Inline Plastics Playbook v2 JUL-21

Product Performance, Cost Savings and Supplier Capabilities Success Stories

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trying to penetrate to the decision-maker for over five years. We learned that the gatekeeper (front desk associate) would not pass on our information to the buyer. After multiple attempts, we found that the gatekeeper had moved on, and the new associate put us in contact with the key decision-maker. Before setting up our first meeting, we needed to conduct thorough research and preparation. As a team, we went to local retailers that sold F&R products and packed them into Inline containers. We knew that our containers were superior in clarity, performance, and shelf life to the competitive containers the customer was using. After sampling and testing, we converted an initial portion of the business, which has grown to 20,000 cases per year and $600K in new revenue. Despite Fresh and Ready Foods' strong desire to purchase directly from Inline, we chose to continue our go-to-market strategy by supporting our distribution partners in hopes to not only grow at F&R but with P&R Paper. This added business not only catapulted our share at Fresh and Ready but increased our sales with P&R paper from an average of 25K cases per year to now a 97K case distributor per year through other opportunities. TREEHOUSE Manufacturing excellence and commitment to continuous improvement. Inline has systems, processes, and most importantly people in place that are dedicated to continuous improvement in the area of food safety and customer satisfaction, including responsiveness on complaints, such as with shards. The team at Inline Utah made a lasting impression with this customer due to the way the issue was approached and handled, especially with the results of our “Center Line” systems which we implemented.

KROGER SUPERMARKETS Kroger was experiencing challenges with leakage in their two-piece container, which they used for pineapple cores. After converting to RoundWare containers (TS4024R and TS4025R) they were able to significantly reduce leakage, eliminate shrink bands and have multiple choices to address pineapple size variations between different processors. Reduced leakage, removal of shrink bands led to cost savings! PUBLIX Publix was not satisfied with their container for the Baker's Dozen (13) cookies. Inline created a new clear sided SC35C2 with two compartments. By stacking 6 cookies in each compartment and centering the 13th cookie, they improved merchandising and gained several days in shelf life. Longer shelf life means a higher value for Publix. WALMART Walmart was looking to improve their products' performance in the car cup/grab and go line. They were experiencing a high percentage of throw away and markdowns with their existing competitive container. Inline provided different car cup options for evaluation. Proposed Inline items did not leak and extended shelf life by an additional 2-days, allowing Inline to pick up an incremental 20,000 cases of business at a highly visible retailer. That is significant cost savings coming from the container change alone. P&R PAPER + FRESH AND READY FOODS Fresh and Ready Foods is one of the largest processors in Los Angeles, CA. They produce readymade grab and go meals sold to local grocery stores, airports, and convention centers. Persistence was key at this account due to multiple sales reps

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

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CONFIDENTIAL INFORMATION – For Internal Use Only

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