Inline Plastics Playbook v2 JUL-21

Sales Stories

• Proper staging at show’s and sales meetings. • We literally fill containers with soup to nuts. Filling containers with appropriate items for application of focus. Don’t fill the TSSWR with candy, instead use wraps, cake slice and lobster tails appropriate for application. • Easy tricks for Cake and SLP line is colorful tissue papers, Hobby Lobby sells fake lettuce as well as other items that can be used in conjunction with real food. Dried colorful pasta can be found at Home Goods and can be reused over and over. We find especially at customer shows, customers spend more time with us than other companies that just lay out their containers. Baskets work great for transportation and presentations. • Success breeding success, showing winning applications. Key words use: • “Confidence” in Inline innovation, visibility, shelf life, repeat sales, automation • “Protecting investment” - reducing / eliminate shrink • “Advocates” - building advocates in distributor sales reps to actively sell Inline and stay engaged with customer and find and ID future applications with Inline. • Whenever possible, prior to our initial meeting we gather intel on a customer, purchase their product and repack in ours for presentations such as the attached. The visual effect of product packed in STF is much stronger once a customer sees it and holds it. • Another one….made a call on a candy packer using a polypro deli container, lid and temper evident band. He was buying 3 pieces at 30-40% below RoundWare. We offered a trial. His employees told him how much easier our containers were to pack and how it sped up production. He moved his business to RoundWare.

Empty containers equal empty sales! Some best practices: • We invest the time and money for pack outs. For each customer/prospect we identify specific opportunities and repack product in our containers. • Yes, we have used liquid for presentations. We like to use unfrozen push popsicles. They are inexpensive and make for a cool presentation with the SquareWare. When customers see the different colors it draws attention. It also demonstrates how our containers are leak resistant. • We go to great lengths to build a pipeline with our distributor sales reps. When we engage the DSRs we have successfully created a “multiplier effect.” Some specific examples: • We headlined at a National Sales Meeting and presented PagodaWare to 300+ sales reps. We spent $125 dollars packing colorful salads in our containers. The end result - the distributor now stocks the line with repeat business. • We headlined at a National Sales Meeting to present SquareWare. We visited a known customer of the distributor to purchase food items for a repack. At the Meeting, we presented a pizza tower. We packed marinara in the TS4032 with other pizza items in different sizes. The DSR took our presentation directly to the user and closed on the sale. Today, that specific customer buys our SquareWare and uses the TS4032 for marinara. • One of our tricks is to use labels for displays and samples we send out. All grocery and processors customers have to apply labels for either branding, a nutritional panel or both. Customers can better visualize what their final package will look like with the label applied. We sometimes send out samples with labels printed up with their logo on them. This also helps dovetail automation into the conversation when appropriate. It's like the old saying “You’re not completely dressed until you put on a smile”. To a retailer or brand owner, it’s not a complete package until it’s branded. So we show the complete package, food included in most cases.

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