Topics

Pricing Guidelines
References
Tab for Principal of New School provided no References are being used
Location of Collateral that you will need

© Curiositi Confidential 2
 Pricing Guidelines
What is the Minimum Order Value
- Rs 1.5 Lacs

What if I want to sign a PO at <1.5L

- We won’t accept any POs less than 1L. For POs between 1 to 1.5L get prior approval.

Can I offer discounts from the price of Rs 390 per kit?

- Yes you can offer discounts for all NON-PARTNER DEALS ONLY.

What are the discounts that I can offer?

- The table below lists the max discounts that you can offer without any prior approvals. However
remember discounts affect our business and reduce your incentives. Try and get the best price that is
possible. Even with these discount slabs available, try and close at higher prices than what the
discount table offers. Don’t start your discussion with the lowest price that you can offer. You will need
it for the final nego.

© Curiositi Confidential 3
 Pricing Guidelines
PO Size Per Kit Quote Per Kit Lowest Price (Only for direct sales
Price and not applicable for partner sales)

<1L No POs will be No POs will be accepted

accepted

1L to 1.5L 390 375

1L to 3L 390 350

3L to 5L 390 325

5L to 10L 390 300

10L to 20L 390 290

>20L 390 280

What if I want to discount more in order to win?

- Have a discussion with Ayan. He will take to Vinod/Manoj for approval. Even if this is approved, for this
particular PO, you will get a multiplier of 0.9 on your incentive for that school.

Why do we want to have minimum PO sizes of 1L ?

- We want to engage correctly with the school with an Engagement Manager. This cannot be done if the
revenue does not justify this investment.
- In our experience, smaller POs are the ones that do not renew or never grow to sustainable sizes.
© Curiositi Confidential 4
 When do we ship
Shipment 1 Shipment 2 Shipment 3 Shipment 4

When Jun-Jul Aug-Sep Oct-Nov Dec-Jan

PDC Dated Earlier of PO date 1st Jul 2018 1st Sep 2018 1st Nov 2018
or 1st May 2018

S8 Gets 2 Activities 2 Activities 2 Activities 2 Activities

S8 PDC 25% 25% 25% 25%

Percentages

S6 Gets 2 Activities 2 Activities 2 Activities -

S6 PDC 34% 33% 33% -

Percentages

S4/M4 Gets 2 Activities - 2 Activities -

S4/M4 PDC 50% - 50%

Percentages

Software Licenses given License extended

to Mar 31 2018

Software PDC 50% - 50%

Percentages
© Curiositi Confidential 5
 Collateral
- Pitch Presentation : PRESENTATION folder
- Pricing : PRICING Folder
- Brochure : BROCHURES folder
- Activity Lists : ACTIVITY LIST folder
- Partner Agreement For Referrals : PARTNER_COLLATERAL Folder
- PO_TEMPLATE : In the PO folder. Make a copy for yourself in your own google drive and
enter data into that. Data to be entered into fields that are “white”

© Curiositi Confidential 6
 COMPETITION
How to Compete against specific players…

© Curiositi Confidential 7
 NEXT EDUCATION
Their Product :
● Box of 10 Activities covering EVS/Science for Stds 1 - 10.
● Delivered at start of academic year
● Rs 1200 to Rs 2000 per student per annum

How to Compete : Here are some points that you can use to describe how our offering
is better placed.

● Customization : We allow schools to pick any 4 / 6 / 8 activities out of our 10 for each
class. In addition schools can sequence activities at the start of the year.
○ Benefit : Easier for Teachers. They pick the Kits they want.

● Easy for Teachers with Multiple shipments : Teachers are not overwhelmed with 10
kits reaching the school at the start of the year. We ship 2 kits at a time. Multiple smaller
instalments of kits reaching the school in the sequence that the teacher has chosen,
makes it easier for the teacher to use the kits.
○ Benefit : Easier for Teachers to use. Kits don’t remain unused.

● Better Quality : Curiositi only makes Science & Maths learning Kits. We do only this and
we do this well with better kits, made from more stronger/expensive materials, designed
by us in-house by an expert design and academic team.

© Curiositi Confidential 8
 NEXT EDUCATION
● Support : We don’t just drop kits at the start of the year. We offer Kits and the support
that is needed to ensure the school benefits from the program with a structured teacher
workshop at the start of the academic year and a second teacher workshop in the middle
of the year.

● Cost : Curiositi kits are designed to be shared. The Instruction Manuals talk about how to
use the kits in groups. So we encourage schools to work in groups of 2/3/4 students. This
makes our program very affordable while delivering a higher quality product and service
to the school.

● Software with Concept Videos and home access : Students get access to our Curiositi
Aspire Software that has 1000s of Learning Videos for Maths & Science, Grades 1 to 10
mapped to popular school boards. Accessible on Desktop/Tablet/Mobile.

We have schools that have shifted from Next to Curiositi based on the above points and are
happy with us. Talk to Sharon for an example school.

© Curiositi Confidential 9
Contact us :

Email us at : info@curiositi.in
Phone : +91 888 092 8554
 New Schools - Tablets for Principals
As part of the program, you can include a Lenovo Tablet (Wi-Fi + 3G) for the Principal to
- use to give us feedback about the program
- inform us about usage of Activity Kits
- to use our software
Our goal is to play the role of a catalyst in introducing technology into schools.

Eligibility :
- Only for New Schools that you are selling to without any referrals fees or other
commissions being paid to anyone. This is only for our sales team to try and move from
Principal to Owner. Not applicable to schools where Partners or Consultants are involved.
- PO size to be minimum Rs 1.5L
- Given only when PO has been signed and PDCs have been collected.
- Pricing must be per Pricing guidelines. No discounts beyond standard volume based
discounts allowed.

© Curiositi Confidential 11
 Pricing Guidelines
What is the Minimum Order Value
- Rs 1.5 Lacs

What if I want to sign a PO at <1.5L

- You can get specific approval from Vinod/Manoj for a PO that is >1L and <1.5L.
- In this case an Engagement Manager may not be assigned to the school.
- We will also limit Workshops to just one introductory workshop.
- As the sales person, you will do one workshop at the School and no other workshops will be offered.

Can I offer discounts from the price of Rs 390 per kit?

- The table below lists discounts that you can offer. These discounts are available only for non-partner
deals. However remember discounts affect our business and reduce your incentives. Try and avoid
discounts.
PO Size Per Kit Quote Price Per Kit Lowest Price

1.5 - 3L 390 380

3L to 5L 390 375

5L to 10L 390 360

What if I want to discount more in order to win?

- Have a discussion with Ayan. He will take to Vinod/Manoj for approval. Even if this is approved, for this
particular PO, you will get a multiplier of 0.9 on your incentive for that school.

© Curiositi Confidential 12
 Pricing Guidelines
Why do we want to have minimum PO sizes of 1.5L?
- We want to engage correctly with the school with an Engagement Manager. This cannot be done if the
revenue does not justify this investment.
- In our experience, smaller POs are the ones that do not renew or never grow to sustainable sizes. We
would like to win new schools and have them renew for many years.

© Curiositi Confidential 13
 Referral Fees … 1 of 3
Existing Customer School Principals / Owners / Influencers are eligible to receive a Referral Fee as
follows. Please read this and make sure this is articulated clearly.

Referral Fee Amount : Sale Price - Rs 300.

Sale Price : Maximum Rs 390 per Kit / License … Minimum Rs 360 per Kit / License

Eligibility :
- Principals / Owners of schools that are Current Customers in AY 17-18 are eligible.
- New Schools Principals / Owners are eligible after their school signs up for AY 18-19.
- No Principal / Owner can get a Referral fee for the school that they are currently working in.
- The Person must sign up with us first by signing the Terms & Conditions letter. Will be shared in
Collateral For Sales Folder.
- Deal when initiated must have Referral name entered in Pipedrive.
- Minimum deal size of Rs 1.5 lacs.
- Pricing cannot go below the Rs 360 mark.
- Deal must be accompanied by advance that covers the first shipment and by PDCs for future
shipments.

© Curiositi Confidential 14
 Referral Fees… 2 of 3
Terms & Conditions :
- Payment only by NEFT / cheque.
- PAN Card of the Recipient mandatory. Must match the name in the bank account.
- 10% TDS will be deducted.
- Payment made on the basis of every collection received from the Referred School within 60 days of
payment being received (similar to how our incentives are paid).
- No double referral fees. Cannot have more than one referrer per school.
- Applicable only for the first year.

© Curiositi Confidential 15
 Referral Fees… 3 of 3
Here is an illustration of how this will work.

Rakesh is the Principal and Owner of Champions English School. He wins for us Achievers
English School which is owned by his friend.

- PO Value is 1500 kits at Rs 390 = Rs 585,000

- Price was Rs 390. So 390-300 = Rs 90 (23.07%) will go to Rakesh as money is collected.
- First Payment is 50% of Rs 585,000 which is 292,500.
- First Payment is cleared on Dec 15, 2017.
- 23.07% of this is Rs 67,480
- We withhold 10% TDS and pay out Rs 67,480 - Rs 6,748 = 60,732 around Jan 31st 2018.
- Similarly we pay out another Rs 60,732 when the second installment of Rs 292,500 is
received from Achievers English School.

In Total Rakesh has earned Rs 134,960 in Referral Fee. 10% of that is withheld as TDS and
balance is paid out.

© Curiositi Confidential 16