POSITIONED FOR GROWTH BNSF Railway. John Miller Group Vice President Agricultural Products BNSF Railway

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1 POSITIONED FOR GROWTH BNSF Railway John Miller Group Vice President Agricultural Products BNSF Railway 1

2 Historic Rail Industry Volumes U.S. Class I Weekly Rail Volumes 800, ,000 (000) Units 700, , , , , ,000 2 Source: AAR, CS-54 Data through Week 21, May 28, 2016

3 Recent Volume Trends Across the U.S. Rail Industry 10% Year-over-Year Percent Change Four-Week Rolling Average Volume U.S. Class I Rail Industry % year-over-year Last 4 weeks through Week 21-14% Weeks 3 Source: Association of American Railroads (AAR) through week 21; May 28, 2016

4 BNSF Weekly Volume Trends Peak 2015 Peak 219K 215K Units BNSF Railway Units Weekly Railroad Traffic Actuals Through Week Source: Association of American Railroads (AAR) through May 28, 2016

5 Economic Conditions The Good, The Bad, and The Ugly U.S. Railroads (CS54 Groups, % Change in Units Handled) 2016 YTD, Most Recent 21 Weeks 2016 vs (through May 28, 2016) ALL OTHER WASTE AND SCRAP FOOD AND KINDRED CHEMICALS LUMBER AND WOOD GRAIN GRAIN MILL PRODUCTS PULP AND PAPER CRUSHED STONE METALLIC ORES TRAILERS -32.7% -26.3% -20.4% -20.6% -13.7% 1.2% 0.9% 0.8% 0.5% -1.3% 0.2% -6.0% -2.6% -6.3% -6.4% -6.6% -6.8% -7.1% 7.6% 9.8% 18.0% 22.5% -40% 30% 5 Source: Association of American Railroads (AAR) through May 28, 2016

6 U.S. Economic Outlook Trend Annual Forecast Changes Over Time y/y percent change GDP IPI Less Tech 6 Source: IHS Economics, May 2016

7 The Rail Industry Sees Cyclical Movements Similar to GDP Percent Change Year-over-Year 12% -17% U.S. Rail Volumes U.S. GDP 7

8 Exchange Rates Wall Street Journal U.S. Dollar Index 00 U.S. Dollar Index June 3, % y/y -5% YTD +19% vs. Jul ' /01/ /19/ /04/ /20/ /05/ /21/ /08/ /24/ /09/ /25/ /06/ /24/ /10/ /25/ /11/ /26/ /13/ Source: Wall Street Journal, BUXX; June 3, 2016

9 BNSF is a Leading U.S. Railroad A Berkshire Hathaway company 32,500 route miles in 28 states and operates in three Canadian provinces Approximately 8,199 locomotives 13,000 bridges and 88 tunnels Moves one-fourth of the nation s rail freight Operates about 1,200 freight trains per day Serves more than 40 ports and 25 intermodal facilities Leads rail industry in technological innovation Unlike other forms of transportation, BNSF trains operate on an infrastructure financed almost entirely by the railroad 2015 BNSF Density Flow 9

10 What BNSF Carried in 2015 (000) Units CONSUMER PRODUCTS 5,066 COAL 2,286 Y/Y CHANGE +0.5% Y/Y CHANGE +0.7% INDUSTRIAL PRODUCTS 1,873 Y/Y CHANGE -5.9% AGRICULTURAL PRODUCTS 1,044 Y/Y CHANGE +7.2% (thousands of units) 10

11 Consumer Products Commodity Breakdown Domestic International Automotive 11

12 BNSF Network Consumer Products 2015 BNSF Consumer Products Density Flow 12

13 Consumer Products The long-term outlook for Domestic intermodal rong given the demand for Highway-to-Rail versions International intermodal will grow with the economy and Trans- Pacific Trade Regulatory pressure on Truck Industry Hours of Service, Electronic Logging Device, Drug and Alcohol Database, Speed Limiters 13

14 Consumer Products Market Drivers REAL GDP VS. "LESS-TECH" MANUFACTURING OUTPUT GDP GROWTH VS. INTERMODAL GROWTH 4.0% Real GDP Less-Tech Mfg. 16% 8% 0.0% Jul-08 Jan-08 Jul-09 Jan-09 Jul-10 Jan-11 Jul-11 Jan Source: IHS Economics, FTR 2015Q1 2015Q2 2015Q3 2015Q4 2016Q1 2016Q2 2016Q3 2016Q4 2017Q1 2017Q2 2017Q3 2017Q4 RETAILERS INVENTORIES Jul-12 Jan-12 Jul-13 Jan-13 Jul-14 Jan-14 Jul-15 Jan-15 Jul-16 Jan-16 Jul-17 Jan-17 Jul-18 Jan-18 Jul-19 Jan-19 Jan-20 1% -7% -15% '- '(75) '(150) '(225) '(300) U.S. GDP NA Intermodal Driver Shortage (-) / Surplus (+)

15 What BNSF Carried in 2015 (000) Units CONSUMER PRODUCTS 5,066 COAL 2,286 Y/Y CHANGE +0.5% Y/Y CHANGE +0.7% INDUSTRIAL PRODUCTS 1,873 Y/Y CHANGE -5.9% AGRICULTURAL PRODUCTS 1,044 Y/Y CHANGE +7.2% (thousands of units) 15

16 BNSF Network - Coal 2015 BNSF Coal Density Flow 16

17 Coal Decreased electricity generation due to record mild winter and low natural gas prices has resulted in all-time high coal inventory levels Unfavorable export market driven by worldwide supply and strong dollar Increased Federal regulation leads to more renewable capacity and coal plant closures in the long-term 17

18 Coal Energy Markets Low natural gas prices and softening utility generation NATURAL GAS PRICE PRB INVENTORIES $6 115 $5 94 $3 $2 $0 400, ,000 Jan-14 Jul-14 Jan-15 Jul-15 Jan-16 Jul-16 Jan-17 Jul-17 Jan-18 Jul-18 Jan-19 Jul-19 Jan-20 Jul-20 WEEKLY U.S. POWER GENERATION Days Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14 Jul-14 Jan-15 Jul-15 Jan-16 Days of Burn Normal Days of Burn PRB COAL BURN 230,000 kwh 145,000 Days ,000 Jan May Jun Jul Nov Dec YR MIN 5 YR Range YR AVG 18 Source: Nymex; Energy Ventures Analysis; EEI 16 Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14 Jul-14 Jan-15 Jul-15 Jan-16

19 What BNSF Carried in 2015 (000) Units CONSUMER PRODUCTS 5,066 COAL 2,286 Y/Y CHANGE +0.5% Y/Y CHANGE +0.7% INDUSTRIAL PRODUCTS 1,873 Y/Y CHANGE -5.9% AGRICULTURAL PRODUCTS 1,044 Y/Y CHANGE +7.2% (thousands of units) 19

20 Industrial Products Commodity Breakdown Food & Beverage Beer & Wine Canned Goods Perishables Vegetables Construction Products Pipe, Sheet, Structural, Scrap, Taconite, Aluminum, Sand, Salt, Clays, Crushed Stone, Cement, Lime, Gypsum Petroleum Products Crude Oil LPG Asphalt Alcohols & Solvents Building Products Paper, Pulp, Lumber, Panel, Rail Equipment, Transformers, Generators, Roofing Materials, Waste Chemicals & Plastics Acids, Intermediates, Caustic Soda, PVC, Polypropylene, Polystyrene, Polyethylene 20

21 BNSF Network Industrial Products 2015 BNSF Industrial Products Density Flow 21

22 Industrial Products Dramatically lower oil prices have driven down demand for petroleum and its associated products (such as frac sand and steel pipe) Demand for residential and commercial construction materials (aggregates, cement and lumber) remains solid The strong U.S. Dollar is limiting steel exports, as well as steel inputs such as taconite 22

23 Active Oil Rig Counts Bottoming Out Current rig count supported by improved supply-demand and pricing environment 1,800 U.S. OIL RIG COUNT 120 WEEKLY WTI SPOT PRICE 2009-CURRENT 1, Rig Count Million bbls/day /2/09 8/14/09 3/26/10 11/5/10 6/17/11 CRUDE OIL PRODUCTION (Lower 48 States-Onshore) 23 Source: Baker Hughes, BTU Analytics, EIA.gov 1/27/12 9/7/12 4/19/13 11/27/13 7/11/14 2/20/15 10/2/15 5/13/16 May-16 Nov-15 May-15 Nov-14 May-14 Nov-13 May-13 Nov-12 May-12 Nov-11 May-11 Nov-10 May-10 Nov-09 May-09 $/bbl BBLS/day , '- Jan-09 Jun-09 Dec-09 Jun-10 Dec-10 Jun-11 Nov-11 May-12 Nov-12 May-13 Nov-13 May-14 Oct-14 Apr-15 Oct-15 Apr-16 NEW WELL OIL PRODUCTION PER RIG Bakken Eagleford Niobrara Permian Jan-09 Jul-09 Jan-10 Jul-10 Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14 Jul-14 Jan-15 Jul-15 Jan-16

24 Successful What BNSF Leadership Carried in 2015 Successful Business (000) Units CONSUMER PRODUCTS 5,066 COAL 2,286 Y/Y CHANGE +0.5% Y/Y CHANGE +0.7% INDUSTRIAL PRODUCTS 1,873 Y/Y CHANGE -5.9% AGRICULTURAL PRODUCTS 1,044 Y/Y CHANGE +7.2% (thousands of units) 24

25 Agricultural Products Commodity Breakdown Wheat Barley Corn Soybeans Milo Grain Bulk Foods Sweeteners Syrups Animal Products Starch Other Grain Products Oils Feeds Flour Specialty Grains Oilseeds & Meals Malt Fertilizer Ethanol 25

26 BNSF Network Agricultural Products 2015 BNSF Agricultural Products Density Flow 26

27 Agricultural Products U.S. grain supplies are at their highest levels in almost 30 years after three consecutive large crops, incenting farmers to store grain Grain exports remain challenged due to the strong U.S. dollar and high domestic/global supplies Global demand continues to outpace supply 27

28 Agricultural Products Market Drivers 80,000 WORLD GRAIN SUPPLY OUTPACING DEMAND Supply Demand 3,000 CHINESE SOYBEAN IMPORTS Million Bushels 75,000 70,000 65,000 Million Bushels 2,250 1, , / / / / /16 '- 2011/ / / / /16 Million Bushels 3,500 2,625 1, '- U.S. RECORD ENDING GRAIN STOCKS Corn Wheat Soybeans 2011/ /13 28 Source: USDA.gov; / / /16 $9 $8 Corn Price $6 $5 $3 STRONG DOLLAR VS. CORN PRICE Corn Price U.S. Dollar Index Jan-10 Jul-10 Jan-11 Aug-11 Feb-12 Sept-12 Mar-13 Oct-13 Apr-14 Nov-14 May-15 Nov-15 $11 $10 $9 $8 $7

29 Northern Migration of Crop Production

30 U.S. Farm Income Decreases USDA forecasting a 40% decrease in U.S. Farm INCOME in 2016 v Total U.S. Farm DEBT will RISE $9B year over year totaling $373B in 2016 Total U.S. Farm EQUITY expected to decrease by 2% in Source: USDA ( U.S. and State-Level Farm Statistics February, 2016

31 Rail Industry Capital Spend Over the Years Record Railroad Spending on Infrastructure & Equipment* $ Billions $32.0 $26.5 $21.0 $15.5 $ Capital Spend * Capital spending + maintenance expenses. Data are for Class I railroads 31 Source: AAR

32 BNSF s Capital Investments Replacement Capital Expansion PTC Locomotive Equipment $ Billions $ F 32

33 2016 Capital Investments 2016 Capital Commitment $4.2B 12% 8% 14% 66% Core Network and Related Assets Locomotive, Freight Car, and Other Equip Expansion and Efficiency PTC $2.8 billion Core Network & Related Assets $600 million Loco, Freight Car, & Other Equip $500 million Expansion & Efficiency $300 million Positive Train Control 33

34 34

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