Pest Control -What does a pest control service sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which pest control co. to choose? _____________________________________________________________________ Call Opening Questions: Do you provide property inspections for potential home buyers (in writing)? Do you work with both residential and commercial pest control problems? Do you provide detailed written estimates (as well as proof of any type of specific pest infestation)? Do these estimates also include a reasonable expected timeframe for the pest removal and some type of minimum guarantee for the length of time they will not return? Do you have experience and success with the removal of German cockroaches, woodworms, German yellow jackets, silverfish, woodlice, pigeon ticks and cloth moths? In rare cases, would you be able to help maize farmers with problems with “Western Corn Rootworms” Are your chemical and insecticides safe for children, elderly, and pets? Do you provide minor repairs for any damage done to property? Are you licensed and insured? Do you provide references/testimonials? 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

Pest Control Needs Analysis Questions: What are your most profitable/desirable types of pest control jobs? (possible headline) _________________________________________________________________________________ What % of your jobs do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of jobs do you handle? Would you like more of any of these type of jobs? (headings…cleaning services, rodent removal, etc.) _________________________________________________________________________________________________ How many employees do you have? How many jobs do you do in a week (avg)? _____________________________________ _______________________________________ How many more jobs (on average) could you 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 pest control company the best choice for someone? (subheadline) __________________________________________________________________________________ Have you or your employees gone through any type of certification 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