DISH Network Sales

1.

DISH Network Sales
Training
Welcome!
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2.

Customer Cycle
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3.

Marketing
Focus for Q3
Advertise
monthly price
with locals
included
in price
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4.

How DISH Network
Works
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5.

Promotions
Q3 | AUGUST 1, 2009
DHA-24
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6.

Digital Home Advantage
“DHA-24”
DHA-24
• Best Lease Offer
• 24 month agreement
required
• SSN and Credit Card
required
• No activation fee
• Pass credit check
• UP TO 4 ROOMS FOR FREE including 3 HD
ROOMS FOR FREE!
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7.

Industry-Leading Equipment!
Q3 | AUGUST 1, 2009
HD/DVR
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8.

Solo vs. Duo Receivers
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9.

ViP722k HD Duo DVR
• Our most popular receiver!
• Up to 55 hours of HD DVR recording
time (or 350 hours of SD DVR)
• Can support 1 TV or 2TV’s
• Ranked #1 HD DVR by CNET.com
• Shared DVR hard drive!
• Best of all: FREE as the primary receiver!!
FREE HD DVR FREE HD DVR FREE HD
DVR!!
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10.

ViP 222k or 211k
• Either 1 or 2 rooms
• 222k supports 2 rooms (1 in HD, 1 in SD),
or 211k supports 1 room in HD
• Both support external hard-drive
configuration to convert to DVR
• Secondary receiver in most cases (sell
722 HD DVR first!)
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11.

Offers
Q3 | AUGUST 1, 2009
$15 or $10 off
HBO/Showtime
for a year!
3 months free
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12.

Offers
Lock in your savings for a year!
• New Classic customers shall
receive $15 off their monthly
bill for 12 months!
– $180 OFF total!
• Eligible for New Customers
who make a term commitment
– Must sign 24-month
– Eligible Programming: Classic Bronze 100
or higher (*TurboHD NOT eligible)
> TIP: Be sure to use the correct advertising
message, “lock in savings.” Avoid any
messages that promise a price lock.
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13.

Offers
Pricing
Monthly
Package
Price
Monthly
Overlay
Credit
Price
After
Credit
Classic Bronze 100
$39.99
$15.00
$24.99
Classic Bronze 100 Plus
$44.99
$15.00
$29.99
Classic Silver 200
$52.99
$15.00
$37.99
Classic Gold 250
$62.99
$15.00
$47.99
America's "Everything" Pak
$102.98
$15.00
$87.98
Classic Bronze 100 with DVR
$44.99
$15.00
$29.99
Classic Bronze 100 Plus with DVR
$49.99
$15.00
$34.99
Classic Silver 200 with DVR
$57.99
$15.00
$42.99
Classic Gold 250 with DVR
$67.99
$15.00
$52.99
Programming Package
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14.

Offers
HBO/Showtime FREE for 3 months
$22 savings per month!
• NEW Customers
– Qualified with DHA-24, DHA TOO and FlexTV
• Existing Customers
– Qualified with sign up for AutoPay with Paperless Billing or
provide a valid email address
– Cannot receive HBO for free more than once per year
• All customers must maintain minimum programming
service of:
– Classic Bronze 100
– DishLATINO Clásico
– International as Qualified Programming to receive
promotional credits
– TurboHD Bronze
• Charges will automatically apply to bill after the free 3
months if a customer does not call and cancel
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15.

Additional Fees
For Example:
1 HD Duo DVR, 1 HD Solo
Classic Bronze 100 w/DVR
$
29.99
High-Definition Package
$
10.00
Additional HD Receiver (Lease fee)
$
7.00
Total
$
46.99
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16.

Offers
DHPP free for 9 months continued
• Same Business Rules
• New Customers who make a 24 month commitment
– DHA-24
– DHATOO
• Charges will automatically apply to bill after the free
9 months if a customer does not call and cancel
• Cinemax offer has been discontinued effective
immediately.
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17.

The Key: Building VALUE!
• "In a down economy, value rules. .
. success depends on delivering
value, as well as low price."
Rob Enderle, Principal Analyst,
Enderle Group
At the 2009 Consumer Electronics Show
Infomatics.com, Jan. 8, 2009
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18.

GROUP DISCOUNT
Installation Fee Waived!
$
99.00
12 Monthly Credits of $15!
$
180.00
12 Months of CineMax a Penny (With Ebill & AutoPay)
$
155.87
3 Months Free HBO/Showtime!
$
66.00
TOTAL GROUP SAVINGS
Every Touch Down, Every Game Only $5.99pm, (must have the Classic 200+)
$ 501.87
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19.

NFL Red Zone
EVERY TOUCHDOWN. EVERY GAME.
http://redzonetv.nfl.com/
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20.

NFL Red Zone
• ONLY $5.99/month!!
• Must have Classic Silver 200 or higher
• DirecTV’s Sunday Ticket costs about $350
per season (ouch!)
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21.

Disclosures
Q3 | AUGUST 1, 2009
Cancellation fee
Unreturned equipment fees
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22.

Disclosures
Cancellation Fee Update
• New and Existing Customer
Cancellation Fee updated to $360
prorated for month’s remaining
in customer agreement
• 24-Month Commitment Offers
– Prorated at $15/month multiplied by the number
of months remaining in customer commitment
period
Even with this price increase the DISH Network
cancellation fee is still lower than DirecTV’s
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23.

Disclosures
Lease Unreturned Equipment Fees
Receiver Model
Fee
301/311/381
Solo Receiver
$100.00
322/322-1
Duo Receiver
$100.00
522/625
Enhanced
DuoDVR™
Receiver
ViP 211/k
HD Solo Receiver
Receiver Model
ViP 222/k
HD Duo Receiver
ViP 612
HD Solo DVR
Receiver
Fee
$200.00
$300.00
$300.00
ViP 622/722/k
Enhanced HD
DuoDVR™
Receiver
$300.00
$200.00
Outside
Equipment
(LNBF)
$50.00
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24.

Customer
Retention
Q3 | AUGUST 1, 2009
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25.

Customer Onboarding
• 2/2/2 Calls!
• How does DISH Network help you retain your
customer?
• DISH Network’s New customer Onboarding Emails:
– Order Confirmation E-mail
– Welcome E-mail
– First Bill E-mail/First Bill Explanation
– Day 30 E-mail – Quick Tips
– Day 60 E-mail – Advanced Tips
– Day 90 E-mail – Get More from DISH Network
• Exclusive offers such as: PPV Coupons with bills to
good customers, CMT Concert Series, Dora the
Explorer
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26.

Review/Key Benefits
• Packages starting at just $24.99/month for 12
months!
–
Beats Cox/DirecTV every time!
• Free industry-leading HD DVR! Up to 4 rooms total
for FREE!
• Free installation with 24-month agreement!
• Free HBO/Showtime for 3 months!
TREMENDOUS SELLINGVALUE!
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27.

Questions?
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28.

Happy Selling!
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