Final Sales Presentation

Stein Johnson, Dalton Crum, Hannah Erickson

12/8/15

P.O. 1292

Our Product: Lily the Flying Camera

Who we are:

Our product is currently only available for pre-order, so we will be selling to both the first

adopter individuals and organizations, as we seek to get our product in retail stores.

Features:______________________Attributes:_______________________Benefit:____

1080 HD Video First Class Video Capabilities Pristinely Capture Memories

Waterproof Durable Goes anywhere you can go

Max. Speed 25 mph Can Keep up with any activity Successfully captures all

your thrill seeking activities

SELL Sequence for each FAB.

1. This flying camera has 1080 HD videoing (Feature), which affords people the first-class

video capabilities (Advantage). The real benefit though to the consumer is that they will

be able to capture and relive their memories in crystal clear video (Benefit). Which is

what it is all about anyway, right (Trial Close)?

2. The Lily is completely waterproof (Feature), which means it is one of the most durable

cameras on the market (Advantage). The real benefit to the consumer is that this camera

can go anywhere and do anything you can, so it will not inhibit your lifestyle (Benefit).

And that is what the consumer is really interested in, right (Trial close)?

3. The Lily camera drone has a max speed of 25 mph (Feature), which means that it can

keep up with any thrill seeking activity (Advantage). The real benefit being to the thrill

seeking consumers that it can keep up and capture their lifestyle choices (Benefit). And

that is what you are really looking for anyway, right (Trial Close)?

Pricing:

In order to expand our market and built our brand, we will only be selling to resellers for now.

So based on this information, here is our pricing model and structure.

Sell them in bundles of 100, 500, and 1000 units, 2.8 lbs per unit, 280 lbs. per bundle

List Price will be set at $750 because we are selling a very unique product that rivals that of

GoPro and other action cameras in the market.

Shipping Costs: We work out a deal with UPS small business for a rate on bundles of 100 units

for $175

Discounts:

● If people purchase up front with full payment, then they will receive a 5% discount

● Consumer there will be no discount at the beginning but once our product has been

established into the market then we will consider discounting the price for consumers.

● Quantity we will offer bundles of 100, 500, 1000 units. The more units they buy the

bigger the discount we will give them, ranging from %5-%10 discount.

● Financing

○ Payment plans will be offered to resellers such as Best Buy, Brookstone, and

other high-end electronic stores.

Markup: We will allow a 25% Markup from the 750 that we sold them, which allows them to

sell our product for $940. With this mark up the resellers will be able to create a reasonable

profit for each unit.

Profit: this would give the resellers a profit of $140 per unit, which is a high profit for each unit.

If we are selling to a company that wants to equip 100 of their stores with our products

we would consider selling them 100 units per store. This would allow us to get our product into

the market and allow us to test it in the market. Overall we believe that these pricing figures will

be both beneficial for our company and the other companies we are selling to in an effective and

profitable way.

Marketing Mix:

Product: The Lily Camera: The Flying Future of Photography

Price: $750 with mark-ups and discounts allowed. (See Section Above for more information)

Place: Technology Retailers ex. Best Buy. & Online ex. Amazon.

Promotion: Ribbon cutting ceremony at the store and exclusive selling rights for one full year to

build our brand and the market for the camera.

Sales Presentation:

Presentation method: Customized Method (To a Reseller's Board e.g. Best Buy)

Approach technique: Demonstration (Through Video)

Seller: (We will show our video demonstration of the product right out of the gate then begin)

Hello! I’m Dalton Crum and we are lilly camera and today we are here to show you the future of

photography and offer you the chance to be on the cutting edge of technology and innovation. I

hope that video got you interested, because it only gets better.

Buyer: This looks great! Can you tell me more about the product?

Imagery responses:

Seller:

This flying camera has 1080 HD videoing (Feature), which gives you first-class video

capabilities (Advantage). The real benefit though to you is that you’ll be able to capture and

relive your memories in crystal clear video (Benefit). Which is what it is all about anyway, right

Buyer:

Absolutely! We definitely see our customers being interested in a product like this.

SELL 2

Seller:

The Lily is completely waterproof (Feature), which means it’s one of the most durable cameras

on the market (Advantage). The real benefit to you is that this camera can go anywhere and do

anything you can, so it won’t inhibit your lifestyle (Benefit). And again, this is exactly what your

customers are really interested in, right (Trial close)?

Buyer:

That is so true. I mean, I can’t imagine an innovative thrill seeker that would not love to have

something like this to capture everything they do!

Sell Sequence

1. SELL Sequence #1

SELL Sequence:

F- high quality lens, flying capability, tracking technology

A- can follow you and take photos and videos

B- produces high quality photos, gives you photos from angles you couldn’t reach otherwise, no

remote controlling necessary

Buyer's skeptical remark:

“So wait, you’re saying that this camera will follow me? Wherever I go? And know that it’s

me?”

Proof statement:

“Yes! The Lily has patented technology that will track your movement and be able to

take photos and videos from angles that you wouldn’t be able to reach otherwise. It has the

unique capability to recognize the object it is tracking and follow it from above. The technology

is the first of its kind and extremely innovated in the industry. The technology was originally

created for weaponry, and was adopted for use in the Lily when we recognized a need for

cameras to recognize and track people for photos.”

2. Create one analogy, simile, and metaphor to use in your role-play.

Analogy:

Like paparazzi follow celebrities for pictures, The Lily will follow you to capture unique

moments of your life. You will feel like a celebrity.

Simile:

Using The Lily is like having your own personal, flying news helicopter following and reporting

about you all the time!

Metaphor:

The Lily is the iPhone of all cameras- with innovative technology and unique features unmatched

by competition.

3. Demonstration Of Ability to Go anywhere:

To demonstrate our product, we would ask a member of the audience to come to the front of the

class. We will tell them that their assignment is to venture to Royal Grounds and back, and try to

dodge The Lily camera. The student will leave and we will continue the presentation. When

they come back, we will ask them if they were able to get away from it. We will then show the

unique, incredible video that The Lily was able to capture. This will be dramatic and demonstrate

the FAB’s of our producdt.

Visual Aids:

Visual 1: A graphic poster describing The Lily and its patented technologies

Visual 2: A video montage of videos/photos that The Lily actually took.

Visual 3: A large graph of market research regarding the demand for a product like the Lily.

Objections:

Objection 1: “The Lily is too expensive for us to purchase and hold in inventory.”

Objection 2: “The Lily does not come in enough colors or other customization opportunities to

make customers interested.”

Objection 3: “The Lily does not have a long enough battery life for consumers to use

efficiently.”

Response Techniques:

Technique 1: Rephrase as a Question

Technique 2: Ask Questions

Technique 3: Direct Denial

Responses:

Buyer's objection 1: “It looks like a good product, but the price seems a little too expensive for

us in comparison to the market.”

Your response: “I understand where you are coming from. However, did you know that we are

the only camera on the market that can offer these types of benefits. Wouldn’t you want the

ability to sell these exclusive products to customers at your store, regardless of price (Trial

Close)?”

Buyer's objection 2: “I like the product, but it seems like it does not come in any other colors or

customization opportunities for the consumer.”

Your response: “You are correct- as of right now, The Lily does only come in the one color.

However, do you think that consumers would purchase the product and overlook the color of the

it in comparison to the benefits the product offers (Trial Close)?”

Buyer's objection 3: “I think the short battery life of The Lily might keep customers from

purchasing it.”

Your response: “I understand what you’re saying. customers definitely don’t want the drone

crashing during usage. However, considering the market and other drones offering a battery life

4 hours less than ours, I believe that our industry leading battery capacity is well worth it, and

customers will recognize that and purchase the product. Don’t you agree (Trial Close)?”

Sales Presentation Description:

Benefits:

● Crystal clear memories captured

● Goes anywhere you can go

● Successfully captures all your thrill seeking activities

Closing Technique:

(After presentation is given and all questions are answered)

Seller: “Alright, don’t you think that the Lilly Camera will take great photos and videos for your

upcoming wedding?” (Trial Close)

Buyer: “I would really love to be able to have photos like this taken!”

Seller: “Alright, I will have one boxed up and sent to the cashier at front of the store for you to

pick up on your way out.” (The Assumptive Close)

Multiple Closing Sequence:

A. Your summary-of-benefits close.

B. Your trial close.

C. Your suggested order.

D. Use the assumptive or alternative close.

E. Have the buyer ask a question or give an objection.

F. Respond using another objection handling technique.

G. Ask a trial close to see if you successfully handled the objection.

H. Ask for the order again using an unused closing technique. Don't be

pushy. Use a calm, laid-back, friendly conversational style.

I. The close--objection--close--objection sequence can be repeated if

appropriate.

Role Play:

Seller: “So in conclusion the Lily camera can capture crystal clear memories while going

wherever you go on all of your thrill seeking adventures. Now we suggest that you put 100 of

our products in each of your stores. So can I put you in for an order of 10,000 units?”

Buyer: “It looks like a good product, but the price seems a little too expensive for us in

comparison to the market.”

Seller: “I understand where you are coming from. However, did you know that we are the only

camera on the market that can offer these types of benefits. Wouldn’t you want the ability to sell

these exclusive products to customers at your store, regardless of price?”

Buyer: “We do want to offer unique products for our customers that no one else can give them.”

Seller: “And this product will allow you to solidify yourself in the market as the distributor of

this unique product. So does 10,000 units sound adequate?”

Suggested Order Form: