Selected Presentations from Postcomm International Direct Marketing Fair - May 21, 2008
International Direct Marketing Fair 2008 held at Earls Court 2 in London on 29 April - 1 May 2008.
"Mail can win in a digital world" by Nigel Stapleton, Chairman, Postcomm.
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"Corporate and social responsibility" by Nick Wells, Chief Executive, TNT Post UK.
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"Royal Mail and small business" by Tim Rivett, Head of Consumer and SME Sector, Royal Mail.
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"What challenges are facing mailers and mail operators?" by Graham Cooper, Managing Director, OnePost.
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"The future of post" by Simon Campbell, CEO, ViaPost.
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"Mail providers - an assessment" by David Robottom, D&S Consultants.
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"How the mail providers add up - an independent assessment" by 21 grams.
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"Choice in the post 1" by Nick Wells, CEO, TNT Post.
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"Choice in the post 2" by Michael MacClancy, Head of Regulation, DX Group.
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"Selecting a mail provider 1" by Geoff Lambert, Postal and Logistics Consulting Worldwide.
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"Selecting a mail provider 2" by Derek Fairhurst, PostalAudits.
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"Innovation and choice for the large and not so large mailer" by Steve Patrick, MD, UK Mail.
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"Choosing the best operator" by Post-Switch.
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"Post: is there another way?" by John Hughes, CEO, Postal Group.
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Household Generated Mail - "U.S. Market Overview" - May 8, 2008
This presentation, authored by Bradley Tisdahl, strategy analyst at Pitney Bowes, examines household generated mail in the U.S.
Key findings include:
- U.S. household generated mail, or mail which is primarily consumer originating, has been in a steady decline over the past six years.
- Changes in consumer behavior based, in part, around electronic substitution, have led to a reduction in the amount of mail individuals send, but despite these changes it still accounts for around 10 percent of the total mail mix in the U.S.
- Electronic substitution appears to have a greater impact on transaction based mail, most notably bill payments.
- Correspondence mail volume, like greeting cards, is stable overall. However, on a per capita basis, it is also in decline. Looking forward we recognize three key levers that impact household generated mail: regulatory changes, continued technological innovation and expansion, and consumer behavioral shifts.
We predict that there will be continued declines in overall household generated mail, however, changes are not likely to take place suddenly.
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"Campaign Effectiveness Study - Identifying the characteristics of successful direct mailings" - April 24, 2008
Royal Mail Unlocks The Ingredients To Direct Mail Success
Companies can increase the success of their direct mail activity by at least 50 per cent by following a five point plan, an in-depth study of more than 600 mail campaigns has revealed.
The research, carried out by Quadrangle on behalf of Royal Mail, revealed that around 30 per cent of business to consumer (B2C) and business to business (B2B) campaigns pull in response rates of between one and five per cent and a further 30 per cent between five and 20 per cent. The top performing campaigns - 14 per cent for B2C and 15 per cent for B2B - achieved responses of between 20 and 75 per cent.
And the study unveiled the five most important ingredients to boosting campaign success:
• Quality data: Campaigns centred around quality data achieve response rates that are 50 per cent higher than average. Successful B2C mailings are particularly likely to have utilised a customer database while bought in lists are more effective for B2B campaigns.
• Integration: Campaigns that have a strong integration with other brand activity deliver response rates of 60 per cent plus above the norm. This reinforces Royal Mail’s recent research which revealed integrating direct mail with digital activity can increase consumer spend by 25 per cent.
• Creativity: Campaigns with a strong creative angle generate over twice the average level of response. Less creative mailings underperform by a third.
• Cutting costs cuts response: Direct mail campaigns with an investment of less than 60p per item are the worst performing.
• Logistics make a difference: Campaigns sent via Royal Mail’s Mailsort 1 - a next day delivery service - consistently achieve a 70 per cent uplift.
Mike West, Media Proposition Manager at Royal Mail, said: "This in-depth study of more than 600 campaigns demonstrates that direct mail continues to deliver results for businesses but also what the important ingredients are to improving success rates.
"By focusing attention on key elements, such as placing more emphasis on data and creativity marketers can significantly raise response rates, boosting return on investment and hence the bottom line, potentially by thousands of pounds."
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"Hybrid Mail: Effectively Transforming Postal Operations" - April 9, 2008
By Andrea Porcu Head of Business Development, International Sales, Elsag Datamat. Presented at the 11th Annual IEA European Postal Services Conference held at the Berlin Intercontinental Hotel on 11th, 12th & 13th March 2008. Presentation
"Following the Trend: Moving the Post Office to Meet the Customer" - April 9, 2008
By Lexi Airey, Head of Market Intelligence & Complaints Analysis, Post Office UK. Presented at the 11th Annual IEA European Postal Services Conference held at the Berlin Intercontinental Hotel on 11th, 12th & 13th March 2008. Presentation
"New Business Models Arising from Liberalisation and Deregulation in the Postal Industry Worldwide" - April 7, 2008
By Brian J. Moran, Global Postal Industry Lead, Accenture. Presented at the 11th Annual IEA European Postal Services Conference held at the Berlin Intercontinental Hotel on 11th, 12th & 13th March 2008. Presentation
"From Postal Operator to Leader in Global Logistics: The Deutsche Post Vision" - April 7, 2008
By Thomas Baldry, Managing Director, Global Mail Germany. Presented at the 11th Annual IEA European Postal Services Conference held at the Berlin Intercontinental Hotel on 11th, 12th & 13th March 2008. Presentation
"All Change at USPS - Transforming the World's Largest Postal Operation" - April 7, 2008
By Thomas Day, Senior Vice President, Intelligent Mail and Address Quality, United States Postal Service. Presented at 11th Annual IEA European Postal Services Conference held at the Berlin Intercontinental Hotel on 11th, 12th & 13th March 2008. Presentation
Selected Presentations from 11th Annual IEA European Postal Services Conference - April 5, 2008
11th Annual IEA European Postal Services Conference held at the Berlin Intercontinental Hotel on 11th, 12th & 13th March 2008.
Day One - Operations Day
"La Poste: facing competition in an opening and changing market" by Jean-Paul Forceville, Director of External Relations, La Poste Group.
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"Hybrid mail: effectively transforming postal operations" by Andrea Porcu Head of Business Development, International Sales.
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"Modernising De Post: implementing change" by Olivier van der Brempt, Director Logistics Strategy & Technology, De Post/La Poste.
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"An update on the REMA project: managing one of the largest projects of its kind" by Peter Stoop, Director of Business Technology Center, Swiss Post.
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"Implementing walk-order sorting at Norway Post" by Christian Brandt, Distribution Director, Norway Post.
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"Reviewing sequencing: analysing the effects, with a special case study on the Austrian Post" by Hermann Schaffer, Head of Process Management, Letter Division, Osterreichische Post.
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"Automatic flats sequencing: realising efficiency improvements and integrating sequencing into the postal operation" by Hokan Thorn, Sales Director, Siemens.
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"Making Intelligent Mail operational for 2009" by Thomas Day, Senior Vice President, Intelligent Mail and Address Quality, United States Postal Service.
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"The electronic mailbox: developing expertise in digital information management" by Juhani Stromberg, Vice President, Corporate Development, Itella Corporation.
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"Capitalising on opportunities in retail networks: improving the customer experience and service offering" by Joseph Sultana, Managing Director, Swift Retail.
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"Improving quality using barcode tracking throughout the postal process" by Hordur Jonsson, Managing Director Post Offices, Iceland Post.
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"From idea to autoID at TNT" by Sybren Tuinstra, Divisional Manager Strategic Innovation, TNT Express.
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"RFID letter mail" by Francois Gillet, Strategy & Business Development Director, SOLYSTIC.
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"KePol: environmental care using first and last mile solutions" by Ernst Schacherl, Vice President, KEBA.
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Day Two - European Postal Services Day One
"From postal operator to leader in global logistics: the Deutsche Post vision" by Thomas Baldry, Managing Director, Global Mail Germany.
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" All change at USPS - Transforming the world's largest postal operation" by Thomas Day, Senior Vice President, Intelligent Mail and Address Quality, United States Postal Service.
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"New business models arising from liberalisation and deregulation in the postal industry worldwide" by Brian J. Moran, Global Postal Industry Lead, Accenture.
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"From stamps to savings: exploring the evolving retail network" by Jarle Mortensen, Head, Postbanken Norway.
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"Banking on choice: determining the product and service offering of the postal bank" by Iwona Kwarciak-Porowska, Director, Postal Banking Department, Bank Pocztowy.
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"Following the trend: moving the post office to meet the customer" by Lexi Airey, Head of Market Intelligence & Complaints Analysis, Post Office UK.
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"Western Union money transfers: making customer service pay" by Juergen Stichenwirth, Director Sales and Key Account Management EMEASA, Postal and Public Sector, Western Union Financial Service.
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"Meeting customer needs in a world of joined-up communications" by Bernard Germanier, Head of Marketing Mail International.
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"Building partnerships for effective e-fulfilment" by Paloma Castro Martinez, Director of the Brussels office, eBay International.
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"Hybrid mail solutions and keys to success" by Eric Thomas, Vice President International Business Development, Esker.
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"The evolving regulatory function: responding to a constantly-changing marketplace" by Sarah Chambers, Chief Executive, Postcomm.
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"Creating a change culture: the new challenge for postal operators" by Pal Szabo, Chief Executive, Magyar Posta.
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"The private equity perspective: investing in post why we see opportunities for growth" by James Greenbury, Chief Executive, DX Group.
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Day Three - European Postal Services Day Two
"The third directive: an update on progress" by Jorg Reinbothe, Head of Postal Unit, DG Internal Market, European Commission.
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"From directive to regulation: developing the role of the regulator" by Guillaume Lacroix, Head of Postal Services, ARCEP.
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"The regulatory challenge: how should access to the market be regulated?" by Mark Frequin, Director-General, Energy and Telecommunications, Ministry of Economic Affairs, Netherlands.
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"Lessons learned from recent full market openings" by Philippe Claeys, European Government sector advisor, PricewaterhouseCoopers.
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"Countering the competition: adjusting to liberalization" by Luisa Fulci, Director - Commercial Policy and Pricing, Royal Mail.
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"Competing effectively in the liberalised marketplace" by Aavo Karmas, Member of the Board, Eesti Post.
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"Building a profitable business model: improving productivity and quality for a competitive post" by Wilfried Hahn, Managing Director, Bowe Bell & Howell.
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"Quality and reliability delivered: building a profitable postal alternative" by Bart Stomphorst, Chief Executive, Sandd.
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"The future of the industry: a level playing field across Europe" by Paul Overdijk, Director, Strategy, TNT Post.
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"The Evolving Regulatory Function - A UK Perspective" by Sarah Chambers, Chief Executive, Postcomm - March 18, 2008
Presented at the IEA European Postal Services Conference in Berlin on March 11-13, 2008. Sarah Chambers, CEO of Postcom the UK postal regulator, discusses evolutions in the UK mail market. For example, the growth in access competition volume which Postcom expect to rise by about 30 percent in the next few years and the emergence of new business models such as hybrid mail. Chambers also presents a few scenarios for addressing the key issues facing the UK mail market, Royal Mail, and the postal regulator itself.
More presentations will be posted as they become available.
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