OtterBox Learning The OtterBox Brand The OtterBox Brand

WELCOME! • Hi, and thanks for taking the time to become an OtterBox expert! This lesson will touch on the company’s history, our mission and who our users are. • Pay special attention to the INSIDER TIPSand USER PROFILES peppered throughout the training for insights that will help you build your expertise. • Let’s get started! The OtterBox Brand

WHY OTTERS? • It all started in 1998 with an idea to create a box that could protect electronic devices. We were inspired by the protective nature of an otter's fur, as well as their playful and creative spirit. And like the saying goes, the rest is history! The OtterBox Brand

MOST TRUSTED CASE • OtterBox is built on the fundamentals of hard work, innovation and perseverance, and remains the #1 Most Trusted case for in the U.S. and Canada. As a team, we're a fun, creative bunch who like to work hard and play hard — just like our animal namesake. The OtterBox Brand

OTTERBOX TO THE RESCUE! • Let’s face it: Everyone has dropped, stepped on, sat on, thrown or done something similar to damage their device. It’s inevitable in today’s technology-driven world. • And, because all of us at OtterBox have been there, our cases are dedicated to the spontaneous and adventurous people whose devices need protecting (if only from their owners). The OtterBox Brand

Tested By Us and Built for You • We work to ensure that every device gets ultimate OtterBox protection. Expertise in engineering meets a rigorous testing process that creates cases able to withstand drops, slides, skids, bumps and more. • After all the tests are run and our products are made, what matters most is how consumers feel about the work we put into every product. Our certification seal shows that every case features OtterBox-tested protection you can trust. Every case is designed to take on anything – tested by us and built for you. The OtterBox Brand

CERTIFIED DROP + PROTECTION • At OtterBox, we use a rigorous testing process that ensures our cases can withstand drops, tumbles, skids and more. Every product design goes through a minimum of 24 tests, accounting for over 238 hours testing. This process has resulted in more than 300 patents. • Once a case design is tough enough to withstand this process, it earns the OtterBox Certified Drop + Protection seal. This seal represents the ultimate OtterBox- tested protection you can trust. The OtterBox Brand

WHO USES OTTERBOX? • Our core users are people who need a device safety net for their busy lives. These people are looking to simplify, stylize and power their lives, because OTTERBOX IS MORE THAN JUST PHONE PROTECTION. IT’S A LIFESTYLE. The OtterBox Brand

LANDMARK INNOVATIONS • The OtterBox Defender Series is our most iconic product. It was the first product to popularize the idea of “protective cases” by offering complete, test-proven protection against drops, dust and scratches. • It has since become the industry’s gold standard for quality, functionality and protection. The OtterBox Brand SERIES OVERVIEW

• We offer cases and other accessories for a wide range of smartphones and tablets for several manufacturers, including Apple, Motorola, , , Blackberry, LG, , Sony and HTC. Products are segmented into different series to fit specific customer needs. In this learning experience, we’re focusing on seven of them: – DEFENDER SERIES – COMMUTER SERIES – SYMMETRY SERIES – RESURGENCE – STRADA – ALPHA GLASS – AGILITY The OtterBox Brand

LET'S REVIEW • Here’s a quick review of key takeaways from this lesson: – OtterBox is the #1 Most Trusted case for smartphones in the U.S. and Canada – The Defender Series is the gold standard for rugged case protection – OtterBox cases offer Certified Drop + Protection – Cases go through 24+ tests and 238+ hours of testing to ensure they're ready for you OtterBox Products OtterBox Products

WHAT'S YOUR PROTECTION LEVEL? • In the last lesson, you learned that OtterBox divides its products into different series, each designed to meet specific needs. This lesson will delve deeper into what sets these series apart, how to best match needs with solutions, and what level of protection users can expect from their cases. The OtterBox Brand

BEYOND SMARTPHONES • While OtterBox is best known for protecting smartphones, it’s also crucial to know that our products are also key necessities for all mobile devices, such as the iPad. In fact, we have conducted multiple case studies on the effectiveness and importance of tablet protection. OtterBox Products

DEFENDER SERIES: INTRO • When it comes to rugged protection, the Defender Series is about as good as it gets. This is the case that put OtterBox on the map as the industry’s gold standard for quality and performance. – Triple-layer defense: inner shell, outer cover and touchscreen protector – Screen protection: built in to keep your brilliant display flawless – Port covers: stop dirt, dust and lint from getting into jacks and ports – Holster: works as a belt clip and a hands- free kickstand OtterBox Products

DEFENDER SERIES: PROFILES • USER PROFILE: Recommend the Defender Series to those solely focused on protection, like military personnel, outdoor adventure-seekers, parents with small children and those who don’t want to experience a broken phone again. • PHONE PROFILE: Available for Apple, Samsung, Blackberry, Motorola, HTC, Sony and LG phones OtterBox Products

COMMUTER SERIES: INTRO • The Commuter Series offers quality protection in a sleek package. These cases are designed for customers who need protection from everyday bumps and bruises. – Slim design: sleek profile easily slips into pockets and purses – Dual-layer: soft inner and hard outer layers absorb and deflect impacts – Port covers: block out dust, dirt and pocket lint OtterBox Products

COMMUTER SERIES: PROFILES • USER PROFILE: Wants a slim protective case that isn’t too bulky and doesn’t want a built-in screen protector. They just need a case that will get the job done. • PHONE PROFILE: Available for, Apple, Samsung, Motorola, HTC, and LG phones. OtterBox Products

RESURGENCE: INTRO • Resurgence is the battery case that protects your phone and delivers more than twice the battery capacity. – Power: more than 2x battery capacity – Protection: military-rated drop defense – Slim profile: sleek design slips into pockets and purses – Premium finish: soft-touch metallic paint – Auto-stop charge: saves power for later – High-speed charge: gets your phone up and running in a flash OtterBox Products

RESURGENCE: PROFILES • USER PROFILE: For those who want the best protection without losing style, along with advanced features like charge technology. • PHONE PROFILE: Available for iPhone 5/5s and iPhone 6/6s. OtterBox Products

SYMMETRY SERIES: INTRO • With the OtterBox Symmetry Series, you don’t have to choose between a protective case and a stylish one. Symmetry Series lets you choose from a wide array of colors and graphics. – Stylish designs: choose from an array of colors – Slim profile: sleek design slips easily into pockets and purses – Screen bumper: raised, beveled edge helps protect touchscreen – Easy installation: one-piece design slips on and off in a flash OtterBox Products

SYMMETRY SERIES: MY SYMMETRY • With MySymmetry, customers will get slim protection with a customizable style that you can switch up as much as you like. – Clear case back: show off your device or customize with Swappable Design Inserts – Swappable Design Inserts: choose from an array of colorful designs available on otterbox.com – Slim design: slips easily in pockets and purses – Screen bumper: raised, beveled edge helps protect the touchscreen – Easy installation: one-piece design slips on and off in a flash OtterBox Products

SYMMETRY SERIES: PROFILES • USER PROFILE: Recommend the Symmetry Series to young adults, students and business people who want style with added everyday protection. • PHONE PROFILE: Available for Apple and Samsung products. OtterBox Products

STRADA SERIES: INTRO • The Strada Seires is the only leather smartphone case backed with certified drop protection by OtterBox. Featuring a book-style cover and Certified Drop + Protection, the Strada cradles your device, protecting it from drop and shock impacts. – Genuine leather: stylish, protective and soft to the touch – Slim profile: sleek design slips easily into pockets and purses – Leather folio: folds over touchscreen for added protection – Cardholder: vertical slot secures card or cash – Magnetic latch: secures folio in both closed and open positions OtterBox Products

STRADA SERIES: PROFILES • USER PROFILE: Recommend the Strada Series to experienced professionals and recent graduates who will appreciate well-crafted style and everyday protection. • PHONE PROFILE: Available for Apple and Samsung products. OtterBox Products

AGILITY SERIES: INTRO • The advanced Agility tablet system protects your tablet while adapting for optimum use everywhere you go. Protect, mount and use your tablet everywhere. – Agility Power Base charges three devices simultaneously – Agility Dock allows for set up on desks, nightstands and more – Agility Wall Mount secures tablets onto vertical surfaces – Agility Folio covers your touchscreen – Agility Keyboard Portfolio includes an integrated Bluetooth keyboard for iPad Air and Air 2 OtterBox Products

AGILITY SERIES: PROFILES • USER PROFILE: For those hectic households or flexible adopters who need versatility and protection from everyday life • TABLET PROFILE: Available for Apple tablets OtterBox Products

ALPHA GLASS: INTRO • Made from fortified glass, Alpha Glass provides a super thin, anti-shatter option with a glass touch. – Flawless clarity: maintains your phone's pristine image quality – Reactive touch: retains your touchscreen responsiveness – Anti-shatter: fortified to avoid splintering and shattering – Precision application: tools included for simple application – Selection: choose Clear or Privacy glass OtterBox Products

ALPHA GLASS: PROFILES • USER PROFILE: Recommend to the minimalist who wants protection, but not added bulk, or the have-it-all techie who needs ultimate protection everywhere. • GLASS PROFILE: Available for most Apple and Samsung products OtterBox Products

LET’S REVIEW • OtterBox cases offer a number of benefits for users. Each product offers a unique benefit for those looking to protect and get the most out of their device. • Whether you’re looking for rugged durability (Defender), a tough and sleek case for life on the go (Commuter), seriously slim style (Symmetry), a book- style leather case (Strada), minimalism (Alpha Glass), or any other feature, OtterBox has you covered. Selling OtterBox Selling OtterBox

ASK QUESTIONS • In order to help customers find the right case for their needs, sales associates must be prepared to ask the right kind of questions. Keep the questions open- ended to get the customer talking, because the more details you get, the better recommendation you can give. Selling OtterBox

EXAMPLES OF QUESTIONS • Here are some examples of questions to ask: – What kind of work do you do? – How will you use this case? – What do you use your phone for the most? – Who else uses your device? Kids? – Are you planning any vacations this year? – What does your phone usually go through? Drops? Stepped-on? Selling OtterBox

VALUE • Customers may ask about the price of OtterBox compared to fashion cases. In these situations, it is CRUCIAL that you highlight our cases’ incredible value by emphasizing the quality-assurance and test-proven protection that make us the #1 selling case in the U.S. and Canada. • While the other cases may have eye- catching bling, our cases ensure customers’ phones are protected from life’s accidents. Certified Drop + Protection means they go through 238+ hours of testing across 24+ different tests. Selling OtterBox

CREATE AN EMOTIONAL CONNECTION

• We all know how devastating it can be when you break or damage your phone. As sales associates, it’s your job to sell more than just the facts or specs about OtterBox; you must sell the connection OtterBox has with people’s lives. When talking to customers, make sure to share an emotionally compelling story that emphasizes how our cases can solve the problem-areas they described. • Read a few incredible examples of how OtterBox saved the day on the next few pages. Selling OtterBox

STORY #1: JESSICA

• “I completely forgot my phone on top of my car and pulled out at a high rate of speed from a very busy highway and, of course, my phone went flying! I just knew it was broken into a million pieces. But, I went back to find that it was in perfect condition thanks to my OtterBox! I am a firm believer in this product! It was worth every penny spent on it, and I highly recommend it to everyone!” Selling OtterBox

STORY #2: AUBREY

• “Alpha Glass was a total game changer for me. When I think “screen protectors,” I always picture those stickers that are impossible to put on without bubbles and always get immediately dirty. I hate those. Alpha Glass is the opposite; beautiful, and the applicator made it super simple to put on. Feels just like my phone screen. I dropped my phone in a bar and it landed on the screen... I expected it to be totally shattered. I peeled off the Alpha Glass that had cracked... underneath, to find my screen was in perfect condition. THANK YOU!! So much better than paying $100 to replace my actual screen." Selling OtterBox

CUSTOMER PROFILES

• Sales associates must also able to identify customer types and what they would require from OtterBox. In the following pages, learn how to identify the different customer profiles and which OtterBox Series aligns best for them. Selling OtterBox

ENTHUSIASTIC ADOPTERS

• Enthusiastic Adopters want the best and are WILLING TO PAY FOR IT. They want MAXIMUM PROTECTION, but not at the expense of style. They want ADVANCED FEATURES, are always on the lookout for new products and are influencers among their friends. • Series Alignment: Resurgence Selling OtterBox

DILIGENT DEFENDERS

• Diligent Defenders are very focused on PROTECTION. They have LESS INTEREST IN STYLE or brand, but do show interest in advanced features. • Series Alignment: Defender Series Selling OtterBox

STYLE SEEKERS

• While PROTECTION IS STILL A PRIORITY, Style Seekers only need “daily protection” and are WILLING TO MAKE A TRADEOFF FOR STYLE. They are stylish, youthful, and colorful – and want a case that reflects that. • Series Alignment: Symmetry Series Strada Series Selling OtterBox

PASSIVE PURCHASERS

• Passive Purchasers are least exacting about their phone case. THEY NEED PROTECTION – BUT NOT TO AN EXTREME DEGREE. STYLE IS NOT AT ALL A FOCUS. They just need a case that will get the job done. • Series Alignment: Commuter Series Solid Color Symmetry Series Selling OtterBox

PRACTICAL PROTECTORS

• Practical Protectors CARE SOLELY ABOUT PROTECTION – and DON’T WANT ANY BELLS AND WHISTLES. They consider themselves practical and economical, but areWILLING TO INVEST THE MONEY in a case to take care of their device properly. • Series Alignment: Defender Series Selling OtterBox

LET'S REVIEW

• Here’s a quick review of our key takeaways: • Ask open-ended questions. • Emphasize the QUALITY and VALUE of OtterBox. • Make sure customers understand the emotional connection OtterBox has to their lives. • Customers have different styles and needs, and sometimes there is more than one OtterBox to fit those needs. It's important to find the absolute best option for their lifestyle. • Thanks for learning more about OtterBox! THANK YOU

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