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

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Did you know? EARTH-SAFE®?

Did you know that Maintenance Engineering’s XTRABRITE ALPINEWITE® lamps are EARTH-SAFE®? They are built with the lowest mercury content in the industry. Ours average 70% less mercury than short life lamps. Our EARTH-SAFE® design, TCLP-compliance, and extremely long-life design means these are the most environmentally friendly full spectrum lamps made.



  1. The only way to get the best of an argument is to avoid it.
  2. Show respect for the other person’s opinion. Never say, “You’re wrong.”
  3. If you are wrong, admit it quickly and emphatically.
  4. Begin in a friendly way.
  5. Get the other person saying, “Yes, yes”immediately.
  6. Let the other person do a great deal of the talking.
  7. Let the other person feel that the idea is his or hers.
  8. Try honestly to see things from the other person’s point of view.
  9. By sympathetic with the other person’s ideas and desires.
  10. Appeal to the nobler motives.
  11. Dramatize your ideas.
  12. Throw down a challenge.

Vice President Dennis Leno “MOVE FORWARD AND LEARN”

Start by doing what’s necessary, then what’s possible, and suddenly you are doing the impossible.
Francis of Assisi

No matter what skill level you are at, you can always be moving forward and learning. A person should always strive to elevate their craft no matter where they are at in their career. Here are four points of focus to help you achieve optimal performance.

1. Mind– develop your mind to navigate life’s challenges. Success begins between your ears! Take responsibility for your attitude. Cultivate positivity through affirmations, quotes, and prayer/mediation. Trust yourself! Be self motivated! Be optimistic, knowing that you can handle any problem. Be resilient and have empathy for others and their struggles.

2. Body– Your first wealth is health. Exercise! Develop your physiology and cultivate well being. Researchers at the University of British Columbia have found exercise has a major impact on brain function. It will do wonders for you even if it’s just a little bit. Having proper sleep, a workout, and healthy food intake all influence your personal performance.

3. Action– The great leveler. When you are in doubt “Work!” This is the key to getting things done. Set goals, prioritize, and plan your day.

4. Communication– Develop your ability to work with others. Motivation, persuading, mentoring are all aspects of this. Find a mentor and be a teacher. Refine the art of giving and receiving. Listen to others and it will be amazing what you learn.

Vice President Dennis Leno

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Why are some salespeople, some athletes so much more successful than others? Often times some of the most talented salespeople are unable to achieve even modest success while others with less natural talent reach Star Producer/Olympian levels?!

The key is simple, and one I’ve observed over and over. This key to success is the same for everyone! That rare and valuable key is merely “DO WHAT OTHERS WON’T DO!” And here is what they do:

  1. #1  They decide to be successful and to do whatever necessary to be a success.
  2. #2  They work harder, MUCH harder than others.
  3. #3  They study, learn and practice their craft daily for their entire career.
  4. #4  They don’t lie to themselves about their talent, their success or lack thereof.
  1. #5  They don’t believe others compliments; they only believe their results.
  2. #6  They treat people as they like to be treated. They believe life is meant to be played ON THE FIELD, not on the bench resting, not in the bleachers watching.
  3. #7  They expect nothing to be given to them.
  4. #8  They are eternal optimists, always believing the glass is half full, that good deeds and hard work are rewarded here AND in heaven!
  5. #9  They never believe they are successful…so they keep striving, improving, growing.

Doing what others won’t do produced Gold at the Olympics and will produce Gold for you in the sales eld as well! SO BE AN OLYMPIAN! Good $elling!

Curt Kesselring President

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Vice President Dennis Leno “Brighten Someone’s Day”

What an opportunity we have as lighting specialists! We have a product line designed to make our customer’s life better, more efficient, and economical. But all too often I have seen some reps rely just on the product and not enough on their own effect on customers.

Bringing joy to your life and others is an essential component to success. We generate happiness by how and what we think. Our own happiness then becomes contagious creating a domino effect in the people we interact with. With three steps we all can generate positive energy in our lives and the people around us.

1. Be a leader– Trigger happiness by taking responsibility for creating a fun experience for yourself and the people you work with. Change the tone or direction of negative conversation or experiences by taking responsibility for creating positive energy in all aspects of your life.
2. Have a sense of humor!– Lighten up! Don’t be so serious. Laugh at yourself. There is humor to be found in any situation. Some of the funnest and funniest memories of my life occurred during times that seemed to be the toughest.
3. Have compassion. Open your heart to other people! Everybody is going through their own struggle. Be mindful of that and help brighten their day! Compliment them and show your appreciation. You will be amazed at the results!

Vice President Dennis Leno

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