Third Party View on Unsaleables Another View of the Industry

Benchmark Studies

Our Panel ► Don Aday – Strategic Solutions Inc. ► Jeff Pepperworth - Inmar ► Jeff Piedmont – Global Strategic Connections ► Cynthia Wesley – Wesley Associates Moderated by George Thrower and Gary Piwko

Industry Benchmarks The last Industry Benchmark report has shown a trend of increasing unsaleable rates. In your opinion why is this the case? 1 - 4

For Inmar clients… damaged and expired product has declined 5 Source: Inmar Supply Chain Studies, Inmar Clients Total consumer units: 16.8M Total number of shippers: 1.4M Total number of unit loads: 165K Manufacturers: Thirteen with over $100 billion in U.S. sales. Results based on:

Reclamation Centers Recent trends in the industry have been moving in the direction of eliminating reclaim centers. What do you see as the future for reclaim centers? 2

Industry Trends As you look at the past 5 years, what has helped and hurt the industry the most? 3

Reducing Frustration The word that seems the best to describe the climate today in unsaleable management is “frustration”. What will it take to change the outlook in the future? 4

Success Stories Without using a company name, can you share an unsaleables management practice a manufacturer has instituted that has been successful? 4, 1

Success Stories Without using a company name, can you share an unsaleables management practice a distributor / retailer has instituted that has been successful? 1

Future of Unsaleables Mgt. What will unsaleable management look like 5 to 10 years from now? 2, 3

Questions Audience Questions

Panel Requirements Maximum length of response is 4 minutes – George and Gary will time and let the speaker know if they have exceeded their time.