TABLE OF CONTENTS

INTRODUCTION.....................................................................................1
PHONE CALL SCRIPTS.....................................................................................4
C-Suite / President / CEO / CIO / CTO / Human Resources Executive / Director................4
Environmental Health and Safety Director / Manager / Compliance Officer / Director........7
Security / Facilities Management Director.........................................................................9

HOW TO HANDLE OBJECTIONS DURING A PHONE CALL................................11

EMAIL PROSPECTING....................................................................................13
RESOURCES.........................................................................................15
INTRODUCTION
WHAT’S IN THIS DOCUMENT?
An overview of Konica Minolta’s proprietary Return to Work Solution including:
• Description of Solution
• Value the solution brings to your client
• Prospecting Goal
• Target Audience and Personas
• Talk tracks for phone calls and voicemail messages
• How to handle objections during phone calls
• Models for email prospecting messages
• Resources

WHAT IS KONICA MINOLTA’S RETURN TO WORK SOLUTION?

Konica Minolta’s proprietary Return to Work program is a comprehensive solution designed to
streamline the business processes associated with the new guidelines for returning to work. This
innovative solution combines Konica Minolta’s Enterprise Content Management (ECM) business with
its MOBOTIX thermal cameras to assess, collect and monitor the health status of employees returning
to work in accordance with company and state requirements. From installation to support to service,
the products, software, and technology are developed, owned, and implemented by Konica Minolta.

WHAT VALUE DOES THIS SOLUTION PROVIDE?

• Prepares organizations for a streamlined and safe return to work.
• Automates reporting and compliance activities for larger organizations so that the
employee experience is a positive one.
• Provide peace of mind to employers and employees as sensitive data is captured,
communicated, and stored in a secured environment during return to work.
• Utilizes advanced technology to mitigate the fear of safely returning to the work
environment.
• Provides an advanced solution from one vendor to organizations lacking a comprehensive
return to work program.
• Assists organizations with solutions that provide a safe return to work and a plan for
transformation as employees transition to more digitally advanced work paradigms.

PROSPECTING GOAL
Your prospecting goal is to secure an appointment with a Decision Maker for a 30-40 minute meeting
to an overview and demo of the solution.

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VALUE OF TALK TRACKS FOR PHONE CALLS AND VOICEMAIL
Why use these talk tracks? Here are 7 reasons:
1. They help you focus on what’s important to the prospect
2. They provide information to help the prospect decide that you offer something of value
3. They provide consistency in what you say to prospects
4. They give you confidence in delivering an effective message
5. They help you maintain control of the call
6. They help you establish credibility with the prospect
7. They provide you with a clear message to the prospect for efficient use of time

FOUR ESSENTIALS OF EFFECTIVE PHONE PROSPECTING AND VOICEMAIL:

1. Lead with an idea to capture interest. Always begin with a focus on something that matters
to the prospect
2. State your expertise - not your job title
3. State the value you bring to the business
4. State your call to action--a brief meeting with the prospect/customer

TARGET AUDIENCE AND PERSONAS

• Priority for locations with a high employee count in a single location

APPLICABLE TO ALL INDUSTRIES BUT LEAD BY:

• Manufacturing
• Distribution
• State and Local Government
• K-12
• Hospitals
• Higher Education

PERSONAS
The Decision Maker(s) could be one or more of the following personas:
• C-Suite / President / CEO / CIO / CTO
• Human Resources Executive / Director
• Environmental Health and Safety Director / Manager, Compliance Officer/ Director
• Security/Facilities Management Director
• Director of Student Security

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Note: a number of larger organizations have created a Return-to-Work team or committee to develop
and implement an organizational plan. Many of the titles above are typically found on these teams.

IMPORTANT POINTS
• This solution is Konica Minolta’s proprietary solution. It is a comprehensive solution
supported and implemented by Konica Minolta.
• Many of our competitors are offering solutions that address only part of what is required
from state and local entities. Konica Minolta offers an end-to-end solution from one
provider.
• Konica Minolta understands the sense of urgency during this tenuous time and has
dedicated teams of specialists to address your needs as your business prepares to re-open.
• Konica Minolta has been successfully assisting businesses with digital transformation for
decades and is poised to immediately meet the needs of our clients as they formulate their
Return-To-Work strategy.
• Konica Minolta has ensured that the highest level of security for sensitive data has been
incorporated in this solution. Additionally, the thermal imaging technology utilized in the
MOBOTIX cameras is developed and made in Germany.

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PHONE CALL SCRIPTS
PERSONA:
C-Suite / President / CEO / CIO / CTO / Human Resources Executive / Director

TOP OF MIND CONCERNS:

• Business Continuity
• Security of employee data
• Process inefficiencies
• Security of employee data
• Process inefficiencies
• Employee Return To Work Experience
• Corporate Compliance

OPTION 1 – IF YOU GET VOICEMAIL

SAMPLE 1:

Hi _____(Prospect’s Name), this is _________ . I am a Digital Solutions expert from Konica Minolta.
I’m calling to share how we can assist your organization manage a return-to-work initiative that meets
the compliance requirements for virtual health Checks, Secondary Screening, and reporting in a
safe and secure manner. We can ensure a positive employee return-to-work experience. I would like
to schedule 30-40 minutes to provide you some valuable information about this solution. I can be
reached at XXX-XXX-XXXX. I have an opening next Tuesday at 9:00 or next Thursday at 10. Please let
me know which time would work for you. Again it is ______ with Konica Minolta at XXX-XXX-XXXX

SAMPLE 2:

Hi __________(Prospect’s Name). I’m sure that you are busy developing a strategy for your
employees’ Return-To-Work. I’d like to assist. This is _______. I am a Digital Workplace expert at
Konica Minolta. I would like to share the details of Konica Minolta’s comprehensive, cloud-based
Return-To-Work solution. Our innovative technology addresses the assessment and reporting
requirements for COVID-19. Specifically administering virtual health checks, secondary screening,
and contact tracing. Please let me know if you are available to speak briefly on Wednesday at 10:00 or
Thursday at 3. I may be reached at XXX-XXX-XXXX. Again, this is _____ with Konica Minolta, XXX-XXX-
XXXX.

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SAMPLE 3:

Hi _________ (Prospect’s Name). Responding to the Return-To-Work requirements and guidelines

for COVID-19 has been overwhelming for all of our customers so I am reaching out to you to assist.
This is ________ . I am a Digital Transformation specialist with Konica Minolta. We have a proprietary
solution to address the CDC guidelines regarding virtual health checks, secondary screenings, and
reporting. Our advanced technology also resolves issues related to data capturing and reporting
in a safe and secure manner. I would welcome 30-40 minutes on your calendar next Tuesday or
Wednesday at 11:00 to discuss how we could help with a positive and expeditious return-to-work. I
can be reached at XXX-XXX-XXXX. Again, this is _______ from Konica Minolta at XXX-XXX-XXXX.

OPTION 2 - IF THEY PICK UP

Hi______(Prospect’s Name), this is _________. I am a Technology Specialist with Konica Minolta. I

imagine you are in the thick of developing policies around a safe and secure return-to-work for your
employees and I’d like to help.

(Pause For Customer Feedback)

I would like to share valuable information about an end-to-end solution to address the CDC guidelines
for Virtual Health Checks, Secondary Screenings, Contactless Temperature Checks, and Incident
Management Reporting. Do you have a system in place as of yet?

(Pause For Customer Response)

As I speak with many of my customers, they are struggling to piecemeal a comprehensive solution
together and are concerned with the employee experience. May I ask for 30 minutes of your time to
speak about the technologies we have deployed for thermal imaging, contact tracing, and incident
management?

(Pause for Customer Response)

Is there a slot on your calendar on Tuesday or Wednesday of next week so that I may share more
details?

(Pause For Customer Confirmation)

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Hi _________ (Prospect’s Name). I am sure that you are grappling with the complexities around your
organization’s Return-To-Work initiative. This is _______, and I am a Technology Specialist with Konica
Minolta. May I take a minute to share how we are successfully addressing Return-To-Work challenges
with our own innovative technology?

(Pause For Customer Response)

Konica Minolta’s Return-To-Work solution manages the Virtual Health Checks, Temperature checks,
Case Management, and reporting requirements with an end-to-end solution. We have taken our best
technology, aligned it with the CDC guidelines to manage the data and business processes associated
with this pandemic in a safe, efficient, and secure way.

(Pause for Customer Feedback)

I would like to spend 30 minutes with you to share the details of how other customers are using this
technology. I’d like to get some time on your calendar to walk through how we can make this happen
quickly and affordably so that you may provide your employees with the most positive experience.
May I suggest a follow-up meeting on Tuesday late morning or early afternoon?

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PERSONA:
Environmental Health and Safety Director/Manager/Compliance Officer/ Director

TOP OF MIND CONCERNS

• Compliance with health and safety regulations
• Security of employee data
• Meeting national / state regulations with regard to collecting, communicating and storing
employee data
• Providing a safe and efficient environment throughout the Return-To-Work process

OPTION 1 – IF YOU GET VOICEMAIL

SAMPLE 1:

Hi ________ (Prospect’s Name), this is _______. I am a Technology Specialist with Konica Minolta. I
am sure that you are in the midst of making important decisions regarding your employees’ Return-
To-Work and that one of your many concerns is how to quickly and safely apply the guidelines from
the CDC. I’d like to share Konica Minolta’s end-to-end solution for addressing Virtual Health Checks,
Secondary Screening, Contact Tracing, and reporting. I would welcome 30 minutes on your calendar
to demonstrate the value this solution could bring to your organization. Please give me a call at XXX-
XXX-XXXX. Again, this is ______ and I can be reached at XXX-XXX-XXXX.

SAMPLE 2:

Hello _____________ (Prospect’s Name), I am certain that managing the complexities of COVID-19
and how your employees will return to work safely is top of mind for you. This is _______. I am
a Technology Specialist at Konica Minolta. I’d like to discuss how Konica Minolta is assisting our
customers with an end-to-end solution that addresses administering Virtual Health Checks,
Temperature Checks, and Secondary Screening in a safe and secure fashion. Our technology, business
process automation, and support will bring a positive experience to your employees and peace of
mind to you. I am hoping that Wednesday at 11:00 or Thursday at 3 is open for you. Please give me a
call at XXX-XXX-XXXX. Again it is _________ with Konica Minolta at XXX-XXX-XXXX. I’m looking forward
to speaking with you.

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OPTION 2 - IF THEY PICK UP

Hi _________ (Prospect’s Name). This is __________. I am a Digital Workplace Specialist with Konica
Minolta and I am calling to ask about your organization’s progress with your Return-To-Work initiative.

(Pause for Customer Response)

I ask because Konica Minolta and our customers have had to think about managing this effort as
well. As a result, we have developed an end-to-end solution that aligns with CDC guidelines and
state regulations to manage activities such as Virtual Health Checks, Temperature Checks, and even
Incident Management Reporting. We have deployed technologies that allow for Thermal Imaging, and
business process automation to allow for Secondary Screening and even Contact Tracing. I would like
to help you implement a successful Return to Work.

(Pause For Customer Response)

I am confident these technologies will provide the safety and security you are looking for and would
like to share the details in a 30-minute discovery meeting with you. I have time next Tuesday or
Thursday. I am also available tomorrow if that is convenient for you. Which time do you prefer?

(Pause For Customer Confirmation

Hello _______________. Implementing a post-COVID Return-To-Work program that meets the needs
of your employees and adheres to CDC and State guidelines can be a daunting task. This is ________.
I am a technology specialist with Konica Minolta. Many of my customers are overwhelmed with
getting a comprehensive and secure program up and running quickly. How are you progressing?

(Pause For Customer Response)

Implementing Virtual Health Checks and Secondary Screening requires advanced technology and
secure and efficient processes. Konica Minolta has developed a turnkey solution to meet both of those
needs and provide a positive employee experience as well. I’d like to share that solution with you on a
30-minute discovery call. I have time on Thursday or Friday to explore if this is a potential fit for your
organization--which day works best for you?

(Pause For Customer Confirmation)

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PERSONA:
Security/Facilities Management Director

TOP OF MIND CONCERNS:

• Security and access control
• Identification security vulnerability
• Integrity of physical security plans
• Security of employees

OPTION 1 – IF YOU GET VOICEMAIL

SAMPLE 1:

Hello __________ (Prospect’s Name). This is ________. I’m a Technology Specialist with Konica
Minolta and I am sure you are in the midst of developing a safe and secure plan for your organization’s
return to work. My own company decided to use the best of their technologies to develop a
comprehensive solution and I’d like to share the details of that program with you. Please contact me at
your earliest convenience to determine if this could be a fit. I can be reached at XXX-XXX-XXXX. Again,
it is ________ with Konica Minolta at XXX-XXX-XXXX.

SAMPLE 2:

Hi _________. Responding to the complexities of returning to work post-COVID-19 has left many of
my customers overwhelmed. This is _______. I am a Digital Workplace Specialist with Konica Minolta.
I’d like to share the end-to-end solution that we have developed in a 30-minute discovery call. Konica
Minolta’s Return-To-Work solution meets the requirements outlined by both the CDC and the state
and provides reporting that is safe and secure. I am certain you would be interested in the technology
that has been utilized as well as the positive customer experience that is delivered. Please contact me
at XXX-XXX-XXXX so that I can share the details of this program and how to implement it quickly and
efficiently. Again, this is ________. I may be reached at XXX-XXX-XXXX.

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OPTION 2 - IF THEY PICK UP

Hi _______ (Prospect’s Name). This is _________. I am a Digital Workplace Consultant with Konica
Minolta and I know how important employee safety is to you so I’m calling to ask about your Return-
To-Work program. Are you confident that your plan is safe, secure, and efficient?

(Pause For Customer Response)

Konica Minolta has developed an end-to-end solution for Return-To-Work that employs our own
advanced technology for activities such as Virtual Health Checks, Secondary Screening, and Incident
Reporting. It aligns with CDC and State guidelines and utilizes business process automation to ensure
a positive employee experience. I’d like to share the details with you in a 30-minute discovery meeting
with my Solutions Team. May I secure an appointment for Tuesday morning or Wednesday afternoon? I
also have availability tomorrow if that is convenient. Which day is preferable?

(Pause For Customer Response and Appointment Confirmation)

Hi __________(Prospect’s Name). This is _______ from Konica Minolta. I am a Digital Workplace

Specialist and am interested in sharing valuable insights about our innovative solution for a safe and
efficient return to work. Most companies are struggling with how to manage all of the CDC and State
guidelines. Are you experiencing the same?

(Pause For Customer Response)

I ask because Konica Minolta has combined the best of their technology to develop an end-to-end
solution that would meet the requirements for activities such as Virtual Health Checks, Secondary
Screening, and Incident Reporting. It deploys automation to make the process efficient, safe, and
ultimately positive for the employee. And because this information is highly confidential, security is
wrapped around every part of the program.

(Pause For Customer Feedback)

I would welcome an opportunity to describe the program in detail and determine fit. Are you available
on Wednesday afternoon or Thursday morning for a follow-up call with my Solutions Team? I also
have availability tomorrow if that is preferable.

(Pause For Customer Confirmation)

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HOW TO HANDLE OBJECTIONS DURING A
PHONE CALL
There are several objections that will occur during your prospecting efforts for Return To Work.
Following each objection is one or more responses to use to handle the objection and continue the
dialog.

1. I HAVE NO TIME. I’M TOO BUSY.

RESPONSE #1
I know that your time is very valuable; especially during this critical time. I want to eliminate time
wasted in trying to cobble disparate products into one solution. I assure you that your time will be
well spent in a brief meeting about the benefits of implementing an end-to-end solution for your
company - one that our competitors cannot offer. Does Tuesday morning or Thursday afternoon
work better for you?

RESPONSE #2
There will be a redefined normal after the height of COVID-19 passes. It will be even more reliant
on software technologies to connect your employees, and your customers. The time to evolve to
this new reality (often referred to as digital transformation) is now. I assure you that your time will
be valued and well spent. When could you spare 20 minutes with my Solutions Team?

RESPONSE #3
In a very short time, 20-30 minutes, I will show you how we can make a significant impact on
returning your employees to work safely and efficiently. This will be well worth your time and it
will meet the urgent demand to develop a plan that adheres to state and federal requirements.
Does Tuesday morning or Thursday afternoon work better for you?

RESPONSE #4
When is a better time to connect with you? Companies are desperately trying to implement a
comprehensive Return-To-Work strategy and I can show you how your company can get started
quickly and securely. I think this will be worth your time. All I ask is for 30 minutes. Does Tuesday
morning or Thursday afternoon work better with your schedule?

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2. HOW ARE YOU AN EXPERT? I THOUGHT KONICA MINOLTA SOLD COPIERS.

RESPONSE #1
While you might know us for our long history in imaging, Konica Minolta has been in the
technology sector for well over a decade. Our portfolio is rich in IT Services, Information
Management, Business Intelligence, and Digital Transformation. We have a global network of
experts in these technologies to help our customers transform in a positive way. We’d like to share
that expertise with you. Which day would be convenient to hear more about how this solution
could assist with getting your business operating safely and efficiently?

RESPONSE #2
Konica Minolta has expertly penetrated the technology sector in the last decade so that it could
offer a comprehensive portfolio to customers like you. In addition to a thriving Managed Services
business, we have demonstrable success in providing Managed IT, Advanced Technology, Business
Intelligence, and Vertical Portfolios to clients of all sizes across the country and globally. We’d like
to assist you as well. I assure you that 30 minutes with our Solutions Team will be time well spent.
Tomorrow afternoon is open for me. Is that a convenient time for you?

RESPONSE #3
Konica Minolta has been recognized by technology experts for its extensive portfolio of Managed
IT and Business Process solutions. We have customized these solutions to meet the needs
of companies looking for an end-to-end solution for Return-To-Work. It would be well worth
your time to hear how one partner could meet the many complex requirements for this type of
initiative. What day would be convenient for you to spend 30 minutes with my Solutions Team?

3. ARE YOU WORKING WITH THE STATE AND CDC? HOW CAN I BE SURE THAT ALL OF MY
COMPLIANCE ACTIVITIES ARE BEING MET?

RESPONSE #1
As a global company and as your partner, we are staying very close to the CDC guidelines and the
requirements mandated by each state. In fact, that is precisely how we developed this solution.
We also listen to our clients who guide us in customizing the solution to best meet their needs.
We’d like to do the same for you. Is there 30 - 40 minutes on your calendar in the next day or two
to discuss a safe and positive Return-To-Work experience?

RESPONSE #2
Our Return-To-Work solution was created in response to clients who require rapid deployment of
an end-to-end solution that meets CDC guidelines and local healthcare reporting requirements.
Innovative technology, security, and a positive employee experience are at the core of this
solution. I assure you that 30-40 minutes with our Solutions Team would be time well spent. Do
you have an opening on Tuesday or Wednesday afternoon?

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EMAIL PROSPECTING
10 BEST PRACTICES FOR EMAIL PROSPECTING
1. Focus on your prospect or customer, not on Konica Minolta.
2. Use full sentences and avoid abbreviations. You are writing a business communication-not
a text message.
3. Begin with an idea to capture interest. This idea should be a concern that is top-of-mind to
the person you are contacting.
4. State your area of expertise and how you can help your contact solve a business challenge.
5. Provide something of value, especially educational content. You can do this by linking to a
video, a document download, or by attaching a file.
6. Ask for an appointment and give specific dates.
7. Keep your message brief.
8. Check your spelling and grammar.
9. Make sure your email includes your business signature with your phone numbers.
10. Follow up your email with a phone call in a few days.

The email templates below can be used to customize a targeted message for your prospect.

EMAIL SAMPLE #1
Hello ______,

The impact of the COVID-19 pandemic has challenged us to redefine how we live and work.
As a result, the demand for flexible, technologically advanced solutions that provide a secure
and efficient return to work is greater than ever. My name is _____. I am a Digital Workplace
expert with Konica Minolta. I would like to share some valuable information about a Return-To-
Work solution that includes Virtual Health Checks, Thermal Imaging, Secondary Screening and
Incident Management Reporting. This solution is specifically designed to help you meet the
recommendations from the CDC as well as the requirements from State and local government.
We are well poised to partner with you to get your employees back to work as quickly and safely
as possible. I have attached a document that will walk you through the details of the solution.

I would like to schedule a 30-minute solution review and demo with you to answer questions and
determine fit how you can benefit. Next Thursday afternoon or Friday morning is open. Which
works best for you? Please feel free to contact me directly at one of the numbers below.

I look forward to speaking with you.

[email signature with office and mobile numbers]

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EMAIL SAMPLE #2
Hello _______,

Finding and implementing a safe and secure Return-To-Work program that meets CDC guidelines,
state requirements, and creates an efficient and positive experience for your employees can be
challenging. I’d like to share valuable information about an end-to-end solution to meet these
challenges head-on.
My name is _____ and I am a Technology Specialist with Konica Minolta. We can help you address
the complexities associated with administering Virtual Health Checks, capturing Secondary
Screening data, and supervising Incident Management Reporting. Additionally, we can automate
processes safely and house data securely.

I would like to schedule a 30-minute solution review and demo with you to answer questions and
determine how you can benefit fit. Next Thursday afternoon or Friday morning is open. Which
works best for you?
Please feel free to contact me directly at one of the numbers below.

I look forward to speaking with you.

[email signature with office and mobile numbers]

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RESOURCES:
Please direct your prospects to the Rethink The Future of Work website for more information.
https://kmbs.konicaminolta.us/kmbs/return-to-work

Please direct your prospects to the Rethink The Furture Of Work Jam Page https://jam4.sapjam.com/
groups/gwdGD398pWM0Ry5ZDDre9D/overview_page/d8TE9tMFcKWxdfIOL7Z8bF

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NOTES:

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