Rafal Brzoska: e-commerce solutions in the new era of the postal world.

1. e-commerce solutions in the
new era of the postal world
Rafał Brzoska
CEO
InPost

2. Agenda
 Company overview
 Latest trends in the industry
 easyPack 24/7
 Facebook commerce and mobile commerce

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 Freem
distribution 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. 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. 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 2663
Source: own data. Currency exchange from 13.09.11 – 1 PLN = 0,230175 EUR

6. Mail is no longer the main means
of correspondence
107 438.5
trillion Billion physical
emails mail
Source: Business Insider and UPU

7. „If I had to guess, social commerce is the next to
blow 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

8. 19% growth of e-commerce per year
 680.6 billion $ – 2011
 1400 billion $ - 2014
 Over 80% of
population in Europe
have shopped online
Source: Invesp & My Coupons Codes

9. 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. How it works
Additional functions of easyPack by InPost:
 Credit card/cash acceptors
 Returns based on barcodes
 Sending of parcels directly from terminal

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. Second largest
network globally
18 000 easyPack
by 2016

13. 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
Source: CATI research 1Q 2011 Polish market, research sample 600 buyers, & own data

14. 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

15. „Last mile” costs cut by 80%

16. We do have clients and we ……………
make profit on it
 The world’s most
chosen vendor in 2010
26-month Return on
Investment
4-month Time to market

17. 440.000 Groupons of GAP worth 11
million USD in one day of August 2011
 750 million FB users
 250 million user FB
via mobile device
 50% of them use FB
every day
Source: Facebook stats, Spinback

18. InFlavo – new sales channel via Facebook
 InFlavo - Facebook application
which allows companies and
individuals to sell their
products through via Facebook
 Integrated with payments and
delivery options
 easyPack 24/7 as a major
delivery channel

19. 8.5% of total e-commerce to be made
via mobile in 2015
 1.2 billion USD – 2009
 119 billion USD – 2015
 M-commerce
 m-commerce
 m-ticketing
 m-coupons
Source: Microsoft Tag

20. FreeM – new MNVO with targeted ADs
Pick up the WWW Start Advertisement Landing Page
Free surfing After 300 kB or after 30 minutes
… and free surfing again
next advertisement

21. Results based on „free minutes for shopping”
model and view 2 surf advertising
 15% bigger market basket when using „free
minutes for shopping” comparing to the
average base
 10% - increase for selected products in
targeted marketing promotions
 over 100% higher rate of viewing mobile ads
using view2surf technology
 a satisfaction rate for full-screen mobile ads
is high.

22. Using social media to interact with customers
 Interaction with fans
 Acquiring new customers
 Education about services
 Promotion with e-retailers
 Feedback from customers
 Channels: Facebook, Twitter,
YouTube, SlideShare, LinkedIn etc

23. 81% conversion rate
The best member get member concept in social media
 InPost LOVE
 Sending „Love letter” using hybrid mail
linked with Facebook
 Pick up a friend to give a present
 Friends to choose easyPack 24/7 for
collecting their present
 12.000 new users

24. Thank you for your attention
visit our stand no 4073
Rafał Brzoska
CEO