Based on Yuval Peleg's Importers Deep Dive (13 Nov 2026). The doc concludes that what we most need to know (margins, cash stress, broker dependence, who decides on spending) is not online and comes from interviews. These steps follow from that. Owners are suggestions.
| # | Step | Why (from the doc) | Owner |
|---|---|---|---|
| 1 | Book the plastics importer first. It is the doc's running example and a warm introduction. | Stockists of 5 to 50 people are rated a high fit. A first call calibrates the questions. | Tom (intro), both on the call |
| 2 | Line up 4 to 6 more calls with stockists and distributors. Build the list from order-clerk job ads that ask for Priority experience, Yuval's network and the Chambers of Commerce importer divisions. | The two high-fit types. Job ads show who is hiring people for the exact work we would replace. | Yuval |
| 3 | Interview one customs broker or freight forwarder. | The doc calls it the best single interview for sizing: each serves hundreds of importers. It is also the first look at a licensed partner for the paperwork problems. | Yuval |
| 4 | Turn sections 12 and 13 into a one-page call sheet: the five rules, the question per pain, the disqualifiers and the 23-item checklist. | So every call collects the same facts and calls can be compared. | Tom |
| 5 | In every call, ask to see the last 10 orders and the last container's cost. Count orders a day, clerks, errors, and how long a price-list update takes. | These are the first questions for problems 1 and 7. Under about 30 orders a day, or costing already automated in the ERP, rules the importer out. | Both |
| 6 | Replace the illustrative numbers with real ones: gross margin, cash out per container, clerk cost, bad debt, what they pay outside firms today. | The doc says all section 4 figures are illustrative. The price we could charge depends on them. | Yuval collects, Tom keeps the sheet |
| 7 | Ask about the gatekeepers early: who the Priority implementer is, whether the Priority API add-on is installed, who advises the owner. | The implementer and accountant must agree to any new tool, and can be channels. | Both |
| 8 | Come back within two weeks with something concrete, built on what the importer showed: for example their own WhatsApp orders turned into draft Priority orders, or their last container costed per product. | Rule 5 of the playbook. A small demo on their own data tests whether they would pay. | Tom |
| 9 | Ask each importer for three introductions. | The last item on the checklist. The long tail of family importers can't be found online. | Yuval |
Add the missing glossary. Mark which numbers are his estimates in the summary, not only in section 4. Either add the "World" part the title promises or drop it from the title.