Inline Plastics Playbook v2 JUL-21

A Center of Influence may never buy or use your product or service but could send you a lifetime of business. COI can short-circuit the process and can go from Lead to Client very quickly. Who is in a position to send you customers EARLY in the process? How to move on from 1:1 Lead to Customer ratio to LEVERAGE relationships to 5:1 – 20:1 – 100:1!?

A Center of Influence (COI)

Inline examples of Centers of Influence: • Distributor Key Account Managers

COI

LEADS

• Client Retailers referring us to Processors • Client Processors referring us to Retailers • Equipment Manufactures referring us to Processors they are already doing business with • Companies that need help with their Automation efforts • Packaging Reps in other fields like pouches/paperboard boxes recommending Inline to their customers when they hear that clamshells are needed for a specific application • Distributor reps recommending Inline to their Retailer and Processor customers • End users/consumers that can provide positive feedback to retailers regarding packaging solutions • Food Safety Trainers and College professors that are teaching produce Modified Atmosphere Packaging courses for Agricultural majors that recommend our packaging when considering clamshells Other Sources of Leads/Referrals: • Industry trade show host and trades: NACS, NRA, Produce News • Food companies - Tyson, Mars, General Mills, etc.

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

QUALFIED LEADS

COI

REFFERALS

CONFIDENTIAL INFORMATION – For Internal Use Only

CUSTOMERS

• Hospitality companies; Aramark, Compass, Delaware North • Food delivery companies; Grub Hub, Uber Eats, Postmates

CLIENTS

COI