Rental Marketplace
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This document provides an agenda and overview for developing a peer-to-peer equipment rental marketplace. It discusses potential customer segments, problems they face, and proposed solutions. Validation steps are outlined to test demand and supply. A user story map and marketplace KPIs are presented. The summary is: The document outlines plans for a peer-to-peer equipment rental marketplace to address the needs of scientific users who need equipment quickly and decision makers concerned with costs. It discusses validating the model through manual transactions before building features. Key aspects covered include customer segments, solutions, validation steps, a initial user story map, and important marketplace KPIs to track.
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Rental Marketplace
- 1. TWG Abhishek Joshi Senior Product Manager 1
- 2. Agenda Market Entry Customer Segments & their Problems Solutions Validation User Story Map KPIs 2
- 3. Market Entry Should we enter the market? 3 ● Selection ● Customer Experience ● Quality Size Growth Key Drivers Competition
- 4. Market Entry How to enter? 4 Ways to Enter Acquire an existing player JV Start self from scratch
- 5. Customer Segments & Problems 5 Customer Segments Users (Scientists, Tech.) Decision Makers (Fin.) ● Equipment shortage ● Want something quickly ● Budget limitations ● Can’t buy everytime ● Control costs - don’t want to spend a lot Users want equipments quickly, while decision makers do not want to spend a lot
- 6. Solutions 6 P2P / L2L Rental Marketplace 03 ● Additional source of revenue for labs ● Faster turnaround due to availability of unused inventory ● InnoClient has expertise in marketplace model Buy in-demand equipments to offer rental services02 ● Significant upfront investment in procuring equipments ● Significant overhead due to storage costs during non-rental period ● InnoClient doesn’t have immediate expertise to leverage Offer Lending services to overcome budget limitations01 ● Adds to cost and bottomline concerns of decision makers ● Due-diligence and approval takes time; users can’t get equipments quickly ● InnoClient doesn’t have immediate expertise to leverage Offer to run rental services for manufacturers/distributors04 ● Can cannibalize the primary source of revenue of manufacturer/distributor ● Significant overhead due to storage costs during non-rental period
- 7. Validation 7 Key aspect of marketplace is that avg. order value must be significant for supplier to have incentive Labs are willing to rent their equipments No supply Labs are willing to rent used equipments No demand Labs are willing to pay to rent used equipments Reduced monetization opportunities Leap of Faith Assumptions If fails, Identify few labs, enquire opportunities to rent unused equipments; procure the list
- 8. Validation 8 Smoke test - Drive traffic to a LP listing equipments from supply-side; on demand interaction, facilitate the transaction 02 Part automatic and part manual transactions Ask other segments of labs to contact when they’ve equipment needs; procure from supply-side labs and have it shipped 01 First few transactions will be completely manual, which is fine as we don’t want to build something until validated Validating demand side Metrics ● List Rate ● Conversion Rate ● Fill Rate ● CSAT ● Return Rate
- 9. Key Factors 9 Once validated that there is a demand for this model and this model works, we build on top of it Payment Collection & Settlement04 Consumer Acquisition 03 Inventory Listing 02 Supplier On-boarding 01 Issue Resolution 07 Fraud prevention & Insurance 06 Fulfilment - pickup & delivery 05 Quality Check 08 ● How to monetize - commission per transaction, shipping fee, listing fee, ads etc. ● Rules for the suppliers and renters
- 10. User Story Map (first few versions) Update Profile View available equipments & price Search by keyword Filter by Brand Filter by Ratings View photo & description View detailed specs View Ratings View Reviews Search Research Enter duration Add/Remove to cart Change quantity Shop Create Account Save Payment Account v1 v2 v3 MVP Autofill address Enter shipping address Pay with card Link Bank Account Pay Call/email support Raise return request Return 10 Use existing platforms such as Yelo, Shopify for rental marketplace without having to build anything, use standardized templates; partner with 3P payment and logistics support providers GTM Inbound ● Organic (Search, Content) ● Inorganic (Ads across various platforms) ● Social Channels Outbound ● Partner with labs (govt., private, university etc.) ● Partner with federal/state agencies ● Set up booths at conferences
- 11. Marketplace KPIs CAC T2S Conversion rate Abandonment rate Acquisition Conversion GMV Revenue ARPC Monetization Repeat usage rate Churn NPS CSAT Retention Return rate Cancellation rate Late delivery rate Quality 11