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2. Smart Ideas. Solution Based. Working for You. Welcome! ISM 2007 Fixed Seating Presentation Presented by Christian Gillete & Tina Miller- The Hinman Group

3. 5 ½ things to do right~ • 1) Know your products strengths and weaknesses • 2) Know your competitions strengths and weaknesses • 3) Learn to sell to the Specifiers • 4) Don’t forget about the GC • 5) Maintain a stellar relationship with the end user • ½) Don’t give up!

4. What do we offer? Who is from Strack’s Group?

5. KI CONCERTO Auditorium Seating- Strengths • High back height- 34” from floor, only Irwin “Marquee” has higher (36”) • Optional 3” seat foam- only Am. Seating “Stellar” offers 3” or 4” • Gravity-lift flip up seat- no components to break. Irwin, Hussey, and Am. Seating uses springs • One motion tablet arm- complies with life safety code. Irwin is the only competitor that does NOT. • KI’s Seating is GREENGUARD Certified!

6. Auditorium Competitors STRENGTHS- • Irwin, American Seating, Theatre Solutions, and emerging European companies also offer upholstered or wood back. • Hussey & Am. Seating offers one-motions tablet arms. • Theatre Solutions offers gravity “tip-up” seat • New “Skeie” offers high design/aesthetics

7. The Competition Irwin Skeie

8. Overall, our benefits over the competition: • Only manufacturer that offers Greenguard Certified fixed seating • Pioneer in gravity lift and break-away tablet arm feature • Industry leader- 20+ years in product category • 10-year warranty • Proven track record as the best • sales force • project management • installation services

9. Selling to the SPECIFIERS • Do your homework. Who is writing the specks? • Architect (base building) or Designer (interiors) • Prove your case. • Have a prepared list of local installations/success stories (see example) • Consult with A&D firm about the process of specifying: • quoting/drawing/specifying

10. SellingtoSPECIFIERS • Demonstrate our Capabilities • KI does your drawings- import into their plans for use as CD’s to contractors • KI provides specifications- Offers 12610 spec document for their speck writer to incorporate into their speck book. • Perform a MOCK-UP • Make it real/tangible

11. Don’t forget about the GC! • If you worked with the Architect on the spec, ask what GC’s are going to bid • If NOT specified. Know your GC community • Show willingness to act as their sub-contractor. IE- Price includes installation. Pre-Sale

12. Covering your Basis with the GC • Attend pre-construction/pre-mobilization meeting • Set the expectations in order for products to go into production • Be timely with project submittals • Pass the ball to KI project coordinator • Be present during VFD’s • Introduce installers to GC when doing field dims • Pass the ball to Installers • Show your face during the installation Post Sale

13. Partnering with the End-user/Client • Work with the end-user and Architecture firm to present your mock-up • Sell the image of the space. • Aesthetics = brand identity • Functionality= revenue generation • Present your list of references • Take your client to a local installation for a site visit. • Work with the client on value engineering if needed • Tread lightly on changing specs Pre-Sale

14. Maintaining your relationship with the End-User • Attend construction meetings • Be present during installation • Follow-up weeks after the installation • Don’t forget about the warranty! • Service the account every year to check the product (winter break is best) • Call the maintenance/facilities department Post Sale

15. Don’t give up! • Remember the three angles to a Fixed Seating sale- • 1) Architect • 2) General Contractor • 3) End-User • Remember- You can WIN with the GC so long as they haven’t awarded the project • Tell us your stories…