Bruce GreshamProduct ManagerPitney Bowes Presort ServicesJeff StangleVice President of Solutions EngagementGrayHair Softwa...
AgendaAGENDA Opportunities in YourOrganization Real Examples –Case Studies How Do You PresentYour Data?2
3Intelligent Mail® Implementation“…it has come to my attention thatsome businesses remain skepticalabout the Postal Servic...
 Original Plan – Meet IndustryRegulations Reality Dates Changed Technology Changed Complexity Increased Need to Just...
Financial: CARD Act, Regulation Z, UDAP, Fraud FlagInsurance: Cancellations, Agent Copies, Interested PartyNotifications, ...
Opportunities by DepartmentMail & PrintOperationsMarketing CustomerServiceLegal Finance Line ofBusinessDiscounts Discounts...
Public Examples of IMb® ROIReader’s Digest – Covered cost ofimplementation through use of ACS™US Census – Reduced door-to-...
 Protecting the Discount Campaign Optimization Cancellation Notices Reducing Fraud Cash Flow Optimization Real Intan...
 Very basic strategy to ensure compliance with USPS®regulationsProtecting the DiscountRates shown for illustrationpurpose...
 Increase response by effectively managing distribution and multi-channelcampaignsCampaign ManagementAverageOrder ValueRe...
Situation Large portion of mail for major directmarketing campaign was alerted tohave no scans over the Eastern US Mail ...
Situation Mailing alerts found little to lowscans at an NDC and SCF’s on250,000 pieces of mail Because of early alerts, ...
 Insurance industry utilizes an array of data for policy cancellation notices Data is utilized in place of bulk certific...
 MSNBC 8.4 million credit cards are stolen each year 286 million instances of fraud each year StatisticsBrain.com 7% ...
Situation During a one-year period weworked with a large credit cardcompany and the USPS InspectionService We used the I...
Cash Flow AnalysisElapsed Days In-home to First Remit Scan0100,000200,000300,000400,000500,000600,000700,000800,0000 2 4 6...
Cash Flow AnalysisUSPSSLA1 Day2 Day3 DayCustomerLocationLockboxLocationDistance4%32%54%Elapsed days between receipt ofstat...
Other Applications & Real IntangiblesOther Applications Automating Undeliverable /Returned Mail, Secure Destruction USPS...
 Graphical / Easy to read executive reportsThe Key Is How You Present Data19
The Key Is How You Present Data20
 Geographic identification of potential issuesThe Key Is How You Present Data21
 Intelligent use of data is an enterprisestrategy Leverage the savings of one project tofund additional revenue and savi...
Jeff StangleVice President of Solution EngagementGrayHair Softwarejstangle@grayhairsoftware.comOffice: 856.924.2415www.gra...
THANK YOU.
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Real Examples That Prove the ROI of Full-Service IMb®

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Beyond compliance, beyond postage discounts, and beyond mail tracking, the Full-Service Intelligent Mail® barcode is an innovation that can deliver ROI in many different ways. Whether you're a mailer, marketer, or in customer service, the IMb is a valuable tool that can help you harness the power of data to optimize your communications. View this educational webinar to see real-life examples of how the Full-Service IMb has help your organization.

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Real Examples That Prove the ROI of Full-Service IMb®

  1. 1. Bruce GreshamProduct ManagerPitney Bowes Presort ServicesJeff StangleVice President of Solutions EngagementGrayHair SoftwareREAL EXAMPLES THATPROVE THE ROI OFFULL-SERVICE IMB®
  2. 2. AgendaAGENDA Opportunities in YourOrganization Real Examples –Case Studies How Do You PresentYour Data?2
  3. 3. 3Intelligent Mail® Implementation“…it has come to my attention thatsome businesses remain skepticalabout the Postal Service’s resolve tomeet the January implementationdate. I want to assure everyone thatour full-service requirement will gointo effect in January 2014.”“On January 26, 2014, an IntelligentMail barcode and the full-serviceoption will be required for mailers toreceive automation price discounts.”
  4. 4.  Original Plan – Meet IndustryRegulations Reality Dates Changed Technology Changed Complexity Increased Need to Justify Implementation Alternate Reality Companies have uncovered how tosave money based on intelligent useof dataIntelligent Mail® Implementation4
  5. 5. Financial: CARD Act, Regulation Z, UDAP, Fraud FlagInsurance: Cancellations, Agent Copies, Interested PartyNotifications, Certificates of MailingHealthcare: HIPAA, Cancellations, Cobra, EOB’s, DenialsRetail: Standard Class, Campaign Performance, ResponseMarketing, Call Center ManagementTelecom: Carrier Change Confirmation, Third PartyReconciliationsOpportunities by Vertical5
  6. 6. Opportunities by DepartmentMail & PrintOperationsMarketing CustomerServiceLegal Finance Line ofBusinessDiscounts Discounts &PromotionsPiece-LevelQueriesProof ofMailingCash Flow ImprovingAddressQualityJob Tracking CampaignManagement(Mail / MultiChannel)TrackingResponsesCollections TrackingResponsesDelivery InHome™ TrackingResponsesTrackingCancellationNoticesVendorManagementVendorManagementTrackingCancellationNoticesIdentifyDeliveryIssuesTrackingResponses6
  7. 7. Public Examples of IMb® ROIReader’s Digest – Covered cost ofimplementation through use of ACS™US Census – Reduced door-to-doorcensus surveys by measuringresponse and address qualityHallmark – Increased revenuethrough in-store postage7
  8. 8.  Protecting the Discount Campaign Optimization Cancellation Notices Reducing Fraud Cash Flow Optimization Real IntangiblesReal Examples – Case Studies8
  9. 9.  Very basic strategy to ensure compliance with USPS®regulationsProtecting the DiscountRates shown for illustrationpurposes only. Actual ratesmay differ from what ispictured.Mail TypeDiscountedPostageNon-QualifyingPostageDifferenceMail PiecesPer MonthMonths ina YearAnnualAdditionalCostFirst Class $0.3810 $0.433 $0.052 1,000,000 12 $624,000Standard $0.2650 $0.274 $0.009 1,000,000 12 $108,0009
  10. 10.  Increase response by effectively managing distribution and multi-channelcampaignsCampaign ManagementAverageOrder ValueResponseRate * Mail PieceCampaignValueCampaignPer PieceNet BenefitMailing CampaignResponse Rate 250 1.3% 1,000,000 $3,250,000 $0.50 $2,750,000.00Multi-ChannelCampaign ResponseRate 250 9.4% 1,000,000 $23,500,000 $1.00 $22,500,000.00Totals: $20,250,000 $19,750,000* Source of Response Rates - Banta White Paper "Developing Effective Multi-Channel StrategiesAverageOrder ValueResponseRate * Mail PieceCampaignValueCampaignPer PieceNet BenefitMailing CampaignResponse Rate 250 0.5% 1,000,000 $1,250,000 $0.50 $750,000.00Multi-ChannelCampaign ResponseRate 250 1.0% 1,000,000 $2,500,000 $1.00 $1,500,000.00Totals: $1,250,000 $750,000* Source of Response Rates - Real Life10
  11. 11. Situation Large portion of mail for major directmarketing campaign was alerted tohave no scans over the Eastern US Mail may not be recoverable due to alarge trucking problem Because of IM®b, we knew whichpieces had not been scanned Created new file for lettershopto reprint and expedite usingFirst-Class Mail® Ensured pieces made it beforeend of season to salvage mailingReal Example – Campaign ManagementResults Over 5 million pieces recreated Piece cost = $0.35 Value of responder = $100.00 Response rate = 0.5%$4,250,000 ROI for that mailing11
  12. 12. Situation Mailing alerts found little to lowscans at an NDC and SCF’s on250,000 pieces of mail Because of early alerts, mail wasfound, expedited, and delivered afew days after the bulk of the mailReal Example – Campaign ManagementResults Piece cost = $0.35 Value of a responder = $500 Response rate = 0.25%$400,000 ROI for that mailing12
  13. 13.  Insurance industry utilizes an array of data for policy cancellation notices Data is utilized in place of bulk certificate of mail ($.44 cents each) andused in court as evidence in an accident trial to prove an uninsured driverwas mailed a cancellation noticeCancellation NoticesMail TypePresortedRateFull Rate DifferenceTrackingData PerPieceCertificate ofMailingDifferenceMailPiecesPerMonthMonthsin a YearAnnualSavingsFirst Class +Certificate ofMailing$0.433 $0.460 $0.027 $0.010 $0.440 $0.430 1,000,000 12 $5,484,000“(The) data has saved our company hundreds of thousands of dollarsannually in certificate of mailing costs. Once the process is setup, it isseamless and works like a charm.”~ Leading Insurance Company . Sent approximately 10,000 pieces per day via certificate of mail13
  14. 14.  MSNBC 8.4 million credit cards are stolen each year 286 million instances of fraud each year StatisticsBrain.com 7% of all stolen credit cards through the mail 588,000 credit cards per year are stolen through the mail 1.4% of all e-commerce sales are lost due to stolen credit cardsReducing FraudOutbound CreditCardsStolen ThroughMail - 1.7%AverageValue Monthly CostMonths in aYear Annual Cost100,000 1,600 5,000$ 8,000,000$ 12 96,000,000$14
  15. 15. Situation During a one-year period weworked with a large credit cardcompany and the USPS InspectionService We used the IMb of the mailpieceand fraud data generated by thecredit card company to identify twoseparate fraud rings Two SCF’s (East & West Coast)Real Example – Reducing FraudResults Individuals were identified,monitored and arrested Over 10,000 cards were stolen in oneyear from these two locations $500.00 in fraud per cardOver $5,000,000 in fraudprevented over a year’s time15
  16. 16. Cash Flow AnalysisElapsed Days In-home to First Remit Scan0100,000200,000300,000400,000500,000600,000700,000800,0000 2 4 6 8 10 12 14 16 18 20 22 24 26 28 30Elapsed DaysPieceCount0.0000%10.0000%20.0000%30.0000%40.0000%50.0000%60.0000%70.0000%80.0000%90.0000%100.0000%Piece Count cumulative percentageCustomer paymentbehavior analyses Identify in-home toremittance response time Predict cash flow andnecessary processing support Establish production tominimize remittance time16
  17. 17. Cash Flow AnalysisUSPSSLA1 Day2 Day3 DayCustomerLocationLockboxLocationDistance4%32%54%Elapsed days between receipt ofstatement and remittancesLockbox float efficiency analysesUSPS Performance on Remittances Optimize use and location of Lockbox operations to improve cash flow (improvecontrol, performance, and predictability)1 Day2 Day3 DayCustomerLocationLockboxLocationDistance20%66%14%USPSSLA17
  18. 18. Other Applications & Real IntangiblesOther Applications Automating Undeliverable /Returned Mail, Secure Destruction USPS Incentives Participating in e-induction andseamless programsReal Intangibles Risk Mitigation USPS Federal Register Customer Service Domestic Voter Registration Overseas Voter Registration18
  19. 19.  Graphical / Easy to read executive reportsThe Key Is How You Present Data19
  20. 20. The Key Is How You Present Data20
  21. 21.  Geographic identification of potential issuesThe Key Is How You Present Data21
  22. 22.  Intelligent use of data is an enterprisestrategy Leverage the savings of one project tofund additional revenue and savingsopportunities Demonstrate the value of mail as anintegral part of a completecommunication strategyIn Closing22
  23. 23. Jeff StangleVice President of Solution EngagementGrayHair Softwarejstangle@grayhairsoftware.comOffice: 856.924.2415www.grayhairsoftware.comQuestions?Bruce GreshamProduct ManagerPitney Bowes Presort Servicesbruce.gresham@pbpresortservices.comOffice: 704-391-1229 x 111www.pbpresortservices.com23
  24. 24. THANK YOU.

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