Sales Accelerator Program for

Mobile Handset Vendors

The Top 5 HandsetVendor Sales Challenges 1

#1. Competition is brutal

#2. Standing out from the crowd

#3. Product complexity is slowing adoption

#4. Sales success driven by user recommendation

#4. Competing with the next cool device

The Top 5 HandsetVendor Sales Opportunities 2

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

More than 50 percent of all purchasing decisions by shoppers

are made spontaneously at the point of sale

According to a recent study by German brand and retail experts Gruppe Nymphenburg

9

#1. How we buy

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

+50%

SalesChannel Europe ©2009 All rights reserved

SalesChannelEuropeIt all

Happens Here

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

12

1. Marketing gets them to come in and look

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

13

2. Sales effectiveness in-store maximises sales conversion rates

#2. Increase your in-store presence

15

#3. Test Drive

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

+50%

#4. Trial usage experience

+50%

HOW?

#5. Help our sales personnel to sell your devices

21

#6. Use Live Device Program to create Customer Experience Centers

Shape customer’s buying intentions

+50%

Live DeviceSales Accelerator Program 3

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

25

Live Device Demonstrator Program

Give handset devices to our Top Sales Performers Show them how to:

use them effortlessly demonstrate device features make demonstrations that are impactful and memorable

Drive in-store sales conversion rates to the next level

1. Get in-store sales agents selling for you2. Accelerate sales of your handset devices3. Create a positive and memorable try/buy experience at

POS4. Gain faster usage adoption resulting in superior user

experience

Increase handset device sales by demonstrating devices effectively at the point of sale.

Benefits:

Objective:

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

26

Handset vendor : provides 1 or 2 live devices/participating shop

Orange: provides full function demonstration calling plan

Put the device in their hands and ask them to make 1 free call to anyone in the world

Test drive and take home

Create the “Orange Experience” in-Store Objective:

Live Device Test Drive Program

Deliver on our Corporate values: "Together we can do more" "Delivering a different customer experience " Orange 2012: Simplicity, Agility and Sustainable

Growth

Benefits:

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

Winter WinnersRecognition Awards Event

March 2010

27

Live Device Sales Accelerator Program

Summer SplashRecognition Awards Event

October 2009

Sponsorship 1 or 2 days of 1 or both Awards Events

Meet and greet Top Sales Performers and Orange Exec Mgt.

Showcase your devices Product familarisation

workshops Device usage clinics Exchange of ideas and

experience ½ day Product Workshops 1½ days outdoor activities:

golf, tennis, etc. Fun & excitement Motivating & memorable

Sponsorship Opportunity: 2 Events 2 Days each

12

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

28

Live Device Demonstrator Program

Vendor Investment: Sponsorship :

1 day 75K€ 2 days 120K €

Demonstrator Devices: 75-100 devices

Showcase : Customer Experience centers: 1 pilot/country, POS materials + 1 device/pilot Product familarisation workshops and clinics

Device usage best practices Exchange of ideas and experience

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

30

Live Device Program - Target Vendors

Vendor Iist: Samsung HTC Blackberry Nokia Apple Sony-

Ericsson Microsoft Others

Sales Accelerator Program for

Mobile Handset Vendors

SalesChannel Europe ©2009 All rights reserved

SalesChannelEurope

"Together we can do more”