OHD PricingSummer Sales Meeting

In sales we set the table, pricing is important but lets not make it the most important thing we have to discuss!!

The OHD is a feature sell not a pricing sell in my view.

Meetings that open with price frequently end on price. We have more to offer.

OHD PricingSummer Sales Meeting

We need to sell value not price.

The OHD simply represents the best value in the market to day and at competitive pricing.

We will always have competition that is lower in price but never higher in value!

OHD PricingSummer Sales Meeting

After these opening comments you are are expecting more value but higher pricing –right??

Ryko has turned the tables, not only more and better features versus the PDQ 4000 but better pricing.

Vern this just can’t be!!! Ryko with lower pricing, those boys in Grimes must have found the bottle.

OHD Pricing Summer Sales Meeting

Analysis of 5 pricing scenarios show a distribution with the Ryko advantage ranging from a high of $12,000 to a low of $7,775 using Slim Line Dryers against PDQ.

The advantage is a high of $5,345 to a low of $1,100 using Thrust Pro Dryers against PDQ.

Price range of machines was $81,000 to $101,400.

National Account Price 2001 OHD PDQ 4000Base Price 43,950 39,995Stainless Wall Mount 2,450 1,050Machine Rails 1,450Wax or CC/Solutions Package 750 2,895Rinse 7502 Step 750 200Water Saver Package 730Spot Free Delivery 695 1,765Spot Free Generator 4,925 7,000 Twin Softener 1,020 1,020Water Heater On Board 1,950 2,045 Laser Link (V&CC) 14,490Pedestal Mount 595AMTT (CC, Bill Acceptor, CH) 8715Code A Wash 3,470

Total 69,425 73,235

Additional Options 2001 OHD PDQ 4000

Trifoam 3,670 3,595Undercarriage & side blaster 2,325Under car with fixed wheel & rocker 2,100Laser Dri 30 hp 16,990Slim Line 10,420

Total 16,190 22,910

Grand Total 85,615 96,145

With Thrust Pro adder 92,285

OHD PricingSummer Sales Meeting

It is fair to say we have a advantage, you may argue the details but we are not taking a back seat on pricing versus the PDQ 4000!!

Remember you get tape drive, no bay plate, stainless steel construction, no chemical dump, ultrasonic mapping and a super fast two manifold system.

OHD Pricing Summer Sales Meeting

We don’t want to mislead, you can get some of these features from PDQ it is the G5 but it does not have the speed.

It will cost you between $140,000 and $150,000 and it is still having teething problems.

OHD PricingSummer Sales Meeting

Value is the features and benefits delivered for a price, seldom do you get more features and benefits for a lower price -- we have a rare opportunity with the OHD!!

We should not lead with price but hold it till the end after we present the feature and benefit message.

OHD PricingSummer Sales Meeting

If our value message is delivered correctly PDQ pricing will come under extreme pressure.

This is the Laser Killer!!

Lets have some fun and make them squirm a little.