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Building Value in A ChallengingBuilding Value in A ChallengingGlobal Economy
Pitney Bowes & Royal MailJuly 14, 2010
Co-sponsored by the
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Today’s Hostsy
Larry PendergastDirector of Sales & Product
Paul DavisonData Consultant
Management, International Services
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Webinar Agendag
Who is Pitney Bowes Mail Services & Royal Mail
UK Market Conditions and Growth Opportunities
Designing A Customized UK Mailing Solution
R l M il M di C tRoyal Mail Media Centre
Q&A
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Who is Pitney Bowes Mail Services?
A trusted partner to posts worldwide, Mail Services helps mailers earn significant postage discounts through consolidation and expedited mail pdelivery.
We leverage our innovativeWe leverage our innovative technology and infrastructure to enhance customer value.
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Who is Royal Mail?Who is Royal Mail?
History1635 – Made Post Office available to the public (Charles I)1840 – Introduced first postage stamp – Penny Black1857 – Introduced first postcode system1959 – Introduced modern postcode system1974 – Expanded postcodes nationwide1989 – Introduced Mailsort1994 – Entered U.S. market2005 – Launched mail media centre2007 – Entered partnership with PB
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Building Connections That Matter
Pitney Bowes exclusive partnership with Royal Mail allows us to support the widest range of Royal Mail products for our clientsour clients.
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UK Market Conditions
Did You K ?Know?The UK
market is valued at
London is ranked as the #1 city in the world
$2.3 trillion.
London is the fastest
International retailers take one in every
yfor global commerce.
growing capital city in
Europe.
one in every £8 of UK
retail spend.
7
p
Source: Think London; Mastercard
Trends – Direct Mail in the UK
B2C direct mail traffic has grown.
Consumer and business direct mail volumes by calendar year, 1983 to 2009y y ,
3500
4000
4500
1500
2000
2500
3000
Consumer
Business
0
500
1000
B2C direct mail traffic has grown more than B2B because it delivers higher response rates and better returns. Consumer direct mail grew by 137% between 1988 and 2009 as consumer spending rose and businesses used i d t ti t h i t t t di
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improved segmentation techniques to target new audiences.Business direct mail grew by 23% between 1988 and 2009 but declined by 31% from 1998 to 2009.
Source: Royal Mail
Trends – Direct Mail in the UK
Direct mail has become more cost‐effective.
Direct mail expenditure and postage expenditure by calendar year, 1990 to 2009 (£millions)
Direct mail has become more cost effective, particularly since 1995, with postage expenditure rising less than the total expenditure.
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Source: Royal Mail
p
Total direct mail expenditure grew by 1% between 1998 and 2009. Over the same period, postage expenditure fell by 2%.
Trends – Direct Mail in the UK
Consumer direct mail volume share 2009, by sector
Base: Total consumer direct mail 2009
Financial direct mail accounts for 24% of all mail on the doormat, down from 29% in 2008 and a high of 34% in 2003.
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Source: Royal Mail
g
Find the Right Service for your Business
Range of tailored postal sol tions to meet indi id al req irementsRange of tailored postal solutions to meet individual requirements
Financial Catalogs/ Direct Non ProfitPublishersFinancial
InstitutionsCatalogs/E‐tail
Direct Mailers
Education Non‐ProfitInstitutions
Printers
P i R i R F lfill R tProspecting Retention Responses Fulfillment
Value Chain
Returns
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Benefit from a Local Image
Boost response rates by giving your mail the appearance of originating in the UK appea a ce o o g at g t e U
Our local relationship enables us to offer a choice in reaching customers quickly and i hi b dwithin budget
We can provide an in‐country local address, plus a response handler to route transactionsplus a response handler to route transactions on replies
Final mile delivery by Royal Mail
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Design an Optimal UK Mail Solution
Where Do You Start?
Unique solutions for unique situations
Custom‐tailored options
End to end solutions along value chainEnd‐to‐end solutions along value chain
Services to meet every need and budget
In‐house capabilities and partnershipsIn house capabilities and partnerships
Value to you and your customers
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Royal Mail Expert Data – At Your Fingertips
Solutio
nSupp
ort
Royal Mail Data Consultancy
Collecting Data Online & Analytical Expertise & Offline – Best practice Resource Support
Managing Campaign Consent / Data ProtectionConsultancy & training
Achieving best in class data quality
g g p gResponses / Returns
Consultancy & training
Targeting and audience provision
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class data quality audience provision
The Royal Mail Media Centre (MMC)Mintel
Insight & Marketing Intelligence:D loves e
Who’s mailing to your customers? NielsonGFKBilletsD loves e
Sensory mailTransactional mailWord of mouthMail in consumers lives
BilletsAdDynamicsDatamonitorWARCMail in a digital age
Hard to reach audiences
Where are your customers?
WARC
Customer & Prospect Analysis:Profiling – Insight and targetingSegmentation – Off the shelf or bespoke developmentPropensity Modelling / Quality scoring
NEW in 2010! Royal Mail Insight Tool
Where are your customers?
Propensity Modelling / Quality scoringGeographic targetingResponse & Conversion analysis
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eBay Transactions – Unique Insight
Royal Mail’s eBay Insight Tool, giving you access to
over 140 million
eBay transactions at postcode level in the UK
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Insight tool provides you access toaccess to …
All providing you with greater targeting
bili i d
increase the effectiveness of your campaigns
capability in order to
your campaigns
Refreshed monthlydown to one specific day
Provides a view of transactions from over a twelve month period
data variables
Select from a wide range of
Actual transactionsopposed to claimed
Refreshed monthlygiving you a very up to date picture
data variables, bespoke to your needs
Over 140 million transactionsover last 12 months
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MMC: Your One‐Stop Resource
Complimentary consultations
In person seminarsIn‐person seminars
Online, easy‐to‐use access
Value‐added features:Value added features:
Creative Showroom
Marketing Masterclass
Click to startstart demo
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How do I create an effective fundraising John Smith is Director, Marketing for a New
campaign?
Where is my audience?
What type of mail medium should I use
York non‐profit organization that’s looking to raise funds b d
What are my competitors
What type of mail medium should I use and how can I send it cost‐effectively and efficiently?
abroad.
He wants to tap into the growth opportunities y p
doing?growth opportunities that exist in the UK market, but isn’t sure where to start…where to start…
JOHN SMITH
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John Smith discovers Pitney Bowes & Royal il d l h il di CMail and leverages the Mail Media Centre….
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Knowledge Center
Case studies
Research
Facts & Figures
Trends
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For example, we can tell John which of his “rivals” are mailing to his potential donors…g p
In March 2010, John’s target audience received more items of mail from Competitor A than from John’s organization.
•253682John’s Org
Competitor A than from John s organization.
•324168
•129642
Competitor A
Competitor B
•24013
•15059
Competitor C
Competitor D
•6831
Competitor D
Competitor E Source: Royal Mail proprietary data (Thomson Rapport)
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And, we can show John examples of competitor mailings…
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We can also access research to validate types of mail campaigns and uncover the latest trends...
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Wrap Upp p
The UK represents a significant growth opportunityThe UK represents a significant growth opportunity
The Mail Media Centre contains valuable data and insights for helping businesses create more effective mail campaigns
The partnership between Royal Mail & Pitney Bowes provides th t d i i ht t k ili i t th UK t i htthe support and insight to make mailing into the UK straight‐forward and effective.
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Interested in more information about Pitney Bowes and Royal Mail solutions, or the Media Centre?
Contact us anytime.
877‐9‐MAIL‐SVCSwww.pb.com/mailservices
Register online at the Mail
Today’s webinar will be posted on the web for you to download at your convenienceMedia Centre
today!
convenience.
Thank you!http://mmc.co.uk/It’s FREE!
p // /
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