1. Starin Distributing web cast Chat , MAX & RAV Product Positioning
New, easy to install audio conferencing solutions!
Dave Petricig
Director of North American Channel Sales
Personal, Tabletop & Premium Products

2. Products for any environment
Personal: Chat 50 - $149
Tabletop: MAXAttach - $799
Premium: RAV $3,099
Professional: XAP $5,445

3. You Might Be a RAV Customer!
Do you want a professional looking system with a very clean look on the table? (A room where aesthetics are critical?)
Do you want professional grade speakers so you can hear the far end clearly? (Enhanced “theatre” sound)
Do you currently own or are you considering purchasing videoconferencing equipment?
Do you have an existing sound system in your conference room?
Do you often use multimedia devices (CD, DVD player) during meetings?
Do you currently own or are you considering purchasing a touch screen controller (AMX, Crestron)?

4. You Might Be a RAV Customer!
MAXAttach $799 - $1,477
Stationary dial pads.
3” internal speaker per system.
Not compatible with videoconferencing.
Not compatible with existing sound system or PA system.
Not compatible with multimedia devices such as VCR’s, CD, DVD players or PC.
Not compatible with touch screen controllers such as AMX and Crestron.
RAV $2,499 - $3,099
Wireless RF controller.
Two professional grade speakers.
Compatible with videoconferencing.
Compatible with existing sound system or PA system.
Compatible with multimedia devices such as VCR’s, CD, DVD players or PC.
Compatible with touch screen controllers such as AMX and Crestron.

5. Agenda Markets Client Types – Current & New Successful demos – Chat 50
End users (verticals)
Client Types – Current & New
Resellers – who are they and how to get them
The message – Better product
The message – Better margins
Successful demos – Chat 50
What do I need?
How to do the demo.
Try & Buys
Other product or market support
MAXAttach FREE base unit offer to end-user
MAX dealer spiff
MAX IP end user rebate
ClearOne Partner Page:

6. Markets – End users Manufacturing Government Education SMB Real estate
Accounting
Legal
Financial Institutions
Medical
Automotive
Advertising

7. Client Types – Current & New
Types of Resellers for MAX
You already have existing dealers (AV Integrators) who sell MAX but there are other types of dealers who have traditionally been the one’s who sell more speakerphones than anyone.
Those types of resellers are:
Headset resellers – Plantronics, GN Netcom or Sennheiser
PBX resellers (telephony) – Avaya or Nortell
Why do they sell so many headsets?
Their sales reps talk customers who manage a call centers or phone systems. Many of their contacts with customers are also office managers or administrative assistants.
Their sales reps also talk to purchasing agents on a regular basis.
How do I find them? Just use the internet. Search for key words such as Plantronics, GN Netcom, Sennheiser, Avaya, Nortell, Polycom, speakerphone, speakerphones or conference phones.

8. Client Types – Current & New
How to Prepare & Who to Call
Look at their website. Do they have ClearOne or Polycom already on their site?
Know your competition. You have to know our competition very well so that when they ask you what ClearOne product is comparable to XYZ speakerphone you know which model it is and you can explain why it’s better.
Don’t go for someone in purchasing. Ask for a sales manager. The sales manager is the one who cares the most about margin. This is the person you want to give the BETTER MARGIN – BETTER PRODUCT pitch to. (slides 7 & 8)
Send follow up . After you talk to the sales manager and peak their interest, send and that summarizes the BETTER MARGIN – BETTER PRODUCT pitch you just gave.
Get a RSM engaged. If you feel the volume of business they do warrants it, now it’s time to get an ClearOne RSM engaged. These dealers love to talk to and be visited by the manufacturer. They will continue to sell our competition until they are showed how to sell ClearOne.
Discuss marketing material. After the RSM is engaged it’s good to follow up with the dealer to offer different marketing resources from ClearOne to help drive business.

9. The message – Better product
Who is ClearOne? - We have been developing audio products since 1981 and introduced our first professional audio conferencing systems to the market in We have expanded our product line to meet all types of audio conferencing needs, from the office desktop to large group conferencing venues such as boardrooms, training centers, courtrooms and auditoriums.
Performance - The following features and benefits are totally unique to our products that NONE of our competitors have which helps differentiate us and provide customers with much better features, benefits and performance.
Daisy Chainable Systems - Only the ClearOne MAXAttach™ conferencing system provides unprecedented expansion capabilities to ensure complete microphone and loudspeaker coverage, control from multiple dial pads and increased flexibility.
Microphone Coverage - Given that each Max EX unit has 3 built-in microphones for 360-degree coverage and given that we expand by daisy chaining systems together, customers will definitely get the microphone coverage they need for larger rooms so that they can be heard by the far end.
Loudspeaker Coverage - Each MAX unit has a built in loudspeaker.  So daisy chaining systems together means that users will have multiple sources of sound so they can hear the far end better. 
Multiple Dial Pads - Each MAX EX unit has a fully functional built in dial pad.  When multiple units are connected (MAXAttach) they act as one system and you can use any of the dial pads to control all functions from dialing, to muting, to adjusting volume to turning it on or off.
Increased Flexibility - Not only can ClearOne daisy chain systems together for larger rooms but these units can be used individually for smaller rooms.  This is extremely beneficial for the cost-conscience customer with multiple rooms of varying sizes with a limited budget.
Warranty – Each MAX speakerphone has a 2 year warranty!

10. The message – Better margins
Pricing – If you look at our list pricing what you’ll see is that we have strategically placed almost all models at least $100 below our competition. This will help your sales team avoid having to discount as much and thus MAKE BETTER MARGINS!
Distribution – ClearOne has stayed away from the distributors who sell to “e-tailors” such as Ingram Micro and Tech Data. Although a wonderful tool, the internet is often used by end-users to shop around and try to get the lowest price. This sometimes forces sales people to match what’s on the internet and make less margin. Fewer “e-tailors” definitely means you MAKE BETTER MARGINS!
MAP (Minimum Advertised Price) Program – ClearOne has and enforces a MAP Program which applies to all advertisements of ClearOne product in any and all media including, without limitation, flyers, mailers, inserts, magazines, catalogs, mail order catalogs, Internet or similar electronic media, television, radio and public signage. You can sell MAX or Chat 50 for whatever you want but just don’t advertise them for more than 20% (MAX) or 5% (Chat 50) off of this list price, which will help you MAKE BETTER MARGINS!

11. Successful demos – Chat 50
What do I need?
Chat 50 Global Traveler ( ) – So you have all cables.
Laptop – Preferably with widows media files for audio playback.
Power point presentation – “Chat 50 FINAL”
Skype, Instant Messenger (MSN, AOL, Yahoo) & VoIP Soft phone if possible
Cell phone – with 2.5mm headset connection or adapter
iPod or MP3 player
Access to the internet at demo site.

12. Successful demos – Chat 50
How to do the demo.
Go through “Chat 50 FINAL” power point.
Focus ClearOne expertise in high quality full duplex audio.
Focus on VoIP as the future.
Focus on small office/home office employees.
Focus on flexibility of Chat 50 to connect to multiple devices.
Make a Skype call. Let them hear the quality and see how good the microphone coverage is but stress that this is a personal device.
Make a voice call over IM.
Make a call over your VoIP soft phone.
Make a cell phone call.
Do a 3 way conference call by using USB & Cell phone connection.
Play audio file from your PC.
Connect iPod or MP3 player and play music.
Show the Chat 50 soft ware.
Talk about applications and potential clients.

13. Try Chat 50, MAX or RAV for 30 days...FREE!
Just fill out and fax in the request form and we'll send your customer a Chat 50, MAX, MAX IP or RAV system of your choice to use free for 30 days. See the promotional flyer for details.
Reseller or end-user can fill out the form.
If reseller fills out the form make sure you include your contact information before faxing.
Forms with no reseller information will be assigned to a reseller at ClearOne discretion.
Brand new product is shipped to end-user. Not refurbished product.
ClearOne pays for shipping and provides return label.
ClearOne contacts end-user to make sure product is received and set up properly.
If customer likes the product, reseller is contacted, instructed to invoice customer or charge credit card, then place order with distributor for invoice only and distributor does same with ClearOne.

14. Power supply base allows multiple phones to be
While Supplies Last
Act Now!
$ Value
ClearOne FREE Power Supply Base Unit Offer to end user on purchases between 9/1/06 & 12/31/06
Power supply base allows multiple phones to be
detached and used in separate rooms. 
For a Limited Time End Users Get One Extra Power Supply Base Unit FREE with Purchase of a MAXAttach or MAXAttach+1 and Two FREE Units with MAXAttach+2  
The MAXAttach™ family of products fits all conferencing needs. MAXAttach comes in 2 pod (MAXAttach), 3 pod (MAXAttach+1) or 4 pod (MAXAttach+2) configuration. Get the room coverage benefits of daisy chained pods that include microphones and speakers over just adding additional microphones to single phone solutions like some of our competitors do. And these solutions provide a savings of 10% on MAXAttach+1 or 15% on MAXAttach+2 over individual phone purchases. 
Get a single power supply base unit with the purchase of MAXAttach or MAXAttach +1 and two power supply base units with the purchase of MAXAttach+2. 
The FREE Extra Base Unit Allows You to Create Two Fully Functional Stand Alone Systems with MAXAttach or MAXAttach+1 or Three Fully Functional Systems with Two Free Base Units and MAXAttach+2
Visit to download the claim form today.

15. MAX Dealer Spiff Part No. Products List Price Spiff
Spiff runs from 9/1/06 through 10/31/06 on end user sales, 5 unit minimum to qualify, no limit, spiff back to unit one after fifth unit sold.
Part No.
Products
List Price
Spiff
Wired Tabletop Conferencing Phones
MAX EX
$499.00 $
MAX EX Expansion Kit
$399.00
MAXAttach
$799.00
MAXAttach plus one Expansion kit
$1,158.00 $
MAXAttach plus two Expansion kits
$1,477.00
Wireless Tabletop Conferencing Phones
MAX Wireless
$599.00
MAXAttach Wireless
$999.00
VoIP Tabletop Conferencing Phones
MAX IP
$749.00
MAXAttach IP
$1,199.00
MAXAttach IP plus one Expansion kit
$1,599.00
MAXAttach IP plus two Expansion kits
$2,099.00

16. VoIP Tabletop Conferencing Phones
MAX IP end user rebate
End user rebate valid on purchases between 9/1/06 and 10/31/06. Rebate is per unit purchased during this time. Dealers and Distributors are not eligible for this rebate. Claim form will be posted on ClearOne website. Rebates will come directly from ClearOne based on claim forms received.
Part No.
Products
List Price
Rebate
VoIP Tabletop Conferencing Phones
MAX IP
$749.00 $
MAXAttach IP
$1,199.00 $
MAXAttach IP plus one Expansion kit
$1,599.00
MAXAttach IP plus two Expansion kits
$2,099.00

18. Easy to install audio conferencing solutions!
Thank you
ClearOne Audio
Easy to install audio conferencing solutions!