PARCEL DELIVERY MARKET

CURRENT OR FORMER EMPLOYEES OF KEY PLAYERS:

1. Parcel Delivery companies
2. E-commerce retail

• Competitive dynamics
• How do customers select a parcel provider
• The pricing differences between suppliers
• How are the competitive dynamics evolving

Parcel delivery
The delivery of shipping containers, parcels, or high value mail as single shipments. The service is provided by
most postal systems, express mail and private courier companies.
Competitors
International parcel delivery service companies (e.g. PostNL, DHL, DPD etc.)
Customers
Consumer goods e-retailers using parcel delivery services (Amazon, bol.com, Wehkamp etc.)

1. PARCEL MARKET:
PostNL is the market leader for domestic parcel transport in the Netherlands by total revenue comparisons, with
roughly two thirds of the market. DHL, DPD, and GLS, UPS, FedEx are other three market participants.

2. E-commerce retail
Bol.com
Coolblue
Albert Heijn
Wehkamp
Amazon

1. PARCEL:
PostNL:
Current - Wim van de Sande - Director Procurement & Business Development bij PostNL – since Jan2008
until now

Summary: With nearly 16 years year experienced in Analyst and Commercial sector in PostNL - market leader
for domestic parcel transport in the Netherlands, Wim van de Sande specializes in procurement and daily
operational management of negotiating and managing contracts for the worldwide exchange and distribution of
letter mail and parcels as well as managing product and business development in PostNL. Due to his experience
in business development, he deeply understands the competitive landscape in parcel market and give you an
detail overview about this industry.

Career History:
Aug 2020 – Present: Director Procurement & Business
Development
Apr 2018 – Aug 2020: Director Distribution & Linehaul
Jan 2016 – Mar 2018: Director International Postal Agreements
Sep 2014 – Dec 2015: Manager Terminal Dues
Jun 2012 – Sep 2014: Senior Terminal Dues Manager
Jun 2008 – Jun 2012: Senior Consulting Prijsbeleid
Sep 2005 - May 2008: Pricing Analyst at ENECO Energie

Current - Edgar Weiffenbach - Head of Strategy Development Cross Border Solutions at PostNL – since Jun
2016 until now
Summary: With 14 years as a strategy, Edgar Weiffenbach is currently in charge of management consulting
team that drives and executes strategic agenda of PostNL in international e-commerce logistics sector. He leads
commercial and corporate strategy projects to achieve the goal of PostNL in terms of market, competitor and
financial analyses, development of strategic recommendations. He can provide insights in parcel market to help
you more understand about this market.
Career history:
PostNL:
Jul 2021 - Present: Head of Strategy Development
Sep 2018 – Jun 2021: Strategy Manager
Jun 2016 – Aug 2018: Process and Information Analyst (via Meant2B)
Meant2B:
Sep 2014 – Aug 2018: Consultant
CAK:
Oct 2012 – May 2016: Informatieanalist

Current - Yulia Bardina - Strategy Development Manager - Cross-border Logistics Solutions – since Mar
2020
Summary: Yulia has 11+ years of experience in strategy, corporate development in companies as well as
asset management in private equity. She used to be portfolio manager and Country analyst for FDA fund
and specialized in developing and executing strategy deep dive projects and M&A transactions in logistics &
supply chain sector across key geographies and under various legal structures. Therefore, she can provide useful
information about parcel market from the aspect of investor.
Career:
3x Capital
Jan 2022 – Present: Co-investor/ Executive Venture Partner (private, part-time)
PostNL:
Mar 2020 – Present: Strategy Development Manager - Cross-border
Logistics Solutions
APM Terminals:
Oct 2016 – Feb 2020: Junior Corporate Development manager -
Portfolio Strategy / M&A at APM Terminals – Maersk
FDA (Financiële Diensten Amsterdam)
Jan 2011 - Sep 2016: Buy-side Equity analyst / Portfolio manager and
Country

2. DHL
Current - Leonard Aerts - Vice President Global Customer Development at DHL Supply Chain – since 2007

Summary: With 31-year experience in different companies in logistics industry (PostNL, Ceva Logistics, DHL),
Leonard Aerts is a senior manager in business development who is responsible for a selected portfolio of
customers. He absolutely understands the factors impacting the decision of customers in choosing a parcel
provider.
Career:
DHL
Feb 2019 – Present: Vice President Global Customer Development
Jan 2015 – Present: Chief Customer Officer
2010 – Feb 2015: Commercial Vice President
2007 – 2009: Director Business Development
Ceva Logistics
Feb 2006 – Mar 2007: BD Director
TNT Logistics
Jan 2003 – Jan 2006: BD Manager
TNT
Jan 1995 – Dec 2002: Operation Manager
PostNL
Sep 1989 – Dec 1994: Product Manager

Current - Winny Paaymans - Business Development Manager at DHL Supply Chain – since Aug 2018

Summary: 13+ years experienced Business Development Manager with a

demonstrated history of working in the logistics and supply chain
industry. She is responsible for dealing and leading the team in
connecting with customers. As working directly with clients, she can
provide information in terms of customers’ need and pricing as well.

Career:

DHL: Aug 2018 – Present: Business Development Manager at DHL

Supply Chain

Cimpress: Sep 2015 – Jan 2018: Manager Operational Outsourcing

CEVA Logistics: Nov 2013 – Apr 2015: Contract Manager

Huehne + Nagel: Oct 2011 – Mar 2013: Business Development Manager FMCG

Samsung Electronics Benelux:

Feb 2009 – Oct 2011: Logistics operations manager

Mar 2006 – Jan 2009: Assistant Manager Logistics Operation

BenQ Euro B.V. Sep 2004 – Feb 2006: Team leader

 3. DPD

Current - Martijn Kleij - Chief Commercial Officer – since Mar 2022

Former DHL - Vice President Marketing & Retail – since Mar 2009 – Sep 2020

Summary: More than 20 years of experience in senior management functions in Marketing, Sales &
Operations. A proven track record in various marketing, sales and operations functions in both logistic services
and the staffing industry. He defined and implemented sales re-
organizations with detailed change management and sales strategies
encompassing client retention. He is also active in engaging in webinar or
workshop to share about his expertise.

Career:

DPD: Mar 2022 – Present: Chief Commercial Officier

Seven Senders: Sep 2020 – Mar 2022: Chief Sales Officer

DHL:

Aug 2017 – Sep 2020: Vice President Marketing & Retail

Apr 2014 – Aug 2017: Sales Director

Mar 2009 – Mar 2014: Sale Director

Olympia Uizendbureau: Dec 20077 – Feb 2009: Director Operations

Manpower:

Apr 2003 – Sep 2007: Regionalmanager Key Accounts

Jan 2001 – Mar 2003: Regionalmanager

CUSTOMERS
Current - Jan-Paul Raven - Head of Logistics Business Models at bol.com –
since Feb 2016

Summary: Jan-Paul has nearly 13+ years experienced in the Strategy and Business Development.
He leads the team in building logistics business model for bol.com. With his expertise in operating model
design, business case development, Innovation and new product development, he can provide how to
select a parcel provider.

Career:

Bol.com

Jan 2021 – Present: Head of Logistics Business Models

Oct 2018 – Dec 2020: Lead Business Developer

Feb 2016 – Oct 2018: Senior Business Developer Plaza

Accenture Strategy Consulting

Sep 2012 – Jan 2015: Manager

Sep 2010 – Sep 2012: Consultant

Jul 2008 – Aug 2010: Business Analyst

Margaret Versteden - van Duijn - Chief Executive Officer at bol.com – since

2015

Summary: with 12+ years in Consulting industry and 18+ years in different position of finance, chief
officer in Nike and bol.com, she is currently the key partner of other departments including
eCommerce via Bol.com, Advertising via Bol.com and Logistics & Delivery via Bol.com, etc.. She can hep
you more understand about the pricing strategy of delivery suppliers.

Career:

Bol.com

Nov 2021 – Present: Chief Executive Officer

Sep 2020 – Nov 2021: Chief Platform Officer

2017 – Sep 2020: Chief Commercial Officer

2015 – 2017: Chief Marketing Officer

Bain

2011 – 2015: Partner in Consumer Goods and Retail

Nike:

2004 – 2011: General Manager from eCommerce EMEA, North

Central Europe to Nothern Europe

BCG

2001 – 2004: Project Manager

1996 – 2001: Associate & Consultant

Frans Falize Chief Operating Officer at Wehkamp B.V. since 2020

Summary: With 28+ years experience in international operating model. He managed a cross
functional senior manager’s team in business. He helped companies to define the strategy and business
case for all countries, support the project management of roll-out into new countries and set up
operational support teams to achieve their goal. He also developed the ‘life coaching’ programme with the
founder of Equilibre in the Netherlands, in which professional, private and social life are balanced.
Professionally coached CEO’s, Directors and senior managers for two years.

Wehkamp B.V.

Feb 2020 – Present: Chief Operating Officer Wehkamp

KoncertITKoncertIT

Mar 2015 - Feb 2020: SVP Digital and Ecommerce

Tesco Stores LtdTesco Stores Ltd

May 2007 - Mar 2015: International Multichannel Director

Equilibre

Sep 2005 - May 2007: Associated Consultant

Asda
Apr 2022 – Sep 2005: General Manager
Flora Holland: May 1997 - Mar 2002 Head of Distribution of Cutflowers
Flora HollandFlora HollandMay 1997 - Mar 2002 · 4 yrs 11 mosMay 1997 - Mar 2002 ·
4 yrs 11 mos

Frank Van Valderen CFO at Wehkamp since Jan 2021

Former Finance Director Zalando SE

Summary: 20+ experience

Wehkamp: Jan 2021 - Present - CFO

Zalando SE:

Aug 2018 - Jan 2021- Finance Director - Fashion Store

May 2017 - Jul 2018: Head of Financial Planning and Analysis

Philips:
Sep 2015 - Aug 2016: Global Finance Director
Aug 2012 - Aug 2015: Finance Director - Middle East & Turkey
Jan 2010 - Jul 2012: Director of Mergers & Acquisition
Jan 2005 – Dec 2009: Various Finance roles

Current - Daniel Lachmann - Head of Marketplace Netherlands

bei Amazon – since 2020

Summary: With nearly 10+ years in different position at

Amazon, Daniel executed many projects to connect and make both
new and existing Amazon Selling Partners successful on European
Amazon Marketplaces. He was the key partner to drive growth for the
Amazon through diving deep into business data on subcategory, brand
and sales channel-level.
Career:

Amazon

Apr 2020 – Present: Head of Marketplace Netherlands

Feb 2019 – Apr2020: Manager Merchant Services

Amazon.nl

Sep 2016 – Jan 2019: Manager Merchant Services

Amazon.de

Jul 2014 – Aug 2016: Senior Mercahnt Product Manager

Aug 2013 – Jun 2014: Strategic Account Manager

MCard GmbH: Feb 2012 - Jul 2013 - Manager existing and

new Partner Business

DeutschlandCard GmbH | Bertelsmann SE & Co. KGaA

Sep 2008 - Jan 2012: Key Account Manager

Today I’m delighted to be here to present to you some experts I research for this parcel market in
Netherlands.
Before going to the detailed profile of expert, I want to show you the key players in this industry.
Because I will choose experts from these leading companies, it would be easier to have an general
overview about this industry. I suggest people from different compnies since working in different
cmpani provides different helpful viewpoint.

From the client’s requirement, I will list the companies in terms of competitors (parcel delivery
companies), customers (e-commerce retail companies)
For delivery companies, according to statista 2021, the top 5 key players is PostNl,,
For e-commerce companies, the top 5 including, Bol.com, coolblue, ALBERT HEIJN, wehkamp,
amazon.

To choose the suitable exprets, it’s also based on criteria from the client.
They want to understand the competitive landscape as well as what aspects decide the choice of
customer  I believe the expert should be the strategist people or COO because they are senior people
who suggest the business strategy for companies, they will deeply undertand about the competition. As
well as senior people could the business development manager who work closely with customers, they
also know the competitive dynamics and the behavior and demands of customers.
There are lots of profiles, but I choose people who have clear profiles and active in social media.
for competitors companies,
Firstly, I choose WIM VAN DE SANDE  He had more than 16 years in different position in
PostNL, now he is the director procurement and business development. He has expeiernce in
managing and netiogating with customers for contracts of distrubtion of parcel, having direct
conversation makes him understand why the client choose this parcel provider; and competitive
landscape as well, because customer can bargin in terms of prcing, they can disclose the pricing
strategy from different suppliers.

Another person from PostNL, Edgar Weiffenbach – head of strategy development cross border
solutions – 14 year experience as a strategist, who lead and execute strategy for company. Being a
strategist, he good at analyzing, understand about competiors.

The last person form PostNL, Yulia Bardina, she has less year experience compared to different
profiles, more than 11+ year, she is strategist person as well as she is a investor, who used to work in
private equity for 6 years, she is really data-driven, she will own a good market research skill to have a
general overview about industry, not only provide information about competition, she can provide the
idea related to financial aspect that beneficial for investment.
The fourth person is Leonard Aerts - Vice President Global Customer Development at DHL,
31-year experience in different parcel companies such as PostNL, TNT, Ceva Logistics. With
diversified experience in different companies, he understand the competition nature in this industry.
Customer Development, he is in charge of selecting portfolio of customers, he give information related
to customers.
Another person from DHL, winny paaymans. She has more than 16+ year in dealing with customer in
Business Development position, she also worked in different logistic companies. Although less year
experience, she switch in big companies that I believe her insights is large enough to provide
information.

The last person from parcel companies is Martijn Kleij, more than 20 year in commercial deparment,
current chief commercial officer for DPD, from his profile, you can see his skill in sales and work with
customers, his viewpoint would be sharp about customer behavior. He is potential to connect because
he is active in his LinkedIn, he join webinar to share about logistics sector as well. He is willing to
share if we connect with him.

From customers:
Bol.com
Jan-Paul Raven – Head of logistics business models
Although he is quite young, around 13 years experience, I believe his background as consultant in
strategy company and in charge of business model for bol.com. He have data about the pricing offer of
suppliers.
Bol.com - Margaret- Chief Executive Officer at bol.com, she had 30 year experience in consulting
and corporate business.

Daniel Lachmann - Head of Marketplace Netherlands - Amazon

He is the youngest profile here, I choose him: Firstly, he is the sales expert, deal with partners and
customer. He work in Amazon, one of the larget ecommoercial retail, I believe the benefit of working
in big companies to gain insights into industry from his customers but from the company material, to
provide more information for you. Third, amzon is a foreign ecommerce in Netherlands, viewpoint
from people in foreign companies is useful relative to local e-commerce retail