Inline Plastics Playbook v2 JUL-21

Specific traits that help identify HIGH VALUE DISTRIBUTOR TARGETS

Compared to the number of retailers and processors, the number of different distributors is much lower. Nonetheless - we take careful consideration when we are selecting distributors for our products. After all, they represent Inline to prospects and customers with who we may not have a direct contact. We depend on Distributors to be our boots on the ground, so it is important to select the right partners.

• Distributor openly shares who they are working with and lets us build relationships with their customers • Distributor is happy to service a high volume of small accounts • Distributor is open to creating joint distribution plans • Distributor is flexible on margin to drive larger orders • Distributor is customer service focused

• Distributor buys in full pallets per SKU and truckload quantities • Distributor has multiple locations, great geographical coverage – shorter lead time • Distributor can carry enough inventory for unexpected spikes in the demand • Distributor understands the value of Inline over the competition – and prefers Inline as well • Distributor is willing to pass along discounts from Inline to their customers

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

CONFIDENTIAL INFORMATION – For Internal Use Only

Reference the table below when ranking Distributors in Salesforce:

Size

Definition

Salesforce Code

Small

Under $2M/year

D

Medium

$2M - $5M/year

C

Large

$5M - $10M/year

B

XL

Over $10M/year

A