Successful Strategies for Selling to Mass Merchandisers (e.g. Costco, Sam’s and Walmart) Copyright 2024 | TPH Global Solutions® | 8707 Skokie Blvd Suite 206 Skokie, IL 60077 | Phone 773-286-1888 | Fax 773-286-1842 | www.tphinc.com

David Schmidt is President, CEO of TPH Global Solutions®, a privately held retail packaging and display company located in Skokie, Illinois USA. TPH Global Solutions® is a full-service designer and supplier of retail packaging, display fixtures and fulfillment providing unparalleled quality, service and responsiveness in every aspect of the customer relationship, including global production and supply chain optimization with extensive retail channel expertise. We work with licensees and brands of consumer products that are frustrated with their global retail packaging and display supply chains and need experienced help selling into Costco, Sam's Club, Walmart, and other major retailers. Retail Experts Supporting Customers from Concept to Delivery

TPH designs, produces and manages global packaging and display programs for US customers selling through the Club Store, Hardware, Big Box and various independent retailers throughout the US and Asia Pacific. We are retail channel experts

We take a holistic view of our customer’s entire supply chain and focus on getting their product to market seamlessly with confidence it will arrive in great condition, on time and within budget! With more than 250,000 displays shipped, let TPH Global Solutions® remove the pain in your supply chain. We are supply chain experts

• Retailer Guidelines - Familiarize yourself with the retailer’s guidelines or engage a partner to walk you through and facilitate the approval process • Obtain packaging and display details/samples to facilitate: • Pricing of packaging and display parts • Fulfillment charges where appropriate • Container load plans detailing number of units on a truck/container • Overseas/overland freight costs • Warehousing and handling costs Preparing Your Pitch

Preparing Your Pitch • Prepare a Preliminary Pitch Sheet – 1-2 page executive summary detailing: • packaged product in planogram • 2D image of full 48” and 40” facings of displayed product • 2D front/side view of product package • Product count per layer, # of layers, Total # per pallet • Overall dimensions of the pallet display including pallet • Product: have quality samples of product prepared for meeting • Know the economics, lead times, and supply chain capacity (max daily output)

Elements of a Successful Pitch 1. Know your product • Value proposition • Price points • Competitor products and price points, differentiating benefits etc. • Retail channels MSRP’s – what your and competitors’ products are selling for elsewhere • Why should “X” retailer buy from you? 2. Know your numbers • All-in product costs • All-in packaging, display, fulfillment costs • All-in transportation, warehouse, & handling costs 3. Know your supply chain • Capacity, expertise and knowledge in supporting western brands 4. Most of all, you must exude confidence in every aspect of your product, production and management of orders

Closing the deal 1. Be prepared to negotiate: • Selling price: maximize your opportunity for profit • Wholesale price: know the customer’s expectations of pricing 2. Define the MABD (must arrive by date) or instore date 3. Ask for feedback on the pitch, what adjustments they would like to see, etc. 4. Ask for a test / regional order 5. Ask for next steps, timing 6. Remember to thank the buyer for his or her time and consideration!

Why Pitches Fail… • You did not do your homework • You did not comply with the retailer’s guidelines/ requirements • Your all-in product cost is too high • You do not know your numbers • You do not have the right partners (suppliers) supporting you with good information/data, samples, etc. • Buyer did not have confidence in your ability to deliver

Southern California: Santa Fe Springs, Norwalk, and Fontana • Copack/Fulfillment - Specializing in Prepacked Pallet Displays • Offset & Flexo Printing • Corrugated / Paperboard Production Midwest: Chicago, St. Louis • Copack/Fulfillment - Specializing in Prepacked Pallet Displays • Offset & Flexo Printing • Corrugated / Paperboard Production • Wood, Wire, Molded Plastics Mid Atlantic: Charlotte, NC • Copack/Fulfillment - Specializing in Prepacked Pallet Displays • Offset & Flexo Printing • Corrugated / Paperboard Production Southern China: Xiamen, Futian & Shenzhen, Dongguan, Guangzhou, and Hong Kong • Copack/Fulfillment within FTZ - Specializing in Prepacked Pallet Displays • Offset & Flexo Printing • Corrugated / Paperboard Production Northern China: Qingdao, Shanghai, Ningbo • Copack/Fulfillment within FTZ - Specializing in Prepacked Pallet Displays • Offset & Flexo Printing • Corrugated / Paperboard Production 1 2 3 5 6 A Supportive Global Supply Chain Whether you manufacture your product in the States or in China we are capable to assist you globally. 1 2 3 4 5 7 6 4 7 Indonesia • Supporting Clients with Pre-Packed Corrugated Displays, Supervision and QC for Club Store Orders Cambodia • Supporting Clients with Pre-Packed Corrugated Displays, Supervision and QC for Club Store Orders

Our Process • Our focus is to make it easy for Customers to: • Sell their products into retailers with confidence • Deliver their products to market on time • Make profit on every order!! • We start with identifying the retailer and manufacturing source of a Customer’s product. • Our designs conform to all retailer requirements and will withstand the rigors of transportation and distribution • Every aspect of our process removes barriers to a successful instore rollout

• Once in production, TPH will coordinate with the customer’s factories to provide seamless execution of approvals, logistics, and schedules. • Managing the assembly and fulfillment ensures the final product build and pack out will meet the specifications. • TPH project managers coordinate with the customer’s freight forwarders to ensure timely shipment of goods. Our Process

• Ship to Customer or Retailer distribution centers • Warehousing in New Jersey, Chicago and Los Angeles • Distribution via LTL, full truckload or intermodal • Overseas shipping and freight coordination with your freight forwarders Warehousing / Distribution / Logistics

Next Steps… • Define customer pain points & needs • Define scope of work, deliverables and timeline • Get started! David Schmidt President, CEO (o) (773) 427-3930

Copyright 2024 | TPH Global Solutions® | 8707 Skokie Blvd Suite 206 Skokie, IL 60077 Phone 773-286-1888 | Fax 773-286-1842 | www.tphinc.com