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How it started

The Central bank in Brazil was about to create a new method of instalment and Stone could lose profit for this new type of instalment that would only benefit banks, I'll explain more about this in details in this page.

How it started

The Central bank in Brazil was about to create a new method of instalment and Stone could lose profit for this new type of instalment that would only benefit banks, I'll explain more about this in details in this page.

The challenge

To create a better payment method for our users.

I have received the task to create an instalment payment “with interests” but instead of banking interest we would use the anticipation fee

Come with me, I'll explain everything.

The challenge

To create a better payment method for our users.

I have received the task to create an instalment payment “with interests” but instead of banking interest we would use the anticipation fee

Come with me, I'll explain everything.

Design thinking

In order to find a solution, We used the Design Thinking frame work

👞

EMPATHIZE

🎯

DEFINE

💡

IDEATE

👩‍🎨

PROTOTYPE

🧪

TEST

Context scenario

Context scenario

$300 Product price

Consider a product sold for $300 in 3 installments

Benefits Stone

3 Installments

Interests-FREE

Card holder pays only for the product

Business owners gets the money each month

Can pay a anticipation fee an get on the day next

$10 on anticipation fee p/ month

$300 Card holder pays

$270 Owner gets

Benefits bank

3 Installments

WITH interests

Card holder pays 3 months of interests to the bank

Business owners gets all at once, but only 30 days later

Impossible to track the interest banking fee

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

Benefits Banks and Seller

3 Installments

NEW METHOD

Card holder pays 3 months of interests to the bank

Business owners gets all at once 5 days later

Possible to track interest fees

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

3 Installments NEW METHOD

Card holder pays 3 months of interests to the bank

Business owners gets all at once 5 days later

Possible to track interest fees

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

Benefits Banks and Seller

Benefits bank

3 Installments WITH interests

Card holder pays 3 months of interests to the bank

Business owners gets all at once, but only 30 days later

Impossible to track the interest banking fee

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

Context scenario

$300 Product price

Consider a product sold for $300 in 3 installments

Benefits Stone

3 Installments Interests-FREE

Card holder pays only for the product

Business owners gets the money each month

Can pay a anticipation fee an get on the day next

$10 on anticipation fee p/ month

$300 Card holder pays

$270 Owner gets

Benefits bank

3 Installments

WITH interests

Card holder pays 3 months of interests to the bank

Business owners gets all at once, but only 30 days later

Impossible to track the interest banking fee

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

Benefits Banks and Seller

3 Installments

NEW METHOD

Card holder pays 3 months of interests to the bank

Business owners gets all at once 5 days later

Possible to track interest fees

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

3 Installments NEW METHOD

Card holder pays 3 months of interests to the bank

Business owners gets all at once 5 days later

Possible to track interest fees

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

Benefits Banks and Seller

Benefits bank

3 Installments WITH interests

Card holder pays 3 months of interests to the bank

Business owners gets all at once, but only 30 days later

Impossible to track the interest banking fee

$10 on interest p/ month

$330 Card holder pays

$300 Owner gets

👞

👞

EMPATHIZE

🎯

🎯

💡

💡

👩‍🎨

👩‍🎨

🧪

🧪

Kick off

We ran a CSD MATRIX that stands for Certainties, Assumptions and Doubts

The goal in here is to gather as much people with knowledge in the product you want to build or have information, then you cluster data and use knowledge to create hypothesis

Recruiting Sellers

We talked to small businesses and conducted a questionnaire to understand their problems and needs regarding installment payment and anticipation.

Learnings

Business Owners who used instalment without interest
to understand:

Business Owners who used instalment without interest to understand:

How they were using

Why they preferred this method

Context of usage

They did the math and added the anticipation fee into their product’s price when selling by instalment

Understand behaviour

Business Owners who used instalment with interest
to understand:

How they were using

Why they preferred this method

Context of usage

No math required, buyer accepts the interest but it is impossible to know the final price because this information is not available.

Opportunity

Business Owners who don't use instalment at all:

Why they were not using

What could make them use?

Could we solve their issue?

Afraid of anticipation fees and need to sell cheap to profit with volume

Opportunity

Business Owners who used instalment without interest to understand:

How they were using

Why they preferred this method

Context of usage

They did the math and added the anticipation fee into their product’s price when selling by instalment

Understand behaviour

Business Owners who used instalment with interest
to understand:

How they were using

Why they preferred this method

Context of usage

No math required, buyer accepts the interest but it is impossible to know the final price because this information is not available.

Opportunity

Business Owners who don't use instalment at all:

Why they were not using

What could make them use?

Could we solve their issue?

Afraid of anticipation fees and need to sell cheap to profit with volume

Opportunity

Buyer habits

The buyer's only concern with installments is whether the monthly amount is affordable.

“The monthly charge needs to be affordable”

Seller habits

For the seller, determining the amount in their bank account after a sale was a difficult task.

“If I charge you 1,000 Reais in the instalment method, split in 3 months, how much will I receive in my bank account and when?”

👞

🎯

DEFINE

💡

👩‍🎨

🧪

Defining the problem

The math is complicated due to varying card fees, installment percentage ranges, and the anticipation fee dependent on the number of installments.

Business owner's life

Now think yourself as the only owner of the business, you need to manage your

• Cash flow
• Suppliers
• Inventory
• Contracts
• Government taxes

Defining Hypothesis

There were 2 questions that if we could make the business owner answer on their own, We should have the problem solved

🎯

Question 1

How much will I receive?

If I charge you R$100 using installment interest-free how much will I receive and when, what if I anticipate?

🎯

Question 2

How much do I need to charge?

How much do I need to charge this client for him to pay in 3 installments and I receive R$100 by tomorrow?

👞

EMPATHIZE

🎯

DEFINE

💡

👩‍🎨

🧪

👞

🎯

💡

IDEATE

👩‍🎨

🧪

Ideation process

We assembled all relevant teams involved with the product, selected stakeholders, and collaborated to create the best flow to solve the problem.

7

Teams

The Solution

After observing sellers working with the interest-free installment, we found that some used an Excel table to add the anticipation fee to the product price. We created a sale simulator in the terminal to facilitate this process for other sellers, allowing them to input the necessary information and answer two important questions.

How much will I receive?
How much do I need to charge?

👞

💡

IDEATE

🎯

👩‍🎨

🧪

👞

🎯

💡

👩‍🎨

PROTOTYPE

🧪

Prototyping for the machine

Low-fidelity prototypes were useful for testing with stakeholders and stone workers.

TOTAL

R$ 110,00

R$ 55,00

2X

TOTAL

R$ 115,00

R$ 35,00

3X

TOTAL

R$ 120,00

R$ 30,00

4X

TOTAL

R$ 125,00

R$ 25,00

5X

TOTAL

R$ 125,00

R$ 20,83

6X

TOTAL

R$ 130,00

R$ 18,57

7X

TOTAL

R$ 133,00

R$ 16,62

8X

TOTAL

R$ 136,00

R$ 15,11

9X

TOTAL

R$ 140,00

R$ 14,00

10X

TOTAL

R$ 143,00

R$ 13,00

11X

TOTAL

R$ 150,00

R$ 12,50

12X

pagamento

20:04

2.0.0

3G

70%

High fidelity

Prototyping for the terminal was challenging because physical buttons had to be coded. At the time, Sketch didn't have scrollable frames, so I created an infinite border for the prototype. It worked on mobile with scrolling screens and users could click on buttons. Tests were successful.

👞

👩‍🎨

PROTOTYPE

🎯

💡

🧪


👞

🎯

💡

👩‍🎨

🧪

TEST

Feedback

After 2 rounds of tests and iterations we were ready for implementation

After 2 rounds of tests and iterations we were ready for implementation

After 2 rounds of tests and iterations we were ready for implementation

  • Nice, now you know how much you will get, I think this is good

  • "I think everyone would use it! to those who add an profit margin will be really good, because we would know how much we would earn"

  • "I would try to negotiate with the customer"

  • “Is this already available at Stone?"

  • Nice, now you know how much you will get, I think this is good

  • "I think everyone would use it! to those who add an profit margin will be really good, because we would know how much we would earn"

  • "I would try to negotiate with the customer"

  • “Is this already available at Stone?"

  • Nice, now you know how much you will get, I think this is good

  • "I think everyone would use it! to those who add an profit margin will be really good, because we would know how much we would earn"

  • "I would try to negotiate with the customer"

  • “Is this already available at Stone?"

👞

🧪

TEST

🎯

💡

👩‍🎨

Constrains

This was our main terminal at that time, it had very low pixel density, and the screen was tiny, it demanded Pixel perfect UI had a very short space for content so it needed to be intuitive.

The Team

Felipe Gallez - Product Designer
Raphael Eckhardt - Product Designer
Daniel - Engineer Manager
Bruna Barbosa - Product Manager

The Team

Felipe Gallez - Product Designer
Raphael Eckhardt - Product Designer
Daniel - Engineer Manager
Bruna Barbosa - Product Manager

Constrains

This was our main terminal at that time, it had very low pixel density, and the screen was tiny, it demanded Pixel perfect UI had a very short space for content so it needed to be intuitive.

The Team

Felipe Gallez - Product Designer
Raphael Eckhardt - Product Designer
Daniel - Engineer Manager
Bruna Barbosa - Product Manager

The Team

Felipe Gallez - Product Designer
Raphael Eckhardt - Product Designer
Daniel - Engineer Manager
Bruna Barbosa - Product Manager

After 3 months of usage in the terminal

1 Jan 2022 - 2 mar 2022

1 Jan 2022 - 2 mar 2022

#4

4º in usage

718k

Terminals using

519k

Bunsinesses

14M

Total interaction

After 3 months of usage in the terminal

1 Jan 2022 - 2 mar 2022

#4

4º in usage

718k

Terminals using

519k

Bunsinesses

14M

Total interaction

Increase in

2.1%

Total usage of installment method without interest

1.6%

Total number of users changing the type of the installment ( from with interest to without interest)

2.5%

Number of anticipation after
the release


Increase in

2.1%

Total usage of installment method without interest

1.6%

Total number of users changing the type of the installment ( from with interest to without interest)

2.5%

Number of anticipation after the release

All plataforms

The usage of the sale simulator was so expressive that we decided to implement it in all platforms.

All plataforms

The usage of the sale simulator was so expressive that we decided to implement it in all platforms.

Thank you

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Tell me what you need

Tell me what you need

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