Bilan des actions de l’année Domaine : Sales and Distribution Convention Air France Cargo 30 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% 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 Domaine : Sales and Distribution Convention Air France Cargo 30 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 Q 4Q 1 Customer Segmentation Pricing/Contracting March 2011 Products 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 1 Implementation 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 CARAIBProcesses 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 / CIM implementation

Un de nos enjeux transverses : La qualité de service Convention Air France Cargo 30 Septembre 2010