Communication guidelines for the upsell process of GEN II

Tips and tricks for the upsell process of GEN II

General questions (for both Sales and Support teams)

1. What is it?

We are running out of GEN I stock, which is mainly intended for future warranty replacements. Once we are out of stock we will have to do warranty replacements to GEN II (included needed mounts) and therefore we think this is a good time to start with the upsell process of GEN II.


2. When do we do it?

• Each time customer is interested in buying the drone
• With every replacement (both free under warranty and paid)
• With questions related to GEN I compatibility issues

3. What to communicate? Some useful tips on how to break the communication barrier

• Happy to again share exciting news with you,  Wingtra has launched WingtraOne GEN II, the most advanced VTOL mapping drone yet. WingtraOne GEN II offers the next level of drone worksite reliability and mapping versatility with the possibility of adding an oblique payload. WingtraOne GEN II is the next generation WingtraOne with completely redesigned electronics. Over the past 4 years literally, every part of the WingtraOne has been redesigned multiple times. All of these advancements mean that WingtraOne GEN II has become the most reliable drone with leading-edge fail-safe and self-diagnosis algorithms. Therefore, we would strongly recommend you upgrade to GEN II. 

• Would be happy to share some product highlights:  
  • GEN II drones offer 
    • The next level of uptime through: 
      • Reliability
      • Predictive maintenance and fail-safe algorithms
      • Extended service
    • The next level of mapping versatility through:

• • • • PPK on every drone, for every payload
      • Oblique Sony a6100 (NEW)
        • Including a new partnership with Bentley Reality Modeling WorkSuite 
      • Sony a6100 (NEW)
      • Sony RX1R II
      • MicaSense RedEdge-MX (NEW with PPK)
      • MicaSense Altum (NEW with PPK)

                 … and much more: 

• • • • Remote ID ready
      • Improved landing accuracy
        
        

4. Do we have to inform the resellers first? 
Yes, prior to contacting the end-user we need to contact the reseller via email and inform them about the planned actions.

5. Is the PPK standard for every payload? 

• PPK-ACT-RX1-GEN2 includes a multi-payload activation
• Per camera a PPK activation license
  • • pay a max of 6K to get the PPK with all cameras
• Activate your license through wingtra.com/register

6. A GEN I customer asked if he can purchase PPK for an Altum.

Yes, customer can purchase an upgrade PPK for an Altum.

If customer already has RX1 PPK activated on their GEN I, they don't have to pay anything in addition since the RX1 PPK license is a multipayload licences. 

 

7. Why can't I get PPK for GEN I MicaSense?

The GEN I design did not allow for MicaSense PPK - there is not enough space and the USB-C interface did not allow for it.

8.  Why didn’t we develop Micasense PPK for GEN I in the first place? 

We added MicaSense to the portfolio within the constraints given by existing payloads, keeping compatibility. Also, back then in agriculture was not a                    centimetre level accuracy.

 

9. You sold me a drone 3 months ago and screwed me over?

• The WingtraOne is a great quality drone and in no way inferior in regards to safety and data quality.
• Wingtra is continuously developing its products and will also launch new products in the future.
• We continue selling first-generation products.
• Compare it to different iPhone versions.
  

   

10. Customer is on GEN I with the active TMP. Do I try to upsell to GEN II?

If the customers' wing is damaged (came to end of life), then replace with GEN II without the upsell process.

 

11. Who is paying for the return PPK shipment? 

• If it is a warranty replacement, Wingtra covers the costs.
• If it is a paid replacement, the customer should bear the cost. Make sure you invoice the customer while you are doing the paid replacement cost analyses, using the shipment calculator. 

 

Sales specific questions

1. The customer is interested in the paid upselling of RX1 and QX1. How do we approach such questions?
   • Try to sell a completely new bundle as it would leave the customer with 2 systems which we see as beneficial for the customer. 
   • If they do not want to spend that much money, try to sell them a wing plus a mount (respectively A6100 addon in the QX1 case) and a PPK license (unless they send back the PPK module)
2. The customer is interested in the paid upselling of RX1 and QX1. How do we approach such questions?
   • Try to sell a completely new bundle as it would leave the customer with 2 systems which we see as beneficial for the customer. 
   • If they do not want to spend that much money, tell them we will soon have the option to upgrade for ~ 12k (plus the PPK license price if they want to go for PPK)

Support specific questions

1. Customer needs to replace their wing - Should we offer a call or send all the information in an email?

   We recommend you offer a call after Wingtra has decided the wing replacement is needed. You can either immediately try to contact the customer or send an email asking them to book a call with you. 

    

2. The customer is under warranty. If they accept the upgrade, do I offer a camera mount for free?

I can offer you either a replacement of the same product at no cost or you can upgrade to GEN II at the low price of the new mount that is required. This will set you up for the future (e.g. you will get the remote ID for free, predictive maintenance and fail-safe algorithms, improved landing accuracy…)

Note: camera mounts for existing cameras will be included at no cost (for the warranty replacements). However,  you can still use the above communication and if the customer does not accept an upgrade (with the costs for the camera mount), we get back to them and communicate we will replace it with the GENII anyways (in this case NDA does not have to be signed).

 

3.  If paid replacement and customer wants to upgrade their drone they need to purchase:

• • A GEN II spare drone (10k)
  • For RX1 customers: A GEN II mount to use an old camera (i.e. SUB-RX1MNT-GEN2, 2k)
  • For QX1 customers: A GEN II a6100 add-on (i.e. A61-ADD-GEN2, 2.2k)
  • If requested: A new GEN II payload (i.e. Oblique, 4.5k)
  • If requested: A PPK activation if needed (1.5-6k)
    • PPK license can be activated for free if the old PPK module is sent back to Zurich.

4.  Is GEN II sensitive to GPS jamming? 

Due to completely new redesigned electronics, GEN II can handle such issues better than the previous WingtraOne GEN I drone.