Otipy is India's fastest growing community group buying platform for fresh and grocery commerce. It addresses key issues with existing online fresh produce platforms such as inconsistent quality, high logistics costs, and high customer acquisition costs. Otipy partners with community leaders who facilitate sales, delivery and after-sales service in their communities, providing a more efficient distribution model than direct-to-customer delivery. Since launching in April 2020, Otipy has expanded its product catalog and daily tonnage while executing through macro supply shocks, and aims to build an alternative grocery distribution pipeline across India.

1. India’s Fastest Growing Community Group Buying (CGB) for
Fresh and Grocery Commerce

2. The pandemic has forever changed the grocery industry,
breeding new unicorns around the world
Market Cap
$10.4 Bn (Jan 2021)
Valuation
$1.2 Bn (Nov 2021)
$300 Mn (Jul 21) at $12
Bn valuation
Xingsheng
$750 Mn financing
(Mar 21)
Community group
buying (CGB)
Mega warehouse to
home delivery
$950 Mn (Sep 21) at
$3.1 Bn valuation
$265 Mn (Mar 21) at
$39 Bn valuation
$550 Mn (Jun 21) at
$7.5 Bn valuation
Optimized for both Quality & Cost
Valuation
$120 Mn (Dec 21)
Optimized for Cost
On-demand delivery
Optimized for Convenience
Valuation
$1.5 Bn (Apr 2020)

3. India’s $573B grocery market dominated by traditional
market, but it is fast changing
Source: Redseer Consulting
Online contribution is still small, but the fastest
growing
Grocery is the most fundamental and the biggest
Indian household spending
$573
Bn
Indian Grocery
Market
Source: BCG
Health
Clothing &
Footwear
Other Goods & Services
Transport &
Communication
Housing & Household
Products
Food, Beverages
% where Indians buy groceries
32
19
16
15
7
5
4
3
Indian Household Spending (%)
Education
Leisure

4. Winning fresh produce is our first step in winning the Indian
grocery market
Fresh produce is also by far one of the biggest food
grocery categories
Distribution of Indian Food Grocery Categories
Source: Statista
26%
21%
17%
16%
14%
6%
Fresh produce Staples Beverages Dairy FMCG Spices
High Loyalty
Higher frequency builds loyalty: Indians typically shop fresh produce on
weekly basis
Builds Trust
Quality varies, hence trust is built toward the goods sellers
High Margin
Much higher than dry goods’ razor thin margin
Fresh produce is much harder, but it builds trust
and loyalty

5. Trust Issues
Quality varies; customers are even
more skeptical because they
cannot touch and see, leading to
high CAC
Three key issues experienced by existing online fresh
produce players
Inconsistent Quality
Complex value chain, just-in- time
processing, and temperature changes
during logistics lead to reduced
freshness
High Logistics Cost
High frequency but low ticket items
make last mile logistic very
expensive

6. Next morning,
Otipy delivers to
CLs in bulk
Customer clicks
the link and orders
directly before
11pm
CLs deliver
orders to
customers
Put digital marketing
High CAC
Delivers directly to customers
High logistics cost
CLs facilitate after
sales service &
pursue churned
customers
No one maintains
customers
Low retention,
low LTV
Otipy creates app
for consumers and
CLs
CLs send links to
download the app
to their contacts in
WhatsApp
Existing Direct B2C
E-groceries
Sales Delivery After Sales
2
1 3
2
1 3 4 5
Community Leader (CL)
Sales & Delivery
Commission 6% to 10%
We experimented with several schemes to learn the most
efficient and scalable models
CL-to-customer delivery
is more efficient than
direct delivery to
customers.

7. O·Ti·Py is building an alternative distribution pipe
Increasing velocity as measured by
throughput
Increasing width as evidenced by category diffusion & adoption
Onion Tomato Potato
…
Non grocery
…
0
10
20
30
40
50
60
70
80
90
100
Apr-20 Jul-20 Oct-20 Jan-21 Apr-21 Jul-21 Oct-21 Jan-22
Daily average tonnage (tons)

8. Our team has built a culture that executes; driven to solve
India’s complex grocery supply chain
Varun Khurana
Founder and CEO
3X Entrepreneur, 2X Exits
Himanshu Rajput
Founding Engineer,
SVP - Technology
Vikas Bothra
Founding Member, VP – Finance
Umesh Kumar
Founding Member, SVP – Supply Chain
COVID-19 2nd wave
COVID-19 nationwide
lockdown
Farmers protests
Undeterred by macro-supply
shocks and black swan events
Apr 2020
Sep 2020
Apr 2021
Accelerating growth albeit higher
competitive intensity
+
+
+
Amresh Kumar
Chief Product Officer
Deepak Tewari
VP – Sourcing
Sourabh Maity
VP – Operations