Inline Plastics Playbook v2 JUL-21

OBJECTION CATEGORY: PRICE Inline Specific Objections and How to Respond

OBJECTION

BEST ANSWER

Interesting you are mentioning the price! We frequently come across customers who identify a cheaper competitive product. After switching they often unexpectantly encounter multiple issues they did not account for– which can include items such as: • Requiring a shrink band in order to provide tamper evidence to a 2-piece container. This adds both the cost of the shrink band as well as the labor and equipment to apply it to the package. • Containers which do not have the proper leak resistance, which impacts spoilage/shelf life as well as providing a negative consumer experience associated with sticky containers. • Containers which are not as sturdy at the products which Inline provides, which results in dented/damaged containers that sometimes cannot support the weight of others during the stacking process, ultimately impacting the performance and mechanizability of those containers. • Poor visual quality of the containers, which negatively impacts the merchandizing of these containers and ultimately, impacts sales. Inline containers are made of rDPET, which in addition to having the best optical quality of any containers on the market, also contain a minimum of 10% Post-Consumer PET content, which is good for the environment! • Is there an opportunity for automation in order to reassign labor? Inline is the only food packaging supplier which also has its own in-house automation group which can help provide significant process improvement and lower operation costs using automation. • Does the competitive product offering provide in excess of 99% fill rate, which allows for customers to lower their working capital requirements, due to service advantages associated with sourcing their containers through Inline, while also ensuring supply? It is important to understand the true container cost, which includes all these elements. It is also important to, whenever possible, pack out product in the Inline container as well as the competitive container in order to demonstrate the true differences in the packaging. Please also keep in mind that we have a strong marketing team who can help develop the right information to support specific competitive alternatives and to help show customers the true value of working with Inline Plastics. • What if our product offering improves sales versus your current packaging and represents more value to your customer? Offer samples for testing and validate the revenue growth assumptions.

• Price is too high for an equivalent item

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

• Price is too high, even with added features

• Any competitive price concerns

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