Animal Doctors/Veterinarians -What does an a Veterinarian sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which Veterinarian to choose? _____________________________________________________________________ Call Opening Questions: Would you welcome someone taking a tour of your facility (and bringing their pet along)? Is it possible to meet the staff…including the veterinarians themselves? Do you offer emergency services (including after hours services- evenings and weekends)? Are most appointments kept on time (or at least reasonably close to the time the appointment was set)? Can most procedures be handled at your facility (including any minor surgical procedures such as spaying and neutering)? Do you offer references/testimonials? Are the veterinarians members of the American Veterinarian Medical Association (or similar assoc.)? Do your potential clients care about some of these points-if so, could we discuss in more detail? Confidential Property of Mike Centorani/Matchcraft, Inc Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________

Animal Doctors/Veterniarians Needs Analysis Questions: What are types of animals do you specialize in? (possible headline) _________________________________________________________________________________ What % of your time is with these animals? What % would you like it to be? ____________________________________________ _________________________ What other types of animals do you handle? Would you like to work with other animals? ________________________________________________________________________________________________ How many doctors/techs do you have? What areas of expertise do each have? _____________________________________ _______________________________________ How much time does it typically take to work with one animal (typical visit-non surgical)? __________________________________________________________________________________ How many more new clients could you take on with your current workload? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is an average new client worth? (ROI) __________________________________________________________________________________ WHY is your veterinarian clinic a better choice than other clinics in the area? (subheadline) __________________________________________________________________________________ Do you offer any type of pet insurance or other methods of payment? __________________________________________________________________________________ How far would someone be willing to come to use your clinic? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your veterinarian clinic 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