GoPuff

“We have four and a half thousand SKUs per micro-fulfillment center, we don't have the massive tail of That a traditional big box has, right?”

“The other side of the equation was like, business would probably have been a lot larger today, right? We've been able to scale triple digits year over year for the last eight years consistently, but we would probably be even larger today, right?”

“College, while it's an important part of our business, Is in the low teens as a total percentage of our customers”

“We've been able to scale triple digits year over year for the last eight years consistently”

“We're really, really confident we could go from, like, low twenties, where we're at now, to mid-teens in a matter of quarters.”

“We're opening up 30 of these a month and accelerating even more.”

“When we started this business, the blended gross margin was in the high thirties, right? It's Now in the high forties and growing and the contribution margin is double digit positive.”

“GoPuff's latest funding round priced the company in a reported 8.9 billion dollars in March, 20 21, and to date, Raphael's raised over 2.4 billion dollars for the company.”

“We're well over like four, four and a half ODH in some of our more established markets, kind of industry leading, right?”

“So we'll be investing hundreds of millions of dollars in the European market.”

“Raphael has scaled the company to over 550 U.S. Cities, with over 7000 employees nationwide”

“But to imagine that this could be solved in a year or six months, it's crazy. We're eight years in the making with hundreds and hundreds of engineers, and we're just getting started.”

“A hundred percent of our comp markets that are profitable. They're producing cash flow.”

“The only way to effectively solve this problem for both consumers, which is first and foremost, and then ultimately unit economics, is by vertically integrating. So owning the entire experience end-to-end, owning the micro-fulfillment centers, the inventory, a…”

“We had, I think, all the opportunities in the world to exit this business along the years. It's not even something that we frankly entertained or considered.”

“And I think this business over the next five years is a multi-hundred billion dollar business.”

“We didn't raise money for our first two and a half years. Day one, the business was producing EBITDA. It was profitable from day one”

“Your subscription customers behave in a way that It's very different than your non-subscription customers, right? Like, 30% more repeat on a monthly basis, significantly higher AOV, even though that you removed the delivery fees from your subscription members,…”

“I think it's going to grow to 30% of customers this year come from in-app referral.”

“Their model is slightly different. They aim for about 30 minutes. We aim for 10 minutes.”

“If you look at like on a metro basis, all of our existing metros are producing, you know, cash flow. So you have your call calling your cash cows, right? Philadelphia, Chicago's Boston's, Miami's all of our Texas markets of the world that are producing cash fl…”

“We built a new financial model that's completely self-funded. Right. One that doesn't require any more outside capital.”

“If you look at, you know, order three, customers that made it over three and you look at the retention cohorts over the next 12 months, we're losing like low double, low single digit percent of our customers, like two, three percent.”

“We believe the steady state number is, you know, north of 55 or 60%.”

“I think that business one day can be as large as our retail business or as large as large as, you know, GoPub as it exists today, right? The GoPub app.”

“Pretty much everyone else in the instant need space from across the globe had the opposite strategy. You know, all we need to do is open up a whole host of buildings. We'll figure out the tech later. We'll figure out the operational excellence later. We don't …”

“We own 70% of the instant needs market in New York right now.”

“We're not going to add a, you know, fleet of hundreds of more buildings in the next 18 months, right? We'll strategically open buildings where it makes sense, but we're not going to be opening up buildings like we were opening up buildings in the last 18 month…”

“We cover a third of the U S”

“We have gross margin in the high thirties, low forties, depending on the region that you're in.”

“A customer that orders across three categories in their first order will spend 600 dollars more than that year than a customer that orders from one or two categories.”

“It increases retention. It's very rare that you introduce a category that improves retention, improves frequency and improves basket. Alcohol was one of those one of those categories. The go-up of the kitchen's business is another one of those categories that …”

“Alcohol is our lowest gross margin percentage category, but our highest gross margin dollar category.”

“Probably wouldn't have tested as many things as we've tested. Right. I mentioned pharmacy to you as one. It's like, it's not even the money aspect of the distraction factor for the team. I'm like, not focusing on the things that matter most. Like I mentioned k…”

“In the beginning, right. It took maybe a year or a year and a half for a building to recoup its investment. And now it's some buildings you open up and three months later, where you recouped all your fixed costs, right?”

“You're seeing in markets where we have go of kitchens, attachment rates of 20%. So 20% of all of consolidated orders, adding a kitchen item in there, something that we cook inside one of the, so I think that business shows a lot of promise, right?”

“We have markets that are doing eight or nine dollars positive on a per order basis.”

“You know, in a market that has a high ODH, the amount of orders a driver could fulfill an hour, versus a market that has a weak ODH, the cost difference on the variable cost side could be as high as 50%.”

“The first week of October, we have You know, kind of V-two of that launching which I think will keep P-ninety delivery time stable, but will improve our ability to bin and batch by, I think, you know, pretty close to double digits. So not only you know, that, …”

“So we started the year with 11% of our subscribers being FAM customers. So FAM is our subscription program. Two quarters later, 11% has now become 30%.”

“Our AOV has improved, you know, hundreds of percentages since we've launched the business, right? And we had an AOV in the teens, then in the twenties, now in the thirties.”

“We got into Spain via the Deja acquisition, and We probably should have pulled out immediately instead of waiting to pull out.”

“I actually don't think baskets are going to change from a dollar amount perspective, but the assortment inside of the basket is going to change, right? More of the kind of budget budget bottles but more quantity versus one kind of high ticket, high end item.”

“If, We hired some of that talent earlier, especially on the engineering and product side, we would have been even further.”

“We didn't raise money for our first three years.”

“To now where we are today, you know over a thousand cities on a global scale, you know, 12,000 employees globally”

“We launched a pharmacy business in Philadelphia. We're actually delivering prescription drugs to folks.”

“That balance for us at least meant that we're profitable in 20, 24.”

“I think midpoint last year, there was a lot of conversation, not just with our board, but investors on how fast we should be moving in Europe. And a lot of folks were really pushing us to expand to Germany faster expand to other areas in Europe faster.”

“In the U.K., the consumer was almost taught that 10 or 15 minute delivery is a norm. Maybe in somewhat, in New York, that was the case too. And that's not a sustainable business model. Any stretch of the imagination.”

“Kira and I still spend a day in the week inside of the MFC every single week, right? We travel to a new MFC and we visit it.”

“Whether it's FBA or AWS is something that we take a lot of inspiration from as we launch our new businesses, right? Whether it's a group of ads or some of the new businesses we have brewing that are launching in the next two quarters.”

“We're now like, I think, 25% market share in the UK and instant needs. You know, that in the next two months will be in the low to mid thirties, right?”