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How to Compete in the
Era of Free Shipping
Presented by DYMO Endicia
and GoECart




Chris Janus                 Manish Chowdhary
Business Development        Founder and CEO
DYMO Endicia                GoECart
www.dymoendicia.com         www.goecart.com
Overview
   Introduction
   The Shipping Scene in 2012
   The USPS Advantage
   GoECart 360 – Retail Platform
Who is DYMO Endicia?
• Leading Electronic Postage provider
   • Customers have printed over $8 billion in postage
      • $1.5B+ in 2011!!
   • Over 25 years of experience
   • Over 180 integrated partners
• The first company with:
   • Electronic Delivery and Signature Confirmation for First Class Mail
     Parcels
   • Automated customs forms & integrated APO/FPO forms
   • USPS Priority Mail Flat Rate and Regional Rate boxes
Print USPS Shipping Labels

                      Prepaid labels
                      Hidden postage amounts
                      All USPS® mail
                      classes




                       Electronic Delivery
                       Confirmation™ &
                       Signature Confirmation™
The Shipping Scene In 2012
Shipping Scene, 2012
• eCommerce on the rise
   – Q4 2011: 9th straight quarter growth
   – 5th quarter double-digit growth
• Lightweight dominates ecommerce
   – Top performing categories (≥ 18% growth Q4 to SPLY):
         Digital content & subscriptions
         Jewelry & watches
         Consumer electronics
         Toys and hobbies
         Computer software
• Trend is free shipping
   – 52% of sales in Q4 2011 vs. 49% SPLY


                                            Internet Retailer 2012
‘Free’ – The New Price
• Nearly 3/4 (73%) of shippers consider free shipping
  “somewhat important” or “very important.”
• Major decision factor for consumers

                            73%




                              comScore data   7
The USPS® Advantage
The USPS® Advantage
   Ship to US territories with domestic rates
   Ability to ship to APO’S, FPO’s, and Post Office™ Boxes
   No minimums, no certifications or audits
   Invisible postage amounts for USPS shipments
   Data entry scans on USPS parcels
   Integrated customs forms as part of the label for USPS shipments
   Free Carrier Pickup™
   Reduced rate insurance
   Eliminates surcharges for fuel, delivery area, address errors etc.]3
Priority Mail® (2-3 day delivery)
 1. Zone-based
    – Ideal for shipping lightweight packages
 2. Flat Rate Box
    – Ideal for shipping dense packages long distances
 3. Regional Rate Box
    – Ideal for shipping dense packages short distances


                Pickup
  FREE          Delivery Confirmation
                Saturday and residential delivery
                Packaging from the USPS
Priority Mail Price Advantage
                                       Carrier   Priority
    3lb Package to zone 2
                                       Ground     Mail®

    Base Rate (zone averaged)           $5.45     $5.24

    Residential Surcharge               $2.55     $0.00

    Extended Delivery Area Surcharge    $3.00     $0.00

    Fuel Surcharge (8.5%)               $0.94     $0.00

    Subtotal                           $11.00     $5.24

    Address Correction                 $11.00     $0.00

    Total                              $22.94     $5.24
High Volume Incentives
 Commercial Plus™ Pricing
  • Saves avg. 13.6% over retail for Priority Mail® and
    avg. 24% over retail for Express Mail®
  • Lower minimums
 Negotiated Service Agreements
 Commercial Plus Products:
  • Critical Mail
  • Commercial Plus Cubic pricing
The Internet Postage Advantage
Internet Postage Saves You Money

  Instant savings
    • Commercial Base Pricing
    • Flexible, low-cost monthly subscriptions
  Leverage existing hardware and software setups
    • Minimal up front capital needed
    • Faster implementation and ROI
  Convenient Support For All USPS services
    • Integrated customs forms for internationals
    • Stealth/hidden postage values
    • No permits, daily minimums or USPS audits required
  Automated Package Processing
    • Integration with a variety of business software programs
    • Streamlines the USPS shipping process
Use All the Tools That You Have
 •   USPS services
 •   Rate comparison
 •   Database integration
 •   Batch printing
 •   High speed printing
 •   International/integrated forms
 •   Carrier pick up
 •   SCAN
 •   Partner integrations
GoECart 360 – Multichannel Retail Platform
Serious Ecommerce is Hard!
Multi-Channel Ecommerce: Critical
Success Factors

      99.9% Reliability & On-Demand Scalability


                                                   Web Content                                               Order Entry &
       Role-Based Security & PCI Compliance




                                                                     SEO & SEM             Contact Center
                                                   Management                                                 Processing
                                                                  Online                      Payment,
              Continuous Innovation




                                                  Product Catalog                                             Inventory
                                                   Management Marketplaces &                 Shipping &      Management
                                                                  CSEs                         Taxes
                                                                                                              Fulfillment
                                                  Shopping Cart        Social
                                                   & Checkout        Networking            Personalization      (Pick/Pack/
                                                                                                              Ship/Drop Ship)

                                                                                           Email Marketing Purchasing and
                                                  Merchandising         Mobile               (Targeted 1:1)   Returns

                                                   Site Search &    International           Transactional    Reporting &
                                                      Guided       (Markets & Customers)       E-mails        Analytics
                                                    Navigation
Too Many Systems to Manage & Integrate


  Storefront        Order             Shipping and      CRM               Finance /
  Solutions         Management        Fulfillment                         Accounting
                    System (OMS)

  Yahoo Stores! $   Dydacomp $        ShipWorks $       Sugar CRM $       QuickBooks $
                    (M.O.M.)

  Magento $$        StoneEdge $       ShipRush $        Salesforce.com    PeachTree $
                                                        $$
  Marketlive $$$$   CoLinear $        TrueShip $        Sage $$ (ACT or   Sage $$
                                                        Saleslogix)


  Demandware        OrderMotion $$$   Harvey Soft. $$   Microsoft         Microsoft $$$
  $$$$                                                  Dynamics $$$
(Additional) Best of Breed Storefront
Technologies

    Site Search and   Transactional     Search Engine   Marketplaces      Ratings and     Personalization
    Guided            Emails            Optimization    Integration       Reviews
    Navigation


    Search Spring $   MailChimp $       WordTracker $   Channel           PowerReviews    4-Tell $$
                                                        Intelligence $$   $$


    Nextopia $$       SilverPop $$      Keyword         Channel Advisor   BazaarReviews   Baynote $$$$
                                        Discovery $     $$$               $$$$


    SLI Systems $$$   BlueHornet $$$                    Mercent $$$                       MyBuys $$$$




    Endeca $$$$       StrongMail $$$$                   MonsoonWorks                      Certona $$$$
                                                        $$$
Introducing GoECart360°
The Ultimate All-in-One SaaS Ecommerce Suite
Free Shipping Combat Strategies
 •   Include Shipping Charges in the Price of the Product
 •   Free Shipping Threshold
 •   Free Shipping Membership (e.g. ShopRunner, Amazon Prime)
 •   Ship a Subset of Items for Free
 •   Flat Rate Shipping (e.g. $9.95 per order)
 •   Other Options
          • Explore all potential carriers and services including hybrid shipping
              (e.g. FedEx SmartPost, InXpress, UPS Mail Innovations)
          •   Ad supported shipping (e.g. AdShip)
          •   Vendor discounted shipping
          •   Pick up from store
          •   Drop ship
          •   Free upgrades
          •   Audit your carrier bills or outsource it
          •   Eliminate double shipping
GoECart’s Thriving Partner Ecosystem (partial list)




                                                      23
Comprehensive Shipping Support

 • Flat Rate (custom tables based on total or weight)
 • Free Shipping
 • Real-time Carrier Rates – UPS, FedEx, USPS (via DYMO
   Endicia), DHL, Canada Post
 • Dimensional Weights and Multi-Piece Items Supported
 • Support for Domestic and International Shipping




                                                          24
GoECart’s Endicia Integration

 •   Service Selection and Rate Calculation
 •   Address Verification
 •   Purchasing Postage
 •   Shipping Options Selection
 •   Generating/Printing USPS Shipping Labels
Best-in-Class Persistent Shopping Cart
New Customer Checkout
Preemptive Address Verification
Award-Winning One Page Checkout
Online Order Confirmation
GoECart 360 Administration Panel
Sales Orders – List View
Sales Order Details
Generate Shipping Label
Print USPS Shipping Label
                            Prepaid labels
                            Hidden postage amounts
                            All USPS® mail
                            classes




                            Electronic Delivery
                            Confirmation™ &
                            Signature Confirmation™
Fully Integrated Order Fulfillment Process
Built-In Rich Transactional Emails
Why GoECart 360?

 1 All-in-One Ecommerce Suite that Empowers you to Manage Your Entire Business.

 2 Same Powerful Tools and Rich Features used by the Top 500 Internet Retailers.

 3 Enables True, Multi-Channel Ecommerce.

 4 On-Demand SaaS solution – No IT Required!

 5 Drives Growth on the Front-End and Efficiencies in your Back Office Operations.

 6 Provides an Intelligent, 360-Degree View of your Business.
Questions?



Chris Janus            Manish Chowdhary
Business Development   Founder and CEO
DYMO Endicia           GoECart
www.dymoendicia.com    www.goecart.com
800-576-3279 x140      877-243-3612
sales@endicia.com      sales@goecart.com

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DYMO Endicia & GoECart Free Shipping Webinar

  • 1. How to Compete in the Era of Free Shipping Presented by DYMO Endicia and GoECart Chris Janus Manish Chowdhary Business Development Founder and CEO DYMO Endicia GoECart www.dymoendicia.com www.goecart.com
  • 2. Overview  Introduction  The Shipping Scene in 2012  The USPS Advantage  GoECart 360 – Retail Platform
  • 3. Who is DYMO Endicia? • Leading Electronic Postage provider • Customers have printed over $8 billion in postage • $1.5B+ in 2011!! • Over 25 years of experience • Over 180 integrated partners • The first company with: • Electronic Delivery and Signature Confirmation for First Class Mail Parcels • Automated customs forms & integrated APO/FPO forms • USPS Priority Mail Flat Rate and Regional Rate boxes
  • 4. Print USPS Shipping Labels Prepaid labels Hidden postage amounts All USPS® mail classes Electronic Delivery Confirmation™ & Signature Confirmation™
  • 6. Shipping Scene, 2012 • eCommerce on the rise – Q4 2011: 9th straight quarter growth – 5th quarter double-digit growth • Lightweight dominates ecommerce – Top performing categories (≥ 18% growth Q4 to SPLY):  Digital content & subscriptions  Jewelry & watches  Consumer electronics  Toys and hobbies  Computer software • Trend is free shipping – 52% of sales in Q4 2011 vs. 49% SPLY Internet Retailer 2012
  • 7. ‘Free’ – The New Price • Nearly 3/4 (73%) of shippers consider free shipping “somewhat important” or “very important.” • Major decision factor for consumers 73% comScore data 7
  • 9. The USPS® Advantage  Ship to US territories with domestic rates  Ability to ship to APO’S, FPO’s, and Post Office™ Boxes  No minimums, no certifications or audits  Invisible postage amounts for USPS shipments  Data entry scans on USPS parcels  Integrated customs forms as part of the label for USPS shipments  Free Carrier Pickup™  Reduced rate insurance  Eliminates surcharges for fuel, delivery area, address errors etc.]3
  • 10. Priority Mail® (2-3 day delivery) 1. Zone-based – Ideal for shipping lightweight packages 2. Flat Rate Box – Ideal for shipping dense packages long distances 3. Regional Rate Box – Ideal for shipping dense packages short distances Pickup FREE Delivery Confirmation Saturday and residential delivery Packaging from the USPS
  • 11. Priority Mail Price Advantage Carrier Priority 3lb Package to zone 2 Ground Mail® Base Rate (zone averaged) $5.45 $5.24 Residential Surcharge $2.55 $0.00 Extended Delivery Area Surcharge $3.00 $0.00 Fuel Surcharge (8.5%) $0.94 $0.00 Subtotal $11.00 $5.24 Address Correction $11.00 $0.00 Total $22.94 $5.24
  • 12. High Volume Incentives  Commercial Plus™ Pricing • Saves avg. 13.6% over retail for Priority Mail® and avg. 24% over retail for Express Mail® • Lower minimums  Negotiated Service Agreements  Commercial Plus Products: • Critical Mail • Commercial Plus Cubic pricing
  • 13. The Internet Postage Advantage
  • 14. Internet Postage Saves You Money  Instant savings • Commercial Base Pricing • Flexible, low-cost monthly subscriptions  Leverage existing hardware and software setups • Minimal up front capital needed • Faster implementation and ROI  Convenient Support For All USPS services • Integrated customs forms for internationals • Stealth/hidden postage values • No permits, daily minimums or USPS audits required  Automated Package Processing • Integration with a variety of business software programs • Streamlines the USPS shipping process
  • 15. Use All the Tools That You Have • USPS services • Rate comparison • Database integration • Batch printing • High speed printing • International/integrated forms • Carrier pick up • SCAN • Partner integrations
  • 16. GoECart 360 – Multichannel Retail Platform
  • 18. Multi-Channel Ecommerce: Critical Success Factors 99.9% Reliability & On-Demand Scalability Web Content Order Entry & Role-Based Security & PCI Compliance SEO & SEM Contact Center Management Processing Online Payment, Continuous Innovation Product Catalog Inventory Management Marketplaces & Shipping & Management CSEs Taxes Fulfillment Shopping Cart Social & Checkout Networking Personalization (Pick/Pack/ Ship/Drop Ship) Email Marketing Purchasing and Merchandising Mobile (Targeted 1:1) Returns Site Search & International Transactional Reporting & Guided (Markets & Customers) E-mails Analytics Navigation
  • 19. Too Many Systems to Manage & Integrate Storefront Order Shipping and CRM Finance / Solutions Management Fulfillment Accounting System (OMS) Yahoo Stores! $ Dydacomp $ ShipWorks $ Sugar CRM $ QuickBooks $ (M.O.M.) Magento $$ StoneEdge $ ShipRush $ Salesforce.com PeachTree $ $$ Marketlive $$$$ CoLinear $ TrueShip $ Sage $$ (ACT or Sage $$ Saleslogix) Demandware OrderMotion $$$ Harvey Soft. $$ Microsoft Microsoft $$$ $$$$ Dynamics $$$
  • 20. (Additional) Best of Breed Storefront Technologies Site Search and Transactional Search Engine Marketplaces Ratings and Personalization Guided Emails Optimization Integration Reviews Navigation Search Spring $ MailChimp $ WordTracker $ Channel PowerReviews 4-Tell $$ Intelligence $$ $$ Nextopia $$ SilverPop $$ Keyword Channel Advisor BazaarReviews Baynote $$$$ Discovery $ $$$ $$$$ SLI Systems $$$ BlueHornet $$$ Mercent $$$ MyBuys $$$$ Endeca $$$$ StrongMail $$$$ MonsoonWorks Certona $$$$ $$$
  • 21. Introducing GoECart360° The Ultimate All-in-One SaaS Ecommerce Suite
  • 22. Free Shipping Combat Strategies • Include Shipping Charges in the Price of the Product • Free Shipping Threshold • Free Shipping Membership (e.g. ShopRunner, Amazon Prime) • Ship a Subset of Items for Free • Flat Rate Shipping (e.g. $9.95 per order) • Other Options • Explore all potential carriers and services including hybrid shipping (e.g. FedEx SmartPost, InXpress, UPS Mail Innovations) • Ad supported shipping (e.g. AdShip) • Vendor discounted shipping • Pick up from store • Drop ship • Free upgrades • Audit your carrier bills or outsource it • Eliminate double shipping
  • 23. GoECart’s Thriving Partner Ecosystem (partial list) 23
  • 24. Comprehensive Shipping Support • Flat Rate (custom tables based on total or weight) • Free Shipping • Real-time Carrier Rates – UPS, FedEx, USPS (via DYMO Endicia), DHL, Canada Post • Dimensional Weights and Multi-Piece Items Supported • Support for Domestic and International Shipping 24
  • 25. GoECart’s Endicia Integration • Service Selection and Rate Calculation • Address Verification • Purchasing Postage • Shipping Options Selection • Generating/Printing USPS Shipping Labels
  • 32. Sales Orders – List View
  • 35. Print USPS Shipping Label Prepaid labels Hidden postage amounts All USPS® mail classes Electronic Delivery Confirmation™ & Signature Confirmation™
  • 36. Fully Integrated Order Fulfillment Process
  • 38. Why GoECart 360? 1 All-in-One Ecommerce Suite that Empowers you to Manage Your Entire Business. 2 Same Powerful Tools and Rich Features used by the Top 500 Internet Retailers. 3 Enables True, Multi-Channel Ecommerce. 4 On-Demand SaaS solution – No IT Required! 5 Drives Growth on the Front-End and Efficiencies in your Back Office Operations. 6 Provides an Intelligent, 360-Degree View of your Business.
  • 39. Questions? Chris Janus Manish Chowdhary Business Development Founder and CEO DYMO Endicia GoECart www.dymoendicia.com www.goecart.com 800-576-3279 x140 877-243-3612 sales@endicia.com sales@goecart.com