TED Magazine - May 2017

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. ;