Sales Manual October 2017

LAPSIM®essence – PORTABLE AND AFFORDABLE As reflected by our value proposition, it’s now easier than ever to be a sim customer! Convenient online subscription to avoid investment budgets Stay updated automatically with the latest software Worry-free usage with 100% hardware replacement guarantee included With published validated transfer of skills from VR to OR Objective and extensive metrics & feedback Instructive video tutorials Desktop setup, ideal for mobile course programs

TARGET CUSTOMERS LapSim essence shall attract customers who do not have the capital to invest the €60,000+ needed for fully loaded systems, but who still want the standardized measurable training provided only by virtual reality simulators. On all markets. LapSim essence shall trigger multiple sales at large university hospitals with high throughput of course attendees. LapSim essence shall attract satellite hospitals who want to offer basic training, and have a full LapSim within reach at a central hospital.

SELLING LAPSIM®essence LapSim essence is a smaller product than LapSim Haptic System with less initial revenue. To maximize output, we should strive to spend less sales efforts on LapSim essence: Surgical Science will make no on-site demonstrations No installations on-site are included; open the box and connect Tutorial videos to take most first line customer support You pay the subscription, and all is included. No add-on options such as update programs to consider.

SALES MATERIALS Printed folder – first instance Email flyer – first instance Product Overview, with and without price – second instance, if customer shows interest Product video (to be published) Sales presentations: a new one with Lapsim essence only, and an updated main LapSim presentation, now with both LapSim Haptic (LSH) and LapSim essence (LSE)

SALES PROCESS Web E-mailing Trade show Folder, flyer First instance Web E-mailing Trade show Folder, flyer Interest Send Product Sheet Needs analysis No demo Purchase decision No individual quotes Order completion form When ordered: Surgical Science sends out an ’Order completion form’ – to be filled out. Includes sales terms and conditions. Customer to choose localization (language) of laptop keyboard.

NEEDS ANALYSIS If you have a general discussion with a prospect on their training situation, before focusing on a specific product, please use the positioning chart on next page to match the best product with the customer’s needs. If the customer is missing any feature in LapSim essence, a LapSim Haptic opportunity may unfold. Remember that LapSim Haptic addresses most needs as it has procedural modules, haptics, configuration possibilities, camera, and direct certificate function. LapSim Haptic is still our flagship product.

SALES GUIDE: MATCHING CUSTOMER NEEDS Identified Needs: Product Benefits: LSE LSH TS Comment Increase skills levels before meeting 1:st patient ++ +++ - LSH provides most possibilities Train different/specific procedures Train suturing + Train complications TeamSim=bleeding guaranteed Get more experience (has too little OR time) Train communication Warm-up Is done without instructor Get more access/time to training LSE possible to bring from sim center FLS accreditation Only LSH has all the exercises Complete course package with instructor Possible disadvantage towards comp. Wants to give a few courses per year LSH expensive for occasional courses Will certify residents Is required to provide simulation Needs to attract residents to education program VR/Digital training is cool Wants to predict performance (selection) Early residency=only Basic Skills Wants to do reassessment of surgeons Needs help to develop curricula LSH provides most functions Needs to keep budget Needs to spend budget Seeks to facilitate/ease purchase Rent is possible Needs to renew simulation park TS n/a, no others on market Needs to provide many courses Needs hassle-free equipment LSE easy-peasy Needs mobile equipment LSH difficult to roll around Conclusion #1: LSH is the most comprehensive simulator Surgeon /Individual Conclusion #2: Buy LapSim Essence when portability or low cost is important Program Director/ Professor/ Head of Dept. Sim Center LSE=LapSim Essence LSH=LapSim Haptic TS=TeamSim

PRICING Monthly fee €599/$699 Distributor discount 20% (your price €480/$560) Distributors invoiced every 6 months (€2880/$3360) Customs and freight costs will add on. No other startup costs. 3 months notice period Software subscription, including hardware warranty Payment period: 6mo 12mo 18mo 24mo

PRICING, CONT’D Customer cannot purchase hardware rig alone Distributors can buy demo hardware unit including hardcase for our non-profit price €4900/$5900 Distributors provided with demo software for free LapSim essence only to be used with bundled laptop – no possibility to purchase software separately

BUSINESS SETUP Surgical Science Distributor End User License and software update Rental contract Distributor End User Rental contract

HERE’S THE COMPLETE SETUP Desktop Simulator unit Grasper handles (2pcs) Pedal set USB cable 15” laptop, Win 10, with power cable, and localized keyboard Hardware license key