1. OHD Pricing Summer 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.

2. OHD Pricing Summer 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!

3. OHD Pricing Summer 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.

4. 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.

5. National Account Price2001 OHDPDQ 4000 Base Price43,95039,995 Stainless Wall Mount 2,450 1,050 Machine Rails 1,450 Wax or CC/Solutions Package 750 2,895 Rinse 750 2 Step 750 200 Water Saver Package 730 Spot Free Delivery 695 1,765 Spot Free Generator 4,925 7,000 Twin Softener 1,020 1,020 Water Heater On Board 1,950 2,045 Laser Link (V&CC) 14,490 Pedestal Mount 595 AMTT (CC, Bill Acceptor, CH) 8715 Code A Wash 3,470 Total69,425 73,235

6. Additional Options2001 OHDPDQ 4000 Trifoam 3,670 3,595 Undercarriage & side blaster 2,325 Under car with fixed wheel & rocker 2,100 Laser Dri 30 hp 16,990 Slim Line 10,420 Total16,190 22,910 Grand Total85,615 96,145 With Thrust Pro adder92,285

7. OHD Pricing Summer 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.

8. 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.

9. OHD Pricing Summer 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.

10. OHD Pricing Summer 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.