FRANCISCO PITA Head of Marketing Aviation ANA

NEW MOMENTUM IN Aviation MARKETING IN PORTUGAL VINCI Airports Convention 2014

KEY FIGURES > 34 M pax in a network of 10 airports in 5 regions > 30 individual scheduled airlines > 310 million € Aviation Regulated Revenue > 310 direct scheduled origin/destination pairs + 9.4% pax growth… the regulation driver! VINCI Airports Convention 2014

THREE DRIVERS OF OUR AVIATION MARKETING # 100% AIRLINE CENTRIC # FULLY COORDINATED # 360 INTEGRATED AVIATION MARKETING STRATEGY VINCI Airports Convention 2014

100% AIRLINE CENTRIC Deliver “Value for Money” to airlines # High value info and data for route development # Dedicated professional account management # Incentives and marketing support # Efficient airport product – maximize airline efficiency # Quality of service to the airline passengers VINCI Airports Convention 2014

FULLY COORDINATED In an airports network there is value in coordinating the aviation marketing function VINCI Airports / ANA airports network marketing coordination The goal is to capture and deliver value to our airports VINCI Airports Convention 2014

Collaborative organization 360° STRATEGY Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives VINCI Airports Convention 2014

Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives Aviation Marketing Committee Roles and responsibilities matrix Virtual Aviation Campus Future VINCI Airports/ANA CRM VINCI Airports Convention 2014

Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives Route portfolio performance dashboard VINCI Airports Convention 2014

Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives KAM Strategic Airlines All major airlines operate to 3 or more regions Monitor all commercial relations with airlines 1 80% of traffic carried by only 7 airlines Coordinate the activity between airports 2 27% of traffic carried by 2 major LCCs to 3+ regions Manage directly ANA key strategic airlines 3 VINCI Airports Convention 2014

Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives Forecasting quality plays a major role in pricing stability VINCI Airports Convention 2014

Collaborative organization Optimize the consultation processes and make it more “user friendly” Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives Aviation regulated charges consultation 1 PRM charge consultation 2 Security charge consultation 3 Quality of service consultation 4 VINCI Airports Convention 2014

Collaborative organization Supply incentives to airlines Marketing/promotion support for demand stimulation 1 2 Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives ANA Marketing support Tourism Marketing support A B VINCI Airports Convention 2014

To provide good service to the airline is the best (only) way to provide good service to passengers. Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives DMA The airline “experience” B2B b/partners B2B airline Examples > Self connecting product > Border Pre-Clearance > Trusted travelers > Port Cruise Terminal / Airport link AIRPORT COMPETITIVENESS B2C pax consumer B2C travelling public The pax “experience” DCNA VINCI Airports Convention 2014

Collaborative organization Communicate with the right B2B and B2P targets to promote air trafic growth Collaborative organization Promotion Product development Regulation & pricing Forecasting Route Development Market intelligence Incentives VINCI Airports Convention 2014

+ 37 New Routes + 36 New Operations + 06 New Airlines RESULTING GROWTH 23,742,779 + 9.4%  203,158 +5.6% 29,368,222 +6.6% 81.3% +2.1 pp + 37 New Routes Pax. Mov. + 36 New Operations Seats Available Load Factor LF + 06 New Airlines ANA Airports in 2014 (inclu. August) VINCI Airports Convention 2014

RESULTING GROWTH COMPARATIVE GROWTH Passenger traffic VINCI Airports Convention 2014

SIGNIFICANT ACCELERATION OF GROWTH RATE AVERAGE ANNUAL RATE OF GROWTH 2004-2012 and var. 2013-2014 Source: ANA VINCI Airports Convention 2014

Index of Satisfaction Pax (ASQ) IMPROVED PASSENGER SATISFACTION Index of Satisfaction Pax (ASQ) 2008 2013 2T 2014 2008 2013 2T 2014 2008 2013 2T 2014 2008 2013 2T 2014 2008 2013 2T 2014 Lisbon Porto Faro Madeira Azores The ASQ Survey was conceived to evaluate passenger satisfaction. The scale of evaluation goes from 0 (not used/ no reply) to 5 (excellent). VINCI Airports Convention 2014