From "build it and they come" to "go get them." Territory by territory. City by city. Face to face. The Compliance Carrot in one hand — and a processor location map in the other.
You're not hiring a sales team. You're claiming sovereign territory. Every trip has two objectives: sign roll sellers onto the Carrot, and locate the processors in each region who will handle the verified output.
Every territory trip has two jobs. Not one.
Job 1: Meet plastic roll sellers. Offer the One Year Compliance Carrot. Convert them into nodes.
Job 2: Locate the processors in that region. Map them. Understand their capacity. Build the relationship.
These are different conversations with different people. The roll seller gets the Carrot. The processor does not — they are a processing partner, not a compliance recipient. The processor relationship is about volume throughput, verified material contracts, and regional infrastructure. That is what funds the Carrot. The processor is the engine. The seller is the pipeline.
These are your Carrot targets. Businesses with plastic that needs EPR compliance. They're worried about the regulation. They don't want to pay for compliance upfront. You solve that.
These are your throughput infrastructure. They handle the physical verification, sorting, and processing of material. They do not get the Carrot. Their offer is different: verified material contracts, processing fees, regional volume agreements.
The Compliance Carrot is specifically for operators who supply material. Not for those who process it. Confusing the two conversations dilutes both. The processor is the back-end infrastructure that makes the Carrot possible. You need both. You talk to both differently.
| Region | Major Cities | Priority | Carrot Target | Processors | TGs |
|---|---|---|---|---|---|
| West Midlands | Birmingham, Wolverhampton, Coventry, Stoke, Dudley | 🔴 HIGHEST | 15 signups | 12 mapped | 3 activated |
| North West | Manchester, Liverpool, Preston, Warrington | 🔴 HIGH | 10 signups | 8 mapped | 2 activated |
| Yorkshire | Leeds, Sheffield, Bradford, Hull | 🔴 HIGH | 10 signups | 8 mapped | 2 activated |
| North East | Newcastle, Middlesbrough, Sunderland | 🟡 MEDIUM | 6 signups | 5 mapped | 1 activated |
| East Midlands | Nottingham, Leicester, Derby, Northampton | 🟡 MEDIUM | 6 signups | 5 mapped | 1 activated |
| South West | Bristol, Plymouth, Exeter, Swindon | 🟡 MEDIUM | 5 signups | 4 mapped | 1 activated |
| South East | Southampton, Portsmouth, Brighton, Reading | 🟢 LOWER | 4 signups | 3 mapped | 1 activated |
| London | All boroughs | 🟢 LOWER | 4 signups | 3 mapped | 1 activated |
The play: Hit the red zones first. Three cities per week. Two days per city. One day travel. Rinse. Repeat. In each city: seller meetings in the morning, processor location scouting in the afternoon.
Why they say yes: Zero cash. Zero risk. One year of regulatory coverage. The alternative is paying for compliance themselves — and they know it's coming. The Carrot is not a loss leader. It's a trust engine. After 12 months, they're not leaving. They're upgrading.
| Role | Responsibility | Rate | On What |
|---|---|---|---|
| Territory General | Owns a region. Visits roll sellers. Locates processors. Runs local events. | 15% + 5% | 15% of license fees signed in region · 5% of ongoing £15/tonne royalty from region — for life of the node |
| Node Partner | Existing Carrot client who onboards other operators in their network. Reseller role. | 25% | 25% of license fees for every operator they bring in — paid on conversion |
| Processor Partner | Regional facility handling verified material throughput. Provides physical processing capacity. | £8/tonne | £8 per verified tonne processed through their facility — paid monthly on volume |
| Compliance Referrer | Anyone who introduces a qualified roll seller. Introduction only — no ongoing role. | 10% | 10% of first year's fees from the introduced operator — one time, paid on activation |
No salaries. No overheads. The Territory General earns when the territory earns. The Processor Partner earns when material moves. Everyone's interest is aligned. That is sovereign economics.
The roll seller is your entry point. But EPR regulation doesn't stop at plastic rolls. Eight sectors face the same compliance squeeze. These are not competitors — they are sectors to partner with, process for, and offer the node to under different terms.
| Sector | EPR Trigger | Node Offer | Revenue Type |
|---|---|---|---|
| 🛒 Grocery Retail | EPR-liable packaging waste — high volume, public scrutiny | EPR compliance wrapper + verified return per store · Branded compliance report for ESG dashboard | dPRN + data licence |
| 🏭 Food & Beverage | Plastic packaging waste at production source — no infrastructure | Node at production site · dPRN minted at source · Compliance covered upstream before retail | dPRN + processing fee |
| 📦 E-Commerce & Logistics | Polybag, bubble wrap, void fill — massive untracked volume at depots | Depot-level node · Volume processing contract · ESG Dream™ for full plastic loop compliance | Processing contract + dPRN |
| 🔩 Industrial & Manufacturing | Stretch wrap, pallet wrapping, protective sheeting — regulated and rising | Carrot Year 1 · Direct purchase mode Year 2 · Manufacturer becomes node host | dPRN + node licence Year 2 |
| 🏗️ Construction | Plastic wrapping, piping offcuts, sheeting — increasing site-level scrutiny | Site-level Carrot · TG covers construction alongside roll sellers · Bundled EPR mixed streams | Processing fee + compliance cert |
| 🏥 Healthcare | Medical-grade plastic waste — stringent, regulated, high compliance sensitivity | Specialist node track · Segregated processing · Separate Truth Ledger entries · Premium fee | Premium processing fee (highest margin) |
| 🚗 Automotive | End-of-life vehicle plastics — OEM manufacturer responsibility rising | OEM compliance partnership · dPRN per vehicle lot · Data licence to manufacturer for ESG | dPRN + data licence |
| 🎓 Education & Public Sector | Public procurement tightening — councils, universities, NHS increasingly liable | Council Gateway (MD-212 Offer 106) · Pioneer cohort sponsor · Compliance as public good | Credibility + licence fee |
The territory trip finds roll sellers. The ecosystem play captures these sectors. Territory Generals are briefed to spot sector-specific targets in every city — a food manufacturer in Leeds is a different conversation than a roll seller in Leeds. Both feed the node.
| Week | Cities | Roll Seller Targets | Processor Locations | Carrot Goal |
|---|---|---|---|---|
| Week 1 | Birmingham (central) | 20 roll sellers | 3 processors mapped | 3 signups |
| Week 2 | Birmingham (perimeter) | 15 roll sellers | 2 processors mapped | 2 signups |
| Week 3 | Wolverhampton + Dudley | 15 roll sellers | 2 processors mapped | 2 signups |
| Week 4 | Coventry + Solihull | 15 roll sellers | 2 processors mapped | 3 signups |
| Week | Cities | Roll Seller Targets | Processor Locations | Carrot Goal |
|---|---|---|---|---|
| Week 5 | Manchester | 20 roll sellers | 3 processors mapped | 3 signups |
| Week 6 | Liverpool + Warrington | 15 roll sellers | 2 processors mapped | 2 signups |
| Week 7 | Leeds + Bradford | 15 roll sellers | 2 processors mapped | 2 signups |
| Week 8 | Sheffield + Hull | 15 roll sellers | 2 processors mapped | 3 signups |
| Week | Cities | Roll Seller Targets | Processor Locations | Carrot Goal |
|---|---|---|---|---|
| Week 9 | Newcastle + Sunderland | 15 roll sellers | 2 processors mapped | 2 signups |
| Week 10 | Middlesbrough + Durham | 10 roll sellers | 2 processors mapped | 2 signups |
| Week 11 | Nottingham + Leicester | 15 roll sellers | 2 processors mapped | 3 signups |
| Week 12 | Derby + Northampton | 15 roll sellers | 2 processors mapped | 3 signups |
And you haven't sold a single license. You gave compliance away for free. The dPRN pays you. The processor partners add throughput capacity without capital cost. The Territory Generals add geographic reach without salary cost. The Carrot is not generosity. It is the most efficient revenue mechanism in the system.
Operator pays £0. Gets full EPR compliance. You keep the dPRN. Make £209.25/tonne. They build trust. You build the data layer.
They've seen the value. They switch to 50/50 split — they now receive £209.25/tonne in cash plus compliance continues. You keep your share plus the data.
They install their own node. £2,300 licence. They become a territory gateway themselves. They can onboard other operators. They earn. The network grows without you.
Most choose Option A or B. After 12 months of free compliance with verified material returned, they understand the value. They're not leaving. They're upgrading — and bringing others with them. That is the Genesis Pool activating at full speed.
The territory trip is not a sales visit. It is infrastructure deployment. Every city visit lays two tracks: the seller node and the processor relationship. The Carrot is the entry. The processor is the engine. The Territory General is the replicator. When all three exist in a region, the region becomes self-sustaining. The sovereign territory is not land. It is verified material flow.
"You don't need a sales team. You need boots on the ground, a Carrot they can't refuse, and a processor in every city to handle what you bring in. Two conversations. One trip. That's the system."— Jermaine Murphy · B66 Smethwick · April 2026