The $1,000 difference refers to the additional financial benefit a Certified Sentricon Specialist™ (CSS) can get from an installation of the Sentricon® System versus a liquid chemical treatment. The $1,000 difference is driven by customer demand for state-of-the-art protection, which realizes higher margins and higher retention.
“The impact of higher margins combined with higher retention result in a compounding effect,” says Greg Sudholt, sales representative for Sentricon. “Every station in the ground is an investment that can boost margins, retention and renewals.”
Sudholt has created a worksheet he shares with CSS customers during business meetings. He works with the owner to enter the company’s revenue and expenses per site, annual installations and the company’s retention rate for Sentricon and liquid chemical treatments.
“This concept shows that it makes business sense to sell more Sentricon than liquids,” he says. “Work with my CSSs shows that selling a liquid job can cost you $1,000 over time.”
“You have to factor in retention, and there are always people who cancel,” Sudholt says. “The numbers will change slightly each year, but the difference is always there.”
For more information, contact your Dow AgroSciences sales representative.