Adair Durie

Questioner
DISC Type : c

Sales Director at FUJIFILM MicroChannel

Greater Sydney Area, Australia

Overview

Adair Durie is a Sales Director at FUJIFILM MicroChannel with over 25 years of experience in business applications, specializing in Microsoft Dynamics, Sage, and SAP. He focuses on establishing strong foundations for digital transformation programs across retail, distribution, and manufacturing industries. He earned a Bachelor of Commerce from the University of Sydney.

There is no publicly available information about Adairs personal life, hobbies, or interests outside of his professional activities.

As a subject matter expert, he frequently hosts and speaks at webinars on topics like migrating to cloud ERP and leveraging AI in business applications.

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Digital Transformation
Helps organizations digitally transform with new ERP processes and often speaks on topics like the benefits of moving to a cloud-centric business environment.
Microsoft Dynamics 365
Actively involved in events and webinars discussing the migration from legacy systems like Dynamics NAV to the modern Dynamics 365 platform, including its AI capabilities.
ERP & CRM Solutions
Possesses deep expertise across a range of ERP and CRM systems, including Microsoft Dynamics, Sage, and SAP, with a focus on solving challenges for finance teams.

Media Appearances

Adair has no verified media appearances

Work History

7-2019
Sales Director at FUJIFILM MicroChannel
7-2018 - 7-2019
Manager - Business Development at DXC Eclipse
7-2016 - 6-2018
Sales Director ANZ at DXC Eclipse
4-2015 - 6-2016
Business Development Manager at DXC Eclipse
1-2011 - 3-2015
Sales Manager at KPMG Hands-on Systems

Education

1996 - 1998
Bachelor of Commerce from University of Sydney
Education details unavailable from Sydney Boys' High School

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Sydney Area, Australia Job Level : Mid-senior Designation : Sales Director at FUJIFILM MicroChannel
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Insights For Selling To Adair

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Adair is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Adair

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Adair move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Adair take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Adair

Personality Compatibility


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