hc- the process of selling etd products is unique to the typical sales model. I believe that maybe 30 to 50% of a sale is the salesman, the balance is made up of price-benefit-buyer need.
In the etd domain, that is further segemented and differentiated. But when the gov. is an active buyer,there is no government purchasing agent that I know of that says: I like bob so I will buy bob's product. With that said, when bob and jon are both equal in terms of likeability and persistance within an available budget process, then price-product specs ( benefits) become drivers. But there is one final obstruction, buyer need. Within this space ( sales of etd gear to gov or gov regulated entities) buyer need is based on rfps to select sellers who are scientifically qualified but that is exactly where an alpha marketing director adds to the process. That director collects intell on his/her own, they talk to as many people in the trade that will accept their call and speak off the record. It is within this space that trust-familarity and resume drive interactions. You have to consider the man's resume, his demeanor and most of all-- will the prospect "take his phone call". I believe that IMSC is lucky to have this ability connected into their process.
Within the cargo domain, current owners are not required to buy a new etd unit for cargo inspection if their current etd is judged appropriate by the regulating authority, which it is. But that is on the verge of rapid evolution based on new buyer needs. Consider, you have a team in the back, behind the x-ray machine conveyor taking a swab from an etd unit and passing it over a taped up package. Futile or not futile- hazard a guess. I would say, might be- might not be. But until somebody who regulates my process tells me otherwise, I am willing to risk your life on the plane you are riding in because the swab I am using has a safety seal from the tsa which protects me from legal actions should an eventuality occur under my watch. Note the word "eventuality". And that is the straddle where things sit at this moment. That will change and Dr. Jones will be a force in pushing the sales represented by that change toward IMSC's approved products. I can see that happening with full confidence as he is maybe one of two or three qualified marketing directors working in the business today who knows the ins and outs of this byzantine yet techno driven and gov. regulated process.
If you are expressing frustration with sales and progress of the share price, I certainly am just as frustrated. But I am gobsmacked by what this small company has cobbled together and achieved to date while I imagine that just around the bend, great sales await it.
Best of Luck to all IMSC Longs!
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