Superior Lamp President Ken Hennig “Focus”

The famous Israeli Prime Minister Benjamin Disraeli stated “The Secret Of Success is constancy of purpose.” By keeping our thoughts and actions focused on our goals we will achieve them.

Likewise, it could be said that dilution of focus is the greatest cause of failure. Trying to juggle too many balls, trying to be all things to all people, trying to do too many non-business activities during the work day all have the same result on our success…they kill it.

Water dropping on a granite slab will eventually cut a hole through it. That dripping water has one “constant purpose.” We can be like that dripping water by giving our presentation as often as we can each and every day with no distractions, no excuses and no mini 15 minute vacations every hour. We can maintain our “constancy of purpose” by giving our best presentation possible to as many prospects as we can each day.

Focus you mental and physical energy on being successful in your career with Superior Lamp. When you give 100%, you have constancy of purpose that will insure that you achieve the MAXIMUM SUCCESS possible for you. Your level of success will surprise you for it will exceed whatever you previously though possible.

Ken Hennig



President Superior Lamp

Superior Lamp President Ken Hennig “The Mark of a Great Sales Person”

“The mark of a great salesman are the orders he will walk away from!” -Ben Feldman

Ben Feldman is considered one of the greatest salesman who ever lived. Ben died a millionaire, all earned from his sales efforts.

His philosophy that a salesman sets his own price tag is considered on of the most important philosophies in sales. Ben said “when a salesman sells his services cheap, the customer is getting a cheap salesman.”

This “set your own price” tag is a wonderful concept for Superior Lamp salespeople to implement. What sales are you willing to walk away from? Are you willing to stand up for your quality products and your quality service? You should be. Your customers are getting world-class product and service when you sell them.

So, don’t sell yourself too cheap. There are tons of quality buyers out there. Sell and service them. Stay away from the customer who thinks he can get something for nothing.

Remember, the mark of a great salesperson are the orders he’s willing to walk away from!

Ken Hennig



President Superior Lamp

Superior Lamp Product Tips With Mark Fried Episode 1

Superior Lamp Product Tips With Mark Fried – Mark & Allyson with provide you tips on 4 Foot and 8 Foot Fluorescent Tubes. Check back on a weekly basis to receive more Products Tips with Mark Fried.

Superior has a reputation that is unparalleled in the heavy duty industrial lighting field. Our company Markets only the highest quality lighting products and has been the standard of our industry since 1977. We carry all types of replacement Bulbs (Fluorescent Tubes, all sizes, incandescent, all types, including Floods, Decorative, Metal Halides, Mercury Vapors, High Pressure Sodiums and 50 year Ballasts). All our products are Heavy Duty Industrial and are rated to last 18 times longer than the standard household bulb. Our product line even includes those hard to get bulbs. As a National Company we are dedicated to serving the customer with our guaranteed and Energy Saving products. Superior is the fastest growing company in the field of heavy-duty industrial, commercial and municipal lighting. Our products feature advanced design, energy efficiency and environmental benefits. We are currently the #1 supplier in the industry and are growing rapidly. We sell direct to the end user, any business out there that uses lights are potential customers. So everyone is a potential customer.

Superior Lamp President Ken Hennig "Leadership and Sharing"

One of the really great aspects of the Superior Lamp Opportunity is that it grows for you when you share it. Every time we help someone else take advantage of this great opportunity it grows for us. Whether we're helping a new Rookie get started or and old Veteran friend, the net result is that both their opportunity and your opportunity grow.

I'm not exactly sure how it happens but it does. Over the years, I've heard countless personal testimonies on how being involved in Superior Lamp's leadership program helped their careers as much as they helped others. Maybe it's the fact that being involved in leadership forces us back to the basics. Maybe it's the fact that we're working and thinking about solutions, not problems, that forces us to have a more positive mental attitude. Maybe it's the synergy that comes from putting two like-minded, energetic people together with a common goal. Or maybe it's our earthly reward for helping out another human being.

Whatever it is, it works. And, for that very reason everyone should be involved in Superior Lamp's leadership program. The company needs your help to continue and expand our collective opportunity. All salespeople alike need to share in your experience and expertise. And, most5 of all, you need the personal satisfaction that comes from helping someone else become more successful.

Share your opportunity through Superior's leadership program and watch every one's opportunity grow as a result. The Superior Lamp Opportunity is one of those rare things that grows larger for you when you share it with others..so share it a lot!!

Ken Hennig
President of Superior Lamp

Superior Lamp President Ken Hennig "Canary In The Mine"

Years ago before technology, people had to improvise. In deep mines, there was always the hazard of dying from odorless poison gas in the air. After losing a few miners, someone came up with the idea of using a canary in a cage to detect the presence of poisonous gas. If when you showed up for work and found a dead canary it was a good indication that the fresh air supply needed to be fixed or you better leave.

A 6-pack of fluorescent on your order blank could be a canary for a lighting salesperson. It could indicate a couple of selling problems. First, it may indicate you are selling too small accounts. If a customer only uses 6 lamps then is it really worth your time? It's impossible to build a large file box of repeatable accounts that only can buy 6 lamps every 5 years. Second, it may indicate you close needs a tune up. You may be starting too low in your negotiating. Starting at 48 rather than 24 gives you much great opportunity to close at a higher number. You may be cutting too much in your close. If you start at 24, cut to 12 then to 6 you're done. How much better to start at 48 and cut by 6 on each close?

Another problem this 6 pack "canary" may be indicating is "order size-itus" also known as large orders some sales people (actually most) sell 6 packs because they are comfortable with it. I'ts easy, and one doesn't have to develop a strong close.

The benefits to solving this problem can have a major impact. Here are some of the potential benefits of eliminating 6 pack orders.

- Double commissions or ore on your orders. Not only will you move from 6 to 12 to 18 pack fluorescents, you'll also increase the quantity of other lamps yourself.
- You'll build an account base filled with large repeatable accounts.
-When you repeat a customer, they'll be "trained" to buy larger orders. (why train them to buy 6 packs?)

Check your orders for dead canary's (6 packs) and if you find one ask yourself why? was it necessary... or did you leave money on the table? Why not sell 12, 24, 30, or 36 packs? You've already done 99% of the work in selling the customer. Why not strengthen your close a bit and boost your income alot!

Ken Hennig
President Superior Lamp

Superior Lamp President Ken Hennig "Recession= Opportunity"

Superior Lamp's biggest growth years have always coincided with "recessionary" economic times. So... while the evening news talks doom and gloom we have reason to be optimistic.
Regardless of economic conditions people still need to turn their lights on every morning. And, because MUST use their lighting, the only way they can cut costs is to go to more efficient, longer lasting lighting.
During recessions businesses trim back on labor leaving fewer people to change light bulbs. During recessions, paying the power bill becomes more difficult causing customers to be more interested in energy saving fluorescents and more. During recessions prospects are willing to take time to sit down and listen to ways to save money.
The only way we can experience a recession in the lighting business is to buy into it. For lighting salespeople recessions are optional activities, you only need to participate if you want to!
At Superior Lamp we have the perfect product line to cut customer's operating expenses, especially their labor demands. We can do all this AND provide them with more seeable light thus improving worker conditions. We truly are in a depression/ recession proof business. At Superior Lamp recessions result in increased opportunity for sales.
So.. ignore the news because it doesn't apply to us. We're too busy selling Heavy Duty lighting as a result.. and making more money!

Ken Hennig
President Superior Lamp