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20VC: Getir Founder, Nazim Salur on The Future of Last Mile Convenience, Who Will Win? Lessons on Driver Acquisition and Efficiency, Zone Maturity and Time To Profitability and Scaling to 300 Cities in the US in 2022

Sep 16, 2021

Nazim Salur, Founder and CEO of Getir, shares his journey from launching a taxi-hailing app to disrupting last-mile delivery with rapid grocery services. He discusses the importance of owning the entire vertical stack and strategic site selection for micro-fulfillment. Driver acquisition strategies vary by location, and Salur reveals insights into balancing SKU minimization with consumer demand. He emphasizes developing strong consumer loyalty and predicts the future dynamics of the grocery delivery market as it continues to evolve.

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ANECDOTE

Getir's Origin

Nazim Salur's 'aha' moment for Getir came while running BiTaksi, his taxi-hailing app.
Seeing taxis delivered in 3 minutes sparked the idea of delivering everyday items in 10 minutes.

INSIGHT

Vertical Integration

Controlling the entire vertical stack is crucial for 10-minute delivery.
Third-party reliance makes 10-minute delivery impossible.

INSIGHT

Warehouse Selection

Warehouse location in the 10-minute delivery model prioritizes proximity to consumers over real estate cost.
Getir uses algorithms and download location data to determine optimal warehouse placement.

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Nazim Salur is the Founder & CEO of Getir, one of the leading rapid delivery service providers that distribute over 1,500 everyday items within minutes. With an established status in Turkey, where the company trends towards a super-app, and a London launch behind it, Getir has further European and US expansion plans on the horizon. To fuel this expansion, Getir has raised over $1BN from Sequoia and Mike Moritz, Silver Lake, Mubadala, and Tiger Global to name a few. Prior to founding Getir, Nazim launched his first tech startup in 2012, BiTaksi, which brought people taxis in three minutes.

In Today’s Episode with Nazim Salur You Will Learn:

1.) How Nazim made his way into the world of startups with his founding of BiTaksi and how that led to his realization of the need for Getir?

2.) Why does Nazim believe that owning the entire vertical stack is a superior model? What are the selection criteria for the micro-fulfillment sites? What makes one more attractive than another? How does Getir think about the balance between SKU minimization and consumer demand? How does Getir think about building defensibility through their warehouse management system?

3.) How did Getir acquire their first drivers? What worked? What did not work? How does their driver acquisition strategy change depending on location? What is the core measurement that Getir uses to measure driver efficiency? What is the secret to driver retention? How has Nazim seen driver acquisition costs change over time in mature markets?

4.) How did Getir acquire their first customers? What is the most important element for consumers; speed or choice? How does Getir think about allocating marketing spend efficiently today? How has Nazim seen CACs change over time with the maturation of markets? With the immense funding for the space, is Nazim concerned about this?

5.) What are the decision-making criteria for what makes an attractive region to expand into? How much capital does it take to launch a new region? What is the time to profitability on each zone? How has this changed over time? How does Nazim think about expansion into the US? What excites him most about the expansion? What elements will be most challenging?