Frequently Asked Questions 1. What is Viachem and how is it different from traditional distribution? Viachem’s focus is product sales growth. Unlike competitors, Viachem is a producer-centric chemical distribution company that provides its producer partners a sales channel that is more efficient and effective than traditional distribution. The Company’s business model is designed to fill the gaps inherent in traditional distribution. Viachem’s limited product line and highly focused distribution model is optimized for selling specialty and performance chemical products. 2. How is Viachem Producer-centric? Viachem is designed to dramatically expand the market available to its producer partners on an exclusive basis and compliment (not compete) with the producers’ current marketing and sales channels. As an extension of the producers marketing arm, Viachem is specifically designed to fill this void by servicing product and/or market niches not adequately served by traditional distribution or by chemical producers’ internal sales force. Viachem intends to operate in most cases on an exclusive basis with its producer/supplier partners whether it is by product, geography, or market segment. Making end-user customer data visible to its Producer/Supplier partners is an important component of the Viachem business model. Viachem will collect as part of its sales process detailed end-user customer data and make it available to its producer partners on a real time basis. 3. How will this end-user data be collected and provided to the supplier partners? As part of the sales process, Viachem’s sales specialists will input data in a Customer Relationship Management program (CRM), Salesforce.com. Producers will be able to log-on and have access to all end-use data and demographics information on all current and prospective customers relating to that particular producers product. 4. How will Viachem protect confidential or sensitive information the end-user does not want shared? Viachem has the ability to protect information flagged as sensitive by our customers. The purpose of sharing end-user customer information with Viachem’s producer partners is so the producer can assist Viachem in better serving and anticipating the needs of the end-user customer allowing them maximum benefit from the products used. Viachem will not share financial or competitively sensitive end-use customer data. 5. In a practical sense how does Viachem differ from traditional distribution? Unlike traditional chemical distribution, Viachem’s sales process is comprised exclusively of technically trained Inside Sales Specialists and Market Developers. An inside sales approach can zero in on specific market segments with maximum efficiency and effectiveness. Market Developers qualify prospects and potential customers. Unlike Inside Sales Specialists, they have no account responsibility. The Market Developer function provides a high-volume channel for contacting and qualifying prospects. Sales Specialists are responsible for the sales cycle. They have direct account responsibility and are responsible for a budget or quota. They may have responsibility for selling a certain number of products, have accountability for an account roster of customer and qualified prospects, or be assigned a specific industry. 6. Does Viachem plan to have its own warehouses? How does it plan to ship products? Viachem will ship from its producer partner’s warehouses where it is proper and practical to do so. In addition, it’s Viachem’s plan to carry inventory and establish warehouses in strategic locations across the USA. Like the majority of chemicals shipped today, Viachem will use contract and common carriers to deliver its products. Viachem does not plan on owning warehouses or maintaining a fleet of trucks. 7. What benefits does the end-user customer derive from Viachem, versus traditional distribution? The most important difference is that Viachem will have technically educated and trained Sales Specialists assigned to their account that can answer product, formulation and technical questions relating to their particular product. Because an Inside Sales Specialists can cover the entire country for a particular product line, they are a valuable and knowledgeable resource to the end-use customer. © 2006, Viachem, Ltd., 2701 North Dallas Parkway Suite 500, Plano TX 75093 972.265.0400 - info@viacheminc.com