Inline Plastics Playbook v2 JUL-21

HVNs/Qs/Promise Details HIGH VALUE NEEDS

BEST QUESTIONS TO UNCOVER THEIR NEEDS

PROMISE TO SOLVE THEIR NEEDS

• Who along with you is involved in inventory turns? • What are your inventory turn goals? • What are your supplier expectations on inventory turns? • Are there suppliers that do this well and what do they do that makes them successful? • Is there a supplier scorecard which measures this? • Is there any conversion opportunities to help reduce SKUs and provide overall savings, etc.? • What is the value for both parties for marketing support? • How does a VIP program effect your purchasing strategy? • How do you prioritize your Marketing spend? • How are the funds allocated/disbursed? • What is the return on these funds i.e. How are we both benefitting?

Drop Ships Minimum order 250 cases 5 day lead time SKU/supplier consolidation due to product breadth Smaller case packs are available on some items Prove you will increase inventory turns Always receptive to marketing requests for distribution partners . Inline provides marketing funds to support important initiatives such as: * trade shows, * catalogs, * golf tournaments * etc.

How many times can they turn the inventory per year – and how much can they make in one turn (net/gross margin)

Rebate checks, VIP (volume incentive) agreement, back end, marketing support (i.e.. Golf tournaments) - always looking for additional $$ in every way Cost – trying to reduce their into stock price to minimize the difference between stock and POD (point of delivery = contract price by end user) price as well as take advantage of lower price Secondary cost savings - Less admin time, less truck time/fuel costs

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

CONFIDENTIAL INFORMATION – For Internal Use Only

With PODs we are able to provide additional rebates for specific large pieces of business allowing you to be in a better position to compete

No questions needed – if they bring it up – see promise to solve their needs