The ones who pull the strings - Pro Aqua

IN THIS ISSUELearning from the bestSuccess has its rules. Pro-Aqua shows you which ones. The Pro-Aqua power trainings in the sun will teach you how to multiplyyour success and turnover! p. 20Full speed aheadTo drive a brand-new GT – for free. Only requires: torecruit as many partners as you can! The best sponsorwith most new partners can drive this GT for threemonths, and only has to pay for the gasoline! p. 14A matterof passionGiuseppe Madonia. Hiscareer through the directsales business to the topof Pro-Aqua International,where he was promoted asManaging Director to theHead of Sales at the beginningof September 2007,is extraordinary. p. 50Glamorous eventEnjoy our photo collage showingthe highlights of the Pro-AquaConvention which took place inBad Windsheim on October 20th,2007. The motto was: to see andto be seen! p. 60The ones who pull thestringsGermany is not enough. Pro-Aqua Internationalis currently expanding in theEuropean continent as well as in thelargest Asian markets. p. 26Cover StoryLearning from the best 20The new Pro-Aqua power trainingsFull speed ahead! 14Get an Opel-GT: 3 months for freeAny further questions?! 16Up to 25 percent discount on your new car!Pro-Aqua presents its new car program.Thousands of euros for doing nothing 24How you can make easy money withfragrance oils & Co.Short NewsInfos from the Pro-Aqua world 6Pro-Aqua supports children 10Bad Windsheim Convention, Oct 2007 60Rund um den GlobusAsia 28Finland 30Indonesia 32Italy 34Portugal 36Russia 38Slovenia 40Sweden 42Switzerland 44Scene & PeopleVerena Heyder 48Interview with the new Pro-Aqua Head of the Call CenterPino Madonia 50Head of Sales and a man with excellentinternational connectionsAlexander Sell 52Opening new officeWilli Merkel 55Portrait of a sales geniusAlexander Schumakow und Olga Lejs 54When dreams come trueMotivation & SuccessPromotions 56Group and Salespeople 2007 58ImprintPro-Aqua The sales force magazinePro-Aqua International GmbHTechnologiepark 1D-91522 AnsbachPhone +49 981 48788-0Fax +49 981 487 88-99Mail: office@pro-aqua-gmbh.deWeb: www.pro-aqua-gmbh.deCEO:Gerhard Meier, Jürgen Wehner(responsible for the content)Project Management, Concept,Editing, Text:Christiane NeuendorffFax: +49 8247 307998Christiane-Neuendorff@web.deMarketing ConsultingCreative Consultant GmbH59387 AschebergFax: +49 2593 6699KontaktCC@aol.comTranslationDoris DuarteMichaela PrestleAnette WaldenEditingProofreadingDoris DuartePhotographyFotolia.dePro-Aqua International GmbHLayoutRainer WiedenmannPrintDruck- und Medienhaus H.Rademann GmbH59348 Lüdinghausen4 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 5

SHORT NEWSPro-Aqua supports children!Children of poor families are often victims ofglobalization. This also applies for Sri Lanka.Pro-Aqua manager Sonja Reder has a personalconnection to this tropical paradise, and togetherwith a German friend she regularly supportspoor children in need. Social responsibilityis an important corporate mission statement ofPro-Aqua. Therefore, we have spontaneouslydonated Euro 3,000 for this project. This moneyenables 80 children to receive medical care,to drink a glass of milk per day, and to go toschool.Dear Sonja,We are happy to hear that your company Pro Aqua funds ourproject for children here in Sri Lanka. I would like to take thisopportunity to tell you how the donation in the amount of Euro3,000 is used.We currently run four kindergartens in very poor villages. Manychildren here suffer from various diseases (severe infections,worms, “elephant’s foot”) that are not medicated. They sufferfrom skin problems, impaired vision, impaired hearing aswell as from nutritional deficiency and extreme malnourishment.It is our objective to medicate these diseases permanentlyandto ensureaftercare. In order todo so, a doctor will examine more than 80 of thesechildren and will initiate further treatment.Unfortunately, many children are malnourished since theyoften only get rice and dahl at home. We want to give onecup of milk to each child every day in the kindergartens. Milkpowder is very expensive here compared to local conditionsand since most parents earn their income as day laborers it isusually unattainable for them.Moreover, we don’t have a bus bar or water supply in ourkindergarten in Navaganna. In the mornings, the mothersbring water in buckets. This water is used for drinking, handwashing and cleaning. We will use some of the donation tobuild a well here, and we also need a pump and a water tank.The kindergarten in Angankanda needs a gas oven with gas10 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 11

SHORT NEWSTECHNOLOGY AND NEWSsupply, where two mothers can cooklunch for the children every day.In the village of Angankandamost parents are working as daylaborers. Each hand is needed tosurvive. If the father and motherof a family have to go to work, oneof their school children has to lookafter the younger children. This resultsin the fact that children don‘tgo to school regularly and that theyfinally remain illiterate like their parents.We therefore want to establish a toddler room next to our kindergarten in order to give older siblingsof such families the chance to go to school.Furthermore, we continuously try to offer new courses in thekindergarten classrooms in the afternoons. At present, werun English classes in the kindergarten classrooms as well asclasses for illiterates and various programs for mothers. Wecontinuously renovate the kindergartens, expand the playgroundsand promote the training of our teachers.As you can see, there is still a lot to do. On behalf of thechildren we want to thank your company for its donation,and we really guarantee that every single euro will be investedin the projects and used reasonably.Please give my best regards also to all of your colleagues anddonators!IngridInnovative technologyPro-Aqua attracts an increasing number ofpeople not only through its ambitious salesefforts but also through its innovative technology.Our new Separator is a good example.Marketing experts call it unique selling point (USP). Wesimply say: GREAT! We are talking about the new Pro-Aqua Separator, the centerpiece of our Pro-Aqua machine.In cooperation with our engine manufacturer, Pro-Aqua hasrun several complex test series and searched for new solutionsregarding the Separator in order not only to increase the functionalityto top level, but also to further reduce the noise and to increaseservice life considerably. The new Pro-Aqua Separator meetsexactly these requirements. It moves with approximately 25,000revolutions per minute. There is a shorter wave due to its reducedheight. This way lower leverage and centrifugal forces develop,resulting in the desired noise reduction and extended service life.Due to a new arrangement of the spider with shaft casing, constantbalancing of the Separator is now possible at all times.KeywordSeparatorRoom cleaning systems filter dust and dirt on the basis ofa Separator. The vacuum air circulates through water andbinds raw dust, fine dust and odors. However, due to thefact that it is not possible to bind everything immediately,a small part of it gets into the Separator, some kind of fastrunningimpeller wheel. It spins the residual dirt back into thewater until all of the dirt absorbed is bound.12 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 13

COVER STORYFull speed ahead!To drive a brand-new GT – for free. Only requires: to recruit as manypartners as you can! The best sponsor with most new partners can drivethis GT for three months, and only has to pay for the gasoline!Let’s talk about fun. Andsex. That‘s what it has.The new Opel GT. It isa sports car that attracts moreattention than a Porsche or aMercedes SLK in everydaylife. Because these cars can befound virtually at every corner.The passengers of Saab andVolvo convertibles also watchthe Opel sports car secretly intheir rear-view mirrors. Youwill be involved in a conversationevery time you park yourcar. Each conversation is a newpersonal contact every day. Nowonder, because all componentsof the new Opel GT aim atone thing: a new dimension offun. A 264 hp strong, 2.0 literECOTEC® turbo engine powersthe GT. And the chassis alsokeeps the sports car on the asphaltwhen driving at the limit.Discover this work of art – theOpel GT. You will certainly befascinated!Driving gearThe huge 2.0 liter ECOTEC®turbo engine is always preparedto deliver maximum performance.The engine achieves itsimpressive performance withmatching sound through directinjection, variable valve control,double-flow turbo engine,and charge air cooler. Translatedinto figures this means:impressive 194 kW (264 hp)Get the GT for three months!Rules:The competition runs 12 months. It starts on March 1st.The GT will be available to the best sponsor of a 3-month period.That means: from March 1st , 2008 to February 28th, 2009 youhave four chances to get the GT! If you don’t get it the first time,you can continue to go full speed. It’s worth trying!Qualification periods:1st quarter: from March 1st to May 31st, 2008.2nd quarter: from June 1st to August 31st, 2008.3rd quarter: from September 1st to November 30th, 2008.4th quarter: from December 1st, 2008 toFebruary 28th, 2009.Prize:You drive the GT for a period of three months at the expense ofPro-Aqua*. The first delivery to the best sponsor of the period ofMarch 1st to May 31st, 2008 will take place on June 1st, 2008 inAnsbach, Germany, by the way.What you have to do?:Very simple: recruit, recruit, and recruit!* Gasoline expenses have to be paid by sales partner. Legal recourse is excluded.accelerate the new Opel GT toa speed reaching a three-digitfigure on the speedometer withinless than six seconds. Themaximum speed reaches up to230 km per hour.Sport chassisThe new Opel GT providesthe best what state-of-the-artengineering is able to offer. Ahigh-strength tubular framemade of hydro-formed specialsteel and the high-tech A-Armchassis made of forged aluminumenables safe usage of thehuge performance potential.Together with the perfect distributionof weight, the low centerof gravity, and the wide track,extreme curve experiences ofthe controlled kind are boundto occur.14 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 15

COVER STORYAny further questions?!Up to 25 percent discount when buying a new car – where do you getthis? At Pro-Aqua International!Of course, you are anexcellent bargainer.You always get a 10percent discount when buyinga car, but 20 percent – or even25 percent? Pro-Aqua makes itpossible. Starting on March 1stwe will launch an extraordinarycar program in cooperationwith the Opel Group. The entireOpel product range will beoffered: from the racy Corsa,which is a small and fast citycar, to the compact, sound Merivaor the trendy Astra Twin-Top, to the grand Vectra or thenoble Opel Signum. You canlease the car, without residualvalue risk by the way (closedendleasing), but you can alsofinance it or pay cash. And youget great discounts of up to 25percent on the price of a newcar no matter which option youchoose. Even more: with thiscar program, Pro-Aqua salespartners dispose of a tool thatmakes recruiting very simple…Recruiting machineYour neighbors, friends, orsports partners need a newcar? No problem. You can helpthem. You make them your Pro-Aqua sales partners. Then theywill get their new cars on veryfavorable terms. Let us giveyou an example of the Opel-Zafira: the discount on the seven-seaterwith a perfect sizecould reach up to around 22percent. Thus, saving approximatelyEuro 3,900 is possible.That’s enough money to investinto at least one Pro-Aqua demonstrationmodel – and starta new professional career as anew team partner.Consultant loyaltyprogramThe new Pro-Aqua car advantageprogram is part ofan overall package of buyingadvantages which are onlyavailable to Pro-Aqua salespartners. We negotiate, on yourbehalf, the best possible conditionsfor all areas of daily lifeand lifestyle. The car packagewill be supplemented by variousother discount advantagesfor holidays and leisure in thenext few weeks. Thus, we createthe foundation for an evenmore intensive and strong bondbetween you and your salespartners in your team. It ishardly worth mentioning: onlyPro-Aqua offers such exclusiveprivileges to its partners. Thereis nothing comparable whenlooking at our competitors.Opel Astra LimousineOpel AntaraPro-Aqua price advantage*: 3.200,00 EuroLeasing starting at Euro 140,03Pro-Aqua price advantage*: 4.750,00 EuroLeasing starting at Euro 252,9216 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 17

COVER STORYOpel Astra CaravanPro-Aqua price advantage*: 3.950,00 EuroLeasing starting at Euro 148,46Hence, once again, Pro-Aquagives many good reasons tochange to Pro-Aqua, and feelcompletely comfortable withinthe Pro-Aqua family.Advertising with powerAll vehicles are equipped byOpel, with very exclusive Pro-Aqua stickers and you will attracta lot of attention. This wayyou will be recognized as Pro-Aqua sales partner. You will beasked about your business moreoften, you will be recommended– and you will generate alarger turnover!This is how it worksAre you already working as a system consultant? If not, join usnow. Contact Jana Strubel at the Pro-Aqua headquarters, phonenumber +49 981 487880, and discuss the details of buying yournew car. Or enjoy browsing through and looking at our offers.Surf through our Web site www.pro-aqua-gmbh.de , and click onthe link „Opel Car Program“. Here you will find all prices andterms at one glance. Simply construct your new dream car accordingto your own wishes, including all extras or as a low-pricedstarter model. By the way, you can fetch the car at Opel – or youhave the car delivered right at your door together with a bottle ofsparkling wine – the decision is up to you!Opel SignumPro-Aqua price advantage*: 5.100,00 EuroLeasing starting at Euro 222,00Opel Astra Twin TopOpel Astra GTCOpel MerivaOpel ZafiraPro-Aqua price advantage*: 3.800,00 EuroLeasing starting at Euro 218,42Pro-Aqua price advantage*: 5.407,89 EuroLeasing starting at Euro159,32Pro-Aqua price advantage*: 2.800,00 EuroLeasing starting at Euro 129,01Pro-Aqua price advantage*: 3.900,00 EuroLeasing starting at Euro 174,69Opel CorsaOpel VectraPro-Aqua price advantage*: 3.800 EuroLeasing starting at Euro 92,00Pro-Aqua price advantage*: 5.100,00 EuroLeasing starting at Euro 199,27* monthly leasing rate plus VAT and Euro 449.00 transportation costs. Pictures show vehicles with extra equipment.On these pages you find calculations examples with a leasing period of 54 months and an annual mileageof 10,000 kilometers.18 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 19

COVER STORYLearning from the bestSuccess has its rules. Pro-Aqua shows you which ones. The Pro-Aquapower trainings in the sun will teach you how to multiply your success!Another highlight is waitingfor you: the Pro-Aqua power training inthe sun. The trainings are offeredon the island of Mallorca,at the Portuguese Algarve and atthe Turkish Riviera. Pro-Aquaoffers you unforgettable days.You can exchange knowledge,you can learn something new,you can discuss the best workingmethods, you can meetother sales partners and learnabout their successful stories.You can have adventures. Youcan find similarities, and youcan shape your body with immediateeffect – supported byone of the best German personaltrainers and for an indefiniteperiod of time, Jürgen Wehnerand Gerhard Meier invite eachPro-Aqua sales partner to onetraining trip with great effect.This training will make yougrow and will drive your businessto the next dimension.You only have to fulfill the followingrequirements in order totake part in these selected powertrainings: recruit eight firstlines. Each new partner has towww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 21

COVER STORYsell at least one Pro-Aqua. Alltogether, the newly establishedgroup has to sell at least 22 Pro-Aqua systems – then you canhead towards the Mediterraneanwhere you will stay at a four tofive star hotel. Your spouse canaccompany you on “all-inclusive”terms. Including the powertraining, sports, and vacation– for at least three days!Passive incomeOur “Mediterranean incentive”will tell you why direct salesthrough teamwork is the perfectsupplement to your own turnover.Moreover, learn why it isingeniously simple. It basicallyworks according to the manual,so it is something that you canalso implement any time. Learnin very effective and compacttrainings, no matter whetheryou are a beginner, advancedor a professional salesperson,learn how you can directly geton the road to financial independence.Learn what will help youadvance and what keeps you offsuccess. Discover your hiddenpotential in adventure units witha top-class personal coach. Forexample, a top manager will tellyou why an index of names isessential to build up your salesnetwork. Moreover, you willlearn about passive income, andwhy only five years of full effortare required to get rid of any financialburdens. And why yourschool-leaving qualifications,your previous education, yournative language or race are notimportant at all to have greatsuccess in direct sales throughteamwork.Be effectivePro-Aqua makes you fit. In cooperationwith top professionalsand top sales people, Pro-Aquashows you how your businessRequirements at a glance❶ Recruit eight first line partners❷ Each new partner has to sell at least one Pro-Aqua machines❸ Altogether, all new partners have to sell at least 22 machinesAnd here you go to the Mediterranean where you will stay in a four tofive star hotel with your spouse!will boom in the future. Learnabout the secret of duplicationand multiplication. Recognizethe importance that you have asa role model in your team. Trainyour leadership skills. Comprehendthe true meaning of theslogan: demonstrate – imitate.Learn about the importanceof an index of names, how toprepare it, and why it is indispensablefor your work. Whyyou will never find your way tothe top if you don’t have objectives.Learn how to plan your activities.Learn how to organize aworkshop and how to take careof your sales partners effectivelyby phone. Get to know systemsthat will help you establish andapproach new contacts easily, ormake your customers becomesuccessful sales partners.In short:Take the chance to multiplyyour income in the future bysetting an example of success toyour own sales partners. Learnhow to make other people successfulin order to become successfulyourself. Learn the rulesof success!Profilepersonal-proThorsten HeinrichFitness coach and athletic trainerBorn in 1973Trained as alternative practitioner specialized in sports,fitness, health and sports rehabilitation coach.Athletes’ Performance Competence Team, Marc VerstegenFit Boxing and Capoeira InstructorI.C.E and DNV Master TrainerSpeedo Aqua Fitness TrainerEXPERTThe 35 years old, Thorsten Heinrich is anathletic trainer and fitness expert workingin Nuremberg. He coaches professional athletes andprivate ambitious people, he develops and implementsinnovative sports concepts.For more information seewww.personal-pro.de22 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 23

COVER STORYMon€y for nothing!With immediate effect, you will make money the easy way with Pro-Aqua. Because, in the future, you will receive a large commission foreach accessory – which you can earn without lifting a finger, for example,by convincing your customers of our fragrance oils, or by just askingthem for their e-mail address.Civil servants sleep well.Do you know why? Becausethey don’t haveto worry about theirincome. At the end ofeach month their monthlysalary is transferred bythe State, to their bank account– and everything is fine.No matter whether the civilservant is ill or whether he orshe is enjoying the sun – theyalways get their money. Howwould you also like to earnmoney each month withoutlifting a finger? How wouldyou like it to go for a long vacationwithout worrying abouta decline in turnover? There isa possibility to earn money, bya simple money transfer toyour bank account – automatically.And you don’thave to lift a finger to getthe money. If you think thisis impossible? You are wrong.It is possible. With Pro-Aqua.Passive income…is the magic formula. And thisis how it works: a customer signsa sales contract. He or shesmells our all-natural fragranceoils, sees an air freshener in action,and testes the hand turbonozzle, the Squeegee and thefloor wiper. He or she has alsorecommended the Pro-Aquastain remover to the customer.The same applies for floor wetwipes and our highly effectivedetergents. In short, you havepresented the whole Pro-Aquaworld of accessories to thecustomer. The Pro-Aqua accessoriesmight have been of lessimportance to you so far, youhave only presented them in orderto get customer recommendations.The trade margin thatcould be earned once was notvery exciting.Fragrance oilsubscriptionThis will be totally different inthe future. Soon (the exact datewill be given soon) Pro-Aquawill offer a commission on allaccessories in your structure.Managers as well as systemconsultants will benefit fromthis offer. And the best is: everythinggoes automatically. Forexample, the new Pro-Aquafragrance oil subscription. Thecustomer simply has to checkthe appropriate box on the salescontract and he or she automaticallyreceives a fragrance oilpackage by Pro-Aqua everymonth or each quarter – as requested.We offer full commissionon the turnover that you generatethrough your customer’ssubscription. And we credit thedifference between the consultantpurchasing price and thecustomer sales price automaticallyto your bonus account– each month, each quarter.Anytime, your customer placesan order with Pro-Aqua. Thismeans: while you may not havethought of your customer forquite some time, this customeris responsible for continuouslyincreasing turnover rates onyour bonus account only becausehe or she has signed a subscriptionagreement concerningfragrance oils with Pro-Aqua.And we take care that he orshe will receive these fragranceoils regularly while you get thecommission for it.Write down thee-mail address!Another example: Pro-Aquaaccessories which so far weregiven to your customers as apresent. Objective: qualifiedrecommendations. However,from now on, there will be nopresents anymore. Because nowyou can generate turnover withthe Pro-Aqua accessories. Andthis is how it works: you askyour customers for their e-mailaddresses. And you ask yourcustomers whether they wouldlike to receive tips on how to usetheir Pro-Aqua most effectivelyin the future. You then forwardthis e-mail address to Pro-Aqua.Your customers will then regularlyget the Pro-Aqua newsletter.This newsletter will givetips and suggestions on how touse the systems and accessories.Customers will be permanentlyinspired to buy accessories. Ofcourse, this turnover (differencebetween consultant purchasingprice and customer sales price)will also be credited to yourbonus account. In addition, youwill also get full commission onthese sales. And this commissionwill also flow through yourcomplete organization.Full commissionThe advantages are more thanobvious: you earn much moremoney without lifting a finger.Thus, Pro-Aqua provides youwith more time to establish newcontacts. From now on, we willmanage the sale of fragranceoils, hand turbo nozzles & Co.on your behalf. However, commissionsand trade margins willsteadily be transferred to youraccount each month – fast andsafe. So in the future, this moneywill also be at your disposal everymonth, and the best of it: yourcustomers will be even more satisfiedin the future because wepamper them on your behalf,and we permanently take care ofthem and constantly offer themnew and interesting accessories.All this generates satisfied customers– and this means, ofcourse, even better recommendationsfor your business!24 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 25

AROUND THE WORLDThe ones who pull the stringsGermany is not enough. Pro-Aqua International is currently expanding onthe European continent as well as on the largest Asian markets.Germany Denmark Norway Estonia Italy LatviaCzech Republic Slovakia Austria Switzerland Luxemburg the NetherlandsSpain Hungary Greece Turkey Ukraine China Hong KongRussia Dubai USA Japan IndonesiaPro-Aqua International has already capturedthe top position as market leader with itsintelligent room cleaning systems in Germanylong ago. No competitor is able to hold acandle to us in this field. What we have achievedin Germany is also our objective in the internationallevel. In order to achieve this in record time,Pro-Aqua is headed by an absolute expert in thefield of international direct sales of room cleaningsystems. Pino Madonia (cp. page 48), our newHead of Foreign Sales, will make sure that weachieve our ambitious international objectives.Under his leadership, Pro-Aqua will flood theEuropean continent like a blue wave with quality“made in Germany”. In addition to Swiss importers,we have been able to attract top importersfrom Portugal, Sweden, Italy, Slovenia, and alsofrom Russia to spread the Pro-Aqua philosophy.Of course, we also have ambitious objectivesregarding the Asian market: we are already operatingsuccessfully with offices in Hong Kong,China, Japan and Indonesia, setting the trend.26 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 27

AROUND THE WORLDPro-Aqua AsiaHong Kong is the gateway to the Asian world. And withits subsidiary, Pro-Aqua is in the midst of it. Our objective:we set the pace.Globalization, operatingon foreign markets,setting objectives andachieving them – these aresome areas in which Pro-Aquais a real expert. So let’s have alook at Asia. The Asian market,which is strongly growingevery year, actually calls forhigh-quality products that aremainly manufactured in Europeand Germany. The term“made in Germany” seems tobe more important in Asia thananywhere else.Asian people actually love productsfrom Germany, and theyreally appreciate them. Forstrategic purposes, we havechosen to enter the Asian marketdirectly by establishing asubsidiary in Hong Kong. Thecenter of all Pro-Aqua activitiesin Asia is Hong Kong sinceit is sort of the commercial capitalof Asia, and because it representsthe gateway to Europedue to its history.Our company in Asia – “Pro-Aqua Asia Ltd.” – is a subsidiaryof Pro-Aqua International,and it is lead by Bernhard Ernstwho is CEO and Partner. Thewhole Asian market is spreadingright in front of us – andwe will go for it!Apropos AsiaHong Kong is the third largestmetropolitan area of thePeople’s Republic of China.The Hong Kong territory is oneof the most densely populatedareas of the world. The populationdensity of the entire territoryamounts to an unbelievable6,700 inhabitants per squarekilometer. The Pro-Aqua salesforce in Hong Kong managesour branches in Hong Kong,it also coaches our associateimporter in Japan. All activitiesare led by Bernhard Ernst.His responsibilities include attractingadditional importers inAsia to work with Pro-Aqua,and he is also in charge of asecond office which has just recentlybeen opened in China.28 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 29

AROUND THE WORLDPro-Aqua FinlandFinland is almost as large as Germany, but it is only sparselypopulated. Finnish people are very friendly and they lovetop products from Germany: Pro-Aqua!We have found perfectpartners in Finlandwith Jouni Koukkariand Jarmo Honkasalo, whoknows of every important matterin this business. Each one ofthem has vast experience thatcan contribute to the business– this holds true for the sale ofhigh-quality products as wellas for their sound know-howregarding sales and networkmarketing. Jouni Koukkari isthe sales expert. Jarmo Honkasalo– a former high-rankingmanager of a globally operatingelectronics company – is a“rookie” for direct sales, but hehas a lot of experience for marketingas well. He representsa new, innovative approachtowards the Northern Europeanmarket. Jouni Koukkariis in charge of the business inthe field, direct customer andsales partner activities. JarmoHonkasalo is in charge of theadministrative part.Apropos FinlandFinland, which covers an areaof 338,144.53 square kilometers,is slightly smaller thanGermany, but it has a populationof around 5.3 million inhabitantsonly. Thus, Finland representsone of the most sparselypopulated countries in Europe.A large part of the populationlives in the south of the countrywhere the capital Helsinki is lo-cated. Finland, which is locatedbetween the 60th and 70th latitude,is one of the northernmostcountries in the world. The northernthird of Finland is evennorth of the Arctic Circle. Regardingthe direct sales of cleaningsystems, Finland basicallyrepresents unknown waters. Itis a completely “unused” and“fresh” country with friendly,very open-minded people wholove German quality, and whoare interested in innovative, intelligentproducts.30 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 31

AROUND THE WORLDPro-Aqua IndonesiaIndonesia has 225 million inhabitants who are spreadacross 17,508 islands. This is not a matter of arithmetic toPro-Aqua, but a fascinating challenge.They can actually be calleda spectacular “new arrival”:our brand spankingnew associate importers fromIndonesia. In September 2007they were called “best importersin Asia” by their competitors.Now, Hendradjaja – Hendra– Soehada manages his groupunder the bright blue Pro-Aquaflag. Let’s not beat around thebush: it is great for us! SinceJanuary 2008 we have anotherstrong pillar on the Asian market,which promotes our expansionplans. Together with hisyoung group, which includesYoungky and Cecilia Widjaya,Budi Soehada, Linda Sukirman,Eny Ruslinah and the BalineseAgus Wiyono, Hendra will attracta lot of attention in Asia.We would like to take this opportunityto say “thank you” toBernhard Ernst, the manager ofthe Pro-Aqua subsidiary whichis located in Hong Kong, whosupported this “merger”.Apropos IndonesiaThe State of Indonesia is aformer Dutch colony. With approximately225 million inhabitants,Indonesia is the fourthlargest nation in the world anddefinitely the largest nation inthe Islamic world. The landarea of Indonesia is spreadacross 17,508 islands, only approximately6,000 of which arepopulated. Indonesia also is thelargest archipelagic state in theworld. With respect to its areaand number of inhabitants, theequatorial island chain is thelargest state of Southeast Asiaand the largest island state ofthe world. About eleven millioninhabitants live in Jakarta,the capital of Indonesia. Jakartais located on the island of Java,on which more than half of thecountry’s inhabitants live.32 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 33

AROUND THE WORLDbe a direct sales-friendly country– with its positive and itsnegative aspects. With respectto Italy, it is essential for Pro-Aqua to have business partnerswith a lot of experience. Withthe team Coletti and Weger wedo not only have partners withthe most experience, but alsothe VERY BEST. It is almostneedless to say that our competitorsare already green withenvy …Pro-Aqua Italy40 years of cumulative experience in direct sales in Italy. SergioColetti and Andrea Weger are experts in the business – andthey now start into a new dimension with Pro-Aqua…They represent an excitingmix of great Italian characteristicsand sales talent:our two Italian importersand top salesmen Sergio Colettiand Andrea Weger. Togetherthey have more than 40 yearsof experience in the direct saleof cleaning systems, and manytimes during their career theyhave been able to set an exampleto competitors with respectto sales. Both men have gonea long way with a competitorand have been importers for thelast three years until they decidedto opt for – direct quote– “one of the best products inthe world”!Apropos ItalyItaly is a country which has along tradition with respect tocleaning devices. It is the manufacturingcountry per excellence;no other country inEurope produces more vacuumcleaners than Italy. No othercountry in Europe has so manydirect sales organizations specializingin cleaning devices.This means: the Italian marketoffers huge potential, and it isthe benchmark for success, soto say. But it also provides a lotof competition. Our structure inItaly includes distributors thatare spread between Bolzano inthe north and Palermo in thevery south. Italy will always34 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 35

AROUND THE WORLDPro-Aqua PortugalFrom a direct sales perspective, Portugal is a real case ofhardship. However, this is exactly the right incentive forPro-Aqua International to put all our efforts into it.Of course, we alreadyhave the key to Pro-Aqua Portugal in ourpockets, and since the end ofJanuary Pro-Aqua really tookoff in Portugal. Our importerhas formerly worked withone of our competitors and is– guess what – a real expert.Being a successful salesperson,he was one of the peoplewho were responsible for thiscompany’s success in Portugal.It is our great pleasure to havethis excellent Portuguese teamin our ranks. Particularly, sincePortugal has not been a Pro-Aqua country – at least so far.The emphasis here is on HASBEEN…Apropos PortugalTo the west and south, Portugalis bounded by the AtlanticOcean, to the east and northit is bordered by Spain. ThePortuguese national territoryincludes the Azores and MadeiraIslands (with Porto Santo).West of the capital Lisbon,you will find Cabo da Roca, thewesternmost point of the mainlandEurope. With respect to thedirect sales market, Portugalhas been a very difficult placefor many years. Many tried tocope with it – but so far no onereally managed to stand up tothe American manufacturers ofroom cleaning systems. But assaid: so far … There is a market,in fact. There is potential.And finally there is also one ofthe best products in the world:Pro-Aqua.36 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 37

AROUND THE WORLDPro-Aqua RussiaRussian people love luxury. Pro-Aqua offers luxury “madein Germany”. With three offices and great turnover, we arealso represented in Moscow now.Eastern Europe is booming.New markets openup from Russia, whichhas been experiencing boomingbusiness over the last fewyears. One thing is for sure:luxury goods are some of themost important products inRussia. They inform about thesocial standing of a Russianperson – and this standing hasto be high. Luxury – that isvirtually a synonym for “madein Germany” in the opinion ofmany Russians. To put it differently:high-quality Germanhousehold appliances are anabsolute “must-have” for Russians!Nothing else is worthbuying! With its unique highqualityproducts, Pro-Aqua setsfar more than just a trend – itcould rather be called a luxuryphilosophy of life. This is alsoobvious when taking into accountthat we are already verysuccessfully represented on theRussian market with three (!)offices in Moscow alone.Apropos RussiaRussia is a multinational state.In addition to the Russian people,who make up the majorityof the population with 79.8%,almost 100 other peoples liveon the country’s territory. Theper capita income has morethan doubled since 2001, and itamounted to about US-$ 5,250in 2005 – with a fast upwardtrend. To put it differently: Russiais a huge market with hugePro-Aqua potential. Therefore,we are very happy that we havebeen able to attract two excellentbusiness people for Pro-Aqua in 2007: Valentina Ivlevaand Alexander Efimov, whohad been the top distributors of2006 when still working withone of our competitors that wecould leave behind us in themeantime. We are looking forwardto a long and successfulcooperation with our terrificRussian importers and theirteam.38 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 39

AROUND THE WORLDPro-Aqua SwedenThey are young, they are successful, and nothing can stopthem. The head of the group is a charismatic person parexcellence – the unrivaled Richard Nordlander…The Pro-Aqua philosophyis currently spreading likewildfire through Sweden.Since fall 2007 we probablyhave one of the most successfuldirect sales teams of Scandinaviain our ranks – headed byRichard Nordlander and his assistantFredrik Ottoson. Nordlanderbrings along an impressiveamount of experience tothe Pro-Aqua business in Scandinavia.For example, amongstothers, he successfully workedwith one of our competitors for17 years. The Pro-Aqua Headof Sales Pino Madonia says:“Nordlander’s experience isimpressive, in particular whenconsidering the fact that he hasmade his way up to the top in anexemplary way, relying on hisown strength.” Another interestingfact that is no secret: Nordlanderhas done an “extra year”– for one year he worked foranother competitor for whichhe sold some thousand devicesin a short period of time. Afterjust a short time of cooperation,the synergies are already workingperfectly: the market-leadingproduct and one of the topsalesmen in Scandinavia form aperfect team…Apropos SwedenThere are 1,600 kilometersfrom the warm coast in thesouthwest to the cold tundra inthe north of Sweden. The countryhas a width of approximately400 kilometers. The countryconsists of three regions: fromnorth to south these are Norrland,Svealand and Götaland.The islands Gotland and Ölandin the Baltic Sea also belong toSweden. Sweden is a friendlydirect sales country. However,like most Scandinavians, theSwedes are very skeptical, andthey want to have top quality.40 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 41

AROUND THE WORLDPro-Aqua SloveniaSlovenia is small – and very nice. Our new importers andpartners in Slovenia are also very nice: Adil and Irena.They are known as an excellent team.Asmall country – with agreat direct sales future:Slovenia. Our first importercouple – Adil and Irena– are sales experts, of course.Adil has been an excellent salesmansince an early age. Irenahas worked with a competitorand has won the title “top saleswomanof the month” severaltimes. Both are top salespersonswho also know how to build ateam. Together with their younggroup they have achieved fourdigit sales figures in Slovenia inthe last few years. We are proudthat they are now part of ourteam!blic, it is still in the process ofdevelopment. Nevertheless, directsales is very much acceptedand appreciated due to the goodproduct quality that is offered.Slovenia itself also manufacturesa popular product whichis sold in Europe. Therefore, thetask of our Slovenian partnersis very demanding. Of course,our partners in Slovenia havedone a great job right from thebeginning, and they have alrea-dy snatched away market sharefrom Pro-Aqua’s competitor.Adil and Irena have managedto achieve three digit sales figuresalready in the first monthof their cooperation with Pro-Aqua! With Adil and Irena, wehave pushed open the door tothe huge Slovenian potential!Apropos SloveniaIn terms of size, Slovenia is acompact country within the Europeansystem. However, beinga formerly Yugoslavian Repu-42 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 43

AROUND THE WORLDPro-Aqua SwitzerlandIn Switzerland, the Pro-Aqua turnover rates soar up. Believeit or not, our partners sell ten systems with eleven demonstrations!He could be called thedinosaur of direct sales.For 40 years PeterKrauß has been an expert withrespect to selling high-qualityroom cleaning systems – a longperiod of time in which Peterexclusively worked with oneof our competitors. Now Peterhas become a Pro-Aqua guy.And what a great guy he is! Hissales team consists of 35 extremelymotivated sales partnerswho travel through all parts ofSwitzerland and achieve excellentsales rates with Pro-Aqua.His team manages to achievea sales ratio of 1.1:1. In otherwords: ten devices are soldwith eleven demonstrations.That’s absolutely fabulous!Apropos Switzerland“The Swiss love premium products”says Peter Krauß. Andthey love the Pro-Aqua in particulardue to the fact that it hasthe label “made in Germany”,which guarantees quality on thehighest level.Moreover, and that might bethe most important argumentfor a Swiss when decidingwhether to buy a product ornot, the Pro-Aqua offers a realconvenience factor, and thusdiffers significantly from competitors’products. By the way,when buying such a distinguishedproduct, the Swiss prefer topay cash…44 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 45

AROUND THE WORLDSzene & LeuteLet’s just let the facts speak for themselves, for a change…Pro-Aqua profile of Edgar HoldenerYear of birth:Residence:Distinguishing marks:Consequence:Absolute will to be successful:Status at Pro-Aqua:First demonstration at Holdener’s place:Immediate decision as business partnerFour introduction demonstrations with the sponsor:First own demonstration on 28th May 2007:Total number of demonstrations until 10th January 2008: 114Total number of systems sold until 10th January 2008:1965married to Priska, who “lives” Pro-Aqua like he does2 adorable childrenAt a beautiful place in SwitzerlandI sell one of the best products in the worldOne day without giving a demonstration and withoutselling is a lost day to me!The customer keeps the Pro-AquaPart-time business partner yet19th May 20074 Pro-Aqua sold!1 Pro-Aqua sold!88 Pro-Aqua sold!Average demonstrations/sales: Fantastic 1.3!Number of business partners in the team: 6!New business partners’ turnover:Pro-Aqua for free through contest and Red Points:69 Pro-Aqua!Terrific 13 Pro-Aqua!Promotion to SAT 2: December 2007Total sales in 8 months:Sales planning for March 2008:157 Pro-Aqua!100 Pro-Aqua!3 questions to:Özkan ÖgretmenÖzkan Ögretmen, 38, startedin direct sales in 1991 asa salesman. Since April 1st2006 he is part of the salesmanagement team of Pro-Aqua. Özkan Ögretmen ismarried and has two children:Sebastian (17) and Aylin (7).How did you get into the direct sales business?Ögretmen: I am a trained electrician. There was a man workingat the production line in my company who worked part-time indirect sales. He was regularly teased as “vacuum cleaner representative”.Eventually, I was curious what he actually did and askedwhether he really sold vacuum cleaners. After our talk we made anappointment for a demonstration at my house. When my motherheard of it, she asked whether I was on drugs or why else I wantedto have a look on such an expensive vacuum cleaner. Nonetheless,she watched the demonstration reluctantly and thought: If he hascleaned the apartment floor, he can immediately leave…Well, and then two men appeared, one of whom probably wantedto leave immediately after he had perceived the situation and mymother’s attitude towards the demonstration. Finally, the demonstrationtook place and my mother immediately bought, within 20minutes. She was so thrilled by the product that she was also interestedin the offer to work for the company, which really shockedme, and she immediately started her new job. However, since shedidn’t have a driver’s license I had to drive her to every trainingand demonstration. This way, I sort of got into the business “bychance”. After a short time I earned more money with my parttimejob than with my main job and so I resigned from my job aselectrician.Was there any demonstration that you will never forget?Ögretmen: There was one appointment for a demonstration thatno one wanted to do. At that time I was still a rookie in the business– the devil takes the hindmost, and I got on my way. Eventhough I was familiar with the place, I needed almost 2.5 hoursuntil I finally found the right address. Here I was, delayed, in frontof a very old farmhouse, and a senior woman opened the door andbrought me to her husband without saying a word, and then sheimmediately went into the kitchen. The room was filled with smokeand the man put away his pipe, took my arm and led me to thedoor again. I just thought: Great! Now he will throw me out directly!Instead, he showed me the house across the street, in which hisdaughter lived. He told me that his daughter had already boughtsuch a device which he could borrow any time. Why buy anotherone? Nonetheless, I started my demonstration. First, everythingwent fine. Then the catastrophe happened: I had just cleaned themattress, shown the dirty brew in the container and then I vacuumedthe mattress. I accidentally switched off the device – and thevacuumed mattress sucked the dirty water back through the hose.At that time I was sure: this man will certainly never become acustomer. However, he invited me for dinner – after we had driedthe mattress. He offered me one of the hard liquors he had distilledhimself. Since I hardly drink any alcohol I was already drunk afterthe first glass. After the second one, the man obviously liked me somuch that he finally bought the device and I got a dozen first-classrecommendations. At that day I learned that every customer canbe a first-class customer.What fascinates you most about the business?Ögretmen: That I don’t sell illusions! When I enter customers’apartments, they expect an ordinary vacuum demonstration,nothing special, and they always tell me rightfrom the beginning that they do not intend tobuy anything. However, by giving a gooddemonstration, it is actually easy to shockpeople positively. The customers immediatelysee, smell and feel how well the deviceoperates. I don’t sell a dream, I sellreality. No insurance or investment, forexample, which will pay off some timein the future. Or an anti-wrinkle creamthat might show an effect some timein the future or not all. I sell a productthat I can leave with the customer in theevening. They can immediately use it. ThePro-Aqua is unrivaled with respect to tidiness/cleaning/hygiene, health/air and also with respectto saving excessive energy costs. Our productis no illusion, but reality with revolutionaryresults. And I am always happy to see satisfiedcustomers – and I have many of them. Andmany customers have children with lesshealth problems. This is just great.46 • The sales force magazine 01/2008 www.pro-aqua-gmbh.dewww.pro-aqua-gmbh.de The sales force magazine 01/2008 • 47

SCENE AND PEOPLEIalways act as if it was my own company”. This is a typicalstatement by Verena Heyder. Or: “We just talk differently onthe phone!” Anyone who has already had the pleasure to talkto the new call center manager on the phone, knows that thesestatements are not lip service, but the true opinion of a successfulexpert who sometimes works 16 hours a day and seven days aweek – if the situation requires. Verena joined the Pro-Aqua teamin August 2007. Since then Verena, who is very friendly, eloquentand extremely committed, has been managing the new Pro-Aquacall center located in the Swabian town of Pfullingen. She bringsa lot of valuable experience to this job – not only to the call centerbusiness, but also to direct sales of room cleaning systems.One appointment after anotherEloquent expert!Verena Heyder is the new Pro-Aqua Head of the Call Center.She combines eloquence with honesty and commitment with empathy.She started her career in field sales with an American competitorof Pro-Aqua. This was eleven years ago. Since this companyalways struggled with scheduling appointments, eloquent Verenaleft the field service and started to work in the office where shetook care of the business by phone – very successfully. Verenasoon began to enjoy the contact with customers by phone. It hasalways been a great challenge for her to change to a resolute NOon the other end of the line into an enthusiastic YES when it comesto making an appointment. By the way, she is supported by threecolleagues – only. We are intending to expand the call center. Withinthe next few weeks, more than seven women will be workingwith Verena Heyder at the customer interface. And they will makeone Pro-Aqua appointment after another.48 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 49

SCENE AND PEOPLEA matter of passionGiuseppe – Pino – Madonia. His career throughthe direct sales business to the top of Pro-Aqua International, where he was promoted asManaging Director to the Head of Sales at thebeginning of September 2007, is equally unusualand extraordinarily successful.The smart, very polite, articulateman representsan exciting combinationof gentleman and linguisticgenius. He speaks five languagesfluently: Italian, German,English, French, and Spanish.His bright smile, his winningcharacter, and the authenticway of communicating are theessential gifts for his success.Moreover, he is a good listener,and when he starts speaking hisarguments are well founded.Pino was born in Germany, buthe soon moved back to Sicilywith his parents, and his youngerbrother Domenico. He was14 when he returned to Baden-Württemberg in Germany. Atthe age of 16 he started a vocationaltraining as “precisionmechanic”, at the age of 21 hetook over his first leadershiprole: he worked as a machinesetter and was in charge ofmore than 30 employees.“I really wanted to achieve something,change something,and make a difference” saysPino Madonia when he talksabout the time when he was stu-dying Mechanical EngineeringTechnology while at the sametime catching up on his Germanuniversity entrance qualificationand earning his livingby working in a fitness studio inthe evenings. He had to earn hisliving by himself. He couldn’texpect financial support fromhis parents, particularly, becausehe had already left home atthe age of 17. At the age of 28he had made it sucessfully. Hehad finished his studies withtop grades. But where to gofrom here?. He got in contactwith a distributor of room cleaningsystems by chance. Hewas soon fascinated by the ideaof “direct sales” and focussed,right from the beginning, onthe work abroad. He had thechance to know the EasternBloc with the Commonwealthof Independent States, Lithuania,Estonia and Latvia froma direct sales perspective, alsoFinland, Sweden, Italy, Spainand North America as well asLatin American countries suchas Chile, Mexico, Colombiaand Ecuador.Diagnostic systemHe says that he approached each “new” country with some sortof diagnostic system. Finland has been a “model country” in hisopinion. He spent at least one complete week per month in Finland,“often also a second week”. “When I took on Finland, I had elevensales a month. After three and a half years, turnover increased by900 percent”. Overall, Pino Madonia took care of twelve countriesfor several years. A purely personal decision resulted in the factthat Pino Madonia’s life took another direction in mid 2007.He aimed at a completely different industry. “However, my wifewas the first to tell me that room cleaning systems were an integralpart of my life”. Being from the south of Italy this wasn’t only amatter of profession, but it was also a matter of passion. He feltuncomfortable, being pulled out of the context. Then he went onvacation. He wanted to travel to Apulia (Italy) with his family, andon their way towards the south he met with some Italian friends.These friends were Andrea Weger and Sergio Coletti, leading expertsin direct sales of room cleaning systems, who disposed ofa great experience regarding the demanding Italian market. PinoMadonia knows them from a previous job.A contact to rememberWhen Andrea Weger and Sergio Coletti talk about Pino Madonia,they say: “It was a real shock to all of us when we heard that Pinowould no longer be our contact”. The good relationship betweenPino Madonia and his foreign business partners had been based onmutual confidence. The fact that this friendly business relationshipshould be over now, was not a minor problem to the two Italians.However, there was more water under the bridge when Andrea Wegerand Sergio Coletti have also signed contracts with Pro-AquaInternational – like Pino Madonia, who in the summer of 2007,met his Italian friends at Munich airport where he was “converted”to Pro-Aqua, so to say. After thismemorable meeting, the two smartItalians made a contact with the Presidentof Pro-Aqua, Jürgen Wehner,who showed up at Madonia’s place inApulia only 48 hours later. They spoketogether, and soon afterwards theyagreed upon cooperation.Giuseppe – Pino – Madonia, Managing Director,is the new front man of Pro-AquaInternational for foreign sales. His experienceconcerning direct sales of roomcleaning systems is decisive.50 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 51

SCENE AND PEOPLEBig in businessHe is an expert when it comes to setting up anorganization. And this skill helped AlexanderSell to attract some hundred sales partnerswithin six years. Now, Alexander has establishedhis own training center and built an impressiveoffice block on a lawn in Wetzlar, Germany.He is one of the top peopleat Pro-Aqua. He isa real expert when itcomes to setting up an organization.And he is also a smartsalesman. In the first year afterjoining Pro-Aqua, Alexander,who has just recently built hisown Pro-Aqua office block ona green lawn in Wetzlar, Hesse,with an investment of morethan Euro 1 million, achievingone sales record after another.“Which has been quite simple”he says with a bright and convincingsmile. In his opinion,Pro-Aqua is a synonym for“easy financing, quality thatspeaks for itself, good support, clever trainings forsales partners, sound marketing plans and so on”.Many recordsAlexander Sell has now been working with Pro-Aqua International for almost six years. Duringthis period, he has set up an organization withmore than hundred active sales partners. None ofhis partners is a non-active fellow; nobody hasregistered himself/herself just to buy a device atconsultant terms and then never again lift a fingerfor promoting Pro-Aqua. And you probably alreadyknow it: Alexander has won the sales recordwith this ambitious group. In one month of the lastyear he and his team sold more devices than allthe German sales forces of his competitors’ together…24,000 square meters real estateWhy did he decide to show his Pro-Aqua successso conspicuously with his own large training center?“I thought it might be a good idea to investmy money instead of paying taxes to the fiscalauthorities”. And he did invest. He found an architect,paid the 24,000 square meters large realestate for the noble building in cash, and the excavatorscame. The foundation was laid. An officebuilding that is structured into two levels withmore than 450 square meters, was constructed.The building has been completed. The Pro-Aquaflags wave in the wind in frontof the building – a visible signof the loyalty and integrity thatAlexander Sell feels with respectto “my Pro-Aqua”. Moreover,Alexander operates inthe CIS States and frequentlytravels into these countries. Hesets up structures and drives thePro-Aqua idea there. And he isgood at it. Particularly, since hespeaks Russian as perfectly ashe speaks German. Moreover,he knows two other languages.Socialism is one, capitalism theother.52 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 53

SCENE AND PEOPLEMaximum ProgramQuietly, but not secretlyOlga Lejs and Alexander Schumakow are experts when it comes to team building, which they combinewith own turnover. Now they have realized one of their dreams: their own house including office andtraining center. The house-warming party has been celebrated recently in Korbach, Germany.Gabi and Willi Merkel are extraordinary. Willi sells up to 53 devices eachmonth while Gabi makes up to four appointments per day for him.12 months a year.Their success story readsas follows: in three subsequentyears, Olga Lejsand Alexander Schumakowand their sales team have qualifiedas best team of the year.In the previous year only, Olgaand Alexander sold 823 Pro-Aqua machines. This reallyis a top performance which iseven more impressive whenexpressed in mere figures.Behind these figures a simpleidea is hidden: Those who payattention to recruiting, teambuilding, and the training ofnew salespeople in addition togenerating own turnover, willachieve a lot. The organizationof Lejs/Schumakow made it.With awesome, highly motivatedteam partners, great commitment,exemplary discipline,and an enormous amount ofperseverance. The team sharesa common principle with respectto their job: leave nothingto chance. Everyone is the architectof her or his own fortune.Go the extra mile. Don’tstop and rest on your laurels,but continuously try to improve.Who has principles alsohas objectives. One of the ob-jectives of Olga and Alexanderwas to set up an exclusive trainingcenter in order to be able toprovide the best support to theirdown line partners. Because:well-trained, fairly treated andhence satisfied sales partnersmake no potential targets forcompetitors. The new trainingcomplex is a stylish and functionalbuilding. Administrativetasks will be centralized there,the infrastructure has been improvedsignificantly, and newpartners will be trained andmotivated there each day. Olgaand Alexander have positionedthemselves clearly with Pro-Aqua. Congratulations!Gabi and Willi Merkelare incredible. Theyare known by industryexperts all over the world,although they are operatingquietly – even though theirperformance might qualify foran entry in the Guinness Bookof World Records. It is almostimpossible to count the numberof systems that Gabi and WilliMerkel have sold in their lifeso far. Only last year Willi sold371 Pro-Aqua machines – completelyalone and without anydown line. This is an average of31 devices per month. In somemonths, Willi even managed tosell 53 systems – this is an averageof almost three devices at20 presentation days a monthand up to 675 appointments in2007, for example. Unbelievable.In particular, since not eachpresentation necessarily resultsin selling a product. Like everywherein direct sales, the onethirdrule also applies here: ninepresentations will result in anaverage of three sales. What’shis secret? Good question, butit should better be paraphrasedas follows: how does his systemwork? Willi Merkel is an exceptionallygifted salesman, that’sfor sure. His success rate is ex-traordinary: he sells in four outof five cases. Even more important:his wife Gabi is at his side.She totally supports her husbandand makes his appointments– the presentations take placeall over Germany. Gabi makesup to four appointments per dayfor him. Then, Willi is out onbusiness for the whole week andsells his products. And for oneyear he has now been sellingthe Pro-Aqua, of course. Thankyou, Gabi and Willi Merkel!54 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 55

MOTIVATION AND SUCCESSOn the road to successWe have all made this a very special experience: every beginning is difficult. However, if the ice,i.e., selling the first Pro-Aqua, is broken, the next steps are all the more easy ones. Pro-Aqua isproud of the courage and perseverance of its sales partners, and it is our privilege to announcethe following promotions:Promoted to Organizational Leader:Johannes Haanfrom group:BoppIrene Brehmfrom group:PetlachAnita Hainfrom group:DietzelYasar Dönmezfrom group:BakiSilvia Heumannfrom group:ScheblerNikolas Scherbakovfrom group:SchumakowValeriy Larzevfrom group:BulachPromoted to Group Leader:Tamara Blaßfrom group:ScheblerHelene Kisterfrom group:SchumakowSergej Braunfrom group:BergJochen Nägelinfrom group:ÖgretmenWolfgang Zornfrom group:Ohnemüller-WendelNina Kercher from group BoppNikolaj Piven from group BoppAndrej Diehl from group BoppDiana Kopteva from group BoppBirgid Weber from group DietzelSvetlana Michel from group MlynarskiDorothea Müssig from group MlynarskiGeorg Wagner from group ÖgretmenOlga Hirsekorn from group ReimerKarle Handelsagentur from group OdenbachMichael Ebert from group WeinkötzElfi Gleichmann from group Ohnemüller-WendelSamuel Rutz from group SchumakowBrems Handelsvertretung from group Seitz-JägerLidia Wensel from group WenselAlexander Jurk from group BulachIda Eremeev from group WeimannNadja Kovalev from group BraunSergius Berg from group SellJurij Benzel from group NaumovMichael Sander from group HorstAndreas Buchhammer from group UbakovPromoted to System Consultant:Norbert Aumeier from group BierleinPeter Weißmann from group JordanPeter Müller from group JordanGabriele Lerm from group JordanIrina Stoll from group KaulIlhan Yilmaz from group ÖgretmenSuat Saglam from group ÖgretmenLevent Sanli from group ÖgretmenJakob Fröse from group ÖgretmenElena Jeger from group RummIvars Braun from group UbakovElmar Horst from group Widmann56 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 57

MOTIVATION AND SUCCESSSalesperson of the year 2007 Group of the year 20071 Willi Merkel371 Pro-Aqua2 Steffen Schebler194 Pro-Aqua3 Peter Hildebrandt162 Pro-AquaOlga Lejs and1 823 Pro-AquaAlexander SchumakowKarin Bierer and2 820 Pro-AquaKurt Fürderer3 Alma and Waldemar Bopp622 Pro-Aqua4 Viktor Urbach149 Pro-Aqua4 Swetlana and Oleg Werle456 Pro-Aqua5 Anton Kirchgeßler144 Pro-Aqua5 Peter Hildebrandt410 Pro-Aqua6 Jürgen Krämer129 Pro-Aqua7 Siegfried Stöcklin119 Pro-Aqua8 David Reimer108 Pro-Aqua6 Tina and Steffen Schebler353 Pro-AquaAngelika Ohnemüller-Wendel and7 298 Pro-AquaHarald Wendel8 Jürgen Krämer268 Pro-Aqua9 Klaus Binninger107 Pro-Aqua9 Natalie and Alexander Rumm255 Pro-Aqua10 Peter Fräßdorf101 Pro-Aqua10 Klaus Binninger208 Pro-Aqua58 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 59

short newsGlamorous eventEnjoy our photo collage showing the highlights of thePro-Aqua Convention which took place in Bad Windsheim,Germany, on October 20th, 2007. The motto was:to see and to be seen!60 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 61

short news62 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 63

short news64 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 65

short news66 • The sales force magazine 01/2008 www.pro-aqua-gmbh.de www.pro-aqua-gmbh.de The sales force magazine 01/2008 • 67

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