DPDHL Commerzbank German Investment Seminar 09012012

8/11/2019 DPDHL Commerzbank German Investment Seminar 09012012

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Larry Rosen, CFO

New York, 9-11 January, 2012

Deutsche Post DHL

Commerzbank

-

German Investment Seminar


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Deutsche Post DHL | PageCommerzbank German Investment Seminar | New York | 9-11 January, 2012 2

EBIT growth of 40% in9M

2011

2011 guidance increasedwith Q3 figures

Major restructuring iscompleted

Taking full benefit ofglobalization and

outsourcing trends

Strategy 2015:

Provider of choice

Employer of choice

Investment of choice

MAIL: stabilization ofEBIT at ~EUR 1bn, keydriver parcel growth

DHL: 1315% EBITCAGR in 201015, keydriver fast growingregions

Organic growth driven bya focused businessportfolio

Leading market positionin key growth regions

Solid liquidity andbalance sheet position

Highlights

Operationalperformance on

track

Clear strategicambitions and targets

Leverage ourgrowth potential


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Mail: strategic levers for EBIT stabilization in place

Mail: strategic levers for EBIT stabilization in place

Performance on track, clear strategic ambition and targets

Performance on track, clear strategic ambition and targets

DHL: strong positioning in structural growth markets

DHL: strong positioning in structural growth markets

Agenda


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Deutsche Post DHL at a Glance

1) Underlying EBIT; 2) Average FTEs FY 2010

The

postal servicefor Germany

Domestic German Mailand Parcel

Sales:

EUR 13,821mn

EBIT 1):

EUR 1,152mn

Empl. 2):

146,365

The

logistics company for the world

International andDomestic Express

Sales:

EUR 11,111mn

EBIT 1):

EUR 785mn

Empl. 2):

88,384

Global Air, Ocean andRoad Freight

Sales:

EUR 14,341mn

EBIT 1):

EUR 390mn

Empl. 2):

41,729

Global SupplyChain

Solutions

Sales:

EUR 13,301mn

EBIT 1):

EUR 274mn

Empl. 2):

131,032

Corporate Center / Other: Sales: EUR 1,302mn; EBIT 1): EUR -395mn; Employees 2): 13,764

2010 key figures

Group: Sales: EUR 51,481mn; EBIT 1): EUR 2,205mn; Employees 2): 421,274


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Improvement in customer satisfaction

Stable or increased overall satisfaction in3/4 of recent surveys

Divisional business developmentprograms set up

Building a track record

of solid andimproving performance

2010 results above increased guidance

Guidance for FY 2011 increased after Q3

figures

Excellent trend in engagement

(Employee Opinion Survey 2010)

79% participation rate (+3% yoy)

Significant improvement in satisfaction for

all KPIs (range of +2% to +8%) yoy

Clear Strategic Ambition

Providerof Choice

Employer of ChoiceInvestment of Choice


6/52Deutsche Post DHL | PageCommerzbank German Investment Seminar | New York | 9-11 January, 2012 6

Ongoing growth momentum in Q3 drives strong 9M figures

1) 2010 EBIT included non-recurring items of EUR -302mn, t/o Mail EUR -4mn and DHL EUR -298mn; 2) Attributable to Deutsche Post AG shareholders

Group P&L 9M 2011

EUR mn9M

20109M

2011 Chg.

Revenue 37,610 38,806 3.2%

EBIT 1) 1,310 1,837 40.2%t/o Mail 896 861 -3.9%t/o DHL 716 1,271 77.5%

Financial result 964 -411 NA

Taxes -162 -356 >100%Consolidatednet profit 2) 2,054 988 -51.9%

EPS (in EUR) 1.70 0.82 -51.8%

Reported

revenue

growth affected byadverse fx-effects and divestments. Organicgrowth of +6.0%

EBIT

continues to improve strongly driven bycontinuous growth in our DHL divisions whileMail EBIT is stabilizing

9M 2011 Financial result

was impacted byPostbank effects of

EUR -107mn

comparedto EUR +1,334mn last year

Tax

rate in line with 25% guidance

Consolidated net profit

up by 52%excluding Postbank effects



Group

Mail

DHL divisions

Corp. Center/Other

2011

Above EUR

2.4bn

~

EUR

1.1bn

Above EUR

1.7bn

~

EUR -0.4bn

EBIT guidance: Group EBIT above EUR 2.4bn

Net profit excl. Postbank transactioneffects to improve in line withoperational

performance

Capex not more than EUR 1.6bn

Tax rate of 25%

Restructuring will have a considerablylower influence on operating cash flowthan last year (in 2011 c. EUR 200mncash

outflow)

prev. EUR 2.22.4 bn

prev. EUR 1.01.1 bn

prev. EUR 1.61.7 bn

unchanged

Full-year 2011 Guidance



Target balance sheet structure is the leading element of our finance strategy

Balance sheetstructure

Dividend policy

Priority for useof excess liquidity

Financial debtportfolio

Target / maintain BBB+ rating

4060% of net profit(cash flow / continuity considered)

2010 dividend up 8.3% to EUR 0.651)

(pay-out of 59%)

1.

Invest in business2.

Fund pensions3.

Increase rating to A-

4.

Special dividend, share buyback

Syndicated bank facilities

Bonds

Fundamental

finance objectives

Reliability

Predictability

Strategic flexibility

Low cost of capital

Clear steeringmetric

1) Proposal to AGM

Overview DPDHL Finance Strategy



Mail: strategic levers for EBIT stabilization in placeMail: strategic levers for EBIT stabilization in place

Performance on track, clear strategic ambition and targetsPerformance on track, clear strategic ambition and targets

DHL: strong positioning in structural growth marketsDHL: strong positioning in structural growth markets

Agenda



MAIL: Key Figures

mn units

Parcel volumes

Mail communication volumes

2006

-1.6%

2007 2008 2009 2010

8,380 8,112 8,185 7,955 7,826

CAGR: -1.7%

2006

+4.2%

2007 2008 2009 2010

749 753 773 761 793

CAGR: +1.4%

mn units

mn9M

2010

9M

2011 Chg.

Revenue 10,145 10,223 0.8%

EBIT 1) 896 861 -3.9%

9M 2011

5,750

605

+0.8%

+9.4%

9M 2011

1) Reported EBIT: including non-recurring items of -4mn in 9M 2010

Solid growth in Parcel continues, supportedby gradual capacity enhancements

Stable volume development in MailCommunication so far in 2011

Union agreement on further labor flexibility

Legislator sets new price-cap at CPI

0.6%

Highlights



Comprehensivepackage forimprovedproductivity andemployee

satisfaction

Long-term union agreement New price-cap formula

Wage negotiations

More headroomfor

future priceincreases

Parcel concept 2012

Investment inservice quality andcapacity increaseto enable futureparcelgrowth

Negotiationsstarted

Agreementexpected inQ1

2012

EBIT stabilization elements being realized

Mail Target: EBIT Stabilization at EUR 1bn



New flexible model for age-based working solutions

Option to pay proportion of current salary into worktime account

Partial-retirement program supplemented by working-time

accounts and a demographic fundExtension of no compulsory redundancy until 2015

Continued outsourcing

990 parcel-delivery districts handled by sub-contractors

Outsourcing of transportation extended by 1,000 drivers

Agreed salary/working condition changes

4% lower entry wage for new Mail employees

New vacation policies based on company service, not age

Renewal of non-chargeable overtime, work days andshort breaks agreements

Comprehensive package, agreed until 2015

Mail: Long-term Union Agreement



New price cap regime offering more headroom

Mail: New Price Cap Set at CPI-0.6%

1) Federal Network Agency = Bundesnetzagentur; 2) CPI = German Consumer Price Index

Conclusions for Deutsche Post

No price increase for 2012

Buffer of +1.2% carried over to 2013 (1.8% inflation rateminus 0.6% x-factor)

Postal price cap decision of Federal Network Agency1)

New formula: x-factor reduced from 1.8 to 0.6%

Reference period for relevant CPI 2) broughtforward by six months

Regulation valid until 31 Dec. 2013

Directly impacted Mail revenues of EUR 3.5bn



Driver: Demographics/Convenience/Cost

Established segments New segments

Online share of total retail spend (by segment, in %)

844

11

20

35

92

< 1

Pharma-

ceuticalsTotal Drugstore

productsFood productsConsumer

electronicsFashion

and shoesMedia (books/

CD/DVD)

Driver: Convenience/Cost

5% market growth until 2020 1)

driven by changing consumerbehavior towards e-commerce

1) Source: Bundesverband des Versandhandels, Gesellschaft fr Konsumforschung

Mail: Growth in German Parcel Market



Parcel Germany: Strategic Focus

DPDHL only postal organizationworld-wide to offer nation-wide 24/7access

to all shipping needs

13,500

retail outlets

1,000

Parcel Boxes for 24/7 drop-off

2,500

automatic PACK STATION sto

drop-off, frank, or use as

delivery

address

Online Franking of all parcel products

iPhone and Android apps forall

services

To date 2mn registered Packstationcustomers

83% check whether vendor ships toPackstation before purchase

36% increase their online spendafter registration for Packstation

Target group in age segment 2550years with high online affinity

Parcel Germany is shaping eCommerce as the leadingservice

provider

Source: Europisches Handelsinstitut



Structural volume decline due to e-substitution

Rise in factor cost

Investments in digital services (near-term)

EBIT Headwinds

EBIT Levers

Stabilization

Sufficient elements for EBIT stabilization materializing

Mail Target: EBIT Stabilization at EUR 1bn

Parcel growth

Digital services (medium-/long-term)

New pricing regime

Network flexibility / Productivity improvement

Labor flexibility / Productivity improvement

Increased overhead efficiency






Agenda



Driving double-digit EBIT CAGR in 20102015

Outgrowing underlying markets by 12% p.a.

DHL markets outgrow GDP

Continuous performance improvement

Real GDP Real trade

1.52.0X

2010 2011 2012 2013 2014 2015

EUR 1.45 bnEBIT CAGR

1315%

DHL Serves Structural Growth Markets

Achieve benchmark/sector leadingoperating margins by 2015 orearlier for each DHL unit

~ 89%Air ~ 68%Ocean ~ 78%

~ 7%

Target revenue CAGR. for 20102015



DHL Footprint Asia

1) 3rd party revenue Asia/Pacific; sum of DHL divisions or respective division

DHL clear No. 1 in Asia

> 60,000 > 30,000 > 10,000 > 20,000Employees

19% 29% 21% 8%(% of total)

7.1bn 3.1bn 2.9bn 1.1bn(in EUR)

Revenues 2010 1)

No. 1 No. 1 No. 1 No. 1Market position

> 500,000 > 86,000 > 300Customers



15F14F13F12F11F10090807

+4

+2

0

-2

-4

IHS Global InsightEIUIMF

Forecast

Global GDP % growth (real) Levers for cost flexibility

Increased proportion of cost structure madevariable (e.g. temporary labor ininternational

operations)

Optimized mix of owned aircraft, short-term

leases and long-term leases

Discretionary spend (e.g. advertising)

Long-term contracts in Supply Chain, oftenwith agreed minimum volumes

Well prepared for volatile environment

DHL: Economic Outlook and Implications



EUR mn9M

2010

9M

2011 Chg.

Revenue 8,207 8,644 5.3%

EBIT 1) 273 679 >100%

+9.8%

9M 11

528

9M 10

481

9M 11

30.1

9M 10

26.8

+12.3%

Revenues per day 2)

in EUR mn Shipments per day 000s

Underlying EBIT margin

Time Definite International (TDI)

key trends

Margin increased, second-best in the industry

Q1 10 Q2 10 Q3 10 Q4 10 Q1 11 Q2 11 Q3 11

Shipment growth even accelerating in Q3

Volume growth again clearly ahead ofcompetition

Further yoy margin improvement asoperating leverage and overall cost disciplineoffset ongoing investments into network,advertising and training

Speed of Yellow

global advertisingcampaign

Highlights

1) Reported EBIT: including non-recurring items of EUR -267mn in 9M 2010;2) Currency translation impacts are eliminated. Hence, 2010 and 2011 data are aggregated with the same currency rate

7.8%+40 bp

7.5%8.3%8.2%7.1%6.9%5.9%

DHL Express: Key Figures


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Shipments

Revenue

34%

DHL Express: Focus on our Core Competence TDI

DHL Express

focus on TDIhas moved the needle

Major domestic withdrawalscontributing to thatproportion

Domestic activity shifted

from mature EU markets togrowth markets in Asia /Pacific and Latin America

Domestic Strategy:

Maintain successful,

profitable businesses, e.g.India Blue Dart, Mexico

Continuous monitoring oflower performingbusinesses

75%61%

Domestic = TDD + DDD International = TDI + DDI

2008 2010

19%


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US Asia> 10%

Europe Asia

> 10%Intra-Asia

> 10%Others

~50%of global DHLTDI shipments

touch Asia

Dynamic growth continues: Double digit volume growth on all majorAsia-related trade lanes

DHL TDI global shipment flow,

by

origin/destination

DHL TDI regional trade lanes,

Q3 2011, yoy volume growth

DHL Express: Asia Market Position

Inbound Asia

Outbound Asia

Intra-

Asia


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DHLExpressGlobalMarket

Share TDI of30%

External Research Underlining TDI Leadership across all regionsoutside the Americas

DHL Express:

Global

Market Positions

in TDI

Asia Pacific [4,316m EUR]EEMEA [360m EUR]

Europe [5,288m EUR] Americas [3,914mEUR]Others

4%DHL

13%

UPS

32%

FedEx

51%

DHL

36%

FedEx

21%

UPS

10%

TNT

6%

Others

27%

Others

18%

TNT

17%

UPS

12% FedEx

6%

DHL

47%

DHL

38%

UPS

23%

TNT

16%

FedEx11%

Others

12%

Source: Market Intelligence 2011 (FY 2010 data, MRSC); Scope: BE, CH, DE, ES, FR, IT, NL, PL, SE, UK, IE; AE, RU, TR, ZA; AU, CN, HK, IN, JP, KR, SG, TW; US, CA, MX, BR


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EUR mn9M

20109M

2011 Chg.

Revenue 10,443 11,108 6.4%

EBIT 1) 252 303 20.2%

Air freight 000s Tons Export Ocean freight 000s TEU 2)

Key volume trends

Gross profit increased

Air freight GP/Tons Export Ocean freight GP/TEU 2)

Positive revenue and profit developmentdespite unfavorable currency effects andvolatile market environment in Q3

As expected slightly weaker volumes due toincreased general market softening andstrong volumes in Q3 2010

Trend towards higher margin levels driven byfavorable buying conditions, profitable

growthapproach and efficient operations

Focus on sector strategy and value-added

services

Highlights

1,802

9M 11

1,823

9M 10

+1.2%-0.2%

9M 11

2,047 2,042

9M 10

9M 11

443

9M 10

414

+6.9% +16.0%

9M 119M 10

238205

DHL Global Forwarding, Freight: Key Figures

1) Reported

EBIT: including

non-recurring

items

of

-6mn in 9M 2010


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Airfreight, weight by origin Seafreight, FCL volume by origin

LATAM

Europe

North America

South Asia -Pac& Africa

North Asia-Pac

MENAT

DHL Forwarding, Freight Reflects Global Flows ofInternational Trade

A global business with strong contributions from emerging markets

Europe

North America

North Asia-Pac

MENATLATAM

South Asia -Pac

& Africa

Other


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China South (7)

China North (32)

Note: ( ) = no. of Branches

= Branch Location

= Sales Office Location

and today in 2011

Shanghai

Suzhou

Shenyang

Tianjin

Ningbo

Dalian

Urumqi

Qingdao

Chengdu

Xian

KunmingXiamen

HangzhouWuhan

Wuxi

Nanjing

ShenzhenGuangzhou Dongguan

Zhongshan Hongkong

Beijing

China South (5)

China North (17)

Presence in 2006

Branch

22

Office

0

Branch

39

Office 26

Note: ( ) = no. of Branches

= Branch Location

= Sales Office Location

DHL Global Forwarding, Freight :Network Expansion in China from 20062011


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InternationalAirfreight

InternationalOcean freight

Industrial Project

Customer

ProgramManagement

CustomsBrokerage

What DGF offered in 2006

DGF is the leading provider in China Domestic airfreight and road freight

Innovative solutions e.g. cross border road freight, multimodal,

rail, connectChina to fast growing neighbors, e.g. ASEAN, CIS

DHL Global Forwarding, Freight: Service Extension Towardsa Comprehensive Portfolio Connecting China and Beyond

Our current service offering in China 2011

TradeFacilitation(IOR/EOR)

Ocean Securewith GPS-

enabled devices

ShippersInsurance

Trade/Fair/ExhibitionLogistics

Chinese DesksAt Overseas

Carbon Report& Offsetting

Offering

InternationalOcean freight

IndustrialProject &

Chartering

InternationalAirfreight

InternationalSupply Chain

CustomsBrokerage

Control TowerManagement/

LLP

DomesticAirfreight

Multimodal-

Rail Segments

Domestic Roadfreight

Multimodal-

Cross-border

Segments

Multimodal-

Air Segments

(SeAir, Rail-Air)

Multimodal-

Land Bridge &

Mini LandBridge

Value addedservice

LogisticsManagement

Services


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1) Reported EBIT: including non-recurring items of EUR -25mn in 9M 2010 and disposal gain on ETS in 9M 2011; 2) incl.Airline Business Solutions

Steady margin improvement

Revenue by sector 9M 2011

7%

7%

17%

26%

Others 2)

9%

Williams Lea

Automotive

Technology 12%

Life Sciences& Healthcare

Consumer 20%

Retail

EUR mn9M

2010

9M2011 Chg.

Revenue 9,559 9,675 1.2%

EBIT 1) 185 289 56.2%

Continuous growth momentum driven byexisting contracts and new business wins

Asia Pacific again posting the highest growth,now representing ~10% of total revenue

New business of around EUR 280mn inannualized revenue signed in Q3 2011(Q3

2010: EUR 200mn). Majority of newsignings in Retail, Consumer, Life Sciences& Healthcare and Automotive

Highlights

DHL Supply Chain: Key Figures

2%

Energy


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InboundTransport

RawMaterials

ProductionFlows

OutboundTransport

ReturnsWare-

housingDistri-

bution

Plan

Laying the foundation for a supply chain

Source

Getting the materials at the time required

Make

Supporting product manufacturing

Store & Customize

Getting it ready to sell

Deliver

Getting it where it needs to be

Return

Bringing it back when its not needed D H L S u p p

l y C h a

i n S e r v

i c e s

~

2/3 of SC sales

End-to-End Supply Chain capability: more than pure warehousing

Outsourcing: Simplify Our Customers Supply Chain


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DHL Supply Chain: Global Sector Focus

Global Sector Focus

By focusing on our six global sectors we are getting closer to ourcustomers, offering sector-specific supply chain solutions

Our Approach

Sector approach implemented andenhanced since several years now;considered as key to success

Dedicated Global Sector teamsestablished to strengthen our approachfor six key industries

Development of sector-specific,innovative solutions, ensuringsustainable competitive advantage forour customers and DHL

Focus on best practice & knowledge

exchange

across regions, DHLDivisions, and with our customers

Energy

Life Sciences& Healthcare

Automotive

TechnologyRetail

Consumer


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Market leader in Asia Pacific

Strongest growing region, currentlygenerating ~10% DHL Supply Chains globalrevenue

> 26,000 employees

700 facilities with total surface of 4 million m 2

14 countries

Following Supply Chains global strategy, thestrategic focus in Asia Pacific depends onlocal market maturity and dynamics:

High growth countries (China, India):Enhance growth organically and throughtargeted, small acquisitions

Immature markets : Consolidation ofcustomer supply chains through integratedend-to-end solutions

Mature markets: Innovative,transformational deals, offering Value

Added Services and leveraging strategicproducts replication program

Strong focus on talent management

Drive footprint growth with build/lease-backagreements

Regional HQSingapore

Regional HQSingapore

DHL Supply Chain is the contract logistics market leader in Asia Pacific and keeps on growing fast

DHL Supply Chain: Asia Pacific Deep Dive

Key Facts Asia Pacific Strategy


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Deutsche Post DHL | PageCommerzbank German Investment Seminar | New York | 9-11 January, 2012 33 33

AirlineSolutions

Co-Packing

Technical

Services

Lead LogisticsProvider

E-Fulfillment

33

Our strategic products continue to deliver results and offer innovativesolutions beyond conventional warehousing & distribution

DHL Supply Chain: Strategic products successful in Asia Pacific

Airline solutions are optimizedAbove the Wing

operations .

Services are based upon globallydefined standards

and the supportof a dedicated team

Core Services:

Assembly and delivery of catering trays and other Above the Wingproducts such as In-Flight-Retail & Entertainment

Inventory management, cleaning of equipment andwaste

managementBenefit:

Improved service level along with significant reduction of weight,waste, unused products and hence cost through an optimized end-to-end solution

Based on the success with our AirlineSolution business with British Airways atLondon Heathrow, we furthered our Above-the-Wing

product offering through the newQantas contract in Australia


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Focus on organic profitable growth in structurally growing

markets

Logistics industry driven by growth in global trade

DHL is market leader in Asia and other growth regions

Mail business benefits from strong growth in parcel and digital services

Further margin potential due to operating leverage andefficiency

improvements

2011 guidance increased in November: confident to sustain and

continue our performance improvement in the short- and medium-term

SUMMARY


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Agenda

AppendixAppendix


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Revenue

kept growing in Q3 despiteongoing adverse effects from FX and

divestments. Organic growth was +5.7%

DHL again posts double-digit EBIT

growth

and margin improvement in allthree

divisions

Mail

also contributed to EBIT

growth VATregulation no longer impacts yoy comparison

Q3 2011 Financial result

was impacted byPostbank effects of EUR +26mn comparedto EUR -92mn last year

Consolidated net profit

and EPS

increasereflect underlying EBIT improvement andlower financial costs

Performance improvement accelerating in Q3

1) 2010 EBIT included non-recurring items of EUR +2mn, t/o Mail EUR 0mn and DHL EUR +2mn; 2) Attributable to Deutsche Post AG shareholders

Group P&L Q3 2011

EUR mn

Q3

2010

Q3

2011 Chg.

Revenue 12,799 13,125 2.5%

EBIT 1) 545 646 18.5%t/o Mail 257 302 17.5%

t/o DHL 382 440 15.2%

Financial result -222 -92 58.6%

Taxes -74 -138 86.5%Consolidatednet profit 2) 226 385 70.4%

EPS (in EUR) 0.19 0.32 68.4%


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Strong Operating Cash Flow drives Free Cash Flow improvement

Free Cash Flow Q3 2011

1) Included restructuring cash out of EUR -42mn in Q3 2011 and EUR -76mn in Q3 2010

EUR mnQ3

2010 1)Q3

2011 1)

Cash from operatingactivities before

changesin Working Capital 616 635Changes inWorking

Capital 16 191Net cash from operatingactivities after

changes inWorking Capital 632 826

Net Capex -250 -288

Net M&A -23 -42

Net Interest paid -32 -16

Free Cash Flow 327 480

Strong increase in Operating Cash Flowreflects EBIT growth and tightened working

capital management

Free Cash Flow

improved despitesomewhat higher outlays for capex and M&A

FFO/Debt

improved to 31.9% in line with

usual seasonal pattern of liquidity build-upin

H2


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+1,382 1)

+592 1)+538

-542

Net financial liquidity reduced compared to year-end 2010 due toannual payment to civil servants pension fund and dividend

1) Adjusted for mandatory exchangeable bond and cash collateral on put options as well as the effects of the net valuation of the financial derivatives related to the Postbank transaction

EUR mn

Dec 31, 2010 Sep 30, 2011 All otherliquidityeffects

Civil Servant

Pensions

Net Debt (-)/Liquidity (+)

-786

Dividend

Net financial liquidityimproved by EUR

390mnvs. last quarter-end

June 30, 2011

+202


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Solid

revenue

driven by parcel growthand

good volume development

in

Mail

Communication

EBIT

performance reflects

Strong German parcel business

Good volumes in Mail communication

Ongoing cost control

Normalization of e-investments

Operating cash flow improves strongly,reflecting EBIT growth and workingcapital

management

Capex

remains below last year

only

dueto

phasing

EUR mn

Q3

2010

Q3

2011 Chg.

Revenue 3,288 3,373 2.6%

EBIT 257 302 17.5%

OperatingCash

Flow 287 407 41.8%

Capex 101 90 -10.9%

EBIT stabilization materializing

Mail: Divisional Results Q3 2011


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748710

749

888

678665696

yoy +10%

205194

206

239

184181188

yoy +11%

Revenues, in EUR mn Volumes, in mn units

Dynamic growth of Parcel Germany

Q4Q3Q2Q1

2010 2011

Q1 Q2

Parcel Germany: Quarterly Development

Q4Q3Q2Q1

2010 2011

Q1 Q2 Q3Q3


41/52


Secure communication

E-Postbrief

New parcel network (faster, more efficient, morecapacity, more flexible pick-up times)

MAIL: Growing in Parcel & Digital Services

Mail Communication

Digital strategy Take our core business model into the digital world

Dialogue Marketing

Press Services

E-Commerce

Traditional

parcel business

Successful integration into MAIL business in 2007

Pioneer a marketplace for quality journalistic content

DieRedaktion.de

Facilitating online shopping and parcel shipment

MeinPaket.de

DHL eParcel

Efficient and targeted online advertising

Werbemanager

nugg.ad

Adcloud


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Fundingrequirements

Cashgeneration

D&A

~ EUR 0.2 bn

EBIT~

EUR 1bn

MAIL: Securing Sustainable Profitability

Why EUR 1bn?

Share of:Corp. costs,

tax, dividend, etc

Pensions in excessof EBIT expenses

Investments

EUR 1bn EBIT secures Mail as a self-financing unit within the group

EBITstabilize at

~

EUR 1bn level

Beyond 2011


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DHL36%

Others27%

TNT6%

UPS10% FedEx

21%

Japan

Operating in Express since 1972

Singapore


Malaysia


India

Market entry in 1979

Blue Dart acquisition in 2005

China

Joint venture with Sinotrans since 1986

Global leading position with particular strength in Asia

Examples

DHL Express: TDI 1)

Market Position

TDI market share in Asia/Pacific 2) Pioneer/Early-mover in Asia

1) TDI = Time Definite International; 2) Source: Market Intelligence 2011 (FY 2010 data, MRSC); Scope: AU, CN, HK, IN, JP, KR, SG, TW


45/52


Revenues increased slightly despite adversefx-effects, volatile market environment andlower freight rates, especially in OceanFreight. Organic growth was 3.4%

Good improvement in Road Freight

operating performance

Strong Gross Profit

performance due tobetter buying

conditions and profitable

growth approach

Air freight: GP/export ton +8% yoy

Ocean freight: GP/TEU +13% yoy

Improved Gross Profit and cost disciplinedrive EBIT increase;

EBIT margin

significantly increasing from 2.7% last yearto

3.2%

Substantial growth in operating cash flowprimarily due to focused net workingcapital

management

Continued investment

to improve ITsolutions for global applications

Continued profitable growth and high cash flow

Global Forwarding, Freight

Divisional Results Q3

2011

1) 2010 EBIT included non-recurring items of EUR -2mn

EUR mn

Q3

2010

Q3

2011 Chg.

Revenue 3,715 3,787 1.9%

EBIT 100 1) 122 22.0%

OperatingCash

Flow 98 133 35.7%

Capex 31 38 22.6%


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Revenue

flat on reported basis due toadverse fx-effects and disposal of ETS.

Organic revenue was up by 6.2%

Strong EBIT

growth driven by goodunderlying business activity and continuousimprovement measures

Operating Cash Flow lower due toreceivables increase from ongoing growth inexisting and new contracts as well as timingeffects

Capex increase supports furtherbusiness

growth

EUR mnQ3

2010Q3

2011 Chg.

Revenue 3,326 3,323 -0.1%

EBIT 83 1) 99 19.3%Operating Cash

Flow 147 86 -41.5%

Capex 52 58 11.5%

Contracts won

Annualized revenue

Supply

Chain

New gains 200 280

Executing a steady improvement in operating performance

Supply Chain

Divisional Results Q3

2011

1) 2010 EBIT included non-recurring items of EUR -1mn


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20082007200620052004200320022001 2009 2010

Dividend development since IPO

Dividend increase of 8.3% to

0.65

approved by the AGM on May 25th

Adjusted for Postbank effects andnon-recurring items this reflects apayout ratio of 59% and is within ourtarget payout ratio of 40

60%

Dividend for FY 2010 increased to

0.65

0,650,600,60

0,90

0,750,70

0,500,44

0,400,37


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Impact 2011

Interest

component

Valuation

Share price < ~ EUR 22.00

EUR -180mn p.a.

no significant impact

Share price > ~ EUR 22.00

EUR -180mn p.a.

~ EUR -90m per EUR 1 increase inPostbank share price and vice versa

Reclassification of Postbank shares as Assets held for sale

atend of February 2011

Mark to market valuation ofinvestment

Offset by mark to market valuation ofderivatives

Value of investment capped at~ EUR 22.00

Mark to market valuation ofderivatives

Changes to the P+L Impact of Postbank Transaction in 2011


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Postbank effects include

At equity result of Postbank until Feb 28 th

Reclassification of Postbank shares asAssets held for sale, i.e. no furtherequity

consolidation

Postbank valuation effects

Interest component for mandatoryexchangeable bond and cash collateral

Net profit excluding Postbank effects increased to EUR 359mn in Q3 2011

Impact of Postbank Transaction on the P+L

EUR mn9M

20109M

2011Q3

2010Q3

2011

Consolidated netprofit (reported) 1) 2,054 988 226 385

t/o Postbankeffects 1,334 -107 -92 26Net profitexcludingPostbank effects 720 1,095 318 359

1) Attributable to Deutsche Post AG shareholders

+52.1% +12.9%


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Investor Relations Contacts

Florian Bumberger

+49 228 182 63208

E-mail: [email protected]

Florian Bumberger

+49 228 182 63208


Sebastian Slania

+49 228 182 63203


Sebastian Slania

+49 228 182 63203


Daniel Stengel

+49 228 182 63202


Daniel Stengel

+49 228 182 63202


Martin Ziegenbalg, Head of Investor Relations

+49 228 182 63000


Martin Ziegenbalg, Head of Investor Relations

+49 228 182 63000


Robert Schneider

+1 212 672 1729


Robert Schneider

+1 212 672 1729



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Disclaimer

This presentation contains certain statements that are neither reported results nor other historicalinformation. These forward-looking statements are subject to risks and uncertainties that could causeactual results to differ materially from those expressed in the forward-looking statements. Many of theserisks and uncertainties relate to factors that are beyond Deutsche Post AGs ability to control or estimateprecisely, such as future market and economic conditions, the behavior of other market participants, theability to successfully integrate acquired businesses and achieve anticipated synergies and the actions ofgovernment regulators. Readers are cautioned not to place undue reliance on these forward-lookingstatements, which apply only as of the date of this presentation. Deutsche Post AG does not undertake

any obligation to publicly release any revisions to these forward-looking statements to reflect events orcircumstances after the date of this presentation.

This presentation does not constitute an offer to sell or the solicitation of an offer to subscribe for or buyany security, nor shall there be any sale, issuance or transfer of the securities referred to in thispresentation in any jurisdiction in contravention of applicable law.

Copies of this presentation and any documentation relating to the Offer are not being, and must not be,directly or indirectly, mailed or otherwise forwarded, distributed or sent in or into or from Australia, Canadaor Japan or any other jurisdiction where to do so would be unlawful.

This document represents the Companys judgment as of date of this presentation.

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DPDHL Commerzbank German Investment Seminar 09012012