projecteverest

Proposed Experiment

[JULY 19] [COLLECTION] UVP Testing of ‘Private/International Schools’ and Their Potential Waste Management Solution

Context:

This experiment is asking questions to validate that the international/ private school customer segment does want a service that would assist in solving the waste management problem in their school and the broader community.

This experiment should be run concurrently with the Online Banking Experiment link: https://projecteverest.crowdicity.com/post/888390

 

For the Customer Segment: Private/International schools in Dili

 

Lean Phase: Unique Value Proposition

 

Assumption:

 

  • The customer segment are willing to pay for a collection service if they know it will be recycled

  • The customer segment will be interested in a service that collects paper/ cardboard waste

 

Time period: one week

 

Success Metrics:

 

Green light success point:

≥ 50% of schools stated an interest in a service that collected paper/cardboard waste

AND

≥ 25% of schools are willing to pay for a collection service if they know it will be recycled

 

Green light Proceed: Move to currency testing with this segment to determine how much they are willing to pay for a solution.

 

Orange light point:

≥ 30% of schools stated an interest in a service that collects paper/cardboard waste

AND

≥ 15% of schools are willing to pay for a collection service if they know it will be recycled

 

Orange light optimise: Speak to the customer segment about what kind of problems they have around the waste management issue and re-evaluate the problem definition. Repeat offer testing with a revised problem set and possibly new potential solutions if promising. If they are not actively seeking a waste management solution, the interview should focus on understanding the pain points around waste management.



Red light failure:

≤10% of schools stated an interest in a service that collects paper/cardboard waste

AND

≤10% of schools are willing to pay for a collection service if they know it will be recycled



Red light failure: Re-evaluate the problem definition and look at whether the core issue is not waste but something related to but separate from our current problem space. This will involve conducting more experiments to understand the problem. To better understand why our view of this segments problem space is inaccurate. The service we are attempting to sell to them is based on this view, if our understanding does not fit the needs or wants of the customer segment we need to either do more research into the segment or consider it non-viable.



Experiment Build:

MAKE SURE- you have an ERS business card and pamphlet with the green light solution on it to supply the school with if they are interested (see below the questions). It is critical for this experiment that the team members are across the offer testing results (linked on the hubspot contact), have read the meeting minutes and hubspot. This information is important as it ensures ERS maintains positive and attentive ties to potential customers and also reduces the likelihood of repetition with questions.

 

There are two scripts for this experiment. The first is aimed at schools that have already been offer tested and the second for ones that have not. The latter includes some questions that have been iterated from the offer test experiment and this is a way for us to validate whether our understanding of the market segment is correct or if we are wasting our time.

 

 

 

The scripts would run as follows:

 

Questions:

 

Schools that have been offer tested:

 

  • We know you did XXX in terms of waste and XXX in terms of segregation, do you still do this?

 

If they don’t segregate:  

 

  • Why don’t you segregate your waste? (might have already answered this in offer testing experiment).

 

  • If there was an option for segregation (as in there will be different coloured bins provided to you & the bins will be going to different places) would you be open to doing so?

If no:

  • What would be stopping you from doing so?

  • How could this issue be fixed?

 

  • Do you need bins provided to you in order to segregate?

  • Would you be willing to swap to a service that requires segregation but your recyclables will be repurposed/reused?

  • If they answer no. Is there something that would make you swap?

  • Based on the last time we spoke you identified paper as your main form of waste, how much paper/cardboard waste do you have per week? What are you currently doing with it?

  • You also expressed some form of  interest in us developing a waste solution. We are currently investigating a collection service for a fee, is this something you would be interested in?

  • What waste would you like us to take?

  • If No - Why?

 

If they DON’T currently pay for a service (e.g. use free municipal collection)

  • How happy are you with the current service?

 

If unhappy:

  • Why are you unhappy with your current service?

  • What features would mean you are willing to pay for a service?

  • Would you pay for a service if it could satisfy all your needs?

 

If happy:

  • Why are you happy with the service?

  • Is there any additional features that would make you want to pay for a service?

 

Schools that have not been offer tested:

 

  • What are your thoughts on the waste management in Timor?

  • Do you believe that current waste management situation affects schools?

  • If they identify a problem, ask What is a solution to this/these problem(s)?

  • How could your students take part in waste management in your school?

  • We have surveyed multiple schools in DIli and all have said that their most common form of waste is cardboard/paper.  Is that the case in your school? (If no then ask what the most common form of rubbish is?)

  • How much paper/cardboard do you produce on a weekly basis?

    • If they don’t give us a clear idea, ask them if they can physically show us at the end of the interview (critical to know exact amount!)

  • How do you currently get rid of your waste?

    • Potential answers: Government collects, Private contractors collect it, Burn it.

  • How reliable is the current service you use?

If they pay for the service:

  • How often does this service visit?

  • How often do they pick up your waste (e.g. twice a week)

  • How much rubbish do they collect in one pick up?

  • How much does this service cost?

 

If they DON’T currently pay for a service (e.g. use free municipal collection):

 

  • How happy are you with the current service?

 

If unhappy:

  • Why are you unhappy with your current service?

  • What features would mean you are willing to pay for a service?

  • Would you pay for a service if it could satisfy all your needs?

 

If happy:

  • Why are you happy with the service?

  • Is there any additional features that would make you want to pay for a service?



  • Do you separate your waste?

  • Do you know why you would separate your waste?

 

If they don’t separate their waste:  

 

  • Why don’t you separate your waste?

 

  • If there was an option for segregation (as in there will be different coloured bins provided to you & the bins will be going to different places) would you be open to doing so?

  • What would be stopping you from doing so?

  • How could this issue be fixed?

  • Do you need bins provided to you in order to segregate?

  • Would you be willing to swap to a service that requires segregation but your recyclables will be repurposed/reused?

If they answer no:

  • Is there something that would make you swap?

  • We are currently investigating a collection service for a fee, is this something you would be interested in?

  • What waste would you like us to take?

  • If No - Why?

After these questions have been asked, and you have gauged whether or not they are enthusiastic (i.e. green or orange light), then propose the idea that ERS can deliver a collection service which may satisfy their needs following with the question would they change their current waste collection service to ours? If yes, then leave them our business card, show them our pamphlet and set up a meeting in order to continue our contact with them and possibly even move onto sales or set up a sales meeting in the near future if a green light is achieved.

 

[It is critical that those who attend these meetings are across the sales process of ERS (in the case that the current service offering meets their needs).]



Notes:

  • From the schools we have offer tested cardboard/paper was the most common form of waste.

  • After talking to repurposing paper/ cardboard is a viable option although they are currently not focusing on it.

  • Don’t interview LELI because they already recycle their cardboard/paper waste

  • Hesitant to meet with QSI as they have already had multiple meetings with PEV, wait until we have a solid service.

edited on 22nd February 2019, 04:02 by Rose Gooding

Rose Gooding 3 weeks ago

Status label added: Proposed Experiment

Reply 0

Rose Gooding 2 weeks ago

Status label added: Under Review

Reply 0

Matthew Rafferty 2 weeks ago

*UNDER REVIEW*
Currently, we are directing our focus on the hotel and restaurant segment as we haven't established an outsourcing option for cardboard/paper.
Once we see the experiment results from the [Repurpose] cardboard experiment, we will be able to look further into this experiment.

Reply 1

Rose Gooding 1 day ago

Due to the traction being made with cardboard/paper and the repurpose team in conjunction with KOR Timor - it seems this would be a viable experiment to run in July.

Reply 0

Rose Gooding 1 day ago

Status label removed: Under Review

Reply 0

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