1. Tile Contractors -What does a building contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which contractor to choose? _____________________________________________________________________ Call Opening Questions: Are you willing to accept any size job (from small residential installations to large commercial installations)? Do you include all costs in writing up front before you start the job? Do those costs include all of the materials that will be used? Also, do you charge for the removal of existing tile (or countertops, flooring, etc.)? In cases where the tile is being laid in a specific pattern, do you provide a sketch along with your written estimate? Do you provide tile installation for both interior and exterior jobs, including walls, floors, countertops, even swimming pools, etc.? Can someone buy the tile from someone else and hire you for the installation only? Can you provide examples of some of your work ? (note: this is an important question especially in cases where an elaborate design is being used or expensive materials) Do you provide full clean-up after the job? In most cases, are you able to start and complete the job when you say you will? Can you provide any references or testimonials? Do you offer any type of satisfaction guarantee? Do you also offer tile repair? 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

2. Tile Contractors Needs Analysis Questions: What are your most profitable/desirable types of jobs? (residential, commercial-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? (sandblasting, fireplace work, stone work, etc. headings) _________________________________________________________________________________________________ How many installers do you have? How many jobs do they handle in a week (avg)? _____________________________________ _______________________________________ How many more jobs (on average) could they handle in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average tile installation job worth? (ROI) __________________________________________________________________________________ WHY is your tile contracting company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your installers gone through any type of 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