Curt, Dennis and the entire office staff would like to recognize and congratulate Brian on achieving his recent milestone of the $3 Million Dollars Earned Award!
We asked Brian to share some thoughts on his career at M.E. and what it has meant to him. BB, as he is affectionately known, shared these thoughts.
The early days: The first year of BB’s career he was still farming.
- BB and his father farmed 640 acres, raised 1,000 head of hogs and 100 head of cattle.
- His day began at 4 a.m. by doing chores followed by a full day of selling. At the end of his sales day he was still not done. He was back in the field until 11 p.m.
Leadership: Soon after BB’s ME career was up and running, he was promoted to the Home Office as a Manager.
- People have to trust you when you are in a leadership role. They have to understand you have their best interest in mind. When they realize that, then you have their trust, and that is when their career takes off.
- Don’t tell them what to do, instead give guidance and suggestions.
- Treat people the way you want to be treated.
- Brian retired from Management just over a year ago, however, he still maintains his file box and that dedication is how he reached his latest achievement!
What the M.E. opportunity has meant to Brian:
- If it is to be, it’s up to me. No one else is going to do it, you have to do it for yourself.
- All of the new friends.
- The ability to go and do things I otherwise wouldn’t have.
- The support from each department at the office is far above anywhere else I’ve seen.
- Spending time with his family. Brian and Donna have 5 grandchildren. Ages 17, 16, 13, 12 & 12.
- Playing the accordion. BB has a band and they have made several CD’s and play several times a month around the Fargo Moorhead area.
Brian thanks for the great example you have set for the rest of the company! Thanks for impacting the lives of the people in M.E. We look forward to many more years together as you continue to service your very loyal customer base!
In order to build a large lighting business you need to have a loyal account base of medium and large businesses that give you the bulk of their lighting business. To do this you must be able to call them frequently and have them take your calls. One of the big keys to getting them to consistently take your calls is to be predictable.
#1. MONTHLY CALL – Be predictable as to when you call. Call after the first of the month and the customer will expect the call making it easy to save their business for you.
#2. CALL LENGTH AND CONTENT – Be predictable in that your call will be SHORT, UPBEAT and have a BUSINESS PURPOSE. This will insure they take your call.
#3. PROMO MATCH – Promotion should match their interests. EVERY TIME you talk to your buyer gather more information about their hobbies and make good notes. This will help you select the right promotion.
#4. DON’T BE CHEAP ON PROMOTIONS – Offer good “Full box” promotions. Step the promo down if they order just a half box BUT give them two promos for two boxes. Remember, EVERY TIME YOU CALL THEM YOU’RE TEACHING HOW TO BUY…LARGE ORDERS ARE REWARDED WITH MULTIPLE OR LARGER PROMOTIONS. Rule of thumb is 4-5% of order.
#5. BE RESPECTFUL OF THEIR TIME – You want your buyers to know before they pick up the phone that this call will be short, fun, hear a great promo story and you will take care of their lighting needs.
So…BE PREDICTABLE. When the buyer hears that you are on the phone they should LOOK FORWARD to talking to you because they know that they’re in for…AND he looks forward to your BRIEF, POSITIVE AND PURPOSE DRIVE CALL!
Recently in one of his weekly comments, President Curt Kesselring challenged us to aim high, fly high and achieve our dreams at M.E. in 2014! This quote comes from his comments in our January 22, 2014 newsletter. Go back and reread his comments on goals, action plan and commitment. Better yet, print them and hang them on your office wall for 2014.
This week we are reminding many of you of the incredible amount of trip dollars you are on pace to earn if you don’t let them slip away from you. That’s the reason I want you to go back and reread Curt’s comments.
You know, life is only as exciting as you make it. As one of our Olympic gold medalists said “You have to be willing to do the things an average person won’t do.” Now is the time to challenge yourself and make sure you are earning the trip dollars that can put you on every fantastic trip M.E. has planned!
Frank Grendler says your first quarter determines your year! Be an early RISER in the first quarter and your momentum will carry you through the year! The key to being a QUARTERLY $1,200/week RISER is NEW ACCOUNTS! The key to being a YEARLY $1,200/week RISER is NEW ACCOUNTS… ESPECIALLY those you open in the first quarter because they will be repeated for all of the last 3 quarters!!! THINK BIG, AIM HIGH, go for the $3,000 Luxury Dollars that go with achieving your ALL TIME BEST year. We need to THINK BIGGER! I don’t think big enough. You don’t think big enough. This opportunity is huge and is only limited by our thinking!
Ask yourself what you would need to do to write 3 more $400+ orders each week. Write what you need to do on a 3X5 card and put it in your pocket. Read it thoughout the day. On the other side of the card write “ALL TIME HIGH” RISER.. $1,200+/week. Read that goal every day until you can’t think of anything less than $1,200+.
This opportunity is BIG! Let’s match our thinking to the size of this opportunity. Our actions will follow and the success that matches our thinking will be automatic!!
President of Maintenance Engineering
If there is a magic potion for guaranteed sales success it is 5 QUICK CALLS. Here are just some of the magical things this cure-all can do:
– Guarantee a great start on the day (especially when started before 8:00 am)
-Cure call reluctance ( you will realize you can handle any situation that comes up)
-Puts you in a positive mind set (makes you feel good about yourself)
– Builds your self-confidence (puts your armor on for the day and makes you feel like a warrior)
– It always produces one of two things; an order..or the energy to make 5 more QUICK CALLS! Try it.
Make every day a series of 5 QUICK CALLS and you are guaranteed to have a great day which will stretch into 5 great days which makes the great week you were looking for. You’ll be amazed by its power of 5 QUICK CALLS!
President Maintenance Engineering
Veteran Manager Diane Pilkinton has used an affirmation that has made her a top salesperson and sales manager. “Improve 1% a day.”
1 % a day doesn’t sound like much but it can add up. Every motivational book you read will tell you to make it a habit to improve something in your attitude, your body, and your sales techniques every day.
Diane you are living proof that your 1% improvement affirmation is a powerful one!
Veteran Jack Coleman relayed a great sales story about one of his customers who is making sure his company continues purchasing Maintenance Engineering bulbs. Jack recently received a call from this customer telling him that he had received some standard brand metal halides; however the customer asked Jack if they came from Maintenance Engineering . Jack assured him they did not as he always ships the premium metal halides.
The customer did some investigating and discovered there was a new purchasing agent and he ordered the short life bulbs. He told the new purchasing agent “I do not want these lamps, I want lamps that last and those come from Jack Coleman and Maintenance Engineering.”
Thanks for sharing this great story Jack of a customer’s loyalty to you and Maintenance Engineering premium quality products.