1. vs.

2. Who is Istobal?  Family Business Established In 1950 Producing Garage Equipment (Longevity)  ISO 9001 Certified (Quality)  Turnover €60,000,000 per annum (Size)  60,000 Sq M Production Plant In Valencia, Producing Up To 45 Rollover Machines Per Week (Size)  Exporting to 62 Countries, with growing distributor network (Global Player)  Strong competitor  MOC global supplier (Credibility)

3. Their Story “Constantly striving to reach the top by offering the best solutions for vehicle washing. In pursuit of this goal we have spared no effort. Drawing on the combined experience of 500 people working on a project with more than a half a century of history, we have modernised and expanded our factory space in its present 60.000m2. With careful research and analysis of the customer’s needs and concentrating all our energy to ensure that the highest quality, state-of-the-art technology and excellent service always guide our way forward.” Istobal website.

4. How Does Istobal Sell?  Price EVERYWHERE  Equipment range adaptable to client  HUGE list of options  Quality and Simplicity of Equipment  Plus (+) series for Speed  Environmentally friendly company

5. Istobal Lower Range in Comparison  M4 = Entry Level Machine  M6 = Basic Machine less dryer  M7 = Basic Machine + More Programs (bread/butter) VS. RYKO SPORT

6. Istobal Higher Range in Comparison  M9+ = More Programs, Bigger CPU, VWS  M12+ = Main Forecourt Rollover, More Programs, Speed (Future bread/butter) VS. RYKO EXCEL

8. M4  Entry Level Wash  Aimed at In-house Use  Limited Programs (6)  Dryer 12,6 kW  Pneumatic Side Brush  No Crossover Wash  No High Pressure  Venturi Chemical System  Standard Galvanised Finish  8-12 cars/hour “Simple, reliable and economical – the perfect roll-over for a basic wash.” Istobal literature.

9. SPORT Advantage  Side High Pressure Available  Higher Wash Dimensions (225, 255, 280)  Wider Wash Dimension (2,3 vs. 2,25)  15 cars/hour  Polyurethane and stainless steel reinforced top brush, dryer suspension (no oil dampener)  Hot dipped galvanized frame and powder coated doors 7-year guarantee

10. Some Street Prices SPORT  €24.600,00 Base + wheel wash + dry M4  €28.000,00 Base +wheel wash (includes dry) 15 cars /hour Dosing pump 7 year frame guarantee Wider and Higher

11. Knockout Blows SELL ON SPEED!!! COMPONENTS!!! HIGH PRESSURE!! CHEMICAL PUMPS!!

12. M6  Entry Level Wash  No dryer, wash/wax only  Limited Programs (5)  Crossover Wash  No High Pressure  Dosing pumps  Standard Galvanised Finish  12-18 cars/hour “A solution for those looking for better performance at a competitive price.” Istobal lit.

13. SPORT Advantage  Hot dipped galvanized frame and powder coated doors 7-year guarantee  Higher Wash Dimensions (225, 255, 280)  Wider Wash Dimension (2,3 vs. 2,25)  Polyurethane and steel reinforced top brush, dryer suspension (no oil dampener)

14. Some Street Prices SPORT  €18.500,00 Base + overlap option  Faster machine!  Quality  Wider and Higher M6  €22.000,00 Base (no dry, but cross over vertical brushes)

15. M7  Electronic Entry Level Wash  Crossover Wash  Dryer 12,6 kW  Chemical Pumps  Standard Galvanised Finish  Restricted Pre-Wash Choice  8-12 cars/hour “A basic range roll-over but with a special quality that sets it apart.” Istobal literature.

16. SPORT Advantage  Higher Wash Dimensions (225, 255, 280)  Wider Wash Dimension (2,3 vs. 2,25)  Polyurethane and stainless steel reinforced top brush, dryer suspension (no oil dampener)  Stronger, more reliable wheel wash  15 cars/hour

17. Some Street Prices SPORT  €24.600,00 Base + top/side dryers + ww M7  €24.000,00 Base + top/side dryers + ww

18. Knockout Blows HIGHER QUALITY OF COMPONENTS SPEED!!!

19. M9+ M12+  + Feature to speed up wash (Variable Wash Speed)  Program up to 9 Washes  Galvanized Finish, no paint  Crossover Wash  8-16 cars/hour  Main Forecourt Machine  Faster than M7  + Feature (Variable Wash Speed)  Crossover Wash  Wider range of options especially “Hot” functions and Pre-Wash  8-16 cars/hour

20. EXCEL Strengths vs. M9+  Painted Frame standard  Polyurethane with stainless steel reinforced lift belts  Higher Dryer Capacity  Pivoting Top Dryer Vent  Dual Safety Rings for Dryer and pre-wash

21. EXCEL Strengths vs. M12+  Tri foam Detergent  Pivoting Top Dryer Vent  Choice of High Pressure, including Hydrobot  Wash Height  Polyurethane with stainless steel reinforced top brush, dryer suspension  Stronger, more reliable wheel wash  More programs, non-matrix

22. TriFoam and Hydrobot

23. Some Street Prices EXCEL  €37.300,00 Base + wheel wash + splash guards + card reader  €45.500,00 Base + wheel wash + caterpillar + hp + FB + card reader M9+  €43.650,00 Base + wheel wash + splash guards + card reader M12+  €54.500,00 Full Fascia, ww, caterpillar, Carlite, hp, card reader

24. € 6.350,00 Starting Point on M9+ € 9.000,00 Starting Point on M12+ Big Difference in Price Point

25. Conclusions  Speed!! EXCEL has slight edge!  DRYER!!  Construction and Finish!

26. Again, Who is Istobal?  Family Business Established In 1950 Producing Garage Equipment (Longevity)  ISO 9001 Certified (Quality)  Turnover €60,000,000 per annum (Size)  60,000 Sq M Production Plant In Valencia, Producing Up To 45 Rollover Machines Per Week (Size)  Exporting to 62 Countries, with growing distributor network (Global Player)  Strong competitor  MOC global supplier (Credibility) RYKO’s REPLY  RYKO Strictly Car Wash for 33 years, late 90’s for Istobal  2 Plants (U.S./Italy)  U.S. = ISO9001 2000  Italy in process of ISO Cert.  RYKO €100,000,000 per annum  30,000 sq M solely for car wash  75 distributors not bigger global sales network  RYKO also global MOC supplier