1 National Target Marketing Coalition (NTMC) Conference Houston, TX Tom Foti Manager, Marketing Mail February 9, 2011 USPS Strategies for Growth
National Target Marketing Coalition (NTMC) Conference Houston, TX
Dec 30, 2015
National Target Marketing Coalition (NTMC) Conference Houston, TX. USPS Update & Strategies For Growth. USPS Strategies for Growth. National Target Marketing Coalition Conference Houston TX. Tom Foti Manager, Marketing Mail February 9, 2011. Tom Foti Mgr, Marketing Mail Feb 9, 2011. - PowerPoint PPT Presentation
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11
National Target Marketing
Coalition (NTMC) Conference
Houston, TX
Tom Foti
Manager, Marketing Mail
February 9, 2011
USPS Strategies for Growth
22
Agenda
USPS Organizational Update
USPS Business Strategies
Mail Growth Initiatives
Working Together
33
USPS Organizational Update
44
USPS Organizational Update - Challenges
Economic recovery slow
FCM trends
Increased competition
Cost containment
Legislative hurdles
55
USPS Business Strategies
Strengthen the business to consumer channel
Improve the customer experience
Compete for package business
Become a leaner, faster and smarter organization
66
USPS Business Strategies – Revenue Strategies
Retain Existing Business
Create Innovative Mailing Service Products
Expand Access
Grow Packages
77
FCM & Standard Volume
50
75
100
125
2005 2006 2007 2008 2009 2010
Volu
me
(B)
StandardStandard
FCMFCM
88
Mail Growth Strategies
Customer and segment focused solutions
Reduce Complexity
Leverage pricing and incentives
Create new innovative profitable products
99
Mail Growth Strategies – Customer Focused Solutions
Product and pricing for specific customer or customer segments
• Customer needs
• Market dynamics and competitive pressures
• Total value of customer
• Revenue opportunity
Example : Targeted incentives and recently proposed Discover NSA
1010
Mail Growth Strategies – – Reduce ComplexityReduce Complexity
Simplify product offerings
Improve ease-of-use
Maintain targeted product and pricing
Example : Expansion of simplified addressing option
1111
Mail Growth Strategies- Leverage Pricing and Incentives
Create flexible pricing solutions
• Market driven
• Customer friendly
• Quick-to-market
• Consistent with USPS capabilities
1212
Mail Growth Strategies- Leverage Pricing and Incentives
Recent/Current Pricing Initiatives
• Saturation Mail Incentive - May ’09 - May ’10
• Summer Sale – 2009
• First Class Mail Incentive – 2009
• Summer Sale – 2010
• Saturation / High Density Incentive - Jan ’10 - Jan ’11
• Reply Rides Free - Jan ’10 - Jan ’11
1313
Mail Growth Strategies – New Innovative Profitable Products
Leverage technology solutions
Integrate with communication channels
Leverage USPS Assets
1414
Mail Growth Strategies – TMC Market Focus Understand industry dynamics
• Competitive pressures
• Cost pressures
• Changing advertising landscape
Keep existing TMC customers and volume Win back lost TMC volume Foster open communications Develop product/pricing solutions that make a difference
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