Inline Plastics Playbook v2 JUL-21

Trade Shows Sales Objectives

Post Show: • Leads will be distributed to the Regional Directors who will then assign the leads for follow-up. Follow-ups will be sent to processor or retail managers, depending on the type of Show. • Sales will follow up within a week after the Show and set up sales calls. • Marketing will eblast all leads collected in the booth thanking them for visiting Inline at the Show. • All sample orders will be handled by Marketing and orders will be entered either next day or within a week after the show. Trade Show Learnings: • Relate any success stories to share with Marketing - something new you learned at the show. • Relate any information on competitors learned at the show.

Pre-Show Planning: • Prior to the Show, each salesperson attending will be assigned specific aisles to prospect when not working in the booth. • Use Exhibitor List & Show Planning App to assist in pre-planning. • Using the Exhibitor list, all salespeople are called upon to pre-sell Exhibitors that are current customers or target customers offering samples of our products to use in their booth. Call at least 2-4 weeks prior to the Show. Share those sampled so we can connect at the show. • Using the Exhibitor list, those attending the Shows are to set up meetings with target customers prior to the Show. • Marketing will send an eblast to the customer base announcing we will be exhibiting, and we will be in Booth #X. • The booth schedule is provided prior to the show - along with your aisle assignments. • When not working in the booth, sales will prospect aisle assignments. At the Show: • When scanning leads & speaking with prospects (inside and outside the booth), qualify the lead with pertinent questions; determine if they warrant immediate follow up; provide follow up details including any samples requested. • Any hot leads should be communicated same day to the specific salesperson (text or email). • In your lead app notes, please identify leads as Floor Leads or Exhibitor Leads. • The Business Card Scanning App is be used for leads that couldn't be scanned using the Show scanner. All of the scanned leads and your notes will download directly to Salesforce!

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

CONFIDENTIAL INFORMATION – For Internal Use Only

Please review a more detailed Trade Show Game Plan document located here.