 As you mentioned in the previous email that “the experts in the field were advising you

to not to go for this business”

o so what was their advice? Or what were the reasons they presented to you for
not going for this business?

Ans: Their proposition was, the market is not ready to conceive such kinds of ideas and it
will lead to a disappointment. They were saying, it won’t go for a couple of weeks.

o Were the reasons (presented by experts for not doing this business) were 100%
correct?

Ans: No. That’s why we are in business from the last six years.

o Why the team remained stubborn?

Ans: Because, they had been underestimated by almost everyone. People were used to tell
that these fresh graduates, born with gold spoon, cannot withstand the sunny environment.

 What were those sophisticated tools? Software or equipment? Kindly share some details about
these tools

Ans: Whenever we used the word sophisticated tools, we mean GIS integrated solutions for
logistics. It has been developed.

 How these tools are unavoidable to maintain transparency?

Ans: Because this solution enables you to track your resources remotely, ranges from
Human to material resources. The system is also empowered with FMIS (Financial
Management Information System) which helps in synchronization of accounts in cross-
teams.

 7th October 2016 was the day u started operating in Quetta city, when did u stopped working in
Quetta?

Ans: Exactly one year after the launch. It was in 16th October, 2017, when we decided to focus on
developing an integrated centralized system.

 What is the new system? How are these tools are working (functionality) now?

Ans: It’s a GIS integrated system for processes automation and resources optimization.

 How environment of Peshawar city is more conducive for e-commerce, than Quetta city? Share
your experience in this regard

Ans: There might be multiple reasons contributing to more conduciveness of Peshawar to

Ecommerce than Quetta. However, the prominent one is staying of the middle class and transition
of different ethnic groups contribute to more conduciveness. In Quetta, I have seen aggressive brain
drain and people once leave Quetta and settle in Karachi, Islamabad etc never try to go back.
Second, Quetta being misperceived by other communities does not experience that’s cultural
transition, which can be seen in Peshawar. So, the people in Peshawar, due to the modified
behavior are more conducive than those of Quetta.

 What was the total operating cost? (what was the total cost that you paid with the expenses
names) i.e. as follows
o Names and Costs of equipment?
o Other major startup expenses (with their names and costs)?
o Other expenses and their costs?

Ans: In services delivery on demand, the major cost always is variable cost i.e. cost of your
field force and in-house operations staff. The cost increases as the sales volume increases.

 Can u please share some rough estimates of total startup expenses and your first cash inflow?
Was the breakeven was covered?
o Every newly established business has to faced deficits? Did u faced any? When? And
how did you managed the shortfall of money?

Ans: Darewro is a bootstrapped company. We started from just 90,000 Pakistani Rupees.
Majority of that was being spend on marketing. In the beginning it was tireless passion and
commitment. My whole team was involved in services delivery. No body was taking salary.
It was till 14th month, that we did not withdraw any salary. This saved us lots of financial
resources, though we had gone through lots of physical troubles.

 While operating in Quetta city, who was the head of remote team?

Ans: The whole process outsourcing was headed by Ubaid. He was heading Quetta, Karachi,
Hyderabad, Jamshoro, Multan, Bahawalpur, Lahore, Faisalabad, Rawalpindi and Islamabad.

 Where your office was situated in Quetta?

Ans: On Saryab road.

 While operating in Quetta city, what was the channel of hierarchy? (i.e. who was the head?
Who was the manager? How many managers were there?

Ans: We had inducted only field staff there. There were two riders Taimoor and Shoaib. We
were used to send them packages with all the addresses, amount, contact numbers and
other details pasted on these packages. They had to deliver those packages, receive the
amount mentioned, take out their percentage and deposit the rest in our account.

 Working in Peshawar city, there are more than 100 employees. so currently how many
members are working in darewro? Who are Overall team members? i.e.
o Total team members (employee plus staff)?

Ans: Darewro is now a family of 187 members.

o How many managers?

WE have total 15 Managers.

o How many heads?

 Ans: There are five departments headed by five heads.

o Number of employees in each department?

Ans: Majority number is in operations, then in accounts, then in Marketing, then in HR and
final in user experience.

 How do u people daily interact? Like is there is the same working environment as typical
organizations?

Ans: Our organizational culture is different from those of conventional organizations. We

have facilitation and relaxing room for field staff. We have recreation facilities for indoor
staff and we have capacity building programs for our management staff.

 How your employees are facilitated to perform their duties? i.e. the organization has provided
them bikes or cellphones (for delivery services) 0?

Ans: Darewro is providing its employees with everything required in services delivery
ranging from cell phone to data sims, from bikes to uniforms and from helmets to rain
coats.

 When did you received KP Impact grant? this grant was for?

Ans: In 2017. It was for deeper penetration in the market.

 When did you received USAID SMEA Growth Grant?

In 2018. It was for IT infrastructure upgradation.

 List of rough or typical estimates/expenses?

Ans: Major cost is that of HR.

 Roughly estimated financial statements i.e. income statement, cash flow statement, balance
sheet. Of Quetta and Peshawar both

Ans: Sheet attached. Please keep it confidential.

Sir if you want any other certain issue or function of darewro to be discussed in this case study, we want
to include it as well. Same as if there is anything that you don’t want us to mention i.e. real names etc.
kindly guide us.

Thank you so much sir