1. Industry? Size? Employee? Revenue?
EXECUTIVE OPERATION
Operation - Don Workman
SECTION 1: WHO?
Segment: Retail
Revenue: > $400M
Growth rate: > 3% annually
COMPANY BACKGROUND
Industry? Size? Employee? Revenue?
PERSONAL BACKGROUND
Job title
Education
Job roles: manager/entry/decision maker
Who else was involved in the decision making
Job functions
Senior Operation Executive: COO, Director of Operation
B.S./Master in Mathematics, Physics, Engineering
Decision maker
Married with teenagers
Loves cars, science, machinist, skiing, boating
Result oriented
Empowers employees, facilitates teamwork and supports initiatives
DEMONGRAPHIC
Marriage status
Family: kids/no kids
Hobbies:
Skills/Knowledge

2. REAL QUOTES COMMON OBJECTIONS
EXECUTIVE PERSONA
Operation - Don Workman
SECTION 3: WHY?
REAL QUOTES
What are their concerns/issues?
What do they complain about?
What made them unhappy, dissatisfied?
“How to best respond to customer?”
“How to increase throughput?”
“Empower employee.”
“Employee retention = customer retention”
COMMON OBJECTIONS
Why wouldn’t they buy your product?
What do they comment about the vendor they did not use/choose?
What do they say good about us/reason to choose us?
SMARTtill is not a complete cash management solution. We still need employee to count the cash after collecting all the cash from the cash drawers. There is no solution for reducing the counting time and safely storage of the cash before we send it to the bank.
SMARTtill is only a part of our cash handling process.

3. Primary challenge? Secondary challenge?
EXECUTIVE PERSONA
Operation - Don Workman
SECTION 2: WHAT?
GOALS
What’s he/she responsible for?
Primary goal at work?
Personal goals?
Achieve profit goal.
Develop and manage capital and expense requirements and budget.
Facilitate teamwork and support initiatives across organization.
Increase throughput to meet customers’ needs.
Train & recognize employees to achieve high employee retention.
Having the right number of employees at any given time for the actual number of customers and sales. Adjusting labor throughout the day to match actual customer traffic.
Inventory management: Making sure we had the right number and variety of products from one order cycle to the next.
Identifying and responding with best practices to real-time financial and operational KPIs and alerts to meet financial budgets.
Ensuring compliance with the myriad food safety, safety, and wage and hour laws.
CHALLENGES
Primary challenge? Secondary challenge?
WHAT CAN WE DO
To help our persona to achieve their goals? To help him overcome their challenges?
How do they interact with vendors? How much time spend w/sales? In-person meeting? Phone? ?
Highlight SMARTtill’s benefits on reducing labor in till checks, cash change runs, shift-change, accounting reconciliation.
Free employees’ time to provide customer services and react to unforeseen customer traffic.
SMARTtill provides real-time data and alerts to make financial data available for store management to measure against KPI metrics.