Business Plan

France area
Year 2022-23

March 2022
 Area of representation France
From: 01/Jul/2021 To 31/Jan/2022 (Comparative vs. 2 Years Ago)
2019/2020 2021/2022 Evolution
O&D Airline Industry Share Airline Industry Share Airline Industry Share
TTL Amount 23 695 380 3 155 271 816 0,8% 16 814 671 1 319 087 415 1,3% -29,0% -58,2% 69,7%
TTL Docs 65 959 10 299 843 0,6% 66 860 6 212 349 1,1% 1,4% -39,7% 68,1%
TTL Average 359 306 17,3% 251 212 18,4% -30,0% -30,7% 6,8%

TOP 10 Origin - From: 01/Jul/2021 To 31/Jan/2022 (Comparative vs. 2 Years Ago)

Amount 2019/2020 2021/2022 Evolution
Origin Airline Industry Share Airline Industry Share Airline Industry Share
CDG 13 135 410 150 300 722 8,7% 7 777 014 92 302 175 8,4% -40,8% -38,6% -3,6%
MRS 2 152 410 11 637 959 18,5% 2 154 703 8 052 537 26,8% 0,1% -30,8% 44,7%
DSS 13 644 4 719 231 0,3% 2 378 3 281 308 0,1% -82,6% -30,5% -74,9%
ABJ 2 528 1 500 986 0,2% 6 137 1 386 850 0,4% 142,8% -7,6% 162,8%
BKO 45 542 935 091 4,9% 97 815 1 115 242 8,8% 114,8% 19,3% 80,1%
LBV 50 057 1 183 398 4,2% 71 433 954 869 7,5% 42,7% -19,3% 76,9%

Source: Esmash
TNR 57 381 1 136 322 5,0% 817 892 852 0,1% -98,6% -21,4% -98,2%
HAH 332 416 497 131 66,9% 647 840 831 336 77,9% 94,9% 67,2% 16,5%
FIH 108 021 596 289 18,1% 55 523 704 458 7,9% -48,6% 18,1% -56,5%
LAD 1 412 636 667 0,2% 14 445 642 071 2,2% 923,0% 0,8% 914,3%
 Area Profile
Country coverage: France
Operating ET offices: Paris & Marseille
Own Ticket office: Sales: NO Airport: NO
PAXs GSA: APG with CTO at PAR & MRS
Cargo GSA: YES
# of Travel Agents: IATA:
1626 active out of 2446 have ticketing authority
820 active travel agencies without ticketing authority
(risk monitoring)
Non-IATA: around 700
Flight Operation(frequency): CDG 7/7 – MRS 3/7
Servicing Station: PARIS & MARSEILLE
 Team

CEO Director Area Manager Traffic & Sales

Manager

Analyst &
Head of sales Head of ticketing & Call Front desk supervisorAgency manager
Customer Care
Ethiopian center (+10 agents) Paris MRS (+2 agents)

Sales Reports GRP Desk Corporate Sales Leisure Sales Intern Customer Sales Exec
& Ticketing & Ticketing Paris Paris Care PACA region
PAR GSA office
IFTM Top Resa 2021

POLITICAL
Presidential elections April 10th and 24th
2022: stop travelling to vote
Impact of the Ukraine war : climate of fear
as the war is next door
Lack of harmonization of the health
measures in Europe until recently
Government decision to have most of the
countries in the world classified as
“Green” ( no more Covid risk including
Ethiopia beginning of March)
SOCIO CULTURAL
Vaccination campaign : 3 shot imposed
rd
in January 2022
Vaccination pass mandatory in all public
places until Mid March 2022
+9% of deaths versus 2019
Mask not mandatory in French airports
since March 15th
Situational Analysis
ECONOMIC
Relief measures from the government
extended during 2021
Remote work still suggested to corporates
Furlough still applicable
Increase of inflation rate : 3.6%
Increase of poverty for the young
population (30years)
High increase of unemployment especially
for the young population (almost 19%)
Fuel rise – the liter for cars up to 2€ now
TECHNOLOGICAL
Airline bashing pushes the airline sector
to communicate on the technology and
the green impact of the new aircrafts
Easy to find vaccines now
PCR tests free of charge for vaccinated
people.
93% of adults are fully vaccinated
 SWOT Analysis
STRENGTHS WEAKNESSES
Vast network to Africa with excellent schedule Lack of Incentive 2022
operated with modern fleet Lower RBD for summer not opened
Resilience in times of crisis ET portal fares from GDS iso WEB channel
Agility to find new markets AP and non refundable introduced for lower fares
Ability to recover and increase market share (new Time limits for closing disputes
attractive offers APP/FBA)

OPPORTUNITIES THREATS
Incentive to be given through ET B2B portal MS 2 weekly flights to HAH
West Africa market share to be pursued QR resumptions WDH flights from end of JUN22
Madagascar resumption of flights Higher YR taxes
Sales Rep dedicated to corporate clients
MRS Tuesday flight to connect with main top ethnic
destinations (Congo, Cameroon, Madagascar)
ET agency portal (Iata TA to be targeted / Association,
community leader)
KP code share ET from FR (LFW hub)
TGV Air agreement ( Train –AIR service)
 CDG
ET vs competitors Analysis
CDG pax uplift
Jul21 – Jan22 average

Source: YTD Commercial Report

 CDG - POS & BOOKING CHANNEL MIX

Point of Sales Mix (pie Chart)

Congo Congo
France Cameroon Ethiopia Others
(BZV) (FIH)
Jul21-
69% 4% 3% 3% 2% 19%
Jan22
Jul20-
68% 3% 2% 2% 2% 15%
Jan21

Booking Channel Mix (pie chart)

Own Mobile Web GDS Callcenter B2B
Jul21- 0,06%
8,08% 15,03% 22,83% 53,28% 0,71%
Jan22
Jul20- n/a
6,98% 12,81% 28,05% 51,76% 0,40%
Jan21

Source HDQ
CDG’s Top Markets
Jul21-Jan22 vs JUL19-Jan20

Source: ET HDQ data

 CDG-BSP FR
The TOP 20 represents 79% of our TTL BSP – JUL21 to FEB22
TOP 20 O&D in term of revenue

2020/2021 2021/2022 Evolution

O&D Airline Industry Share Airline Industry Share Airline Industry Share
CDG-HAH 808 905 891 782 90,7% 2 302 631 2 937 652 78,4% 184,7% 229,4% -13,6%
CDG-ZNZ 242 597 287 095 84,5% 949 997 7 234 081 13,1% 291,6% 2419,8% -84,5%
CDG-FIH 717 797 2 824 831 25,4% 619 082 5 294 953 11,7% -13,8% 87,4% -54,0%
CDG-ADD 621 546 648 175 95,9% 557 491 631 501 88,3% -10,3% -2,6% -7,9%
CDG-BKO 68 134 6 174 593 1,1% 482 597 8 087 791 6,0% 608,3% 31,0% 440,7%
CDG-BZV 259 215 1 350 070 19,2% 435 762 2 854 449 15,3% 68,1% 111,4% -20,5%
CDG-WDH 54 183 -89 634 -60,4% 388 229 1 032 097 37,6% 616,5% 1251,5% 162,2%
CDG-JRO 142 817 162 600 87,8% 361 059 1 137 269 31,7% 152,8% 599,4% -63,9%
CDG-NSI 252 082 2 020 267 12,5% 330 969 3 592 685 9,2% 31,3% 77,8% -26,2%
CDG-LBV 124 645 1 998 842 6,2% 289 622 4 612 035 6,3% 132,4% 130,7% 0,7%
CDG-DLA 276 459 2 170 678 12,7% 272 236 3 905 434 7,0% -1,5% 79,9% -45,3%
CDG-PNR 119 146 867 939 13,7% 216 733 1 848 036 11,7% 81,9% 112,9% -14,6%
CDG-SEZ 37 886 641 393 5,9% 156 093 7 229 311 2,2% 312,0% 1027,1% -63,4%
CDG-JIB 116 816 638 650 18,3% 142 226 955 926 14,9% 21,8% 49,7% -18,7%
CDG-MPM 109 749 128 666 85,3% 128 269 493 305 26,0% 16,9% 283,4% -69,5%
CDG-BJM 21 414 38 871 55,1% 120 324 225 820 53,3% 461,9% 480,9% -3,3%
CDG-VFA -47 192 -274 230 17,2% 118 934 247 954 48,0% 352,0% 190,4% 178,7%
CDG-MBA 53 774 -76 697 -70,1% 98 388 533 430 18,4% 83,0% 795,5% 126,3%
CDG-LFW 48 299 653 508 7,4% 93 490 1 713 277 5,5% 93,6% 162,2% -26,2%
CDG-CKY 52 466 1 368 136 3,8% 89 241 2 810 654 3,2% 70,1% 105,4% -17,2%

Source: Esmash
 DDS- CDG
Market share to/from EAST, SOUTH Africa Jul2021 - Jan2022

Market Variance Jul’21 - Jan’22 vs Jul’19-Jan’20

Source: DDS BSP+ indirect & Direct

Average Fare to/from East & South Africa (DDS)/Jul 2021 - Jan 2022
 DDS- CDG
Market share to/from Western Africa Jul 2021 - Jan 2022

Market Variance Jul’21 - Jan’22 vs Jul’19-Jan’20

Source: DDS BSP+ indirect & Direct

 CDG – TOP TA
Agency share to/from East*, South*, West Africa Jul 2021 - Jan 2022

Source: BSP Settled Data,

Contributed Indirect
 CDG-Passenger – Market (Jul21-Jan22)
Competition Top Destinations (ET)
Home market: AF 15 O&D
East/South: AF 40% (71k pax) ET 20% (35k)- QR 15% HAH:32% - FIH:17% - JRO: 9% -BZV: 8%¨
West Africa: AF 82% (256k pax)- SN 6% (9k)- HC 4% (6k) ZNZ-ADD-:6% - WDH: 4% - PNR3% - JIB:2% -
DAR/NBO/MBA/MPM/SEZ/FBM: 1%

TOP 15 DESTINATIONS 92% of ET traffic

Market Share
Dominant: ADD:86% - HAH:74%
Fair to High : WDH:34% - JRO:29% - MBA: 26% - FIH 20% -
BZV:17%
Low: PNR: 13% - ZNZ-JIB:12% - DAR:11% NDJ:8% - EBB:7%-
KGL:4% - CPT-SEZ-NBO:3% - LAD:2% - TNR/JNB:1%
Market Potential
Very High: DSS (69K) – BKO (53K) – ABJ (51K)
High: FIH (28K) – ZNZ (27K) - DLA (27K) – NSI
(25K) – COO (21K) – LFW (17K) – HAH/CKY
(15K)
Moderate: SEZ: 13K – NBO/OUA: (10K) –
JNB/TNR/JRO/LBV: (8K) – PNR: (7K)

Low: < 5K
CPT/JIB/ACC/WDH/NIM/LOS/NDJ/DAR/L
AD
Revenue 2021-22 Act/Est (in USD):
$ 88,590,745
CDG Passenger Performance comparison
A. Revenue (in USD) –JUL21-JAN22
Variance
ALL YEAR 2021/22* 2018/2019
from 18/19

ACT/EST* 88,590,745 18,672,525

69,918,220
TARGET 81,165,000 75, 274927 5,890,073
Var. 7,425,745 -5,356,707
% Var. 109% of the target 92 % of the target
======================================
Variance
JUL-JAN 2021/22 2019/20
from 19/20

ACTUAL 52,381,985 50,217,352 1,562,968.6

44,956,239
TARGET -19,108,653
64,064,892
Var. 7,425,746 USD -13,364,916
% Var. 17% 78% Source: Schedule 2-10 data
 Passenger Performance – 2 years comparison
B. Uplift & Capacity Utilization
Uplift Capacity Utilization (LF)

%var.
Jul - 2021- from %var. from
Jan 22 2019-20 19/20 2021-22 2019-20 19/20

73,920
-8% 74,598 1%
Out 58,918 63,924
bound Jul – Jan

59,956 73,997
53,120 -11% 74,593 1%
In Year end
bound

Total
 MRS
ET vs competitors Analysis
 MRS Pax uplift
Jul21 – Jan22 Average
 MRS - POS & BOOKING CHANNEL MIX
Point of Sales Mix (pie Chart)
France Comoros Ethiopia Italy Tanzania Others

Jul21-Jan22 89% 3% 2% 1% 1% 5%

Jul20-Jan21 68% 3% 2% 2% 2% 15%

Booking Channel Mix (pie chart)

Own Mobile Web GDS Callcenter %B2B

Jul21-Jan22 8,66% 9,79% 18,56% 62,23% 0,66% 0,10%

Jul20-Jan21 6,98% 12,81% 28,05% 51,76% 0,40% n/a

Jul19-Jan20 15,26% 4,61% 17,70% 62,40% 0,02% n/a

Source HDQ
MRS’s Top Markets Jul21-Jan22
 DDS- MRS
Market share to/from East & South Africa Jul 2021 - Jan 2022

Market Variance Jul'21 - Jan'22 vs Jul’19-Jan’20

Source: ET HDQ DATA

 DDS- MRS

Average Fare to/from East & South Africa (DDS)/Jul 2021 - Jan 2022

Source Esmash
 DDS- MRS
Market share to/from West Africa Jul 2021 - Jan 2022

Market Variance Jul'21 - Jan'22 vs Jul’19-Jan’20

Source: DDS, All data Sources

 DDS- MRS

Average Fare to/from Western (DDS)/Jul 2021 - Jan 2022

Agency share to/from East, West & Southern Africa Jul 2021 - Jan 2022

Source: DDS BSP+ Indirect

 MRS-Passenger – Market (Jul21-Jan22)

Competition Top Destinations (ET)

Home market: AF 10 O&D
East/South: ET 51%, AF 17%, KQ 10%, KL 9% HAH: 75% - ZNZ: 8% - JRO: 5% - ADD: 2%
West Africa: AF 51% - SN 13% - TP 12% - AT 9% - HC 5% WDH-JIB-SEZ-MBA-DAR-NOS= 1%
- IB 4% - TK 4% - ET 2%
TOP 10 DESTINATIONS = 96% of ET
traffic

Market Share Market Potential

Dominant: ADD 85% - HAH 80%
Very High: HAH (8K) – DSS (4K)
Fair to High : ZNZ 47% - MBA 45% -JRO 40% - DAR 25% High: ABJ (2K)
- JIB 20%
Moderate: ZNZ (1,7K) – LBV (788) – DLA – NSI (750
Low: BZV 18% - WDH 19% - SEZ 14% - FIH/NDJ 11% - each)
EBB 7% - NBO 5% - PNR/KGL 4% - CPT 3% - TNR
2% Low: >700 pax COO-CKY-OUA-JNB-WDH-NBO-
SEZ-CPT-TNR-LFW-BKO

Revenue 2021-22 Act/Est (in USD):

$ 7,212,167
MRS Passenger Performance comparison
A. Revenue (in USD) –JUL21-JAN22
Variance
ALL YEAR 2021/22* 2019/2020
from 18/19
7,212,167
ACT/EST* 1,808,238 5,403,929
TARGET 5,355,000 6,400,000 -1,045,000
Var. 1,857,167
% Var. 34% of the target
======================================
Variance
JUL-JAN 2021/22 2019/20
from 19/20

ACTUAL 4,823,232 3,414,629 1,408,603

2,966,065
TARGET 6,400,000 -3,433,935

Var. 2,961,241.7 -2,985,371

% Var. 63% 0.53% Source: Schedule 2-10 data
Passenger Performance– 2 years comparison
C. Market Share (top 10 destinations Jul’21-
Jan’22)
Top 10

Contrib. to Contrib. to
Destinations 2021/22 2019/20 Ttl. (incl. TL (Local
Var. Mkt share Var. Returnees) only)
CDG - HAH 10 960 10 129 8% 74% -4% 47% 31%
MRS - HAH 5 915 5 439 9% 80% 14% 48% 17%
CDG - FIH 5 778 4 971 16% 20% -2% 52% 16%
CDG - JRO 3 265 6799 -48 % 29% -2% 73% 9%
CDG – BZV 2 773 2 615 6% 17% -3% 50% 8%
CDG - ZNZ 2 197 1 809 21% 12% -6% 35% 6%
CDG - ADD 2 016 4 150 -51% 86% 9% 48% 6%
CDG - WDH 1 344 2 439 -45% 34% 3% 52% 4%
CDG - PNR 912 927 -2% 13% 1% 53% 3%
MRS - ZNZ 662 391 69% 47% 1% 41% 2%
TOTAL 35 822 32 870 9%

Source DDS (ET data)

 Passenger Performance - Factors that influenced
Negatively (or main challenges):
HAH SUMMER FARES too high/Lower RBD being closed
New fares strategy – Introduction of Advance purchase (AP) rule and promo fares
rule being not refundable.
ETHNIC FBA offers too short and not regular (vs SN offer 23Kg to 32Kg D-1
checking + AT come back 3PC)

Positively
Competitive and attractive fares due to regular benchmarking done by APG and
HQ Pricing
Regular Forwards sales analysis using Esmash bench marking.
Promotional Free Baggage Allowance (FBA) offers at different times
RBD opened for LF under 70% LF with regular evaluation.
WEB/APP discount
West Africa market share increase by promotion and opportunities due to AT/AF
CNL flights
Agency portal and NDC launched
 Passenger Performance – Assumptions for N-2
… that were not met:

Refund procedure vs OAL (QR/AF)

Lack of Incentive 2022 (late payment 2019)
FBA ethnic offer removed several times from natural market
TNR CNL flights
ADD transit not recommended by SETO/MOFA
Lastminute sales = no credit cards accepted on web 24h before
New fare strategy too strict – Promo fares not refundable (never happened before)
EMD still not available as FOP via ET Web (refund was mandatory)
ET PORTAL fares not based on web fares / CC not available as FOP

… that were met:

Gained market share to Industry TOP destination with high potential

Increase direct sales
Increase web sales and utilization of app
Passenger – Market Assessment & Revenue forecast
CDG - 2021-2022 On-line to Online
Total Market ET Market Rev. (USD
Dest. Competition Schedule Price
pax share millions)

HAH 10 960 74% 3 662 640 High Good xx

FIH 5 778 20% 1 191 281 High Good xx
JRO 3 265 29% 825 451 V.High Good xxx
BZV 2 773 17% 709 184 Low V.Good ++
ZNZ 2 197 12% 291 443 V.High Good +++
ADD 2 016 86% 763 998 High Good ++
WDH 1 344 34% 325 146 Mod Good +++
PNR 912 13% 271 411 High Good ++
JIB 524 12% 152 700 High Good ++
DAR 380 11% 76 975 High Good +++
Total 30 149 8 270 229

Comp.: V.high, high, mod, low Sch.: V.Good, Good, ok, poor Price: xxx, xx, x, 0

Source DDS Jul21-Jan22 (all source indirect+direct)

Passenger – Market Assessment & Revenue forecast
MRS - 2021-2022 On-line to Online
ET Market
Dest. Total Market Rev. (USD) Competition Schedule Price
share

Moderate to
HAH 5 915 80% 1 707 174 High V.Good ++
(summer)

ZNZ 662 47% 92 594 High Good +++

JRO 432 40% 118 796 Low V.Good +++

ADD 154 85% 52 905 High Good ++

WDH 115 19% 23 969 Low V.Good +++

JIB 77 20% 23 914 Moderate Good ++

SEZ 73 14% 12 429 High OK ++

MBA 70 45% 11 463 High OK ++

DAR 69 25% 11 492 V.High Good ++

Total 7 567 2 054 736

Comp.: V.high, high, mod,
Sch.: V.Good, Good, ok, poor Price: +++, ++, +, 0
low
Passenger – Market Assessment & revenue forecast for 2021-2022
CDG & MRS Online to Offline Destination
Destinaton Total Market pax ET market share Rev.(USD mill.) Competition Schedule Price

AF 81% - UU
CDG – RUN 33 947 0% 14 591 940 Poor Poor
19%
AF 80% - EK
CDG – MRU 29 892 0% 12 206 902 5% - MK 4% - Poor Poor
TK/LH/LX 2%
UU 56% - AF
CDG – DZA 2 685 0% 881 487 Poor Poor
21% - KQ 23%
AF 95% - SS
MRS - RUN 11 536 0% 3 926 041 Poor Poor
5%
AF 79% - LH
MRS - MRU 2 865 0% 1 237 902 Poor Poor
6% - SS 5%
80 925 0% 32 844 272 Comp.: V.high, high, mod, low / Sch.: V.good,
Total good, ok, poor

Offline(origin) to Online Destination

Total Market pax ET market
Destinaton Rev.(USD mill.) Competition Schedule Price
share
From LYS to AF 49% - SN
3 533 0% 985 617 Poor Poor
East and South 13% - KL 10%

From MRS = more frequencies to be connected

 CDG Revenue forecast for 2022-23
Actions/Requirement/Assumptions
Passenger:
CDG
Target for 2021-22 USD 81,165,000 and achieved USD 88,590,745
Target for 2022-23 USD 97,398,000 20 %
Requirement
- Per week 7 Flights
- Competitive fares
Assumption
- Market will recover post Covid-19
- ET market share will grow
- Operation will be smooth

• MRS
Target for 2021-22 USD 5,355,000 and achieved USD 7,212,167
Target for 2022-23 USD 8,000,000 50 %
Requirement
Per week 3 Flights and assuming that we will get additional frequency permit.
Assumption
- Market will recover post Covid-19
- ET market share will grow
- Operation will be smooth
 Revenue forecast for 2022-23
Actions/Requirement/Assumptions

Passenger: Actions
Consolidate natural markets by increasing yield

Develop the B2B platform and adapt it to different niches

(ethnic - corporate - community leaders)

Capture the latest opportunities by building customer

loyalty

Increase "Corporate" traffic

Product Strategy
Key Requirements (wish list):
Maintain the already existing product A350/7*week from CDG
and B789 3*week from MRS
Acquire additional Frequency to MRS or Split MRS from GVA
Reinstate SPA with HM to increase our sales to SEZ
More flexibility in providing FBA and promotional fares at
different times and on the spot in order to beat our competitors
aggressive sales strategies.
KP code share with LFW hub, from CDG to penetrate West
Africa
Huge number of pax travelling
Corporate Shebamiles program
To be created to compete BlueBiz
Distribution and Digital Strategy
 Web/Mobile App sales 55%
 Own office sales 10 %
 B2B- 10%
 BSP- 25%

Marketing Strategy
 Market Segmentation
 Business travelers 20%
 Corporate 20%
 Leisure Travelers 20%
 Ethnic travelers 40%
 Distribution Strategy-1
INDIRECT SALES
Work to increase Share to/from ET online Top Destinations (DSS, BKO, ABJ,
FIH, DLA, NSI, HAH)
Incentive to be proposed for 2022 (at least for TMC having all TA’s corporate
perimeter
Close follow-up of Top Selling Agencies Located in France: OPODO LTD,
MISTER FLY SAS, CWT FRANCE SAS, VERNIN VOYAGES SARL, GLOBAL
BUSINESS TRAVEL, E DJAZAIR SARL :
Webinars to be planned with corporate travel agencies/Business Centers (if the
above is confirmed)
OTA flash sales to be proposed
TKTL to be given to all Tour operators
Meticulous monitoring of all new sellers or new destinations (west Africa in
particular)
Continue targeting of BSP agencies to be qualified for “B2B portal
Upward Pax yield adjustments based on competitors fare sale more on C9 to
increase Yield
Refund policy in case of ET CNL flight to be revised for ticket partially used 50%
should be deducted against OW ET fare)
 Distribution Strategy-2
DIRECT SALES – B2B PORTAL
Highly promote Mobile app and Online sales to reduce Cost
IATA and non IATA agencies to be targeted for B2B portal (Commission
shouldn’t be the same)
Small and medium sized companies will be approached to offer them a
"professional access“ (Incentive TKT should be added)
Community leader to be targeted (Incentive TKT)
ET French Facebook page access to be facilitated in order to manage our
French customers directly.

ET agency portal
– Improvement needed to have a full solution to be pushed
Function to be added = Search under pax name and flight number/date
Function to be added = special access to receive all queues
Excess baggage sales to be available
Access to be available = Shebamiles + check-in on line
FOP to be allowed with Credit card
Automatic refund approval when the TA is following the rules
 CORPORATE Distribution Strategy-3
Upcoming fairs and exhibitions
The biggest African trade fair “LA FIA" in June with more than 500 firms who will
attend the event
"Seminar expo" in Nov + 30 000 visitors looking for business travel solutions
IFTM in September 2022
French companies in Africa association CIAN (Paris) in October
Workshops with TMC : May 2022- September 2022-December2022- March 2023-June
2023
Fam trip with TOP corporates - CDG to ADD to experience our C9 product and Ethiopia
as a destination. For example EGENCIA, FCM, Wagram, Amex, CWT
Visibility and privileged access to distribution and TMC´s through EDV and AFTM
associations
Activate & re-activate more corporate contracts (100 corporates identified)
Lesaffre 65K – signature in progress
Aggreko 80K – negotiation in progress
Expertise France 65K – negotiation in progress
Total 250K– legal department issues
Ministries of armies 200k – legal department issues
Gvt of Comoros 200K - signed
Docenda 60K – signed waiting for Resumption TNR flights
SPIE 180 K - signed
 Communication Strategy
MARKETING ACTIONS
E newsletter letter article once a week
Specific emailing linked to market segmentation
Dedicated Ethiopian page on APG France´sWebsite https://www.apgfrance.com/ethiopian-airlines.html
SOCIAL MEDIA : ETHIOPIAN (Instagram) and APG France (Facebook page, Helpdesk group & LinkedIn
Actions through EDV and AFTM (workshops, webinars, newsletters...)

IFTM B2B fair event

In partnership with Embassy + TOP Tour Operators = Ethiopia to be the featured destination for this
booth – possible big cooperation & budget with the Tourism of Office of Ethiopia
Traditional coffee ceremony, Ethiopian dance troupe , lucky draw (cost 35K €)

Famtrips from CDG and MRS

For each: 3 linked to Corporate segment, 2 linked to leisure, 1 to Press.
YR included (based on SFTA budget)

10 FOC TKT for partnerships

Affected for interesting MOU and/or Workshops (such as MDT) and or Corporate Workhsop

Meetings + Presentations at the Ethiopian restaurant

For TOP TAs, TOs, Corporate clients (cost 3K €)

APG lunch every two months with Trade partners and press
 Pricing Strategy
O-D top Market
Main Players Pricing strategy purpose of the strategy
10markets share ET

CDG - HAH 74% ET-KQ-AF-MS Ethnic/TO

- To remove non refundable TKT and AP
MRS - HAH 80% ET-KQ - Maintain 150 € fare difference between our
fares and AF fares;
CDG - FIH 20% ET- AF-SN-TK - For medium term in LS: FBA ethnic natural
destination 2*32Kg / 3PC for West
CDG - JRO 29% ET-QR-KL destination.
-B2B portal fares to be matched with WEB
CDG - BZV 17% ET/AF fares + commission decrease
CDG - ZNZ 12% ET-QR-KL-AF-EK Fill the flight in advance and
Flash sales with aggressive fares (available
have better LF on medium and
on our B2B platform)
CDG - ADD 86% ET-TK-QR long term. To avoid last minute
strategies and/or aggressive
OW/RT negotiated fares for West destination
CDG – WDH 34% ET-LH-AF-QR fares.
and or B2B access (fares to be matched with
CDG – PNR 13% ET-AF WEB fares)
Increase our yield

MRS - ZNZ 47% ET-KL-AF-LH 1 FOC TKT for Grp leader (mini 20 pax)

HM SPA for PRI to be reinstated

BOGOF leasure destination from MRS

WEST AFRICAN DESTINATIONS
Corporate
Introduce P promo to attract new clients
B to B access for companies with upfront
 Revenue Target for 2022-23 (in USD)
CDG
• Actual 2018-2019: million (69,918,220)

• Actual JUL-JAN 2019-20: million (50,217,352 )

• Act/Est. 2021-22*: million (88,590,745)

Target for 2022-23

Based on directive** Based on Market Analysis
- Total ……... million 97,398,000 million
Passenger ……… million 97,398,000 million

Remarks
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 Revenue Target for 2022-23 (in USD)
MRS
• Actual 2018-2019: million ( N/A )

• Actual 2019-20: million (1,808,238)

• Act/Est. 2021-22*: million (7,212,167)

Target for 2022-23

Based on directive** Based on Market Analysis
- Total ……... million 8,000,000 million
Passenger ……… million 8,000,000 million

Remarks
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THANK YOU !