Windows -What does a window contractor sell Windows -What does a window contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which contractor to choose? _____________________________________________________________________ Call Opening Questions: In most cases, are you able to start and complete the job when you say you will? Do you include all costs in writing up front before you start the job? On average, how energy-efficient are your windows (what % of savings could a homeowner see on their AC/heating bills)? Do you offer a wide selection of windows to choose from (double & triple pane, tilt-in, etc.)? Do you carry specific brand name windows? If so, are they recognizable to many buyers to be a selling point? Do you offer customized windows to fit any shape or size? Do you offer volume discounts depending upon how many windows are purchased for a home or business? Payment plans? Are all of workers your own employees? Are you licensed, bonded, and insured? Do you provide full clean-up during and after the job is completed? Do you offer a manufacturer’s lifetime warranty as well as a long-term warranty on the installation? Is the customer allowed to deal directly with the owner? If not, does he (or you) provide an on-site inspection of the job once it’s completed? Do your potential clients care about some of these points-if so, could we discuss in more detail? Notes: _________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

Windows Needs Analysis Questions: What are your most profitable/desirable types of jobs? (possible headline) _________________________________________________________________________________ What % of your jobs do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of jobs do you handle? Would you like more of any of these type of jobs? (ex. Doors, Siding, Gutters, etc. headings) _________________________________________________________________________________________________ How many technicians/crews do you have? How many jobs are they handling in a week (avg)? How many more jobs (on average) could they handle in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one job? (ROI) WHY is your window contracting company the best choice for someone? (subheadline) Have your technicians gone through any type of training? Are they professional and courteous? How far would you be willing to go for a job? (other directories/reach) What other ways do you try to promote your company now? (continuity of ad messages) What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions