Inline Plastics Playbook v2 JUL-21

Specific traits that help identify HIGH VALUE PROCESSOR TARGETS

There are more food Processors out there than there are Retail banners. While we know some Processors better than others, there are new ones we discover every day. They vary by segment, size, location, and retailers they service. Therefore understanding who to target is equally important as the Retail channel. The Inline Sales Team has also developed a list of traits that we should look for in Processors. This will help us identify and prioritize our Processor High Value Targets (HVTs):

• Processor is an innovator and wants to partner with us on innovation - they value our product leadership model • Processor can service nationwide locations or has a significant local scale • Processor provides service to the retailers and shares innovation in packaging – they are influencers • Processor understands the importance of automation – they utilize our automation today and look to expand • Processor is benefiting from the proximity of our locations

• Processor is an impactful customer, a ‘needle mover’ – when they take on one item, the impact on overall lnline volume will be significant • Furthermore - when the Processor takes on a new item, their competitors will follow • Processor takes the first step to see if there is an opportunity to work with Inline • Processor is receptive to meeting with Inline to learn about our innovation, and how to apply it (things they haven't thought of themselves) • Processor values Inline product attributes over price

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

CONFIDENTIAL INFORMATION – For Internal Use Only

Reference the table below when ranking Processors in Salesforce:

Size

Definition

Salesforce Code

Small

Under 10K cases/year

D

Medium

10-30K cases/year

C

Large

30-100K cases/year

B

XL

Over 100K cases/year

A