Inline Plastics Playbook v2 JUL-21

HVNs/Qs/Promise Details IMPORTANT TO HIGH VALUE NEEDS

BEST QUESTIONS TO UNCOVER THEIR NEEDS

PROMISE TO SOLVE THEIR NEEDS

• What level of communication would you like for us to provide after we meet with a customer/processor/retailer? • How do we/Who should we communicate new business opportunities to out of our customer meetings? • Are Inline Products highlighted when you call on customers? • How are you communicating back to Inline after customer calls re: needs/opportunities? • Who are/Are you the right person to discuss mutual sharing of needs? • How are leads distributed/accounted for? • Do you measure your suppliers on lead generation? And How? • What are the best practices for lead management? • How do they ensure that the company who brings the leads will be awarded the business if successful? • How often do you expect your suppliers to provide training? • How do we ensure we get access to your extended sales teams? • What information is important for us to share? • Are there benefits of different levels of training for different experience levels? • Best practices for training? Resources/kits/other?

Inline team to support end user needs with dedicated packaging specialists Report communication post-meeting on opportunities identified Quarterly POD Visits to generate identification of new opportunities on behalf of distributor Leads from Salesforce (post-show) New matrix with dedicated processor/retail team developing new business opportunities

They want to control the end user and the pricing

They come to us for account leads to turn over to them Want to be a partner for growth Accountability Create joint growth plans Educating their sales staff via tools, sample kits, POS materials Our sales and management resources to be an extension of theirs

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

CONFIDENTIAL INFORMATION – For Internal Use Only

Marketing collateral Dedicated distribution managers Effective training program Accessibility/desire to support Packouts Market research/Focus Groups