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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
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
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
∅
GP / File: Up!
–
Operating Profit / File: Up!
x
Operating Profit: Up! – Allocations: Stable!
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 6
Agenda
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
30% GC GCS
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
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 9
Example: Ambitious Targets for Tradelane Sales
Tradelane Targets:
Secure position on core
Tradelanes (10% growth)
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
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
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 12
Example: ENZO Air Freight Case
Transatlantic-/Middle-East Charter
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
2. DDAO 940
25% Non-Controlled
75% 3. DB / Schenker 700 Inland Logistics
4. Panalpina 680
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 14
Ocean Freight: Approach & Main Achievements YTD
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 15
Example: ENZO Ocean Freight Case
Ocean Non-Controlled
Starting Situation
Customer x with low GP per file, but with
complex file handling process
Shipping line controlled Door-to-Port
Overall customer loss making for DDAO
Actions Taken
Renegotiation of fees/commissions
Obtained inland transportation as
Ralph J. Dias additional business for DDAO (shipping line
involvement reduced to Port-to-Port)
Impact So Far
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
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
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”
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 19
Agenda
Summary
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 20
Summary
Thomas Nieszner, The DDAO ENZO Program, Capital Markets Day, 06.09.2004 Page 21