Inline Plastics Playbook v2 JUL-21

Most Common Areas or Ways to Add to the Sale? • When customer can’t get product from one of our competitors and you step in, utilize that support to request additional opportunities, especially if there are some in comparable Inline categories that would compliment the new item you just placed. Selling the value of IPC’s offering and getting a premium price over competition. • When calling on a grocery segment go into the store and observe what items they sell and in what departments. One area that is easy to find an application to cross sell is the produce section. Using our Hangables i.e. TS6T/TS8T filled with nuts/dried cranberries/etc. and hanging them on a peg over the lettuce section to inspire recipe ideas for their salads/entrees, and create time saving convenience for customers presents a great cross selling opportunity. • At deli and convenience stores cross selling can include displaying sandwiches with side salads and desserts. Suggesting bundling of products to offer a complete meal at a value price is something they have not thought of. This will encourage impulse buying and increase the ring at the cash register, driving their sales. • Cross selling opportunity for Inline products in convenience channel is to sell with products/services not normally thought of together. Think using Inline SnackCups as a promotional device to encourage customers into the store where all the profits are? For example, adding a static cling/mobile at gas pump which states, “For every 10th fill up receive a free cup filled with candy/nuts”? This marketing program is twofold…one it promotes loyalty for the store, and two, when the customer goes in to receive their ‘free’ cup of treats they are more than likely going to buy a beverage or other food items, which further drives revenue. • See what sizes of Inline products they are currently buying/selling. For example, if a customer is selling a 16 or 24oz tamper evident container for

salad/dessert/etc. make sure a discussion is made to promote a 2 or 3 size concept. This principle is used all the time in fast food/convenience stores where you will see 3 sizes of drink cups, French fries, etc. This strategy emphasizes the ounce increases that lead to the price decreases adding value and promoting consumers to buy into the larger sizes. There is a reason these national companies embrace this philosophy… it works and is a great revenue generator. This concept is achieved by visually displaying larger sizes side by side. Typically, if you add a 2nd size next to your ‘small container’ 60% of customers will tend to buy the smaller size and 40% the larger size. If you add a 3rd size the ratio then goes to 20% small, 60% medium and 20% large. By offering more sizes and illustrating that it is a better value you have encouraged customers to buy up into the larger sizes easily and more profitably! • Store walks uncover competitive opportunities that the customer may not be discussing with you due to many reasons. One might just be that the product is working fine and not on their mind. This leads to knowing your customers business and being able to translate an immediate need they may have for Inline while offering a similar option on an item they are not asking about. The underlining theme being a consistent look on their shelf with one product look/brand. • Some specific SKU examples: • Moving customers from Essentials to Safe-T-Fresh® • From bar lock Essentials to perimeter seal Essentials (Visibly Fresh, Crystal Fresh) • Inserts for Safe-T-Fresh® Rectangles and SnackCups • Snackers as a drop in for larger containers (think meal kits etc.)

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

CONFIDENTIAL INFORMATION – For Internal Use Only