Inline Plastics Playbook v2 JUL-21

OBJECTION CATEGORY: PRICE

Price OBJECTION

BEST ANSWER

Would you be able to share details of the incentive program you have for me to take back and discuss with my corporate team?

• Supplier X has a rebate/growth incentive program

30 days is our standard timeline for all new quotes. Costs change monthly – so we need to make sure we are priced in line with the market.

• Price quotes are only effective 30 days from date of quote

We try to win and defend business based on the qualities and merits of our product and company. Competitiveness is a combination of Inline’s price, distributor value, and delivery method (out of stock or drop ship). We can address any competitive situation as it arises. Our minimum of 250 cases is one of the lowest in the industry. 13 turns are most companies goal and this would equate to 3250cs/year. End user minimums through distribution vary but shouldn't be a barrier to buy Inline. If the volume is a challenge, re-distribution may be a good option because they are designed to handle smaller volumes. There is a long story behind why Inline is better than Anchor and Dart – but I will not bore you with that. Why don’t I share some samples for you to test and evaluate? There is a difference in the cost of the container – and the total cost of packaging. And trust me – when we are done you will understand the value of Inline product. Here you can add in all the benefits of the product you learned through product trainings – and this Playbook.

• Inline’s pricing makes distributors vulnerable to competitors that go into accounts directly

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

• Minimums are too high- hurts inventory turns

• Enforcing layer minimums for distributors to purchase is preventing/discouraging their sales teams from bringing in new items.

CONFIDENTIAL INFORMATION – For Internal Use Only

• Pricing - “your containers cost so much more than Anchor and Dart”