In preparation for the Grainger Oil & Gas Conference, please complete the following two slides to help our Field understand your solutions. Here are some.

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In preparation for the Grainger Oil & Gas Conference, please complete the following two slides to help our Field understand your solutions. Here are some basic instructions for each section: Page 1 Market Map High level summary of insight that you bring to this industry: key customer opportunities, contacts or departments to pursue, and your top competitors Product Offering Overview Outline your products/ service that is relevant to the Oil & Gas industry Customer Issues Identify 3 customer issues related to Oil & Gas industry that your product/service addresses, include key points for each Grainger CVP Alignment Identify how your product/service aligns to the Grainger Core Value Proposition? For example, how can you help customers operate more safely? How can you help our customers better manage their inventory? How can you help improve the way our customers purchase their supplies? Page 2 Solutions High level summary of 3 solutions that your product/service addresses (should relate to customer issues identified on Page 1) Differentiators from Competition Outline how your products or services differentiate your offering from the competition Key Talking Points Outline discovery-based questions to assist our sellers on having relevant discussions with our customers on your product /service Tools/Resources What resources can you provide our sellers, such as field personnel, marketing literature, etc., to help close the deal. Supplier Executive Summary - Instructions

Supplier Name – Oil & Gas Conference Market Map Product Offering OverviewGrainger CVP Alignment Customer Issues Key Customer Opportunities Target Contacts / Departments Top Competitors Issue # 1 Description Issue # 2 Description Issue # 3 Description Page 1 Helping to operate more safely Helping better manage their inventory Making purchasing easier

Differentiators from Competition Available Tools / Resources Solution # 1 Description Solution # 2 Description Solution # 3 Description Discovery Questions Next Step Recommendations Supplier Name – Hospitality Segment Positioning Template Page 2 Supplier Name – Oil & Gas Conference Solutions (to Customer Issues)Key Talking Points

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