VidaCann Dispensary Training 5-10-18 2

Trulieve• www.truelieve.com• Currently has majority of the market share• Dispensaries: Tallahassee, Clearwater, Tampa, Miami, Pensacola, Edgewater, Lady Lake, Jacksonville• Will continue to expand aggressively• Products: Capsules, Syringes, Tinctures, Vaporizers, Nasal Spray, Herbal Cup• Media: https://www.trulieve.com/pressVidaCann, LLC - CONFIDENTIAL INFORMATION 151

How do we BEAT OUR COMPETITORS?

Know the competition. 153✓Find out who your competitors are in your territory, what products and services they are offering and what their unique selling point (USP) is. This will identify the areas you need to compete in, as well as giving you a platform for differentiating yourself.✓“Your competition is everything else your prospect could conceivably spend their money on.” – Don Cooper VidaCann, LLC - CONFIDENTIAL INFORMATION

Know your customers. 154✓Patients expectations can change dramatically, especially when dealing with new products and services.✓Find out what matters to them now - is it lower prices, educational opportunities, product safety? Continue to revise your sales and marketing strategy accordingly.✓“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell VidaCann, LLC - CONFIDENTIAL INFORMATION

Differentiate. 155✓It's essential to give patients good reasons to come to VidaCann rather than one of our competitors. Your USP should tap into what the patient wants and it should be clear and obvious - no-one should have to ask what makes you different.✓“It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp VidaCann, LLC - CONFIDENTIAL INFORMATION

Step up your marketing.✓Make more effort to tell people who you are, what you sell and why they should recommend your products and services to their friends and family.✓“Motivation will almost always beat mere talent.” - Norman Ralph AugustineVidaCann, LLC - CONFIDENTIAL INFORMATION 156

Look after your existing 157 customers.✓Provide better customer service by being more responsive to customers needs and expectations. Offer support when you can and always be there when they need you.✓“If you are not taking care of your customer, your competitor will.” – Bob Hooey VidaCann, LLC - CONFIDENTIAL INFORMATION

Look to the future. 158✓Businesses that plan for growth are more successful than those that are happy to stay still. As a VidaCann employee, keep that mindset as you navigate the new market.✓Keep up with developments in your territory and elsewhere, follow consumer trends, follow new technology and - crucially - have a clear idea of where you want to take this opportunity in one, three and five years' time.✓“A goal is a dream with a deadline.” – Napoleon Hill VidaCann, LLC - CONFIDENTIAL INFORMATION