1.
Increase customer
acquisition with deeper
insights and better
channels

2.
Shopping Becomes
Omnipresent
Shopping Becomes
Real-Time Aware
The Lines Between Virtual and Physical are Blurring … Disappearing
Outside Store
Inside Store
Shopping List
Aisle 3
Aisle 11
Aisle 9

3.
The global eCommerce growth rates vary widely, but are all trending
upwards and providing exciting opportunities for strategic retailers

4.
The UK growth in sales to international markets reveals even further
potential for a global and open locker delivery echo system
Britains Retail E-mpire_30_04_13

5.
Leading market research shows there is clear demand for an
eCommerce delivery service like the InPost locker
Retailer_ParcelCarrier_Report

6.
The trends of customer’s delivery concerns are growing in line with
that of eCommerce based on IMRG Delivery Survey 2013
Trends based on IMRG Consumer Delivery Survey 2013

7.
Some
categories do
better than
others in
e-tailing
Morgan Stanley Blue Paper
January 6, 2013

8.
The aesthetic design of the locker complements the store
environment whilst providing the required customer ease of use

9.
The eCommerce locker makes shopping easy, flexible and convenient
for the customer whilst empowering retailers to compete
Shop Online
Select “Locker”
shipping method and the Receive the locker code
on your cell phone
locker location
Get the parcel from the
locker near your house
InPost Locker
Retail Benefits
Convenient
shipping options
for the customer
that are cost
effective
The customer
gives you their
cell phone # and
opts in for
notifications
The customer
retrieves the
parcel from the
locker which is
available
24x7

10.
The eCommerce locker is based on an open model that all retailers
can use; similar to how ATMs are available for customers of any bank
eCommerce Retailer
IBM & InPost installs
the eCommerce
solution for the retailer
InPost charges the retailer
a negotiated fee per parcel that
uses the locker in the
eCommerce path
Physical Store
Retailers hosting lockers
get increased footfall
from locker customers
Hosting Retailer get
monthly rent payments
for hosting the locker
Locker Operations
The negotiated fee per parcel paid
by retailers covers all of the locker
infrastructure costs needed to
manage purchases using the locker
IBM/InPost manages the entire
transaction making it easy for the
customer and the retailer to
complete the transaction
Returns are
simple and
convenient for
the customer
Locker Infrastructure
InPost sets up
courier networks
to be used for retail
fulfillment using the
lockers
InPost/IBM deploys
lockers to locations
that are most suited
for your retail
customers and
manages the locker
service

11.
The retail locker model includes the hosting and eCommerce
modules that can be used depending on the retail needs
Hosting Benefits
• Increased footfall - from eCommerce
purchasers picking up parcels from lockers in
your store’s parking lots
• Increased store awareness - from continued
visits to your store’s parking lot
• Rent payments - from InPost for hosting the
locker
eCommerce Benefits
• New Customers – purchasing from you due to
shipping options they were desiring
• Increased purchases - from abandoned baskets
and/or referrals enabled by the locker option
• Targeted promotions – from deeper insights
about the customer and access to their mobile
• Increased customer
convenience - from
purchasing products
online and picking
them up during
closed store hours
InPost Locker
• Increased loyalty
and brand strength
– from frequent and
convenient shopping
made possible
through the use of
the Commerce
locker

12.
Topline *growth for both online and physical stores can be realized
by using the retail locker with Retail Analytics
* Revenue, margins and brand
can all grow with a strategic use
of the retail locker and marketing
capabilities alongside existing
initiatives
Net Benefits
New eCommer
purchases
eCommerce
Sales
Physical Store
Purchases
Volume
Operational
Efficiencies
Promotion Based
Impact
ROI
Abandoned
Baskets
Referrals
Click & Collect
Customers
Omni Channel
Footfall
Store awareness
Locker
integration
Solution
Costs
Geospatial
Insights
Retail
Analytics
Online promotions
In Store & Mobile
promotions

13.
ATMs revolutionized personal cash management as they became an open
network to all the banks.
The InPost locker is an open network built on the ATM principles where all
retailers can participate.
Number of ATMs worldwide
Parcel machine expansion plans 2011-2015
3,000
10,000
2,500
8,000
6,000
units
1,500
4,000
1,000
500
2,000
0
1967
1969
1971
1973
1975
1977
1979
1981
1983
1985
1987
1989
1991
1993
1995
1997
1999
2001
2003
2005
2007
2009
2015F
‘000 units
2,000
Source: A.Sirocki, ATMdrive jako trend w bankowości samoobsługowej
0
2010
2011F
Source: Company data
2012F
2013F
2014F
2015F

14.
InPost lockers have a competitive edge
Convenient
locations
InPost
Collect+
Amazon Lockers
Local Letterbox
My Hermes
Royal Mail
myByBox
Google
(Not available in UK)
Choice
between
locations
Number of
locations
Cost
Integration
with
e-shop
24/7 Pick
up
Secure

15.
The £77Bn UK eCommerce market is growing at 12 % YoY (IMRG
2013 Rpt.) with multiple delivery models competing for this business
H
Competitive strength for eCommerce shipping
Physical store retailers with
eCommerce offers (Tesco, etc.)
eCommerce Locker
Click & Collect
Cost (paid by retailer)
Delivery Success Rate
Pick-Up Accessibility
Med
98%
Business
Hours
Cost (per Parcel)
Delivery Success Rate
Colect+, Hermes
Pick-Up Accessibility
Pick-Up Accessibility
L
L
Med
91%
Business
Hours
myBox, Hermes
Rented Lockers
Ship To Home
Cost (per Parcel)
Delivery Success Rate
Med
99%
24x7
InPost
Collection Point
M
Cost per Parcel
Delivery Success Rate
Pick-Up Accessibility
High
78%
Business
Hours
Cost (flat monthly rate)
Delivery Success Rate
Pick-Up Accessibility
High
95%
24x7
Royal Mail
Logistics Operators (UPS, DHL,
etc.)
M
Creative approach to customer service
H

16.
The time window available for one or two dominating forces to
capture and control the market is short

17.
Integrated Marketing Management with Analytics requires effective
integration about all insights of the customer journey
Aware
Transacting
Engaged
Involved
Interacting
Capture customer data
Loyal
Analyse
Social & Mobile
Entity Analytics
Execute
Call / SMS /
Email
Systems of Record
Mobile
Off-line
Interactions
Clustering
Social
Pattern Detection
Presence &
Location
Traffic Sources
Next Best Action
Customer Attributes
Lifetime Website Behavior
Next Best Offer
Customer
Analytics
Cloud –
Delivered
Services

18.
Consumers are open to share their personal information,
with the exception of financial data, when there is perceived benefit
Consumer Maintains Control of Data
What is your willingness to provide information in exchange for
something relevant to you (non-monetary)?
100%
80%
45%
43%
60%
40%
33%
28%
26%
15%
21%
28%
30%
30%
29%
28%
28%
30%
63%
41%
20%
25%
Demographic
(e.g. age,
ethnicity)
44%
Identification
(name,
address)
Lifestyle (# of
cars, home
ownership)
Location
Based
Medical
27%
Media Usage
(e.g. Media
channels)
41%
46%
0%
Completely Disagree
Neutral
Financial
Completely willing
Source: IBV Retail 2012 Winning Over the Empowered Consumer Study n= 28527 (global) P04: What is your willingness to provide
information for each of the following items if [pipe primary retailer] provided something relevant to you in exchange?

19.
IBM’s social data analytics can be combined with locker data to drive growth
Using 5 months of External Data / Social Adjusted Forecasts came 24% closer to actual,
compared with the existing Forecasting methods, thus demonstrating a significant double
digit savings and mark down avoidance
“Bought the wife a Nikon
Coolpix S6300 +
waterproof case. Can't
wait to play with it.”
“We love our Canon
camera and put it to good
use, but there are other
models you should explore
before purchasing.”
“#TodayDeals http://goo.gl/sJ
z5L The Things
I Want To Do Buy a
Select Sony NEX Compact
System Camera, Save $50
on a Qualifying Lens”
Results
IMPACT
“Bought the
CustSat-Shelfwife
Fit
Nikon Coolpix
“We loveaour Canon
S6300 +
camera and put it to
avg 3% waterproof case.
↑
good use, butwait to are
Can't there
other modelswith it.”
play you should
explore before
purchasing”
Cat/Store Sales
Buzz
avg 7% ↑
Campaign Cost
Intent ↓
avg 12%to buy
“We love our Canon
Markdowns it to
camera and put
avg good use, butyou should
6 % ↓ there are
other models
explore before
purchasing”
Sentiment
“Bought the wife
“Enter
to win a New Nikon D
800 from KEH Camera, Th
e World's Largest
Used Camera Dealer
bit.ly/KDVvXi ”
“We love our Canon
a Nikon Coolpix
camera andS6300 +
put it to
waterproof case.
good use, but there are
Can't should
other models youwait to
play
explore before with it.”
purchasing”
Ownership

20.
GPS location services for customer interaction are being tested by
multiple retailers
Source: http://www.engadget.com/2013/11/20/macys-tests-location-specific-store-discounts-using-ibeacon/

21.
IBM’s retail solutions and industry expertise can configure the locker
business model as a key competitive strength for today’s retailers
Locker at Store
Online Social
On Retail Site
In Store
At Register
Large
Network
Browses store
site weekly
Used the locker
5 times this month
Spent most
time in makeup
Purchased on
each visit
Posts about
Shoes
Uses the basket
as a wish List
Went into the store
3 times this month
Retrieved in-store
mobile coupon
$43 average
Basket size
Her Friends
Comment
Spends time on
heels category
Opted in to locker
offer for more info
Asked for help
from her mobile
Used mobile
coupon
She Travels
Often
Often ships to the
same location
Socially posted
locker feedback
Left one Yelp
comment
Posted pic
of purchase
to Twitter

22.
IBM Confidential