A sales presentation by:

Michael Prince

Fiona Sales

David Lin-Cesena

Lindsey Stancil

Michele Clausing

Joey Zaliagiris

Agenda:

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1. Introduction
2. Company Background
3. Prospect
4. Prospect Background
5. Competitor
6. Sales Objectives
7. Product Features
8. Product Benefits
9. Breakeven and cost

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Tesla Sales Team

Fiona Sales

Sales Manager Tesla SD

David Lin-Cesena

Tesla Owner Advisor

Joey Zaliagiris

Owner Advisor

Company Background

• We are Tesla Motors
• est. 2003
• Named after Nikola Tesla
• American Made (Fremont, CA)
• Design, manufacturing and selling of electric cars
• 4 unique models- Roadster, Model S, Model X and Model 3
• “To accelerate the world’s transition to sustainable energy”

Company Background

Prospect- San Diego Police Department

Officer Prince

Chief of Police Clausing

Administrative Secretary-

Lindsey Fitz-Stancil

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Prospect Background

Mission: "To maintain peace and order by providing the highest quality police services."

Vision: "A Police Department whose employees feel valued, works together in community partnerships to be a model of excellence in policing and fosters the highest level of public trust and safety."

Department Goals

Goal 1: Improve Quality of Life for All

Goal 2: Ensure Accountability to High Standards of Performance, Ethics and Professional Conduct

Goal 3: Strive for Continuous Improvement in Efficiency and Effectiveness

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Competitor-Ford Motor Company

FORD Crown Victoria vs. TESLA model S

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| Limitations |

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• Outdated technology
• Heavy curb weight
• Limited Safety Equipment
• Poor Fuel Economy
• Rear Wheel Drive
• 250 hp/ 297torque
• 0-60mph - 7.8sec
• Out of Production 2011
• High maintenance cost

Sales Call Objective

To obtain agreement for sale of a fleet of Tesla Model Ss to the San Diego Police Department

Methods of obtaining the sale:

• Anticipated objections
• Feel, felt, found
• Features tied with benefits
• Cost benefit analysis
• Trial close
• SPIN

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Money- funded by gov. but SDPD has opportunity to reduce costs while having industry leading technology and sustainable vehicles

Approachable- David knows officer

Desire- Always looking to be more sustainable/have better tech for officers

Decision maker- Chief of police plans budget

Eligible- Tesla recently made sale to LAPD

Need- Looking to replace obsolete crown vic

Prospecting/Preapproach Video

San Diego Police Department

Product: Features (Model S) - Michael

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• Aluminum Body, Low Center of Gravity
• Autopilot Capabilities
• Continuous Software Upgrades
• Electric All Wheel Drive
• 17 inch touchscreen
• Only 18 moving parts in drive train
• 5 star safety rating every category
• Zero emissions
• 8 year unlimited mile battery/powertrain warranty
• 2 Trunks
• Silent

P90D 90D 70D

Safety and Durability

• Crown Vic - Steel Body, Unibody Construction
• Ford is switching to aluminum casings for trucks and new models (2015)
• Model S - Aluminum Body, Steel Reinforcements, Titanium Battery Casing
• Both have to be retrofitted with Push Bars
• Can’t put a price on an officer’s life

Charging

• Full charge 5 hours
• On avg. Patrol Car drives 96 miles per day
• Fully charged for every shift after in about an hour and a half
• 58 miles per hour

Charging

• On all major interstates (617 stations, 3,652 superchargers)
• Build 1-4 Each Week
• Qualcomm Headquarters, SD

• FREE long distance travel
• 50% charge in 20 min.
• Tesla specific

Why Tesla?

• Biggest charging network / fastest recharge time
• Best Range for any fully electric car on the market (300 miles)
• Top notch technology and safety ratings
• Performance specs blow out the competitions
• $293 per mile Model S
• $515 per mile Ford Focus EV

base price range fuel cost /year MPGe charge time

Product: Benefits (Model S):

• Safest Sedan on the Road (Aluminum Body, Low Center of Gravity, Highest Safety Rating For any Sedan)
• High Performance (Electric All Wheel Drive and up to 762 hp of instant torque)
• Utility / Technology (Autopilot Capabilities, 17 inch touchscreen, Software upgrades that constantly improve the car, front trunk and massive rear trunk allow more storage )
• Extremely Low Maintenance- (18 moving parts, no oil changes, warranty program)
• Eco Friendly- (reduced carbon footprint, Energy, Time & Cost of Gasoline Savings)

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Breakeven and Cost

• Optional service plan
• Or maintain tires and brakes individually
• “Avg. patrol vehicle uses 20% of fuel while idling” - US Department of Energy

• 8 year unlimited mile warranty on battery and powertrain
• Keep avg. Crown Vic for 8 years
• One time installation of Tesla wall connector included