Chris Edwards, Garrett McCulloch, Callie Louis “One of the most underestimated events in modern financial history” - CNBC Chris Edwards, Garrett McCulloch, Callie Louis Set up story: Market downturn is shifting – people are fearful and unsure. They pull out all their money. People don’t have enough time to do the proper research for their own asset management. People have lost confidence and we need to restore that.

Closed Channel – now what? Investor attrition Reduced revenues Endangered division Introduce how we came up with the personas/why. Plant a question: Who are your existing direct channel clients? Evoke a special emotion: The clients are recent college graduates starting their careers, they are newly wed men and women, they are mothers, fathers, grandmothers and grandfathers. Answer the question: 42% are between the ages of 30-50 and 43% are between 50-70. Only 6% of clients are between the ages of 18-30. That existing 6% is equally important, as they will be investing more money as they grow older. Move the story forward: Due to the varying age of the clients, a persona breakdown will be most effective in determining how to go about 1. keeping existing clients, 2. reducing costs, and 3. increasing revenues. Therefore, we developed 3.

These are your clients Michael and Jennifer David and Lisa Age: 18-30 Salary: $40,000 - $60,000 Marital Status: Single Tenure: < 7 years David and Lisa Age: 30-50 Salary: $50,000 - $75,000 Marital Status: Single/Married Tenure: 7-14 years Charles and Barbara Age: 50+ Salary: $75,000 +/Retired Marital Status: Married Tenure: 13+ years

Recommendations Option #1: Website Interaction Option #2: Digital Subscription Option #3: Social Networking

Option #1: Website Interaction Webinars Instant Messaging

Option #2: Digital Subscription E-mail Newsletter RSS Podcasts

Option #3: Social Networking Facebook Twitter

Where do we go from here? X Better manage relationships with customers Give clients a sense of security Restore clients trust Michael & Jennifer David Lisa Charles Barbara Option #1 X Option #2 Option #3

Janus will improve revenues and retain customers Michael and Jennifer Won’t be discouraged investing early and look to Janus for future investing needs. David and Lisa Will start college funds for their children and look to their retirement. Charles and Barbara Will have the confidence to start funds for their grandchildren and head to the country club with a sense of security.