I'll play. :)

Depends what you define as "older" equipment - and more to the point, how your customers define it.

Customers may not know about the Ergoline 1050 yet. But if they have ever seen even an old school Matrix, it is going to be much harder to pitch a UB 818 for HP!

Many base beds have the "sled bed" style. But as the bigger equipment looks more and more stylish, even customers can assume that the lower level equipment may be getting nicer. So the "old style" Tan America and Sundash beds won't be as impressive as the "new style" ones with bigger plastics - even though they may tan the same.

Most will agree an Orbit tans like mad. But it looks old school. If you want to be on top of the game, you need the "big bed" looking VHR - base higher off the ground, flat bench, larger arching canopy.

Now -- if your competition hasn't introduced otherwise, can you get away with one of the last Ergo Classic 600's from 2004 (assuming no signs of wear) vs. buying a new Ergo of a similar ilk? Sure. Until your competition does otherwise, and raises the ante.

Question becomes --

Do you think your market is such that you can do "just enough" to be equal or ahead? Or do you need to set the standard, high enough to be bulletproof from most others, and to CREATE dissatisfaction with the others when they compare them to YOUR model?

Pricing - Keep It Simple Stupid. Tell me how much, or better yet, tell me how LITTLE it costs me to enjoy your fine services! It it can't be explained in a few sentences, it is too complicated for most.:)