“Making decisions on solid market fundamentals” Rene Portal Market Intelligence Solutions www.iata.org/cargois

Cultural Change Age of Information

“If you can’t measure it, you can’t manage it” Peter Drucker

“If you can’t measure it, you can’t manage it” Peter Drucker “If you can’t measure something, you can’t understand it”

“If you can’t measure it, you can’t manage it” Peter Drucker “If you can’t measure something, you can’t understand it” “If you can’t understand it, you can’t control it”

“If you can’t measure it, you can’t manage it” Peter Drucker “If you can’t measure something, you can’t understand it” “If you can’t understand it, you can’t control it” “If you can’t control it, you can’t IMPROVE it”

Market O&D Unit Metrics Supply Demand Cargo Intelligence Solutions Reveals Air Cargo Business Activity Market O&D Unit Metrics Supply Demand "Making Visions a Reality"

Competitive Advantage Market Intelligence Boost stockholder value Data Information Intelligence Evidence based Decisions Competitive Advantage "Making Visions a Reality"

+100,000 Airport Lanes Key commercial elements Pervasive Market Sample Unparalleled reach +100,000 Airport Lanes Key commercial elements 30 K AG’s 500 Airlines GSA’s 32 million AWB’s

Airline Agent Origin Destination Weight (Chargeable) Weight CHARGES Fuel + Security SURCHARGES Execution date "Making Visions a Reality"

What CargoIS does Unlock opportunities Key Accounts Preferred Carrier Pricing Airfreight Procurement Regions Countries States Cities Airports Airfreight Charges Tonnage No of Shipments No of Airlines No of Agents Market Sizing Trade Lanes Manage Accounts Optimize Profits

Market Sizing

Trade Lane Mapping Beyond your own network

Account Management Who matters to you most

Airfreight Procurement Pricing vs. Procurement Fact-based negotiation Airfreight Procurement Airfreight Pricing

3 underlying principles Market Intelligence 3 underlying principles

Stop Data Mining And report more wisely

Data Ages Fast

CargoIS vs. CASS Two versions one Truth

CargoIS Features

Transactional Data Certified figures

"Making Visions a Reality"

CASSLink Single WW System "Making Visions a Reality"

AC DL CO AA

Multiple O&D Levels One City two final destinations Airport City State Country Region North America U.S.A. New York New York City JFK LGA California San Francisco Los Angeles Canada Quebec "Making Visions a Reality"

Weight Breaks Accurate Yields 45Kgs $4.50 100Kgs $3.00 300Kgs $2.50 500Kgs $2.00 1000Kgs $1.25

Total Cost of Transportation 100% Airfreight Charges

60 markets + 25 in the pipeline

Competition

Competition Competitive Advantage

Competition Competitive Advantage

Moral Story Nothing personal “You don't have to be faster than the lion, you just have to faster than everybody else”

! Breaking the Code of The Air Cargo Business René Portal Assistant Director, CargoIS Market Intelligence Solutions ! Breaking the Code of The Air Cargo Business