2007 Ryko Annual Sales Meeting2007 Ryko Annual Sales Meeting

Category Management

Services (CMS)

2007 Ryko Annual Sales Meeting2007 Ryko Annual Sales Meeting

Category Management Services (CMS)

• Sell value added services of managing a customers car wash category

• Target customers with low commitment to car wash– Acquisitions companies– Category managers who manage multiple categories– Ryko is the best positions to understand what drives the category.– We see best In class through out country and can implement that within their

organization, for a fee, or a large commitment.

Category Management Services (CMS)

• Focusing on Car Wash Category Management will help generate higher revenue for car wash locations. Ryko will pro-actively implement strategies focused on improving base line operations then increasing wash counts and finally we implement programs to increase the average wash price to improve the car wash category.

• Managed Service

• Staff Training

• Signage Programs

• Marketing Programs

Category Management Services (CMS)

• Evaluate existing & NTI sites for potential car wash opportunities• Monitor Revenues and Operating costs• Project Manage Reloads • Monitor Sales Incentive Program• Manage POP• Understand competition in the marketplace• Make recommendations/proposals/presentations for/with the car

wash category manager to customer’s upper management

Category Management Services (CMS)

• Assist in planning promotional calendars• Schedule “ride-alongs”• Develop marketing strategies for grand & re-openings• Develop training for customer’s intranet• Develop on-site training reference materials• Review and implement best practices (from around the

country) on discounting, bay cleaning, marketing, service contracts, chemical contracts, etc.

• Measure the effectiveness of re-loads, marketing message • Deliver a quarterly "Report card"

Category Management Services (CMS)

• Recommend / Implement loss controls at the sites reducing free washes or re-washes

• Provide FAQ’s to cashiers and how they should respond in order to drive the top wash package

• Describe benefits of each wash package and wash equipment so site personal can relay strong message to consumers

• Car wash operations review checklist• Chemical handling and ordering instructions• Provide “Mystery Shopper” feedback on locations in order to better

understand performance and different sites

Ryko’s Brand Management

Partnering for consistent & strong brand identity across all markets

• Consistent Image• Product Line compliments visually across all car wash offerings• Signage consistent with preferred corporate spec for all locations• Single point of contact for problem resolution across all markets

• Consistent Service• Monthly visits to handle maintenance issues, signage and training• Full knowledge of all internal safety requirements• Continuous training of Ryko personnel and site personnel• Nationwide PI & PM Programs• Nationwide Chemical Program

Ryko is well positioned to achieve consistent, top-grade deliverables across all product offerings, services and site marketing/promotional efforts

2007 Ryko Annual Sales Meeting2007 Ryko Annual Sales Meeting

Automobile Dealership

Sales Program

2007 Ryko Annual Sales Meeting2007 Ryko Annual Sales Meeting

Auto Dealerships

Two models to put more moneyin the Auto Dealerships pocket.

Show an ROI of how an automatic car wash will save them $$ over manual washing.

Show them the lifecycle cost of Ryko equipment -vs- inferior equipment.

Auto Dealerships

Model 1. Focus on how an automatic car wash will save them $$ over manual washing.

Reduces cost by eliminating or redeploying manual car wash personnel.

Increased efficiency during peak hours of the day

Improve CSI with a more consistent wash. This leads to happier customers, more car sales, more RO’s written.

The Result is more $$$ in their pocket at the end of the day!

Auto Dealerships

Model 2. Show them the lifecycle cost of Ryko equipment -vs- inferior equipment.

RYKO’s equipment is engineered to last much longer than traditional suppliers equipment.

A Bundled a maintenance, chemical, and equipment package, from the same vendor provides added savings over the life of the unit

Superior local support drives uptime through quick and efficient resolution to service calls.

The Result is more $$$ in their pocket at the end of the day!

Auto Dealerships

The Program is Growing

Large Market

Great Opportunity

Proven Tools

Time –vs.- Return

The Program is Growing

Auto Dealer Sales

$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

2005 2006 2007 Goal

Sales

Large Market

• 22,143 existing dealership locations– Shell sites; 14,000– BP Amoco; 12,000

• 160+ new builds per year– 80% will be built with Car Wash

• 5,000 existing car washes– 600/800 reloads per year, over ½ will be in bay reloads

Great Opportunity

• Competitive market, but not cheap.

• Good size orders. SGXS-Dryer-RO, Dual USDT w/reclaim, top brush, dryers, self serve wand, keypad.

• Can sell ancillary products (SS, Vacs,) and GC or Sub contractor work.

Proven Tools

• Auto Dealer brochure• Auto Dealer Acronyms Sheet • PP on “How to Sell to Auto Dealers”• Auto Dealer specific Equipment packages• Dealer Self-Evaluation survey. Dual purpose, hand out

& fact finding.• Support from Ryko on closing any opportunity.

• Easy to find & they group together• OEM’s pushing dealers hard to add

Automatics• First sale is the hardest. Once in a

market other dealers will follow

Time –vs.- Return

Our Sales Focus

Show the dealership how to make more money. Target the top 20 Mega dealers by site count. Continue to make strategic alliances where applicable Focus on growth areas such as CA, TX, FLA, AZ, IL, NJ, NY Focus on the re-load opportunities in your area

Auto Dealerships