Receive. Relocate. Return.

Kushal FernandesMS in MS&E

(SEAS)

Bruno MontoniMS in MSOR

(SEAS)

Marcelo AlbujaMS in MS&E

(SEAS)

Kelsey BuchbinderMaster of Intern. Affairs

(SIPA)

A turn key solution for clients to pick up, return and transfer packages in a secure, convenient and private way

Christian PaoneGlobal EMBA

(CBS) Customer’s Interviews: 71

Retailers Interviews: 40

Total Interviews: 111

Day 5

Our Initial Business Model

Logistics Operators

You Online Retailers

Locations

Lockers

Our Initial Revenue Model

Logistics Operators

You Online Retailers

Locations

Lockers

$

$

Subscriptions/Membership or Pay Per Use

Got IT Team 10/01 1

• Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions

(NYCT, PA)

Suppliers:

• Lockers manufacturers

• Customer service

• Marketing

• Customer acquisition

• Partnership

development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• HR

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer physical

items locally from

individual to individual

without the use of an

intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, and transfer packages

that is convenient, secure,

and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People that live in

buildings with no

doorman

• Students

• Working professionals

Peer to Peer Sharing

• Mass market

Retailers

• Grocery stores

• Retail chains

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Our Canvas on Day 1

Our Canvas on Day 2

Got IT Team 24 01/13 2

• Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

packages that is convenient,

secure, and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People that live in

buildings with no doorman

• Students

• Working professionals

• People with commercial

time constraints and

security concerns about

their packages

Peer to Peer Sharing

P2P Electronic Locker

Service Users

• Mass market

Retailers

• Grocery stores

• Retail chains

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent for locker locations

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

Key Partners

What Have We Learned?

From “Value Proposition”

- Identified that there’s unattended demand for temporary storage also;

“Need to transfer” → “Need to transfer and store temporarily”

Challenges include: security issues, ability to predict usage

- Definition more specified for both “Online Buyers” and “Retailers”:

“People that live in buildings with no doorman” → “People with commercial time constraints and

security concerns about their packages”.

“Grocery stores and Retail chains” → “Well located, high credibility and secure venues”

Our initial hypothesis on retailers paying us a fee in exchange for increased traffic was prove wrong

Challenges include: physical security; identifying retailers who meet qualification

From “Customer Segments”

Our Canvas on Day 2

Got IT Team 24 01/13 2

• Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

packages that is convenient,

secure, and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People that live in

buildings with no doorman

• Students

• Working professionals

• People with commercial

time constraints and

security concerns about

their packages

Peer to Peer Sharing

P2P Electronic Locker

Service Users

• Mass market

Retailers

• Grocery stores

• Retail chains

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent for locker locations

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

Key Partners

Our Canvas on Day 3

Got IT Team 24 01/14 3

• Small Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Banks

• Parking Garages

• Storage units companies

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

packages that is convenient,

secure, and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People 18+ with delivery

time constraints and

security concerns about

their packages

P2P Electronic Locker

Service Users

• Mass market

• Tourists

• 18+ street shoppers

without access to

immediate storage

• People with baggage

restrictive destinations

• 15+ with the need to

exchange physical goods

Retailers

• Grocery stores

• Retail chains

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent for locations

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Key Partners Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

Reduce wait time

for package

receipt

More convenient

delivery and

return process

Increase the

security of

shipping

Package pick

up

Package

return

Package

transfer

Convenience

Security

Package

storage

Privacy

Integration into

the clients’ daily

schedule

Creates

increased free

time

Increased

freedom of

movement

Service when you

need it

Online

shopping

Returning

goods

Short-term

storage

Transferring

goods P2P

Cheaper

prices

Door to door

service

Inconvenient Time consuming

Process

constraint by time

Frustrating

Unreliable

Stress-Free

Transfer

What Have We Learned?

Our Canvas on Day 3

Got IT Team 24 01/14 3

• Small Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Banks

• Parking Garages

• Storage units companies

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

packages that is convenient,

secure, and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People 18+ with delivery

time constraints and

security concerns about

their packages

P2P Electronic Locker

Service Users

• Mass market

• Tourists

• 18+ street shoppers

without access to

immediate storage

• People with baggage

restrictive destinations

• 15+ with the need to

exchange physical goods

Retailers

• Grocery stores

• Retail chains

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent for locations

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Key Partners Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

Our Canvas on Day 4

Got IT Team 24 01/15 4

• Small Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Banks

• Parking Garages

• Storage units companies

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

packages that is convenient,

secure, and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People 18+ with delivery

time constraints and

security concerns about

their packages

P2P Electronic Locker

Service Users

• Mass market

• Tourists

• 18+ street shoppers

without access to

immediate storage

• People with baggage

restrictive destinations

• 15+ with the need to

exchange physical goods

Retailers

• Well located and high

credibility, security

venues

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent for locker locations

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Key Partners Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

Partners, Key Resources & Activities

Lockers

Manufacturers

Truck leasing

companies

MarketingCustomer

acquisition

IT development

and maintenance

Event / Location

Scouting

Truck Driving

Partnership

development

Mobile App

Web Site Lockers

Drivers Security

Systems

Trucks

AWS

Data

Analytics

Event promoters

and venues

You

Cash

PARTNERS

ACTIVITIES

RESOURCES

Our Canvas on Day 4

Got IT Team 24 01/15 4

• Small Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Banks

• Parking Garages

• Storage units companies

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

packages that is convenient,

secure, and private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

Online Buyers

• People 18+ with delivery

time constraints and

security concerns about

their packages

P2P Electronic Locker

Service Users

• Mass market

• Tourists

• 18+ street shoppers

without access to

immediate storage

• People with baggage

restrictive destinations

• 15+ with the need to

exchange physical goods

Retailers

• Well located and high

credibility, security

venues

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

OPEX

• Labor

• Marketing and customer acquisition

• Locker maintenance

• Rent for locker locations

• IT maintenance

• Insurance

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

Key Partners Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

Our Canvas Today

Got IT Team 24 01/16 5

• Small Grocery stores;

• Retail chains;

• Fast food chains;

• Delivery companies

(UPS, USPS, FedEx);

• “Mom and Pop” shops;

• Public Institutions (NYCT,

PA)

• Lockers manufacturers

• Banks

• Parking Garages

• Storage units companies

• Truck leasing companies

• Medium to large size

event promoters and

venues

• Customer service

• Marketing

• Customer acquisition

• Partnership development

• Location Set-up and

maintenance

• IT development and

maintenance

• Event/Location Scouting

• Truck Driving

• Data Analytics

• Cash

• Servers

• Web site

• Mobile app

• Location

• Lockers

• Human

• Drivers

• Trucks

• Security Systems

• AWS

• Current delivery paradigm

is not convenient.

• Returning process is

frustrating, complicated

and inconvenient

• Need to transfer (between

people) and store

temporarily physical items

locally without the use of

an intermediary.

• There’re limited options

for deliveries of goods for

which clients wish to

remain discrete and

private

Provide a turn key solution in

which clients can pick up,

return, transfer and store

belongings packages that is

convenient, secure, and

private.

Get

• Guerilla and SM

marketing; partnerships

Keep

• CRM; loyalty programs;

joint promotions

• Business Line Expansion

Grow

• Value added services;

cross-sell, up-sell,

referrals

• Locker location

• Web site

• Mobile app

• Partner website

• Mobile Lockers

Online Buyers

• People 18+ with delivery

time constraints and

security concerns about

their packages

P2P Electronic Locker

Service Users

• Mass market

• Tourists

• 18+ street shoppers

without access to

immediate storage

• People with baggage

restrictive destinations

• 15+ with the need to

exchange physical goods

Retailers

• Well located and high

credibility, security

venues

Online Buyers

• Pay per use

• Free

• Subscription

Retailers

• Pay per use

• Free

• Membership

Transfer/Storage

Service

• Pay per time

• Marketing and customer acquisition

• Rent for locker locations

• IT maintenance

• Insurance

• Truck Leasing

• Parking

• Gas

CAPEX

• Lockers

• IT infrastructure

• Web site and app development

OPEX• Labor

• Locker maintenance

Key Partners Key Activities

Key Resources

Value Propositions Customer Relationships

Channels

Customer Segments

Cost Structure Revenue Streams

Designed For: Designed By: Date: Version:

What Have We Learned?

From “Value Proposition”

- Changed radically to a mobile storage solution that provides the service not in fixed locations but in different venues

on demand (concerts, road racers, games, plays, etc);

Challenges include: marketplace credibility, forming partnerships with event coordinators and venues

From “Customer Segment”

- Changed to tourists, street shoppers, people with baggage restrictive destinations and people that need to exchange

physical goods.

Challenges include: ability to get customers who are not nascent to the target market, ability to keep customers with an

event based product

From “Key Partners “

- Changed to containers manufacturers, trucks, credit card companies and event coordinators/promoters and venues

Challenges include: safety concerns

From “Key Resources“

- Changed to we need credit card terminals.

Challenges include: IT security and infrastrucure

From “Cost Structure“

- Changed to we need credit card terminals.

Challenges include: -

From “Revenue Streams “

- Changed to pay per time and subscription (We haven’t tested any hypothesis for this new Value Proposition)

Challenges include: issues of cost sharing with event coordinators/promoters and venues

Our Initial Revenue Model

Logistics Operators

You Online Retailers

Locations

Lockers

$

$

Subscriptions/Membership or Pay Per Use

Our Final Revenue Model

Logistics Operators

You Online Retailers

Locations

Lockers

$

$

Subscriptions/Membership or Pay Per Use

Our Revenue Model - Pivot

You

Lockers

$

Pay Per Use

Locations

Receive. Relocate. Return.

Thank You!