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Print Mail Logistics LimitedPrint Mail Logistics LimitedBusiness overview and industry yupdate
Adrian PereiraCommercial Manager and CFO
20 September 2012Revenue Management Association
The Meadows Sports & Function Centre80 Northcorp Boulevarde, Broadmeadows
2
Presentation overviewPresentation overview
• PML – a brief overview• PML a brief overview
• PML – recent developments
• Market overview – Australia and Victoria
• Key buyer demandsy y
• Buyer decision making
PML’ i ff i• PML’s service offering
• Likely market changes in the next 12-36 months.
3
Key messageKey message
We aim to demonstrate our experience as a
credible supplier specialising in the preparation,
d i d di ib i f d production and distribution of rate and water
notices for regional and city Councils located notices for regional and city Councils located
throughout Australia.
4
PML – brief overviewPML – brief overview• Australian public company listed on the National Australian public company listed on the National
Stock Exchange of Australia;
• Production facilities based in Hobart, Tasmania;, ;
• Providing services to Local and State Government for over 20 years;y ;
• Distributes 10M mail items per annum including 4M on behalf of Local and State Government;
• Now produces rate, water and animal notices on behalf of 36 Councils (25 at 30 June 2011) located in
dNSW, QLD, VIC and TAS.
5
PML – recent developmentsPML – recent developmentsIn the last 9 months PML has:9▫ Enhanced service offering to cater for: Online notice retrieval and archiving E-distribution and E-notification SMS delivery MICR capabilities MICR capabilities E-bill presentation;
▫ Increased market share in key target markets Increased market share in key target markets including being awarded its first Contract in Victoria;
▫ Demonstrated the strength of our service offering to k tkey customers.
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PML...now delivering Council requirements throughout Eastern requirements throughout Eastern Australia
# of mail # of Councils items pa
New South Wales ‐ Regional 3 300,000 New South Wales Sydney Metropolitan 3 200 000New South Wales ‐ Sydney Metropolitan 3 200,000 Queensland 5 550,000 Victoria 1 200,000 ,Tasmania 24 650,000 Total 36 1,900,000
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Market overview - AustraliaType NSW Vic Qld WA SA Tas NT TotalShires 75 39 24 107 10 255Cities 38 33 7 22 21 5 2 128Cities 38 33 7 22 21 5 2 128Regional councils 4 29 4 37District council 35 35Councils 27 6 33Councils 27 6 33Municipalities 8 19 27Unincorporated 10 1 5 16Towns 1 12 2 2 17Towns 1 12 2 2 17Aboriginal shires 12 12Rural cities 6 1 7Community government councils 2 2Community government councils 2 2Boroughs 1 1Island councils 1 1Total 152 89 74 141 64 30 21 571Total 152 89 74 141 64 30 21 571
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Market overview - VICMarket overview - VIC
f
Type
Average # of Assessments Per
Council Per Population ('000)VIC
Cities
Annum'('000)
215 4,029 33ShiresRural CitiesBoroughs
53
6 50
1,181
3 170
39
16
gUnincorporatedTotal 106
0 1089
0 5,384
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Buyer demands are consistent throughout Australia• Demonstrated experience• Demonstrated experience
• Fast turnaround with KPI’s linked to statutory d ti l q i tand operational requirements
• Timely access to expert, technical advice
• Value added service components
• Financial capacity• Financial capacity
• Commitment to Workplace Safety, E i t l M t d S t i bilitEnvironmental Management and Sustainability.
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The commodity magnetThe commodity magnet
1980’1980’s
2005
20082008
2012 ????
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The impact on the marketplaceThe impact on the marketplace
• Between 2008 and 2012 key providers have re-• Between 2008 and 2012, key providers have refocused on alternative markets
S f l id h f d • Successful providers have focused on:
▫ process improvement to reduce the cost to serve; dand
▫ innovation to increase the price.
• Result is a significant change in the competitive landscape.p
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Solution buying vs insight buyingSolution buying vs. insight buying• Customer’s now have a much deeper understanding Customer s now have a much deeper understanding
of their requirements together with the difference between competitor offerings.p g
“Our customers are coming to the table armed to Our customers are coming to the table armed to their teeth with a deep understanding of their
requirements and a well scoped RFQ for a solution requirements and a well scoped RFQ for a solution. It’s turning many of our sales conversations into
fulfilment conversations” Harvard Business Review July-August 2012fulfilment conversations Harvard Business Review July August 2012
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Case study:B d i i ki g i NSW b t A il d J Buyer decision making in NSW between April and June 2012• 152 Councils in NSW• 152 Councils in NSW
• Approx. 25 (representing 28% of mail volume) of th k t i d RFQthe market issued an RFQ
▫ Approx 12 remained with existing supplier
▫ Approx 13 changed supplier
• In most instances, RFQ’s were invited from 4 In most instances, RFQ s were invited from 4 common suppliers from NSW, VIC, SA and TAS.
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Case study:B d i i ki g i NSW b t A il d J Buyer decision making in NSW between April and June 2012Key themes from the RFQ process:Key themes from the RFQ process:
1. Transition to new supplier is now more seamless <7 days7 y
2. Supplier prices have reduced materially
3 Improved service deliverables3. Improved service deliverables
4. Interstate competitors capable of providing a valuable solution to NSW Councils – VIC, SA, valuable solution to NSW Councils VIC, SA, TAS.
...consistent with the commodity magnet
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PML’s strategyPML s strategyCustomer Selection
Service Offering
Account and Contract
ManagementPricing
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PML – Service OfferingPML – Service Offering1. Expert transition management2. Agility and flexibility to meet Council’s changing
requirements;3 Complete responsibility over each component of the value 3. Complete responsibility over each component of the value
chain;4. Value added solutions including;▫ Online retrieval and archiving
▫ E-distribution and e-notification
SMS notification▫ SMS notification
▫ E-bill presentment
5. A positive customer experience. References who will 5 pos e cus o e e pe e ce e e e ces oconfirm our ability to deliver.
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Service component – print and mailService component – print and mail
CouncilArtwork and Data file
Proof process
Lodgement if t Print and
Mail Production
and di t ib ti
RatepayerPML
manifest
distribution
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Service component – e-servicesService component – e-services
CouncilData file
Notice pdf(offline)
Secure access to view, edit
and reproduce User access
t
ORS RatepayerPML
Notice pdf
noticesreports
Server
Notice pdf(online)
Unique email including URL reference to pdfnotice
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PML – Customer selectionPML – Customer selection• Anyone/anywhere model is prevalent in the industryAnyone/anywhere model is prevalent in the industry
• PML’s customer selection model is based on
Th l i t▫ The volume requirements
▫ The technical scope of the services required
▫ The service level expectation
▫ Our ability to provide superior account management
• Our intention is to leverage positive customer experiencesp
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PML – Customer selectionPML – Customer selection• Over the next 12 months, our service offering will be g
most beneficial to Councils with the following requirements;▫ Generally above 5 000 and up to 120 000 ratepayers▫ Generally above 5,000 and up to 120,000 ratepayers
But specifically between 10,000 and 70,000 ratepayers▫ Timely and accurate programming and supply of samplesy p g g pp y p▫ Lodgement with Australia Post within 24 hours of proof
sign offP i fl ti f l d i t i d▫ Price reflective of value and service components required
▫ Requirement for value added solutions
• Likely to be located in Greater Melbourne Metropolitan • Likely to be located in Greater Melbourne, Metropolitan Sydney, key rural areas of VIC, NSW, QLD and TAS.
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PML - PricingPML - Pricing• Strategic pricing tailored to Council’s specific requirements;• Reflective of Council’s internal resources and requirement for
account management;• No penalty fees for Council initiated changes to lodgement • No penalty fees for Council initiated changes to lodgement
dates• Fixed price components▫ Programming and technical advice
▫ ORS and E-distribution.
Competiti e • Competitive ▫ PML enjoys a lower cost of production relative to its competitors
given the reduced overhead costs of operation in Hobart, T iTasmania.
22
PML – Account and Contract Management• PML recognises the difference between account and g
contract management;• Quarterly performance meetings;• PML assigns 3 separate staff to each relationship:▫ Account Manager: co-ordinate stock, inserts, customer
timelines and relationship managementtimelines and relationship management▫ Senior Programmer: advise, prepare, sample and
produce noticesp▫ Contract Manager: execute contract, co-ordinate
resources and ensure performance to contracted terms terms.
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Our view on the Australian marketplace in the next 12-36 months• Council’s will engage in an RFQ process more g g Q p
frequently and supplier pricing will become more competitive;C il’ ill l t h i • Council’s will place a greater emphasis on a supplier’s financial capacity and will carefully evaluate a supplier’s performance against contract pp p gterms;
• Council’s are more likely to consider changing their supplier given the reduced effort in transition;supplier given the reduced effort in transition;
• Greater push towards e-services as Council’s promote environmental and sustainability practicespromote environmental and sustainability practices.
24
PML’s action planPML s action plan
• New operational premises for process • New operational premises for process improvement to support its competitive position
Fi li 3rd t tifi ti t ISO t d d• Finalise 3rd party certification to ISO standards
• Continue to enhance IT capabilities designed to assist Council to communicate with its stakeholders
• Leverage positive customer experience developed over the prior 9 months.p p 9
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Questions & Answers?Questions & Answers?
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Contact detailsContact detailsAdrian Pereira Stacey BlackwellCommercial Manager & CFO Sales ManagerPrint Mail Logistics Limited Print Mail Logistics Limitedp (03) 6220 8444 p (03) 6220 8444p (03) 6220 8444 p (03) 6220 8444m 0420 968 516 m 0410 447 826e [email protected] e [email protected] www pml com au w www pml com auw www.pml.com.au w www.pml.com.au