Click:Connect:Sell- Logistics Made Easy

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In this presentation, Sarah Munro, Head of International Sales & Marketing at the Royal Mail, provided some essential know-how for sellers in developing a robust delivery strategy.

In this presentation, Sarah Munro, Head of International Sales & Marketing at the Royal Mail, provided some essential know-how for sellers in developing a robust delivery strategy.

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  • 1. UKTI - Logistics made easy Sarah Munro Head of International Marketing 2 Presentation title - edit in the Master slide
  • 2. Contents 1. Setting the scene 2. The logistics process 3. What our customers tell us 4. Things to consider 3 Presentation title - edit in the Master slide
  • 3. 1. Setting the scene a booming eCommerce market 4 Presentation title - edit in the Master slide
  • 4. A booming eCommerce market Whether you’re an old hand at international B2C eCommerce or you’re just beginning, the opportunity for growth is huge “Global B2C e-commerce sales will exceed a trillion euros in 2013, up more than 20% on €924bn recorded in 2012 … more than 120 million people are expected to spend over €100bn cross-border, and B2C cross-border trade is set to triple in value to over €300bn within 5 years” IMRG X-Border Trading Guide 2013 5 Presentation title - edit in the Master slide
  • 5. Source: Britain’s Retail E-mpire, OC&C, 2013 (Source: IMRG, Euromonitor, Google queries, OC&C analysis) 1 Excludes grocery, 2 man fulfilled and click & collect orders 6 Presentation title - edit in the Master slide
  • 6. Despite this opportunity “Going Global” is usually a reactive decision Initial decision is opportunity led rather than strategic Interest from abroad React to opportunity Use opportunity to grow customer base It wasn’t like I wanted to go to start selling in a particular market, it just so happened that way, we were contacted by an agent in the Netherlands… SME distributing abroad 7 Presentation title - edit in the Master slide
  • 7. International Distribution UK Distribution Co nt ro l 8 Small businesses have tight control of their business Presentation title - edit in the Master slide l ro t on C When we asked small businesses why they hadn't actively expanded into overseas markets most cited a fear of losing control and a lack of understanding of overseas delivery processes
  • 8. 2. The logistics process 9 Presentation title - edit in the Master slide
  • 9. Introduction to logistics made easy b e W 10 te i s a P Presentation title - edit in the Master slide e m y t n o L s ic t is g
  • 10. Why is delivery & logistics important? The MICROS 2012 International Delivery Report identified 12 key findings required for successful international eCommerce 1. Offer International Delivery 2. Make Delivery Charges Affordable 3. Provide A Better Guide To Customs Charges 4. Make Sure Payment Works 5. Offer Flexibility 6. Be Clear About Where You Deliver To 11 Presentation title - edit in the Master slide 7. Target English Speaking Countries 8. Support Foreign Currencies And Payment Methods 9. Support Accurate Address Capture 10. Ensure The Delivery Promise Is Kept 11. Think About Returns & Refunds 12. Ensure Customer Services Are Equipped
  • 11. Typical logistics process – Day 1 Customer orders online Customer orders online 12 Presentation title - edit in the Master slide Picked & packed Collected by Royal Mail
  • 12. Typical logistics process – Day 1 to 2 Delivered to sorting centre Sorted by country at Heathrow Airfreighted to c.210 destinations via 35 airlines 13 Presentation title - edit in the Master slide
  • 13. Typical logistics process – Day 3-7 Arrival at destination Collection by USPS Delivery to customer 14 Presentation title - edit in the Master slide
  • 14. Customer buys again !!! 15 Presentation title - edit in the Master slide
  • 15. 3. What our customers tell us 16 Presentation title - edit in the Master slide
  • 16. 42% of businesses start trading internationally within two years • Length of time since business started, business traded internationally? No significant difference by subgroup Source: International Product Portfolio Review for Royal Mail, illuminas, July 2013 Base: All (1,404) 17 Presentation title - edit in the Master slide
  • 17. Western Europe is the frequent destination for parcel shipping WHERE PARCELS SENT IN LAST 12 MONTHS Source: Worldwide Export Shipper Needs for Parcelforce, Optimisia, March 2013 Base: All respondents (n=122) C1. Which continents have you sent parcels to in the last 12 months? C2. Which are the three countries (other than the UK) that you send parcels or freight to most frequently? 18 Presentation title - edit in the Master slide MOST FREQUENT DESTINATIONS  Germany (17%)  USA (12%)  France (11%)  Republic of Ireland (9%)  Australia (7%)  Netherlands (7%)  Spain (5%)  China (5%)
  • 18. 4. Things to consider (delivery times, size/weight limits, preparing mail, prohibited/restricted goods, customs) 19 Presentation title - edit in the Master slide
  • 19. Typical delivery times • Customers are looking for a reliable and consistent delivery times • Unless the item is valuable or for some reason urgent most will be happy with a standard delivery service • Our delivery times are proven to be well within our delivery aims, which are • Europe: 3-5 days • Average delivery days are monitored and for 2012 were: • France – 3.8 days Rest of the world: 5-7 days Germany 4.8 days Source: UNEX Small Parcels Scheme 2012 20 Presentation title - edit in the Master slide USA 5.3 – 7.3 days
  • 20. Size and Weight limits • Recent Market study we completed showed that 81% of all items sent overseas were under 2kg* • For Postal Services: • Royal Mail • Maximum item weight is 2kg • Parcelforce Worldwide • Can accept items up to 30kg • Dimensions: • Length + width+ height <=900mm with no one side longer than 600mm Source: International Product Portfolio Review for Royal Mail, illuminas, July 2013 21
  • 21. Preparing mail - labeling • Address your mail fully and clearly and always include the postcode and the country in English. • The country must be written on the last line of the address in CAPITALS. • The full country name e.g. ‘The United States of America’ must appear as the last line of the address. • Remember to include a UK return. 22
  • 22. What do these things have in common? www.royalmail.com/sites/default/files/DangerousGoods_BusinessCustomerBooklet_ July2013_0.pdf 23
  • 23. Getting your parcels through Customs • A benefit of our partnerships with overseas postal authorities is ease of movement through customs. • All items worth up to £270 must have CN22 customs declaration form attached. • All items worth more than £270 must have a fully completed CN23 customs declaration form. 24
  • 24. Preparing mail - checklist • Pay the correct postage • Check size and weight restrictions • Pack securely • Check restricted goods 25
  • 25. So in summary … There are substantial benefits for selling your goods to overseas markets Delivery is a key part of the value chain But it’s not complicated you just need to follow the steps And there is lots of help available www.royalmail.com 08457 950 950 26
  • 26. Thank-You 27