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

- Think about details you can control, not about details you can’t control.

- Think about what you can do, not about about what you can’t do.

- Think about what you can change, not about what you can’t change.

- Think about the ONE you can change, bot about people you can’t change.

- Aim high, be happy and have fun in everything you do in 2013!!

Happy New Year!

President Curt Kesselring





Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “2013- Believe and Succeed”

” Be it done to you as you believe.” – The Bible

” What you think about you bring about.” – Mary Kay Ash

” Your wish is your command.”- Kevin Trudeau

“Everything is an inside job.” – Rhonda Byrne

” Whatever the mind of man can conceive and believe, it can achieve.” – W. Clement Stone.

I bring you these great quotes as a reminder of how powerful positive thinking is. It can and does move mountains. These quotes remind us that belief in yourself, in your positive thoughts, in your goals is where your power lies. This holiday season, let’s believe and bring about a great ending to 2012 and an even better beginning to 2013.

Merry Christmas!

Vice President Dennis Leno

“Frank’s Corner”- Sales Tips from Maintenance Engineering’s all time #1 salesman

Vice President Dennis Leno and I like to joke about 40 years in the business. In these almost 40 years I’ve known every rep who has ever done a good job in the field from Diane Pilkinton, Jim Frankson, Brian Breitbarth who are now in management helping others succeed like Veterans Mike Alimento, Brett Child, Mike Gilberstad and many others who are the backbone of Maintenance Engineering.

All of those people have one thing in common, it’s what I call “Character”, which has often been defined as “What you do when no one is looking.” It’s getting out early when you’re tire and not feeling %100. It’s making a few extra calls and closing one more time. It’s showing a little extra interest in a buyers personal life which could result in an order.

Character is doing all those thing we all know we should be doing all the time but sometimes neglect to do them. Character is what can make all of us more successful.

Frank Grendler



Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Awards Year Ends January 12, 2013″

As I write these comments there are less that 5 weeks left in Maintenance Engineering’s sales year for 2012. Since Maintenance Engineering’s sales year for 2012. Since Maintenance Engineering’s Sales Year is a 53 week year, this allows you the benefit of having an extra week to catch those customers after ringing in New Year.

Planning, Planning, Planning… Have you sat down and planned out your year end? For those of you who are aiming for those Luxury Dollars a great year-end plan will be critical. Remember you want to talk to every one of your customers before January 12. In fact the majority of your customers should be talked to before January 1, in case they have excess budget dollars to spend.

Good Selling!





Vice President Dennis Leno

Maintenance Engineering President Curt Kesselring “Merry Christmas!”

Spend a lot …make a lot! That’s my suggested formula for a great Christmas and New Year’s. No matter what our frugal intentions are the Holidays always seem to cost more than we anticipated. The great thing about being a commissioned sales person is that you can work harder and smarter on the days surrounding the holidays and make enough money to cover those holiday expenses. Done right, you finish the holidays with no leftover debts.

First put together your work plan and stick to it. Mark the days you are going to work on your calender and set volume goals. Second, commit to those goals and do whatever necessary to hit them. Work the right type of accounts at the right times on the right days to maximize your effectiveness. remember, you are on a mission to come out of the Holiday Season with no leftover holiday expenses.

Also, remember your Maintenance Engineering year ends on Jan 12! Any leftover expenses can be taken care of with lots of phone orders on BLOWOUT WEEK! (Jan 7-12)!

So my recommendation for the Holiday Season is SPEND A LOT (as if you needed the tip) AND MAKE A LOT! This will insure a fun time with family and friends with no expense hangover!

Good Selling

President Curt Kesselring

Maintenance Engineering Sales Tip – Principles From Dale Carnegie “How to Stop Worrying and Start Living”

The Perfect Way to Conquer Worry.

1. Pray.

Don’t Worry About Criticism

1. Remember that unjust criticism is often a disguised compliment.

2. Do the very best you can.

3. Analyze your own mistakes and criticize yourself.

Prevent Fatigue and Worry and Keep Your Energy and Spirits High.

1. Rest before you get tired.

2. Learn to relax at your work.

3. Protect your health and appearance by relaxing at home.

4. Apply these four good working habits:

a. Clear your desk of all papers except those relating to the immediate problem at hand.

b. Do things in order of their importance.

c. When you face a problem, solve it then and there if you have the facts necessary to make a decision.

d. Learn to organize, deputize, and supervise.

5. Put enthusiasm into your work.

6. Don’t worry about insomnia.

Maintenance Engineering Vice President Dennis Leno “Goal Setting- The Fuel for Your Fire”

You have heard this phrase, “If you don’t know where you are going, you can take any road to get there.” No phrase describes the problem associated with goal setting better than this one.

Lack of goal setting is associated with these problems and many others:

1. Call reluctance

2. Poor Presentations and Closes.

3. Poor Planning and Waste of Time.

4. Poor Work Ethic.

Try Goal Setting

Henry Ford said “Thinking is the hardest work in the world, that’s why so few people do it.” Goal setting is thinking and its hard work but it’s got to be done.

Work a Miracle In Your Life

What do you really want ou of this career? What do you really want for yourself and your family? When you can answer these questions, you are doing some very important goal setting.

Here is what Goal Setting Does for You:

1. Kill Call Reluctance.

2. Your presentations and closes are powerful.

3. Your planning and time management are excellent.

4. your work ethic is superb.

Maintenance Engineering Curt Kesselring “Year End Plan”

Now is my favorite time of year! Nothing beats Christmas, my favorite holiday with my favorite music! New Years brings with it the opportunity for reflection on the past year and a new beginning filled with new opportunities. And best of all, this is a fantastic selling time! There is a lot going on in the next 5 weeks…consequently, it is more important than ever to have a plan. I’ve enclosed a holiday calendar to help you in your plan.

There are really two important parts to every holiday plan. First is to make a plan, second is the discipline to actually do it. Here are some key points to an effective holiday plan:

1. Identify the time you want to take off… and can afford to take off.

2. Review where you are on your yearly volume and set you goal for year-end volume.

3. Identify the time you are going to work… and your income and volume target.

4. Commit to your plan and stick to it.

Great Holiday Time, Great Selling Time, Great Plan and Great Execution will make this the fun and profitable holiday season you and your family deserve.

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Power of Role Play”

Did you know psychologists tell us that our subconscious minds cannot tell the difference between a real or imagined experience? Why is this important?

Think of it this way. Our subconscious mind is the set of our power. It automatically controls thousands of mental and physical functions a day. It can also automatically give us the right words, actions, and knowledge to write an order.

So where is the subconscious mind going to get the pattern so that it can give us the right words, actions, and knowledge during a presentation? From role play! That’s right! When you give you subconscious mind the right pattern, it will give it back to you. That’s why Vince Lombardi said “Practice does not make perfect. Only perfect practice makes perfect.”

So what does a wise salesperson do? They do perfect practice on their new account presentation, their phone repeat presentation, their appointment presentation, and their promotional pitches.

Perfect practice. Perfect role play. That is what a wise salesperson will do because they know that perfect help from their subconscious will then be received.

Dennis Leno



Vice President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Referrals Are Powerful”

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

This week we want to remind everyone of one of the most powerful techniques in sales, asking for referrals. Referrals are unquestionably the most overlooked technique.

Why is this technique overlooked by so many salespeople? Because they don’t know lucrative they are! If you were given $100 for every referral, would you remember to ask for more referrals? I guarantee you would!

Read some of the comments and techniques that we reprinted this week from a previous newsletter and begin using them. No technique you can use is more powerful to put you in front of more buyers!

Dennis Leno





Vice President Maintenance Engineering

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

Maintenance Engineering’s 5 line concept allows you to broaden you 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 accounts 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 Maintenance Engineering

Maintenance Engineering Product Tips- “Did You Know?”

Did you know that when you are replacing incandescent flood lamps with Maintenance Engineering Halogen Pars, you can use the lamps as either light-boosting devices, or energy saving devices, or energy-saving devices, or in some cases, both?

For maximum light boosting, you can match wattage with the incandescent and get about double the light output.

For maximum energy-saving, you can drop to about half the incandescent wattage and still match the incandescent’s light level. Or you can pick a Halogen Par wattage somewhere in-between and get noth some light-boosting and some energy-savings, just lesser amounts of both. It is up to you decide what the customer requires.

Maintenance Engineering Vice President Dennis Leno “Maintenance Engineering Has The World’s Best Products At The World’s Best Prices.”

When is the last time you read through you Maintenance Engineering catalog? Every time I do I marvel at the amazing array of products in our catalog. But what really impresses me is the quality of these products.

Maintenance Engineering has the world’s best lighting products. This is a result of President Curt Kesselring and his staff never settling for second best. They are relentless in their search for the world’s best manufacturers. In the end, it gives Maintenance Engineering the world’s best products.

Yet, that alone is not enough. Maintenance Engineering has two testing facilities, one in Chicago at our warehouse and one in Fargo at the Home Office.

Every product Maintenance Engineering has is first researched and tested to ensure it actually meets the specifications the manufacture says it has. Then as it arrives at the warehouse, it is randomly tested to ensure we have received what was ordered.

The result of all this is that no one has products that can compare to Maintenance Engineering’s. I hope you are as proud of the Maintenance Engineering as I am. This is the product line all of America should be using.

Dennis Leno





Vice President

Maintenance Engineering “It’s Great To Have Multi Box Pricing”

Veteran Paul DiSylvester had a fantastic opening order the other day. He walked in a business that was a big machine shop, he explained why he was there and they called the owner out. The owner was interested in what Paul had to say as they were recently having trouble with their lighting.

Paul plugged in his demo and they all just loved the lights, they called all the guys over that work in a particular are and they were all sold! They took advantage of the multiple box pricing and bought 5 boxes of various products they needed right away with much more to come! Keep up the great work Paul we know your customer will be fully satisfied!

Maintenance Engineering Vice President Dennis Leno “Cover 100% Of The Market”

“Nothing succeeds like success.” You have probably heard that quote many times, but why is it true? Why does nothing succeed like success?

Look at it this way. to start a fire, you need something to start with, some kind of igniter. That’s why that quote is true and that’s why Mary Kay Ash’s quote is so powerful. The way you ignite a successful fire, the way you get your success raging like a fire is to think success, feel success and be a success.

Imagine if we went around all day saying “I feel successful. I am successful. I am thankful for my great success.” With that attitude we might be able to do what Mary Kay Ash did!

“What you think about you bring about.” -Mary Kay Ash

Dennis Leno



Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Fall Selling Is Quantity Selling!”

Use Maintenance Engineering new Quantity Prices to capture that business your customer is giving our competition! Use Maintenance Engineering’s presentation which SETS UP Maintenance Engineering’s Quality/Quantity close which will have you selling boxes of lamps! Too much of our customer’s business is going to our competition! Those are sales that should be coming to Maintenance Engineering…AND COMMISSIONS that should be coming to you. Now is prime selling time. Days are getting shorter with more overcast skies. Now is when people are stocking up with lighting supplies for the long dark winter ahead. Fall selling season’s orders should be larger than normal by a factor of 2-3.

Remember Mix and Match! The quantity prices apply to any mix of products the customer buys. This can be a huge incentive for a buyer to move business forward and buy it now for a better price. This can also be a huge incentive for a buyer to shift products he’s buying from a competitor to you! Do this and you’ll be on your way to Triple Volume and Double Income. Make sure you help you customers with all their lighting business during this fall selling season!

Curt Kesselring







President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Push The Reset Button”

Most electronic products have a reset button, an on/off switch or a power supply you can cut.. which reboots its electronics. Every once in a while the electronic components need to step back, clean out the clutter and start thinking with a clear electronic brain. People are the same way. Every once in a while we need to push the reset button to clean our mind of assumptions and old conclusions that were based on old facts. We need to take a step back and take a fresh look at a situation.

Maintenance Engineering’s old timers were raised under different field conditions that required different solutions. When Maintenance Engineering was founded 60% of our sales were incandescents. Short life incandescents burned out in 1 to 4 weeks! Short life fluorescents burned out in a month with the ends becoming solid black. Businesses had maintenance personnel who dedicated a majority of their time changing light bulbs. Even tiny businesses went through a lot of light bulbs and were good respectable accounts.

Today small accounts provide good “Fill” business but have only small repeat potential. Today we are shifting our focus to medium and large accounts. these accounts are more difficult to get into; consequently our strategy is to build a relationship with these buyers where we can get 100% of their business. Medium size businesses will purchase premium products for 10-30% of their needs. The balance is made up of residential products which we want to convert to Maintenance Engineering Industra and Commercial products.. and the rest to our Residential line. We want 100% of their businesses. We want to develop a relationship with the buyer where we are their lighting expert. We will sell them Premira for the locations where they need the longest lasting, brightest and whitest light. Where they don’t need the best.. or can’t afford the best we’ll sell them a quality level that fits their needs and budget. Bottom line we want to 100% of their business. This new sales model will result in triple volume because it takes 1/3 of the time to expand an existing account as compared to opening 3 times more accounts!

Triple Volume will result in Double Commissions since much of the volume will be at lower commission rates. But, remember , we don’t spend commission rates at the grocery store, we spend dollars… and having double commissions.. is double dollars in your pocket. Best of all this can be done without more effort.. just by applying this new sales model where you “HARVEST” 100% of a buyers business rather than 10-30% as in the past.

So press the reset button on your “Sales Computer” and rethink your market and customer base in light of this new business model. What if you got 100% of your existing customer’s business? You would probably increase your sales tenfold. Triple is realistic and so is Double Commissions. Hit the reset, learn Maintenance Engineering’s New Sales Methods and begin ”HARVESTING” the business that your present accounts are giving you competition! Put the competitions commissions in YOUR POCKET!!

Curt Kesselring







President Maintenance Engineering

Maintenance Engineering "Sales Story- They're Buying From Someone"

Director Bill Pilkinton passed along the reason that Veteran Charles Mobley is able to resell old customers. Charlie simply begins each call with small talk. However, this small talk always has a purpose. What do we mean?

Well, these are customers who used to purchase all their light bulbs from Charlie. Why did they stop buying? The number one reason a buyer stops buying is price! They simply felt they had to go to less quality lamps. Maintenance Engineering now solved that problem. We have a bulb to fit everyone's budget.

That is the message Charlie is passing along to his old customers. They are buying their light bulbs from someone; they might as well be buying them from Charlie.

Maintenance Engineering “Dale Carnegie’s Golden Book – How To Be A Leader”

1. Begin with praise and honest appreciation.

2. Call attention to people’s mistakes indirectly.

3. Talk about your own mistakes before criticizing the other person.

4. Ask questions instead of giving direct orders.

5. Let the other person save face.

6. Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”

7. Give the other person a fine reputation to live up to.

8. Use encouragement. Make the fault seem easy to correct.

9. Make the other person happy about doing the thing you suggest.

Maintenance Engineering Sales Tips “Frank’s Corner- Heart”

There’s nothing I enjoy talking about more than sales in the field because it’s the back bone of Maintenance Engineering and also the standard by which all of us are judged and respected. Last week Jim Frankson and Brian Breitbarth talked about desire, work ethics, and setting goals as the keys to success. My favorite word is “HEART”.

This is all the intangibles that make for a good sales rep. It’s Rod and Shon Gilliland driving a lot miles every week in their rural territories. It’s Steve Gressman who once switched his account base from rural Minnesota to urban Minneapolis. Michael Camerato making 40 calls a day, two seniors Steve Meldahl and Carsten Clement appearing in the Top 20 and its Del Hager making 30 cold calls on a day when the temperature is -30 degrees. Bob Potter giving a 100% when the temperature is 100 degrees outside.

The dictionary define heart as “Spirit, strength, and courage” but any of these reps and anyone else that has done a good job in the field for a respectable length of time will tell you, they don’t need a dictionary for a definition it’s simply doing wha you have to do to succeed!

Frank Grendler

Maintenance Engineering Sales Tips “Frank’s Corner- Heart”

There’s nothing I enjoy talking about more than sales in the field because it’s the back bone of Maintenance Engineering and also the standard by which all of us are judged and respected. Last week Jim Frankson and Brian Breitbarth talked about desire, work ethics, and setting goals as the keys to success. My favorite word is “HEART”.

This is all the intangibles that make for a good sales rep. It’s Rod and Shon Gilliland driving a lot miles every week in their rural territories. It’s Steve Gressman who once switched his account base from rural Minnesota to urban Minneapolis. Michael Camerato making 40 calls a day, two seniors Steve Meldahl and Carsten Clement appearing in the Top 20 and its Del Hager making 30 cold calls on a day when the temperature is -30 degrees. Bob Potter giving a 100% when the temperature is 100 degrees outside.

The dictionary define heart as “Spirit, strength, and courage” but any of these reps and anyone else that has done a good job in the field for a respectable length of time will tell you, they don’t need a dictionary for a definition it’s simply doing wha you have to do to succeed!

Frank Grendler

Maintenance Engineering Product Tips “Did You Know?”

Did you know Maintenance Engineering’s Premium-Grade LED Red Exit Fixture Retrofit Kits replace two (2) 15w or 20w tubular incandescent lamps in exit fixtures, for up to a 94% savings in energy usage? Even more importantly these long life LED lamps designed to last 30-years, so your customer can eliminate up to 240 costly labor intensive lamp changes.

A related benefit is the customer doesn’t have to worry about getting written up by the fire marshal for failed lamps.

Maintenance Engineering Vice President Dennis Leno “10 Steps To Self Motivation”

Here are the 10 steps to self motivation that Vice President Dennis Leno shared in his sales conference. He has personally used these techniques for years and can attest to the fact that they work. We also brought you a comment or example in each of these 10 steps.

1. Read positive books.

a. As A Man Thinketh- James Allen

b. The Power of Your Subconscious Mind- Dr. Joseph Murphy

2. Listen to positive CD’s.

a. Turn off talk radio.

3. Write and rewrite your goals.

a. Write in the present tense like they already happened.

4. Write a gratitude journal.

a. Every morning, write 5 new things you’re thankful for.

5. Do a vision board.

a. Put your goals in pictures too.

6. Use positive affirmations.

a. Control your thinking – What you think about you bring about.

7. Take time for prayer and meditation.

a. Think about who and what you want to become.

8. Get in shape- exercise.

a. A healthy body serves you better.

9. Hang around winners.

a. Hang around people who life and challenge you.

10. Have fun.

a. There is nothing you are doing that you can’t make it fun.

A slideshow of the highlights from Maintenance Engineering’s 2012 Oktoberfest.

Video from Maintenance Engineering Oktoberfest 2012

Maintenance Engineering President Curt Kesselring “Oktoberfest 2012″

We had ANOTHER great Oktoberfest gathering! This annual event personifies what Maintenance Engineering is all about. Work hard, play hard! Oktoberfest is about working hard, calling accounts, making money, learning new sales techniques that allow you to make more money off the same or less effort!.

Oktoberfest is also about playing. It’s about fellowship, sharing and helping others climb the ladder of success. It’s about showing the spirit of what makes Maintenance Engineering a special company..learning, sharing, caring , and doing.

Maintenance Engineering Trainers had an additional day of learning and playing on Saturday. The first half of the day was spent learning and growing as a trainer. The second half was spent becoming great golfers! The best part of the day was the evening outdoor meal we had at the restaurant. Positive committed people enjoyed great fellowship together. It was a powerful and positive wrap up to a great Oktoberfest session.

Congratulations to all who attended and thank you for making it a tremendous success. Make sure you make plans now to attend in 2013!

Curt Kesselring



President Maintenance Engineering

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Maintenance Engineering Sales Tip “Principles From How To Win Friends And Influence People”

Principles from “How To Win Friends And Influence People” by Dale Carnegie
Become a friendlier person
1. Don’t criticize, condemn, or complain.
2. Give honest, sincere appreciation.
3. Arouse in the other person an eager want.
4. Become genuinely interested in other people.
5. Smile.
6. Remember that a person’s name is to that person the sweetest and most important sound in any language.
7. Be a good listener. Encourage others to talk about themselves.
8. Talk in terms of the other person’s interests.
9. Make the other person feel important and do it sincerely.

Maintenance Engineering President Curt Kesselring “How To Start A Hot Sales Streak!”

ATTITUDE DETERMINES ALTITUDE
-Zig Ziglar
Sales often come in bunches. One sale can lead to 2 then 3, 4 and 5 sales in one day! For some reason when we get on a “roll”, the sales seem to come easier. Once we get the sales juices flowing, we feel invincible and every prospect is destined to become a customer.
Top Producers seem to have these “Sales Streaks” more often than the average salesperson. They seem to be able to put more good days and good weeks back to back. Everyone has the capacity for $1,000 and $2,000, days but Top Producers have them more often. Why? I believe the biggest reason Top Producers have more “Sales Streaks” is the positive self talk they give themselves every morning before they make their first call. This positive self talk puts them in a positive enthusiastic mindset. When Top Producers make contact with their first prospect the prospect senses this positive enthusiastic attitude and he unconsciously mimics it. Therefore increasing the odds of a prospect saying “Yes” and the beginning of a “Sales Streak”!!
So, start out your day by getting yourself into a positive enthusiastic mindset:
Turn off the news on the TV and radio.- ELIMINATE NEGATIVE
Listen to a motivational CD- POSITIVE INPUT.
Read a portion of a positive thinking book.- POSITIVE INPUT.
Read some positive quotes.- POSITIVE INPUT.
Give yourself some positive self talk :- POSITIVE INPUT
HIGH ACHIEVERS IN ALL FIELDS USE COMPLIMENTARY POSITIVE SELF-TALK.
Top Producers know that a positive self-image must PRECEDE success. Tomorrow, talk to yourself like a Top Producer and give yourself a healthy dose of COMPLIMENTARY SELF-TALK. Do this day in and day out and your good days will turn into good weeks and your good weeks will turn into Honor Week strings. Tomorrow, spread your positive enthusiastic attitude on every call you make to every person you meet!
REMEMBER: All “Sales Streaks” start with an attitude streak… and all attitude streaks start with you deciding to be positive and enthusiastic.
Curt Kesselring

President Maintenance Engineering

Maintenance Engineering Lighting “The Best Decision I Ever Made!”

Rookie Coordinator Mark Kemper shared a phone call he received from one of his new customers. Several weeks ago Mark was in the field training and sold a box of Maintenance Engineering’s Xtra-brite 4′ fluorescents.
The young business man was the owner of a very successful cabinet shop and decided to give these lamps a try. When the lamps arrived and the customer put them in, he was in awe of the tremendous change they made in his work shop. The owner next made a very wise decision and called Mark and ordered three more boxes to complete the rest of his shop.
What an exciting story and this is also typical of what we see happen when a box or two of Maintenance Engineering’s great Xtra-brite lamps are installed. Mark thanks for sharing this story and congratulations on this great new customer. His comment to you “This is the best decision I ever made” tells the whole story.

Maintenance Engineering Vice President Dennis Leno “Are You Thinking Big Enough?”

Every motivational book I have ever read expounds the virtues of positive thinking. Few however, really push taking the time to deliberately think. Yet taking time to think positively is one of the most critical things you can do.
And what should you think about? How about your goal? What is it you want from your career? What is it you want in life? What do you want bad enough that you actually willing to work for?
Have you spent enough time thinking about what the new opportunity can do for you? Think about it!

Maintenance Engineering President Curt Kesselring "Quit Changing Things!!"

I wonder how many times I've heard that request... that plea? But, what if Maintenance Engineering had "QUIT CHANGING THINGS" back in 1974 when we started?
PRODUCT
1. Today our product line would be primarily incandescents.
2. We would only have tubular halogens.
3. We would not have CFL's or LED's.
4. Our HID Line would consist of 4 Mercury Vapors.
5. Our fluorescents would be guaranteed 3 years.
PRESENTATION
1. Our presentation booklet would consists of 2 pages of black and white line drawings.
2. Our promotions would be a cheap AM/FM radio.
3. Our highest commission rate would be 30%
4. We would not have a management program.
5. No one would fly on an airline, we would drive everywhere.
OPERATIONS
1. We would be sending orders to our warehouse via teletype.
2. All orders would be mailed to the office.
3. All commission checks would be mailed snail mail.
4. We wouldn't have a newsletter.
5. We would be typing all invoices on manual typewriters.
Today we're entering a period of the most dramatic and rapid changes the lighting industry has ever seen! Leaders in the industry may rise...or fall.. all dependent upon their ability and willingness to change. It is times like these that buyers are changing vendors..to us or from us. The next 5 years of dramatic change means huge opportunity to grow. Triple volume or more is possible.
The leaders of tomorrow are the change merchants of today. Those who embrace change quickly and proficiently will put them in the lead. At Maintenance Engineering my goal is to change, to become better at identifying what to change, how to change, and quickly implementing those changes. The better we are at being merchants of change the greater will be our rewards. Join me in my commitment to study, to learn, to practice, to risk, to fail... all to become more successful! Change and you'll make more money off the same or less effort! Best of all you'll have more fun and more personal satisfaction! Below are some of my favorite "Change" quotes. Write them on a card and carry them with you.
" By changing nothing, nothing changes."- Tony Robbins
" If you do what you've always done, you'll get what you've always gotten."- Tony Robbins
" A year from now you will wish you had started today." - Karen Lamb
"You must do the thing you think you cannot do." -Eleanor Roosevelt
"Never, never, never, never give up" - Winston Churchill
Curt Kesselring

President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Make Plans To Triple Your Volume”

Maintenance Engineering’s new Selling System is revolutionary. Learn it, become proficient at it and it will allow you to TRIPLE your Volume and Double your Income. However, this won’t happen by itself. It’s going to take some work…but Double Income makes it worthwhile! Develop a plan that puts you on track to TRIPLE/DOUBLE by this time next year. Here are some simple suggestions for you.

Step #1. STUDY, LEARN, and PRACTICE the new Selling System. Devote 30-60 minutes per day for the next month and you will be on your way.

Step #2. EXISTING ACCOUNTS- Develope a plan for each using Maintenance Engineering’s 5 Lines to get 100% of their business.

Step #3. INACTIVE ACCOUNTS- introduce them to Maintenance Engineering’s 5 Lines. Re-open them with the line that allows you to re-establish your relationship.

Step #4. NEW ACCOUNT CALLS- Begin calling on larger accounts. Gradually move up as you become comfortable with the 5 Line concept, quantity pricing and the rebate program. Find the account size that fits your selling style best.

Step #5. PIPELINE- Use the pipeline concept to fill your days with new account calls.

Step #6. UP SELL CONSTANTLY to maximize your Industrial Lamp Sales %.

-Open New Accounts with the highest quality line possible, but open the account.

– On Repeat Calls constantly work to up-sell the buyer.

– ACCOUNT GOAL -100% of their business. Develop your target mix of products:

*10-20 % + Premira (existing volume)

*20-30 % + Industra & Commercial (NEW volume)

*25 % Residential Guaranteed (NEW volume)

*25 % Residential (NEW volume)

We’re a small company who has developed a revolutionary marketing concept. It consists of three components. First is a powerful Direct Sales Force that can open accounts and get 100% of their business. Second is our Maintenance Product Website (under construction) that will allow you to leverage your account relationship into all of the commodity maintenance products that your buyers are currently purchasing. This will require low effort while allowing you to add additional commissions to your income. Third is the Rebate Incentive program to build customer loyalty. These are exciting times. Use the remainder of 2012 to get the ball rolling towards tripling your volume in 2013! No one else is using a direct sales approach coupled with the internet to maximize the opportunity for their sales force! Maintenance Engineering is the first! Be part of this historic and profitable revolution!



Curt Kesselring

Maintenance Engineering Vice President Dennis Leno “Commitment”

“I made a commitment to my customer and to myself.” – Diane Pilkinton

I had the privilege of interviewing Diane Pilkinton for the newsletter honoring her for her consecutive 52 Riser Weeks. Remember it’s one thing to have a Riser Month, or a Riser Year, but it’s quite another to pay yourself on 52 Consecutive Riser Weeks without missing a single week.

Here is what Diane told me were the factors that made this possible for her:

-Discipline

”I just work!”

- Commitment

“To myself”

“To my customers”

- 1% improvement a day.

“I want to get better every day”

-Fun

“If you’re not having fun you are doing it wrong.”

Diane, congratulations on your 52 Riser Weeks and the examply you have set for us all!

Good Selling Everyone!

Dennis Leno



Vice President

Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Pride”

Nothing happens until a sale is made. Look around your house and pick up any item. Somewhere in the life of that article it was sold to someone at least once, maybe more often. The person who made it had to “sell” someone to go out and “sell” it to a distributor. The distributor’s salesperson had to “sell” it to a retailer. The retailer had to “sell” it to you.
Everything you see owes its existence to sales. Sales plays a vital role in our economy which explains why the income potential in sales is so high. Sales is the means by which someone with a product or service is put together with someone who has a need… and the money to pay for a solution.
In sales we often under-value our services. We need to be proud of the fact we, with our sales ability, cause the economy to move forward and prosper. Sales is the oldest profession in the world and the most vital. Think of what would happen without Maintenance Engineering Salespeople. First our customer would be deprived of the benefits of having the longest lasting , most energy efficient color correct lighting in the world. They would be deprived your expertise and good service. Maintenance Engineering’s great support staff would be out of jobs, factories would be shut down, and many employees would be out of work.
Yes, we in sales provide a vital service to the nation. We should be proud of our profession. We should also keep in mind the responsibility that goes with our role. For those gifted with sales ability goes the responsibility to use that gist so that customers can get the best product and everyone who plays a role in making , shipping, and providing service has good jobs.
Sales…a profession to be proud of. Sales ability..a talent which make a difference by helping a lot of people. Sales responsibility… to do our best and to be our best in this great profession.
Curt Kesselring


President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “The Two Things You Can Change In Life”

Over the years I’ve had the privilege of observing and interacting with many positive people. I’ve particularly noticed that positive people tend to be much more succesful in their chosen careers whether task work, technical work or the sales profession. Their success isn’t accidental. Rather, it is the direct result of how they deal with those negative circumstances that frequently appear in our lives. When confronted with a negative they do one of two things:




#1 They immediately working to CHANGE THOSE NEGATIVE CIRCUMSTANCES. Their goal is to change those negatives into positives.. or at the very least neutralize them.



#2 If they can’t change those circumstances THEY CHANGE THEIR ATTITUDE TOWARDS THEM. They choose to focus on whatever positive there is in that circumstance and to ignore the negative.



Think of the negative circumstances you have encountered in your life during the past week. What if you had applied this proactive approach.. CHANGE THEM.. Or CHANGE YOUR ATTITUDE TOWARDS THEM. Either way you have eliminated a road block on your march up the path to success. Bottom line is you’ll be happier in life..and much more successful.



Curt Kesselring

Maintenance Engineering Vice President Dennis Leno “The Fun At Oktoberfest”

There is truly nothing more fun or motivational then spending time with your peers. When you add the event of Oktoberfest and the Kesselring Ranch into the formula, you truly have a winning combination. It’s hard to believe that Oktoberfest is only a few months away but it is!



I know I personally love Oktoberfest because it gives me a chance to get to know the Top Producers in a fun, relaxed atmosphere.



Besides the opportunity to make a lot of money, it seems everyone finds an activity ot two they truly enjoy participating in.



I challenge you to qualify and then attend Oktoberfest 2012!

Maintenance Engineering Vice President Dennis Leno “The 5 Levels of Product”

I have had the privilege of working with a number of our top producers. What a wonderful learning experience it has been. The 5 levels of product simply let the customer know that Maintenance Engineering has a product that will fit every one’s budget. I thought it would be fun to tell you the 5 things the 5 levels of product have done for me and my field work. I am sure they will do the same for you.




1. Totally Eliminates Call Reluctance I love the fact that the customer can no longer claim that we do not have a product that will fit his budget.



2. Let’s me Sell Against Myself- It is a great benefit to be able to say “I have that too.”



3. I Now Have Access to a 94 Billion Dollar Market.- How exciting to know that the entire lighting market is now my market.



4. No One Has Access to the Product Line I Have- There is not one other lighting company that has a product line to compare to Maintenance Engineering’s. That means I never have to walk away from a sale.



5. It Has Doubled My Closing Ratio- Whether it is a Residential Product, a Commercial Duty, Industra, or Premium quality. I can match a customer’s budget and product quality desires. That has doubled my closing ratios.



We at Maintenance Engineering have an exciting future ahead of us. Let’s all go out and share the good news.



Dennis Leno
Vice President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “My Favorite Quotes”

“Whether you believe you can do a thing or not, you are right.” -Henry Ford




“Thinking is the hardest work there is, which is probably the reason why so few engage in it.”- Henry Ford



Anyone who knows me knows of my love for quotes. Quotes have done a great deal for me over my life. They have been like road maps for me. Obviously the quotes I love most are those that seemed to be written for me. Those that gave me great advice at exactly the time I needed them.



However, there are others that are timeless and ageless, always giving me advice that is perfect no matter when I think about them. Therein lays the power of a quote. I believe they are a tool that can keep you very positive and excited.



In case you didn’t notice, this week we have used two of Henry Ford’s quotes. These are two of my all time favorites. What do these two quotes tell you? To me, they speak volumes about positive thinking and hard work; Two critical requirements to success.



Vice President Dennis Leno







Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Its A People Business!”

“The lighting business is still a relationship business.”


- Max Ludlum

On a recent work together day, Director Max Ludlum reminded me of a very important sales concept! “The lighting business is still a relationship business.” Why is that?



A. People buy from people they like.

B. People buy from people they trust.



Let’s consider the possibility that Max’s theory is correct, and we believe it is. What can we do to take advantage of this concept? Here is what Max recommended:



A. Make yourself available! Meet lots of customers!

B. Always shake their hand!

C. Look them in the eye!

D. Use you confidence and enthusiasm!

E. Make it about the customer!



- Ask five questions about them.



- Actually listen to the 5 answers.



- Talk about the 5 answers.



F. Solve a problem for them!



Max, we very much appreciate you reminding us of the power of relationships. That truly is how you open new accounts and build a business.



Dennis Leno





Vice President Maintenance Engineering

In Memory Of Maintenance Engineering’s Favorite Salesperson

What I learned from Curt Loney




- He believed in being different and was proud of it.



- He wore his differences; he wore his bow tie and his effervescent personality where people could see them and be positively impacted by them.



- He was genuinely interested in every person he met and gave them 100% of his attention.



- He saw the good in you and let you know he saw it.



- He ignored your weaknesses and didn’t let you know he saw them… Thank you Curt!



- He did his best at everything he was involved in.



- He joined Maintenance Engineering at age 65 after a successful career as an entrepreneur and immediately joined the ranks of Maintenance Engineering’s Top Producers.



- He loved life like no one I’ve ever known, from early morning to late at night…everyday.



- He left indelible positive memory on everyone he met.



- He treated everyone better than they deserved.



- He treated people in a way that both enviable and instructive.



- He left a trail of positive uplifted people where ever he went.



- To meet him, to watch him, to interact with him left you inspired to do better, to be like Curt.



Today I ask everyone who knew Curt to join me in honoring him with a moment of silence… and a commitment to spreading good cheer, loving of people and having a zest for life.



Curt Kesselring



President Maintenance Engineering

Maintenance Engineering In The Community

A video retrospective of Maintenance Engineering and their employee’s charitable activites over the last year.

Maintenance Engineeering Sales Tip “Use Daily Results Form and Make Good Notes”

One of the strengths of salespeople is they are not accountants. They do not like writing things down. Also, one fo the weaknesses of salespeople is they are not accountants. They do not like writing things down. That weakness needs to be overcome. The Daily Results form was developed so that salespeople with a minimum amount of writing can keep themselves well-organized. Here are some key advantages to using the Daily Results form: -Keeps you organized -Keeps you motivated -Keeps you honest There are so many advantages to being a well-organized salesperson. The Daily Results form is a great tool to do just that.

Maintenance Engineering Sales Tip “Put Your Armor On”

What do you do every day to prepare yourself for a succesful day? are you reading positive books? Are you listening to motivational CD’s ? The truth is there is nothing more critical than staying excited and motivated, and that comes from staying positive. We have one other idea for you. Kevin Trudeau, a 50 year old self made billionaire says the most important thing of all to keep you excited is this! -Write down your goals every day in the present tense as if they have already happened. -Example: I am so happy and excited now that I have purchased my new automobile. I love the smooth ride and its awesome power. I feel so excited each time I drive it. As you can see, this kind of writing will fire your imagination. Mr. Trudeau also says “Write your goals in a “Goal Book” so you can look at them every day.”

Maintenance Engineering Sales Tip “Shake Their Hands”

Do you want one of the most powerful sales techniques ever invented? It’s called “Shake their hand.” What do we mean by that? Simply, shake the hand of every person you talk to. When you talk to a receptionist, shake their hand, when you meet someone in the lobby, shake their hand. When the buyer steps out, shake their hand. And what do you say? Simply say “It’s nice to meet you.” Sales Director Jim Frankson has worked with Maintenance Engineering’s #1 Field Rep, Michael Camerato, many times. Jim says this is technique Michael uses every time he meets someone. Try it, you will find it will work wonders for you as well.

Maintenance Engineering Sales Tips “Thinking Big Is Such A Powerful Thing”

Veteran Steve Kruse recently wrote a nice order selling his favorite lamp, the Vitalux. He feels it is most like the sun shining through a sky light and he tells his customers exactly that. So what did Steve do to write this order? He took 8 of the customer’s fixtures and put Vitalux lamps in them. In fact he went from 4 lamps to 2 lamps and still gave them more visible light output. Steve also sells the customer ballasts with their order. “I tell the customer this is the best value. Think about it, with 95% lumen maintenance and no ballast problem you have just eliminated all lighting issues for the next 10+ years. On top of that , you will save enough in energy to pay for the whole thing. This is a no brainer! Steve told us that the CEO thought the same thing. When he saw the 8 fixtures Steve had relamped and saw the energy savings he had his entire floor done. Steve this is a fantastic example of salesmanship. No wonder you are having a great year. Congratulations and keep up the great work!

Maintenance Engineering President Curt Kesselring “Dream”

“You gotta have a dream, if you don’t have a dream, how you gonna have a dream come true?”
-lyrics from the song “Happy Talk” from the Broadway play “South Pacific”

In direct sales… you gotta have a dream… to motivate you in the morning… to motivate you after a “No” or series of “No’s”. Dreams make you positive. Dreams uplift your spirit. People who dream are magnetic, more fun to be around! People who dream expect more, ask for more and receive more. But first you have to have a dream.. preferably a big dream.

As we go through life we sometimes consider downsizing our dreams. Sometimes it’s because we haven’t achieved, feel they’re out of reach, don’t need those big achievements or because the effort required to make those BIG DREAMS come true is too difficult. Whatever the reason, I believe we are missing an important point. The value on dreaming big comes not only from achieving your dream but also from the effect it has on our energy level. Dreaming gives us a “sense of purpose” that jump starts us in the morning and propels us throughout the day! Dreaming gives us that “sense of purpose” that focuses all of our mental and physical energy that is required to make our dreams come true.

Big dreams are magical in their effect for they are what puts sparkle in a youngster’s eyes…as well as in oldsters’ eyes. The power of big dreams to energize us never fades. Hold onto your dream, nurture them, continue to pursue them for they are the stuff life is made of and BIG DREAMS are the stuff a BIG LIFE is made of! So keep that sparkle in your eye.. Dream.. and DREAM BIG! because” You gotta have a BIG dream, if you don’t have a BIG dream, how you gonna have a BIG dream come true?”

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Little Choices, Little Actions, Big Results, Big Income”

What makes Frank Grendler a Top Producer…or anyone for that matter? Top Producers get up in the morning and put their pants on like everyone else. They live in the same world, breathe the same air and are confronted with the same challenges in life as everyone else. So, what is the difference that makes them a Top Producer year after year?

I’ve observed two things that they do differently. First, they make different choices. Second,k they act on those choices. It begins in the morning when they choose the time to set their alarm for. They then act upon this decision when the alarm goes off in the morning. They choose hen to make their first call, who it should be, what kind of preparation is needed… then act on it. They decide they’re not going home without a certain sales level and then take actions to insure it happens. All day long they are faced with choices… little choices.. and they act upon each choice they make. It’s not the big choices that make them different.. it’s the little choices…and the fact they act upon each of those little choices they make.

Many people have worked with Maintenance Engineering’s Top Producers. Their reaction is always the same. “They don’t do anything special.” ” I can do what they do.” And they are exactly right. They can make those same little choices throughout the day. And they can act on those choices and reap the rewards of being a Top Producer.

The Maintenance Engineering opportunity is a fantastic one because it doesn’t require some fancy degree or special skill set. It is easy because success is merely dependent upon making little choices throughout the day and acting on them. Bottom line is it’s easy to be a Top Producer. All you have to remember is…Little choices, little actions mean BIG RESULTS and BIG EARNINGS!

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Mimicry Produces Objections”

People mimic your emotions and your beliefs, but only strong emotions and beliefs. As you go through every day you’re sending out signals that reflect you emotions or negativism. You are sending out either confidence or fear.

If you want to know what emotional signals you’re sending out look at the objections you’re receiving from your customers. Objections are merely a reflection of your emotions and beliefs. If you want to eliminate objections then you need to change the emotions you’re displaying…which your customers are mimicking.

If you’re getting price objections, then your customer is mimicking your price fears. Study the features that go into our products that make them worth their price or drop down to a line whose price you don’t fear. If you’re getting objections about product quality then the customer is mimicking your lack of confidence in quality. Talk to your manager or study your catalog until you BELIEVE in the quality of Maintenance Engineering’s products.

Decide what emotions and beliefs your customers need to have then make sure they dominate your thoughts from morning to night. The key is that those emotions and beliefs must be strong enough to DOMINATE the emotions and beliefs of the customers you encounter. Concentrate on the positive sales emotions. CONFIDENCE (trust) and ENTHUSIASM (yes).

Do this and objections will diminish. You sales will increase in direct proportion to your providing your prospects with the positive emotions and beliefs that CAUSE sales to happen. Mimicry is a powerful sales tool. Become a master at it and you will sell consistently under all conditions!

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “I Love My Daily Motivational Schedule”

“Whether you believe you can do a thing or not, you are right.”- Henry Ford

Years ago I read about the benefits of getting up early. When I read the fact that it takes two hours to truly wake up, that sealed the deal for me. I now get up at 3:30 a.m. and I am working out by 3:45. After an hour and 20 minute work out, I shower and dress for the day.

My favorite part of the morning comes next. Now I have time for meditation, prayer, and practicing my affirmations. Remember, what you think about you bring about. I keep a positive affirmation in my thoughts every possible minute I can. There is nothing more important than feeling good about yourself and your goals.

I know that a schedule like this takes more effort than many are willing to put out. I consider it so important I rarely let anything interfere with “My time.” I hope that all of you will find a “My time” for yourselves and fill it with power. It is an exciting way to live!

Dennis Leno


Vice President Maintenance Engineering

Maintenance Engineering Sales Tips “COLD CALLING”

Veteran Tom Ringo was recently asked by his manager Jim Dew, what is the hardest part about cold calling? We wanted to share Tom’s philosophy:

“The hardest part about ‘Cold Calling’ is calling it ‘Cold Calling’ . I want to think of it as meeting new people who as of right now don’t know how badly they need my help! The words ‘cold calling’ leave me flat and uninspired. So does the word ‘prospecting.’

Maybe we should call it something else like ‘ Unscheduled Future Client Meetings’ or ‘Freestyle Needs Visitation.’ All kidding aside, each one of us need to elevate our aptitude in regards to meeting new prospects. It is what motivates us and inspires us. It drives us to try to improve and better our lives as well as those we serve through sales. Such motivation, calls on the power of Heaven to help us know what to do next, and in most cases that is to leave the house and go to work!”

Maintenance Engineering Product Tips “Did You Know..?? Halogens”

Did you know that when you are replacing incandescent flood lamps with Maintenance Engineering’s Halogen Pars, you can use the lamps as either light-boosting devices, or energy-saving devices, or in some cases, both?




For maximum light boosting, you can match wattage with the incandescent and get about double the light output.



For maximum energy-saving, you can drop to about half the incandescent wattage and still match the incandescent’s light level. Or you can pick a Halogen Par wattage somewhere in-between and get both some light-boosting and some energy-savings, just lesser amounts of both. It is up to you to decide what the customer requires.

“Frank’s Corner”Maintenance Engineering’s Old Number #1 Shares Sales Tips and Philosophy

Recently I was visiting with Sales director Diane Pilkinton about sales. I listen, as before she was a dedicated manager, she was a field rep writing very good volume. Diane said “Even if you are not a good salesperson, you can succeed if you are willing to work hard.”




Diane and I agree that hard work is the key to success and if you are willing to put forth the effort you will become a great salesperson, resulting in more sales and more income. I’m sure it’s fair to say that none of us including Diane, were great sales reps our first day in the field, but like she said, “Anyone who is willing to work hard can succeed.”



Frank Grendler
Maintenance Engineering’s All Time #1 Sales Person

Maintenance Engineering President Curt Kesselring “Power Your Day With Emotion”

Years ago I was given an article that pointed out the powerful connection between emotion and action. I would paraphrase this article as follows.




“EMOTION PRODUCES IMMEDIATE ACTION. THINKING PRODUCES FUTURE CONCLUSIONS.”



As salespeople, we must get immediate actions from our customers in the form of a sale. We cannot live off future conclusions (I’ll send you a P.O. or leave your card and I’ll call you.) Everyday, all day, we must cause 6 types of IMMEDIATE ACTION.



1. We must “TAKE ACTION” to call on the prospect.



2. We must cause the receptionist to “TAKE ACTION” to direct us to the buyer.



3. We must cause the buyer to “TAKE ACTION” to permit us to pitch them.



4. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the promotion.



5. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the presentation.



6. We must cause the buyer to “TAKE ACTION” and sign the order!



ACTION-ACTION-ACTION-ACTION-ACTION-ACTION



…6 times in a row for a sale, all fueled by YOUR EMOTIONS, your confidence and your enthusiasm! First you must get your emotions fired up for you to take ACTION to make the call. And then you use that emotion to CAUSE the receptionist and buyer TO TAKE ACTION which will result in a sale today.



You control the customer via mimicry. Whatever emotion you have the customer will mimic. EMOTION AND ENTHUSIASM CREATES SALES. Use this powerful concept to insure you have a great spring and summer selling season.



It will insure a great 2012.



Curt Kesselring

President Maintenance Engineering

Frank’s Corner – Maintenance Engineering’s Old Number #1 Shares Selling Tips

There is an old saying in sales “Hard work isn’t easy, but it is fair.” This simply means those who are willing to work hard receive the most rewards, they make the most money and are the most respected by their peers. Everyone at one time or another is faced with the task of selling light bulbs in the field. It doesn’t matter whether one remains in the field, becomes a trainer or goes into management, the way you handle the challenges of selling in the field determines how you are viewed by your Maintenance Engineering peers.

Dennis Leno favorite saying is “Do you best and that alone will make you wealthy.” If I could add to this great quote I would add “and respected.” So “Do your best and that alone will make you wealthy and respected.”

Frank Grendler



Maintenance Engineering’ s All time #1 Sales rep

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 2012 it is Attitude. Here are some of the ways Attitude can impact your career:




-ALARM CLOCK- People with great attitudes get up without an alarm clock because they’re anxious to get started on the day.



-GET UP EARLY- Your pituitary gland injects melatonin into your blood stream to make you sleep at night. It takes 2 hours of bright (white) light to clear it from your body every morning. That’s 2 hours before your mind is sharp and your attitude is “Sales ready”!



-MORNING PREPARATION- Positive people use early morning to prepare their mind for the day by focusing on positive thoughts which are mimicked by customers throughout the day. They don’t listen to the news or any sources of negative.



- FIRST 5 CALLS OF THE DAY- Make 5 calls in rapid succession and your postive 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 and your company; they mimic your enthusiasm (positive “YES” attitude) 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 dwell on problems you cannot solve YOU WILL HAVE A NEGATIVE ATTITUDE! It’s that simple. Decide to have a POSITIVE ATTITUDE and it shall be so!



Ronald Reagan said “Fly as high as your wings will take you.” Your wings are powered by your attitude which determines your altitude! So FLY HIGH!



Curt Kesselring

President Of Maintenance Engineering

Maintenance Engineering Sales Tip “People Buy From People They Like”

Maintenance Engineering managers are always talking to salespeople about the importance of relationships with your customers. Find out 5 things about them and that will help you build a great relationship.

We are also bring you the advice of Dale Carnegie on Six Ways to Make People Like You. This comes from Dale Carnegie's book "How to Win Friends and Influence People." We think it is advice worth passing on to you!

IN A NUTSHELL

SIX WAYS TO MAKE PEOPLE LIKE YOU

Rule 1: Become genuinely interested in other people.

Rule 2: Smile

Rule 3: Remember that a person's name is to them the sweetest and most important sound in any language.

Rule 4: Be a good listener. Encourage others to talk about themselves.

Rule 5: Talk in terms of the other person's interest.

Rule 6: Make the other person feel important- and do it sincerely.

Maintenance Engineering “Another Satisfied Customer”

Young vets Steve Allen and David Hatch sold a great account on a recent training day…a classic car museum! They stopped back in when the bulbs arrived and the before and after was simply amazing. Their $100,000 cars looked like a million bucks under the new and improved lighting! The customer was so impressed with the lamps that he placed another order right there on the spot! Great job Steve and David!

Maintenance Engineering President Curt Kesselring “Success= Work + Tools + FUN”

Fun…the great lubricant that makes everything in life easier. Ever notice the difficult and downright painful things kids do…when they’re having FUN? Fun helps us focus on the positive, ignore the pain and overlook the difficulty of doing something.

FUN is a motivator that gets people to do things they otherwise wouldn’t…or couldn’t do. FUN is magnetic….it draws people to WHEREVER there is fun WHOEVER is having fun. Everyone wants a piece of the fun. Best of all. FUN lubricates things. FUN eliminates friction between people. FUN makes time pass more quickly when doing the difficult things that SUCCESS requires. FUN attracts people to you. FUN puts people in a positive. Enthusiastic… “YES” Mood!

So where does fun come from? Fun…comes from thinking positive…focusing on the good and ignoring the bad. Every sport involves ignoring the pain, long practices, conditioning and focusing on the fun (the positive) aspects of the sport. Golf, a fame of 90% frustration and failure, draws people back because of the 10% which is positive and FUN. Fun comes from focusing on the good, the enjoyable, the positive and ignoring the uncomfortable, the difficult, the painful, the negative. Fun comes from thinking positive…which is why positive thinkers always have more fun.

In the early years of the Company, Dennis and I observed that people who were having fun in their career were successful and people that weren’t having fun failed. Most people think that success comes first…then FUN. However, we observed the reverse. Those people who DECIDED TO HAVE FUN FROM THE START… WERE ALWAYS SUCCESSFUL IN THE END. We realized the following : IF YOU”RE NOT HAVING FUN…. YOU’RE DOING IT WRONG. We realized that fun is a lifestyle …a way of living… an approach to your job…a way of life… a way of thinking…the result of a DECISION to focus on the positive in life.

So… DECIDE TO HAVE FUN… ADOPT A FUN STYLE… it will make you day easy, productive and PROFITABLE!

P.S. Enclosed is a 3X5 card with the success formula on it. Review it at the beginning and end of each day. It’s your game plan for your career… and for any other area of you life in which you want to achieve success.

If you’re now having FUN you’re doing it wrong!

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Sales Story “School Sees the Light”

Maintenance Engineering Sales Story “School Sees the Light”

Young Veteran Tom Bonner shared a great story with us about a school he opened. tom sold the school a box of Xtrabrite T8′s which they put over bleachers on one side of the gymnasium. And you guessed it, the fans and faculty loved the new lights.

One person in particular loved the lamps.. the photographer for the local newspaper. After taking pictures at a recent sports event, the photographer said “The lights were so good I didn’t even need my flash. What a difference.”

The school is now planning on purchasing many more lamps from Tom. Thanks for sharing this great story of another satisfied customer!

Maintenance Engineering Vice President Dennis Leno “Referrals Are The Way To Go.”

I have talked to many of our Veterans about referrals. All say the same thing. ” I wish I remembered to ask for more referrals.” Yes, for those who “Ask” for referrals it is a lucrative habit.

I believe the problem of not remembering to ask for referrals stems from one thing. They don’t understand how lucrative referrals are. Referrals are like gold. Their value just keeps going up and up. The more you ask, the more you get. The more you get, the more you ask.

Don’t forget that a new account is an account that keeps paying you compound interest every time you sell it. The more new accounts you open, the more accounts you can repeat later.

I hope you will look over my insert on referrals this week and take it to heart. Referrals are on of the most lucrative techniques you will ever employ.

Dennis Leno

Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Success= Work+TOOLS+Fun

Maintenance Engineering ‘s Tools (sales techniques and methods) are merely efficiency devices that allow us to work SMART! Just as a ditch digger finds it easier to dig with a shovel then with his bare hands, it is easier for a salesperson to sell with high quality sales tools.

Every trade uses toolds that have been develope over the year by experts. Backhoes and bulldovers have replaved hand shovels which replaced hands. In sales we utilize methods and techniques some of which were deveoloped before the time of Christ. Other sales tools such as the telephone and interent are being refined and developed right now.

At Maintenance Engineering we pride ourselves in the sales tool box we’ve assembled. We have taken the best of the old and have incorporated it with the best of the new. All that remains is the following:

1. LEARN THE TOOLS forwards and backwards.

2. PRACTICE THEM until you can execute them flawlessly.

3. USE THOSE TOOLS in from of as many prospects each day as possible.

Tools allow us to profit from the knowledge of experts who have gone before us…experts who have developed the tools that we now teach. These Tools allow us to WORK SMART, to maximize the production from our work..and to MAXIMIZE our income.

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering’s Hall Of Fame

Maintenance Engineering’s Hall of Fame in our atrium is a fantastic showcase for our sales team’s achievements from past to current sales years. This is a great display where our Top Producers are recognized for their hard work and success each year. The current year Award Winners photos are displayed with past recipient’s names on each kiosk as well. Here are the awards displayed in the atrium.

•#1 Field Award
•The Grendler Award
•President’s Club
•Vice Presidents Club
•Riser-Top 5
•Senior-Top 5
•Million Dollar Earned
•Million Dollar Sales
•Training Awards
Congratulations to all of our current and past recipients of these great awards, we are very proud of your achievements!

Maintenance Engineering President Curt Kesselring “Success=Work+ Tools+ Fun

Work… the great equalizer..the source of our greatest pride and self satisfaction. As a matter of fact, I would say that everything that we place high value on is the direct or indirect result of work.

Stop and think of days that you take most pride in. Can you think of any of those lazy unplanned days that…at the time were enjoyable..but now are certainly not sources of pride? Think of those days where you worked hard and overcame adversity and you’ll recall those days with pride. Even days that were a loss are recalled with pride for the effort..for th work that you put in. Unfortunately, lazy people have given work a bad name.

In reality work is the greatest source of pride and self satisfaction of any endeavor…even greater than the money earned or goal achieved from the work. Work truly is its own reward. I have never found a lazy person who is truly happy. I have never found a lazy person who is successful. Their aimless approach to life leaves them unfulfilled…convinced that their lot in life is a result of bad luck.

However, I have never met an ambitious hard working person who wasn’t happy… and proud and SUCCESSFUL. Work generates adrenalin and adrenalin generates energy, a positive attitude and a feeling of satisfaction. That’s the reason we always feel better AFTER we have begun working…AND the HARDER WE WORK THE BETTER WE FEEL. Think abou the days of which you’re most proud. . a day you spent working towards a goal…and achieving that goal.

Work is the price of life. Just like purchasing a car, the better the car the higher the price. The value of and quality of your life , your pride and your self satisfaction is a direct result of the price you’re willing to pay for that life in…WORK.

Work produces energy…pride and self satisfaction…AND the achievement of the goals you have set for yourself. Work hard in life and at the end of the day, the end of the week, the end of the year…the end of your life…you’ll be most proud of the fact that you worked hard to achieve your goals. You’ll have that special pride that comes from knowing that you EARNED THEM THROUGH YOUR WORK.

WORK…ITS ENJOYABLE… AND IT IS ITS OWN REWARD.



Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering Product Tips “Did You Know?- Safety Coated Lamps”

Did you know that Maintenance Engineering carries Safety-Coated lamps in both incandescent a-lamps, incandescent reflectors, and fluorescent (4′ and 8′) offerings. Safety-Coated lamps feature tough polymer-, silicone-, or Teflon based coating that protect the lamp glass from thermal shock, and contains breakage in case the lamp is impacted/damaged. These lamps are ideal for use over food handling / preparation areas and food storage areas.

Maintenance Engineering President Curt Kesselring “Success= Work+Tools+Fun

Success…what is it and how do you achieve it? The Maintenance Engineering Success Formula lays out the “how” to achieve success very clearly. This simple formula can be applied to anything you want to achieve success in, whether it be family, a hobby/game or your career. The approach is always the same.

First…what is it you want to achieve success in? The three choices are family, hobbies/games and career. You get to choose two of the three. Choose all three and you will fail in all three. Choose only one and your life will be empty. I personally chose family and career… which explains my golf game.

Once you’ve clearly made the choice of what you want to be successful in, it is only a matter of doing the things that cause success. It’s important to understand that being successful FIRST BEGINS WITH A DECISION TO BE SUCCESSFUL. One must DECIDE TO BE SUCCESSFUL AND ALSO DECIDE TO DO WHATEVER NECESSARY TO ACHIEVE SUCCESS. (Excluding the illegal or immoral.) To be successful in anything,k you will at some point have to do difficult, uncomfortable, or even unnatural things. You must be willing to do those things.. FOR THOSE ARE THE VERY THINGS FAILURES WON”T DO. Everyone can do the fun and easy things that success requires. However, pursuit of success requires you be able to tolerate some discomfort in doing things that are not on your “want to do list.” Successful people, however, suck it up and do it with a smile on their face… because THEY DECIDED TO BE SUCCESSFUL AND DECIDED THEY WERE GOING TO DO THE THINGS SUCCESS REQUIRES.

I have a friend who used to smoke four packs a day. He tried for two years to kick the habit. He tried everything…pills, patches, cutting back gradually, etc. He failed… until one day he said to himself “I can do anything I want. I’m going to quit smoking.” He then quit smoking …cold turkey.. and never ever… smoked another cigarette. The reason he was successful was that he DECIDED TO QUIT AND TO DO WHATEVER NECESSARY TO QUIT… TO ENDURE WHATEVER DISCOMFORT REQUIRED.

Success is about DECISIONS… to BE SUCCESSFUL AND DECISIONS TO DO WHATEVER IS REQUIRED to be successful. Winners aren’t luck and losers unlucky. Winners aren’t smarter, more gifted or better looking. The difference between winners and losers is that winners make decisions to be successful and make decisions to whatever it takes.

ANYONE can be succesful. It’s difficult… but worth it. At the end of the day…the day is over, it is gone… all that one has to show for it is the rewards of success. .. the sense of achievement…the personal prde…AND the personal and financial benefits that result.

So DECIDE..to be successful in the area of your choosing …and do whatever is required. You will join the ranks of the VERY SUCCESSFUL and enjoy that very special feeling that comes from KNOWING YOU”RE A WINNER!

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering "Tired Of Changing Light Bulbs?"

Young Veteran Tom Bonner shared a great sales story with us. It proves once again the harder you work, the luckier you get.

Tom called on a veterinary clinic and caught the doctor doing his least favorite job… you guessed it, changing light bulbs. When Tom introduced himself as being with a lighting company, the doctor thought he was kidding. “You’re saying that because you caught me changing light bulbs right? What do you really want?”

After convincing the doctor that he was for real, Tom had the doctor put in two of his Xtrabrites. Needless to say the doctor was blown away. What really helped clinch the sale for Tom was customer’s comment, “Wow, those are the brightest light bulbs I have ever seen.”

The doctor ordered a large box of 4’ Xtrabrites with a comment “I can’t believe how luck I was to have you come in at just the right time. “

Congratulations Tom on this great new customer.

Maintenance Engineering Product Tip “Cold Weather Affects Lighting”

With the coller weather making its presence known, we have some tips to share with you to insure your customer get the best performance out of their lighting this winter.

HID LAMPS

With good lamps, ballasts, and igniters, most HID lamps should operate reliably down to -20 degrees F. Slow starting could indicate a potential HID lamp or ballast sale for you.

INCANDESCENT LAMPS

These create their own heat, so they always work, even in extremely cold weather. However, sudden temperature changes can lead to thermal shock, leading to breakage. When this happens, you could sell either Sign Service or Shatter Guard coated lamps. For spot heating, the Infared Reflector lamps are perfect.

ENERGY SAVING BALLASTS

Most all of Maintenance Engineering’s ballasts are designed for normal, indoor termperatures. Minimum starting temps for specific ballasts are listed in your Catalog Ballast Section. If your customers need cold weather rated ballasts, contact Product Service for availability.

FLUORESCENT LAMPS

Standard wattage Rapid Start and Instant Start lamps are good for temperatures above 40-50 degrees F. Energy saving version are very sensitive to cooler temps and shouldn’t be used below 60 degree F. HO and VHO lamps are the best for cold locations; with the right ballasts, they will start below 0 degrees F.

ARM-A-LITE SLEEVES

A way to protect fluorescent lamps from the cold is to slip on Arm-A-Lite Sleeves. These insulate the lamp from the cold and hold the lamp’s heat inside. In the North Country, we put sleeves on our lamps in the fall and take them off in the spring. Colored sleeves can also add a festive touch for the holidays.

LUMI-TWISTS

Maintenance Engineering recommends these units for normal room temperatures, but they are rated for operation as low as -5 degrees for the PAR and GLOBE Lumi-Twists. Our regular Lumi-Twists rated for 5 degrees F, with the exeption of the 55 W (rated for 50 degrees F). Hard starting caused by extreme cold temperatures can shorten lif. In southern climates, 2 -pin and 4 pin plug-in CFL’s (rated to 0 degrees F) have been used in outside fixtures with success, which correlates to having a good ballast. Fixture location, prevailling winds, and average temperatures can help keep the lamp warm enough. You may wish to experiment with a coupld of Lumi-Twists to see if your customers’ cold applications can be upgraded to compact lamps.

The change in season can cause problems for your customers lighting. By knowing your products, you can turn these problems into sales opportunities!

Maintenance Engineering Lighting Tips “Did You Know..?”

Did you know that when you are replacing incandescent flood lamps with Maintenance Engineering’s Halogen Pars, you can use the lamps as either light-boosting devices, or energy saving devices, or in some cases, both?

For maximum light boosting, you can match wattage with the incandescent and get about double the light output. For maximum energy-saving, you can drop to about half the incandescent wattage and still match the incandescent’s light level. Or you can pick a Halogen Par wattage somewhere in-between and get both some light-boosting and some energy savings, just lesser amounts of both. It is up to you to decide what the customer requires.

A Great Start To 2012

Bill Kunzelman is one of our Veterans who is off to a great start in 2012. We asked Bill what he is doing hat has given him such a great start and here is what he told us:

•I have set some great goals for 2012. I want to be in the Top 5 and I want to open at least three AAA accounts.
•I wrote my goals down. My pastor shared the fact that it’s been proven that if you write your goals down, you are 50 times more likely to attain them.
•I wrote down my goals on a 3×5 card and I kept them on a dash on my car where I see them all the time.
•I ask for referrals and follow up. Most of my best customer come off of referrals.
•Most of all I do a lot of meditation and prayer about my goals. Setting goals and meditating on them is essential.
Bill, we are so proud of you and your great start in 2012, it is sure to be a goal reaching year for you! We will see you at the Top…5!

Maintenance Engineering President Curt Kesselring “3 Laws Of Direct Sales”

THE FIRST LAW IS THE 1/3 LAW.

In Direct Sales there are three laws. This law states tha if you make 9 calls you will get to talk to 1/3 or 3 buyers. It also states that if you talk to 3 buyers 1 of them will buy. Bottom line is you make 9 calls , you will sell 1. These numbers always work out; the First Law of Direct Sales says so. Some days you can beat the 1/3 law. Some days you fall short. In the end, it is 1/3… for it is the law of direct sales. This law has been around since before the time of Christ… for thousands of years. And it will be around for thousands more… for a s long as there are people. The law only requires that you use proven direct sales techniques such as the Maintenance Engineering Selling System.

NEW WE HAVE THE 2ND LAW OF DIRET SALES “MORE$ CALLS PRODUCT MORE SALES.”

If you want to sell 1 order make 9 calls. If you want to sell 2 orders then make 18 calls. If you want to sell 3 orders make 27 calls. With Maintenance Engineering Selling System 32+ calls per day will produce more, some days less… but in the end the NUMBERS WILL WORK FOR YOU and produce 3+ orders for every 32+ calls you make.

THAT BRINGS US TO THE 3RD and FINAL LAW.. “YOU CAN”T SELL EVERYONE.”

Some don’t the money, some don’t value quality. So don’t worry about not selling them all. Later their situation may change and you can sell them then.

So there you the the 3 LAWS OF DIRECT SALES

LAW #1- 1/3 law states you will sell 1 out of 9 calls.

LAW #2- More calls produce more sales.

LAW#3- You can’t sell them all.

Bottom line is this: Don’t get upset because you can’t sel them all, the law says you can’t. Hoever, remember that the 1/3 law guarantees you a sale 1 our of 9 times. It guarantees you will sell. How much you sell is determined by the # of calls you make… your work ethic. No other career allows you this much control over your desitny. Want to make a lot of money then make the callls. . Its guaranteed! Build a great income, build wealth… it’s only a decision away, a decision to capitalize on the 3 laws of Direct Sales.

GOOD SELLING!

Curt Kesselring
President Maintenance Engineering