Inline Plastics Playbook v2 JUL-21

Account Based Tools in Salesforce – Account Scorecard The second Salesforce tool is Account Scorecard. It is based on the Account Rating on the previous page with added criteria to identify mutual fit. There are two different scorecards, one tailored to Processors and one to Retailers. Each one of the dimensions on the scorecard is evaluated by a simple 123 scale showing: 1-Great fit, 2-OK, 3-Not a fit

1 Great fit 2 OK 3 Not a fit

PROCESSOR CRITERIA:

1. Relationship: (We have a current relationship or are doing business with them already) 2. Shared Values: (Their values align with our Unique Package of Values) 3. Portfolio: (They provide product in a unique and wide range of packaging) 4. Ideation: (They come to us with Applications / Opportunities / Market Test Opportunities)

5. Automation: (They use automation now, or it is imminent) 6. Influencers: (Innovators / Others take Notice when they act) 7. Regional: (Within 1 day of a IPC distribution center by truck) 8. Food Safety: (Tamper Evident is important)

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

RETAILER CRITERIA:

CONFIDENTIAL INFORMATION – For Internal Use Only

1. Relationship: (We have a strong current relationship / are doing business with them already / have a shared Processor relationship) 2. Shared Values: (Their values and goals align with our product offerings) 3. Portfolio: (They provide product in a unique and wide range of packaging) 4. Value over Cost: (Merchandisability, longer shelf life, shrink reduction, consistent presentation) 5. Food Safety: (Tamper Evident is important) 6. Sustainability: (Looking for legitimate environmentally sustainable packaging solutions) 7. Influencers: (Innovators / Others take Notice when they act) 8 Ideation: (They come to us with Applications / Opportunities / Market Test Opps)

See Sales Playbook Salesforce Tools Training section for Salesforce interface preview and further details.