WCA eCommerce London 2018 Gary Tervit, P2P

1. WWW.WCAECOMMERCE.COM
P2P’s collaborative approach to building a global
B2C delivery network
London 2018
Name, Title & Company
Gary Tervit
P2P

2. Gary Tervit
International Service Director at P2P
Been with P2P since 2012 but have over 30 years experience within the
logistics industry
Introduction

3. ▪ UK e-commerce sales shipped internationally has grown
from 10% in 2008 to 23% in 2016 and 24% in 2017
▪ Value forecast has grown from £8.8bn in 2015 to £11.3bn
in 2016 and expected to reach £16.2bn by 2018
▪ International parcel volumes set to grow by 20% p.a. from
178m in 2015 to c.316m by 2018
▪ 71% of UK-based online retailers ship merchandise to
international destinations
Market opportunity
Rapid growth in the proportion of UK e-commerce orders shipping internationally is expected to continue
% of e-commerce sales in the
UK which shipped
internationally in 2016
(vs 10% in 2008)
£16.2bn 23%
UK e-commerce sales forecast
to ship internationally by 2018
(vs £8.8bn in 2015)
11% 12% 15% 16% 19% 21% 23% 24% 26%
International as a % of total

4. WWW.WCAECOMMERCE.COM #WCAECOMMERCE
P2P’s Journey
2009
P2P mailing sets up
operations
Global tracked delivery service
TRAKPAK launched.
2013
Moved into 65,000 ft2
Basildon facility.
2013Office of exchange for
Jersey Post, Post NL and
Correos.
2014Opened Heathrow
linehaul facility.
2014
P2P turnover
£50m, a 72%
increase in 2
years.
2015
Global tracked delivery service
TRAKPAK launched.
2016
Moved into new 154,000 ft2
facility in Laindon, Basildon.
2017
£93m turnover
for 2017, a
YOY increase
of 43%.
2017
Expansion of Heathrow
linehaul facility to 35,000 ft2.2017

5. ▪ Delivery to consumer provided through best-in-class final mile providers (with multiple ETOEs in
place)
▪ Superior price points versus express couriers while maintaining a high level of service
▪ Value-added services, including single labelling for global destinations which provide final mile
visibility
▪ Clients include high profile fashion retailers and large, multi-website online retailers
▪ Very recent expansion and investment, with the business moving to 2 new hubs, both within easy
reach of London
▪ Hubs now include the proprietary linehaul operation in Slough (35,000 sq ft), which is near
Heathrow Airport, and Laindon in Essex (157,000 sq ft)
▪ Proprietary IT systems allowing plug and play options in to carrier networks and client systems
throughout the world
Introduction to the business
Tracked and untracked, global e-commerce cross border shipment delivery for UK clients

6. Services Overview
P2P handles untracked and tracked parcels for UK retailers shipping online orders to international customers
Untracked parcels Tracked parcels Mail & Press Milk powder Courier parcels Parcel returns
Parcel delivery service as
a ‘mail’ product via local
postal networks.
Faster parcel delivery
service with full visibility
of parcel location from
dispatch to receipt by
consumer in-country
P2P delivers small mail
volumes (printed
matter) for long
standing non
e-commerce businesses
Customers are the 3
largest milk powder
consolidators, shipping
high volumes of milk
powder into China
Reselling operation of
DHL express services
P2P refers rebound (a
third party provider)
as a partner to
interested retailers on
a commission basis
Definition
Own vs.
partner
services
FY16 Sales
% of Sales
Own Product Own Product Own Product Own Product Partner Service Partner Service
£15.1M £33.5M £2.2M £4.4M £5.5M n/a
25% 55% 4% 7% 9% n/a

7. ▪ Highly compelling, proprietary software solutions for UK e-
commerce platforms shipping internationally, including:
▪ TRAKPAKTM : fully tracked, E2E international delivery
▪ TRAKPAK LiteTM : international delivery confirmation
▪ TRAKPAKTM PUDOTM : pick-up, drop-off option available
▪ Delivering revenue growth of >50% p.a., TRAKPAKTM is a highly
scalable and easily portable solution (offering international rollout
potential)
▪ An attractive price point between untracked and express courier
services
▪ Single final mile label for simple integration with best-in-class final
mile providers
▪ Real time tracking through single view presentation of multiple
global tracking systems
▪ Launched in 2013, TRAKPAK and TRAKPAK Lite revenue totalled
£33.5m in FY16 and for FY17 revenue is forecast at £52.0m
An innovative, low-cost, fully tracked e-commerce solution for international deliveries
growing at >50% p.a.
Key overseas
destinations
Courier
(tracked)
1-3 days
Parcelforce
(tracked)
4-10 days
Royal Mail Int’l
Standard
(untracked)
4-10 days
P2P
TRAKPAKTM
(tracked)
4-10 days
Australia £84.29 £71.79 £24.45 £17.63
China £84.29 £71.79 £22.75 £13.10
Hong Kong £84.29 £71.79 £22.75 £19.79
USA £84.29 £71.79 £22.75 £17.29

8. TRAKPAK Delivery Cycle
Minimum Key Scans/Events

9. Operations
P2P operates from 2 hubs with the linehaul operation providing full control and high visibility
over international shipments
Laindon hub
(sort, label, prepare
manifest)
ETOE
Ecommerce
retailer
Road transport to
mainland Europe
Slough linehaul hub
(prepare parcels enabling direct
hand-over to airlines)
Final mile delivery
through local
postal networks
Final mile delivery
through final mile
providers

10. ▪ FY16 Mail: 3.8m items
FY16 Parcels: 4.3m items
▪ 93% controlled linehaul to destination
▪ Slough has a Civil Aviation Authority license and is approved to x-ray all traffic to create
“known freight”
▪ All customer collections and internal trunking operations are outsourced to third party
carriers
▪ Slough delivery to British Airways and other airlines
Hub Network
P2P now operates from 2 new hubs, providing close proximity to London and Heathrow
Airport
Location Sq ft FTEs
Laindon 157,000 115
Slough 35,000 15
Total 192,000 c.130

11. Global delivery network
A global service to over 200 destinations worldwide through an international network of local
delivery partners with over 10 million international outbound parcels expected in FY17
Carrier
PostNL
Correos
Jersey Post Global
DHL International
Royal Mail Group
Top 5 carriers by volume (FY16)
Country
China
Australia
US
Spain
Russia
Top 5 geographies by revenue
(FY16)

12. ▪ Data cleansing – the system will look to auto correct address data we receive from clients (cleaning the structure, not so much
the content)
▪ Label generation – supports the integration in to all our final mile partners – creation of final mile label
▪ Provides edi data to final mile partners
▪ Routing mechanism – allows us to route into specific carriers based on certain rules – weight, zip code, dimensions, value etc.
▪ Supports creation of shipping manifests for final mile partners and customs purposes
▪ Consignee communication – manages consignee email communication advising of delivery
▪ Tracking – receives tracking data from our partners and maps those events to the TRAKPAK generic range of tracking events for
display on the TRACKMYTRAKPAK web site
▪ and within the system itself – instant update to current and historic data when changes to mapping occur
▪ Data mining - supports internal and external reporting – on screen or downloaded in to XLS and CSV
▪ Booking wizard – supports adhoc shippers for manual generation of label
▪ Client Services escalation – allows clients to escalate parcel; chases and queries through the system in to our CS department –
allows clients to monitor progress of queries at parcel level
Proprietary API system (cont’d)
Written in PHP, and hosted on the Google Cloud platform, the system provides extensive
functionality

13. Proprietary API system
It is P2P’s proprietary API system that enables the TRAKPAKTM software suite to operate so
successfully

14. Thank you
WWW.WCAECOMMERCE.COM #WCAECOMMERCE
▪ g.tervit@p2pmail.co.uk
▪ 07944 195472