Maintenance Engineering President Curt Kesselring “Tips For A Happy New Year!”

Don’t think about details you can’t control, think about details you can control.

Don’t think about what you can’t do, think about what you can do.

Don’t think about what you can’t change, think about what you can change.

Don’t think about people you can’t change, think about the ONE you can change.

Aim high, be happy and have fun in everything you do.

HAPPY NEW YEAR!!

Curt Kesselring

President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “2012 Goal Setting”

“Think good and good follows!” – Dr. Joseph Murphy

Soon 2012 will be underway. It’s going to be a very profitable exciting year. One way to insure you get the most out of 2012 is to put the most into it. As DaVinci said “Thou, O God, dost sell us all good things at the price of labor.” Another way to phrase that is there is no such thing as a free lunch.

To insure a great 2012, get excited about a goal, then share your goal with your manager. Chase one or more of Maintenance Engineering’s Awards that fire your imagination. Get excited about them and then go after them. Picture yourself receiving those awards at the end of 2012. It will ensure a great year for you!

Dennis Leno
Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “The Spirit of Christmas”

Christmas, it’s my favorite holiday. While I enjoy all of the traditional aspects of Christmas and what it stands for, I most enjoy the spirit of Christmas. It’s a spirit that fills everyone during this season and makes it so very special.

During Christmas, we worry less about thing we shouldn’t have worried about in the first place and instead focus on our families, our good fortune and the good around us. Our attitudes shift to become much more positive. We ignore the negative and focus on all the good in our lives. We focus on our good fortune of having been born in America and all of the positive things that have happened to us as a result.

The spirit of Christmas is really the result of everyone’s attitudes becoming more positive during the season. This year, really get into the “Christmas Spirit” by focusing on the good in your life, the positives. Then, hold onto this spirit, this positive attitude and carry it into 2012 and through the entire New Year. It will insure a great Christmas and a great 2012 for you, your family, and your career!

Merry Christmas !!

Curt Kesselring

President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “MERRY CHRISTMAS”

It is almost hard to believe that we have come to another Christmas. It is a time of the year when we recall memories of past Christmasses and celebrations with siblings, parents, grandparents, cousins, aunts, and uncles. Yet the best memories are the ones we make this Christmas!

Perhaps that is really what Christmas is about. To tell the good news of Christmas to everyone who will stand long enought to listen to our story. Then spend the next year living the story of Christmas so others can see it in us.

God Bless you and Merry Christmas!

Dennis Leno

Vice-President of Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Year-End Goals”

Did you make a promise to yourself?

When 2011 started, did you set a volume goal? Did you promise yourself that no matter what you were going to hit that goal? How have you done with that goal? Did you keep your promise?

Upon asking these questions I have had salespeople tell me it was only a promise to me. It I don’t hit my goal it doesn’t really matter. I believe that a promise made to yourself is the most important promise of all to keep.

The bible has a quote that tells the whole story. “He who is faithful in a very little is faithful also in much.”- Luke 16: 10

It’s critical to keep the promises made to yourself because that’s where it all begins. As you set and keep your goals for yourself, you will keep them to others.

You have plenty of time left in 2011 to hit your goal. Do it now and keep your promise. It’s the thing to do!

Dennis Leno



Vice President Maintenance Engineering

Maintenance Engineering 2011 Christmas project — Eyes of a Child.

Maintenance Engineering 2011 Christmas project — Eyes of a Child. The intent of the program was to give each employee $25 from Maintenance Engineering to be able to purchase and give a gift to a child whom they know who might not otherwise have the magic of Christmas. The program was fully funded by the company unless someone wants to purchase additional gift items above and beyond the $25. These pictures show the gifts being collected, loaded, and a whole truckload taken over to Nokomis Child Care Center and distributed to children with special needs. Thanks to all who participated in this program! Happy Holidays!

Maintenance Engineering Lighting Product Tip “Did You Know?”

Maintenance Engineering Lighting Product Tip “Did You Know?”Leave a CommentDid you know that storing fluorescent lamps on end can lead to hard starting and poor initial performance. Mercury inside the tube can “fall” to the lower end of the lamp during storage. By not having mercury evenly distributed throughout the lamp, the lamp can take longer to start and come up to full brightness.

Fluorescent lamps should always be stored horizontally.

Maintenance Engineering “Christmas Spirit …Pass It On”

My favorite time of the year is RIGHT NOW! Now is the time where we ignore the news and the negative naysayers. Now is the time we focus on the positive in our lives. Everyone is more upbeat and cheerful. And the positive Christmas music is a fantastic change from the standard fare.

As salespeople we all know the power of positive thinking and positive attitudes. When you have it, it’s contagious it infects and affects everyone you come near. Negative people become positive, non buyers become buyers and everyone is better for their contact with you.

This year let’s keep the Christmas spirit past Dec. 25th and into 2012… AND THROUGH THE YEAR! The Christmas spirit is magical and powerful. Let’s continue to pass it on to everyone we meet for the next 12 months. I believe that our small group of positive people can have an impact on our entire nation as the spirit we pass on is multiplied each day and each week by each person we meet.

So…let’s begin by you and your family having a MERRY CHRISTMAS and then join me in keeping AND passing on the Christmas spirit throughout 2012. Together we can impact the nation!

Curt Kesselring

President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Be Proud To Be A Salesperson!”

One of my all time favorite quotes is from Teddy Roosevelt, our 26th President. The thing I like most about the quote is that it perfectly describes salespeople. Read it and I’m sure you’ll agree. Reread it whenever you feel over-criticized and underappreciated.

“ It is not the critic who counts; not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”

-Theodore Roosevelt, Man In The Arena

And he repeated the message again in 1912 to drive his point home.

“Far better it is to dare mighty things, to win glorious triumphs even though checkered by failure, than to rank with those poor spirits who neither enjoy nor suffer much because they live in the gray twilight that knows neither victory nor defeat.” (1912)



Curt Kesselring



President Maintenance Engineering

Maintenance Engineering “What Do You Want Out Of A Company?”

Veteran Joe Kraft is fond of relaying the answer asked of him by his Maintenance Engineering recruiter. ” What do you want out of this company?” Joe shared his thoughts and ended his comments with “And I know you won’t be able to fill the request.” Joe was shocked when his recruiter told him “Let’s talk.” Here are Joe’s top six requests:

•A company that is honest and keeps its promises.
•A company that has a product everyone needs.
•A company that thanks you.
•A company that has a great leadership opportunity.
•A company where I can earn $100,000+ a year.


Joe has had a fantastic career with Maintenance Engineering . He has earned over a million dollars as he is a member of the prestigious Million Dollar Earned Club. Joe has been an outstanding leader in our leadership program and has the distinction of being the #1 Salesperson and the #1 Trainer in the same year! An achievement that has never been duplicated.

Joe we thank you for sharing this wonderful story and THANK YOU for your years of dedicated loyalty.

Maintenance Engineering Vice President Dennis Leno “Good, Better, Best”

This week we brought you just three of the dozens of testimonials we have received on our three line pricing. What a simple concept for the customer to understand. We have a product quality that will fit everyone’s budget. We have “Good, Better Best!”

We have seen from our Sales Veterans comments that this three line pricing gives them all kinds of options. It’s powerful and it’s versatile. Never before have our salespeople had such ability to take care of their customers.

Spend time perfecting our ability to become proficient at selecting a product that will meet your customer’s budget. It’s the key to opening many new account and supplying them everything else they need for their building.

Dennis Leno

Vice President Maintenance Engineering

Frank’s Corner – Sales Tips From Maintenance Engineering Veterans

Recently a rep asked Director Jim Frankson for Michael Camerato’s secret to writing so much volume. Jim’s reply was short and to the point, ‘He makes a lot of calls.” I can relate to this as the same method works for me. Since most of the phone calles I make are to what I cal “5×5″ accounts, those who have already been called 5 times, or have not purchased for 5 years or both. It requires a lot of calls to make a sale bus as Michael has said It’s amazing where all the orders come from. I would often get a nice sales from an account I considered a very poor prospect.” Michael and I both agree with Top Producer, Jim Wielebski, who said it best, “Good things happen when you’re making calls.”

Frank Grendler

Maintenance Engineering President Curt Kesselring “How To Be An Overachiever”

Every OVERACHIEVER I know is NOT OVERLY TALENTED. They’re actually quite ordinary in every way except they do two things.

FIRST THEY AIM HIGH! By aiming high they don’t aim under their talent level. By aiming high OVERACHIEVERS shift their upper limit from what they were aiming at to the upper limits of their time, energy and talent! When people do this they invariably achieve far beyond their expectations.

SECOND THEY GIVE 100% ! By using 100% of their time, energy and talent on their goal, it is nearly certain that they will achieve it. No time is wasted on things that don’t move them towards their goals, One of the great benefits is that this makes you a much more positive person. You have no time for negative or problems you are not responsible for. You instead focus 100% of your time, energy, and talent on solutions to problems that move you towards your AIM HIGH goals.

OVERACHIEVERS are not smarter, luckier or more talented. They’re just more focused on a high goal that lets their time, energy and talent determine their achievements.

It’s a simple and powerful technique that leads you to maximum success and satisfaction. Try it. I think you’ll not only be surprised with the results but also very pleased with those results.



Curt Kesselring

President Maintenance Engineering

“Frank’s Corner” – Tips from Maintenance Engineering’s All Time Top Producer. “Learning From Past Failures”

“If you separate what you did right from what you did wrong you can learn a lot more from failure than from a big success.” These were the words of Al Neuharth, founder and publisher of perhaps the most successful newspaper in the world, the USA Today. But there was no instant success for Al Neuharth, because as he said he learned from his earlier failures before the success of USA Today. We can all relate to this as the failure rate in presentations exceeds the success rate, but by learning from those failures our top reps become great salespeople and as a result are extremely successful and become the standard by which all sales reps are judged.

Frank Grendler

Maintenance Engineering

Maintenance Engineering President Curt Kesselring “The President’s Club”

Some of my fondest memories over the years come from Presidents Club luncheons and dinners. Here get to spend time with the best of the best. Each year some are new to the group and some are members of the “Back to Back” Club that are back year after year.

I’ve learned a lot from these prestigious gatherings, I’ve been inspired and I’ve been gratified to have the privilege to spend time with such extraordinary people at the Top in Maintenance Engineering. I know that everyone who has sat at that table of elite producers feels the same way as I do. Each leaves the table better for their association with the others at the table.

This year we have some new people in contention for this honor and many who are within striking distance. We have the best 2 selling months of the year remaining which spells a huge sales opportunity… and huge income opportunity. I encourage those people to make a run at this extraordinary “fellowship” prize. As a member of the Top 5 President’s Club you will associate with Maintenance Engineering’s best. If you run hard and don’t quite make it, you still win with higher volume and income than you would have had if you didn’t compete for this coveted honor. It’s a WIN, WIN so go for it!

I’m looking forward to dining with the members of the 2011 President’s Club.

Curt Kesselring



President of Maintenance Engineering

Maintenance Engineering’s Pink Day( For Breast Cancer Awareness) was a Success!

A Special thanks to all at the Maintenance Engineering home office who participated in Pink Day for Breast Cancer Awareness Month. We appreciate your time and the money you donated to make this happen! Here are some pics from yesterday’s event.

Maintenance Engineering Vice President Dennis Leno “What Do You Think About When You’re Not Thinking?”

Psychologists tell us that we think about 60,000 thoughts a day. Most of these thoughts are not under our control that we aren’t even aware we are thinking a thought. Now you are begining to understand how destructive it is to us when these thoughts are negative. When they are thoughts that criticize, condemn, or complain.

I like to ask the question, what do you think about when you’re not thinking? Can you imagine the power we can have if our 60,000 thoughts are good thoughts? Thoughts of praise, thankfulness and positive vision for the future.

What I am advocating is no small task but it can be done. Train your mind to think only good thoughts. It will bring you untold happiness and success.

Dennis Leno

Vice President Maintenance Engineering

Maintenance Engineering supports Breast Cancer Awareness Month on October 20, 2011!

Maintenance Engineering supports Breast Cancer Awareness Month on October 20, 2011!





This Thursday for a $5 donation to the Susan G. Komen for the cure, please wear something pink AND you can wear jeans! We would like to take photos of all the M.E.’ers decked out in pink so be camera ready!



There may also be a few other surprises throughout the day! Let’s help fight this disease that has affected so many, even a few in our M.E. family!

http://www.nbcam.org/

www.me-dtc.com

Maintenance Engineering President Curt Kesselring “Good, Better, and Best!”

Maintenance Engineering’s new 5 line concept allows you to broaden your customer base beyond those who only want the BEST and who can afford the BEST! Now you have products which the majority of your prospects can afford.

One of the great advantages of the GOOD, BETTER, BEST concept is that it allows you to sell against yourself. Whenever you’re selling against a competitor your words are suspect. The prospect believes you’re just trying to make yourself look better than the competition so you can make a sale. However, when you’re selling against yourself you are more believable. The customer views your presentation as being informative in order to help him make the best decision.

Another huge point, when you’re selling against a competitor, it’s win/lose. When you’re selling against yourself it’s WIN/WIN. Whatever he chooses, BEST, Better, or good… You Win!! You get a sale!

Use this new powerful tool to go back on a personal NEW ACCOUNT CAMPAIGN. The price objections are softened dramatically with the GOOD, BETTER, BEST objection answer. The number of account you can now sell increases dramatically along with your volume, size of your file box and your income.

This is the perfect sales strategy for these recessionary times. Work with your Sales Coordinator to insure you have the skills and motivation to turn this powerful new product line into a huge income increase for yourself.

Curt Kesselring
President of Maintenance Engineering

“Frank’s Corner” – Tips from Maintenance Engineering’s All Time Top Producer.

The most prestigious college football team in the past 100 years is certainly the University of Notre Dame, not just because they’ve won more national championships than any other school but because they have high graduation rates. Notre Dame has also played by the ethic rules set by the NCAA.

As Notre Dame players come out of the tunnel leading to the playing field they are greeted by a sign that says “Play like a champion today.” By tradition the players touch the sign as they enter the field. We can all relate to this. Just as Notre Dame doesn’t win every game, every presentation by our top sales reps doesn’t end in an order but if you put forth your best effort in everything you certainly are a winner.

Frank Grendler

Maintenance Engineering President Curt Kesserling “Things Are A Chang’n”

The lighting industry is being transformed by new more stringent energy regulations. Rare earth phosphor prices from China have zoomed upward in response to these regulations. The result is new products, higher prices, and CHANGE!

At Maintenance Engineering we are ready for this change and have positioned ourselves to take advantage of it! Our GOOD, BETTER, and BEST sales method supported by our 5 product lines enables us to have a quality level and price range that suits everyone. Now, more than ever before, we have the ammunition needed to appeal to every prospect.

Study the 5 lines. Practice using the “GOOD, BETTER, BEST” objection answers. Use this tool properly and you’ll sell the entire Top of the Line “PREMIRA” customers as well as the INDUSTRA and COMMERCIAL customers that you used to walk away from. Properly used, these 5 lines and “GOOD, BETTER, BEST” concept should DOUBLE YOUR SALES AND INCOME!

Things are a chang’n! DOn’t be caught flat-footed, rooted in old methods and obsolete thinking. More than ever before we need to be light on our feet, creative and embrace the changes that are going on, Maintenance Engineering and our salepeople are going to profit from it. Thing ARE a chang’n…and so are WE… and so is OUR INCOME!!!



Curt Kesselring

President Maintenance Engineering

Frank Corner- Sales Tips From Maintenance Engineering Veteran Sales Rep and All-Time #1 Producer

Recently Luke Russert, the son of the late Tim Russert, NBC TV journalist and moderator of “Meet The Press”, wrote of the wisdom and advice he had received from his father all of which can be applied to selling light bulbs.

1. “Believe in yourself and work your butt off and you will succeed.”

2. “It’s ok to be scared.” All good salespeople at one time or another have had call reluctance but if you can acknowledge it and understand it you can overcome it.

3. “Remember the little things.” In sales this means taking notes of the buyers interests and family.

If we look at Tim Russert’s advise and apply it to life and sales, I think we will al agree it sure makes sense!

Frank Grendler

Maintenance Engineering President Curt Kesselring “Be A Source Of Positive”

A big election is coming in November 2012 and the political campaigns are starting up. The country is in a recession and that news is repeated everywhere we turn. Whatever your feelings are about the issues or candidates you most likely already know who you’ll vote for, so you don’t need more negative information. You must separate the negative news from your career as it doesn’t make you any money. We must guard against this onslaught of negative for the concept of mimicry is always at work. If you’re not careful you’ll mimic these powerful negative news sources.

Remember, we have the power to choose what we mimic. We can choose to mimic positive or negative. We can choose to turn off the negative news and listen to a positive CD. The choice is ours and today it is more important than ever that we put ourselves in situations where we have positive to mimic.

Better yet, let’s task ourselves with being a positive source that others mimic! From the time we get up in the morning until we go to bed at night, let’s influence others through our positive example. Let’s be the positive force of mimicry with our family, the waitress at the coffee shop, the attendant at the service station, the negative non-buyers AND the customers who reward us with a sale!

Today there is change in the lighting industry…. and with change comes opportunity! At Maintenance Engineering we are embracing this change and the result is and opportunity even more exciting than before! We have a nationwide lighting revolution going on and Maintenance Engineering is a leader in it. Our green product line is the most environmentally friendly in the nation. Our new LED line of products sets the standard for quality with more products coming soon. Our XTRABRITE line continues to beat the competition by every conceivable measurement! And we are in the midst of introducing our “Good, Better, Best” product line and sales methods.

We have a tremendous opportunity here and the only mistake we can make is to let others control our attitude. Let’s take the lead and be a powerful source of positive. From tiny seeds, might oaks grow. Let’s sow seeds of positive everywhere we go and soon we’ll see a forest of positive… and we’ll reap the rewards.

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Vice President “The Rewards Of Coming To Fargo”

I would like to add my congratulations to all who attended Oktoberfest last week. It was a very special event and a very special time. There were salespeople who made exceptional income on the telephone. Many felt it was the motivational experience of their career.

The most exciting comment our managers heard is “I have picked up two ideas that are going to make me a lot of money.” These are the comments we love to hear. That’s one of the main reasons we bring salespeople to Fargo, so that they can share ideas and grow.

I have discovered over the years you cannot come to Fargo and hang around your peers without learning something. The trip is always worthwhile.

The other thing I wish to say is thanks to all who shared their sales ideas during Oktoberfest. The Bible says “From everyone, who has been given much, mush will be demanded.” (Luke 12:48). You are sharing your great sales talents and experiences with others who need them. When you give, you recieve. That’s exactly what you should be doing!

Dennis Leno
Vice President Maintenance Engineering



Maintenance Engineering Oktoberfest 2011

Maintenance Engineering President Curt Kesselring “Oktoberfest 2011″

Great people! Great Sales! Great new products and sales tools, great fun and fellowship at the Ranch! What more could we ask?!

We had an impressive list of the big names in Maintenance Engineering attend and they led the way with their example. They spoke first with their actions and second with advice that only a Top Producer can give. Needless to say they were a great source of inspiration for all.

We gave a preview of new sales materials, new products and neww opportunity concepts; all of which are designed to increas the size of the Maintenance Engineering Opportunity. We are anxious to share this information with the entire sales force.

The frand finale to a great week was a magnificent afternoon at the Ranch. With freat fall weather everyone was able to test their skills at Trap Shooting, Black Powder Shooting, Horseshoes and Steer Roping. The afternoon was capped off with a great cowboy meal and great conversation.

If you missed the 2011 Oktoberfest, make sure you set your “sights” on attending next year. Volume, shared ideas, and fellowship make it the best Maintenance Engineering event of the year.

Congratualations to all who attended and thank you for making it a tremendous success.

Curt Kesselring



President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Nothing Happens…Until A Sale Is Made.”

With sales there is….

No need for an Order Entry Department… for there are no orders.

No need for Inventory Control, or inventory or Manufacturers…

for there is no need for product.

No need for an Accounting Department… for there is nothing to count.

NOTHING HAPPENS UNTIL A SALE IS MADE!

Salespeople are vital to the success of every company. This is the reason that… SALES IS THE MOST SECURE PROFESSION… If you can sell, you will always have a job. This is the reason SALES IS A VERY PROFITABLE PROFESSION… for those who use the proven principles of sales… and work. AND SALES IS VERY REWARDING PERSONALLY..because you and you alone are 100% responsible when a sale is made.

Sales is a special profession and those who practice it are special people that we all depend on. This responsibility is not taken lightly by salespeople for they know there are dozens if not hundreds of people who will benefit by having a job and an income to support their families every time they write an order. Salespeople have a huge responsibility, but it is also a great honor to play such a vital role in creating something that benefits so many people.

So as a salesperson, be thankful for your God given talents and consider it a privilege and honor to utilize this gift for the benefit for so many!

Congratulations and thanks to Maintenance Engineering’s sales force!

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “What Are You Listening To?”

Zig Ziglar, one of America’s premier motivators always talks about the dangers of negative thinking. In fact, Zig recommends you never listen to talk radio. Instead, he recommends you listen to a motivational recording or your favorite symphony or song.
“Our playing field is between our ears.” says Zig. It is imperative we stay away from the negative and embrace the positive. A positive attitude is key to successful days. Let’s be certain we keep ourselves positive.

Dennis Leno Vice President



Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Harvest Time!”

Back on the farm, harvest began in August! This was the time every farmer looked forward to for it was payday for all the efforts he had put forth tiling, seeding, fertilizing and cultivating his crops. So, too, in lighting sales! It’s harvest time, better known as MONEY MAKING TIME!

Days are getting shorter. Buyers are back from vacation. Maintenance personnel are preparing their facilities for the coming short, dark days of winter. This means they need whiter Maintenance Engineering lamps that produce more light on less energy.

Review each of your accounts. What is the ir potential? What other lamps do they use? What is the promo that best matches the buyer’s interests? Write these notes on a post it and stick it to each account card in preparation for Rally Week. If you don’t have this information, develop a plan to get it. Each buyer is an individual that requires a tailor-made pitch and individually selected promotion to maximize the sales to them. Every month before Rally Week, take time to review your plan for each account.

A farmer’s goal is to harvest 100% of the crop in his field so he is fully paid for his work. We also want to have the goal of getting 100% of each of our customers’ business and we need to have a PLAN TO GET IT!!

Unlke farming where the farmer has only one time to seed and one time to harvest, we can be opening new accounts all year long and harvesting all year long. Just as fall is a great harvest time, it is also a fantastic time to open new accounts.

This fall selling season will be better than ever. Buyers have been holding off on buying and as a result, their inventory is low. They’ve been intent on SAVING MONEY and we have just the products they need for this MONEY MAKING TIME of the year. In the coming four months you can become a RISER and earn up to $2,000 in LUXURY DOLLARS AND SET A PERSONAL BEST for your 2011 income! It’s HARVEST TIME; don’t leave a single kernel in the field!

Curt Kesselring


President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Using Positive Affirmations”

Self Image Affirmations

- Day by day I become more effective and efficient. Each day is a new day for me to grow, so I do. I am a unique and extraordinary person. I am super positive in all my thinking and I radiate this all around me.

-I am successful because I feel warm and loving towards myself.

-Because I like and respect myself I am warm and friendly to all I contact. I treat everyone with consideration and respect.

-I am my own authority and not adversely affected by negative opinions or attitudes of others. I am my own person. I think for myself.

- It’s not what happens to me but how I handle it that determines my emotional well-being, so I handle each serious emotional situation appropriately with appropriate emotion.

- I feel warm and loving towards myself fo I am a unique and important being, alway doing the best my awareness permits. I am always flowing in wisdom and love.

- I am actively and personally in charge in charge of my life and direct it in constructive channels. My primary responsibility is for my own growth and my own well-being because the better I feel about myself the more willing and able I am to help others. I am my own person. I have free choice and I am willing to accept the consequences as I make those choices.

You have heard the term, “leaders are readers”. They are also people who understand the “power of positive thinking.” Use these positive affirmations and think about the wisdom of them. You will find that “What you think about you bring about.” Nothing is more important that having a great self image.

Dennis Leno



Vice President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Leadership In The New Maintenance Engineering”

Exciting things are happening on the leadership side of Maintenance Engineering. New recruiting techniques are resulting in higher quality rookies. A pre-rookie training program helps rookies jump-star their careers and makes training easier. New rookie training materials are under development with many being released soon. New product announcements will be coming at Oktoberfest. These changes, pluse more to come, spell HIGHER RETENTION, HIGHER ROOKIE AVERAGES, AND HIGHER OVERRIDES for Maintenance Engineering’s leadership team.

This is the most opportune time in the history of Maintenance Engineering to be involved in the leadership program. It will now be easier than ever for you to make your opportunity grow larger by sharing it with others! Join Maintenance Engineering’s leadership team today!

As we introduce these new exciting changes, we need our leadership team to be the first to master and perfect them so yo set an example to teach others. we need you to lead the way in creating an all new Maintenance Engineering, one filled with a greater, more gratifying and more profitable leadership program than ever before!

Contact your Sales Coordinator to see how you can be part of this opportunity.

Curt Kesselring



President of Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Year- End Goals”

How are you doing on your year-end goals? Are you happy with where you are at for 2011? Do you remember January 1, 2011; all the hopes, dreams, and plans you had to make this a great year?

So many times we lose sight of our New Year’s dreams, plans and goals and we allow negativity and disruptions to steal our plans.

We still have nearly five months left to make this the year we wanted it to be. On top of that, these are the five best months of the year. Now is the time to recapture those Jan. 1st hopes, dreams, and plans and make this the year you wanted back then. Napoleon Hill said “What you think about you bring about.” I believe him.

Dennis Leno





Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Oktoberfest”

It is arguable the most fun event that Maintenance Engineering has. Maintenance Engineering’s salespeople come in prepared to make a pile of money in a couple of days… and follow through by setting numerous personal sales records for a phone rally.

After the phone rally it’s off to the ranch for activities relaxation and fellowship with the finest salespeople in the lighting industry. Here everyone knows what it takes to be successful in lighting sales and respects you for it. Even your closest friends at home don’t really understand what you do for a living or have appreciation for the freat skill it takes to achieve your success. At Oktoberfest everyone understands and respects you because they know what it takes to be successful in lighting sales.

When you go home you’ll know that you’re not alone in a sometimes lonely business. You’ll know that you share skills, talent, goals, and a network of friends who will offer their knowledge and help whenever you need it. It’s a special group to be a memeber of. Very competitive with you, but if you beat them, they are happy for you.

Oktoberfest, a special time, special people and very profitable! It’s just around the corner, get ready! Plan on coming! I’m looking forward to seeing you!



Curt Kesselring
President Maintenance Engineering

Vice President Dennis Leno “Habit- A Secret To Success”

In his book, “Think and Grow Rich”. Napoleon Hill talks about the direct result of habit. “Persistence is the direct result of habit.” said Mr. Hill. He also says that fear can be cured by habit “by forced repetition of acts of courage.”

So, what Mr. Hill is saying is that good habits are really a vital key in killing call reluctance. Good habits are a key to perfecting one’s pitch and making a ton of money.

What “good habits” can an Maintenance Engineering salesperson adopt that will help in his career? I have listed six that I believe can be very powerful for you.

1# Form the habit of getting up early.

2# Form the habit of planning your days.

3# Form the habit of role-playing your presentation.

4# From the habit of using good promotions.

#5 Form the habit of working full days.

#6 Form the habit of setting goals.

It’s apparent from Mr. Hill’s comments that good habits can make you a Top Producer. Think about your habits in the six areas I have described and see how good your habits are in these six areas. It will be worth the work.

Vice President Dennis Leno





Maintenance Engineering

Maintenance Engineering President Curt Kesserling “Self-Esteem”

Nothing determines the magnitude of one’s achievements more than self-esteem. It is at once the motivator that propels you out of bed in the morning and the govenor that slows you down when your achievements approach your goals or your self worth.

In sales, it is self-esteem that regulates your volume. When you sell yourself to a prospect, you merely convey to that person your own belief in your worthiness as a person. When we sell ourselves, we allow the prospect to get to know us through our spoken words, our voice tone, our eyes, our body language and our dress. Our level of self confidence, our self image, is accurately conveyed to our prospect. You confidence in yourself is conveyed to your customer. He then makes his byuing decision based on that confidence in you and what you have said about your company and your products.

Our self-esteem also “regulates” our sales success in the close. The size of the order we begin negotiating from is a reflection of our self worth, our self-esteem. How soon we cut in the close and how deep we cut is likewise a reflection of our belief in our own worthiness of that order.

The goals we set are a direct reflection of our self-esteem. I’m not referring to our “wishes” or our publicly stated goals. Rather, I’m referring to those goals your subconscious mind really believes that you deserve. Your true goals are locked in your subconscious and are a perfect reflection of your self worth. And… they are exactly what you will achieve in life…no more…no less…

Self-esteem affects every area of success in our lives from marriage to sports to business. Self-esteem can rocket us to the top or anchor us to the ordinary. It is up to us to take responsibility for our own self-esteem, our own self worth. For if we cannot find reasons to love and respect ourselves then neither can anyone else.

No one is perfect and no one is without room for improvemnt in their self image. Everyone can utilize the self-esteem building power of possitive affirmations. the power of positive affirmations to reform on’e self image is proven. Fromulate you own positive affirmations from the following three sources:

1) Past Successes- remind yourself often of past successes, past wins that you are most proud of. Vicualize them as if you were atually reliving them.

2) Present Good Fortune- Count your blessings right now for they are many and valuable.

3) Future Goals- Visualize your goals as if they have already happened. Focus on the fact that you deserve them. Feel the pride and self-esteem.

Build your positive affirmation list and watch your self esteem grow. Watch you self image, self confidence, and self love grow! It will make you proud and successful!

Curt Kesselring
President of Maintenance Engineering

Sales Tips from Maintenance Engineering Veterans – Jim Wielebski

I treat this as my business and I try to think like a business owner. Most business owners put in a lot of time and effort to grow their business. I also try to work as if I’m an employee myself. I visualize how I would want an employee to work for me. If I was to be successful, I need to do what it takes to get the job done. The mental time clock helps me to get up early and put in a full day. Personal growth is also important. If your sales are off, you need to look at yourself to make sure you are doing the things that you need to do to be successful. 99.9% of the time the reason we are not writing enough business is because we are not using the tools or working hard enough. I also have the attitude that I am working not to pay bills, but to earn more income to be able to do things that I would like to do. Curt Kesselring once said that money isn’t everything but it provides the freedom to be able to do the things you would like to do. This attitude keeps the job fun. It’s always important to aim high.

Jim Wielebski

Maintenance Engineering Vice President Dennis Leno “Self-Motivation”

“Anything can be had for the price of an effort.” -Plato

Self motivation is a term so often used by those who sell motivational material. there are literally hundreds of books that give us their formula that will inspire us and give us success through self motivation. In reality, very few of these work because self motivation is such a fleeting thing.

So what is the answer? How do we truly motivate ourselves? I have found one formula that works for me that I want to share with you. It will probably work for you as well.

What is the one thing you truly want? I have found that unless you get your dreams and desires down to the one thing you truly want, you have a whole host of things that never come to pass! Write down your goals and then go after that “one” you truly want. By focusing in on the one thing you truly want, you will be able to remember it. Remembering your goal gives it life and power.

If you want to be motivated, go after the one thing you truly want in life!

Dennis Leno
Vice President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “11 Grendlerisms”

Frank Grendler is Maintenance Engineering all time #1 Top Sales Producer. He started selling in Iowa in 1975. Over the years, he has earned the affectionate moniker of “Ol 31″. He turned 72 last August. How did he do it? How does he still do it? What sales techniques does he use? What fundamental philosophies does he use to guide him? the answers to these questions lie partially in the “Grendlerisms” I’ve gleaned from conversations with Frank over the years. I’d like to share them with you:

1. “YOUR YEAR IS MADE IN THE FIRST QUARTER.”

2. “I TAKE 3 MONTHS VACATION PER YEAR… EVERYONE DOES… THEY JUST TAKE IT 15 MINUTES EVERY HOUR.” (some take even more.)

3. “I THINK ABOUT THE 15 MINUTES OF VACATION I”M ACCUMULATING AS I WORK EACH HOUR.”

4. ” I DON”T WASTE TIME ON CHITCHAT ONCE I’VE DETERMINED A CUSTOMER ISN”T GOING TO BUY.”

5. ” I RUN BETWEEN FIELD CALLS”… verified by trainees!

6. ” I GIVE EVERY PRESENTATION TO THE BEST OF MY ABILITY”…the Maintenance Engineering Presentation… exactly.

7. ” I MAKE 50 CALLS PER DAY IN THE FIELD” to maximize time in front of prospects.

8. ” WHEN WORKING THE PHONE, MY GOAL IS TO KEEP THE PHONE BY MY EAR.”… you can only sell when you have a customer on the line.

9. “I WORK WHEN I”M SICK”… who would waste a vacation day being sick?!

10. “I WRITE EXTRA VOLUME TO COVER COMMISSIONS LOST DUE TO PROBLEMS” (e.g. damage, customer error, office error, etc.)… it takes less time to write extra volume then it does to complain.

11. “I TAKE MORE PRIDE IN OPENING NEW ACCOUNTS THAN REPEATING ACCOUNTS.”

So there you have it. Simple, powerful, anyone can do them for one day… or a month, a quarter or a year! Frank does them for a career and it’s made him Maintenance Engineering’s “All Time #1 !!!

Congratulations Frank, you’re an inspiration to all that know you!

Curt Kesselring



President, Maintenance Engineering

www.me-dtc.com

Maintenance Engineering Vice President Dennis Leno “Oktoberfest 2011″

Here is a quick reminder about Oktoberfest 2011! Oktoberfest has become of of Maintenance Engineering’s premier events and you don’t want to miss it. It is a money making, motivational, fun event that will keep your batteries charged all year long.

There is a tremendous power in associating with Top Producers. You cannot help but pick up techniqeus and ideas that will hepl you have a successful year.

Set you sight now on attending Oktoberfest 2011. It’s one of Maintenance Engineering best events of the year. Come and join Maintenance Engineering family for the time of your life.

Dennis Leno

Vice President, Maintenance Engineering

Maintenance Engineering presents “Frank’s Corner”

This week, Maintenance Engineering’s all time top producer Frank Grendler is sharing one of his great selling tips!

Recently, the great lady tennis champion, Venus Williams, was asked the key to her success. she answered, “Hard work, confidence and heart.” We all know the harder you work the more confidence and heart.” We all know the harder you work the more confidence you get, but heart is harder to define. It’s what makes a salesperson close one more time or make those extra calls when tired.

We also saw heart demonstrated this winter when Dennis and the Home Office Managers went out in 25 below zero weather, fine tuning our new field presentation.

All great athletes, like Venus Williams, will tel you that you can’t teach heart- it’s something you have to want to do, but it produces the greatest rewards in sports and in sales.

Frank Grendler,

Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Buy Now!?”

The nation’s economy is struggling. Unemployment is high. House prices are down. Interest rates are down. Used car prices are up. New car prices and lease rates are down.

The light bulb replacement business continues to be rock solid. The Maintenance Engineering opportunity allows you to determine your income. $100,000 incomes in Maintenance Engineering are a reality for those who choose to go for the brass ring.

What a perfect time to buy a new house or car!! While the rest of the nation is concerned and cannot take advantage of these buying opportunities, Maintenance Engineering salespeople are in perfect position to boost their income AND take advantage of these opportunities.

At Maintenance Engineering we have a fantastic opportunity. It is rock solid through good times and bad. At Maintenance Engineering the only mistake we can make is to listen to the news. At Maintenance Engineering we make our own news… and it is as good as we choose it to be.

This week take a look at your 2011 goals. Did you set them high enough? Are you taking full advantage of this fantastic opportunity that we are so fortunate to have? Maybe this is the time for you to look at that home or car that is now available at a much better price. Maybe it is the time for you to BUY NOW?!

Curt Kesselring



President, Maintenance Engineering

Maintenance Engineering President Curt Kesselring "Different... And Better... Maintenance Engineering and You"

That's our goal for Maintenance Engineering's entire product line. We want Maintenance Engineering to stand out from the crowd. we want to look different and be different in product appearance, design, and performance. Most of all we want to be better in efficiency, in guaranteed life and in the quality of light produced. I'm happy to say we have achieved this goal and now we continue to raise the bar to even higher levels of quality for our products. The most recent example is our LED lamp line which carries a 15 year guarantee!

Our standard of being different and better for our product line applies equally as well to you as an Maintenance Engineering sales representative. As a salesperson there are huge financial rewards for being different and better. You need to set yourself apart from the competition by being DIFFERENT. You want to be remembered by your customers for your appearance, your service and your enthusiasm and confidence. You want to be remembered as being BETTER. You want the customer to have a better overall experience with you than with the competition.

Take a moment and compare yourself to your competitors. Are you as different as you could be? Are you better in every way? If not, then you have an opportunity to be Different and Better in dramatic ways. Do that and you'll stand out from the crowd.. by being DIFFERENT and BETTER.. Maintenance Engineering and You!

Curt Kesselring

President, Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno "Summer Selling"

"I have to go get more money."

Veteran Steve Meldahl recently told me a friend of his who is very successful in the auto sales industry. He has a special quote that he has used to inspire himself to success that Steve passed on to me. His quote, "I have to go get more money."

I especially like this quote for two reasons:

1. It's inspirational. Having more money is exactly what life is all about. As Cardinal John Henry Newman said so many years ago, "The only evidence of life is growth."

2. It's definitive. it tells you exactly what you should be doing every day. Go help more people, go get more money.

That brings me to summer selling. What are your plans to bring in more money this summer? Have you thought about it? Have you set a goal? While your competition is relaxing and taking off a ton of time, why don't you go and get more money? Summer is a great time for the workers!

Dennis Leno
Vice President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Use The Maintenance Engineering Tools”

“Anything can be had for the price of an effort.” -Plato

Have you ever thought about the power in the Maintenance Engineering tools to help you make money? After all, these tools have helped our salespeople earn millions of dollars. In fact, I will go so far as to say these are the world’s best tools!

What makes Maintenance Engineering sales tools so powerful? They are customer driven and designed around our customers’ needs, wants and likes. That is unusual in this day and age! In an age where other companies are saying they don’t need a sale force any longer, we know better.

There is nothing more powerful in sales than a great salesperson using great sales tools. Sounds like Maintenance Engineering to me!

Dennis Leno



Vice President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Ladder Of Success”

What did Henry Ford mean with his now famous quote? : “Nothing succeeds like success!” It sounds fantastic but what does it mean?

Here is what it means. Little successes add up to a big success. Getting up at 5:00 am doesn’t spell success by itself, but it is a necessary step. A positive attitude does not give you success by itself but it is a necessary step.

Look at this week’s front cover and our ladder of success. When you add “Hard Work” to each step of the ladder, you have automatic success. It’s not maybe or perhaps, it’s absolutely.

That’s what Henry Ford meant. Little successes add up to one big success. Do the little thing correctly. The big things will take care of themselves.

Dennis Leno





Vice President of Maintenance Engineering

Maintenance Engineering Testimonial-Veteran Sales Rep Mike F.

At our last sales rally in April, Maintenance Engineering Sales Rep Mike F. was kind enough to talk to us about his experience selling for Maintenance Engineering. In the video he talks about what the Maintenance Engineering opportunity has done for him in achieving the kind of lifestyle he wants to live. He also gives some great sales tips on what makes him such a successful sales representative. http://www.me-dtc.com/career_opportunity.htm

Maintenance Engineering Product Tip “Did You Know”

Did you know that if your customers needs Safety-Coated incandescents over cooking ranges, our Teflon-Coated lamps are perfect for that application? The Teflon coating withstands heat better than coatings on Silicone-Coated Safety-Coat lamps, plus the Teflon surface can easily be wiped clean if grease or food gets on the lamp.

Maintenance Engineering President Curt Kesselring “Attitude Determines Altitude”

Never before has attitude been more valuable in sales. If one thing will determine your income for 2011 it is Attitude. Here are some of the ways Attitude can impact your career:

- ALARM CLOCK- People with great attitudes get up with out an alarm clock because they’re anxious to get started on the day..

-GET UP EARLY- Your pituitary gland inject melatonin into your blood stream to make you sleep at night. It takes 2 hours of birght light ot clear it form your body every morning. Only then can your mind be sharp and your positive attitude be at its peak.

- MORNING PREPARATION- Positive people use early morning to prepare their mind for the day by focusing on positive thoughts which will be mimicked by customers throughout the day.

-FIRST 5 CALLS OF THE DAY- Make 5 calls in rapid succession and your positive attitude grows ever stronger with each call…like putting your armor on for the day.

- CUSTOMERS MIMIC YOUR ATTITUDE- They mimic your confidence in yourself, your product (prices) and your company; they mimic your enthusiasm and say “YES” to an order.

-ATTITUDE FUELS YOUR BODY WITH ENERGY- to cause you to work hard and late.. because you’re pumped!

-ATTITUDE INSURES A SUCCESSFUL AND PROFITABLE DAY.

How do you control your attitude? It’s a choice you make. If you only dwell on problems you cannot solve YOU WILL HAVE A NEGATIVE ATTITUDE! If you dwell on solutions to problems you can solve YOU WILL HAVE A POSITIVE ATTITUDE! It’s that simple. Decide to have a POSITIVE ATTITUDE and it shall be so!

President Curt Kesselring




Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno ” Have You Ordered Your New Account Tools?”

As our “New” New Account Presentation spreads through the Company, Maintenance Engineering salespeople are fining out about its unique features. Quicker, more powerful, more interest, more income is what this New Account Presentation delivers.

What about? Have you embraced this new presentation? If not, why not? Have you ordered your new account tools? If not, why not? Everyone exposed to this presentation has come away saying it is incredible. It is a very easy presentation to learn and use.

I want to challenge you to get serious about the “New” New account Presentation your presentation. Learn it and use it and it will deliver lots of great new customers to your file box!

Dennis Leno



Maintenance Engineering Vice President

Maintenance Engineering Vice President Dennis Leno “Do Your Best And That Alone Will Make You Wealthy.”

One of the things I have loved most about my association with Maintenance Engineering over the years is our commitment to quality. You see it in everything we do from our materials, our products, our service and our literature. Our new catalog is no exception. I hope you are as proud of it as I am.

I have often thought how I and others have taken all that Maintenance Engineering does for granted. Yet all we have to do is look around and we will see that not every company has our high standards. I want to say well done to all who had a hand in producing Maintenance Engineering’s new catalog; it truly is a work of art!

Vice President Dennis Leno

Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Dream Catalog”

In 1974, I had a dream of the finest product line in the lighting industry showcased in a magnificent catalog. For years we’ve had the finest product line. Over the years the catalog continued to progress to where it is today and NOW.. THIS WEEK… THIS DREAM HAS COME TRUE.

The timing of this catalog is perfect as it dovetails with Maintenance Engineering’s New Presentations booklet and powerful “NEW” New Account Presentation! Combined in a black sales portfolio this is an awesomely powerful Selling System.

Every week more salespeople are converting to this new, easy to learn, powerful, short low rejection money making tool. Unless you enjoy rejecton, long presentations and installing 4′ lamps, then you want to call your SC and get on his personal training list!

No one else in the industry has anything close to the Maintenance Engineering Selling System. So…take advantage of this by using this system to put competitor’s accounts into your file box! It will make your Fall Selling Season even more profitable! Use this DREAM COME TRUE system to make YOUR DREAMS comes TRUE!

Curt Kesselring
President, Maintenance Engineering

Maintenance Engineering Awards Conference 2011

Maintenance Engineering Awards Conference 2011 Congratulations to all of our 2010 Award Winners! Maintenance Engineering’s Top 20 were at the Home Office in Fargo, ND the first week of April for a phone session and Awards conference. While they enjoyed the spring weather in Fargo they also enjoyed.. * A wild night of bowling * New product introductions *Awards Luncheons *Awards Dinner and Ceremony at the Ramada Plaza Suites Thanks to all Top Producers and their Managers for making it happen!

Maintenance Engineering Vice President Dennis Leno “Awards Goal Setting”

Virtually all the great achievements in the world have come from an idea that turned into a passion. What are you passionate about? what is it you want to see yourself accomplish? What do yo want to have come into your life? What do you want to be able to do in your life?

If you have the courage (and it takes courage) to ask then answer these questions, you’re a goal setter. Most people never ask or answer these questions, therefore they never are able to accomplish anything in life.

Decide now what awards you are going to earn in 2011. Get passionate about them. Write them down. “A goal properly set is halfway reached.”

Maintenance Engineering
Vice President Dennis Leno

Maintenance Engineering President Curt Kesselring “Emotion Vs. Logic”

This week I’ve enclosed, a sheet with two messages, to you in your packet. What’s the difference? Both contain the same “information”, the same “Facts” but the message is different.

The reason of course is EMOTION. “Just the facts Jack” is insufficient in communicating a message. If just facts sold then all TV ads would look like my typed message. In actuality, TV ads go far beyond my red lettered message. They pile on the emotion because the sales emotions produce the QUICKEST and STRONGEST decisions.

Take a look at your sales presentation. Is it more like the typed message I sent, or more like the red message… or is it more like a TV ad?

At Maintenance Engineering we teach on the words (railroad tracks) to our sales presentation. You must add the emotion to it. The words are merely the vehicle carrying the real message which are the sales emotions, CONFIDENCE (trust) which customers’ mimic and ENTHUSIASM (Yes) which the customer also mimics. The words are the vehicle and it is up to you to load that vehicle with emotion.

Take time to roleplay with your spouse or a friend or your manager. Give your presentation to a recorder or video camera and see how small changes in your delivery create huge changes in your message.

Bottom Line rule of sales success is less logic and more emotions means more sales. Remember the quote from two weeks ago, “You fight like you train” so train well.. add the sales emotions to your presentation which will cause the customer to TRUST YOU and SAY YES TO YOU!

Curt Kesselring


Curt Kesselring, President Maintenance

Maintenance Engineering Vice President Dennis Leno “How To Be Worth More To Yourself”

This week we’re featuring Pre-Rally and Rally Week. The reason for Rally Week of course is to make sure we are servicing every customer every month to ensure excellent service.

So, it comes down to the fact that Rally Weeks are great weeks for you to provide exceptional service to your customer. It also is the time you can cash in on your hard work and a good paycheck.

So, let’s do it. Decide you are going to use this great tool to be worth more to yourself than you have ever been before. You are the one who can do that for yourself.

Dennis Leno
Vice President Maintenance Engineering

Did You Know? 7 Reasons to Buy Quality Lighting-Maintenance Engineering Lighting Tip #15

Below is a great article fomr the website http://top7business.com It discuss the top 7 best practices in business. From leadership to lighting! Check out what they think the top 7 reasons are for having Premium Quality Lighting!

www.me-dtc.com

Top 7 Reasons Smart Managers Purchase Premium Quality Lighting


“Profit is in the details”. Surprisingly this is true of Lighting. Below are SEVEN reasons you should use premium-quality lights in every environment you, your children, and your parents live. Good lights make a big difference.

1.Saves Money.Add up all costs (initial price, labor, electricity, maintenance, environmental disposal…) and you save money buying premium-quality lamps that are guaranteed in writing to last you a minimum of 60 months. Why “settle” for cheap, dim, yellowish lamps that burn our quickly – when premium-quality saves you money?
2.Saves Liability Suit(s).How many people must fall off a ladder before you have a BIG Liability problem? Only ONE! Figure one ladder climb per fixture (2-4 lamps each) – 25 fixtures = 25 ladder climbs; 1,000 fixtures = 1,000 ladder climbs. That’s an injury and lawsuit waiting to happen. Long lasting premiums bulbs keep you OFF the ladder, and slash your liability exposure 75% to 90% of what it is with cheap bulbs.
3.Saves 42-56% Lighting-Utility Expense.If you have a $5,000 monthly utility bill, $1,000 of it (20-40%) is for lighting. Retro-fit your lighting and save $560-$420 of that $1,000 every month. That’s $5,000–$6,700 yearly PER LOCATION. Think “ten-year ROI” and premium-quality lamps save you real money. Cheap bulbs cost franchisees and large office buildings far more than that know.
4.Environmental SOLUTION – Not Problem.Is your lighting choice part of the environmental problem of mercury poisoning – or part of the solution? Every cheap bulb contains 40-48 milligrams of mercury – a poison federal law calls Hazardous Material. Premium-quality lamps are Earth-Safe, dumpster okay, passing all TCLP tests. With 4.2-3.8 milligrams of mercury per bulb they’re an environmental solution – not more of the problem.
5.Healthy Children & Seniors.What’s the health of your children or elderly parents worth? The science of Photo-biology discovers almost daily new reasons to use full-spectrum lighting, and to toss “cheap” lights. Full-Spectrum lights improve learning, attitude, mood, pituitary and hypothalamus activity, calcium absorption, ADD children and a host of other health problems. Cheap florescent lights might prove to be the cause of many health problems we are just now learning about.
6.Promotes Beauty & Productivity.Studies strongly suggest that premium-quality full-spectrum lights increase productivity by 10-15%. They also make your stores, offices, and senior homes appear brighter and cleaner. Why settle for the mediocrity of cheap lighting when premium-quality lamps deliver so much more?
7.Cheap-Buyer’s Remorse.Ever regret buying something you knew was cheap? Maybe it was cheap tires, cheap wine, or a cheap steak, but in the end, it was a nightmare. But you did it anyway because of the low price, and ignored the problems that would bite you later. Don’t do this with your lighting. Rather than suffer with a bad decision – premium-quality lights will rewarded with daily for years of bliss because you paid a bit more up front for quality.
Source: http://Top7Business.com/?expert=David-E.-Rockett

President Curt Kesselring “You Sell Like You Train”

Recently I had the good fortune of visiting the Navy’s Strike Fighter Wearpons School, better known as the Navy’s Top Gun School for fighter pilots. As I entered the lobby there was a sign above the corridor leading to the pilots’ classrooms with the solemn reminder, “You Fight Like You Train.” It’s a reminder to military personnel that they are on the ultimate straight commission program; if you do your job well, you come home… alive.
It made me stop and think. Do I fight like I train? If my depended upon how well I did my job, what would I do differently? How many lives would this “cat” have used up to get this far… certainly many more than 9!

My purpose with this example is not to guilt everyone into studying and working 24/7 but to have us do some introspection. Last week, did we have a great week, an average week or a poor week? Is our 6-week average greater than our yearly average? Is our 2011 average greater than our 2010 average? The numbers are a reflection of our preparation. In sales only a small portion of your training is provided by the company. Most is intitated by yourself.

Company Provided Training
- M.E. Rookie Training
- Field Training throughout career
- Fargo Home Office Training throughout career
- Tips from SC, newsletter and other salespeople

SELF INTIATED TRAINING

- Questions for SC, FC, Trainers and Peers about solutions to problems you encountered that day and not going to bed until answered.

- Constant role play with a spouse, tape recorder or in front of video camera.
- Listening to sales tips.
- Listening to motivational tapes.
- Reading sales and motivational books.
- Constantly reviewing your goals and your commitment to them.
- Spending adequate time planning.
- Constantly perfecting your sales skills.

“Do you sell like you train?’ The answer of couse is “YES!” If you want to increase your sales and your income then you need to increase the quantity and quality of the training you’re providing yourself. Place the reminder card I’ve included in a conspicuous place to help you take the next step in your training AND your sales AND your INCOME!

Curt Kesselring

President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “I’m Easily Satisfied With The Very Best!!-Winston Churchill”

I’m Easily Satisfied With The Very Best!!-Winston Churchill”

Winston Churchill had it right; it costs no more in life to set your goals high as it does to set them low.l As a matter of fact, the cost to set low goals is higher. There are so many incredible things in the world to experience, taste, and explore. These are all missed with low goals.

One other important fact. When you set hight goals, there is a power that comes to your aide. The universe is set up so that those who set high goals virtually automatically are helped by this universal power.

This week on the front page of the newsletter we are bringing you the income example that comes with $5,000 a week. Don’t forget, there are also a host of additional benefits that come with a $5,000 average.



Dennis Leno

Vice President

Maintenance Engineering Sales Tip “Franks Corner”

At one of my first seminars, I heard a tape about a salesman in Mississippi during the depression selling expensive mule feed to farmers. The tape had many selling lessons, but my favorite was the quote “An ounce of loyalty is worth a pound of cleverness.”

Every sales organization has seen “clever” people come and go. I hesitate to call them salespeople because most aren’t willing to knock on doors and do what’s necessary to be a top producer for any company.

The tape also said that customers and employees who are loyal over the long haul are golden like many of our own top sales reps who combined, give us hundreds of years of loyalty and production. Many thanks for all your years of selling and helping others to succeed and grow the company!

Frank Grendler

Maintenance Engineering Vice President Dennis Leno “Man, Know Thyself.’-Plato”

Maintenance Engineering Vice President Dennis Leno “Man, Know Thyself.’-Plato”



What kind of a year will you have in 2011? Have you thought about it? Are you excited about it?

You know, I have wondered many times about the challenge the great philosphers and teachers down through the centuries have given us. Think! Think! Think! That has been their constant theme.

Think about what? Well, about who you are. What you are. What you want. What you want to become.

Perhaps the saddest commentary that could said about anyone is that they went through their entire life and wasted their precious God given talents.

“Man, know thyself.” Think about what you are going to do with your amazing amount of God given talent and then make 2011 the best, the most profitable year of your life. Yes, it will take work. Yes, it will take thinking time but with only one life to live, shouldn’t we make the most of it?

Dennis Leno

Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Change In the 21st Century”

As we enter the 21st Century we are reminded of the incredible change that the world has seen in the past century! Up until a couple of hundred years ago, most every century was much like the one that preceded it. Primitive tools, human disease, agrarian lifestyles, and survival of the fittest were predominant descriptors.

The past century saw change accelerate to lighting speed. We have seen dramatic improvements in our lifestyles, health, and life expectancies. Fo every negative change there has been a dozen positive ones that have improved our lives. Yet there were naysayers every inch of the way. Every year non-believers contested every change. Yet those who created, advocated and implemented change most often won out, creating the most fantastic century in history. I for one consider myself incredibly luck to have been born into this time, and in this country, the greatest benefactor of these positive changes.

Change. We can fear it or we can embrace it. We can resist it or we can use it to take us to the next level. I have high goals for Maintenance Engineering in the next five years and they will require even more changes than we saw in the entire past 37 years. Yes, some changes will fail and that’s the risk we must take. However, with a strong, positive vision of the future we can together utilize change to transform Maintenance Engineering into a company which will benefit us all in ways we cannot yet imagine.

As we enter this new millennium, join me in making Maintenance Engineering an industry leader in positive, constructive, and profitable change which will cause us to grow. Let’s embrace change. Let’s use change to create an even better opportunity for us to take advantage of.

Curt Kesselring




President Maintenance Engineering

Frank's Corner- Old #1 Shares One Of His Great Selling Tips!

The largest and most successful chewing gum company is the Wrigley Company, founded Wm. Wrigley, Jr. in 1891. Since its inception it has been number one in the business. Once Mr. Wrigley was asked ”Why do you continue to spend time and resources advertising when you already have the biggest share of the chewing gum market?” The answer was “it’s like a train engine, if you quit shovelling coal the train will run for awhile but soon it will slow down and eventually you stop.” It’s the same with opening new accounts. It you don’t keep adding new account to your file box, everything will suffer, your referrals, your phone and repeat business and of course your volume/income. So take the advice of Wm. Wrigley, Jr. and keep adding those new account to your file box every week.

Good Selling!

Frank G.

Maintenance Engineering President Curt Kesselring “World’s Best Fluorescents”

Maintenance Engineering has the best fluorescents in the world, bar none! This can be said for our entire product line, but it is our fluorescents that we’re most proud of… and sell the most of. Here are some common questions about our fluorescents and our answers.

#1 WHAT MAKES THEM THE BEST?

SUPERIOR DESIGN- Our engineers work with each manufacturer’s engineers to develop the specifications for our production runs. The designs utilize features that competitors reject due to their cost. Competitors choose lower quality to save money. Maintenance Engineering purposely incorporates these more expensive quality features which differentiate us from the competition. This results in the best quality that money can buy and the customer is the benefactor.

#2 HOW ARE THEY MADE?

PRODUCTION CONTROLS- Maintenance Engineering’s lamps are made in the most technologically advanced plant in the world. Sand literally comes in end of the plant, is melted into glass and finished lamps come out the other end. Computers control the entire manufacturing process. Cameras photograph every component as the speed down the line; computers instantly analyze it for defects and reject substandard components in a fraction of a second. Electric robot forklifts silently move components around the factory, stopping for humans who get in their way and go to a recharging station for “lunch” when needed. Finished product is held for 48 hours in a fully automated warehouse controlled by one man in a booth while samples are tested for quality.

#3 WHAT ARE THE BENEFITS OF BEING EARTH-SAFE?

ENERGY- Our Xtrabrite lamps have higher efficacies meaning they produce more lumens per watt of electricity.

LONG LIfe- Our 7 year- guarantee means fewer lamps need to be made thus conserving the earth’s natural resources. It also means fewer lamps being disposed of in landfills or recycled.

#4 WHERE ARE THEY MADE?

Most of our high usage fluorescents are made in the USA. Our first criterion for selection of a manufacturer is that they be able to make the best lamps in the world. Our preference is that this manufacturer is in the USA but we go to wherever the quality is best for each and every product.

The quality of our lamps is demonstrated in our 84 month guarantee. Who else guarantees a “minimum life” of seven years on a fluorescent lamp… and ten years if it is used with Maintenance Engineering Premira ballasts?!? As a salesperson you can be proud that you sell the finest fluorescents and the finest lighting product line in the world. Maintenance Engineering Quality makes it easier to open accounts and much easier to repeat them. Quality means value to the customer and financial rewards for you!

President Curt Kesselring



Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “The Imaginary Obstacle”

Imagine the money salespeople could earn if they did not have call reluctance. Call reluctance is an imaginary obstacle that salespeople put in their mind. Consider this…

Is call reluctance a thing? NO!

Is call reluctance real? Only in the sales rep’s mind!

Can call reluctance be felt? Only in the sales rep’s mind!

Call reluctance is an imaginary obstacle salespeople put in their own minds. Now, I am not making light of this imaginary obstacle because to a salesperson that has it, it seems like a very real thing.

I liken it to a story told to me by a friend who was big game hunting in Alaska. Walking down a trail in the woods, he spied what he thought was a bear. He was frozen with fear as this bear approached him. Imagine how foolish he felt after ge realized what was funning toward him was not a bear at all but a big friendly dog that he had actually met earlier that day. Consider this!

Was the bear real? Only in the hunter’s mind?

Was the fear real? Only in the hunter’s mind?

What was the solution to the hunter’s problem? seeing the bear for what it really was- a harmless dog.

What is the solution to a salesperson’s fear of call reluctance?

Simple- see call reluctance for what it really is- a harmless imaginary fear that is not real at all!

Are there are people who will try to hurt your feelings of course, so what? Say a prayer for them but don’t make their problems you problems.

Kill cal reluctance by recognizing it as only an imaginary obstacle in your mind!

Dennis Leno



Vice President Maintenance Engineering