5 Big Questions: Philly, New York & New Jersey
Acuity Brands and its long time Philadelphia Metro Area lighting agent, Illuminations, Inc. have started off 2021 with some bold moves relating to territory expansion and personnel.
We catch up with Illuminations Inc. CEO, George Lyngarkos, and Acuity Brands Senior VP of Global Sales, Sero Cardamone, to discuss the moves and their forward-looking strategy.
Topics we explore:
What inspired I2 to make these big moves?
Does Acuity Brands want to be in the business of deploying local agent sales forces? (3:20)
What is I2's strategy in New York? (5:30) And in New Jersey? (7:12)
Will this acquisition cause the agency to try to leverage other manufacturers into "all-or nothing" territory representation agreements? (8:46)
Is it possible that the market may perceive Illuminations Inc as accumulating too much strength and leverage that it might put distributors and other stakeholders in a weaker position to negotiate lighting projects? (10:47)
(BONUS ROUND) How does the agency effectively keep things firing on all cylinders in Philly without getting distracted by the moving parts in the expanded NY/NJ footprint? (13:00)
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