Specimen playbook
This is a specimen of the brands you can actually sell into, from the filings. FieldWorks Labor is fictional. Tropical Smoothie Cafe is real.
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.
A scheduling tool is bundled, and using it is the owner’s call.
“The BOH system includes tools for, among other things, sales forecasting, inventory management, and labor scheduling. The labor scheduling tool is bundled as part of the cost of the BOH system, but you may use or not use it at your election.”
“1,650 franchised cafes, scheduling left to each owner: what are your stores using?”
Score illustrative, for a fictional vendor. Facts from the 2026 filing.
FieldWorks Labor sells workforce management (scheduling, labor forecasting and timeclocks) to multi-site food service operators.
They need the brands they can actually sell into and an opener for their top targets.
Their reps were working a generic QSR list. FieldWorks gave us their site address. We read what they sell and ran it against the filings. Tropical Smoothie Cafe came back as PURSUE. This is this brand’s page of the playbook.
Every quick-service filing, scored against FieldWorks’ 8-dimension fit model. For this brand, the filing answers the questions a rep usually guesses at.
The back office is required, and the scheduling tool inside it is optional.
The BOH system includes tools for, among other things, sales forecasting, inventory management, and labor scheduling. The labor scheduling tool is bundled as part of the cost of the BOH system, but you may use or not use it at your election.
The POS is required, as hardware and software by subscription.
you will pay a monthly hardware and software subscription fee of (i) $487.91 per month for our standard equipment configuration and (ii) $671.32 per month for our drive-thru equipment configuration
A remodel at renewal applies only when headquarters requires one.
if required by us, remodel the business to our then-current brand image for new Tropical Smoothie Cafe Restaurants
Eight dimensions, scored from the filing and from what FieldWorks sells. The score ranks this brand against every other brand in their book.
How the eight dimensions weigh against each other is the part we keep, and the score is FieldWorks’, a fictional vendor. What matters to a rep: 76 puts this brand in the PURSUE band of FieldWorks’ ranked book, and each dimension above tells them why.
Who actually holds the budget, and how many doors each signature covers.
Headquarters lists a Chief Information and Digital Officer and a head of technology operations, and it designates the POS and the back office. Scheduling is the exception: the filing leaves it to each owner, so there is no single contract to win, and no single contract to lose.
Headquarters picks the POS and the back office. Scheduling is the owner's call.
The full playbook ranks every operator in the system by location count and groups them into call tiers:
| Tier 1, multi-unit operators | ranked list with location 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 cafes a year, each setting up scheduling 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 scheduling tool is already paid for, and every owner may still say no to it.
The back-office system is required, and the labor scheduler comes bundled in its $179 a month. The filing then leaves using it to each owner, and says headquarters does not direct scheduling. So FieldWorks is not selling into an empty slot, and not against a mandate: it is selling against a bundled tool, one owner at a time. The opener asks which they are on.
Using the bundled scheduler is each owner's election.
The BOH system includes tools for, among other things, sales forecasting, inventory management, and labor scheduling. The labor scheduling tool is bundled as part of the cost of the BOH system, but you may use or not use it at your election.
The filing tells you who decides. The playbook tells your reps what each of them is staring at when the phone rings.
Runs several cafes off a P&L, not a corporate IT roadmap. Scheduling is their call, not headquarters’. Labor is the cost line they can actually move.
The angle: one decision covers every door they own. Sell the portfolio, not the store.
Pays a 6% royalty and a 5% marketing fee 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.
Each a $275,500 to $770,500 build. Scheduling gets set up during the opening checklist, before habits form and before anything 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. The back-office system comes with a labor-scheduling tool, and the filing leaves using it to each owner, so across the 1,650 franchised cafes scheduling is the owner’s call. At +8.98% location growth, new stores make that call every week. At $978K average net revenue with a 6% royalty and a 5% marketing fee off the top, labor is the line you control. Across your locations, are you on the bundled tool, 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
Locations, growth, revenue and the scheduling clause: 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 cafes at $90 each, is roughly $149K MRR. Price and staffing assumptions are FieldWorks’ (fictional); the location count is real.
09 / 09 · Your turn