A-dec 300 on 511
Product Training – August 2011
Agenda► Project Scope
► What is N53?► Benefits/Target Customer► Product Positioning
► Features & Value
► Nuts & Bolts► 511 Exclusionary Feature► Installation Review
► Product Marketing► Support Materials► Positioning/Competitive Landscape► Ordering/Pricing
Product Training – August 2011
PROJECT SCOPE300 on 511
Product Training – August 2011
What is N53?
A-dec Radius®-style Monitor Mount
A-dec 372 & 572 Lights
A-dec 332/333 Radius-style
ControlsA-dec 511
Product Training – August 2011
Package Flexibility (Module Mixing)
A-dec 500 System(same as today)
AND
500 Support Side
511 Chair
New Module Combinations
OR
Radius-Style MonitorMount
332/333 Delivery
372/572 Lights
Product Training – August 2011
Package Flexibility (Module Mixing)
► A-dec 311 mounting constraints:
372
572
Monitor Mount
Benefits (Project/Customer)
► Global solution offering choice and price flexibility
► Extends product reach in price sensitive markets► Leverages A-dec’s existing platforms to shore up
our mid-high price point offering.
► Targeted Customer: ► Want A-dec 500, however…
Prefer a smaller, more nimble delivery Don’t require 500 level integration Higher sensitivity to 500 system level price point
Product Training – August 2011
FEATURES & VALUEProduct Module
Product Training – August 2011
300 on 511 Features► A-dec 511
► Dual mounting capability for select 300 modules
► A-dec 332/333 Radius-style Controls► Ability to (single or dual) front mount on A-dec 511
► New A-dec 372 & 572 Lights► Radius-style front mounted design for single or dual mounting on 511► Local on/off switching on A-dec 372
► New A-dec Radius®-style Monitor Mount► Radius-style front mounted design for single or dual mounting on 511► Based on 7530 design; lower price
Product Training – August 2011
300 on 511 Features (Differentiation)
FeaturesA-dec 500Powerful and Sophisticated
A-dec 300Compact and Versatile
Ancillary Integration 4 Ancillaries 2 Ancillaries
Control Block Positions 4-position standard 3-position standard – 4-position optional
Continental Whip Positionability
Side-to-Side Fixed
Traditional Handpiece Holders Individual holder adjustability Fixed
Control Brake Handle Dual handles standard One handle standard – 2nd handle optional
Quad Voltage Intraoral Light Source
Standard Optional
System Leveling Arm and Control Control Only
A-dec 372 Radius-Style Light
New Feature:► Local On/Off Switch
► Design Comparison / Features
► Features► Arm is 5” taller than 531 for improved monitor viewing► Allows monitors up to 19” and 20 lbs.► No handle or back cover► Dual front mount capability
A-dec Radius-Style Monitor Mount
Radius-Style Monitor Mount
500
NUTS & BOLTS Product Module
Product Training – August 2011
► Radius–Style Arm Geometry Comparison
A-dec 332/333 Controls (Lower Arms)
Height/Angle Differences
Control Arm for 311 Control Arm for 511
A-dec Radius-Style Lights
372 & 572► Rigid Arm Design
A-dec 511► Product Changes
► Ductile Upper Structure► Exclusionary Feature► Toeboard Ramp / Cylinder Stop► Mounting Hardware► Rotation Stop
Product Training – August 2011
A-dec 511 (Exclusionary Feature)
Implemented: ►April 2011►SN D125124
Product Training – August 2011
A-dec 511 (Exclusionary Feature)
Product Training – August 2011
A-dec 511 (chair low point/toeboard angle)
13.5” 14.25”
Standalone and
Single mounted A-dec 500 modules
Dual mounted A-dec 300 modules
<2°
“No perceived effect on comfort”
.75” Difference and 1.5°
Product Training – August 2011
Hardware (Toeboard Ramp and Cylinder Spacer)
Cylinder Spacer
Toeboard Ramp
► Ships with Control module► Single Mount (unit)
► If single mount unit, use all parts in the kit
► Dual Mount► Dual mount systems, do not
use spacer
Hardware (Control)
► Ships with Light & Monitor modules
► Single Mount (light or monitor)► If single mount light or monitor,
do not use cylinder spacer or toeboard ramps
► Dual Mount► Dual mount systems, do not
use bolt or bearing cap
Hardware (Light & Monitor)
Installation (332/333 Control Only)
Installation (372/572 Light or Monitor Only)
Installation (332/333 Control & Light or Monitor)
Installation (Rotation Stop)
► Required when combined with the A-dec 561 Support Center
Product Training – August 2011
Packaging (300 on 500 modules)
(Included with unit)
(Ordered as component)
(Configured)
PRODUCT MARKETING300 on 500
Product Training – August 2011
Support Materials (Marketing Publications)
► A-dec 500 brochure – updated to include 300 modules.
► Catalog► Full Version – Electronic only (available 8/1)
► Addendum – Electronic and print (order from Customer Service)
► www.a-dec.com
► Advertising (ADA News)
Product Training – August 2011
Support Materials (Technical Publications)
► New install – A-dec 300 delivery, light and monitor on 511 chair► Less text; more visual
► New/Updated IUs – delivery, assistant’s, lights and monitors
► Additional Updates:
Product Training – August 2011
► 500 template► CAD blocks► Pre-install guide► 500 service guide► Service Solutions DVD
► Instructions for Use DVD
New:► 300 on 511 template► 300 Service Guide supplement
Product Positioning (domestic)
A-dec 300/500 Module Mixing~$22,000 ret.
Product Positioning (domestic)
A-dec 300/500 Module Mixing~$24,500 ret.
Product Positioning (international)
A-dec 300/500 Module Mixing: ~$25,000 ret.
Product Training – August 2011
COMPETITIVE LANDSCAPE
Product Training – August 2011
A-dec 511 with 300 Radius-Style Modules
$24,568 / $20,594
Retail / Street
Chair (A-dec 511): $11,480 / $ 9,623• Sewn upholstery, floor box, no
footswitch
Unit (A-dec 332): $6,568 / $5,506• Traditional w/Deluxe TP/IOLS• 3 pos. Ctrl Block• Std. “QD” Syringe• Silicone 4-hole (x2), Silicone 6 pin• Std. Tray Holder• 511 Dual Mount
Assistant (A-dec 551):$1,430 / $1,199• 3 pos. Holder w/ TP
Support (A-dec 561):$2,815 / $2,360• Cuspidor, Support Center, Link Arm
Light (A-dec 571): $2,275 / $1,907• Chair mounted light (not shown)
Product Training – August 2011
A-dec 511 with 300 Radius vs. Pelton & Crane
Chair (3001): $10,300 / $8,331
Unit, Cuspidor & Assistant:
$12,005 / $9,710
(Spirit 2120 with RM 85)
Light (LFIISE Ellipse Sys Mt.):
$3,100 / $2,507
*2011 Retail
$ 25,405 / $20,548
Retail / Street*
Product Training – August 2011
Chair (A-dec 511):$11,480 / $
9,623
Unit (A-dec 332): $6,568 / $5,506
Assistant (A-dec 551): $1,430 /
$1,199
Support (A-dec 561): $2,815 /
$2,360
Light (A-dec 571): $2,275 / $1,907
$24,568 / $20,594Retail / Street
A-dec 511 with 300 Radius vs. Dental EZ
$25,838 / $20,898
Retail / Street*
Chair (J/V Generation): $111,978 /
$9,688
Unit, Cuspidor & Assistant:
$10,570 / $8,549
(Galaxy Magellan L/R)
Light (Lumina Light):$3,290 /
$2,661
*2011 Retail
Product Training – August 2011
Chair (A-dec 511):$11,480 / $
9,623
Unit (A-dec 332): $6,568 / $5,506
Assistant (A-dec 551): $1,430 /
$1,199
Support (A-dec 561): $2,815 /
$2,360
Light (A-dec 571): $2,275 / $1,907
$24,568 / $20,594Retail / Street
A-dec 511 with 300 Radius vs. Midmark
$24,729 / $20,001
Retail / Street*
Chair (Elevance): $11,474 / $9,280
Unit (Procenter LR):$7,420 / $6,001
Cuspidor & Assistant (LR):
$3,363 / $2,720
Light (Midmark LR):$2,472 / $1,999
*2011 RetailProduct Training – August 2011
Chair (A-dec 511):$11,480 / $
9,623
Unit (A-dec 332): $6,568 / $5,506
Assistant (A-dec 551): $1,430 /
$1,199
Support (A-dec 561): $2,815 /
$2,360
Light (A-dec 571): $2,275 / $1,907
$24,568 / $20,594Retail / Street
A-dec 511 with 300 Radius vs. Belmont
$30,435 / $24,617Retail / Street*
Chair (Quolis 5000): $10,895
/ $8,812
Unit, Cuspidor, Assistants, & Light
(Quolis 5000 #5370):$19,540 /
$15,804
*2010 Retail
Product Training – August 2011
Chair (A-dec 511):$11,480 / $
9,623
Unit (A-dec 332): $6,568 / $5,506
Assistant (A-dec 551): $1,430 /
$1,199
Support (A-dec 561): $2,815 /
$2,360
Light (A-dec 571): $2,275 / $1,907
$24,568 / $20,594Retail / Street
Competitive Overview
High Level Package w/ Radius-Style ModulesNOTE: A-dec retail is 2011 pricing, all other packages are as marked.
Brand Retail Discount WholesaleStreet
(32% Margin)
Street $ Difference
Street % Difference
A-dec $ 24,568 43% $ 14,004 $ 20,594
Pelton & Crane $ 25,405 45% $ 13,973 $ 20,548 $ (46) 0%
Dental EZ $ 25,838 45% $ 14,211 $ 20,898 $ 305 1%
Midmark $ 24,729 45% $ 13,601 $ 20,001 $ (592) -3%
Belmont $ 30,435 45% $ 16,739 $ 24,617 $ 4,023 20%
Product Training – August 2011
Ordering/Pricing► Catalog Addendum
► Includes full 300 and 500 sections
► New 300 on 500 reference page
► Options and Pricing – Affects new and existing product modules
► Ordering Constraints
Product Training – August 2011
Review Notes
Ordering /Pricing (300 on 500 Package)
Changes:
► New 300 on 500 package reference page at beginning of A-dec 500 section.
► Shows available modules and where to order (page number).
300 on 500 package Reference page…
Highlights applicable modules and where to order.
PICTURE UPDATE
Ordering /Pricing (511 Chair)
Changes:
► Moving floor box (as an option) to the 511 Chair
► Dual mount capability and affect on chair low point
► New 400lbs. maximum stated patient weight
Chair catalog page…
Highlight weight, floor box option, dual mounting bullet, and chair low point
PICTURE UPDATE
Ordering /Pricing (532/533 Controls)
Changes:
► Foundation price for 532/533 based on removal of floor box:► 532 std TP = $7570► 532 dlx TP = $8380
► 533 std TP = $8380► 533 dlx TP = $9190
► Removal of floor box text
532 Controls page…
Highlight 500 foundation pricing, removal of floor box text
PICTURE UPDATE
Ordering /Pricing (551/561 Support Modules)
Changes:
► Dealer-Installed, optional 3’ Umbilical & Utilities:► Remove floor box cover and
frame► Adjust price to $500
551 Assistant’s Arm page…
Highlight 551 optional umbilical price and content change.
561 Support Center page…
Highlight 561 optional umbilical price and content change.
PICTURE UPDATE
Ordering /Pricing (572 Light)
Changes:
► New A-dec 572 Radius-Style Light - $2450
► Mount included with control or ordered separately for single mount applications – 77.1165.00, $330
500 Lights page…
Highlight 372 Light Module & 511 mount kit
PICTURE UPDATE
Ordering /Pricing (Monitor Mounts)
Changes:► New A-dec Radius-Style
Monitor Mount - $950
► Mount included with control or ordered separately for single mount applications – 77.1165.00, $330
► ~5” higher based on 7530 design
500 Monitor Mount page…
Highlight new Radius-style Monitor Mount, 511 mount kit, feature text
PICTURE UPDATE
Ordering /Pricing (332/333 Controls)
Changes:
► Foundation price for 300 Controls on 500:► 332 = $4260► 333 = $4660
► Mount is included as standard
► Dealer installed 2nd Brake Handle Kit – 90.1281.00
332 Controls page…
Highlight 500 mounting option/price & 2nd brake handle kit
PICTURE UPDATE
Ordering /Pricing (372 Light)
Changes:
► New A-dec 372 Radius-Style Light - $2300
► Mount included with control or ordered separately for single mount applications – 77.1165.00, $330
► New Local On/Off Switch for all 371 & 372 Lights
300 Lights page…
Highlight 372 Light Module, 511 mount kit, on/off switch.
PICTURE UPDATE
Pricing Exercise► Form groups of 3-4 individuals► Use the provided addendum to correctly
price the following packages:Package 2:511 Chair, Seamless-Black,
Contoured Floor Box, No Foot Switch
332 Trad. Control, Std. TP, QD syr., 2 6-pin silicone, 1 4-hole silicone, IOLS
Small tray holder372 Light551 Asst. Arm, Short, 3 pos.
Package 1:511 Chair, Sewn-Ebony, No
Floor Box, FootswitchRadius-style Monitor Mount
VERIFY PACKAGE & PRICING
Pricing Exercise
561 Support Center/Cuspidor
551 Asst. Arm, Long, 4 pos., auto-electric holders
LightMonitor Mount
International Package:511 Chair, Sewn-Parrot,
Contoured Floor Box, No Foot Switch
333 Cont. Control, Dlx. TP, 4th block position/whip, QD Syr., Electric Hdpc., 1 6-pin, 1 4-hole, silicone, Camera
VERIFY PACKAGE & PRICING
Pricing Exercise► Package 1: $_________
► Need 511 mount kit, $330
► Package 2: $_________► Mount included with control► Remember to order the floor box?
► International Package: $_________► Use 571► Use 561 Monitor Mount
VERIFY PACKAGE & PRICING
Key Product Launch Dates
► Start Taking Orders: Globally August 15th, 2011
► Shipments Begin: Week of September 6th
Product Training – August 2011
QUESTIONS?300 on 511
Product Training – August 2011
Light Post for 311► L-Shaped Light Post:
► For use when mounting a 300 monitor mount and/or 371 & 571-300 Light to a standalone 311 chair.
► 8-digit part – OTC► Estimated Retail ~$375-
400► Available late August
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