Cars/Auto Dealers -What does a auto dealer sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which auto dealer to choose? _____________________________________________________________________ Call Opening Questions: How would you rate your selection with respect to other dealers in the area (new & used cars)? How easy is it to special order a vehicle with you and what is your turn around time? Do you provide Dealer Reviews and/or testimonials? How would you rate your pricing with respect to other dealers in the area? Do you offer the same rates found on your web site? Do you offer financing at reasonable rates? How quick is your approval process? Do you offer extended warranties (for both new & used cars)? Are your salespeople knowledgeable and low pressure? Would you say that your salespeople are good listeners and helpful in terms of finding the right car for someone based on their individual needs? Do you offer fair rates for trade-ins? Do you charge extra fees for Documentation Prep and Dealer Prep? What type of technical certification do your service people have? If necessary, do you provide loaners? 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

Building Contractors Needs Analysis Questions: What are your most profitable/desirable types of auto sales? (new, used, or lease…possible headline) _________________________________________________________________________________ What % of your sales do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of sales do you handle? Would you like more of any of these type of jobs? (service & repair, parts, auto body, other headings) _________________________________________________________________________________________________ How many salespeople/technicians do you have? How many sales/jobs are they avg. in a week? (avg)? _____________________________________ _______________________________________ How many more sales/jobs (on average) could they handle in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is an average sale/repair worth? (ROI) __________________________________________________________________________________ WHY is your dealership the best choice for someone buying a car/or needing service? (subheadline) __________________________________________________________________________________ Have your technicians gone through any type of training? Are they professional and courteous? __________________________________________________________________________________ How far would someone be willing to travel to visit your dealership? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your dealership 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