SWVL Holdings Q3 2021 Earnings
SWVL Holdings Q3 2021 Earnings
SWVL Holdings Q3 2021 Earnings
Q3 2021 Earnings
Supplemental Data
About Swvl
Replicating the successful model for our rst city [Cairo] to accelerate new market growth
2
fi
ff
fi
6
Our Customer
Promise 01. 7 minutes to station
Low average walk to station (7 mins) Air conditioned and top quality
02. Vetted drivers with background checks Critical incident teams and third-party
professional providers
4
Swvl’s Operating System
Swvl's operating system enables it to continuously utilize vehicles
by pooling demand across di erent use cases and seasonality, thus Swvl's businesses complementing each other..
signi cantly improving the assets' ROI, reducing the cost structure,
and enhancing the margin opportunity. • The B2C (Intra-city and Inter-city) and B2B/B2G (SaaS/TaaS) businesses of Swvl cater
to di erent use cases and have their own speci c target segment; this allows
customers to book rides across categories, thereby increasing the lifetime value
• The businesses also complement each other with di erent demand distribution trends
Swvl's Operating System throughout the year enabling the portfolio to de-risk against seasonality and other
Work demographic, consumer behavior patterns.
Fulfilled by Powered by
Mall
B2B / B2G
Intra-city
B2C
Inter-city travel
School
B2B/B2G
Weekend
Getaway B2B/B2G (SaaS/TaaS): enables corporates, schools and transit agencies
to provide optimized mass-mobility solutions via SaaS (Technology only) and
TaaS (Technology + Fleet Operations)
5
ff
fi
ff
fi
ff
Cutting-edge proprietary technology is the core of Swvl’s virtuous growth cycle and
creates a superior competitive moat
Predict and identify latent demand Create routes around demand clusters
1 2
Predicting demand for facilitating better selection Automated route creation to maximize demand conversion
Map the City Create routes centered around demand clusters and
• Swvl divides the city into equal areas (i.e., hexes) deliver on the reliability promise
• Hexes are the basic unit of analysis to build a network • A ML algorithm identifies key pockets of latent and
existing demand for a given city
Predict and Identify Latent Demand • A ML, self-evolving model, defines optimum routes to
maximize demand capture, minimize network-wide
• Run regression analysis to identify major demand pairs
cannibalization, minimize walk to station distance and
• Use in-app search data, social-media listening to define the right schedule time to deploy vehicles
understand potential user movement between hexes
Capture Latent Demand, Optimize Existing Areas • An algorithm assembles sets of routes in coherent plans that maximize demand capture,
• Determines hexes to add stations vehicle owner earnings, vehicle utilization, and driver’s convenience
• Run machine learning algorithm to predict revised network performance • An "ambulance" like fleet is placed across the network to minimize the impact of vehicle
breakdowns/no-shows and maintain customer promise
• Dynamic Routing (DR) is a proprietary computational Plan stitching tool creates thousands of plans per
technology developed by Swvl week while continuously decreasing cost per KM and
• Enables Swvl to adapt, real-time, to actual demand increasing vehicle ROI
pockets, as vehicles move around the city • Machine learning (ML) algorithm “stitches” multiple
• Creates stations on the fly to maximize demand routes into a plan
capture • A plan optimizes for driver convenience and earnings
by maximizing the driven monetized KMs via a system
• Identifies tolerable travel time budgets for riders and
of 2-6 rides per plan with a combination of retail,
ensures no breach of the ETA promised to customers
• Finds the best route that optimizes for the walk to station distance and the travel time travel and TaaS rides
• The algorithm helps ensure that the end point of every ride is conveniently close to the
• Evolution of a route dynamically upon discovering a new rider starting point of the subsequent ride
• Converts to a real station if adding the stop will keep route within prior customer travel time • The model helps ensure maximum vehicle RoI and maximum customer demand capture for
and walk to station budgets every vehicle
ff
ffi
Case Study(1): Cross-utilization of vehicles between di erent categories including B2C and B2B/B2G at Swvl is the key to
Fly-Wheel Effect augment the y-wheel e ect at a faster pace, leading to a signi cant increase in captain earnings and retention and at the
same time signi cantly reducing the cost per kilometer and thereby steering Swvl towards e ciency and pro tability.
Swvl’s Core Strategy
Cross-dispatched Capacity B2C (thousands)
199
221 3x
176 Growth in
139 6M
95
82
Lower cost
structure
Apr May Jun Jul Aug Sep
Better selection
Lower average
fare per trip
Non Cross-utilized Fleet Cross-utilized Fleet
Denser
$228 $429
network
Shorter walking Earnings (2) 88%
distance
Intra-city captains
More drivers
serving Inter-city rides
$0.020 $0.015
and vehicles
Better customer
experience
Cost per km (3) -26%
More rides
per customer
Earnings $433 $608 41%
Inter-city captains
fl
fi
ff
ff
fi
ffi
fi
Humanizing the Daily Commute by obsessing about the well-being of each individual rider
8
fl
fl
ffi
9
Gross Revenue
$68M
Growth
US$ 8.7
US$ 4.4
ARR
US$ 4 as on Sep 2021
All around growth across all KPIs including
US$ 1.1
capacity, utilization and average trip fare
has resulted in a rapid gross revenue Q3-2018 Q3-2019 Q3-2020 Q3-2021
growth
COVID-19 related restrictions &
lockdowns were a contributing
factor to this drop in revenue
10
10.9
9.0
8.7
Capacity
8x growth over last 3 years COVID-19 related restrictions &
lockdowns were a contributing
5.9 factor to this drop in capacity/
48%
1.2x pre-COVID19 levels Utilization (3)
3.3
2.7
73% growth over last 3 years Swvl's cutting edge, in-house search based capacity allocation engine enables the optimal allocation
22% higher than pre-COVID19 levels of capacity on routes throughout the network based on the geospatial distribution of user searches
Active Users
Quarterly Active Users - B2C (thousands)
600
450
6x
3.1x quarter on quarter growth 300
346.3
Growth
79.1
12
(1) Active Users: Number of users who have done at least 1 booking in a given time frame
Gross Margins
Quarterly Gross Margins
30.00%
144% 17.6%
>20% GM in Q3-2020 as priority was to Growth
15.00%
conserve cash during COVID-19
2.0%
13
(1) Gross Margins (GM): Margin post the supply cost
fi
Net Margins
Quarterly Net Margins
15.00%
years
-15.00% -12.5%
Profitable in Q3-2020 as priority was to
conserve cash during COVID-19 330%
-30.00% Growth
14
(1) Net Margins (NM): Margin post the supply costs, promotions, refunds, waivers and the captain incentives.
Cohort Analysis
Double-clicking on the fundamentals
16
Feb 19 24.5% 29.0% 34.3% 43.9% 39.0% 47.2% 51.3% 55.3% 58.5%
A comparison of the 2019 and 2021 cohort
shows a ~89% decrease in the time taken 2021 Cohorts take just ~0-1 month(s) to reach similar or greater levels of Utilization
(in months) to reach > 60% levels of Activation
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9
Month
schedule utilization (1)
Jan 21 72.4% 57.4% 70.4% 83.5% 86.7% 81.3% 83.0% 85.4% 84.1%
This is primarily driven by the network Feb 21 68.8% 65.5% 67.7% 74.6% 68.1% 69.1% 69.5% 70.2%
optimization engines powered by Artificial Mar 21 56.4% 61.4% 66.0% 69.3% 70.4% 72.5% 72.6%
Intelligence which constantly learns and Apr 21 92.2% 94.5% 95.3% 95.9% 96.9% 97.3%
optimizes with every ride building the first May 21 66.8% 60.5% 68.0% 72.4% 67.7%
of its kind self optimizing mass transit
Jun 21 64.4% 73.0% 76.7% 75.6%
system
Jul 21 81.4% 83.7% 82.9%
Sep 21 81.5%
17
(1) Schedule: A combination of a route and an hour, the schedule utilization is the percentage of seats booked out of all available seats in a schedule
Gross Revenue per user 2019 Cohorts took 6 months to reach $14 per month of gross revenue per user
Activation
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9
Month
Apr 19 $4.1 $8.6 $8.4 $12.4 $11.8 $14.2 $15.1 $12.5 $12.7
May 19 $4.1 $7.7 $12.4 $11.3 $13.6 $14.4 $12.1 $12.6 $12.4
A comparison of the 2019 and 2021 cohort
shows a ~33% decrease in the time taken 2021 Cohorts take just 2 months to cross $14 per month of gross revenue per user
(in months) to cross the same gross Activation
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9
revenue per user (1) ($14 per month) Month
Jan 21 $7.5 $15.5 $21.3 $17.9 $18.4 $27.4 $24.8 $27.1 $19.2
This is driven by dynamic pricing Feb 21 $7.9 $23.1 $19.1 $19.1 $25.8 $22.6 $25.5 $18.8
technology which considers users' Mar 21 $7.8 $15.3 $13.3 $17.9 $14.3 $15.6 $13.9
behaviour on the platform & churn
Apr 21 $6.5 $11.4 $13.6 $12.9 $12.8 $11.2
probability to adjust pricing which
May 21 $6.3 $14.8 $13.3 $12.5 $11.5
increases user affinity on the platform.
Jun 21 $9.0 $19.8 $18.9 $15.0
18
(1) Revenue per user is the income generated per active user in the de ned time-period
fi
Cairo 83%
30%
15%
A Success Story 0%
55%
-15%
-30%
Launched in March 2017, Cairo is the first 28%
Q3 '21 GM%
Q3 '21 Utilization
market for Swvl. -45%
31%
92%
0% -60%
Cutting-edge technological solutions like
1/1/2019 1/1/2020 1/1/2021 1/1/2019 1/1/2020 1/1/2021
biding platforms coupled with the flawless The net margin is maintained at
execution capability of the Swvl team has near break even levels due to a
0%
-2.9%
-140%
1/1/2019 1/1/2020 1/1/2021
0
Cairo Lahore Islamabad Karachi Cairo Nairobi Lahore Karachi
21
Swvl's expansion in
the TaaS and SaaS
segments
Quarterly Revenue TaaS/SaaS Active Clients TaaS/SaaS 150+ Active Clients Globally
2.5x
US$ 5.2
Growth
93
US$ 2.4
US$ 2.1
45
40
8%
$174M
Food & Beverages
38% 1%
Healthcare
Hospitality
ICT
higher than the 41% 6% Manufacturing
Real Estate
Active pipeline (ARR) as of Sep '21 Net Promoter Score (1) global benchmark* Textile
1% Others (2)
15%
5%
Cost Solutions
Reduction
Route Optimization and Fleet Mix 24/7 Support Real-time Tracking
Less
10%
Swvl support is accessible 24/7
Optimized routes and eet mix to The administrator can track all rides
Vehicles over call and in-app to ensure a
achieve higher eet utilization and in real-time without any manual
high quality in-ride experience.
lower costs. touch points on the Swvl Business
Any issue with the captains or
Dashboard. Each rider can do the
vehicles is resolved at the quickest
Customer same from the Swvl App.
90% Satisfaction
pace.
24
fl
fl
fi
Swvl gains access to an additional ~$35-60BN transit tech market by joining hands with Shotl
Expansion to Europe
with a controlling interest in
Shotl
Strong and growing presence in the MENAP region O erings are tailored for condensed geographies
with highly satis ed users and corporate clients and peak hour scheduled commute use-cases
Strong and growing presence in the EU and with highly Product caters to the on-demand use-case. Combined
satis ed users, corporate clients and B2G agencies mobility solutions will cater to wide range of use-cases
under-served communities globally with safe, On-demand SaaS technology and DRT (2)
efficient and cost-effective mobility solutions capabilities
25
(1) Including Brazil, Japan, Spain, Germany, France, UK, Italy, Switzerland, Portugal and Finland. Certain operations currently interrupted due to COVID-19 (2) Demand-responsive transit.
ff
fi
fi
Business Problem
Shotl Case Study:
Munich Airport: Large corporate site
with unpredictable mobility patterns
38,000 70 Longer
Employees Company Cars Waiting Time
Longer waiting time
Employees had complex Cars were under-utilized, for return journeys
mobility needs, highly involved a lot of time in
unpredictable employee parking and longer waiting
Shotl Results movements time for return journeys
Average
6 mins Travel Time
Challenge Solution
Average Find a new way to move employees without Configured a white-label on-demand service called ShuttleMe
7 mins Wait Time raising prices sky-high. with three branded minivans and professional drivers. During
working hours, airport employees can book a pick-up and
drop-off in real-time via the Passenger App from any of the
stops covering the entire airport.
Satisfaction
4.8 Rating
Adoption
+620% 1250
Increase in passengers Registered
per day; 180 up from 25 Users
26
Thank You
Appendix
Q3 2021 Unaudited Financials
Keyword Definitions
Keyword De nition / Formula
Bookings Bookings = ∑ Search sessions * Conversion % (Sum of booked seats with status completed, missed or cancelled)
Utilisation Percentage of lled seats out of all available seats. Utilisation = Bookings/Capacity (as per de nition Bookings here refer to Complete Bookings, Cancelled Bookings, as well as Missed bookings)
Revenue (GMV) GMV = Bookings * ATF (Sum of amounts billed to customers for bookings they made)
COGS Sum of amounts invoiced by our suppliers (vehicle owners) for the rides they provided
Promos Sum of discounts awarded to customers in the form of direct rebates on the fare, discounted package (bulk purchase) fares, and free credits awarded to their wallets
Captain Bonuses & Deductions (CBD) Sum of incentives awarded to our Captains (Drivers) and deductions made to Captains' pay as a result of non-compliance to delivery standards
Average Trip Fare (ATF) ATF = Revenue/Bookings (Average fare billed to our customers.)
Route SWVL way of de ning a starting point to a destination point with multiple stations as pickup/dropo points for users
Monthly active users Number of users who have done at least 1 booking in the month
New Users Users who made their rst booking in the current time period
Retained Users Existing users who made a booking in the current and the previous time period
Reactivated Users Existing users who made a booking in the current time period but not the previous time period
ARR Annual recurring revenue; it is the recurring revenue a company can expect in a year (annualized version of MRR i.e. Monthly recurring revenue)
B2B Business-to-business refers to a transaction or commercial business dealing between two companies
B2C Business-to-consumer (also known as Direct-to-consumer) refers to selling products and/or services directly to customerswho are the end-users
B2G Business-to-government, refers to the business relationship a company can have with a government institution
TaaS Transportation as a Service
SaaS Software as a service
Net Promoters Score Metric used in customer experience programs to measure the loyalty of customers for SWVL
fi
fi
fi
fi
fi
ff