1. 1 Competition

2. 2 Training Outline Introduce key regional and national competitors Review Original Works strengths and unique selling proposition Present methods of reducing competition impact on your business

3. 3 Key Competitors Art by me Art to Remember Artsonia Display My Art Kids Kreations Silver Graphics Square 1 Art A complete comparison chart is available in the Team Headquarters for you to review

4. 4 The OWY Competitive Advantage Leadership Position Most experienced Largest provider Proven track record First rate customer service High level of product quality Nationwide Presence Strong Infrastructure- Seasoned team of sales, marketing, customer service, manufacturing and finance professionals Product satisfaction guarantee

5. Two large scale manufacturing facilities to efficiently handle the volume of business we receive 12-day processing! Fastest turnaround time in the industry with no ‘approximate’ ship dates Local representation Product line that is wanted and popular – no fillers Competitive profit margins Free materials, samples, paper, lesson plans, pre- stuffed parent packs Industry knowledge The Art Room The OWY Competitive Advantage

6. 6 Beating the Competition Starts with you! Appreciate your schools A note, a phone call, $5 gift card Follow-up Email, newsletter, what’s new Sign repeat schools quickly Sign early, secure your business! Stay in touch Don’t let the competition get there first!

7. 7 Know Your Customers & What Makes them Buy Ask Questions!- open-ended questions What is going on in their school? You are on the front lines Who are the current contacts? Keep in touch, follow-up, district/in-service meetings What are their needs? Have they changed? Pay attention to clues! Just a little bit of effort! Reveals changes, needs, competitors that have surfaced

8. 8 Become Knowledgeable Knowledge is a competitive edge Know your products and programs –Understand how they apply to your prospect’s needs Collect as much information as you can on your competition: - Programs- Products - Service- Price - Location- Promotion

9. 9 Summary Competition is part of our business. It justifies the market and makes us stronger You have more control over competition than you think. Know your customer and understand what makes them buy Leverage the competition and make the presence of competition work for you Understand your competitor’s strengths and weaknesses. Look at them objectively – through the eyes of a customer Exploit weakness in a strategic fashion