1. Knowledge Management – Reference sheet capitalization 12/06/2012 Air France Cargo – Sales efficiency

2. 2 CC Credentials Factory Copyright © 2009 Capgemini. All rights reserved. Page 1 - CC Global KM: Template for Reference Sheet capitalization Air France Cargo – Sales Efficiency Engagement Description (Overview)  Air France Group is enduring a profound restructuration due to a declining market context and harsh competition. Different streams have been engaged (Supply Chain Optimization, Sales Efficiency,...) with Capgemini Consulting to improve operational and management process. Client’s Business Issue  Air France Cargo suffers an important lack of sales force management process. Capgemini Consulting was mandated to reinforce fundamental sales force management tools and process to improve sales efficiency. Client issues are multiple:  Lack of clear sales objectives  Lack of management tools and dashboards  Problems in sales organization and process Approach/Solution  4 different streams of sales efficiency have been engaged :  Elaboration of sales objectives  Improvement of sales animation  Enhancement of sales force management tools and instances  Sales reorganization  Capgemini Consulting has adopted a collaborative method with clients and encouraged a double approach : both top down and bottop up involving managers and sales representatives in the elaboration of all new processes. Results and Benefits  Air France Cargo has then fixed clear and ambitious sales objectives for 2012 with +9% of all-in turnover growth vs 2011  The YTD sales result at the end of the mission (2012 April) has reached 98% of the ambitious sales objectives  The sales force has developed sales force dashboard and manager dashboard with enhanced weekly and monthly reviews

3. 3 CC Credentials Factory Copyright © 2009 Capgemini. All rights reserved. Page 3 - CC Global KM : Reference Sheet capitalization This page provides administrative details which will facilitate knowledge re-use and which will be included as metadata in KM 2.0 This page must be removed before the credential is presented to a client Engagement name:Air France Cargo – Sales efficiency Client Name:Air France Cargo Engagement Value: ?? Engagement Start Date: ?? Engagement End Date: 04/06/2012 Permission Status: Green - (Default Status) Releasable with client name, logo and project information Reference Owner (Engagement Manager): Cvassil Capgemini Contacts: Christine VASSIL, Stéphane GHIOLDI, Julien STRICKER, Nam Phuong NGUYEN HUYNH Tags (Keywords): Transportation, sales efficiency, dashboard, sales force management, sales process, sales review Country where delivered: France Language : French Discipline : Consulting Services Sector: Transport Service Line(s):Marketing, Sales & Services Service Offer(s): Sales Effectiveness Technologies: NA Alliance Partners:NA Competitors: NA