Electrical Installation -What does a electrical installation contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which electrician to choose? _____________________________________________________________________ Call Opening Questions: Will you handle any size job-big or small? For example, would you welcome minor re-wiring jobs, such as installing a ceiling fan or moving an electrical outlet…all the way up to a major commercial computer cabling type of job? Do you specialize in any specific types of jobs such as putting in “home theaters” that include everything from big screen TV’s to surround sound speaker systems? What about outdoor lighting, such as either residential or commercial landscape lighting or swimming pool lighting? And even larger jobs such as parking lot lighting? Do you also offer electrical repair and troubleshooting? Do you provide emergency services if needed? 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? 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

Electric 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? (boiler installation, or HVAC installations, etc. headings) _________________________________________________________________________________________________ How many electricians/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 electric installation company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your electricians 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