easyPack 24/7: case study from Poland                    on last-mile delivery optionsŁukasz NowińskiManaging DirectorInPost
Agenda   Company overview   How did we start?   Developing the service in Poland   Expansion to other countries
Listening to customers’ needs and         observing market trends     Distribution of               Postal services       ...
InPost – wavemaker from Poland   Listed on the Warsaw Stock Exchange   The largest private postal group    in Poland   ...
Integer.pl – financial results         Results (in                                   2005           2006          2007    ...
Year 2009  Growth potential for e-commerce in               poland 36.4% growth of e-commerce                      Wartoś...
Year 201119% growth of e-commerce per yearSource: Invesp
Year 2009Parcel terminal answering needsof customers   Important factors for customers:           Decision to do it on   ...
Year 2011 420 machines in Poland                                                     Number     Max dimensions Self-servi...
How it works        Additional functions of easyPack by InPost:         Credit card/cash acceptors         Returns based...
What we achieved in 2 years 420 machines in over 100 cities in Poland 8 countries contracted in 2011 … more to  come Ov...
easyPack operating markets usage data 74% prefer easyPack vs                                                             ...
77% of customers have easyPack                     within 10kmSource: Own data collected from registered users
„Last mile” costs cut by 80%
… We know how to make it work   Where to locate easyPack machines?   How to convince shops and business partners to offe...
16What needs are satisfied? Cheap and convenient delivery (Cheapest service – saving money)But the most important are COM...
17Customers talk
56% growth of easyPack deliveries   Paatal.pl customers soft roll out        56% growth of easyPack delivery after the  ...
Groupon sales up to 97% products via easyPack!   Communication channels        Standard daily e-mailings of Groupon     ...
We do have clients and we ……………make profit on it The world’s mostchosen vendor in 201026-month Return onInvestment4-mon...
Second largestnetwork globally18 000 easyPack    by 2016
„If I had to guess, social commerce is the next toblow up” – Marc Zuckerberg, CEO of Facebook                    Facebook ...
Thank you for your attention                    visit our stand no 4073Łukasz NowińskiManaging Director
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Lukasz Nowinski: easyPack 24/7: case study from Poland on last-mile delivery options

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Lukasz Nowinski: easyPack 24/7: case study from Poland on last-mile delivery options.

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Lukasz Nowinski: easyPack 24/7: case study from Poland on last-mile delivery options

  1. 1. easyPack 24/7: case study from Poland on last-mile delivery optionsŁukasz NowińskiManaging DirectorInPost
  2. 2. Agenda Company overview How did we start? Developing the service in Poland Expansion to other countries
  3. 3. Listening to customers’ needs and observing market trends Distribution of Postal services Financial and insurance MVNO operator unaddressed mail largest alternative postal services Services for Carrefour Mova market leader in operator in Poland Offer for businesses and and new service Freemdistribution for supermarket individuals launched in Autumn 2010 chains Distribution of UDM in Automated parcel Logistics services Ukraine terminals InFlavo logistics support to Group’s Services in over 300cities Sending and collecting Internet shops on subsidiaries parcels 24/ 7 Facebook
  4. 4. InPost – wavemaker from Poland Listed on the Warsaw Stock Exchange The largest private postal group in Poland World Mail Awards winner  Growth (2010),  Innovation (2011)  e-comerce (2011) Business culture and Performance reflected in earnings and recognised by investors 2011
  5. 5. Integer.pl – financial results Results (in 2005 2006 2007 2008 2009 2010 H1 2011 thousand EUR) Net sales 7252 10307 14299 21854 32194 46625 26599 Operating costs 6725 9904 13557 20956 29887 42950 24308 EBIT 530 420 813 1958 3040 4836 3241 Net profit 442 365 633 1492 2355 3802 2663Source: own data. Currency exchange from 13.09.11 – 1 PLN = 0,230175 EUR
  6. 6. Year 2009 Growth potential for e-commerce in poland 36.4% growth of e-commerce Wartość polskiego rynku e-commerce (w mln zł) Sklepy internetowe Platformy aukcyjne between 2008 / 2007 6480 4600 4530 3470 3000 7,000 active e-retailers 980 921 1300 1800 2000 152 180 328 410 48 60 2001 2002 2003 2004 2005 2006 2007 2008 6.9 mln Poles did online shopping Bright future for e-commerce globally
  7. 7. Year 201119% growth of e-commerce per yearSource: Invesp
  8. 8. Year 2009Parcel terminal answering needsof customers Important factors for customers: Decision to do it on  Speed of delivery our own  Low price  Easy ways for parcel collection No focus on B2C customers Bad quality postal services vs expensive couriers A few APT providers – all very expensive
  9. 9. Year 2011 420 machines in Poland Number Max dimensions Self-service pick-up points for Size of boxes (in cm) collecting and sending parcels Size A 32 8 x 38 x 64 cm SMS / email notification about the Size B 32 19 x 38 x 64 cm parcel in the machine Size C 12 41 x 38 x 64 cm User and producer of the machines Machines already contracted to 9 countries: Estonia, Cyprus, Czech Republic Lithuania, Latvia, Russia, Slovakia, Spain, Ukraine
  10. 10. How it works Additional functions of easyPack by InPost:  Credit card/cash acceptors  Returns based on barcodes  Sending of parcels directly from terminal
  11. 11. What we achieved in 2 years 420 machines in over 100 cities in Poland 8 countries contracted in 2011 … more to come Over 500 active e-retailers New segments – MLM, return logistcs etc Customer database:  >200.000 fans on Facebook  >300.000 customers used the service (registered and non-registered users)  61% clients used easyPack 24/7 again
  12. 12. easyPack operating markets usage data 74% prefer easyPack vs 37.45% - collection between 18:00 – 8:00 courier delivery 51% parcels collected within 6 hours 17 sec average time needed to pick up a parcel 97% of parcels delivered next daySource: CATI research 1Q 2011 Polish market, research sample 600 buyers, & own data
  13. 13. 77% of customers have easyPack within 10kmSource: Own data collected from registered users
  14. 14. „Last mile” costs cut by 80%
  15. 15. … We know how to make it work Where to locate easyPack machines? How to convince shops and business partners to offer the service? How to attract customers? How to track customers behaviour and stimulate frequency? What may go wrong and how to avoid pitfals?
  16. 16. 16What needs are satisfied? Cheap and convenient delivery (Cheapest service – saving money)But the most important are COMFORT and CONFIDENCE Fastest option - 97% delivering day after posting Availability - 24h access Innovative service + modern solutions = unique experience Comfort - „just when I want it and how I need it” Security - Parcels are fully safe No queues - saving time – average time of collecting a parcel is 17 seconds
  17. 17. 17Customers talk
  18. 18. 56% growth of easyPack deliveries Paatal.pl customers soft roll out  56% growth of easyPack delivery after the promotion (lack of materials for analysis before the promotion- new shop)  During action percentage easyPack relative to other delivery option is 18% and after action 23%. Communication channels:  On-line activities: banners + subpage  E-mailings  Posts and graphics on facebook.com/paczkomaty E-mailing statistics:  Database 97 463  Unique opens 18 499 – 18%  Unique click 274 – 0,2 % Results:  over 127 participants received a special gift- product
  19. 19. Groupon sales up to 97% products via easyPack! Communication channels  Standard daily e-mailings of Groupon  On-line activities: banners + subpage  Groupon application for iPhone Delivery options:  UPS  easyPack by InPost Results:  Depending on the product that is offered delivery option via easyPack goes from 37% up to 97%  Average share of deliveries to easyPack 75%
  20. 20. We do have clients and we ……………make profit on it The world’s mostchosen vendor in 201026-month Return onInvestment4-month Time to market
  21. 21. Second largestnetwork globally18 000 easyPack by 2016
  22. 22. „If I had to guess, social commerce is the next toblow up” – Marc Zuckerberg, CEO of Facebook Facebook Mobile E-commerce commerce commerce E-shops on MVNO – free access easyPack 24/7 Facebook to internet via phone
  23. 23. Thank you for your attention visit our stand no 4073Łukasz NowińskiManaging Director
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