1. Moving Companies -What does a movers sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which contractor to choose? _____________________________________________________________________ Call Opening Questions: Do you offer both residential and commercial moves? Do you offer both local and long-distance moves? Can you handle any size move? Are you able to move any type of object (ex. Piano to automobile)? Do you provide packing & crating services? Do you offer short-notice moves? Does your company perform the actual move or are you just a broker? Do you use your own trucks and drivers or do you use sub-contractors? Have they gone through any type of training? Are you licensed, bonded and insured? Will come to the home/business and provide a complete itemized estimate in writing? Would you mind if asked how you charge? (ex. Flat fee vs. weight/distance/time) What level of insurance do you offer (and what is your claims policy)? Do you guarantee an on-time arrival? Are you able to provide service for people who live or are moving to a high-rise apartment complex? Do you offer storage if needed? 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. Moving Companies Needs Analysis Questions: What are your most profitable/desirable types of jobs (residential/commercial-local/long-distance) (possible headline) _________________________________________________________________________________ What % of your moves do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of business do you handle? Would you like more of any of these type of jobs? (ex. Storage, packing products, boxes, etc. other headings) _________________________________________________________________________________________________ How many movers/trucks do you have? How many moves do they handle in a week (avg)? _____________________________________ _______________________________________ How many more moves (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 moving company the best choice for someone? (subheadline) __________________________________________________________________________________ Have your movers 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