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4 Cities, 10K Users, $9 Mn Funding: How Revv Looks To Leapfrog Millennials From ‘Owning’ Cars To ‘Using’ Them

4 Cities, 10K Users, $9 Mn Funding: How Revv Looks To Leapfrog Millennials From ‘Owning’ Cars To ‘Using’ Them

Anupam Agarwal didn’t personal a vehicle till his mid-20s, because using cabs worked out a great deal less expensive than owning a vehicle. But sustaining only on cabs have become impractical over the years, given that there had been common conditions wherein a one of a kind sort of transportation turned into wished, which wasn’t to be had then. Whereas his ex colleague Karan Jain were given to see a unique aspect of the transportation coin when he skilled new, innovative mobility solutions in the course of his tour overseas, and will envision their need in India.

Sensing the opportunity to tap this untapped marketplace, Anupam and Karan give up their excessive paying jobs at McKinsey and installation a platform – Revv – inside the car sharing market in July 2015.

“We trust India will leapfrog the stage of “plenty of humans proudly owning vehicles” without delay, to “lots of humans the usage of cars,” which is likewise wherein the developed geographies are headed. More importantly, this does not necessarily mean that automobile sales will drop, but it could mean that an increasing number of human beings will get to apply them while needed, since the requirement of creating a massive capital commitment will depart,” starts offevolved Anupam.

For the common hundreds it wasn’t continually viable to lease a vehicle. But startups like Revv are breaking this fashion with making exceptional fashions to be had to the end customer. It is due to the agile nature of its answer that, in December 2016, the company raised $ nine Mn in Series A with fairness investment led with the aid of Edelweiss Private Equity, and debt investment from financing and leasing companions inclusive of Mahindra & Mahindra Financial Services and LeasePlan India.

“It changed into a mixture of equity and debt. Debt is required for our deliver-aspect companions who positioned motors at the platform, and become led by means of financing partner Mahindra Finance. LeasePlan is our vehicle-leasing associate and contributed thru running leases. The equity aspect become led with the aid of Edelweiss Private Equity,” says Anupam.

Catering To The Modern Millennial: Birth of A Startup

“For both people, taking the entrepreneurial plunge had been a foregone conclusion for a long term, the best query changed into while. The gaps experienced throughout outstation travel definitely introduced to our conviction. For instance, the experience with unorganised automobile apartment companies was particularly unpredictable, trains weren’t an choice, due to the fact all we might ever get is a number on a waitlist, and couldn’t take flights to Coorg or Simla or Kasol or to 50 other such places surely because they don’t have an airport,” adds Karan.

The duo discovered the fast-developing cult of people, millennials in particular, who do now not want to own property despite being able to manage to pay for them. Especially for instant-depreciating assets consisting of a car. At the identical time, taxi-hailing apps had been also spearheading this variation in the mobility area. And it was amply clear that this trend might create desires and use-instances for which there had been no clear products in the market.  

The co-founders worked tough on figuring out the call of the startup. According to them, Revv originates from the revolutions of an engine’s motor, and is a word that automobile fans use to refer to urgent the accelerator.

“We desired some thing that signified movement – using- changed into brief and easy to pronounce, could be used as a verb, and was common in utility. The phrase Revv fitted these standards properly. Though we must admit, we didn’t foresee many human beings pronouncing it as “Rave”, that is taking place, and that is something that we need to remedy for,” explains Anupam.

Revv: An Ecommerce-Like Approach To Car -Sharing

Delhi-based totally Revv began out with car-sharing as its first imparting, and has spent nearly 15 months in organising it as a mainstream mobility alternative, while constructing a reportedly worthwhile and scalable commercial enterprise version around it.

It claims to be the worldwide pioneer of an ecommerce-like approach to vehicle-sharing, wherein it delivers 100% of the bookings to the customers’ doorstep, and do now not keep any customer-dealing with parking lots. Claiming to serve extra than 10,000 customers every month, in January 2017, it launched a one-way presenting for urban commuting that's slated to go live subsequent week.

Following a completely unique hub-and-spoke working version, the car condo organization ensures transport and choose up for every single reserving proper from the purchaser’s doorstep. The enterprise model is quite easy – most people of the motors are owned with the aid of different individuals/HNIs/corporations, to whom it will pay a month-to-month condo.


Its cost-addition lies in growing a client logo that underwrites the consumer revel in, for which they expand the considered necessary technology and offer customer support. It is critical for the organisation to take era all the way to physical features like maintenance (e.G., through on-board diagnostics) which shape the spine of patron enjoy. Its margins come from the unfold between the leases that they pay and the rentals that they price from customers.

“Multiple hardware answers exist inside the marketplace and we hold experimenting with them, but the key component is to apply the information coming from the hardware for various programs, like patron revel in, assist, protection, and pricing. The top layer of technology that allows us to do all that is in-residence,” explains Karan.

When it involves making sure the safety and protection of the customers, Revv follows a selected algorithm. The majority of its fleet is prepared with standard safety functions which include airbags, and receives satisfactory-checked on the protection aspects earlier than transport.

“We also set velocity limits, crossing of which triggers alerts to both us and clients. We are working on partnerships for assisted-riding generation, with a view to help make the revel in even safer,” shares Anupam.

Starting Up: Not Sure If We Should Call It The Biggest Challenge Or The Most Exciting!

Working in a company wherein you are supplied with all of the help and support – to starting some thing of your personal is altogether a distinctive task. Right from shopping for the office printer, to designing app glide and website, to schooling the delivery group of workers one has to do all this on my own.

During the early days, there had been incidents – whilst the co-founders had in my view added the cars to customers (in view that they were quick on transport boys), or had passed over their non-public vehicle to a patron, due to the fact that the automobile assigned to the consumer had met with an twist of fate and no different vehicle turned into to be had.

“We have long gone to the volume of basing the overall performance assessment, progression, and incentives of our group at once with the overall performance on client enjoy. This is actual even for human beings whose actions won't have a right away pertaining to client enjoy, due to the fact that in the end that is about building a tradition,” says Karan.

Just-born startups can pass into a mode of throwing humans at those troubles, which is something that Revv has resolved to in no way permit to turn out to be a part of its DNA.

“Not sure if we need to call it the largest venture or the maximum thrilling element, however the huge shift changed into that we all at once had to do myriad matters, all through ourselves, with none help from the assisting infrastructure that's a given at any big and nicely-established corporate. Hence, the simple solution turned into to roll up the sleeves and be in a DIY mode, and be extraordinarily considerate approximately hiring very selectively,” says Karan.

Revv faces opposition from funded startups. In December 2016, Zoomcar has raised an undisclosed quantity of funding from China-primarily based Cyber Carrier CL. Mumbai-primarily based JustRide has additionally raised approximately $3 Mn (INR 20 Cr) in a bridge round of funding from YCombinator companions Justin Kan & Qasar Younis (COO of YCombinator), and Paul Buccheit (writer of Gmail). So, to live in advance of the likes of ZoomCar, JustRide, MiCar, Voler to name some, Revv is focussing greater on constructing the market and growing attention rather than competitive questioning. 

Currently, its USP is pricing and its shipping fashions. But as per the founders, USPs are often replicable, especially on the early degree.

“We are building our “spike” on patron experience. It is amply clean that it is going to make-or-smash the sport, and there’s a lot to be finished there,” says Karan.

The Road Ahead

When the duo started out off, they conservatively assumed that that is a low-frequency product, as a result repeat-users will be gradual to come through. But within a year, they had been sitting on 50% in their sales, which became coming from repeat customers.

“There is one person who has already used us 47 instances inside the remaining 15 months, and we are eagerly waiting to cheer for his half of-century. This realisation of strong repeat behaviour changed into magic to our self belief and growth goals, and is likewise the inspiration behind numerous our paintings on purchaser revel in and merchandise,” says Karan.

Their current focus is on deploying the cash raised for scaling up fast and launching new products – on both the supply and demand side. “We will reflect onconsideration on the following round as soon as those initiatives were stabilised,” informs Anupam.

Targeting a revenue of  about $22 Mn (INR 150 Cr) in FY18, the duo want to construct a future in which 30%-50% of Indians will get low cost and handy get entry to to mobility on-demand.


“We are clean that we need to address the ‘shared mobility’ wishes as an entire, in preference to restricting ourselves to hourly rentals as the simplest product. We exist to serve the wishes of folks who are giving up conventional vehicle possession, and their desires are rather numerous, and we need to create precise merchandise to serve each of these wishes. You will see motion on this front, as well as geographical growth pretty soon,” concludes Anupam.

Editor’s Note

When we examine the shared vehicle mobility marketplace; it is still at a  nascent stage, with lots of flux and innovation going on on each the supply and call for side. The enterprise has witnessed exquisite increase over time and isn't expected to decline any time quickly as lot of  startups have arise in this area to tap this untapped marketplace of automobile rental.

According to this Ken Research report, the enterprise is witnessing an growth in revenue due to the supply of cheap vehicle leases with lots of options. The document in addition states that the web vehicle rental marketplace in India constitutes round 5% of general vehicle market. But with a surge of recent players coming up, the marketplace is predicted to grow further, without a signs of slowing down.

And that is what can serve as a boon for startups like Revv. Talking about Revv, the startup already counts the likes of Gautam Kumra (recently elected India MD of McKinsey & Company), Rajat Dhawan (Mentor to McKinsey’s car exercise) and Ananth Narayanan (CEO of Myntra), as its angel buyers which suggests that it has a long manner to go. This investor self assurance coupled with its agile and consumer-centric enterprise version will in all likelihood maintain it in right stead as different startups within the area also leapfrog closer to serving the average Indian millennial. How a ways it will likely be capable of stay beforehand of the curve is a query for the ages.

Author Biography.

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