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