1 COMPANY CONFIDENTIAL SG10T Paul Denimarck November 2011

1COMPANY CONFIDENTIAL

SG10T

Paul DenimarckNovember 2011


Contents

Product Line and the SG10 fitIntroduction TimelineSG10T configuration detailsValue Proposition and PositioningTarget AudienceKey CompetitionPricing SummaryMarketing Support


Intermec Scanner Range

SR30

General Purpose

LightIndustrial

SR61 TSR61B

Industrial

Value Scanner

SF51

Build a more competitive product

range

SG10T Tethered SG20 FamilyQ1 2012


SG10 Introduction Timeline

BDU’s have been in field since August. Distributor Stocking orders have been placed and have shipped over the last month globally.There are approx 1500 units in distributor stock.Production general availability (PQA) begins on November 15th.Public launch and Product Page go live November 15th.


SG10 Value General Purpose Scanner

Simple, Affordable & Reliable

Easy to use 1D tethered scanner @ low price w/ 3 yr warranty!


Product Overview

SG10T1D-USB001 and SG10T1D-KBW001G - general purpose10 – entry classT – tetheredUSB – USB cable kitKBW – KB Wedge kit

Key characteristicsSimple - USB and KBW interface onlyAffordable - $140 US list (€108)Reliable – Proven CCD technology backed w/ 3 yr warranty

Source of differentiation1D solid state CCD imager and one low price available to all

Roadmap No line extensions identified at this time.


Sales Support Materials

SG10 is live on INsider nowSG10 is in a new category of General Purpose ScannersWhen released it will be joined by the SG20

Product ProfileComparison MatrixCompetitive ComparisonsKey Selling PointsSales presentationNew version of EasySet


SG10 Product Profile


Value Proposition: For price sensitive small to medium sized businesses who seek to quickly increase profitability, the SG10 is a general purpose HH barcode scanner that enables businesses to achieve greater accuracy and efficiency in the areas of their business associated with the storage, movement, accounting and sales of their inventory and assets. Unlike lasers, the SG10 is based on solid state imaging technology that will provide better reliability all at a competitive price.

Positioning Statement: Reliability and ease of use at an affordable price.

Value Proposition/Positioning Statement


Target Audience

Target marketsGeneral Purpose scanning in retail and commercial apps

ApplicationsCounter / Desktop scanningIn store Retail – POS, Specialty countersCommercial services (office scanning) - Insurance / Law Firm document trackingAccess Control, Tool CribLibrary book check out and in

Buyer, influencer, end userBuyer - IT and or Purchasing managers (low value transaction)Influencer – Operations managers / end userEnd user preference key to acceptance

Market size, opportunity (70% mkt $ & 80% units served with GP scanners)


Major Competitive Scanners

Motorola LS1203 (corded 1D laser)

Honeywell 5145 Eclipse (corded 1D laser)

Datalogic QuickScan QD2300 (1D laser)


Competitive Overview

Target Audience: Countertop General Purpose 1D Scanning

Scenario AreaCompetitive Status Rationale/

CommentsSG10THW 5145 Eclipse

Mot LS1203

DL QD2300

Imager based reliability

X X XCompetition based on moving beam laser technology

Lowest Acquisition price

X X X

Most attractive channel price vs Mot & DL. Below HW if added to TR.

Best TCO X X X

Imager based reliability will require fewer

service calls and down time than

lasers

Plug and play Kits = = = =

USB & KBW have become to std offer at this level with

few to no complicating

scanner options.


Pricing Strategy Summary

Introduce at a leading competitive price vs. existing laser based technologies. Best list and lowest price to drive volumes through channel.

Intermec Product

Suggested Price Change

Honeywell 5145 Eclipse USB or KBW kit

Motorola LS1203 KBW kit DataLogic QD2300 USB kit

Target Competitive Price Position

SG10 KitNPI List Price $140 / €108

Introduce with competitve leading price available to all resellers. No registration and no rebates. Drive volumes through DMARS.

New Discount code “E” only available through distribution

No registration, No rebates





Intermec Partner Concierge

Campaign In A BoxCampaign MaterialCustomer Focused MaterialProgram Website


Installed Base ProgramProspect Awareness ProgramMarketing Promotions ProgramIntegrated Lead Generation Program

Reserve your Campaign In A Box by November 18th and SAVE 15%

You can launch the campaign in Q4 or Q1

Campaign In A Box


Campaign In A Box

Installed Base Marketing ProgramBranded and hosted landing page One email blast to your databaseCo-branded Intermec product profilesProgram development & setup Detailed reporting and updatesCampaign ROI analysis and reporting

Complete Program $675Price reduced from $795


Campaign In A Box

Prospect Awareness Marketing Program– 1,000 prospect database contacts– Branded and hosted landing page – One email blast to prospect/customer database

– Co-branded Intermec product profiles– Program development & setup – Detailed reporting and updates– Campaign ROI analysis and reporting

Complete Program $1,015Price reduced from $1,195


Campaign In A Box

• Marketing Promotions Program– 1,500 prospect database contacts– Branded and hosted landing page – Custom developed solution brief– Two email blasts to prospect/customer database




Campaign In A Box

• Integrated Lead Generation Program– 1,500 prospect database contacts– 100 hours outbound telemarketing – Branded and hosted landing page – Custom developed solution brief– Two email blasts to prospect/customer database




Campaign Material


Customer Focused Material

• Co-Branding Available at No Charge– SG10T Product Profile– White Paper– Case Study– Presentation Material– Banner Advertising– Email Blast Template


Get Started Today

Intermec INsiderhttp://www.intermec.com/partner-products/scansg10t/selling-

points.aspx

Intermec Partner Conciergehttp://PartnerConcierge.com/SG10T.php

480.704.4775

Or contact your CBM



COMPANY CONFIDENTIAL

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1 COMPANY CONFIDENTIAL SG10T Paul Denimarck November 2011