Member Profile: Andy Burns, CLC, LC

Andy Burns, CLC, LC, is partner at Triple C Lighting & Controls, and is an active member of ALA. He serves on the Board of Governors, and in 2015, was named one of the association’s Pillars of the Industry. With family ties to the industry and experience in a variety of roles, Burns has worn many hats throughout his career. Recently, he provided some insight on his experiences and how professional education has positively affected his career and business.

Lighting is in your family – how did you get your start in the business and when did you develop a passion for lighting?

My mother Penny started work in a lighting showroom when she was 19 years old. I started building light fixtures and sweeping the warehouse when I was in junior high. In 1988, while I was attending college, I began helping my mom out part time. I think it was after I got to visit a major manufacturer – GE Lighting at their Nela Park training facility in 1990 – that I was able to see a whole new world of lighting and bulbs, which got me excited about making it my career, especially when friends of mine graduating from college were finding it difficult to find jobs.

What challenges have you experienced in your business/career and how have you overcome them?

Age was my first obstacle, at 19 years old in the lighting industry I felt like I was part of a select few second-generation kids who were trying out the lighting business as a job with their parent. It took three to five years, attending six to ten lighting markets, to really feel like I was accepted or respected as a lighting salesperson from both our long-time customers and my peers.

How has ALA’s educational programming influenced your business/career?

I took a break from working on my business degree in college to work full time for Penny Lighting Sales, and it was then that I set out to earn my CLC designation from ALA. I wanted to represent and present my manufacturers, as well as train our showroom people, with confidence and knowledge. I had to invest in myself to become as knowledgeable as possible for my then respective role as a lighting representative. I strongly believe the CLC designation opened doors and generated sales, as after that, the design community started working with our company on a regular basis for their residential and commercial projects (primarily decorative).

Do you feel continuing education is critical for a successful career?

If you want to be a successful showroom associate or representative, ALA and its education programs are more essential today than when my career began, due to the technical world we live in. You are competing against the country, and as a showroom you are a destination store – the people walking in are not there to browse, they have a purpose. As a rep, I feel my role and responsibility is as much that of an educator about my products, services and company as a salesperson’s role is.

What advice would you have for someone looking to advance his or her career in the lighting industry?

I love seeing the younger generation of people in our industry. I believe if you invest in yourself to get educated and trained, whether self-taught, through textbook, or online – all of which are formats the ALA programs are fulfilling – you will enjoy your career so much more. These are stepping stones in life that can enhance your career, as well as create more demand and earnings potential. I also believe the showrooms should help support and invest in their teams’ education, as it directly relates to higher margins, increased sales for the company, and personal gratification of being a part of creating a beautiful space people are proud to live and work in.