Gl b l t ti lGlobal potential 120,000 trucks

Henrik HenrikssonHenrik Henriksson Executive Vice President, Head of Sales and Marketing

Sales and Marketing

5 Business areas Trucks Buses and coaches Engines Engines Parts and services Commercial services

d l tiand solutions

Scania’s 2020 objectives

Global potential 120,000 p ,Scania trucks

Ambition to increase services to 25-30% of total revenue

P t ti l f 15 000 Potential for 15,000 buses and 20,000 industrial and marine engines

Sales and Marketing Strategy

Customer Long term view Establish Customer Application

Strategy

Long-term view – 10 year

vehicle life

position in emerging markets

Market share

Customer Application strategy

Retail

Box andcurtaincu ta

Application focusExample: Construction tipper

Application Unitsppbusiness plan

Understanding

Units

customer needs

Targeted Sales and M k ti ti itiMarketing activities

Application focusExample: Construction tipper Germany

Application Unitsppbusiness plan

Understanding

Units

customer needs

Targeted Sales and M k ti ti itiMarketing activities

120,000 trucks by 2020

Europe Eurasia

Europe45,000

45,000 16,000

Latin America 26,000

Africa and Oceania

Asia26,000

7,000

European heavy truck market cycle

250 000

300,000

350,000

150,000

200,000

250,000

0

50,000

100,000

Truck registrations >16 tonnes

01973 1980 1990 2000 2012

g

Europe

Increase market

Compared to previous peak

45,000trucks

share in selected markets and segments

trucks

44,400segments

Maintain leadership in fuel efficiencyy

Euro 6 and Scania Streamline

Maintain leadershipMaintain leadership in fuel efficiency

Proven Euro 6 Proven Euro 6 record

Full Euro 6 range Full Euro 6 range available from 2014

Customer operating cost

Long haulage operatorWestern Europe

Mining contractorIndonesia

Tyres, 3%Repair andmaintenance R i d

Tyres

Western Europe Indonesia

Driver

Admin.

VehicleRepair and maintenance

Fuel

Driver

43%

7%5%

21%6%35%

12%9%

Admin.

Lubricants and filters, 1%

23%35%

Fueland filters, 1%

Vehicle

Ecolution – the results so far

Fuel saving of 3,000Accumulated volume

gbetween 10-15%

18 markets by

3,000

2,500

2 000year-end 2013

~ 10% of sales in tifi d k t

2,000

1,500

certified markets 1,000

500

0Aug2012

Jan Aug2013

Eurasia

Total Russian truck fleet Compared to previous peak

has a relatively high average age 16,000

trucks

Road transport is gaining market share

St th iti i Strengthen position in long haulage

Same structual shift

7,400

Same structual shift starting in Ukraine and Kazakhstan

Latin America

Build on strong brandCompared to previous peak

g

Continue to expand in mining and heavy

26,000trucks

distribution in Brazil

Next step in Peru, Chile d C l bi

18,000

and Colombia

Breakthrough order in Colombia

Order of 81 tipper pptrucks for construction of hydroelectric planthydroelectric plant

Scania is providing a team of technicians, parts and driver training

Asia

Significant growth in the advanced segment in

Compared to previous peak

26,000trucks

gChina

India in the starting phase for long haulage busesfor long haulage, buses and heavy distribution

New segments in Malaysia, 12 500

g y ,Indonesia, Vietnam

New segments in Turkey

12,500

Longer term potential in the Gulf states

Africa & Oceania

Growing focus on life-Compared to previous peak

gcycle cost, road safety and environmental performance in the

7,000trucks

performance in the African market

Mining segment in g gAustralia

3,100

South AfricaScania truck deliveries

1,200

GDP/capita*: USD 6,600Units

800

1,000

,

GDP/capita*: USD 5,200

600

800

GDP/capita*: USD 4,400

200

400

01994 1996 1998 2000 2002 2004 2006 2008 2010 2012

*10 year average

Global potential 15,000 buses

Europe Eurasia3,000 700

Latin America 4,800

Africa and Oceania

Asia4,800

1,700

Bus systems

Significantly lower g yinvestment cost compared to rail-based solutionssolutions

Potential for Scania in the service business

Global potential 20,000 engines

Europe Eurasia6,000 500North America

2,000

Latin America 4,500,

Africa and Oceania

Asia6,500

500

Engines – focus on industrial segment

Industrial all-d t

Opportunities in th t iti tspeed segment

Fuel efficiencyU ti

the transition to Tier4-final

Uptime

Summary

Recovery in Europe and y ppotential in emerging markets base for growth

Deliver on fuel efficiency and uptime

St d t tf li Strong product portfolio

Application focus and concepts to combineconcepts to combine vehicles and services