1. Forklifts -What does a forklift dealer sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which forklift dealer to choose? _____________________________________________________________________ Call Opening Questions: Do you offer new, used, and reconditioned forklifts? Most major brand names? In terms of weight limits needed (usually between 3,000lbs and 35,000lbs) and height requirements (which can vary), what range of forklifts do you carry? Do you offer electric and/or propane forklifts for businesses who do much of their work indoors (and don’t want fumes)? Do you offer forklifts with pneumatic tires for businesses that will be working on gravel? For businesses that only need help with smaller loads, do you sell “pallet jacks” and/or “hand trucks”? Do you offer rentals as well? If so, do you offer delivery service and how quickly can you normally provide delivery? Do you offer some “how to” advice in terms of the best and safest way to operate the forklifts? Do you also offer service and repair? If so, how fast can you normally provide service? Do you sell parts as well? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________

2. Forklifts Needs Analysis Questions: What is the most profitable part of your business? (possible headline) _________________________________________________________________________________ Overall, what % does that represent? What % would you like it to be? _____________________________________ _______________________________________ What other areas of your business are profitable? Would you like more of any of these type of jobs? (ex. used forklifts, rentals, service and repair, etc. headings) _________________________________________________________________________________________________ How large a selection of forklifts do you have? How many sales do you currently average/week? _____________________________________ _______________________________________ How many sales (on average) do you think are realistic to average in a week? (potential additional opportunity) __________________________________________________________________________________ How many repair jobs are you averaging per week and how many more could you handle? (capacity) ______________________________________________________________________________ I know there is probably a pretty wide range, but what is the average sale worth? (ROI) __________________________________________________________________________________ WHY is your forklift company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your employees gone through any type of training? Are they professional and courteous? __________________________________________________________________________________ How far would you be willing to go for a job or someone coming to you? (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