1. Tiles -What does a Tile dealer sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which tile dealer to choose? _____________________________________________________________________ Call Opening Questions: How large a selection of tile do you have to choose from in stock? Do you also carry most grades and colors? Do you have an online gallery of choices to look at on your web site? Do you offer any type of volume discount based on the amount of tile purchased…especially with large area commercial jobs? Do you have a showroom? If so, how many square feet it is? Are people brand name conscience when it comes to tile? If so, which brand names do you carry? Which of the following types of tile do you carry-brick, cement, ceramic, granite, marble, mosaic, porcelain, quarry, saltico, slate, terra cotta, terrazzo, travertine (any other)? Do you carry most of the standard sizes of tile, can you also custom cut your tile to any size? Do you offer any type of design consulting or advice? Do you also provide advice on the best type of tile to purchase based on high- traffic areas and durability? Do you offer free delivery? Do you also provide all of the tools and supplies necessary for the do-it-yourselfers Do you also provide installation service? Would some of your potential clients care about some of these points-if so, I may have some ideas to help you attract them to you. Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

2. Tiles Needs Analysis Questions: What is your most profitable type of your business? (residential, commercial-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. Tile wholesale, tile repair, etc. headings) _________________________________________________________________________________________________ How many salespeople/designers do you have? How many sales do you currently average/week? _____________________________________ _______________________________________ How many more sales (on average) do you think could be realistic to average in a week? (potential additional opportunity) __________________________________________________________________________________ (if repair or installation) 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 tile sale worth? (ROI) __________________________________________________________________________________ WHY is your tile company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your salespeople/designers gone through any type of training? Are they professional and courteous? __________________________________________________________________________________ How far would someone be willing to travel to buy tile from you? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your tile 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