13. Lojistik Yönetimi Zirvesi Lee Karlinsky, VP Alliances & Corporate Accounts Descartes Systems Group April 12, 2011

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1 Descartes Overview Lee Karlinsky, VP Alliances & Corporate Accounts Descartes Systems Group April 12, 2011 Agenda Company Overview Supply Chain State of the Market Customer Successes Solution Overview Q&A Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 2 1

2 Overview Nearly 30 Years Serving Logistics Intensive Organizations : DSGX : DSG Atlanta, GA Copenhagen, Denmark Eindhoven, Netherlands Gent, Belgium Lier, Belgium Madrid, Spain Montreal, QC Miami, FL Namestovo, Slovakia Ottawa, ON Paris, France Pittsburgh, PA Shanghai, China Silver Spring, MD Stockholm, Sweden Suzhou, China Tokyo, Japan Toronto, ON Washington, DC Waterloo, ON Zilina, Slovakia FY11- $99.2 M revenue 35% Revenue increase versus FY2010 Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 3 Some of Our Leading Customers Across the Globe Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 4 2

3 Service Offerings Global Trade & Compliance GT&C Minimize delays at the border Meet current and future global compliance requirements Supply Chain Execution SCE Administrative cost reduction, 90%-95% versus manual methods Billing cycle reduction from months/weeks to weeks/days Fleet size, workforce, contract carrier cost reduction of 5% -20% Mobile Resource Management MRM Driving mile fuel reduction 10%-50% Improved delivery reliability and reduced delivery lead-times Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 5 Descartes Solution Coverage Inbound Shipments Facilities Outbound Deliveries Territory Analysis & Service Day Assignment Manage Contract Carriers Track Shipments Delivery Performance Dock Scheduling Delivery Appointment Scheduling Store & Depot Replenishment STORE DC Customs Compliance Messaging Services Yard Management Last Mile Delivery Management Mobile & GPS Tracking Solutions HOME Sales & Merchandiser Management OFFICE Manage Contract Carriers Parcel/Small Package Shipments CUSTOMER FACILITY Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 6 3

4 How we run ourselves and work with people Accelerating Time to Value Save Now & Reinvest in the Future Channel-wide communal Executive involvement Metrics driven focused on results Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 7 Logistics Associates (LA) Logistics Associates specializes in technology and consulting services for Who warehouse we? management, route optimization, transportation management solutions in the territory of Turkey. Facts Regional clients Representing Descartes since 2008 Turkey Employees: 15 Strong implementation team Descartes Award of Excellence 2009 Contact details: Logistics Associates Cumhuriyet Cad. Ozkan Sok. Varisli Plaza No: 2 Kat: 7 Kavacik Beykoz Istanbul Turkey (pbx) info@la.com.tr Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 8 4

5 Agenda Company Overview Supply Chain State of the Market Customer Successes Solution Overview Q&A Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 9 Exploit Congruence in Convergences Hardware Software GTC SCE Time to Value Networks Holistic Business Processes MRM Technology Convergence Market Convergence My Processes Your Processes SaaS 2.0 Web 2.0 Business Network & Agility Third-Party Processes People, Technology & Process BPO Process Convergence Delivery Model Convergence Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 10 5

6 Mobile Resource Management (MRM) 2.0 Optimized Route Planning Drivers & Inventory Software Conveyances MRM 2.0 Pre-Integrated Solutions Optimized Planning Real-Time Tracking In-Field Activity Compliance adherence Financial Settlement Documents Mobile Apps & MRM Hardware Network Other Mobile Workers Merchandisers Sales Force Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 11 Agenda Company Overview Supply Chain State of the Market Customer Successes Solution Overview Q&A Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 12 6

7 Australian Based Beer and Wine Company The Australian Sales & Territory Mapping Project was implemented to help support a more specialized Sales team by splitting the Beer and Wine sales leading to improved: Growth: Increased Market Coverage, Penetration and Prospecting Capability: Increased Product Knowledge, Visibility and Execution Efficiency: Improved Territory Structure and Efficient Daily Call Plans. In-line with CEO s strategic direction as per AGM in Feb 2009 Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 13 Australian Based Beer and Wine Company and Territory Planning Metrics Q Proprietary and Copyright of The Descartes Systems Group Copyright Inc. All rights Bestrane reserved

8 Fosters Group Limited 2009 Annual Report Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 15 Kraft Foods Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 16 8

9 Retail GPS As Is Environment in 2007 Payroll processed for 1000 s of resources: Merchandiser: VRU system recording Time and Mileage Legacy system in place for 10+ years Honor based self reporting tool Time, Mileage and Expense reimbursement processed through Kraft Payroll Services Sales Rep: ADP recording time for VRO computation. Mileage not recorded. Time and Expense reimbursement processed through Kraft Payroll Services Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 17 GPS Retail Background Deployed automated routing for DSD Fleet in 1999 Piloted various GPS solutions for DSD fleet from in 2000 s Piloted various GPS solutions for Retail Operations from Began GPS Retail pilot with Descartes in 2007 in limited basis Expanded pilot in 1 st half of 2008 with ROI justification to proceed to national rollout United States rollout November 2010 rollout completed o ~10,000 Users o ~ 60% GPS tracked via Cell Phone o ~ 40% Web Entry Users Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 18 9

10 Calculating the Bottom Line ROI Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 19 Retail GPS As Is Environment ~10,000 Sales Reps, Full Time Merchandisers and Part Time Merchandisers with automated time, mileage and expense recording for payroll automation. Expense associated with Retail GPS initiative (Internal, Descartes, Sprint, etc ) paid for through productivity gains in the field GPS data collection and analysis is the anticipated driver for future productivity initiative. Work Load Modeling Route Evaluation Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

11 End to End Retail GPS Vision Delivery Route Planner Delivery Dispatch & AVL Sales & Territory Planner Sales/Merchandiser Planner Sales/Merchandiser Dispatch & AVL Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 21 Safeway, Inc. is one of the largest food and drug retailers in North America. The company operated approximately 2000 retail stores in the United States and western Canada. Safeway.com (SDC) is the online grocery delivery business of Safeway that operates out of 120 stores (mostly in California). Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

12 Geocode Orders Routes Safeway.com processes approximately 6,000 orders per day, with the majority of orders placed the day before delivery. Approximately 80% of the on-line orders are from recurring customers and 20% from new customers. Typical order volume is 105 orders per hour during the day and peaks at 431 orders per hour in the evening. 16% of all orders received are modified and can change drastically before cutoff (e.g. change from $50 to $500 at last minute). The average order size is $140. Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 23 Safeway.com Orders DOM (Manhattan) Routes New PCS (Manhattan) Location Descartes Route Planner Van Availability Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

13 Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 25 Key Aspects of the Implementation: Solution is completely black box BGO is a key component of the solution Safeway resources do not review or modify routes Customer is very IT savvy; project had extensive integration requirements Safeway Customer Service resources use AVL information to answer customer inquiries Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

14 Agenda Company Overview Supply Chain State of the Market Customer Successes Solution Overview Q&A Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 27 Before & After Strategic Delivery Planning From inefficient sales & distribution create efficient and organized territories and master routes Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

15 Before & After Daily Planning From inefficient route plans create optimized routes Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 29 On-demand Planning Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

16 On Demand AVL Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 31 GPS Breadcrumb Trail Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

17 On-Demand Visibility and Command Center Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 33 Handheld Navigation Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved

18 Enhanced Customer Service GPS and Mobile applications are integrated into route plans Activity and sensor driven alerts for the dispatcher IVR Tied into solution for pre and post delivery call out actions Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved. 35 Questions Proprietary and Copyright of The Descartes Systems Group Inc. All rights reserved