Comparative Product Margins: Latin America vs. U.S.

Ralf Wenzel is the Founder & CEO @ JOKR, a global platform for instant retail delivery at a hyper-local scale serving both the US and LATAM. Ralf has raised over $260M for the company, most recently valuing it at $1.2BN. Prior to JOKR, Ralf spent 7 years as the Founder & CEO @ foodpanda, as well as, enjoying roles as Chief Strategy Officer @ Delivery Hero, Interim Chief Product and Experience Officer @ WeWork and even moving to the other side of the table as a Managing Partner with Softbank.

1.) What is the unit economic breakdown for quick commerce business models? What levers can be used to improve it over time?

2.) Comparing the US to LATAM:

• What is the AOV (average order value) in the US vs LATAM?
• What is the order frequency in the US vs LATAM?
• How does labour cost vary when comparing LATAM to the US?
• How does real estate cost for fulfilment centres differ when comparing LATAM to the US?
• How do product margins on a per product basis differ when comparing US to LATAM?

3.) New Market Growth and Maturation:

• What is the payback period for new markets? How has this changed over time?
• How does the payback period reduce with every new market being opened?
• What % of AOV is spent on marketing when a new market is opened? How does this marketing spend change over time?
• In mature markets, how much new customer acquisition is organic vs paid?
• What is the average weekly growth rate in new vs mature markets?

4.) Business Model Expansions:

• How does Ralf and JOKR approach the potential for private label goods?
• How does private label change the margin structure of the goods?
• What have been their lessons from starting their first private label goods?
• How does Ralf approach the ability to integrate advertising and paid search?
• What is needed for paid search and advertising to be a meaningful part of the business?