O2 MMD Communications Franchise Northern Ireland

Objective:• Visit 7 franchise O2 stores and a call centre all based across Northern Ireland

(Armagh, Abbey Centre, Cookstown, Dungannon, Kennedy Centre, Limavady, Coalisland and Strabane) to train all RSPs on M9 and promote the HTC brand.

• To give all RSPs the opportunity to get hands on the M9 and give sales training to help create an uplift in sales of HTC devices throughout the franchise.

• To gather opinions and feedback from the staff on M9 and HTC in general.

Approach:• Once I arrived at each location my training sessions were friendly, fun and

interactive. I covered all 4 main KSPs sound, imaging, design and customisation with all RSPs that were available.

• In small groups I spent some time comparing the device to our competitors and showing the RSPs how to overcome common objections received from customers.

• I then spent some time alone with the Guru from each store to cover more technical aspects of the M9 like the SnapDragon 810 processor and advanced security features.

The Results: • Clear, concise and fun training on the M9 delivered to 5 store managers,

4 Gurus and 26 RSPs across 7 stores. • I presented the M9 to a further 10 RSPs and 2 Managers in a 10 minute

demo. After covering the 4 main KSPs I went into a bit more detail talking about Android Lollipop, Ultra Pixel Tech, Location Based Home Screen, Smart Lock, Blinkfeed and comparisons to competitors.

• Had a one on one meeting with the MMD Operations Manager and discussed HTC sales. He asked if we could run an incentive in the future based on HTC sales across the franchise (Proposal detailed on further slide)

• Overall the sessions were well received by the staff, managers and Gurus with lots of positive feedback. All parties wanted to learn about HTC and were very grateful for the product and sales training.