Inline Plastics Playbook v2 JUL-21

Discovery

Discovery

- Plan for Impactful First Impression - Initiate Initial Contact Plan - Phone / Email / Visit

- Determine High Value Needs - Determine Opportunity Timeline - Determine Prospect’s decision-making process

- Who in the Organization makes these decisions? - What other companies or partners affect this decision? - Who, really, controls this decision and are we working the right angles? - Processor or Retailer or Distributor? - Continue to Qualify Prospect/Opportunity as more information is collected - Does this Opportunity make sense for IP? - Does it make sense for the Prospect? - Do the Prospects Needs align with IP’s Solutions? - Identify potential IP SKUs and custom applications - Determine if there is there an opportunity to introduce automation into the discussion - Modify/Adapt IP solutions as needed as Prospect needs are assessed & refined

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

CONFIDENTIAL INFORMATION – For Internal Use Only