DHL Corporation and Subsidiaries - Page 104

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               From 1982 through 1992, DHL spent approximately $150 million           
          for advertising, publicity, and promotion within the United                 
          States as follows:                                                          
                           1982               $6,896,000                              
                           1983               12,363,000                              
                           1984               14,473,000                              
                           1985               9,509,000                               
                           1986               11,870,000                              
                           1987               9,796,302                               
                           1988               11,474,000                              
                           1989               22,771,452                              
                           1990               19,880,000                              
                           1991               19,460,000                              
                           1992               15,740,000                              
               From 1982 through 1992, DHLI, MNV, and subsidiaries spent              
          approximately $380 million for advertising, publicity, and                  
          promotion outside the United States as follows:                             
                           1982               $6,671,000                              
                           1983               8,592,000                               
                           1984               14,933,000                              
                           1985               24,290,000                              
                           1986               32,340,000                              
                           1987               34,341,000                              
                           1988               37,045,000                              
                           1989               48,937,000                              
                           1990               47,460,000                              
                           1991               56,099,000                              
                           1992               70,140,000                              
               The air express business is highly competitive, and                    
          consistency and reliability of service, and to a lesser extent              
          delivery speed and price, engender customer satisfaction and                
          loyalty.  In order to provide consistently reliable service, an             
          air express company must possess and maintain an extensive pickup           
          and delivery network; an infrastructure of shipment facilities,             
          planes, vans, and computer systems; tracking technology; and a              




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