Hairdressers/Beauty Salons -What does a hairdresser sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which hairdresser to choose? _____________________________________________________________________ Call Opening Questions: Do you offer consultations? Are walk-ins welcome or do you need an appointment? Do you offer after hours and weekend appointments? Do you also work with men and children? Do you offer color correction? Can you accommodate an entire wedding party (or prom group, girls night out, etc.)? Would you offer an in- house service in some cases? Are all of your technicians knowledgeable on all of the latest styles (and can they accommodate most tastes from conservative to cutting edge)? Do you offer any other services such as facials, massage, manicures/pedicures, body treatments, waxing, etc.? Do offer gift cards? Do you offer senior and/or student discounts? 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

Hairdressers/Beauty Salons Needs Analysis Questions: What are your most profitable/desirable types of clients? (possible headline) _________________________________________________________________________________ What % of your clients do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of services do you provide? Would you like more of any of these type of clients? (headings) _________________________________________________________________________________________________ How many technicians do you have? How many clients do they see in a day (avg)? _____________________________________ _______________________________________ How many more clients (on average) could you see in a day? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one client visit? (ROI) __________________________________________________________________________________ WHY is your salon the best choice for someone? (subheadline) __________________________________________________________________________________ Have all of your technicians gone through cosmetology training? Are they professional and courteous? __________________________________________________________________________________ How far would you the average person be willing to travel to come you? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your salon 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