Green Mart

Green Mart is a regional grocery chain operating 8 stores. The deal was captured in March 2026 sales calls — see Sales Call Notes — March.md for the raw notes. For pipeline context, see Sales Pipeline — Overview.

• AE on our side: Seojun Park
• Notable: Jung can approve the deal alone (no committee), which enables a fast close — but he is price-sensitive. [Sales Call Notes — March.md]

• High fresh-food spoilage — a core, recurring cost problem. [Sales Call Notes — March.md]
• Gut-feel ordering — no data-driven process, leading to:
• Weekend stockouts (lost revenue)
• Weekday overstock (waste and markdowns)
• No existing inventory management tooling; operating purely on intuition and experience. [Sales Call Notes — March.md]

*"My staff won't adopt a new tool."* — CEO Hyunwoo Jung [Sales Call Notes — March.md]

See also Objections & Plays for the full playbook on adoption objections.

• Current state: Status quo only — no competing vendor being evaluated. [Sales Call Notes — March.md]
• Urgency level: Low — the pain is real but not felt acutely yet.
• Key lever: A spoilage report that makes the cost of inaction visible is identified as the critical tool to create urgency. [Sales Call Notes — March.md]
• Budget: CEO can approve alone (fast cycle), but is price-sensitive — ROI justification will be essential. [Sales Call Notes — March.md]

• Run a 2-week spoilage baseline measurement across Green Mart stores. [Sales Call Notes — March.md]
• Build and send a tailored ROI proposal showing the quantified cost of spoilage and stockouts. [Sales Call Notes — March.md]
• Ensure proposal pricing accounts for CEO's price sensitivity — lead with ROI, not features. [Sales Call Notes — March.md]

• Sales Pipeline — Overview
• Urban Kitchen — another March 2026 account (franchise, 32 stores)
• Objections & Plays
• Sales Call Notes — March.md