As a consultant and author of business columns and books, I often invest in business offers to determine legitimacy and the possibility of unethical selling or fraud.
Superior Lamp got my attention through a classified newspaper listing. Out of curiosity, I applied for a sales position promising an exclusive territory, a generous compensation plan and a product line that was, indeed, SUPERIOR.
Subsequently I was "interviewed" by phone and was "hired" for the position. I even sent in the required $400 for a "training" program and a sample kit.
So far, so good. All of the material arrived on time and the fluorescent lights did seem to be superior to those that were installed in our kitchen fixture.
Next, I was contacted by a "manager" named Bob. Bob lived in Florida and he explained that he'd be the person that would help me succeed. I was amazed that everything was moving along perfectly. My wife even received a welcome letter from Ken, VP of Sales, asking for her support for my efforts. I was impressed.
Bob stayed in touch by phone diligently as I spent two days prospecting for 100 potential customers. Still nothing too unusual.
I was slightly concerned after watching the DVD instuctional video showing the sales approach advocated by the company. It consisted of handing out a "gift" calculator as a gratuity for purchasing from Superior. The assumed close was demonstrated by telling the buyer that he or she was already signed up for a box of 24 light bulbs.
After I'd accumulated 100 names, Bob informed me that it was time to work with a "trainer" that would demonstrate exactly how to sell Superior lightbulbs and "make more money than I could imagine." I was used to making a better than average income so I wasn't quite sure what Bob considered to be a lot of money.
The first day out with John, the "trainer, " was beyond belief. He climbed on people's desk replacing the existing fluorescent bulbs with the "amazing" Superior tubes. He repeated the same scripted sales pitch to everyone regardless of their reaction to his appalling behavior. This was not selling - it was a hidious display of bufoonery. Of course nobody was so impressed with the "amazing" bulbs nor did anyone buy any. John said it was just a bad day and tomorrow would be better. Even though I wanted to cancel out on the next day of "training, " I want through with it. Again, it was that exact copy of the previous day. Not a single sale was made yet John continually attempted to convince me that the Superior sales approach would make me rich. Oh, yeh; John took back the calculator if no sale was made. Tacky, tacky tacky!!!
Following two days of "training" I phoned Bob to tell him that I was going abort my career with Superior Lamp. I wrote a letter to Ken, the VP, to explain my reasons for ending my association with the company. Ken never wrote or called back.
My conclussion about Superior Lamp is that it is a fine tuned organization that offers decent, yet overpriced products, yet relies on deceiptful recruiting tactics that lure in an endless number of unsuspecting people hoping to find a worthwhile career. At $400 per recruit, I wonder if Superior also relies on the price of admission for its existance.
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