Inline Plastics Playbook v2 JUL-21

Specific traits that help identify HIGH VALUE RETAIL TARGETS

With over 250 different store banners, close to 300,000 brick and mortar food retail outlets (excluding foodservice) it is challenging to target everyone at once. Ability to prioritize retailers is an important key to our future success. To do so the Inline Sales Team has developed a list of traits that we should look for in retailers. This will help us identify and prioritize our retail High Value Targets (HVTs):

• Retailer understands the difference between cost and value proposition (what they will achieve in terms of shelf life, merchandising, etc.) • While retailers are not big automation users, it is a big win when they do bring in packaging automation (at a store or commissary level) – having an opportunity to add automation is important • Retailer cares about sustainability, environmentally friendly packaging solutions and could benefit from 3rd party certification, Inline Plastics sustainability/post-consumer claims\

• Retailer is listed in the top 100 supermarkets, quantified by the number of stores (see below how we define the size of the retailer by number of stores) • Retailer has a clearly defined team and is willing to give us access to that team • Retailer comes to us with opportunities – directly (ideally) or through processors or distributors • Retailer is open and receptive to meeting with Inline Plastics to learn about our innovation, and how to apply it (things they haven't thought of themselves) • Retailer currently works with at least one of our processors

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

CONFIDENTIAL INFORMATION – For Internal Use Only

Reference the table below when ranking Retailers in Salesforce:

Size

Definition

Salesforce Code

Small

Fewer than 50 stores

D

Medium

51-200 stores

C

Large

201-1000 stores

B

XL

Over 1000 stores

A