Specimen playbook
This is the deliverable. Not a feature tour, not a demo video — the actual playbook a vendor receives, shown in full against a real brand. Read it the way your reps would.
FieldWorks Labor is a fictional specimen vendor — we invented it so we could publish everything. Tropical Smoothie Cafe is real, and every figure about it below comes from the brand’s 2026 filing, as published on its brand page.
FieldWorks Labor sells workforce management — scheduling, labor forecasting, timeclocks — to multi-site food service operators.
They need a US franchise account list and an opener for their top targets.
Their reps were working a generic QSR list: no idea which brands mandate a stack, who actually signs, or what to say in the first line. FieldWorks gave us their URL. We read what they sell and ran it against every filing in the corpus. Tropical Smoothie Cafe came back in the strong-pursue band. This is that account’s page of the playbook.
Every quick-service filing in the corpus, scored against FieldWorks’ 8-dimension fit model. For this brand, the filing answers the questions a rep usually guesses at.
| Franchised units | 1,650 |
|---|---|
| Unit growth YoY | +8.98% |
| AUV (Item 19) | $978K |
| Royalty | 6% of gross sales |
| Ad fund | 6% |
| Initial fee | $35K |
| Investment range (Item 7) | $276K–$771K |
| Franchise term | 15 years, one 10-year renewal |
| Mandated tech (Item 11) | Accounting software only |
| Tech procurement | Franchisee discretion |
Every row traces back to the source document. Nothing here is a survey answer or a guess — it’s what the brand disclosed to regulators.
Eight dimensions, scored from the filing and from what FieldWorks sells. The score ranks this account against every other brand in their book.
How the eight dimensions weigh against each other is the part we keep. What matters to a rep: 76 puts this brand in the top band of FieldWorks’ ranked book, and each dimension above tells them why.
Who actually holds the budget — and how many doors each signature covers.
The filing names no technology executive and no central purchasing program for software. Operators in this system typically own one to a handful of units. That shapes the motion: there is no single contract to win, and no single contract to lose. The full playbook ranks every operator in the system by unit count and groups them into call tiers:
| Tier 1 — multi-unit operators | ranked list with unit counts — in the full playbook |
|---|---|
| Tier 2 — single-unit owners | segmented by state and opening year — in the full playbook |
| Tier 3 — incoming franchisees | ~148 new units a year, each choosing a stack from day one |
Every filing hides one clause that turns a cold pitch into “how did you know that?” Here is this one’s.
The initial term is 15 years. Renewal grants one additional 10-year term — and requires the operator to remodel to then-current brand standards. A mandated remodel is a capital event: the operator is already re-opening the wallet and re-evaluating how the store runs. That is the window to walk in with a scheduling pitch.
The 2026 filing mandates exactly one piece of software: accounting. No POS, no scheduling, no inventory system is required. For a system of this size, that is unusual — and it means FieldWorks is not displacing a corporate mandate. The installed base is fragmented, and the brand’s required accounting package is the integration to lead with.
The filing tells you who decides. The playbook tells your reps what each of them is staring at when the phone rings.
Owns a handful of cafes and runs them off a P&L, not a corporate IT roadmap. No RFP process stands between them and a purchase — and nobody above them will buy on their behalf. Labor is the cost line they can actually move.
The angle: one decision covers every door they own. Sell the portfolio, not the store.
Runs a $978K-a-year store with 6% royalty and 6% ad fund off the top before payroll. Wears every hat, including scheduler-in-chief. Buys tools that give back hours this week, not platforms that promise a transformation next year.
The angle: the demo is the schedule for next week, built in minutes.
Roughly 148 new units open each year at the current growth rate, each a $276K–$771K build. The tech stack gets picked during the opening checklist, before habits form and before a legacy system exists to defend.
The angle: be on the day-one list. There is nothing to rip out yet.
The first email a FieldWorks rep sends to a Tropical Smoothie operator. Every number in it came from the filing.
Hi {first name}— I’ve been reading Tropical Smoothie’s 2026 filing. Corporate mandates accounting software and nothing else, so each of the 1,650 franchised cafes picks its own scheduling setup — and at +8.98% unit growth, new stores are choosing one every week. At $978K AUV with 6% royalty and 6% ad fund off the top, labor is the line you control. Across your locations, is scheduling on one system, or did each store end up somewhere different? Happy to share what we see working at other multi-site QSR operators — no pitch attached.
— your rep, FieldWorks Labor
Units, growth, AUV, the mandate gap — all from one read of the filing, written before the rep ever opened the document.
What one signature is worth, in FieldWorks’ own deal model.
$360 MRR per signature is $4,320 ARR for one conversation with one operator. The system ceiling — all 1,650 franchised units at $90 each — is roughly $149K MRR. Price and staffing assumptions are FieldWorks’ (fictional); the unit count is real.
09 / 09 · Your turn
Drop your URL. We read what you sell, score it against every filing in the corpus, and hand back your ranked accounts — with the levers and the openers written. Refreshed on every new annual filing.