e-commerce solutions in the

new era of the postal world

Rafał Brzoska

CEO

InPost

Company overview

Latest trends in the industry

easyPack 24/7

Facebook commerce and mobile commerce

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

Integer.pl – financial results

Results (in

thousand EUR) 2005 2006 2007 2008 2009 2010 H1 2011

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

Source: Business Insider and UPU

Mail is no longer the main means

of correspondence

438.5 Billion physical

mail

107 trillion

emails

„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 24/7 E-shops on

Facebook

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

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 9

countries: Estonia, Cyprus, Czech

Republic Lithuania, Latvia, Russia,

Slovakia, Spain, Ukraine

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

Additional functions of easyPack by InPost:

Credit card/cash acceptors

Returns based on barcodes

Sending of parcels directly from terminal

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

Second largest

network globally

18 000 easyPack by 2016

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

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

„Last mile” costs cut by 80%

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

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

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

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.

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

Rafał Brzoska

CEO