JAWBONE PROPRIETARY & CONFIDENTIAL Military Premium Audio Selling.

JAWBONE PROPRIETARY & CONFIDENTIAL

MilitaryPremium 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


SOCIALIZE

ENTERTAINMENT

PRODUCTIVITY

SHOPPING

COMMUNICATIONS

INFORMATION

Mobile is at the center of our lives


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)


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

The Wireless Bluetooth Speaker Audience Today

Broad Appeal


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

Share Your StoryWhere does premium/portable audio come in handy?


How do they use JAMBOX?

In-store Demo


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

December


Premium Audio SellingEvery Smartphone needs a SmartSpeaker


Lifestyle solutions add value for the customer. A customer that uses all AT&T solutions for phone calls, watching videos, browsing the internet and 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!!

Why Sell Premium Audio?

“No wires, has Bluetooth, can stream all types of music straight to it!”

JUNE 13, 2012VIEWERSHIP+UNIQUE MONTHLY VISITORS:

24,169,518


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:

1) Do you understand the different experience you receive with the SmartSpeaker solution?

2) 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?”

Successful Practice


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?

Conversation Starters

“Jawbone’s JAMBOX is much beloved by folks who appreciate big sound in a

small package.”

JULY 7, 2012UNIQUE MONTHLY VISITORS: 18,788,637


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?

Qualifying Your Customer


Transitioning Into a DemoThe Best Way to Sell Premium Audio is to Demo it

MUSIC VIDEO GAMES


Remember the SpeakerphoneJAMBOX & 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


Common Obstacles1. Price2. Customer does not need3. 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.

Reference Slides

Wire-Free™

Portable Speakerphone Smart Speaker™

Keep email, text, web and audio control in the palm of your hand.

Share calls with others using JAMBOX as a portable

speakerphone.

Plug into MYTALK and download apps, software updates, new

features & more.

Do Everything Speaker™Stunning hi-fi audio in a compact package that fills

even the largest rooms with full, rich sound.

Anywhere Audio™Toss it in your bag and share incredible audio whenever,

wherever.

COMPLETELY WIRELESSPOWERFUL

SPEAKERPHONEAPPS, UPDATES & 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.

Plug into MYTALK and download apps, software updates, new features &

more.

Play music, movies and games and fill even the largest spaces

with sound.

BIG JAMBOX™

HUGE SOUNDExclusive LiveAudio technology lets

you experience your music as if you're sitting front row, hearing it

live.

LIVEAUDIO INCLUDEDTake it with you from room to room or share your sound anywhere, like the beach, park, hotel, backyard,

rooftop, hot tub or pool.

PORTABLE DESIGN

ALIPH PROPRIETARY & CONFIDENTIAL

Personalization

Functional Apps

New Functionality

MyTALK: A Living Platform

Load the latest onto

your Jawbone

Manage headset info & settings

How-tovideos

AssignSpeedDial

# with DialApps

Customize Sound with AudioApps

Full event logging

Full event logging

ALIPH PROPRIETARY & CONFIDENTIAL

• 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

Core MyTALK Features

LEARN & EARN ProgramJawbone 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.comPOINTS 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!

KNOW YOUR JAWBONE

Jawbone Confidential 26

Jawbone ICON HD

• Jawbone ICON HD offers the richest HD audio25% 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 headsetLets 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 devicesSimultaneously connect with any two devices (laptop, phone, tablet) and seamlessly switch between audio (music, video, games, & more) and calls (mobile & VoIP

JAWBONE PROPRIETARY & CONFIDENTIAL Military Premium Audio Selling.

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