How Does Istobal Sell? - Ryko Car Wash Manufacturing Company

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How Does Istobal Sell? - Ryko Car Wash Manufacturing Company
vs.
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)
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.
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
Istobal Lower Range in
Comparison
 M4 = Entry Level Machine
 M6 = Basic Machine less dryer
 M7 = Basic Machine + More Programs
(bread/butter)
VS.
RYKO SPORT
Istobal Higher Range in
Comparison
M9+ = More Programs, Bigger CPU, VWS
M12+ = Main Forecourt Rollover, More
Programs, Speed
(Future bread/butter)
VS.
RYKO EXCEL
M4
“Simple, reliable and economical
– the perfect roll-over for a basic
wash.” Istobal literature.
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








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
Some Street Prices
SPORT
 €24.600,00 Base +
wheel wash + dry
• 15 cars /hour
• Dosing pump
• 7 year frame guarantee
• Wider and Higher
M4
 €28.000,00 Base
+wheel wash
(includes dry)
Knockout Blows
SELL ON SPEED!!!
COMPONENTS!!!
HIGH PRESSURE!!
CHEMICAL PUMPS!!
M6
“A solution for those looking
for better performance at a
competitive price.” Istobal lit.
 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
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)
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)
M7
“A basic range roll-over but with
a special quality that sets it
apart.” Istobal literature.
 Electronic Entry Level
Wash
 Crossover Wash
 Dryer 12,6 kW
 Chemical Pumps
 Standard Galvanised
Finish
 Restricted Pre-Wash
Choice
 8-12 cars/hour
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
Some Street Prices
SPORT
 €24.600,00 Base +
top/side dryers +
ww
M7
 €24.000,00 Base +
top/side dryers +
ww
Knockout Blows
HIGHER QUALITY OF COMPONENTS
SPEED!!!
M9+
 + Feature to speed up
wash
(Variable Wash Speed)
 Program up to 9 Washes
 Galvanized Finish, no
paint
 Crossover Wash
 8-16 cars/hour
M12+
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
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
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
TriFoam and Hydrobot
Some Street Prices
EXCEL
 €37.300,00 Base +
M9+
 €43.650,00 Base +
 €45.500,00 Base +
M12+
 €54.500,00 Full
wheel wash + splash
guards + card reader
wheel wash +
caterpillar + hp + FB +
card reader
wheel wash + splash
guards + card reader
Fascia, ww, caterpillar,
Carlite, hp, card reader
Big Difference in Price Point
€
6.350,00 Starting Point on M9+
€
9.000,00 Starting Point on M12+
Conclusions
Speed!! EXCEL has slight edge!
DRYER!!
Construction and Finish!
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

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