1. © 1996-2012 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 1 APAC Team Update

2. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 2 Update from Avoca Beach….

3. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 3 My focus this week……………

4. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 4 China o We are professional o We have good reputation / Global brand. o We can show ROI o We lack sales. Resources spend time in professional work, even sales, not marketing activities. o Not enough resources in Chinese. Local competition has people to sell training. o COPC website in English. Linkedin is English. Not on Weibo, baidu. Need localization of marketing material. o No local office in China. Customers contact Lenovo office o National policy, globalization – more business, economy. o Lot of domestic market in China. o Work with governments. We are the only contact centre standard that is subsidized (up to $90k USD out of $140-$150). 21 model cities. o Associations like CECC, banking – we can promote PIC. o We know people in different industries – Banking, Insurance, Telco, Airlines. o Local standards – 4PS, CCCS, CCCM – very cheap. They have dedicated sales teams. They give free trainings, consulting etc. o Change of local marketing partners. Lenovo profit targets are different. They do not find it profitable. No incentive for promoting COPC. o No BCP plan if the local partner stops working with us. StrengthsWeaknesses Opportunities Threats

5. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 5 1.We are professional – show that we are more trustworthy than the competition through marketing material – by end of June 2013 2.We have good reputation / Global brand – demonstrate our past successes with international clients and Chinese clients – invite them to speak at seminars, case studies, interviews and white papers 3.We can show ROI – develop 5 Chinese specific case studies with demonstrable ROI by June 2013 4.We can now do consultative sales. – then let’s do some! Maximise Strengths

6. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 6 1.We lack sales. Resources spend time in professional work, even sales, not marketing activities. – Our targets are for 60%-70% professional work and 30%-40% sales and marketing activities. This gives us at least one week per month (on average) purely for sales and marketing. Let’s be dedicated, split up the list of Chinese contacts and make sure we are talking to all of them. 2.Not enough resources in Chinese. Local competition has people to sell training. - We have dedicated sales resources in Lenovo Education for training, plus nearly.75 of an FTE of professional staff + marketing support from Ian. Need more revenue to pay for more staff….. 3.COPC website in English. Linkedin is English. Not on Weibo, baidu. Need localization of marketing material. – Translate all marketing PDFs into Chinese by end of May 2013. Set up Chinese (weibo) site by end of June 2013. Keep pushing USA until Chinese version of website created. 4.No local office in China. Customers contact Lenovo office – Pay for Servcorp address and receptionist facilities in Beijing by end of June 2013. Use China address and phone number on business cards. Minimise Weaknesses

7. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 7 1.National policy, globalization – more business, economy. – maintain a positive attitude to developing the business in China. There are huge opportunities. 2.Lot of domestic market in China. - Focus on the industries listed below + utilities 3.Work with governments. We are the only contact centre standard that is subsidized (up to $90k USD out of $140-$150). 21 model cities. – We have made contact with Hefei – need to make contact with all other twenty local bureaus to find out how we can help them to promote contact centres and outsourcing within their cities. 4.Associations like CECC, banking – we can promote PIC. – Sign agreement with CNCCA (call centre branch of CECC) to co-promote PIC. Agree in principle to provide “services” for Banking Association 5.We know people in different industries – Banking, Insurance, Telco, Airlines – Develop marketing approach specifically for each industry vertical to demonstrate competency and understanding of their business problems Leverage opportunities

8. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 8 1.Local standards – 4PS, CCCS, CCCM – very cheap. They have dedicated sales teams. They give free trainings, consulting etc. – work with CNCCA to promote COPC and our standards as the “real deal”. Sow seeds of doubt in the minds of our market about the competition – lack of integrity, lack of experience, copies of COPC Standards, focus on recognition rather than improvement – lack of ROI 2.Change of local marketing partners. Lenovo profit targets are different. They do not find it profitable. No incentive for promoting COPC. – develop our own marketing and sales team in China – this will require the development of a Chinese business though and it takes time to do so. At the moment we’re too small to justify the cost of the administrative burdens 3.No BCP plan if the local partner stops working with us. – invoice direct from Singapore, open RMB account with HSBC, recruit Dorothy (first choice) or someone else as telemarketer. Could outsource invoicing and billing function if required. Develop options for Threats

9. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 9 Key Partners in China in 2012 CNCCA Endorsement of PIC Lenovo Education Telesales for Training Ministry of Commerce Funding for Certification Sunteck Implementation in Hefei

10. © 1996-2013 COPC Inc. All Rights Reserved. Confidential and proprietary information of COPC Inc. 10 Conference speaking event Inner Mongolia General Motors meeting Client Seminars Possibly IQPC conference sponsorship Banking Association CNCCA collaboration What else? Hopefully lots from Rachel and Jason! Marketing Activities in China