Inline Plastics Playbook v2 JUL-21

Sales Stories

• Never assume the customer is not interested. I cold called on an account called Bellingham Pasta that is using *COMPOSTABLE* packaging to introduce myself and let her know about Inline Plastics. It just so happened the first person I met (…that is after I made it past what looked like a Rottweiler, but that is another story I will finish later). Anyway, the first person I met was the owner of the company who happened to be walking out the door and she told me she was actually getting ready to *move away* from compostable packaging and was looking for a PET option. She agreed to take a short meeting with me ON THE SPOT and picked out samples to try. The moral of the story…never assume! Where are we now? I am in the process of doing sampling, quoting, and testing several options with this customer. The other reason this was a successful endeavor is that when I reported the update to the distributor rep, she was thrilled that I had “solved a problem she did not know she even had”. In other words, I found out what her customer needed before she did. • Bring in packed out product Frank Sousa and I closed on the TS24PWXF business with Pacific Coast Fruit because Frank suggested we bring to our meeting salads that were packed out in our TS32PWXF containers. Even though the product was packed by a competitor to Pacific Coast Fruit, they loved the look and wanted to start doing their own salads. The usage is estimated to be around 172 cases per month. • Collaborate with other teammembers

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

Inline Plastics has amassed a wealth of talented team members who have been very generous with sharing their knowledge of the product and the market. These collaborations can lead to big wins. For example, Frank Sousa was able to get me through the door at Lipman Produce in Portland, Oregon because of the successful meeting he had in Denver, CO. The distributor rep shared with me that he could not get anywhere with this account and was thrilled that we were able to get him in the door, also. Bottom line: this collaboration with Frank not only got me through the door at Lipman Produce, but it enhanced my relationship with the key distributor rep that calls on Processors in Oregon. • Have fun! When Frank and I were at the Del Monte meeting in Portland, OR, Frank was introducing me to the team at Del Monte and explaining some of the changes going on at Inline. I took this opportunity to introduce our new CFO (Chief Fun Officer) to the group at Del Monte and we discovered that the Procurement Manager LOVES dogs…and, LOVES fruit, so she loved that our CFO is named *LEMON*. In fact, she showed us that the holder on her phone is made up of paw prints that are organized into the shape of a pineapple. It was a great way to kick off my new relationship with Del Monte.

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