Site created 12/15/97.		page created: 9/14/98 Divx - Retailer Sales Training Video Over the weekend, I received a package with no return address. Inside, to my surprise, was a copy of the video that Divx is sending to all of their Circuit City and Good Guys stores. The video shows sales people how to sell Divx to their customers, and how to "answer some of the tough questions." I've transcribed it for you to read, and I think you'll get a kick out of it. The first part is a long version of their TV spots, and the second part is the actual training program. Enjoy: DIVX - RETAILER SALES TRAINING VIDEO We see a family sitting on the couch, in front of their TV. Suddenly, majestic music sounds, and a Divx player floats down from the sky to land on top if the TV. We see a close up of the player, passing over the DVD logo to stop on the Divx logo. Graphics appear on screen with the Divx logo, as the announcer reads the words. ANNOUNCER: Introducing Divx. The best way to watch movies at home. The family is amazed. More graphics appear, which the announcer reads again. ANNOUNCER: Divx is a new home video system that offers you the quality of digital pictures and sound, the freedom of no returns and no late fees, the availability of hot feature titles all the time, the flexibility of watching great movies whenever you want, the convenience of an affordable home video collection. The family gets from the couch, and all race for the remote control. Dad gets there first, takes the remote and starts the disc. Graphics appear: BRILLIANT DIGITAL PICTURE ANNOUNCER: Get the picture? We see a wave crashing on the TV, as the family watches. ANNOUNCER: The Divx system uses DVD technology to create a brilliant digital picture. Water from the wave on TV splashes all over the family in the living room. We see the words: SPECTACULAR DIGITAL SOUND. ANNOUNCER: Get the sound? The Divx movie system delivers spectacular digital sound. On the TV, a volcano erupts lava. In the living room, the family sits with smoking hair and toasted clothes, as though the heat had erupted from the TV. ANNOUNCER: Avoid that mad rush to the rental store. We see a herd of stampeding buffalo. Graphic: NO RETURNS, NO LATE FEES ANNOUNCER: No returns, no late fees… one less thing to stress out about in your life. Mom and Dad snuggle contentedly in front of the TV in their pajamas. Graphic: HIT MOVIES ALL THE TIME ANNOUNCER: With Divx, you're always sure to find the hottest new movie titles from top studios like Disney, Paramount, MGM, 20th Century Fox, Universal, and DreamWorks. The studio logos flash on the screen, as Divx discs pile up. Graphic: WATCH GREAT MOVIES WHENEVER YOU WANT ANNOUNCER: Divx is different than a VHS rental, because the viewing period doesn't start when you leave the store. It begins when you insert the Divx disc and press play. So you can watch your movie tonight, next week or even months later. We see the family running around madly, until they finally sit and start the movie. In the corner, a 48 hour counter starts running. ANNOUNCER: Every Divx movie comes with a two day viewing period. During that time, you can watch it as often as you like. Reverse, fast-forward, skip from scene to scene. Graphic: REVERSE. FAST FORWARD. SKIP FROM SCENE TO SCENE. (TRY DOING THAT WITH PAY-PER-VIEW!) ANNOUNCER: And you're always free to pause at any time. We see the family waiting as Dad emerges from the bathroom. Graphic: NOT JUST REMOTE CONTOL. COMPLETE CONTROL ANNOUNCER: It's not just remote control - it's complete control. Dad waves the remote in the air like he's conducting a symphony, while the kids watch in the background and laugh. Graphic: BUILD AN AFFORDABLE HOME VIDEO COLLECTION ANNOUNCER: Each Divx movie costs about $4.50, making it easy and affordable to build a home Divx movie collection of your own. Dad sucks change out of the sofa cushions with a dust buster. ANNOUNCER: Keep the movies you've watched. Buy movies you plan to watch in the future. We see a pile of Divx discs. ANNOUNCER: So what do you do with the Divx disc after the viewing period ends? Add it to your Divx movie library. Get another two days of viewing for about $3.25 anytime in the future. Convert it to unlimited viewing for a one-time fee. Trade it with a friend. Recycle your disc. We see Divx discs spinning in the air, and graphics illustrate all of the above points. ANNOUNCER: The fact is, you can do whatever you want. You own it. Dad starts another Divx disc playing. We see the Divx logo. ANNOUNCER: Divx gives you all the great features you've wanted in a home video system. The quality of digital pictures and sound. An astronaut floats by on the TV screen. In the living room, the dog floats by past the family. ANNOUNCER: The freedom of no returns and no late fees. The availability of hot feature titles, all the time. The flexibility of watching great movies whenever you want. The convenience of an affordable home video collection. We see Dad and his loose change again. ANNOUNCER: All for about $4.50. Only a dollar more than a VHS rental. We see Mom and Dad dancing through the living room. ANNOUNCER: The quality, the freedom, the availability, the flexibility, the convenience. Mom dips Dad, and we see the player and movies again. ANNOUNCER: Get the Divx digital movie system. The Divx movie system - the best way to watch movies at home. We see the Divx logo and slogan. Cut to an AVERAGE JOE HOST, sitting in a living room set. A Divx player is hooked up to his TV. HOST: So now you see why Divx is the biggest thing to happen to home movie viewing since the VCR and the video rental store. Quality and convenience. Freedom and flexibility. Affordability and availability. That's what Divx offers consumers. But let's take a moment to talk about the basics of Divx. We see a Divx player, with a DVD logo. HOST: Divx is a feature of DVD, not a separate format. Each Divx player starts as a basic DVD player, and is capable of playing all basic DVD movies. What makes Divx revolutionary, is the encryption technology in each Divx-enhanced player. It's this technology that enables consumers to purchase these specially-encrypted Divx movie discs for $4.49. We see lots of Divx discs, including Star Trek: First Contact, Flubber, The Abyss and more. HOST: And with that purchase, you get quality, convenience, freedom, flexibility, and availability. So with all of these benefits going for it, you may be wondering, how do I start a conversation on Divx? Try these. We see a number of different sales people. SALESMAN #1: Do you ever rent movies? SALESMAN #2: Have you ever paid a late fee on a video rental? SALESWOMAN #1: Have you ever gone to the video store, and couldn't get the latest release? SALESWOMAN #2: Have you ever returned a movie without watching it, just to avoid the late fee? SALESMAN #3: Have you ever bought a movie, thinking you'd watch it again and again, but only watched it once? HOST: Those are just a few simple ways to start a conversation about Divx. And when you think about it, everyone who rents movies can benefit from Divx. So let your TV customers and your VCR customers and your Home Theater customers know about Divx. And once you start your conversation about Divx, you'll want to tell them all about the five major benefits. So with that in mind, lets check out some ways to explain to your customers why Divx is the best way to watch movies at home. First, it's DVD. So you're getting digital picture, and digital sound. We see Salesman #1 with a customer, and a graphic: QUALITY SALESMAN #1: Which gives you the sharpest, most detailed picture available, and spectacular CD-quality sound. The colors are more accurate, the edges are more defined, and the sound rivals any theater around. The discs are small and never need to be rewound. Would you like to see what I mean? HOST: You've got to show it for your customers to believe it. They'll be amazed. We see Salesman #2 with another customer. SALESMAN #2: You get great picture and sound, with both Divx and DVD movies. Divx and DVD go hand in hand. For those movies you want to watch over and over again, $15 to $30 for DVDs probably makes sense. But for most of us, who only want to watch movies once or twice, Divx is the answer. You can buy your favorite Divx movies for only $4.49 each. HOST: And then there's the freedom of no returns, and no late fees. We see Saleswoman #1 and yet another customer, with the graphic: FREEDOM SALESWOMAN #1: That's because Divx movies are purchased, not rented. So there are no more late-night returns to the video store, and no more late fees. They're yours to keep. How does that sound? HOST: That sounds great. So now you've got DVD quality, the end of returns, and the elimination of late fees. What could be better. Well, have you ever returned a movie without watching it, because your time ran out? We see Saleswoman #2 talking to a customer. Graphic: FLEXIBILITY SALESWOMAN #2: With Divx, that will never happen again. The 48 hour period begins when you push play, not when you leave the store. And that can be the next day, or the next week… even the next year. You can shop when it's convenient to shop, and watch whenever you want. The choice is yours. HOST: And we all love choices. On top of that, the hottest titles should always be available. We see Salesman #3 with a customer and the graphic: AVAILIBILITY SALESMAN #3: That's because Divx movies are purchased, not rented. Popular titles are stocked to meet customer demand. So you should never have to go away frustrated or be forced to make a second choice. HOST: And once you buy the movie, its yours to keep and watch again if you choose. We see Salesman # 1 again, and the words: CONVENIENCE SALESMAN #1: Divx allows you to build a home movie library, that you can rent again for around $3.25. Or if you find a movie that you're going to watch over and over, you can convert it to unlimited play for a one-time fee. You have all the choices without leaving your living room. HOST: Now as with any revolutionary concept, there will be some resistance, and of course, a lot of questions. So let's take a look at some of the best ways to answer the most common questions about Divx. CUSTOMER: So why doesn't Divx have widescreen, and multiple angles, and all that other stuff? SALESMAN #2: Divx can do widescreen and all the rest. It's still a DVD disc. But they found that consumer demand for it's just not there. Meanwhile, Divx can play DVD discs that contain those features. CUSTOMER: So why does the player need to be hooked to the phone line? SALESWOMAN #1: The phone line is only used to initially register the player, and to handle billing. The phone line is never needed to watch movies. Twice a month, in the middle of the night, the player makes a toll-free call to a billing computer. Now this call will never interrupt your phone use, because the player disconnects whenever you pick up the phone. And for your convenience, the player comes with 25ft of phone cord, and a splitter. CUSTOMER: What if I don't have a credit card? SALESWOMAN #2: Well if you don't have a credit card, Divx accepts debit cards as well. And most banks now offer free debit cards with a checking account. Your Divx charges will show up on your credit card or your bank statement, and you can check your account any time you want through the player. CUSTOMER: What if Divx goes out of business. SALESMAN #3: That's a fair question. But here's the bottom line… it's almost impossible to believe that Divx could go under. Divx is supported by major movie studios like Disney, Universal, Fox, DreamWorks, Paramount and MGM… and manufacturers like RCA, Proscan, Pioneer, Panasonic, JVC and Harmon Kardon. However, should there be a problem, you would still have a fully functioning DVD player, that will still play your existing Divx movies. Most importantly, when you see how Divx works, I think you'll agree that it's gonna be a big hit. CUSTOMER: So how does the disc work? Does it download the movie? SALESMAN #1: No the movie's on the disc, just like a basic DVD. Divx movies just have an anti-piracy encryption built into the disc. There's a chip in the player that unscrambles the encryption, allowing it to be viewed on your player. CUSTOMER: Aren't these disposable discs going to be bad for the environment? SALESMAN #2: Well we don't think people are going to throw away perfectly good movies that can be watched again. We think people are going to want to build their own video libraries. But if they decide that they don't want them, we have disc recycling bins set up. Actually, we think because you can watch them again, people are going to want to give them away, trade them, even sell them at garage sales. CUSTOMER: Doesn't Circuit City own Divx? SALESWOMAN #1: Yes. Circuit City owns a majority interest in Divx. In fact, they helped develop the technology that's now licensed to the companies that build the players. CUSTOMER: What about the Divx Gold disc I've heard about? SALESWOMAN #2: Divx Gold discs are purchased ready for unlimited play, as opposed to converting a disc to unlimited play. Divx Gold discs will only be produced if the studios desire them. CUSTOMER: So when will the new Divx movies come out? SALESMAN #3: Movies on Divx will almost always be available on the same day they're released for VHS rental. CUSTOMER: If Divx knows everything I watch and when, isn't that kind of like Big Brother? SALESMAN #1: Yes, Divx knows what Divx movies you're watching, because that's part of the billing process. So does your local video store when you rent from them. Divx strictly adheres to the National Video Privacy Act, which forbids dissemination of viewer information without permission. CUSTOMER: So how do I see what Divx is charging me? SALESMAN #2: Well, first you have to authorize all transactions. And then the player shows you exactly how much a subsequent viewing, or upgrade to unlimited play costs. And you can review your account at any time to see your transactions for the last three months. HOST: Given that these examples were only the most common questions, you can see why you'll need to take advantage of all the information provided in the training package. Graphic: SEE YOUR TRAINING PACKAGE FOR COMPLETE DETAILS HOST: It's designed to give you all the details you need to answer any questions your customers may have. Remember that selling Divx puts you at the forefront of cutting edge technology, quality and convenience. So take the time to find out if your customers enjoy watching movies. And if they do, let them know that their time has come. Because, as you've seen, Divx is the best way to watch movies at home. Graphic: DIVX - DVD AND A WHOLE LOT MORE!
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