STARBUCKS®ON THE GO KIOSK

INTERNAL TRAINING

INTERNAL: STARBUCKS USE ONLY

 Agenda
Program overview
• Starbucks® On The Go Features
• FY17 AOP Commitment
• Execution Options
• Site Requirements
• NA Rules of Engagement
• Guardrails & Placements
Sell-in
• Key Selling Points
• Sell-In & Marketing Resources
• Partner University
• Guardrails and Placements
• On The Go Pricing
• ROI Calculator
Prior to order
• Site survey
Order Placement
• Order Process
• Ordering Unit & Equipment
• Product RPM Baskets
Installation/training
• BUNNServe & Synsor
• Starbucks Responsibility
Sustainment
• Service Model
• Warranty and PM Program
• Parts and Accessories

INTERNAL: STARBUCKS USE ONLY

Overview
• Starbucks® On The Go Features
• FY17 AOP Commitment
• Execution Options
• Site Requirements
• Rules of Engagement
• Guardrails and Placements
 Starbucks® On the Go Kiosk F e a t u r e s

Channels • Foodservice

• A self-serve, elegantly branded Starbucks

Experience
Experience
• Premium espresso with fresh dairy
• Minimal operational effort or retail space
required

• Includes Thermoplan Black & White 3

CTMC
Equipment • Option to add brewed coffee with
• Serenade™ Single-Cup Brewer
• Airpots

• Ideal for operators who want to offer a

Placement
premium coffee solution without the
labor requirements of a WPS full café
• Branded signage, cabinetry & lighting
Features • Customer payment option – coming soon FY17 Starbucks® On the Go AOP
Commitment:
Testing • Market testing since FY16 100+ placements
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Starbucks® On the Go Kiosk Execution Options

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Starbucks® On the Go Kiosk Execution Examples

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Starbucks® On the Go Kiosk Site Requirements

Operations:
•


•
•
•

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Branded Solutions: Turnkey Options

Serenade™ Starbucks® On the Go Starbucks® Icon Starbucks® Licensed

Brewer Kiosk Store

Business Model Foodservice & Workplace Licensed Store

Service Model Self-Serve (some labor req’d) Full Serve

Low High
Experience
Limited Assortment & customization Full Assortment

Starbucks Confidential – INTERNAL USE

ONLY
 Key Placement Guidelines

Channels – Foodservice Location

• FS locations where a premium
self-serve espresso solution is a
good fit
• All segments that are Starbucks-
brand approved
• Requires bi-annual to quarterly
visits
• Must be kept as branded
experience as delivered at
installation
 No other products on counter
 No exterior signage
• Adjacencies to other units,
products is acceptable (e.g.
other countertops, offerings)
• In-line placement with vending
machines is not allowed
• The fixture is permanent and
cannot be moved without
Starbucks permission; not a
mobile solution

Grocery
Business & Healthcare Travel Casino College & Lodging
Industry University

INTERNAL: STARBUCKS USE ONLY

 Rules of Engagement

National Accounts
• National Account team is currently sharing the On the Go opportunity with their
corporate contacts.
• We will have full rules of engagement for the field by February 25.
• If not noted below, please contact NAE before sharing On the Go with national
accounts.

National Account NAE Approved to Sell-In for field

Yes No
Barnes & Noble Susannah Dhamdhere X – sold at
corp level
Kroger Beth Faw X – sold at
corp level
All Target, Airports & Pam Drew’s Team X – sold at
Grocery corp level

INTERNAL: STARBUCKS USE ONLY

Sell-In
• Key Selling Points
• Sell-In & Marketing Resources
• Partner University
• On The Go Pricing
• ROI Calculator

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 3 Key Selling Points
BEVERAGE QUALITY
• Thermoplan Black & White
CTMC provides café quality
espresso made with fresh
dairy
• Addition of Serenade™
Single-Cup Brewer offers
premium fresh brewed
coffee, as well as the
option for TAZO® Chai
Latte & Iced Coffee
• Airports give flexibility of a
variety of Starbucks®
brewed coffee
INTERNAL: STARBUCKS USE ONLY
Sell-in Prior toOrder
BRANDED DESIGN OPERATIONAL EASE
• Elegant casework with • A convenient, self-
branded materials and serve solution
signage make a strong
• At just 7 feet wide and
statement for consumers
3 feet deep, fits within
a small retail footprint
• Option to add the
Serenade™ Single-Cup • Requires minimal
Brewer further brings the operational effort
brand to life with the
immersive interface
experience
Ordering Train/Install Sustainment
 Sell-In Resources
Multiple resources available from a sales presentation to an email template to a
website program page

Sales Deck & Sell Sheets

Available 1/30

Email Template & Sales Video Program Page

Coming soon Live week of 2/21

INTERNAL: STARBUCKS USE ONLY

Sell-in Prior toOrder Ordering Sustainment
Train/Install
 Marketing Resources
Stanchion sign to help operators drive awareness and instructional cards to
encourage & educate consumers on use Instructional Sign Examples

Stanchion Stanchion
33”x78” printed 1 side Menu Board
Creative

All marketing ordered

through FS Marketing
INTERNAL: STARBUCKS USE ONLY
INTERNAL: STARBUCKS USE ONLY
Sell-in Prior toOrder Ordering Sustainment
Train/Install
 Partner University
Provides partners
additional training
support on Starbucks®
On the Go Kiosk
program:
• Kiosk Intro
• Video Overview
• Key Resource Links
• Quiz for Understanding

Activation:
• Partners will receive
email invite for assigned
training
• Training tracked for
completion – be sure to
hit “SUBMIT” once
complete to get credit

INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY

Sell-in Prior toOrder Ordering Sustainment
Train/Install
 On the Go Pricing Options
Option 1: Espresso Only Option 2: Add Serenade Option 3: Add Airpots

Price: $37,427 Price: $31,870-$32,354

Price: $30,920 Base: $30,920 + $1,030-$1,554*
Base : $30,920 + $6,507

Included Items: Included Items: Included Items:

• On The Go Kiosk
• B&W3 CTMC espresso machine
• Under-counter refrigerator
• Extra chocolate hopper
• 1st Year Service Package (CTMC)
• Installation/calibration
• 2 PM Visits (3 & 9 month)
• 2 Reactive service calls
Additional Options
• Epayment Package (Options 1 & 2)
o Cashless payment solution
• Additional Soluble Hopper (Serenade)
o Ensure proper & regular cleaning
• Option 1 items • Option 1 items
• Serenade • Airpot Brewer
• Airpots
• 1st Year Service Package (CTMC)
• 1st Year Service Package (CTMC)
• Installation of brewer
• 1st Year PM Package (Serenade) • Includes initial water filtration
• Installation/calibration
• 2 PM Visits (6 & 12 month)
*Single or Twin airpot brewer that must be installed
• Initial filtration and supplies
elsewhere
Initial Order Product
Approx. $1000 for option #1
Freight included in all pricing
INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY

Sell-in Prior toOrder Ordering Sustainment
Train/Install
ROI Calculator

ROI calculator provides the opportunity to

customize to expected volume against kiosk
investment and provide operators with
breakeven timing and estimated annual ROI

INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY

Sell-in Prior toOrder Ordering Train/Install Sustainment

Prior to
Order
• Site Survey
 Site Survey

ROS Customer ROS

Perform an In-person Site Survey
• Confirm all electrical, water and
space needs are in place.
NEW Things to Look For
• Ice Machine – is one close by;
required for iced coffee
(Serenade Option)
• Milk Storage –adequate
storage nearby?
• Attendant – will there be
person nearby to monitor?
• Payment Options– POS or
epayment package
Review Pre-Installation Checklists
• Confirm all site requirements are in
place. (electrical, water and space
needs)
• Provide all brewer set up
configuration and service account
information on Pre-Installation
Checklists
• Email completed Pre-Installation
Checklist to Starbucks Field Sales
Rep.
Review returned Pre-Installation
Checklists
• Ensure completion
• Work with customer to make any
necessary adjustments
Forward Completed Pre-Installation
Checklists to BUNN for Installation
to be Scheduled

Provide customer Pre-Installation

Checklists
• Located on the HUB
• Two separate checklists for
Espresso and Serenade
• Required; completed and returned
to BUNN

INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY
Sell-in Prior toOrder Ordering Sustainment
Train/Install
Order Placement
• Order Process
• Ordering Unit, Equipment
• Product RPM Baskets
 Order Process & Timeline: Kiosk & Equipment

Order Placed 30-40* BUSINESS DAYS Ships 10 BUSINESS DAYS BUNNserve Tech/Operator

Foodservice
• Follows current Espresso Order requirements
o Customer purchase order strongly recommended
o Credit Approval Required
• Equipment Baskets in RPM
1 o Option 1: Espresso Only – ordered under espresso order type
o Option 2 with Serenade, requires separate order
o Option 3 with drip brewer, requires separate order

• Provide requested installation date based on lead times provided above

• If adding brewed coffee option, sales partner will need to communicate via RPM that orders are
tied together.

• Espresso machine and refrigerator ship from La Vergne, TN DC

• Kiosk ships from Synsor manufacturing in Everett, WA
2 o *Initial manufacturing lead-time is 6-8 weeks. Expected to improve to 2-3 weeks by FY’17 Q3.

• All items ship to customer’s site

• If adding Serenade, that item will ship to BUNNserve tech or sub agent
3 • Recommendation: Install over 2 days.
o Kiosk install time: 4 hours
o Espresso install and training 4-6 hours

INTERNAL: STARBUCKS USE ONLY

Sell-in Prior toOrder Ordering Train/Install Sustainment

 Ordering Equipment and Product RPM Baskets

Foodservice
Equipment
Options 1: On The Go Equipment Options 2: Serenade Option 3 Drip Brewer and airpots
• No basket available
• Basket available • Basket available
• Separate orders required
o B&W3 CTMC espresso machine o Serenade
o On The Go kiosk o Additional Soluble Hopper
o Under-counter refrigerator o Required Installation and
o Extra chocolate hopper Service Bundle
o Water filtration • Separate order required
o Required Installation and Service
Bundle
Additional Accessories, Supplies and Optional Packages
• EpaymentPackages (CTMC and Serenade)

RPM Basket: Foodservice: Coffee, Paper, Display and Additional Products*

• 1lb & 5lb Espresso • Cup & Lid Holder • Cleaning tablets
Due to customization
• Hot Cups-8,12,16 • Sleeve Holder • Training Materials
options all marketing
• Lids – Hot • Tazo Rack • Marketing Support
should be ordered through
• WPS Napkins • Tazo Tea Starter
Fs Marketing directly by
• Stir Sticks • Hot Cocoa
field partners
• WPS Sleeves • Fontana Syrups

*Product Orders quantities in RPM will need to be adjusted and modified based on operator need and OTG execution option.

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Sell-in Prior toOrder Ordering Sustainment
Train/Install
Installation & Training
• BUNNServe & Synsor
• Starbucks Responsibility

Date
 F o o d s e r v i c e O p e r a t o r Tr a i n i n g

BUNNserve & Synsor ROS

• BUNN Technician will • Onsite to provide brand
bring accessories and and overall operator
filtration. expectation for delivering
• Conduct installation & Starbucks Experience
initial operation, • Review Starbucks
maintenance, and provided Equipment
machine training for Cleaning and Product
the customer. Cards & Operations Guide
• Optional e-payment for On The Go
package installed • Install marketing at kiosk
prior to opening

INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY
Sell-in Prior toOrder Ordering Sustainment
Train/Install
Sustainment
• Service Model
• Warranty and PM Program
• Parts and Accessories
 Service Model

Foodservice
The Starbucks ® On the Go and the Serenade™ brewer (optional) are sold
equipment programs. The customer is responsible for service and filtration.
BUNNserve is the only authorized service provider.
• Installation:
• Included in the purchase price of the equipment
• Installation request process mirrors current BUNNserve supported
equipment programs
• Confirmations for installation scheduling require Pre-installation
Checklist/Site Survey form completed and sent to BUNNserve
• Reactive service:
• NEW! Starbucks specific toll free number available 24 hours a day
(888-447-3719)
• Required: Customer account set up with BUNNserve or credit card

INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY
Sell-in Prior toOrder Ordering Sustainment
Train/Install
 Service Package a n d P M P r o g r a m

Foodservice
Option 1: Standard set-up Black & White 3 CTMC espresso machine
1st year Service package included in purchase price
• 3 and 9 month PM visits
• Replacement of select wear parts
• Cleaning/de-scaling of machine
• Includes 2 Reactive Service calls

Option 2: Serenade Add on

1st year PM package included in purchase price
• 6 and 12 month visits
• Replacement of select wear parts
• Cleaning/de-scaling of machine

BUNNserve will schedule all PM’s with account directly

2+ year PM packages can be purchased directly from BUNNserve

Casework: Synsor provides a 1 year warranty covering workmanship and manufacturing defects

INTERNAL: STARBUCKS USE ONLY

INTERNAL: STARBUCKS USE ONLY

Sell-in Prior toOrder Ordering Sustainment
Train/Install