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Product Management Certification Program Industry Project - I

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Part 1 - Understanding the market Part 2 - User research Part 3 - Business Model Canvas Part 4 - Product Artifacts • User Persona • User Journey Map Part 5 - MVP Creation Part 6 - Sketching Part 7 - Wireframing & Prototyping

Part 1: Understanding the Market

Target Market Identification •

TAM, SAM & SOM Calculation under top-down approach Population – 1.2B % of Income-making – ~60% who falls within the age of 18-65 1.2B * 60% = 0.72B i.e., 720M

% who are un-married – ~18% who falls within the age of 18 – 25 1.2B * 18% = 0.216B i.e., 216M % who are married – ~25% who limits 2 orders per family (above the age of 25)

1.2B * 25% = 0.3B i.e., 300M Total Available Market (In Millions) : 216M + 300M = 516M Serviceable Available Market : ~20% assuming are from Tier-1 & Tier-2 cities

516M * 20% = 103.2M Serviceable Obtainable Market : ~60% assuming are from Top & Middle Income bracket 103.2M * 60% = 61.92M

Porter's Five Forces Substitution

New Entry • • • • •

• Less hygiene food at a better price which equals to best quality food • Availability of pre-cooked or prepared meal • Substitution products performs similar or equivalent

Low cost of entry Requires less Investments Lack of loyalty for newly established entities Ease of setting up an online venture Price conflicts

Competitive Rivalry • • •

More players with less switching cost Lack of loyalty Exceptional contention prompts forceful value cuts and high-impact promoting campaigns

• Lack of vendors more monopoly • More vendors less monopoly • Suppliers / vendors can set up their own e-commerce and with the help of local coordination will increase their margin

Supplier

• • • •

A sizable number of buyers in the market Buyers with price sensitive More buyers high price conflicts Less buyers more better price and less conflicts

Buyer

Porter's Five Forces Analysis New Entry (Low) : The entry hindrances are low and thus it makes the business cutthroat and furthermore diminishes the potential for obtaining benefits Substitution (Medium) : There is low brand dependability among customers as they generally pay special discounted bargain price Supplier (Medium) : The providers have medium haggling power since they are selling items on numerous sites

New Entry (Low)

Substitution (Medium)

Buyer (High) : The accessibility of substitute items and low exchanging costs give a great deal of Supplier (Medium) ability to purchasers Competitive Rivalry (High) : The force Buyer (High) of competition is high as there are a great deal of players on the lookout and low exchanging cost

Competitive Rivalry (High)

Competitor Analysis

CATEGORY

COMPANY BACKGROUND Zomato is an Indian multinational Swiggy is India's largest online food restaurant aggregator and food ordering and delivery platform, delivery company founded by founded in July 2014. Swiggy is Deepinder Goyal and Pankaj based in Bangalore, India, and as of Chaddah in 2008. Zomato provides September 2021, is operating in 500 information, menus and user-reviews Indian cities. Swiggy expanded into of restaurants as well general product deliveries under the name Swiggy Stores.

LOCATIONS

as food delivery options from In 2013, the two founders, Nandan partner restaurants in select cities. Reddy and Sriharsha Majety, As of 2019, the service is available designed an e-commerce website in 24 countries and in more than called Bundl to facilitate courier 10,000 cities. service and shipping within India. Zomato was founded Bundl was halted, and was as Foodiebay in 2008, and was rebranded to enter the food renamed Zomato on 18 January delivery market. 2010 as Zomato Media Pvt. United Arab Emirates, Sri Lanka, Only serviceable in India. Qatar, United Kingdom, Philippines, South Africa, New Zealand, Turkey, Brazil, Indonesia, Portugal, Canada, Lebanon and Ireland etc.

FOUNDERS

Deepinder Goyal and Pankaj Chaddah

Nandan Reddy, Sriharsha Majety, and Rahul Jaimini

KEY PEOPLE

Deepinder Goyal

Sriharsha Majety, Vivek Sunder,

Rahul Bothra and Dale Vaz

REVENUE

₹1,994 crore (US$260 million)

₹2,776 crore (US$370 million)

PROFIT / LOSS

₹−816 crore (US$−110 million)

₹−3,768 crore (US$−500 million)

OWENERS

Info Edge (18.6%) Uber (9.1%) Alipay Singapore (8.3%) Antfin Singapore (8.2%)

Bundl Technologies Private Limited

PUBLICLY LISTED

Yes | ISIN: INE758T01015

Zomato’s vision is to form the inevitable prospect of food.

Swiggy's vision is to raise the personal gratification of metropolitan customers by offering unique service.

LISTINGS

NUMBER OF EMPLOYEES DELIVERY EXECUTIVES

VALUATION MISSION

TARGET CUSTOMER

• The age group of 18-35 years • • The individuals who use cell • phones and are amenable to use apps. • Individuals who need to arrange their food home or in office or in lodging (working experts who • need food in their workplaces, students who need food in their • inns, individuals who do not have time or space to cook for themselves) • Individuals who like to feast out

The age group of 18-35 years. Individuals with simple admittance to mobile and familiar with the apps and online stages to satisfy their necessities. Students who cannot cook on their own People who have relocated for middle-class occupations and don't have a spot to prepare their own dinners (or who face food cravings during available time) • Families who like to skip cooking on specific days and request their food home delivered.

MAIN SOURCES OF INCOME

• • • •

Commission on delivery. Restaurant promotions. Zomato Pro Membership. Ticket sales for events at their partner restaurants. • Hyperpure, a supplier of farm products to restaurants.

• Commission on delivery. • Swiggy Access, which provides readyto-use kitchen space to restaurant partners. • Swiggy Super, its membership program. • Restaurant promotions. • Swiggy Go, its package delivery service available to all customers.

Home and Scrolling Page

PAGESPEED INSIGHTS | MOBILE developers.google.com/speed/pagespeed

PAGESPEED INSIGHTS | DESKTOP developers.google.com/speed/pagespeed

BLOGS VALUE ADDED SERVICES

zomato.com/blog

blog.swiggy.com

Zomato Gold, Piggybank, Pro

Swiggy Genie, Supr Daily, Instamart, Swiggy Scootsy, Swiggy Money, Bug Bounty

ORDERS

PROJECTION DOWNLOADS

• Market Share for Zomato = 55% • (Jan 2020) • FY25 GTV for Zomato = USD • 4.84 billion ~40 million

Market Share for Swiggy = 45% (Jan 2020) FY25 GTV for Swiggy = USD 3.96 billion ~46 million

APP RATINGS

USER EXPERIENCE FUNCTIONALITY

USER FEEDBACK

• • • • • • •

AVERAGE ABOVE AVEARGE UI is simple and intuitive Easy categorization of restaurants, cuisine, food and offers Few clicks from homepage to check-out UI is easy to remember for next use Delivery time is longer than ETA • Service is sometimes disturbed Offers and discounts sometimes by app updates. do not work • Menu is more expensive Poor/slow customer service compared to Zomato

SEO

Ranking & Meta-keywords

SOCIAL MEDIA

FUTURE INITIATIVES

• • Delivery of fresh foods — such as meat, eggs and dairy (customers might be able to subscribe to daily service) • Introduction of exclusive sign-up • of restaurants so that customers spend more time on app • Rationalization of rider • incentives to manage costs and increase efficiency of fleet utilization • Reduction in promotional spend • for food delivery to turn positive EBITDA in near future

Offer services across the value chain of restaurants (e.g.: procurement, marketing, table reservation, delivery, payments, etc.) Introduction of exclusive sign-up of restaurants so that customers spend more time on app Rationalization of rider incentives to manage costs and increase efficiency of fleet utilization Reduction in promotional spend for food delivery to turn positive EBITDA in near future

SWOT Analysis Strengths in the SWOT analysis of Zomato First mover advantage – One of the best competitive advantages of Zomato is that it is the first mover in many of the nations where it is establishing itself. Directories and other forms of restaurant ratings might exist. But as an app Zomato is excellent and many countries (like India) have loved the usability of the Zomato app. Evergreen industry – The restaurant industry is an evergreen industry. Sure, there may be recessions and other downturns which might affect the industry. But overall, this industry is going to stick around at all times and is only going to grow with rising disposable income. Fast Expansion – It is appreciative that Zomato has expanded so fast. It is already in 24 countries and is expanding year on year. Fantastic design of the app – Zomato has regularly won awards for its app design and for its userfriendliness. The App design is fantastic and it helps you discover restaurants nearby as well as in an area you are going to visit.

Number of users – Zomato has a huge number of users using their app. At the same time, the site also has 90 million visitors a month approximately. With so many users following the app and site, there are more reviews and hence more chances to find better restaurants.

Focused approach – The brand has a very focused approach and has always tried to bring the most of out of its unique offering. It is well connected with restaurants and regularly takes feedback from customers as well as restaurants. This focused approach has also helped the brand image and reputation of the firm. Excellent funding available – Zomato has picked multiple rounds of funding over the years and because it is now so well established in many countries, there is a lot of funding available for the app.

Multiple acquisitions – Zomato has acquired multiple companies most of which are software or technology related. Already turning profits – In April 2017, Zomato was profitable in all 24 countries it was operating in. For a company which is a start-up and has so much funding, it is a big thing to turn profitable because many funded organizations are still declaring losses even after a decade of establishment. Brand Equity – Zomato is valued at $1.4 billion within 7 years of inception. That says volumes about the popularity and love for the brand. Fantastic marketing – You can find Zomato working for its own marketing offline as well as online. Its print ads are hilarious and make an immediate connect with the audience. It is strong on Social media marketing and uses a combination of ATL and BTL strategies to attract and retain customers.

Weaknesses in the SWOT analysis of Zomato Security issues for the app – A major issue for Zomato in the past has been some security issues due to which the app was hacked and at least 17 million users data was copied. Such security issues are a nightmare for internet companies. Still a lot of expansion required – Considering that the app has established in 24 countries, there is good expansion. But at the same time, the app has been started 7 years back and with the amount of funding available for Zomato, the expansion can be much faster. It is allowing other services to establish themselves in this niche before it reaches their country. Word of mouth and Facebook check-ins – Besides such apps, in many places word of mouth still trumps apps and at the same time, Facebook check-ins are a strong competitor wherein people might not need Zomato. Thus, it is an app for early adopters but definitely not for laggards. Opportunities in the SWOT analysis of Zomato Further expansion – The number 1 opportunity for Zomato is to expand to more countries and establish its base faster. Service industry has a major problem that services can be copied very fast and very easily. As a result, it is critical for Zomato to establish and expand itself faster. More acquisitions – There are and were many small players in this space. Zomato can acquire several of its competitors and at the same time, it has to keep an eye on the tech industry and acquire any tech innovation it can get its hands on to keep on rising.

Cloud restaurants – Zomato is coming up with the concept of Cloud restaurants wherein restaurants will not have to get a physical space to actually sell their food products. Instead, they can sell from Zomato. Creating a community – Zomato does have a huge following but the users do not interact with each other. Creating a forum and a community out of the users already following Zomato can be a huge benefit for the brand.

Adoption of the internet and Smartphones – There is a huge increase in the adoption of Internet across developing and underdeveloped countries as well. Similarly, adoption of smartphone has also increased. Thus more and more orders and research about restaurants can happen online instead of through physical visits. Threats in the SWOT analysis of Zomato Google’s schema module – One of the major threats Zomato faces right now is the Schema module of Google wherein google locations itself is getting in restaurant recommendations. Even google homepage shows the google maps page where you can search for restaurants within your locality. Google being such a big brand, zomato faces huge competition from them.

Market followers and challengers – In the service industry, it is very easy to replicate the success of another service product or offering. Similarly, marketing followers and challengers can slowly take away the market share of Zomato.

SWOT Analysis Strengths in the SWOT analysis of Swiggy Fast Delivery – Swiggy is famous for its quick delivery service. Its technical platform is prepared in such a way that it accepts orders from customers based on its location, and the food would be taken from the nearest hotel of the customers. The customers would get the hotels that are near to them in their interface. With this model, Swiggy can efficiently process the orders for every customer. Neat User Interface – For customers to view comfortably, Swiggy has maintained an excellent interface to take their orders. Its user interface is neatly arranged in a way that the hotels are listed, and its menu and rates can be seen on clicking the hotel. When the customers choose their hotel and food, its payment gateways are also simple, and all the offers that the customers are eligible are listed. Then it takes to the payment process, and the transaction gets completed. Once the order is done, customers can also check the live update of their order.

Trained Employees – One main strength of the brand is its trained employees. The front and the back-end teams are well-trained and get the service delivered for the customers. Wide Selection – Yet another strength of the brand is the wide selection it has of the eateries. It provides various selection of eateries at the nearby location and with an extensive menu available there. It would also show you the eateries based on your preference, whether vegetarian and non-vegetarian.

Neat Packing – Swiggy delivers food to its customers with a neat pack. The hygiene part is also wellmaintained. Weaknesses in the SWOT analysis of Swiggy Targets Zonal Restaurants – Swiggy takes orders that are only from the restaurants located within the zone of the customers. Many competitors increase the customer’s requirement and expand to more restaurants. Increase in Brand Name – Currently, Swiggy’s brand awareness is less, and it needs to pay more attention to branding. Swiggy should create more marketing strategy to have the right brand image. Delivery Charges – The brand incurs some delivery and packing charges from the customer wherein the total bill amount would increase. So, this is a great weakness for the brand because some customers might hesitate to order through the platform as it might cost an extra amount. Opportunities in the SWOT analysis of Swiggy Innovator of this Idea – Swiggy was the first online platform for food delivery and the first to get this service to the market. They have shown new methods to deliver food and sees more opportunities to serve the customers. Growing Marketplace – Swiggy sees a vast opportunity in the market as there are many potential customers. They have many people and likely to increase so that it would benefit the brand. When customers increase, the brand also increases.

Increase in Market Share – Swiggy can increase its position in the market by showing its place more in the market. It can improve its market share by focusing more on its branding. Swiggy should invest more in branding so that it can be reachable to many. More Service – Swiggy should find ways to incorporate more service in its operations. It should also try ways to cut down on the delivery charges so that there would be more customers flowing in.

Threats in the SWOT analysis of Swiggy Fewer Customers – Currently, Swiggy has few customers, and this is a significant threat to the brand. When there are fewer customers, it would be tough to increase their sales that would impact its profit. Increasing Competitors – Swiggy sees many competitors from a small scale. When new competitors arise, they will give new offers, and at times people might tend to switch to the new brand. So, this way, it is a significant threat to the brand. Increase in Health-Conscious People – Nowadays, people are more health-conscious and prefer less of outside food. Not seeing the restaurant location and cleanliness of the place, people would hesitate to order food online. This is a big threat to the brand.

Part 2 : User Research

User Research Objective To understand the need/requirements for a new food delivery app Hypothesis 1. User want better offers and discounts/rewards

2. Users would like the ability to order home-cooked meals 3. Users staying away from home would like monthly subscriptions with delivery 4. Users would want a dabbawala like service to deliver home-cooked meals to the office

Survey Link - https://forms.gle/VuYFpLh9b8oQdScWA Survey Responses - https://docs.google.com/spreadsheets/u/1/d/1XxFZxtoxC_hyo93MPHSCRm--yE2IcIuiyZiIvmFEgss/edit?usp=sharing

Analysis General: ● Total responses received - 79 ● Split between people living home vs away from home is 79.7% and 20.3%

● Split between student and working professionals being 58.2% and 41.8% ● Maximum respondents were in the age group between 18-25 (75.9%) ● While users can order any meal, the meal that is ordered maximum is Dinner which accounts for 68.4% of total

respondents ● Frequency of ordering online - The response saw a good mix between once a week to occasionally

The explanation for each Hypothesis has been shared below with relevant data points. Hypothesis 1: User want better offers and discounts/rewards Hypothesis 2: Users would like the ability to order homecooked meals • Out of 77 responses received, 19 respondents said they would like better offers and rewards/discounts which is a • 55/77 ie 71% respondents prefer home cooked meals as compared to online ordering/eating in a restaurant 25% of the audience, thus this hypothesis is proved wrong • Interesting to note that almost 50% respondents agreed that they order food online due to rewards/discounts so this point can be kept in mind for future iterations

•

When asked if users would prefer home-cooked meals as a • feature, 43 responded with a yes and 25 with a N/A or a Neutral (This is because they stay at home) thus 43/77 which is almost 56%. All the users who are away from home responded with a Yes or a Neutral response.

From both the responses we can collectively say that while everyone is not interested in home-cooked meals, the ones who stay away from home would like that as an option and with a higher than 50% preference the hypothesis is not proved wrong and with a detailed survey could be adequately arrived at a conclusion.

Hypothesis 3: Users staying away from home would like monthly subscriptions with delivery

•

From the total respondents the number of users staying away from home are small % of 16/77 that is approx 21%

• •

Out of these the number who responded yes they would be interested is 11, Neutral are 5 that is 11/16 That is more than 70% are keen on such a service thus proving the Hypothesis right

The 32 number indicates even people staying at Home and interested in Monthly meal subscriptions

Home-cooked 4:Users would want a dabbawala like service to deliver home cooked meals to the office ● 41 respondents marked Yes, 24 Neutral or N/A however this could be applicable them also under a changed situation and only 14 responded as No ● Yes % is 53% and if assume Neutral is 50-50, (12/24) then another 15% can be considered thus Total of 68% and above thus proving the Hypothesis to be correct

Part 3 : Business Model Canvas

Business Model Canvas Customer segments (Target Customer group) • • • • •

People who do not wish to go out to restaurants. People who want to order food online and want to get it delivered at home/office. People who want to order products from nearby stores and get them delivered. Delivery partners – People who affiliate with <food delivery app> for order delivery. Restaurants and shop owners.

Value Proposition (Products or services offered by the business) •

Food delivery with no-restriction order policy

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Efficient online payment system

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Dynamic pricing

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No minimum order requirement

•

Different payment methods – Cash on delivery, credit/debit card, net banking, UPI, etc.

Revenue streams • Delivery charges • Commissions • Advertising • Affiliate income Channels (Methods of communicating with target customer segments) • Mobile application • Website • Digital marketing Customer Relationships (Type of relationship to be established with a specific customer segment) • 24/7 active customer support on call. • Feedback of the experience after every order delivery. • Live chat support • Social media pages

Key Activities (Core activities to run the business) • Market penetration • Partnerships with retail shops/restaurants/eateries. • Hiring and onboarding of delivery partners • Managing real-time deliveries and payment processes • Grievance redressal Key resources (Important resources required to run the business) • Local restaurants and shops • Skilled and verified delivery partners • IT hardware and software professionals • Investor funding Key Partners • Restaurants • Grocery and provision store owners • Delivery partners

Cost Structure • Restaurants • Grocery and provision store owners • Delivery partners

Part 4 : Product Artifacts

Part 5 - MVP Creation

Minimum Viable Product

MVP is the most basic version of a product with enough features to attract earlyadopter customers and validate the product idea in the early stages of development. The table lists the features and functionalities for the MVP.

Must have features

Nice to have features

Profile creation (Business profile)

Profile creation (User profile who orders food from the app)

Profile creation (Delivery partner)

Search function

Table reservation at a restaurant

Menu Page

Offers/Discounts

Restaurant reviews

Page share

Food selection

Culinary blogs

Quantity modification

Customer support

Subscription details

View cart Check-out Payment’s page Delivery tracking Rating/feedback

Part 6 - Sketching

Login page ❖ This is the sketch of the first page that will appear after the user installs the Food delivery app from the play store. ❖ Existing users can login into the app using their phone number/ email id and password. ❖ Users can retrieve or reset their password using the forgot password option.

Signup page New users of the app will have to sign up & they can use one of the available options for signing up such as entering their Phone number or email id, or signing up directly using their Google, Facebook or Twitter account.

Profile page ❖ The profile page consists of the name and photograph of the user along with email id and phone number. Buttons for Orders/history, Addresses, payments, refunds, ongoing offers, rewards and FAQ’s. ❖ User on this page can add/modify his/her details.

Home Page ❖ Home page includes a search bar. ❖ Below the search bar there is a promotion/advertisement displayed to the customers. ❖ This page also has recommendations based on users likings and had three sections namely your favourites, your recent orders, and trending, which provide suggestions to customers. ❖ At the bottom are three icons. The first one on the left which is like home takes the user to the home page, the second one in the middle takes the user to my profile page, and the third one on the right takes the user to view his/her cart on clicking on them. © Copyright. upGrad Education Pvt. Ltd. All Rights Reserved.

Search Results page ❖ Search results can be obtained using the search bar where the user can enter the restaurant name above which users location is displayed. ❖ Below the search bar there is a text section that displays the restaurant’s name, an option to select dietary preference and recommended dishes or best sellers of the restaurant.

Menu Page ❖ Menu page is displayed when a user searches for a particular restaurant. It consists of restaurants address, rating, reviews, delivery time estimate, search bar. ❖ Below the search bar there is a text section that displays restaurants names, an option to select dietary preference and recommended dishes or best sellers and top-rated items sold by the restaurants.

View Cart Page ❖ After the dishes are added the user can use the bottom right logo to view his/her cart. ❖ The user can view restaurant name, estimated arrival time, delivery location, items added to the cart, the quantity of the items with the provision to modify the quantity, rate per item and total amount. ❖ At the bottom are three icons. The first one on the left which is like home takes the user to the home page, the second one in the middle takes the user to my profile page, and the third one on the right takes the user to view his/her cart on clicking on them. © Copyright. upGrad Education Pvt. Ltd. All Rights Reserved.

Subscription Page ❖ The user can view his/her subscription plan on this page and also can add/modify a subscription. ❖ At the bottom are three icons. The first one on the left which is like a home takes the user to home page, second one in the middle takes the user to my profile page, and the third one on the right takes the user to view his/her cart on clicking on them.

Checkout Page ❖ At the checkout page the delivery location is seen along with the restaurant name, estimated time of arrival, order items, total rate. ❖ Additionally the user has an option to apply for discount coupons, add a tip for the delivery partner and finally place the order. ❖ At the bottom are three icons. The first one on the left which is like home takes the user to the home page, the second one in the middle takes the user to my profile page, and the third one on the right takes the user to view his/her cart on clicking on them. © Copyright. upGrad Education Pvt. Ltd. All Rights Reserved.

Payment Page ❖ At the payment page the delivery location is seen along with the restaurant name, estimated time of arrival, and total rate. ❖ The page below displays following options to the users for making a payment, user can choose any one of the following. a) Default payment option – used regularly by the user b) Saved debit/credit cards c) Various e-wallets d) UPI e) Different debit/credit cards f) Net banking g) Other payment methods © Copyright. upGrad Education Pvt. Ltd. All Rights Reserved.

Delivery Tracking Page ❖ Delivery tracking page displays 5 small circles which are highlighted once a particular activity involving the order is complete like order placed, order accepted, order picked, on the way and delivered. ❖ Below there is a map indicating the delivery location, delivery partner location and restaurant location. ❖ Below the map restaurant name is displayed along with estimated time of arrival. ❖ Users are given an option to call delivery agent, call the restraint or contact the customer service department, on this page. © Copyright. upGrad Education Pvt. Ltd. All Rights Reserved.

Rating and feedback Page ❖ Rating and feedback page has a star based rating from which the user has to answer the question by giving stars. 1 being the lowest and 5 being the highest. ❖ The questions include a) How did we do? b) Overall service c) Quality of food d) Delivery experience e) A text box where user can type suggestions for the food delivery app to improve their service and product.

Part 7 - Wireframing & Prototyping

Wireframe

Tool used for wireframing

Whimsical

Signup page

Profile Page

Home Page

Search Results Page

Menu Page

View Cart Page

Subscription Page

Checkout Page

Payment Page

Delivery tracking Page

Feedback and Rating page

Navigational Flow

Navigational Flow Description • • •

• • •

After downloading and installing the application from the play store new users are directed to the login page where they have a signup form that takes them to the signup page. Existing users can log in by entering their login credentials. New users are taken to the Profile page where they enter their details. This information is saved for existing users and they are given an option to modify/delete the information by going into the Profile Page of the app. On completing the above steps, new users are shown the Home Page while the Home Page can be seen by existing users once they log in to the app. If the user has previously added any item in the cart, it can be viewed on the view cart page. User can search for restaurants on the search results page. Menu page displays the menu and lets the user choose the food item and the quantity of it, the subscription page manages the subscriptions of the user.

Navigational Flow Description •

Checkout page provides a summary of the items ordered along with their rates.

•

Upon confirmation the user is taken to payments page where he/she can make the payment basis the choice available.

•

Post order confirmation delivery tracking page provides live tracking details to the user.

•

Finally on completion of the delivery the user is asked for feedback and ratings on the feedback and ratings page.

Prototyping In the final step, we have developed an interactive high-fidelity prototype by adding interactivity to the wireframes.

The same can be viewed by visiting the below links Prototype video - https://photos.app.goo.gl/HsKgFjxWAjf9f89t6 Prototype Link - https://www.figma.com/proto/2WpiSdwugvXnCieyxBXpVe/OSAM-Khana?nodeid=87%3A426&scaling=scale-down&page-id=0%3A1&starting-point-node-id=87%3A426

Thank You