1. Containers -What does a container company sell
Containers -What does a container company sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which container co. to choose? _____________________________________________________________________
Call Opening Questions:
Do you offer containers for both commercial and residential customers?
Do you sell and rent (or lease)?
If renting (or leasing) do you offer “length of time” discounts for longer term rentals?
Do you have a large selection of various size containers (both height and width)?
Do they all have ground access?
Can you provide “short notice” delivery? How quickly on average?
Do you offer containers that are either ventilated or air conditioned for certain goods or furniture that are sensitive?
Do you offer “customized containers” for example, containers with more than one door?
Can you provide containers with shelving or ramps?
Are your containers high-security units?
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

2. Containers Needs Analysis Questions:
What are your most profitable/desirable types of clients? (possible headline)
_________________________________________________________________________________
What % of your jobs do these represent? What % would you like it to be?
_____________________________________ _______________________________________
What other types of products do you handle? Would you like more of any of these type of jobs? (For example, “portable offices” headings)
_________________________________________________________________________________________________
How many technicians/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 container company the best choice for someone? (subheadline)
Have your technicians 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