Heating and Ventilation Installation -What does a heating and ventilation installation contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which contractor to choose? _____________________________________________________________________ Call Opening Questions: Do you work with both residential and commercial accounts? Do you provide emergency services if needed (for example, if the heat went out in the middle of the night during the winter at a home or business)? In those cases, how quickly are you usually able to respond? Are you able to work on all makes & models? Are you an authorized dealer for any specific companies (ex. Carrier, Trane, Tempstar, etc.)? Do you provide any type of “energy-efficient” systems? If so, on average how much are you able to save someone on their heating and/or electric bills? Do you offer any type of air purification systems? Are you also able to test the air quality in a home or business? Do you provide duct cleaning services? For new installations, 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? Also, do you offer “flat-rate” pricing or by the hour? Are all of workers your own employees? Are you licensed and insured? Can you provide references and testimonials Do you guarantee your work and offer long- term warranties on all of the part/materials you use? 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

Heating and Ventilation Installation 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? (water heater, boiler, new furnace installation, furnace cleaning & repairing, etc. headings) _________________________________________________________________________________________________ How many Technicians/trucks do you have? How many jobs do they handle 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 heating and ventilation installation 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