Bilan des actions de l’année 2009-2010Domaine : Sales and Distribution

Convention Air France Cargo30 Septembre 2010

Evolution Recettes unitaires

JPM

De nombreuses raisons nous poussent à développer la capacité soute

• More fits on lower deck than one would think! (~90% of individual shipments physically fits on LD)

• Majority of our capacity offered nowadays on Bellies & Combi’s (~67%)

13%

54%

SPL-CDG % of capacity per Aircraft type (ATK’s)

33%

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

25%

25%

8.847

Total

40%

Combi

Belly

FF

ATK (M)

%

CDG

35%

7.960

75%

SPL

16.807

9.012

2.196

5.599

13%

54%

JPM

Mise en œuvre de « Call One » en France

BD

SCb in sales monitoring.

SCb available

JPM

La simplification de la gamme des produits

19=<1%

10=85%

SB

Sales planning tool available and running

BD

Feuille de route de l’année 2010-2011Domaine : Sales and Distribution

Convention Air France Cargo30 Septembre 2010

Our S&D strategy per segment

9

PARTNERS

OTHER LARGE

LOCAL & SPECIALIZED

Stabilize/Increase base load & unit revenue Increase loyalty Increase share of wallet (where needed) Improve portfolio mix profitability Decrease cost to serve Contribute to revenue integrity

At least, maintain our position Maintain share of wallet & size in AF/KL

revenue Value and cash each service Decrease cost to serve

Develop profitable growth Increase our penetration ratio on those

clusters Promote added value products

Strengthen relation with Partners and give more visibility for one fourth of our business volume

JCF

Sales Force Effectiveness

Proposed Transformation Map

Revenue Integrity/Commercial Processes

20112010

Q 4 Q 1

Cus

tom

er

Seg

men

tatio

nP

ricin

g/C

ontra

ctin

g

March 2011

Pro

duct

s

Meeting with 3 Partners to refine Give & Ask proposal

Define Give & Ask detailled offer & implementation priorities

Buid B- Case for the new segmentation (additional revenue, cost to serve, …)

Differentiate offer Global Partners vs Other large (Give & Ask + incentives)

Define desired interface between KAM & Areas

Clarify, harmonize and validate customer segmentation at area level (framework and boundaries)

Define contracting toolbox / type

Agree on commitment on customer side

Define pricing guidelines each contract

E-training SCB awareness

Detail monitoring requirements (tool & discipline)

Roadmap of toolbox implementation

CIM 1Implementation POA+

Implement clusterization industry and key accounts

MPC : minimum price conditions

Training on toolbox

Integration sales equation mail aerospace

CIM 2

Prepare & apply winter dip plan

CIM implementation

Operational integration of equation mail aerospace

Review block space request and select more profitable

First step on product simplification

Implement winter price increase

Sales visit reports Key Accounts

Final format dashboard (including MP)

Account plan 3 Global Partners

Align targets for CSO & sales (minimum 2011/2012)

SCb plan (what ? How ? – Asia + MP + Benelux)

Dashboard implemented all areas & markets with clear governance structure

Acceptance tests to identify difficulties

Set up monitoring of new contracts

CARAIB Processes mapping to identify contradictions

Systems mapping to identify contradictions

Identify success stories to tell / success to show

Results of acceptance, processes & systems analysis

Revenue integrity implementation plan

Developments in systems

Price

/ CI

M im

plem

enta

tion

Un de nos enjeux transverses : La qualité de service

Convention Air France Cargo30 Septembre 2010