flying insect systems marketing strategies and how to

Flying Insect Systems

Marketing Strategies and “How To”

How often do you…

• Change your glue boards (what are you doing with them?)

• Change the starters?

• Change the bulbs?

Who needs Flying Insect Control?

Who needs Flying Insect Control?

• Food Warehousing• Poultry• Diary• Livestock• Equestrian• Offices• Pharmaceutical• Feed & Seed• Prisons• Schools & Universities• Nursery’s• Kennels

• Auto Paint Shops• Theme Parks• Plastics Manufacturing• Mall food courts• Airports• Fast Food Chains• Transportation• Recycling Centers• Golf Courses• Laboratories• Mortuaries/funeral homes• Hotels

Opportunity knocks…

Market # in US total opportunity

Restaurants 199,608 (x2) 399,216Supermarkets 26,698 (x5) 133,490Conv. Stores 56,801 (x2) 113,602Hotels 14,900 (x5) 74,500Hospitals 6,841 9(x10) 68,410Nursing Homes 25,646 (x4) 102,584Food Proc. 31,346 (x10) 313,460Other 200,000 (x3) 600,000TOTAL OPPORTUNITY 1,805,262

Are you answering?

Questions?

All numbers quoted are for demonstration purposes only. Margins, investment, revenue

payback period will vary depending on your area. Adjust according to your specific market and company

needs

The science behind the sale…

UVA Meter

• This adds science behind the annual relamping

• Measures the UV output of systems that may have been inherited in a new account

• A must have tool on your tool belt

**

Outright or Straight Sale w/o Service agreement

• PMP buys the system unit for $160.00• They sell for $225.00• Profit $65.00• Payback period – immediate• Customer comes back to you for residual sales for

boards, Quantum bulbs, starters, etc. They maintain the unit.

Sale at COST with a Service Agreement

• PMP invests $160.00 in the system• They sell for $160.00• Payback period - immediate• Add $13.00 per month for service per unit• Total component cost 12 months $33.00 per trap 1st

year, $53.00 consecutive years• Total annual profit $156.00 per trap (less 36 minutes

labor)

Sale with a Profit AND a Service Agreement

• PMP invests $160.00 in the system• They sell for $225.00• Profit $55.00• Payback period – immediate• Add $13.00 per month for service per unit• Total component cost 12 months $33.00 per trap @30%

= $43.00 1st year, $53.00 consecutive years @30% margin $69.00

• Total profit $188.00 per trap year 1, $103.00 thereafter

Leasing with Service Agreement

6 month lease• PMP invests $160.00 in the system.• $2.50 mo. Labor cost• 6 month lease for $50.00/mo.• $185.00 invested• $300.00 revenue generated• Payback period approx. 4 months• $115.00 profit• Note: 6 month lease is at a higher price per month.

Encourage the customer to a 12 month minimum.

Leasing with Service Agreement

12 month lease• PMP invests $160.00 in the system.• 12 month lease for $25.00/mo.• $160.00 invested• $300.00 revenue generated• Payback period approx. 6 months• $140.00 profit• Option: Sell the customer the unit after the lease expires

at 80% of the retail price ($128.00) or begin a new lease agreement with a new client.

Leasing with Service Agreement

24 month lease• PMP invests $160.00 in the system.• $2.50 mo. Labor cost• Component cost $20.00 year• 24 month lease for $20.00/mo.• $260.00 invested• $480.00 revenue generated• Payback period 7 months• $220.00 profit• Option: Either give or sell the customer the unit after the

lease expires or begin a new lease agreement with a new client.

Leasing with Service Agreement

36 month lease• PMP invests $160.00 in the system• $2.50 mo. Labor cost• Component cost $20.00 year• 36 month lease for $18.00/mo.• $227.50 invested• $648.00 revenue generated• Payback period 9 months• $420.50 profit• Option: Either give or sell the customer the unit after the lease

expires or begin a new lease agreement with a new client.

Rent to Own Suggestions

• Similar program to the leasing program(s) with pre-set time frames for ownership

• Have an early buy-out $ amount. Usually remaining lease payments.

• After lease has expired, 1st year = 80% of retail, 2nd year = 40% and 3rd = free unit.

• Determine who has maintenance responsibility and $ if it’s you

• 5% discount to customers who pay in advance

Include the trap(s) in your monthly service

• Calculate your monthly fee for service to NEW accounts to cover the total cost of your trap for 10 months. This includes commissions, replacement components, normal service charges & labor.

• Be sure the customer understands that the unit(s) are PART of your service program and is outlined in your service agreement.

• If the customer “quits” after your annual service program is up, you take YOUR UNIT out and set up the same program at another location or have an established purchase price at the end of your program

• This type program has worked well for customer retention because of the visual difference between you and the new PMP.

Marketing “must-do’s”

• Put your company name on each trap with telephone number – the Mantis not only attracts insects, it attracts people.

• Use the glue board as a add-on sales tool. Example: Yellow Jackets, mosquitoes, etc. are primarily outdoor invaders, use the capture to display a need for air doors, screening, lighting modifications, EFK’s other insecticidal treatments or bio-remediation.

• Consider a % discount for customer who will pay for a years service in advance.

Thank YOU!