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Page 1: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

1RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

RENAULT

AMERICAS

Page 2: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

RENAULT RESTRICTED B 2NOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

AGENDA

01 DRIVE THE FUTURE O. MURGUET

02 CUSTOMER G. LE-MERRER

03 MARKET & PRICING R. GONDO

04 RCI G. LECERF

05 REGULATORY F. LIMA

06 SUPPLIERS R. POSTEMA

07 Q&A

Page 3: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

RENAULT RESTRICTED B 3NOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

O. MURGUET

SVP CHAIRMAN OF AMERICAS REGION

01 DRIVE THE FUTURE

Page 4: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

4RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

3,6 2,0 3,1

7,05,4

7,6

2013 2016 2022

RENAULT 2X FASTER THAN MARKET

REGIONAL PILLARS

BRAZIL

LATAM

2016 PROFIT: Among Best in Class in LATAM

2022 PROFIT: Operating Profit x3

Brazil 2X from 2017 to 2020UNPRECEDENTED PRODUCT OFFENSIVE

ROBUST REGIONAL MODEL

ENLARGED CUSTOMER BASE

TIV RECOVERY +40%

BRAZIL +60%

DRIVEN BY A PROFITABLE BUSINESS MODEL

Vol (Mu)

+ 60%

VOLUME +80%

TOP PLAYER IN BRAZIL @ 10% MS

354

>6006,5%

8,6%

0,0%

2,0%

4,0%

6,0%

8,0%

10,0%

50

150

250

350

450

550

650

750

2016 2022

BRAZIL

LATAM 2X 150 | 7,5 %

302 | 10 %

Vol (ku) | MS %

- 44%

Page 5: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

5RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

UNPRECEDENTED PRODUCT OFFENSIVE

ONE REGIONAL MARKET, ONE LINE UP, LOCALLY PRODUCED

FULL

SUV

FULL

LCV

FULL

ACCESS

FULL PWT &

CONNECTIVITY

CURRENT RANGE

CAPTUR DUSTER STEPWAY

MASTER OROCH ALASKAN

LOGAN SANDERO

2 New Engines

2 New GearboxesNew *IVIMEDIA NAV2 Pedals

CVT

KWID

*In-Vehicle Infotainment

1 Facelifts | 1 New Car

3 Facelifts | 3 New Cars

2 Facelifts | 2 New Cars

New 3 Cylinders 1.0 New 4 Cylinders 1.6

KANGOO

MTP 2018 - 2022

Page 6: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

6RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

ROBUST REGIONAL MODEL

LATAM-BASED MONOZUKURI

REGIONAL MULTI & CROSS SOURCINGFLEXIBILITY TO MANAGE VOLATILE MARKET DYNAMICS

* ALLIANCE standard 3 Shifts – 5000 hours / year

PLANTS FULLY UTILIZED * & MODERNIZED

56%97%

2016 2022

Close to customer needs

Operation @ Worldwide level

95%Sales manufactured in the region

40%Production exported in 2022

(Multiple free trade agreements)

900Local Engineers

Productivity +25%Increasing automation

Plant % Utilization

LOCAL

RNPO

Deep Local Integration

Efficient Cost Management

Platform / PWT Alliance Synergies

INCREASED LOCAL MANAGEMENT

6 Nationalities(ARG, BRA, COL, FRA, NED, MEX)

RTA

RTA

RTA

RTA

RTA

RENAULT

DIGITAL 40%Latin Executives (o/w 2 CEOs)

Page 7: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

7RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

RENAULT PRODUCTION IN LATAM

Colombia

Sandero Logan Stepway Duster

Capacity: 79 k/Year

Chile

Argentina

Capacity:500 k/Year

Sandero Logan

Capacity: 151 k/Year

FluenceKangoo

Brasil

Sandero Logan Stepway Duster

Duster

Oroch

Captur Master Kwid

1.6 16V

K4

1.6 8V

K7

1.0

SCe

1.6

SCe

Capacity:

CVP (PC) 320 k/Year

Cars Engines Gearboxes Light Commercial Veh.A COMPLETE AND INTEGRATED SYSTEM(Ref. 2017 – 3 shifts capacity)

CVU (LCV) 60 k/Year

CMO (engines) 500 k/Year

Page 8: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

8RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

19%

45%

35%

INCREASE C & A-ENTRY COVERAGE

ENLARGING CUSTOMER BASE

LCV 2X – PU OFFENSIVE296 ku 560 ku

A

B

C

D 55

29

43

29

2022

2016

PU

VANS

58

98

LEVERAGING RCI COVERAGEPRESENT IN MAJOR MARKETS – 45% NEW VEHICLE FINANCING

CUSTOMER

DATAScoring

& Clustering

LOYALTY

VME Efficiency

FLEET

Fleet Management

Connected Vehicles

USED CAR

C2C / C2B2C

Risk based pricing

SERVICES

Stand Alone contracts

Service Platform

GEOGRAPHICAL EXPANSIONSETTING NEW CLUSTER STRATEGY FOR IMPORTERS

CENTRAL AMERICA

BOLIVIA – CHILE – PERU

PARAGUAY – URUGUAY

Vol (ku)2016 2022

14%

58%

27%

Page 9: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

9RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

ALLIANCE SYNERGIES AS IMPORTANT REGIONAL LEVER

REGIONAL MATURE PROCESS

Country TT

Region

SC

AllianceSC

Established since 2012

3 Main steps : Country, Region & Corporate

Highest executives level involved on the process

ORGANIZATION

PRODUCT

OTHERS

SYNERGIES

Purchasing – RNPO

Human Resources

PWT & Chassis Engineering

Cost Organization

1 Ton Pick-up

PWT Line-up convergence

Common bought out parts

(Engineering/Purchase actions)

Logistics contracts & operation

Aftersales operation

Common financial operation (RCI, NRFM)

Services & Media contracts negotiation

Duties savings

Spot actions (São Paulo/Bs. Aires motor show,

Rio Olympics ‘16)

TT = Task Team / SC = Steering Committee

Page 10: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

10RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

G. LE MERRER

PRODUCT PLANNING DIRECTOR

02 CUSTOMER

Page 11: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

11RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

BRAZIL

129 163 000| Currency: Mexican Peso (MXN)

MÉXICOPOPULATION

32 000 000| Currency: Bolivar (VEF)

CAR

POPULATIONVENEZUELA

ARGENTINACHILE

COLOMBIA

MAIN DATAS

49 065 000| Currency: Colombian Peso (COP)

POPULATION

18 079 000| Currency: Chilean Peso (CLP)

POPULATION

209 288 000| Currency: Real (BRL)

POPULATION

44 302 000| Currency: Argentinian Peso (ARS)

POPULATION

THE LATAM MARKETSPRODUCT PLANNING

Page 12: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

12RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

BRAZIL

286 cars | 1000 inhab

MÉXICO

140 cars | 1000 inhab

VENEZUELA

293 cars | 1000 inhab

304 cars | 1000 inhab

ARGENTINA269 cars | 1000 inhab

CHILE

102 cars | 1000 inhab

COLOMBIA

599 cars | 1000 inhab

FRANCE

A VERY LOW MOTORIZATION RATETHE LATAM MARKETSPRODUCT PLANNING

Car/1000 inhab.

Page 13: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

13RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

Argentina

of total population in

Gran Buenos Aires

Urbanization level 91,7%

30%

Brazil

Urbanization level 85,4%

people living in

the coast area70M

17

people living in

Mexico D.F

Urbanization level 79,2%

10M

cities with more

than 1M inhabit.

Colombia

of total population divided

between 6 major cities

Urbanization level 76,4%

36%

Population is mainly concentrated in big urban areas

BRA, COL, ARG & MEX have a high urbanization level, even with a great importance of agriculture on their economies.

Mexico

Urbanization level 77%

France

A PREDOMINANTLY URBAN POPULATION PRODUCT PLANNING

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14RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

PARIS BUENOS AIRES BOGOTA MEXICO CITY SÃO PAULO

Area 105.4km²

Pop. 2.244M

Subway 212km

Area 203,3km²

Pop. 3.054M

Subway 56.6km

Area 859,1km²

Pop. 7.776M

Subway NA

Area 1485km²

Pop. 8.874M

Subway 202km

Area 1523km²

Pop. 11.895M

Subway 78km

In a city like São Paulo, car is a necessity. Back to the problems of our country, if we had subways going everywhere... But we don´t.So, a car is a necessity. With that necessity, you want comfort, you want safety, you want pleasure. If you´re going to spend all day in acar, it should be pleasant.Man – Small SUV owner

BIG SPRAWLING CITIES, INFRASTRUCTURE COULD IMPROVEPRODUCT PLANNING

Page 15: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

15RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

ARGENTINA

14% in 2016

BRAZIL

15% in 2016

x2 since 2014

COLOMBIA

28% in 2016

MEXICO

18% in 2016

STEPWAY DUSTER DUSTER

OROCHCAPTURKWID

SUV is a growing trend in all countries, answering to customer expectations of Design, Roominess and High drive position.“You get more visibility, which brings a feeling of safety.”

Female – Small SUV owner – Recife – UPPER class

RENAULT offers a full SUV line up

SUV 28% in 2016

FRANCE

SUV : A GROWING TREND IN ALL COUNTRIESPRODUCT PLANNING

Page 16: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

16RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

R. GONDO

VP SALES & MARKETING AMERICAS

03 MARKET & PRICING

Page 17: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

17RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

SALES & MARKETING

TIV Ku

M/S

Sales Ku

2016 2017 e 2018 e

5 454 5 896 6 146

6,5% 6,7%

~354 ~394

Total Market PC+LCV

Renault

SubsidiariesImporters

A STEADY RECOVERY

LATAM CAR MARKET 2016-2018SALES & MARKETING

Page 18: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

18RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

2016 2017 e 2018 e

TIV Ku

M/S

Sales Ku

5 454

6,5%

~ 354

5 896 6 146

6,7%

~ 394

AMERICAS

2016 2017 e 2018 e

TIV Ku

M/S

Sales Ku

843

2,9%

24

932 945

3,1%

29

IMPORTERS

2016 2017 e 2018 e

TIV Ku

M/S

Sales Ku

1 602

1,9%

30

1 550 1 610

1,9%

30

MEXICO

2016 2017 e 2018 e

TIV Ku

M/S

Sales Ku

240

21,3%

51

235 250

21,4%

50

COLOMBIA

2016 2017 e 2018 e

TIV Ku

M/S

Sales Ku

1 987

7,6%

150

2 200 2 330

7,7%

169

BRAZIL

2016 2017 e 2018 e

TIV Ku

M/S

Sales Ku

683

14,5%

99

870 900

13,3%

116

ARGENTINA

Importers Countries

BoliviaChile

EcuadorPeru

ParaguayUruguay

VenezuelaCentral America & Caribbean

A STEADY RECOVERY

LATAM CAR MARKET 2016-2018SALES & MARKETING

Page 19: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

19RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

KOLEOS

LOCAL NEEDS = LOCAL PRODUCT LINE

THE

GLOBAL

ACCESS

RANGE

CAPTUR DUSTER STEPWAY

MASTER OROCH ALASKAN

LOGAN SANDERO

KWID

KANGOO

A COMPLETE (AND YOUNG) PRODUCT RANGE

A COMPLETE

OFFER OF

SUV

A

COMPLETE

LINE OF

LCV

2015 2016

2016 20162017

RENAULT LATAM PORTFOLIOSALES & MARKETING

Page 20: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

20RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

Rank Models 2017BR

Represent.1 SANDERO + STPW 116481 51,2%

2 LOGAN 52334 41,4%

3 DUSTER 48858 28,9%

4 OROCH 26116 33,5%

5 CAPTUR 22429 44,5%

6 KANGOO VU 18139 5,6%

7 KWID 17532 100,0%

8 MASTER 7252 68,6%

9 FLUENCE 4596 19,4%

10 KOLEOS 3127 -

11 CLIO 4 2113 -

12 KANGOO VP 2048 -

13 CLIO 2 1994 3,0%

14 DOKKER VU 731 -

15 ALASKAN 564 -

TOP 10 SALES – 2017 YTD OCTOBERSALES & MARKETING

TOP 5 models in region represent 82%

of the sales

Sales representativeness per

country– 2017

Brazilian

Share

Page 21: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

21RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

SEGMENT EVOLUTIONSALES & MARKETING

ARGENTINA (%)

3,3 3,9 4,0

8,1 8,4 11,1

32,1 33,5 31,3

16,016,6 15,7

5,8

13,6 15,37,7

4,3 4,312,66,5 6,1

10,2 9,4 8,7

2014 2017 2018

C - SUV

C - SEDAN

C - HATCH

B - SUV

A - HATCH

B - HATCH

B - SEDAN

B OTHERS

BRAZIL (%)

4,8 5,7 7,6

46,042,7 40,9

19,8

16,2 15,5

2,912,2 14,5

2,8 1,3 1,1

8,7 9,0 8,0

5,3 6,5 6,8

2014 2017 2018

A - HATCH

B - SEDAN

B - SUV

C - SEDAN

C - SUV

B - HATCH

C - HATCH

Page 22: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

22RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

PRODUCT WEIGHT EVOLUTION (PC) – LATIN AMERICASALES & MARKETING

14,2%

56,4%

22,3%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

2016 2018

Page 23: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

23RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

PRODUCT WEIGHT EVOLUTION (LCV) – LATIN AMERICASALES & MARKETING

Page 24: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

24RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

• 100 is the basket average,

• Higher than 100 means Renault sells its cars above basket price.

• New product as opportunity to increase price positioning as illustrated by Captur :

• Brazil: 102,5

• Argentina: 104,4

• Colombia: 106,5

Zoom Brazil : Evolution of last 7 years

PRICE STRATEGY: TPVA (TRANSACTION PRICE VALUE ADJUSTED ) > 100 SALES & MARKETING

TPVA 2015 2016Oct

2017

AMERICA 100,4 100,2 101,9

BRAZIL 100,4 100,3 101,5

ARGENTINA 100,2 100,1 103,8

COLOMBIA 100,4 100,0 100,4

Page 25: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

RENAULT RESTRICTED B 25NOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

G. LECERF

AMERICAS RCI DIRECTOR

04

Page 26: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

26RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

RCI BANK & SERVICES IN THE AMERICAS

BrazilPartner: 60% RCI / 40% Santander

Rating: Aaa.br Moodys

ArgentinaPartner: 60% RCI / 40% BBVA

Rating Aa2 (arg) Moodys

ColombiaPartner: 51% RCI / 49% BBVA

Retail Customer Portfolio 333,039 102,452 30,511

Brands supported

Contract Volume 114,234 55,605 25,646

% Financing / Total Sales 39% 36% 50%

% Services / Total Sales 84% 235% 105%

Employees (Full Time + Contractors) 316 140 138

FTEs: 47

Temp. employees: 2

Outsourcing (F&I): 89

FTEs: 139

Outsourcing (F&I): 177

FTEs: 62

Temp. employees: 23

Outsourcing: 55

2017

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27RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

BRAZIL – FINANCING IS A KEY SALES TOOL

34%

21%28% 26% 30% 33% 34%

19%

51%60%

51%

31%

55%

27%

66%

33%

5%

2%

4% 6%5%

9% 5%

3%

6%

5%

6%

2%

3%

2%

3%

2%

51%68%

59% 60% 52%50% 51%

67%

35%26%

29%

61%

29%

62%

16%

55%

7% 4% 5% 6%11%

6% 7% 6% 7% 8% 12%3%

11%7%

11%7%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

TIV RENAULT NISSAN CHEVROLET FIAT VW HYUNDAI FORD TOYOTA HONDA JEEP PEUGEOT MITSUBISHI CITROEN MERCEDES BMW

Other Financed outside of the dealership Financed within the dealership Leasing Consortium Cash

Sources : NCBS Survey

COMPETITORS

A B C D E F G H I J K L M N

CAPTIVE BANKS COMMERCIAL AGREEMENT RETAIL BANKS

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28RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

BRAZIL – GROWTH WITH A SOUND PORTFOLIO

1,6%

1,9%2,1%

1,7%

1,7%

2,1%

2,4%2,2%

1,1 0%

1,6 0%

2,1 0%

2,6 0%

3,1 0%

Jan15 Jul15 Jan16 Jul16 Jan17 Jul17

RCI Other Brands

2015 2016 2017

Past due over 90 days (% of receivables)

Source: ANEF

RCI share of Auto Finance Market

Source: Santander Financiamento

Banco RCI Brazil maintained high credit standards while growing throughout the crisis

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29RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

Funding diversification

Static Liquidity Position (daily):

Full matching between assets and liabilities.

Dynamic Liquidity Position (monthly):

Secure the activity in case funding becomes unavailable

Instruments : committed lines, cash or partner support agreement.

Actual Rules:

Maintain a minimum of 120 days financing activity.

Contingency Plan if reserves fall below 90 days.

SOURCES OF FUNDING AND LIQUIDITY POLICY

*September closing

Liquidity Policy

Largest Public Bond issuer in the Brazilian capital Market

Bank 1: Shareholder Partner

Page 30: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

30RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

F. LIMA

GM SYSTEMS, PLATFORMS & COMPONENTS

05 REGULATORY

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31RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

CURRENT SCENARIO - INOVAR AUTO

2019 2020 2021 202220182017

LEV 6 LEV 7

INOVAR AUTO

Attained GOAL

EMISSIONS

Page 32: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

32RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

FORTHCOMING SCENARIO - ROTA 2030

2019 2020 2021 202220182017

LEV 6 LEV 7

Connectivity

Energy(Fuel) Efficiency

Safety

3 Main Clusters

EMISSIONS

ROTA 2030

Not enacted – Still under government internal discussions

Page 33: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

33RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

R. POSTEMA

ALLIANCE GLOBAL DIRECTOR PURCHASING AMERICAS

06 SUPPLIERS

Page 34: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

34RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

MEXICO

BRAZIL

COLOMBIA

ARGENTINA

Purchasing Value 1,9B €

381 BOP Suppliers

ArgentinaPurchasing Mass 154M €

105 BOP Suppliers

ColombiaPurchasing Mass 115M €

37 BOP Suppliers

BrazilPurchasing Mass 1,61B €

239 BOP Suppliers

PURCHASING

SO UT H AMERICAZOOM IN: ALLIANCE SUPPLIERS

TOP 20 ALLIANCE SUPPLIERS(random order within TOP20)

YAZAKI

CONTINENTAL

BOSCH

BRIDGESTONE

ANTOLIN

CIE AUTOMOTIVE

EBERSPACHER

FAURECIA

GKN

AUTOPARTS

JOHNSON CONTROL

JTEKT

MAHLE

TAKATA

SUMITOMO

TREVES

USIMINAS

VALEO

YOROZU

MAXION

Available technologies

Macroeconomic conditions

Distressed suppliers

Macroeconomic conditions

Dependency of Brazilian

market

New Government

incentives to industry

Macroeconomic conditions

Competitiveness

COUNTRIES + & -

Missing Technologies

Region

• ESC

• PADs

• Electronic components

• Subatrate PGM

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35RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

LO CAL INTEG RATION – FO CUS BRAZIL

2014 2017 Objective

80%

Competitiveness

FX Exposure

Legislation

*Projects Average LI Performance (ISO FX and w/O CAFB effect)

2017 PRR* Ratio - Logan: 73%

2017 PRR* Ratio - Kwid: 58%

* PRODUCT REGIONAL RATIO

PURCHASING

65%

Localization (with higher price/cost) is not an objective by itself.

Region performs arbitration process on competitiveness

65%

Page 36: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

36RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

07Q&A

Page 37: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

RENAULT RESTRICTED B 37NOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

Page 38: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

38RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

MARKETRENAULT BRAZIL BUSINESS REVIEW – 2017 RESULTS

WINNERS & LOSERS – 2017 YTD

Vol PdM

1º 319.418 18,0%

2º 239.937 13,6%

3º 220.872 12,5%

4º 167.281 9,4%

5º 165.010 9,3%

6º 154.603 8,7%

7º 138.647 7,8%

8º 108.438 6,1%

9º 71.732 4,1%

10º 61.509 3,5%

11º 21.665 1,2%

12º 18.499 1,0%

2017 TOTAL

YTD October

Page 39: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

RENAULT RESTRICTED B 39NOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

PRO+ & PROJECT TITANSales & Marketing

AMERICA BRAZIL

Points of Sales 690 269

Points Pro+ 88 56

PROJECT TITAN

Page 40: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

40RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

MAIN DRIVERS FOR AMBITION

Sales efficiency• Maintain high campaign level thru competitiveness/efficiency • Small fleet financing increase• Sales process thru quotation tool & digital sales implementation

Network support• Sales organization and training• Insurances roll out to preserve dealer profitability • Support thru adequate floor plan

Customer loyalty• CRM and database enrichment• Loyalty enhancers and new Services

Sustainable profitability• Competitive Funding• Maintain cost of risk while approving more with improved collection• Increase productivity and reduce costs (automation)

Vision: The bank of the Alliance, partner with networks and customers

Page 41: 2017 Budget hearing Asia-Pacific region - Site officiel du ... · rta rta rta rta rta renault digital 40% latin executives (o/w 2 ceos) investment analysts mission - americas november

41RENAULT RESTRICTED BNOVEMBER 2017INVESTMENT ANALYSTS MISSION - AMERICAS

BRAZIL – A WIDE RANGE OF PRODUCTS

RETAIL CLIENTS WHOLESALE CLIENTS

FINANCING

CDC & FINANCIAL LEASING NEW/USED

BALLOON / TROCA FACIL

CONSORCIO

CAR CENTRIC SERVICES

CAR INSURANCE

WARRANTY EXT NEW CAR AND USED

MAINTENANCE

CUSTOMER CENTRIC SERVICES

GAP

DISABILITY AND UNEMPLOYMENT

FINANCIAL PROTECTION SPF

FINANCING

NEW

USED

PARTS

FIDC FLOOR PLAN

SERVICES

INSURANCE FOR PATIO

CREDIT INSURANCE