Every business is utilizing technology more and labor less. What used to take hours now takes minutes. Years ago one had to spend hours in the car every week traveling to repeat customers in the field. Now we do the same job in minutes with the telephone.
The telephone is technology that Superior Lamps salespeople can use. It allows us to save on auto expenses and, most importantly, it makes us more efficient. Years ago, one would have to spend many non-productive hours in the car each day in order to see a few customers. Now with the telephone, one can spend the majority of the day talking to customers... doing what salespeople must do to make money... giving sales presentations. Match the telephone with a good account base and you can spend the major part of the rally week pitching AND selling customers; customers who are scattered all over your selling area.
The Superior Lamp selling system has incorporated the telephone like no other lighting company. We use it to set appointments. We use it to sell our repeat customers. We use it to put ourselves in front of more buyers per week than anyone else in the lighting business.
The telephone is a fantastic sales tool... but only if it is used. To take full advantage of it, one needs a large file box. To build a large file box, one has to open a lot of accounts. Combine the two and you have annual income potential of $100,000 to $200,000 and beyond. Technology, coupled with the Superior Lamp training system, has literally taken the lid off the income potential of this Superior Lamp sales opportunity. Take full advantage of this opportunity by building a "telephone" file box, using the phone repeat system and then watching your income grow to exceed your expectations.
Ken Hennig
President of Superior Lamp
Showing posts with label president superior lamp. Show all posts
Showing posts with label president superior lamp. Show all posts
Thursday, June 30, 2011
Monday, June 6, 2011
A Career With Superior Lamp
For immediate consideration and an personal interview call 1-800-257-8353 Monday thru Friday 9am - 5pm EST. You can also fax your resume to:(856) 222-0260 or email:
personnel@superiorlamp.com
Superior has sales positions open for career minded men and woman who are looking for an opportunity to grow. These sales positions don't require working nights or weekends. Superior's training program is simple and direct which makes it accessible to people with all types of background and experience. 1 on 1 training is provided by our top sales people with additional daily guidance from a personal sales coach to ensure your development. Our sales people average 75% repeat business which creates a tremendous opportunity for growth! There has never been a better time to join the growing Superior family.
Tuesday, April 5, 2011
Superior Lamp President Ken Hennig "Burnout Replacement Lamp Business"
Tuesday, April 5, 2011
We are in the "burnout" replacement lamp business. Every time a lamp burns out in the United States we have an opportunity to upgrade them to a brighter, whiter, longer life, more efficient and more environmentally friendly lamp. We concentrate on the replacement lamp business because it is constant and not dependent upon the economic swings and the constructions booms and busts that go with them. The replacement lamp business is constant, year in and year out.
The new construction business is dominated by the "bidding process" which insure that the cheapest, low quality products will always be installed. On top of that, new construction is cyclical as we are using now with the downturn in construction. Those short life distributors, who make their living bidding new construction, are having a difficult time generating sales these days. Meanwhile, the products they installed in previous years are burning out right on schedule, at a constant pace, thus creating our vast and steady replacement market.
There are billions of lamps in the United States and everyday there are millions that burn out needing replacement...with better quality lamps. I view these as "our" sockets that need to be filled with "our" light bulbs. Even if our Superior Heavy Duty Lamps never burned out we would still have an endless opportunity to replace "burnouts" as they are installing millions of new "short life" coolwhites at every construction site across America. This truly is an unlimited opportunity which can only be constrained by limits we set on ourselves.
There is no other business quite like the "burnout" replacement business. The bidding process insure that low quality lamps Will always be installed in new construction. Designers love earth tone colors so warm tone "scotopically deficient" lamps will always be installed. Our business, our future is secure for these reasons. All we need to do is to make sure we take full advantage of this opportunity. Those burned out lamp sockets in your area are ours and you need to fill them with Superior Heavy Duty Lamps...and your checking account with commissions.
Ken Hennig
President Superior Lamp
We are in the "burnout" replacement lamp business. Every time a lamp burns out in the United States we have an opportunity to upgrade them to a brighter, whiter, longer life, more efficient and more environmentally friendly lamp. We concentrate on the replacement lamp business because it is constant and not dependent upon the economic swings and the constructions booms and busts that go with them. The replacement lamp business is constant, year in and year out.
The new construction business is dominated by the "bidding process" which insure that the cheapest, low quality products will always be installed. On top of that, new construction is cyclical as we are using now with the downturn in construction. Those short life distributors, who make their living bidding new construction, are having a difficult time generating sales these days. Meanwhile, the products they installed in previous years are burning out right on schedule, at a constant pace, thus creating our vast and steady replacement market.
There are billions of lamps in the United States and everyday there are millions that burn out needing replacement...with better quality lamps. I view these as "our" sockets that need to be filled with "our" light bulbs. Even if our Superior Heavy Duty Lamps never burned out we would still have an endless opportunity to replace "burnouts" as they are installing millions of new "short life" coolwhites at every construction site across America. This truly is an unlimited opportunity which can only be constrained by limits we set on ourselves.
There is no other business quite like the "burnout" replacement business. The bidding process insure that low quality lamps Will always be installed in new construction. Designers love earth tone colors so warm tone "scotopically deficient" lamps will always be installed. Our business, our future is secure for these reasons. All we need to do is to make sure we take full advantage of this opportunity. Those burned out lamp sockets in your area are ours and you need to fill them with Superior Heavy Duty Lamps...and your checking account with commissions.
Ken Hennig
President Superior Lamp
Monday, April 4, 2011
Superior Lamp President Ken Hennig "The Power Of Focus"
Step outside on a sunny day and you can instantly feel the warmth of the sun on your face. Now take a 3 inch band of that sunlight and pass it through a magnifying glass that focuses3s it to a pin-point beam and all of a sudden that sunlight can start a fire!
Our sales energy is just like sunlight. Dilute it, spread it thin and it loses nearly all of its power. But... focus it and it becomes awesomely powerful!
Dilution of focus is probably the most common of sales maladies. The thinking goes like this:
" I'm good at selling lighting so I'd also be good at selling (NIC, fixtures, other products, etc.) Therefore, if I sell both I will double my income."
OR
"I'm good at selling small and medium size businesses at TOP OF THE LINE so I'd also be good at selling large businesses, large discounted orders."
It seems so simple. Add another product or add another area of the market and watch the cash roll in. But it doesn't. Actually, the reverse happens...income decreases. Why? DILUTION OF FOCUS!
When we broadend the spread, our sales energy dramatically decreases its power... quickly AND dramatically! Instead focus your sales energy like a laser beam. Focus your energy on selling our TOP OF THE LINE product at full price!
Over the years I've met top salespeople in many industries ranging from insurance to real estate to computers. All of them were narrowly focused on a niche in the field. They wee not only experts on their rather narrow product focus, but their sales tools were extraordinarily fined honed after hundreds of presentations in their narrow product area. They had gatherer ed all of their sales energy and, like a magnifying glass, focused it narrowly. As a result they became the best in their field! Meanwhile, their competitors tried to be all things to all people and ended up DILUTING THEIR FOCUS until they were merely lukewarm sales performers.
To achieve the success of a Top Producer year in and year out, you must pattern yourself after other top producers. And the pattern they offer is that of a tightly focused laser beam of Sales Energy. Here is the classic example of LESS IS MORE. Less dilution yields more income! Focus your sales energy and your increase in income will not be 10% or 20%. It will be 50%-100% Focus... it's simple, everyone can it, and it pays better than any alternative.
Ken Hennig
President Superior Lamp
Our sales energy is just like sunlight. Dilute it, spread it thin and it loses nearly all of its power. But... focus it and it becomes awesomely powerful!
Dilution of focus is probably the most common of sales maladies. The thinking goes like this:
" I'm good at selling lighting so I'd also be good at selling (NIC, fixtures, other products, etc.) Therefore, if I sell both I will double my income."
OR
"I'm good at selling small and medium size businesses at TOP OF THE LINE so I'd also be good at selling large businesses, large discounted orders."
It seems so simple. Add another product or add another area of the market and watch the cash roll in. But it doesn't. Actually, the reverse happens...income decreases. Why? DILUTION OF FOCUS!
When we broadend the spread, our sales energy dramatically decreases its power... quickly AND dramatically! Instead focus your sales energy like a laser beam. Focus your energy on selling our TOP OF THE LINE product at full price!
Over the years I've met top salespeople in many industries ranging from insurance to real estate to computers. All of them were narrowly focused on a niche in the field. They wee not only experts on their rather narrow product focus, but their sales tools were extraordinarily fined honed after hundreds of presentations in their narrow product area. They had gatherer ed all of their sales energy and, like a magnifying glass, focused it narrowly. As a result they became the best in their field! Meanwhile, their competitors tried to be all things to all people and ended up DILUTING THEIR FOCUS until they were merely lukewarm sales performers.
To achieve the success of a Top Producer year in and year out, you must pattern yourself after other top producers. And the pattern they offer is that of a tightly focused laser beam of Sales Energy. Here is the classic example of LESS IS MORE. Less dilution yields more income! Focus your sales energy and your increase in income will not be 10% or 20%. It will be 50%-100% Focus... it's simple, everyone can it, and it pays better than any alternative.
Ken Hennig
President Superior Lamp
Thursday, March 31, 2011
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
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
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