DHL

Presented to: Mr.Asad Awan

 
 Presented by:
 
“SYNERGISTS”
 
Muhammad Umar Farooq
(070634-006)
M.Khubaib Khan Shirwani
(043432-031)
Amir Muhammad Aman Ullah
(091434-011)
 Company Description
• DHL was founded in San Francisco in 1960’s by 3
enterpreneurs Adrian Dalsey, Larry Hillblom and
Robert Lynn
• Express & logistics industry
• World market leader today, 220 countries & 500k
employees
• Offers express, ocean freight, air freight, logistics,
chemicals, banks, mail services
• Dedicated, customer oriented, commitments & proactive
solutions
 DHL PAKISTAN
• Started its operations in 1982
• MD Sarfaraz Siddiqui
• Largest air express company in Pakistan with
71-75% market share (imports/exports)
• Services offered in Pakistan;
 Fast forward
 Domestic express
 Inbound services
 University express
• Operating at 43 locations, 200 vehicles and
over 500 employees.
 STRATEGIC FOCUS &
PLAN
• Vision:
“Customers trust DHL as the preferred global express and logistics
partner, leading the industry in terms of quality, profitability and market
share.”

• Mission Statement:
“DHL enhances the business of our customers by offering highest
quality express and logistics solutions based on strong local expertise
combined with the most extensive global network presence. Customers
trust DHL as the preferred global express and logistics partner, leading
the industry in terms of quality, profitability and market share”
 STRATEGIC FOCUS &
PLAN
• DHL’s SCA:
Launching of In-House customs.
RFID in shipments
Vast experience & brand image
Strong HRM
Technology and innovation

• Goals:
Non financial goals
Financial goals
 Key success Factors
• Import Express
• Heavyweight Parcel Express
• Junior Jumbo, Jumbo & Mega Box
• Fashion First
• Wireless application protocol.
• DHL’s own private network and DHL world net, helps DHL
to facilitate shipment movement and security more
efficiently.
• GPRS Courier Scanners
• Radio Frequency Warehouse Scanners
• Communication Equipment (HF Radio)
 Situation Analysis

• Industry analysis:
Courier industry in Pakistan
Major competitors
Postal services.
DHL Pakistan & its customers
 Key competitors
Company Express Logistics Telecomm Aviation Shipping Student Imports/E Cargo Events
service xports service

DHL
☺ ☺ ☺ ☺ ☺ ☺ ☺
TCS
☺ ☺ ☺ ☺ ☺ ☺ ☺
OCS
☺ ☺ ☺ ☺ ☺ ☺
FedEx
☺ ☺ ☺
Leopards
☺ ☺ ☺ ☺ ☺ ☺
Porter Five forces model

Threat of new
entrants

Bargaining Bargaining
Power of Power of
suppliers
Rivalry buyers

Threat of
substitute
products or
services
 SWOT analysis
Strengths: Weaknesses:
S1 Strong brand image W1 Globally not well known
S2 Globalism W2 High tariffs
S3 Technology pioneers W3 Not fully operational in domestic
S4 Innovators market.
S5 Corporate symbiosis
S6 R & F (Reach & Frequency)

Opportunities: Threats:
O1 Global Expansion T1 Restrictions
O2 Joint ventures T2 Economic & political conditions
O3 Expansion of E-commerce T3 Slow & stagnant economic growth
O4 Increase the no. of manufactured T4 Uncertain & unfavorable business
products conditions
T5 Fuel prices may boost
 TOWS analysis
Strengths
IFE S1. S6. Weaknesses:
S2. .
S3. W1.
EFE S4 W2.
S5. W3.

Match S-W Conversion W-O

Opportunities: S1 – w1 W1 – O1
S2 – w1 W2 - O3
O1. S3 - w2
O2.
O3.
O4.

Match S-T
T: S5 – T1 New creative strategy
S6 – T2
T1. S2 – T3
T2. S3 – T4
T3. S4- T5
T4.
T5.
 PEST analysis

• Political
• Economical
• Social
• Technological
 IFE analysis
Strength Weight Rating Weighted score
1. Strong brand name 0.11 3 0.33
2. Globalism 0.14 3 0.42

3. Good reputation 0.09 2 0.18

4. Technology 0.11 3 0.33

5. Kept same strategy for years 0.09 3 0.27

6. E Business 0.08 2 0.16

7. R & F 0.09 2 0.18

8. Innovation 0.10 3 0.30

Weaknesses

1. High prices 0.10 3 0.30

2. Domestically not well known 0.09 2 0.18

Total 1 2.65
 EFE analysis
Opportunities Weight Rating Weighted score
1. Global expansion 0.12 3 0.36
2. Joint Venture 0.14 3 0.42

3. E- Commerce 0.09 2 0.18

4. Increase no of manufactured products 0.11 3 0.33

5. Largest world sector 0.09 2 0.18

Threats

1.Restrictions 0.10 2 0.20

2. Economic and political conditions 0.09 3 0.27

3. Stagnant economic growth 0.09 3 0.27

4. Fuel prices hike 0.09 2 0.18

5. Tough competitors 0.08 1 0.08

Total 1 2.47
 CPM analysis
CPM DHL TCS Leopards

Competitive factor Weight Rating Extended Rating Extended Rating Extended

Prices 0.14 2 0.28 3 0.42 3 0.42

Service Quality 0.11 4 0.44 3 0.33 3 0.33

Customer oriented 0.12 3 0.36 3 0.36 2 0.24

Service completeness 0.11 3 0.33 3 0.33 2 0.22

After sales service 0.08 3 0.24 2 0.16 1 0.08

Customization 0.10 3 0.30 3 0.30 2 0.20

Reputation 0.13 3 0.39 4 0.52 3 0.39

Competitive prices 0.10 2 0.20 3 0.30 3 0.30

R &F 0.11 2 0.22 4 0.33 3 0.33

Total 1 2.76 3.05 2.51

 IE matrix

2.47

2.65
 BCG analysis
DHL
logistics+
Inbound
services
DHL
domestic
services
Grand strategic matrix
analysis
Quality
High R&D
High
DHL, TCS

Leopards,
FedEx

Low
OCS

R&D
 Strategies
– Hold & Maintain
– Market penetration
– Product development
– Think globally act locally
 Customer Analysis
• Focus group
• Secondary research
• Recommendations
 Market product focus
• Current market
• Current strategy
• Target market
 Foreign Missions: Sensitive global distribution of diplomatic mails
 Financial Institutions: Time sensitive letters of credit / drafts / travelers
cheque’s etc.
 Multinational companies : Time bound tender documents / audit reports /
budget reports
 Textile / Leather : Export documentation / approvals/samples
 Surgical / Sports : Samples / production samples / finished goods / commercial
& non-commercial shipments
 Health : Handling sensitive blood samples
 Students: Sending important documents to various institutes of the world.
Marketing mix
 Marketing mix

1. Product:
Proposed strategy (product design strategy)
Value marketing strategy

• Packaging:
DHL junior jumbo box(up to 10kgs)
DHL jumbo box (25kgs)
DHL mega box (35kgs)
 Marketing mix
2. Price:
• Reducing the price.
• Penetration pricing
• Reduce the price for university student
package by 15%
• Reduce the prices for the in-bound and
domestic express services by 10%
• The basic objective
 Marketing mix
3. Place:
• Increase Distribution by opening up
the franchises
• Joint ventures (Leopards acquisition)
• Intensive distribution is to be
adopted so as to avail maximum
channel coverage.
 Marketing mix
4. Promotion:
• Persuasive Advertising
• In media, magazines, outdoor, internet,
mobile marketing and print media

5. People
• T&D
• Empowerment
 Conclusion &
Recommendations
• Customer oriented.
• Employee commitment and empowerment.
• Service evaluation.
• DHL’s strategies
• Qualitative research, expansion and service
differentiation
• IN SHORT,WHEN IN ROME,DO WHAT ROMANS DO
 The End

Questions please!

Thank You