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The DHL Danzas Air & Ocean ENZO Program

Thomas Nieszner, Head of Products, Marketing and Sales, DDAO


Agenda

„ Introduction to the ENZO Program

„ Overview of ENZO Program Areas


– Sales
– Air Freight
– Ocean Freight
– Operational Processes / IT

„ Summary

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 2
DDAO ENZO Two Phase Approach

Kick Off
by End 2004

Kicked Off “Next S-Curve” Activities


in early 2004

Today ENZO
Deliver“Safety
on “Safety Net”
Net” Activities
„ Become the Dominent
Player in our industry (Air-
and Ocean Freight)
„ Secure achievement of
financial targets 04/05/06 „ Build state of the art sales
“Pole Position”
organization and deliver
„ Fine-tune operational & on growth ambitions
„ DDAO No.1 in Air and sales performance
No. 2 in Ocean freight through 9 global initiatives „ Establish a new standard
forwarding of productivity through
„ Further increase business process automation and
„ Excellent H1 2004 transparency with KPIs standardization
results! and benchmarks

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 3
ENZO: Four Areas in Phase 1 Focus

Sales Air

Ocean Operational
Processes / IT

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 4
Profit Drivers Per Program Area

ENZO Program Areas


Operational
Sales Air Ocean
Processes/IT

Regions Profit Drivers


EURO "Growth" "Gross Profit" "Productivity"
File Volume GP / File Oper. Expenses / File
AMNO

ASPA

AMLA

Operating Result / File
x
Operating Result – Allocations

EBITA

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 5
Profit Drivers Evolution

DDAO performance YTD June 04 vs. YTD June 03

ENZO Program Areas


Operational
Sales Air Ocean
Processes/IT

# Files: Up! GP / File: Up! GP / File: Up! Personnel


(2-3 x market Costs / File:
growth) Down!


GP / File: Up!

Operating Profit / File: Up!
x
Operating Profit: Up! – Allocations: Stable!

EBITA impact ENZO YTD: +10 million Euro

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 6
Agenda

„ Introduction to the ENZO Program

„ Overview of ENZO Program Areas


– Sales
– Air Freight
– Ocean Freight
– Operational Processes / IT

„ Summary

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 7
Overview Sales Program Area

DHL Danzas Air & Ocean Market Segmentation and ENZO Sales Initiatives

% of Net Customer ENZO Sales Stimulation


Sales 2003 Segments Initiatives

30% GC GCS

Proven Best Practices


5% Multi- MNC
nationals

55% Medium
Accounts
Small accounts Tradelane
(D, E, F)
10% Small Accounts

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 8
Sales: Approach and Main Achievements YTD

Sales Stimulation
Initiatives Approach Achievements YTD Aug 04
„ Establish GCS interface and „ GCS interface established
GCS organization „ GCS organization up and
running

„ Develop a global approach „ 82 MNC accounts identified


MNC to a set of defined MNC „ Clear procedures and teams
customers in place

„ Segment tradelanes and „ ∼150 top tradelanes (split


Tradelane invest in dedicated consignee into core and growth groups)
sales & commercial actions selected and teams in place

„ Collect and roll-out proven „ Proven best practices


Proven Best best practices worldwide identified. Full roll-out of
Practices highest priority practices by
end of 2004 planned

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 9
Example: Ambitious Targets for Tradelane Sales

File Distribution by Tradelane Type

Tradelane Targets:
ƒ Secure position on core
Tradelanes (10% growth)
ƒ Capture share on growth
Tradelanes (25% growth)

Top TL
Other TL ~ 37%
~ 63%

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 10
Overview Air Freight Area

Goals for Intercontinental Trade and Current ENZO Initiative

DDAO ranking by Transported Volume 2003


and DDAO YOY Turnover Growth (2003 vs. 2002)
DDAO Airfreight Goals

„ Keep overall #1 position

„ Provide global coverage


#1 #1
+33.6% „ Offer most competitive rates
+17.7%
#3 „ Provide innovative logistics
#1 solutions
+9.3%
+32.3%
StarBroker

Special Focus
Source: IATA (Preliminary Figures)
Area Asia

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 11
Air Freight: Approach and Main Achievements YTD

Initiative Approach & Key Activities Achievements YTD Aug 04


„ Set-up of global organization „ StarBroker organization in
StarBroker acting as in-house airfreight place in all regions (>5% of
capacity provider total volume handled)

„ Central contracting and risk „ Better purchasing with


taking of aircraft capacities airlines through capacity
bundling

„ Set-up of de-/consolidation „ Optimization of weight/


and feed/defeed services volume mix

„ Coordination of DHL Express „ Realization of significant


aircraft capacity optimization synergies with DHL Express

„ Development of DDAO AFR „ Implementation of


services innovative services

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 12
Example: ENZO Air Freight Case

Transatlantic-/Middle-East Charter

Starting Point Approach Achievements

Transatlantic „ Above average aircraft space


„ DDAO and DHL utilization due to combination of
Express with strong different sector strengths and
Transatlantic freight volume mix
flow JFK BRU
„ DDAO with high „ Competitive selling rates in the
density goods BAH market
„ DHL Express with
high volume goods „ Competitive service in the
market:
Middle East – Space availability
„ DHL Express with – Higher uplift performance
strong middle East than commercial aircraft
export (BAH Middle Dedicated aircraft put in place:
East Hub) „ Transatlantic: 2 x per week „ Shared risk of DHL business
„ DDAO with strong flow (end of week / weekend) units and operator
into middle East „ Middle East: 1 x per week (weekend)

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 13
Overview Ocean Freight Area
Controlled by carrier ESTIMATES
LCL and FCL Market Situation
Controlled by freight
Worldwide Cargo Volume, 2003 forwarders / NVOCCs

100% = 66 million TEU Logistics provider Volume, `000 TEUs


1. Kühne & Nagel 1,200 In ENZO focus:
„ Controlled
FCL

2. DDAO 940
25% „ Non-Controlled
75% 3. DB / Schenker 700 „ Inland Logistics
4. Panalpina 680

100%=est. 15-20 Mio cbm** Logistics provider Volume, `000 CBM


1. DDAO 1,400
In ENZO focus:
LCL

2. ECU* 1,200 (est.)


10% 90%
„ Controlled
3. Kühne & Nagel 1,000 (est.)
4. Shipco 800 (est.)

* Includes Forwarders Cargo


** Corresponds to ∼ 1 million TEU (1 TEU = ∼ 20-30 cbm)
Source: Global Insight Trade Database, Annual Reports

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 14
Ocean Freight: Approach & Main Achievements YTD

Initiatives Approach Achievements YTD Aug 04


„ Get better rates from carriers „ Central transparency on
– Central negotiation (FCL & LCL) volumes/ flows available
Controlled – Inclusion of more than only port to
port transport into negotiation (FCL)
„ Reduce costs of consolidation (LCL)
„ Increase sales hit rate through
central risk taking
„ Optimize handling process for non- „ Analysis of largest American
controlled business and European customers
Non-Controlled „ Transform into controlled business concluded
„ Re-negotiate prices for services with
customers
„ Implementation per customer
ongoing
„ Bundle purchasing of inland transport „ Central dispatch centers up
capacity (FCL) and running in Hamburg and
Inland Logistics „ Avoid empty container/truck
Le Havre
movements
„ Introduce software to support
planning and dispatching

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 15
Example: ENZO Ocean Freight Case

Ocean Non-Controlled
Starting Situation
ƒ Customer x with low GP per file, but with
complex file handling process
ƒ Shipping line controlled Door-to-Port
ƒ Overall customer loss making for DDAO

Actions Taken
ƒ Renegotiation of fees/commissions
ƒ Obtained inland transportation as
Ralph J. Dias additional business for DDAO (shipping line
involvement reduced to Port-to-Port)

Impact So Far
ƒ Increase of GP per file by 55%

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 16
Overview Operational Processes / IT Area

Two Waves of Improvements Through ENZO

2006-2008
New Operational
Operational Performance

System
2003-2006 “INCOSOFT”
Optimization

2000-2003 • Implementation of a
AEI Integration state of the art IT
system
• Global Best Practices
• Optimization of IT
• Operational alignment sharing
based workflows
• Synergy realization
Time
Today

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 17
Example: ENZO Operational Processes / IT Case

Global “Suitcase” Approach

Benchmarking Tool Creating Process Best Practice Packages

e.g. Files per FTE (per month)


Improvement
UK Ideas
Germany
Denmark
Norway Identify
Spain
Finland Best Practices
Sweden
Ireland

Lithuania
Latvia
Belgium
Italy
France
Apply
Switzerland Best Practices
Portugal
Netherlands
Luxemburg

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 18
Outlook “INCOSOFT”

Overall Objective: Extend the IT underpinning target business processes


and converge on a single production system

Key Business Drivers:


ƒ Customer Satisfaction, e.g.
ƒ service quality
ƒ creativity and flexibility for new customer solutions
ƒ rapid, cost effective solutions implementation
ƒ Productivity / Quality / Effectiveness (“user satisfaction”), e.g.
ƒ improved data quantity and quality
ƒ full transparency / visibility on performance (MIS)
ƒ carrier integration (Cargo 2000, INTRA, GFX)
ƒ Lower Costs

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 19
Agenda

„ Introduction to the ENZO Program

„ Overview of ENZO Program Areas


– Sales
– Air Freight
– Ocean Freight
– Operational Processes / IT

„ Summary

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 20
Summary

The ENZO Program…

„ is composed of four areas: Sales, Air Freight, Ocean Freight


and Operational Processes / IT

„ has already proven its effectiveness by delivering


improvements in all program areas in H1 2004

„ will deliver growth and cost savings required for DDAO to


become the undisputed industry leader

Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 21

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