Speed Post

 Time bound guaranteed delivery  Letters, Documents & Parcels can be sent  Started in August 1986  POD Facility  Weight Limit – Maximum 35 KGs  Types Domestic Internationa l

Speed Post  Free pick up facility  Insurance facility  BNPL  Tracking Facility  Monitoring of MIS  Special discount for Bulk Mailers  Compensation For Domestic For Delay - Speed post charges For loss/total theft/total damage – Double the speed post charges or Rs.1000 whichever is less For international For Delay - Speed post charges For loss/total theft/total damage – 30 SDR

Courier Industry Trend, FY 2005 to 2012 in India source:IMRB survey source: IMRB survey Report

Growth in courier Sector, FY 2005 to 2012  In , Transport, Storage and Communications continued to have the highest growth rate amongst services sub-sectors.  The growth is estimated to be ~14 % in and this sub-sector has a share of ~10.6% in real GDP.  The courier industry is a sub division of the transport sector.  Transport, Storage & Communication Sector at current prices has grown at a CAGR of 14.2% in the period between FY 2005 to FY 2012.

Indian Courier Industry The Indian courier industry is highly fragmented with more than 500 companies operating currently in the market. The major players are  Blue Dart,  The Professional Couriers,  First Flight Couriers,  India Post,  AFL,  DTDC,  Overnite Express.

Share of Major Players in the Courier Industry, source: IMRB survey Report

Share of Major Players in the Courier Industry,  It is estimated that the total courier industry in India is valued at around Rs. 4,950 Crores for and has grown by ~10% from  India Post’s Speed Post has a share in the range of 16.7 to 19.8%. This is an increase from the previous year (15.1% to 18.3%).

SEGMENTATION OF COURIER INDUSTRIES IN INDIA High charges per consignment (> Rs. 100 per letter) Focus on corporate segment, especially large companies. Focus on value added services like tracking, delivery before noon the next day, credit period etc. Network presence mainly in metros and large cities. Examples: Blue Dart, AFL (FedEx) SEGMENT 1 Medium charges per document. May vary between Rs. 15 to 70 per letter depending on destination. Focus on individuals as well as Small and Medium Enterprises. Not as strong in value added services; delivery next day or in 2 days, basic tracking, limited credit period etc. Usually strong in one region of the country and presence in all major cities in other regions. Examples: Professional Couriers, First Flight, Ovenite Express etc. SEGMENT 2 Low charges per document. May vary between Rs. 10 to 50 per letter depending on destination. Focus on individuals and select loyal corporate customers. Not good in providing value added services. Usually strong in one city or state. In all other places, they would typically tie- up with another service provider for delivery, acting mainly as a collection agency. Example: Fly King, Madhur Couriers, Shree Anjani, Skylark etc. SEGMENT 3

SEGMENTATION OF COURIER INDUSTRIES IN INDIA Speed Post is in a unique position in the market and as such cannot clearly be classified in a particular category. The reasons are:  In 2011, the charges were very competitive compared to Segment II players and even Segment III players in many cases. With the current tariff revision, Speed Post would be competing with tier II players in terms of price.  Speed Post has focus on individual segment like Tier II and III players.  Speed Post also has a corporate base especially in public sector organizations. Typically Tier II and III players are not strong in B2B segment

SEGMENTATION OF COURIER INDUSTRIES IN INDIA  Speed Post has a nationwide setup unlike Tier II and III players who are typically strong in 1 or 2 regions only.  Speed Post offers value added services like tracking which are offered only by Tier I and the leading Tier II players only.

Speed Post, Domestic Market

PLAYERS IN THE INDUSTRY  In the case of Tier one players, Blue Dart has grown rapidly. The other tier one players have also grown in the past year.  The major players in Tier-II have grown significantly in the past year. This is the main reason for Tier II share increase.  The share of India Post has increased and is in the region of 16 to 19% (15.1% to 18.3% in previous year).

Why focus on speed post business ? Speed Post Revenue

Why focus on speed post business ?  Standardized processes at Speed Post operations have led to streamlined operations, better monitoring and enhanced productivity.  Speed Post is contributing 12.5% revenue for our department total revenue.  Speed post business is growing between 18% to 20% every year.  One of the Trusted service.

Why focus on speed post business ? Customer Ratings on image of SP source:IMRB survey

Why focus on speed post business ? Trend setter  Speed Post is a leader in the market.  It has the fastest delivery.  Offers the services at an economical/ competitive price.  Excellent facilities like Track/Trace, and Insurance  Reliable service for sending valuable goods  Offers a competitive discount structure.

Why focus on speed post business ? IMPACT ON CUSTOMER LOYALTY-INDIVIDUALS source:IMRB survey DELIVERY PROCESS32% POST OFFICE23% POST OFFICE STAFF22% BOOKING PROCESS21% PACKING2% TOTAL100% OBSERVATION  We need to improve our booking process and queue management.  We need to improve our customer service level up to the customer’s expectations.  We need to give more importance for speed post delivery efficiency.  All these factors will accelerate the growth rate of speed post business in the coming years.

Why focus on speed post business ? IMPACT ON CUSTOMER LOYALTY-CORPORATE source:IMRB survey DELIVERY PROCESS56% POST OFFICE STAFF41% FACILITIES-BNPL & PICK UP2% BILLING/INVOICING1% TOTAL100% OBSERVATION  We need to focus more on our ability to deliver speed post articles as per our committed timelines.  We need to focus on 100% updating of delivery status of speed post articles in time.  We need to adhere to the special instructions (if any) for BNPL customers and must be quick in responding to the queries.

Go to market with this weapon  Your understanding of your marketplace.  Your competitors, geographical boundaries,  Types of customers you sell to, existing distribution channels, latest and most useful demographic data, any information on trends in your markets (both demographic and product-related)

Face threat with confidence  What trends in the marketplace favour you?  Are the competitive trends working to your benefit?  Are the demographics of your market in your favour or against you?

Grab the Opportunity  Extend or regain market for the existing products  Boost sales in a particular product, market or product range. Where will this business come from? Be specific.  Cross-sell (or bundle) one product with another.  Enter into long-term contracts with desirable clients.

Grab the Opportunity  Focus more on BNPL Customers.  Target the untapped segment.  Use available technology to reach the end customer.

Speed post