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MAN TopUsed The used truck and bus brand of MTB AG

MAN TopUsed The used truck and bus brand of MTB AG. Agenda. I. Performance 2014. II. Highlights 2014. III. Outlook 2015. MAN TopUseds business performance 16.163 used trucks and 1.080 used buses worldwide sold in 2014. Sales Used TRUCK. Sales Used BUS. -17%. +16%. -7%. -5%.

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MAN TopUsed The used truck and bus brand of MTB AG

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  1. MAN TopUsed The usedtruckandbusbrandof MTB AG

  2. Agenda I Performance 2014 II Highlights 2014 III Outlook 2015

  3. MAN TopUseds business performance16.163 usedtrucksand 1.080 usedbusesworldwidesold in 2014 Sales Used TRUCK Sales Used BUS -17% +16% -7% -5% -1% 18.934 -15% +7% +4% 18.236 16.955 16.163 1.278 1.268 15.670 1.199 1.158 1.080 18.110 13.841 15.095 15.622 15.244 1.137 1.146 1.218 1.209 997 824 1.829 3.141 1.333 919 21 53 60 59 83 2010 2011 2012 2013 2014 2010 2011 2012 2013 2014 Sales external Sales internal

  4. MAN TopUsed SREI results 2014 • Importer TopUsed Sales • 1514 Trucks & Buses • NSC TopUsedSalestoImporters • 583 Trucks & Buses • Growth rate SalestoImporters • 44 %

  5. Teamwork is the Key to Success

  6. MAN TopUsed SALES SREIUsed Sales NSCs to SREI countries 2013 vs. 2014 • Main Message: Many SREI markets show good growth rates. 108 86 +25,58% 65 16 +306,25% 13 +707,69% 105 +16,67% 42 49 +11,95% 206 184 +44% *Note: SU-vehicles not included.

  7. Agenda I Performance2014 II Highlights2014 III Outlook 2015

  8. HighlightsMAN TopUsedWorkshop of SREI in Munich 2014 • Achieved targets • Strengthen intercompany communication between importers (Introduction, benchmarking & stock exchange) • ProfessionalizeTopUsed activity through specialized presentations from HQ + other sales regions • Socializing & Building up relationships • Attendants • The most relevant MAN TopUsedmarkets joined the meeting (9 Importer countries, NSCs, HQ & SRNA )

  9. Highlights Bulgaria TopUsed newcomer shows professionalism and strong sales start • Overview • Strongest growth rate in used truck sales within SREI (+150% 2014-2013) • Procurement exclusively from MAN TopUsed • Professional appearance of TopUsed Center in Sofia • Buyback deals initiated to support new vehicle business • Strategic Trade-in deals were initated • Offer of financing and warranty MAN TopUsed Center Sofia

  10. Highlights Lithuania Strong performance in a challenging business environment • Overview • Effective marketingactivities such as „Transbaltica 2014 in Vilnius“ • Strong growth in the truck procurement from TopUsed(+129% 2013-2014) • Establishment of a rent concept for used trucks • High professionalism of management and sales staff Transbaltica Fair 2014 in Vilnius MAN TopUsed Center Kaunas

  11. Highlights Trade in Management – Example of RALU • Initial situation • 82 fleet customer units were traded in to support new vehicle sales • Trucks were inspected correctly and the right trade in value was determined in order to resale the trucks • Result • Croatia: Almost all units could be sold to retail customers • Serbia: Many trucks were sold in Serbia. Most of the foreign returnees were purchased by our importers in RO & BG (Network idea)

  12. Agenda I Performance2014 II Highlights 2014 III Outlook2015

  13. Outlook 2015SREI TopUsedActivities • Main Message: SREI target is to support on all pillars of the business Corporate Design & photography BB & Trade In Management Support on MAN TopUsed Navigator Professionalisation Set Up Vehicle Procurement • Placement of supply and de-mand (providing to absorbing markets) • Package deals in order to have the ideal stock size • Support on single unit requests • Penetration of used key account customers • Residual value estimations • Remarketing strategy support for BB and TI (export) • Sales&Processes support • Vehicle return management • Location selection • Center establishment • Support on Employee selection and training • Support on Sales planning • Use of main tools and functions • Digitalization of stock • Upload of pictures • Vehicle documents upload • Pricing • Brand architecture • Color scheme • Business documents • Print communication • Vehicle signage • Advertising gifts

  14. Outlook 2015Focus Activities of SREI TopUsed according to Importer Groups „NEWCOMERS“ (0-30%) -Low TopUsed activity- „POTENTIALS“ (30-60%) -High market potential which must be exploited- „PROFESSIONALS“ (60-100%) -Relatively high market penetration and professionalism- IMPORTER Georgia Azerbaijan Israel Belarus Latvia Moldova • IMPORTER • Croatia • Lithuania Turkmenistan Albania Montenegro Cyprus Armenia Malta IMPORTER Romania Bulgaria Serbia Estonia Bosnia-Herzegovina Macedonia LEVEL OF PROFESSIONALIZATION IN THE MAN TOPUSED BUSINESS Focus Activities • Support on vehicle procurement (package deals for ideal stock size) • Further professionalization and growth of TopUsed set up (more pos, trucks etc.) • Trade in & BB management • Selective support on… • Vehicle procurement • Trade In management • BB management • Location selection • Center establishment • Employee training • MAN TopUsed Navigator • MAN TopUsed CI • Initial stock procurement

  15. Outlook 2015 • Buy-backmanagement • Trend • Increasing no of fleet customers ask for buybacks • Importers have difficulties to handle big fleet operators buyback requests • MTBAG has to provide supportand consultancy on BB-processes • Constraints • Financial support only for big fleet customer deals (new concept and contracts will be rolled out in 2015) • Smaller BB Deals need to be handled by the importers • BB management support / Trai-ningcan be provided by SREI • Cases with strategic importance • Back-to-back contract with our importer in Bulgaria & fleet operator Discordia • Set up developed for a 500 units buyback with the fleet customer Girteka; Deal did not materialize, local importer solution was preferred

  16. Outlook 2015SREI Turn Table – Concept under development VEHICLE SOURCES SALES CHANNELS BB trucks from NSCs and Importers 80% IMPORTERS/PARTNERS MTB stock 75% 80% SREI Turn Table TEST/ DEMO VEHICLES 20 % FREE PURCHASE FROM IMPORTERS 20% DIRECT FLEET CUSTOMERS(50%) 25% FREE PURCHASE 20% FREE PURCHASE FROM MARKET80% FREE TRADERS (50%) Focus on MTB trucks Target group: Importers

  17. Outlook 2015SREI Turn Table – Concept under development • Advantages for Importers of SREI • Easy Access to used stock through one platform • Availability of trucks and buses that fits to your market requirements (specification, model year, price) • Clear and competitivepricing • Transparent condition reports and vehicle pictures • Easy commercial handling (export documents, invoice formalities etc.) • Transportation to your yard can be included • Special payment terms according to a defined sales plan • Vehicles will not be advertised on the internet • Medium of communication: MAN TopUsed Navigator – special account • Access: MAN Importers of SREI with valid TopUsed Contracts • Project Status : Introduction to MTB-S management board for final approval

  18. Good Sales Start in 2015Positive development in many countries in Q1 2015 • Main Message: Strong sales start in January 2015 (22% growth 2015 to 2014) Examples • Croatia: Constant strong stock procurement; approx. 30 trucks under final negotiation • Georgia: Deal closure of 13 used tippers for an oil providing company; TopUsed activity planed to start in 2015 • Serbia: Good market demand leading to used stock procurement • Bulgaria: Sellout of existing stock lead to further procurement of approx. 20 units • Romania: Unbroken high market demand for used trucks – Remarketing of large volumes of trade in deals

  19. Do you have any further questions? Thankyouforyourattention! Konstantin Dremetsikas Head of MAN TopUsedSales Sales Region Eastern Europe / CIS Center Importer Management Oskar-Schlemmer-Str. 19-21 80807 Munich Contactdetails: +49 (0) 89 1580 67746  +49 (0) 170 924 8006 @ Konstantin.Dremetsikas@man.eu

  20. Back up

  21. MAN TopUsed SALES SREIUsed Sales NSCs to SREI countries 01/2014 vs. 01/2015 To Dos: Zahlen aktualisieren Stand 12 2014 Zahlen aktualisiert auf Basis von Excel „Sales MAN TopUsed Trucks statistics_14.xlsx“ Sheet „12.2014_ohne 0101“ • Main Message: The first month 2015 started with a growth rate of 22% compared to last year. 0 6 +600% 6 +50% 9 *Note: SU-vehicles not included +22%

  22. Sales 2014

  23. Used Vehicle Stream A large noofusedtrucksareimportedintoyourmarkets • Albania • Armenia • Azerbaijan • Belarus • Bosnia- Herzegovina • Bulgaria • Croatia • Cyprus • Estonia • Georgia • Israel • Latvia • Lithuania • Macedonia • Moldavia • Montenegro • Romania • Serbia • Turkmenistan • Albania 743 • Armenia 182 • Azerbaijan 1656 • Belarus 4268 • Bosnia- Herzegovina 1092 • Bulgaria 3333 • Croatia 792 • Cyprus 309 • Estonia 1513 • Georgia 1847 • Israel 43 • Latvia 1631 • Lithuania 4043 • Macedonia 801 • Moldavia 1273 • Montenegro 105 • Romania 5133 • Serbia 2149 • Turkmenistan 1526 Main providingmarkets in the EU: Germany, Netherlands, Polen & Austria 32.500 units ofusedvehicles (>5t) areexportedeveryyearto SREI countries from EU Note: Included are used tractor heads, rigids 5-20t and rigids >20 t; Source Eurostat 2012 exports from EU

  24. Used business as a strategic pillarAdditional profits through MAN TopUseds used vehicle program • Additional gross profit due to used vehicle sales & increased average profit margin • Additional gross profit from better workshop utilization & parts sales • Generate additionalnew vehicle sales due to trade-in capacity • Cross selling potential for financing-, insurance-, warranty- and service-pack-sales • MAN TopUsed program allows a professional stock handling which results in a premium vehicle presentation and high turnrates • An OEM used brand creates trust and therefor achieves higher prices compared with independent dealers

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