Transformation in Europe.

View from an alternative operator

Marcin Bosacki

Head of International & Social Media

InPost

Company overview

Postal liberalisation

Latest trends in the industry

E-commerce - easyPack by InPost

Facebook commerce and mobile commerce

Social Media

Agenda

Listening to customers’ needs and

observing market trends

Distribution of

unaddressed mail market leader in

distribution for supermarket

chains

Postal services

largest alternative postal

operator in Poland

Financial and insurance

services

Offer for businesses and

individuals

Distribution of UDM in

Ukraine Services in over 300cities

Automated parcel

terminals

Sending and collecting

parcels 24/ 7

Logistics services

logistics support to Group’s

subsidiaries

MVNO operator

Services for Carrefour Mova

and new service Freem

launched in Autumn 2010

InFlavo

Internet shops on

Facebook

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

InPost – wavemaker from Poland

2011

Long proccess – from 1992

to 2011

Still monopolistics

markets – alternative

players usually not

exceeding 10% of the

market shares

Barriers for newcomers

Liberalisation

Source: Business Insider and UPU

Mail is no longer the main means

of correspondence

438.5 Billion physical

mail

107 trillion

emails

Paper mail in 2020 - ?

vs

Who is making the change?

Google as an MVNO in Spain

Source: http://9to5google.com/2011/09/22/google-becomes-a-virtual-mobile-network-operator-in-spain-rest-of-europe-coming-soon/

„What you see is every telecom exec’s nightmare”

Cooperation with local telco companies such as Telefonica, Vodafone etc via MNVO First tests in Spain … then rest of Europe - ?

Google product search

Source: http://9to5google.com/2011/09/22/google-releases-new-product-search-to-enhance-shopping-experience/

Entering e-comemrce

business

Free solution to:

increase traffic

and sales

reach qualified

shoppers

I Love Shopping by AnPost

E-Mall by Saudi Post

Sjopze by PostNL

10% of purchased done via mobile

Source: http://www.internetretailing.net/2011/09/mobile-now-accounts-for-more-than-10-of-all-uk-ebay-purchases/

More smartphone available

2 million transcation done via

mobile in eBay UK in August 2011

Popular categories are fashion, DVDs, Film, TV, PC and gaming, consumer electronics, music, sporting goods and jewellery

19% of sales for John Lewis is

done online

Source: http://www.internetretailing.net/2011/09/john-lewis-predicts-1bn-turnover-online-within-three-years/

2011 – 19% of sales done online

2014 – 1 billion GBP of turnover

Delivery to 33 countries

Further projects: Click &

Collect concept

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

blow up” – Marc Zuckerberg, CEO of Facebook

E-commerce Facebook

commerce

Mobile

commerce

MVNO – free access

to internet via phone easyPack E-shops on

Facebook

19% growth of e-commerce per year

Source: Invesp

>80% of population in Europe

have shopped online

Source: My Coupons Codes

420 machines in Poland

Self-service pick-up points for

collecting and sending parcels

SMS / email notification about the

parcel in the machine

User and producer of the machines

Machines already contracted to 12

countries

Size Number

of boxes

Max dimensions

(in cm)

Size A 32 8 x 38 x 64 cm

Size B 32 19 x 38 x 64 cm

Size C 12 41 x 38 x 64 cm

How it works

easyPack operating markets usage data

74% prefer easyPack vs

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

37.45% - collection between 18:00 – 8:00

What we achieved in 2 years

420 machines in over 100 cities in Poland

12 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

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

Groupon sales up to 97% products via easyPack!

Communication channels

Standard daily e-mailings of Groupon

On-line activities: banners + subpage

Groupon application for iPhone

Delivery options:

UPS

easyPack by InPost

Results:

Depending on the product that is offered

delivery option via easyPack goes from

37% up to 97%

Average share of deliveries to easyPack

75%

Second largest

network globally

16 000 easyPack by 2016

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

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

InFlavo Mobile

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

FreeM – new MNVO with targeted ADs

Pick up the WWW Advertisement Start Landing Page

Free surfing After 300 kB or after 30 minutes

next advertisement … and free surfing again

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

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

Thank you for your attention

visit our stand no 4073

Marcin Bosacki

Head of International & Social Media