1. Sales of Lopi Gas Products AUSTRALIA 2015

2. Sales of Lopi Gas Products We will be covering: Using Marketing “Hot Button Phrases” to Add Value Display Techniques Sell Travis Industries! Gas Fireplaces Gas Inserts Freestanding Gas Products

3. Sales of Lopi Gas Products Travis Marketing “Hot Button” phrases Use these “Hot Button” phrases to add value during your sales presentation. Failure to add value in the end just makes product seem expensive. FEATURE + VALUE = CUSTOMER BENEFIT!

4. Sales of Lopi Gas Products Travis Marketing “Hot Button” phrases Ember-Fyre™ Smart Temp GreenSmart™ Comfort Control™ Diamond Fyre™ Dancing Fyre™ Film Cooling Technology Deluxe (all components factory installed) Lopi High Output (Not HO) To the House of Fire Accent or Down Lighting Hi-Definition Logs Crystal Clear Ceramic Glass Direct Connect Relationship

5. Sales of Lopi Gas Products “Hot Button” Ember-Fyre The Award-Winning Ember-Fyre™ burner is found as an option on the 564 HO, DVS and DVL Gas Insert models. The Ember- Fyre is known for its gorgeous, dancing yellow-flame flickering around a high definition log set and glowing embers for the most realistic “wood-like” fire available.

6. Sales of Lopi Gas Products “Hot Button” Ember-Fyre™ Have you told the Ember-Fyre story today? Every customer walking into your store interested in gas products should hear it.

7. Sales of Lopi Gas Products “Hot Button” GreenSmart™

8. Sales of Lopi Gas Products “Hot Button” GreenSmart™ GreenSmart™ is a collection of components that drive our gas products. Don’t just call it a remote, call it GreenSmart Remote! ADD VALUE!

9. Sales of Lopi Gas Products “Hot Button” Comfort Control™

10. Sales of Lopi Gas Products “Hot Button” Comfort Control™ Most customers don’t know what “TURN DOWN RATIO” is, but everyone understands controlling their comfort!

11. Sales of Lopi Gas Products “Hot Button” Diamond-Fyre™ The Diamond-Fyre™ burner is found as an option on the 564 Diamond-Fyre, 3615, 4415 and 6015 models. These models also feature an under-lit all glass bed. The Diamond-Fyre II is an option on the 564 HO with standard accent lighting. This model also has the option of the Fyre-Stone Rock Kit or the Driftwood Fire Art.

12. Sales of Lopi Gas Products “Hot Button” Diamond-Fyre™ Not just an underlit burner, this is a DIAMOND-FYRE™ burner, sounds worthwhile and immediately ADDS VALUE!

13. Sales of Lopi Gas Products “Hot Button” Dancing-Fyre™ The Dancing-Fyre burner is found on the 564 SS, 564 CF, 864 CF and 864 ST Fireplaces and as an option on the 564 HO Fireplaces and 32 DVS and 34 DVL Inserts. These models feature a steel burner with standard log set, offering a beautiful fire and glowing ember effect.

14. Sales of Lopi Gas Products “Hot Button” Dancing-Fyre™ Every hearth manufacturer produces a steel pan burner, call ours “DANCING-FYRE™” Teamed with Hi-Definition Logs and you distance yourself from the competition.

15. Sales of Lopi Gas Products “Hot Button” Film Cooling Technology The 564 HO, 3615 HO, 4415 HO, and 6015 HO use film cooling technology allowing for reduced clearances. This allows you to install the mantel closer to the fireplace for a more traditional finished look.

16. Sales of Lopi Gas Products “Hot Button” Film Cooling Technology Film Cooling Technology originated from Jet Engines. Travis Industries is the only hearth manufacturer to implement this technology into fireplaces. Tell this story to ADD VALUE!

17. Sales of Lopi Gas Products “Hot Button” Deluxe DELUXE Editions where the GreenSmart Remote and Fans are standard. All Australian gas models are fully loaded, which means you do not need to install components.

18. Sales of Lopi Gas Products “Hot Button” Deluxe Because all Aussie units are fully loaded, remind your customers: All components are factory installed!

19. Sales of Lopi Gas Products “Hot Button” Brand Names Just make sure when pitching the 564, 864, 4415, etc., models, call it by the brand name first. Example: Lopi 564 SS gas fireplace BRANDING ADDS VALUE!

20. Sales of Lopi Gas Products “Hot Button” High Output High Output Models: 564 HO GSR2 3615 HO GSR2 4415 HO GSR2 6015 HO GSR2 Clarity is critical. Acronyms and jargon can confuse your customer. Don’t call it HO, call it High Output and add VALUE!

21. Sales of Lopi Gas Products “Hot Button” Smart Temp Mode

22. Sales of Lopi Gas Products “Hot Button” Smart Temp Mode If I state our GreenSmart Remote is thermostatically controlled and I don’t talk about Smart Mode. I UNDER VALUE the product and it just seems expensive. Talk up Smart Mode, and be able to effectively explain how it works. Use Cruise Control Analogy.

23. Sales of Lopi Gas Products “Hot Button” Accent or Down Lighting Now you can have a 365 day a year fireplace that Looks Great!

24. Sales of Lopi Gas Products “Hot Button” Hi-Definition Logs POINT OUT Great detail in each log How even the ends of each log has amazing detail How fire interacts with logs giving a realistic wood fire look Failure to point out these features just makes all gas units with logs look the same

25. Sales of Lopi Gas Products “Hot Button” Crystal Clear Ceramic Glass Superior heat transfer Clear view if fire You mention this, your competition does not – YOU WIN!

26. Sales of Lopi Gas Products “Hot Button” Direct Connect Relationship to the House of Fire

27. What other Marketing phrases do you use? More Value Added = More Sales!

28. Sales of Lopi Gas Products Display Techniques GreenSmart Remote (Create a vision, sitting on their sofa adjusting fire)

29. Sales of Lopi Gas Products Display Techniques Know how to operate the GreenSmart Remote without even looking at it. That will convince your customer that the remote is easy to use. Take the remote challenge: practice, practice, practice!

30. Sales of Lopi Gas Products Display Techniques Only Front Burner On (tell customer that is on High)

31. Sales of Lopi Gas Products Display Techniques Turn Back Burner On (Now confess that this is really on high) Have Fun!

32. Sales of Lopi Gas Products Display Techniques Turn Back Burner Off (Explain Comfort Control™, and it’s importance) Make the demonstration fun. Customer will then understand how well Comfort Control really works and how easy it is to operate.

33. Sales of Lopi Gas Products Display Techniques Turn Burner completely off, but leaves lights on to show off accent lights – do you know how to demonstrate this? This is one powerful demonstration. You have just shown your customer that this is a YEAR ROUND fireplace, looking great 365 days a year.

34. Sales of Lopi Gas Products Display Techniques Use remote to show variable speed control of fan: - Make customer place hand near convection chamber with fan on high to show volume of air movement - Turn fan to mid range speed to show customer normal usage speed, and note how quiet it is. - Turn fan to OFF position showing how much heat radiates off unit even with fan off

35. Sales of Lopi Gas Products Display Techniques In 2 short minutes I have demonstrated how well the fan performs, how quiet it is and how well the unit will heat in a power outage

36. Sales of Lopi Gas Products Display Techniques Thermostat Mode - Know what Smart temp does for customer Quickley show how GreenSmart can go from Manual Operation to Cruise Control (Smart Temp Mode).

37. Sales of Lopi Gas Products Point Out the Attention to Detail: Show how logs have detail throughout even on ends of logs (Note on sided views that view from end is as good as view from front) Make Note of how pilot lights are hidden, not to distract from view of fire

38. Sales of Lopi Gas Products Attention to Detail: Proportion and symmetry Grout lines on fireback match from sides to back Gauge of material on faces

39. Sales of Lopi Gas Products Put your best foot forward Stove with 3 sided viewing area? Make sure customer can view all 3 sides. Place displays at normal viewing height whenever possible. All displays must be complete and operable in a moments notice

40. Sales of Lopi Gas Products Put your best foot forward Focal Fireplace, Insert. Dress up key displays to be the ones customers “want to take home” Displays Clean? Would you consider buying a new car if it was dirty?

41. Sales of Lopi Gas Products Sell LOPI! Proudly Made In the USA (Washington Grown) 38 Years of building North Americas Favorite Fire Largest Privately Owned Hearth Manufacture = Stability Vermont Castings has been bought/sold 5 times in last ten years Industry leader in product design 24 Vesta Industry Awards since 2002 (and counting) Best Customer Support in Industry Access to replacement parts for stoves over 20 years old Key management staffing comes to Australia to see and hear what the market requires

42. Sales of Lopi Gas Products Sell LOPI! Exceeds mandated test protocol - 10 times delay ignition testing - Cold Room can simulate installs with outdoor temps to -25 degrees F 55 employees with over 20 years of hearth experience

43. Sales of Lopi Gas Products Gas Fireplaces Versatility (Perfect fit for any room or wall space) Traditional Contemporary Linear

44. Sales of Lopi Gas Products Gas Fireplaces Transitional Whole Home to Room Heater Rustic to Modern Clean Face Linear, Linear, Linear Choice of Media (Logs, stones, Driftwood, glass only)

45. Sales of Lopi Gas Products Gas Inserts #1 Seller of gas inserts in America TRAVIS INDUSTRIES! - Up to 30% Market share, (Meaning almost 1 out of 3 gas inserts sold in America is made by Travis Industries) - And everyone wants to be with a winner.

46. Sales of Lopi Gas Products Gas Inserts 2 models to choose from: 32 DVS, 34 DVL, - Traditional - Contemporary - Transitional - Great Heat Output (Use the old hand test) Place hands near unit to feel heat output - Ceramic Glass

47. Sales of Lopi Gas Products Gas Inserts Great Value - One will fit most fireplace openings (ensuring once you sell them on Travis Ind, you will have an insert to sell to customer)

48. Sales of Lopi Gas Products Freestanding Cypress Gas Stove Industry Leader in Design and Performance Industry numbers show 25% of all Gas F/S stoves are manufactured by Travis Ind, meaning 1 out of every 4 is a Travis product. Again, everyone loves a winner! Incredible performance and beauty 1 st Manufacture to offer 3 sided view on Gas Stove Multiple media choices Great heater with an incomparable look

49. Sales of Lopi Gas Products How Do You Outsell Your Competition? -Great Product -Great Displays -Knowledgeable and Friendly Sales Staff -Adding Value to Your Sales Presentation -HAVE FUN – GOOD SELLING