Inline Plastics Playbook v2 JUL-21

Best Practices

Conducting a Quarterly POD/End User Visit

1. Distribution Manager to gather prior year sales history via Sales Reports and POD rebate report a. These reports would be ran 30 days after the close of Inline’s quarter. 2. Report Provided to Channel Manager for review and pre-call planning. a. Reviewing the Numbers i. Review total sales against prior year sales for increase/decrease cases ii. Identify items with largest movement iii. Identify growth of new items added recently to POD iv. Look for transfer of business from one distributor to another b. Pre-Call Planning i. Create your key points of conversation

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

1. Reviewing their numbers 2. Showcasing new items a. Order samples 3. Market Conditions/trends 4. Listen to their needs ii. Schedule meeting with End User

CONFIDENTIAL INFORMATION – For Internal Use Only

1. Does this call warrant distribution sales rep?

3.

Visit with End User a.

End User Report Template

Arrive on Inline Time - 10-15 minutes early

b. Tell customer what you meeting plan is for this visit c. Ask what they would like to talk about d. Execute our call plan e. Listen to their feed back/comments f. Thank them for the visit and schedule a follow up call