SECTION B | PRODUCTS

Products

TV Kits Lighting Kits Product Payment Methods Other Products and Services

Solar Panda TV Premium Kit

Control Unit

40W Solar panel

5 Bright LED lights 32" LED, HD TV

Rechargeable Torch Rechargeable Radio

Rechargeable portable lantern 6-in-1 USB charging cable Battery capacity 12Ah

TV viewing time is 8 hours without lights and 7 hours with all lights on Big enough with a larger surface area for sun absorption and easy maintenance Lights 18 hours on high setting (all 5 bulbs)

High definition, lower power consumption for longer runtime

Louder volume and good picture quality

Enjoy Free to Air digital channels Strong design with customized charging ports

Dual speaker radio with FM/USB/TF/ AUX

Custom design with louder and clearer sound It has a bright light, and the top can become a spotlight Convenient charging of different phone types, radio, torch and lantern

Zuku satellite option Zuku smart package for areas with poor reception Possible 42 TV channels and 19 radio local channels

Control Unit

25W Solar panel

1 Bright LED light 24" LED, HD TV

Rechargeable Torch Dual speaker Radio 6-in-1 USB charging cable Upgradable components

Solar Panda TV Starter Kit

Battery capacity 12.8V with 6300mAH

TV viewing time is 9 hours without lights and 8 hours with all lights on Big enough with a larger Surface area for sun absorption & Easy maintenance Very bright 190 Lumens

High definition

Lower power consumption for longer runtime

Louder volume and good picture quality 7 hour TV runtime

Enjoy Free to Air digital channels Strong design with customized charging ports Custom design with louder and clearer sound Convenient charging of phones and radio

Can add torch, lantern and up to 2 additional bulbs

Control Unit

20W Solar panel

3 Bright LED lights 1 tube light Rechargeable Torch Rechargeable Radio

Rechargeable portable lantern 6-in-1 USB charging cable

Solar Panda Home Kit

Lithium battery with display that shows tokens and credit days balance

Portable and doesn't contain Sim card thus not affected by network issues Big enough with a larger surface area for sun absorption and easy maintenance Thick cables and brighter light (7 hours run time) Very bright 190 Lumens Strong design with customized charging ports

Dual speaker radio with FM/USB/TF/AUX

Custom design with louder and clearer sound It has a bright light, and the top can become a spotlight Convenient charging of different phone types, radio, torch and lantern

Control Unit

10W Solar panel

2 Bright LED lights

Upgradeable

6-in-1 USB charging cable

Solar Panda Starter Kit

Lithium battery with display that shows tokens and credit days balance

Portable and doesn't contain Sim card thus not affected by network issues Big enough with a larger surface area for sun absorption and easy maintenance Thick cables and brighter light (24 hours lighting on low settings) Can add torch, lantern and up to 2 additional bulbs Convenient charging of different phone types, radio, torch and lantern

sellingpoints

Lowest daily rate of any 32" package (only 100/- per day) Larger battery than any competition 154 Wh Highest quality TV (louder volume, clearer TV) More lights than any other package in its price range The most accessories included (no additional or hidden charges)

32" TV Premium Kit

24" TV Starter Kit

Lowest daily rate of ANY size (only 90/- per day) Ability to add accessories

The most accessories included (no additional or hidden charges) Largest solar panel Longest runtime (7 hrs on high) Upgradable to a TV

Starter Kit Home Kit

Lowest daily rate of ANY size (only 90/- per day) Ability to add accessories

Other reasons Solar Panda beats the competition

A Solar Panda token lasts a full 24 hours - the won't expire at midnight All accessories listed for a package are included - there are no extra fees added on All TV packages are installed free of charge Easy TV upgrade process - Solar Panda doesn't take anything away when you upgrade Simple, convenient, one-stop warranty process All calls to Customer Care are free Products have security features that protect customers against fraud and discourage theft

We have 2 main ways in which our customers can make payments.

Solar Panda Products Payment Methods

1. Lease to Own

This is the most used payment method

We offer our products on a pay-as-you-go payment plan so that families of all financial means can afford and access electricity. Customers make a small deposit and install their system, followed by daily, weekly or monthly mobile money payments for the remainder of their loan.

Each payment provides a code that unlocks their unit until the next payment is due.

2. Upfront Sale

This refers to the instances where a customer pays

Upfront a cash price for our products and immediately owns the product.

Upgrade Sales

Our affordable home systems provide families with critical electricity for a price they can afford.

After making payments for some time our customers are eligible to upgrade their system to add exciting new appliances without the hassle and cost of buying a brand-new system.

They simply purchase the Solar Panda upgrade package and plug it into their existing system to instantly enjoy exciting benefits like a TV.

WARRANTY POLICY

N/B

Highly portable components such as the radio, torch and lantern are at a higher risk of damage from customer negligence and therefore carry shorter warranties. Nevertheless, our products are designed to be durable and have long lifespans. 1- year warranty for: Radio, Torch, Lantern, USB Charging Cable and remote control. 2- year warranty for: TV, Control unit, Solar panel, light bulbs.

The warranty does NOT cover exclusions below:

Damage from accidents, negligence or tampering by the customer

Alterations caused from repairs performed by any unauthorized personnel

Defects or damage caused by food or liquid or exposure to flame or extreme heat

‘Acts of God’ or any reason beyond Solar Panda’s reasonable control (including damage caused by insect or bug infestation)

Improper operation or maintenance of the

Equipment

Connection to improper power supply

Equipment where the warranty label or serial number is altered or removed

Normal wear and tear of parts unless there is evidence of a manufacturing defect

OTHER SERVICES OFFERED BY SOLAR PANDA

Customer Service

Solar Panda customer care is available for customers to call for inquiries, concerns and any other services on call. This is from 7.00am to 10.00pm.

Toll free number available for very urgent issues customers cannot handle.

USSD available in very urgent cases where customer care line is unavailable or very busy

Availability of Service Shops

We have shops spread out in the regions. Customers can visit any of these shops for inquiries, to report on accessories or products not working well.

Selling of solar panda kits happens here.

There is basic support for existing customers

Troubleshooting & swapping of faulty devices

Selling of Accessory sales happens here.

Accessory Sales

Solar Panda customers can purchase various components which may be out of warranty and are faulty or have had physical damage.

These are available on cash or on

Pay Go basis if the customer has a good repayment history.

Customers can also purchase a few more additional components if need be.

SellingSolar Panda

Prospecting Selling Channels The Selling Process

Prospecting

Prospecting is the first step in the sales process, which consists of identifying potential customers, (prospects) and then systematically communicate with them in the hopes of converting them from potential customer to current customer.

Prospecting helps you position yourself as a trusted advisor/seller it helps you qualify customers and get a better sense of what questions you need to ask to quickly determine if a prospect is ready to buy from you.

Prospecting Tools

1.Prospecting book 2.Pen 3.Phone - Bamboo

Types of Prospects

HOT

Will buy within 7 days

WARM

Will buy within 30 days

COLD

Will buy within 60 days

Prospecting and Qualifying

The Field Agent needs to quickly determine whether the customer has the Money, Authority or Need (M.A.N). With this in mind, the FA can use the process below to Qualify a potential customer.

Things to look out for in qualifying a prospect

Not everyone you talk to will be a good paying customer so avoid:

The customer: level of income, occupation, who they are in the community (chief, elder, Chairman etc.) Customer's needs: what are they using currently? could be kerosene, other solar products or electricity. Customer’s decision-making process: some rely on spouse, children etc. may need to consult therefore probe to have a conversation with the decision maker. Customer already owns competitor’s product; is there a gap in the alternative source? We get prospects from: Personal networks, referrals, attending events, internet, competitor employees, Chamas and other selling channels.

How to record prospects

1. Creating a Lead in Bamboo After qualifying a prospect, the FA logs onto Bamboo and creates the prospect as a lead. This is the most recommended method of recording prospects. Advantages of using Bamboo include.

2. Use the FA Prospecting book After qualifying a prospect, the FA records the customer details if the customer is not ready to buy at that time. Advantages of using the prospecting book include:

You can easily Identify if this prospect had already been registered as a lead before. It is directly recorded in the Solar Panda system and you could always refer and remember to follow-up.

Customers with electricity and existing back up such as a generator or other reliable solar alternatives, they will not have the incentive to make daily payments. Customers with an existing solar solution providing the same service as ours, may not have the financial ability to make daily payments for both Items. Customers with no source of income and no dependent with reliable income. (For example, the very aged) In areas with poor network conditions, the FA can still record the prospect details as well as follow -up dates and details. The FA could easily engage the FSM to help them in following up of customers who are very well classified in their prospecting book as hot, warm or cold.

SELLING CHANNELS

Selling Channels

These are the channels that you use to sell, and they include: Chamas/Institutional selling, Door to Door (D2D), Market storming, TV Parties and Camping.

1. Chama/Group Selling

A Chama is a group of people who have met together for a common objective .e.g. Church, projects, merry go round, table banking, etc. Preparing for a Chama Presentation

Visit the chief’s /CDF Office to get your area Chama information.

Contact the

Chama official: to establish meeting days, number of people, time, venue etc.

Schedule your appointment and confirm a day before. The Chama Presentation

Step 1: Introductions

Introduce yourself and Solar Panda and lay out your agenda (lighting homes, news, entertainment, and educational programs.) Also find out the group’s purpose. Step 2: Group Energy Scenario

Find out what the members use for lighting and discuss their challenges. Step 3: Introduce the Solar Panda solution

Lay out the value proposition using the savings calculator (behind your flier) and demonstrate the product features and benefits. Step 4: Close the Sale

Before the meeting agree to at least one instant sale, with a focus on getting the Chama officials to purchase the product (members will follow).

2. Door to Door Selling

Door to Door selling means visiting homes that are in one area and having one-on-one with the people in their homes. Areas with many homes are preferred. It is wise to get community mobilizers, Chiefs, and bodaboda riders who can guide you on where to find potential clients.

DOS Introduce yourself and ask for permission to present

Ask if someone else can also join in the presentation i.e. spouse, friend, neighbor etc. Allow customer to talk about their challenges. Engage customer when calculating current cost Look out for the non-verbal language

Always ask for a referral Don’t spend a lot of time with “uninterested” passers-by Don’t give up, NO means Next One. Make at least 14 presentations in a day

Make at least 2 sales in a day

Collect at least 7 prospects in a day

Demonstrate our product matching the features and Benefits DONTS TARGET

3. Camping

Local Camping is a sales channel whereby a FSM plans together with the team of Field agents to go and Camp in a particular potential area for a few days. The teams sometimes spend the nights near the same village or go back home but meet up in the same area for several days, this could run for a week or more. Identify areas that are not too far away as this can lead to poor customer repayment as FAs cannot make proper follow-up. It is important to Identify a virgin, unexplored market, or an area with very high potential for new sales. A proper budget must be agreed on; it includes, food and accommodation if the FAs will be required to sleep around the village. If not, they have to include transport costs for the FAs to and from the camping area.

Camping Best Practice Preparing for a Camping

Planning is key; target area should have good potential for new business,

The expenses must be facilitated especially the first days before the

FAs start selling.

There should be enough stocks for the FAs to sell.

This should not be too far from the shop’s area of coverage otherwise it will be too expensive and may not make economic sense.

The manager should recruit from this area to ensure continuity of business even after the camping event is over.

FAs should learn from each other as they pick up what is best practice during Camping 23 Solar Panda | Low-Cost Home Solar Transforming Lives

4. Market Storming

This involves visiting and selling in a market during a market day.

Travel in a team to create a buzz in the market and set up the Demo in a high traffic place. Carry fliers and a book to record the prospects Register prospective customers on Bamboo with your smart phone.

Preparing for a Market Storm

DOS Say “Boresha Maisha” while handing out fliers!

Recommend 2 or more FAs to visit Market Day together. Big Team = Big Impact Move around the market for Maximum visibility. Gather and record prospect information List Hot prospects and follow up.

Always ask for a referral Don’t spend a lot of time with “uninterested” passers-by Don’t give up, NO means Next One. Make 15 presentations

Make at least 2 sales

Collect at least 10 prospects

Shorten your presentation at the market. DONTS TARGET

5. TV Parties

A TV Party is a selling channel where we use a happy existing customer to invite other potential customers to come to their home for a presentation from a Solar Panda Field Agent. Sometimes the FA will organize for guests to get a small Soda and snack or the TV party host offers to make tea and Snacks to entertain the guests. Visit your Happy Customers: sell to them the idea of a TV Party Help the customer prepare an attendance list that has names and numbers of attendees Set a date: Agree on the date and the number of people to attend 15-20 people. Confirm that the product and TV is in good condition. Confirm the meeting: Call a day before to confirm that the TV Party is still on and what the customer will say as a testimonial.

Customer Testimonial: the customer testimonial builds up confidence in potential buyers People believe in your product: they can see it working Time and Energy saving: You talk to many people in one sitting You get other TV Party referrals: A customer you sold to through this method can host one. Buy the Host some free tokens to encourage them

Preparing for a TV Party

TV Party Best Practice and Importance

THE SELLING PROCESS

Aiming and Planning

Prepare

Pre- approach

Approach

Sales presentation

Handling Objections

Closing the sale

Customer follow-up

Referrals How much money and sales do you want to make? Choose the selling channels to use, plan your route. Have all your selling tools ready (fliers etc.) Personal hygiene- look smart and well branded Get customer information beforehand e.g., from Scouts. Introduce yourself and Solar Panda, have confidence, use the power of names and testimonials. Use the Problem - led approach and SPL to make your presentation. Listen carefully to the customer and answer all questions. Walk the customer through the objections. Use the Problem - led approach and SPL to make your presentation. Look out for closing cues and be convincing not pushy. Do not lie or trick the customer. If the client is not ready to buy record as a lead. After the sale, constantly check on the client to make sure they are happy. Encourage those falling back on their payments to pay well. Happy customers will refer other customers or potential FAs. Some happy customers can offer to be Scouts, Host TV parties or just refer their friends or neighbours.

PROBLEM-LED APPROACH AND SPL

Selling is helping the customer make the best possible buying decision. This selling approach is based on understanding the current customer situation and offering our customer the product as a solution to their problems; we call this Problem-led Approach. It involves 4 aspects:

Problem What source of lighting, energy and entertainm ent client uses and what challenges do they experience?

Cost What the current usage costs. Solution Solar Panda Homekit or TV Premium kit as a solution.

Value Value in terms of the cost of solution Vs the loss customer incurred before.

The SPL

(Solar Panda Language)

At Solar Panda we use the Acronym SPL which stands for:

Situation analysis

Proposing a Solution

Leading the client to buy This is our standard flow of conversation when we make a sales presentation

SPL

SSituation Analysis

Engage & understand client current light and energy use

Discuss the challenges experienced in their current usage

Estimate with client the cost of current usage P Propose the Solution

Propose to the client the Solar Panda solution Demonstrate the product matching features and benefits. Include other services e.g. customer service & warranty L Lead the Client to Buy

Answer all the customer’s questions

Proceed to close the sale /open a sure lead

Ensure you install the client’s kit and leave them happy

N/B Selling a Solar Panda product is issuing loans to our clients with the Pay Go option. They pay a small deposit but have a higher outstanding amount which they pay in daily, weekly, or sometimes monthly instalments. It is therefore very important to make a quality sales presentation and this conversational method will be of great help to the Field Agent.