This year’s annual HTSA Spring Conference took place at an inauspicious time — from March 31 through April 2 — including not only April Fool’s Day but also “Liberation Day,” when the current administration outlined their tariff plan. Still, probably the best place to get that news was at a buying group event with some of the most experienced and successful pros in the business.
While tariffs were top-of-mind — and covered in a session and many group discussions — they did not get in the way of the business at hand, which was educational tracks and numerous networking opportunities for members and vendor partners.
Wonder Full
The theme for the Spring Conference was “Wonder,” which seems a bit whimsical compared to the business-focused phrases that are typically used. But Wonder has plenty of business applications, according to HTSA executive director Jon Robbins.
“Socrates said, ‘Wisdom begins with wonder,’ and so it takes on that meaning of creating wisdom,” says Robbins. “If you wonder about things, you then create wisdom and you learn. Wonder also touches on the fact that what we offer our clients is really curious to them. We sometimes take it for granted, but a lot of our clients are unaware of the abilities that we can bring to their living spaces. The third meaning involves how we as a group should wonder about what we are doing next to continue the evolutionary path we have been on.”
That is a lot of possibilities crammed into one word, but HTSA members seem to have taken it to heart, as Robbins reveals that most of its members — close to 75% — now sell and install lighting fixtures, well ahead of the industry curve.
“We’ve been at it for eight-and-a-half years now, and when Tom Doherty came on, we knew that it was going to be a process because it is so driven by education,” says Robbins. “We told people right from the start — if you want to be in this business, you’ve got to commit to learning about it. And they’re still learning about it.
“Some members are still in the early stages, and we’ve got others that are absolutely advanced that have bought electrical contracting firms or have hired electricians. So, we have them on different levels, but the vast majority of our members now are engaged in lighting fixture design and installation.”
Turning Up Training
HTSA has been deeply involved in training dealers for lighting, both through its own programs in addition to the joint Lightapalooza event each year. But lighting is not the only area dealers need assistance in, and late last year, the group brought on Steven Rissi as director of technical education to up its game.
“Steven is a tremendous addition for us, and we’ve got a lot of people excited that he’s with us now,” says Robbins. “Training specifically designed for technicians, installers, and programmers is one of the biggest needs we see, and for a lot of different reasons. You can’t get enough education in the channel, but also, if you want to keep technicians within your organization, the good ones crave this education and recognize when the owners of the companies that they work for are investing in them.
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“This year, Steven is developing four levels of technical training for our members. There will be a 101 course, which is for entry-level, and then a 201, which is the next step up and will include rack-building and such. There will be a 202 course that adds in networking, and then a 301 course goes even further! Steven is writing all the curricula and presenting the classes. He is a talented guy who has been around for a long time and understands how to connect with the technical community.”
The State of HTSA
The highlight of any HTSA conference is Robbins’ “State of the Industry” presentation at the start of each one, where he details how the members are doing as a group. This year’s numbers surprised even him.
“When I look at January, February, and the numbers I’ve received so far for March 2025, I would absolutely say that we’re headed for a pretty decent year because we’re off to a really good start,” says Robbins. “I didn’t anticipate that going into January. We had a good November and December, but we were fairly flat when I presented to everybody at October’s Fall Conference. At that time, I told the members that we were going to finish the year flat. But we finished up 7.26% over! We have also had 25% growth from January and February 2025 versus the same time in 2024, which is a remarkable start that signals even greater potential ahead.”
Except, of course, for that t-word…
“Tariffs are difficult to manage because the situation is so fluid, and we have a lot of vendor partners, and each one is going to handle the situation differently,” says Robbins. “Some are going to have surpluses; some are going to have price increases — it all depends on where their inventory is. It is going to be very difficult for us to share every vendor’s current situation because things keep changing.
“There are a whole lot of things that have to be taken into account, and the big thing is that we have to communicate to our clients that there is some level of protection. If there is any silver lining at all, it is the fact that a lot of our clients are doing the same things to their clients, so it’s not like we’re hitting them with something new.”
Still, even with that tariff threat looming over our collective heads, Robbins remains cautiously optimistic. “I anticipate a good year, if things come to their senses,” he says. “I anticipate a good year.”
For more information, visit htsa.com.
