In preparation for the Grainger Oil & Gas Conference, please complete the following two slides to help our Field understand your solutions.

Here are some basic instructions for each section:

Page 1

Market Map

High level summary of insight that you bring to this industry: key customer opportunities, contacts or departments to pursue, and your top competitors

Product Offering Overview

Outline your products/ service that is relevant to the Oil & Gas industry

Customer Issues

Identify 3 customer issues related to Oil & Gas industry that your product/service addresses, include key points for each

Grainger CVP Alignment

Identify how your product/service aligns to the Grainger Core Value Proposition? For example, how can you help customers operate more safely? How can you help our customers better manage their inventory? How can you help improve the way our customers purchase their supplies?

Page 2

Solutions

High level summary of 3 solutions that your product/service addresses (should relate to customer issues identified on Page 1)

Differentiators from Competition

Outline how your products or services differentiate your offering from the competition

Key Talking Points

Outline discovery-based questions to assist our sellers on having relevant discussions with our customers on your product /service

Tools/Resources

What resources can you provide our sellers, such as field personnel, marketing literature, etc., to help close the deal.

Supplier Executive Summary - Instructions

Supplier Name – Oil & Gas Conference Market Map

Product Offering Overview Grainger CVP Alignment

Customer Issues

Key Customer Opportunities

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Target Contacts / Departments

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Top Competitors

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Issue # 1 Description

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Issue # 2 Description

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Issue # 3 Description

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Page 1

Helping to operate more safely

Helping better manage their inventory

Making purchasing easier

Differentiators from Competition Available Tools / Resources

Solution # 1 Description

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Solution # 2 Description

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Solution # 3 Description

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Discovery Questions

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Next Step Recommendations

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Supplier Name – Hospitality Segment Positioning Template

Page 2

Supplier Name – Oil & Gas Conference Solutions (to Customer Issues) Key Talking Points

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