Online travel aggregator Jayride (ASX: JAY) had little choice but to undertake a comprehensive strategic review following dwindling profit margins. In November 2023, during a Shareholder Address, Chairman Rod Cuthbert acknowledged the pit, or “challenging position”, the Company was in.

Founded in 2012, Jayride aggregates ride service companies and distributes them to travellers at Jayride.com, AirportShuttles.com, and via travel brand partners including other technology platforms, online travel agencies, travel management companies, and wholesalers. 

The adage, the best-laid plans of mice and men often go awry, was brought to life, when Cuthbert revealed that the Company’s plans to build booking volumes through major online partnerships had delivered bookings with unattractive margins. Plus, its go-to-market in the US and European agency channels hadn’t delivered the expected momentum.

So, a strategic review was in order. And the verdict is out.

The strategic review resulted in several key outcomes aimed at achieving near-term profitability and positioning Jayride for sustainable growth. One significant measure was a 44% reduction in fixed costs, yielding savings of $3.75 million annually. This reduction, implemented in Q3 FY24, contributed to a streamlined cost base, with full realization expected in Q4 FY24.

To advance growth opportunities, Jayride shifted its focus towards acquiring operationally efficient businesses and targeting higher-margin segments. This involved abandoning the previous “anyone, anywhere” approach in favour of concentrating efforts on specific traveller audiences and locations, such as English-speaking travellers in non-English speaking countries and luxury transfers catering to luxury travel segments.

The Company also introduced a “net plus” pricing model, aiming to improve contribution margins per trip by avoiding highly commoditised segments. Early indications from pricing model tests showed promising results, with a 70% increase on the prior month in contribution per trip without a substantial reduction in passenger volume, and a 28% uptick in net revenue per trip.

Furthermore, Jayride announced a $1.5 million capital raising in February 2024 to bolster its financial position and support future growth initiatives. The combination of fixed cost savings and capital infusion might bring it closer to achieving cash flow positivity, with a clear pathway outlined for the near future.

The early testing of the new pricing strategy during February has resulted in a material improvement in contribution margin with only a marginal drop in trip volume across direct and partner channels.

Going forward, Jayride will emphasise profitability over trip volumes and total transaction value (TTV). The executive management team, led by the Executive Chairman, aims to deliver the outcomes of the strategic review before proceeding with the identification of a new CEO. Ongoing investments in technology aim to drive efficiency and automation, further enhancing margins.

Hopefully, this update offers some relief following the Company’s H1 FY24 result, wherein it accumulated losses worth over $6 million, a 123.3% increase on H1 FY23. By comparison, its revenue only grew by 12.4% to $2.8 million.