Shipday x The One Esca Group

dylan.phillips@shipday.com•February 26, 2026

UnmatchedWatch on Fathom

Scorecard

6.5

Discovery

5.0

Closing

7.0

Objections

6.2

Overall

Conversation Metrics

—

Talk/Listen Ratio

Ideal: 40-60%

—

Questions Asked

Ideal: 10+

—

Longest Monologue

Ideal: <2 min

—

Filler Words

Ideal: <10

42m

Duration

AI Coaching Summary

Demo call with The One Esca Group (Spaghetti Warehouse locations) where Dylan presented Shipday's delivery management solution as a Toast integration to provide commission-free delivery with live tracking. The prospects showed interest but need time to evaluate ROI and digest the information before making a decision.

Coaching Moments

Calculate specific commission savings based on their current delivery volume to demonstrate clear ROI

Ask more probing questions about current delivery volume, commission costs, and customer retention issues

Create more urgency around the decision and get specific commitments beyond just scheduling another meeting

Prepare stronger responses to ROI concerns with specific customer examples and financial calculations

Pain Points Identified

Paying 15-30% commission on third-party delivery orders from regular customers

“DoorDash didn't bring you that customer today when they already knew they wanted to order you, but you're still getting taxed that 25-30% commission without control, without the data”

No ability to communicate with customers when delivery issues occur

“If the customer has a problem, they're not talking to you, they're talking to DoorDash customer support”

Time-consuming process to handle delivery disputes and refunds

“instead of you making 45-minute phone calls to DoorDash and Uber when food gets stolen”

Limited delivery radius with current setup

“They shrink your radius based on the rate that you get”

Objections Handled

needNeeds Work

Already have 10-mile delivery radius with Toast

authorityNeeds Work

Don't have bandwidth to manage delivery operations

priceNeeds Work

Uncertainty about ROI and cost justification

Sentiment Trajectory

Transcript

discoverydemopricingobjectionclosingvalue discussion

Lizzie Bruce00:00:05

Thank you.

+1 817-***-**5600:00:44

Thank you.

+1 817-***-**5600:00:46

you.

+1 817-***-**5600:00:48

you.

+1 817-***-**5600:00:53

Thank you.

+1 817-***-**5600:00:53

Thank Thank Hey.

+1 817-***-**5600:00:56

Okay, Shawn.

Dylan Phillips00:00:57

Cool.

Dylan Phillips00:00:58

Are we still waiting on one other?

+1 817-***-**5600:01:06

I'll take away on Mike and Harvey, but there's Harvey.