Fourth Quarter 2010 Results

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1 Fourth Quarter 2010 Results Donald W. Seale Executive Vice President and Chief Marketing Officer

2 Railway Operating Revenue Fourth Quarter 2010 vs Q 2010 Revenue in $ Millions & Year-over-Year % Change Coal $ % Intermodal $ % Merchandise $1, % $2.4 Billion in Railway Operating Revenue Increase of $286 Million, or 14% Revenue Per Unit up 4% Volume up 9% Components of Revenue Growth In $ Millions 4Q Q 2010 Revenue in $ Millions $2,106 $190 $96 $2,392 $2,106 $2,238 $2,430 $2,456 $2,392 4Q 2009 Volume Rev/Unit 4Q Q Q Q Q Q 2010

3 Railway Operating Revenue 2010 vs Revenue in $ Millions & Year-over-Year % Change Coal $2, % Intermodal $1, % Merchandise $5, % $9.5 Billion in Railway Operating Revenue Increase of $1.5 Billion, or 19% Second highest revenue year Revenue Per Unit up 5% Volume up 14% Components of Revenue Growth In $ Millions Revenue in $ Millions $7,969 $1,079 $468 $9,516 $9,407 $9,432 $10,661 $9,516 $7, Volume Rev/Unit

4 Revenue Per Unit 2010 vs Q 2010 RPU Vs. 4Q 2009 Vs RPU Abs. % Chg. Abs. % Chg. Agriculture $2,150 $103 5% $2,113 $16 1% Chemicals $3,251 $100 3% $3,207 $146 5% MetCon $1,620 $153 10% $1,612 $134 9% Paper $2,214 $104 5% $2,171 ($1) (0%) Automotive $2,186 $350 19% $2,232 $411 23% Merchandise $2,215 $150 7% $2,193 $114 5% Intermodal $624 $17 3% $614 $9 1% Coal $1,732 $98 6% $1,747 $151 9% Total $1,400 $57 4% $1,407 $69 5%

5 Railway Volume 2010 Volume vs Q 2010 Volume (000) & y-o-y Percent Change Coal % Intermodal % Merchandise % Fourth quarter volume of 1,708,800 Increase of 141,600 units, or 9% Record Agriculture volume 52-week high loadings for Agriculture, Coal & Intermodal 2010 volume of 6,764, Volume (000) & y-o-y Percent Change Increase of 806,800 units, or 14% Coal 1, % Intermodal 2, % Merchandise 2, % Record Agriculture volume Strong project growth Corridor initiatives Conversions from the highway Economic recovery

6 Coal Comparisons Fourth Quarter 2010 vs Q 2010 Volume (000) & y-o-y Percent Change Total Coal revenue of $685 million, up $105 million, or 18% Industrial 18.0 (4%) Metallurgical % Export 49.3 (18%) Utility % Total Coal volume of 395,300 carloads, up 40,800 or 12% Utility volume increased due to stockpile rebuilding Metallurgical volume was up due to new business & increased steel production Export volume was impacted by strong 4Q 2009 comparisons 18% Year-over-Year Change 12% 6% Revenue Volume Rev/Car

7 Metallurgical Markets & Domestic Steel Production First Quarter 2007 Fourth Quarter 2010 NS Metallurgical Market Carloads 40,000 Domestic Steel Production - Tons 30,000,000 35,000 30,000 25, % 25,000,000 20,000,000 20,000 15,000,000 15,000 10,000 5,000 10,000,000 5,000, NS Domestic Met Carloads Domestic Steel Production Source: World Steel Association Crude Steel Production Statistics, Note: Domestic Steel Production includes Oct. and Nov. Data, and is forecasted for 4Q

8 Utility Coal Volume & Coal Stockpiles Utility Carloads (000) & Coal Stocks (MMT) % Change in GWh vs. Previous Year % Lamberts Point % 5% 0% (5%) (10%) 0 (15%) Utility Carloads (Thousands) Utility Stockpiles (MMT) Southeast Electricity Generation (GWh) Sources: EVA, EEI, Enerfax Daily

9 Export Coal Volume & World Steel Production First Quarter 2007 Fourth Quarter 2010 NS Export Carloads 70,000 World Steel Production - Tons 450,000,000 60,000 50,000 40,000 30,000 20,000 10,000 0 (18%) 400,000, ,000, ,000, ,000, ,000, ,000, ,000,000 50,000,000 0 Source: World Steel Association Crude Steel Production Statistics NS Export Carloads Note: World Steel Production includes Oct. and Nov. Data, and is forecasted for 4Q World Steel Production

10 Intermodal Comparisons Fourth Quarter 2010 vs Q 2010 Volume (000) & y-o-y Percent Change Total Intermodal revenue of $471 million, up $64 million or 16% Triple Crown % Premium % Domestic % International % Total Intermodal volume of 755,000 units up 84,200 or 13% Domestic volume up 22%, led by highway conversions International volume up 4%, driven by improving global demand Premium volume up 14%, driven by gains in parcel and LTL markets 16% Year-over-Year Change 13% 3% Revenue Volume Rev/Unit

11 NS Corridor Strategy Mechanicville Ayer Detroit Chicago Bethlehem NY/NJ Columbus Greencastle Philadelphia Cincinnati Pritchard Roanoke Lynchburg Norfolk Shreveport Memphis Corinth Birmingham Atlanta Charlotte Corridor Volume Increases 4Q 2010 vs vs Premier Route 13% 18% Meridian PanAm Southern 21% 32% New Orleans Jacksonville Titusville Crescent Corridor 33% 31% Meridian Speedway 27% 36% Titusville 78% 146%

12 Merchandise Comparisons Fourth Quarter 2010 vs Q 2010 Volume (000) & y-o-y Percent Change Total Merchandise revenue of $1.2 billion, up $117 million, or 10% Automotive 73.5 (20%) Agriculture % MetCon Paper % Chemicals % +16% Total Merchandise volume of 558,500 carloads up 16,600, or 3% MetCon volume growth driven by new business & 11% increase in domestic steel production 10% Year-over-Year Change 3% 7% Revenue Volume Rev/Unit

13 9,000 7,500 Marcellus Shale Volume Growth 6,000 4,500 3,000 1, Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q

14 ThyssenKrupp, Calvert, AL Pictures of the first 7 shipments from ThyssenKrupp on October 18, million metric tons of carbon steel coil product annually Second 72-inch cold rolling mill to come online fall 2011

15 Merchandise Comparisons Fourth Quarter 2010 vs Q 2010 Volume (000) & y-o-y Percent Change Total Merchandise revenue of $1.2 billion, up $117 million, or 10% Automotive 73.5 (20%) Agriculture % Paper % Chemicals % MetCon % Total Merchandise volume of 558,500 carloads up 16,600, or 3% MetCon volume growth driven by new business & 11% increase in domestic steel production Record Agriculture volume led by fertilizer and corn 10% Year-over-Year Change 3% 7% Revenue Volume Rev/Unit

16 Merchandise Comparisons Fourth Quarter 2010 vs Q 2010 Volume (000) & y-o-y Percent Change Automotive 73.5 (20%) Agriculture % MetCon Paper % Chemicals % +16% Total Merchandise revenue of $1.2 billion, up $117 million, or 10% Total Merchandise volume of 558,500 carloads up 16,600, or 3% MetCon volume growth driven by new business & 11% increase in domestic steel production Record Agriculture volume led by fertilizer and corn Chemicals growth led by gains in petroleum, plastics and industrial intermediates Paper volume led by newsprint, pulpboard & lumber Automotive comparisons impacted by network redesign and quality holds Year-over-Year Change 10% 3% 7% Revenue Volume Rev/Unit

17 Outlook Business Portfolio Chemicals Agriculture Domestic Intermodal International Intermodal & Export Coal Domestic Met Coal & Steel Utility Coal Automotive Manufacturing recovery Build out of ethanol network and export grain growth Highway conversions Improving imports/exports Recovery in global steel production Falling stockpiles and increased electricity generation New business, improved auto production and sales Forest Products Uncertainty in housing, but improving paper markets

18 Long-Term Business Focus & Strategy Corridor Strategy Yield Management Profitability Improvement New Business Development Long Term Revenue & Volume Growth Improve Customer Satisfaction

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