShowroom

The PatriciaGroup

DesignShowroom

The Jerry’s/Mica Lamp Co.

DesignShowroom

WesternRugs &Trading

11046

11056

11050

11010

11016

11018

1101411051

11037

1102511080110741107211064 11070

11013

11019

11009

11055-A

11055-B

11055-C

110061106511069

1

2

3

4

5

6

8

9

13

11021

11048

Deluxe by Lorren Bell

DIFFA DIFFA

FashionGroup

Int’l

ConferenceRoom

11052GreenGables

Design Directions11000

Gorrod GalleryStorage

11053Design

Showroom

WORLD TRADE CENTER11TH FLOOR

Ambella Home Collection 11080Ambari 11019Ashore Inc. 11009C.D.I./Contempo Designs Inc. 11025Deluxe by Lorren Bell 11037-5Desert Digs 11016Design Directions 11000DIFFA 11037-4, 11037-6Fashion Group Intl. 11037-8Gallery Six 11013Gallery Eleven 11014

Green Gables 11052The Jerry’s 11006 � Mica Lamp Co. 11006NM Direct 11051P.A. Turner & Co. 11072 The Patricia Group 11018, 11056, 11064Silkroute Intl. 11046, 11050Sonoran Range 11074Touch of France 11010Western Rugs & Trading 11048


PRODUCTPREVIEW

HOLTKÖTTER INTL. The Pharmacy floor lamp (#2508) uses a custom LED light engine to create light free of shadow and glare. This innovative lamp also features a proprietary dimming system and a Satin Nickel finish. TM 4600. www.holtkoetter.com

KALCO The Grayson Collection, including

this curvy chandelier (#2675), can be easily customized with several shade options, including natural shell, mesh

wire and seeded glass. TM 3303. www.kalco.com

VIZ GLASSThe Prodigy lamp blends art and lighting to create a beautiful series of handcrafted portables. The lamp is available in turquoise, green and red/amber (shown), as well as with multiple shade options. TM 3656-07. www.vizartglass.com

SATCO The Inspire Collection from Nuvo Lighting aims to bring

the efficiency of LEDs to every room in the house with dramatic fixtures built around Motivation,

an easily replaceable LED light engine from Satco’s KolourOne

brand. Shown here: the strikingly modern Frame pendant, featuring bold rectangles in Hazel Bronze or

Brushed Nickel. TM 4942. www.nuvolighting.com

PACIFIC COAST LIGHTINGThe Contemporary Lodge Collection offers a fresh update on the rustic mountain look with Tiffany-style glass, cast leaf motifs and a bronze finish. The collection includes table and floor lamps, as well as pendant lights. See more in the Bill Reiman showroom: WTC 10014. www.pacificcoastlighting.com


PRODUCTPREVIEW

REGENCY CEILING FANSContoured blades and an integrated halogen light kit give the Deuce ceiling fan a sleek look. This modern fan is also offered in a wet-location version for outdoor use. Available in multiple finishes (including Brushed Steel, shown) as well as with an optional light kit cap. TM 3915. www.regencyfan.com

LAMP WORKSThe Porcelain Artichoke lamp has a beautiful natural shape sure to make a statement in any room. A sky blue body is balanced by a walnut base and cream linen shade. WTC 6-400. www.lampworks.com

FEISSPart of Feiss’ expanding Home Solutions line, the Charlotte mini chandelier has a French market feel with strings of unfinished natural wood beads and a Peruvian Bronze finish. The diminutive size makes this chandelier ideal for a bath, bedroom, closet or small foyer. TM 4010. www.feiss.com

JUSTICE DESIGN GROUPThe popular Aero three-light bath bar gets a new look, thanks to Lace Venetian glass shades, an extension of the company’s popular Venetian bowl shades. A Brushed Nickel finish balances this distinctive look. TM 3920. www.jdg.com

FORESIDE HOME AND GARDEN The company’s newly expanded lamp offerings include the Raven lamp, made of handcrafted metal with a slightly weathered finish. You’ll find more in the HomeStyle showroom: WTC 236. www.foresidehomeandgarden.com


PRODUCTPREVIEW

ELLINGTON FANS The Faraday II rotating fan features two adjustable 13-inch heads and is damp-rated for outdoor use. This Aged Bronze fan also comes with both a wall and remote control. TM 4902. www.ellingtonfans.com

HINKLEY LIGHTINGThe Darien chandelier combines overscaled proportions with low-profile etched opal glass for a modern design. A Polished Antique Nickel finish accentuates the curves of all five fixtures in the collection. TM 3210. www.hinkleylighting.com

ROBERT ABBEYThis elegant table lamp (#1957) features a lead crystal base with aged brass accents. Available with two shade options — a black painted opaque parchment shade with a matte gold lining or an ivory silk box pleat shade with an off-white silk lining (shown). WTC 305. www.robertabbey.com

MICA LAMP CO.Filigrana dome chandeliers combine mica mineral domes with hammer-marked iron rings for a rustic statement. A delicate copper overlay in a vine or floral motif adds another level of natural detail. Available in 21-, 26- and 32-inch diameters. See more in The Jerry’s showroom: WTC 11006. www.micalamps.com

PRECIOSAFollowing a successful Dallas debut in January, the company has a number of new designs for the June market, including Sea Blossom, a colorful crystal chandelier inspired by underwater plant life. The colors of the mouth-blown crystal blossoms and beads can be customized to coordinate with any interior. TM 3935. www.preciosausa.com


PRODUCTPREVIEWPRODUCTPREVIEW

AVENUE LIGHTING The transitional look of the Beverly Drive oval chandelieris accentuated by crystal beads and a silk string shade. This six-light fixture is available in black, silver, taupe and white. TM 3656-08. www.avenuelighting.com

ILLUMINATI LIGHTING USA With a silhouette as graceful as the bird for which it is named, each arm of the Swan fixture culminates in a G4 xenon bulb. Shown in black, the design is available in many other finishes, including a striking 24k gold option. TM 3109. www.illuminatilightingusa.com

JEREMIAH LIGHTINGThe Preston Hollow Collection features lovely fabric shades accented by an elegant shape in an understated Brushed Nickel finish. The collection includes chandeliers in multiple sizes, wall sconces, a convertible semi-flush fixture and a six-light foyer fixture (shown). TM 4902. www.ellingtonfans.com

QUOIZEL The shade of the Hammond pendant contains 120 pieces of Tiffany glass. A vintage bronze finish completes this timeless look. TM 3200. www.quoizel.com

JESCO LIGHTING The new Architectural Pendant and Wall Sconce Series is composed of modular sections, allowing specifiers to create a custom look. Available in several colors and sizes, as well as with various suspension and lamping options. TM 4313. www.jescolighting.com


PRODUCTPREVIEW

VAXCELThe Anastasia Collection offers a fresh mix of traditional and modern elements. This complete family, including a 12-light chandelier (shown), features a silver leaf foil finish and natural shell embellishments. TM 3942. www.vaxcel.com

EUROFASEPella, the company’s first leather chandelier, features hand-stitched hides with crystal accents and chrome mounting. Available in four-, six- or 12-light chandeliers with beige, brown or black leather. TM 4002. www.eurofase.com

WAC LIGHTING Handcrafted from clear blown Italian glass, the shape of the Ice pendant suggests melting icicles. The Quick Connect fixture can be used with any of the company’s rail and track lighting systems, and is available in Brushed Nickel, Chrome and Dark Bronze. TM 3934. www.waclighting.com

LITE SOURCE This elegant chandelier (EL-10076) features graceful, flowing lines, with white frosted bubble ornaments and individually cut crystal droplets. Available with either LED or halogen lamping. TM 4804. www.lite-source.com

SCHONBEK The Poeta chandelier exudes effortless elegance with Swarovski Elements crystals in either Bronze Shade or Silver Night. TM 4926. www.schonbek.com

We’ll guide your every step.Make any area light up like a work of art, whether it’s LED track lighting or

recessed fl uorescents. Bring out your property’s architectural character with

just the right amount of accent lighting. Easy to install and competitively priced

with quality exceeding more expensive lighting products. Our wide variety of

LED, HID, and Retrofi t lighting products are designed to save you money,

maintenance, and energy.

2042 East Vernon Avenue Vernon, CA 90069 323-231-2600 www.elcolighting.com

Track Fixture Undercabinet Exit Signs Outdoor Step & Brick


PRODUCTPREVIEW

LIVEX LIGHTING The Pennington Collection dresses up simple, elegant chandeliers with clear crystal accents. Available in Antique Silver Leaf or Antique Gold Leaf (shown). TM 4729. www.livexlighting.com

PROGRESS LIGHTINGEtched glass diffusers inside clear water glass add a touch of chic to the Polished Nickel frame of the company’s Caress chandelier. TM 3840. www.progresslighting.com

TECH LIGHTINGThe SoCo system of sockets and cords offers flexibility with seven different cord color options and three standard lengths (8, 16 and 24 inches). Also available with two socket alternatives (vintage or modern) and four finishes (White, Black, Satin Nickel and Antique Bronze). TM 4705. www.techlighting.com

PHILIPS CONSUMER LUMINAIRES The contemporary TubuLED pendant series incorporates LEDs into a sleek glass silhouette. The top portion of each shade is clear, while the lower portion is semi-transparent mirror-coated glass, allowing for both reflection and transparency. Also available in one- and three-light versions. TM 3101. www.philips-luminaires.com


PRODUCTPREVIEW

SAVOY HOUSE Designed exclusively for the company by Raymond Waites, the Filament Collection exudes rustic elegance with clean lines, geometric K-9 crystals and a Silver Dust finish.The collection includes a four-, six- and 12-light chandelier and a three-light sconce. WTC 10085. www.savoyhouse.com

ALLEGRI CRYSTAL The Torelli Collection, including Item No. 10339, features unique designs adorned with clear crystals ensconced in laser-cut swan shapes. Available in Polished Chrome and Gold Plated finishes. TM 3303. www.allegricrystal.com

NORA LIGHTING Nora Lighting’s latest series of rail fixtures features specifiable LED lamps that offer energy savings and adjustable illumination. The fixtures are available in a variety of styles and finishes, with Energy Star®-qualified LED lamps that come in multiple color temperatures, beam spreads and lumen outputs. WTC 301-3. www.noralighting.com

KICHLER LIGHTINGPart lighting and part art, the City Lights Collection features contemporary lighting with an asymmetrical design. The seven-light linear chandelier features a pewter framework of clean intersecting lines with rectangular and square glass shades. TM 4103. www.kichler.com

GLOW LIGHTING INC.The elegant Wavelength series features crystal swirl pendants inside a double-lined sheer oval shade. Available in two shade sizes (33 and 44 inches) and three shade colors (black, taupe and white). TM 4319. www.glowlighting.com

Visit www.DallasMarketCenter.com for additional show information and online registration.

SPONSORED BY:

3rd ANNUAL

Awards Presentation & Cocktail PartyTHURSDAY, JUNE 21 | 6 PMTRADE MART 4TH FLOOR, LOFT 4

FINALISTS - REVENUE UNDER $2 MILLIONChristie’s Lighting Gallery, Fletcher, NC

Elume Distinctive Lighting, Park City, UT

Fogg Lighting, Portland, ME

Illuminations, McAllen, TX

Light Up Your Life, Sarasota, FL

Light Works of Steamboat, Steamboat Springs, CO

Lighting Design Center /

Warshauer Electric Supply Co., Tinton Falls, NJ

Living Lighting on King, Toronto, ON

Pace Lighting, Savannah, GA

Urban Lighting, San Diego, CA

FINALISTS - REVENUE UNDER $5 MILLIONGross Electric, Toledo, OH

House of Lights and Home Accents, Melbourne, FL

The Lite House, Columbia, SC

Lucia Lighting & Design, Lynn, MA

New Metal Crafts, Chicago, IL

Northwest Lighting and Accents, Mount Prospect, IL

Passion Lighting, Grapevine, TX

Urban Lights, Denver, CO

FINALISTS - REVENUE $5 MILLION AND OVERCapitol Lighting, Boca Raton, FL

Connecticut Lighting Centers, Hartford, CT

Design Lighting, Surrey, BC

Lighting Unlimited, Houston, TX

Lumens Light + Living, Sacramento, CA

Meletio Lighting & Electric Supply, Dallas, TX

Metro Lighting, Brentwood, MO

Norburn Lighting, Burnaby, BC

Robinson Lighting Ltd., Winnipeg, MB

Union Lighting & Furnishings, Toronto, ON

Congratulations to the fi nalists for the 3rd annual SHOWROOM OF THE YEAR Awards! In a ceremony on June 21, during the opening night reception at the Dallas International Lighting Market, one SHOWROOM OF THE YEAR winner will be announced from each of the three dollar-volume categories listed at right.

All fi nalists are also eligible for three specialty awards: Outstanding Merchandising Display, Exceptional Community Involvement and Most Signifi cant Accomplishment in the past year. All show attendees and exhibitors are welcome to attend the presentation with no additional registration required.

INVITEDYOU are

LIGHT HERE, LIGHT NOW


Yes, we know your employees are the true heroes of your store,

but your selection is the source of their super powers. Retailers

who let their displays dwindle do so at their own peril. How

convenient that you will soon be able to assemble new

merchandise marvels courtesy of the

June Dallas Market. You’ll find a preview

of this summer’s buying

blockbuster on page

54, where floor plan maps join forces with event

schedules and dynamic designs. Make your

orders even mightier with timely trend

knowledge, including the freshest looks from

spring’s High Point Market (“Style Spotting,”

page 80). Set yourself up for success next season,

and we will look forward to seeing your sequel.

the avengers

www.ResidentialLighting.com

The spring High Point Market had new lamps and fixtures aplenty; among them several noteworthy trends. Here are our top five.


Moroccan-inspired looks and motifs were all

over the market, including furniture, rugs and

lighting. We spotted this popular Arabesque tile

design making a subtle statement on several

table lamps. Shown here: Global Views’ Round

Arabesque lamp (opposite, left), Jamie Young

Co.’s Mughal Bone lamp (opposite, right), Port

68’s Parker lamp (left) and Robert Abbey’s

Addison table lamp (above).

www.globalviews.com | www.jamieyoung.com

www.port68.com | www.robertabbey.com

ARABIANLIGHTS1


The “Mad Men” factor, which has been seen in both fashion

and home décor, hasn’t gone unnoticed in the lighting world.

Mid-century modern designs feature clean lines and a distinct

Scandinavian influence. Shown here: Feiss’ Beso pendant (above,

left), Kichler’s Dagmar lamp (above, right) and Nova Lighting’s

Astrid floor lamp (right).

www.feiss.com | www.kichler.com | www.novalamps.com

MOD SQUAD2


The desire for vintage-inspired décor is still going strong, and several fixtures in High Point sported

designs with historical roots. Shown here: the Hobo chandelier from Currey and Co. (above, right) fea-

tures hand-notched wood modeled after early 1900s tramp art, while Four Hands’ Sunset Trumpet Horn

pendant (above, left) was inspired by old-fashioned gramophone phonographs.

www.curreyco.com | www.fourhands.com

BLAST FROM THE PAST3


Bright colors in a variety of hues continue to make a vivid statement on portables, but the haute hue du

jour at the spring market was yellow. This summery shade is an easy way to add some punch and covers

a broad range of tints ranging from bright lemon to a more subdued daffodil. Shown here: the Marina lamp

in Yellow from Made Goods (above, left), the Pop Studio lamp in Sunflower from Pacific Coast Lighting’s

Kathy Ireland Home line (above, center) and the Spiral lamp in Sunflower from Thumprints (above, right).

www.madegoods.com | www.pacificcoastlighting.com | www.thumprints.com

MELLOW YELLOW4


Metallic lamps were out in full force in High

Point. Use them to add a luxurious feel to

any room. Gold or silver, textured or smooth,

these lamps go well with any color scheme.

Shown here: the Gold Rings lamp from

Barbara Cosgrove (left), the Naples table lamp

from Flow Décor (above, left) and the Silver

Vase table lamp from HStudio’s new Priscilla

Presley Home Collection (above, right).

www.barbaracosgrovelamps.com

www.flowdecor.com | www.hstudio.com

WANT MORE? To see more looks from the

spring market, check out our video report featuring one of

High Point Market’s Style Spotters, designer Shay Geyer,

and her top five lighting finds. You can watch the video

online at www.ResidentialLighting.com/videos.

SHINE ON5

The most intriguing lighting fixture recruits seem to combine both beauty and beast, heightening the drama of sophisticated forms with a darker, edgier presence.

Interlocking curves of forged steel lend Hubbardton Forge’s Corona pendant a tempestuous beauty that’s both rough and refined. www.hubbardtonforge.com

This recycled steel pendant from Varaluz’s Clout series ups the drama with a cage motif and a dark bronze finish. A shape inspired by the club suit in a deck of cards further adds to the appeal. www.varaluz.com

The Half a Mile pendant from Portuguese company Mood creates visual intrigue using leader cord strung in a geometric design inside a brushed stainless steel frame. www.luzza.com.pt

Chrome and gunmetal add dark dimension to the sleek starburst design of Crystorama’s Galaxy chandelier. www.crystorama.com


Looking for simple shapes with serious style? These sleek circular fixtures radiate contemporary chic.

SPHERE &

The illuminated circles of Progress Lighting’s

Bingo fixture can be used as wall or ceiling art.

The ironwork frame, which comes in Brushed

Nickel or Venetian Bronze, holds etched opal

acrylic diffusers along with distressed mirror

accents. www.progresslighting.com

The Broadway Collection from Hinkley

Lighting’s Fredrick Ramond line is composed

of low-profile circular light pods and etched

glass diffusers inside a polished aluminum

frame. Detailed mesh uplight diffusers add

sophistication to this chic, contemporary

design. www.fredrickramond.com

Swarovski’s minimalist Circle fixture makes a

striking statement with a crystal and stainless

steel ring that appears to hover in a room as if

by magic. www.architecture.swarovski.com

Discs of faceted recycled glass with a champagne

finish add a touch of bling to the curvy Swank

chandelier from Varaluz. A hand-worked artisanal

chrome finish adds even more shine. www.varaluz.com

Round smoke crystal medallions add sparkle to the Bliss

fixture from Corbett Lighting. Imported Italian rock crystals

and nickel and crystal link tassels add another level of flair

to the solid iron frame with a topaz-leaf finish.

www.corbettlighting.com

Ro

fixture fro

and nickel and

to the solid iron fra

www.corbettlighting.c


NEW PRODUCTS


Swan SongThe Baby Swan Collection from Artcraft features a chrome-plated frame with uniquely designed flowing arms. This low voltage series comes with a coordinating cord cover and is also available in a white finish. See more in Dallas in TM 3501. www.artcraftlighting.com

Prepare to Be AmazedInterlocking frosted glass shades in irregular shapes give ET2 Contemporary Lighting’s Maze Collection a unique modern appeal. The collection includes a round pendant, ceiling light, wall sconce and linear pendant (shown). See more in Dallas in TM 3901. www.et2online.com

Beach BeautyThe Beachwood table lamp from Currey & Co.’s Marjorie Skouras Collection is made of mercury glass with a Mercury Silver finish, accented by brass hardware and an off-white linen shade. See more in Dallas in WTC 10008. www.curreyco.com

It’s a Stitch This pendant, Model No. I-286103-1, from Suá Intl. has a handmade paper lens accented by leather lacing and measures 24 inches across and 12 inches high. See more in Dallas in The Jerry’s showroom, WTC 11006. www.suainternational.com

914-668-1818 914-668-8490 faxAdditional metal finishing products are also available at:

www.jaxchemical.com

MASTER METAL FINISHING SOLUTIONS

®

GREEN PATINAProduces an authentic antique green finish

on copper, brass and bronze.PEWTER BLACK

Produces a dark black finish on pewter, lead, brass, bronze, copper, nickel, tin-lead alloys and solders.

BROWN DARKENERProduces an authentic antique brown finish

on brass, bronze and copper.COPPER PLATING SOLUTION

Instantly plates copper onto iron, steel and solders.

Lamps Lighting Fixtures Stained GlassHardware Antiques Jewelry Statues


NEW PRODUCTS

Double the FunCal Lighting’s Nianda family, including Model No. FX-3527-1P, creates visual interest with double shades — one sheer and one opaque. This pendant measures 18 inches across and 8 inches high. See more in Dallas in TM 4323. www.calighting.com

Cord ChicHandcrafted in North Carolina, the Cord Coverup from

A&M Designs offers an easy way to dress up cords on lamps and chandeliers. The Cord Coverup is available in a variety of sizes, colors, patterns and fabrics to coordinate

with any décor. See more in Dallas in the Omni Sales Group showroom, WTC 333. www.cordcoverup.com

Maximum ShineMaxim Lighting’s Swizzle Collection features a curved metal frame in polished chrome, encasing clear glass rods that are twisted to refract the light. Strands of clear octagonal crystals add a touch of sparkle to this collection, which includes square and rectangular pendants, ceiling lights, mini pendants and a wall sconce. See more in Dallas in TM 3901. www.maximlighting.com

The Woven ArchesDimond Lighting’s Perryton Collection table lamp features a woven arch design in polished chrome topped off with a white faux silk shade. See more in Dallas in TM 3606. www.dimondlighting.com

Bright IdeaDesigned for recessed lighting

applications, this 18W PAR38 LED lamp from Viribright Lighting’s

Benchmark Series boasts the highest light output to date with 1400

lumens. The dimmable bulb is priced affordably and features a 22-year life.

www.viribright.com

Still Keepin’ it BOLD

Morlee Lampshade Co6915 NW 43rd Street

Miami, FL 33166V: 305-500-9310F: 305-500-9322

www.MorleeLampshade.com

Dallas ShowroomTM 4517

Kickin’ it Back to Basics

40th Anniversary!!!

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AD INDEX


Advertiser Page Website PhoneAccess Lighting 31 www.accesslighting.com 800.828.5483

AH Lighting 38 www.ahlighting.com 800.422.6000

American Lighting Assn. 43 www.americanlightingassoc.com 800.60.LIGHT

Auroralight 8 www.auroralight.com 877.942.1179

Avenue Lighting 65 www.avenuelighting.com 800.798.0409

Bock Lighting 27 www.bocklighting.com 216.912.7050

Bulbrite Industries 13 www.bulbrite.com 800.528.5555

Cal Lighting 51 www.calighting.com 800.321.6677

Checkolite Intl. 23 www.checkolite.com 800.265.9960

Dallas Market Center 10 www.dallasmarketcenter.com 800.DAL.MKTS

Elco Lighting 73 www.elcolighting.com 800.522.2626

Elegant Lighting 16-17 www.elegantlighting.com 888.388.3390

Ellington Fans/Jeremiah Lighting 7, Back Cover www.ellingtonfans.com 800.527.1292

Eurofase 45 www.eurofase.com 800.660.5391

Feiss 61 www.feiss.com 800.969.3347

GM Lighting 1 www.gmlighting.net 866.671.0811

Grand Brass Lamp Parts 12 www.grandbrass.com 212.226.2567

Hinkley Lighting 39 www.hinkleylighting.com 800.HINKLEY

Holtkötter Intl. 53 www.holtkoetter.com 800.899.5444

IC Sourcing & Logistics 26 www.hs-icsourcing.com 858.695.2766

Illuminati Lighting USA 18-19 www.illuminatilightingusa.com 949.988.7939

Jax Chemical Co. 91 www.jaxchemical.com 914.668.1818

Jesco Lighting Group 95 www.jescolighting.com 800.527.7796

Kalco 9, 71 www.kalco.com 800.525.2655

Lattrel Canada Inc. 22 www.lattrel.com 877.LATTREL

LBL Lighting 6 www.lbllighting.com 800.323.3226

Lights America 34 www.lightsamerica.com 847.915.4423

Lights Up! 95 www.lightsup.info n/a

Lite Source Inc. 4-5 www.lite-source.com 909.597.8892

Livex Lighting 35, 95 www.livexlighting.com 800.761.8056

Luminance 59 www.luminance.us 800.777.4440

Melrose Gallery & Antiques 37 www.melrosegallery.net 323.460.7777

Mica Lamp Co. 67 www.micalamps.com 818.241.7227

Monte Carlo Fan Co. 61 www.montecarlofans.com 800.519.4092

Morlee Lampshade Co. 93 www.morleelampshade.com 305.500.9310

Pacific Coast Lighting 21 www.pacificcoastlighting.com 800.709.9004

Panasonic 25 www.panasonic.com/ventfans n/a

Pedestal Express 38 www.pedestalexpress.com 888.762.7735

Philips Consumer Luminaires NA 29 www.philips-luminaires.com n/a

Preciosa 49 www.preciosausa.com 914.623.1001

Quintana Roo 77 www.quintanaroousa.com 512.847.3770

Regency Ceiling Fans 11 www.regencyfans.com 800.659.5051

Robert Abbey Inc. Inside Front Cover www.robertabbey.com 828.322.3480

Satco 95, Inside Back Cover www.satco.com 800.437.2826

Savoy House 14-15 www.savoyhouse.com 678.608.1859

Sebco 36 www.sebcoindustries.com 888.SEBCO4U

Sua Intl. 75 www.suainternational.com 877.315.8781

Tech Lighting 47 www.techlighting.com 847.410.4400

Triple-S Chemical Products Inc. 95 www.ssschemical.com 800.862.5958

Vaxcel Lighting Group 63 www.vaxcel.com 630.682.8767

Viribright Lighting Inc. 2-3 www.viribright.com 877. 847.4276

Viz Art Glass Inc. 69 www.vizartglass.com 510.569.8899

WAC Lighting 33 www.waclighting.com 800.526.2588

World Market Center Las Vegas 41 www.lasvegasmarket.com 888.416.8600


Sleek LED SconcePart of Satco Products’ Nuvo Lighting line, the Inspire Collection is a family

of dramatic fixtures built around Motivation, a self-contained, easily replaceable LED light engine from Satco’s KolourOne division. Shown

here: the Frame sconce features bold rectangles of Brushed Nickel or Hazel Bronze for a strikingly modern look.

www.nuvolighting.com

Transitional CollectionLivex Lighting’s Ridgedale Collection,

including Model No. 6465-04 (shown), features a clean silhouette in a

Black finish, accented by hand-blown satin white glass shades. The family

includes 33 pieces to cover all necessary lighting applications,

and is also available in a Vintage Bronze finish.

www.livexlighting.com

Antiquing SolutionsTriple-S Chemicals is a Los Angeles-based company that specializes in the manufacture and sale of metal

antiquing solutions and patina solutions for copper, brass, bronze and steel. Its antiquing and patina

solutions range in color from browns/blacks to rusty reds/

oranges to greens/blues. www.ssschemical.com

High-Performance DownlightsThe LED Modulinear downlight series from Jesco Lighting uses

energy-saving 10W LEDs that provide light comparable to a PAR20 50W

halogen lamp. A dual-aim adjustment mechanism allows for easy light direction, while a snap-in insert

reduces glare. Available in one- to four-light configurations with multiple color temperatures, beam angles and finishes. www.jescolighting.com

Mid-Century PendantMade in Brooklyn, NY, the popular Woody pendant from Lights Up!

features a stylish mid-century design that comes in your choice of five wood veneers and more than 40

fabrics. This two-light pendant is also available with a black or white cord

and in Brushed Nickel or Oiled Bronze. www.lightsup.info

ASK RANDALL? ??

LAST WORD IN LIGHTINGby randall whitehead, iald


Randall Whitehead, IALD, is a professional lighting designer and author. His eight books include “Residential Lighting, A Practical Guide.” Whitehead has worked on projects worldwide,

appeared on the Discovery Channel, HGTV and CNN, and he is a regular guest on Martha Stewart Living Radio. Visit his website (www.randallwhitehead.com) and follow his blog (www.lightmakesright.com) for more information on books, upcoming seminars and the latest lighting trends.

Submit questions online at:www.ResidentialLighting.com

Or send questions to:Residential Lighting magazineattn: Last Word in Lighting3030 W. Salt Creek Lane, Suite 201Arlington Heights, IL 60005Fax: (847) 390-0408E-mail: [email protected]

Average rated life of his knowledge is measured in eons.

Q: In decorative fixtures, when do I use frosted flame-tip and when do I use clear? Sometimes the clear ones are too glary in clear glass. A: There isn’t a hard-and-fast rule about when to use clear or frosted flame-tip lamps (B10 is the industry name for them). It depends on the type of glass. If it is translucent, I usually use frosted lamps to keep the illumination even. If the glass is transparent or clear with a pattern (like water glass or seedy glass), I will use a clear lamp to help project a pattern onto the ceiling or walls. If it is clear colored glass, I will use a frosted or white opal lamp to give it some visual presence when seen through the glass. You are right, though; the clear lamps can be glary. Having them on a dimmer or in a lower wattage will help. There are now some really good LED B10 lamps on the market that have the color temperature of incandescent light and are dimmable. Two of the ones that I have tested and liked are made by Borealis (www.borealislighting.com) and Archipelago (www.archipelagolighting.com).

Q: I have a customer who is wondering why some fixtures burn out bulbs faster than others. I explained the “estimated life” of the lamps, but he thinks the problem lies within the fixtures. Do you have a good explanation?A: There are a number of factors that affect lamp life. First off, you are right about

“average rated lamp life.” This means that half the lamps burn out faster than expected and half the lamps last longer than expected.

Some bulbs burn out faster when they are installed base up (as in recessed fixtures) instead of base down (as in a table lamp) because heat rises, damaging the components. Bulbs normally burn out faster when they are in an enclosed fixture because the heat builds up inside.

This is true for CFLs as well. MaxLite (www.maxlite.com) makes a CFL that is made specifically for enclosed fixtures. LEDs seem to do really well in enclosed fixtures.

Another factor is fluctuations in the electrical current. Sometimes the electricity spikes and causes the bulbs to burn out faster. Many LED lamps can handle these fluctuations very well. You can consider using the 130V versions of most incandescent lamps, which mean they are operating at about 10 percent less than their capacity, allowing them to last longer. There are also rough-service lamps on the market that hold up to bigger-than-normal vibrations. These are a good option if you have recessed fixtures or ceiling fixtures on the first floor and rambunctious kids (or athletic first dates) on the second floor.

Choose the right bulb for the job with help from our expert.

Happy Lampers

Knock three times on the ceiling if you want me ... but bring extra bulbs.

BEST FACE FORWARDWhen your customer doesn’t replace burnt-out bulbs right away, the effect is a bit like a smile with a few teeth missing, isn’t it?

©2012, Satco Products, Inc.

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Everything is bigger in Texas, including Satco’s commitment to its customers. Satco and our Nuvo, Hygrade and KolourOne divisions have grown to be industry leaders by offering you the widest selection of lamps, fixtures and lighting components. The largest inventories. The most innovative technology. And the highest standards of quality and efficiency.

For more than 45 years, we’ve succeeded by helping you succeed -- by being here for you with the lighting products you need in Dallas -- and everywhere else.

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Dress up your home.

jure licht

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