A Publication of Capital Lighting and Supply
Volume 3, Number 1
For more information circle #2 on the reader service card
Everyone Knows –
But Does Everyone Do?
by John Hardy
Everyone knows that electrical distributors
exist to serve their customers, including
electrical contractors and others. Everyone
also knows that distributors are the classic
“middlemen,” occupying a space between the
people who made a thing and the folks who
install it.
With experience in the electrical industry,
you (sooner or later) figure out what everyone
knows; maybe you then go on to challenge it!
At Capital Lighting & Supply, we’re working
– with you – to go beyond what everyone
thinks they know about our company.
In other words, we’re moving to the
next level.
Another kind of ‘middle’
These days, we find ourselves in another
type of “middle” position. Some of our
contractor customers are thriving with large
commercial construction projects. In fact,
these companies can find themselves short of
skilled professional electricians.
electrical
contractor! There
are as many
“types” as we
have customers (and
perhaps even more).
What that means for CLS: We
are reshaping our talents, skills, and abilities
to serve everyone – with special knowledge,
creativity, and new capabilities.
Solutions that fit
Everyone knows that distributors don’t want
to talk about “selling” products . . . we sell
solutions. And everyone also knows that
“solutions selling” can be a meaningful
slogan – or a bunch of hooey.
At our company, we are working to ensure
that everyone learns as much as they can
about the products we carry. We want our
sales people to know product features and
benefits backwards and forwards. We are
bringing vendors in not for feel-good donutsand-coffee sessions, but for basic education:
On our “other” side, if you will, there are
electrical contractors who specialize in
residential. When that business was hot, it
was scorching; but now that it’s cooled off,
it’s busy proving what everyone should know
. . . what goes up must come down.
• Here’s what this product does. Here’s
what it can’t do.
At our company, this situation is yet more
proof that you simply can’t treat customers
like commodities.
There isn’t
one
type of
• This tool can produce big labor savings
for a contractor doing commercial work.
Here are the details.
• Look at how this new product can
be used by a contractor to upgrade a
residential installation – helping himself,
the builder, and especially the homeowner.
• Of course, everyone knows there are light
bulbs, fixtures, and controls that can save
energy (and help a customer qualify for
EPAct tax benefits). But here the devil is in
the details. Our people know this stuff, and
aren’t afraid to ask questions.
Everyone Knows continued on page 16
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V o l u m e
3 ,
N u m b e r
Welcome to 2008’s first Capital Now issue, with customer features and
much more (including product information). For back issues (in PDF):
Go to www.capitallighting.com, pull the News tab down to “Capital Now.”
Features
Page 9
You’re Grounded By Cari B. Clark
A new idea for grounding metal-clad cable? Worch Electric heard about this
(from a distributor) . . . and ran with it.
Page 20
Get Big Savings In Tiny Packages By Steve Grieco
John Hall Electric works with CLS to lower labor costs. Product-driven
productivity (from Arlington) – in action!
Page 31
A Lighting Home Run By Steve Grieco
A four-bagger: Historic Charlottesville restaurant, new contractor
Eagle III + Ambiance lighting (from Sea Gull via CLS).
Page 42
Innovation Installed In Old Town By Cari B. Clark
Suggested to Walsh Electric by CLS, Lightolier’s Uniframe system boosts
energy efficiency in Old Town.
Page 50
The Value Of Partnering By Steve Grieco
Almost 90 years old, Hawkins Electric stays current with time- and cost-saving
ideas it gets from a reliable partner.
Photo Features
Page 3
(facing page) – This Issue’s Contents . . . in photos.
Page 28
Visit Our White Plains Branch. . . by just turning pages.
Page 36
Capital Gives Back . . . our people, their neighborhoods. Good citizenship.
Page 56
Stepping Up . . . CLS doesn’t just talk the talk – we walk the walk!
Other Features
Page 18
Child-Proof Receptacles . . . courtesy of Pass & Seymour/Legrand.
New in the National Electrical Code.
Page 48
Old Smoke Alarms . . . courtesy of Invensys Controls
. . . are these things safety hazards?
Indise
2
Page 1
Everyone Knows – But Does Everyone Do? By John Hardy
Page 4
Capital News – see also pages 6, 60, 62, and 64
Page 38
New Products – see also page 40
Page 58
This Issue’s Advertisers; Our Locations
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inside
V
o
l
u
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3
,
N
u
m
b
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1
what’s up at
White Plains?
grounding MC Cable
Old Town Innovation
product-driven Productivity
walking The Walk
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news
capitalNews
Last summer saw an official groundbreaking for construction of
the new headquarters and central distribution center that Capital
Lighting & Supply is building in Prince George’s County, Md.
At roughly 200,000 sq. ft., the new building will help Capital add
customer service capabilities and more. For example, a 3,000 sq. ft.
training center will be included in the new facility – enabling us to
expand our customer education efforts.
Our construction crew’s
productivity improved after the
groundbreaking.
“Capital Lighting’s decision to relocate to Prince George’s County is a
symbol that our county is growing and has the right environment for
businesses to grow,” said Jack Johnson, county executive for Prince
George’s County.
Expected to be fully operational by summer 2008, the building will bring 135 jobs to Prince George’s County.
Additionally, Capital plans to open six to eight new branches throughout Maryland in the next five years.
“We are extremely pleased to be able to relocate
our headquarters and CDC facility in Prince Georges
County. It has a strong economy, a great workforce and
a wonderful business environment,” said John Hardy,
president of Capital Lighting & Supply.
Note: A story on the CDC ran in the second issue
of Capital Now. Download a PDF of that issue from
www.capitallighting.com/News/capital_now.html.
Jack Johnson
(right), county
executive for
Prince George’s,
speaks with John
Hardy, president
of Capital
Lighting &
Supply.
Did You Know? ‘Great Escapes’ Still Current
The “Great Escapes” customer
incentive program that began
in January 2007 is still
running – and still current.
Don’t miss your chance to
get in on a NASCAR event, a
Nashville trip, and more!
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He who hesitates doesn’t get
the prizes, so get over to
www.capitallighting.com and
look under the Customers
tab. Or ask about the “Great
Escapes” program – which
runs until June 25, 2008 – at
your local Capital store.
For more information circle #5 on the reader service card
CAPI TAL NOW
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news
capitalNews
include leading commercial developers, building owners,
general contractors, subcontractors, suppliers, architects,
engineers, attorneys, government officials, service providers,
and allied organizations.
“The WBC has played a significant role in my success over
the years,” said Hardy. “I have made many friends and
business contacts and have learned much about the business
from being involved with so many of the industry’s business
leaders.”
Hardy has been with CLS for more than 36 years (serving
as president of the local unit of Sonepar since 1995). He
attended his first WBC event in 1970 and has been a member
ever since.
Capital’s Hardy
To Chair WBC
John Hardy, the president/CEO of Capital Lighting & Supply,
was recently elected 2007-08 chairman of the board of the
Washington Building Congress.
With more than 950 members, the Washington Building
Congress is the largest building industry association in the
Greater Washington and Mid-Atlantic regions. Members
WBC programs include Craftsmanship Awards, networking
events for members, and educational seminars.
Presentations from District of Columbia municipal officials
and the Department of Defense were downloadable from the
Congress’s site – www.wbcnet.org – as of late 2007.
According to Hardy, the organization has had exceptional
success in the past few years. His plans: “We would like to
use this momentum to add to the organization’s growth and
increased participation by WBC members in the months and
years to come.”
Interested in joining?
See www.wbcnet.org/membership1.htm.
Capital Now Magazine
Wins National
Marketing Award
Capital Now magazine was a recipient of a
2007 Best of the Best Marketing Award from TED,
official publication of the National Association
of Electrical Distributors.
TED = The Electrical Distributor. Each year, it sponsors an award
program in 10 categories. The 2007 competition received more than
370 entries. Capital Lighting & Supply won in the category
of Distributor Publications.
Capital Now was created to inform the customers of Capital Lighting
& Supply. Including the magazine you are now reading, CLS has
printed four editions of Capital Now.
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Capital News continued on page 60
Michael Martin, associate publisher/editor of The
Electrical Distributor (TED) magazine, presents a “Best
of the Best” marketing award to John Hardy, president
of Capital Lighting & Supply.
CAPI TAL NOW
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You’re
Grounded!
Southwire’s MCAP raises the bar
for grounding metal clad cable.
By Cari B. Clark
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You’re Grounded!
Grounding is one of
the most basic concepts
in electrical work. Is
there really any room
to improve it?
connections without increasing the cost for cable
and fittings,” he adds.
Richard Temblador, director of product
development for Southwire Company’s electrical
division, thinks he’s found one.
MCAP cable does not have an insulated green
ground, unlike standard MC cable. The grounding
is inside the armor—a bare aluminum wire is in
intimate contact with the armor jacket throughout
the entire cable length.
He decided there had to be a better way to ground
metal clad (MC) cable, one that was easy for
installers to learn, fairly simple to manufacture,
and as safe as traditional MC cable.
Shoup’s company markets Southwire/Senator
products in Maryland, Northern Virginia, and
Washington, D.C. “We have taken it to electrical
inspectors, contractors, and engineering firms
to increase awareness, demand, and to gain
specification consideration with this new MC
cable.”
His invention, Southwire’s Metal Clad AllPurpose (MCAP) cable, cuts installation time in
the field by a whopping 30%—saving contractors’
money and electricians’ time.
“A significant percentage of Capital Lighting’s
MC cable customers have tried and converted
to MCAP and HCF MCAP,” says Mark Shoup,
president of Metro Electrical Association in
Prince Frederick, Md.
“We expect
conversions to
continue simply
because MCAP
cable allows
contractors
to increase
productivity
and reduce
components
needed to
complete
grounding
“
Southwire’s
Metal Clad
All-Purpose
(MCAP) cable
cuts installation
time by 30%.
”
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You’re Grounded!
MCAP in Action
Worch Electric, Inc. of Kensington, Md., is
using Southwire’s MCAP in its latest job, the
Jewish Social Services Center in Rockville.
“As long as it’s cut and terminated correctly,
it does not compromise grounding. The guys
like it!” says Chris Worch, vice president of
the company, which he started 11 years ago
with his father R. Dennis Worch.
Worch, which has 60 employees, can
boast work on the Jefferson Memorial
and Washington Monument in D.C., and
Johns Hopkins University in Maryland. It
specializes in work for the government
sector, including renovations and new
construction, and also general new
commercial construction.
Because the interlocked jacket is snugly wound onto
the conductor assembly, MCAP cable is sturdier than
conventional MC cables, without being too stiff. UL
testing proves that the outer jacket/bare aluminum
ground combination performs just as well as, if not
better than, an insulated copper grounding conductor.
An additional advantage of this cable is that it only
needs support every 6 feet, rather than every 4.5 feet,
as with traditional cable.
Seatek, along with other MC connector and steel box
manufacturers, have seen MCAP’s market potential
and offer compatible connectors and steel boxes.
For healthcare applications, HCF MCAP provides an
option with a green ground, in addition to the outer
jacket and bare aluminum ground. This MC cable has
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CAPI TAL NOW
When Dave Goldberg, CLS outside sales
representative, approached Worch Electric
with the new product, work at the Social
Services Center was already underway.
However, as a result of the potential labor
savings, Worch went to the city of
Rockville to inquire if his company
could install MCAP.
“The inspector met with our superintendent,”
Chris says. “The city asked to review the
installation process and then gave us the
go-ahead. They are now training inspectors
on the use of MCAP.”
Chris advises anyone who is considering
using the product to check with local
inspection agencies to ensure they
are familiar with the product and
installation process.
To find out more about Worch Electric,
visit the company’s website at
www.worchelectric.com.
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You’re Grounded!
a 350% better ground than traditional healthcarerated cables.
Cable terminations using HCF MCAP cable are
much easier than conventional HCF-AC cable
because there is no paper covering on each
conductor in the cable, anti-short bushings are not
required, and the cable needs fewer supports and
less securing.
Shoup says that HCF MCAP
cable conversion has become
a no-brainer at the engineer
and contractor level because
it increases safety and
productivity without increasing
costs. “It is the only cable of
this type to be approved for use
in health care facilities.” ✦
“
The grounding
is inside
the armor.
Additional information about MCAP products
is available from Southwire’s website at www.
southwire.com or contact a CLS branch. Clark
is a Virginia-based freelance writer.
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Everyone Knows continued from page 1
In these sessions, the vendors aren’t being kind
– they are overjoyed to impart the attributes of
the things they make and sell. They are happy
to talk to CLS salespeople and go beyond what
everyone knows about their products. Why? Our
people are their “feet on the street.”
On our side of the communication, there is a
focus: What’s the benefit for the customer? If
the tool or electrical part can produce labor
savings, let’s figure out how to communicate
that. If it’s an energy-saving product, how can
we document the dollars to be saved – and
how can we help contractors get that
information across?
Let’s find solutions together
Like the CLS mission statement, the “bottom
line” here has an impact on our vendors, our
employees, and, of course – our customers.
Vendors – they’ve been devoting R&D
dollars to providing products that offer
specific benefits. We’re offering them the
opportunity to communicate what they’ve
accomplished, through us, to customers in
the DC-MD-VA region.
CLS employees – we’re challenging people.
Everyone knows that an electrical distribution
company can survive if its people just become
really excellent at taking orders. We’re asking
our people for much more and giving them the
chance to learn how to do more.
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CAPI TAL NOW
Customers – your part is incredibly
simple but, perhaps, not all that
easy: You must ask us for help.
While we can provide our people with
information about all kinds of solutions
in the various products and tools we sell, we
can’t teach them how to read your mind!
Come and talk with us. If you’re a residential
contractor, tell us about the opportunities you
might have in the market that is still perking
in this area – the higher-end homes? Working
in commercial buildings? Don’t hesitate to ask
us about the labor-saving aspects of specific
product types or tool choices. Do you think you
see a place where energy-saving products can
do your client(s) some good? Let’s talk about
how to get that done (both with the clients and
in such a way as to satisfy the IRS).
As CEO here, my request to you, the customer,
is to forget what everyone knows (or knew)
about CLS. Challenge us. Hold nothing back!
Ask us to meet your needs, to help you survive
and thrive.
We’ve been getting ready to hear that
from you! ✦
Hardy (john.hardy@capitallighting.com –
703-823-6000, ext. 203) works at Capital Lighting
& Supply’s Alexandria office as President and CEO.
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Article contributed by Pass & Seymour Legrand
If you are familiar with the National Electrical Code, you know that
it takes some interpretation and understanding. Here’s a revision to
the NEC, in the 2008 code, put in there for a specific (good) reason:
406.11 Tamper Resistant Receptacles in Dwelling Units in
all areas specified in 210.52, all 125-volt 15- and 20-ampere
receptacles shall be listed tamper-resistant receptacles.
Substantiation: 210.52 specifics the areas in dwelling
units where receptacles shall be installed. This proposal
references those areas.
This revision will impact an enormous number of residential newconstruction installations. It requires all receptacles in single- and
multi-family housing units to be tamper-resistant.
But wait: What does “tamper-resistant” mean, in this context?
Who would intentionally tamper with a receptacle in a home
or apartment?
No one. We’re talking about making the receptacles child-proof
– making the residential electrical system so safe that even an
unwatched baby cannot hurt himself by touching it.
Seven children per day
According to data from the U.S. Consumer Product Safety
Commission, approximately 2,400 children each year are injured in
incidents related to electrical receptacles. That’s roughly seven
children every day taken to hospital emergency rooms as the
result of contact with the electrical system in the home.
Injuries range from electric shock to first-, second-, and
third-degree burns; in some cases, the injuries prove
fatal. Fortunately, the fatalities are rare; there are
six to 12 of them each year.
“With these alarming statistics,
one might think that Code
acceptance shouldn’t
be up for debate,
but some have
opposed the
changes,”
said Andrei Moldoveanu, technical director, NEMA. “The tamperresistant Code requirement is about safety, period.
“We have the opportunity to protect thousands of children from
electrical burns and spare them visits to emergency rooms. Child
safety is a primary concern for NEMA, as it should be for the rest of
the industry.”
Was this necessary? Wait – what about those plastic outlet caps?
As any parent knows, children are creative learning machines. A
Temple University study took on the question – how many young
children were capable of removing outlet caps.
Here’s the dismaying result: 100% of 2- and 4-year-olds were able
to remove one brand of outlet caps . . . often in 10 seconds or less.
How fast requirements will change
“Historical adoption rates indicate that about 50% of the states will
adopt the new [NEC] in 2008,” according to Bill Timmons, marketing
manager for residential products at Pass &
Seymour/Legrand.
Further, if one looks out to 2009, fully 80% of the states are likely to
have the 2008 NEC in place before the year ends.
Here’s what that means:
• Pass & Seymour/Legrand (and its competitors) will have
to make a significant investment in new product
development and manufacturing inventory. P&S says
it will have to move to a duplicate inventory –
tamper-resistant and non-tamper-resistant receptacles.
• Tamper-resistant receptacles will have a higher material
and labor cost.
• According to P&S, the likely result will be “an approximate
$60 to $100 increase in contractor cost per average home.”
From the company: “P&S already provides an outstanding line of
tamper-resistant products that use a patented, UL-listed shutter
system to protect children from injury.” It lets plugs in – but keeps
keys and other objects out.
More information
See the NEMA website: www.childoutletsafety.org, which includes
a video. Or talk with your local Capital Lighting & Supply contact. ✦
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Get BIG
$avings
in Tiny
Packages
John Hall Electric
works with CLS
to lower labor
costs through
product-driven
productivity.
It’s hard to believe that little electrical
connectors—at less than $1 each—could improve
productivity and cut costs.
But when a project requires more than 10,000 of
these small innovations, the labor savings add up.
“Using Arlington’s Snap2It connectors
throughout a new 200-plus unit condo
construction project in Virginia Beach has saved
John Hall Electric hundreds of hours,” says Jeff
Kretzer, the Portsmouth, VA-based company’s
foreman for the Sanctuary at False Cape.
Snap2It connectors are zinc die-cast, quick-snap
fittings for connecting metallic conduit (MC)
cables to metal boxes or panels. “You snap the
By Steve Grieco
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CAPI TAL NOW
Mike Boerste, foreman on the Harbor View project,
has found that Arlington’s Snap2It connectors help
improve productivity and cut costs.
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cables in and go, all
without tools,” Kretzer
says. “It’s very fast at
the panel. There are
no set screws or lock
nuts to adjust.”
Further, Arlington’s
Snap2It connectors
result in less wire
chaffing and shorts,
common problems
with traditional
metal fittings. “The
connectors have an insulated throat
which protects the wire. There are no
sharp edges. It was a major plus for us,”
Kretzer adds.
In addition to the Snap2It connectors,
John Hall Electric used an Arlington
vinyl block/box as a backing box for all
balcony and corridor lights in the 740,000
square foot building with a parking
garage underneath. All construction was
concrete and metal studs.
“Since this building is on the ocean,
the owner and contractor were very
concerned about moisture penetration,”
recalls John Hall, president of John Hall
Electric and project manager for the
condo project. “We chose the Arlington
backing boxes because they solved the
moisture issues.”
Finding ways to lower labor costs through
product-driven productivity has helped
John Hall Electric establish itself as a
leader in the Tidewater market—and CLS
has been John Hall’s primary source for
new and innovative products.
Hall started the company in 1980, when
he was the sole employee with one truck.
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Tim McGill, John Hall’s project manager, and
Brian Lokey, of Capital Lighting and Supply, look for
innovative products with their customers’ needs in mind.
Back then, most of his customers were in and around Portsmouth, VA. Now, with a growing
employee base of over 200 and more than 70 company vehicles, the company is one of the
largest residential and commercial electrical contractors in the area.
It has clients all over the Hampton Roads area, as well as some in Richmond and Northern
Virginia. “We have really taken off in the last few years, thanks to a number of big contracts
and high-profile jobs like the Sanctuary at False Cape,” says Joey Caterbone, John Hall’s vice
president of sales and marketing.”
“
CLS has been
John Hall’s primary
source for new
and innovative
products.
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”
For the condo project, John Hall Electric did more than
lighting and general electrical service work. The contactor
also installed state-of-the-art technologies and systems,
including door access controls, surveillance, networked
security and fire, emergency power generation, CCTV,
audio-visual and LCD monitors in the common areas, WiFi,
and a sophisticated music network.
CAPI TAL NOW
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Brian Lokey, of CLS, and Robbie Hall and
Joey Caterbone of John Hall Electric have found
that small innovations can add up to significant savings.
“John Hall Electric is our ‘go-to’ team for technology changes and
innovative ways to satisfy our customer’s needs. I can honestly say
that they’re not afraid to roll up their sleeves,” says Jeff Knowles, vice
president of Hoy Construction.
Knowles enthusiastically endorses his subcontractor. “John Hall Electric
is one of those companies that I recommend very highly. There is never
any question about staying on schedule, and they consistently work with
us to identify ways to save costs.”
John Hall Electric staff attribute credit to CLS and salesman Brian
Lokey, with helping them to gain a competitive edge.
“CLS is always bringing us something new, often products that help save labor and material
costs,” says Kretzer. “The whole Capital team is always ready to step up to the plate and help
us out. They back up their products with personal service.” ✦
For additional information on Arlington Industries’ Snap2It connectors, see the company’s website at
www.aifittings.com. Greico is a Virginia-based freelance writer.
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Dan Mulloy (right), compares the White Plains branch, where he is
manager to a train pulling out of a station. “We were a little slow
rolling when we started, but once we got chugging, there has been
no stopping us.”
Two of the counter salespeople—Laura Galanti (bottom, right) and
Jim Buckley (bottom, left)—are former International Brotherhood
of Electrical Workers (IBEW) electricians. “Their field applications’
experience comes in handy,” adds Mulloy.
Capital Lighting and Supply’s White Plains branch opened Oct. 31,
2005. It offers about 10,000 square feet of space. Most of that is a
self-serve selection area, with the remainder bulk warehouse and
office space. “We do everything!” Mulloy says.
Lisa Makowelski, (top, left), who runs the warehouse at White
Plains has showroom experience, which gives her product familiarity.
Clarence Benson, a driver, came to the branch from CLS’ Central
Distribution Center.
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Kim Sauerwald and Brad Lee—both from Alexandria’s
Inside Sales group—work out of the White Plains
branch (top, center).
“We are continuing to grow as we confirm our
commitment to be the electrical distributor of choice
for our customers, employees, and suppliers,” Mulloy
says. “We don’t know where the brake handle on this
train is, and we don’t want to find it!”
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For more information circle #30 on the reader service card
Owner Stu Rifkin of The Nook Restaurant.
TAKE A SWING
A start-up electrical contractor in
Charlottesville hits a home run using
Ambiance lighting.
By Steve Grieco
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Get In the Mood with
Ambiance Lighting
Seagull Lighting’s Ambiance Lx is a flexible,
easy-to-install linear, low voltage lighting
system that is ideal for residential and
special commercial applications.
It is an especially effective lighting solution
for kitchens—under cabinets and over center
islands, work stations and counter areas;
entertainment and media rooms; and for
highlighting unique and beautiful objects.
Ambiance Lx offers
Energy-efficiency. Low voltage lighting
operates at 30 volts or less. A transformer,
either integral or remote, steps down line
voltage to either 12 or 24 volts. When
powered properly, low voltage lighting
produces 2.5 times as much light as line
voltage incandescent lamps.
Light quality. Low voltage systems can
establish a desired ambience, or mood,
for the occupied environment. It’s suitable
for cove and recessed lighting, and for
downlighting and uplighting.
I
t’s exciting when a rookie belts one out of the park.
When Eagle III Electric, a contractor in Charlottesville, VA, took on
a lighting project at The Nook, a local historic restaurant, CEO Chris
Cook went directly to Capital Lighting & Supply.
Cook’s challenge was to beautify a vintage 1930s back bar, more
than 20 feet long with a section of glass block and matching wall
cabinetry—a focal point of the stylish eatery.
“I wanted a soft aesthetic quality,” says Stu Rifkin, one of The
Nook’s owners.
Chris discussed ways to provide the proper lighting, plus save on
electricity and maintenance, with Capital’s salesman for the job.
The pair selected low voltage linear lighting from Seagull Lighting’s
Ambiance line.
Ambiance is a linear, surface mount alternative for precisely placing
light and creating a dramatic effect. “It is energy efficient, quick and
simple to install, and virtually maintenance free,” Cook says.
It’s a flexible system — see the explanatory story at right.
Design flexibility. Low voltage lighting
allows for a variety of dimming and beam
control options. Lighting systems using
remote transformers enable full-range
dimming from 0% to 100% of light output.
Low-profile and color options allow for
unobtrusive, even transparent, lighting.
Fixture trim holes can be as small as two or
three inches in diameter.
Lack of waste. New low voltage lamp
designs and materials have increased
lamp life up to 10,000 hours. If the lamps
are dimmed to 50%, for example, life
expectancy can double to 20,000 hours,
further cutting disposal and maintenance
costs. Remote transformers are warranted
for 25 years, practically eliminating
them as a waste issue.
Safety. Low voltage lighting is safer than line
voltage lighting because wiring and lamps
have about 1/10 the voltage flowing through
them once the transformer has stepped down
the voltage, which reduces shock hazard.
For more information on Ambiance Lx,
contact your local CLS branch.
32
CAPI TAL NOW
For more information circle #33 on the reader service card
CAPI TAL NOW
For more information circle #33 on the reader service card
33
Above: Christopher Cook and Tony Shifflett compare plans with
real life. Right: Cook and Shifflett talk shop with James Vickers
of CLS (behind counter).
For the installation, Cook and his partner Tony Shifflett
ran low-voltage tracks behind the trim work in the antique
cabinets behind and above the bar. They installed low-profile
fixtures to illuminate the wood construction, glass shelves, and
bottles on display and used accent lighting behind glass blocks
to create a warm glow.
To improve visibility for staff behind the bar, Eagle III Electric
used low-profile, folding low-voltage fixtures. None of the
wires or fixtures is visible to customers.
As far as material costs and installation time go, it was a small
job, but the results were big. “Eagle III hit a home run with
The Nook job,” Rifkin says. “We’re very happy. I’d recommend
them 100% of the time.”
What makes this success even more gratifying for Cook is that,
at the time, Eagle III Electric had only been in business for a
couple of months. Cook and Shifflett, a Charlottesville native,
had worked together for other employers since 1999.
34
CAPI TAL NOW
Previous experience taught them that a good relationship with
a quality electrical supplier is a valuable resource. Cook says
being able to open a credit account at CLS was a big first step
when he started the business.
“Capital was first to give us an account,” he recalls. “They
took a chance on us and it really helped us get going.” Good
prices and on-time deliveries were also vital.
Eagle III Electric and CLS have continued to work together—
most recently on a bigger project at the Hardware Store,
another historic building in downtown Charlottesville. It
involves installing new electrical service in the four-story
building.
“Anytime I need anything, CLS is on the ball,” Cook says.
“About 95% of my business is with Capital.” ✦
Grieco is a Virginia-based freelance writer.
� Comfortable swept wing design
provides added leverage
� Durable polypropylene shell expands
for smooth application
� Patented live-action, square-wire spring
locks onto wire for safe, secure connections
� Wide wire range:
Min. 3 #22 AWG to Max. 3 #10 AWG
®
Wire Connectors
Don’t settle for just any wire connector. Insist on the Twister®.
IDEAL Wire Connectors are built for comfort and performance.
For a free sample, visit www.idealindustries.com/twister.
For more information circle #35 on the reader service card
CAPI TAL NOW
35
Capital
Gives
Back
CLS helps out in our
customers’ communities.
Giving back to the community is part of Capital Lighting &
Supply’s philosophy of good citizenship. During the past year,
CLS and its employees have donated thousands of dollars to
charities in their neighborhoods.
“Our values mean something at Capital Lighting & Supply. How can
you live our value set without a charitable heart? You simply can’t,”
says Mike Bourn,Southern Division president. “We understand that
we have to improve ourselves, our company, our customers and our
community.”
In September, CLS donated more than $1,800 to the Children’s
Hospital of Richmond and St. Mary’s Home for Disabled Children
in Norfolk. The donations were proceeds from raffles held during
the company’s annual golf tournaments at The Dominion Club Golf
Course located in Glen Allen, VA, and Elizabeth Manor Country Club
in Portsmouth, VA.
“Children’s Hospital has a mission of being a resource and provider
of specialized medical and therapeutic services. Capital Lighting
& Supply’s gift will help us provide specialized medical care to our
patients,” says Ashley Langford, special events coordinator, who
received the check on behalf of the hospital.
“Events like the Southern Virginia Golf Tournament allow us to
continue to care for children in need in the years to come,” she adds.
In October, CLS donated more than $2,100 to The Center for
Adoption Support and Education (CASE). The donation was half of
the proceeds from a raffle held during the company’s annual golf
tournament at Queenstown Harbor Golf Club in Queenstown, MD.
Vernon Morsberger, CLS outside salesman, won the other half of the
drawing and donated the winnings to CASE.
Tournament.
Your generosity
enables CASE to
support foster and
adopted children
and their families
throughout the
BaltimoreWashington
region,” says
executive
director Debbie
Riley.
“We are especially touched by the
kindness of Vernon,” she adds.
Morsberger says that he wouldn’t have done it any other way. “It’s
good to give back to the community. I like working for a company
that prioritizes charitable giving, and I want to do my part.”
CASE is a private, non-profit adoptive family support center. Its
programs focus on helping children from a variety of foster care and
adoptive backgrounds to receive understanding and support which
will enable them to grow into successful,
productive adults. ✦
Engelmann is managing editor for Capital Now!
“We are extremely grateful to Capital Lighting & Supply for
including CASE among the groups benefiting from the 2007
36
By Kaarin Engelmann
CAPI TAL NOW
For more information circle #37 on the reader service card
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37
product watch
p1
Siemens Generator
Home Standby - 16kW Air-Cooled Gas Engine
Generator Sets Continuous Standby Power Rating
• Electronic Governor
• Flexible Fuel Line
• Composite Mounting Pad
• Natural Gas or
LP Gas Operation
• UL 2200 Listed
For more information circle P1 on the reader service card
p2
Milwaukee Compact Drill and Driver
The new Milwaukee Compact Driver Drill has been built to withstand tough jobsite
conditions. Longer run-time and fewer battery changes maintains momentum while you’re
working and prevents unscheduled breaks. The tool balance, weight, and grip have been
optimized to reduce fatigue. Superior bit grip prevents frequent bit retightening and lost bits.
For more information circle P2 on the reader service card
12V Sub Compact Driver
18V Sub Compact Drill/Driver
• 100 in. lbs of torque delivers
up to 25% more power
• Up to 3x longer life
• Drive up to 30% more screws
in a single charge (130)
• Drives screws up to 25% faster
• Built-in technology maximizes
battery and motor performance
p3
p4
Maxis MAXJAX
A unique wire jack that will quickly setup and lift
reels of wire safely and efficiently without the
hassle of conventional jacks.
Easy To Store And Transport
• Breaks down into a compact
storable tool
Wire Reels Won’t Come
Off Or Fall Over
• Jaws clamp down
on reel axel
Easy To Roll Wire
Off Reels
• Encased bearings
make it easy for
one person to
roll off heavy wire
For more information circle P3 on the reader service card
38
• Drives up to 2x more screws
on a single charge
CAPI TAL NOW
Ramset T3SS
The T3SS is a complete fastening system,
including a variety of preassembled
fasteners, clips, washered pins and
threaded studs.
The T3SS is the most versatile gas
technology tool in the industry. It
provides contractors with a
revolutionary new way
to fasten to concrete,
hollow block, pan
deck and Steel / Pan
Deck...without the
need to change power levels
or color loads.
For more information circle P4 on the reader service card
For more information circle #39 on the reader service card
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39
product watch
Firex Combination Smoke/CO Detector
p5
FireX combination smoke/CO alarms utilize our exclusive Monox® CO Sensor with
True-Test™ Sensor Diagnostics, a next-generation electrochemical technology
with advanced design and functionality. Monox Sensors with True-Test™ Sensor
Diagnostics perform an automatic gas test to ensure proper operation. Other CO
alarms do an electronic test, checking only the electronics
- not the sensor. Other sensors can fail – leaving the
homeowner unprotected.
p6
For more information circle P5 on the reader service card
Energizer Hard Case Flashlights
Energizer’s New Hard Case Professional Series Flashlights are
“the Toughest Flashlight You’ll Ever Need”
For more information circle P6 on the reader service card
p7
Industrial Alkaline Batteries
• Longer Lasting Industrial Batteries
• Operates in extreme temperatures
• Designed to power high drain applications
For more information circle P7 on the reader service card
Energizer Cell Phone Charger
Energizer’s 2AA Cell Phone Charger Powers
Your Phone Over and Over
Connect to your phone and talk while you charge! Great for
emergencies, travel, work, camping and outdoor activities.
For more information circle P8 on the reader service card
40
CAPI TAL NOW
p8
For more information circle #41 on the reader service card
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41
King Street through Old Town Alexandria, as seen from
the observation deck of the George Washington Masonic
National Memorial. Photo by Ben Schumin
42
By Cari B. Clark
CAPI TAL NOW
“
Although Ed Walsh established his company more than
20 years ago in the heart of Old Town Alexandria, Va., the
contractor continues to shed new light on its work and find
better products for its customers.
Innovation is
something that
CLS is always
on the look-out
for and eager to
share with their
customers.
Capital Lighting and Supply plays a key role in keeping Walsh “enlightened.”
”
When Walsh Electric, now based in Newington, Va., started renovating a lovely, old, brick storefront in
Old Town Alexandria, Va., with fluorescent lights, CLS Outside Salesman Dave Goldberg recommended
using the Lightolier Uniframe system.
CAPI TAL NOW
43
What’s In The Box?
“Uniframe allows more cost effective installations
and increases energy efficiency,” Goldberg says.
Walsh’s jobsite involve creating lighting schemes
for a furniture store within the colonial building. A
few weeks into the
installation, dozens
of track lights
It takes about
and several flushmounted fixtures
15 seconds
flood the main
to install
floor with elegant
lighting.
Uniframe…
“
Uniframe products
illuminate an intimate space on the second level,
leaving Ed Walsh with a shine in his eyes. “We bid
with the idea of using traditional lighting, but we’ve
found Lightolier’s product to be a great step forward.
I’m impressed with the system.”
“Traditional fixtures require contractors to assemble
the framing components before ceiling installation
begins and then attach everything with screws, which
can damage the grid,” says Kevin Brady, specification
distributor sales for Lightolier in Maryland.
Lightolier came up with an easier and less error-prone
solution. “With Uniframe, all the installer has to do is
insert the fixture into the ceiling frame, hand-tighten
a few wing nuts, and then wire it up,” says Luis Diaz,
Walsh’s lead electrician on the project, who has been
an electrician for 52 years. “It’s the simplest product
I have ever used. I would recommend it over other
systems.”
“It takes about 15 seconds to install Uniframe,
instead of three minutes or so for traditional fixtures,”
adds Brady.
“We love Lightolier Uniframe and will definitely use it
again,” Ed Walsh says.
44
CAPI TAL NOW
”
Lightolier Uniframe frame-in kits feature toolfree installation in grid ceilings. They accept
both horizontal and vertical optics. Three
aperture sizes (6-3/4, 5, and 3-3/4 inches) are
available with 60 performance optics and 90
existing trims.
“The Uniframe is a tool-free installation.
Instead of the four point connection to the
t-bar, the patented Lightolier Uniframe uses
two clips to attach to the frame. We call
it a ’gridlock’ system,” says Kevin Brady,
specification distributor sales for Lightolier
in Maryland. “Then, there are only two
more wing nuts to tighten to eliminate frame
movement.”
Products include downlights, wall washers,
cross-blades, and a variety of lensed products
in Specular Clear, Clear Diffuse, Aluminum
and Matte White finishes. Emergency
and three dimming options are standard.
Installation is easily adaptable to wood
construction.
For contractors, Uniframe offers several
advantages, including
• Quick and easy tool-free installation in
grid ceilings;
• U-Shaped mounting bars that allow for
two point installation;
• Automatic adjustments to any T-Bar
height, width, and ceiling thickness;
• A locking mechanism eliminates frame
movement; and
• A five-year warranty.
Lighting professionals see more advantages,
including
• All optics focus on a specific trim/lamp
for a performance combination;
• Optics offer multiple lamp options;
• Three aperture sizes allow wattages up to
42W triple tube;
• 60 degree minimum cutoff; and
• Horizontal trims with superior cut-off
and shielding.
For more information circle #45 on the reader service card
For more information circle #45 on the reader service card
CAPI TAL NOW
45
According to Brady, Lightolier created the Uniframe solution after sending
a product team out into the field to observe how traditional lighting was
installed in grid ceilings. When they returned, they developed something faster
and better. “We consider ourselves innovators,” he says.
“
It’s the
simplest
product
I have
ever used.
”
Innovation is something that CLS staff is always on the look-out for and eager to share with their customers. It’s
just one way that allows Capital to be the electrical distributor of choice for contractors in the region and one
reason that Walsh has been doing business with CLS since the beginning.
“When CLS brings solutions to us, we can create better installations for our customers,” Ed Walsh says.
It’s not necessary to look far to find the evidence. Bill Reap, the property manager at the Alexandria job site, has
been impressed with Walsh’s results. “The lights are doing their job, and everything looks great!” he says. ✦
Clark is a Virginia-based freelance writer.
46
CAPI TAL NOW
I n m y world, high energy i s
t h e t y p ical pace, but reduc e d
e n erg y is the new standard .
When it comes to lighting, SYLVANIA’s ECOLOGIC® line is your environmentally responsible solution. We’ll
help you meet all the criteria and prerequisites for green building rating systems without sacrificing quality.
And with more than 800 TCLP-compliant products, the ECOLOGIC line provides you with more choices than
any other manufacturer—including new OCTRON® 800 XP and XPS lamps with 50% less mercury.
So if you’re looking to save money and reduce your impact on the environment, look to the leader.
© 2006 OSRAM SYLVANIA
For more information, visit www.sylvania.com or contact your local SYLVANIA representative.
For more information circle #47 on the reader service card
CAPI TAL NOW
For more information circle #47 on the reader service card
47
Smoke alarms should be replaced every 10 years,
and carbon monoxide alarms, every five. That’s
it – 87,000 hours (10 years) – the lifespan of a
smoke alarm.
Article contributed by Invensys Controls
For many residential customers, the smoke
alarms still in place in their houses might well
have been around back when:
• Harry Potter turned millions of children
into avid readers
• Bill Clinton was serving his second
term as President
• The Green Bay Packers beat the
New England Patriots in Super Bowl XXXI
• Jeff Gordon won his first Daytona 500
• The Chicago Bulls won their 5th NBA
Championship against the Utah Jazz
• A gallon of gas was under $1.00
• A McDonald’s hamburger was 15¢
Among those advising homeowners to replace
their smoke alarms after 10 years are: The U.S.
Fire Administration for Homeland Security, The
National Fire Protection Association (NFPA),
NEMA, the Red Cross, burn foundations, fire
departments, and schools.
48
CAPI TAL NOW
100 million malfunctions?
Why should someone replace a “perfectly good” – but old
– smoke alarm? After working for 87,000 hours, normal
environmental conditions in the home can have an impact
on the performance of your smoke alarm.
“We know that over 100 million smoke alarms
in the U.S. are over 10 years old, and after
working for 87,000 hours, they need to be
replaced,” said D.J. Crane, vice president and
general manager of the Safety and Thermostat
segment at Invensys Controls, manufacturer of
Firex safety products.
“As a manufacturer of home safety products, we take
seriously our responsibility to remind our customers that
they need to be aware of the care and maintenance of the
smoke and CO alarms in their homes. Regular cleaning
and testing, and then replacing them at the recommended
intervals, are essential.”
A Residential
Opportunity
“The sustained down-turn in new housing starts
has hurt contractors and manufacturers alike. We
want our customers to know that these difficult
times call for creativity and collaboration to
sustain and nurture
their business.”
Those words, from D.J. Crane, VP/GM at
Invensys’s Safety and Thermostat segment,
guided the recent creation of the Firex Marketing Kit.
Designed for use by contractors, the kit contains a set of
business-building tools.
Talking to consumers
As many older homes do not have adequate protection
to warn of the dangers of smoke, fire, and CO, there is
opportunity here for contractors. In addition, many states
have recently implemented or revised their CO alarm
codes recently.
“If you don’t know how old your alarms are, check the
back of the alarm for a manufacturing date. If there is no
date – for the safety of your family replace it! If the date
is 1997 or older – replace it!”
With these situations in mind, the kit was designed to
persuade homeowners – particularly those who are busy
or older – to contact a professional contractor to complete
this important work according to national standards and
local codes.
Here’s what Invensys Controls is telling consumers:
Invensys also recommends upgrading to combination
smoke/carbon monoxide (CO) alarms for the double
protection they provide. The FireX® combination smoke/
CO alarms with Monox® technology have a superior CO
sensor that automatically runs a monthly self-test and
also indicates when it is time to replace it.
Many homeowners don’t know how to replace their
smoke and CO alarms, or are simply too busy to attend
to it. Invensys Controls advises contacting a professional
contractor who knows state and local codes to perform
this work. ✦
For more information, go to the FireX web site at
www.FireXsafety.com.
One key component: The Professional Replace and Upgrade
program. The FireX Marketing Kit provides the contractor
with techniques and collateral to encourage customers to
replace their old smoke alarms. The program illustrates the
benefits of FireX state-of-the-art smoke, carbon monoxide
(CO), and combination smoke/CO alarms with Monox®
superior CO sensing technology.
Material in the kit emphasizes the importance of replacing
smoke alarms every 10 years, as recommended by fire safety
experts.
“We tried to anticipate every possible avenue a wholesaler
or contractor would have available to them to increase
sales,” Crane said. “We developed a sales tool or technique
to address those opportunities.”
Informational brochures such as the National Electrical
Manufacturers Association (NEMA) guidelines regarding
smoke and CO alarm coverage in the home, a home
inspection checklist, and a guide to smoke and CO alarm
placement are all available to the contractors registered for
the Customer Toolbox site.
Visit www.FireXsafety.com. Registering for access to the
Customer Toolbox is simple and fast.
CAPI TAL NOW
49
since the days
come a long way
s
ha
g
in
ct
ra
nt
lectric Service,
Electrical co
and Hawkins E
g,
in
ir
w
ng
bi
tu
of knob and
missed a step.
lle, MD, hasn’t
vi
ts
el
B
in
d
se
ba
ss, not just
years in busine
90
e
at
br
le
ce
riving in
It will soon
ury, but also th
nt
ce
a
ly
ar
ne
r
al
surviving fo
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ld of residentia
the modern wor
es.
electrical servic
50
stomers
g number of cu
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pany
altimore to
Today the com
ro area, from B
et
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.
.C
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across the Was
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Norther
ic reach have
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a
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e
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rt
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pany revenue
Broad electrical
an double com
th
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m
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E
took the
helped Hawkins
ng this success
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over the past se
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te
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an
talent
By Steve Grieco
CAPI TAL NOW
CAPI TAL NOW
51
In 1918, Jay C. (Pop) Hawkins
started doing electrical repair work
in Hyattsville homes, riding his
bicycle with a basket on front to
carry his needed supplies.
By 1950, Hawkins Electric was an
established business.
It was about that time when teenager
Nevin Shatzer started cleaning the
company warehouse and doing odd
jobs. To his delight, the company
sometimes paid him with the model
Lionel trains they sold and serviced.
Nevin eventually took ownership of
the company. When he died in 1995,
his son Eric Shatzer took the reigns.
Eric leads a large team of skilled
employees, including his brother
Todd Shatzer, a commercial
services project manager, and
brother in-law John Ross, who is
the company’s operations director.
Theirs remains a family business
that promises friendly, helpful and
knowledgeable staff who provide
quick, dependable service.
“Eric is always willing to try new
innovations, and he is always
looking for tools or ways to be more
productive and save labor,” says
Mike Smith, a salesman for CLS.
“He understands the competitive
nature of our business and needs to
stay ahead of the curve.”
Smith has introduced Hawkins
Electric to a number of time-and
cost-saving products, including
Maxis pullers, Ramset gas-powered
fasteners, and Lightolier Uniframe
energy-efficient lighting.
Hawkins has been happy with the
results, according to Rick Miller,
commercial construction project
manager. “What we like about the
Maxis puller is that it’s a compact
piece of equipment. It’s great for
smaller pulls, plus it has the power
52
CAPI TAL NOW
“
Every day I deal
with purported
professionals who
have completed
shoddy work or
failed to do work
they promised. If
every company
followed the
professional
standards and
customer care
followed by Hawkins
Electric, [lawyers]
would soon be out
of a job.
”
- Philip Friedman,
attorney
to do what you have to do.”
This hard-working, lightweight
puller sets up in only minutes,
operates at both 25 feet per minute
and 100 feet per minute. Best of
all, the Pull-It 3000x model
requires only one person to set up
and operate.
“Gas ramset pistols are great,”
Miller says. They are single-shot
fastening tools that including
a variety of preassembled
fasteners, clips, washered
pins and threaded studs.
Compared to powder actuated
guns, the gas pistols have more
safety features, are less expensive to
operate, and are easier to use. Ranset
estimates that using the pistols is
10 times faster than anchoring and
five times faster than powder. No
licensing is required to use the tool.
In addition to keeping current with
the latest products, Eric Shatzer
Eric Shatzer of Hawkins Electric.
CAPI TAL NOW
For more information circle #53 on the reader service card
53
Above: Hawkins people, from left to right – Todd Shatzer,
John Ross, and Rick Miller, behind the bench; Eric Shatzer,
in front. Inset: Joe Jiacinto is a Hawkins estimator.
makes sure that he and his staff know about market and
industry developments, as well as trends in the electrical
contracting profession.
He is actively involved in the local chapter of the
Independent Electrical Contractors and always makes
sure to send someone to area training events.
Having knowledgeable, productive employees often
results in happy customers, evident by the many thank you
letters Hawkins Electric staff receive.
“Every day I deal with purported professionals who
have completed shoddy work or failed to do work they
promised,” wrote Philip Friedman, an attorney in the
Washington D.C. area who specializes in consumer
cases. “If every company followed the professional
standards and customer care followed by Hawkins
Electric, I would soon be out of a job.”
54
When he came to the company in 1991, he brought a lot of
experience as a commercial electrician.
It was logical that he would lead Hawkins Electric into
that market. Hawkins’ commercial services department
has since developed expertise in a variety of specialties,
including installing power wiring for advanced medical
equipment such as MRI, X-Rays, and CT scanners,
and other devices.
CLS has provided Hawkins Electric with much of the
special materials for these high-tech jobs, Smith says.
“With Capital’s plans for new locations in the area, I see
our partnership growing well into the future.”
“I’ve worked with Mike Smith for over 20 years and was
really happy when he joined Capital,” Eric Shatzer says.
“Our business with Capital is growing every month.”
Robert Baumgardner, whose Beltsville house
Hawkins wired 42 years ago, remains impressed
by the company’s service.
Pop Hawkins would likely be amazed by the productivity
enhancing products available today at Capital Lighting &
Supply. He would certainly need a bigger basket on his
bicycle. ✦
Another reason for Hawkins Electric’s longevity and
success is Eric Shatzer’s willingness to test new markets.
Grieco is a Virginia-based freelance writer.
CAPI TAL NOW
CAPI TAL NOW
For more information circle #55 on the reader service card
55
Demonstrating that product training is a priority, Capital Lighting & Supply brought its entire outside sales force together
earlier this year for a sales summit.
“Our customers rely on us to provide the newest, most innovative products, in addition to standard pipe and wire,” says
CLS Chief Executive Officer John Hardy. “This event gave our sales team an opportunity to learn more about products that
add value for our customers and vendors.”
Several manufacturers—Lightolier, Sylvania, Siemens, Senator, Maxis, Wiremold, and Pass & Seymour—each presented a key
product, focusing on energy- and labor-saving items. More vendors presented their products at a tradeshow in the evening.
56
56
CAPI TAL NOW
CAPI TAL NOW
By Kaarin Engelmann
“Customers say distributors typically don’t do a good job of learning their products and becoming acquainted with the latest
technology,” says Ken Cain, CLS Vice President of Marketing. “We want to be different.”
Each of the 45 members of the sales team is committed to follow-up on the training by making joint sales calls with the
manufacturers.
Rico Loza, an outside sales rep in-training, was very enthusiastic about the summit. “Out of all my year-long training, this
has been the most valuable experience. It has prepared me to better serve our customers.” ✦
CAPI TAL NOW
CAPI TAL NOW
57
57
ADVERTISERINDEX
For additional information from any of these companies fill out the Reader Service card inserted in this issue and circle the RS
numbers that match those found on this list and on the corresponding advertisements.
Acme
Cooper Crouse Hinds
Ilsco
Nutone
Southwire
RS #17
Pg. 17
RS #30
Pg. 30
RS #61
Pg. 61
RS #8
Pg. 8
RS #2, 25
IFC, Pg. 25
Advance
Cooper Lighting
Lightolier
Progress
Sylvania
RS #53
Pg. 53
RS #7
Pg. 7
RS #23
Pg. 23
RS #65
IBC
RS #47
Pg. 47
Arlington
FireX
Lutron
RAB
Wiremold
RS #27, #66
Pg. 27, BC
RS #41
Pg. 41
RS #15
Pg. 15
RS #55
Pg. 55
RS #5
Pg. 5
Berko
GE
Milwaukee
Sea Gull
RS #63
Pg. 63
RS #13
RS #37
RS #33
Pg. 13
Pg. 37
Pg. 33
Cablofil
Ideal
NEC Code
Siemens
RS #45
Pg. 45
RS #35
Pg. 35
RS #59
Pg. 59
RS #39
Pg. 39
Where To Find Us
Capital Now
Magazine
On the Web:
www.capitallighting.com
Publisher: John Hardy
John.hardy@capitallighting.com
Main Office:
3950 Wheeler Ave, Alexandria VA 22304 • 703-823-6000
Central Distribution Center:
8434 Terminal Road, Newington, VA 22079 • 703-339-2280
Locations Close To You:
Alexandria 3950 Wheeler Avenue VA 22304 • 703–823-6000
Ashland 625 N. Washington Hwy VA 23005 • 804–798-2155
Baltimore 600 W. Hamburg Street MD 21230 • 410–752-4080
Baltimore 6903 Golden Ring Road MD 21237 • 410–918-0540
Charlottesville 2390 Hunters Way VA 22911 • 434–293-8117
Chesapeake 1028 Executive Boulevard VA 23320 • 757–547-7222
Farmville 1012-J W. 3rd Street VA 23901 • 434–392-1650
Frederick 260 Interstate Circle MD 21704 • 301–663-1232
Fredericksburg 430 TV Drive VA 22408 • 540–710-7200
Gaithersburg 19050 Woodfield Road MD 20874 • 301–921-4446
Manassas 7203 Gateway Court VA 20109 • 703–361-6028
Moseley 17211 Hull Street Road VA 23120 • 804–739-7243
Newington 8434 Terminal Road VA 22079 • 703–339-2280
Richmond 1901 N. Hamilton Street VA 23230 • 804–355-8003
Richmond 12925 Plaza Drive VA 23233 • 804–784-0224
Sterling 45969 Nokes Boulevard VA 20166 • 703–444-5080
Suffolk 6950-B Harbour View Boulevard VA 23435 • 757–484-3816
White Plains 4382 Crain Highway MD 20695 • 301–885-3232
Williamsburg 1637 Merrimac Trail VA 23185 • 757–253-1440
Winchester 222-C Admiral Byrd Drive VA 22602 • 540–665-9990
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CAPI TAL NOW
Editor: Ken Cain
Ken.cain@capitallighting.com
Managing Editor: Kaarin Engelmann
kengelm@yahoo.com
Design & Production: The Artist Group
CLS Division Presidents
Northern Division: Mike Hensley
Southern Division: Mike Bourn
Material in this magazine is ©2008 by Capital
Lighting & Supply, Alexandria, Va. The
company has sought to verify the accuracy
of all information included herein, but
makes no guarantee. CLS disclaims all liability
in connection with the use of any of the
information in this publication.
For information on advertising, contact
Ken Cain; for editorial submissions, contact
Kaarin Engelmann.
CAPI TAL NOW
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Capital News continued from page 6
Top
Electrical
Contractors In
Mid-Atlantic
Region
Mid-Atlantic Construction magazine, a monthly from McGrawHill, named the top 75 specialty contractors in the region it covers
in its Fall 2007 issue. Fifteen of the companies were electrical
contractors (see Table One).
#1 was Miller & Long of Bethesda, which listed its specialty as
concrete – with $455 million in regional revenue.
However, the next three contractors had operations in the
electrical construction business:
#3 M.C. Dean Inc. (Dulles, Va.) – revenue given as $270 million.
The company did not disclose a breakdown of revenue by its
various specialties. However, it seems certain that the company
could have been listed among the top 15 electrical contractors in
Table One.
#4 Truland Systems (Reston, Va.) – revenue of $196 million, of
which electrical was 94.2% and telecom 5.8%. Omitting Dean
from the table and following through on the math put Truland as
the #1 electrical contractor in the region.
Of the other higher-ranked electrical contractors on the table:
Mona was ranked 7th among all specialty contractors; Singleton
was #13; and J.E. Richards was 20th overall.
Mid-Atlantic Construction also provided a list of the top five
fire/security and top five telecom contractors by sales. These are
noted in Table Two. You’ll see a lot of the same names in the
telecom rankings as you see in Table One.
To browse the magazine’s online editions: http://midatlantic.
construction.com. To see the top specialty contractors article (a
10-page PDF), go to http://tinyurl.com/29gx9h.
#2 EMCOR Group (national headquarters in Connecticut) - $396
million in regional revenue in 2006, of which 44.7% was reported
as electrical. That took EMCOR down to #2 on the electrical list.
Table 1 - Top Mid-Atlantic Electrical Contractors
60
Table 2 - Top Mid-Atlantic Low-Voltage Contractors
Rank/Company (HQ city/state)
’06 Electrical Revenue
in Mid-Atlantic Region
1. Truland Systems (Reston, Va.)
$184,558,243
Fire/Security
2. EMCOR Group (national)
$177,199,000
1. East Coast Fire Protection
$61,278,000
3. Mona Electric Group (Clinton, Md.)
$80,500,000
2. Oliver Sprinkler Co.
$36,000,000
4. Singleton Electric Co. (Gaithersburg, Md)
$67,379,332
3. Reliance Fire Protection
$14,837,416
5. J.E. Richards, Inc. (Beltsville, Md.).
$61,300,000
4. Mid-Atlantic Fire Protection
$7,321,567
6. Hatzel & Buehler (Wilmington, Del.)
$57,000,000
5. W.G. Turner Inc.
$3,405,000
7. The Farfield Co. (Lititz, Pa.)
$48,914,422
Telecom
8. Walker Seal Companies (Fairfax, Va.)
$45,000,000
1. Truland Systems Corp. (Reston, Va.)
$11,413,003
9. Power Services Inc. (Bowie, Md.)
$33,348,463
2. Mona Electric Group (Clinton, Md.)
$6,700,000
10. Paul A. Nickle, Inc. (Newark, Del.)
$26,500,000
3. The Tri-M Group (Kennett Square, Pa.)
$5,400,000
11. Tower-Davis Electric (Springfield, Va.)
$24,500,000
4. Hatzel & Buehler (Wilmington, Del.)
$5,000,000
12. The Tri-M Group (Kennett Square, Pa.)
$21,000,000
5. Power Services, Inc. (Bowie, Md.)
$1,700,450
13. Lighting Maintenance, Inc. (Lithicum, Md.)
$14,400,000
14. Fuelgraf Electric (Butler, Pa.)
$12,856,420
15. Walsh Electric (Yorktown, Va.)
$9,672,000
CAPI TAL NOW
Rank/Company (HQ city/state)
Source: Mid-Atlantic Construction
’06 Electrical Revenue
in Mid-Atlantic Region
CAPI TAL NOW
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More than 850 customers joined Capital Lighting & Supply at two auto racing events in 2007 – a Nextel Cup NASCAR
race at Dover International Raceway (in Delaware) and the company’s “7th Annual Tailgate Party” at the Nextral Cup
Race in Richmond, Va.
Part of the “Great Escapes” customer incentive program, the Dover event featured a beautiful day at the track.
Customers took part in the pre-race CLS hospitality – including food, beverages, pit tours, giveaways, and prizes.
Customers were able to board buses at select CLS locations throughout Maryland and Virginia to attend and return for
the event.
Richmond’s event included filet mignon, grilled shrimp, side salads, and more – prepared by members of the CLS staff.
Children were able to keep busy with the 5-in-1 Moon Bounce and a bean-bag toss game.
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CCAAPPI ITTAALLNNOOWW
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Deep sea fishing? You bet – for Capital Lighting & Supply’s
customers, as part of the “Great Escapes” customer incentive
program. A 2007 event took customers to the Outer Banks
(North Carolina) – with 25 boats ready to go.
But wait: The weather was uncooperative. A front moved
through the area, creating swells of up to 18 feet – and winds
exceeding 40 knots. Result: The Dock Master closed the marina,
declaring the day a “blow out.”
Something To See For
Visitors In Baltimore
A 42-inch LCD TV monitor has been added
to the Baltimore branch of Capital Lighting
& Supply – a test of a new idea from
StrandVision LLC (Eau Claire, Wis.).
Mounted over the counter – where
customers can see it – the monitor displays
news, weather, and sports, as well as CLS
product and service offerings, training
seminar announcements, and industry
news. Promotional videos from CLS
suppliers are interspersed with
the information.
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CAPI TAL NOW
Instead of canceling the event, CLS and its customers quickly
regrouped. For the “blow out” day, we organized an all-day
college football party at a local sports bar. After spending that
day waiting out the weather, CLS hired 25 boats (from five
different marinas) for the next day.
Sunday brought better weather – and participants went home
with coolers full of fresh fish!
“We were able to introduce the digital
sign as another avenue to communicate
with customers and introduce new
products, services and events,” commented
Marianne McGhee, CLS marketing
manager. “It causes conversations between
our customers and our counter personnel.
“Customers become aware of things they
didn’t know.”
Marketing defines the communications
campaigns and a graphic designer develops
the digital signage slides, along with the
graphics for other CLS communications
media. The slides are then posted to the
StrandVision server by the company’s
Webmaster, who also administers the
local digital signage system installation.
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