Reporting Missions par département Analyse RTE/RTI et Hub 09 juillet 2008

Title of the presentation Page 2 - date First name Last name - Department Identification des propriétaires des données commerciales au niveau Hub CT (CT manager ou deputy si applicable) Marketing Opérationnel (chargé d’ingénierie eco) Marketing Produit (range, body & service mgt) CSNetDev (NOD/ Fin.Advisor) Business Control n Volume de commandes VN n Volume de factures VN n Quotas n PG n Stock RT dealer n Analyse des prix nets RT et concurrence n Analyse prix nets réseau et remise sur la base de la valorisation du carnet de commandes n Analyse marché & concurrence n Local market forecast n Analyse tarifs n Volume de ventes PR&Services n Quotas n Garantie n Investissements n Ventes et marge dealer n Nb vendeurs n Nb mécaniciens n Analyse productivité Réseau (atelier, magasin, vendeurs) n Analyse profitabilité réseau n Marge n Contribution (par gamme, VN/VO/GC) n Valorisation stocks n Valorisation carnet de commandes n DSO/DSI n CCC

Title of the presentation Page 3 - date First name Last name - Department Identification des propriétaires des données commerciales au niveau RTE/RTI CT (sales managers MHDV et LCV) Marketing Opérationnel (ingénierie eco) Marketing Opérationnel (Mkg range managers) NetDev (NOD) NetDev (Risk management) Business Control n Volume de commandes VN n Volume de factures VN n Quotas n PG n Reporting sur les prix nets réseau par pays et par gamme au niveau de la prise et du carnet de commandes n Contrats d’objectif d’encaisse par gamme avec les Market Companies n Etudes prix net client final n Fournit les inputs pour calcul des impacts sur volume et marges (business case approach) dans la definition/evolution de la gamme n Analyse productivité Réseau (vendeurs et ateliers) n Analyse profitabilité réseau n Suivi ratios financiers dealers n Marge n Contribution (par gamme, VN/VO/GC) n Valorisation stocks n Valorisation carnet de commandes n DSO/DSI n CCC

Title of the presentation Page 4 - date First name Last name - Department Job desc Hub

Title of the presentation Page 5 - date First name Last name - Department According to Policies; Procedures and Tools related to Network Development : - Develop dealers competencies - Attract and develop dealer network  Manage Network Development teams  Monitor action plans and means implemented (number of salesmen; training; buildings…) by network in order to be compliant with network standards  Participate in providing local inputs to the network strategy definition  Supervise the realization of geo - marketing studies and satisfaction surveys  Coordinate network development activities : Network Training; Network Operational Development; Network Systems deployment…  Supervise all Interfaces: with Network and all internal functions within the Hub on all issues related to network development.  Alert on local financial risks; Supervise the providing of Dealer’s profitability; network financial availability in order to integrate them in the financial risk global management  Build a 3-year strategic vision for each Dealer (ou Dealer group) (investments, resources needed, etc.)  In accordance with Renault Trucks Strategy, define Network Strategic Plan regarding territory coverage (sales and services) and investment plans, in order to contribute to the Country Strategic Plan realization.  Run geo-marketing studies and support dealers start-up operations Main Activities Associated Skills Network Development Manager Mission NETWORK DEVELOPMENT

© Renault Trucks SAS Compétence Management & Classification Department Define hub network strategy in terms of sales and service coverage, dealer performance and Return On Investment objectives Be able to diagnosis Network structure and performance then offer professional advice based on to Renault Trucks standards, tools, methods in order to optimize their revenues and increase Customer satisfaction.  Implement and follow Sales and After-Sales methods and standards - Provide expertise and material to network for buildings setup, identification and signage - Gather and report necessary changes in methods and operating standards - Run network diagnosis (standards / business), provide recommendations on organization -Coordinate external/official audits & pre-audits rolled-out by ASM & ASPSM  Start, support & follow up dealers business plans (PO: Plan opérationnel / BPR: Business Plan Réseau) - Assess business potential and return on investment for new candidates - Coordinate PO/ BPR operations at field level - Promote PO/ BPR internally as a management tool for dealer profitability  Monitor network performance on a multi-criteria basis (quality, market share, investments profitability, other KPIs)  Prepare/collect reporting material on network performance for Management team Main activities Associated Skills Mission Network Operational Manager NETWORK DEVELOPMENT

© Renault Trucks SAS Compétence Management & Classification Department According to Global Policies defined by HQ : For his/her Hub, manage local needs and evolution of product and product related soft offer. Provide technical sales support.  Manage hub product team  Ensure coordination of RSP process with DSPS at hub level  Work with Product Managers per Range on product development (new products and product modification requests) and on product related soft offer development (eg : Infomax, Optifleet, Connected trucks…) on local business cases  Market & competitors analysis : Provide local specific information on technological trends, regulations, customer needs, competitors offers to central Product function on regular basis  Accountable for local adaptations  Lead local technical sales support : Technical validation of proposals through Partner Distribution (level 1) Perform customer local adaptations (Trucksline level 1) National type approval and homologations Bodybuilders and local sourcing support Support local teams on technical aspects: Operational Marketing, Commercial trucks, Network Development  Provide offer to Network : Contribute to offer structure definition for local market, and perform tests on local offer into Partner Proposition before each release Local product documentation content (translation of info Technico and support to Marketing team) Contribute to local Technical Sales Training on technical content (under local Network Training Department Management) Main Activities Associated Skills Product Marketing Manager PRODUCT - HUB Product & Range Mission

© Renault Trucks SAS Compétence Management & Classification Department According to Global Policies defined by HQ : For his/her Hub, manage local needs and evolution of product and product related soft offer. - medium to long-term product processes : -Market & competition analysis : - Adjust customer and market segmentation based on local market analysis - Follow up local specific regulation issues, and local specific competition offer : vehicle offer & features, soft offer, offer structure, offer tarif - provide this information to central product function & local other functions impacted (including op. marketing for sales arguments fine tuning face to local competitors) -Range strategic Plan -Gather input information (Previous year CSP - including RSP - and new local market analysis) -Identify offer optimization project local impact -Review local customer needs and associated offer plan - Offer development : - work with Product Managers per Range on product development (new products and product modification requests) and on product related soft offer development (eg : Infomax, Optifleet, Connected trucks…) on local business cases - define technical aspects of local packaged offers (particular product + soft offer; ex: BTP Pro) Main Activities Associated Skills Range, body & services mgmt & market studies PRODUCT - HUB Product & Range Mission

© Renault Trucks SAS Compétence Management & Classification Department Activités principales Compétences associées MARKETING Ingénierie Économique Mission Chargé d’ingéniérie économique Contribuer à l'optimisation permanente des potentialités qu'offrent nos positions dans les segments de marché et les positionnements prix nets des concurrents pour améliorer la profitabilité des ventes de véhicules neufs  Déployer les méthodes et outils de mesure des prix nets de Renault Trucks(Customer Net Price ou CNP et Dealer Net Price ou DNP) et de ses principaux concurrents dans le périmètre de responsabilité, en diversifiant les sources d'informations en vue d'optimiser et fiabiliser les données.  Réaliser et diffuser un reporting des prix nets clients de Renault Trucks et de ses concurrents, sur le périmètre de responsabilité  Réaliser et diffuser un reporting mensuel ds prix nets rérseau et remise sur la base de la valorisation du carnet de commandes  Proposer et coordonner avec autres métiers du hub les plans d'actions opérationnels pour optimiser les performances d'encaisse VN. 

Title of the presentation Page 10 - date First name Last name - Department Job desc RTE

Title of the presentation Page 11 - date First name Last name - Department MARGIN MONITORING MANAGER Le Margin Monitoring Manager supporte l’optimisation permanente des potentialités qu’offrent nos positions dans les segments de marché et les positionnement prix net nets des concurrents pour amélioser la profitabilité des ventes de véhicules neufs. n Diagnostic : Propose des méthodes et outils de mesure des prix nets de Renault Trucks et de ses principaux concurrents dans l'ensemble des pays européens, en diversifiant les sources d'informations en vue d'optimiser et fiabiliser les données n Définition d’objectifs : Participe à la déclinaison des objectifs stratégiques de l’entreprise en terme de prix réseau par gamme au niveau de chaque Market Company et à leur contractualisation. n Pilotage : Réalise et diffuse un reporting mensuel des prix nets réseau et des remises, sur la base de la valorisation des carnets de commande pour évaluer la mise en oeuvre des objectifs par pays et par gamme Analyse les éventuels écarts d’encaisse par pays et par gamme, participe à l’élaboration des plans d’actions opérationnels en collaboration avec les Market Companies et Commercial Trucks en tirant parti du positionnement de chaque gamme, segment par segment Participe aux réflexions sur le positionnement des prix des offres en relation avec la Direction de la Stratégie du Produit et des Services. Participe à l’Offer and Pricing Steering Committee. Il manage le département Margin Monitoring, pilote le budget et établit les priorités de déploiement Role Description n Structure et propose des outils d’aide à la décision et coordonne des actions en vue d’optimiser les marges véhicules neufs. Responsibility n Lyon, France Location n VP MARKETING RTE (hierarchically) Reports to REVUE AVEC JPV

Title of the presentation Page 12 - date First name Last name - Department MARGIN MONITORING MANAGER n Elabore et diffuse des outils d’aide à la décision n Participe à la définition des orientations en terme de politiques commerciales (remise, primes/ bonus, mix client / produit) par pays et par gamme. n Participe aux réflexions de positionnement des prix des offres en relation étroite avec DSPS. Participe aux décisions d’évolution de tarif au sein de l’Offer and Pricing Steering Committee. n Pilote le budget alloué Authority n Réaliser et diffuser un reporting sur les prix réseau par pays et par gamme au niveau de la prise et du carnet de commandes n Etablir et mettre à jour des contrats d’objectif d’encaisse par gamme avec les Market Companies n Réaliser et diffuser des études prix net client final selon planning établi Goals & KPIs n Bonne culture économique de l’entreprise n Connaissance des flux commerciaux et financiers de RT avec les Market Companies et leurs réseaux de distribution n Connaissance des leviers fondamentaux du Marketing ayant un impact fort sur la politique de prix (mix client, mix produit, positionnement concurrentiel…) n Rigueur, esprit d’analyse n Anglais n Aisance relationnelle et adaptabilité n Management Required Competencies n Lyon, France Location n VP MARKETING RTE (hierarchically) Reports to REVUE AVEC JPV

Title of the presentation Page 13 - date First name Last name - Department Range Marketing Manager n For his range and in close cooperation with the Range Sales Director (Trucks) : - Follow up and analyze markets registrations/segmentation and RT order books/sales evolution using BEST /JATO and local databases. - Optimize range margin through marketing actions including promotion of high added value features and package offers such as limited versions. - Identify and share Best Practices from the Market Companies and from the competitors. - Analyze competitors sales promotion activities and evolution. - Provide inputs to calculate volume and margins impacts (business case approach) in the range definition/evolution n For his range, and in interface with the Market Companies - Provide data and inputs (marketing platform) for the following deliverables : commercial training / sales arguments / catalogues / exhibitions….. - Define and pilot the press tests for his range in strong relation with the Press Communication direction. - Specific launch activities : - Lead, write and disseminate the launch range marketing platform - Define and execute the global launch marketing plan, in particular his roadmap in local/central commitments defined in the “Ready to sell” contract. - Participate in the definition, sale and the follow up the Customer Satisfaction Vehicles. Role Description and Responsability Reports to n Vice President Marketing RTE n Range sale volumes and margins n Successful Events Goals & KPIs n Good knowledge of main marketing levers with direct impact on pricing policy (customer mix, product mix, competitive positioning….) n Self-discipline, good analytical skills and ability to see the overall picture n Fluent in French and English n Confortable with IT tools and systems (Microsoft Office, Lean….) n University degree in Marketing or 2/3 years experience in marketing analysis or business. Required Competencies n Saint Priest Location REVUE AVEC JPV

Title of the presentation Page 14 - date First name Last name - Department According to Rules & Procedures for the Group (FPP’s) : - Manage support functions for a hub and secure administrative and financial management  Ensure reliability for accounts and establish accounting and financial documents compliant with legislation.  Supervise the organization of accounting services and compliance for deadlines and procedures.  Supervise business controlling in priority management  Elaborate budget based on general management policy  Supervise preparation of quarterly or monthly results and associated commentaries  Evaluate financial needs.  Elaborate financial plans and validate cash management, according to FPP’s.  Supervise credit management for definition of credit management policy according to the global policy  Manage relations with auditors for external audit field.  Guarantee risks linked with commercial activity  Supervise internal audit for profit centers.  Act on behalf of general management in SOX projects Main Activities Associated Skills Business Control Manager FINANCE Financial Control & Advise Mission

Title of the presentation Page 15 - date First name Last name - Department Responsible for dealers policies according to JNC ( multibranding Volvo/RT) Responsible for the respect of RT Network strategy  Define with RTE Management the European Network strategy  Coordinate the implementation and follow-up of network strategy  Validate Operational Plans (dealers) and CSP (hubs and MC)  Coordinate task force resources for restructuring, succession planning, financial reengineering at the network level  Benchmark visits to competitors  Built up the Dealer Network Information Management System  Implementation and use of geo marketing tool  Monitoring of dealer satisfaction survey  Coordinate RT strategy in accordance with JNC (Joint Network Committee)  Use internal (Renault Trucks/hubs) and external (consultants) resources to assure completion of items above  Use communication methods to promote and implement distribution policies and strategies internally at RT and among the dealers  For international region provide same support as per need Main activities Associated Skills Mission NETWORK DEVELOPMENT Network Strategy Manager

Title of the presentation Page 16 - date First name Last name - Department Responsible for contract policies Secure financial health of European network  Define and implement financial follow-up of European network  Define and implement risk committees system in major markets  Define and monitor main financial KPIs for European network  Conclude Block exemption criteria and audit work  Implement legal audits and define legal status criteria and actions with RT legal department  Contribute to secure dealer transfer  Roll out necessary tools to achieve the mission  Provide elements to facilitate investor relations  Secure dealer financial reporting  Use internal and external resources to assure completion of items above  Develop close relations with Legal department and business control (RTE).  For international region provide same support as per need  Realize benchmarks with competitors Main activities Associated Skills Mission NETWORK DEVELOPMENT Network Risk Manager

Title of the presentation Page 17 - date First name Last name - Department Network Operational Development Manager n Built up sales/after-sales/signage/facilities standards and methods of RTE/RTI n Facilitate and coordinate task forces for workshops and salesmen productivity in the network n With Network Training, assure the competence level and technical knowledge in the network n Develop methods to achieve the European strategy n Share best practices among the RT network and competitors to increase salesmen productivity and workshop efficiency n Coordinate Optilines roll out n Define implantation rules (workshop,warehouse, spare parts storage, processes) n Define and support RT business offers to its network Role Description n Application of RT standards and methods in the European network n Increase of global network development n Secure the implementation of new RT facilities Responsibility n Built up the training bases with Network Training. n Develop sales tools with RTE Marketing n Work closely with RTCE Network Development n Develop after sales tools with Customer Service n For international region provide same support as per need Authority n Salesmen turnover n Salesmen productivity n Workshop productivity n Network performance n Warehouse criteria Goals & KPIs n Good experience of automotive business n Experience in sales or after sales business n Knowledge of workshop/warehouse functioning at the dealer level n Commercial and training orientation n Good knowledge of IT tools n Languages: English,French (min.) n Required Competencies n LYON, France Location Reports to n Network Development Head (hierarchically)

Title of the presentation Page 18 - date First name Last name - Department Pilot application of RT standards and methods in the European network Increase of global network development Secure the implementation of new RT facilities  Built up sales/after-sales/signage/facilities standards and methods of RTE/RTI  Facilitate and coordinate task forces for workshops and salesmen productivity in the network  With Network Training, assure the competence level and technical knowledge in the network  Develop methods to achieve the European strategy  Share best practices among the RT network and competitors to increase salesmen productivity and workshop efficiency  Coordinate Optilines roll out  Define implantation rules (workshop, warehouse, spare parts storage, processes)  Define and support RT business offers to its network  Built up the training bases with Network Training.  Develop sales tools with RTE Marketing  Work closely with RTCE Network Development  Develop after sales tools with Customer Service  For international region provide same support as per need Main activities Associated Skills Mission Network Operational Development Manager NETWORK DEVELOPMENT