Edward Naylor

Examiner
DISC Type : cs

Chief Executive at Naylor Industries Plc

Greater London, England, United Kingdom

Overview

Edward Naylor is the CEO of Naylor Industries, a fourth-generation family manufacturing business. He took over a declining, indebted company in 1993 and has since grown its turnover from £12m to over £75m. He is a Cambridge University graduate, a chartered accountant, and is fluent in both German and French.

Personality Overview

Tough To Convince

Unexpressive

Late Adopter

They tend to be clear about their needs and limitations and are unlikely to promise too much.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Business Turnarounds
Took over his family's indebted, loss-making business at age 30 and successfully grew it into a profitable £75m group, showcasing his expertise in revitalization and growth strategies.
British Manufacturing
As the leader of a long-standing UK manufacturing firm, he is passionate about the sector's success and has overseen significant investment in modernizing his company's facilities.
Employee Development
His business champions an active apprentice programme and has been awarded the Gold Investors in People standard, reflecting a deep commitment to staff training and career progression.

Media Appearances

Episode 2: Edward Naylor, CEO Naylor Industries PLC. Featured in YouTube

See Now

Work History

11-1993
Chief Executive at Naylor Industries Plc
9-1985 - 11-1993
Group Manager at Touche Ross & Co (Now Deloitte)

Education

1982 - 1985
MA from St John's College Cambridge
1973 - 1982
O and A Levels from Queen Elizabeth Grammar School Wakefield

More Information

Social Presence :

Prographics :

Exp : 40 Location : Greater London, England, United Kingdom Job Level : N/A Designation : Chief Executive at Naylor Industries Plc
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Insights For Selling To Edward

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Edward is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Edward

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Edward move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Edward take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Edward

Personality Compatibility


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