Global 2009 Wedge Strategye Learning

GLOBAL WEDGE STRATEGY 2009 Human Sport, Max Rack, eSpinner Tom Dievart, International Market Manager March 2009

1-2 days VIP Event

Goal: bring to a single location (preferably a luxury Hotel) KA or VIP customers to introduce them to our wedge products: HS, MR & eSpinner

What: US HQs providing detailed presentation on all 3 products, on site presenter, sales support & Master Trainer for hands on training. MD to provide a set of HS/MR/eSpinner at preferred pricing

How: distributors to go through their DB qualifying potential customers, sending VIP invites to “Star Trac Breakthrough products showcase”. Intensive pre-work by sales force (mailings are not sufficient!). Very good presenter & Master trainer. US HQs to provide invite in PDF. Distributors to print locally

1-2 days VIP Event format

US HQs supplying collateral to distributor to be translated 30-45 days prior to the event

Distributors to print localized collateral and have it available to all prospects during the event

Distributors to get PT “certified” by our Master trainer on HS

Possible certification of “buying” clients during the same event

1-2 Days VIP event available marcom (in local language)

DISTRIBUTOR MATERIALS (for use in support of event and ongoing after event)

Invitation HTML (PDF for print if required)

“ How to sell” the wedge products and how to position them (for distributors)

Videos available shortly after on our eLearning site for distributors

HS Specialist Training Program (for sales) improving a trainers ability to work with HumanSport

Goodies: bottle, towels, eSpinner t-Shirt given away to prospects and distributor staff on location, memory stick with ST full range of brochures

CUSTOMER MATERIALS

Brochures (HS, MR, eSpinner)

HS Customer binder (German version)

HTML for Clubs to send to their members

Flyers for end user (what is this, for end user)

Video CDs for customer (HS/MR) potentially for eSpinner (have videos, need to compile and organize + create cover case)

In club Posters

In club banners “coming soon” to be positioned in club right after purchase order is received at HQs

In club large poster of HS logo, eSpinner extra large Ad on the wall

Marketing & Education Materials HS Promotion Promotional activities HumanSport package

Invitation and Agenda Presentation Promotional activities HumanSport package

Banner

Member Flyer for the Welcome Desk Promotional activities eSpinner package

HTML sent to Spinning® instructors Promotional activities eSpinner package

„ It is the best material I‘ve ever seen. Awesome!! “ Mikko Mustala/ CMS Gym - Finland „ The HumanSport program gives us a strong competitive advantage.“ Hans-Peter Geist/ FitnessLife - Germany „ Our members love these machines. I should have bought 2 sets “ Frank Böhme/ Just Fit - Germany „ Clients are flocking to us because HumanSport helps them to achieve their personal training goals. “ Matt Hook/Ealing Personal Training - England Promotional activities eSpinner package

Logistics of event

Event must be approved by Intl Market manager, VP Marketing & MD according to a minimum KA and VIP customers to be present (target distributors established based on ability to leverage event)

Detailed VIP Event form to be filled by distributor including name of KA, or facility, name of person to participate, title, decision power, number of clubs in the chain, status of discussion with distributor, schedule of purchase (6months, 1 year…), opportunity for each customer in current year and next 3 years. (form to be distributed by Marketing)

Confirmation of event, location, participants, units on site, must be received no later than 3 week prior to the event to allow time to book or change tickets for US staff

We strongly suggest organization the events in a VIP hotel with 1-2 large rooms, enough to accommodate one full HS circuit, and another room with a MR and an eSpinner

Cancellation from our distributor the week prior to the event will result in travel expenses being charge to distributor’s marketing account

Demo units HS, MR, eSpinner shall be ordered 45 days prior event (if not earlier due to specific custom process in pertaining country).

Units to remain property of distributor in order to create a showcase in his territory.

If units to be left at customer site, a written agreement that customer will allow distributors and US ST executives to bring potential customers to their facility, using it as a “showcase”, must be signed.

Suggested Scheduling