Successful Selling:

1
Successful Selling Flat Panel TV Mounts Our
goal is to help you become proficient at selling
Sanus VisionMount Flat Panel TV Mounts
2
The Future is Now!

• Although the Jetsons were happy about their new
  convexial neutron charged image display, it was
  the Sanus VisionMount Flat Panel TV Mount that
  really got them excited! Now everyone, including
  Astro and Elroy have a great seat!

3
Market Overview
4
Market Overview
Worldwide Forecasts by Technology (Unit
Sales)2005 2010

• SOURCE iSuppli

5
Market Overview
Worldwide Forecasts by Screen Size (Unit Sales)
2003 2009

• SOURCE Pacific Media Associates

6
Market Overview
North American Forecasts by Technology (Unit
Sales)2005 2010

• SOURCE iSuppli

7
Market Overview
North American Forecasts by Technology (Dollar
Sales)2005 2010

• SOURCE iSuppli

8
SANUS BACKGROUND
9
About Sanus Systems

• Founded in 1986 by Jim Wohlford
• A/V enthusiast turned visionary inventor and
  marketer
• Acclaimed for technical excellence, innovation,
  and artistic design
• Supported by a Sanus team that shares his
  passion for A/V
• Based in St. Paul, Minnesota
• Became an industry-recognized leader in A/V
  furniture design and manufacturing
• Merged with Chief Manufacturing in September 2004
• Merger of equals brings together two prominent
  A/V furniture and mount manufacturers
• Creates the worlds largest company in these
  categories

10
History of Sanus Systems
Background

• Founded in 1986 as AV furniture manufacturer
• Shipped first television wall mount in 1988
• By 1990, Foundations speaker supports were the
  market share leader
• Matured into broadest selection of AV furniture,
  mounts and accessories
• Flat panel TV mounts
• CRT mounts
• Projector mounts
• Speaker mounts
• Speaker stands (seven lines 50 models)
• AV furniture (eight lines - 100 models)

11
Sanus Philosophy
Background

• Build the most technologically advanced AV mounts
  and furnishings
• Combine technology with world-class design
  aesthetics
• Push consumers to retail to experience the
  product
• Provide retailers with the tools they need to
  complete the sale
• Follow-up the sale with world-class customer
  service

12
Our Philosophy

• The Union of Form and Function
• Incorporate a design that is appealing to
  consumers
• Build the most technologically advanced A/V
  furniture and mounts
• Drive consumers to retail with a motivation to
  buy

13
CSAV Update
Core Values
Integrity Honesty, straightforwardness and
personal respect for employees, customers, and
suppliers
Customer Responsiveness Simply be the easiest
partner to deal with for our customers
Innovation In products, customer service, and in
our internal processes
Passionate Contribution Empowerment Recognizing
that everyones contribution makes a difference
Continuous Improvement As a habit, not an
initiative always focused on improving quality
14
Sanus Dominates Mount Market
Background

• Revolutionized mount market with patented
  UNIVERSAL mounts
• CONSUMER FRIENDLY features include easy install,
  easy knob adjustment without tools and clean
  aesthetics
• Universal designs allows a comprehensive mounting
  solutions with LIMITED SKUs
• Sanus products have captured over HALF the
  American market share

15
Why Retailers Choose Sanus
Background

• Powerful consumer brand
• High-end aesthetics, easy install, high quality
• Market share leader, volume capabilities
• Supporting the retail sale
• Driving traffic
• Ads, PR, web site, literature
• In-store
• Product training, retail displays
• Customer service

16
Operations Overview

• Design, Marketing, Finance and Global Operations
  based in Minneapolis, USA
• European distribution based in Amsterdam,
  Netherlands Asian sourcing, sales and
  distribution are based in Shenzhen, China
• Products manufactured in China, Malaysia,
  Indonesia, Taiwan, New Zealand, Italy and the US
• 100 UL Listed factories
• Dual US/off-shore sourcing strategy used on key
  products to provide product availability for
  changing projections

17
CSAV Update
Global Reach
CSAV operates globally out of hubs in the US, The
Netherlands, and China, providing optimum pricing
and ensuring quality
CSAV EuropeHeadquarters Amsterdam, NL (sales)
CSAV Global Headquarters Minneapolis,
MN (sourcing and sales)
CSAV AsiaHeadquarters Shenzhen, China (sourcing
and sales)
18
Mount Market Pioneer
CSAV Update

• Consumer friendly features include easy install,
  easy knob adjustment without tools and clean
  aesthetics
• Invented the universal design that allows a
  comprehensive mounting solutions with limited
  SKUs
• CSAV controls more than half of the North
  American market share for key categories
• CSAV mounts are sold or recommended by Sony,
  Toshiba, Dell, Mitsubishi, LG, Panasonic and
  many others

19
Clear Market Leader
2005 Canadian US Market Share Chief Sanus
SOURCE Pacific Media Associates 2004 Plasma
and Projector Forecast, Chief and Sanus Unit
Sales.
20
SANUS SYSTEMS BRAND
21
Investment in Brand

• Sanus believes strongly in the power of the brand
  
• Sanus consumer advertising agency executes on
  strategies that
• Connect with the consumer emotionally
• Inspire the consumer to seek out the Sanus brand
• Provide the retailer with the tools to close the
  sale
• 88 of all electronics purchases are influenced
  by females Sanus products are designed with
  this buyer in mind
• Female buyers represent 50 billion in consumer
  electronics purchases source CEA

22
Point-Of-Sale Display

• Sanus has the experience and design capabilities
  to handle any retail display assignment
• Sanus is prepared work to design and build retail
  displays that present clear options to the
  consumer and provide the tools needed to close
  the sale

23
World Class Web Site

• Sanus web site is a comprehensive vault of
  information on Sanus products, news and
  information
• Proprietary databases include comprehensive photo
  library, product specifications and TV/mount
  compatibility

24
Sanus Online MountFinder
25
Knowledge Collage Training Program

• Sanus has created a sales training program (web
  based) to help your staff understand when and
  why a mount is needed.

26
Retail Partner Support Tools

• Web Database Tools
• Photo Library
• Product Documentation
• TV/Mount Cross-Reference Database
• Product Specifications
• Dealer Locator
• EDI
• Full electronic order transmittal capability
• JIT
• Prepared to handle any supply requests

27
Technology
28
Key Points of Distinction

• UL Listing

• Sanus Wall Mount products are UL-Listed in the
  U.S. and Canada
• UL Listing indicates our products meet code
  requirements for most commercial and
  residential installations
• To earn the UL Listing products must hold 4 times
  
• the rated weight limit for one minute
• - 130 lbs. rating 520 lbs. test
• - 175 lbs. rating 700 lbs. test
• 200 lbs. rating 800 lbs. test
• This shows the raw strength of Sanus mounts

29
Key Points of Distinction

• Virtual Axis TM

• Patent pending technology
• Used in all tilting Flat Panel TV Wall Mounts
• Allows for easy tilt adjustments with just the
  touch of a fingertip
• Balanced geometry negates the force of gravity
  without inhibiting adjustability
• No tools are requiredand theres no need to
  loosen or tighten anything

30
Key Points of Distinction

• Universal by Design

• Sanus Systems uses patented technologies
• Universality is designed into ALL Sanus Flat
  Panel TV Mounts
• Small Flat Panel Mounts
• Conforms to VESA Standards VESA 75 and 100
• Medium and Large Flat Panel Mounts
• TV brackets with lateral shift fit most any flat
  panel TV
• Medium Mounts wall plates attach to a single
  wall stud
• Large Mounts wall plates span two or three wall
  studs
• All Mounts include a complete hardware kit

31
Key Points of Distinction

• SmoothLock

• Smooth and easy tilting and swiveling motion
• Tapered bearing, the heart of the mechanism, has
  more surface area
• Engineering excellence
• Patent pending technology
• Provides effortless viewing angle adjustment
• Hand-tightened tension knobs set the desired
  tension
• Anti-back drive mechanism keeps bearing set at
  desired tension permanently
• No tools required so your customers will never
  have to look for a wrench again
• Optional tension bolts are included for
  applications where additional tension is desired

32
Key Points of Distinction

• Lateral Shift

• Allows for proper positioning of Mount and TV
• Centers on wall studs easily for secure mounting
• Permits shifting of monitor L or R for
  positioning
• No need to relocate mounting studs
• Wall plates have multiple stud mounting locations
• TV brackets are continuously variable on wall
  plates

33
Key Points of Distinction

• Simplified Installation

• Sanus Mounts are mostly pre-assembled
• Installation can be completed in minutes
• Attach wall plate to wall
• Attach TV brackets to TV
• Hang TV on wall

34
Intellectual Property

• Milestone inc Inc is fighting vigorously to
  protect intellectual assets
• Many companies are copying Sanus Designs, while
  they are coping we are moving forward always
  providing the newest and smartest solutions
• Competitors can not provide patented and patent
  pending Sanus technology
• Sanus strives to keep competitors at bay through
  a dedication to leading-edge research and
  development

35
Your Future is Now!

• More than ever, Flat Panel TV buyers are asking
  about mounting options
• Flat Panel LCD and Plasma TV sales are exploding
• Flat Panel TV Mounts are growing in popularity
• You can help customers make an informed buying
  decision

36
Product Line Overview

• In addition to a wide range of Flat Panel TV
  Mounts, Sanus produces more than 300 models of
  speaker supports, A/V furniture and accessories
• Innovative engineering that has led to more than
  20 patents and patents pending
• Design finesse that provides visual enhancement
  to any home and any home theater

37
VisionMount A Distinctive Brand

• Award winning engineering
• A complete product offering of exceptional mounts
• Unparalleled stability, versatility and
  innovation
• Aesthetically pleasing
• Easy to install
• Unique, patented features and functionality to
  fit any need

38
Key Points of Distinction
UL Listing

• Sanus Wall Mount products are UL-Listed in the
  U.S. and Canada
• UL Listing indicates our products meet code
  requirements for most commercial and residential
  installations
• To earn the UL Listing products must hold 4 times
  
• the rated weight limit for one minute
• - 130 lbs. rating 520 lbs. test
• - 175 lbs. rating 700 lbs. test
• 200 lbs. rating 800 lbs. test
• This shows the raw strength of Sanus mounts, but
  should NEVER be interpreted that it is okay to
  use a Sanus mount to support more than the rated
  weight

39
Key Points of Distinction
Universal by Design

• Sanus Systems uses patented technologies
• Universality is designed into ALL Sanus Flat
  Panel TV Mounts
• Small Flat Panel Mounts
• Conforms to VESA Standards VESA 75, 100 and 200
• Medium and Large Flat Panel Mounts
• TV brackets with lateral shift fit most flat
  panel TVs
• Medium Mounts wall plates attach to a single
  wall stud
• Large Mounts wall plates span two or three wall
  studs
• All Mounts include a complete hardware kit

40
Key Points of Distinction
VESA Standards

• To become VESA Compliant, LCD TVs and mounts
  must meet a standard
• - 75 mm x 75 mm (VESA 75)
• - 100 mm x 100 mm (VESA 100)
• - 100 mm x 200 mm (VESA 200)
• - 200 mm x 200 mm (VESA 200 x 200)
• Sanus small and medium Wall Mounts are VESA
  Compliant

41
Key Points of Distinction
Virtual Axis
TM

• Patent pending technology
• Used in all tilting Flat Panel TV Wall Mounts
• Allows for easy tilt adjustments with just the
  touch of a fingertip
• Balanced geometry negates the force of gravity
  without inhibiting adjustability
• No tools are requiredand theres no need to
  loosen or tighten anything

42
Key Points of Distinction
SmoothLock
TM

• Smooth and easy tilting and swiveling motion
• Tapered bearing, the heart of the mechanism, has
  more surface area
• Engineering excellence
• Patent pending technology
• Provides effortless viewing angle adjustment
• Hand-tightened tension knobs set the desired
  tension
• Anti-back drive mechanism keeps bearing set at
  desired tension permanently
• No tools required so your customers will never
  have to look for a wrench again
• Optional tension bolts are included for
  applications where additional tension is desired

43
Key Points of Distinction
Lateral Shift

• Allows for proper positioning of Mount and TV
• Centers on wall studs easily for secure mounting
• Permits shifting of monitor L or R for
  positioning
• No need to relocate mounting studs
• Wall plates have multiple stud mounting
  locations
• TV brackets are continuously
• variable on wall plates
• Universal functionality

44
Key Points of Distinction
Safety and Security

• Heavy gauge steel and/or extruded aluminum
  construction securely supports heavy monitors
• Special locking mechanisms lock the monitor to
  the wall plate
• Eliminates accidental falling if bumped
• Discourages theft
• Some models are securable with a padlock (sold
  separately) to prevent theft

45
Key Points of Distinction
Simplified Installation

• Sanus Mounts are mostly pre-assembled
• Installation can be completed in minutes
• Attach wall plate to wall
• Attach TV brackets to TV
• Hang TV on wall plate
• Always recommend your installation team as an
  option

46
Key Points of Distinction
Sanus MountFinder

• Comprehensive online cross-reference tool
• Go to www.sanus.com
• Under Wall Mounts, select VisionMount
• Click on MountFinder
• Simply select the flat panel brand and model
• MountFinder searches the VisionMount database and
  provides a list of compatible mounts (including
  any adapters needed)
• Fast and easy way to serve your customers better

Click on Mountfinder
Select a model
View list of compatible mounts
Select a brand
47
Understanding VisionMount Products Will Help
You Help Your Customers To

• Understand the differences between different
  Mounts
• Select the correct Mount for their viewing needs
• Experience complete satisfaction with their
  purchase, their retail experience and your
  personal service

48
Your Mount Selling Opportunities Include

• Consumers who are in the process of buying a Flat
  Panel LCD or Plasma TV
• Consumers who already own a Flat Panel TV with a
  standard base and are looking at Mounts
• Consumers who are having a Flat Panel TV
  installed
• Consumers who own a Flat Panel TV and are looking
  to buy cables, accessories, etc.
• And consumers who are buying or already own a LCD
  or DLP projector (yes we also have a Sanus
  ceiling mount solution for projectors, too!)

49
Understanding Your Customers and Meeting Their
Needs

• Help your customers make the right choice
• Ask the right questions and listen carefully
• Gather information from the customer
• Match that information with your TV Mount
  knowledge
• Make appropriate product recommendations
• Following are some of the questions youll want
  to ask when assisting a customer with a Sanus
  VisionMount Flat Panel TV Mount

50
Q What type of Flat Panel TV does your customer
own or plan to buy?

• LCD TV mounting holes are typically VESA
  compliant
• Typical VESA standards include
• 75 mm, 100 mm, 200 mm and 200 x 200 mm
• Know which one their TV has, so you can recommend
  mounts that fit that standard

51
Q What type of Flat Panel TV does your customer
own or plan to buy?

• Plasma flat panels typically do not use a VESA
  Standard mounting hole pattern (some do, though)
• All have threaded mounting holes in a variety of
  patterns
• VisionMount large wall mounts are designed to
  accommodate a wide variety of mounting patterns
• Multiple mounting holes and slots fit a
  multitude of height spacings
• Lateral sliding TV Brackets adjust to fit the
  width spacing
• Spacers are included with large mounts to conform
  to contoured TV surfaces

52
Q What size Flat Panel TV is it and how much
does it weigh?

• Weight and size matter
• Never exceed mount weight limit
• Ensure safety
• Check MountFinder database for current data on
  all TVs

53
Q Where will the TV be mounted?

• Will the TV be mounted on a wall, on the ceiling,
  under a cabinet?
• How high in the air will the TV be placed?
• How big is the room?
• Where will the TV be in relation to where people
  will sit?
• Are there many windows in the room?

54
Differing Applications Require Different
Functionality

• Mounts that add some level of motion is advisable
  in most cases for making optimum viewing angle
  adjustments
• Mount types available include
• Full Motion Tilt, swivel, and extend
• Tilting Tilt up or down
• Low Profile No motion features, but allows TV to
  be positioned extremely close to the wall

Low-Profile
Tilting
Full Motion
55
Full Motion Mount

• Full Motion Mounts feature tilt, swivel, and
  extend motions to provide maximum viewing
  flexibility
• Patent pending VirtualAxis technology provides
  smooth balanced, tilt motion with the touch of a
  fingertip
• Patent pending SmoothLock tapered bearing(s)
  adds smooth tilt and swivel motion and strength
  (VM1, VM2, VM3)
• Extension arms(s) have swivel points at both ends
  (except VM1) to allow the TV to be pushed against
  the wall or pulled out as needed
• Some models also have a mid-point hinge in the
  arm(s) for even greater extend capability
• Recommended when
• Room shape or window location makes it difficult
  to properly locate the TV for best viewing
• Furniture arrangement and traffic patterns not
  optimum for TV placement
• Multiple viewing positions are desired (i.e.
  from family room and adjacent kitchen)
• Special applications requiring maximum range of
  motion (i.e. vertical for movies and
  tilted/swiveled for video gaming)

56
Tilting Mount

• This type allows the owner to adjust the
  down-angle of the TV
• Most of the Sanus VisionMount tilting Mounts
  feature a patent-pending Virtual Axis tilting
  mechanism
• Allows TV to be tilted with just the touch of a
  fingertip
• TV can also be tilted up for easy wire and cable
  connection
• Recommended when
• Reflections from windows or lighting interfere
  with TV viewing
• Multiple best viewing angles are needed (i.e.,
  vertical for movies from the couch tilted down
  for kids shows from the floor)
• Angling the TV slightly down toward the primary
  seating area for the most brilliant image quality

57
Low Profile Mount

• This type is fixed and does not have any
• motion features
• Low profile allows TV to be placed
• extremely close to wall
• Recommended when
• TV can be positioned at a single
• optimum viewing height
• Seating is within the TVs viewing
• angle range
• Close to the wall is an important consideration

58
Understanding the Reasons to Mount a Flat Panel
TV

• Some Flat Panel TVs come with a fixed base for
  setting on a stand, counter or low-boy cabinet
• Consumers initially think thats good enough
• However, more and more consumers are discovering
  the benefits of a separate wall, ceiling or under
  cabinet mount for their TV
• Heres why

59
Reasons to Mount a Flat Panel TV

• Optimum Viewing Position
• Low Profile Mounts can be located in a fixed
  position for the best overall viewing enjoyment
• Full Motion Mounts can be easily adjusted for
  different viewing positions as needs dictate
• Saves Space
• Wall mounts take advantage of the thin profile of
  todays Flat Panel TVs
• High-Tech Aesthetics
• Designed to be subtle, yet attractive, permitting
  the Flat Panel TV to feel at home in any room and
  interior style
• Security and Safety
• Designed to be firmly bolted and locked to the
  wall or ceiling and the TV, resulting in strong
  and stable support for even the largest and
  heaviest Flat Panel TVs
• Flat Panel Mounts are affordable
• Mounting cost is a small percentage of the total
  system cost
• And, mounting TVs provides good accessory
  revenue for your company

60
Q Can I install it myself?

• All Sanus VisionMount wall and ceiling Mounts
  can be homeowner installed
• However, many homeowners prefer to have their
  Mount professionally installed
• This is especially true if the customer is
  purchasing the Mount and TV at the same time
• Offer and explain installation services even if
  the customer is thinking about a DIY installation

61
Benefits of Professional Installation

• Ensures accurate stud locating, leveling,
  drilling, anchoring, and attaching
• Assurance that the installation is done right
• Convenience of not having to spend the time, do
  the work or even the clean-up afterwards

62
Easy DIY Installation, Too

• Sanus Wall Mounts consist of two main components
• Wall Plate attaches to the wall
• TV brackets attach to the back of TV
• Easy 3-step installation process
• 1. Locate wall stud(s) and attach the wall plate
  in level position
• 2. Attach the TV bracket(s) to the back of the
  TV using the proper bolts provided
• 3. Place the TV with TV bracket(s) on wall plate
  and secure with locking mechanism
• Detailed installation instructions and mounting
  hardware provided with all Mounts
• IMPORTANT Remind customers to read and follow
  the detailed installation instructions in the
  owners manual

63
Installation Details Small Mounts

• VM1, VM2, VM3, VMF, and VMFL1 Mounts are
  installed on a single wall stud
• These Mounts have two major components
• Wall Plate attaches to wall stud
• TV Bracket attaches to the back of the TV or
  computer monitor
• Using an electronic stud-finder, locate the wall
  stud where the TV is to be mounted
• For cabinet mounting, select a location with
  adequate structure and clearance
• Mark and drill holes and attach wall plate to
  stud, making sure the wall plate is vertical
• Attach the TV or monitor to the TV bracket with
  provided bolts
• These Mounts accommodate both 75mm and 100mm VESA
  standards, choose the holes that fit the TV or
  monitor
• Place TV bracket onto the wall plate and secure
  with the tension knob (except VMF)
• Adjust tension knob(s) at the desired level to
  allow easy fingertip movement
• Tension can be easily adjusted with just the
  twist of a knob
• For even greater tension than the knob will
  allow, replace the knob with the provided bolt
  and tighten with provided Allen key
• NOTE Detailed mounting instructions are provided
  and are to be followed exactly for proper
  installation

64
Installation Details Medium Mounts

• VM200, VM300, VM400, Mounts are installed on a
  single wall stud
• These Mounts have two major components
• Wall Plate attaches to wall stud
• TV Bracket(s) attaches to the back of the TV or
  computer monitor
• Using an electronic stud-finder, locate the wall
  stud where the TV is to be mounted
• Mark and drill holes and attach wall plate to
  stud, making sure the wall plate is vertical
• Attach the TV or monitor to the TV bracket with
  provided bolts
• These Mounts accommodate 50mm to 200mm VESA
  standards, choose the holes that fit the TV or
  monitor)
• NOTE Detailed mounting instructions are provided
  and are to be followed exactly for proper
  installation

65
Installation Details Large Mounts

• Large Mounts are designed to span two or three
  wall studs at least 12 apart
• These Mounts have two major components
• Wall Plate
• TV Brackets (left and right)
• Find, measure and mark mounting location on wall
  studs
• Attach TV Brackets to TV with the correct bolts
• A variety of bolt sizes, lengths and spacers are
  provided to accommodate most any TV or monitor
  brand/configuration
• Center the TV Brackets vertically on the back of
  the TV and attach with proper bolts
• Centering vertically is important so as to allow
  for precise balancing and ease of tilt motion
• Lift up the TV and hang it on the wall plate
• Special hooks on the TV brackets fit over the
  wall plate lip
• Two people should lift and place the TV in
  position
• Secure TV to wall plate with safety bolt(s) or
  optional padlock, depending on model
• NOTE Detailed mounting instructions are provided
  and are to be followed exactly for proper
  installation

66
Sanus VisionMount Flat Panel TV Mounts Summary

• VisionMount a higher Flat Panel Mount Standard
• Known worldwide for high quality and performance
• Designed for total customer satisfaction
• Strong, secure support
• Patent pending technologies provide smooth and
  easy operation
• Aesthetic appeal
• Ease of installation for both DIYers and
  professionals
• Our VisionMount line-up
• Covers most any Flat Panel LCD or Plasma TV you
  sell (or the customer already has)
• Range of products ensure the Mount and TV can be
  matched for the right fit, support and whatever
  room, location and/or motion requirements the
  customermay have

67
Full Motion Mounts Are Often The Best Solution

• Consumers, however, tend to underestimate their
  actual needs
• Initially, they may think that a low-profile
  fixed mount is good enough
• In reality, a mount with more movement options
  will provide the long-term satisfaction
  consumers actually desire
• Always take the opportunity to suggest a Full
  Motion Mount and make sure customers understand
  the added benefits
• Consumer
• Better serves the varied viewing needs of your
  customer
• Future-ready to meet changing viewing needs or
  use in a different/remodeled room
• Motion allows for even fine-tuning angle
  adjustments to minimize reflections, etc.
• Retailer
• Increases overall sales and retail margin
• Ensures long-term customer satisfaction with the
  product, retailer and salesperson