1. eVerge™ Sales Review

2. EVX Digital Series Introduction
Current Market Opportunity Digital Voice Only? Benefits to our Users EVX Overview Packing and Price Positioning Recap Q&A
The goal of this training is not only to cover the new radio but address how this product enhances your business.
New radios are launched by manufacturers regularly. The VX-450 put enhanced features and quality within reach of our budget sensitive customers. We are alone in that space. We continue this with digital, providing products that stand alone in the market and that creates opportunity.
In a post narrowbanding world, we need to collectively find new ways to grow and this is a great way.
Imagine being able to talk to competitive accounts with a product they can’t offer.
Imagine moving customers into a technology previously unavailable to them.
Imagine giving your customers a high quality feature rich digital radio that fits their budget.
That time is now.

3. Current Market
1,149,386
Current Commercial/ Mid Tier annual Analog Sales
6,734,485
The goal of this training is not only to cover the new radio but address how this product enhances your business.
New radios are launched by manufacturers regularly. The VX-450 put enhanced features and quality within reach of our budget sensitive customers. We are alone in that space. We continue this with digital, providing products that stand alone in the market and that creates opportunity.
In a post narrowbanding world, we need to collectively find new ways to grow and this is a great way.
Imagine being able to talk to competitive accounts with a product they can’t offer.
Imagine moving customers into a technology previously unavailable to them.
Imagine giving your customers a high quality feature rich digital radio that fits their budget.
That time is now.
Current Commercial/ Mid Tier install base
There are 0% digital radios represented in these numbers

4. Why Aren’t They Buying Digital
Adversity to Change
Analog radios will always be around
I’ve always used XYZ radio and I will keep purchasing that brand
Not Within Reach
Previously proposed systems outside of their budget
Great radio and features but cannot justify cost difference
Don’t Need Digital
Analog gets the job done
I like the quality and benefits but they are not necessary
Migration Path Unknown/ Misunderstood
I can’t just replace all of my radios and make the change to digital
Digital and analog will not work together
Adversity to Change
Remember when digital radios first came to market? Customers had trouble understanding why they needed to change. Through training and demonstrations of the audio quality and benefits, the dealer channel created a need for this superior technology.
Shortfalls early on included new technology to not only end users but dealers too. This learning curve has already taken place and will be easier this time around.
Change happens when the cost of not changing becomes greater than the cost of change. How do we create the need for change?
The two-way radio market will eventually be 100% digital. Change is inevitable.
If you want digital radios today, change will have to take place since your current radio provider has no solution like the one I have for you.
Cellular / Television are other examples.
Not Within Reach
Many of our customers have seen digital. Until today, it has not been priced within their budgets and forgotten about.
New technology typically starts at higher price points and moves downward over time. We’ve seen this throughout our radio careers.
Customers have been exposed to a professional tier digital radio solution and too expensive. Now it’s being offered in the commercial tier.
Think computers way back when. Sure they were great and had value but no way I could afford one. Now just about anyone can have this technology.
Don’t Need Digital
Customers in this tier use predominantly PTT communications and analog works. Spending more money on digital seems unnecessary.
You may not require digital today, but we can start putting Digital capable radios into your fleet for future migration
The market is going to digital technology. This is the future, start planning now.
The lack of need in this tier is driven by the lack of funding. If they really needed digital and it’s feature sets, it’s been available for 5 years…
Migration Path Unknown/ Misunderstood
Customers under the impression that a switch to digital communications means fork lifting the system.
Or when approached, a customer will say “digital? Oh no, that’s way too expensive” A misunderstanding we will address.
We can move a few radios at a time or all at once.
With a mix mode repeater both analog and digital communications can take place seamlessly.

5. Opportunity Need Reach New Customers Post Narrowbanding Environment
Users are asking for a digital solution
Out of reach for our Commercial tier customers
Reach New Customers
Vertex Standard only manufacturer with this solution
Product that allows you to start conversation previously unavailable
Post Narrowbanding Environment
Concerns over market shrinkage in 2013
Seeking strategy to continue growth despite reduced spend
Stand Alone in the Market
No such product available in competitive portfolios
Clear path for our channel to take market share and grow
Opportunity is created out of need.
Our customers have heard of digital, however it has not been within reach for a number of reasons.
The impact of narrowbanding in 2013 is yet to be seen and there are concerns.
It’s important that we all take a look at ways we can continue to grow despite fluctuations in market spend.
Vertex Standard is providing a tool that creates an opportunity to increase your visibility to users and increase your target base.
Because we are the only ones with such a product our radio will give you the opportunity to reach customers that have historically been “locked” into another manufacturer.

6. Market Demands
HOW RADIOS CURRENTLY USED TODAY
Largest opportunity exists to sell low-cost digital for voice-only use.
By 2015, estimates indicate two-way radios will still be used predominantly for
Basic voice by 43%;
Advanced voice by 20%;
Trunking by 20%
Applications by 17%.
Extensive studies have been done to understand how our customers use two-way radio.
By % of our users will still operate two-way radio for voice communications only.
While the market will change it’s important to note that the largest group of two-way radio users will still be voice.
Current Usage

7. Messaging to Create Urgency: Convincing Users To Try Digital
Good Enough is No Longer Good Enough
ANALOG CHALLENGES
DIGITAL CAPABILITIES
CUSTOMER BENEFITS
CALL QUALITY
Inconsistent performance
Intermittent transmission
Missed calls
Random chatter
Static
Interference
Background noise
Distorted voice
Optimized voice transmit
Digital applies error correction to eliminate noise and static to only deliver the intended voice message to be heard crisp and clear
AMBE+2™ vocoder used for best-in-class clarity at various signal strengths.
Reliable communications
Hear what is said from farther range
Hear and be heard – crisply and clearly
Stop repeating messages – increase efficiency
Keep focused – eliminate distractions
Reduce missed calls
PRIVACY
No control over who hears what is said on a channel.
Real privacy -- digital encoding and scrambling makes it harder for others to listen in on a frequency.
Call management – digital radios each have a unique ID, enabling users to be able to select who they need to call without disturbing others.
Control who hears you
Maintain security
Only hear what’s intended for you.
Place a call to one person instead of entire group
Know who calls you
BATTERY
Poor battery life performance
Operate up to 40% longer because of TDMA protocol
Radio lasts throughout a long day
Less batteries required on the job
Able to use batteries longer with fewer charges required
Comfortable to wear
Internal Use Only

8. The Digital Migration Existing Customer Base Future Customer Base
Operate voice only
Limited feature set used
Budget conscience
Future Customer Base
Operate voice only in digital
Limited feature set used on digital platform
Change
Added digital benefits
Migration solution or slow and fast movers
Increased efficiency
Enhanced capability
If current digital offerings have not penetrated this market, the question is why.
Our existing customer base is not going to make drastic changes in their two-way radio usage in the move to digital communications.
The opportunity that exists is in the superior voice quality, increased efficiency, and enhanced battery life not available in analog.
These benefits have not previously out-weighed the significant increase in cost to other manufacturers.
Points:
A customer who is not using trunking today with VX-354’s is not going to move to trunking due to digital.
If an end-user had to have GPS, or advanced fleet management before, the solution is available in other lines. Why use VX-450’s today?
A hotel in desparate need of HotSos has had that solution available for years and not purchased. Why use VX-350’s today?

9. EVX Series Digital Product Line
Release 2.0
May 2013
Release 1.0 Jan/Feb 2013
EVX-534
EVX-539
EVX-5400
EVX-531
EVX-5300
We’ve taken all of the feature sets in the VX-450 series radio and added digital capability.
Keep in mind the Vertex Standard 3 Year Warranty and IP57 rating on portables.

10. EVX Series : What Vertex Standard Delivers
Digital Replacement for the Analog Commercial/Mid Tier
Form Factor and Feature Comparison: VX-450 series
Feature Positioning: (Digital Benefits vs. Analog)
Audio Quality
Inherent Digital Privacy
Clearer Audio over entire Range
Extended Battery Life
Durability/Ruggedness
Call Management Control
Customers buying analog radios now have a Digital solution that fits their budget.
We’ve taken all of the feature sets in the VX-450 series radio and added digital capability.
Keep in mind the Vertex Standard 3 Year Warranty and IP57 rating on portables.
EVX Series

11. EVX Series Analog Features
Emergency Lone Worker ARTS/ARTS II™ Voice Inversion Channel Announce I.S. Rating in Final Development
Analog Signaling
MDC1200
2 Tone/5 Tone Stun/Kill/Revive
Embedded VOX
Radio Check
Scan
Priority
Dual Watch
Talk Around
Follow-me Scan
We’ve taken all of the feature sets in the VX-450 series radio and added digital capability.
Keep in mind the Vertex Standard 3 Year Warranty and IP57 rating on portables.

12. EVX Series Digital Features
Emergency
With Voice to follow
Escalert Tone
Lone Worker
Basic & Enhanced Privacy
Private Call/Group Call
Inhibit Companding via CE
VOX (Voice operated transmit)
Digital Signaling
Radio Check
Radio Enable/Disable
Remote Monitor
PTT-ID Encode (Decode – Disp only)
Scan
Mixed Mode (both Digital/Analog)
Priority
Dual Watch
Talk Around
We’ve taken all of the feature sets in the VX-450 series radio and added digital capability.
Keep in mind the Vertex Standard 3 Year Warranty and IP57 rating on portables.

13. EVX Series 2.0 Release EVX-534/539 and EVX-5400
512 Channels / Limited and Full Keypad Models
Display – 8 Character Alphanumeric
Text Message Encode/Decode
Preprogrammed Canned / Direct Entry Messages
Unit-to-Unit or Repeater Mode Transmission
ARTS II in Digital
Group Coordination and Range Management
Voice Inversion Encryption
Unit to Unit Private Calling via Keypad
Option Board Enhancements
Creating Developers Source Document
Intrinsically Safe Option – First Mid-Tier IS Models (EVX-351)

14. EVX Series Package Configurations
Portable Standard Configuration
Portable Transceiver
FNB-V133LI 1380 Li-ion Battery (2300 mAh available)
Universal Charger
Antenna (VX-450 Series Compatible)
Std/Bulk Shipping, Optional Customer Programming
Mobile Standard Configuration
Mobile Transceiver
MH-67A8J Microphone
Optional Customer Programming
Accessories Common with VX-450 & VX-4500/4600 Series

15. Target Analog Radio Models for Digital Conversion
This chart represents the radio portfolio that we will penetrate with a digital offering.
Kenwood, Icom, and Vertex Standard all have radios in the analog space represented.
Vertex Standard is the only manufacturer that will offer a digital radio in this space.
Our goal is to reach into competitive accounts with a product not available to the customer through Kenwood or Icom.
Vertex Standard is only radio manufacturer with a Digital radio in this tier

16. Competitive Price Positioning Digital
Motorola XPR-4550
Kenwood NX-700/800
Motorola XPR-4350
Hytera MD-78X
Motorola XPR-6550
Kenwood NX-210
Hytera PD-78X
Motorola XPR-3500
Hytera PD-70X
Kenwood NX-200/300
Motorola XPR-3300
$600+
Features
$500+
$400+
Price
$350+
No digital offering in this space
$300+
Vertex Standard EVX-5400
Vertex Standard EVX-5300
Vertex Standard EVX-539
Vertex Standard EVX-534
Vertex Standard EVX-531
Digital Portables
Digital Mobiles

17. Competitive Price Positioning Analog
Motorola PR400
Vertex Standard EVX-539
Motorola CP200
Vertex Standard VX-459
Vertex Standard EVX-534
Vertex Standard VX-454
Vertex Standard EVX-531
Kenwood TK-2360/3360
Icom F3031/F4031
Kenwood TK-2312/3312
Hytera TC-780
Vertex Standard VX-451
Motorola CP-185
Vertex Standard VX-354
Icom F011/F021
Kenwood TK-2302/3302
Vertex Standard VX-351
Vertex Standard VX-231
Hytera TC-600
Hytera TC-500
Motorola CM300
Vertex Standard EVX-5400
Motorola CM200
Vertex Standard VX-4600
Vertex Standard EVX-5300
Vertex Standard VX-4500
Kenwood TK-7360/8360
Hytera TM-800
Kenwood TK-7302/8302
Vertex Standard VX-2200
Vertex Standard VX-2100
Kenwood TK-7102/8102
$300+
Price
Features
$200+
No digital offering in commercial/mid tier analog space
$100+
Analog Portables
Analog Mobiles

18. Recap
Need Reach New Customers Post Narrowbanding Environment Stand Alone in the Market Adversity to Change Not Within Reach Don’t Need Digital Migration Path Unknown/ Misunderstood
Need – There is a clear need for this product in this space
Reach New Customers – We can touch new customers previously unavailable to us.
Post Narrowbanding Environment – Growth in market share key strategy in 2013
Stand Alone in the Market – No one else has this product available
Adversity to Change – Customers may not want to change, but we can show them benefits to make change within budget
Not Within Reach – Right price product for users interested in digital who face economic challenges
Don’t Need Digital – Analog gets the job done. Benefits at economical pricing will create the demand
Migration Path Unknown/ Misunderstood – We have an opportunity to explain how it works and why users can make the change

19. Q&A Does EVX talk to TRBO? Are there plans to do SiteConnect?
Can EVX Trunk?
Will the repeater do Dynamic Mixmode?
Is EVX built by VS or MSI?
Are there demo units available?
Why TDMA vs. FDMA digital?
Does EVX talk to TRBO? – Yes. Both TRBO and EVX are build to DMR standards and will talk analog/digital conventional
Are there plans to do SiteConnect? – Yes. Future plans do include SiteConnect for the EVX series radios.
Can EVX Trunk? No. EVX radios are not capable of trunking or Capacity Plus
Will the repeater do Dynamic Mixmode? - Yes. In march of 2013 Dynamic Mix-mode will be available.
Is EVX built by VS or MSI? - The EVX series radio was developed engineered and manufactured by VS in our factories.
Are there demo units available? - Yes, a demo purchase program will be available
Why TDMA vs. FDMA digital? – TDMA is the protocol for DMR standards and has been adopted by worldwide governing bodies. There are more TDMA radios in use than any other protocol. Kenwood has recently announced plans to build radios to DMR standards.

20. EVX Promotion
Buy 6 get 1 FREE EVX-531 Feb. 21st to March 7th, 2013 Simple enough!

22. QUESTIONS?