Sanitary Installers -What does a sanitary installation contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which contractor to choose? _____________________________________________________________________ Call Opening Questions: Do you offer a complete line of high quality name brand bathroom and kitchen fixtures, sinks, tubs, showers, dishwashers, water heaters, even boilers, etc.? Do you have a showroom? Can someone buy the parts or fixtures from someone else and hire you for the installation only? Are all of your trucks fully-stocked to avoid the need for second trips? When doing more complicated installations such as, boilers, do you use “master plumbers” or have they had any advanced training…for example actually going through the Viessman plant in Germany for advanced boiler installation training? In most cases, are you able to start and complete the job when you say you will? Do you include all costs in writing up front before you start the job? Also, do you offer “flat-rate” pricing or by the hour? Are all of workers your own employees? Are you licensed and insured? Do you provide full clean-up during and after the job is completed? Do you guarantee your installations and offer long-term warranties on all of the part/materials you use? 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

Sanitary Installers Needs Analysis Questions: What are your most profitable/desirable types of jobs? (possible headline) _________________________________________________________________________________ What % of your jobs do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of jobs do you handle? Would you like more of any of these type of jobs? (plumbing repairs, sewer & drain cleaning, etc. headings) _________________________________________________________________________________________________ How many installers/trucks do you have? How many jobs do they handle in a week (avg)? _____________________________________ _______________________________________ How many more jobs (on average) could they handle in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one job? (ROI) __________________________________________________________________________________ WHY is your sanitary installation company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your installers gone through any type of training? Are they professional and courteous? __________________________________________________________________________________ How far would you be willing to go for a job? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your company 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