The two year downtrend, page-36

Hi plough,

You raise some good points, however, I have three questions:

1. How do you know that the sales staff are well qualified as engineers? I am fairly sure most of them are not. Indeed looking at the EdenCrete employment qualifications profile, I do not see it as a prerequisite that an EdenCrete sales person should be an engineer. On the contrary, I see, among other things, industry experience, strong negotiation skills and a comprehensive understanding of the entire sales process listed:

Job Description
The successful candidate will build the EdenCrete brand in their assigned territories. Activities will include marketing and sales responsibilities ultimately measured in total sales revenue and profitability. The position requires a self-motivated, responsible individual who is capable of superior performance with little supervision.

Qualifications
The successful candidate will have the following qualification/experience:

• Minimum of 3 years experience in concrete and/or construction sales
• A technical degree or significant industry experience
• A proven sales record from previous position(s)
• A self-motivated personality and the ability to work independently
• Excellent presentation and interaction skills
• The ability and willingness to travel in or outside the territory whenever required
• Strong negotiation skills
• Solid computer skills including advanced skills in Excel and PowerPoint
• A comprehensive understanding of the entire sales process
• Experience in account management and complex, long sales cycles

2. You state that sales appear to be by luck . How do you come to this conclusion? I would think that all sales that have been achieved up to now, have only come about after a customer was 100% convinced about EdenCrete as a product and also that it makes complete economic sense. And all this after a long and complex sales process (see above).

3. How do you know that EdenCrete has not employed a closer? Dag Grantham would certainly fit the bill as a closer IMVHO. I doubt that if EdenCrete performs and makes economic sense, a potential customer would say no to Dag and thus EdenCrete.

Thanks and best regards!

MB