1. Landscaping Contractors -What does a landscaping contractor sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which landscaper to choose? _____________________________________________________________________ Call Opening Questions: In most cases, are you able to start and complete the job when you say you will? And how soon are you normally able to start the job once you are hired? Do you offer free estimates that include all costs in writing up front before you start the job? Are all of workers your own employees? Are you licensed, bonded, and insured? Do you offer any type of customized computerized designs? If so, do you charge for them? Do you have examples of your work as well as references/testimonials, and do you offer any type of satisfaction guarantee & warranties? Do you own or have access to your own nursery to provide plants, trees, and shrubs? If you don’t have it-can you special order it? Do you offer both residential and commercial lawn and landscape maintenance contracts? If so, do you guarantee that you will show up on the days that you are scheduled (weather permitting)? Do you offer any specialized services such as work on decks, patios, gazebos, retaining walls, ponds, fountains, lighting systems, etc.? Have won any landscape design awards? 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. Landscaping Contractors Needs Analysis Questions: What are your most profitable/desirable types of 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) _________________________________________________________________________________________________ How many workers/crews do you have? How many jobs are they doing 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 worth for one job? (ROI) __________________________________________________________________________________ WHY is your landscaping contracting company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your workers/landscapers gone through any type of schooling or 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