The ones who pull the strings - Pro Aqua

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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
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The ones who pull the strings - Pro Aqua

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