Are you SMARTER than an Architect?

1. Are you SMARTER than an Architect? KI – Fixed Seating Competitive Advantage Product Knowledge Specifications

2. ARE YOU SMARTER THAN AN ARCHITECT? GAME RULES • Student Partners and Contestants will be randomly selected. • Contestants select a Student Partner to help answer questions - If you are stumped you can PEEK at your Student Partner’s answer to see if you are correct – only once. • Contestants answer randomly selected questions derived from three categories. • Contestants that correctly answer 3 consecutive questions proceed to a FINAL question. • Contestants write the answer to the FINAL question – all correct answers win. • OK, let’s see if you’re SMARTER THAN AN ARCHITECT!!!!

3. THE CATEGORIES • Product Knowledge • Competitive Advantage • Specifications

5. PRODUCT KNOWLEDGE Question Lancaster has three back pitch angles. What are they? A -16, 20, 24 B -18, 22, 24 C -14, 18, 22 D - 16, 19, 22

6. PRODUCT KNOWLEDGE Answer D - 16, 19, 22 Concerto’s are 16, 20, 24

7. SPECIFICATIONS Question You identified a fixed seating project already on the streets. You went to the plan room to find the specs in the construction documents. What section are the fixed seating specs in? A -0630 B -12600 C -0960 D -15600

8. SPECIFICATIONS Answer B – 12600 Great Work!!!

9. COMPETITIVE ADVANTAGE Question What is the competitive advantage in getting Concerto specified on a fixed seating project? A - Made in the USA B - Large tablet arm C - Lead with Concerto and get Lancaster approved as an equal D - Specify Irwin Marquise and American Seating Stellar as equals

10. COMPETITIVE ADVANTAGE Answer C - Lead with Concerto and get Lancaster approved as an equal We can offer a more expensive solution and if needed utilize Lancaster as a lower cost alternative.

11. PRODUCT KNOWLEDGE Question University Seating has been specified by our architect. How many edge style options are available on this product? A - 9 B -4 C -   7 D -2

12. BONUS QUESTION Please name those edge styles.

13. PRODUCT KNOWLEDGE Answer and Bonus Answer C -   7 Vinyl – 54B Impact PVC - 74P Tread 14S Wood 34S Wood Self Edge Note: Resin and Post-formed edges are available as Specials

14. SPECIFICATIONS Question What does CSI stand for? A -Crime Scene Investigation B -Construction Specifiers Institute C -Contract Space-planning Interiors D -Construction Specifying Institute

15. SPECIFICATIONS Answer B -Construction Specifiers Institute

16. PRODUCT KNOWLEDGE Question Our potential auditorium needs to be a high-density capacity location with the need for tablet arms with power and data capability. What is our best solution for this application? A - Concerto auditorium seating with power/data and large tablet arms B – Beam-mounted Sequence seating with power/data C - Aria seating – w/Crypton upholstery D - Walk away – we don’t have a solution for that location

17. PRODUCT KNOWLEDGE Answer B – Beam-mounted Sequence seating with power/data

18. COMPETITIVE ADVANTAGE Question Getting the architect to include a Greenguard Certification submittal with fixed seating specs provides what competitive advantage for KI? A -No one else meets this requirement B -Irwin and Hussey also are Greenguard Certified, no advantage C -KI’s environmental initiative is appreciated D -Lancaster is not Greenguard certified

19. COMPETITIVE ADVANTAGE Answer A - No one else meets this requirement. Note for discussion: Can you see what a great value this can be to your specifying efforts!

20. SPECIFICATIONS Question Minimum construction required for upright installation of fixed auditorium seating is: A -Minimum two layers of ¾” thick plywood B -Minimum three layers of ¼” thick plywood C -Minimum two layers of 3/8” thick plywood D -Cannot install on plywood

21. SPECIFICATIONS Answer A -Minimum two layers of ¾” thick plywood

22. COMPETITVE ADVANTAGE Question Which of the following is a KI disadvantage on a K-12 fixed seating specification? A - Hussey can package auditorium and telescopic seating B - Irwin gets their Citation auditorium seating specified C - The architect is not interested in seeing alternative D - KI rep submitted product info to become an approved equal

23. COMPETITIVE ADVANTAGE Answer A, B, C, D

24. SPECIFICATIONS Question When bidding a fixed seating project to a General Contractor, what must you pay careful attention to? A - Is this a public or private bid B - Does the General Contractor require a bid bond C - Is sales tax a requirement D - Is this new construction, if so, what is the time frame

25. SPECIFICATIONS Answer C - Is sales tax a requirement D - Is this new construction, if so, what is the time frame

26. PRODUCT KNOWLEDGE Question What is the advantage of the Lancaster seat ring? A -  Allows for a full-fold position B -Gravity-lift return C -Spring-assisted gravity-lift return D -There is not such seat ring

27. PRODUCT KNOWLEDGE Answer B -Gravity-lift return However, the ring is mostly for comfort

28. SPECIFICATIONS Question When specifying power on Lancaster and Concerto, what is the wiring configuration? A -8-wire, 4-circuit, 4 hot, 2 neutral, 2 ground B -6-wire, 3-circuit, 3 hot, 2 neutral, 1 ground C -3-wire, single-circuit, 1 hot, 1 neutral, 1 ground D -5-wire, 3-circuit, 3 hot, 1 neutral, 1 ground

29. SPECIFICATIONS Answer D -5-wire, 3-circuit, 3 hot, 1 neutral, 1 ground

30. PRODUCT KNOWLEDGE Question Why would you specify the 4-A base on Seminar tables? A -Provides a 360-degree seat rotation B -Allows more student belly room C - Used only for ADA applications D - None of the above

31. PRODUCT KNOWLEDGE Answer D - None of the above. The 4A base is only used with University seating.

32. SPECIFICATIONS Question What is required for your fixed seating project to be entered and released for production? A -Signed PO, verified field dimensions, signed shop drawing, all fabrics and finishes, and the approval of your coordinator B -Signed PO and a deposit from the client C - A verbal commitment from the GC and handshake D - Signed PO, signed shop drawing, and approval of your coordinator

33. SPECIFICATIONS Answer A -Signed PO, verified field dimensions, signed shop drawing, all fabrics and finishes, and the approval of your coordinator.

34. PRODUCT KNOWLEDGE Question Which KI seat shells are NOT available on University seating? A -Impress Ultra B -Engage C - Vertebra D - 1000 Series

35. PRODUCT KNOWLEDGE Answer C - Vertebra. Vertebra fixed seating shells are discontinued.

36. SPECIFICATIONS Question You are working with an architect on a University seating project. Three years ago, the school used University seating and the row-to-row spacing was too tight. The school is also requesting more student belly room, 18” deep tops, and the ability for the student to swivel around to the table behind them. The school likes the Torsion shell. The architect engaged the KI rep to help in the specification. What is the row-to-row spacing that allows for more belly room and a 360-degree seat rotation? A -42” B -44” C - 46” D - 48”

37. SPECIFICATIONS Answer C - 46” is the minimum row-to-row spacing needed when using an 18” deep top.

38. COMPETITIVE ADVANTAGE Question When specifying KI auditorium seating, which fabric offers the most competitive advantage? A -Del-Mar B -Holy Cow C -Pallas D -Momentum

39. COMPETITIVE ADVANTAGE Answer B -Holy Cow C -Pallas We can secure a competitive pricing advantage over others by ensuring the we get the best price – a minimum 5% advantage in most cases.

40. SPECIFICATIONS FINAL Question The Lancaster acoustical seat pan has an NRC of what? A - .65 B - .50 C - .60 D - .45

41. SPECIFICATIONS FINAL Answer B - .50

42. OPEN – Q&A What are some of the creative strategies you have used to win fixed seating business?

43. THANK YOU