In John's words...
We will be limiting our R&D only installations, the companies in which if we pass a specific test and evaluation criteria, those results would be leverageable into additional short-term sales with one of their affiliates or other relationships. So the pivot from single PrintRite3D R&D installations towards higher potential meaning more leverageable sales target is aimed at working into production our use of PrintRite3D with these niche customers and simply selling more units for per customer. The pivot is made possible by the recent growth of significant potential customers into this niche.
You don't go fishing where the fish aren't running, and so it's good that folks are appearing in the niche. In the short term, such a pivot somewhat flattens revenues as some efforts are redirected. However, in the midterm we envision it will really start driving higher revenue. So simply put, our changing business culture along with the strategic expansion and specialization of the management team, our adaptations to the many real changes that are taking place in and around us. And it is all for the good as the metal production market matures.
Unidentified speaker--
With that in mind, are you looking to the future to play some sort of limitation on the test before they make a purchase kind of decision or are these EAP agreements kind of ongoing and open ended.
John Rice
Heck yeah is the answer. In the past 60 days, we have changed how we do stuff on this question. And now it is very explicit and we're not imposing anything on the customer. What we're actually doing is selling and educating properly for a process that will work for them up front and when you do that, the resistance is dealt with upfront. So we don't - I don't expect going forward to have the six months programs that folks kind of want to have because if that's what they want, we really need to work with folks who have a greater appetite to get stuff done.
