Inline Plastics Playbook v2 JUL-21

OBJECTION CATEGORY: LOYALTY/OBLIGATIONS

OBJECTION

BEST ANSWER

Are there some contract provisions that could potentially allow you to consider alternative products/suppliers? Are there any performance clauses that could provide an opening? How about new products that are not currently covered in your existing agreement? So, you must like fishing/hunting/… Do you have other activities you appreciate? (this is a good lead into finding out what they like doing – and see if you have common interest) Great- we would love to help you reduce your number of suppliers, as we have a broad product offering and portfolio which should help you in this endeavor. Would you be willing to test us in place of the competitor – I can work up a list of comparable items and maybe we can replace one or two of your current suppliers. We have a lot of great competitors out there and can appreciate your loyalty to them. We have had many customers who, by switching to products manufactured by Inline, have increased the revenue growth of those products through the product attributes that we provide. We would be more than happy to provide some samples of product for you to test this theory. You would be an important customer for Inline, but I can appreciate your current relationship. If you agree I would like to reach out to you from time to time to see if anything changes. We have many instances where new customers have gotten a surprised lift in sales when they use our packaging – so we are always happy to send free samples for you to validate.

Loyalty/Obligations • I am locked into a contract for x # of years

• Supplier X takes me on trips/hunting/fishing every year.

• Your competitor has a great deal of our bakery packaging business and we are trying to reduce the number of suppliers, not increase them

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

• Happy with their current container – mentality of “If it’s not broken why fix it”

CONFIDENTIAL INFORMATION – For Internal Use Only