“Fortune favors the prepared mind “ – Louis Pasteur


l Maximize your new account sales by planning l Know where you are going the night before

– Look at google earth or a map

l Make appointments on the y with your cell phone
l Ask for referrals from everyone even if you don’t sell them l If you get to the buyer, sell them even if it is Contract Division

Everyone deserves to be your Customer!


Vice President Dennis Leno “The Income Booster Outline”


Simple, easy to learn AND pro table are the best words I can think of to describe our Income Booster Outline.

Step 1 – Use M.E.’s standard presentation up to the close.

Step 2 – If you haven’t already, learn M.E.’s powerful
3-line close! It insures you sell the buyer a premium line if possible before you drop to the Contract Line. Yes, at rst glance it seems counter intuitive, but Trust Me…it works!!

Step 3 – “HARD NO”…if you get a “NO” which won’t result in a sale or appointment in the next 48 hours then go into our SIMPLE CONTRACT DIVISION PITCH. Sell them and write them up on a paper order blank like all your orders if you can.

Step 4 – Whether you sold them or not, NEXT you then
set up your customer on your Contract Division eCatalog so that they can place repeat orders without your help! This allows you to focus your time on Premium Sales while you are capturing business that would have went to the local Big Box Store!!



You are welcome to stop by or call to see if
they need any help and to see if you can upgrade some or all of their facility to PREMIUM PRODUCT!

Step 6 – Recapture all of your dead accounts and put them back into your ACTIVE FILE BOX! Capture commissions or business that used to go to the local Big Box Store!

Your Coordinator will be setting up training for you on this exciting new money making tool. Expect a call in the coming days!

Vice President Dennis Leno

Dennis image

President Curt Kesselring “It’s Here!”


Our new Contract Division eCatalog is alive and undergoing eld testing with Sales Coordinators, Sales Trainers and a cross section of our sales force! We’re con dent that it will do what we intend it to do; capture sales and commissions we are currently passing up with our customers AND add this business with little effort and cost. The site is designed to generate orders on our contract products which are better than those found at Big Box Stores and at equivalent or lower prices. Once an account is set up on your eCatalog site most orders will be placed by customers with little effort on your part. Your efforts will primarily be focused on maintaining and growing your Premium Lighting business as well as upgrading your Contract Accounts to premium products where you can.


In order for you to take full advantage of this opportunity you will have to learn a couple of simple sales techniques. Our plan is to provide each of you individual training to insure you learn, know and are proficient at these simple income boosting techniques. See the Income Booster Outline below to give you an overview of this exciting and pro table new technique! Good Selling!

Curt Kesselring President

Kesselring, Curt new

Vice President Dennis Leno “Change”


Change is a positive thing. It is an essential component to life. Products are sold on its promise and political races are won. We accept change with open arms when it is someone doing it for us. But when it comes to changing ourselves it can be a very different thing. So often people accept a second rate life instead of becoming the person they were meant to be. Why is that? What are the obstacles to change?

Obstacle 1

Uncertainty – Change is scary to people. It is the Unknown.

Solution: Trust yourself. You have the ability to gure things out. Be spontaneous and learn to thrive on it. This is the key to your success. Enjoy the adventure and live with a pioneering spirit!


Obstacle 2

Nonconformity– People are afraid to stand out. Other people want to label and pigeon hole you. It makes them feel uncomfortable. They want to define who YOU are and have you comply accordingly.

Solution: You have the ability to de ne who you are. Don’t be afraid of ridicule. Once you build enough momentum they will understand. Never be afraid to tell your dream to anybody! Stopping or starting is up to you.

Obstacle 3

Work– Work is hard. It can be uncomfortable and mean sacri ce. Making mistakes. Having to learn new things!

Solution: Work is also the great leveler. Empires are built on it. Its adversity is what brings out what we truly are! What great thing ever came easy? Embrace the struggle and become the person you are destined to be!


Vice President Dennis Leno

Dennis image

DALE CARNEGIE Principles from “How to Stop Worrying and Start Living”


Principles from “How to Stop Worrying and Start Living”

  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:
    1. Clear your desk of all papers except those relating to the immediate problem at hand.
    2. Do things in the order of their importance.
    3. When you face a problem, solve it then and there if you have the facts necessary to make a decision.
    4. Learn to organize, deputize and supervise.
  5. Put enthusiasm into your work.
  6. Don’t worry about insomnia.


Did You Know? “LED Retro Kits”

Did you know Maintenance Engineering’s Premium-GradeTM LED Red Exit Fixture Retro fit Kits replace two 15w or 20w tubular incandescent lamps in exit fixtures? This is up to a 94% savings in energy usage! Even more importantly, these long life LED lamps are 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.


President Curt Kesselring “Coming Soon!”


Currently we see retail stores struggling to compete with e-commerce websites. They sell products that need customer service and product explanation but are saddled with expensive bricks and mortar stores. We believe we have a better solution. We don’t have bricks and mortar stores BUT, we do have face to face service at the customers’ business with our direct sales force who provide service and demos if necessary.

To turn this problem into an opportunity for us we have created a website that offers high quality short life products that compete with Big Box store prices. Now you can use this website to expand your product offering. Your big advantage will be your face to face service with the customers providing product education and demos if necessary. All the bene ts of a bricks and mortar store without the cost! We believe this is the perfect solution in this competitive market and exactly meets the customer’s needs. Low end product will be sold on the website. Our premium products will continue to be sold by our Direct Sales force.

Next week we will begin to introduce our new electronic Contract Division catalog and sales methods to Sales Coordinators and select salespeople for final testing. This new electronic catalog will have the sales representative’s name embedded in the website name insuring that you will always get credit for any sales that come in on this site. This site will enable you to capture those “Short life” sales that your customers are currently giving to the Big Box Stores or some other lighting supplier.

Salespeople will be given lifetime protection on their electronic Contract Division orders except against Premium Lighting sales where 1⁄2 protection is given. 100% lifetime protection is given if you have Premium Protection on that account!

Over the coming months additional products will be added to the Contract Catalog ranging from lighting to chemicals and other products our buyers are presently purchasing.

Our goal is to expand your income opportunity. This will not replace your Premium Lighting income but rather supplement it. Our goal is to provide additional income from the calls you are presently making. Our goal is to provide an opportunity that gives you the ability to double your income going forward.


These are exciting times as we move to take advantage of internet technology to leverage your Direct Sales efforts and your person to person customer service skills. We will be introducing these exciting tools to the entire sales force over the coming days and weeks! Stay tuned for one of the most exciting and pro table changes in the history of ME!! Good $elling!


Angela Thompson’s website Contract


Curt Kesselring President

Kesselring, Curt new