Integra Sales Overview

1

How to be Successful selling against competition

• Know the competition – understand what they do well

• Use what we do better • Pick the right Premier Distributors• The following slides will discuss the competition

and what we can offer to minimize the effectiveness of our competition

• We will review the product line in comparison to others and we will discuss the strategic partnership with our Premier Distributors and how to make it a success

Premier Distributor Training

Syracuse “early adopter” Site Sentinel INTEGRA Experience

Who is “the right” distributor?Non VR GuysLoyal Petrovend GuysStrong service organizationGuys willing to put their eggs in our basket

Initial Meeting with distributorTell the story- history- where we were and where we are at, what is the launch strategyBenefits of being selected- discount, support, training, early advantageShoulder to shoulder Team approach with DM, CDM, Distributor

2

Syracuse “early adopter” Site Sentinel INTEGRA Experience

Planning the meeting-

Location, Room, Integra Equipment, Presentation equipment, location requirements, shirts, give-aways, brochures, supporting collateral material, Sunday arrival, kick off, break down- co-ordinating with others from OPW

Sales class- Overview

Tech training – Day 1- Day 2- review doc from conference call for group take-aways

3

Console Integra TLS-350 TLS-450 EVO

Display 15" Graphic 2 Line 7" Graphic 7.2" Graphic

Probes 240 8 64 72

CITLDS SLD CLSD CSLD SCALD

Cert 397k gal 227k gal 227k gal 247k gal

LLD VLLD PLLD PLLD PLLD

Rigid 425 gal 98 gal 98 gal 312 gal

Flex 110 gal 40 gal 40 gal 95 gal

Reconciliation W / G W/G/T/GS W/G/T/GS W / G

Competitor Analysis

OPW’s SLD & VLLD Comparison Charts

OPW VLLD Investment

Feature / Component Cost

Basic LLD software $ [included]

VLLD Sensor (3) $ 3,000.00

12 Volt IS Board (optional) $ 220.00

LIM $ 500.00

TOTAL $ 3,720.00

Veeder-Root TLS-450 PLLD Investment

Feature / Component Cost

Basic PLLD software $ 632.00

DPLLD Sensors (3) $ 2,256.00

Universal Sensor Module $ 1,544.00

I/O Module $ 1,125.00

TOTAL $ 5,557.00

…but, if an additional 16-input USM Module is needed…Feature / Component Cost

Universal Sensor Module $ 1,544.00

TOTAL $ 7,101.00

Veeder-Root TLS-350 PLLD Investment

Feature / Component Cost

Basic PLLD software $ 647.00

PLLD Sensors (3) $ 2,130.00

PLLD Interface Module $ 302.00

PLLD Controller Module (up to 3 channels) $ 302.00

TOTAL $ 3,381.00

INCON PLLD Investment

Feature / Component Cost

Basic ELLD software $ 956.00

TS-LS500E/3 (3 PLLD Transducer Kit) $ 1,546.00

TS-ACI AC input module $ 717.00

TS-RLY output relay module $ 717.00

TOTAL $ 3,936.00

Automatic LLD analysis vs. Mechanical Line Leak Detection

Year 1 Year 2 Year 3 Year 4 Year 5 TotalCOSTAvg. Total Cost(Including Installation) $(4,000) $ — $ — $ — $ — $(4,000)BENEFITReplacement of MechanicalLine Leak Detectors $900 $ — $900 $ — $ — $1,800Avg. Annual LineTesting Cost $300 $300 $300 $300 $300 $1,500Avg. Annual Mechanical Testing Cost $220 $220 $220 $220 $220 $1,100Avg. Margin Gain throughIncreased Flow $1,100 $1,100 $1,100 $1,100 $1,100 $5,500

Net Margin Impact $(1,480) $1,620 $2,520 $1,620 $1,620 $5,900

Franklin Veeder-Root OPW

Feature / Attribute TS-550 EVO TLS-350 TLS-450 Integra

Display Color Graphic 2 Line Mono Mono Graphic Color Graphic

Human Interface Touchscreen Keyboard Touchscreen Touchscreen

Modem No No No No

TCP/IP No No No Yes

Probe Inputs None None None None

Sensor Inputs None None None None

LLD Interface None None None None

SLD (CSLD/SCALD) None None None None

Base List Price $5,311 $2,572 $5,160 $4,050

Add In TCP/IP and Probe Inputs $7,246 $4,486 $7,568 $4,300

Add Printer $7,858 $5,542 $7,568 $5,100

Retail Tank Gauge Comparison

Franklin Veeder-Root OPW

Feature / Attribute TS-550 EVO TLS-350 TLS-450 Integra

Display Color Graphic 2 Line Mono Mono Graphic Color Graphic

Human Interface Touchscreen Keyboard Touchscreen Touchscreen

Modem No No No No

TCP\IP Yes Yes Yes Yes

Probe Inputs 12 Max 4 Max 16 Max (shared) 16 Max (shared)

Sensor Inputs 12 Max 8 Max 16 Max (shared) 64 Max (shared)

LLD Interface None None None None

SLD (CSLD/SCALD) None None None None

Base List Price w/Prnand TCP/IP $7,858 $5,542 $7,568 $5,100

Add 3 Probes/Floatsand Sensor I/P $13,981 $11,839 $12,983 $9,102

Retail Tank Gauge Comparison

Franklin Veeder-Root OPW

Feature/Attribute TS-550 EVO TLS-350 TLS-450 Integra

Display Color Graphic 2 Line Mono Mono Graphic Color Graphic

Human Interface Touchscreen Keyboard Touchscreen Touchscreen

Modem No No No No

TCP/IP Yes Yes Yes Yes

Probe Inputs 12 Max 4 Max 16 Max (shared) 16 Max (shared)

Sensor Inputs 12 Max 8 Max 16 Max (shared) 64 Max (shared)

LLD Interface 8 Max 3 Max 8 Max 12 Max (shared)

LLD Sensors 3 3 3 3

SLD (CSLD/SCALD) Yes Yes Yes Yes

Base List Price w/Prnand TCP/IP 3 Probes and

Sensor Inputs $13,981 $11,839 $12,983 $9,072

Add 3 LLD’s and SLD Option $18,995 $15,436 $ 19,705 $14,896

Distributor Discounts 30% 20% 20% 24%

Distributor Net Cost $13,296 $12,348 $15,764 $11,320

Retail Tank Gauge Comparison

Franklin Veeder-Root OPW OPWFeature/Attribute TS-550 EVO TLS-350 TLS-450 Integra Integra

Display Color Graphic 2 Line Mono Mono Graphic Color Graphic Color Graphic

Human Interface Touchscreen Keyboard Touchscreen Touchscreen Touchscreen

Modem No No No No No

TCP/IP Yes Yes Yes Yes Yes

Probe Inputs 12 Max 4 Max 16 Max (shared) 16 Max (shared) 16 Max (shared)

Sensor Inputs 12 Max 8 Max 16 Max (shared) 64 Max (shared) 64 Max (shared)

LLD Interface 8 Max 3 Max 8 Max 12 Max (shared) 12 Max (shared)

LLD Sensors 3 3 3 3 3

SLD (CSLD/SCALD) Yes Yes Yes Yes Yes

Base List Price w/Prnand TCP/IP 3 Probesand Sensor Inputs

$13,981 $11,839 $12,983 $9,102 $9,102

Add 3 LLD’s andSLD Option $18,995 $15,436 $ 19,705 $14,896 $14,896

Distributor Discounts 30% 20% 20% 24% 40%

Distributor Net Cost $13,296 $12,348 $15,764 $11,320 $8,937

Retail Tank Gauge Comparison