Auto Parts -What does an auto parts store sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which auto parts store to choose? _____________________________________________________________________ Call Opening Questions: Do you carry auto parts and accessories for all makes & models? In addition to parts, do you also carry a full line of tools and equipment? Does that also include chemicals and paint? Are you fully computerized and how quickly are you usually able to tell someone (either over the phone or in- person if you carry a specific part? If you don’t have a specific part in- stock, how quickly can you normally special order it? How knowledgeable is your staff and are they able to offer advice to the “do- it-yourselfers”? Do you offer any type of installation services? Do you offer free computerized diagnostic checks? Do you offer delivery service for commercial accounts? Do you offer any AAA discounts (and/or student, military, or senior discounts) 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: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani. 2009

Auto Parts Stores Needs Analysis Questions: Who are your ideal customers? (possible headline) _________________________________________________________________________________ What % of your orders do these represent? What % would you like it to be? _____________________________________ _______________________________________ Are there other types of services you offer? Would you like more of any of these type of jobs? (Car inspections, state inspections, etc...other headings) _________________________________________________________________________________________________ How many technicians do you have? How many calls/people are helping a day (avg)? _____________________________________ ______________________________________ How many more people (on average) could you handle in a day? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average order ($)? (ROI) __________________________________________________________________________________ WHY is your auto parts store the best choice for someone? (subheadline) __________________________________________________________________________________ Have your technicians gone through any type of training? Are they professional and courteous? __________________________________________________________________________________ How far would you someone be willing to travel to buy from your store? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your auto parts 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