Capital Markets Day 2012 DHL Supply Chain. Bruce A. Edwards London, 24 May 2012

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1 Capital Markets Day 2012 DHL Supply Chain Bruce A. Edwards London, 24 May 2012

2 What we said in the past... Capital Markets Day 2009 Capital Markets Day 2010 Continued to improve our financial metrics to earn the right to grow ROCE Created a leaner organization EBIT Margin Prepared for increased growth with Growth Through Excellence 1 Asset Efficiency 5 To Thrive Program Sales Effectiveness Operational Excellence Support Function Efficiency Portfolio Management Continuous Improvement Profitable Growth DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 2

3 ...and where we are today Positive business development Solid growth, particularly in Emerging Markets Margin improvement to 2.7% in th year with new business signings > 1bn Advantage of scale Global sector focus & global products Providing integrated solutions globally Global top customers grew by 11% Change programs on track Sales force efficiency & effectiveness increased Global sector & product organization in place Operations excellence programs on global scale Shaping the market Innovative solutions beyond warehousing and transportation Providing simplicity and higher service levels to customers DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 3

4 Contract Logistics market fully recovered Contract Logistics market, bn % % 155-8% DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 4

5 Strong cash generating business with negative working capital Organic revenue growth EBIT 1), m +230 bp 5.7% 3.4% % % % Revenue 12,183m 13,061m 13,223m Margin % % 2.7% Operating cash flow, m Asset mix % +15% Intangible Assets (mainly customer lists) Operating Assets (mainly fixed assets) Goodwill (100% = 3.1bn) 17% 15% 68% ROCE up 310 bps from 2010 to ) Like for Like EBIT mainly excluding restructuring DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 5

6 Contract Logistics is a large and growing market with DHL Supply Chain being number 1 by far Total market size, bn Top 3 market shares, 2011 Outsourced Contract Logistics In house Logistics CAGR Largest providers Other ~12% 1, % DSC % ~12% % CEVA % Largest providers K+N % DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 6

7 DHL Supply Chain is uniquely positioned to benefit from key market trends 1 Continued outsourcing Increasing trend towards outsourcing with larger players winning bigger deals, especially with first time outsourcing clients 2 Emergence of a global market Transforming from a local business into a global industry, beneficial for truly international providers 3 Broader solutions Customers are demanding broader scope of service provision from fewer providers DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 7

8 DHL Supply Chain is resilient to economic downturn DHL Supply Chain resilience factors Long term contracts Asset light business Flexible cost base No exposure to fuel price volatility Appropriate share of open book contracts Stable outsourcing trend, also in times of crisis Broad diversification Details following DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 8

9 Balanced revenue portfolio by geography Revenue 2011, in bn Comments DHL 100% = 40bn 13bn 10% 27% Asia Pacific Americas Leader in all key geographies Presence in 60 countries Other DHL 67% 33% DHL Supply Chain Strong >10% yoy BRICM growth 63% EMEA All regions earning their cost of capital DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 9

10 Balanced revenue portfolio by customer size Revenue 2011 by account size Comments > 200m < 15m 22% 22% 19% 22% m 15-50m 15% m Broad customer portfolio across all size clusters Double digit growth from global top customers Many of our top customers are distributed across all regions DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 10

11 Balanced revenue portfolio by service Revenue 2011 by service Comments Warehousing 49% Value Added Services 11% 11% Williams Lea Increasing share of Value Added Services New products and solutions Attractive growth rates 29% Transport Superior margins Increased customer retention DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 11

12 Balanced revenue portfolio by sector Revenue 2011 by sector Comments Williams Lea Balanced industry sector coverage Energy & Other 9% Auto 7% 9% Retail 26% Dedicated global sector teams Tech 12% 17% Life Sciences & Healthcare (details to follow) 20% Consumer Deep sector expertise including to sub sector level DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 12

13 Our strategic programs are delivering continuous margin improvement Continuous Improvement Profitable Growth Quarterly EBIT % has increased over the previous year for the last 11 quarters 1) EBIT 1) % CAGR +13%-15% CAGR 272m 362m Contract Lifecycle Management Standardization & Replication Sector Focus ) Like for Like EBIT mainly excluding restructuring DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 13

14 Contract Lifecycle Management Contract Lifecycle Management Standardization & Replication Continued Sector Focus Profitable Growth Continuous feedback loops improve project selection, design, execution and overall performance Rigorous Opportunity Assessment Project Selection & Solution Design Approval Implementation & Operational Execution ~1,000+ projects per year Contract Renewal Account Management Post Contract Review DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 14

15 Standardization & Replication of global products Global products development Overview of global products Assess Identify solutions with potential for growth and differentiation Co-Packing Marketing Solutions Develop Define standards and leverage best practice globally Lead Logistics Provider Grow Focus on target customers, enable teams, and grow the product globally Technical Services Airline Business Solutions Life Sciences & Healthcare Platform DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 15

16 Continued profitable growth through Sector Focus Standardization & Replication Consumer Energy & Chemicals Differentiation through sector specific solutions Automotive Retail Life Sciences & Healthcare Technology Truly global sector expert communities, speaking the language of customers Leverage sector expertise to drive growth, especially in first time outsourcing and in Emerging Markets DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 16

17 Sector example: Life Sciences & Healthcare DHL offering Standardization & Replication Life Sciences & Healthcare market position Cross DHL customers World-wide number 1 logistics provider Global network of more than 30 dedicated competence centers Over 150 LS&HC facilities worldwide Community of >4,000 dedicated and trained experts in over 40 countries Dedicated industry solutions, leveraging all DHL divisions and transport modes DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 17

18 Sector example: Life Sciences & Healthcare DSC footprint Standardization & Replication DHL Supply Chain LS&HC footprint 2.2bn revenues 1) >20 countries ~100 sites with ~1m sqm warehouse capacity 3% 7% Other Medical Devices Offering Fully compliant warehouses Distribution and transport management Value added services, e.g. Clinical trials Kitting Direct to pharmacy Reverse logistics 19% Pharmaceuticals Video example 71% Healthcare Services 1) 1) Including procurement business in UK for NHS, the national public health services provider DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 18

19 Key messages 1 Globally growing market, with DHL Supply Chain benefitting from key market trends 2 Comparatively low risk, asset light business, resilient in crisis, with a well balanced portfolio 3 Strong financial performance in past and future, % EBIT CAGR on 2010 Contract Lifecycle Management Standardization & Replication Sector Focus DHL Supply Chain Presentation Capital Markets Day London, 24 May 2012 Deutsche Post DHL Page 19

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