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