Orion CEO says company has 'a lot of momentum'
In an exclusive interview with The Fly, Orion Energy (OESX) CEO Mike Altschaefl talked about competition and why he believes the company has several "competitive advantages": "It's a competitive industry and the competition comes in a couple of different paths, depending on how we go to market. We go to market in three different ways. First, we have our large national accounts where we sell directly to end users who are working directly with the company that needs to put light fixtures into their facilities in those situations. We tend to be competing with some of the larger players in the industry - names like Acuity (AYI), Eaton lighting (ETN), Hubbell (HUBB) and Cree (CREE). And where we differentiate from theirs is that we believe to be best suited and staffed, and with experience to actually handle the installation of the product versus simply selling the product. The second path to market is through resellers. These would be energy service companies and electrical contractors that we sell to directly and they then sell to their customers. In that area, the competition is more varied. It can be some of the very large competitors, can also be other regional or smaller lighting companies and also fixtures that are being sourced from overseas. Then finally, another path to market is our agent driven distribution market where we are represented by lighting agencies across the U.S. We have approximately 50 manufacturer sales reps that represent our product to distributors, for selling to electrical contractors. And in that market, we again are competing against the larger players - maybe some of the medium sized players - but also a little more significantly against some of the foreign sourced product, primarily coming from Asia. In all of those, we kind of view our product quality and our timeliness of delivery, our U.S. based manufacturing capabilities as the competitive advantages that we can bring to the potential customers. We've not given public estimates of our future revenues for fiscal 2020, but we feel we've got a lot of momentum, and we're pretty optimistic with a larger customer account so we can continue a nice growth path as we go forward in this industry." "Meet the Company" is The Fly's recurring series of exclusive short interviews with Executive Officers to offer a deeper look inside the company. OESX AYI ETN HUBB CREE