Question-and-Answer Session
Operator
Your first question comes from Walter Nasdeo - Ardour Capital.
Walter Nasdeo - Ardour Capital
If you could just kind of walk me through some of the order that gives you such confidence and a pretty FD guidance range for the fourth quarter. You are talking about orders that you’ve taken and expected orders. How do you classify an expected orders and then maybe if you can go into a little on your sales cycle for me, I would appreciate it?
John Penver
We have announced a number of significant customer wins since August and so we do know a number of those that are going to shift this quarter and Jim will probably chip in after I’m done. On the expected orders, we have got indications from a number of companies, very late in the sales cycle of expected delivery times and start up times if they need the systems, that would give us a very high degree of confidence that there is an order within weeks.
We don’t actually announce every order that we win. We tend announce the more significant ones these days, but we’ve had since date of the beginning of this quarter quite a number of orders we’ve received and booked. We’ve managed the sales cycle fairly actively and so each week we have an update of orders that we expect to close over the next week or two and that’s really how we have to have some of that to plan production, so that we don’t get too out of sync we’ve had, but we’ve seen an up tick in the quoting activity, the pipeline and just the actual volume of orders received.
So we can reasonably be comfortable that we provide the bottom end of that range, I probably got secured already and booked and that’s how I can get that degree of comfort, but we provide some range because there’s couple other things that we anticipate that we should be shipping and receiving and shipping by the end of the year. I hope to that answers to your question.
Walter Nasdeo - Ardour Capital
A real briefly, if you could give me a little bit of better understanding of the sales cycle itself from acquiring your customers to the whole process actually book in the sale?
John Penver
I’ll throw it to Jim a little bit, because he little more intimate that than I.
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