Did You Know? LED lamps can replace..

Did you know that the new LED lamps can
be dimmed and make excellent replacements for incandescent and halogen lamps? You
can save energy and increase light output! By changing 1 incandescent A19 to an LED A19, you can save up to $94.61 in energy savings alone per year! LED’s also have up to a 12 year warranty, so imagine going all those years without having to change a light bulb!




President Curt Kesselring “Harve$t Time Is Here!”


Every account in your file box can be repeated 1-5+ times between now and Awards Year-end in January! You worked hard to open and develop your account base. Now is the time to harve$t those account$!!

Growing up on the farm, I watched the excitement in my father as we harve$ted our crops…a major portion of our income! He followed his “Rule of Harve$t”! He worked sun-up to sun-down 6 days a week to insure he didn’t lose any of the crop to “The Competition.” On the farm the competition was birds, rain, wind and even sometimes early snow. He wanted to get that grain in the bin and eliminate the risk of losing both the quantity and quality of the crop.

Likewise the “Rule of Harve$t” applies to us. Work hard to CALL AND PITCH all your customers; the sooner the better. This means fewer sales being siphoned off by the competition. Also, at this time of the year, the short days motivate the buyers to prepare for the long dark winter ahead. Harve$t those commissions now and put them in your money bin where they are safe from loss. The lighting business is a money making business…if you treat it as such. Will you earn $10,000 this fall…or $10,000 per month? Now is the time to treat this as the very pro table business that it is! It is time to harve$t and to ll your money bin!! Good Selling!



Curt Kesselring President

Kesselring, Curt new

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.



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.


BUYER: Any questions they ask…
REP: Your answer: “Good question; I’ll get back to that later.”

• 99% OF THE TIME you won’t have to come back to this question because by the end of your presentation the Buyer will be satis ed that your product is High Quality AND will ll their needs.

• 1% OF THE TIME the buyer will remind you of the question and you’ll have had time to think of a short answer to give the buyer. Give them that answer then IMMEDIATELY TAKE CONTROL BACK and return to your presentation and the close.

This is the rst objection answer EVERY SALESPERSON should learn! Most salespeople give way too much information in their answers.

REMEMBER, the buyer
just asked you “What time
it is,” NOT how the watch was built.

Objection Questions are just that…QUESTIONS…so treat them as that and get on to your CLOSE AND A SALE!! Good Selling!

Curt Kesselring President

Curt Image