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 “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? “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.





  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 “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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Vice President Dennis Leno “OPTIMIZE YOUR PERFORMANCE”

“I consider my ability to arouse enthusiasm among men the greatest asset I possess. The way to develop the best that is in a man is by appreciation and encouragement.”– Charles Schwab


Optimize! The word means “to be as good or effective as possible.” All successful people figure out how to work at the top of their game day in and day out. Here are 7 keys to achieving optimal performance.

1. Work on one task at a time. Multi-tasking always lead to dilution of performance. Give each task your full attention and then move on to the next task.

2. Avoid distraction. Technology and the media are powerful tools that must be managed or they will manage you.

3. Inhibit information. Not all information is good or useful to the task at hand. So often people are paralyzed by information overload! Focus on solutions.


4. Think Big! Remember the big picture. Have big goals and ideas and follow them.

5. Plan. Start your day with a plan, designed to optimize your daily performance and you will be amazed at the results.

6. Innovation. Look for better and more effective ways for you to achieve greater results.

7. Motivation. Be inspired! Success comes from forming and maintaining positive psychology. Your attitude is a well-spring to success!

Vice President Dennis Leno

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