Интегрированное бизнес-решение от Австрийской почты...
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Мартин Везело (Martin Weseloh)управляющий директор по маркетингу и продажам, Австрийская почтаTRANSCRIPT
AUSTRIAN POST GROUP’S INTEGRATED SOLUTIONS FOR MAIL ORDER COMPANIES
Dipl. BW Martin WeselohManaging Director SalesAustrian Post Group
Dialog Marketing DaysKiev, 2011-05-27
2
1. The Austrian Post Group at a glance
2. Direct Mail Production
3. Mail Distribution
4. Courier/Express/Parcel
5. Scanning / Digitalisation
AGENDA
3
6,7%
0,1%
Shop-Network
Parcel&Logistics
Group
34,1 %
59,1 %
EBITDA Margin: 19,3%
EBIT Margin: 16,5%
Mail Services Addressed and non-
addressed Direct Mail Magazines and
Newspapers
Revenue: 1.389,4m
-0,5%
EBITDA Margin: 4,5%
EBIT Margin: 1,3%
Parcel&Logistics
Parcels Combined Shipments Express Shipments Temperature
controlled logistics Contract logistics
Revenue: 802,0m
+4,4%
EBITDA Margin: -4,3%
EBIT Margin: -6,1%
Retail Network
Postal Services Finance Services Telecommunication-
products and Retail Goods
Revenue: 157,9m
-16,7%
EBITDA Margin: 11,1%
EBIT Margin: 6,7%
Group
Revenue: 2.351,1m
-0,2%
External Revenues 2010
EBITDA and EBIT in relation to total revenues (external and internal revenues)
OVERVIEW AUSTRIAN POST GROUP 2010
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Requirements analysis
Mailing consulting
Campaign management
Media planning
Production consulting
Distribution plan optimisation
Address updating
Address data service
Target group analysis
Address purchasing
Data management
Transaction printing
Enveloping
Printing
Letter shop
Fulfilment
Data base management
Acceptance
Sorting
Delivery
Pick-up
Delivery/Pick-up
Mailroom management
Scanning / Digitalisation
Return mail processing
Response evaluation
Processing
Analysis
AnalysisConsultingPlanning
RecipientInformation exchangeSender @
Addressmanagement
Production Traditional postal services
ExpandedPostalservices
Response-management
VALUE CHAIN OF AUSTRIAN POST GROUP
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INTERNATIONAL PRESENCE / CEP & MAIL
AT
Postal Service
Courier/Express/Parcel
Niches like temperature controlled transport
Retail business
Digitalisation & Mailroom Services
DE, BENELUX
Courier/Express/Parcel
Temperature controlled transport + special logistics
Direct Marketing Services (printing, letter shop,….)
CZ, PL, RU, UK, SE, FR
Direct Marketing Services (printing, letter shop,….)
BALKANS
Courier/Express/Parcel
Unaddressed and addressed distribution
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1. The Austrian Post Group at a glance
2. Direct Mail Production
3. Mail Distribution
4. Courier/Express/Parcel
5. Scanning / Digitalisation
Agenda
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DIRECT MARKETING SOLUTIONS FOR EUROPE
DIRECT MAIL
PRODUCTION
DIALOG SERVICE MARKETING- &CRM-SOLUTIONS
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PRODUCT EXAMPLE MAILING
Technology:
Full-colour individualisation for medium sized print runs (hybrid)
Highlights:
Target group marketing – highly individualised, targeted offers, tailored especially to customer needs
Significant higher response rate
compared to former mailing activities
(30%)
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PRODUCT EXAMPLE “SLIDING DOOR”
Technology:
Web Finishing
Highlights: Marketing approach for customer acquisition and retention by acquiring advertising space for integrating target group-specific messages or advertisements (=> generates additional advertising revenue)
Increase of reader coverage of 25%
Fully booked
High awareness due to new technique
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PRODUCT EXAMPLE “OFFER / CONSULTING FOLDER”
Technology:
Multi-line finishing
Highlights: Personalised application forms with self-copying form sets integrated into a high-quality folder – clear and user-friendly!
Attractive insurance products with original application form and
copy for filing
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1. The Austrian Post Group at a glance
2. Direct Mail Production
3. Mail Distribution
4. Courier/Express/Parcel
5. Scanning / Digitalisation
Agenda
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MAIL DISTRIBUTION: AUSTRIAN POST GROUP IN 2011
Country Croatia Hungary Slovakia Romania Czech Rep.
Founding year
1994 1990 1995 2007 1999
Take-over / investments
2007 2005 2006 26% of shares in 2011
Strategic Partner
HQ’s Zagreb Budapest Bratislava Bucharest PragueEmployees 44 75 37 64 n.a.Distributors 800 4.500 3.500 800 8.200Distribution Centres
8 5 4 21 8
Items p.a. 350m 1.500m 510m 180m 450mMarket position
Market Leader
Market Leader Market Leader Market Leader Market Leader
Scope Domestic Domestic Domestic Domestic DomesticProduct Unaddressed
& addressedUnaddressed & addressed
Unaddressed & addressed
Unaddressed & addressed
Unaddressed & addressed
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EXAMPLE: SERVICES FOR A MAIL ORDER COMPANY IN CEE
Company profile:
Mail order company for Gardening, business in AT, SK, HU, CZ, PL and RO
Task:
Catalogue elements printed in different countries → printing catalogue cover & cover letter, organising logistics
Central enclosing of different samples (different countries & samples)
Letter shop (wrapping, personalisation, sorting)
Distribution to end consumers in several countries
Return & Response Management
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1. The Austrian Post Group at a glance
2. Direct Mail Production
3. Mail Distribution
4. Courier/Express/Parcel
5. Scanning / Digitalisation
Agenda
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PARCEL DISTRIBUTION: NETWORK OF AUSTRIAN POST GROUP
trans-o-flex Schnell-Lieferdienst GmbH & Co. KG - Germany
trans-o-flex Netherland BV - Netherlands
trans-o-flex Belgié BVBA – Belgium
trans-o-flex Hungary Kft. - Hungary
IN TIME s.r.o. - Slovakia
Slovak Parcel Seevice s.r.o. - Slovakia
Overseas Trade d.o.o. - Croatia
City Express Serbia d.o.o. - Serbia
City Express Montenegro d.o.o. - Montenegro
24VIP Logistic Services d.o.o. – Bosnia and Herzegovina
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Slovakia
Slovakia
Hungary
Croatia Serbia Montenegro BiH
Founding year 1992 1992 1997 1995 2002 2008 1999
Take-over by
Österreichische Post AGMay 2002 May 2002 May 2007
November 2003
November 2007
November 2008*
October 2008
Company headquarters Bratislava Bratislava Budapest Zagreb Belgrade Podgorica Sarajevo
Employees (895) 179 18 91 125 399 10 73
Fleet 212 6 163 155 240 8 42
Distribution centres / Depots
(incl. distr. centres)4 / 25 - 1 / 12 1 / 15 1 / 15 1/1 1/4
Line-haul lines 67 3 26 24 30 0 10
Items per year (2010) 6.4 mill. 1.4 mill. 2.6 mill. 2.9 mill. 3.7 mill. 0.1 mill. 0.3 mill.
National market position Market leader 6 6 Market leader Market leader Market leader Market leader
ScopeNational &
internationalNational &
internationalNational &
internationalNational &
internationalNational &
internationalNational &
internationalNational &
international
PARCELS AND LOGISTICS SUBSIDIARIES IN CEE
* Separation from City Express Serbia
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EURODIS NETWORK AND SERVICE FEATURES
Network: EURODIS offers day defined
regular transit times to all European destinations
transit times:1 day domestic,1-2 days neighbouring countries
35 gateways, 150 daily connections to every country, over 250 depots
Service features: Parcels up to 31.5 kg, pallets up to
800 kg
Shipment unit: separate packages delivered in one shipment
and further services like COD, premium delivery, T&T, dangerous goods, etc.
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1. The Austrian Post Group at a glance
2. Direct Mail Production
3. Mail Distribution
4. Courier/Express/Parcel
5. Scanning / Digitalisation
Agenda
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SCANNING, DATA CAPTURING & ARCHIVING
Data management
Duplicates, correction, enrichment
Profiling
Digital Mailroom
Electronic invoice capturing
Electronic form capturing, e.g. CRM response, order forms, application forms, price draws,…
Digital Archive
Scanning of e.g. HR files, health records, customer files and scanning of any kind of items (if necessary categorised)
Archive outsourcing
On-demand digitisation
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Media Consulting
Production consulting
Logistics planning
Data correction
Data enrichment
Duplicate check
Profiling
Address purchasing
Mailing Production (finishing, digital print)
Individualisation
Envelope production
Letter shop (wrapping, enveloping)
Transaction printing
Fulfilment
Postal sorting
Addressed distribution
Unaddressed distribution
Parcel distribution
Logistics
COD
E-Invoicing
E-Mail & SMS Services
Scanning / Digitalisation
Return mail processing
Response evaluation
Return handling (parcels)
AnalysisConsultingPlanning
RecipientMail Order company
Address management
Production Traditional postal services
Expanded Postal services
Response- management
VALUE CHAIN OF AUSTRIAN POST GROUP FROM A MAILORDER PERSPECTIVE
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IF IT REALLY COUNTS, RELY ON AUSTRIAN POST
Contact:
Martin Weseloh
Managing Director Sales
+43.57767.21405