BoxIT! Team 17

Linda Fayad

Jiabao Fu

Guanshuo Liu

Shuyang Tong

Jan. 15, 2015

13

23

6

21

7

7

3

4

3

Monday Tuesday Wednesday Thursday Friday

Potential Customers

Potential Partners

Supermarket

Total Interviews: 87

Customer Discovery

BoxIT! Business Canvas 1.0

Recycle From:

• Younger generations who

go online shopping

extensively

• Students

• Stores, Markets, or major

shipping companies (UPS)

Sell Back To:

• Students (Packing and

moving)

• Professional shoppers who

do shopping for people

outside US

• People who need to send

a lot of stuff

• Recycling used boxes

• Organize/clean them

• Sell used boxes to others

through our website

Recycle packing boxes that are

actually reusable and resell

them to customers who are in

need of them for various

purposes (returning goods,

packing, etc.)

• Suppliers could be

schools, major shipping

companies and also

customers themselves

• Transportation companies

to support the long

distance pickup delivery

• Major retail stores such

as Macy’s and

Bloomingdale

• Transportation cost (a pick-up/delivery fee)

• Inventory (for small scale we can store in our apartment

• Recycling costs (based on the size of the boxes we will reimburse the

seller)

• Cleaning fee for the boxes (Could be saved by asking seller to clean it

first)

Selling the packing boxes back to customers (in a price lower than other

major box vendors)

• Web Sales

• Advertise thru social

media, advertisements

• Purchasing and selling

online

• Pick-up or Drop-off

services

• Connections to our

customers

• Physical resources such

as distribution network,

human labor and

inventory

• Build a community from

the website with people

who in need of getting rid

of or getting the boxes

• Ensure quality and fast

delivery

B o x I T

Students

- $

+ $

+ $

Online Shoppers

Stores

- $

- $

Professional Shoppers

Day 1B

uy

Bo

xes

Fro

m

Boxes used for shipping

B o x I T

Students

- $

+ $

+ $

Online Shoppers

Stores

- $

- $

Professional Shoppers

Day 2B

uy

Bo

xes

Fro

m

Boxes used for shipping

University Housing

+ $

+ $

Customers that ship items

Finding more potential customer segments including university housing and major

shipping companies.

Collected & Cleaned Boxes

+ $

Pricing

Channel

Direct Sale

B o x I T

Students

+ $

Online Shoppers

Stores

- $

- $

- $

Day 3B

uy

Bo

xes

Fro

m University Housing

+ $

+ $

Customers that ship items

+ $

Professional Shoppers

Boxes used for shipping

Get

Bo

xes

Fro

m

Testing hypotheses: 1. We can collect boxes for free.2. All the customer segments are not

feasible.3. We need to pivot to a new idea

about giving boxes for free in exchange for their moving information that may appeal to moving and storage companies, clean companies, restaurants, and furniture companies.

Pricing

Collected & Cleaned Boxes

B o x I T

Students

Online Shoppers

Stores

Day 4G

et B

oxe

s Fr

om

Free Loaders

Eco friendly

• Posting ads from• Selling collected data to

New Value PropositionCollect used boxes and provide them to moving

households and individuals for free in exchange of

their moving information.

Provide recommendations to the customers about

moving and storage companies and facilities around

the neighborhood that they will move to.

1. Moving companies are not interested in this idea because 75% of their profit comes from selling boxes.

2. Students and young professionals are our first adopters.

• Get Advertisements on

moving forums, real estate

websites and through NGO

and University Housing

Selling Advertisement Spots

BoxIT! Business Canvas 5.0

• Recycle used boxes

• Organize them based on the

size and clean them

• Build database

• Post advertisements on our

website

Collect used boxes and provide

them to moving households

and individuals for free in

exchange of their moving

information.

Provide recommendations to

the customers about moving

and storage companies and

facilities around the

neighborhood that they will

move to.

• NGO who focus on

environmental issues

• Small and mid-size

market

• Real estate agencies

• University Housing

• Fee for collecting, storing and shipping boxes

• Advertisement fee for promoting our business

• Miscellaneous: operating fee, salary, etc.

• Web Sales

• Physical and virtual storage

• Human resources (Distribution

channels, labor and

engineers)

• Investors

• Movers

• Young Professionals

• Newly Graduated Students

• Stores (such as restaurants,

cleaning companies, furniture

stores)

Collected & Cleaned Boxes

B o x I T

Students

Online Shoppers

Stores

Day 5G

et B

oxe

s Fr

om

Free Loaders

Eco friendly

• Posting ads from• Selling collected data to

Partners

NGO Universities

STUDENTS

International students

Newly Graduated

Who are interested in free stuff

No need to move furniture

Who are interested in getting to know

the environment prior to arrival

Young Professionals

Environmental Friendly

Single or just married

Need to clean your old and new

apartments

Customer Archetypes

Minimum Viable Product - Demo

www.boxitnow.wix.com/boxit

• 83 Visits

• 5 Users Donations

Establishing Trust

1. Collaborating with NGOs to attract movers who are eco-friendly

2. Advertising through universities todraw students’ attention

Building a database of information about movers in NY

Getting other stores to put advertisements on our website and get referral fee from their sales

What We Would Do Next

• We realized that our main challenge is to first get customers to trust our website and will be

willing to share their information on our website.

• We also recognized the fact that we need to have the

database first in order to leverage our negotiation

power with stores and possibly moving and storage

companies.

So, these are the steps going

forward…

Interview Skills:

How to create a conversation instead of simply asking

yes/no questions

Action:

To step outside of the comfort zone and ready to face

difficult situations

Fact-Based:

Gather rigorous facts to prove the validity of the hypotheses

Adaptability:

How to adapt the cold hard truth with effective iterations, or else think creatively to pivot to a new

aspect

Stay Positive:

The insights we gained from potential customers and partners are priceless

Thank You All For the Incredible Advices & Support!

&

Best of Luck to Your Future Endeavor!

What We Learned

Appendix

Jan. 15, 2015

Selling the packing boxes back to customers (in a price lower than other major box

vendors)

BoxIT! Business Canvas 2.0

Buy From:

• Younger generations who

go online shopping

extensively

• Students

• Small to mid-size

supermarkets

• Craigslist

Sell Back To:

• University Housing (I-

House & UAH)

• Professional shoppers who

do shopping for people

outside US

• FedEx and UPS

• Evicted people

• Recycle used boxes

• Organize them based on

the size and clean them

• Sell used boxes to

University Housing or

through shipping

companies

Collect cardboard boxes that

are actually reusable and resell

them to customers who are in

need of them for various

purposes (mainly shipping,

apartment moving)

• Suppliers could be

schools, major shipping

companies and also

customers themselves

• Transportation companies

to support the long

distance pickup delivery

• Major retail stores such

as Macy’s and

Bloomingdale

• Transportation cost (a pick-up/delivery fee)

• Inventory (for small scale we can store in our apartment

• Recycling costs (based on the size of the boxes we will reimburse the seller)

• Cleaning fee for the boxes (Could be saved by asking seller to clean it first)

• Web Sales and direct sale

• Advertise thru social media,

advertisements

• Purchasing and selling

online

• Pick-up or Delivery

• Students on campus

• Trustworthy Craigslist

sellers

• Physical resources

(distribution network,

human labor and inventory

• Get Online

Advertisements and

partnership with University

Housing

• Keep Contracts

• Get Online Advertisements

and partnership with University

Housing , Columbia

Newspaper and also Real

Estate Office

• Keep Reward Program

Buy From:

• Customers who go online

shopping extensively

• Students

• Small to mid-size

supermarkets

• Real Estate Agents

Sell Back To:

• University Housing (I-

House & UAH)

• Authorized FedEx and

UPS stores that’s owned

by individuals

• Moving Companies

• Green/Recycling

Organizations

Selling the packing boxes back to customers (in a price lower than other major box

vendors)

BoxIT! Business Canvas 3.0

• Recycle used boxes

• Organize them based on the

size and clean them

• Sell used boxes to University

Housing or through individual

owned authorized UPS

stores

Collect cardboard boxes that

are actually reusable and resell

them to customers who are in

need of them for moving and

shipping.

• Suppliers could be

schools, major shipping

companies and also

customers themselves

• Look for outsourcing

opportunity for shipping

• Web Sales

• Direct sale

• Students on campus

• Physical resources

(distribution network,

human labor and inventory

• Transportation cost (a pick-up/delivery fee)

• Inventory: $1500/month in Newark; $2200/month in Manhattan

• Purchase a truck for both storage and transportation for $10600

• Cleaning fee for the boxes (Could be saved by asking seller to clean it first)

• Movers

• Eco-Friendly

• Newly Graduated Students

• Moving Companies

• Storage Companies

• Stores (such as restaurants,

cleaning companies, furniture

stores)

• Get Advertisements on

moving forums, real estate

websites and through NGO

and University Housing

Advertisements from moving companies and stores that want to attract more

customers for their business

BoxIT! Business Canvas 4.0

• Recycle used boxes

• Organize them based on the

size and clean them

• Build database

• Post advertisements on our

website

Collect used boxes and provide

them to moving households

and individuals for free in

exchange of their moving

information.

Provide recommendations to

the customers about moving

and storage companies and

facilities around the

neighborhood that they will

move to

• NGO who focus on

environmental issues

• Small and mid-size

market

• Real estate agencies

• University Housing

• Fee for collecting, storing and shipping boxes

• Advertisement fee for promoting our business

• Miscellaneous: operating fee, salary, etc.

• Web Sales

• Physical and virtual storage

• Human resources (Distribution

channels, labor and

engineers)

• Investors

Our targeted market is people who moves

per year and the referral fee we can get

from moving companies.

Our assumption is that we are able to

grasp 10% of the NY market.

Total US Market = $ 2.52 Bil

NY Market = $ 75.6 Mil

Our Market

$15.12 Mil

(Revenue per year)

Market Size

HYPOTHESIS TEST RESULT

1

2

3

Professional

shoppers as a target

segment

• Use their own boxes

• Use USPS free

boxes

ITERATE

Interviews

University

HousingInterviews Possible

partnership

Removed this segment

Possible Opportunity

4

Major Shipping Companies Interviews

Web Sale ONLYDirect Sale

Added direct sale to the

channels

5

Interest in our business Possible

partnership

Low CostsHigher costs than

expected

Test To Iterate

Interviews

ResearchUse trucks for storage

and shipping

HYPOTHESIS TEST RESULT

1

2

3

Moving and storage

companies will be

interested in posting

ads

Interviews

Stores interests in giving

coupons through us Interviews

4

Movers Interviews

Partner w/ Real

Estate Agency

5 Partner w/ NGOs

Hypothesis Testing for New Business Canvas

Interviews

Interviews

Foreigners

International students

Interested, require proposal

Ongoing

Ongoing

Selling boxes contributes

almost 75% of their profit