AMERICA’S #1 SOLUTION FOR SENIOR HOUSING COMMUNICATIONS

ESCO TechnologiesSales Training Program

Keri Shinault – Director of Sales & Client Service

Training is the opposite of hoping - NIKE

ESCO Technologies & CareConnectThe Evolution That Changed The Face of Senior Housing Nationwide

2005 – Early On• ESCO Technologies is purchased by Setzer Corporation. • Setzer Corporation has been in business since 1947 and owns ESCO Technologies, CTS Telecommunications, and

Beacon Electrical Contractors

2006-09 – Legacy CareConnect• ESCO Technologies introduced the CareConnect Managed Services Program. • ESCO’s experience, expertise, and strong foundation in telecommunications, emergency call and electrical

contracting afforded insight to an innovative managed services solution that specifically caters to the senior housing industry.

• First generation CareConnect is a managed service program that provides the essential products and services designed to make senior housing more competitive with no up front capital cost to the community. The earliest deployments of our program started in Ohio, Kentucky, Alabama, Michigan, Tennessee, Mississippi, West Virginia and Colorado.

• Initially, CareConnect penetrated the market through utilization of local sales agents.

2009-10 – First Generation CareConnect• The local sales team dissolved in order to penetrate and saturate a much larger market covering the United States

via Independent Business Partners under the direction of Regional Sales Managers• ESCO Continues to absorb the upfront capital cost of all equipment and installation labor

AMERICA’S #1 SOLUTION FOR SENIOR HOUSING COMMUNICATIONS

2010 – ESCO Moves from Third Party Aggregator to a Telephone Company• ESCO makes a multi-million dollar investment into its infrastructure and becomes its own telephone company• CareConnect is nominated and wins ALFA’s Best of the Best Award for Technology Achievement• ESCO experiences major internal and external growth

2011-12 – Channel Partner Initiative & Client Service Focus• ESCO develops a Channel Partner Sales Program which runs side by side with Independent Business Partners • ESCO continues to invest in the Channel Partner Sales Program as its primary method of sales delivery• ESCO also develops a Client Service arm for the first time in the company’s history • ESCO also administers its first customer satisfaction survey and invests heavily in process and procedure

improvement

2013 – Direct Sales & Performance Management is Paramount• ESCO invests in the company’s first ever Direct Sales initiative and hires 4 Account Executives whose focus will be

in not only expanding the CareConnect brand but also maintaining existing customer accounts • ESCO also unveils second generation CareConnect & industry leading ChoiceTV

ESCO Technologies & CareConnectThe Evolution That Changed The Face of Senior Housing Nationwide

National CareConnect Customer Base

To date CareConnect is in 92 individual communities that span 27 states and 22 Corporations

Business & Residential Telephone Service

Senior Friendly Television Service

High-Speed Internet Service – Individual & Campus

Advanced Life-Safety Systems

24/7 Senior-Friendly Customer Service

More services for less cost customized for Seniors and their Caregivers

Fast, reliable, senior friendly Internet service to every unit

Television on their terms, flexible and customized for their residents

Campus wide pendants, advanced monitoring and reporting capabilities

Personal, in-room *123 Service connects their residents to CareConnect

…all work together to provide the nation’s only quadruple play!

Product Suite

Retirement Housing

Federation

Respected Senior Housing Communities That Partner With CareConnect

Intro to Senior Living 2013 and Beyond

In order to succeed in this highly technical solution sale

you must become a subject matter expert in the senior housing industry

Source: AAHSA.org American Association of Homes and for the Aging**HIAA, "A Guide to Long-Term Care Insurance", 2002

• By 2026, the population of Americans ages 65 and older will double to 71.5 million

• Between 2007 and 2015, the number of Americans ages 85 and older is expected to increase by 40 percent

• Among people turning 65 today, 69 percent will need some form of long-term care, whether in the community or in a residential care facility

• By 2020, 12 million older Americans will need long-term health care **

Statistics Nationwide - Requirement

Source: AAHSA.org American Association of Homes and for the Aging**HIAA, "A Guide to Long-Term Care Insurance", 2002

Statistics Nationwide – 2011 Availability

• There are 16,100 certified nursing homes in the United States (SNF) • There There are 39,500 assisted living facilities in the United States• There are 1,900 continuing care retirement communities in the United

States• There are more than 300,000 units of Section 202 affordable senior

housing available in the United States• For each Section 202 affordable senior housing unit that is available,

there are ten eligible seniors on waiting lists for it. The average time an eligible senior is on the waiting list is 13.4 months.

Source: AAHSA.org American Association of Homes and for the Aging**HIAA, "A Guide to Long-Term Care Insurance", 2002

Statistics Nationwide – 2011 Cost Structure

• The average monthly cost of living in an assisted living facility is $2,969, or $35,628 annually

• The average monthly cost of living in a not-for-profit Continuing Care Retirement Community is $2,672, or $32,064 annually

• The average monthly rate for assisted living facilities that charge additional fees for Alzheimer’s and dementia care is $4,270, or $51,240 annually

• To move into a community, individuals must also pay an entry fee ranging from $60,000 to $120,000

64% of ⌂

22% of ⌂

Born 1946 -1964 (now 48 - 66 years old)

Passionate about:• Social Justice & Inclusiveness • Freedom, Independence & Mobility • “Connecting” through Communication• Having a Choice & Getting what they want

Who Are the Boomers?

22% of ⌂

“DEMOGRAPHICS explains 2/3 of everything” Don Tapscott, Author of Wikinomics

22% of ⌂

Boomer are creating a “Silver Tsunami”2012

22% of ⌂

Boomer Statistics That Will Blow Your MINDBeginning January 1st, 2011 every single day more than 10,000 Baby Boomers will reach the age of 65. That is going to keep happening every single day for the next 19 years.

Over 30 percent of U.S. investors currently in their sixties have more than 80% of their 401k invested in equities. So what happens if the stock market crashes again?

35% of Americans over the age of 65 rely almost entirely on Social Security payments alone.

According to a recent AARP survey of Baby Boomers, 40% of them plan to work “until they drop”.

Seniors on fixed incomes are being devastated by the rising cost of food, gas, heat and health care.

What do Boomers Value?…in life?

…in technology?

• Freedom/Mobility• Communication/Connectedness• Fun • CHOICE• Independence, uniqueness, and being “Cool”

• Freedom/Mobility• Communication/Connectedness• Fun • CHOICE• “Cool” technology (new, helpful, simple, intuitive)

Boomers Have ALWAYS Adopted New Technologies

1998iMac G3233 MHz

4GB35 lbs$1,300

1984“Macintosh”

8MHz 128K17 lbs

$2,500

2012iPad31Ghz64GB1.4 lbs$ 499

2020Digital Scroll

Phone All-in-one

device?

1975IBM 5100

2MHz 16K

51 lbs$9,000

Boomers:20 – 38 yrs

Boomers:34 – 52 yrs

Boomers:48 – 64 yrs

Boomers:56 – 72 yrs

Boomers:11 – 29 yrs

Boomer Audio Entertainment Technology Evolution

1954

2013

Boomer VIDEO Technology - Evolution

45,000 Global TV Channels by 2020

Boomer Phone Technology - Evolution

Independent Owner OperatorsCorporations Small & LargePrivately funded, for-profit & non-profit communitiesAssisted Living Facility (ALF)Continuing Care Retirement Community (CCRC)Independent Living (IL)Skilled Nursing (SNF)Senior Apartment Housing

Not a Good Fit – Government / Subsidized Housing

Who is a CareConnect customer?

Understanding the Industry?

Philosophy of Care: Resident-centered and supports the residents decision, not government’s decision, to choose how and where a person should live. The philosophy embraces choice, independence, and the opportunity for seniors to live with dignity respect and privacy.

Has communities or residence- not facilities Has residents – not patients Has personal service plans- not patient care plans Has a front desk or wellness office- not a nurse’s station Residents move out of their home into a place they call home- they

do not get admitted or discharged

Understanding the Industry? Assisted Living Facility (ALF) Definition: are for people needing assistance with Activities of Daily Living (ADLs) but

wishing to live as independently as possible for as long as possible are not able to live by themselves but do not require constant care either.

Assisted living facilities offer help with ADLs such as eating, bathing, dressing, laundry, housekeeping, and assistance with medications.

Independent Living Facility (ILF) Definition Independent Living provides the greatest versatility and freedom.

Independent Living for seniors refers to residence in a compact, easy-to-maintain, private apartment or house within a community of seniors. Any housing arrangement designed exclusively for seniors (generally those age 55+; in some cases the age requirement is 62+) may be classified as an Independent Living community, Retirement Communities, Retirement Homes, Senior Apartments , or Senior Housing.

Understanding the Industry? Continuing Care Retirement Facility (CCRC) Definition A continuing care retirement community (CCRC) offers residents a full

spectrum of care from independent living apartments or villas , assisted living, to long-term care and skilled care

Many also offer short-term rehab services and specialized Alzheimer’s care As residents begin to age and need more care and assistance, they move

through the levels of care the CCRC offers without having to shop for care with each change in health condition. They know the community and the staff and that makes the transitions easier

Services that CareConnect EnhancesServices Facilities May Provide

Room / Board Housekeeping / Laundry

Care Management / Monitoring Medication Management

Memory Care Social / Recreational Activities

Transportation Two or more meals per day

Security Help with ADL’s **

Cable TV Phone / Internet

**Activities of Daily LivingSource: MetLife Market Survey of Nursing Home, Assisted Living, Adult Day Services, and Home Care Costs

Source: MetLife Market Survey of Nursing Home, Assisted Living, Adult Day Services, and Home Care Costs

In 2009, only 13% of communities were inclusive/providing 10+ Services Most don’t know where to begin No capital. This requires significant capital investment Community had a negative past experience Knew someone with negative past experience Do not want to be telephone company Scared of change, satisfied with status quo Don’t want to lose on a prior investment Some already provide these services

Source: MetLife Market Survey of Nursing Home, Assisted Living, Adult Day Services, and Home Care Costs

MetLife Market SurveyThe more services a community provides the more competitive they become

Partnering w/CareConnect Accomplishes

Helps them to benefit from much needed technology upgrades as well as providing essential

services

Our equipment and high quality, low cost services then in turn make our clients more

competitive!

Phone / TV / Internet / One Relationship!

Partnering w/CareConnect Gives Our Clients a Competitive Edge

More affordable rates on Phone/TV/Internet - 60-80% off list depending on the geographic market

One Stop Shop array of services that all integrate together for a continuum of care More choices, options and flexibility Cutting edge equipment that takes the guesswork out of technology planning Enhanced security and care via the wireless “bubble” More convenience for residents, facility and families No long wait to set up services, no more multiple bills Our core focus is senior housing so the systems/service are designed for this industry Helps Communities increase occupancy by providing a more ‘inclusive’ service option

AMERICA’S #1 SOLUTION FOR SENIOR HOUSING COMMUNICATIONS

CareConnect Top 10 Community & Resident Benefits 1. Complete technology overhaul at very competitive pricing, no guesswork!

2. Bundled Phone/TV/Internet that will save some residents up to $150 per month

3. Pendants that work campus wide, inside and out, and alarm quietly to the closest caregiver letting them know exactly who needs help and where

4. Automated daily assurance and emergency call reporting functionality

5. eCall system that stays on the cutting edge, can be customized to the resident

6. Residents get to keep the same phone and number that they have had for years

7. Senior friendly voicemail and features, FREE unlimited LD in the Continental US

8. Flexible, custom, senior friendly television service at a fraction of the price

9. Revenue stream to the community that will build into the residents for years to come

10. *123 Customer Service gives them a direct line to a customer care representative who will provide tailored service to your residents, at their disposal 24/7

Who are our competitors?

CareConnect is unique in that we are the ONLY company that provides a managed services complete solution for the senior housing industry

Other companies/vendors provide the individual products for purchase or will service ad-hoc

We have NO competition for our total SOLUTION, only competitors for the individual products

Who are our component competitors?o Business Phone System (hardware)

o Cisco, Aveya, Nortel, any company providing Hosted business telephone systems

o Business Phone Serviceo Embarq, ‘MA’ Bell Companies, Verizon, Sprint, local LEC/CLEC, Cable Companies

o Internet Serviceo Vonage, Embarq, ‘Bell’ Companies, Verizon, Sprint, local LEC/CLEC, Cable Companies

o Television Serviceo Satellite Television Providers – SeniorTV / DirectTV, Disho Local Cable Companies - Cox Communications, Time Warner, Comcast, Charter

Communications, Brighthouse, etc..

o Emergency Response System (ERS, Nursecall, eCall)o Senior Technologies, Vigil, Status Solutions, Systems Technologies, Phillips, Stanley, Ciscor

Who are our competitors?

We do not sell against other vendors….

We sell against STATUS QUO!!!