Fulham: Adjusting to the Realities of the Market

Our tip line has been buzzing with news about Fulham Lighting. We spoke to Russ Sharer, the VP of Global Marketing and Business Development, to learn about some of Fulham’s changes.

Fulham has traditionally been a power supply company and they focus is three areas: LED drivers, LED sources and LED emergency. In addition, they are beginning to see traction in a fourth area, LED controls.

Russ explained that 2018 was a record year for revenue but the company has positioned itself for the realities of the market as LEDs continue to be more commoditized and Fulham’s OEM customers shift more of their business to importing finished goods from Asia. We spoke in detail about the market and how companies like Fulham must adapt as the OEM and Distribution business changes. We also discussed the impact of tariffs and their effect and the importance of managing margin and containing costs.

To remain competitive, Fulham has implemented the following:

  • The Fulham Dubai office has transitioned from fixed costs to variable and will be managed by an agent.
  • Headcount has been reduced in China.
  • Some engineering job in Europe have been eliminated , but the sales team in Europe is still at 100%.

Mike Bauer has been the Global VP of Sales for four years and left the company earlier this month; his position remains open. Rich White retired at the end of 2018. Rich had made his retirement plans known a year prior, so there was a smooth transition with Chris Veira, taking over as the Director of North American Distribution Sales.