MODULE II: SELECTING TRAVEL GEAR 12/12

WELCOME MODULE I: VICTORINOX TRAVEL GEAR OVERVIEW should now be complete and all collections reviewed This training module will cover: Suggesting the right travel gear to the consumer based on observation and a series of questions Why suggesting additional products to the consumer will increase sales and improve the consumer shopping experience

GREET THE CONSUMER Smile and say hello Welcome the consumer into the store and observe Did they go into a specific section or touch a particular item? Introduce yourself and the brand Tell the consumer your name Let the consumer know why you are the best person to help them find what they are looking for Let the consumer know about new products or promotions Once the consumer is comfortable, they will approach you with their needs Be prepared to ask specific questions TRAVEL | BUSINESS | EVERYDAY

TRAVEL - ASKING THE QUESTIONS Destination Are you traveling internationally or domestically? Is this a business or leisure trip? Duration How long is your trip? How often do you travel? Features What type of bag are you looking for? What happened to your previous bag? What did you like and dislike about the bag? What feature is the most important in a new bag? TRAVEL TRAVEL | BUSINESS | EVERYDAY

TRAVEL - DESTINATION ANSWERS Destination-oriented questions will help identify the applicable carry-on size and collection to suggest Answers When traveling in the U.S., most airline carriers allow a carry-on bag totaling a maximum of 45 linear inches or 56 cm Suggest a 22″/56 cm carry-on upright as it will meet most airline regulations When traveling for business, choose a bag that will perform over time Suggest a bag from the Mobilizer NXT Collection as it is built for the road warrior TRAVEL

TRAVEL - DURATION ANSWERS Duration-oriented questions will help identify the applicable bag size and collection to suggest Answers For trips longer than 3 days, something larger than a carry-on upright is needed Suggest a Werks Traveler 24″/ 61cm upright as it is lightweight and offers maximum capacity Purchase a bag that will endure the demands of frequent travel Suggest the Mobilizer NXT and Werks Traveler collections as they each have superior framing construction and abrasion resistant ballistic nylon that will withstand repeated abuse from airline travel TRAVEL

TRAVEL - FEATURE ANSWERS Feature-oriented questions will help identify what style of bag and collection to suggest Answers 4-wheel bags are popular and easy to use Suggest a 4-wheel bag which offers 360°maneuverability from the Spectra, Werks Traveler and Avolve collections Travel gear reflects our unique lifestyle Suggest a bag from the CH-97 Collection when travel takes you on an adventure TRAVEL

MOBILIZER NXT Destination Duration Features For frequent business travelers Duration Travel is frequent but length of travel varies Features Durable Convenient suiter in all uprights Wider range of garment bags Swiss Tracker Bag Tracking Program TRAVEL

SPECTRA Destination Duration Features Any type of travel Trip lengths vary Features Lightweight Global Carry-On is 5.7 lbs/2.6kg 32”/83 cm 8-Wheel Travel case is 9.7 lbs/4.4kg Dual-Casters Variety of color options TRAVEL

WERKS TRAVELER Destination Duration Features For casual, seasoned travelers Duration Trip lengths vary Features Lightweight Dual-Caster and 2-wheel options in uprights Convertible 2-in-1 hybrid bag offers the versatility of a garment bag and a duffel bag Variety of color options TRAVEL

AVOLVE Destination Duration Features For casual and business travel Trip lengths vary Features Single casters Spacious 22″/56 cm has 3356 cu in./55L of capacity Simple organization TRAVEL

CH-97 Destination Duration Features For adventure travel Trip lengths vary Features Outdoor-inspired styling Docking Day Bag easily attaches to uprights in the collection Wheeled backpack options Wheeled duffel options TRAVEL

TRAVEL SOLUTION - STYLE AND SIZE Carry-On is classic and suitable for business and leisure travel Checked for extended trips or when traveling with companions Wheeled offer maximum packing capacity for casual travelers Non-Wheeled for carrying travel documents or reading materials Companion piece for items that are not suitable for checked luggage Wheeled for business professionals or travel where formal attire is necessary Non-Wheeled for shorter trips TRAVEL TRAVEL | BUSINESS | EVERYDAY

BUSINESS - ASKING THE QUESTIONS Content Do you carry a computer, tablet or both? What size is your laptop? Do you carry files? What other items do you place inside your bag? Style How do you prefer to carry your bag? What is your business attire? BUSINESS TRAVEL | BUSINESS | EVERYDAY

BUSINESS - CONTENT ANSWERS Content-oriented questions will help identify the appropriate bag size to suggest Answers Our business cases offer computer and tablet protection based on the size of your computer Suggest bags from the Architecture and Werks Professional collections as they feature dedicated pockets to accommodate 13″/33 cm, 15.6″/40 cm and 17″/ 43cm laptops and tablets Our business cases offer flexible storage options for the business traveler The Parliament and Rolling Parliament from the Architecture Collection and the Officer 17 from Werks Professional offer storage options for clothing BUSINESS TRAVEL | BUSINESS | EVERYDAY

BUSINESS - STYLE ANSWERS Style-oriented questions will help identify the appropriate bag style to suggest Answers Leather business cases are appropriate in formal office settings Suggest leather cases from the Architecture Collection: Wainwright Leather and Monticello Leather Business cases are no longer just standard briefs and there are many options available based on your personal style Suggest the Architecture or Werks Professional collections as they offer standard briefs as well as attachés, backpacks and wheeled business case options BUSINESS TRAVEL | BUSINESS | EVERYDAY

ARCHITECTURE Content Style Multiple laptop size options Dedicated tablet pockets Files Options for clothing Intuitive storage Style For the business executive that requires multiple options in classic, conservative styles Multiple wheeled options Security Fast Pass options Swiss Tracker BUSINESS

WERKS PROFESSIONAL Content Style Designed for advanced technology: tablet and/or computer Options for wrinkle-free packing Style For the modern professional that requires multiple options in casual, lightweight styles BUSINESS

BUSINESS SOLUTION - STYLE AND SIZE Casual option for tablets/iPads Attachés offer simple organization of files, tablet/iPad or various laptop sizes For professionals that carry both computer and files Functional bags that can accommodate overnight travel For business professionals that travel outside of or commute into the office BUSINESS TRAVEL | BUSINESS | EVERYDAY

ALTMONT For the Almont Collection, match the consumer to their bag by asking a series of questions: Do you prefer backpack, shoulder bag, brief or something smaller? What items will you be placing inside your bag? EVERYDAY

ALTMONT Answers: The Slimline Laptop Backpack is a great option to carry both your laptop and tablet. The Flapover Digital Bag is a great option to carry and store your tablet. The Orbital Waist Pack is a top seller. It’s great for small items that you need quick access to.

ALTIUS For the Altius Collection, match the consumer to their wallet or document holder by asking a series of questions: How much organization will you need? Will you need to carry travel documents? What type of identification do you carry? EVERYDAY TRAVEL | BUSINESS | EVERYDAY

ALTIUS Answers: The Oslo provides protection and storage for your passport as well as credit cards and receipts. The Barcelona offers the ideal amount of organization for your identification, currency and credit cards. The Rome is a great everyday wallet for simple organization.

LIFESTYLE ACCESSORIES For the Lifestyle Accessories Collection, match the consumer to their item by determining what travel or everyday problem they are looking to solve What type of items are you looking to store? How secure do you need the item to be? What items need organizing? Do you travel with any electronics? EVERYDAY

LIFESTYLE ACCESSORIES Answers: The Deluxe Concealed Security Belt can be worn underneath your clothing to protect and conceal important travel documents and currency. Our All-In-One Adapter Plug is designed to pack easily wherever your travel may take you. All-In-One Adaptor Plug

EVERYDAY SOLUTION Packing, organization and security of your items For multiple types of currency and documents For daily use EVERYDAY TRAVEL | BUSINESS | EVERYDAY

SHOW THE ITEM After asking the questions: Demonstrate the features Be detailed by explaining how the features will provide solutions to their needs Assess the consumer The consumer will give signals if the information becomes too much If the consumer is short on time, pick the top 3 features most important to the consumer Test drive Encourage the consumer to try the item Show them how to use the item

SHOW THE ITEM Share travel tips and/or story Share your personal experience with a similar item Share fun facts about the item Have an alternative to show (if necessary) Be prepared to show the pros and cons of both items while keeping the needs of the consumer in mind Try to not show more than 2 items The consumer may get confused and back out of the sale

SUGGESTING ADDITIONAL ITEMS Suggesting additional items will: Increase sales per transaction which leads to increased overall sales Increase consumer experience in the store by introducing consumers to other products in the store and how the product relates back to their original item TRAVEL | BUSINESS | EVERYDAY

SHOW THE ITEM AND SUGGEST OTHERS While showing the item, offer companion pieces that can enhance the use of the item Example: While showing the add-a-bag feature on an upright, you notice that the consumer’s business case is looking worn. Take a business case and show how the add-a-bag feature works. This can open up conversation about the consumer’s business case needs. Example: While showing the interior of an upright, demonstrate how the bag would look full by showing toiletry kits and packing accessories. This can open up conversation about the consumer’s packing needs.

SHOW THE ITEM AND SUGGEST OTHERS By listening to the consumer’s problems, you can offer solutions Example: While closing a business case sale, you notice that your consumer chose a case with laptop and tablet organization. The consumer also used their cell phone while in the store. Suggest the travel power strip to help the consumer stay powered up while traveling. Example: While closing a 24”/61cm upright sale, you remembered that the consumer’s original problem was paying the additional fees to the airline from going over the weight allowance. Suggest a packable duffel.

CLOSING THE SALE Your consumer will give hints to let you know that they are ready for the purchase If they don’t, ask “Which one will you be taking today?” This will prompt them to make a decision Once the decision is made, follow-up with “Excellent choice, I think you’ll be very pleased with it” or “It’s very popular in our store. One of our top sellers.”

THINGS TO NOTE If you’ve tried everything, ask another employee for help Consumers love the attention The other employee gives another point of view and justifies your knowledge and tips Sometimes, you may not be the right fit for the consumer Rather than lose the sale for the store, pass the consumer off to another employee Not everyone will be ready to make a purchase Be prepared to hand them a business card with your name so that when they are ready for that purchase, they will have your contact information

ROLE PLAY SCENARIOS Practice what you learned through the following scenarios: Scenario 1 - Consumer is looking for travel gear Scenario 2 - Consumer is looking for a business case Scenario 3 - Consumer is looking at accessories TRAVEL | BUSINESS | EVERYDAY

NEXT STEPS After the scenarios are completed answer the following questions: Were you successful in completing the sale? Why? If not, where did you get stuck in your approach? What could you have done differently? Proceed to MODULE III: 10 STEPS OF AIRPLANE TRAVEL