LytePod

Why can’t you just get a price for a light fixture? What exactly does a lighting rep do?

In this eye-opening episode, Sam sits down with Caitlin Mulligan to break down the architectural sales channel and shed light on the critical but often misunderstood role of manufacturers’ reps in the design and construction industry.From the pricing complexity of architectural products to the behind-the-scenes hustle for every purchase order, Caitlin explains the challenges, responsibilities, and realities of being a rep—and why it matters to designers, architects, and engineers alike.

Whether you’re an emerging designer, a seasoned architect, or curious about how materials actually get procured, this conversation pulls back the curtain on the sales process, so you can work smarter and build better relationships with reps.

Key Topics Covered:

✅ Why pricing a light fixture is more complex than you think

✅ The role of a manufacturer’s rep in the sales channel

✅ How reps support designers, architects, and engineers

✅ Why reps are tied to specific territories—and how that impacts projects

✅ How reps get compensated (and why they sometimes don’t)

✅ The hidden challenges of getting specified and staying specified

✅ The rep’s role in custom product modifications and technical support

✅ How reps influence product innovation by relaying market needs

✅ Why communication and transparency are key to mutual success

What does it mean to belong? In this honest and eye-opening episode, David Seok, associate and suido leader in NYC unpacks the sense of being a minority in a way that helps anyone understand what life is like when you don't look like other people—from cultural identity to hiring practices, mentorship, and representation.

Through personal stories as an Asian American designer, David reflects on unconscious bias, the power of community, and how to take real steps—big or small—toward creating inclusive workplaces where people feel seen.

Explore the reality of growing a design firm. Chip reflects on decades of experience—what he learned the hard way, how he approaches business decisions, and what he wishes young designers knew before launching their own studios. Whether you're a seasoned principal or just beginning your career, this episode is full of actionable advice for navigating the intersection of creativity and business.

Key Topics covered:

• Starting a design business: challenges and costs

• Why passion needs to be paired with business acumen

• How to scale without burning out

• Managing people, billing cycles, and mentorship

• Building trust, reputation, and referral networks

How can lighting help rebuild communities after a disaster? In this episode, we speak with homeowners who have lost everything, elected officials leading recovery efforts, and industry experts working to make reconstruction safer and more sustainable. Learn how lighting design is crucial in rebuilding efforts and what it takes to create a more resilient future.

Get involved: lightequity.org

A special thank you to these community advocates and sponsors:

Bartco - www.bartcolighting.com

Cerno- cernogroup.com

Cooper Lighting - www.cooperlighting.com

DMF - www.dmflighting.com

Prudential Lighting - www.prulite.com

Kate explores the power of color in lighting design—how it shapes human experiences, evokes emotion, and influences spatial perception. Drawing from her background in theatrical and architectural lighting, she shares insights on the intentional use of color as a storytelling tool.

From museum exhibits to built environments, Kate discusses how light enhances materials, the cultural significance of color, and why thoughtful color selection is often more effective than color-changing lighting. Whether you're a designer, architect, or simply fascinated by how light impacts our world, this episode will change the way you see color.

Topics Covered

• Theatrical vs. architectural lighting design
• The emotional and psychological effects of color
• The role of daylight and natural color variations
• How historical architecture was designed with lighting in mind
• Using light to enhance materials rather than overpower them
• Cultural perceptions of color
• The importance of intentionality in color selection
• Technical advances in color lighting and controls
• Balancing aesthetics and practicality in lighting projects
• Sustainability and responsible color application in lighting

Key Takeaways

1. Color in lighting is more than just RGB. Color is present in all light, and even subtle shifts in white light can dramatically impact perception.
2. Lighting is a storytelling tool. The way color interacts with a space, material, and time of day shapes how people feel and engage with an environment.
3. Cultural and contextual meaning of color matters. Different cultures perceive colors differently, and designers must consider these associations when making choices.
4. Static vs. dynamic color use. Not all projects require dynamic color-changing lighting; sometimes, carefully selecting a fixed hue is more effective.
5. Lighting design is a team effort. Successful implementation requires collaboration between lighting designers, architects, and other stakeholders.

This conversation explores the impact of lighting on human health. Kevin Houser, Professor at Oregon State University and Lead Engineer at the Pacifica Northwest National Laboratory (PNNL), discusses how circadian lighting and human-centric design influence well-being, the latest research on non-visual responses to light, and the industry’s challenge in balancing scientific rigor with practical application. The conversation also addresses the risks of over-quantifying lighting metrics too soon and the need for continued research and adaptation. Two big takeaways: Human-centric lighting is more than a marketing term – It has real implications for well-being, but the industry must be careful not to over-promise or oversimplify its effects. We’re still in the early stages of understanding circadian lighting – While there are provisional recommendations for lighting design, ongoing research and practical application will determine how effective these strategies really are. The Key topics are: The evolution of human-centric lighting and its ties to circadian rhythms The science behind non-visual responses to light and their effect on human health The role of the intrinsically photosensitive retinal ganglion cell (ipRGC) in regulating circadian rhythms The challenge of applying lab-based research findings to real-world architectural lighting The fine line between scientific accuracy and marketing buzzwords in the lighting industry The future of human-centric lighting, including emerging standards and recommendations The need for continued refinement of provisional lighting guidelines This episode is brought to you by Nightingale Lighting, a brand that designs lighting solutions beyond expectations in healthcare environments. Learn more at nightingalelighting.com/discover.

How is AI reshaping the world of lighting design? This episode explores how technology transforms creativity, productivity, and collaboration in the industry. Dive deep into how AI tools are helping designers make data-driven decisions, streamline workflows, and push the boundaries of what's possible. We also tackle the ongoing challenges of aligning budgets with bold design visions and fostering collaboration between architects, engineers, and lighting professionals. If you’re curious about the trends shaping the future of design, this episode is a must-listen!

Where They Work:

Lisa - https://akld.net/

Jay - https://www.wsp.com/en-us/

Michael - https://hlblighting.com/

Reinhardt - https://www.smithgroup.com/

Topics we explore:

• Challenges in the Lighting Design Industry- Exploring New Approaches To Design
• The Role of Collaboration- AI and Technology in Design- Delivering Quality Work
• Impact of Design on Human Experience- Pricing and Procurement Pain Points
• The Demands For Circularity

Key Takeaways:

• The shift from traditional drawings to holistic project visualization and its impact on design.
• Quality, transparency, and budget alignment are important in collaborative design processes.
• The evolution of architecture and engineering as a creative discipline.

• Practical advice for fostering meaningful collaboration between designers, engineers, and stakeholders.

Dive into the essential role of nonprofits in the design industry, examining how they fill gaps, serve mission-driven purposes, and create community impact. Andrea and Christopher discuss key themes like leadership, the importance of mission alignment, and the future outlook for nonprofits in creative spaces. If you've ever wondered about the purpose of nonprofits in design and how they bridge social impact with creativity, this is a must-listen episode.

Do you ever wish your client, the owner would just get it? Design has many different languages that might not always be easy to communicate across the table - but there are tools to do that. Cecilia Ramos, Senior Director of Architectural Markets for Lutron opens up a conversation about Luxury and how it can be a common thread that many can relate to. Explore her thoughts and be inspired to take a new approach when it comes to connecting with others to bring an otherwise (and unknowingly brilliant) experience to life.

When you understand what you want to do, and get to play with what you love - it's hard to consider it a job. David Warfel has built a design team of nearly a dozen professionals in a space that has largely never considered the value of design fees when it comes to 'good lighting'. As a pioneer in connecting with AV integrators and homeowners directly through the CEDIA channel, he's opening doors faster than people can run through them. Dive into this new exciting space and get excited about how many more are excited (about lighting design!)

The lighting industry has gone through a few evolutions, and the pathway from design to final delivery is undeniably one of them. Gone are the "transactional" days of interchangeable parts + pieces like lamps and ballasts -- for better or worse, today's lighting equipment has become unique and specialized, and staying at the forefront of change requires a new way of thinking about supply. Enter design-minded supply teams like Illuminate in Philadelphia, where Kimberly King works as a project designer and communication bridge from concept to completion. Join us as Kimberly talks us through some ways complex design outcomes can be achieved by rethinking partnerships and processes in today's evolving lighting landscape.

Born of the Black Lives Matter movement, Equity in Lighting's overarching mission is to equip the lighting industry with the ability to design for everyone — not just the white, neurotypical person that today's technology and practices have come to serve the best. Join us as Elaine Cook, Co-Founder of Equity in Lighting, talks to us about why they founded EIL and how their goals and strategies continue to evolve as new needs are recognized. From educational programming to research to outreach and more, learn how EIL is working to move the needle toward a brighter future for all.

What if the lighting system in any given space could be your teammate? What if it could help cue you, guide you, inform you, and help you achieve your goals? That's one way Pacific Northwest National Laboratory Senior Lighting Researcher Andrea Wilkerson sees lighting through the lens of her career in lighting research and analysis. Andrea believes that digging into data is the key to unlocking much of the promised potential of the digital lighting age, and she explains why you don't need a Ph.D. to do it! Listen in and learn how we can all contribute to the growing body of knowledge by embracing the power of research-informed design.

Consistency. Balance. Efficiency. Three virtues most businesses strive for, but achieving them is a different story. Oculus Light Studio's business approach may be the exception, conceived of the idea that life and life in lighting can blend and coexist. Join us as Archit Jain + Scott Hatton, co-founding principals of Oculus studio, talk to us about how they look at time—one of life's most precious and limited resources—and how their systems of time management, proactive communication, and analyzing progress help them set and meet expectations, both inside the office and out.

Have you ever wondered what it's like to be a lighting designer to the stars or design homes for celebrities like Kourtney Kardashian and LeBron James? That's exactly the claim to fame for Malibu-based CEO of ADG Lighting Gerald Olesker. An architectural industrial designer by training, Gerald has amassed a star-studded portfolio of luxury projects around the globe, and ADG's custom lighting is the secret sauce. In this conversation, we dive into the details of what it takes to work for some of the most demanding clients, how he cultivated his design-centered mindset, and how lighting plays a crucial role in both the architectural process and the ultimate experience of a space – from curbside to poolside. 

Here at Lytei, we are of the opinion that architects never truly die. As long as their buildings live on, they live on. Today, we say the same about prolific architectural lighting designer Howard Brandston and his body of work that deserves recognition and gratitude for elevating the practice of lighting design to a profession. In remembrance, we spotlight his genius with this podcast episode, originally released in February 2020. Give the episode a listen, and be inspired by his legacy!

There's a new sales channel in town...and it's got exciting possibilities for the lighting design community. Trent Mulligan and David Thomas, the President and the Executive Director of Momentum Group and Rio Grande Reps, explain to us how great lighting is not only a natural fit in the AV and integration channels, but is a vital piece of the puzzle when it comes to high-end residential lighting. In this fascinating conversation, they talk to us about why lighting designers, integrators, and the end users are set up for a triple-win, and share their perspectives on how this strategy can position manufacturers for new levels of sales success.

Walking the walk isn't easy, but when it comes to rolling up their sleeves and getting their hands dirty, lighting design firm Clanton & Associates and their President, Dane Sanders, make it look natural. Dane isn’t just a theorist, he and his colleagues have a passion for pushing lighting progress: putting into practice advanced ideas and technologies, and bringing stakeholders together to work through the detailed challenges of real-world applications. Listen in as we chat with Dane about the "smartest" way to tackle "smart cities," some of the strategies his firm uses to support meaningful collaboration, and what it's like to help lead a team to bring about real change in our industry.

In the last edition of our Enlighten Americas 2022 chronicles, Co-CEO and President of Lighting Design Alliance, Kelly Jones, shares why she says "everything is a phase" and shares some of the wisdom she's gathered in the different phases of her life so far. From starting off as a driven designer to co-leading one of the industry's most renowned lighting firms to another kind of co-leading on the parenting front, Kelly's found a way to juggle it all and keep a smile on her face. In this episode, she talks to Sam about how she's learned to encourage curiosity and collaboration] and the importance of staying flexible and keeping perspective as you take on challenges in life. 

It's always inspiring to see someone speak with authority and passion – two traits Catherine Leskowat, Senior Lighting Designer at Hartranft Lighting Design, has in spades! As anyone who's been to Enlighten Americas or Lightfair recently knows, Catherine is an advocate through and through. Whether it's advocating for designing more holistically for a wider cross-section of body types, abilities, and preferences (what her talk at Lightfair focused on), or for finding the right kind of support to grow and develop to the next level as a professional (the topic of her co-hosted session at Enlighten), Catherine applies her skill at thinking deeply about problems and analyzing solutions. She sat with us during this year's IALD Enlighten Americas and shared her thoughts on how we can continue to do better by prioritizing community. 

With so many bright stars in the constellation of the lighting industry, it takes a little something extra to stand out. Ben Cantu, regional sales manager at LumenWerx, definitely has the secret sauce when it comes to owning his personal brand. Never without his meticulously matching eyeglasses and footwear, Ben's presence is often felt across the room before he can even say "hi!" In this episode, Ben talks us through part of his journey in light and life and how his bold personal style came to be — how being himself helps him make authentic connections with his customers and clients.

Lighting that's felt but not seen: many lighting designers say that's the holy grail. The notion isn't new, but that doesn't make the lofty challenge any simpler. Brazilian-born Claudio Ramos, acclaimed director of Electrolight in San Francisco, phrases the idea a little differently. He says: "Designing lighting is like a Disneyland ride: if you see what's happening in the background, the magic is over." But seamlessly integrated design magic doesn't just happen. Join us as Claudio breaks down the essence of successful collaboration and explains his people-focused, emotionally tuned approach to bringing award-winning design ideas from lines on paper to light in real life.

How do you build a company with sustainability at its roots? You start from the ground up and let every possible decision be guided by a foundation of principles that keep the holistic, big-picture view in mind. That's exactly what Karen Jess-Lindsley, CEO of Lindsley Lighting, set out to do when she teamed up with her partner to start Lindsley Lighting. From leveraging minimalism and timeless design to using tactical decision-making—like building around RoHS-compliant components—Karen outlines some practical steps that both lighting designers and manufacturers can take to boost the sustainable practices of the entire industry.

"Filling the pipeline" is an ever-present hot topic in the lighting community. No matter where you get your lighting news, you're likely to see a focus on the challenge of engaging and retaining the next generation of lighting lovers — with an emphasis on diversifying the ranks of our industry and reaching new audiences. Sometimes, out of big problems — like social unrest and global pandemics — come big ideas and actionable solutions. The story of the LA Lighting Speakers Bureau is a story of one such solution, with its success stemming from the collective action of the Los Angeles lighting community. Lauren Dandridge, founding principal of Chromatic, and Colleen Peach, senior lighting sesigner at Arup, tell us why the Speaker's Bureau got started and how the model can be a beacon for similar community action.

Design is a dance - and in this week's episode, Addie Smith, Senior Lighting Designer at AE Design, explains why. Whether it be leading or following, the give and take of expertise and creativity in the dynamic process of design mimics the exchange of energy in dance. Learning to lead with heart and grace and cultivating an open-minded, curious mindset as a follower can yield beautiful results — both in a career in design and in the dance of life.

Change is something you can count on in life, and that's true in the business of lighting, too. Loren Kessel, the newly-minted CEO of Delta Light Group North America, knows how to ride the waves of change better than most. His 37-year lighting career hinges on growing multiple lighting businesses from the ground up, building collaborative relationships, and leading by example — all of which culminate in his new role: helping imagine the future for a world-renowned manufacturing brand. Listen in and learn some lessons on business, light, and life from the school of Loren!

Product specification has always been a complex process — one that is dependent on strong relationships. Renee Borg, Principal of San Fransisco-based agency, Sixteen5Hundred, dives into the importance of the specification process and how it should be championed to deliver the best outcome. In a world where evolving technology is complicating the procurement of products, the most crucial thing is understanding when and why substitutions should or shouldn't be a conversation.

Not every career path is linear — sometimes they take a twist or two (or more)! Leigh Gice, Senior Market Segment Manager at Lumenpulse, is a prime example. From a childhood moment of theatrical inspiration, through television production, lighting design, and finally, to her role today translating product ideas into reality at an international lighting manufacturer... let's just say Leigh may not have seen it all, but she's definitely seen a lot! Join us as she shares her insights about the common language of lighting, finding ways to bridge boundaries, and following your heart to job satisfaction.

Have you ever wondered what it would be like to be an athlete competing at the international level against Olympic champions? Now imagine living that dream — while ALSO climbing the career ladder as a rising star in the field of lighting design. That sums up a day in the life of Sebastien Payannet, international men's figure skating superstar and senior lighting designer at Oculus Light Studio. Join us as Sebastien talks about the similarities and differences between these two major parts of his world, and gives us his take on the mindset and discipline it takes to achieve big dreams.

What do lighting design and structural engineering have in common? Turns out, a whole lot more than one might initially think. John Roach, Associate Vice President, Structural Engineer, and Office Engineering Leader at CannonDesign, talks to us about the parallels between the professions and how through collaboration and a well-orchestrated design process, both lighting and structures can intrinsically augment the goals of a project.

"Solving complex problems by providing multiple solutions at the same time," that's Jon Penndorf's definition of truly sustainable design. Jon is Perkins&Will's Sustainability Leader and believes that great design outcomes are more than the sum of their parts — especially when designing sustainably. Listen in as he discusses the influential role that lighting designers play within the larger project team, setting meaningful project goals, guiding clients via education, and going way beyond LEED to achieve the next level in sustainable buildings and spaces.

Sustainability in lighting manufacturing is one of the community’s hottest topics. Following in the footsteps of the carpet, furniture, and building materials industries, owners and specifiers alike are asking for lighting products to be created with more than just energy efficiency in mind when it comes to sustainability. Join Sam as he talks through the fine points of Finelite’s sustainability journey with Jane White, president of the company, as she discusses the baby steps and the bold leadership needed for manufacturers to succeed.

The emergence of virtual reality (VR) technology for architecture and design has been making headlines in the past few years — in the future, they've said, VR will become an integral part not just of a client presentation but also of the design process. Well, the future is now. Ernesto Pacheco, Director of Visualization, and Coffield King, Senior Lighting Designer at CannonDesign, joined Sam on the LytePOD for an in-depth discussion on how VR applications can make a lighting design go from good to great and sell an idea better than any other medium can.

Moving the needle on climate change isn't something the lighting industry can do alone — but we can start by looking at what the AEC sector has put in place and build on that progress. DPR Construction's global sustainability leader, Ryan Poole, talks us through some of the real and perceived obstacles surrounding sustainability in the design and delivery of the built environment and offers his thoughts on the power of collaboration to help us rise to the challenge.

There's something seriously wrong with the way we specify and procure lighting today — ask any lighting designer, and you'll hear a horror story or two about packaging, substitutions, and pricing games that clearly show the system is broken. Enter Paul Boken, VP of Mulvey & Banani Lighting, and one of the contributors to Sourcery, a new content-sharing platform for the lighting design community. Paul talks to us about the need for a better way to manage the procurement piece of the lighting design process, so we can get back to having fun on the design side!

In part two of Sam's conversation with the Boston Lighting crew: Dan Weissman, Senior Associate and Director at Lam Partners, Kate St. Laurent, Associate Vice President at CannonDesign, and Sara Schonour, VP of Education and Engagement here at Lytei, the group dives into a new set of topics: what designers really want to see in new products, what they need as manufacturer and rep support, and new frontiers they see for lighting design services.

When it comes to lighting design today, Sam sat down with Dan Weissman, Senior Associate and Director at Lam Partners, Kate St. Laurent, Associate Vice President at CannonDesign, and Sara Shonour, VP of Education and Engagement here at Lytei, to explore everything from current design visualization software to designing and documenting and the tools they wish they had but don’t have at their design disposal.

Want to know what's at the cutting edge of lighting tech? VR, AR, data leveraging, and new frontiers of visualization and production aren't just "somewhere on the horizon" anymore — they're already transforming everyday life. Listen to Chris Slaughter, Senior Lighting Engineer at Visual Interest, talk us through some exciting ways technology is changing the way we work in the lighting industry. 

From the Archives: Touchless buildings, automated climate control, and lights that make you feel good are all great ideas, but how do we build a space that can successfully implement and integrate all of that technology? Join Jay Wratten, Practice Leader of Innovation Advisory Services at WSP, as he takes us on a digital journey through the built environment and walks us through the system infrastructure that has to be in place.

This episode was originally released on July 27, 2020.

From the Archives: A hero of the industry, Howard Brandston shares his advice after 60+ years of pioneering the lighting design profession. Learn the lifelong "mind over matter" mentality that guides his approach to everything and how he went on a 30-day safari in Africa to test his skills as a world-class hunter.

This episode was originally released on January 29, 2020.

From the Archives: As lighting technology and the design process evolve, Chip Israel, Founder + CEO of Lighting Design Alliance, argues that designing within a lighting budget gets more difficult every time. He points out that the distribution system for architectural lighting has not changed in over 40 years, but it's time it did. While it's inevitable that change is on the horizon, what will it take to make it happen? Tune in for one decision that involves the entire community.

This episode was originally released on April 9, 2020.

Leveraging collective expertise is the best way to design — at least, that's the premise behind the newest version of the WELL standard. Join Rachel Fitzgerald, Alison Fiedler, and Jessica Smith of Stantec as they talk us through the lighting features in WELL v2, and discuss the ways holistic design thinking sets up a framework beyond problem-solving and defines a vocabulary that ensures an integrated team process.

Much has been said about HLB and its principals, but what may surprise people is that there is more to the operation and collaborative culture of the firm than outsiders might assume. In this final installment of Stephen Lees’ three-part story, he walks us through four decades of milestone moments in his career and HLB’s trajectory and touches on the culture and the legacy-driven model that defines their leadership and work.

In part two of the Stephen Lees Story, we hear how embracing change and thinking big picture helped build the business legacy of HLB. Stephen shares his insights on combating "corporate amnesia," the key to successful mentorships, and why he feels building bigger, more inclusive boxes will accelerate the growth and advancement of the lighting industry.

Ever wonder how a living lighting legend like Stephen Lees got his start, how he frames design challenges (not to mention career challenges), or what keeps him motivated? In part one of this three-part series showcasing his life and career, Stephen tells the story of his beginnings in the architectural lighting industry. Drawing inspiration from his experience and education in theater, learn some of the perspectives and perceptions he has formed in his decades-long journey as a lighting designer.

Justice, Equity, Diversity, and Inclusion — four powerful words that point us toward a better future as a society, and the guiding principles behind SmithGroup's groundbreaking J.E.D.I. Committee. The J.E.D.I. team focuses on representing the communities the firm serves: the wide and varied mix of races, genders, backgrounds, and voices that don't always have a seat at AEC industry table. Oscar Cobb, Principal, Mechanical Engineer, and J.E.D.I. committee member, talks to us about why the group formed, the mindset they've developed, and how they've translated words into actions to help change the landscape from the ground up.

While it may not be fully back to business as usual, one treasured lighting event made a comeback in 2021 [albeit on a smaller scale] — we’re talking about the world-famous Lights in Alingsås festival and workshop! Recorded live on the Lightfair show floor, hear from Jessica Krometis, Senior Designer at Hartranft Lighting Design and member of the Lightfair Content Advisory Committee, as she recounts her once-in-a-lifetime experience participating as a workshop head of the festival in Alingsås, Sweden.