U.S. Exporter Finds “Lofty” Niche in Light Lift TechnologyJanuary 14, 2016
Curt Cultice is a Senior Communications Specialist in ITA’s U.S. Commercial Service
John Falls always had an affinity for engineering. One day, after taking advice from his brother-in-law, Falls partnered with long-time friend Ron Williams to pursue a solution that would allow people to safely and easily clean chandelier fixtures and replace bulbs without using a ladder. The two began building motors and winches that, when attached to pulleys, created a system that could raise and lower a chandelier. Soon, they were marketing their product to lighting showrooms around Memphis and Nashville, thus beginning Aladdin Light Lift of Huntsville, Alabama.
Falls and Williams were onto something, and by late 1990, the year of the company’s founding, the firm was selling an average of 10-30 motors and winches a month. The company branched out to area lighting representatives and set up distribution channels in Tennessee, Arkansas and Georgia, before selling to independent lighting representatives nationwide. Now, more than 25 years later, the business has sold 300,000 units in the United States and overseas.
Zach Barry worked as a product technician with John Falls in the early days of the company prior to being promoted to international sales manager in 2009. As Barry explains, Aladdin Light Lift services two primary markets: residential and commercial. The firm’s pre-wired pulley system of high-quality winches and motors support up to 1,000 pounds, with the 200-pound capacity model being the most popular in the United States. Overseas, its biggest sellers have a heavy-duty capacity of between 700 and 1,000 pounds, satisfying a strong niche market that gives the company a competitive edge over competitors from China and South Korea.
Selling to Trans-Pacific Partnership Markets
In the United States, about 80 percent of Aladdin Light Lift’s sales are residential and 20 percent commercial. But it’s the opposite internationally. Barry initiates about half the business, and the rest comes from referrals and word-of-mouth promotion. In 1996, the company made its first foray into exporting by making sales to Canada, and continues to expand its overseas sales today.
Once enacted, the company stands to benefit from the Trans-Pacific Partnership (TPP). By reducing or eliminating tariffs as well as non-tariff barriers, TPP will give U.S. businesses improved access to 11 Pacific Rim markets which collectively representing 40 percent of global GDP.
Presently, Aladdin Light Lift sells to distributors in 14 markets across the Middle East, Europe, Africa and Asia, including the TPP countries of Canada, Japan, Australia and Singapore. In fact, “The TPP countries account for nearly two-thirds of our overall export sales,” adds Barry. “We see the anticipated natural saturation and assimilation of more U.S. products and services into those markets as a real potential benefit.”
As Barry points out, that is exactly what resulted from the North American Free Trade Agreement, starting in the mid-1990s. The agreement increased overall demand for U.S. products and services and helped make Canada Aladdin Light Lift’s largest market. The company expects that increased demand for U.S. design, architecture, and construction firms doing business in TPP markets will in turn facilitate demand for Aladdin’s products.
While most TPP countries already have duty-free entry for Aladdin Light Lift’s products, implementation of the TPP agreement would immediately eliminate a five percent duty in New Zealand and Malaysia, opening doors for possible future sales. In addition, Brunei’s 20-percent tariff would be eliminated after seven years.
“Asia is a great market for us, and in places like Singapore and Japan, they are building upwards due to space restrictions,” says Barry. “That means lots of apartments and condos with low ceilings and few chandeliers. So, in these markets, we are focused on the solid commercial opportunities in hospitality, such as hotels and restaurants—and, most importantly, many of these TPP countries have the wealth to keep on building and buying.”
Aladdin Light Lift also does great business in Australia, where its customer base extends into the realm of the rich and famous, such as Angus Young, lead guitarist and songwriter of the Australian hard rock band AC/DC, whose home was outfitted with Aladdin Light Lift products. That “rocks.”
The “Go-To” U.S. Commercial Service
Barry credits much of the company’s international success to the U.S. Commercial Service (CS), describing it as part of his “export team.” Leveraging export counseling, market research, international partner searches, business matchmaking, and “general hand-holding,” Barry has connected with new global distributors through CS trade professionals in Alabama and Tennessee and at U.S. embassies and consulates worldwide.
“I was first introduced to the CS in Memphis,” he says. “Had I not been, I doubt our firm would be selling much beyond Canada right now, nor would I be working at this level with the company. When things are slow in the U.S. economy, we need to be selling overseas to keep up our sales, and vice versa.”
As for exporting, Barry says that if his company can do it, any company can. He notes the success of the firm’s niche product, and that, without exporting, the company would be minus as much as $400,000 since 2010, with fewer employees. But with exporting, its revenues have grown an average of $200,000 a year, with sales abroad accounting for eight percent of total revenue. The company has also grown from two to 15 employees since its founding. Today, John Falls serves as company president, and his wife Susan, as executive vice president. Ron Williams continued to offer encouragement and support after buying out of the firm years ago.
“Exporting keeps us competitive because it forces us to adjust to meet demands of the international marketplace,” says Barry. “We are always looking to take a page out of a competitor’s book.”
For Aladdin Light Lift, that means continuously improving its product line while monitoring trends in consumer behavior. As for lofty ceilings, will more international consumers “see the light” by hanging more chandeliers with Aladdin Light Lift technology? Barry is sure of it.