Physiotherapy -What does a physiotherapist sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which physiotherapist to choose? _____________________________________________________________________ Call Opening Questions: Do you specialize in any specific types of physiotherapy, such as: accidents & injuries, sports medicine, pain management, post surgery rehabilitation or others? Can you help people with more specialized problems such as carpel tunnel (hand) syndrome, complex musculoskeletal problems, arthritis, cardiovascular issues or others? Does your facility provide a full line of rehab equipment (cybex machines), electrotherapy equipment (such as ultrasound), an area for aquatic therapy (pool) and/or massage therapy? How soon can you normally see a new patient (same-day for emergencies, or within a few days non-emergency, week, or longer)? Will a patient always have their own personal physiotherapist? Do you offer emergency services for regular patients (after hours, weekends)? Do you accept most forms of insurance? Do you take care of the insurance processing or will the patient need to do this on their own? What age do you start seeing children? Do you have any specialists at your practice? If a patient calls in with a question are they able to speak to a physiotherapist over the phone? 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

Physiotherapy Needs Analysis Questions: What are your most profitable/desirable types of patients? (possible headline) _________________________________________________________________________________ What % of your patients do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of patients do you handle? Would you like more of any of these type of patients? (headings) _________________________________________________________________________________________________ How many doctors/therapists do you have? How many patients do they see a day (avg)? _____________________________________ _______________________________________ How many more patients (on average) could they see a day? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one patient visit? (ROI) __________________________________________________________________________________ WHY is your physiotherapy clinic the best choice for someone or a family? (subheadline) __________________________________________________________________________________ Have your doctors/therapists gone through any type of board certification training? Are they professional and courteous? __________________________________________________________________________________ How far would you someone be willing to travel to visit your clinic? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your practice 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