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PRESS CONFERENCE

FRANKFURT AM MAIN, APRIL 2, 2014

OUR NEXT HORIZON: ACCELERATING ORGANIC GROWTH

Accelerating
organic expansion

Inorganic
expansion

Unlocking
our potential

Create the base

19901997

PRESS CONFERENCE | APRIL 2, 2014

19982008

20092015

20142020

PAGE 2

RECAP ON MAJOR FUNDAMENTAL STRATEGIC CHOICES

Defend and expand


position in Germany

 Stabilized MAIL EBIT above EUR 1bn

Long-haul
international trade

 EXPRESS: Focus on Time Definite International strategy

Logistics outsourcing

 Offset of mail revenue decline through parcel growth

 FORWARDING: Exploit global market share and growth

 SUPPLY CHAIN: Take advantage of global outsourcing


trend
 Increase margin through contract lifecycle discipline

PRESS CONFERENCE | APRIL 2, 2014

PAGE 3

STRONG PROGRESS ALONG ALL DIMENSIONS


Customer Satisfaction
(Example: DHL Express)
68

(Scale 0-100)
79
GoGreen

2009

2012

2 efficiency:

+18% (2013)

Provider of Choice

(cp. to base year 2007)

Investment of Choice
Business Performance
Reported EBIT
EUR bn
0.2
2009

1.8

2.4

2.7

2.861

2010

2011

2012

2013

PRESS CONFERENCE | APRIL 2, 2014

Employer of Choice
Results of group-wide Employee Opinion Survey
Active Leadership
Employee Engagement
(Scale 0-100)
(Scale 0-100)
72
70
60
58
2009

2013

2009

2013
PAGE 4

STRUCTURAL MARKET TRENDS


Our markets are affected by four major actionable global trends

Continued global trade


Acceleration of
growth but shift in pattern eCommerce and more
demand for last-mile
solutions
 Growth in long-haul trade  More fine distribution
and transport slowing
and direct shipping,
also in B2B
down
 Importance of emerging
markets still increasing

PRESS CONFERENCE | APRIL 2, 2014

 Multi-channel delivery
for B2C

Accelerating impact of Increasing demands for


process technology and responsible business
automation

 Automation drives
efficiencies
 Importance of data
leads to new ways of
running businesses

 Increasing importance of
social and ethical
behavior
 Growing need for greener
solutions

PAGE 5

NEW STRATEGIC PLAN BUILDS ON SUCCESSFUL BASE

Our DPDHL Corporate Framework remains valid

Our Strategic Plan


Vision

Die Post fr Deutschland,


The Logistics Company for the World

Mission

Excellence. Simply delivered.

Purpose

We connect people, improving their


lives.

Guiding Principles
Goals

PRESS CONFERENCE | APRIL 2, 2014

Respect & Results

STRATEGY 2020

Focus.
Connect.
Grow.

3 Bottom Lines &


Living Responsibility

PAGE 6

OUR STRATEGY 2020.


Focus.
We focus on what has made us
successful

Logistics as our core

Committed to the needs


2 of our stakeholders &
our planet

A family of
divisions
3

to further expand margins.


PRESS CONFERENCE | APRIL 2, 2014

Connect.
We connect across the
organization

A global team

Certified specialists
2 for everything
we do

Connected approach in
operations, commercial,
3
green solutions and
shared
services
to
achieve
quality leader to achieve quality leadership
and service excellence.

Grow.
We expand in new
segments
Leader in eCommerce
1 related logistics

Accelerate footprint
shift towards
2
emerging markets

Tap new market


opportunities for
3 organic expansion
to achieve sustainable
above-market growth.
PAGE 7

We focus
on what has made us successful
to further expand margins.
PRESS CONFERENCE | APRIL 2, 2014

PAGE 8

We focus on what has made


us successful

The rationale behind FOCUS.

Logistics as our core

Logistics continues to be an attractive industry


offering high growth and returns.

Committed to the needs


of our stakeholders &
our planet

Our focus on success criteria which are relevant


for our stakeholders has proven effective and will
remain so in the future.

A family of divisions

We want each division to be excellent in its focus


areas.

to further expand margins.

PRESS CONFERENCE | APRIL 2, 2014

PAGE 9

LOGISTICS MARKETS OFFER ATTRACTIVE GROWTH

Plenty of room to grow within logistics market1)


Market share DPDHL in total
logistics market2)

4%

Share of market with


significant DPDHL presence3)

19%

Attractive growth in key addressable market segments within logistics


Estimated Market CAGR 20112020

+5-7%
Parcel Germany

+8%

Parcel Domestic
International

+5-6%
International
Express

+2-3%

+4-5%

Air Freight
Forwarding

Ocean Freight
Forwarding

+5-6%
Contract
Logistics

1) 2011 data; 2) i.e. Global SameDay/ Courier, Parcel, Express, AFR, OFR, Ind. Proj., LTL, FTL and Cont. Logistics; 3) i.e. >5% market share (in value) in respective market

PRESS CONFERENCE | APRIL 2, 2014

PAGE 10

WE REMAIN COMMITTED TO OUR LETTER BUSINESS


IN GERMANY
The Post for Germany
1

Deutsche Post business and brand remain a key pillar for the Group.

Over the last years, substantial investments in physical infrastructure


and digital services have been made.

The efforts of the past years are paying off, and we remain committed.

MAIL Division is ready for new opportunities in eCommerce & Parcel.

MAIL Division becomes Post - eCommerce - Parcel Division (PeP).

PRESS CONFERENCE | APRIL 2, 2014

PAGE 11

COMMITTED TO THE NEEDS OF OUR STAKEHOLDERS

Customer Satisfaction
(Scale from 0-100) 7078

7079

2010

2013

Min. 80 Consistently
>80
group-wide
2015

2020

C 2 efficiency
improvement:

Provider
of of
Choice
Provider
Choice

Investment of Choice
EBIT
(in EUR bn)
0.23

2.86

3.353.55

2009

2013

2015

PRESS CONFERENCE | APRIL 2, 2014

GoGreen

+30% (by 2020)


Employer of Choice

>8%
CAGR
2020

Employee Engagement & Active Leadership


(% favorable votes)
Consistently
5861

7072

min. 80

>80

2009

2013

2015

2020
PAGE 12

A FAMILY OF DIVISIONS

One global team

Lean Corporate Center

A team: Professional, diverse,


and in tune with market needs
Focus on governance/ ownership tasks
Stand alone divisions
Connected by a common management
approach

Customer Solutions & Innovation


Selective Group-wide shared functions and services

PRESS CONFERENCE | APRIL 2, 2014

Joint key account management and


focused shared service unit

PAGE 13

We connect
across the organization to achieve
quality leadership and service excellence.
PRESS CONFERENCE | APRIL 2, 2014

PAGE 14

We connect across the


organization

The rationale behind CONNECT.

A global team

A highly professional and diverse management


group is essential in order to meet the rising bar.

Certified specialists
for everything we do

Best-in-class team to achieve quality leadership


and improve leadership.

Connected approach in
operations, commercial,
green solutions and shared
services

An approach leveraging our global platform to


create value as a Group (i.e. support and
connections but no integration).

to achieve quality leadership and


service excellence.
PRESS CONFERENCE | APRIL 2, 2014

PAGE 15

PROVEN CIS PROGRAM EXTENDED GROUP-WIDE

Facts & Figures


DHL CIS Program

Integrating continuous
process optimization

Pioneer DHL Express

Certified Specialist
Trainings Targets

Group implementation

 100,000 Certified International


Specialists since Dec. 2011

The First Choice Way becomes


part of Certified

Target state is >80% of all staff


trained until 2020

 Delivered in >40 languages by


1,800 DHL Express employees
that are trained as facilitators

Combination of:

Executives

100%

 Modular platform for each


country and function

- Class room sessions

Managers

>90%

- On the job training

Supervisors & Staff

>80%

- Specialized application

PRESS CONFERENCE | APRIL 2, 2014

PAGE 16

LEVERAGE PRE-EMINENT INTERNAL SKILLS

Sorting

 Capability building and stronger


leverage across Group
 Obertshausen Parcel site as
pilot to enhance expertise

PRESS CONFERENCE | APRIL 2, 2014

Automation/ Robotics

 Automation agenda with crossdivisional Operations Board to


review divisional activities

Data Analytics

 Pilots to solve divisional


business issues and mine
DPDHL data

 Divisions to drive pilots and


applications

PAGE 17

LEVERAGE EXCELLENCE IN GREEN LOGISTICS


SOLUTIONS
Target 2020
C 2 efficiency:

+30%
Focus today:
1 GoGreen Efficiency
Success examples
First efficiency target, carbon
accounting and controlling in
industry
Role modeling in alternative fleet
Climate-neutral shipping
Driving industry standards

PRESS CONFERENCE | APRIL 2, 2014

Next development level:


2 GoGreen 2.0 GoGreen Solutions
Make a difference with
customers
Action areas
Commercialize green products
and services
Focus on optimizing customer
supply chains
Help customers achieve CO2 and
efficiency aspirations

PAGE 18

We expand
in new segments to achieve
sustainable above-market growth.
PRESS CONFERENCE | APRIL 2, 2014

PAGE 19

We expand in new segments

The rationale behind GROW.

Leader in eCommerce
related logistics

We want to create value by utilizing our existing


capabilities to build new businesses and grow
organically.

Accelerate footprint shift


towards emerging
markets

We want to continue being a leader in fast growing


markets.

Tap new market opportunities


for organic expansion

We want to serve changing customer needs and


tap new sources of growth.

to achieve sustainable abovemarket growth.


PRESS CONFERENCE | APRIL 2, 2014

PAGE 20

EMERGING MARKETS CONTINUE TO GROW STRONGER


Macro trends continue to support high
growth in emerging markets
Demographics, e.g. India and China to
provide >50% of increase in global
workforce with college education by 2030

Growth differential expected to continue

GDP, real, CAGR 2011-2020e

2.0

Continuing urbanization, e.g. in China


expected to reach 70% by 2030
Growing consumer base, e.g. global
middle class set to grow 2.6 fold by 2030
with 90% coming from Asia Pacific

PRESS CONFERENCE | APRIL 2, 2014

5.4

in %

Mature Markets

USA
UK
Japan
Western Europe

Emerging Markets

China
India
Brazil
South East Asia

PAGE 21

OUR AMBITION FOR THE EMERGING MARKETS

Group revenue footprint

78%

70%

22%

30%

Today

2013

Mature Markets

PRESS CONFERENCE | APRIL 2, 2014

30% emerging
market footprint is
ambitious but
realistic

Target

2020 target

Emerging Markets

PAGE 22

LEADER IN eCOMMERCE-RELATED LOGISTICS

eCommerce trend is a structural growth trend for logistics businesses

Domestic Parcel business driving strong eCommerce growth in Germany

International domestic and cross-border parcel activities already in DHL portfolio


Opportunity to expand eCommerce and parcel activities internationally

MAIL Division becomes Post - eCommerce - Parcel (PeP)


Leveraging its two strong brands

PRESS CONFERENCE | APRIL 2, 2014

PAGE 23

The Post for Germany and


the global eCommerce enabler

PRESS CONFERENCE | APRIL 2, 2014

PAGE 24

KEY BUILDING BLOCKS OF PeP BUSINESS STRATEGY

Our guiding principles:

Internationalization
We offer innovative
services based on
our our core
competencies
We are the
trusted
communications
and targetoriented
advertising
provider online
& offline

Digital

 Defend physical mail


 Enter into the digital world
 Restructure international
business

Diversification

 Develop eCommerce to drive


parcel

Physical mail

PRESS CONFERENCE | APRIL 2, 2014

Parcel /
e-Commerce

We are the
leading parcel
and
eCommerce
service provider

 Diversify based on core


competences

PAGE 25

OVERALL UNCHANGED VOLUME TRENDS IN GERMANY


Volume Development

in bn items
7.96
7.82

Mail
Communication

2009

2013

10.90
9.75

Dialogue
Marketing

2009

PRESS CONFERENCE | APRIL 2, 2014

2013

Overall volumes in Mail


Germany declined at an
average rate of only 1.8%
through Strategy 2015
Mail Communication
benefitted from discontinuation
of product Infobrief in 2013
Dialogue Marketing volumes
continue to be under pressure
Parcel Germany continues to
show strong development.
Market growth rates should
come down slightly (expected
CAGR ~ 6%)

in bn items
1.026
Parcel
Germany

0.761

2009

Mail
Germany

2013

21.16
19.65

2009

2013

PAGE 26

PeP: PERFORMANCE & HIGHLIGHTS STRATEGY 2015


PeP Strategy 2015:
Weve put down solid roots for future growth
Investment
of Choice

2009

2010

2011

2012

2013

2014

2015

Estimate

EBIT
EUR bn
Employer
of Choice

Provider
of Choice

1.4

1.1

1.1

1.21)

1.2

~1.2

1.1

Customer
Satisfaction

93%

93%

95%

96%

95%

95%

95%

Employee
Satisfaction

66%

74%

76%

77%

76%

80%

90%

1)excluding VAT impact EUR 151m

PRESS CONFERENCE | APRIL 2, 2014

PAGE 27

STRATEGIC EVOLUTION OF PeP DIVISION


2007

2014

Restructuring

 Stabilization of the traditional letter mail business


and build-up of domestic parcel operations
Defend Germany
 Domestic mail volume development stabilized
- e-substitution remains the key challenge long-term
 E-Post established in the market for digital
communication
 Strategic realignment of Global Mail completed
 Successful build-up of DHL Paket as innovation and
market leader in Germany
Appointment of PeP Division as global lead division
for eCommerce logistics services!
PRESS CONFERENCE | APRIL 2, 2014

2020

Growth

 Internationalization of the successful German Parcel


Strategy
 Transfer of domestic parcel business in Poland,
BeNeLux, Czech Republic and India to PeP
 Expansion and entries into additional domestic parcel
markets in APAC/ Americas
 Stabilisation of classic letter mail operations remains a
key challenge
 Expansion of digital services
 Increase profitability in Mail Communication
Vision: Global No. 1 eCommerce service provider

PAGE 28

eCOMMERCE ACCELERATION: OPPORTUNITY & THREAT

Opportunity

Threat

Parcel domestic market revenue


2011
2020
Emerging Markets

+11% p.a.

Mature Markets

+7% p.a.

Mainland China

+15% p.a.

Global CAGR 20112020:

PRESS CONFERENCE | APRIL 2, 2014

+8%

Logistics companies
venturing into
eCommerce to
support logistics

eCommerce
companies venturing
into logistics to
support
eCommerce

New competitors entering the market

PAGE 29

MAIL DIVISION BECOMES Post - eCommerce - Parcel


Two main businesses, leveraging their existing strong brands

Sub-division Post

Sub-divisiion
eCommerce & Parcel

The Post for Germany

The global eCommerce enabler

includes
Mail Communication
E-Post
Dialogue Marketing
Presse Services
Export/Import Germany

includes
Germany
Europe
International
Cross-Border/Intercontinental

Brand power, expertise and resources necessary to meet our ambitious growth targets
PRESS CONFERENCE | APRIL 2, 2014

PAGE 30

DHL PAKET SUCCESSFUL MODEL IN GERMANY


Consumer centric innovation leader on the first and last mile in Germany
EXAMPLES

DHL Paketshops

Packstation

Shopping platforms

PRESS CONFERENCE | APRIL 2, 2014

Private parcelbox

Grocery delivery

Evening delivery/
Flexible delivery
PAGE 31

eCOMMERCE & PARCEL: SERVICE PORTFOLIO

eFACILITATION

eFULFILLMENT

DELIVERY

50
40

Marketplaces
Marketing services
Payment solutions

Domestic eFulfillment
(incl. value added
services)
In collaboration with
DHL Supply Chain

0
30

CROSS-BORDER
eCOMMERCE

10
20

Multichannel
domestic delivery
and return1)

International B2C
shipping
Combined with intl
eFulfillment and
eFacilitation services

1) Incl. intra-EU delivery and return

PRESS CONFERENCE | APRIL 2, 2014

PAGE 32

SUBDIVISION DHL eCommerce & Parcel


The key element of future profit growth
DHL Parcel
Parcel Germany
Continue success
story
Expand and innovate
production capacity
Invest in new service
features, e.g. private
parcelbox,
allyouneed.com

PRESS CONFERENCE | APRIL 2, 2014

Parcel Europe
Leverage & invest in
businesses transferred
from DHL(BeNeLux,
PL, CZ)
Re-orient and broaden
service offering
towards B2C
Gradually expand
European coverage

DHL eCommerce
Americas

Asia

Build on existing businesses


Global Mail US
Blue Dart India
International B2C shipping services/ Domestic
and destination based eFulfillment as a start in
emerging markets
Aspiration: Integrated offer of all eCommercerelated logistics and eFacilitation services

PAGE 33

OUR ASPIRATION:
LEADER IN eCOMMERCE-RELATED LOGISTICS

Our Aspiration for 2020

Our assets to get there

Further grow and maintain No. 1 position


in Germany

Passion to win

No. 1 for x-border eCommerce services on


most attractive international trade lanes

Great entrepreneurs

Top 3 of domestic B2C delivery and


eCommerce logistics in selected markets

PRESS CONFERENCE | APRIL 2, 2014

Love for our customers

Strong brands
World-class processes
Support by family of divisions

PAGE 34

Financial outlook & aspiration

PRESS CONFERENCE | APRIL 2, 2014

PAGE 35

FINANCIAL PERFORMANCE 2009-2013


2.7

2.4

1.8

Strong increase in Group EBIT

2.861

0.2
in EUR bn

2009

2010

2011

2012

2013

Supported by strong EBIT performance in all Divisions


1,391
2009

1,226
2013

MAIL/PeP

1,133

483
174

-790
2009

2013

-216

2009

EXPRESS

2013

2009

FORWARDING,FREIGHT

2.500

441
in EUR mn

2013

SUPPLY CHAIN

1.6

1.500

Driving turnaround in Free Cash Flow

0.5

0.7

0.7

500

in EUR bn

-500

-0.2

-1.500

2009

2010

2011

2009

2010

2011

1) Adjusted for non-recurring items

PRESS CONFERENCE | APRIL 2, 2014

1)

20121) 2013
2012

2013
PAGE 36

FINANCIAL OUTLOOK AND ASPIRATIONS

Further revenue and earnings growth expected

Investments to remain at current levels to take full advantage


of attractive growth opportunities
Free Cash Flow generation to continue positive and
increasing

Financial policy unchanged


PRESS CONFERENCE | APRIL 2, 2014

PAGE 37

2020 TARGETS

2015 EBIT targets confirmed, new 2020 targets introduced

EBIT

2013 base1)

FY 2015

FY 2020

PeP2)

EUR 1.286bn

Min. EUR 1.1bn

~3% CAGR 2013-2020

DHL

EUR 1.997bn

EUR 2.6-2.8bn

~10% CAGR 2013-2020

CC/ Other

EUR -422m

~ EUR 350m

< 0.5% of Group revenue

Group

EUR 2.861bn

EUR 3.35-3.55bn

>8% CAGR 2013-2020

 Free Cash Flow generation to remain priority


 No ambition for major M&A
 Finance policy including payout ratio range to remain unchanged
1)

Adjusted for 2013 EBIT of ~ EUR 60m from transfer of assets from DHL to PeP effective on Jan. 1, 2014

2)

POST - eCOMMERCE - PARCEL

PRESS CONFERENCE | APRIL 2, 2014

PAGE 38

MAJOR INVESTMENTS PLANNED FOR 2014


2014 Gross Capex guidance (EUR 1.9bn)
Major projects:

PeP

 Investments into new international Parcel businesses


 Continuation of Parcel 2012 investment program

EXPRESS

 Network investment, mainly aviation/ aircraft


 Extention Leipzig Hub

FORWARDING,
FREIGHT

 New Forwarding Environment

SUPPLY
CHAIN

 Significant new business wins

PRESS CONFERENCE | APRIL 2, 2014

PAGE 39

NO CHANGE IN M&A STRATEGY

Goal
Continued focus on organic growth

Recent M&A history


(in EUR m)
2009

M&A Objectives
 Bolt-on acquisitions to support strategies and new
growth initiatives of divisions
 Further small disposals where necessary to
optimize divisional business portfolios

2010

2011

2012

2013

0
-100
-200
-300
-400

Conclusion
No significant increase in M&A spend expected

Net cash from M&A


Cash-out related to disposal of domestic Express activities

PRESS CONFERENCE | APRIL 2, 2014

PAGE 40

FREE CASH FLOW DEVELOPMENT 2009-2013

Turnaround in FCF generation lays base for further improvement


Major drivers:
OCF

Net Capex

Net Cash from M&A

FCF

(in EUR m)

2.500
2,500
1,500
1.500
500
-500
-1.500
-1,500

1)

2009 2010 2011 2012 2013

2009 2010 2011 2012 2013

2009 2010 2011 2012 2013

1)

2009 2010 2011 2012 2013

1) Adjusted for non-recurring items

PRESS CONFERENCE | APRIL 2, 2014

PAGE 41

CONFIRMATION OF FINANCE POLICY

Target/ maintain rating BBB+

Deployment of Free Cash Flow

Dividend payout ratio to remain between 40-60% of net profit (continuity and Cash Flow performance
considered)
Excess liquidity will be used for
 Stepwise pension funding
and/ or
 Share buybacks and/or extraordinary dividends

PRESS CONFERENCE | APRIL 2, 2014

PAGE 42

Recap Strategy 2020

PRESS CONFERENCE | APRIL 2, 2014

OUR STRATEGY 2020.


Focus.
We focus on what has made us
successful

Logistics as our core

Committed to the needs


2 of our stakeholders &
our planet

A family of
divisions
3

to further expand margins.


PRESS CONFERENCE | APRIL 2, 2014

Connect.
We connect across the
organization

A global team

Certified specialists
2 for everything
we do

Connected approach in
operations, commercial,
3
green solutions and
shared
services
to
achieve
quality leader to achieve quality leadership
and service excellence.

Grow.
We expand in new
segments
Leader in eCommerce
1 related logistics

Accelerate footprint
shift towards
2
emerging markets

Tap new market


opportunities for
3 organic expansion
to achieve sustainable
above-market growth.
PAGE 44

OUR ASPIRATION FOR 2020: DEFINING OUR INDUSTRY

When people think of logistics,


we want them to think DPDHL

 WE are the most global


 WE are the quality leader
 WE are most customer-centric

PRESS CONFERENCE | APRIL 2, 2014

PAGE 45

PRESS CONFERENCE
FRANKFURT AM MAIN, APRIL 2, 2014

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