Working Platforms (Heavy Lifting Equipment) -What does a working platform dealer sell or rent? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which dealer to choose? _____________________________________________________________________ Call Opening Questions: How wide a selection of equipment do you offer and what types? What is your safety record? - Cranes (jib, gantry, tower, etc.) If so, do you offer cranes for both commercial and industrial size jobs? What ranges do you carry with respect to size, height, and weight capacities? - Hoists (electric, ladder, chain, cable, etc.) If so, again, how wide a range do you carry and can they be used for any size situation-both commercial and industrial with regard to weight capacities, height requirements, etc. - Do you also offer Hydraulic Lifting and/or Material Handling Equipment or other? Do you sell, rent, and repair all of your equipment? New and Used? Do you carry specific brands? What length of time warranties do you provide? Do you offer “how to” training advice on the best and safest ways to operate all of your equipment? Do you provide operators as well (if needed)? With regard to offering service and repair? How fast can you normally provide service? Do you offer mobile service or some type of transport service to bring the equipment back to your location? Do you also offer a “preventative maintenance plan”? Do you provide “loaners” if extended repair is needed? Do you sell parts as well? 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

Working Platforms (Heavy Lifting Equipment) Needs Analysis Questions: What is the most profitable part of your business? (Sales of a specific type of equipment, Rentals, Service and Repair, etc. 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. Sales, rentals, or service of other types of material handling equipment, etc. headings) _________________________________________________________________________________________________ How large a selection of equipment 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 note: Rentals sales should be included in this estimate) __________________________________________________________________________________ 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 heavy lifting equipment company the best choice for someone? (subheadline) __________________________________________________________________________________ What specific type of training have your employees gone through? 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