255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 Strategy of DB Schenker Rail AG as a national carrier on the global logistic market Hans-Georg Werner DB Schenker Rail AG 19 June 2014 Sochi

255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 There are two basic sources of DB Schenker Rail strategy. One is the group strategy DB2020 Customer and quality Profitable growth Strategic directions Vision We are becoming the world's leading mobility and logistics company Sustainable business success and social acceptance Cultural change/ employee satisfaction Resource preservation emissions and noise reduction Sustainability dimension Profitable market leader Economic Top employer Social Eco-pioneer Environmental 2

255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 The other is our vision to go “from patchwork to network” 3 Past („Patchwork“)TodayFuture („Network“) National network provider European railway company “under construction” First choice for rail network solutions in Europe PKP SNCF SBB ÖBB NS DSB

255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 Globaliation on the Euroasian transport market causes change in transport demand Past Future Local activities of customers, including supply chains and distribution Local transport needs Good adjustment to local conditions (regulations, legal requirements) Competition with local entities, who offer also only local solutions No obstacle to “nationalisation” of transport conditions Global, Eurasian activities of customers Demand for modes of transport spanning over country borders Trend towards a greater uniformity in the area of transport regulations, especially in the countries of the European Union The “green” factor Intermediate phase, the present 4

255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 On the way to satisfying the global transport demand, cooperation on the rail corridors will be of utmost importance London Wroclaw Usage of the “High- Speed-One” connection from the channel to London First direct transport from Poland to UK Transport on the whole route from Germany to Turkey from one hand Utilisation of both own companies and third party players Cooperation with national railways and premium logistic partners Transport in regular train paths via the Trans-Siberian rail route to China Handling of the containers due to different track gauges in Brest (Belarus) or Dobra (Slovakia) and Manzhouli (China) 5 Cerkezköy Nurnberg

255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 The success will be achieved by those, who are able to cooperate and together offer a holistic solution 1.Know-how from various countries 2.Good relations with other players on the local markets and infrastructure managers/owners 3.Ability to navigate the murky waters of legal/formal requirements 4.Contacts with local “last mile” and additional service providers (logistics companies) 5.Question of assets and their ability to fit the local conditions Challenges Since one operator or logistics company cannot cover all the bases, creating alliances and partnerships to bundle capacities on corridors is the only way to be able to offer a holistic product the customer expects 6

255/255/2550/0/0 100/105/115135/140/150 0/0/102255/0/0 187/202/234221/237/177200/200/205215/222/226252/183/108253/246/177 Thank you for your attention 7