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Mapping Your Message To Sell Your Products and Ideas
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Mapping Your Message To Sell Your Products and Ideas

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You have a great product that can benefit many. But the question is, how do you communicate those benefits. Many people focus on features. But features "tell" while benefits "sell." Developing the......

You have a great product that can benefit many. But the question is, how do you communicate those benefits. Many people focus on features. But features "tell" while benefits "sell." Developing the right message with an acute understanding of your audience is your priority. Then, it is time to create a message map. This is literally a way to combine your features and benefit in an easy to understand way. And if you share your map, it means more communication consistency for all who use it.

Tripp Frohlichstein shares insights on improving your communication skills to better describe and sell your product.

About the Speaker
After spending more than a decade in television news, Tripp Frohlichstein started MediaMasters, Inc in 1986. He has traveled worldwide training thousands of people on how to develop and map their message, how to be interviewed by reporters and how to give more effective presentations.

Upcoming Events
Would you like to lead innovation efforts within your company? Attend upcoming product innovation course. Visit: http://bit.ly/CILCourse

Want To Certify Your Team?
If you have a product team of 10 or more that you want to certify, contact AIPMM at certification@aipmm.com.

About AIPMM
The AIPMM is the trusted authority for product management knowledge. It is where product professionals go for answers. With members in over 75 countries, it is the worldwide certifying body of product leaders.

It is the world's largest professional organization of product managers, brand managers, product marketing managers and other product team professionals who are responsible for guiding their organizations, or clients, through a constantly changing business landscape.

AIPMM's certification programs are internationally recognized because they allow product professionals to demonstrate their expertise and provide corporate members an assurance that their product management and marketing teams are operating at a high competency level.

Visit http://www.aipmm.com.

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  • 1. ©"AIPMM"2014" www.aipmm.com" " " www.aipmm.com!!
  • 2. ©"AIPMM"2014" www.aipmm.com"
  • 3. ©"AIPMM"2014" www.aipmm.com" Follow: @AIPMM @hmdelcastillo Use: #ProdBOK Tweet!"
  • 4. ©"AIPMM"2014" www.aipmm.com" Par4cipate"and"Win!" Must%be%present%to%win! One%lucky%winner%will%get%a%free%copy%of% the%Guide%to%the%Product%Management%and% Marke<ng%Body%of%Knowledge%(ProdBOK®)%
  • 5. ©"AIPMM"2014" www.aipmm.com" Moderator:))) Hector)Del)Cas0llo,)CPM,)CPMM )@hmdelcas0llo) ) ) ) Today’s"Speaker" ) ) ) Presenter:))" ) " Tripp)Frohlichstein,) Principal,)MediaMasters)Inc.) tripp@mediamasterstraining.com) 314A822A8889
  • 6. Developing a Message Map To sell your products and ideas ©MediaMasters, Inc.
  • 7. Developing a Message To sell your products and ideas ©MediaMasters, Inc.
  • 8. Make sure it is the right Message ©MediaMasters, Inc.
  • 9. Make sure it is the right Message ©MediaMasters, Inc.Kindle Introduction
  • 10. What is “home base?” ©MediaMasters, Inc. •Your single most important communication objective •The ONE thing you want to get across •Very high level •Tells me “Why” I care (benefit) vs. “What” it is (feature)
  • 11. Dr. Ellen Langer (Harvard) Study
  • 12. 1. Excuse me, I have five pages. May I use the Xerox machine? Compliance: 60% Dr. Ellen Langer (Harvard) Study
  • 13. Dr. Ellen Langer (Harvard) Study 1. Excuse me, I have five pages. May I use the Xerox machine? Compliance: 60% 2. Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush? Compliance: 94%
  • 14. 3. Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? Compliance: 93% Dr. Ellen Langer (Harvard) Study 2. Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush? Compliance: 94% 1. Excuse me, I have five pages. May I use the Xerox machine? Compliance: 60%
  • 15. Dr. Ellen Langer (Harvard) Study 3. Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? Compliance: 93% 2. Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush? Compliance: 94% 1. Excuse me, I have five pages. May I use the Xerox machine? Compliance: 60%
  • 16. What is “home base?” ©MediaMasters, Inc. •It is not a “feature” •It is a benefit
  • 17. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell”
  • 18. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” Alicanto. Never Market Alone (TM). Product Introduction Video (http://Alicanto.com)
  • 19. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 20. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 21. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 22. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 23. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 24. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 25. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 26. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 27. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 28. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 29. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 30. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 31. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 32. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 33. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 34. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 35. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 36. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 37. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 38. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 39. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 40. What is “home base?” ©MediaMasters, Inc. • “Features tell..benefits sell” iPad commercial screenshots
  • 41. What is “home base?” ©MediaMasters, Inc. Answers the question WIIFM?
  • 42. What is “home base?” ©MediaMasters, Inc. What’s In It For Me?! Answers the question WIIFM?
  • 43. What is “home base?” ©MediaMasters, Inc. What’s In It For Me?! Answers the question WIIFM? Which is what your audience is thinking
  • 44. What is “home base?” ©MediaMasters, Inc. Which one of these is the best home base? ! A) We are the leader in the field B) Versatile product controlled by your smartphone C) It will make your life easier D) It is simple to use
  • 45. What is “home base?” ©MediaMasters, Inc. Which one of these is the best home base? ! A) We are the leader in the field B) The only product controlled by your smartphone C) It will make your life easier D) It is simple to use
  • 46. What is “home base?” ©MediaMasters, Inc. •Home base is a very high level concept •Other products may share it •It is the description (the “what”) that will distinguish you when tied in with “home base”
  • 47. Sample “home bases” ©MediaMasters, Inc. •Tellabs helps you succeed •Kirkwood School District helps kids be successful •Raytheon helps our government keep us safe •McDonalds promotes a good customer experience •Target promotes a good customer experience •Edward Jones makes a difference in people’s lives •United Way helps people
  • 48. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands
  • 49. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands A solid state barrier access control is: ! A) a wall B) a door C) computer controlled sliding panel D) a doorknob
  • 50. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands A solid state barrier access control is: ! A) a wall B) a door C) computer controlled sliding panel D) a doorknob
  • 51. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands A primary modular learning environment is ! A) a cubicle B) a classroom C) a library D) elementary school
  • 52. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands A primary modular learning environment is ! A) a cubicle B) a classroom C) a library D) elementary school
  • 53. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands A basis point is: ! A) starting point B) 1% C) 1/10% D) 1/100%
  • 54. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands A basis point is: ! A) starting point B) 1% C) 1/10% D) 1/100%
  • 55. ©MediaMasters, Inc. You must communicate the home base clearly in a language your audience understands …which brings us to the message map PATIENT CARE TECHNOLOGY State Of The Art •Latest MRI •Most Lab Equipment Under 2 Years Old All Needed Equipment For Thorough Diagnosis SERVICE •Admission Within 30 Minutes •Computerized Record Keeping =Less Repetition Seen Quickly in ER •Avg. Wait 17 Minutes •Minimum 5 Doctors •12 Rooms •Children's Area COSTS •Keep Low Through Volume Purchasing •Experienced With Insurance Companies Outside Auditors Monitor Costs SERVICES Heart Center •8 Specialists •Rehab Equipment Outpatient Surgery •Long Hours •Most Procedures Performed Cancer Centers •Convenient Hours •Four Locations •Staff Average 12 Years Experience SUPERIOR CARE HONORS AHA Award Modern Med Mag Top 100 State Accreditation High Rating EXCELLENT STAFF Support Staff •Only 1/8 Hired •Background Checks Top Rated Physicians •All Board Certified •32 Specialties •Average 19 Years Experience •All In AMA Great Nurses •X RN's •X LPN's X Years Experience SAMPLE HOSPITAL MESSAGE MAP
  • 56. Developing a Message Map ©MediaMasters, Inc.
  • 57. Developing a Message Map ©MediaMasters, Inc. Home Base
  • 58. Developing a Message Map ©MediaMasters, Inc. Home Base Positive Point Positive Point Positive Point Positive Point
  • 59. Developing a Message Map ©MediaMasters, Inc. Home Base Positive Point Positive Point Positive Point Positive Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Distinguishing Proof Point Distinguishing Proof Point
  • 60. Developing a Message Map ©MediaMasters, Inc. Home Base Positive Point Positive Point Positive Point Positive Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Stories and/or Statistics Stories and/or Statistics Stories and/or Statistics Stories and/or Statistics Distinguishing! Proof! Point Distinguishing! Proof! Point
  • 61. Developing a Message Map ©MediaMasters, Inc. Why How How How How What What What What What What What What Distinguishing! “What” What What Distinguishing! “What” More specific “what” More specific “what” More specific “what” More specific “what”
  • 62. Developing a Message Map ©MediaMasters, Inc. Home Base Positive Point Positive Point Positive Point Positive Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Stories and/or Statistics Stories and/or Statistics Stories and/or Statistics Stories and/or Statistics Distinguishing! Proof! Point Distinguishing! Proof! Point
  • 63. Developing a Message Map ©MediaMasters, Inc. Home Base Positive Point Positive Point Positive Point Positive Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Positive Proof Point Stories and/or Statistics Stories and/or Statistics Stories and/or Statistics Stories and/or Statistics Distinguishing! Proof! Point Distinguishing! Proof! Point
  • 64. Developing a Message Map Home Base
  • 65. Developing a Message Map WHY
  • 66. Developing a Message Map XYZ Financial! improves clients’! financial lives
  • 67. Developing a Message Map ©MediaMasters, Inc. Positive Point Positive Point Positive Point Positive Point XYZ Financial! improves clients’! financial lives
  • 68. Developing a Message Map ©MediaMasters, Inc. HOW HOW HOW HOW XYZ Financial! improves clients’! financial lives
  • 69. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus
  • 70. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Positive Proof Point Positive Proof Point Positive Proof Point Stories and/or Statistics
  • 71. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus What What What More specific “what”
  • 72. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading
  • 73. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading Positive Proof Point Positive Proof Point Stories and/or Statistics Distinguishing! Proof! Point
  • 74. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Advisors rated #1! by consumers in! USA Today Awards for! having best! prepared advisors 4 weeks a year ongoing training required
  • 75. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Positive Proof Point Stories and/or Statistics Positive Proof Point Positive Proof Point Advisors rated #1! by consumers in! USA Today
  • 76. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job Advisors rated #1! by consumers in! USA Today
  • 77. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job Positive Proof Point Positive Proof Point Stories and/or Statistics Distinguishing! Proof! Point Advisors rated #1! by consumers in! USA Today
  • 78. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job 10,000 locations= convenience Philosophy:If good for client, good for company 7 years in a row Clients voted to give XYZ the! J.D. Power AwardAdvisors rated #1! by consumers in! USA Today
  • 79. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job 10,000 locations= convenience Philosophy:If good for client, good for company 7 years in a row Clients voted to give XYZ the! J.D. Power AwardAdvisors rated #1! by consumers in! USA Today
  • 80. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job 10,000 locations= convenience Philosophy:If good for client, good for company 7 years in a row Clients voted to give XYZ the! J.D. Power AwardAdvisors rated #1! by consumers in! USA Today
  • 81. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job 10,000 locations= convenience Philosophy:If good for client, good for company 7 years in a row Clients voted to give XYZ the! J.D. Power AwardAdvisors rated #1! by consumers in! USA Today
  • 82. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job 10,000 locations= convenience Philosophy:If good for client, good for company 7 years in a row Clients voted to give XYZ the! J.D. Power AwardAdvisors rated #1! by consumers in! USA Today
  • 83. Developing a Message Map ©MediaMasters, Inc. XYZ Financial! improves clients’! financial lives Solid Investment Philosophy Great People Superior Training Client Focus Focus on less risk Style has beaten index over long term Long term emphasis No commodity trading 26 weeks of basic training Awards for! having best! prepared advisors 4 weeks a year ongoing training required Most are active in community Hire only those who want to help others Average 11 ½ year in financial business Only 3 of every 100 applicants gets a job 10,000 locations= convenience Philosophy:If good for client, good for company 7 years in a row Clients voted to give XYZ the! J.D. Power AwardAdvisors rated #1! by consumers in! USA Today
  • 84. ©MediaMasters, Inc.
  • 85. PROVIDING VALUE TO OUR CUSTOMERS
  • 86. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE CUSTOMER CARE FOUNDATION FOR GROWTH EMPLOYEE COMMITMENT QUALITY SERVICES
  • 87. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE CUSTOMER CARE FOUNDATION FOR GROWTH EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES
  • 88. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE CUSTOMER CARE FOUNDATION FOR GROWTH Competitive Advantage More Efficient Operations Improved Balance Sheet Strong Management Team With Clear Strategies EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES
  • 89. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE CUSTOMER CARE Continuous Improvement Team End-To-End Customer Experience Innovation FOUNDATION FOR GROWTH Competitive Advantage More Efficient Operations Improved Balance Sheet Strong Management Team With Clear Strategies EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES
  • 90. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE Simplified Message Value Packaging Informed Marketing Fuels Growth CUSTOMER CARE Continuous Improvement Team End-To-End Customer Experience Innovation FOUNDATION FOR GROWTH Competitive Advantage More Efficient Operations Improved Balance Sheet Strong Management Team With Clear Strategies EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES
  • 91. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE Simplified Message Value Packaging Informed Marketing Fuels Growth CUSTOMER CARE Continuous Improvement Team End-To-End Customer Experience Innovation FOUNDATION FOR GROWTH Competitive Advantage More Efficient Operations Improved Balance Sheet Strong Management Team With Clear Strategies EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES Video Phone High-Speed InternetCharter Media & Charter Business
  • 92. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE Simplified Message Value Packaging Informed Marketing Fuels Growth CUSTOMER CARE Continuous Improvement Team End-To-End Customer Experience Innovation FOUNDATION FOR GROWTH Competitive Advantage More Efficient Operations Improved Balance Sheet Strong Management Team With Clear Strategies EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES Video •Choice •Digital Tiers •On Demand •HDTV •DVR Phone •Value •Savings •Simplicity •Convenience Enables Triple Play Bundle High-Speed Internet •Self-Install •Home Page •Content & Features •Speed •Security Suite Charter Media & Charter Business
  • 93. PROVIDING VALUE TO OUR CUSTOMERS BUNDLING AND CHOICE Simplified Message $39.99 Video $29.99 HSI $29.99 Phone $99.97 Single Product •Pricing For 3 Mos. •Two Product Pricing For 6 Mos. •Triple Play Pricing for 1 Yr. Value Packaging •Savings •Convenience •Choice Informed Marketing •Improves Return On Marketing Spend •Right Services For Each Customer •Improves Satisfaction Fuels Growth •Improves Satisfaction Of Loyalty •Improves Video Retention •Sustains HSI Momentum CUSTOMER CARE Continuous Improvement Team End-To-End Customer Experience Centers Of Excellence •Right Call, Right Agent All The Time •Billing •Repair •Sales & Retention •Virtualized & Redundant Network •24-Hour Support Technical Operations •Truck Roll Reduction Initiative •More Efficient Dispatch •eQA Live Ensures HSI Innovation •e-Care •Chat •Self-Help •Full Service FOUNDATION FOR GROWTH Competitive Advantage •Triple Play Ability Today •Technical Innovation •Local Presence & Content More Efficient Operations •Asset Sales •Focus On Highest Return Capital & Operating •Focus On Excellence Improved Balance Sheet •Reduce Near-Term Maturities •Enhance Liquidity •Reduce Total Debt Strong Management Team With Clear Strategies •Increase Phone Penetration •Drive Bundled Services •Market Consistently •Provide Value-Added Features •Invest In Initiatives With Highest Returns EMPLOYEE COMMITMENT •Pride In Company •Customer Focused Philosophy •Training & Development •Recognition & Award Program •Career Paths QUALITY SERVICES Video •Choice •Digital Tiers •On Demand •HDTV •DVR Phone •Value •Savings •Simplicity •Convenience Enables Triple Play Bundle High-Speed Internet •Self-Install •Home Page •Content & Features •Speed •Security Suite Charter Media & Charter Business
  • 94. Charter sells cable systems to Cobridge! St. Louis Business Journal! Date: Friday, October 22, 2010, 10:12am CDT - Last Modified: Friday, October 22, 2010, 11:26am CDT! Charter Communications Inc. said Friday it wrapped the sale of cable systems serving approximately 65,000 customers in seven states to Cobridge Communications LLC, an affiliate of Los Angeles private equity firm The Gores Group.! Charter President and CEO Mike Lovett said in a statement. “Our primary focus is to provide value to our customers and enhance their experience with Charter, and more tightly clustered systems allow us to more effectively achieve this.”!
  • 95. Charter sells cable systems to Cobridge! St. Louis Business Journal! Date: Friday, October 22, 2010, 10:12am CDT - Last Modified: Friday, October 22, 2010, 11:26am CDT! Charter Communications Inc. said Friday it wrapped the sale of cable systems serving approximately 65,000 customers in seven states to Cobridge Communications LLC, an affiliate of Los Angeles private equity firm The Gores Group.! Charter President and CEO Mike Lovett said in a statement. “Our primary focus is to provide value to our customers and enhance their experience with Charter, and more tightly clustered systems allow us to more effectively achieve this.”! Huh?
  • 96. ©MediaMasters, Inc. HELPS IMPROVE PEOPLE'S LIVES EDUCATION TO HELP PEOPLE HELP THEMSELVES HELPS MEET HIGH PRIORITY NEEDS FACULTY AND STAFF PARTNERSHIP LINKS CITIZENS WITH LOCAL, STATE, FEDERAL RESOURCES FLEXIBLE PROGRAM ACCESS Informed Decision Making Saves You Time, Money & Effort "What you Need When You Need It" Practical Research-based Information Federal Agencies State Agencies Lincoln University County Extension Councils Local Governments University Of Missouri UMC UMKC UMSL UMR •Distance Education •Classes •Community Programs •Computer-based Education •Consultations •Continuing Education •Demonstration •Media •Publications/Guide Sheets •Technical Assistance •TeleCenter Network •Website:http// outreachmissouri.edu •Workshops Personal Strengths Academic Expense Diversity Information Technology Expertise Community Involvement Improves Income Production Agriculture Show Me Select $6.1 Million Increase In Missouri Economy Business Development SMART St. Louis Manufacturer Increase Employees From 15 To 45 Builds Healthy Families and Individuals Family Nutrition FNFP 132,000 Missourians Make Healthier Food Choices Youth Development/ 4-H Character Counts 7,000 Youth Developing Ethical Values Creates Strong Communities Citizen Engagement Community Development Academy $380,000 EPA Grant Received For Community-based Watershed Management Leadership Development EXCEL 3,015 Graduates Assume Leadership Roles In Communities Manages & Conserves Natural Resources Consumer Horticulture Master Gardners Volunteer Service Valued At $1 Million Water Quality Watersheet Mount Atrazine Levels In Vandalia Reservoir Drop From 85 To 6 PPB University Outreach And Extension Map
  • 97. ©MediaMasters, Inc. HELPS IMPROVE PEOPLE'S LIVES EDUCATION TO HELP PEOPLE HELP THEMSELVES HELPS MEET HIGH PRIORITY NEEDS FACULTY AND STAFF PARTNERSHIP LINKS CITIZENS WITH LOCAL, STATE, FEDERAL RESOURCES FLEXIBLE PROGRAM ACCESS Informed Decision Making Saves You Time, Money & Effort "What you Need When You Need It" Practical Research-based Information Federal Agencies State Agencies Lincoln University County Extension Councils Local Governments University Of Missouri UMC UMKC UMSL UMR •Distance Education •Classes •Community Programs •Computer-based Education •Consultations •Continuing Education •Demonstration •Media •Publications/Guide Sheets •Technical Assistance •TeleCenter Network •Website:http// outreachmissouri.edu •Workshops Personal Strengths Academic Expense Diversity Information Technology Expertise Community Involvement Improves Income Production Agriculture Show Me Select $6.1 Million Increase In Missouri Economy Business Development SMART St. Louis Manufacturer Increase Employees From 15 To 45 Builds Healthy Families and Individuals Family Nutrition FNFP 132,000 Missourians Make Healthier Food Choices Youth Development/ 4-H Character Counts 7,000 Youth Developing Ethical Values Creates Strong Communities Citizen Engagement Community Development Academy $380,000 EPA Grant Received For Community-based Watershed Management Leadership Development EXCEL 3,015 Graduates Assume Leadership Roles In Communities Manages & Conserves Natural Resources Consumer Horticulture Master Gardners Volunteer Service Valued At $1 Million Water Quality Watersheet Mount Atrazine Levels In Vandalia Reservoir Drop From 85 To 6 PPB University Outreach And Extension Map
  • 98. ©MediaMasters, Inc. HELPS IMPROVE PEOPLE'S LIVES EDUCATION TO HELP PEOPLE HELP THEMSELVES HELPS MEET HIGH PRIORITY NEEDS FACULTY AND STAFF PARTNERSHIP LINKS CITIZENS WITH LOCAL, STATE, FEDERAL RESOURCES FLEXIBLE PROGRAM ACCESS Informed Decision Making Saves You Time, Money & Effort "What you Need When You Need It" Practical Research-based Information Federal Agencies State Agencies Lincoln University County Extension Councils Local Governments University Of Missouri UMC UMKC UMSL UMR •Distance Education •Classes •Community Programs •Computer-based Education •Consultations •Continuing Education •Demonstration •Media •Publications/Guide Sheets •Technical Assistance •TeleCenter Network •Website:http// outreachmissouri.edu •Workshops Personal Strengths Academic Expense Diversity Information Technology Expertise Community Involvement Improves Income Production Agriculture Show Me Select $6.1 Million Increase In Missouri Economy Business Development SMART St. Louis Manufacturer Increase Employees From 15 To 45 Builds Healthy Families and Individuals Family Nutrition FNFP 132,000 Missourians Make Healthier Food Choices Youth Development/ 4-H Character Counts 7,000 Youth Developing Ethical Values Creates Strong Communities Citizen Engagement Community Development Academy $380,000 EPA Grant Received For Community-based Watershed Management Leadership Development EXCEL 3,015 Graduates Assume Leadership Roles In Communities Manages & Conserves Natural Resources Consumer Horticulture Master Gardners Volunteer Service Valued At $1 Million Water Quality Watersheet Mount Atrazine Levels In Vandalia Reservoir Drop From 85 To 6 PPB University Outreach And Extension Map
  • 99. Sustained Growth Growth Initiatives Strong Customer Growth 15th Consecutive quarters of Double Growth- Best in Industry 2Q Earnings +10.1% to $624 million (before one- time item) EPS 10.8% to $1.3 (before one-time item) 2Q Revenues +6.5% to $4 billion- highest quarterly revenue in Ameritech's history One-Time Charge •After-tax $87 million or 16 cents a share •Workforce restructuring at one of our overseas investments •Goals to improve productivity & prepare for continued success in more competitive markets Cellular Customers •+31% to 2.9 million •+148,000 in quarter, +344,000 in first half for the best growth in Ameritech's history Paging Customers +38% to 1.3 million Call Management Services +22% Telephone Lines •+3.3% to 20 million •+642,000 over 12 months Long Distance •$9 billion opportunity •Opened local markets wider than anywhere else •Done everything to meet the letter & spirit of Telecom Act •FCC ruling on Michigan by August 19 •We will persist until we gain entry Cable TV •42 franchises •2 million population •Up & running in 26 communitiies •3 of 10 take rate where marketed Security Monitoring +42% to 566,000 AMERITECH FINANCIAL MESSAGE 2Q97
  • 100. IMPROVING THE CUSTOMER EXPERIENCE Delivering World- Class Service: Faster And More Accurate Serving Great Tasting Food Training And Rewarding Our Managers And Crew Maintaining Marketing Momentum We're Serving More Than 1 Million New Guests Each Day In Our Restaurants By Continuing To Serve 70 Additional Guests/Day, We Expect The Average Restaurant's Operating Cash flow To Be Up At Least $12K...And Likely More If We Continue This Momentum We're Re-Energizing Our Brand By Marketing To Key Customer Targets (Young Adult Males, Women And Moms With Kids) FOCUS •I'm Lovin' It Activation •Dollar Menu Execution •Consistent Merchandising Execution •Rollout In 2004: •Promotional Focus On Young Adult Males •Healthy Lifestyles (e.g., Stepometer, Go Active With Olympic Tie-In) We're Attracting More Guests To Our Restaurants By Improving The Taste Of Our Food And Add New, Relevant Food News FOCUS •Core Menu Improvements; Filet, Vertical Cabinet Management •Execution Of Salads, McGriddles, New Nuggets •10 More Units Of Each/ Week Generates $ In Additional Annual Profit •Rollout In 2004 •New Salad Flavors, Chicken Breast Strips, Apple Dippers And Milk Chugs •While We've Made Progress, Service Remains Our #1 Opportunity For Growing Guest Counts •ROIP Is The Foundation Of Our Ops Focus FOCUS •Automations: Bun Buffer, Automated Beverage System, Arch Fry And Handheld Order Taker •Service "Bundle" ...Emphasis On: •Restaurant Layout And Labeling •Positioning •Service Diagnostic Tools •Restaurant Optimization (Garner) Including core Menu •POS Migration Plan Including Cashless We're Training All Of Our Managers And Crew So They Can Deliver On the Experiences Our Guests Desire FOCUS •Seed Store Training (700 Restaurants) •HU Revitalization, MDP •Rollout In 2004 •Training Around 12 Systems (Modules And Workshops) •New Menu Orientation MCDONALD'S MESSAGE MAP
  • 101. Getting It Right By having the right staff For Members For Employers For Taxpayers Retirees •Secure benefit-cannot outlive •Prevent poverty •Get checks on time •Maintain purchasing power via cola •Low cost administration •Easy/immediate access to info i.e. tax documents, current beneficiaries •Quickly connect to right person when calling in •Serving more than 16,000 •Provide retirement, disability and survivor benefits •Take guesswork out of retirement planning because based on working career •Investment philosophy of diversification and long term investing reduces risk •Professional money and administration management. •Gives members dignified way to leave workforce Education •Pre-retirement seminars •Secure member website •Onsite member education (benefit fairs, presentations •Webinars •Annual meeting •Newsletters Education •Administrative workshops (regional) •Website •Webinars -•On-site Visits: -Eclipse training -Board meetings -Work sessions -Committee meetings •Annual meeting •Pre-retirement seminar for HR •Newsletters •Flexibility to elect different benefit levels to tailor to employees •LAGERS plan can attract/retain good people •Gives members incentive to stay during most productive years yet leave workforce when time is right •Potential to keep better employees = higher quality services •Low admin cost (less than 1¢/10 dollars of assets-better than nat'l average) •Higher investment returns than average DC plans which lowers employer contribution rates •Lower investment risk due to ability to have long term strategy •Enables better budget planning=stability to employer contribution rates(5 year smoothing/1% cap) Service •Eclipse (state of the art reporting system) •Dedicated benefit specialist and accounts analyst=faster service and specific expertise on YOUR benefits •Detailed annual statement to share with auditors, public, budgeting and planning •Web •We look for cost savings (less paper, Eclipse, we do work so you don't have to...or can't, lean LAGERS staff) •Budget consistency for employers=less impact on other services (i.e. no last minute contributions to pension fund requiring cuts in other services- i.e. street repair) •Budget consistency for employers=less impact on other services (i.e. no last minute contributions to pension fund requiring cuts in other services-i.e. street repair) •Good stewards of taxpayer money-low admin costs, diversified/long term investments to reduce risk •Excellent funding process(83.5%prefunded) so no surprises (i.e. won't need more tax money quickly) •On avg., 60+% of pre- funding from investment return •More than 9 out of 10 retirees stay in MO and their money stays here too •Taking care of the people who take care of you •Potential to keep better employees = higher quality services •Investment fees less than 1% (performance based-so if don't meet benchmarks, fees lower and if exceed benchmark, fees higher) •People stay-good place to work •Extensive experience-xx years combined •On going employee education, certification and development •Right staff-staffed right (i.e. do own administrative work vs. hiring extra assistants) LAGERS MESSAGE MAP 10-30-12 V1 Our mission...to provide retirement, survivors and disability benefits to Missouri Local Government Employees in the most efficient and economical manner possible, while providing superior service and fulfilling fiduciary obligations. Employers seek us out-we don't actively try to "sell" Awards: •Certificate of Achievement for Excellence in financial reporting •Public Pension Standards Award for funding and administration •Communication award for our website Won Excellence in Financial Reporting award 30+ years in a row, more than any other public fund in North America
  • 102. Investment Philosophy: Getting it Right Diversification Long Term Manager selection Quantitative Approach to selection Our mission...to provide retirement, survivors and disability benefits to Missouri Local Government Employees in the most efficient and economical manner possible, while providing superior service and fulfilling fiduciary obligations. "infinite" Investment horizon (so don't have to time the market) Approved by board representing members •Not relationship oriented so no sweetheart deals Constant Monitoring Of managers to make sure they are sticking to philosophy and business operations Of Assets on a regular basis- whether minute by minute if needed or month by month Will follow good money managers if they move Not relationship oriented - only about the investments LAGERS Staff •Multiple assets- Stocks, bonds, treasuries, commodities, real assets (i.e. pipelines), private equity, real estate, trees, foreign investments Risk Awareness •Risk set at board level-then set target return based on risk level •Monitored on long term basis-(i.e. look at risk over 5 plus years) Realistic assumptions (see Brian) Quarterly review of risk with LAGERS board Decision on what to invest in made internally, then manager found (no sales pitch from firms) Clear guidelines for CIO •Less speculation •CIO work looked at as a skill not an art •Flexibility to take advantage of market opportunities Qualified/Experienced •3 total-all master degrees •1 CPA •1CFA(Chartered Financial Analyst) •2 CAIA (Chartered Alternative Investment Analyst •30+ years total investing experience Internal auditor monitors investment operations Fees based on performance •Investment fees less than 1% (performance based-so if don't meet benchmarks, fees lower and if exceed benchmark, fees higher) Solid performance fiscal 2012 1 yr-3.58 5 yr.- 30 yr.- Will not invest in companies on Fed Government list doing business in prohibited countries
  • 103. Getting it Right- Fair for employees, employers and taxpayers Fair, modest benefit structure Of 16,000+ retires, all but a couple less than $100,000 year •Average monthy benefit-$855 •Avg length of employee 5-10 yrs=$234/mo 10-15 yrs=$531/mo 15-20 yrs=$859/mo 20-25 yrs=$1259/mo 25-30 yrs=$1873/mo 30+ yrs=$2334 LAGERS part of three legged stool- social security and personal savings are other two Have served public in many ways-deserve a fair pension •Police •Fire •Dispatchers •EMTs •Road and bridge workers •City planners •Public health •Utility workers •Election officials •Librarians Often lower salaries for being in government and have earned their LAGERS pensions (based on how long they work, what they earned) Pensions provide economic stability For employee For Missouri 95% of pension payments stay in Missouri helping business For employers Cost effective (cite studies i.e. better bang for buck)) NIRS study showed •$1 contributed by taxpayers in MO over 30 years=$5.43 in spending (dollar is spent several times) For those (public employees) who say "not fair, we don't have a pension like that"-you can have it-tell employer to contact LAGERS For those (private employees) who say "not fair, we don't have a pension like that"-state law only allows us to represent public employees-however, it is up to private employer to adopt a LAGERS like structure It's not fair!
  • 104. 1 Is your LAN ready for tomorrow's challenges? 2 Optical LAN addresses IT needs with better technology 5 Optical LAN saves money 4 Optical LAN strengthens security to prevent leaks 3 Optical LAN improves sustainability to save energy and money 6 Optical LAN is based on proven GPON technology used by millions 2A Simplifies your LAN, which means less hassle 2B Outperforms copper- based LAN 2C Converges all building networks into one 2D Tellabs has invested for years in Optical LAN to build leading products 5A Lower total costs of ownership by up to 70% 5B Consume 80% less energy 5C Reduce space needs by up to 90% 5A2 Lower operating expense -- Save on maintenance contracts 5% average (vs. Cisco SmartNet up to 18% per year) -- Save 8-10 minutes per move/add/change (In HQ move, Deltek saved >50 hours) -- Gain tax benefits of LEED accreditation 5A1 Lower capital expense -- Fewer devices, for example, Sandia removed 600 Ethernet switches and installed only 14 OLTs in its data center. It moved from 2 switches per building to 19 buildings per switch -- Eliminates wiring closets -- Lower initial cost -- Fiber costs less than copper and is simpler to install, has a life of 25 years+ 4B All-Secure PON offers the ultimate in security 4B1 So secure, it's certified by the US military and used in military and intelligence secret IP networks 3B Optical LAN consumes up to 80% less energy. About 1/3 of savings are due to fewer devices, 2/3 from reduced cooling load 3A In a new high-performance or LEED-accredited building, reduce overall costs: -- eliminate wiring closets -- reduce electrical needs, including uninterruptible power suppliers (UPS) -- reduce HVAC load -- reduce structural needs -- less plastics to reduce fire risk 3C Optical LAN is less resource intensive: -- Prop or photo: compare size of copper cables to fiber optic cables -- Sandia recycled $70,000 worth of copper after installing Optical LAN 6A -- GPON technology has been deployed in networks successfully for more than 10 years -- Verizon has deployed GPON to millions of homes and businesses with its FiOS service 6B Optical LAN is deployed by 19 U.S. government agencies, including: -- Dept. of Defense -- Dept. of Homeland Security: St. Elizabeth's, largest government IT contract ever -- Dept. of Energy-Sandia has deployed the world's largest passive Optical LAN in 265 buildings on its 13-square-mile campus 6C Enterprise customers are using Optical LAN successfully: -- Deltek -- American College of Radiology -- San Diego Public Library 6D Backed by new industry association APOLAN -- Provides education and guidance on Optical LAN -- Founders include Corning, IBM, Tellabs, TE Connectivity, 3M and Zhone -- Multiple vendors are embracing APOLAN Optical LAN: TECH BUYER Me/ssage Map 7/15/13 2A1 Optical LAN /directly replaces copper-based LAN with all the same features and functionality. -- Optical LAN avoids "planned obsolescence" -- Fiber optics have a life of 25+ years -- Our carrier-class GPON equipment is typically expected to be in networks 15 to 20 years -- Avoid replacing copper cables every few years -- Avoid replacing discontinued Ethernet switches -- A single system serves a 13-sq-mile campus with 60,000 ports at Sandia -- Building an Optical LAN with 100,000 endpoints for DHS (Dept. of Homeland Security) at St. Elizabeth's 2A3 Easy to use graphical interface on network manager saves time -- Deltek technician saves 8-10 minutes on each move/add/change 2A2 Avoid the hassles of wiring closets -- Fewer switches mean fewer problems with fans, NIC (network interface card) interfaces, etc. -- Upgrade, rather than replace, equipment to increase bandwidth; use the same fiber optics -- Fewer wiring closets due to 300X more reach with Optical LAN (30km vs. 100m) 2B2 More bandwidth and speed -- 1 Gig to the desktop -- PON supports 10G and beyond -- Right-size ONTs, including Mini- ONT that fits into wall or cubicle raceway -- 1 ONT can serve up to 24 desks -- ONTs can handle analog and digital phones 2B1 Optical LAN helps you get ready for the 7X to 10X growth in data and video traffic that's expected, driven by trends such as wireless/BYOD (bring your own device), collaboration software, cloud computing, videoconferencing and other new technologies 2B3 Higher availability: -- Optical LAN has unplanned downtime of about 5 minutes per year, vs. about 9 hours per year downtime for copper- based LAN -- An Optical LAN network can be designed with no single point of failure 2C1 Optical LAN handles wireless access points, surveillance, security, building automation, plus: -- Voice: handles analog and VoIP, can migrate gracefully from analog to IP -- Video: RF and IP -- Data 3D1 Tellabs' Optical LAN technology firsts -- First enterprise specific OLTs -- First small form-factor OLT for lower-density deployments -- First JITC certification -- First remote ONT powering -- First POE+ ONTs -- First AS-SIP -- First All-Secure PON -- First in-wall/in-cubicle Mini- ONT -- First integrated Optical Distribution Hub -- First BICSI-approved OLAN training -- Patents on redundancy 5B1 -- Fewer devices -- HVAC savings -- Less electrical service and UPS (uninterruptible power supply) need 5C1 1. In an existing building, gain storage space. Reduce cooling and electrical needs. 2. In a new high-performance or LEED-accredited building, reduce overall costs: -- eliminate wiring closets -- reduce electrical needs, including uninterruptible power supply (UPS) -- reduce HVAC load -- reduce structural needs -- reduced plastics curbs fire risk 4A2 Copper LANs act like antennas, so communications on a copper-based LAN are easily intercepted due to EMI & RFI. (electromagnetic and radio freqency interference). It's nearly impossible to tap into fiber optics. 4A Fiber is more secure than copper 4B2 Military: Optical LAN eliminates bulk encryption and hardened PDS (protective distribution system)
  • 105. 1 Is your LAN ready for tomorrow's challenges? 2 Optical LAN addresses IT needs with better technology 5 Optical LAN saves money 4 Optical LAN strengthens security to prevent leaks 3 Optical LAN improves sustainability to save energy and money 6 Optical LAN is based on proven GPON technology used by millions 2A Simplifies your LAN, which means less hassle 2B Outperforms copper- based LAN 2C Converges all building networks into one 2D Tellabs has invested for years in Optical LAN to build leading products 5A Lower total costs of ownership by up to 70% 5B Consume 80% less energy 5C Reduce space needs by up to 90% 5A2 Lower operating expense -- Save on maintenance contracts 5% average (vs. Cisco SmartNet up to 18% per year) -- Save 8-10 minutes per move/add/change (In HQ move, Deltek saved >50 hours) -- Gain tax benefits of LEED accreditation 5A1 Lower capital expense -- Fewer devices, for example, Sandia removed 600 Ethernet switches and installed only 14 OLTs in its data center. It moved from 2 switches per building to 19 buildings per switch -- Eliminates wiring closets -- Lower initial cost -- Fiber costs less than copper and is simpler to install, has a life of 25 years+ 4B All-Secure PON offers the ultimate in security 4B1 So secure, it's certified by the US military and used in military and intelligence secret IP networks 3B Optical LAN consumes up to 80% less energy. About 1/3 of savings are due to fewer devices, 2/3 from reduced cooling load 3A In a new high-performance or LEED-accredited building, reduce overall costs: -- eliminate wiring closets -- reduce electrical needs, including uninterruptible power suppliers (UPS) -- reduce HVAC load -- reduce structural needs -- less plastics to reduce fire risk 3C Optical LAN is less resource intensive: -- Prop or photo: compare size of copper cables to fiber optic cables -- Sandia recycled $70,000 worth of copper after installing Optical LAN 6A -- GPON technology has been deployed in networks successfully for more than 10 years -- Verizon has deployed GPON to millions of homes and businesses with its FiOS service 6B Optical LAN is deployed by 19 U.S. government agencies, including: -- Dept. of Defense -- Dept. of Homeland Security: St. Elizabeth's, largest government IT contract ever -- Dept. of Energy-Sandia has deployed the world's largest passive Optical LAN in 265 buildings on its 13-square-mile campus 6C Enterprise customers are using Optical LAN successfully: -- Deltek -- American College of Radiology -- San Diego Public Library 6D Backed by new industry association APOLAN -- Provides education and guidance on Optical LAN -- Founders include Corning, IBM, Tellabs, TE Connectivity, 3M and Zhone -- Multiple vendors are embracing APOLAN Optical LAN: ECONOMIC BUYERS Message Map 8/2/13 2A1 Optical LAN /directly replaces copper-based LAN with all the same features and functionality. -- Optical LAN avoids "planned obsolescence" -- Fiber optics have a life of 25+ years -- Our carrier-class GPON equipment is typically expected to be in networks 15 to 20 years -- Avoid replacing copper cables every few years -- Avoid replacing discontinued Ethernet switches -- A single system serves a 13-sq-mile campus with 60,000 ports at Sandia -- Building an Optical LAN with 100,000 endpoints for DHS (Dept. of Homeland Security) at St. Elizabeth's 2A3 Easy to use graphical interface on network manager saves time -- Deltek technician saves 8-10 minutes on each move/add/change 2A2 Avoid the hassles of wiring closets -- Fewer switches mean fewer problems with fans, NIC (network interface card) interfaces, etc. -- Upgrade, rather than replace, equipment to increase bandwidth; use the same fiber optics -- Fewer wiring closets due to 300X more reach with Optical LAN (30km vs. 100m) 2B2 More bandwidth and speed -- 1 Gig to the desktop -- PON supports 10G and beyond -- Right-size ONTs, including Mini- ONT that fits into wall or cubicle raceway -- 1 ONT can serve up to 24 desks -- ONTs can handle analog and digital phones 2B1 Optical LAN helps you get ready for the 7X to 10X growth in data and video traffic that's expected, driven by trends such as wireless/BYOD (bring your own device), collaboration software, cloud computing, videoconferencing and other new technologies 2B3 Higher availability: -- Optical LAN has unplanned downtime of about 5 minutes per year, vs. about 9 hours per year downtime for copper- based LAN -- An Optical LAN network can be designed with no single point of failure 2C1 Optical LAN handles wireless access points, surveillance, security, building automation, plus: -- Voice: handles analog and VoIP, can migrate gracefully from analog to IP -- Video: RF and IP -- Data 3D1 Tellabs' Optical LAN technology firsts -- First enterprise specific OLTs -- First small form-factor OLT for lower-density deployments -- First JITC certification -- First remote ONT powering -- First POE+ ONTs -- First AS-SIP -- First All-Secure PON -- First in-wall/in-cubicle Mini- ONT -- First integrated Optical Distribution Hub -- First BICSI-approved OLAN training -- Patents on redundancy 5B1 -- Fewer devices -- HVAC savings -- Less electrical service and UPS (uninterruptible power supply) need 5C1 1. In an existing building, gain storage space. Reduce cooling and electrical needs. 2. In a new high-performance or LEED-accredited building, reduce overall costs: -- eliminate wiring closets -- reduce electrical needs, including uninterruptible power supply (UPS) -- reduce HVAC load -- reduce structural needs -- reduced plastics curbs fire risk 4A2 Copper LANs act like antennas, so communications on a copper-based LAN are easily intercepted due to EMI & RFI. (electromagnetic and radio freqency interference). It's nearly impossible to tap into fiber optics. 4A Fiber is more secure than copper 4B2 Military: Optical LAN eliminates bulk encryption and hardened PDS (protective distribution system)
  • 106. 1 Is your LAN ready for tomorrow's challenges? 2 Optical LAN addresses IT needs with better technology 5 Optical LAN saves money 4 Optical LAN strengthens security to prevent leaks 3 Optical LAN improves sustainability to save energy and money 6 Optical LAN is based on proven GPON technology used by millions 2A Simplifies your LAN, which means less hassle 2B Outperforms copper- based LAN 2C Converges all building networks into one 2D Tellabs has invested for years in Optical LAN to build leading products 5A Lower total costs of ownership by up to 70% 5B Consume 80% less energy 5C Reduce space needs by up to 90% 5A2 Lower operating expense -- Save on maintenance contracts 5% average (vs. Cisco SmartNet up to 18% per year) -- Save 8-10 minutes per move/add/change (In HQ move, Deltek saved >50 hours) -- Gain tax benefits of LEED accreditation 5A1 Lower capital expense -- Fewer devices, for example, Sandia removed 600 Ethernet switches and installed only 14 OLTs in its data center. It moved from 2 switches per building to 19 buildings per switch -- Eliminates wiring closets -- Lower initial cost -- Fiber costs less than copper and is simpler to install, has a life of 25 years+ 4B All-Secure PON offers the ultimate in security 4B1 So secure, it's certified by the US military and used in military and intelligence secret IP networks 3B Optical LAN consumes up to 80% less energy. About 1/3 of savings are due to fewer devices, 2/3 from reduced cooling load 3A In a new high-performance or LEED-accredited building, reduce overall costs: -- eliminate wiring closets -- reduce electrical needs, including uninterruptible power suppliers (UPS) -- reduce HVAC load -- reduce structural needs -- less plastics to reduce fire risk 3C Optical LAN is less resource intensive: -- Prop or photo: compare size of copper cables to fiber optic cables -- Sandia recycled $70,000 worth of copper after installing Optical LAN 6A -- GPON technology has been deployed in networks successfully for more than 10 years -- Verizon has deployed GPON to millions of homes and businesses with its FiOS service 6B Optical LAN is deployed by 19 U.S. government agencies, including: -- Dept. of Defense -- Dept. of Homeland Security: St. Elizabeth's, largest government IT contract ever -- Dept. of Energy-Sandia has deployed the world's largest passive Optical LAN in 265 buildings on its 13-square-mile campus 6C Enterprise customers are using Optical LAN successfully: -- Deltek -- American College of Radiology -- San Diego Public Library 6D Backed by new industry association APOLAN -- Provides education and guidance on Optical LAN -- Founders include Corning, IBM, Tellabs, TE Connectivity, 3M and Zhone -- Multiple vendors are embracing APOLAN Optical LAN: GREEN BUYER Message Map 7/15/13 2A1 Optical LAN /directly replaces copper-based LAN with all the same features and functionality. -- Optical LAN avoids "planned obsolescence" -- Fiber optics have a life of 25+ years -- Our carrier-class GPON equipment is typically expected to be in networks 15 to 20 years -- Avoid replacing copper cables every few years -- Avoid replacing discontinued Ethernet switches -- A single system serves a 13-sq-mile campus with 60,000 ports at Sandia -- Building an Optical LAN with 100,000 endpoints for DHS (Dept. of Homeland Security) at St. Elizabeth's 2A3 Easy to use graphical interface on network manager saves time -- Deltek technician saves 8-10 minutes on each move/add/change 2A2 Avoid the hassles of wiring closets -- Fewer switches mean fewer problems with fans, NIC (network interface card) interfaces, etc. -- Upgrade, rather than replace, equipment to increase bandwidth; use the same fiber optics -- Fewer wiring closets due to 300X more reach with Optical LAN (30km vs. 100m) 2B2 More bandwidth and speed -- 1 Gig to the desktop -- PON supports 10G and beyond -- Right-size ONTs, including Mini- ONT that fits into wall or cubicle raceway -- 1 ONT can serve up to 24 desks -- ONTs can handle analog and digital phones 2B1 Optical LAN helps you get ready for the 7X to 10X growth in data and video traffic that's expected, driven by trends such as wireless/BYOD (bring your own device), collaboration software, cloud computing, videoconferencing and other new technologies 2B3 Higher availability: -- Optical LAN has unplanned downtime of about 5 minutes per year, vs. about 9 hours per year downtime for copper- based LAN -- An Optical LAN network can be designed with no single point of failure 2C1 Optical LAN handles wireless access points, surveillance, security, building automation, plus: -- Voice: handles analog and VoIP, can migrate gracefully from analog to IP -- Video: RF and IP -- Data 3D1 Tellabs' Optical LAN technology firsts -- First enterprise specific OLTs -- First small form-factor OLT for lower-density deployments -- First JITC certification -- First remote ONT powering -- First POE+ ONTs -- First AS-SIP -- First All-Secure PON -- First in-wall/in-cubicle Mini- ONT -- First integrated Optical Distribution Hub -- First BICSI-approved OLAN training -- Patents on redundancy 5B1 -- Fewer devices -- HVAC savings -- Less electrical service and UPS (uninterruptible power supply) need 5C1 1. In an existing building, gain storage space. Reduce cooling and electrical needs. 2. In a new high-performance or LEED-accredited building, reduce overall costs: -- eliminate wiring closets -- reduce electrical needs, including uninterruptible power supply (UPS) -- reduce HVAC load -- reduce structural needs -- reduced plastics curbs fire risk 4A2 Copper LANs act like antennas, so communications on a copper-based LAN are easily intercepted due to EMI & RFI. (electromagnetic and radio freqency interference). It's nearly impossible to tap into fiber optics. 4A Fiber is more secure than copper 4B2 Military: Optical LAN eliminates bulk encryption and hardened PDS (protective distribution system)
  • 107. Tellabs helps customers succeed by increasing energy-efficiency Tellabs equipment increases energy-efficiency and reduces and operating expenses Tellabs makes networks more energy-efficient -- Many products combine previously separate network elements, which reduces power consumed per bit. -- Tellabs 8000 INM reduces redundant managers and servers (quantification TBD). -- Optical LAN uses up to 80% less power than an active-Ethernet architecture. -- Optical LAN has greater end-user aggregation capacity, which reduces overall per-user energy use. Example: In aFTTD LAN serving 2,000 users, active-Ethernet consumes more than 10 watts per user, while optical consumes less than 2 watts per user. We estimate the optical LAN saves $72,000 in annual utility costs -- which doubles if you add in energy savings from cooling. -- Optical LAN replaces active Ethernet elements with passive optical splitters, which use less energy Example: A passive optical splitter uses no energy at all, and replaces a work group switch that uses 2,000 - 4,000 watts. -- Optical LAN reduces carbon emissions over active Ethernet by about 70%. Example: If 10,000 office buildings use Optical LAN, it would save 1.65 million tons of CO2, which is similar to removing 110,000SUVs/trucks from the road every year. (Math: Active Ethernet in one building uses 40.5 KWH, compared withGPON using 12.5 KWH. Using U.S. Dept. of Energy estimates, each KWH generates 1.35 in CO2 emissions, per hour. Multiply by 8,760 hours/year for annual figure. SUV/truck at 15 mpg, 20,000 miles per year emits 15 tons of CO2.) -- Tellabs' Optical Network Terminals (ONTs) have a built-in standby mode that reduces power consumption by nearly half (45%). Our industry can benefit by helping others to increase energy-efficiency We see a huge growth opportunity for information and communications technology (ICT) in saving energy. -- A report called Smart 2020, written by an independent non-profit, The Climate Group, and the Global e-Sustainability Initiative (GeSI), details the potential savings achievable by the year 2020 from applying ICT. The consulting firmMcKinsey & Company conducted independent supporting analysis. Some of their conclusions: -- TheICT sector could help save $800 billion annually in energy use through applications such as: -- smart building use and design -- smart logistics -- smart electricity grids -- smart industrial motor systems and -- replacing physical products with virtual equivalents -- Those energy savings would reduce total global man-made carbon emissions by as much as 15% (compared with business as usual)...or about 5X the total carbon emissions of theICT industry -- Tellabs helped Brazilian railroad MRSLogistica centralize its management system to enable "smart logistics." Now MRS can put more trains on the tracks, increasing its revenue and its profit potential. Compared with trucks, trains save energy and reduce carbon emissions. Customers want a more energy- efficient network Customers have set energy-efficiency goals. -- 74% of our revenue is from customers who focus on sustainability. -- We believe thatVerizon's goal of 20% energy reduction is in line with the industry's capability. -- British Telecom 2010 goal: 70% of competitive contracts will have used energy use considerations to award business. -- Vodafone is engaging suppliers to help reduce greenhouse gas emissions 50% by 2020. -- U.S. Government: Executive Order 13423 andEPACT 2005 guidance mandate federal agencies purchase energy-saving electronics equipment. -- It will take work up and down the supply chain to achieve these goals. -- Customers' desire to increase density and reduce costs will result in more energy-efficient networks -- and architectures. Optical andROADM technologies provide higher bandwidth capabilities with less power than equivalent electrical technologies. Energy savings reduce customers' operating expenses -- Network equipment can consume around 80% of the energy used in an average service provider. -- Energy can represent as much as one-third of a service provider's operating expenses. -- Customers tell us for every watt of energy they save in the network, they save between 1.4 and 2.4 watts in cooling. Energy-Efficiency Message Map August 15, 2011 Tellabs 8800 multiservice router series -- Reduces overall power consumption up to 50% compared with the previous network. -- Established aTEER in 2010. By the end of 2010,Tellabs 8800 innovations were about 80% more energy efficient than previous platforms. * Tellabs 7100 optical transport system -- Reduced Verizon's network energy consumption up to 65%, compared with previous network architecture. [Source: Customer case study in Telephony Magazine, 2006] -- Established aTEER in 2010. In a transponder configuration, theTellabs 7100 is about 3.5X as energy efficient (compared with the previous linecard). * Tellabs 8600 managed edge system -- By 2011,Tellabs 8600 innovations will be more energy efficient -- as much as 3X -- when compared with 2010 platforms. * -- Established aTEER in 2010. By 2012,* -- the 8630 will be about 2X as energy efficient -- the 8660 will be more than 2X as energy efficient -- the 8611 will be about 70% as energy efficient as the 8620 * About our methodology: Tellabs measures energy-efficiency using the industry methodology, defined by ATIS (Alliance for Telecommunications Industry Solutions). We follow ATIS standards to calculate aTEER (Telecom Energy Efficiency Ratio) for key products. Tellabs uses the TEER to help benchmark our progress. Because products are highly configurable, actual results may vary by application. To avoid confusion caused by varying application and to represent our products accurately,Tellabs does not releaseTEER values. These energy efficiency saving statements are based onTellabs´ current estimates and plans which may change. Tellabs is part of industry collaborations to improve energy-efficiency -- One of 5 vendors (only Passive Optical Networking vendor) working with Department of Energy and EPA as stakeholder to develop energy-efficiency standards for Small Network Equipment -- Tellabs is one of several partners working on the Scalable Advance Ring- based passive Dense Access Network Architecture (SARDANA) project. This three-year global research project demonstrates that a Long-Reach Passive Optical Network (LR-PON) consolidates the number of central offices, (merges metro and access segments), reduces number of network elements and increases energy-efficiency as traffic increases. -- Tellabs participates in Alliance for Telecommunications Industry Solutions (ATIS) work to establish industry standards for energy-efficiency. Tellabs SmartCore™ 9100 Platform -- Will benchmark aTEER in 2011. -- 1 4 4A 2 3 4B 4C 2B 4D 3A 2A 4E 3B Note
  • 108. Recruitment Message Map
  • 109. Advanced(ICU(Care( Helps(Improve(ICU( Pa4ent(Care(! March!22,!2013! 1.  24:7(Technology(:(!con.nuous!monitoring,!.mely!alerts!to!deteriora.ons.!!Monitoring!center!noted!that! pa.ent!O2!was!dropping,!video!conference!confirmed!that!pa.ent!had!removed!mask,!pa.ent!was! reminded!to!put!it!back!on! 2.  Timely(response(to(change(in(condi4on(–(surgeons!comment!that!they!have!a!sense!of!comfort!that! someone!is!watching!the!pa.ents!24/7( 3.  24:7(Communica4on(–(family:!0200!summary!for!family!aFer!pa.ent!intubated.!!Physician!to!physician! at!hand!off!and!change!in!condi.on.!!RNKawake!and!alert!intensivist!with!all!data!on!pa.ent! 4.  Secure,(Safe(&(Redundant(–"investments!in!redundant!systems!and!centers! 5.  Best(prac4ce(protocols(K!(Not!limited!to!the!.me!of!day!! 24:7(Solu4on( ( ( Improves(( Hospital(Financial( Performance(( ( 1.  Hospital(Revenue(Growth(–(on(average( 10%(increase!in!pa.ent!volumes!aFer! the!first!year!with!our!program,!one! customer:!38%!growth,!$5M!in!revenue! in!first!year,!Increased!CMI!K!0.22! increase!with!$0.9M!in!revenue! 2.  ICU(cost(of(Care(Reduc4on(–(on( average(17%(reduc.on!in!their!ICU! length!of!stay.!One!client!$4.5M!in! variable!cost!savings!by!lowering!LOC,! SSM!St.!Mary’s:!60%!reduc.on!in!codes,! reduced!locums!cost!by!$2.0M! 3.  Growth(Posi4oning(&(Market:Share( Expansion(K!Improved!compe..veness! through!community!differen.a.on!&! reputa.on,!reduced!diversion!of!62!to! zero,!successful!recruitment!of! physician!staff!! 4.  Reform(Posi4oning(:((op.mally!manage! pa.ent!care!while!in!the!ICU!and!to! provide!beZer!outcomes,!!improved! pa.ent!sa.sfac.on!due!to!more!.mely! communica.on!with!physician! ! 1.  Joint(Commission(Accredita4on(K!Mul.ple!successful!reviews! with!no!recommenda.ons.!!We!act!as!CVO!and!provide!FPPE/ OPPE! 2.  Implementa4on(Processes(K!Largest!TeleKICU!services!provider! completed!installa.ons!in!nearly!40!hospitals! 3.  Mul4:Disciplinary(Team((:(Manages!the!project!for!you!,! experience!with!all!EMRs,!Four!month!.meline! 4. !Clinical(Workflows(–!Medical!leadership!and!clinical!staff! !directly!involved!in!every!implementa.on.!!Have!developed! !nearly!500!workflows!across!all!our!implementa.ons,!library!of! !best!prac.ces!and!protocols.! 5. (IT(Workflows(–!Our!IT!team!writes!on!average!6!interfaces!so! !your!staff!doesn’t!have!to! 1.  US(Fellowship(Trained,(BC(Intensivists,!average!of! 12!years!ICU!experience! 2.  Advanced(Prac4ce(Providers((K!PA’s!&!NP’s,!average! of!10!years!ICU!experience!! 3.  IT(Staff(with(Exper4se(in(Tele:ICU(K!24/7!on!site! staff( 4.  CCRNs(:(CCRN!cer.fica.on!at!hire!or!within!4! months,!at!least!3!years!of!recent!ICU!experience,! average!more!than!10!years! 5.  Client(Rela4ons(Representa4ves(:((RN’s!with!ICU! background!with!the!addi.onal!skill!sets!of!project! management,!workflow!,!quality!program!and!! administra.on! 6.  Marke4ng(Team((:(with!plan!for!hospital!marke.ng! staff! 7.  Na4onal(Leaders(in(Tele:ICU(Space((K!Collec.vely!! MD’s!have!over!200!publica.ons!and!over!70! abstracts.!!Our!team!serves!on!a!number!of! na.onally!regarded!!!organiza.ons/commiZees! 8.  Special((Training(in(Communica4ons(:(with!each! other!and!bedside!team!“Care!Communica.ons”! 1.  Applica4on(of(Evidenced:Based,(Standardized( Best(Prac4ces(( 2.  Timely,(robust(analy4cs(–(tailored!to!the!specific! needs!and!objec.ves!of!your!ICU!( 3.  Educa4onal(Programs(( 4.  Expert(Medical(Panel(( 5.  Proven(Performance( ! 1.  Be_er(Rested(Medical(Staff(–(Q3(2012:(average!of!24!interac.ons!per!pa.ent! 2.  More(produc4ve(med(staff(:(able!to!stay!in!office,!ED!with!less!interrup.ons!from!ICU! 3.  Improved(RN(Reten4on(–(""SSM!St.!Mary’s!30%!turnover!at!baseline,!improved!30%!in!year!one,!at!year!!6:!3%! 4.  RN(Support:(Our!nurse!no.ces!an!elevated!BP!and!P,!video!cameras!into!room!and!figures!out!that!a!paralyzed,! intubated!pa.ent!has!no!seda.on.!!Calls!local!RN!to!alert!them! 5.  Respiratory(Therapists(–!Intensivist!led!protocol!for!weaning!and!extuba.on! 6.  Support(for(ICU(Medical(Director((:(Assistance!with!data,!evidence!based!best!prac.ces!research!and!repor.ng,!risk! adjusted!data.!!Dr.!Alan!Rauba!developed!and!published!on!DM!management( 7.  Leadership(Support(for(Clinical(Ini4a4ves!–!Timely!data!provided,!protocols,!a!resource!for!making!change! Implementa4on( Exper4se( ( Clinical(Staff(Sa4sfac4on( ( ICU Performance Solution ™ Great(People(
  • 110. *Unique services: Adult Down Syndrome Center, hospital-based Executive Health Program, freestanding Vascular Access Center, comprehensive Congestive Heart Failure Management Program BROAD RANGE OF SERVICES 20+ convenient locations across St. Louis and St. Charles counties (urgent care, imaging centers, skilled nursing facility, rehab hospital) plus home health & hospice 1,000+ physicians in 60+ specialties Key services: heart care, cancer care, orthopedics, brain and spine, women’s services/maternity, urgent care QUALITY PATIENT CARE State-of-the-art technology, including electronic records and informative website *Friendly atmosphere, everyone treated like family *Recognized for better patient results: • America’s 50 Best Hospital • Women’s Health • #1 in MO for overall cardiac care, Best in St. Louis for cardiac surgery (HealthGrades, 2011) Patient and family resources: patient relations representative, social services, support groups, pastoral care for all faiths Emphasis on patient safety: door-to-balloon– 100% w/in 90 min. in 2009 and 2010 1 out of 3 physicians on “Best Doctors” list *FACES and family- friendly culture with patient satisfaction commitment and training 450 volunteers who contribute an average of 79,000 hours a year *Experienced, dedicated employees (high retention rate, almost 600 20+ years, high satisfaction ratings), frequently a “Best Places to Work” award recipient, recognition programs Strong philanthropic base of support EXCEPTIONAL PEOPLE COMMUNITY COMMITMENT *Only St. Louis Spirit of Women Hospital– committed to women’s health excellence and outreach Community outreach program: free health risk assessments (HealthAware: heart, stroke, spine, sleep, diabetes), health fairs, classes, mammography van, Passport to Wellness *Largest Chesterfield employer (approx. 3,500 total employees) Faith-based, not-for- profit—Pediatric Care Center, charity care IMPROVING THE QUALITY OF LIFE FOR PATIENTS AND THE COMMUNITY 3-1362 * Distinguishing point St. Luke’s Hospital Message Map (8.1.2011)
  • 111. Helping Providers Improve Healthcare Foster Innovation Patient Engagement and convenience Improve Population Health VBC -App Challenge/ ADP -MLM -Latest Tech Open Platform Innovation Team -25 people solely focused on innovation -First native iPad app (WAND) University Partnership Humedica -Revenue cycle -Care Coordination -Analytics Mobile apps improve engagement with patients Doc can spend more time w/ patients//see more patients WAND Testimonials Doctor Testimonials Blue Button Plus -Patients can download own charts -Only Allscripts and one other offer Patient Kiosk Sharable Inki.e. -detect cancer clusters -gene studies -comparisons Quality care at a lower cost Telehealth Telehealth Proven outcomes STATS AVAILABLE Examples like North Fulton-More than $1M first year cost savings realized from use of Allscripts EHR
  • 112. HELP OUR CLIENTS BE MORE SUCCESSFUL Food Safety In process of improving employee engagement Quality Broadest Drug Development Portfolio Outstanding Employees Expertise # PHD's, RNs, etc Global In around 50 countries From discovery through commercialization Better Decision Faster Accurate Data Improving client service experience Looking at hiring CAIR Xcellerate Xcellerate Access to huge amount of data so can -see trends over time -accelerate patient enrollment -most effective investigators Program management= -more effective outcomes -faster -save money(?) Client Partnerships Better relationships=smoother process Find more people for trialsDeep scientific/ technical/ expertise Nutritional chemistry More Profitable Improve Lives Foundation for Growth Stable company Shareholder stuff Contributed to development of 1/3 of prescription drugs on market including the top 30 i.e. 7 weeks vs. 7 month story Expansive proprietary information= saving time and money i.e.-client looking for study on cancer- -can find best performing investigators, worldwide, who enroll patients quickly Clients consider this a competitive tool Discovery Services Variant Analysis- From months to 90 min. Deep Understand of Client Needs -CoSource -Asset xfer -Staffxfer -Molecule development Examples Thought Leaders
  • 113. Having'health insurance improves people's'quality of'life Be8er'health for'people Be8er'use'of financial resources Be8er'health care'system in'America People&without&insurance are&“more&than&twice&as likely&to&delay&or&forgo needed&care.” People&get&care&in&a more&appropriate, cost;effec=ve&se?ng People&with&health&insurance&will&go&to&their&primary care&provider&or&urgent&care&instead&of&wai=ng&un=l they&are&very&sick&and&HAVE&to&go&to&the&ER;one&of the&most&expensive&forms&of&health&care People&who&are&uninsured&pay&MORE&for their&care&;&about&$30&billion&in&2008&;&oNen pay&up&front&and&frequently&are&unable&to pay&for&their&full&bill Right&now&hospitals and&physicians&are paid&for&each&test&and treatment&; regardless&of&quality Gaining&Medicaid&coverage&resulted in&35%&increase&in&likelihood&for outpa=ent&visit&and&15%&increased likelihood&of&taking&a&prescrip=on Uninsured&people&are&less likely&than&those&with coverage&to&receive&=mely preven=ve&care ERs&are&not&a&long;term&solu=on and&they&don't&help&people manage&their&health&like&a&primary care&doctor&can Federal,&state&and local&funds&paid more&than&$42 billion&of&the&$57 billion&in uncompensated care&in&2008 Hospitals&incur 60%&of&cost&of uncompensated care We&can&successfully transi=on&to&a&health care&system&focused on&keeping&people healthy Insuring&all Americans&is crucial&to have&a&high; performing American health&care system In&the&future, reimbursements will&be&based&on quality&care&and keeping&people healthy Costs&are cost shiNed to private insurers ;Hospital&System&is&facing&$385&million&in federal&reimbursement&cuts&in&Missouri ;Less&money&on&charity&care&and&bad&debt means&health&systems&can&afford&to improve&technology&and&services&and making&health&care&more&accessible ;In&2011,&Hospital&System&had&more&than $175&million&in&charity&care&and unreimbursed&costs. Currently, the American health&care system ranks&37th in&the&world Medicaid'Expansion'Message'Map April'13,'2013
  • 114. Bad Debt collection more accurate Same as 25 other states Only adjusted in rate case – no surcharge Gas co. already collect bad debt through rates 90% of difference is reconciled in next case Customers could see savings Bad debt impacted by CWR, gas cost, weather Lowers costs for customers Small ISRS rate increases make general rate increases more gradual We will continue to ask for small ISRS rates 2x a year Less repairs means money saved ISRS averages 1% of customer bills Last ISRS increase was 60 More time between cases decreases cost to customers General rate cases can cost more than $1million Good for Laclede New pipes mean less repairs Less repairs means money saved Less time spent on rate cases allows LG staff to focus on other priorities Improves gas safety Modern infrastructure = safer system Laclede has replaced 415 mi. so far, 785 mi. left to go Many pipelines are up to 100 years old SB240 will allow gas companies to continue acceleration of program Laclede replaced 41 miles in 2012 Creates jobs Laclede added 150 new jobs in 2 years Will expand program in KC after acquisition Maintains regulatory oversight Parties can still request a rate decrease All ISRS must be approved by PSC Can’t collect ISRS after 5 yrs w/o a rate case No change in rate process – only inc. from 3 to 5 yrs SB240 is good for Missouri Prevents overcollection of bad debt
  • 115. UNITED WAY BUILDS A STRONG COMMUNITY UNCOMMON EFFICIENCY Raised $68.8 Million (In 2007) Nearly 200 Agencies Supported OTHER UNITED WAY SERVICES United Way Builds Healthier Business BoardLinkStLouis 100 Neediest Cases Volunteer Center Community Enhancement Grants Healthy Individuals Healthy Families Healthy Neighborhoods Healthy Workplaces A Healthy Region UNITED WAY OF GREATER ST. LOUIS HELPS PEOPLE/ STRENGTHENS OUR COMMUNITY Protect Children & Strengthen Families Promote Healthy Minds And Bodies Meet Basic & Emergency Needs More Than 90 Cents Of Every Dollar Contributed Helps People •Families •Kids •Elderly •Abused Women •People With Disabilities •Treatment for Addictions •Basic Needs (Food, Shelter) Agencies Track Results To Assure Programs Are Working Nurture Children & Youth Promote Financial Stability & Independence Prevent Illness & Promote Wellness Keep Citizens Safe LOCAL MONEY RAISED HERE, STAYS HERE Helps One In Three People In Our Region (1 Million/Year) Provides Services For People In 16 Missouri And Illinois Counties Almost Everyone You Know Is Touched COMMUNITY VOLUNTEERS DECIDE HOW TO DISTRIBUTE MONEY TO HELP PEOPLE 400 Hundred Qualified Volunteers Serve On Investment Panel From All Walks Of Life Volunteers Carefully Distribute Donations To Quality Agencies The United Way Raises Funds Almost Three Times More Efficiently Than Most Non-Profit Groups 2-1-1 Missouri Quality Standards: •Governance/Board •Finances •Programs •Administration Contact Us By Visiting: www.stl.unitedway.org To Run A United Way Campaign In Your Business Call RJ Crunk At 314-539-4101 Revised 3/1/08
  • 116. Website: helpingpeople.org Donate: Web: helpingpeople.org Phone: (314) 539-4101 Find help: Phone: 2-1-1 211helps.org To run a campaign: Phone: (314) 539-4101 R.J. Crunk United Way builds a stronger and healthier community Donations go to help people More than 90 cents of every dollar helps people Healthier community means healthier business - Keep citizens safe - Meet basic and emergency needs - Prevent illness and promote wellness - Promote healthy minds and bodies - Nurture children and youth - Promote financial stability and independence - Protect children and strengthen families Trained volunteers decide how to distribute money to help people 400 trained volunteers from all walks of life Quality standards: - Governance/Board - Finances - Programs - Administration Volunteers visit agencies to evaluate first-hand United Way of Greater St. Louis helps people 16 counties in Missouri and Illinois Raised $72.02 million in 2012 More than $1 million invested into our region each week Donations stay in our region More than 170 local agencies Community partnerships and programs - United Way 2-1-1 Missouri and Illinois - Volunteer Center - 100 Neediest Cases - Community enhancement grants - Early childhood education - Financial stability 1 in 3 people helped (1 million/year) - Basic needs (food, shelter, etc.) - Children - Adults - People with disabilites - People with health problems - Treatment for addiction UNITED WAY OF GREATER ST. LOUIS 2013 MESSAGE MAP
  • 117. Home base - Helping People - on every webpage (Five times on this page)
  • 118. HELPING PEOPLE ACCESS TO LONG- TERM NEEDS Red Cross Mental Health Counseling Manage Cases To Make Sure People Get Help Connect With Other Agencies •Catholic Charities •Salvation Army •Medical •Housing Authorities •Goodwill MEET IMMEDIATE NEEDS Roof Over Head Shelter 500,000 People Food Medication Access To Healthcare Clothing RED CROSS WORKERS Large Number Available Immediately Well-Trained Hundreds Of Thousands WORK WITH PARTNERS IMPROVEMENTS SINCE KATRINA Community Groups •Civic •Faith Based •Community Will Have Supplies In Advance Trained To Support Red Cross Efforts Easier Because People Helped In Own Community Government Agencies City FEMA EMA Transportation Health Department Expanded Diversity Training More Emergency Response Vehicles Better Interagency Coordination Preposition SuppliesBaby Supplies 1 Million Debit Cards A Million Meals A Day Cots & Blankets Telecommunications IT Infrastructure Can Handle 2 Million Families Better Internal Communications Satellite Communications Pilot Program In 21 Cities/9 Key Risk States Expanded Phone Capacity Fewer Busy Signals Handle 100,000 Families/Day Info Hotline Capacity Up 30% Safety Red Cross Message Map
  • 119. Creative Solutions Compassion Dedication Experience and Expertise Strengthen Kids Families Keep Kids Safe Help Kids Heal Remedial Education &Social Skills Agency/ Community Partnerships Involvement Advocacy Awareness and Education Impact on Multiple Generations Washington University / Brown School Partnership PathBuilders Legislature • Boards • Donors • Volunteers • Legislative • State Agencies • Media • Community activities • Academic • Other agencies • United Way • Teen mentoring • Counseling/Therapy • Parenting education • Foster care • Permanencies • Therapeutic Day Treatment • Counseling/Therapy Family Resource Center Message Map May 26, 2011 Use a Holistic Approach with Kids Engage the Community Serve with Skill and Passion Giving abused kids a chance for a better life through treatment and prevention Work to Break the Cycle of Abuse • Pregnancy prevention • Education completion • Employment • Parenting skills Parent Coaching Intensive Intervention • Connect with resources for daily living Parent Education Teen Mom Mentoring Counseling/ Therapy • 10,000 children and family members served annually • 150,000 served since 1974 Strengthen Families • Evidence-based practices • Research • 300-500 chronic abuse families in St. Louis • Use 65% of resources • Funding • Bureaucracy • Policy • Innovation • Systematic
  • 120. Creative Solutions Compassion Dedication Experience and Expertise Strengthen Kids Families Keep Kids Safe Help Kids Heal Remedial Education &Social Skills Agency/ Community Partnerships Involvement Advocacy Awareness and Education Impact on Multiple Generations Washington University / Brown School Partnership PathBuilders Legislature • Evidence-based practices • Research • 300-500 chronic abuse families in St. Louis • Use 65% of resources • Funding • Bureaucracy • Policy • Boards • Donors • Volunteers • Legislative • State Agencies • Media • Community activities • Academic • Other agencies • United Way • Teen mentoring • Counseling/Therapy • Parenting education • Foster care • Permanencies • Therapeutic Day Treatment • Counseling/Therapy Family Resource Center Message Map May 26, 2011 Use a Holistic Approach with Kids Engage the Community Serve with Skill and Passion Giving abused kids a chance for a better life through treatment and prevention Work to Break the Cycle of Abuse • Pregnancy prevention • Education completion • Employment • Parenting skills Parent Coaching Intensive Intervention • Connect with resources for daily living Parent Education Teen Mom Mentoring Counseling/ Therapy • 10,000 children and family members served annually • 150,000 served since 1974 Strengthen Families • Innovation • Systematic
  • 121. l'*I F. ; o I @ U; Y 3 F tY) $ jt-zg)d !!i *s X< d'6 oul orE E E Q z Hogl ia fE LO ttl J g a tro r!o<grL< LF> >Xul >YUl <h'z 25ft. a< E 89= bEB 4efr6>J tJJ = I eF O UJ J ul ffiEz2 co- <o ?U Rd 9H a n95 $E$ 3q*uJ z It,- = p F = a -,2 a7 nr< a@ ?!lUITI tuF trz z,i-r l-2 :tiil u< €4 <z HOL.'g u]> 6=z" 6 z oc) xnYa (L-l =5 I ('. qfi xlu xE30('F tu F UJ to H6 frEtu-i t:O utu, CT () cn ut kt, oa. tr oo z x EI o t- t/, ^o!n t9s :)x* fixfftr">-Ho : 3^t"lJ>S trL o9 Eg il9 IIJF Nil ooO 3&+.tJ *q X=h'iuJ O;i JV oouz tr< igH €z fisH3 b8;= ;E[=tg?i, ZY FgHz tr J I { yi> xc0 Yo =HF-=.L =o Aod ut I z (t, ul F z tIJ { F o 3a 6H 06< a7 s)*anT za F. fpl u3<n ra l- -..;ZJ OF iiv) UJE6 (f -l(r F-:_J =afl sj< >il 0ao foqw E { H^H 5|9o oolu ff"9g, t- u _sH*-<ii Q=B :s5=€: F rO F TL uJ a I o () HH^(/)oE ,alJ.O tsHe !*f; EH' ll.l O z z< OE ttl0a TO FtL >tr3tl.t t,I.o_ 6 =a urlll (nz- <o Eh g= iH H6H HEF{llJrrr zEp =P<Jut LlJco a o O:) c!(/) c69. =Ht- o "oSr-N 2e qft ZT OO a z o tr(n OL'a XtlJ ili E: *,u) 3tlj ffr-- O od g6 p5 *i-a urff [I a3 20 rlJI TLIIJ *tr{-,,tL x o o
  • 122. REORGANIZE TO BETTER HELP CUSTOMERS SUCCEED IN THEIR MISSIONS Align By Mission Areas Biz development to can be more proactive Defined Roles And Responsibilities Improves communication channels People know their roles and who to talk to Each leader comes from service-officer level -Have established relationships -Established credibility -Peer to peer level with customers -Understand customer's daily life -Customers appreciate senior Attention from their point of view Provide common direction IAD Naval First time with BD leadership Will help focus on customer needs Will bring business areas together So many now - will be more cohesive Consistent messages to customer Will sustain and reinforce good relationships Focus more on overall solutions vs. individual product One package=one message to army Consoidate by biz, not geography -more efficient -better coordination Reduce confusion about IDS business BD people can better help customers which helps IDS meet internal goals and results Integrating IDS & SBA MD efforts = more efficient Improve Customer Relationships Through Better Coordination Strategic Planning Leadership Initiating comprehensive marketing program (CFM) i.e. fact sheets for trade shows - or advertising campaigns help customers better understand how IDS helps them i.e. -customer visits, strategic customer contact plans Launch CI program =better customer focused products BD Processes assures internal order and support for employee so they can do their jobs More Satisfied Employees -Addresses imput from EOS survey of leadership and career development Happier employees=better customer focus MD
  • 123. Orthodontists are experts in creating healthy, beautiful smiles. Orthodontic treatment can improve a patient's dental health, overall health, facial appearance and self-esteem Specialized training New technologies The AAO offers a variety of ways to learn more about treatment and locate an orthodontist Orthodontists have 2 to 3 years of specialized training, beyond dental school, to learn the proper way to align and straighten teeth Only those with this education may call themselves “orthodontists,” and only orthodontists may be members of the American Association of Orthodontists Today's braces are smaller, sleeker, more stylish and less noticeable than ever before - some forms of treatment are next- to-invisible Smaller brackets tend to be more comfortable for patients Today's improved wires last longer so patients don't have to come in for adjustments as often as in the past 95 percent of orthodontists believe that they have enhanced the self-esteem of their patients through orthodontics. This is confirmed by numerous anecdotes and testimonials from their patients Orthodontic treatment not only creates beautiful smiles, but can boost your health and overall self- esteem 1-800 www.facebook.com/ AAOBraces ask your dentist for a referral braces.org Twitter (@braces)
  • 124. SHOES THAT TAKE YOU ANYWHERE Design From the Inside Out Emotionally Connecting with Customers Modern Lifestyle Brand Schering Plough Trusted Brand Ongoing Consumer Insights Research & Testing Innovation Materials Brand Muses Warm, rich, bright colors --Relaxed confidence --Youthful spirit --Spontaneity --Inspiring Natural Materials Handcrafted Unexpected details (i.e. plaid lining) Comfort Insole technology Technical expertise Visible and tactile Unique Style Reimagining the Power of the Brand Consistent POV New Marketing Materials Updated men's and women's shoe offerings --Modern fashion perspective --Relaxed classics --Playful style --Everyday active --Logo --Packaging --Color palette --Icons for clarity --Brand positioning --Advertising --Website --Social media --Dr. Scholl's Shoes --Dr. Scholl's Advanced Comfort Series Value Superior affordability at $30-70 Superior comfort technology Quality materials and craftsmanship Beyond expectations Longlasting Trusted, Known Brand Innovative HealthyComfort Heritage of delivery products that are good for you 97% awareness, 76% trust Technical expertise Communications --Research --In-store --PR --Grassroots --Advertising --Social Media --Philanthropy/ Community Nostalgia --Trusted honesty --Authentic and genuine --Simple pleasures --Optimism Creating a Brand People Love Product Designed to Meet Consumer Needs Active lifestyle needs Relaxed classics --Everyday athletic --Everyday essentials --Well-being --Relaxed --Playful --Outdoors --Lord & Taylor --Belk --Sears --Walmart --Zappos Where they shop Shared Mindset--Busy --Family --Trend- Awareness --Budget- conscious --Optimistic
  • 125. Shoes that take you! anywhere Connecting with! customers Showing up Where they! shop Shared mindset Busy ! family! Trend awareness! Family! Budget conscious! Optimistic Active lifestyle needs Everyday athletic! Everyday essential! Well being! Relaxed classes! Playful! Outdoors Talking with Social media In-store Traditional! advertising Listening to Research Insights Design from the inside out Innovation Schering Plough Trusted brand Materials Research and testing Ongoing Consumer insight Comfort Insole technology Technical expertise Producing understandable consumer benefits=just works Visible and tactile Unique style Unexpected details I.e. Inside of shoe plaid Handcrafted Materials Modern lifestyle brand Emotional connection Nostalgia Advertising Creating brand! consumers love Re-imagining power of brand One consistent POV Updated men's and women's! shoe offerings New marketing materials Logo! Packaging! Color Pallate! Icons for clarity Value $30-$70! Quality! Technology! Widely available! Trusted known brand 76% trust Heritage over 100 years Quality 97% awareness
  • 126. Naturalizer designs women’s “Go to Shoes” Delivers confidence & comfort We believe shoes are comfortable when they are a perfect fit Our styles are ageless Women can & want to wear them Designed for her life From Day to Night From work to play/from weekday to weekend You can find Naturalizer styles in over 60 countries, which undoubtedly means our style is fresh & crosses cultural lines We are reliable: she knows exactly what she is going to get when she purchases a pair of Naturalizer’s Naturalizer does not sacrifice style for comfort Designed from a Woman’s perspective, using details & materials she will love! Designed with the season’s trend-right looks Paradise Island Tribal Beat Mod Couture Traditional basket weave, macramé & stitching Multicultural/ethniInfluenced by safari styles Influenced by nature Intense tropical brights. Hot colors Lots of prints and patterns Mid to late 70’s retro influence Bold, uncluttered lines Modern, clean details They feel as good at the end of the day as they do at the beginning N5 Technology in all shoes Breathable Lining Lightweight material Flexible soles Balanced heel toe Extra cushioning Helps her do more of what she wants to do in the styles she loves to wear Well constructed, delivering timeless pieces Good valued shoes in a range of styles for every occasion in her life.
  • 127. ENHANCED FITNESS FOOTWEAR EXPERIENCE FOR ACTIVE CONSUMERS Shoes For Wide Variety of Activities Running, walking, hiking, toning, the gym (treadmill, elliptical, etc.) 20 nationally recognized brands Find the Right Shoe for What You Do Stores located in centers where active consumers shop Knowledgeable store associates Receive training in nearly all brands carried Part of local fitness community Provide authentic expertise on selecting footwear Treadmills in stores for wear testing before purchasing MindBodySoleShoes.com enables advance research Most styles range from $85-$120 Select styles slightly above and below for specific consumer needs A Place to Connect with Local Fitness Community Cater to customers seeking advice and motivation in addition to footwear Local Sole -- community touchstone for info to further fitness programs local running, walking and hiking clubs group fitness classes personal trainers Online Mind Body Sole community through Facebook Mind Body Sole Solemates customer referral program consumers can earn free shoes for referring friends Testing a Way to Meet Consumers' Fitness Footwear Needs with Dedicated Store Active and healthy lifestyles are priority for today's consumers One of the most critical pieces of equipment for any workout or physical activity at any level is the shoes Opening 5 stores is the right investment Enhance understanding of how people shop for fitness footwear Create key learnings applicable across healthy living platform company-wide Nike Reebok ASICS Skechers New Balance Avia Saucony adidas K-Swiss
  • 128. DOING THE RIGHT THING IN THE RIGHT WAY FOR EMPLOYEES FOR CONSUMERS/ CUSTOMERS FOR ST. LOUIS COMMUNITY FOR SHAREHOLDERS Connecting Employees Connecting Employees With Customers FOR COMPANY A "Footwear" Company vs. Retail/ Wholesale Division FOR MADISON Continue Major Charitable Commitments For 3 Years All Madison Employees Will Be Offered Jobs If People Choose To Move If People Choose To Stay In Madison •Directors And Above-full Relocation •All others-minimum Allowance = Severance + 10% And Guaranteed Job •Generous Severance •At Least 1.5 Weeks Per Year •4 Week Minimum For All •Outplacement Assistance •Job Fairs •Work With Madison Companies To Place People Strengthen Wholesale/ Retail Platform •Speed To Market •Foster Face-To- Face Collaboration Moving Smallest Population Is Least Disruptive To Employees Our St. Louis Heritage Less Disruptive To Business Which Lessens Impact On Vendors/ Suppliers/ Customers We Have Land In STL - Leased In Madison 130 Years In St. Louis Expect To Create 500- 700 Jobs In Next Several Years Growth Of FF Continues As Planned Less Disruption To Biz-i.e. Will Still Open All Planned Stores (100 In 2008) Will Still Open All Planned Stores (100 In 2008) For More Consumer Choices Opportunity For Career Growth Face-To-Face Interaction = Easier To Do Your Job Analogy-E-Mail vs. In Person Collaboration Fosters Collaboration Fosters Collaboration = Better Products/ Service Fulfill All Commitments - Even If Longer Than 3 Years Working With Government Partners For The Right Kind Of Community Growth Sun Prairie Distribution Center - Just Signed Lease Extension Jobs Start Coming Here By Mid-Summer Connected Footwear Marketing Company Increase Speed To Market Better Communications With People And Functions Throughout The Company •Continue Corporate Gift For 3 Years •March of Dimes National Partnership Continues Brown Shoe Company Move Message Map
  • 129. Employees Customers Tough Decision Community I (Deb) live here too Concern for Safety so will properly dispose of chemicals Continue charity commitments Work with Economic Lead Comm (FAEDC) Committed to brining industry back into community Will help with job placement Brought in leaders 2 Plants produce enough for customers Due to technology breaktrhoughs enhanced Health 3/10 eligible for retiree medical benefits 6 months active medical 1 year Cobra Other Monsanto Opportunities Out- placement Job Training Difficult time in our country and community Not closing because of employees Keep Vacation Facts 122 + 45 Avg. Tenure 12.2 Avg. Age 43.1 10th Largest Employer Generous Severance 6 - 15 months Safety A lot of people affected We wish it were different wish Understand impact on community/ employees Produce Roundup at good value Plant Facts 60 Acres/240 ac. total 1st OSHA VPP Star sight in NC 23 years old $1/2 million property tax $1 million payroll tax $11 million N.C. purchases WE CARE ABOUT Excellent safety performance 1st VPP Star Site in NC Committed to communicating to employees Committed to communication w/employees Prayers with families and military personnel
  • 130. Clarity™ SL Self-Ligating Appliance System helps your patients get a healthy/ beautiful smile Patient Consultation Advantages (Attractive option for patients) Accurate Bracket Positioning Reliable Bonding Detailed Finishing (helps you finish with confidence) Efficient Space Closure Enhanced Leveling and Alignment to help doctor effectively and creatively implement plan for patient Efficient, Consistent, Predictable Debonding Aesthetic Bracket -Translucent -No ligatures to stain Convenience of Self- Ligation -Opportunity to extend treatment intervals -Potential for faster treatment -Faster appointments with less chair time Hygiene and Comfort -Smooth, molded, radiused edges -Self-ligating=no ligatures to attract plaque -Clean, open slot, self- ligating bracket design Consultation Aids -Clarity SL Bracket Typodont -Clarity SL 15x Study Model -Clarity SL Enhancement Kit Delivers results you and patient want- beautiful/ healthy smile Important factor for efficient treatment- many docs agree of importance of precise positioning in self-ligating world Visual References for Bracket Positioning -True twin design -Open slot, self-ligating bracket with metal slot liner -Mesial and distal Nitinol self litigating clips can serve a long axis indicators -Available w/color changing APC™ PLUS adhesive Tactile References for Bracket Positioning -Tooth-specific base design -Compound contour base Bonding reliability can be just as critical to efficiency as self- ligating mechanics-can affect -patient satisfaction -chair time -# of appts. Clarity SL Bracket Bonding Base -tooth-specific base geometry designed for optimal tooth fit -Micro-crystalline, mechanical locking bonding surface -Compound contour base design -Smooth, molded features facilitate direct and indirect bonding techniques APC™ and APC™ PLUS Adhesive Coated Option -Precoated brackets reduce steps during bonding (example here) -Individualized packaging with bracket identification labels -APC PLUS color change adhesive option helps with flash cleanup Fully Passive Self- Ligating Bracket Design -Preprogrammed self-ligating clips to help better manage archwire forces -clean, familiar open slot, true twin design Rotation Control -Clip retaining rotation arms enhance rotation control -Bracket width designed for tooth-specific rotation control Tip Control -Quality controlled slot size for predictable tip expression -Bracket width designed for tooth- specific tip control Flexibility and Creativity -Selective clip engagement to optimize interbracket distance -Selective tie-wing ligation to augment control -Use auxiliaries to better manage forces -Functional vertical slot area Sliding Mechanics -Fully passive self- ligating system, even in large wires -Selectively ligate Clarity SL brackets to add friction as desired -Ball hook design for enhanced functionality Archwire Changes -Unique Nitinol self- ligating clips for one step archwire engagement -Optimized instrumentation for archwire changes Torque Expression -Quality controlled slot size for predictable torque expression -Torque-in-base design -Unique tie-wing design enhances bracket integrity -Fine-grain, stronger ceramic material enhances torque strength Familiar True Twin Flexibility -Only true twin, self-ligating bracket -Four tie-wing design with fully functional undercut areas Open slot self-ligating design -Functional vertical slot for auxiliaries Predictable Tooth Movement -Optimized In-Out values for tooth alignment -Quality archwire slot dimensions -Tooth-specific bracket designs -Pre-programmed brackets Makes removing brackets as easy as putting them on-good for doc and patient Reliable Debonding -Similar Clarity bracket-like bonding base-used reliably on 1 million+ worldwide -Debond Clarity SL brackets on or off archwire -Unique stress concentrator in base initiates predictable, mesial-distal squeeze debonding Unitek™ Self Ligating Debonding Instrument -Designed for optimal delivery of mesial-distal squeeze debond forces -versatile design=debondingon or off archwire -Can be used with both ClaritySL and Smartclip™ self-ligating brackets
  • 131. Clarity™ SL Self-Ligating Appliance System helps your patients get a healthy/ beautiful smile Patient Consultation Advantages (Attractive option for patients) Accurate Bracket Positioning Reliable Bonding Detailed Finishing (helps you finish with confidence) Efficient Space Closure Enhanced Leveling and Alignment to help doctor effectively and creatively implement plan for patient Efficient, Consistent, Predictable Debonding Aesthetic Bracket -Translucent -No ligatures to stain Convenience of Self- Ligation -Opportunity to extend treatment intervals -Potential for faster treatment -Faster appointments with less chair time Hygiene and Comfort -Smooth, molded, radiused edges -Self-ligating=no ligatures to attract plaque -Clean, open slot, self- ligating bracket design Consultation Aids -Clarity SL Bracket Typodont -Clarity SL 15x Study Model -Clarity SL Enhancement Kit Delivers results you and patient want- beautiful/ healthy smile Important factor for efficient treatment- many docs agree of importance of precise positioning in self-ligating world Visual References for Bracket Positioning -True twin design -Open slot, self-ligating bracket with metal slot liner -Mesial and distal Nitinol self litigating clips can serve a long axis indicators -Available w/color changing APC™ PLUS adhesive Tactile References for Bracket Positioning -Tooth-specific base design -Compound contour base Bonding reliability can be just as critical to efficiency as self- ligating mechanics-can affect -patient satisfaction -chair time -# of appts. Clarity SL Bracket Bonding Base -tooth-specific base geometry designed for optimal tooth fit -Micro-crystalline, mechanical locking bonding surface -Compound contour base design -Smooth, molded features facilitate direct and indirect bonding techniques APC™ and APC™ PLUS Adhesive Coated Option -Precoated brackets reduce steps during bonding (example here) -Individualized packaging with bracket identification labels -APC PLUS color change adhesive option helps with flash cleanup Fully Passive Self- Ligating Bracket Design -Preprogrammed self-ligating clips to help better manage archwire forces -clean, familiar open slot, true twin design Rotation Control -Clip retaining rotation arms enhance rotation control -Bracket width designed for tooth-specific rotation control Tip Control -Quality controlled slot size for predictable tip expression -Bracket width designed for tooth- specific tip control Flexibility and Creativity -Selective clip engagement to optimize interbracket distance -Selective tie-wing ligation to augment control -Use auxiliaries to better manage forces -Functional vertical slot area Sliding Mechanics -Fully passive self- ligating system, even in large wires -Selectively ligate Clarity SL brackets to add friction as desired -Ball hook design for enhanced functionality Archwire Changes -Unique Nitinol self- ligating clips for one step archwire engagement -Optimized instrumentation for archwire changes Torque Expression -Quality controlled slot size for predictable torque expression -Torque-in-base design -Unique tie-wing design enhances bracket integrity -Fine-grain, stronger ceramic material enhances torque strength Familiar True Twin Flexibility -Only true twin, self-ligating bracket -Four tie-wing design with fully functional undercut areas Open slot self-ligating design -Functional vertical slot for auxiliaries Predictable Tooth Movement -Optimized In-Out values for tooth alignment -Quality archwire slot dimensions -Tooth-specific bracket designs -Pre-programmed brackets Makes removing brackets as easy as putting them on-good for doc and patient Reliable Debonding -Similar Clarity bracket-like bonding base-used reliably on 1 million+ worldwide -Debond Clarity SL brackets on or off archwire -Unique stress concentrator in base initiates predictable, mesial-distal squeeze debonding Unitek™ Self Ligating Debonding Instrument -Designed for optimal delivery of mesial-distal squeeze debond forces -versatile design=debondingon or off archwire -Can be used with both ClaritySL and Smartclip™ self-ligating brackets
  • 132. MONTALVO ARTS CENTER ENRICHES LIVES SUPPORTING THE CREATIVE PROCESS Support Practicing Artists Lucas Artists Programs Artist Residency Facilities- Time & Space Sponsored Exhibitions Venice Biennale Commissioned Works •Herb Parker •Patrick Dougherty •Chris Drury •Joshua Bell- 2006 •Eroica Trio- 2004 Encourage The Exchange Of IdeasLucas Artists Programs •Artists talk •Colloquia •Artists In Residence •Symposiums Montalvo Book Club Interaction With Artists Sculpture On The Grounds Gallery Talks Open Studios Post-Concert ReceptionsLiterary Arts- Q&A/Receptions Provide Collaborative Opportunities Collaborations With The Community Corporate Collaborations Master Classes Saratoga Reads Roundtables, Symposiums, Etc. Collaborations Between Arts Programs Master Classes Missoula Children's Classes PASS Montalvo Gallery Young Artists In Residence MAINTAINING HISTORIC VILLA & GROUNDS Public ParkHiking Trails Ranger Led Hikes Open House Starry, Starry Night Lawns & Gardens Special Events Open House Starry, Starry Night Art On The Grounds Sculpture On the Grounds Program Montalvo Gallery Historic Villa Montalvo Weddings Corporate Rentals Special Events Historic Preservation Montalvo Service Group PRESENTING QUALITY ARTS PROGRAMS IN THE COMMUNITY Literary Arts Visual Arts Performing Arts Sculptures On the Grounds Montalvo Gallery Lucas Artists Programs Literary Tours Montalvo Book Club Literary Arts SeriesAuthor Talks Saratoga ReadsWriting Workshops Performing Arts Series For Students Education Camps Missoula Children's Theatre: Performing Arts Day Camp Summer Mid-Winter Performing Arts Series Fox Theatre Carriage House Theatre Great Performers Series Classical Music Series Family Theatre Series Special Engagements Oak Meadow Park Flint CenterCalifornia Theatre Summer Performing Arts Series Front LawnGarden Theatre Open House Post-Concert Receptions Docent Training & Member Tours Holiday Teas Sculpture On The Grounds Classical Music Commissioning Program
  • 133. ENRICHING LIVES THROUGH EDUCATION EXPOSURE TO THE ARTS INTERACTION WITH ARTISTS OPPORTUNITIES TO ENGAGE IN THE CREATIVE PROCESS K-12 SERVICES Art In The Barn Rhythm Makers Master Classes YAR Camp Open Studies Literary Writing Workshops Sculpture On The Grounds Artists Open House Post-Event Receptions MCT Camp Park Visitors Sculpture On The Grounds Architecture Gallery Events Early (K-12) Family Theatre Master Classes PASS Robert Greenberg Lecture Series Performing Arts Series Saratoga Reads Classical Music Series Open House SSN Summer Camps: YAR, MCT, SSN Scholarships Rhythm Makers Master Classes Art In The Barn Open House Young Writers' Competition Poetry Contest Library Arts Workshops AiYC Teacher Conference Teacher Advisory Board Master Classes Performing Arts Series For Students AiCY Teacher Conference Title 1 Schools Title 1 Schools Sculpture On The Grounds Artists Redwood City Writing Competition Young Writers' Competition MONTALVO SERVICE GROUP; VOLUNTEERS
  • 134. Enhance people's communication and entertainment experience with their mobile device Easy to Use Enable Productivity Well Being Comply with state laws Feel better able to focus road In Transit At home At Work When relaxing/ playing Absolute Best Sound Improving Customer Care Hands free Hands free hands free Hands free Technical partnerships enable ease of use -Voice control -Easy pairing Wireless -Noise Cancellation using patented technology -Echo reduction -Eliminates wind noise -Larger speaker size (then industry norm) -Q2 has "fuller sound" (i.e. hear lows in male voice) Wired -flat curve Third party testing across variety of mobile devices Wired -works with Apple controls -works with non-Apple too -isolates you from outside world (seals sound in ear and keeps noise out ) -comfortable for prolonged use (dues to lightweight conforming design) -customize fit -easy to switch from entertainment to calls Wireless -Stereo Bluetooth profile -no cord -customize fit -easy to switch from entertainment to calls -two devices connected at one time (i.e. listen to iPod when call comes in on phone-can talk too)
  • 135. LTE=Even Better Mobile Experience for AT&T Customers in (City here) Faster Speeds Cool new devices Faster Response times More efficient use of spectrum Faster than any other mobile technology •Stream •Upload •Download •Game Statistics-i.e download book in 8 seconds SmartphonesTablets •Galaxy •HTC •iPad •Levono •Pantech Meets customer demands LTE technology improves processing time Improves: •mobile gaming •video calling •telemedicine Downloads/ webpage loading start more quickly PC World says faster average download speeds than competitors Faster than many of us have through the wires in our homes Creates more space to carry data traffic and services and to deliver a better network experience AT&T Network 4G AND WiFi Customers can get 4G speeds outside of 4G LTE areas on our 4G HSPA+ network, unlike competitors 32,000 AT&T Wi-Fi Hot Spots at popular restaurants, hotels, bookstores and retailers Access to more than 402,000 hotspots globally through roaming agreements Most AT&T smartphone customers get access to entire national Wi- Fi network at no additional cost Wi-Fi usage doesn’t count against customers’ monthly wireless data plans. LTE Available in (put city here) Sample Message Map •Galaxy •HTC •iPhone •LTC •Blackberry
  • 136. CUSTOMER/ COMMUNITY SATISFACTION U.S. CELLULAR WORKS WITH COMMUNITIES TO BUILD TOWERS IN THE BEST POSSIBLE LOCATION Property Values Wireless Carriers Independent Studies - Real Estate Properties Maintain Their Value Tries To Build In Commercial Or Industrial Areas When Possible Real Estate Company Studies- Real Estate Properties Maintain Their Value Building A Wireless Tower Benefits Customers And The Community Aesthetics Only Option To Build At Proposed Location Co-Location Not Possible Tries To Build In Commercial Or Industrial Areas When Possible Quicker Emergency Response Time Enhances Call Quality Allows For Increased Call Volume WIRELESS TOWERS ARE SAFE FOR PEOPLE AND THE ENVIRONMENT Environment Must Comply With National Environment Policy Act Site Must Be Assessed If In "Sensitive" Area If"Sensitive" Must Receive FCC Permission To Build Tries To Build In Commercial Or Industrial Areas When Possible Safety In Midwest And North, Can Withstand Up To One Inch Of Ice In California, Meet Earthquake Safety Codes In South, Can Withstand Hurricane-Force Winds Of 100 M.P.H. Wireless Works When Landline Inoperable Reinforcements Include Grounding Systems, Equipment Shelters, Guy Wires Meet All American National Standards Institute Requirements Health Meet FCC Guidelines Subject To Periodic Inspection & Government Regulations Emit Less Than 100 Watts Per Channel; TV Tower Emits Up To 5 Million Watts Scientific Studies - Tower Energy Too Weak To Cause Health Issues U. S. CELLULAR MESSAGE MAP
  • 137. A Beautiful Experience Epicenter Pinot Noir and Chardonnay production in CA Great Quality Wine Family-owned Vineyards and Winery Vineyards -Green Valley AVA -Goldridge soil -Coastal fog -Sustainable Farming -8 acres Pinot Noir -2 acres Chardonnay Russian River Valley in Sonoma County Commitment to Customers Winery Direct Program Custom House Wine Program -Blending with Winemaker -Unique label Winery Tours and Tasting for Restaurants and Wholesalers -Barrel demonstrations -Vineyard education Philanthropy Great Value -$12-$15 (avg) Enjoyment -Balanced Wines -Wines for every occasion Rubin history of focusing on quality -TRoT -Te Tiempo -41 years beverage experience -Studied Viticulture & Enology at UC Davis Sonoma County -Pinot Noir -Chardonnay -Zinfandel -Pinot Meunier -Sparkling -Merlot -Cabernet Sauvignon We partner with family grape growers -22 Sonoma County Growers -Single Vineyard Designation (Hopkins & Boschetti) River Road Team Experienced -Vineyard Mgr. (27 yrs) -Sales Mgr. (beverages-12 years) -GM (12 yrs) Support from The Republic of Tea (21 year company) Region -Grape, geographic, climate diversity -Ability to grow wide variety of crops Our Way The Winery -Estate Wine Production -9,000 cases produced at RRV -40,000 cases total Continuing Education Stewardship -Environmental sustainability -Employee growth -Local wine culture Food For Thought -Non Profit Partner -$6,617.48(donated ytd) Winemakers Helping customers learn about River Road wine In-store help with short QR code videos from winemaker Details about wine on web including detailed videos from winemaker Symposiums In-Store Classes Winemaker dinners Joe Freeman Ed Morris Asst. Winemaker Flavors in wine (i.e. peach, cherry, etc) Oaked and Unoaked 16 years experience Awards (if any) Other stats here 11 years experience Awards (if any) Also makes barrels (Cooper) which helps ???? River Road Winery
  • 138. Enriching People's Lives Through Premium Teas Education and Innovation ------------------------- EDUCATION PREMIUM TEAS & HERBS MINISTERS Educational Tea Trips - Over 250 trips awarded Web site - Educational Tea Experience Content-Rich - More Than a "Sales" Site Minister of Origins - Dedicated to Internal and External Tea Education Tea Classes - In Stores (Embassy staff & Citizens) - Colleges - Culinary centers - Public Events Tea Literature - Books & Brochures - Info on Each Tin - Info in Stores/on Shelfs Tea Tastings - Videos - In Stores - Trade Shows - Public Events Quality Control - Established QC Team - Certified Organic Facility/QAI approved - Stringent Testing/ Inspection - Ministers Visit Countries of Origin Tested for Safely All Teas Safe Tea Tested: - At Garden - By Supplier - Before Packaging in US - By Independent/ Third Party US Laboratory - For every known (100's) FDA-Required Property Experienced Tea Buyers - Over 100 years of Combined Tea Buying Experience Educational Tea Trips - Over 250 Ministers and Ambassadors Awarded Trips to Countries of Origin Lifestyle Benefits - Paid Volunteerism (Make a Difference Days) - Profit Sharing - Scholarship Program - Child Care Credit Feng Shui Offices and facilities designed by a Feng Shui Expert INNOVATION Sipware - Complements Tea - Inspired by Sip by Sip Lifestyle - Steeping accessories - Sipping for a cause (Komen, R2R) Unique Products - Green Rooibos - Hibiscus Superflower - Be Well Red Teas - Doubles Collection - First USDA Organic Stir Fry Tea Oil - Eco Round Full Leaf Iced Tea Brew Bags -U . Matcha Variety - Over 250 teas and tea-inspired products - All Original, Unique Tea Varieties Firsts In Bottled Iced Tea - Calorie-free Bottled Iced Teas - Glass Bottled Iced Teas for Fine Restaurants & Hotels Firsts In Hot Tea -Green Rooibos - Hibiscus line - Rooibos to U.S. - Yerba Mate to U.S. - USDA Certified Organic - 100% White Tea to U.S. -Be Actives Packaging - Functional packaging - Changed industry - Round Tea Bag (no unnecessary strings, tags or staples) - Original Art - Information based - Countless Awards HEALTH & WELL BEING Wellness Teas - Superfruit - Be Well Red - Hibiscus Superflower -Green Rooibos -Be Actives Caffeine - Tea has Little to No Caffeine Decaf Teas - Natural, Costly CO2 Process/No Commercial Chemical Extraction Tea Reduces Stress - Tea Provides Lift - No Jitters GOOD WILL Member of Ethical Tea Partnership - Non-Commercial Alliance to Promote Ethical Sourcing of Tea Fair Trade Certified - Certified by TransFair USA Susan G. Komen for the Cure Sip for the Cure Teas - Donated over $1 Million - Minimum of $100,00 per year - $1 Contribution Sunny Hills Services - Strawberry Cherry - $1 Contribution Prostate Cancer Foundation - Blueberry Green Superfruit Tea $1 Contribution Green Business Practices - 100% Recyclable Steele Tins - Glass Bottles - Packing material - Tea paper for packing Organics - First USDA Certified Teas in U.S. Certifications - USDA Organic (select teas) - Gluten Free by GFCO - Kosher by The Orthodox Union -Rainforest Alliance OUR WAY Private - Family Owned and Operated Sparked Specialty Tea Revolution in U.S. 1992 No Answering Machines during Work Hours - Minister of First Impressions Answers Citizen Service Ministers - Over 50 Years of Combined Experience Shipping - Same-Day Shipping SERVICE All Teas Considered Healthful - Most teas have 0 Calories; few 1-3 per cup - Tea is Considered High in Antioxidants Industry Leader Founded 1992 -Currently Celebrating 20th Anniversary Leading Purveyor - Only Specialty Retailers - No Mass- Market Retailers like Walmart Debt Free Tea Mind - The Perfection, the harmony, the natural serenity and the true aesthetic in every moment and in every natural thing - Alert, yet Calm Personal Tea Ceremony - People Define it for Themselves Variety - Over 200 teas and tea-inspired products - All Original, Unique Tea Varieties Room to Read - Little Citizens' Herb Teas - $1 Contribution Healthy Minister - Daily Walking - Pedometers - Nutritionist - Athletic Shoes - Health Screening - Fitness Credit - Healthy Snacks - Monthly Meetings Eco-Friendly Full Leaf Round Tea Bag - Made of renewable resources - All-natural bamboo - 100% biodegradable material - Sewn with all-natural bamboo string - A bi-product of corn - Biodegrade naturally and are 100 percent compostable. October 2012 The Citizens' Tea Library - All tea-related questions answered by tea experts Social Media - All questions answered via Twitter, The Tea Blog and Facebook - Channel on YouTube -Mobile-optimized Website Social Media - The Tea Blog - YouTube Channel - Twitter - Facebook Green Rooibos - Steamed at below 115 degrees F - Can be a raw food Premium - Quality teas and herbs - Hand harvested - Two leaves & a bud - Only available in specialty markets - Air-tight, light- resistant packaging - Fresh - Highest standards Rainforest Alliance Certified - Assurance products are grown and harvested using environmentally & socially responsible practices Sponsors for Educational Opportunity (SEO) - Academic college preparation for low- income public high school students -$5k per year for 4 yrs Knowledge - Personalized Information & Assistance 24 Hour Availability - All calls are answered 24 hours/7 days a week
  • 139. Public & EmployeePublic & Employee Health & SafetyHealth & Safety OutstandingOutstanding EmployeesEmployees EmergencyEmergency PreparednessPreparedness OutsideOutside AssistanceAssistance RobustRobust Plant DesignPlant Design 1. Reactor Containment Building 2. Proven Standardized Design 3. Redundant Rx Cooling Systems 4. Reactor Protection System 5. High Integrity Fuel Design 6. Capability to Cool Rx w/o Pumps 1. County Emerg. Organizations (Callaway, Montgomery,Osage and Gasconade) 2. 4 Reception and Care Centers 3. SEMA, MDOH, Nat. Guard 4. FEMA, DOE, NRC 5. Other Nuclear Utility Support 1. 60 NRC-Licensed Reactor Operators (RO & SRO) 2. Simulator-Based Operator Training (6 weeks/year) 3. 50 Qualified Radiation Protection Technicians 4. 114 Degreed Engineers with approx. 1800 years of Engineering experience (42 are PEs) 5. Highly Trained Armed Security Force 24 hours/day 1. Detailed NRC-Approved Emergency Plan 2. Proficient Trained ERO (500 personnel) 3. Conduct Over 50 Drills Each Year 4. Up-to-date Emergency Facilities and Equipment 5. Coordinate with County, State and Federal Gov’t 1/2000AmerenUE Callaway Plant
  • 140. ENERGIZER MAKES LIFE EASIER CONVENIENT Range Of Charging Systems For Those On The Go, To "Battery Manager" Moms Duo Charger Can Get AAs In As Little as 15 Minutes Compact & Portable Family Charger Charges A Variety Of Batteries At One Time Compact Charger For Those On The Move Easily Stores In A Drawer Or A Suitcase 15 Minute Charger Dock & Go - Allows Two Sets Of Batteries To Be Charged In The Car Easy Charger Easy To Use On/Off Switch Large Status Indicator Lights Reliable Charge Detention Versatile Ready To Use In Almost Every Device In Your Home Easy To UseCan Be Used In A Variety Of Devices Digital Cameras More Than 50% Of Rechargeable Consumers Use In Cameras CD players MP3 Players 2-Way Radios Portable Games Remote Control Cars Infant Toys Toys Photo Flash Many offer Charging Indicator/Status Lights Just Plug Into The Power Source Can Be Charged 100s Of Times Holds A Charge: More Than 325 Pics/Charge Vs. Alkaline Many Can Be Easily Stored CAN BE AN ECONOMICAL ALTERNATIVE For Those Replacing Batteries Every Week HH Typically Have 27 Devices That Take Batteries Saves Time Batteries Are Organized And Handy Can Save MoneyCan Be Charged 100s Of Times Recyclable Always At Fingertips PIECE OF MIND Always Have A Set Of Charged Batteries On Hand Power OutagesEmergencies Versatile Powerful Can Be Charged 100s Of Times All Battery Sizes Not Recommended For Remote Controls & Safety Devices AA: 2450 mAh325 Pics/ Charge AAA: 900 mAh 6.5 Hours of Playing Time w/ MP3 RIGHT RECHARGEABLE SYSTEM FOR CONSUMERS Heavy Battery Users Avg. 27 Devices In HH 25% Have More Than 1 Charger 30% charge Batteries More Than 1/Week Millenials High Rechargeable Users Change Batteries 1/Week Use For CD Players, MP3s & DSCs??? High Tech Gadget Gurus Large No. Of Battery Devices Wants Batteries That Are Ready When They Need Them Need Ample Supply Compact, High Tech Battery Manager Moms Heavy Battery User Wants Devices That Are Easy To Use Need Ample Supply Busy Different Sizes Charges 4 AAs Fast USB/Wall Outlet ENERGIZER RECHARGEABLE SYSTEMS
  • 141. 1 We innovate to help customers and our company succeed CEO Message Map 8-4-09 draft 5 OUR RESULTS ARE IMPROVING ... in terms of revenue, profit margins and cash. -- Revenue grew 7% sequentially, our first sequential revenue growth in a year and a half. We expect our third quarter revenue to range from flat to up by a mid-single digit percentage. -- More than half of revenue came from growth products, for the first time. We had our highest optical networking revenue in a year, and record data revenue. -- 40% of revenue came from outside the U.S., the highest in five years. We want to grow international revenue to half of our overall revenue. -- We had our strongest orders in more than a year. -- Gross profit margins grew to about 44%, up from 35% a year ago. Next quarter, we expect about 40%, plus or minus one or two points, followed by higher margins in the fourth quarter. -- Operating expenses are down (to an annual run rate of about $520 million). -- Our non-GAAP operating margin was the highest in almost 3 years (at 10.5%). -- We deliverednon-GAAP EPS of 8 cents, double the 4 cents in the year-ago quarter. -- We're generating cash from operations and adding to our balance sheet. We hold more than $1.2 billion in cash, cash equivalents and marketable securities and no debt. -- We're investing about 17% of revenue in R&D. And 80% of our R&D is invested in growth products. We're encouraged by the underlying business trends, as the business appears to be stabilizing. But it's too early to predict a recovery. 4 OUR STRATEGY IS TO INNOVATE... with a focus on: 1. growth products (such as data and optical) in markets that are growing faster than customers' overall capital spending 2. growth markets (such as Brazil, Russia, China and India, where we are adding sales resources) 3. execution. 2 WE SEE HEALTHY DEMAND FOR TELECOM SERVICES ... and our innovations help service provider customers keep up with demand. -- People around the world want more mobile and broadband services. -- So service providers need to add bandwidth and to address the profit squeeze caused by flat pricing and increasing usage. They're moving to new 3G and 4G technology. -- Mobile will go beyond phone calls to mobile Internet, mobile video and mobile commerce. -- We have not seen much mobile commerce yet in the U.S. We see a lot more in Japan and Scandinavia, where you can pay for routine purchases. In Japan, you can even start a car with a phone. Mobile commerce requires additional equipment to ensure security and enable applications. -- Looking into the future, UCLA has a "cell phone" that scans blood-cell samples and sends the results to a laboratory. -- Broadband access is expanding, with U.S. stimulus for underserved and unserved areas. -- So service providers will need to add fiber access and optical transport equipment. -- Businesses want Ethernet and high-capacity services. 3 WE HELP CUSTOMERS SUCCEED... by raising revenues, cutting expenses and improving the user experience. -- We serve 41 of the top 50 global telecom service providers, for example: AT&T, Verizon, BT, Ericsson, NTT, Telecom Italia and Vodafone. -- We serve customers in more than 90 countries. -- New customers are choosing Tellabs mobile and optical solutions, as well as professional services. -- Telecom Argentina recently choseTellabs for mobile. -- General Dynamics chose Tellabs optical solution to modernize communications on a U.S. Army base (White Sands Missile Range/Ft. Bliss). -- We're making headway in cable TV.
  • 142. Tellabs Government Systems helps you succeed in your mission through innovations Tellabs specializes in optical networking and enterprise GPON solutions that meet your needs to lower costs, increase bandwidth, and reduce power and space requirements -- Tellabs Optical Networking Solution : Tellabs dynamic optical networks deliver both optical and packet services, bandwidth on demand, network diagnostics and full remote management capabilities. * As users need more bandwidth, networks need to deliver bandwidth with high availability, high reliability and robust bandwidth management to reprovision bandwidth in real time. * Packet optical transport for data network efficiencies, reduce overall network expenses by up to 65% through network convergence. By reducing the number of network elements, it significantly reduces power consumption, support, maintenance and space. * Low DWDM start-up costs for migration away from add/drop muliplexers ADMs ). * Future-proof dynamic optical network for extended life cycles: 40G, 100G, control plane. * JITC certified Tellabs 7100 OTS for DWDM; under way in JITC certification areDSN voice, integrated Ethernet and 40G capabilities. * JITC certification of Tellabs 7100 Nano is under way. -- Tellabs Optical LAN Application (formerly known as Enterprise GPON): Tellabs fiber access provides the highest availability, capacity and security for the delivery of voice,IP video and data. * Compared with traditional Ethernet, enterprise GPON uses up to 90% less space and costs 35% to 50% less. * Simplified phased migration path from traditional TDM voice to VoIP. * Green benefits: consumes up to 85% less power than traditional Ethernet. * Tellabs continues to invest in R&D to deliver new capabilities, for example, custom features such as information assurance and security enhancements for the federal government. * Tellabs is the first GPON solution to go into JITC certification. Testing of Tellabs 1134/1150 system under way now. * Tellabs 1134/1150 systems are in more than 75 networks in 8 countries today; and we have shipped more than 10,000 (update) GPON ONTs. Tellabs has the proven telecom experience to deliver ultra-reliable telecommunications -- Tellabs solutions in use with multiple government agencies includingDoD -- For example, General Dynamics chose Tellabs 7100 system for Army base modernization at White Sands Missile Range/Fort Bliss Range Complex, the largest U.S. military installation. -- For more than 30 years, service providers have trusted Tellabs network equipment to meet ' mission-critical needs, including government -- Tellabs equipment handles most Internet sessions and phone calls in the U.S. -- Full suite of services to help plan, build and operate the right network solution -- Equipment deployed in more than 300 networks Tellabs Government Systems is a solid partner, focused on the government and system integrators that serve government agencies -- We've committed millions of dollars to serving needs of government -- Critical services such as financial markets and air-traffic control depend on Tellabs equipment -- Tellabs optical transport and access products are our focus; we have JITC certification on Tellabs 7100 transport. -- Dedicated Government Systems team, backed up by 1,300 R&D people -- Established relationships with major federal system integrators such as General Dynamics -- Trusted partner with staying power, no debt and more than $1.2 billion in cash, cash equivalents and marketable securities Tellabs Government Systems 8-24-09 The federal government's communication needs have changed -- A FedSources white paper found that the federal government's needs and bandwidth requirements now resemble those of telecom service providers rather than large enterprises. -- Users' bandwidth needs are swelling as IT spending remains flat. -- Agencies can meet these needs with carrier-class service, characterized by: -- 99.999% (five nines) availability (less than 5 minutes of downtime per year); the Tellabs 7100 can deliver service availability of six nines (about 30 seconds of downtime per year) -- The highest possible quality of service -- Future-proofed networks with longer life cycles -- Dynamic traffic prioritization -- Application interoperability -- Energy savings.. Glossary IMOD = infrastructure modernization program I3MP = installation, information infrastructure modernization program
  • 143. IMPROVE CUSTOMERS' BUSINESS PERFORMANCE STRONG COMPANY CRITICAL BUSINESS FUNCTIONS POSITIVE RESULTS FOR CUSTOMERS TECHNOLOGY Identify, Track, And Manage Assets, Transactions And People Through SoftwareThrough Hardware Through RFID Through Barcoding People/Materials In Right Place At Right Time Productivity Cost Savings Variety Of Organizations Benefit Including •Manufacturing •Government •Retail •Transportation •Healthcare •Law Enforcement Zebra's Customers Include 90% Of The Fortune 500, Including • All Of The Top 10 Retailers Worldwide • All Of The Top 10 Manufacturers Worldwide • All Of The Top 10 Parcel Logistics Companies Worldwide •More Than 50% Of WalMart's Top 337 Suppliers Covered By Their RFID Mandate •75% Of The container Ports In Long Beach, Whose Facilities Are Covered By Our Real Time Locator Systems. Pharmacy-i.e. Walgreens 40% Reduction In Label Print Costs Logistics-i.e. TNT Saves 30 Minutes Per Person Per Day Retail-i.e. Tesco >25% Reduction In Time Needed To Label Products Manage Printers And RFD Devices R&D Recurring Revenue Security i.e. In Healthcare, Wristband Accuracy Saves Lives Supply Contracts •Eliminates Paperwork •Reduces Errors •Cuts Days From Billing Cycle Profitability (1 Retailer Says They Increased Profits 1%) SOLUTIONS 1. Zebra Printers Integrated Into Self-Service Devices Such As Gift Registries And Electronic Catalogs Offer A More Effective Operation For Customer Convenience And Increased Sales 2. Zebra Mobile Labeling Solutions Price More Than 200,000 Items Every Minute. Retailers Have Adopted Them Because They: •Decrease The Time It Takes To Re-Label The Store By More Than 25%, • Decrease Label Costs, •Increase Price Accuracy •Ensure That All Items Or Shelves Are Properly Tagged. 3. An Onsite Zebra Card Printer Increases The Value Of Gift Cards And Customer Loyalty Cards Through Personalization. 4. Zebra Has Delivered Over 10,000 Print Solutions To Retail Pharmacies In The US To Reduce Consumable Costs And Support Workflow Enhancements That Reduce Error And Increase The Number Of Prescriptions That Can Be Filled Every Day.RFID Solutions Specifics Here ZEBRA TECHNOLOGIES MESSAGE MAP
  • 144. EXCEPTIONAL VISITOR EXPERIENCE HIGHEST STANDARD OF ANIMAL CARE Highly Qualified Professional Personnel Expert Veterinary Care Sea Turtle Hospital Cares For Endangered Species Quality Nutrition Program World Class State-Of-The- Art Facility LEARNING FUNInteractive Families Get To Spend Quality Time Together Connects The Public With Wildlife and Wild Places Engages Diverse Audiences Innovative EducationCOMMUNITY Memorable Engaging Creates Sustainable Community And State Collaborates With Other Institutions To Increase Its Capacity And Serve Its Mission Provides World Class Animal Care Conserves Endangered And Threatened Species SOUTH CAROLINA AQUARIUM MESSAGE MAP
  • 145. TACOMA PUBLIC UTILITIES PROVIDES SERVICES THAT ARE VITAL TO OUR QUALITY OF LIFE PEOPLE FOCUSED RELIABLE VALUE SOCIALLY RESPONSIBLE VITAL SERVICES Billing Communities Employees Total Quality CustomersCommunicationExternal Internal Low-Income Assist Payment Options Complaint Resolution Big Employer Regional Influence Multiple Cities/ Counties •90,000 Homes- Water •180,000 Homes Power •3 Counties- Rail Urban Renewal Partner Economic Dev. Driver Recreation Vast Experience Skilled Caring Flexible New Services Builders Transport Stable, Competitive Rates Avg. To Below Avg. Rates Cost-ConsciousCost-Of-Service Based Price Signaling Education & Outreach Conservation Energy Water Fuel EnvironmentFish & Wildlife Air Quality Water Quality Soil Protection Community Support United Way Sponsorships Community Connection Power Water Rail Click! Operating Plans Finances •Long-Range Planning •Conservative Planning •Bond Ratings •Balance Sheets •Surplus Power Sales •Long-Term Stability Long-Term Planning Fire Supp. •Fire Hydrants •Weed Control Near Tracks Public Health Clean Water Safety Emerg. Response •Agency Coordination •Rail Response Protocol •Drills •H2O Response •OMS Employees •PPE •Training Security •Card-Controlled Access •On-Site Guards •NERC/WECC Compliance Governance •Utility Board •Regulation •Management Team •Succession Planning Maintenance Assets Power Water Rail •Dams •Poles & Wires •Telecom Networks •Treatment Plant •Green River Watershed •Wells •Pipes •Reservoirs •Right-Of-Way •Track •Locomotives Redundancy Delivery Supply •Poles & Wires •Tracks •Pipes •Excess Power •2nd Supply •Wells •Rail Detour Routes TACOMA PUBLIC UTILITIES MESSAGE MAP
  • 146. XYZ Construction meets clients' needs Quality Workmanship Topnotch service Skilled employees Experience XYZ Employees Subcontractor employees Proof of Performance On time On or under budget Safety focus No OSHAA reportables in 2 years Intense training Weekly meetings Monthly drills Continuing off-site education $15 million under budget on Walmart warehouse Average experience is 17 years Must be certified Guaranteed in writing
  • 147. SAVE-A-LOT A SMART CHOICE FOR YOUR GROCERY SHOPPING EXPERIENCE GREAT FOOD. EVERYTHING YOU NEED TO FEED YOUR FAMILY GREAT PEOPLE GROWTH OPPORTUNITIES GREAT PRICES STRONG CORPORATE AND COMMUNITY CITIZENSHIP Dairy, USDA- Inspected Meats, Farm Fresh Fruits And Vegetables Carefully Selected Assortment Of High Quality Food And Household Needs Exclusive And National Brands Deliver Great Quality At Lower Prices Being Well Baby Selection Full Line Baby Food, Diapers, Supplies Best Choices For Your Baby 15 Distribution Centers Located Across The US Enables SAL To Provide The Freshest Products Great Savings Compared To Conventional Grocery Stores $5 Meal Solutions to Feed Family Of Four Customers Live Richer, Fuller Lives Saving Time/Money Welfare To Work Programs: Hired 4000+ Since 2001 Key Giving Areas: Education, Environment, Health Comprehensive Sustainability Initiatives Merchandise With Renewable Materials Recycle And Encourage Use OF Reusable Bags Preserve Resources Of Existing Buildings Stores Within Walking Distance OF Customers Stocking Fewer Sizes Saves Shipping Expansion Of Network Of Licensed And Corporate Stores Good Jobs In The Neighborhood Diversity, Teamwork, Continuous Performance Helpful And Respectful Staff Clean, Well- Stocked Stores Full, Fresh, Friendly Stores Full, Fresh, Friendly Stores Price+Quality=Value Discover The Savings Buy More...Save-A-Lot Try More...Save-A-Lot United Way, Green Team, Food Banks And Other National Programs Green Team SAVE-A-LOT MESSAGE MAP
  • 148. Save-A- Lot cares about the nutritional needs of its shoppers Through access to, healthy food Opening stores in underserved communities (Food Deserts) Through nutritional education to help shoppers make healthier choices On-packaging labeling On-shelf messaging Consumer outreach-- Wellness Fairs/SWAP events Web based tips Allows shoppers to trade out fast foods for healthy options Through affordable healthy nutrition 20-40% savings compared to conventional grocery stores Price parity on healthier options Partnership with ADA Through nutritious offerings Better choices for addressing specific disease states-- diabetes, heart disease, obesity Fresh Produce, dairy and USDA inspected meat SWAP suggestions
  • 149. COMPLETE CUSTOMER SATISFACTION WINE HONORS SPECIAL EVENTS FOOD SERVICE Knowledgeable Staff Wine Garden Wine Programs Extensive List Of Over 55 Wines Training Bottle Buy Program Wine Tasting Wine Facts Sheet Buy A Bottle Cork Contest Wine Gardens Wine Voting Contest Tasting Cards Wine Tasting Wednesdays Contest Atmosphere Wine Garden Wines 1/2 Wine By The Glass Wine Flights 16 Varietals Daily Specials Updated And Fresh Menus Unique Menu "Revitalized American Classics" Traditional Food (Sunday Family Meal Style) Innovative Food Appetizers: Veal Cheeks Dessert: Tahitain Vanilla Creme Brulee Sides: Fresh Vegetable Napoleon Salads:Field Greens And Ceasar Entree: Pot Roast And Salmon Sides: Green Beans And Mashed Potatoes Value Added With 2 Sides Included Same- Day Fresh Ingredients Chef's Personal Choice Keep Pace With Trends Quarterly Menu Updates Innovative Dishes w/ Traditional Flair Staff Management Training Daily Wine Testing On-Going Training Menu & Procedures Testing Monthly Hospitality Meetings Detail Oriented Host Check w/ Reservation For Birthdays/ Anniversaries. We Buy Champaign & Desserts Checking That Guests Only Have What They Need On Their Table: No Clutter Exact Opening, Running & Closing Side Work 100% Customer Focused Create Fun, New Concepts For Big Sky Wine DinnersBeer School At Schlafly Bottleworks Catering Offsite/ Onsite Any Event/Any Amount Of Guests Wine Spectator 2003 Award Of Excellence The Wine Bar Of Webster America's Top Tables By Zagat Award Winning Mashed Potatoes BIG SKY CAFE
  • 150. Remember: ! Home Base is the KEY ! Positive Points make Home Base unique toYOU ! Message Maps give you consistency and control ! Answers the What and Why questions !
  • 151. ©"AIPMM"2014" www.aipmm.com" Moderator:))) Hector)Del)Cas0llo,)CPM,)CPMM )@hmdelcas0llo) ) ) ) Q"&"A" ) ) ) Presenter:))" ) " Tripp)Frohlichstein,) Principal,)MediaMasters)Inc.) tripp@mediamasterstraining.com) 314A822A8889
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