Inline Plastics Playbook v2 JUL-21

S A L E S P L A Y B O O K

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

L a s t R e v i s i o n : J U L - 2 0 2 1

Please share ideas, comments and additional content via email brand@inlineplastics.com

Welcome to the Inline Sales Playbook!

THE INLINE PLASTICS SALES PLAYBOOK CONTAINS OUR BEST PRACTICES, KEY INSIGHTS, AND HIGH PAYOFF ACTIVITIES COLLABORATED WITH SOME OF THE MOST EXPERIENCED, TOP PRODUCING TALENT ON OUR TEAM.

A MUST READ!

Our Playbook identifies the key activities that the top producers, the best-performing salespeople, must perform daily to separate themselves from the rest, winning new customers, growing the ones they have, and differentiating themselves from the competition.

AS YOU GO ON TO DISCOVER INLINE’S PLAYBOOK - YOU SHOULD KNOW WHY WE HAVE IT. IN OUR 2019 COMMERCIAL MEETING, WE HAD AN OPPORTUNITY TO MEET AND SPEND A DAY WITH JACK DALY. IT WAS THAT DAY HE ASKED US: ‘THERE ISN'T A COACH IN ANY SPORT ON ANY LEVEL WHO WOULD CONSIDER PUTTING PLAYERS ON THE FIELD, ON THE ICE, OR THE COURT WITHOUT PROPER PREPARATION, WITHOUT PRACTICE. WHY DOESN'T THE SAME GO FOR SALES TEAMS?’ LONG STORY SHORT—HERE IT IS! AND—IF YOU WANT TO LEARN MORE ABOUT WHAT WE LEARNED FROM JACK—MAKE SURE YOU READ THE BOOK YOU RECEIVED — HYPER SALES GROWTH. MEET JACK BY CLICKING HERE: QUIT SELLING! AND WATCH WHAT JACK HAS TO SAY ABOUT THE SALES PLAYBOOK BY CLICKING HERE

QUIT SELLING

“WORK SMARTER. EARN MORE.”

S A L E S P L AY B O O K

This Sales Playbook is simply a “Tool” for us to work smarter, perform better, and earn more for the hard work that we do. We set out to capture our very best sales practices content and then organized to be useable for all of us. As with any tool, we aim to use it. Make our best sales content actionable - make it executable! “Just like any sports team, the Playbook needs to be trained and practiced regularly for us to stay sharp, ready, and performing at our best. We always want to be game-ready to win more!”

CONFIDENTIAL INFORMATION – For Internal Use Only

BECAUSE WE COMPETE AND SELL IN A DYNAMIC, EVER-CHANGING MARKETPLACE, OUR SALES PLAYBOOK NEEDS TO BE UPDATED REGULARLY AND ONGOING WITH INNOVATIONS TO KEEP IT FRESH AND COMPELLING.

1. ABOUT US

S A L E S P L AY B O O K

ABOUT US 1.

CONFIDENTIAL INFORMATION – For Internal Use Only

FROM ENVIRONMENTAL SUSTAINABILTY TO INDUSTRY DISRUPTING INNOVATIONS,

Who we are, what we do

INLINE PLASTICS LEADS WHERE OTHERS FOLLOW

For over fifty years, our revolutionary ideas have transformed the food packaging marketplace. We design our packaging with food merchandising in mind while simultaneously meeting consumer demands for safety, convenience, and environmental responsibility. Our leadership pledge encompasses everything we do. Beyond groundbreaking designs, we continuously strive to provide the highest levels of quality, customer service, and packaging automation support that makes our company the first choice to fulfill all of our customer’s (processors and retailers) food packaging needs.

OUR MAJOR INNOVATIONS 2006 • WE CREATED THE TAMPER EVIDENT/TAMPER RESISTANT PACKAGING MARKET WITH Safe-T-Fresh® “ LONG BEFORE THE FOLLOWERS ENTERED. WITH OVER 100 ITEMS OFFERED UNDER OUR Safe-T-Fresh® BRAND, WE REMAIN THE MARKET LEADER IN THIS SEGMENT TODAY! 2008 • WE PARTNERED WITH INNOVATOR IN PET ARENA AND BROUGH TO MARKET DPET - VIA INNOVATIVE, LOWEST CARBON FOOTPRINT DIRECT TO SHEET PROCESS. YES, OUR FOCUS WAS ENVIRONMENTAL SUSTAINABILITY OVER A DECADE AGO 2020 • WE INTRODUCED REBORN TO ALL OUR PRODUCTS - FIRST POST-CONSUMER CHECMICALLY RECYCLED MATERIAL IN THE MARKET

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Where we do it

GIVING BACK

WITH THREE MANUFACTURING FACILITIES STRATEGICALLY PLACED ACROSS THE UNITED STATES, NO MATTER WHERE OUR CUSTOMERS ARE LOCATED, WE HAVE THEM COVERED. WE ENSURE WE MAKE THE RIGHT PRODUCTS AND WE DELIVER THEM WHERE AND WHEN YOUR CUSTOMERS NEED THEM.

•Spooner House, Shelton, CT (Local shelter for families in need of food, shelter and support services) •Salvation Army •Red Cross •Support our Troops •American Cancer Society/ Hewitt Center for Breast Wellness at Griffin Hospital • The Haven House • Blessing Thrift Store • Adopt a Highway and others •Bakers Equipment Manufacturing Association •FPI - Food Service Packaging •IDDBA - International Dairy Deli Bake Association •NACS - National Associations of Convenience Stores •NCA - National Confectioners Association •PMA - Produce Marketing Association •Society of Plastic Engineers •NACUFS - National Association of Colleges and University Food Services •CPMA - Canadian Produce Marketing Association INDUSTRY ASSOCIATIONS

CONNECTICUT Our facility in Shelton, CT, houses our corporate headquarters and supports the Northeast region, while our facility in Milford, CT, houses our R&D efforts. GEORGIA Our newest facility, in McDonough, Georgia, enhances our ability to service our growing customer base in the Midwest and South. UTAH In the west, we meet customer needs efficiently through our manufacturing and distribution facility in Salt Lake City, Utah. TEXAS Newly opened Distribution Center in the South will service our customers in nearby areas soon!

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

1968

1980s

1999

2000s

2006

2018

2020

Safe-T-Fresh® “ IS LAUNCHED,

INLINE PLASTICS IS INCPORPRATED IN CONNECTICUT BY TOM’S FATHER AND UNCLE

TOM ORKISZ, CURRENT OWNER, PRESIDENT AND CEO JOINS INLINE

INLINE EXPANDS MANUFACTURING TO UTAH AND GEORGA

ALICIA ORKISZ-FITZE, TOM’S DAUGHTER, JOINS INLINE, WE ARE NOW THIRD GEN FAMILY BUSINESS

INLINE INTRODUCES POST CONSUMER CONTENT IN ALL PRODUCTS

FIRST FOOD PACKAGING PRODUCT LINE IS LAUNCHED

CREATES TAMPER EVIDENT/TAMPER RESISTANT MARKET

Inline Plastics Brand Positioning Statement

TO FOOD PRODUCERS, RETAILERS AND DISTRIBUTORS, INLINE PLASTICS IS THE TRUSTED PACKAGING INDUSTRY LEADER PROVIDING CONFIDENCE THAT FOOD WILL STAY SAFE, FRESH, AND ENGAGING AT SHELF, DRIVING RETAIL SALES THROUGH THE USE OF PIONEERING PACKAGING DESIGNS AND SOLUTIONS, PATENTED MATERIALS, AND INVOLVED CUSTOMER PARTNERSHIPS. Our success is tied directly to our core values of innovation, sustainability, and customer satisfaction that result in environmentally friendly, high quality, cost-effective packaging, and packaging automation solutions. Whether working with our R&D center, sales, marketing, or manufacturing, every team at Inline is committed to providing the best customer service and exceptional products. We never settle and are always looking for creative and pioneering solutions for the ever-changing marketplace. Core Purpose and Core Values

Brand Positioning Statement / Core Purpose and Core Values

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

2. ORGANIZATION

S A L E S P L AY B O O K

ORGANIZATION 2.

CONFIDENTIAL INFORMATION – For Internal Use Only

Company Leadership Team

JOHN BARAGAR

JB

VP SALES AND MARKETING

ALICIA ORKISZ

AO

GENERAL COUNSEL AND DIRECTOR CORP REAL ESTATE

TO

JIM PORCARO

JP

TOM ORKISZ

VP OPERATIONS

S A L E S P L AY B O O K

PRESIDENT AND CEO

KEVIN McGUANE

KM

CFO

MARY KELLY CHOI

MK

CONFIDENTIAL INFORMATION – For Internal Use Only

INTERIM HR LEADER

LEMON

L

CFO (CHIEF FUN OFFICER)

How Matrix Sales Organization Works

Matrix Sales Organization

Sales Director

Sales Director

Sales Director

VP Sales and Marketing

WEST

EAST

CENTRAL

The matrix is a management structure known for its dual- reporting supervisor relationship to address balancing regions and categories. Both Regional (East, Central, West) and Category (Processors and Retailers) Directors supervise one Manager, with the joint responsibility of setting goals and objectives, overseeing work, performance appraisals, and development. The matrix has and will continue to build and develop a stronger team, address multiple strategic objectives simultaneously, and break up “corporate silos” that inhibit company-wide collaboration. Inline implemented the matrix organization in 2019 with proven success!

Sales Director

• Central

• East

• West

PROCESSOR

Processor Team

Processor Team

Processor Team

Sales Director

S A L E S P L AY B O O K

• West

• East

RETAIL

• Central

Retail Team

Retail Team

Retail Team

• West

• Central

• East

DISTRIBUTOR

Distributor Team

Distributor Team

Distributor Team

CONFIDENTIAL INFORMATION – For Internal Use Only

FOODSERVICE

• Foodservice Team

Sales Director

Sales Director

CANADA

INT’L

For the version of Matrix Sales Team names, sales codes and customer classifications click here

Our Vision

Shaping the future of food –

one package at a time

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Inline Plastics Value of Disciplines: Product Leadership

The organization leading the charge in product development / innovation.

The Value Disciplines Model helps you better understand and execute on the one thing that your organization is and wants to be famous for.

The Value Disciplines concept presents a business model with three key competitive areas:

1. Customer Intimacy 2. Product Leadership 3. Operational Excellence

S A L E S P L AY B O O K

For a business to be competitive, it must do well in all three areas. However, organizations that wish to become market leaders in their category need not just do well but excel in one of these. While Customer Intimacy and Operational Excellence have always been at the heart of Inline Plastics, we are focused on Product Leadership, characterized by products and services that are simply the best in the market and highly valued by customers. At Inline, we encourage innovation, have a risk-oriented management style, recognize that current successes and prospects lie in our talented design people and those who support them, and recognize the need to educate and lead the market in the use and benefit of new products and services.

CONFIDENTIAL INFORMATION – For Internal Use Only

The organization aims to lead the market through price and convenience.

The organization must become obsessed with understanding the individual customer in detail.

Our Sales Goal: BHAGII

Inline Plastics Actual Sales Growth FY2006 – FY2019 and Future Target

As you work at Inline, you will come across the term BHAG very often! It stands for ‘Big Hairy Audacious Goal.’

We completed our first BHAG in FY15, doubling the size of the company in five years. We are now in BHAGII – looking to double it again! The first BHAG took five years, and we are on a trajectory to double again. We have experienced case sales growth (cases is how we measure our top-line growth as our costs and prices depend on variation in the price index for PET) in the past and continue to set aggressive growth goals for the future. Company leadership is dedicated to sales growth and invests in team development, product and process innovation, sustainability, production capability, and, of course, quality of the product, something Inline Plastics is known for in the marketplace.

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

3. PRODUCTS 3.

PRODUCTS

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Our Products

ONE PIECE TAMPER-EVIDENT

Safe-T-Fresh® is the product family that defines Inline Plastics today. This product line has created a new market of tamper-evident, tamper-resistant, and leak-resistant food packaging that protects its contents in one step – by simply closing the container.

Once the package is closed, the only way to open it is to remove a tear strip, clearly showing that someone has opened the package.

SIMPLY ADD PRODUCT AND CLOSE

The market knows Inline and Safe-T-Fresh®. Consumers know it – not by name, but by its function – and the sound of removing the strip. This sound gives them a sense of food safety that comes through secure packaging. It gives them confidence that food has not been tampered with.

S A L E S P L AY B O O K

Since Inline created this market, Safe-T-Fresh® offers the most extensive tamper-evident, tamper-resistant portfolio in the market.

CONFIDENTIAL INFORMATION – For Internal Use Only

Besides Safe-T-Fresh®, which spans over seven different product families, Inline also offers the Essentials line of more basic clamshells and two-piece platters and cake containers.

CONSUMER HAS TO REMOVE THE TEAR STRIP – THERE IS NO OTHER WAY TO OPEN THE CONTAINER

Value Proposition

VALUE PROPOS I T ION

Leak resistant seal

SIMPLICITY One step to tamper evident, simply close the lid - no shrink band/heat tunnel needed

Tamper evident tear strip

Optional hang tabs

SKU RATIONALIZATION Single piece clamshell, no mismatching bases/lids, no shrink bands needed LEAK RESISTANT PERIMETER SEAL EXTENDS SHELF LIFE Seals in freshness, keeps product and its surroundings clean and dry EASY TO AUTOMATE With Inline Automation Team involved throughout product development SAFE & SECURE Utilizing patented and proven Tamper Resistant, Tamper Evident technology

Easy to stack

S A L E S P L AY B O O K

Exceptional Clarity

CONFIDENTIAL INFORMATION – For Internal Use Only

Single piece clamshell

100% Recyclable rDPET™

Automation compatible

Most extensive tamper evident, tamper resistant and leak resistant product line with over 100 SKUs in 7 product families

Our Brands

- Safe-T-Fresh®

S A L E S P L AY B O O K

33 container options from 6oz. to 128oz. Hangable containers in 6, 8, 12, and 16oz. Vented container options in 35, 48, 64, and 128 oz. Additionally – 4 different types of inserts for 20 oz – 90 oz containers

22 container options from 8 oz. to 96 oz. Dome and shallow lids Vented options in 12 oz. and 24 oz.

6” square footprint 7 container options Single cell in 24, 32, and 48 oz. Variety of multiple cell configurations are available Wrap/cake slice container is also a part of this range

8 cup size options in 8, 11, 12, and 16 oz., 12 oz. sqround configuration Dome and shallow lids Vented options available

4” round footprint 6 container options from 8 oz. to 32oz. Completely smooth wall, upscale deli containers

3” and 4” squares

12 container options from 8 oz. to 64 oz.

11 container options from 2 oz. to 32oz.

Flat, shallow and dome lids

CONFIDENTIAL INFORMATION – For Internal Use Only

Champagne bottom is available on 3 sizes (16, 24, 32 oz.)

Zero ribbing!

3 inserts are available

For Marketing Product Manager by product family click here

Please click here for complete product training file.

Our Brands

- Essentials

S A L E S P L AY B O O K

Newest Essentials product family with smooth wall look and reliable, proven locks. A growing product range with multiple new items added every year.

7 container options from 52oz. to 130oz. Perimeter seal clamshell design to enhance shelf life. High clarity, enticing visual presentation.

8 container options from 24 oz. to 91oz. Perimeter seal clamshell design to enhance shelf life. High clarity. Multiple

6 container options from 42 oz. to 142oz. 2 piece container with 4 compartments.

Over 200+ stock products in portfolio 8 containers segments available SureLock security Ease of stackable Sanitary lid design Special orders available

10 Cake container options from 7” to 10” 3 configurations available single layer, double layer, ½ layer cake (7” to 8”) Easy open feature with

10 most common sized container options from 26oz. to 98oz. Double line locks keep containers closed until customers open them Competitively priced

CONFIDENTIAL INFORMATION – For Internal Use Only

compartment configurations available.

minimal ribbing for enhanced product viewing.

For full product training document please click here (add link to Salesforce doc)

For Marketing Product Manager by product family click here

Please click here for complete product training file.

Sustainability

18

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Please click here for complete product training file – complete sustainability section is at the beginning of the file. Please also review our web site – it has a wealth of information on sustainability: https://www.inlineplastics.com/reborn/

Sustainability

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Energy Savings calculations for acres of forest and miles driven: https://www.epa.gov/energy/greenhouse-gas-equivalencies-calculator Please click here for complete product training file – complete sustainability section is at the beginning of the file. Please also review our web site – there is a great two-page summary you can share with your customers here along with a certificate about our post consumer content.

DON’T FORGET OUR EXPERIENCE IN Packaging and Automation

Automation

S A L E S P L AY B O O K

We design, develop, integrate, install, and support packaging automation

CONFIDENTIAL INFORMATION – For Internal Use Only

20

Here is an automation video that you can view and share.

4.

4. CUSTOMERS

CUSTOMERS

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

The Consumer

Who is the ultimate user of our products? THE CONSUMER When all is said and done – our products end up in the hands of the consumer – we never lose sight of that. Ultimately – we, our customer, and prospect communities all work to satisfy the consumer, and any insight into consumer behavior we can learn and share with our customer base helps them sell more products, theirs and ours. When a consumer is shopping for food, the aspect of packaging is very important. In our case, clarity provides the benefit of seeing the product within. Security provides confidence that nobody touched the food on the shelf. Leak resistance is essential to keep outside of the package and the shelf, consumer clothes, and cars clean. All the important features we learn about in our product training.

S A L E S P L AY B O O K

CONSUMERS TOUCH INLINE 30 MILLION TIMES/DAY*

CONFIDENTIAL INFORMATION – For Internal Use Only

*Assumptions: Each container is touched at least 5x: - When it is picked up from shelf and put to cart - Picked up from cart at cash registers - Picked up from shopping bag and put to fridge - Removed from Fridge and used - Picked up to be recycled/thrown out

Where do they find us Most of our products reach consumers in one of 3 main store perimeter departments (in the case of C-stores, these food segments are blended in small areas): - Produce (added value produce, fresh-cut fruits and vegetables) - In-store bakery (cookies, muffins, donuts, pies, cakes, and pastry) - Deli and prepared (sandwiches, wet and dry, salads, party platters)

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

MANY DIFFERENT PRODUCTS CAN BE PACKAGED IN INLINE PLASTICS PACKAGING – HERE IS A QUICK FLAVOR OF OUR MARKETS (look for pics throughout this Playbook)

Common Product Applications

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Our product takes many turns getting into consumer’s hands. It often starts at the distributor and travels through the processor onto the retail shelf, where the consumer picks it up. There are longer paths (through re-distributor) and shorter ones (directly to the processor or even the retailer). The end-user is the term we use to define the entity that packages our products.

Who are our Customers

END USERS

S A L E S P L AY B O O K

RETAIL (SELLING FOOD) • An entity that sells and/or packages food product in our type of packaging: (ie. Kroger, Publix, Ahold) - Mass merchandisers (ie. WalMart, Target, Meijer) - Warehouse Clubs (ie. Costco, Sam’s, BJ’s) - Convenience stores (ie. 7-Eleven, Loves) - Dollar Stores (Dollar General, Dollar Tree)

(FOOD) PROCESSORS

FOODSERVICE

DISTRIBUTORS

Any entity that packages food product in our type of packaging: - Bakeries (ie. TreeHouse, Give and Go) - Produce (ie. Del Monte, Taylor Farms) - Deli – Prepared Foods - Nuts and Candy Retail stores may own and/or control their own commissaries – these are considered food processors as well

Distributors supply a range of outsourced food packaging to retail and food processors as well as other channels. They own warehouses and product delivery and maintain an inventory of food packaging for our collective customers – end- users.

For purposes of this Playbook, this category includes foodservice distributors and

CONFIDENTIAL INFORMATION – For Internal Use Only - Grocery stores

foodservice end users such as restaurants of any type, cafeterias, caterers, and food locations in different verticals such as schools, corporations, travel, and sports venues. This Playbook will be amended at a later stage to cover this customer category.

CORE 4 5.

5. CORE 4

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

1. HIGH VALUE TARGETS (HVT)

Core 4 Definition

CORE 4 DEFINITION

HIGH VALUE NEEDS

2. HIGH VALUE NEEDS (HVN) of identified high value targets

Core 4 Things That Matter Most to Grow Sales

S A L E S P L AY B O O K

3. PROMISE TO SOLVE THEIR NEEDS

CORE 4 is an important process we used in development of this Playbook. It is focused on companies we are targeting and guides us how to identify and respond to their needs.

CONFIDENTIAL INFORMATION – For Internal Use Only

4. DIFFERENTIATED OUTCOME STATEMENT

Inline Plastics CORE 4 Because we service different customer categories, we have developed a tailored approach to selling to each. In general, each category follows the ‘CORE 4’ things that matter most to our sales growth. Following pages will address each category separately:

We have assembled a list of the most common specific High Value Needs (HVNs) of our Prospects, Customers, & Clients by segment and this section details the best way to respond to those needs. As always, if you have additional input on how to best improve the Inline Sales Process or Sales Playbook, please share it with your Directors so it can be incorporated into the IP Sales Playbook going forward.

RETAILERS

S A L E S P L AY B O O K

PROCESSORS

CONFIDENTIAL INFORMATION – For Internal Use Only

Ensure we have the right TARGETS

Make sure we LISTEN to their needs (even if you know them) and CAPTURE them

Use the TOOLS in this playbook to SOLVE their needs

We TAILOR our UNIQUE COMPETITIVE ADVANTAGE in a statement that addresses their needs

DISTRIBUTORS

5.1 High Value Targets

S A L E S P L AY B O O K

HIGH VALUE TARGETS 5.1

CONFIDENTIAL INFORMATION – For Internal Use Only

Specific traits that help identify HIGH VALUE RETAIL TARGETS

With over 250 different store banners, close to 300,000 brick and mortar food retail outlets (excluding foodservice) it is challenging to target everyone at once. Ability to prioritize retailers is an important key to our future success. To do so the Inline Sales Team has developed a list of traits that we should look for in retailers. This will help us identify and prioritize our retail High Value Targets (HVTs):

• Retailer understands the difference between cost and value proposition (what they will achieve in terms of shelf life, merchandising, etc.) • While retailers are not big automation users, it is a big win when they do bring in packaging automation (at a store or commissary level) – having an opportunity to add automation is important • Retailer cares about sustainability, environmentally friendly packaging solutions and could benefit from 3rd party certification, Inline Plastics sustainability/post-consumer claims\

• Retailer is listed in the top 100 supermarkets, quantified by the number of stores (see below how we define the size of the retailer by number of stores) • Retailer has a clearly defined team and is willing to give us access to that team • Retailer comes to us with opportunities – directly (ideally) or through processors or distributors • Retailer is open and receptive to meeting with Inline Plastics to learn about our innovation, and how to apply it (things they haven't thought of themselves) • Retailer currently works with at least one of our processors

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Reference the table below when ranking Retailers in Salesforce:

Size

Definition

Salesforce Code

Small

Fewer than 50 stores

D

Medium

51-200 stores

C

Large

201-1000 stores

B

XL

Over 1000 stores

A

Specific traits that help identify HIGH VALUE PROCESSOR TARGETS

There are more food Processors out there than there are Retail banners. While we know some Processors better than others, there are new ones we discover every day. They vary by segment, size, location, and retailers they service. Therefore understanding who to target is equally important as the Retail channel. The Inline Sales Team has also developed a list of traits that we should look for in Processors. This will help us identify and prioritize our Processor High Value Targets (HVTs):

• Processor is an innovator and wants to partner with us on innovation - they value our product leadership model • Processor can service nationwide locations or has a significant local scale • Processor provides service to the retailers and shares innovation in packaging – they are influencers • Processor understands the importance of automation – they utilize our automation today and look to expand • Processor is benefiting from the proximity of our locations

• Processor is an impactful customer, a ‘needle mover’ – when they take on one item, the impact on overall lnline volume will be significant • Furthermore - when the Processor takes on a new item, their competitors will follow • Processor takes the first step to see if there is an opportunity to work with Inline • Processor is receptive to meeting with Inline to learn about our innovation, and how to apply it (things they haven't thought of themselves) • Processor values Inline product attributes over price

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Reference the table below when ranking Processors in Salesforce:

Size

Definition

Salesforce Code

Small

Under 10K cases/year

D

Medium

10-30K cases/year

C

Large

30-100K cases/year

B

XL

Over 100K cases/year

A

Specific traits that help identify HIGH VALUE DISTRIBUTOR TARGETS

Compared to the number of retailers and processors, the number of different distributors is much lower. Nonetheless - we take careful consideration when we are selecting distributors for our products. After all, they represent Inline to prospects and customers with who we may not have a direct contact. We depend on Distributors to be our boots on the ground, so it is important to select the right partners.

• Distributor openly shares who they are working with and lets us build relationships with their customers • Distributor is happy to service a high volume of small accounts • Distributor is open to creating joint distribution plans • Distributor is flexible on margin to drive larger orders • Distributor is customer service focused

• Distributor buys in full pallets per SKU and truckload quantities • Distributor has multiple locations, great geographical coverage – shorter lead time • Distributor can carry enough inventory for unexpected spikes in the demand • Distributor understands the value of Inline over the competition – and prefers Inline as well • Distributor is willing to pass along discounts from Inline to their customers

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Reference the table below when ranking Distributors in Salesforce:

Size

Definition

Salesforce Code

Small

Under $2M/year

D

Medium

$2M - $5M/year

C

Large

$5M - $10M/year

B

XL

Over $10M/year

A

Account Based Tools in Salesforce – Account Rating

There are 4 Account Based Tools in Salesforce. They are designed to help us assess customers, leads and opportunities. They help us evaluate the level of our involvement with them and track how we are approaching them. Account Rating is the first one. We use it to quickly evaluate the current quality of the account using two simple criteria – size and level of involvement with us:

Processor Definition

Retailer Definition

Distributor Definition

Salesforce Code Size

D C B A

Small

Under 10K cases/year

Fewer than 50 stores

Under $2M/year $2M - $5M/year $5M - $10M/year

Medium

10-30K cases/year

51-200 stores

Large

30-100K cases/year

201-1000 stores Over 1000 stores

XL

Over 100K cases/year

Over $10M/year

S A L E S P L AY B O O K

The combination of size and level of involvement will help guide us in how we approach the account: A2 & A3: focus greatest sales effort B2 & B3: focus strong sales effort C2 & C3: focus medium sales effort A1, B1 & C1: maintain good relations and regular contact/service Any Letter + 4: improve and strengthen your relationship and ask for referrals D + any number: let distribution network manage the customer

Level of involvement: 1 - Does most/all buying thru your company 2 - Does some buying thru your company 3 - Does no/few buying thru your company 4 - Excellent potential as a Referral source

CONFIDENTIAL INFORMATION – For Internal Use Only

See Sales Playbook Tools Training document for more details: Sales Playbook Tools Training

Account Based Tools in Salesforce – Account Scorecard The second Salesforce tool is Account Scorecard. It is based on the Account Rating on the previous page with added criteria to identify mutual fit. There are two different scorecards, one tailored to Processors and one to Retailers. Each one of the dimensions on the scorecard is evaluated by a simple 123 scale showing: 1-Great fit, 2-OK, 3-Not a fit

1 Great fit 2 OK 3 Not a fit

PROCESSOR CRITERIA:

1. Relationship: (We have a current relationship or are doing business with them already) 2. Shared Values: (Their values align with our Unique Package of Values) 3. Portfolio: (They provide product in a unique and wide range of packaging) 4. Ideation: (They come to us with Applications / Opportunities / Market Test Opportunities)

5. Automation: (They use automation now, or it is imminent) 6. Influencers: (Innovators / Others take Notice when they act) 7. Regional: (Within 1 day of a IPC distribution center by truck) 8. Food Safety: (Tamper Evident is important)

S A L E S P L AY B O O K

RETAILER CRITERIA:

CONFIDENTIAL INFORMATION – For Internal Use Only

1. Relationship: (We have a strong current relationship / are doing business with them already / have a shared Processor relationship) 2. Shared Values: (Their values and goals align with our product offerings) 3. Portfolio: (They provide product in a unique and wide range of packaging) 4. Value over Cost: (Merchandisability, longer shelf life, shrink reduction, consistent presentation) 5. Food Safety: (Tamper Evident is important) 6. Sustainability: (Looking for legitimate environmentally sustainable packaging solutions) 7. Influencers: (Innovators / Others take Notice when they act) 8 Ideation: (They come to us with Applications / Opportunities / Market Test Opps)

See Sales Playbook Salesforce Tools Training section for Salesforce interface preview and further details.

Account Based Tools in Salesforce – Action Worksheet

People like to do business with people they like, know, and trust. The way to build that trust is through relationship and interaction.

The third tool is the Action Worksheet. The purpose of the Action Worksheet is to track active sales efforts for top 10 Target Accounts and the efforts we are putting forth to build relationship and help them with their problems. Each salesperson will identify these top Target Accounts and track actions related to strategy, competition, and next steps. Some examples of questions in the Action Worksheet are below: • Account Strategy - What do they pack, who do they sell to, etc. • Account Current Distributor • Is account current Inline customer • Estimated overall account sales and size of current opportunity • Specifics of product with opportunity along with volume and NCM • Detailed info on competitive SKUs • Main reasons why they are buying from the competition and why they would switch to Inline • What do we know • What do we need to know • Purpose of the next call and what are the main issues • Next action steps and progress you are looking to make • By when you think the account will make a switch (assuming they are looking to switch) Playbook Salesforce Tools Training section will lead you to step-by*step instructions of how to use this in Salesforce. It is a mandatory tab (in Salesforce) to complete and maintain for top 10 accounts for everyone on the Sales team

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Account Based Tools in Salesforce – Relationship Tracker Account Relationship Tracker is used to track high value customer engagement activities and helps measure the value of specific touch points. It measures level of involvement with the account and will help you ensure you are interacting with the right customers in the right amount. Please refer to Pipeline Management and Account Relationship Tracker section in this Playbook for further details on this tool.

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Playbook Salesforce Tools Training section will lead you to step-by-step instructions of how to use this tool in Salesforce.

5.2 High Value Needs, Questions and Promise to Solve Their Needs

HIGH VALUE NEEDS, QUESTIONS & PROMISE TO SOLVE THEIR NEEDS 5.2

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

HVNs/Qs/Promise Details

PROMISE TO SOLVE THEIR NEEDS

IMPORTANT TO HIGH VALUE NEEDS

BEST QUESTIONS TO UNCOVER THEIR NEEDS

• What trends do you see in merchandising that you are interested in? • Is food/product visibility (aesthetics and packaging design) important to you? • How do you utilize your retail space? How do you arrange on the shelf? Stack high/low, deep into case, slanted, angled? • Are you willing to trade off clarity for a sustainable package? • Are you experiencing labeling challenges or new regulations (prelabeling)? • What type of features do you typically consider when analyzing packaging options? Does this vary depending on departments (bakery, produce, deli, snacks, etc.)? • Relating to stackability - how high you can stack product on your shelves and what else do you take into consideration when it comes to merchandising?

Broad tamper evident/tamper resistant portfolio that provides a uniform, consistent look on the shelf. All product made from crystal clear rDPET. Most major processors already use our broad product line, thus matching your in store look on the shelf.

Merchandising Consistent Look Presentation Perceived Value Attractive Product Stackability

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Revenue per sq. ft and how product cubes out on the shelf, how well it utilizes the shelf

Inline has the broadest line of tamper evident packaging providing multiple design options to maximize shelf space

• How do you analyze shelf space requirements when choosing packaging? • How flexible can you be if you can not find an exact match you are looking for?

Merchandising Success Stories

• KROGER SUPERMARKET PRODUCE KITCHEN Kroger was having issues with the competitive line of produce packaging. They approached Inline looking for a solution that would upgrade merchandising and eliminate problems in their produce department (including leaky and crushed containers). Working closely with processors and distributors, Inline developed a new line of packaging called PagodaWare (sturdy and leak-resistant production) to meet their needs. This new product introduction helped support one of the most successful product roll-outs in the history of Kroger's produce department. This lead to a subsequent increase in sales by 20%. Partnering with Kroger on this new product enabled Inline to validate this product for a national launch.

• HARRIS TEETER Harris Teeter was searching for a packaging solution to merchandise their new cake slice offering. During our 'voice of the customer' session, Inline team identified the most critical criteria for this opportunity, including product aesthetics to better merchandise the cake line. Based on their needs, we recommended that they consider the Visibly Fresh VF8060 product, which they tested and found to be the best container for this application. • SAFEWAY Due to our design innovation with our PagodaWare line, we were able to pick up 40,000 cases of new business at Safeway. The unique look of the PagadaWare line presented itself much better at retail than the current product from our competitor thus allowing us to secure the business.

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

HVNs/Qs/Promise Details

IMPORTANT TO HIGH VALUE NEEDS BEST QUESTIONS TO UNCOVER THEIR NEEDS

PROMISE TO SOLVE THEIR NEEDS

We are committed to sustainability. In addition to powering our CT plant with solar panels, we use the rDPET sheet, which is greatly reducing our carbon footprint thanks to the reduction of energy use during sheet manufacturing. Inline has launched the latest sustainability effort by adding post-consumer recycled content to our entire product line certified by an outside source. In the past, customers had their choices limited to sustainable product portfolios, which are fairly small. With Inline they know that every single item in the portfolio is made using post-consumer content and the most environmentally friendly sheet manufacturing process. We are also promoting recyclability with consumers by adding 'please recycle me' to our containers, removing any doubt about managing the package once used.

• What are you hearing from your costumers about sustainability? • What does sustainability mean to you? • Does your company have a published policy we should know about? • Do you know what your competition is doing about sustainability? • Focus on sustainability is changing, how is yours changing? What are you focusing on? • Are you aware of the cost associated with sustainability? Cost impact? • What have you done to be more sustainable within your stores? • Have you reached any sustainability goals? If so, which steps are you taking to increase your goal of sustainability? • Are you under any government mandate on sustainability? • Is it important to have messaging on the containers regarding sustainability and percentage of recycled material?

Sustainability Clear Messaging & Communication / Education Environmentally friendly looked for by consumer Highest possible recycled content available (PCR or PIR)

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

HVNs/Qs/Promise Details IMPORTANT TO HIGH VALUE NEEDS BEST QUESTIONS TO UNCOVER THEIR NEEDS

PROMISE TO SOLVE THEIR NEEDS

• How do you determine your actual packaging cost? • What factors are included in total cost?

Most of our clients have found that after using Inline for some time they have saved money in the long-run. Most of our clients have found that using Inline helps reduce total packaging cost via labor savings through automation, longer shelf life due to the seal, increased turns/sales due to clarity, no shrink bands due integrated tamper evident technology etc. Please see Success Stories section for more.

• What % of retail price should/can packaging represent? • Is automation friendly packaging important to you? • What is the hierarchy of importance between; cost, aesthetics, sustainability, shelf life, safety and security? • Do you work to reduce packaging costs for your internal and external processors? • As labor costs rise, would automation solutions offered by the packaging supplier be an important attribute? • How important is product safety to you and your costumers? • What tamper evident features are important; removable (obviously missing) part, audible sound for consumer etc. • Where do you stand in food safety vs your competition? • Has home delivery & curbside store pick up increased importance of tamper evident packaging? • How do you analyze tamper evident packaging in terms of intuitive ease of use and customer opening and re-sealing attributes? • How important is it to maintain a consistent offering of tamper evident packaging for consumer familiarity and consistent merchandising? • Intuitive opening and ease to open and reseal – what are your thoughts on these?

Cost savings

S A L E S P L AY B O O K

Tamper Evident Packaging

Our industry leading product features and benefits will keep your products safe and secure. We have a unique intuitive patented TE/TR tear strip along with the leak resistant seal keeps contaminants out and freshness in.

CONFIDENTIAL INFORMATION – For Internal Use Only

Product Security and consumer confidence

HVNs/Qs/Promise Details IMPORTANT TO HIGH VALUE NEEDS BEST QUESTIONS TO UNCOVER THEIR NEEDS

PROMISE TO SOLVE THEIR NEEDS

Supplier Capabilities Quality Customer service Delivery Reliability

Inline has consistently maintained a 98% fill rate with our customers. Inline's customer service department is one of the best in the industry.

• What attributes to you consider when choosing a supplier? • Do you analyze a supplier's capacity and delivery reliability when making your packaging decisions?

We perfected our EXCLUSIVE Perimeter Seal so that it is easy to open for the consumer, extends the shelf life of the product, and provides best in class leak resistance. Packages, shelves and consumer clothes remain clean even if liquid is packed in our product. Inline created the tamper evident/tamper resistant category. We are the pioneers and created the standard in the market. Inline is a product leader and promises to continue to innovate and deliver new packaging. Over 100 SKU’s of stock patented, tamper evident/tamper resistant containers. Other players have far fewer TE/TR options.

• What are your shelf life targets for this application? • How important is leak resistance to you and your store team? • Talk to me about shrink and how it affects your bottom line? • What impact do leaky containers have on your shrink? • How important is it to bring new packaging to the market and what is the ideal frequency – and what are the expectations of the supplier in this process? • If you had a magic wand, what would you want to fix, or enhance? • How important is packaging innovation to you? Why? • Are you interested in moving to new packaging materials? • Have you seen anything innovative in packaging lately? • Where does tamper evident rank in your set of priorities? Price, shelf life, aesthetics? • Do your consumers help dictate what packaging you select?

Maintain freshness and leak resistance

S A L E S P L AY B O O K

Innovative packaging – something new and different, unique Always cutting edge Stay in touch re: Product development

CONFIDENTIAL INFORMATION – For Internal Use Only

Product Performance, Cost Savings and Supplier Capabilities Success Stories

•

trying to penetrate to the decision-maker for over five years. We learned that the gatekeeper (front desk associate) would not pass on our information to the buyer. After multiple attempts, we found that the gatekeeper had moved on, and the new associate put us in contact with the key decision-maker. Before setting up our first meeting, we needed to conduct thorough research and preparation. As a team, we went to local retailers that sold F&R products and packed them into Inline containers. We knew that our containers were superior in clarity, performance, and shelf life to the competitive containers the customer was using. After sampling and testing, we converted an initial portion of the business, which has grown to 20,000 cases per year and $600K in new revenue. Despite Fresh and Ready Foods' strong desire to purchase directly from Inline, we chose to continue our go-to-market strategy by supporting our distribution partners in hopes to not only grow at F&R but with P&R Paper. This added business not only catapulted our share at Fresh and Ready but increased our sales with P&R paper from an average of 25K cases per year to now a 97K case distributor per year through other opportunities. TREEHOUSE Manufacturing excellence and commitment to continuous improvement. Inline has systems, processes, and most importantly people in place that are dedicated to continuous improvement in the area of food safety and customer satisfaction, including responsiveness on complaints, such as with shards. The team at Inline Utah made a lasting impression with this customer due to the way the issue was approached and handled, especially with the results of our “Center Line” systems which we implemented.

KROGER SUPERMARKETS Kroger was experiencing challenges with leakage in their two-piece container, which they used for pineapple cores. After converting to RoundWare containers (TS4024R and TS4025R) they were able to significantly reduce leakage, eliminate shrink bands and have multiple choices to address pineapple size variations between different processors. Reduced leakage, removal of shrink bands led to cost savings! PUBLIX Publix was not satisfied with their container for the Baker's Dozen (13) cookies. Inline created a new clear sided SC35C2 with two compartments. By stacking 6 cookies in each compartment and centering the 13th cookie, they improved merchandising and gained several days in shelf life. Longer shelf life means a higher value for Publix. WALMART Walmart was looking to improve their products' performance in the car cup/grab and go line. They were experiencing a high percentage of throw away and markdowns with their existing competitive container. Inline provided different car cup options for evaluation. Proposed Inline items did not leak and extended shelf life by an additional 2-days, allowing Inline to pick up an incremental 20,000 cases of business at a highly visible retailer. That is significant cost savings coming from the container change alone. P&R PAPER + FRESH AND READY FOODS Fresh and Ready Foods is one of the largest processors in Los Angeles, CA. They produce readymade grab and go meals sold to local grocery stores, airports, and convention centers. Persistence was key at this account due to multiple sales reps

•

S A L E S P L AY B O O K

•

•

CONFIDENTIAL INFORMATION – For Internal Use Only

•

IMPORTANT TO HIGH VALUE NEEDS

BEST QUESTIONS TO UNCOVER THEIR NEEDS

PROMISE TO SOLVE THEIR NEEDS

• How many different vendors do you have for your food packaging needs? • Would you see it beneficial to consolidate – have you thought of SKU consolidation – is that a potential initiative for you? • How much packaging waste do you have when you buy a 2 piece container? Unbalanced volume? • Do currently leverage your buying power to consolidate your vendors? • How do you feel about using shrink bands?

Inline offers a vast breadth of line with a consistent look. We offer packaging for a variety of applications with Safe-T-Fresh tamper evident packaging which will allow you to eliminate multiple vendors. Low minimum order quantities Hinged containers to replace two-piece containers (reduces inventory).

SKU & vendor consolidation – efficiency at the factory and more leverage with suppliers Reducing number of SKUs

• Are you currently using shrink bands? • How do you manage labor shortage? • How can we help you be more successful?

S A L E S P L AY B O O K

• DELMONTE DelMonte was looking to consolidate its total supplier base from 21 to 5 vendors. Del Monte’ awarded Inline the biggest share of its business primarily due to the widest T/E product portfolio, coupled with a strong historical service track record. Partnering with Inline, DelMonte was able to consolidate from over 100 SKUs to 45. • AHOLD - NEW COMMISSARY Ahold has consistently utilized containers manufactured by Inline but also utilized outside processors who have some discretion in the selection of the containers and manufacturers who provide them. One of these processors was called Lancaster foods Vendor/SKU Consolidation Success Stories

out of Maryland. Ahold made the decision to switch processors for these products and wanted to have uniformity in their stores with the types of packaging that they provided. Because of our strong track record at AHOLD, where they valued the features and benefits of our containers above all others, we were able to transition and secure this business with the new processor, providing 30,000 cases of incremental business for Inline Plastics. Other reasons cited included the close proximity of our manufacturing facility, coupled with the strong relationships that we have developed. This is opening us up to some other new potential opportunities, including a new sandwich wedge that they are looking to launch.

CONFIDENTIAL INFORMATION – For Internal Use Only