Inline Plastics Playbook v2 JUL-21

Referral Success Stories

Inline examples of Referrals: - Distributor reps recommending Inline to their Retailer and Processor customers - Processors referring Inline to Retailers or Distributors - Key Account Managers moving from one company to another

Vendor Relations

Success Story – Publix – Retailer to Processor Referral

When Publix Super Markets decided to outsource the spiralized vegetables that they were previously cutting in-store, they went to their cut produce processor, Pero Family Farms, and asked them to take over that responsibility. Publix utilizes Inline’s Safe-T-Fresh® line throughout their stores and directed Pero to reach out to us. We already had a relationship with key stakeholders at Pero, but Publix’s involvement drove Pero to Inline, allowing us to secure this business, worth several truckloads per month of TS4032. Vendor Relations About 3 years ago, we were approached by a processor that provided some intel on Kroger’s current plastic suppler. Their containers were leaking, popping, and their service levels were poor. Kroger was looking for alternatives. My name was given to the Kroger buyer by this processor rep, who immediately called me to set up a face-to-face meeting. Within a week, I had assembled our National Accounts team to visit Kroger. This led to the development of the Pagoda line, and when we shared the prototypes with Kroger, they made the immediate decision to move forward with these containers. Success Story – HEB - Processor to Retail Referral Vendor Relations • Target: H-E-B with 300 plus grocery locations. • Status: We only had a small amount of business being pushed though distributor partners. The distributors were not willing to share their H-E-B contacts with us. Our only H-E-B contacts were with procurement team members that functioned as gatekeepers. • Strategy: Attempt to gain stakeholder access through all available avenues including their distribution partners, processor partners and social media outlets. • Action: We set out to build relationships with H-E-B’s primary processor, Fresh From Texas. They really liked our containers which allowed them to bring solutions directly to H-E-B. Subsequently we were able to secure a meeting with H-E-B stakeholders through a different processor partner. Once we got in front of the decision makers, they wanted to test our containers. For that, of course they went to Fresh From Texas who was not only already familiar with Inline but preferred us. • Results: As a result of building the processor relationship with FFT, they are now a champion of Inline and look to us when providing solutions for H-E-B. We’ve grown the business substantially and continue to build trust and provide solutions. Success Story – Kroger – Processor to Retailer Referral

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