Road to President's Club Q3 FY2023 Issue

ROAD TO PRESIDENT'S CLUB QUARTER 3 | FY2023 B2B THE QUARTERLY AWARD WINNERS! SELLING IN See who achieved Elite, Platinum, Gold, and Silver this quarter in the Q3 Awards List! A DIGITAL WORLD We sat down with Vice President of Marketing, Asit Goel, to learn more about UniFirst's website rebuild and the ways in which this digital upgrade will best position our sales force for success! BRING THE VILLAGE ANOTHER HAPPY CUSTOMER Sales Representative and Q2 Elite Award Winner Rebekah Wilson closed After years of hearing \"no\" from a \"happy Aramark customer,\" two Big 10s recently. She walks us through how she and her team at President's Club Achiever Steven De Smidt never stopped reaching out. Location 825 made it happen! He then learned that this Big 10 couldn't be happier to switch vendors!

B2B SELLING IN A DIGITAL WORLD UNIFIRST'S VP OF MARKETING, ASIT GOEL, DISCUSSES REVITALIZING OUR COMPANY WEBSITE AND INCREASING UNIFIRST'S DIGITAL FOOTPRINT FOR A BETTER PROSPECT EXPERIENCE AND BETTER SALES OPPORTUNITIES! In the B2B world, prospects spend almost half their time on research and internal discussions when making buying decisions. Only 17% of their time is spent meeting with sales reps and potential suppliers, according to a Gartner study. A study by McKinsey found that B2B buyers engage with twice as many sales channels today compared to five years ago, highlighting the importance of UniFirst being present in those channels to stay in the game. The company is redesigning its website to be more streamlined and in sync with its brand standards to make it more helpful for prospects and customers. This will help sales reps deal with warmer prospects and ASIT GOEL leads by providing them with easy access to the right information and tools. The new website will integrate products VICE PRESIDENT OF into the content flow itself, making it easier for customers to MARKETING find what they need and engage with reps. The company will also use data to capture prospect intelligence and share it with the field to improve the quality of conversations reps have with prospects. In a digital world, the opportunity is not about digitizing the B2B sales process, but about B2B selling in a digital world. Check out the new UniFirst.com: CLICK HERE! ROAD TO PRESIDENT'S CLUB, QUARTER 3 FY2023

BRING VILLthAe GE REBEKAH SALES REPRESENTATIVE REBEKAH WILSON WILSON ATTRIBUTES HER SUCCESS IN TWO RECENT BIG 10 LOCATION 825 WINS TO THE HELP OF HER VILLAGE! OKLAHOMA CITY, Location 825 had major success capturing and installing the OKLAHOMA Hobby Lobby and Mom's Meals accounts. In both of these instances, success came from bringing the village to my appointments: I brought everyone from the RSR that will service these accounts to the National Accounts team that assisted in the Hobby Lobby signing. We all worked really well together and had trust in one another to bring Value a meet the customers' needs. Four brains are better than one any day! My tip to anyone looking to close Large Accounts: reach out to your team and get managers involved in the process right away! If at all possible, bring in your Prospects for a tour of your UniFirst facility, and continue to trial close all the way through the sales process. I am a firm believer in not giving up and constant follow-up calls and appointments. You will get there - just keep going! Thank you to my team at Location 825 for being amazing rockstars! Nothing would happen without my A Team behind me. ROAD TO PRESIDENT'S CLUB, QUARTER 3 FY2023

ANOTHER HAPPY CUSTOMER MULTI-TIME PRESIDENT'S CLUB ACHIEVER AND SENIOR SALES CONSULTANT STEVEN DE SMIDT RECENTLY OVERCAME EXTREME, UNRETURNED LOYALTY TO CLOSE A SPECIALTY GROCERY CHAIN. Recently I won an A account after quite a few years. It's a high-end specialty grocery market chain called Robert's Market. There are two locations worth about $600 in total weekly revenue combined. I consistently reached out to this account every 6 months for the last 3 years, and each time, the General Manager would always push me off. He said he was \"happy with Aramark.\" In our area, NO ONE is happy with Aramark right now. So, I believed this guy had a friend on the inside. I continued to push anyway. A CHANCE TO CHANGE STEVEN DE Recently I started to really focus on all of my \"happy with SMIDT Aramark\" accounts. Then I found out that the General Manager of the main Robert's Market store had retired. LOCATION 385 Alright...this is was my chance! SAN JOSE, CA I meet the new GM for the main store, and he wants to switch providers so badly - you could hear the pain in his voice! The only hitch: we needed to sit down with the owner of both stores to get the approval. The owner was never in-store, and she has always delegated everything to her GM - hence why I could never meet with her in the past. The only chance I had to win the account was to work through the GM and win them over. Once that was done, the green light would be on! We end up going back and forth for two months, and I simply can't get a meeting with the owner. I stopped at the main store a lot, thinking maybe I'll even catch her on the way in or out. I finally decided to call the second store to build out a case over there, thinking that maybe they could also help loop the owner in. ROAD TO PRESIDENT'S CLUB, QUARTER 3 FY2023

THE TRUTH ABOUT ARAMARK BOOM - I meet Mike. He is the GM of the second store, but it turns out, he really runs the show! He told me that he'd been there for over 15 years, and in that time, Aramark had only ever meant trouble. He'd just never thought of switching providers. The retired GM from the main store was too loyal, but now that Mike could make the decision, he couldn't have been happier to switch. He assured me not to worry about the owner, because he had the authority to sign off on the decision. She personally never dealt with vendors. We ended our meeting in the parking lot, talking about travel and our countries of origin for another 20 minutes, mostly laughing. Next week, the deal was signed! This account will install a few weeks from now. I also provided an extra embroidered soft shell jacket for Mike to wear on the store floor. Even after being in this role for five years, this win shows that you need to check in on all your resources. As soon as I found the correct contact, the deal was almost done - we just needed to run the numbers. This was a great account that had been hurt by Aramark for years, both with terrible service and horrendously overpriced items. Another happy customer, and another solid sale. ROAD TO PRESIDENT'S CLUB, QUARTER 3 FY2023

QUARTERLY AWARD WINNERS FIND OUT WHO ACHIEVED ELITE, PLATINUM, GOLD, AND SILVER STATUS IN QUARTER 3! CONGRATULATIONS TO EACH OF OUR AWARD WINNERS! ROAD TO PRESIDENT'S CLUB, QUARTER 3 FY2023

Quarterly Recognitions Top Customer Development Representatives Elite 1. Jorge Bardalez, $6,727, Long Island, NY 2. Eric Weaver, $5,843, Lynchburg, VA 3. Brian Stavrakas, $5,480, Charlotte, NC 4. Tyler Combs, $5,159, Stockton, CA 5. Eric Rodriguez, $4,712, McAllen, TX 6. Edgar Smith, $4,185, Houston-West, TX 7. Ryan Bellezza, $3,523, Newark, NJ 8. Michael Sallay, $3,398, Meadville, PA 9. Matthew Snipes, $2,892, Columbus, OH 10. Michael Deville, $2,273, Fort Worth, TX 11. Jeffery Shackleford, $2,211, Birmingham, AL 12. Anthony Albanese, $2,103, Sacramento, CA 13. Brian Comas, $1,951, Taylor, MI 14. James Boone, $1,940, Kernersville, NC Platinum 15. Justin Petitte, $1,857, Oceanside, CA 16. Robert Doughty, $1,794, Portland, ME 17. Beau Pisani, $1,718, Tampa, FL Gold 18. Jordan Craddock, $1,686, Louisville, KY 19. Timothy Bailey, $1,657, Pontiac, MI 20. Thomas Dudek, $1,644, Syracuse, NY 21. Omar Flores, $1,603, Los Angeles, CA 22. Bruce Rayne, $1,590, Salisbury, MD 23. Jason McLeod, $1.561, Sumter, SC 24. Joey Whichard, $1,560, Jackson, MI 25. Brian McDowell, $1,521, Oakland, CA 26. Michael Vaughn, $1,520, Raleigh-Durham, NC Silver 27. Nathan Pickard, $1,495, Winchester, VA 28. Richard Delisle, $1,488, San Jose, CA 29. Kevin Keough, $1,462, Cleveland, OH 30. Raymond Castillo, $1,447, San Diego, CA 31. Michelina Johnson, $1,407, Springfield, MA 32. John Miller, $1,354, Myrtle Beach, SC 33. Ernest Workman, $1,318, Richmond, VA

Quarterly Recognitions Top Sales Representatives Elite 49. Covey Fitzgerald, $2,096, Charlotte, NC 50. Crystal Ciccone, $2,081, Rocky Mount, NC 1. Darrell Woodruff, $11,639, Columbia, SC 51. Dana Wall, $2,070, Nashville, TN 2. Brandon Storey, $5,635, Raleigh-Durham, NC 52. Barbra Miller, $2,045, Denver, CO 3. Marco Dell’Olio, $5,492, Montreal, QC 53. Jacob Phillips, $2,011, Daytona Beach, FL 4. Sean Haretuku, $5,202, Oakland, CA 54. Robert Ryan, $1,974, Lebanon, NH 5. Eddie Robledo, $4,960, San Jose, CA 55. Michael Flood, $1,966, Albany, NY 6. Tom Caron, $4.417, Fresno, CA 56. Mark Stallings, $1,936, N. Los Angeles, CA 7. Kathryn Meehan, $4,276, N. Los Angeles, CA 57. Chelsea Watson, $1,915, College Station, TX 8. Tyler True, $4,159, Portland, ME 58. Erik Komatsu, $1,904, Fresno, CA 9. John Watkins, $4,034, Raleigh-Durham, NC 10. William Welch, $3,858, Sumter, SC Platinum 11. Tyler Steptoe, $3,508, Savannah, GA 12. Brian Thomas, $3,497, Salisbury, MD 59. LaBrandon Searcy, $1,890, College Station, TX 13. Matthew Frazier, $3,391, Stockton, CA 60. William Wise, $1,881, San Antonio, TX 14. Kyle Keister, $3,369, Asheville, NC 61. Trenton Stevenson, $1,876, Norfolk, VA 15. Devin Seager, $3,301, Oklahoma City, OK 62. Beau Bradshaw, $1,866, Tulsa, OK 16. Damon Hargett-Robinson, $3,115, Harrisburg, PA 63. Casey Taylor, $1,854, Philadelphia, PA 17. Stephen Legg, $3,060, Phoenix, AZ 64. Jerry Yearta, $1,849, Fort Worth, TX 18. Jessica Alperin, $3,019, West Palm Beach, FL 65. Joshua Preciado, $1,832, Los Angeles, CA 19. Kendra Giant, $3,005, Fort Wayne, IN 66. Erica Cameron, $1,826, Tacoma, WA 20. William Regan, $2,943, Pompano Beach, FL 67. Chad Albert, $1,820, Edmonton, AB 21. Caleb Clark, $2,877, Savannah, GA 68. Jarrod Caufield, $1,818, Edmonton, AB 22. Stephen Gray, $2,838, Richmond, VA 69. Timothy Lovelace, $1,810, Atlanta, GA 23. Loretta woods, $2,733, Portland, OR 70. Ronald Jacobs, $1,804, Raleigh-Durham, NC 24. Michele Cinquino, $2,674, Montreal, QC 71. David Sparkman, $1,789, Booneville, MS 25. Stephanie Caldwell, $2,657, Houston, TX 72. Aarika Esslinger, $1,780, Appleton, WI 26. Adam Schantz, $2,654, Jackson, MI 73. Tim Walsh, $1,767, Memphis, TN 27. Benjamin Fickel, $2,576, South Bend, IN 74. Emma Baggett, $1,755, Huntsville, AL 28. Ava Castleberry, $2,486, Albany, GA 75. Timothy Bullis, $1,721, Meadville, PA 29. Alison Abbott, $2,455, Charleston, SC 76. Adam Barron, $1,719, Louisville, KY 30. Kevin Tarvin, $2,418, Salt Lake City, UT 77. Yocelyn Estrada, $1,715, Houston, TX 31. Jeffery Miller, $2,388, Chattanooga, TN 32. Casey Cossitt-Yeager, $2,362, Syracuse, NY Gold 33. Keith Lilly, $2,357, Fort Worth, TX 34. Walker Knight, $2,350, Greenville, SC 78. Stacy Hennings, $1,678, Chicago, IL - FS 35. Shelley Harper, $2,342, Joplin, MO 79. Ryan Bray, $1,677, Philadelphia, PA 36. Steven De Smidt, $2,339, San Jose, CA 80. Thomas Lawrence, $1,624, Newburgh, NY 37. Ariel Cruz Ramos, $2,280, Orlando, FL 81. Donald Horn, $1,624, Charlotte, NC 38. Patrick Alexander, $2,279, Hobbs, NM 82. Francis Brazil, $1,588, Lubbock, TX 39. Clyde Helbling, $2,270, Austin, TX 83. Jamie Pillizzi, $1,560, Wisconsin Rapids, WI 40. Xavia McCarter, $2,254, Kernersville, NC 84. Derek Healy, $1,560, Boston, MA 41. John Perrotta, $2,241, E. Long Island, NY 85. Richard Webster, $1,536, Sacramento, CA 42. Troy Owen, $2,226, Longview, TX 86. Robert Leverette, $1,535, Atlanta, GA 43. Joan Givens, $2,225, Pittsburgh, PA 87. Ian Davidson, $1,532, Taylor, MI 44. Matthew Wulf, $2,223, Cincinnati, OH 88. Katie Rastello, $1,529, Myrtle Beach, SC 45. Jorge Almazan, $2,197, St. Louis, MO 89. Eugene Baugh, $1,504, Rocky Mount, NC 46. Wai Kit Lip, $2,174, Toronto-North, ON 47. Matthew Erney, $2,124, Philadelphia, PA 48. Ashley Evans, $2,100, Atlanta, GA

Quarterly Recognitions Top Sales Representatives Silver 90. Samuel Underwood, $1,497, Chattanooga, TN 91. Jonathan Fahner, $1,482, Jackson, MS 92. Elwyn Jackson, 1,482, Kernersville, NC 93. Michael Dailey, $1,474, Grapevine, TX 94. Rita Patterson, $1,461, Knoxville, TN 95. Victor Sikorski, $1,442, Hammond, IN 96. Darin Washburn, $1,440, Farmington, NM 97. Nicholas Pisani, $1,427, Daytona Beach, FL 98. Timothy Dull, $1,413, Altoona, PA 99. Michael Paradis, $1,406, Kingston, ON 100.Jeremy Johnson, $1,404, Springfield, MA 101.Jennifer Csadenyi, $1,403, Memphis, TN 102.Shannon Steffy, $1,387, Cleveland, OH 103.Craig Boyd, $1,387, Portland, OR 104.Philip Jackson, $1,386, Waco, TX 105.Stephanie Brubaker, $1,386, Columbus, OH 106.Rachel Pillow, $1,383, Shreveport, LA 107.Jason Orosco, $1,370, Kerrville, TX 108.Macon Johnson, $1,352, Jacksonville, FL 109.Matthew Caister, $1,347, Huntsville, AL 110.Dyjonn Turner, $1,339, Birmingham, AL 111.Brendan Hayden, $1,331, Cincinnati, OH 112.Tyler Powell, $1,326, Birmingham, AL 113.Joe Torres, $1,326, Amarillo, TX 114.Joseph Garrett, $1,323, Lynchburg, VA 115.Kenneth Holst, $1,313, Tacoma, WA 116.Bertha Guzman, $1,301, Corpus Christi, TX - Linen

Quarterly Recognitions Top Sales Managers Elite 1. Johnny Deddens, 219%, Jackson, MS 2. Chris Locklear, 189%, Columbia and Sumter, SC 3. Harry Britton, 183%, San Jose, CA 4. Michel Huppe, 156%, Portland, ME 5. Jordan Groseclose, 150%, Raleigh-Durham, NC 6. John Walsh, 150%, Stockton, CA 7. Edward Azevedo, 145%, San Francisco, CA 8. Erik May, 144%, Charlotte, NC 9. Derrick Smack, 144%, Salisbury, MD 10. Mark Amaral, 139%, Fresno, CA 11. Kevin Mills, 136%, Columbus, OH 12. Dan Linzer, 127%, Long Island, NY 13. Guillermo Castro, 125%, Houston-West, TX 14. Phillip Meyer, Lynchburg, VA Platinum 15. Francois Mercier, 118%, Montreal, QC 16. Cory Brzezinski, 115%, Meadville, PA 17. Brett Whitlock, 112%, Birmingham, AL 18. Lawrence Holloway, 111%, N. Los Angeles, CA 19. Cameron Harris, 111%, Savannah, GA Gold 20. Nye Brennan, 105%, Asheville, NC 21. Mitch Hesson, 104%, Jackson, MI 22. Chris Shrader, 103%, Harrisburg, PA 23. Conlan Cassidy, 101%, Philadelphia, PA 24. Charles Kachulis, 101%, Newark, NJ 25. Sean Fix, 101%, Kernersville, NC 26. Gordon Ellicott, 100%, Oceanside, CA Silver 27. Ryan Reitmeyer, 99%, Philadelphia, PA 28. Jordan Flaim, 97%, Scranton, PA 29. Daniel Smith, 97%, Booneville, MS 30. Tina Parsons, 96%, London/Windsor, ON 31. Jimmie Hanzelka, 94%, Fort Worth, TX 32. Joseph Sunseri, 92%, Daytona Beach/Ft. Pierce, FL 33. Andrew Davis, 90%, Atlanta, GA 34. Carl Eades, 90%, Myrtle Beach, SC 35. Amos Walden, 90%, Springfield/Joplin/Columbia, MO 36. Dan Patane, 90%, Syracuse, NY 37. Paul Wesolowski, 90%, West Palm Beach/Pompano Beach, FL