What can we learn about e-commerce in Africa from Jumia’s IPO filing?

 

There has been growing discussion about the potential of e-commerce in developing countries. This discussion intensified recently when pan-African e-commerce firm Jumia went public in the US, becoming the “first African unicorn”.

The IPO prospectus, a 270-page outline of the firm released as part of this filing, has sparked much debate. Elsewhere, TechCrunch has dug into the financial intricacies of Jumia, and online debates have raged linked to the question “Is Jumia really an African firm?” (see here and here).

I won’t detail those two issues here. Instead, below I will discuss the insights that the prospectus provides us about e-commerce platforms operating in Africa. This is especially useful as we have been struggling with a lack of detail on e-commerce, with firms reluctant to share commercially sensitive information.

 

 

1) The market for e-commerce in Africa is already large, and growing rapidly
Jumia announces that it had 4 million active customers in the year 2018, growing rapidly from 2.7 million in 2017. This translates into “Gross Merchandise Volumes”  (GMV) of €828.3m in 2018, from €507m in 2017. As these figures suggest, e-commerce is bringing in a significant number of customers on the continent and is growing at a rate of over 50% in the last year.

Regionally, the largest countries for Jumia’s business are Nigeria (29% of GMV) and Egypt (20.5%). Interestingly, in the largest 5 markets, only 50% of goods are delivered in primary cities with the rest evenly split between secondary cities and rural areas. Most customers are mobile users, which comprise 81% of all traffic in 2018.

 

2) …but making profits is a challenge. Jumia is a loss-making firm
The growing size of e-commerce has not yet translated into profits. Jumia made a €170m loss in 2018.

This is attributed to a number of factors. As a platform, sales are mainly made by third-party sellers (90%). So the €828m GMV translates to just €130.6m revenue for Jumia.  Jumia then faces high costs for operating including warehousing, delivery, sales and advertising and the platform. Once these are considered, the €130.6m turns into a €170m loss.

How does Jumia plan to become profitable in the future? By becoming a market leader in Africa, Jumia will rely on expanding markets to increase sales volumes over the coming years. Alongside this, they describe the potential of reduced costs in fulfilment (storing and delivering goods) and growing use of mobile payments that should make each transaction more efficient over time.

 

3) The role and prospects for Jumia platform sellers
Jumia has 81,000 sellers and the prospectus hints that quite a number of these are African, although there is no data provided. Interestingly, commissions from sellers for sales only contributed moderately to revenues. Jumia makes similar amounts of revenue from services such as fulfilment (delivery costs to buyers) and “value-added services” (premium services for sellers).

As Jumia grows, its aim is to attract ever more sellers to the platform. “Competition between sellers is…essential to our monetization, as it increases the appetite for sellers to use our services”. This statement suggests that the platform will move low margins and high competition, with sellers relying on value-added services as a source of expansion. For local sellers, these future directions suggest concerns about this platform supporting widespread upgrading of local SMEs in Africa.

 

4) Data is an important component of the relationship with sellers
We know that data is vital to many platforms, and Jumia is no different. A seller score “..a data-driven scoring of a seller’s performance” is a key aspect of Jumia’s relationship with sellers. The score is important to the success of sellers, where platform algorithms use this score to determine the order of products in searches. Jumia also gamifies the “seller score”, associating it with a range of other advantages for sellers.

In order to support sellers, Jumia supports third-party financial services for its sellers, using this score as a way to demonstrate creditworthiness. This mirrors alternative credit-scoring schemes we have seen elsewhere in Africa.

 

5) African e-commerce platforms face significant and often unexpected risks
Many of the challenges for Jumia are similar to those challenges of e-commerce elsewhere [1]. One key challenge repeatedly mentioned is the “…failed deliveries, excessive returns, late collections, unrecoverable receivables and voucher abuse”, with 14% of all sales (by revenue) being failed deliveries or returns. These risks particularly emerge from the use of cash payments on delivery (COD), a common approach to payments for online goods in developing countries.

Beyond this challenge, an eye-opening aspect of the prospectus is the unexpected challenges encountered by Jumia:

• In Kenya, a Jumia warehouse was robbed and €500K of merchandise was stolen
• In Egypt, a €5000 fine was imposed by authorities due to the platform offering “unlisted drugs”
• In Kenya, a scam involving electronic payments suppliers led to €550K losses
• Jumia has undertaken investigations around allegations of internal fraud and bribes in countries such as Nigeria and Morocco connected to relationships with platform sellers

 

6) Policy challenges for e-commerce in Africa are significant
In line with other platforms, Jumia operates a relatively “asset light” way across multiple countries in Africa. Even with close to a billion euro in GMV, and with offices in 18 countries, it is a tiny direct employer with around 4,800 staff in Africa.

This “asset light” approach, however, comes into collision with African governments’ desire to regulate e-commerce. Jumia discusses the challenges faced in a number of countries including taxes, particularly VAT on imports; uneven data protection rules, and restriction of cross-border personal data transfer; and regulation on financial and mobile payments.

There has been pressure for harmonising such rules globally in order to support cross-border business models of digital firms such as Jumia. However, African governments are keen to ensure that they are able to operate their economies appropriately, including collecting taxes and nurturing local firms, in the face of e-commerce imports [2]. It is therefore understandable that policy might vary according to the political goals of different nations in Africa. These challenges are likely to intensify coming years given current disagreements on harmonising e-commerce at the WTO, and African CFTA discussions on e-commerce rules still at an early stage [3].

Platform firms, therefore, require careful mapping of national rules and regulations, and in Africa the “asset light” model may only be viable to well-funded platforms. For smaller platforms, it may be better to focus on a smaller subset of countries.

 

In summary, the Jumia prospectus indicates that digital economies are expanding and we can expect to see a growing set of firms operating across the continent. However, given the challenges encountered by Jumia, easy profit and growth are not a given. For platform sellers, e-commerce provides new potential market opportunities, but careful consideration of how platforms best support them, will be vital to success.

 

References
[1] UNCTAD (2015) Information Economy Report 2015 – Unlocking the Potential of E-Commerce for Developing Countries, UNCTAD, Geneva, Switzerland.
[2] Azmeh, S. & Foster, C. (2018) Bridging the Digital Divide and Supporting Increased Digital Trade: Scoping Study, Discussion Paper, GEG Africa, Pretoria, South Africa. http://www.gegafrica.org/item/782-bridging-the-digital-divide-and-supporting-increased-digital-trade-scoping-study
[3] Foster, C. & Azmeh, S. (2018) E-Commerce and the African Continental Free Trade Agreement (AfCFTA), Discussion Paper, GEG Africa, Pretoria, South Africa. http://infomediation.net/publication-e-commerce-and-the-african-continental-free-trade-agreement-afcfta/

 

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Bricolage and the Sustainability of ICT4D Solutions

In  ICT4D, bricolage refers to context-sensitive ways of implementing and sustaining ICT4D solutions [1].  Different from approaches where strategic goals, ways to achieve them, as well as success and failure metrics are defined in advance, bricolage is mostly characterised by improvisation and continuous learning from failures in environments with many uncertainties [2].  People who play key roles in shaping and driving the bricolage process are hereafter referred to as bricoleurs.

Drawing from a particularly successful long-term ICT4D project in Tanzania, for which the author of this post has been part of a team for about 10 years, this article discusses a three-stage process that local bricoleurs have gone through in sustaining the project in the face of scarce resources and diverse interests of stakeholders.  Extended empirical and theoretical insights about the role of bricolage in shaping and sustaining the project were reported in the work of Fruijtier and Senyoni [3], and this post will essentially provide some sound bites from the paper.

Bricolage in ICT4D Projects: Stages

1.    Opportunity Based: During this stage, a project opportunity is identified, its activities are mainly driven by external players, and the local bricoleur gets involved in project activities based on availability and need, as determined by main players. In the case of the Health Information Systems Program (HISP) team at the University of Dar es Salaam in Tanzania (hereafter referred to HISP UDSM), this stage was characterised by the advent of a pilot project for implementing the District Health Information Software (DHIS) in Kibaha and Bagamoyo districts in the Pwani region.  This was around 2002-2010 and the main focus of the project during this period was to demonstrate the capabilities of the then-new DHIS system in handling routine aggregate health data, and to make a case for the endorsement and national rollout of the system by the Ministry of Health (MoH) in Tanzania. The University of Oslo (UiO) (main developers of the DHIS system) mainly influenced the direction of project activities during this period, and the HISP UDSM team supported the pilot districts in activities such as training, user support and data analysis, as was determined by the main team at UiO. 

PhD and MSc scholarships were also established as a result of collaboration between the UiO and HISP UDSM in order to, among other things, strengthen local capacity for supporting project activities in Tanzania. It was the ability to serendipitously survive funding uncertainties and diverse interests of stakeholders, and the partnership with MoH in persuading a variety of stakeholders to pursue the common cause (strengthening HMIS (Health Management Information System) data reporting) that prepared the UDSM team for the would be next phases of the project where it (HISP UDSM) turned out to play a key role that fostered project success.

2.    Locally Owned: During this stage, bricoleurs cultivate the growth of what is already achieved while advancing their knowledge and understanding of practices in the project domain. In the case of the HISP UDSM team, this was the period from 2010-2015 which was characterised by close involvement with MoH in providing technical support during revision of HMIS data collection tools and definition of indicators prior to the national rollout of DHIS, and playing the central training role during the national rollout which was done in December 2013. After the national rollout, HISP UDSM got closely involved in supporting hundreds of users across the country, as well as bringing data for other programs and partners on board. Apart from this close involvement, care was taken to involve MoH and its various departments on every step of the way, to foster ownership and long term sustainability of the project.

3.    Locally Driven: At this stage, bricoleurs assume main control of events in the project. They can proactively anticipate challenges, and provide them with apt solutions. In the case of the HISP UDSM team, this is a period from 2015 onwards. It is characterised by, among other things, new projects and requirements from various stakeholders. Following the successful DHIS national rollout in 2013, the HISP UDSM team was also requested by other ministries in Tanzania to implement similar solutions for them. In response to this, so far, HISP UDSM has customised DHIS to serve the data reporting and analysis requirements of the Ministry of Agriculture and the Ministry of Water in Tanzania. Arrangements are underway to do the same for other ministries and government departments. As well, as they continue using DHIS, various MoH partners keep on requesting new and rather generic functionalities which are not yet implemented by the main DHIS developer base, which is globally led by UiO.  To respond to this, in 2015, the HISP UDSM team devised an innovation strategy which has seen the implementation of generic solutions, in terms of new DHIS functionalities and mobile apps, that have turned out to be useful to other DHIS users across the globe [3]. 

Conclusion

Two key take-aways for other ICT4D projects:

1. The sustainability likelihood of an ICT4D project increases with an increase in the ability of the bricoleur to create the environment that fosters the prosperity of bricolage. Importantly, to be innovative in unpredictable project envoronments, bricoleurs need to build both social and technological alliances.
2. Because of the special emphasis on learning, universities can be conducive environments for bricolage to thrive.

References

1.    Ali, Maryam, and Savita Bailur. “The challenge of “sustainability” in ICT4D—Is bricolage the answer.” Proceedings of the 9th international conference on social implications of computers in developing countries. 2007.

2.    Ciborra, Claudio U. “From thinking to tinkering: The grassroots of strategic information systems.” Bricolage, Care and Information. Palgrave Macmillan, London, 2009. 206-220.

3.    Fruijtier, Elisabeth, and Wilfred Senyoni. “The Role of Local Bricoleurs in Sustaining Changing ICT4D Solutions.” International Development Informatics Association Conference. Springer, Cham, 2018.

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