DEFENDER Direct’s Annual Christmas Sales Auction!

© 2009 by DEFENDER Direct, Inc. 2

• Each year, DEFENDER Direct invites the top 20% of our sales force to participate in our annual Christmas Auction.

• The contest period to enter the auction spans for 4 weeks – typically the entire month of November.

• Performance based competition infused with a lottery experience.

Annual Christmas Sales Auction

© 2009 by DEFENDER Direct, Inc.

Annual Christmas Sales Auction

• Contest Criteria: – Be in the top 20% of either Security sales team or

Satellite sales team. – Even though 1 line of business generates more

revenue, the qualifying agents are blended based on their contribution (highest close rate) to DEFENDER Direct.

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© 2009 by DEFENDER Direct, Inc.

Annual Christmas Sales Auction

• How it works: – Invite qualifying agents to the Auction. The auction will take place in a

restaurant. – Each qualifying agent receives a ranking based on their contribution to the

business. The lower the number they receive, the higher bidding power they have.

– When agents arrive at the Auction venue, they will be able to browse a table full of gift items and $50 gift cards. Each item is assigned a secret number.

– The auctioneer will start the first item. The agents bid on a number, not knowing which prize it belongs to.

– The bidding agent who has the highest rank will win the prize. – The prize is revealed to the bidding agent after bidding is complete. – Every agent walks away with a prize and is able to enjoy a nice dinner out with

their peers and management team.

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© 2009 by DEFENDER Direct, Inc.

Annual Christmas Sales Auction

• What it means to DEFENDER: • BENEFITS:

– Improvement in both Close Rate and Abandon rate during 6 weeks of contest and 8 weeks prior.

– Even though only the top 20% of company is involved in the actual auction, results are seen in movement of total company metrics as well.

– This creates a great hedge moving into the holiday season where performance often drops.

• REVENUE:– An estimated $115,000 in revenue as a result of the extra calls and

slightly increased close rate.

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© 2009 by DEFENDER Direct, Inc.

Annual Christmas Sales Auction

• Prize list– Samsung 46 inch LCD TV– Amazon Kindle with gift card– Golf clubs– Customized corn hole set – Apple iPad – Coach purse – $50 American Express Gift Cards – Much more!

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© 2009 by DEFENDER Direct, Inc. 7

Live Demo!

Auction in Action!

© 2009 by DEFENDER Direct, Inc. 8

DEFENDER Sales Agents

Our Employees

© 2009 by DEFENDER Direct, Inc. 9

Winners!

© 2009 by DEFENDER Direct, Inc. 10

Winners!

© 2009 by DEFENDER Direct, Inc. 11

© 2009 by DEFENDER Direct, Inc. 12

Winners!

© 2009 by DEFENDER Direct, Inc. 13

Winners!