Интегрированное бизнес-решение от Австрийской почты для компаний каталожной торговли
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Интегрированное бизнес-решение от Австрийской почты для компаний каталожной торговли

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Мартин Везело (Martin Weseloh)

Мартин Везело (Martin Weseloh)
управляющий директор по маркетингу и продажам, Австрийская почта

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  • We defined the strategic approach of the company at the beginning of 2010 by laying out the four cornerstones of our strategy. Since then, we have been pursuing a comprehensive package of measures to implement each of these four components. Defence of market leadership in the core business We were able to expand our market shares in the core business. We stopped the volume decline in the letter mail segment, whereas we grew in the fields of advertising mail as well as private and business customer parcels. Growth in selected markets The most important growth driver is the Parcel & Logistics Division. Here we could achieve both revenue as well as earnings growth. The turnaround in the parcel business was important. This development must be persistently continued. Efficiency enhancement Efficiency enhancement and process optimisation belong to Austrian Post‘s corporate philosophy today. Customer orientation New service were implemented, and many online services were launched. The number of third-party operated postal partner offices rose from 418 to 1,117 postal partners at the end of 2010. The number of postal service points increased from 1,552 to 1,850.
  • 600 tsd catalogues

Интегрированное бизнес-решение от Австрийской почты для компаний каталожной торговли Presentation Transcript

  • 1. AUSTRIAN POST GROUP’S INTEGRATED SOLUTIONS FOR MAIL ORDER COMPANIES Dipl. BW Martin Weseloh Managing Director Sales Austrian Post Group Dialog Marketing Days Kiev, 2011-05-27
  • 2. AGENDA 1. The Austrian Post Group at a glance 2. Direct Mail Production 3. Mail Distribution 4. Courier/Express/Parcel 5. Scanning / Digitalisation
  • 3. EBITDA Margin: 19,3% EBIT Margin: 16,5% Mail
    • Mail Services
    • Addressed and non-addressed Direct Mail
    • Magazines and Newspapers
    Revenue: 1.389,4m -0,5% EBITDA Margin: 4,5% EBIT Margin: 1,3% Parcel&Logistics
    • Parcels
    • Combined Shipments
    • Express Shipments
    • Temperature controlled logistics
    • Contract logistics
    Revenue: 802,0m +4,4% EBITDA Margin: -4,3% EBIT Margin: -6,1% Retail Network
    • Postal Services
    • Finance Services
    • Telecommunication-products and Retail Goods
    Revenue: 157,9m -16,7% EBITDA Margin: 11,1% EBIT Margin: 6,7% Group Revenue: 2.351,1m -0,2% External Revenues 2010 EBITDA and EBIT in relation to total revenues (external and internal revenues) OVERVIEW AUSTRIAN POST GROUP 2010
  • 4. Strategy Implementation in 2010 brings success Defence of market leadership in the core business
      • Maintained market position in the core letter mail segment, expanded business for advertising mail
      • Increased market share in the parcels segments
    Growth in selected markets
      • Revenue growth in Parcels & Logistics
      • Positive earnings development
    Efficiency enhancement and increased flexibility of the cost structure
      • Significant reduction in total costs of the branch network
      • Realisation of synergy potential for letter mail/parcel delivery
    Customer orientation and innovation
      • Implementation of new online services, launch of e-Post products
      • Branch network expanded to 1,850 postal service points, including 1,117 postal partners
  • 5.
      • Requirements analysis
      • Mailing consulting
      • Campaign management
      • Media planning
      • Production consulting
      • Distribution plan optimisation
      • Address updating
      • Address data service
      • Target group analysis
      • Address purchasing
      • Data management
      • Transaction printing
      • Enveloping
      • Printing
      • Letter shop
      • Fulfilment
      • Data base management
      • Acceptance
      • Sorting
      • Delivery
      • Pick-up
      • Delivery/Pick-up
      • Mailroom management
      • Scanning / Digitalisation
      • Return mail processing
      • Response evaluation
      • Processing
      • Analysis
    Analysis Consulting Planning Recipient Information exchange Sender @ Address management Production Traditional postal services Expanded Postal services Response- management VALUE CHAIN OF AUSTRIAN POST GROUP
  • 6. INTERNATIONAL PRESENCE / CEP & MAIL
    • AT
    • Postal Service
    • Courier/Express/Parcel
    • Niches like temperature controlled transport
    • Retail business
    • Digitalisation & Mailroom Services
    • DE, BENELUX
    • Courier/Express/Parcel
    • Temperature controlled transport + special logistics
    • Direct Marketing Services (printing, letter shop,….)
    • CZ, PL, RU, UK, SE, FR
    • Direct Marketing Services (printing, letter shop,….)
    • BALKANS
    • Courier/Express/Parcel
    • Unaddressed and addressed distribution
  • 7. Agenda 1. The Austrian Post Group at a glance 2. Direct Mail Production 3. Mail Distribution 4. Courier/Express/Parcel 5. Scanning / Digitalisation
  • 8. DIRECT MARKETING SOLUTIONS FOR EUROPE DIRECT MAIL PRODUCTION DIALOG SERVICE MARKETING- & CRM-SOLUTIONS
  • 9. PRODUCT EXAMPLE MAILING
    • Technology:
    • Full-colour individualisation for medium sized print runs (hybrid)
    • Highlights:
    • Target group marketing – highly individualised, targeted offers, tailored especially to customer needs
    • Significant higher response rate compared to former mailing activities (30%)
  • 10. PRODUCT EXAMPLE “SLIDING DOOR”
    • Technology:
    • Web Finishing
    • Highlights:
    • Marketing approach for customer acquisition and retention by acquiring advertising space for integrating target group-specific messages or advertisements (= > generates additional advertising revenue)
    • Increase of reader coverage of 25%
    • Fully booked
    • High awareness due to new technique
  • 11. PRODUCT EXAMPLE “OFFER / CONSULTING FOLDER”
    • Technology:
    • Multi-line finishing
    • Highlights:
    • Personalised application forms with self-copying form sets integrated into a high-quality folder – clear and user-friendly!
    • Attractive insurance products with original application form and copy for filing
  • 12. Agenda 1. The Austrian Post Group at a glance 2. Direct Mail Production 3. Mail Distribution 4. Courier/Express/Parcel 5. Scanning / Digitalisation
  • 13. MAIL DISTRIBUTION: AUSTRIAN POST GROUP IN 2011 Country Croatia Hungary Slovakia Romania Czech Rep. Founding year 1994 1990 1995 2007 1999 Take-over / investments 2007 2005 2006 26% of shares in 2011 Strategic Partner HQ’s Zagreb Budapest Bratislava Bucharest Prague Employees 44 75 37 64 n.a. Distributors 800 4.500 3.500 800 8.200 Distribution Centres 8 5 4 21 8 Items p.a. 350m 1.500m 510m 180m 450m Market position Market Leader Market Leader Market Leader Market Leader Market Leader Scope Domestic Domestic Domestic Domestic Domestic Product Unaddressed & addressed Unaddressed & addressed Unaddressed & addressed Unaddressed & addressed Unaddressed & addressed
  • 14.
    • The CEE Mail subsidiaries of Austrian Post have taken over the market leadership
    • The volumes of national postal operators are decreasing
    • Success of Austrian Post is based on own distribution network
    • Local management and know how transfer from Austrian HQ
    UNADDRESSED DISTRIBUTION MARKET LEADERSHIP IN CEE REGION + AT Croatia Hungary Slovakia Croatia Hungary Slovakia
  • 15.
    • Shipments >50g are already liberalized in CEE
    • Example Slovakia:
      • KOLOS has taken almost 20% of the Slovak mail order market >50g within 2 years
    • Other markets, where we started later, are developing in a similar way
    • Currently we are able to distribute catalogues, magazines etc. in all our markets
    ADDRESSED DISTRIBUTION SUCCESSFUL WITHIN (PARTLY) LIBERALIZED MARKETS Market share – catalogues > 50g Pieces in Thousands
  • 16. EXAMPLE: SERVICES FOR A MAIL ORDER COMPANY IN CEE
    • Company profile:
    • Mail order company for Gardening, business in AT, SK, HU, CZ, PL and RO
    • Task:
    • Catalogue elements printed in different countries -> p rinting catalogue cover & cover letter, organising logistics
    • Central enclosing of different samples (different countries & samples)
    • Letter shop (wrapping, personalisation, sorting)
    • Distribution to end consumers in several countries
    • Return & Response Management
  • 17. Agenda 1. The Austrian Post Group at a glance 2. Direct Mail Production 3. Mail Distribution 4. Courier/Express/Parcel 5. Scanning / Digitalisation
  • 18. PARCEL DISTRIBUTION: NETWORK OF AUSTRIAN POST GROUP
    • trans-o-flex Schnell-Lieferdienst GmbH & Co. KG - Germany
    • trans-o-flex Netherland BV - Netherlands
    • trans-o-flex Belgié BVBA – Belgium
    • trans-o-flex Hungary Kft. - Hungary
    • IN TIME s.r.o. - Slovakia
    • Slovak Parcel Seevice s.r.o. - Slovakia
    • Overseas Trade d.o.o. - Croatia
    • City Express Serbia d.o.o. - Serbia
    • City Express Montenegro d.o.o. - Montenegro
    • 24VIP Logistic Services d.o.o. – Bosnia and Herzegovina
  • 19. PARCELS AND LOGISTICS SUBSIDIARIES IN CEE * Separation from City Express Serbia Slovakia   Slovakia   Hungary   Croatia Serbia Montenegro BiH Founding year 1992 1992 1997 1995 2002 2008 1999 Take-over by Österreichische Post AG May 2002 May 2002 May 2007 November 2003 November 2007 November 2008* October 2008 Company headquarters Bratislava Bratislava Budapest Zagreb Belgrade Podgorica Sarajevo Employees (895) 179 18 91 125 399 10 73 Fleet 212 6 163 155 240 8 42 Distribution centres / Depots (incl. distr. centres) 4 / 25 - 1 / 12 1 / 15 1 / 15 1/1 1/4 Line-haul lines 67 3 26 24 30 0 10 Items per year (2010) 6.4 mill. 1.4 mill. 2.6 mill. 2.9 mill. 3.7 mill. 0.1 mill. 0.3 mill. National market position Market leader 6 6 Market leader Market leader Market leader Market leader Scope National & international National & international National & international National & international National & international National & international National & international
  • 20. EURODIS NETWORK AND SERVICE FEATURES
    • Network:
    • EURODIS offers day defined regular transit times to all European destinations
    • transit times: 1 day domestic, 1-2 days neighbouring countries
    • 35 gateways, 150 daily connections to every country, over 250 depots
    • Service features:
    • Parcels up to 31.5 kg, pallets up to 800 kg
    • Shipment unit: separate packages delivered in one shipment
    • and further services like COD, premium delivery, T&T, dangerous goods, etc.
  • 21. Agenda 1. The Austrian Post Group at a glance 2. Direct Mail Production 3. Mail Distribution 4. Courier/Express/Parcel 5. Scanning / Digitalisation
  • 22. SCANNING, DATA CAPTURING & ARCHIVING
    • Data management
        • Duplicates, correction, enrichment
        • Profiling
    • Digital Mailroom
        • Electronic invoice capturing
        • Electronic form capturing, e.g. CRM response, order forms, application forms, price draws,…
    • Digital Archive
        • Scanning of e.g. HR files, health records, customer files and scanning of any kind of items (if necessary categorised)
        • Archive outsourcing
        • On-demand digitisation
  • 23.
      • Media Consulting
      • Production consulting
      • Logistics planning
      • Data correction
      • Data enrichment
      • Duplicate check
      • Profiling
      • Address purchasing
      • Mailing Production (finishing, digital print)
      • Individualisation
      • Envelope production
      • Letter shop (wrapping, enveloping)
      • Transaction printing
      • Fulfilment
      • Postal sorting
      • Addressed distribution
      • Unaddressed distribution
      • Parcel distribution
      • Logistics
      • COD
      • E-Invoicing
      • E-Mail & SMS Services
      • Scanning / Digitalisation
      • Return mail processing
      • Response evaluation
      • Return handling (parcels)
    Analysis Consulting Planning Recipient Mail Order company Address management Production Traditional postal services Expanded Postal services Response- management VALUE CHAIN OF AUSTRIAN POST GROUP FROM A MAILORDER PERSPECTIVE
  • 24. IF IT REALLY COUNTS, RELY ON AUSTRIAN POST Contact: Martin Weseloh Managing Director Sales [email_address] +43.57767.21405