Our old friend Mark Jewell joins us to talk about selling in the lighting industry—especially as rebates begin to dry up. A lot of people are worried about what the end of rebate programs will mean for project sales. Mark says we shouldn’t be. Michael and Greg aren’t so sure. In this episode, Mark talks us down off the “rebate ledge” with some sensible math. Rebates are great, but they’re not the only reason to upgrade. With real-world examples, he explains how energy savings, increased building value, and improved worker performance—think efficiency, accuracy, and morale—can still make a strong business case for retrofits. And if you manage a mall, you’ll want to hear Mark’s take on why it TOTALLY makes sense to upgrade your parking lot lighting—rebates or not.

Mark is an award-winning trainer and Wall Street Journal best-selling author with 30 years’ experience in energy and efficiency. Over those three decades, Mark Jewell has taught more than 15,000 energy professionals and influenced efficiency decisions in more than three billion square feet of North American real estate. Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR® Buildings Program for Commercial Real Estate and the Portfolio Manager® benchmarking tool.

Prior to founding Selling Energy, Mark Jewell served as founder and President of a consulting firm that identified energy-saving improvements, provided financial analyses to justify said improvements, and supported utilities and customers in the creation and implementation of efficiency programs. Mark received his B.S. in Economics from The Wharton School of Finance and Commerce at the University of Pennsylvania.