• This title isn’t punchy enough.

• ”micro retailers?” – consistency. Should be the mission / vision statement

• Empowering micro retailers to compete and win

Create a level playing field for micro

retailers
 Retailo at a glance

$230M 1.5M+ 60k+

Annualized GMV Orders Delivered Micro Retailers

Retailo the fastest growing B2B

e-commerce platform in MENAP
that empowers micro retails with 3 Products
a full stack of products to $12M+ 3 Markets Marketplace, Credit,
Annualized Loan-book KSA, Pakistan, UAE
Bookkeeping
simplify their lives and elevate
their business.

400+ 5,000+ $45M+

Brand Partners SKUs on platform Raised since inception

2
 Our Journey

$100M
TALHA ANSARI WAHAJ AHMED MUHAMMAD Credit Launch Series B
Rocket Internet Company GM Careem Karachi, NOWKHAIZ
CEO at 25, 3 years payments Serial Entreprenuer, Dubai, UAE
Director at CareemNOW expierience at Mckinsey Head of Strategy at Careem
6 Cities
Riyadh, $36M
$1M Monthly KSA Series A
GMV
Karachi, 2nd Int.
Pakistan Expansion

$100M GMV
Run Rate
1st Int.
Expansion
$2.3M
1st Pre-Seed
Order

3
June 2020 Today
Our Customer

Baqala (UAE)

Kiryana (Pakistan)

Informal Grocers

Koshk (Egypt)

Tamwinat (KSA)

Hanout (Morocco)
Do we need to add these names? Perhaps we can only keep competition in the region
They are up against a changing world order

Market Share* ~65% ~30% <5%

Value ($ Bn)* $180 $90 $12

Direction Under Attack Growing+ Growing+

~$300B
Grocery
Market

6% YoY Growth

Informal Grocers Organized Retail E-Grocery

5 Source: Management estimates based on Nielsen data

 They Have They Lack

Hyperlocal Physical Presence

Economies of Scale
Easy Access Impulse Friendly

Wide yet familiar SKUs

Deep Customer Relationships Technological Optimization

Community Driven Informal Lending

Personalized Service
Access to Finance
Lean cost structure

1-2 Shop Runners Cash Flow Positive

Low Capital Investment Digital Presence

6
Building a digital operating system to
solve these challenges

7
 An integrated business model spanning the
full value chain
2-5 Distributors  Multiple intermediaries


Late delivery / inefficient
100+ transport
The old way

Brands 5-10 Large Wholesalers

Customers  Restricted working capital

2,000+ 10+ Small Wholesalers

Retailer
 Pen and paper bookkeeping
Products
 Cash only


100+ Brand Agents Phone / physical interactions
with customers

 E-commerce marketplace
aggregating supply

 Economies of scale
100+
 24/7 delivery
The Retailo Way

Brands
Customers  Credit financing

2,000+  Digital Bookkeeping

Payment and inventory
Products Retailer
 management

 Digital B2C capabilities to cater

for changing customer needs

Demand Side Credit & Ledger

Supplier Side


Supply Forecast
Geographic density of SKUs


Purchase Patterns
SKU demand forecast


Turnover of SKUs
Estimate P&L Data transparency in an opaque ecosystem
 Credit history  Working capital insights

8
 Frictionless technology to serve all their needs

E-Commerce Marketplace Credit Financing Digital Ledger POS Solution B2B2C Infrastructure

2,000+ SKUs Instant Approval Record Debit / Credit Inventory Management Offline to online

24H Delivery Adjustable Limits Payment Reminders Digital Payments Digitize Footfall

What we’ve built Where we’re headed

9
B2B2C

Point Of Sale

Digital Ledger

Credit Buy

E-Commerce

10
 One-stop-shop procurement platform

1 2 3
Procure all your Price discovery, Loyalty program
inventory in 3 Recommendations, to incentivize
simple touches Targeted coupons digital adoption

11
 Full stack technology for the entire value chain
Pricing Engine Demand Prediction Logistical Optimization

Competitive Pre-stocked Efficient

Pricing warehouse Distribution

All orders aggregated Picked and packed Dispatched &

at midnight 2am-6am Delivered 6am – 8pm

Order before midnight – receive it next day

12
Should we discuss customer retention cohorts
Rapid growth driven by strong PTM fit

$230M+ Annualized GMV GMV per user increases ~5x over time

Quarterly GMV GMV Retention Per Avg. User 476%

$48.0

70% Growth
Quarter on Quarter
$32.0

212%
$22.0 275%

$15.0
$11.0
100%
$6.0
$2.0

Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 M1 M6 M12 M20

13 Source: Company Information.

We should mimic 5 year target on right to show realistic numbers
Unit Economics

Present Day* ($100 Order) Steady State ($100 Order)

Warehousing Costs
Warehousing Cost
Last mile cost
Economies of Scale
Last mile cost
Incentives
Supplier Services
• Advertising
• Merchadising Net Margin
• Data Analytics
Incentives
Net Margin
Gross Margin
(Sell price – Buy Price) $8.0

($3.6)

Gross Margin

14 *Note: Cost structure based on 6 month averages from Q4’21 and Q1’22 data
B2B2C

Point Of Sale

Digital Ledger

Credit Buy

E-Commerce

15
 Financing solution embedded into E-commerce platform

1 2 3
In-app KYC / Data driven, Seamless access,
onboarding automatic credit Transparent
limits Pricing

16
Add some more data points – KPIs on details of the process
Full stack technology for the entire value chain

KYC Scoring Engine Loan Management Collection Infrastructure

E-commerce as a
lead gen. funnel
Interoperable with Manage cash and
3rd party lenders digital collection

Digital ~15 Data

Onboarding
E points

C
O C
M R
M E
E DI
R T
C
E

17
Is $11M the right way to talk about it? Our loanbook will just be $1M
Synergy with E-commerce leading to instant adoption

$11M+ Annualized Disbursements Credit Drives Retention & Adoption

Orders per Month SKU per Order
Monthly Disbursement ($)
1.8x 7.8 2.5x 10
$930,000

~150% Growth 4.3

Month Over Month

$560,000
Avg. Customer Credit Enabled

Avg. Order Value

4
1.3x $100

$76
$215,000

$60,000

Jan-22 Feb-22 Mar-22 Apr-22 Avg. Customer Credit Enabled Avg. Customer Credit Enabled

18
 Unit Economics

Pakistan (Avg. Loan = $100) KSA (Avg. Loan = $650)

Rev. Share with Finacier

Cost of Capital

Collection Cost

Collection Cost
NPLs

($6.3)
20% Profit Margin

6% Profit Margin $2.0

Intrest Income 0.1$ Intrest Income

19 Landing unit economics for end of Q2 2022

B2B2C

Point Of Sale

Digital Ledger

Credit Buy

E-Commerce

20
 Simple cash management tool

1 2 3
Record of all Send SMS Seamless access,
income and payment Transparent
expenses reminders Pricing

21
 Low cost, high engagement

15,000 Users

Low-cost
acquisition
Data to inform
Credit buy

Driving
Retention &
Engagement

Launched April 2022

22
 Future Products
B2B2C

Point Of Sale

Digital Ledger

What we’ve built

Credit Buy

E-Commerce

23
 Multi-purpose POS to go fully digital

Optimize
procurement with

1
Retailo’s ”auto
Inventory replenish”
management

Share business
insights to enable
higher credit limits

2 Digital
payment

Share profits of
data monetization

3 Data
Analytics
Provide best-in-
class customer
service

24
 Retailo’s O2O infrastructure

Increase revenue
through omni-

1 Accept digital
orders
channel platform

Virtual banking
infrastructure for
consumers

2 Sell virtual
services

Direct consumer
data for brands

3
Fully integrated
wit the Retailo
ecosystem
Opportunity to
directly reach
consumers

25
 Interlinked functionality between all products

Select examples:
B2B2C Profitability Increase AOV & SKU width for E-
Credit Buy
commerce

Point Of Sale Defensibility

Digital
Ledger
Better credit scoring data

More engagement for E-

Digital Ledger Data

commerce

POS Robust data for credit scoring

Credit Buy Retention Digital payments for E-com /

Credit

E-Commerce And more…

26
We should mimic 5 year target on right to show realistic numbers
Consolidated Unit Economics

Present Day* ($100 Order) Steady State ($100 Order)

Warehousing Costs
Warehousing Cost
Last mile cost
Economies of Scale
Last mile cost
Incentives
Supplier Services
• Advertising
• Merchadising Net Margin
• Data Analytics
Incentives
Net Margin
Gross Margin
(Sell price – Buy Price) $8.0

($3.6)

Gross Margin

27 *Note: Cost structure based on 6 month averages from Q4’21 and Q1’22 data
 Competitive Analysis

(Bazaar)

Annualized
$232 Mn $150 Mn $350 Mn $500 Mn
GMV

Capital
$45 Mn $108 Mn $61 Mn $112 Mn
Injected

Time in Market 22 Months 23 Months 42 Months 49 Months

Geographic
3 Countries 1 Country 2 Countries 2 Countries
Presence

End-to-end
Product Suite

28
 Growth Projections (1)

Page Target: GMV + GTV + KPIs

SAMPLE

Page: Net Revenue + ARPU Graph + EBITDA

29
 Growth Projections (1)

Page: Net Revenue + ARPU Graph + EBITDA

SAMPLE

30
 Massive Adjacent Opportunities in Unorganized Retail

~$190Bn*
$700 Billion MENAP Retail Market
Grocery

~$270Bn*

Electronics

Fashion

Pharmacy

Other Retail
*Unorganized Market Size
Organized (35%) Unorganized (65%)
31
Thank you