Discovery Playbook: Store Owner / GM

Who this playbook is for (Store Owner / GM)

You’re talking to the person accountable for store performance and operational execution: intake capacity, inventory accuracy, staff time, seller experience, in-store checkout, and (often) ecommerce outcomes.

Your outcome as an SDR: run a tight first conversation that ties Ribbn to their resale workflow, qualifies for fit, and books a meeting with the right stakeholders and a clear “why now.”

Ribbn in one sentence (persona-optimized)

Ribbn is an end-to-end resale commerce platform: it helps you source inventory from sellers, digitize one-of-a-kind items fast, manage item lifecycle and commissions, sell in-store (POS), sell online (Ribbn webshop or Shopify), and keep payouts and post-sale steps transparent.

What to lead with (value narrative → outcomes)

Anchor your talk track to GM outcomes, not features.

Pillar 1: Inventory + webshop + POS (end-to-end resale commerce)

Outcome: less chaos with unique inventory; clearer control from intake to sale to payout.

• Ribbn is a system of record for resale inventory and seller-linked items (commission attached per item).
• In-store selling: checkout via Ribbn (mobile app POS; Web POS + terminal is available on plans).
• Online selling: publish to Shopify via integration while Ribbn stays the source of truth for inventory/product data.

Pillar 2: AI-assisted intake/listing (AI QuickList)

Outcome: faster digitization + better listing quality with less staff time.

• AI QuickList: digitize products with a photo; AI fills in attributes.
• AI-generated product descriptions support more consistent, SEO-friendly listings from attributes.

Pillar 3: Multi-seller / consignment workflows (seller onboarding → commissions → payouts)

Outcome: fewer seller questions, cleaner splits, clearer payouts.

• Commission management links products to sellers and their commission.
• Sellers can submit items from home via Digital consignment (sell requests), which the store approves/rejects.
• Payout options include manual handling or Seller Self Payout (seller-initiated cash out once the store approves eligibility).

Pillar 4: Omnichannel execution (in-store + online, Ribbn + Shopify)

Outcome: consistent inventory + fewer oversells/mismatches as you scale channels.

• Ribbn supports in-store checkout and Shopify publishing workflows (Ribbn = source of truth; Shopify = storefront).

Pillar 5: Operational trust drivers (status lifecycle, return/holding, payout clarity, GDPR deletion)

Outcome: fewer operational edge-case failures (returns, holds, payout disputes).

• Status Management tracks the product journey physically + digitally; includes admin-driven statuses (Draft/QC/Listed/etc.) and system-driven post-sale statuses (Sold, payout steps).
• Post-sale payout steps commonly follow a return period (often referenced as ~14 days) before moving to “seller to be paid” status.

Talk track (30 seconds) — Store Owner / GM version

Use this as a repeatable opener:

“Ribbn is built for secondhand operations. It helps you source inventory through digital sell requests, digitize one-of-a-kind items fast with AI-assisted listing, link every item to a seller + commission split, and run the lifecycle from intake → QC → listed → sold → payout. You can sell in-store with Ribbn POS and, if Shopify is your storefront, publish products to Shopify while Ribbn stays the system of record.”

Then ask one question (pick based on what you know):

• “Are you mainly consignment, buy-out, or a mix?”
• “How do you intake items today—walk-ins only, or do sellers submit inventory digitally?”

Qualifying motions (what “fit” looks like)

Fast-fit signals (lean in)

Listen for:

• “We’re drowning in intake/admin work” → AI QuickList + lifecycle/bulk status control.
• “Inventory is messy / unique items are hard to track” → Ribbn as system of record + statuses.
• “Sellers constantly ask about payouts” → payout statuses + Seller Self Payout clarity.
• “Shopify is our webshop” → Shopify integration with Ribbn-first inventory workflow.

Yellow flags (still qualify, but tighten scope)

• They want a generic retail POS only (not resale workflows).
• They don’t manage seller splits/payouts (pure thrift donation model).
• They need deep tax/VAT guidance (escalate; don’t advise).

Discovery questions (GM-ready, outcome-first)

Use these to quickly map their current workflow and quantify pain.

1) Seller sourcing & intake

1. “Where does inventory come from—consignment sellers, buy-out, trade-in, or a mix?”
2. “Do sellers submit items digitally today, or is it mostly in-store intake?”
3. “What slows intake down the most—pricing decisions, photo/listing creation, tagging, or staff training?”

2) Digitization & listing quality (AI QuickList)

1. “Roughly how many items do you intake per week—and how long does it take to get an item from drop-off to ready-to-sell?”
2. “What’s your biggest quality issue online—missing attributes, inconsistent descriptions, or weak photos?”

3) Inventory control & lifecycle (trust + operations)

1. “Do you have a consistent lifecycle (draft → QC → listed → sold), or is it tracked in spreadsheets/messages?”
2. “How often do you need to move/update many items at once (e.g., QC → listed)?”
3. “How do you handle holds/returns today—and what usually triggers payout disputes?”

4) Payout workflows (manual vs self payout)

1. “After an item sells, how do you decide when it’s eligible for payout—do you wait out a return window?”
2. “How much staff time goes into payout comms—‘what sold, what’s pending, what’s paid’?”

5) Omnichannel & stack (POS + Shopify)

1. “Do you sell in-store via POS today—and do you scan items with QR/RFID/barcodes?”
2. “Is Shopify your storefront? If yes, what’s your system of record for inventory and product data?”

“Right meeting” definition (what to confirm before booking)

Before you schedule an AE call, confirm:

1. Workflow match: They do resale with seller-linked inventory (consignment/buy-out/mix).
2. Pain with consequences: intake bottlenecks, inventory accuracy, payout confusion, POS friction, online expansion.
3. Channel reality: in-store + (optional) Shopify storefront; need omnichannel consistency.
4. Stakeholders: GM/Owner + whoever owns ecommerce (if Shopify) + whoever owns payouts/finance ops.

Booking language:

• “Let’s bring in your ecommerce/POS owner and whoever handles seller payouts so we can map the workflow end-to-end and sanity-check fit.”

Quick product references (what you can safely say)

Resale workflow Ribbn supports (high-level)

• Seller submits inventory (Sell Request) → store accepts/declines + pricing → inventory moves through statuses (Draft/QC/Listed/etc.) → sold (system) → payout statuses (manual or self payout).

Status lifecycle language (use on calls)

Use these terms to sound “product-true” without getting tactical:

Objection handling (first-line, product-true)

Objection: “We already use Shopify.”

Response:

• “Totally—Ribbn often sits behind Shopify as the resale system of record. Your team creates and manages one-of-a-kind inventory and seller-linked workflows in Ribbn, then publishes to Shopify when items are ready.” Follow-up:
• “What are you using today as the source of truth for inventory and seller payouts?”

Objection: “We can do this in spreadsheets / our POS.”

Response:

• “That works until volume grows. Ribbn is purpose-built for resale: every item can be linked to a seller and commission split, moved through a consistent lifecycle, then tracked through sold-to-payout steps.” Follow-up:
• “Where do errors show up most—intake speed, missing items, or payout confusion?”

Objection: “Payouts are a headache—we don’t want more complexity.”

Response:

• “That’s exactly the pain Ribbn is designed around. You can run payouts manually with clear payout statuses, or enable a seller self payout flow where sellers can cash out after you approve eligibility.” Follow-up:
• “How do you decide when a sold item is payout-eligible—do you use a return/holding window?”

Objection: “We don’t want AI writing our listings.”

Response:

• “No problem—Ribbn supports manual uploads too. The AI options are there to reduce time per item and improve consistency, but you control your workflow.” Follow-up:
• “Where do you want staff to spend time instead—pricing, QC, or seller relationships?”

Pricing & packaging (SDR guardrails)

Use this to qualify budget/fit without turning the call into a pricing negotiation.

Plans (monthly) + transaction fees (as documented)

The pricing table shows three plans and transaction fee rules:

Add-ons (what commonly comes up for GMs)

Hardware-related line items (good to mention, don’t oversell)

Shopify vs Mobile Checkout bundling note

• The pricing doc notes you can choose between Shopify app integration or mobile app checkout, or get both for +$49/month.

Meeting booking checklist (copy/paste for call notes)

Use this structure in your CRM notes:

• Current model: consignment / buy-out / mix
• Intake volume: items/week + current time-to-list
• Biggest bottleneck: (listing, QC, tagging, pricing, payouts, POS)
• Online stack: Shopify? yes/no; current system of record
• In-store stack: POS + scanning (QR/RFID/barcode) yes/no
• Payout reality: manual vs self payout interest; return/holding window approach
• Success criteria: what would make Ribbn a win in 60–90 days
• Stakeholders needed: GM/Owner + ecommerce + finance/payout owner

Suggested next step (how to position the AE meeting)

Proposed agenda (30 minutes):

1. Map their workflow end-to-end (seller sourcing → intake → lifecycle → POS → payouts)
2. Confirm omnichannel model (Ribbn webshop vs Shopify + Ribbn system of record)
3. Align on packaging needs (terminals, add-ons like RFID/Tradera)
4. Define a “proof of value” focus area (intake speed, inventory accuracy, payout clarity)