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