integra sales overview 1 how to be successful selling against competition know the competition –...
TRANSCRIPT
Integra Sales Overview
1
How to be Successful selling against competition
• Know the competition – understand what they do well
• Use what we do better • Pick the right Premier Distributors• The following slides will discuss the competition
and what we can offer to minimize the effectiveness of our competition
• We will review the product line in comparison to others and we will discuss the strategic partnership with our Premier Distributors and how to make it a success
Premier Distributor Training
Syracuse “early adopter” Site Sentinel INTEGRA Experience
Who is “the right” distributor?Non VR GuysLoyal Petrovend GuysStrong service organizationGuys willing to put their eggs in our basket
Initial Meeting with distributorTell the story- history- where we were and where we are at, what is the launch strategyBenefits of being selected- discount, support, training, early advantageShoulder to shoulder Team approach with DM, CDM, Distributor
2
Syracuse “early adopter” Site Sentinel INTEGRA Experience
Planning the meeting-
Location, Room, Integra Equipment, Presentation equipment, location requirements, shirts, give-aways, brochures, supporting collateral material, Sunday arrival, kick off, break down- co-ordinating with others from OPW
Sales class- Overview
Tech training – Day 1- Day 2- review doc from conference call for group take-aways
3
Console Integra TLS-350 TLS-450 EVO
Display 15" Graphic 2 Line 7" Graphic 7.2" Graphic
Probes 240 8 64 72
CITLDS SLD CLSD CSLD SCALD
Cert 397k gal 227k gal 227k gal 247k gal
LLD VLLD PLLD PLLD PLLD
Rigid 425 gal 98 gal 98 gal 312 gal
Flex 110 gal 40 gal 40 gal 95 gal
Reconciliation W / G W/G/T/GS W/G/T/GS W / G
Competitor Analysis
OPW’s SLD & VLLD Comparison Charts
OPW VLLD Investment
Feature / Component Cost
Basic LLD software $ [included]
VLLD Sensor (3) $ 3,000.00
12 Volt IS Board (optional) $ 220.00
LIM $ 500.00
TOTAL $ 3,720.00
Veeder-Root TLS-450 PLLD Investment
Feature / Component Cost
Basic PLLD software $ 632.00
DPLLD Sensors (3) $ 2,256.00
Universal Sensor Module $ 1,544.00
I/O Module $ 1,125.00
TOTAL $ 5,557.00
…but, if an additional 16-input USM Module is needed…Feature / Component Cost
Universal Sensor Module $ 1,544.00
TOTAL $ 7,101.00
Veeder-Root TLS-350 PLLD Investment
Feature / Component Cost
Basic PLLD software $ 647.00
PLLD Sensors (3) $ 2,130.00
PLLD Interface Module $ 302.00
PLLD Controller Module (up to 3 channels) $ 302.00
TOTAL $ 3,381.00
INCON PLLD Investment
Feature / Component Cost
Basic ELLD software $ 956.00
TS-LS500E/3 (3 PLLD Transducer Kit) $ 1,546.00
TS-ACI AC input module $ 717.00
TS-RLY output relay module $ 717.00
TOTAL $ 3,936.00
Automatic LLD analysis vs. Mechanical Line Leak Detection
Year 1 Year 2 Year 3 Year 4 Year 5 TotalCOSTAvg. Total Cost(Including Installation) $(4,000) $ — $ — $ — $ — $(4,000)BENEFITReplacement of MechanicalLine Leak Detectors $900 $ — $900 $ — $ — $1,800Avg. Annual LineTesting Cost $300 $300 $300 $300 $300 $1,500Avg. Annual Mechanical Testing Cost $220 $220 $220 $220 $220 $1,100Avg. Margin Gain throughIncreased Flow $1,100 $1,100 $1,100 $1,100 $1,100 $5,500
Net Margin Impact $(1,480) $1,620 $2,520 $1,620 $1,620 $5,900
Franklin Veeder-Root OPW
Feature / Attribute TS-550 EVO TLS-350 TLS-450 Integra
Display Color Graphic 2 Line Mono Mono Graphic Color Graphic
Human Interface Touchscreen Keyboard Touchscreen Touchscreen
Modem No No No No
TCP/IP No No No Yes
Probe Inputs None None None None
Sensor Inputs None None None None
LLD Interface None None None None
SLD (CSLD/SCALD) None None None None
Base List Price $5,311 $2,572 $5,160 $4,050
Add In TCP/IP and Probe Inputs $7,246 $4,486 $7,568 $4,300
Add Printer $7,858 $5,542 $7,568 $5,100
Retail Tank Gauge Comparison
Franklin Veeder-Root OPW
Feature / Attribute TS-550 EVO TLS-350 TLS-450 Integra
Display Color Graphic 2 Line Mono Mono Graphic Color Graphic
Human Interface Touchscreen Keyboard Touchscreen Touchscreen
Modem No No No No
TCP\IP Yes Yes Yes Yes
Probe Inputs 12 Max 4 Max 16 Max (shared) 16 Max (shared)
Sensor Inputs 12 Max 8 Max 16 Max (shared) 64 Max (shared)
LLD Interface None None None None
SLD (CSLD/SCALD) None None None None
Base List Price w/Prnand TCP/IP $7,858 $5,542 $7,568 $5,100
Add 3 Probes/Floatsand Sensor I/P $13,981 $11,839 $12,983 $9,102
Retail Tank Gauge Comparison
Franklin Veeder-Root OPW
Feature/Attribute TS-550 EVO TLS-350 TLS-450 Integra
Display Color Graphic 2 Line Mono Mono Graphic Color Graphic
Human Interface Touchscreen Keyboard Touchscreen Touchscreen
Modem No No No No
TCP/IP Yes Yes Yes Yes
Probe Inputs 12 Max 4 Max 16 Max (shared) 16 Max (shared)
Sensor Inputs 12 Max 8 Max 16 Max (shared) 64 Max (shared)
LLD Interface 8 Max 3 Max 8 Max 12 Max (shared)
LLD Sensors 3 3 3 3
SLD (CSLD/SCALD) Yes Yes Yes Yes
Base List Price w/Prnand TCP/IP 3 Probes and
Sensor Inputs $13,981 $11,839 $12,983 $9,072
Add 3 LLD’s and SLD Option $18,995 $15,436 $ 19,705 $14,896
Distributor Discounts 30% 20% 20% 24%
Distributor Net Cost $13,296 $12,348 $15,764 $11,320
Retail Tank Gauge Comparison
Franklin Veeder-Root OPW OPWFeature/Attribute TS-550 EVO TLS-350 TLS-450 Integra Integra
Display Color Graphic 2 Line Mono Mono Graphic Color Graphic Color Graphic
Human Interface Touchscreen Keyboard Touchscreen Touchscreen Touchscreen
Modem No No No No No
TCP/IP Yes Yes Yes Yes Yes
Probe Inputs 12 Max 4 Max 16 Max (shared) 16 Max (shared) 16 Max (shared)
Sensor Inputs 12 Max 8 Max 16 Max (shared) 64 Max (shared) 64 Max (shared)
LLD Interface 8 Max 3 Max 8 Max 12 Max (shared) 12 Max (shared)
LLD Sensors 3 3 3 3 3
SLD (CSLD/SCALD) Yes Yes Yes Yes Yes
Base List Price w/Prnand TCP/IP 3 Probesand Sensor Inputs
$13,981 $11,839 $12,983 $9,102 $9,102
Add 3 LLD’s andSLD Option $18,995 $15,436 $ 19,705 $14,896 $14,896
Distributor Discounts 30% 20% 20% 24% 40%
Distributor Net Cost $13,296 $12,348 $15,764 $11,320 $8,937
Retail Tank Gauge Comparison