1. Receive. Relocate. Return.
Kushal Fernandes
MS in MS&E
(SEAS)
Bruno Montoni
MS in MSOR
(SEAS)
Marcelo Albuja
MS in MS&E
(SEAS)
Kelsey Buchbinder
Master 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 Paone
Global EMBA
(CBS) Customer’s Interviews: 71
Retailers Interviews: 40
Total Interviews: 111
Day 5

2. Our Initial Business Model
Logistics Operators
You Online Retailers
Locations
Lockers

3. Our Initial Revenue Model
Logistics Operators
You Online Retailers
Locations
Lockers
$
$
Subscriptions/Membership or Pay Per Use

4. 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

5. 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

6. 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”

7. 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

8. 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:

9. 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?

10. 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:

11. 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:

12. 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

13. 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:

14. 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:

15. 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

16. Our Initial Revenue Model
Logistics Operators
You Online Retailers
Locations
Lockers
$
$
Subscriptions/Membership or Pay Per Use

17. Our Final Revenue Model
Logistics Operators
You Online Retailers
Locations
Lockers
$
$
Subscriptions/Membership or Pay Per Use

18. Our Revenue Model - Pivot
You
Lockers
$
Pay Per Use
Locations

19. Receive. Relocate. Return.
Thank You!