Spa- Nique, Inc.

1. Spa- Nique, Inc. Sales Representatives Training Steps and Guide

2. Getting to know Spa-Nique • It is your responsibility to know our website inside and out so any question about locations, how to register, our divisions, showing hotel packages etc.. This will come easy to you when you are doing your sales calls. • Showing the website on sales calls is a great tool. (see picture at right.) If available, use your lap top or smartphone, and have the home page open and ready to do a quick overview to location or individual prospects.

3. Tricks of Trade for Spa-Nique Success • Learn as much as you can about the business before contacting them. Our goal is to learn how we can help our clients improve revenues. • Hotel Information: • Who is the Property Management Group? • Who is the General Manager and Director Sales? (Get Contact info) • # of Rooms? • Hotel Occupancy %? • Do they offer the services that we provide? • If a guest asks for spa services, what does the Hotel tell them and/or who do they refer them to? • Develop a rapport with the people who you first contact, they can assist you in getting in touch with the Decision Maker.

4. Sales Tips for Success • Listen! Let the client tell you their needs. • If you can, go in person to drop off the folder with information about our services. • Discuss solutions to resolve their issues. i.e. booking rooms, providing professional services, etc. • Under-promise and over-deliver: exceed your customers' expectations by giving them more. • Follow up, follow up, follow up.

5. Prospect Calling Locations: Anywhere in the United States Massage Therapists: Anywhere in the United States Prospects include hotels, corporations, senior centers, massage therapists, wellness professionals, sales people, etc. Be open minded to the people who you meet. Strive to get in contact the right person: the Decision Maker

6. Process: • Drop a folder of information at location. Ask for Decision Maker. • If Decision Maker is not available provide the folder of information to the front desk and ask they hand it directly to the Decision Maker • Within 48 hours call Decision Maker to discuss Spa-Nique • As a follow up to the call, email the detailed and incentive proposal to them to make an appointment. • Make face to face appointment- use hotel checklist for conversation. • Follow up with thank you email, reference list or sample promotion piece. Who are the Decision Makers? Hotels General Manager Director of Sales Guest Service Managers Retirement Communities/ Assisted Living Homes/ Hospice Administrators Clinical Directors Corporate Workplace Wellness Coordinators HR Managers

7. Spa-Nique ProposalsThese can be negotiated and different for Hotels, Retirement Communities and Corporate Workplace.*Any custom proposal will need approval from sales management • Program Advantages - specific to location’s needs • Proposal • Launch Date • Upcoming Events • Summary • Services and Financial Incentive • Forecasting Spa-Nique™, Inc. Business Proposal includes:

8. Joint PartnershipsTalking Points Use this for your face-to-face discussion 3 Key Flyers (see folders for specific sheets) • Hotel Joint Partnership • Comfort Care Joint Partnership • Corporate Workplace Joint Partnership

9. Hotel Checklist  ______ Front Desk Sign- This is the most successful way to let guests know they can get a massage from the comfort of their own hotel! The hotels receiving the most gift certificates have the sign at the front desk.  ______ Front Desk mentions spa service through Spa-Nique on every check in or guest inquiry. Front Desk meetings can be set up with a Spa-Nique representative.  ______ Add Spa-Nique to TV advertising in the rooms.  ______Put the business card size marketing cards in the key card holders provided at check in or use to hand out at the front desk.  _______Put 11 x17 laminated signs in the elevator, fitness center or place of your choice. #__________  _______ Place the laminated Menu Cards in each room on the beds, desks or in the room directories. # of Rooms__________  _______ Packages- set up standard or custom packages that include massages to put on your website and book more rooms!  _______ Chair massage for Guest receptions or peak check in times which may yield several service request bookings . *This service may be free upon the schedule availability of Massage Therapist or can set up as a scheduled service request for $59 per hour. Chair massage yields exposure for additional services and increased guest satisfaction.  ______(Yes/No) Allow Spa- Nique to book locals to come to your property for services thus providing exposure to your hotel. People refer what they know.  _______ Tradeshows or upcoming events for co branding with chair massage. Availability upon therapist schedules or by paid reservation.  _______Sheets will be provided to the hotel for the services and be laundered by the hotels-twin size/not white  ______Areas-Dedicated Space____Board Room____1st Floor Room____In-Suite____ Notes:_________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________ Complete at the appointment and transfer over to Implementation Checklist

10. Implementation Checklist This is an example of the Implementation Checklist that you will complete and send to the Implementation Director.

11. Account Completion Steps • Register Hotel online which will trigger the Implementation Process. (see next slide for web page view) • Fill out Implementation Checklist and forward this and the dedicated proposal to the Implementation Manager- all promotional materials and product will be ordered by launch date provided. Implementation will provide CC emails on all communication. • Set Launch Date with Hotel. • If applicable and property has over 180 rooms and a large front desk staff: coordinate 1- hour paid chair massage for launch date. • Meet with the front desk, explain the marketing cards, ensure the sign-in sheet is out and they understand to fax every Saturday. • Talk about the chair massage piece. • 30 Day follow up

12. Register the Hotel Online Complete the Host Provider Location form. This will trigger the Implementation Process.

13. Staffing Locationswith Therapists • You are responsible for the staffing that goes along with the launch of a location. • Hotels with 250 rooms: 5-10 therapists preferred • Hotels with less then 200 rooms: 3-7 therapists preferred • Retirement Communities/Assisted Living Centers/Hospice: 1-3 therapists preferred • Corporations: 2-3 therapists preferred * To find therapists, search the following websites: ABMP.com, amtamassage.org, ncbtmb.org. Other resources may include posting internet ads or advertising newspapers or contacting schools.

14. Use the Massage Therapist slick for talking points when introducing Spa-Nique to Massage Therapists

15. New Individual Enrollments • All sign-ups for all new individuals must add your name in the “Sponsor” area of the registration form. • All Individuals MUST choose a payment option for you to receive your $25 referral bonus and $5 per service that they perform. * • To continue to receive $5 service bonus per person each individual Sales Representative MUST bring on 2 locations and 2 people per month.  • Bonus compensation may be modified and changed per quarter per Spa-Nique Corporate. * Sponsors will receive the $25 bonus after 90 days for Individuals who choose the “$29.95 and $9.95 per month” Membership option.