Building/Facility Cleaning (Janitorial Service) -What does a building contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which contractor to choose? _____________________________________________________________________ Call Opening Questions: Can you work with any size or type of company? Do you offer both short-term and long-term contracts? Can you set them up for daily, weekly or monthly service? Do you conduct an on-site walk-through to determine exactly what the client’s expectations are (as well as pricing)? Do you (or a supervisor) conduct regular quality control inspections of your staff’s work? Would you say that your staff is professional and courteous? Do you use your own employees (vs. sub- contractors)? Are they licensed, bonded, and insured? Do you use environmentally safe cleaning products (and do you recycle)? In addition to you normal cleaning services, do you also provide construction clean-up, commercial carpet cleaning, hardwood flooring maintenance, window cleaning or pressure washing? Are you easy to get a hold of in the case of an emergency? 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

Building Contractors 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? (headings) _________________________________________________________________________________________________ How many cleaning people/trucks do you have? How many jobs are they doing 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 cleaning company the best choice for someone? (subheadline) __________________________________________________________________________________ Has your staff gone through any type of training? __________________________________________________________________________________ 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