V.P. Dennis Leno ““Every great business is built on friendship.” – James Cash Penney”

“Every great business is built on friendship.” – James Cash Penney


One of the things I have always loved about being a lighting specialist is talking with customers. I love to talk to people! I have learned so many useful and interesting things from our customers. Over the years, they have shared with me their life experiences, hopes, and dreams. What an honor it is to have this opportunity in lighting and friendship!

My experience is not unique. Our most successful lighting specialists have all had that experience. It’s not just the nuts and bolts of lighting that make for a long term relationship. It is the friendship you create and sustain with your customer.

If there is one thing I would tell a new lighting specialist and for that matter anybody starting in business it would be…go out there brighten someone’s day and make a friend!

Dennis Leno, V.P.


Dennis image


President Curt Kesselring “One More!!”


I was first attracted to sales when I was in college. I held 3 jobs…all paying minimum wage…$1.25 per hour! Then a friend introduced me to Fuller Brush sales and I asked what I could make. My friend said he averaged $7.00/hr!! That was about 5 times what I was making!!

I started that next Friday afternoon and I made $0!! NOT quite what I hoped for! But Saturday I was out early knocking on doors…and guess what…I made some sales. I wasn’t a great salesman but I was practicing the first key to profitable selling…making as many calls as I could make. I quickly learned that the only time I could make money was if I was in front of a prospect who liked me AND liked my product! Soon I was making $7.00+/hour selling household products door to door!!

I learned that sales was not as difficult or as complex as I thought. I came up with a simple formula.

  1. Knock on as many doors as you can in a day. Car windshields never buy anything!
  2. Get the prospect to like you and they’ll listen to you.
  3. Be passionate about your products! My favorites were oven spray and holly berry room spray! I had a couple demos that had a 90% plus closing rate!
  4. Ask for the order. If you don’t ask you don’t get; so ask until you get!!

Simple techniques that worked then…simple techniques that work NOW! Starting tomorrow I challenge everyone to put yourself in front of as many prospects as you can! Make friends, as friends ONLY buy from friends…so become their friend! Be passionate about your product! Have fun with it! Put on a show with your demo! Part of my Fuller Brush demo was to spray the oven spray on my hand and lick it to show it was safe!! This worked every time! Then ask for the order…at least 5 times. Sounds like a lot…not really…if you’re nice about the way you ask! Remember you’re just talking to a friend you made!

Do all this and you won’t sell ONE MORE ORDER a week…you’ll sell ONE MORE ORDER per DAY!! This is the BUYING SEASON which means it’s the SELLING SEASON for those who practice these time honored fundamentals I learned in 1964!!! GO FOR IT!!

Good $elling,

Curt Kesselring President


Curt Image



During the weekly Trainer Conference Call, Veteran Trainer Tom Ringo made a very good point and one we wanted to pass along. The topic was Back to Basics and Tom’s comment was “Lack of enthusiasm with our customers dims our bulbs. If we are not enthusiastic about our bulbs they are dimmer.”

We can take away lumens by under emphasizing and not being enthusiastic.” It was also mentioned what Dennis would often talk about, “When it comes to being enthusiastic stay one notch above your buyer.”

Great thoughts and something to keep in mind!







Brightest 8’ Direct Install single pin LED tube

• 42 watts, HUGE energy savings
• 66% Brighter than F96T8/741
• 99% Brighter than F96T12/CWX
• Operates on a standard F96T8 ballast


• Replaces 150 watt incandescent • $145 in energy savings per year • 8 year guarantee

Check your packet for great demo lamp offers!


Vice President Dennis Leno “Much To Be Thankful For!”


I have much to be thankful for this year. A wonderful family, good friends, and a good life. But I would like to use this column to extend a special thanks to all of the hardworking people of Maintenance Engineering. When President Kesselring and I started this company over 40 years ago we had no idea where this journey to success would take us. What a wonderful journey it turned out to be!

I am so very thankful for the quality people that have made and continue to make our company one of the leaders in the Lighting Industry! I feel so honored to have worked with so many good people over the years! Your dedication, perseverance, and high standards have helped make this company what it is today! You all are an inspiration!


Happy Thanksgiving!

Dennis Leno, V.P.


Dennis image

Did you know? Halogen Floods..

Did you know that when you are replacing incandescent flood lamps with Maintenance Engineering’s halogen floods, you can use the lamps as either light boosting devices or energy saving devices? For maximum light output, you can match the wattage of the incandescent and get about double the light output. For maximum energy savings, you can drop to about half the wattage of the incandescent and still match the light output. You can also pick a halogen lamp somewhere in-between and still get increased light output and some energy savings, just lesser amounts of each. It is up to you to decide what the customer requires.