BlaBlaCar is today a global mobility platform with more than 70M members across 22 countries: an internationalisation that came with adapting to challenges in local environments as well as unexpected business opportunities  Chantal Ambord (twitter.com/Chantal_Ambord) is the General Manager of PRO (blablacar.fr/pro), the new unit of BlaBlaCar focused on bus transportation. Previously she was the Head of International Business development at BlaBlaCar, working on launching new markets, partnerships & product lines. Learn about BlaBlaCar’s fast paced user and product growth and about brand new insights on the road ahead ️

1. Chantal Ambord
General Manager, PRO
BlaBlaCar
March 4th, 2019

2. User growth through
global & product
expansion

3. Our core product offering

5. 20€ 20€
80€
20€20€

6. 76%Trips between 100 - 800 km
are done by car

7. 1.9 people
per car in Europe
3.9 people
per car in the
BlaBlaCar community*
*average in 8 countries in 2018 (FR,ES,DE,IT,PL,RU,UA,BR)Source: 2018 BlaBlaCar Environmental Study, Le BIPE

8. 1.9 people
per car in Europe
3.9 people
per car in the
BlaBlaCar community*
*average in 8 countries in 2018 (FR,ES,DE,IT,PL,RU,UA,BR)Source: 2018 BlaBlaCar Environmental Study, Le BIPE

9. A community
reducing
environmental
footprint
A global
footprint with
70 million
members
A unique
and disruptive
category
in travel
Since creating BlaBlaCar, we’ve built ...
€
*Source : internal BlaBlaCar data, aggregation of all search intent on the BlaBlaCar platform. A search intent is defined as a unique search (12h hour window x departure city x arrival
city) performed on our platform in a given week; 2018 BlaBlaCar Environmental Study, Le BIPE

10. Proven
model in
France
2006 - 2012
The Last 10 years ...

11. The Last 10 years ...
Proven
model in
France
Geographic
Expansion
2006 - 2012 2012 - 2016

12. & the Next 10 years ...
Proven
model in
France
Geographic
Expansion
2006 - 2012 2017 - 20222012 - 2016 2017-2022
Innovate and
expand
around the core

13. & the Next 10 years ...
Proven
model in
France
Geographic
Expansion
2006 - 2012
Innovate and
expand
around the core
2022 - 20272012 - 2016
Be go-to marketplace
for road travel
2017-2022

14. Innovate and
expand
around the core
Focus of today
Geographic
Expansion
2012 - 2016 2017-2022

15. International expansion

16. Before going international, it is important to
answer some key questions
What is the size of your
home market? Have
you nailed it?
Do you have a good
product-market fit?
How is local
competition?
How hard and costly it
will be (regulations
product localisation)?
Is the organisation ready
to spend time on it and
build a team locally?
Do you have enough
cash in the bank?

17. Risks of entering too
late
Competition
Business culture
(tech, product, marketing)
Copycats
Risks of entering too
early
Unreadiness of product
Home market still at risk
Not enough money

18. Know which
market to enter
and how to scale
Build a Playbook
how to select a market
how to launch a new market
how to grow a new market
how to monetize it
Define Key Metrics
KPIs to look at
financial forecast
stop signs
signs to double down
Assign a dedicated internal launcher
responsible for playbook and launch
execution

19. Members
(in million)
First
employee
in France
Launch
in Spain
Launch
in UK
Launch
in Italy
Launch in the
Netherlands,
Belgium,
Luxemburg,
Poland & Portugal
Launch in
Germany
Launch in
Turkey
Launch in
Hungary,
Croatia,
Romania,
Serbia,
Mexico
Launch
in India
Launch in
Brazil, Czech
Republic and
Slovakia
Launch in
Ukraine &
Russia
We’ve built a global community of 70m+ members

20. We are in
22 countries

21. 3 different ways to launch a new country
1 Acqui-hireWe favored acqui-hire
when the opportunity
arise
2 Spin off of an employee
3 Local hire

22. Our growth has been fueled by external acquisitions
2012 2014 2015 2016 2018
Q1 2012 Q3 2012 Q1 2014 Q1 2015Q4 2014 Q2 2015
Acquisition
in Italy
Acquisition in
Poland
Acquisitions
in Ukraine &
Russia
Acquisition
in Hungary
Acquisition
in Mexico
Acquisition
in Czech
Republic
and
Slovakia
2013
Acquisition
of Less
Q2 2018
Acquisition
in Germany
Q4 2015 Q4 2018
Offer to
acquire
Ouibus

23. €1.2M
Business
model
€10M
Expansion
to nearby
countries
€100M
Europe
expansion
€200M
Global
expansion
One objective
per fundraise
€0.6M
Rollout
2009 2010 2012 2014 2015 2016
Friends & family,
angel
€80M
Strategic
investment
€101M
Pro offer
2018
+existing
investors

24. Product growth

25. We shifted our focus to Product & Tech
After 5yrs of growth
driven by international
expansion
We want to drive the next
phase of growth through
product innovation
2012-2016 2017 - present

26. Long-distance
ridesharing
Short-distance daily
ridesharing
Car insurance offer
We launched several business lines around our core
carpooling product
Buses with
professional drivers
us

27. Long-distance
ridesharing
Short-distance daily
ridesharing
Car insurance offer
Today I will speak to you about one in particular: our
PRO offer
Buses with
professional drivers
us

28. Russian
story
Russia
- acqui-hired a Ukrainian
company in 2014
- CEO became Country
Manager for both RU / UA
- today Russia is our largest
market by usage
- paved the way to our entry
to bus market
20 M
members

29. Russia, Ukraine, Brazil combined
● about 1bn yearly psgrs
● $5-10bn bus market
● 90-95% offline
Driving offline to online
transition in EM

30. Complementarity with buses
More mobility solutions for BlaBlaCar travellers

31. Granularity of
carpooling
Courtenay
106km from Paris
115km from Orléans.
No trains, few buses.
Yet….
9 233 BlaBlaCar
drove by last month
Source: Based on January 2019 data from BlaBlaNetwork (here)

32. Bigger vehicles on
main routes
High vehicle utilisation
Fix schedule
Ability to book in advance
Space for luggage
Group travel
Competitive pricing
Reduced environmental impact

33. Bus network :
Big flux of psgrs
Carpooling :
Proximity
250 000 meeting points
on a monthly basis
200 destinations
Complementary
networks between bus and carpool
Source: BlaBlaCar internal data
Domestic trips in FR
Monthly average over 2018

34. In Russia, we launched a
new platform to allow bus
operators to publish trips
on BlaBlaCar

35. In France, we made an
offer to acquire Ouibus,
with a view to expand a bus
service across Europe

36. €1.2M
Business
model
€10M
Expansion
to nearby
countries
€100M
Europe
expansion
€200M
Global
expansion
We raised a new
round to finance
our growth
strategy
€0.6M
Rollout
2009 2010 2012 2014 2015 2016
Friends & family,
angel
€80M
Strategic
investment
€101M
Pro offer
2018
+existing
investors

37. 3.1
54g
of CO2
/Km
>20 (40%)
46g
of CO2
/Km
Impact / pers
Occupancy
No more Shared road
1.7
89g
of CO2
/Km

38. Be the go-to
marketplace
for road travel.
Our mission
International and product expansion
are the key to our growth and drivers of
our mission. Sometimes those are
entirely different strategies, sometimes
one can inspire the other...