Territory Sales Officer Question:

The biggest PV wholesaler wanted to change brand of inverters but at that time the range of inverters wasn't suitable for the market (residential). But I knew that in a year new products would come available. I let the opportunity go, knowing that the shifting brands in the market would happen often. But I had my contacts, they where aware of our brand and that we wanted to expand into the market. One year later they contacted me and wanted to sit together because they noticed that we were expanding rapidly, there customers started asking for our brand and our portfolio was in line with market demands. So by letting the first option go, continuing with the market penetration, keeping in contact I created a new opportunity with me in a much better position to negotiate. Second challanges was entering into the Danish market at the moment that the market slowed down to almost zero deu to new subsidy scheme. I invest in building personal relations with purchasers and company owners that kept active. Regular contacts by phone and mail. And made visits to there offices, knowing that it would be highly appreciated. As a result I managed to get some (small) sales as a new and unknown brand that wasn't cheaper, purely based upon good relationship management.