Thomas schroeder Milan Ptacnik Prague February 1-3, 2012

1. Opportunities of operational Leasing on international & regionallevel - example of CzechRepublic Thomas schroeder Milan Ptacnik PragueFebruary 1-3, 2012

2. Agenda • About LeasePlan • Fleet Decision Making Process • International Fleet Management Challenges & Solutions • Fleet Financing • Fleet Policy • Example of a local solution • LeasePlan Czech Republlic

3. About LeasePlan Globalmarket leader in fleetand vehicle management • Founded in 1963 in The Netherlands • Owned by a consortium of : • Volkswagen Bank GmbH (50% • Fleet Investments B.V. (50%) • Global presence with offices in 30 countries • 1.3 million cars managed • Well-diversified corporate customer base • Manufacturer independent • Universal banking license, supervised by the Dutch Central Bank • Proven track record in managing risk

4. Agenda • About LeasePlan • Fleet Decision Making Process • International Fleet Management Challenges & Solutions • Fleet Financing • Fleet Policy • Example of a local solution • LeasePlan Czech Republlic

5. Fleet decision making processWhere are the decisions being made? Source: Fleet Market Research 2011, ConsultPlus

6. In Which country is the decision maker positioned? Source: Fleet Market Research 2011, ConsultPlus

7. Which Department is in the Lead of fleet management Source: Fleet Market Research 2011, ConsultPlus Note: 30% of the time the person in charge of Fleet is also responsible for Travel within the company.

8. Strategic & Operational decision Flow HQ Fleet Management Company Int’l Agreement / Services / SLA Communication Strategic Reviews / Fleet Control / Consultancy HQ Company Int’l Procurement Manager / Fleet Manager etc. Operational Account Reviews / Policies & Controls Communication Invoicing & Authorisations Local Subsidiary OpCo Fleet Management Company Country Fleet Manager Quotes, Orders, Renewals, Help Policy DRIVER

9. Agenda • About LeasePlan • Fleet Decision Making Process • International Fleet Management Challenges & Solutions • Fleet Funding • Fleet Policy • Example of a local solution • LeasePlan Czech Republlic

10. Challenges & solutionseCONOMY • EUROPE – Again recession • Significant financial issues in a number of countries putting the Euro under pressure • Replacement of governments • Commercial banks under pressure • Funding cost are rapidly increasing • Increased governmental savings measures • CENTRAL / EASTERN EUROPE – Higher inflation • Price growth due to weakening currencies and a worsening economic outlook • Political unrest in same markets • Russia, developing market • But modest growth in 2012 • Other markets: • HU/SK 10 % growth expected • PL /RO 15% growth

11. CHALLENGES & solutionsFunding CEE definitely remains a growth market Cost for financing rapidly increasing Access to funding is still limited Therefore cost reductions more needed than ever before Consolidation of the lease market is continuing Less local market players Increasing presence of global fleet management companies

12. CHALLENGES & solutionsstrategy Outright purchase  Financial lease  Operational lease Companies are focusing on price more than before and trying various purchasing strategies Changing Tax regulations Lease Accounting Standards (IFRS) Commercial car market opening up for operational lease Car policy subject to change Corporate Social Responsibility

13. CHALLENGES & solutionscar policy Changes in company car policies • Increased focus on cost control and cost reduction opportunities • Dual supply ship • Pro-active fleet management • Upfront pricing and TCO • Make restrictions (German brands remain popular in CEE) • Term & mileage optimisation • Increased focus on environmental aspects and driver behaviour • CO2 Thresholds • Budgets including fuel • Fuel management and influencing driver behaviour • Incentives to motivate BIK drivers • Accident management and driver training

14. Challenges & solutionsreportingrequirements • Need for a consolidated view of your global fleet and its development across different countries • Need for a balanced approach to international fleet management incorporating cost, environment and risk related aspects • Need for internal visibility of spend for this ‘category’, pro-actively communicate achieved results in areas such as cost management, carbon footprint reductions, OEM management and risk related achievements • Need for effective steering and guidance of local fleet responsible

15. A BEST PRACTICE SOLUTION FOR CHALLENGING GROWTH Key Topics GLOBAL INITIATIVES International business leading to local growth Best practice sharing Manufacturer Agreements Optimised & proven fleet policies focus on long term opportunities Best practice implementation Channeled sourcing, various options Optimised fuel and CO2 policy Optimised car choice, terms and mileage Direct driver contact Local reporting in international reports Use of e-business tools Make use of beneficial tax regulation LOCAL INITIATIVES Country 1 LOCAL INITIATIVES Country 1 LOCAL INITIATIVES Country 1

16. CHALLENGES & solutionsCONCLUSIONS Ongoing economic challenges Operational leasing is expected to grow in CEE countries CEE countrieswill benefit from Global / European leasing and fleetmaanagementcontracts Increased focus on cost and cost reduction opportunities and environmental aspects Importance of strong link to headquartercompanies and coordination of global and nationalinitiatives

17. Agenda • About LeasePlan • Fleet Decision Making Process • International Fleet Management Challenges & Solutions • Fleet Funding • Fleet Policy • CSR • Example of a local solution • LeasePlan Czech Republlic

18. Operational leasingCZ market MILAN PTÁČNÍK, LEASEPLAN ČR

19. Content • CZCar Market Overview • Business CarsFinancing Trends • Car Volumes (by CLFA members) • BER (Block Exemptions) Motor Vehicle Sector • Why Full Service Operational Leasing? Czech Operational Leasing Market

20. Czech car market • Since 2009Q2 VAT deduction allowed for PC Czech Operational Leasing Market

21. Change in car financing for business Operational Lease + Non banking Growth Tax Depretiation from 3 to 5 years (FinLease advantage disapeared) Czech Operational Leasing Market

22. Car volumes financed by CLFA members Czech Operational Leasing Market

23. Motor vehicle sector „block exemptions“ • Commission Regulation (EU) 1400/2002 • Car sale • Leasing companies should be treated as the end-client but… • Commission Regulation (EU) 461/2010 & 330/2010 • Maintenance & spare parts sale • Client do not loose the car guarantie when using non-original spare parts & by using maintenance providers independent on car producers • Car make independent networks development at the Czech market • Price sensitive clients already benefits from this regulation! Czech Operational Leasing Market

24. Why Full Service Leasing? • CORE BUSINESS focus and capacities • TCO (= money) SAVINGS realized, overview, controll • Clear and predictableCASH-FLOW • Lessfinancialsourcesallocated to company car fleet • Invoicedinstalments = tax costs • Hassle free mobility foremployeeissecured • No financial / car operability surprises • Professional car fleet management • Full packageofservicesavailable • Single point ofcontact Note: Followingcomparisons are based on LeasePlaninternal data sources and estimations. Czech Operational Leasing Market

25. Time Earned for Core Business Czech Operational Leasing Market

26. TCO Savings Potential • Return on invested capital / lost opportunity costs • Efficiency of the total process • Administration Czech Operational Leasing Market