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DISH Network Sales Training

DISH Network Sales Training. Welcome!. Customer Cycle. Marketing. Focus for Q3. Advertise monthly price with locals included in price. How DISH Network Works. Q 3 | A U G U S T 1 , 2 0 0 9. Promotions. DHA-24. Digital Home Advantage “DHA-24”. DHA-24

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DISH Network Sales Training

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  1. DISH Network Sales Training Welcome!

  2. Customer Cycle

  3. Marketing Focus for Q3 Advertise monthly price with locals included in price

  4. How DISH Network Works

  5. Q 3|A U G U S T 1 , 2 0 0 9 Promotions DHA-24

  6. Digital Home Advantage “DHA-24” • DHA-24 • Best Lease Offer • 24 month agreement required • SSN and Credit Card required • No activation fee • Pass credit check • UP TO 4 ROOMS FOR FREE including 3 HD ROOMS FOR FREE!

  7. Q 3|A U G U S T 1 , 2 0 0 9 Industry-Leading Equipment! HD/DVR

  8. Solo vs. Duo Receivers

  9. ViP722k HD Duo DVR • Our most popular receiver! • Up to 55 hours of HD DVR recording time (or 350 hours of SD DVR) • Can support 1 TV or 2TV’s • Ranked #1 HD DVR by CNET.com • Shared DVR hard drive! • Best of all: FREE as the primary receiver!! FREE HD DVR FREE HD DVR FREE HD DVR!!

  10. ViP 222k or 211k • Either 1 or 2 rooms • 222k supports 2 rooms (1 in HD, 1 in SD), or 211k supports 1 room in HD • Both support external hard-drive configuration to convert to DVR • Secondary receiver in most cases (sell 722 HD DVR first!)

  11. Q 3|A U G U S T 1 , 2 0 0 9 Offers $15 or $10 off for a year! HBO/Showtime 3 months free

  12. Offers Lock in your savings for a year! • New Classic customers shallreceive $15 off their monthlybill for 12 months! • $180 OFF total! • Eligible for New Customerswho make a term commitment • Must sign 24-month • Eligible Programming: Classic Bronze 100 or higher (*TurboHD NOT eligible) > TIP:Be sure to use the correct advertising message, “lock in savings.” Avoid any messages that promise a price lock.

  13. Offers Pricing

  14. Offers HBO/Showtime FREE for 3 months $22 savings per month! • NEW Customers • Qualified with DHA-24, DHA TOO and FlexTV • Existing Customers • Qualified with sign up for AutoPay with Paperless Billing or provide a valid email address • Cannot receive HBO for free more than once per year • All customers must maintain minimum programming service of: • Classic Bronze 100 • DishLATINO Clásico • International as Qualified Programming to receive promotional credits • TurboHD Bronze • Charges will automatically apply to bill after the free 3 months if a customer does not call and cancel

  15. Additional Fees For Example:

  16. Offers DHPP free for 9 months continued • Same Business Rules • New Customers who make a 24 month commitment • DHA-24 • DHATOO • Charges will automatically apply to bill after the free 9 months if a customer does not call and cancel • Cinemax offer has been discontinued effective immediately.

  17. The Key: Building VALUE! • "In a down economy, value rules. . . success depends on delivering value, as well as low price." • Rob Enderle, Principal Analyst, • Enderle Group • At the 2009 Consumer Electronics Show • Infomatics.com, Jan. 8, 2009

  18. GROUP DISCOUNT Every Touch Down, Every Game Only $5.99pm, (must have the Classic 200+)

  19. NFL Red Zone EVERY TOUCHDOWN. EVERY GAME. http://redzonetv.nfl.com/

  20. NFL Red Zone • ONLY $5.99/month!! • Must have Classic Silver 200 or higher • DirecTV’s Sunday Ticket costs about $350 per season (ouch!)

  21. Q 3|A U G U S T 1 , 2 0 0 9 Disclosures Cancellation fee Unreturned equipment fees

  22. Disclosures Cancellation Fee Update • New and Existing Customer Cancellation Fee updated to $360 prorated for month’s remaining in customer agreement • 24-Month Commitment Offers • Prorated at $15/month multiplied by the number of months remaining in customer commitment period Even with this price increase the DISH Network cancellation fee is still lower than DirecTV’s

  23. Disclosures Lease Unreturned Equipment Fees

  24. Q 3|A U G U S T 1 , 2 0 0 9 Customer Retention

  25. Customer Onboarding • 2/2/2 Calls! • How does DISH Network help you retain your customer? • DISH Network’s New customer Onboarding E-mails: • Order Confirmation E-mail • Welcome E-mail • First Bill E-mail/First Bill Explanation • Day 30 E-mail – Quick Tips • Day 60 E-mail – Advanced Tips • Day 90 E-mail – Get More from DISH Network • Exclusive offers such as: PPV Coupons with bills to good customers, CMT Concert Series, Dora the Explorer

  26. Review/Key Benefits • Packages starting at just $24.99/month for 12 months! • Beats Cox/DirecTV every time! • Free industry-leading HD DVR! Up to 4 rooms total for FREE! • Free installation with 24-month agreement! • Free HBO/Showtime for 3 months! TREMENDOUS SELLINGVALUE!

  27. Questions?

  28. Happy Selling!

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