Revision A How to introduce and sell ChatCards Jan M. Jørgensen FURUNO BROADBAND SERVICE CENTER xxxx

Revision A Jan M. Jørgensen (FBS) Agenda What is ChatCard? Why ChatCards? –Benefits for Crew –Benefits for Ship Management –Benefits for the dealer How to introduce the product to the market –FBS Deliverables Pricing and Commisions Processes –How to order new ChatCards –Reload

Revision A Jan M. Jørgensen (FBS) ChatCards from FBS Prepaid Internet Access on FleetBroadband for Maritime Crews –FBS ChatCard is an easy, affordable solution for companies to give their crews a convenient way to stay in touch with family and friends while at sea. –ChatCard can be used by crew for calling home, , SMS and now with ChatCard Data, can be used for Internet access, such as instant messaging and web browsing on a FleetBroadband terminal. –With ChatCard Data, all crew Internet access costs are separate from the vessel’s operational communication costs, with usage deducted from the crewmember’s prepaid ChatCard.

Revision A Jan M. Jørgensen (FBS) FBS Airtime Services Only electronic ChatCards will be introduced by FBS –Eliminates shipping costs and potential delays in delivery, if ship on sea –No stock of physical cards eChatCards provide: –One Card for all Inmarsat Voice Services –Prepaid call, SMS and Internet Access Last using the ChatCard Data feature –Only successful calls are charged –eChatCards can be reloaded and available in any denomination from 50 up to units –250, 500 and 750 units equal to: 25, 50 and 75 minutes respectively when calls are placed during Family Time discount hours, 6:00 pm to 6:00 am weekdays and all weekend or 1.8, 3.6 and 5.7 Mbytes of Internet Access –Use for any mix of voice and Internet access –No per-call connect fee so you pay only for actual talk time xxxx

Revision A Jan M. Jørgensen (FBS) Benefits for Crew Members One single pre-paid card for voice calls, , SMS and Internet access on FleetBroadband Discounted voice rates during extended Family Time calling hours for B, M, Mini-M and Fleet 33/55/77 Flat global rate per service Pay for talk time only, no hidden fees

Revision A Jan M. Jørgensen (FBS) Benefits for Management Full separation of business and crew communication costs Simplified accounting and administration –Due to the self-reload service via myChatCard TM –Dealer can buy via FBS service directly one one account Reduced risk to valuable equipment from changing of SIM cards Improve crew morale – critical in recruiting and retaining skilled personnel Cost savings and convenience with eChatCards delivered via PDF, Excel spreadsheet or text file, eliminating shipping charges and delivery delays

Revision A Jan M. Jørgensen (FBS) Benefits for the Selling Partner Installation of HW is typically already done –It is a matter of selling airtime once Once sold the business runs itself –Steady stream of revenue –As crew keeps reloading and/or buying new Demo cards available at request to FBS –Request demo to FBS via through distributor High opportunity for revenue –12-15% of calls are generated as (e)ChatCards Billing/commission handled by FBS –Via dealer’s distributor

Revision A Jan M. Jørgensen (FBS) Units are per Minute: (unless otherwise indicated) FromRegularFamily Time 1 Inmarsat mini-M and Fleet1610 Inmarsat-B and Inmarsat-M2410 FleetBroadband10 Iridium and MSat / MSV12 AmosConnect Crew, per 30 messages200 Internet access, per 50 Kbytes, FleetBroadband 77 1 Family Time: 6:00 pm to 6:00 am weekdays and all weekend Minimum call duration 30 seconds and calls are calculated in incremental steps of 15 seconds. Rates

Revision A Jan M. Jørgensen (FBS) FromRegularFamily Time FleetBroadband10 Internet access, per 50 Kbytes, FBB77 Price examples of eChatCard (0.11 USD) versus FBS May price list: Rates in FBB-Money!

Revision A Jan M. Jørgensen (FBS) Making Calls and SMS 1.On the handset dial 64# or 75# Note there is no difference in these two codes Some terminals may be restricted to one or the other). 2.When prompted by the system, enter your 11-digit ChatCard number followed by the # key 3.The number of units remaining on your card will be announced and you will be prompted to press 9 to place a call 4.When prompted by the system, dial the full international telephone number, starting with the country code (do not dial “00”) 5.Country code (without the 00)> Area code (without the 0)> Subscriber number> # Example: For calls to London call 44> 20> subscription number, followed by # 6.The total potential number of minutes available for that call will be announced 7.When you have completed your call, simply hang up. Call units used will automatically be deducted from your card. During a call, a notification will sound at 60 seconds and 30 seconds before you run out of credit

Revision A Jan M. Jørgensen (FBS) Getting ChatCard TM Data Requires: 1.A FleetBroadband (FBB) terminal –Not vendor specific 2.Terminal must be configured correctly for use with ChatCard Data, which involves configuring password protection for access to the ChatCard Data service (see below) 3.ChatCard number and PIN code with a minimum amount of 50 ChatCard Units 4.PC connected to the FBB terminal with internet browsing software

Revision A Jan M. Jørgensen (FBS) Using ChatCard TM Data 1.Configure access from the crew PC using LaunchPad and open connection via browser At log-in user will be prompted for current account  2.Optimize internet access by installing Net Accelerator feature in the browser Reduces data up to 80% See factsheet  3.Browser in the crew PC is automatically re-directed to a default website with list of mini and data lite sites

Revision A Jan M. Jørgensen (FBS) Accessing myChatCard TM Log-in requires ChatCard ID and 4 ciffer PIN code Once logged-in crew can at any time check - Current status - Reload more units - Buy new cards Dealer can always get cards or reload them via FBS:

Revision A Jan M. Jørgensen (FBS) Registration Form Presentation for distributor and dealer/end-user How to set-up a FELCOM 250/500 FactSheet Deliverables