Home Frite - Bedford Ave. - Gino

david.umana@shipday.com•March 2, 2026

UnmatchedWatch on Fathom

Scorecard

5.5

Discovery

4.0

Closing

6.5

Objections

5.3

Overall

Conversation Metrics

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Talk/Listen Ratio

Ideal: 40-60%

—

Questions Asked

Ideal: 10+

—

Longest Monologue

Ideal: <2 min

—

Filler Words

Ideal: <10

25m

Duration

AI Coaching Summary

David from Shipday presented their delivery management platform to Gino from Home Frite, demonstrating features like branded tracking, heat maps, and customer review management. Gino is currently satisfied with First Delivery but expressed interest in learning about alternatives, especially with Relay shutting down in April.

Coaching Moments

Ask more probing questions about current pain points and quantify business impact

Better leverage the Relay shutdown timeline to create immediate need

Determine decision-making process and timeline earlier in call

Focus on unique differentiators rather than feature parity

Pain Points Identified

Relay driver shortage during snowstorms

“When there's a snowstorm, there's just no drivers around, and it took hours before the orders get picked up”

Most drivers assigned from Relay which is shutting down

“We've been noticing that most of the DSP that is always being assigned is from Relay”

Toast website orders declining due to Uber Eats promotions

“It's been going down, like, annoyingly going down because of Uber Eats. Total delivery from Uber Eats is 700, just last week”

Limited analytics and heat mapping capabilities

“I usually generate it myself. I download all the data, all the deliveries and delivery information, and I put it in Google”

Objections Handled

authorityNeeds Work

Exclusive Uber Eats marketing contract prevents self-delivery

competitorNeeds Work

Already have Toast SMS marketing tool

needNeeds Work

Currently satisfied with First Delivery

Sentiment Trajectory

Transcript

discoverydemopricingobjectionclosingvalue discussion

Gino Angelo00:00:00

Guys are utilizing, you know, Toast Delivery Services.

Gino Angelo00:00:03

No, we're not using Toast Delivery Services.

David Umana00:00:07

You're not utilizing, let me see.

Gino Angelo00:00:09

So when I go, I'm going to turn my screen.

Gino Angelo00:00:11

I'm pretty much going to show you what I'm seeing right now.

David Umana00:00:17

So here.

David Umana00:00:25

No, no, I just, I just work with a lot of Spanish.

David Umana00:00:30

That I started.

David Umana00:00:31

that, I was like, perfect, cuídate.

David Umana00:00:33

And I'm like, dude, that's like no accent at all.