Partnership Led Growth project | Horeca Stop

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Partnership Led Growth project | Horeca Stop

Step 1:

Chosen Product

Horeca Stop is a B2B startup, building a one-stop Omni-channel platform to solve the procurement problem of the Hospitality Industry through e-commerce and SAAS. Horeca Stop automates the procurement process in the F&B Industry and Provides a unique end-to-end Solution for vendor management, inventory management, distribution management, logistics management, and product sourcing and works as an e-procurement manager for your brand.

Have you achieved PMF:

Yes, we have built the trust of over 200+ brands across India like WOW Momos, and Burger Singh.

Step 2:

User Journey:

Screenshot 2024-05-27 165112.png

Gaps In Service

Limited Product Category ( Only Non - Food Article )
Demand-Supply Gap
Less Technological Integration and Market Reach

Customer Requests

Certain customer requested warehousing facilities to put their buffer stock, in case of a sudden demand surge.

We cannot build this feature on our own, however, partnering with the right Goliath will help us achieve greater customer satisfaction.

Step 3:

Litmus Test

Question	Yes/No
Do you have Product - Market Fit?	Yes(we can achieve customer satisfaction and retention)
Are you finding it difficult to acquire new customers or enter a new market?	Yes(Difficulty in Quoting Price)
Are you looking to drive power usage?	Yes
Do you have customer requests for making an integration?	No

Step 4:

ICP

B2B business model: Targeting hotel chains, franchises, QSRs, Cafes, Airlines, etc.

We are currently targeting small chain hotels and franchises with 5-6 outlets or more & looking for expansion.

Brand Values

Best Price
Largest Inventory
Easy Credit Access
Quality Assurance
Efficiency & Convenience
Transparency
One-Stop solution
Innovation & Technology

Current Market

Market - B2B Hospitality Industry In India

Types of Companies- Marriott, Wow Momos, IHG Hotels, Radisson Hotels, etc.

Industry Sectors- Enterprise Hotels & Restaurants(Marriott, Wow Momos), SMB Hotels & Restaurants, Others(Cinemas, parks, etc.)

Geographical reach- Serving 10,000+ pin codes in India

Partner Fitment Test

Questions	ONDC	Red Basil	Zomato - Hyperpure	Supply Note	Wcube
Is our Goal Aligning?	0.5	1	1	1	1
Do we have Customer requests?	0	0	0.5	0	0
Does our ICP Match?	0.5	1	1	0.5	0.5
Will our brand image improve?	1	0.5	1	0	0
Do our brand values match?	0.5	1	1	1	1
Can I increase the price of my product after the partnership?	0	0	0	0	0
Will the partnership let me enter new markets?	1	0.5	1	0.5	0.5
Score	3.5	4	5.5	3	3

Zomato Hyperpure is leading by 5.5 followed by Wcube and Red Basil

Result- Will Partner with Hyperpure by Zomato.

Step 5:

Outreach Strategy:

S.no.	PoC Contender	Do they have high Intent to make the partnership successful	Would their motive align with you to make the partnership successful?	Are they likely to respond quickly?	Have they worked on the partnerships in the past	Would they have the bandwidth to pull off the partnership?	Can they align various stakeholders and teams to build the partnership	Score
1	Tushar Yadav, HRBP Executive	1	1	0.5	1	1	1	5.5
2	Sanjeev Kumar, Key Account Manager	1	1	1	0.5	0.5	0.5	4.5
3	Rajat Aggarwal, Category Assistant Manager	1	1	1	0	0	0	3
4	Rishi Arora, CEO	0.5	1	0.5	1	1	1	5

Result - The first outreach POC will be Tushar Yadav, HRBP Executive

Subject- Hyperpure<>Horeca Stop: Business Partnership Proposal

Dear Tushar,

I am Abhishek Garg, Founder & CEO of Horeca Stop, and I'm reaching out to talk about a potential collaboration that will lead to potential benefits.

Horeca Stop provides a one-stop solution for procurement and manufacturing for the Hospitality Industry, streamlining supply-chain through E-commerce and SAAS. Our extensive catalog and competitive pricing make us a cost-effective choice for establishments like yours. Having successfully worked with 100+ clients, including Wow Momo, Burger Singh, and many more. we're confident in our ability to contribute to your success.

Integrating our supplier network with your vast network of hotels and restaurants will help in providing better value to our customers.

I'd love to discuss how Horeca Stop aligns with your operational excellence and growth objectives. Could we schedule a brief call at your convenience?

Best Regards,

Abhishek Garg

Founder & CEO, Horeca Stop

Contact - +91xxxxxxxx

Follow up Email

Hi Tushar,

Abhishek here from Horeca Stop,

I just wanted to talk about a partnership opportunity with your company, together we can bridge the demand and supply gap.

Been trying to connect with you for a while, it would be great if you could help.

Best Regards,

Abhishek

We are currently partnered with Wow Momos, Burger Singh, The Burger Company, Altruist Hotels, etc.

Linked in Reach-out

Hi Tushar,

I am Abhishek Garg, from Horeca Stop, writing to you to discuss a partnership opportunity, by integrating our system to bridge the huge demand-supply gap in the hospitality industry.

Linked in Follow up

Hi Tushar,

It would be great if you could connect me to the right person in your company to discuss this partnership opportunity.

Email/LinkedIn Intro Through A Common Contact

Hi ABC,

I see that you are connected to Mr. Tushar, it would be great if you could connect me to him as I would like to discuss the partnership opportunity with him.

Step 6:

Before the call

Current Goals of Hyperpure -

To simplify the procurement process, by creating a single-vendor marketplace
Ensure consistency in quality
To provide next-day delivery

Do these goals align with your current goals?

Yes, as we are already simplifying the procurement process by positioning ourselves as a one stop solution, for all the hospitality needs. Also doing quality checks at every single step in the process.

Competitive Analysis

Comparison Metric	Horeca Stop	Red Basil	Wcube	Supply Note
Regular Quality Checks	1	0	0	1
Large Supplier Network	1	1	1	1
Easy Credit Access	1	0	1	0
Large Inventory	1	1	1	1
Score	4	2	3	3

During The Call

Introduction about the company, our business model, our vision

Discuss the value props and competitive edge

Highlighting the demand-supply gap and how it can be leveraged for the mutual benefit of our customers, after the partnership.

If everything goes well, schedule another meeting to further deep dive into the proposal.

After the call

Will drop a thank you note along with some attachments like user journey, business profile & proposal.

Step 7:

Company buy-in and alignment

Stakeholder Concerns: Will the partnership affect the brand image and positioning of the company?

Product Team Concerns: Can we diversify our product portfolio, or any vertical/ horizontal integration

possible?

Marketing Team Concerns: What kind of co-branded initiatives will be done?

What will be the changes in communication strategy?

Sales Team Concerns: What will be the changes in the sales process?

How will CRM take place?

What will be the new incentive plan

Presentation

Partnership Objective:

To increase and diverse our product portfolio
Technological Integration
Increase Customer Acquisition
Levitate our brand image

Value Prop:

Data-Driven Insights and Support
Increase in Customer Satisfaction
More Credibility
Achieving a one-stop solution by integrating food categories (Food + Non-Food)

Impact on your org's north-star metric

Revenue Increases
Customer acquisition will be more & easier
Customer retention will be more

Customer Needs & User Base Analysis

Customers require warehousing facilities near them, to put some safety stock in case of sudden demand surge.

Some cloud kitchens nowadays face procurement problem in the food category, which can be delivered fast & fresh to them by hyperpure.

Competitive Analysis

Comparison Metric	Horeca Stop	Red Basil	Wcube	Supply Note
Regular Quality Checks	1	0	0	1
Large Supplier Network	1	1	1	1
Easy Credit Access	1	0	1	0
Large Inventory	1	1	1	1
Score	4	2	3	3

Effort required from various teams

1. Stakeholders Team:

Strategic Alignment: Define the partnership's overall goals and objectives, ensuring alignment with Horeca Stop's long-term vision.
Negotiation and Agreement: Lead negotiations with Hyperpure to finalize the terms and conditions of the partnership agreement.
Resource Allocation: Allocate necessary resources (budget, personnel) to support the partnership's implementation.
Oversight and Governance: Establish a governance structure to monitor the partnership's progress and address any issues that arise.

2. Product Team:

Platform Integration: Integrate Hyperpure's product catalog and ordering system into Horeca Stop's platform seamlessly.
Data Exchange: Enable secure and efficient data exchange between the two platforms to facilitate order fulfillment, inventory management, and analytics.
Feature Development: Develop new features or enhancements to cater to the specific needs of Hyperpure's customers (e.g., bulk ordering, customized delivery schedules).
User Experience: Ensure a smooth and intuitive user experience for customers purchasing products from both platforms.

3. Marketing Team:

Co-branding: Develop a co-branding strategy to leverage the brand recognition of both Horeca Stop and Hyperpure.
Campaign Development: Create marketing campaigns to promote the partnership and highlight the benefits for customers.
Content Creation: Develop engaging content (blog posts, social media posts, videos) to educate customers about the partnership and its value proposition.
PR and Communications: Manage public relations efforts to announce the partnership and generate positive media coverage.

4. Sales Team:

Customer Outreach: Reach out to existing and potential customers to inform them about the partnership and its benefits.
Sales Enablement: Equip the sales team with the necessary knowledge and tools to effectively sell the combined offerings of Horeca Stop and Hyperpure.
Cross-selling and Upselling: Identify opportunities to cross-sell Hyperpure's products to Horeca Stop's existing customers and vice versa.
Customer Onboarding: Assist new customers in setting up their accounts and placing their first orders on the integrated platform.

What does success look like?

Together we will not only serve India but also expand our businesses globally, where almost every outlet, hotel, QSR, and restaurant, will use our service.

Step 8:

Building Trust

Strategy for trust building:

Meeting offline if possible
Establish clear Communication Channels
Some feedback from our loyal customers

Strategy for improving transparency:

Will make a common partner dashboard or platform, for users converted from partnership.
Share brand data and surveys.

Strategy for increasing engagement:

Establish a joint partnership team.
Assign POCs
Implement Regular Performance Reviews (KPI Tracking, Joint Reviews)
Jointly celebrating success and milestones.

Step 9:

GTM

The problem we are solving

Demand - Supply Gap in the hospitality industry, restaurant owners have to negotiate with multiple vendors.

Issues in warranty claim, credibility.

Is there demand for our offering?

Yes, we are associated with brands like Wow Momos, The Burger Company, Altruist Hotel, etc.

Who's your brand offering for?

Hotels, Restaurants, Franchises, Food courts, Airlines. Cloud Kitchens, Food delivery partners, etc.

Where does your ICP spend most of their time?

Browsing and negotiating with different vendors to get the best price.

Value Matrix

	What's their biggest problem?	Where do they go for a solution?	What value do you provide them	How can you communicate that value?
Attract	Negotiating with multiple vendors	Websites, different vendors, markets	Quoting best price, acting as a single vendor market	Websites, blogs, referrals, social media
Engage	Not knowing which platform can offer them a one-stop solution
Delight