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Military Premium Audio Selling

Military Premium Audio Selling. In 2011, 5.7 million docking speakers were sold at retail – only 2% included Bluetooth And Today…. *US Speaker Sales Data (NPD ), December 2011 . Mobile is at the center of our lives. ENTERTAINMENT. PRODUCTIVITY. COMMUNICATIONS. SOCIALIZE.

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Military Premium Audio Selling

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  1. Military Premium Audio Selling

  2. In 2011, 5.7 million docking speakers were sold at retail – only 2% included Bluetooth And Today… *US Speaker Sales Data (NPD), December 2011

  3. Mobile is at the center of our lives ENTERTAINMENT PRODUCTIVITY COMMUNICATIONS SOCIALIZE INFORMATION SHOPPING

  4. Why Wireless Speakers Resonate Legacy “speakers” failed to meet changing demands of mobile market • Docks & cords tether the mobile user’s communication, information, entertainment to the corner • Solutions not designed for portability (fitting into a bag) • Audio quality as been poor & tinny • Complicated interfaces with incompatible & unreliable software • Cheap & flimsy designs fail to meet criteria of mobile lifestyle • Complete functionality of the mobile device isn’t possible (audio & communication) Portable speakers are the perfect companion for the mobile lifestyle • Rich sound that doesn’t sacrifice quality for portability • Easy to use • Designed for mobility and personal lifestyle • Easy to update and improve with apps • Complete functional experience (speaker + speakerphone)

  5. The Wireless Bluetooth Speaker Audience Today Broad Appeal The combination of great sound for music and movies with speakerphone utility offers great utility across a wide range of people: students young urbanites road warriors

  6. Where does premium/portable audio come in handy? Share Your Story Portable speakers are small and compact, so you can easily move them from room to room or enjoy them just about anywhere – great for the home, at the beach, on the deck, at college

  7. How do they use JAMBOX?

  8. In-store Demo

  9. 40% of ALL annual speakers sales are made in November & December

  10. Every Smartphone needs a SmartSpeaker Premium Audio Selling

  11. Why Sell Premium Audio? Lifestyle solutions add value for the customer. A customer that uses all AT&T solutions for phone calls, watching videos, browsing the internetand taking conference calls has a much stronger relationship with AT&T and is much less likely to leave. Improved customer satisfaction, reduced churn, increased commissions!! “No wires, has Bluetooth, can stream all types of music straight to it!” JUNE 13, 2012 VIEWERSHIP+UNIQUE MONTHLY VISITORS: 24,169,518

  12. Successful Practice A very successful practice from a sales person who has sold over 16 JAMBOX’s per month for 3+ months, and who sold 3 BIGs on the 1st day his store received them: While demonstrating the device, I used to use the demo in our store, but now I use the 3.5mm plug on the display to easily demo the JAMBOX and the BIG, some additional success comes if you demo the audio the customer informed you they liked (i.e. YouTube or a song on their device) and unplug the demo in the middle of the process. Once I unplug the device I ask the customer two questions: • Do you understand the different experience you receive with the SmartSpeaker solution? • Will the JAMBOX be enough sound for how you would like to use your phone, or would you like the best solution available and want to go with the BIG Jambox today?”

  13. Conversation Starters What are some of your favorites? Perhaps… • Do you use your phone to listen to music? When and where? • Do you like to entertain, BBQ, host parties or tailgate? • Do you watch movies or stream video? On which devices? • What’s your favorite app? • Do you ever use the speakerphone feature on your phone or a speakerphone at work? “Jawbone’s JAMBOX is much beloved by folks who appreciate big sound in a small package.” JULY 7, 2012 UNIQUE MONTHLY VISITORS: 18,788,637

  14. Qualifying Your Customer Most qualifying for new customers occurs while you qualify for the device purchase, but many opportunities are missed when we do not qualify our existing customers as we work on upgrades and service issues. Some very common qualifying questions that lead into a sale are as follows: • Tell me a little about how you use, or would like to use your phone (plan on using)? • What are the most important features you use, or would like to use on your smart phone? • Music, movies, YouTube, etc. allow for smooth transition to demonstrations using related examples • Do you ever join or host conference calls for work, or work in an environment where a speakerphone would be beneficial?

  15. The Best Way to Sell Premium Audio is to Demo it Transitioning Into a Demo GAMES MUSIC VIDEO

  16. Remember the Speakerphone JAMBOX & BIG JAMBOX have a built-in microphone that lets you share phone calls and video chats via Skype® or FaceTime™. • JAMBOX for the home office • BIG JAMBOX for your office conference room

  17. Common Obstacles • Price • Customer does not need • Customer will think about it (Need to talk to wife/husband) Overcome Obstacles/Objections: • If price is an issue, try taking a step back and review how the customer uses or will use their phone to demonstrate value of the lifestyle solution. Make sure your next customer understands the benefit to avoid the need to take a step back, and experiences a DEMO of the products. • If the customer is purchasing a smart phone they will have a need for some of the features a premium audio solution will solve for. A DEMO is critical to relaying just how the customer will benefit from the product. • Restate the benefits and added value these products provide with the way they will use their phone and other devices, confidently assure the customer of the purchase decision and encourage an educated decision today.

  18. Reference Slides

  19. Do Everything Speaker™ Wire-Free™ Stunning hi-fi audio in a compact package that fills even the largest rooms with full, rich sound. Keep email, text, web and audio control in the palm of your hand. Portable Speakerphone Smart Speaker™ Anywhere Audio™ Toss it in your bag and share incredible audio whenever, wherever. Plug into MYTALK and download apps, software updates, new features & more. Share calls with others using JAMBOX as a portable speakerphone.

  20. BIG JAMBOX™ PORTABLE DESIGN HUGE SOUND LIVEAUDIO INCLUDED Take it with you from room to room or share your sound anywhere, like the beach, park, hotel, backyard, rooftop, hot tub or pool. Exclusive LiveAudio technology lets you experience your music as if you're sitting front row, hearing it live. Play music, movies and games and fill even the largest spaces with sound. POWERFUL SPEAKERPHONE COMPLETELY WIRELESS APPS, UPDATES & MORE Plug into MYTALK and download apps, software updates, new features & more. Stream all your digital media from any Bluetooth® device and control BIG JAMBOX from across the room. Share calls with others using BIG JAMBOX as a portable speakerphone.

  21. MyTALK: A Living Platform Personalization Functional Apps New Functionality

  22. Load the latest onto your Jawbone AssignSpeedDial # with DialApps Manage headset info & settings Full event logging Full event logging How-tovideos Customize Sound with AudioApps

  23. Core MyTALK Features • AudioApps– customize the voice that whispers prompts and alerts into your ear • DialApps – assign an action to your device’s TALK button to launch useful services or dial a favorite number • Updates – Get the latest software and features for your device • Advanced Settings – control your audio announcements, enable/disable features, rename your device and manage your Bluetooth connections • Caller ID (ERA only) – import or enter your top contacts so your headset can announce your caller’s name • Extras – browse a listing of apps that work great with your Jawbone devices • Mobile Apps – download apps that improve your mobile experience • Deals – unlock special offers by plugging in your device

  24. KNOW YOUR JAWBONE LEARN & EARN Program Jawbone presents an online store associate learn and earn program that offers high quality training experiences to educate on Jawbone products – driving excitement and supporting ongoing learning to drive SALES Introducing KnowYourJawbone.com POINTS PLAY LEARNING SITE • KnowYourJawbone extends training beyond the store floor, offering chances to win COOL prizes for furthering Jawbone education. • Points are rewarded for product module completion, referring friends, participating in text campaigns and the online game (coming soon!) THE MORE YOU PLAY THE MORE YOU EARN!

  25. Jawbone ICON HD • Jawbone ICON HD offers the richest HD audio 25% larger wideband speaker than the original ICON offering the richest, most life-like and clear sound in Hi-Definition audio as you talk on the phone, listen to music, watch movies and play games • Play& pause control from headset Lets you control your media playback with AVRCP play & pause, allowing you to listen to a podcast on your walk to work and pause it with the touch of a button when the barista is ready to take your morning coffee order • Connect to multiple mobile devices Simultaneously connect with any two devices (laptop, phone, tablet) and seamlessly switch between audio (music, video, games, & more) and calls (mobile & VoIP Jawbone Confidential

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