Computers -What does a computer dealer sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which computer dealer to choose? _____________________________________________________________________ Call Opening Questions: How wide a range of computers do you have to offer? More specifically, what types (Mac vs. PC or laptop vs. desktop), sizes (monitors), price ranges, choices of processors to determine the amount of memory and speed, resolution quality (graphics card), software and hardware add-on options (vs. what comes standard such as possibly Microsoft Windows Vista?), brand names, etc.? Do you sell to both individuals and businesses? For businesses do you provide customized services and/or volume discounts? Do you provide a full choice of upgrades (multimedia, video cards, sound tools, expansion boards, etc.) Do you offer expert advice and consultation? Do provide a full line of accessories (keyboards, bags, cables, batteries, printers, cartridges, projectors, etc.)? Do you offer repair services? If so, same-day service in most cases? Do you offer computer training (Microsoft Word, Power Point, Excel, other?) 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

Computers Needs Analysis Questions: What are your most profitable/desirable types of sales or services? (new, used, repair, etc.…possible headline) _________________________________________________________________________________ What % of your sales do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of sales do you handle? Would you like more of any of these type of jobs? (consulting, software, installation, etc. other headings) _________________________________________________________________________________________________ How many salespeople/technicians do you have? How many sales/jobs do they avg. in a week? (avg)? _____________________________________ _______________________________________ How many more sales/jobs (on average) could they handle in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is an average sale/repair worth? (ROI) __________________________________________________________________________________ WHY is your computer store the best choice for someone buying a computer/or needing service? (subheadline) __________________________________________________________________________________ Have your technicians gone through any type of specialized training? Are they professional and courteous? __________________________________________________________________________________ How far would someone be willing to travel to visit your computer store? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your store 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