Roofing Contractors -What does a roofing 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 work with all types of roofs (shingle, tile, slate, clay, metal, etc)? Do you work with both residential and commercial clients? Do you do minor repair work in addition to complete new installation? In most cases (weather permitting), 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? Do you offer minor repairs if needed (ex. Chimneys, gutters, etc.)? Are all of workers your own employees? Are you licensed, bonded, and insured? I know this is a difficult question, but some customers may want to know-how much insurance do you carry (also for worker’s compensation)? Are references available? Do you provide full clean-up during and after the job is completed? Do you offer other services such as? Do you offer a long-term warranty? Is the customer allowed to deal directly with the owner? Do you offer any type of satisfaction guarantee? 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

Roofing Contractors Needs Analysis Questions: What are your most profitable/desirable types of jobs? Residential or Commercial ? Repair vs. new installation? (possible headline) _________________________________________________________________________________ What % of your jobs do these represent? What % would you like it to be? _____________________________________ _______________________________________ Are there other types of jobs do you handle? Would you like more of any of these type of jobs? (headings) _________________________________________________________________________________________________ How many crews/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 roofing contracting company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your roofers 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