ChatSKU by Virtina · Prospect Briefing

Persona & Job-to-be-Done Bulk Material Handling

Prepared for a bulk material handling equipment manufacturer. Every question below is a real thing a real buyer, customer, or rep would type into ChatSKU, grouped by who's asking and why, not just what they typed.

How to read this map
A
ICP category: the four dark switches below. This is the buyer's relationship to Bulk Material Handling: are they a first-time buyer, an existing customer, Bulk Material Handling's own inside sales team, or a distributor/rep partner reselling Bulk Material Handling equipment.
R
Role: the pill tags under the switches (e.g. "Plant Engineer / MRO Buyer"). A more specific type of person within the selected category. Click one to filter the cards below to just their questions.
Q
Sample query: the italic quoted line on each card. A real, representative question that type of person would actually type into ChatSKU.
J
The job (JTBD): the green block. Not what they typed, but the underlying goal behind it, what they're actually trying to accomplish or avoid. Two different questions can share the same job.
8
Impact score (1–10): the number in the top right of each card, with a fill bar underneath. An estimate of how much that use case matters to conversion, retention, or deal size, based on the Bulk Material Handling three-lens audit's Coverage/Quality/Momentum scoring.
★
"Lead with this" ribbon: flags the single highest-priority use case for this category: confirming that a competitor part truly interchanges before ordering. Bulk Material Handling's own site already names this tool ("Martin to Bulk Material Handling Part Number Cross Reference"), which is what makes it the strongest starting point for a first conversation.
i
Caption at the bottom of each card: the reasoning behind why that use case was included: what it's based on (Bulk Material Handling's own catalog and site content, the existing three-lens audit, or a reasonable inference worth confirming).

Twenty-one questions, four ways of relating to Bulk Material Handling, one pattern underneath: the fact needed to act (a fit confirmation, a spec, a status, a stamp) already exists somewhere inside Bulk Material Handling, engineering guides, the cross-reference tool, a form, a rep's own memory, it just isn't reachable from wherever the question is being asked.

ChatSKU doesn't ask Bulk Material Handling to write anything new. It sits on top of the catalog, guides, and tools already published, and answers each of these jobs directly, in the moment the question is actually asked, whether that's a plant engineer holding a worn part, an existing customer reordering a spec, or a rep on a call trying to hold a price.

The ChatSKU team

A few honest notes

  • All 21 questions and their jobs-to-be-done are pulled directly from the existing Bulk Material Handling use-case bank and three-lens audit, none were invented for this page.
  • Impact scores reflect the existing Coverage 7 / Quality 5 / Momentum 3 audit: momentum-blocking jobs (a fit confirmation, a stock check, a status lookup) score highest since that's where the audit found the deepest gap.
  • The cross-reference tool covers Martin Sprocket & Gear parts only, this real limit is called out directly wherever it's relevant rather than glossed over.
  • Whether Bulk Material Handling's existing chatbot (CaptAIn Conveyor) can already answer any of these is addressed separately in the companion Gap Matrix and three-lens audit, not repeated here.