Rate Notice Printing and Distribution in Victoria, Australia
Print Mail Logistics LimitedBusiness overview and industry yupdate Adrian Pereira Commercial Manager and CFO 20 September 2012 Revenue Management Association The Meadows Sports & Function Centre 80 Northcorp Boulevarde, Broadmeadows
2Presentation overview• PML – a brief overview• PML – recent developments• Market overview – Australia and Victoria• Key buyer demands y y• Buyer decision making• PML’ service offering PML’s i ff i• Likely market changes in the next 12-36 months.
3Key message We aim to demonstrate our experience as acredible supplier specialising in the preparation, production and distribution of rate and water d i d di ib i f d notices for regional and city Councils located throughout Australia.
4PML – brief overview• Australian public company listed on the National Stock Exchange of Australia;• Production facilities based in Hobart, Tasmania; , ;• Providing services to Local and State Government for over 20 years; y ;• Distributes 10M mail items per annum including 4M on behalf of Local and State Government;• Now produces rate, water and animal notices on behalf of 36 Councils (25 at 30 June 2011) located in NSW, QLD, VIC and TAS. d
5PML – recent developmentsIn the last 9 months PML has: ▫ Enhanced service offering to cater for: Online notice retrieval and archiving E-distribution and E-notification SMS delivery MICR capabilities E-bill presentation; ▫ Increased market share in key target markets including being awarded its first Contract in Victoria; ▫ Demonstrated the strength of our service offering to key k customers. t
6 PML...now delivering Council requirements throughout Eastern Australia # of mail # of Councils items paNew South Wales ‐ Regional 3 300,000New SouthWales SydneyMetropolitanNew South Wales ‐ Sydney Metropolitan 3 200 000 200,000Queensland 5 550,000Victoria 1 200,000 ,Tasmania 24 650,000Total 36 1,900,000
8 Market overview - VIC Average # of f Assessments Per Type VIC Population (000) Council Per Annum(000)Cities 33 4,029 215 Shires 39 1,181 53 Rural Cities 6 170 50 Boroughs g 1 3 6 Unincorporated 10 0 0 Total 89 5,384 106
9Buyer demands are consistentthroughout Australia• Demonstrated experience• Fast turnaround with KPI’s linked to statutory and operational requirements d ti l q i t• Timely access to expert, technical advice• Value added service components• Financial capacity• Commitment to Workplace Safety, Environmental M E i t l Management and S t i bilit t d Sustainability.
11The impact on the marketplace• Between 2008 and 2012, key providers have re 2012 re- focused on alternative markets•S Successful providers h f l id have f focused on: d ▫ process improvement to reduce the cost to serve; and d ▫ innovation to increase the price.• Result is a significant change in the competitive landscape. p
12Solution buying vs. insight buying vs• Customer’s now have a much deeper understanding Customer s of their requirements together with the difference between competitor offerings. p g “Our customers are coming to the table armed to Our their teeth with a deep understanding of their requirements and a well scoped RFQ for a solution solution. It’s turning many of our sales conversations into fulfilment conversations” Harvard Business Review July-August 2012 conversations July August
13Case study:Buyer decision making in NSW b tB d i i ki g i between A il and J April d June2012• 152 Councils in NSW• Approx. 25 (representing 28% of mail volume) of the th market i k t issued an RFQ d ▫ Approx 12 remained with existing supplier ▫ Approx 13 changed supplier• In most instances, RFQ’s were invited from 4 RFQ s common suppliers from NSW, VIC, SA and TAS.
14Case study:Buyer decision making in NSW b tB d i i ki g i between A il and J April d June2012Key themes from the RFQ process:1. Transition to new supplier is now more seamless <7 days 7 y2. Supplier prices have reduced materially3.3 Improved service deliverables4. Interstate competitors capable of providing a valuable solution to NSW Councils – VIC, SA, TAS. ...consistent with the commodity magnet
15PML sPML’s strategy Customer Selection Service Offering Account and Pricing Contract Management
16PML – Service Offering1. Expert transition management2. Agility and flexibility to meet Council’s changing requirements;3.3 Complete responsibility over each component of the value chain;4. Value added solutions including; ▫ Online retrieval and archiving ▫ E-distribution and e-notification ▫ SMS notification ▫ E-bill presentment55. A positive cus o e e pe e ce References who will pos e customer experience. e e e ces o confirm our ability to deliver.
17Service component – print and mail Artwork and Council Data file Proof process Lodgement manifest if t Print and Mail PML Production Ratepayer and distribution di t ib ti
18Service component – e-services Data file Council Notice pdf Secure access (offline) to view, edit and User access reproduce reports t notices PML ORS Server Ratepayer Notice pdf (online) Unique email including URL reference to pdf notice
19PML – Customer selection• Anyone/anywhere model is prevalent in the industry• PML’s customer selection model is based on ▫ Th volume requirements The l i t ▫ The technical scope of the services required ▫ The service level expectation ▫ Our ability to provide superior account management• Our intention is to leverage positive customer experiences p
20PML – Customer selection• Over the next 12 months, our service offering will be g most beneficial to Councils with the following requirements; ▫ Generally above 5 000 and up to 120 000 ratepayers 5,000 120,000 But specifically between 10,000 and 70,000 ratepayers ▫ Timely and accurate p g y programming and supply of samples g pp y p ▫ Lodgement with Australia Post within 24 hours of proof sign off ▫ P i reflective of value and service components required Price fl ti f l d i t i d ▫ Requirement for value added solutions• Likely to be located in Greater Melbourne, Metropolitan Melbourne Sydney, key rural areas of VIC, NSW, QLD and TAS.
21PML - Pricing• Strategic pricing tailored to Council’s specific requirements;• Reflective of Council’s internal resources and requirement for account management;• No penalty fees for Council initiated changes to lodgement dates• Fixed price components ▫ Programming and technical advice ▫ ORS and E-distribution.• Competiti e Competitive ▫ PML enjoys a lower cost of production relative to its competitors given the reduced overhead costs of operation in Hobart, Tasmania. T i
22PML – Account and ContractManagement• PML recognises the difference between account and g contract management;• Quarterly performance meetings;• PML assigns 3 separate staff to each relationship: ▫ Account Manager: co-ordinate stock, inserts, customer timelines and relationship management ▫ Senior Programmer: advise, prepare, sample and p produce notices ▫ Contract Manager: execute contract, co-ordinate resources and ensure performance to contracted terms. terms
23Our view on the Australianmarketplace in the next 12-36 months• Council’s will engage in an RFQ p g g Q process more frequently and supplier pricing will become more competitive;•CCouncil’s will place a greater emphasis on a il’ ill l t h i supplier’s financial capacity and will carefully evaluate a supplier’s p pp performance against contract g terms;• Council’s are more likely to consider changing their supplier given the reduced effort in transition;• Greater push towards e-services as Council’s promote environmental and sustainability practices practices.
24PML sPML’s action plan• New operational premises for process improvement to support its competitive position• Fi li 3rd party certification to ISO standards Finalise t tifi ti t t d d• Continue to enhance IT capabilities designed to assist Council to communicate with its stakeholders• Leverage positive customer experience developed over the p p prior 9 months.
26Contact detailsAdrian Pereira Stacey BlackwellCommercial Manager & CFO Sales ManagerPrint Mail Logistics Limited Print Mail Logistics Limitedp (03) 6220 8444 p (03) 6220 8444m 0420 968 516 m 0410 447 826e firstname.lastname@example.org e email@example.com www.pml.com.au www pml com au w www.pml.com.au www pml com au