fits, soft starters, and converting VFDs. This is a long process for them, but they’re starting to come through. On the energy projects, I will do the smaller-scale ones. For larger proj- ects, they use their own contractors, who happen to be our customers as well.” Quinones covers all the bases with his customers. “When I visit a plant, I make sure that I see everybody. I pop in for a quick hello, and I try to have something to drop off or show them. I not only call on purchasing personnel and some of the mainte- nance heads, but also make time for the engineers, which is where a lot of projects start. The more exposure I get, the better,” he explained. Like CED/Raybro, City Electric also meets a wide range of needs and covers a large swath of the entertain- ment territory, with 12 locations in upstate New York, a CDC, and full- service branches near all the casinos. “Our focus is mainly on commodi- ties and lighting for these buildings: wire, fittings, devices,” Lyons ex- plained. “We’ve supplied everything from wire and decorative lighting fix- tures to electricians’ hand tools and safety equipment. We offer job stor- age and staging to have materials ready for just-in-time delivery, and our extensive logistics are a big part of why we were able to secure the work. “The relationships and trust that our sales team builds with the large lectrical contractors on a daily basis also played a major role in these suc- cesses,” he continued. “Another ser- vice we provide—centralized, in-house project management—was another key factor in our ability to secure the casino project orders. We have a six- person team that handles all our large projects, everything from bidding, delivery schedules, and expediting to working with the factories to track shipments and handle any defective or damaged materials. Our customers rely on our team for their knowledge and support. It gives them peace of mind.” The casino projects are huge: At one of the casinos, City Electric sold almost $2 million worth of lighting
QA
Large-scale entertainment
venues are sprouting up in
various places around the
United States and abroad
as tourists, visitors, and families seek fine recreational
experiences. Here, Colleen
Mangone, director of media
relations for the International Association of Amusement Parks and Attractions
(IAAPA), shares her knowledge of this market:
Q: Can you provide an overview
of this market—where has it
been, and where is it going over
the next three to five years?
A: The industry is strong,
healthy, and growing. Ac-
cording to the IAAPA’s latest
Global Theme and Amusement
Parks Outlook Report, the
industry entertains more
than 1 billion people around
the world annually, and in
2015 experienced a 5.2%
increase in attendance,
which was helped by the
introduction of new and pop-
ular attractions. While new
amusement parks and
attractions are being devel-
oped all over the world, the
most growth within the
industry is currently in the
Asia Pacific and Middle East
regions.
Q: Does opportunity exist for
electrical distributors within this
construction niche? What types
of projects are likely to be most
popular in the near future?
A: Parks are always adding
or refining attractions. Find-
ing new ways to entertain
guests is the key to repeat
business. While the size and
scope of opportunities avail-
able likely vary from project
to project and facility to
facility, globally there is con-
stant construction. Our in-
dustry is very intricate. We
are always looking for high-
performing companies that
meet or exceed safety stan-
dards, companies that gen-
erate quality and reliable
products and services, and
leaders in the field of tech-
nology that deliver cutting-
edge innovations.
Q: What advice would you give
to electrical distributors looking
to better serve this market?
A: Network and learn. As
with anything, the more people within the industry who
know the value a company
offers, the better. Additionally, the complex nature of
our industry requires specific
knowledge. The more time
distributors invest to learn
about amusement parks and
attractions and how they operate, the better equipped
they will be to promote how
their skill sets and product
lines add value. ;
Romeo, a freelance writer
based in Chesapeake, Va.,
writes on business and technology topics. Reach him at Jim
Romeo.net. Reach Mangone
at IAAPA@IAAPA.org.
A conversation with
Colleen Mangone of the
International Association
of Amusement Parks and
Attractions
by Jim Romeo
UNDERSTANDING
LARGE-SCALE
ENTERTAINMENT
VENUES