VS

But Holland beat everyone with swimming !!!

This time Ceccato Sales man has won. WHY?

We have two chances: 1.We stop to play and we hang our boxing gloves? 2. We analyze the reasons and we try to find the arguments for next match.

Which arguments are used by Ceccato Salesmen and how can we oppose them?

POINTS USED BY CECCATO SALESMEN Long History

Pietro Ceccato company founded by Pietro Ceccato : production of burners for bread ovens in a modest workshop. After a short time, the production of burners was placed alongside and then replaced by the production of air compressors and equipment for service stations. 1936

the construction of an auxiliary motor for bicycles begins, leading to the production of motors for motor bikes. Success was achieved in the agonistic field in 1954: (Motor cycle raids, among which the African Periplo and 6 world records gained by a futuristic 75 cc). 1949:

1956: Pietro Ceccato dies, resulting in a block in company development. 1957:control of the company is absorbed by the family group of Capra - Dolcetta, and the previous style of management is initially maintained. 1961:the production of motor bikes is abandoned, because of a serious crisis in the sector. The decision to concentrate production on compressors and vehicle wash units was made. The automatic vehicle wash sector, at first above all of industrial vehicles, became important. 1979:Mr. Francesco Pugno Vanoni takes the company reins in hand.

1980:company management changes - relationships are started in Italy and abroad with other companies in the Group: Mark S.r.l. (industrial company that assembles compressors), Ceccato DMR S.p.A. Limeira Brazil (industrial company that constructs and sells automatic vehicle wash units in South America), Ceccato Inc. U.S.A.: a trading company that markets and sells Ceccato s.p.a. products in the U.S.A :the part of the company that produces compressor systems and the part that produces vehicle washes divide. Foundation of Ceccato GmbH in Germany. 1999:Acquisition of Daerg company (Italy). 2001:Takeover of Roh é Holding GmbH through a Group of italian investors. New factory starts over a surface of sqm. One of the most advanced manufacturer site in the carwashing market.

2002 Based in Montecchio (VI), the new headquarter and new factory extend over a total surface of sqm. Its design, the multiproduct assembly line, the modern powder painting shop make it one of the most advanced factories in the business.

Points we should use to counter: Ryko History (we have a story to tell too!)

The RYKO Story Formed in 1973 –Larry Klein - Jim Nelson - Started business in a two car garage in Des Moines, IA. Engineered, manufactured, installed and serviced “better”car wash equipment for the petroleum and later investor market. 30 years and three factories later RYKO is the largest car wash equipment manufacturer in North America and second largest in the world! In the 2004 Scott Clawson joined RYKO as President and CEO

The RYKO Head Office

Ryko Italia Headquarters Add Picture of Plant #2

We should know Ceccato ’ s Products and ours ……

POINTS USED BY CECCATO SALESMEN Long History ROLLOVER Largest range of Names in the Industry

ANTARESARIESORIONSPORT SPORT rebrushing + vertical dryer SPORT rebrushing

ADVANTPEGASUS CHALLENGE / SUPER CHALLENGE EXXCEL DUO EXCEL

POINTS USED BY CECCATO SALESMEN History ROLLOVER range of products Technology

ARIESSPORT Side brushes “Swing” Top brush with pneumatic system and rebrushing Time Proven Technology – 30 Years Special drying Side brushes with pneumatic trolley no rebrushing Top brush pneumatic system Top Following Dryer without Pivoting Blower 3 programs standard, upgrade to 6

Aries vs Sport Swing Arm was developed 30 years ago and is old technology No rebrushing

ORION SPORT rebrushing Side brushes with electrical trolley with rebrushing Top brush with electrical system Top Following Dryer New design - Aesthetics Side brushes with electrical trolley with rebrushing Top brush with pneumatic system Top Following Dryer without Pivoting Blower 3 programs standard, upgrade to 6

ANTARESSPORT rebrushing+vertical dryer Side brushes with electrical trolley with rebrushing Top brush with electrical system Top Following Dryer Side Dryer New design (2 years ago) – ABS Covers Side brushes with electrical trolley with rebrushing Top brush with pneumatic system Top Following Dryer without Pivoting Blower (3.5 kW) Side Dryer (2 X 5.5 kW = 11Kw) 3 programs standard, upgrade to 6

PEGASUSEXCEL Side brushes Overlapping system with side brushes that are automatically locked in the forward wash cycle to improve washing of the lower parts and free to tilt in the backward run to follow the vehicle’s profile (angled brushes) Brushes electronic power control Side dryer equipped with the exclusive tsd system on horizontal dryer which enhances the side drying efficiency through a contour following device - Patented New Machine – ABS Covers, Design, Electronics & BiFoam Side brushes with electrical trolley and rebrushing with senco5 control Top brush with senco5 control Top Following Dryer with Pivoting in 3 positions Side Dryer

CHALLENGE / SUPER CHALLENGE EXXCEL DUO New model Characteristic similar to Excel Vertical and Horizontal High pressure with hydrobot High pressure Pumps installed inside

POINTS IN FAVOUR OF CECCATO SALESMEN History ROLLOVER range of products Technology Price

ARIES Max Wash Height: 2.40 m and 2.85 one program metal frame painted metal front doors without traffic lights filament brushes manual activation with push button 9 m Hot Dipped Galvanized Track electrical box on wall Euro ,00 price-list

Max Wash Height: 2.25 m, 2.55 m, 2.85 m multi-programmable metal frame hot dipped galvanized metal front doors filament brushes manual activation with push button 9 m. hot dipped galvanized truck – electrical box on wall Pneumatic Travelling Side Brushes Carriages without overlapping Bullbar and Tow Hook Safety Device Top Following Dryer without Pivoting Blower Euro ,00 price-list SPORT

Aries is €5,227 Lower than basic Sport Sport additional standard features: multi-programmable Pneumatic Travelling Side Brushes Carriages without overlapping Bullbar and Tow Hook Safety Device Top Following Dryer without Pivoting Blower

ORION Max wash height 2.40 m. ABS top covers filament brushes manual activation with push button 9 m Hot Dipped Galvanized Track electrical box on wall LED traffic light. Euro ,00 price-list

Max wash height 2.25 m multi-programmable ABS Rear Covers for Side Brushes filament brushes manual activation with push button 9 m hot dipped galvanized truck electrical box on wall Metal Frame powder painted Standard Steel doors traffic light left side Electric Gantry Drive for Side Brushes Carriages Overlapping Front & Rear Side Washers Bullbar and Tow Hook Safety Device SPORT rebrushing Euro ,00 price-list

Sport rebrushing is €2,294 Lower than Orion Sport additional standard features: Overlapping Front & Rear Side Washers Bullbar and Tow Hook Safety Device

ANTARES Max wash height 2.40 m. mod. 240C1 side dryers ABS top covers filament brushes manual activation with push button 9 m Hot Dipped Galvanized Track electrical box on wall LED traffic light Euro ,00 price-list

Max wash height 2.25 m multi-programmable -ABS Rear Covers for Side Brushes -filament brushes -manual activation with push button -9 m hot dipped galvanized truck -electrical box on wall -Metal Frame powder painted -Standard Steel doors traffic light left side -Electric Gantry Drive for Side Brushes Carriages -Overlapping Front & Rear Side Washers -Power Sensing for Top and Side Washers -Bullbar and Tow Hook Safety Device -Side Dryer– Cold Wax -"DE LUXE" Graphic Set Up SPORT rebrushing+vertical dryer Euro ,00 price-list

Sport rebrushing and vertical dryer is €1,754 Lower than Antares Sport additional standard features: Bullbar and Tow Hook Safety Device

PEGASUS Max wash height 2.40 m. ABS covers with double traffic light top and side dryers filament brushes manual activation with push button 9 m Hot Dipped Galvanized Track electrical box on wall Kit Self-Service with Photo-eye Activation Euro ,00 price-list

EXCEL Max wash height 2.25 m multi-programmable ABS Front Doors with traffic light Drying System with Contouring Top Following Dryer with Pivoting Vent Side Drying System filament brushes manual activation with push button 9 m hot dipped galvanized truck electrical box on wall Photo-eye Activation "Bullbar" and Tow Hook Safety Device Foam Bath Electric Gantry Drive for Side Brushes Carriages Overlapping Front & Rear Side Washers Power Sensing for Top and Side Washers Three Chemical Pumps for Detergent, Wax and Foam Bath € 41,110 pricelist

Excel is €4,262 Lower than Pegasus Excel additional standard features: Bullbar and Tow Hook Safety Device

SUPER CHALLENGE Max wash height 2.40 m. ABS covers filament brushes manual activation with push button 11 m Hot Dipped Galvanized Track Caterpillar Carrier with Posts Kit Self-Serve with Photo-eye Activation Chemical Pumps for Detergent Kit Soft start for horizontal and vertical brushes Contouring Top HP and fixed side HP Device with pump 18.5 kW € ,00 price-list

EXXCEL DUO - Max wash height 2.25 m – multi-programmable – Side ABS Covers with Traffic Lights – ABS Front Doors – manual activation with push button – 11 m hot dipped galvanized tracks – Caterpillar Carrier with Posts – Photo-eye Activation – LCD Diagnostic Display – Foam Bath – Three + Two Chemical Pumps for Detergent, Wax and Foam Bath – Electric Gantry Drive for Side Brushes – Overlapping Front & Rear Side Washers – Top Hydrobot + Side Hydrobot with 3 Pumps (4 kW, 120 bar, 18 litres/min) – Water Pump (1,5 kW) for High Pressure – Amp Sensing for Top and Side Washers – "Bullbar" and Tow Hook Safety Device – Four Motor Drying System with Contouring Top Following Dryer with Pivoting Vent and Two 3 kW Fans – Two Motor Gantry Drive for each Rollover – wheel washer Basic € ,00 price-list

Super Challenge is €6,076 Lower than Excel Duo Excel Duo additional standard features: LCD Diagnostic Display Top Hydrobot + Side Hydrobot Three + Two Chemical Pumps for Detergent, Wax and Foam Bath "Bullbar" and Tow Hook Safety Device