TOFAŞ RESULTS WEBCAST PRESENTATION

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1 TOFAŞ RESULTS WEBCAST PRESENTATION

2 AGENDA Highlights Turkish Automotive Industry Production Domestic Market Developments Tofaş Domestic Market Performance Export Markets & Tofaş Performance Financial Performance Investments Expectations 2

3 HIGHLIGHTS Tofaş concluded FY17 on a high note, with all-time-record Net Revenues of TL17.5B, EBITDA of TL 2.0B and Consolidated Net Profit of TL 1.3B. Tofaş achieved the highest production volume in the history of Turkish Automotive Industry, manufacturing 384k units in FY17. In 2017 Fiat climbed to the 2nd position in the domestic market, achieving 12,6% market share and marking a considerable improvement over last year s 4th position, For the second consecutive year, Fiat Egea is the best-selling passenger car in Turkey, reaching 6,6% market share with over 48K units. Tofaş climbed to the to 3rd position from 5th in the «Turkey s Top 500 Industrial Enterprises» list issued by the Istanbul Chamber of Industry (ISO).

4 TURKISH AUTOMOTIVE INDUSTRY Turkish Auto Production - Cumulative 25.6% 25.8% 2,000, % 23.0% 22.1% 22.8% 1,800,000 1,600,000 1,543,587 1,485,927 1,400,000 1,223,838 1,200,000 1,033,225 1,000, , , , , , , % 20.0% 15.0% 10.0% 5.0% Turkish Auto Exports - Cumulative 24.5% 24.5% 1,800,000 units 22.1% 21.5% 1,600, % 20.7% 1,400,000 1,200,000 1,141,382 1,215,977 1,000, , , , , , , , , % 20.0% 15.0% 10.0% 5.0% 0 Sep-16 Dec-16 Mar-17 Jun-17 Sep-17 Nov % 0 Sep-16 Dec-16 Mar-17 Jun-17 Sep-17 Nov % Source: OSD Turkey Tofaş % Source: OSD Turkey Tofaş % YTD Nov 2017, total Turkish motor vehicle production volumes increased by +16.1% Y-o-Y, reaching 1,544ku. Tofaş is the largest manufacturer of the industry in the first 11 months of the year, with 352ku. Export volume of Turkish auto industry grew by 18.9% Y-o-Y, reaching 1,216k units. Thanks to Tipo Family, Tofaş export volumes reached 251.5k units YTD November 2017 (FY17: 271k). 4

5 TOFAŞ PRODUCTION Tofaş Production Volume - Quarterly units 125, , , , , ,000 93,763 79,103 82,878 82,242 75,000 50,000 25, Q Q Q Q Q1 2017Q2 2017Q Q4 400, , , , , , ,000 Tofaş Production Volume - Cumulative units 50, , , , ,491 93, , , ,174 Mar.16 June.16 Sept.16 Dec.16 Mar.17 June.17 Sept.17 Dec. 17 Tofaş YTD December production remained parallel to the previous year at 384k units. Tofaş YTD December production mix is 55% Passenger Cars & 45% Light Commercial Vehicles. Tofas YTD December Capacity Utilization Rate stands over 90% (in 3 shifts) 5

6 DOMESTIC MARKET SEGMENT EVOLUTION 000 units -2.8% +1,4% +3,2% -4.5% % Source: ODD Passenger Cars Light Commercial Vehicles Total 2015 December YTD 2016 December YTD 2017 December YTD 6

7 TOTAL DOMESTIC MARKET PC & LCV MONTHLY RETAIL SALES 000 units Source: ODD Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Total domestic market retail sales showed a decline of -2.8% Y-o-Y and resulted as 956k units YTD December

8 TOFAŞ DOMESTIC SALES PC & LCV MONTHLY RETAIL SALES 000 units Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Tofaş local market retail sales totalized k units in FY17. Despite the 2.8% decline in total domestic market, Tofaş retail sales showed a growth of +12.7% YTD December Y-o-Y, thanks to the availability of Egea full product line-up (full year for HB, SW) and Fiorino Gas

9 FIAT DOMESTIC MARKET SHARE PASSENGER CARS MARKET SHARES Big jump of Tofaş market share. Including Premium brands YTD December 2017 is 8.9% vs. 7.3% in % of Tofaş domestic sales come from locally manufactured vehicles and this is the highest ratio in Turkey. YTD December 2017, Fiat Egea is the best seller among passenger cars with 6.6% market share 15.7% 12.4% 8.5% 6.8% 2017 December YTD 6.2% 5.8% RENAULT VW FIAT HYUNDAI OPEL DACIA Source: ODD 14.1% 13.4% 2016 December YTD 7.3% 6.9% 6.5% 6.2% RENAULT VW OPEL FIAT HYUNDAI TOYOTA 9 Source: ODD

10 FIAT DOMESTIC MARKET SHARE LIGHT COMMERCIAL VEHICLES MARKET SHARES Fiat confirms its leadership in CDV segment Successful launch of Fiorino 1.4 gasoline 30.5% 25.1% 2017 December YTD 11.9% 7.2% 4.5% 3.9% Source: ODD FORD FIAT VW RENAULT PEUGEOT MERCEDES 30.1% 23.7% 14.5% 2016 December YTD 6.7% 4.5% 3.7% Source: ODD FORD FIAT VW RENAULT PEUGEOT CITROEN 10

11 FIAT DOMESTIC MARKET SHARE MARKET SHARES PC + LCV COMBINED YTD December 2017, Fiat market share is 12.6% up by 1.8pps YoY, climbing from 2nd position from 4th in the market. 13.6% 12.6% 12.3% 11.6% 2017 December YTD 5.5% 5.1% RENAULT FIAT VW FORD HYUNDAI DACIA Source: ODD 13.7% 12.4% 11.1% 10.8% 2016 December YTD 5.6% 5.4% Source: ODD VW RENAULT FORD FIAT OPEL TOYOTA 11

12 TOFAŞ EXPORTS

13 TOFAŞ EXPORTS SEGMENT EVOLUTION -3.1% 000 units +3,2% +1,4% % 1.6% Passenger Cars Light Commercial Vehicles Total 2015 December YTD 2016 December YTD 2017 December YTD 13

14 TOFAŞ EXPORTS Tofaş Monthly Export Volumes 000 units , Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec YTD December 2017 Tofaş exports declined 3% Y-o-Y totalizing 271k units Volume growth during H1 is mainly driven by the new Fiat Egea/Tipo (Dodge Neon) family vehicles. In H2, FCA focus on inventory management and a lower-than-expected penetration in the fleet channel in Europe, affected export volumes. 14

15 EUROPEAN MARKETS Total European PC Market units Total European LCV Market units 4,500, % 600, % 4,000,000 3,500,000 3,000,000 2,500,000 2,000,000 1,500, % -5.7% 4.7% 7.9% 7.7% 500, , , , % -3.6% 4.9% -3.4% 15.5% 1,000, , ,000 0 Source: ACEA Rest of Europe GERMANY UK FRANCE ITALY SPAIN Jan-Dec 16 Jan-Dec 17 Tofaş Export to Europe 235k Jan-Dec'16 235k Jan-Dec'17 0 Source: ACEA Rest of Europe FRANCE UK GERMANY ITALY SPAIN Jan-Dec 16 Jan-Dec 17 Growth seen in major European markets except UK, badly affected by Brexit, continued in Market with the strongest growth rates are the ones where FCA has a higher share 15

16 EXPORT MARKETS SALES BREAKDOWN 2016 FY (Total Units:280k) 2017 FY (Total Units:271k) USA & Canada; Mexico; 1.8% Other; 2.2% 6.5% MENA; 5.4% Rest of Europe; 12.0% Italy; 37.8% USA & Canada; 4.7% Rest of Europe; 9.0% MENA; 4.0% Mexico; 1.7% Other; 3.5% Italy; 37.6% Poland; 5.1% Belgium; 3.7% Belgium; 4.5% Spain; 8.4% France; 7.9% Spain; 8.1% France; 9.5% UK; 5.8% Germany; 8.3% UK; 5.3% Germany; 6.9% 16

17 TOFAŞ SHIPMENTS PC&LCV QUARTERLY BREAKDOWN 000 units Q Q Q Q Q Q Q Q4 Export Domestic Tofaş 2017 shipments remained flat Y-o-Y, at 393k units. Q shipments remained below Q4 2016, with 105.6k units due to lower exports.. 17

18 SHIPMENTS BY BUSINESS 2017 YTD December Domestic Exports LCV % PC % LCV % PC % Total PC LCV PC LCV LCV % PC % PC LCV 18

19 SHIPMENTS BY MODEL 2017 YTD December units 2017 YTD 2016 YTD Δ 2017 YTD 2016 YTD Δ Exports Domestic Market Linea Linea 8,436 7,298 1,138 Tipo Sedan 30,473 45,998-15,525 Egea Sedan 42,873 34,796 8,077 Tipo HB & SW 98,191 65,108 33,083 Egea HB & SW 4,361 4, Doblo 0 5,236-5,236 New Doblo 27,970 28, New Doblo 58,289 63,631-5,342 Fiorino 27,656 22,971 4,685 GM (Opel, Vauxhaul) 19,346 25,556-6,210 MCV PSA 0 3,062-3,062 Ram Promaster City 12,651 18,173-5,522 Imported Vehicles 11,411 11, MCV Fiat 37,351 40,842-3,491 Domestic Total 122, ,490 13,364 MCV PSA 14,395 14, Others Total Shipments 393, ,027 1,526 Exports Total 270, ,537-8,777 19

20 FINANCIAL PERFORMANCE 20

21 2017 DEC. YTD FINANCIAL HIGHLIGHTS SHIPMENTS ( 000 units) REVENUES (MTL) 2017 YTD Total: 393k 2017 YTD 11,888 5,580 Total: 17, YTD %0 Total: 392k 2016 YTD 9,839 4,397 %23 Total: 14, Export Domestic 0 5,000 10,000 15,000 20,000 Export Domestic EBITDA (MTL) PBT (MTL) 2017 YTD 2, YTD 1, YTD 1,366 %47 % YTD ,000 1,500 2,000 2, ,000 1,200 1,400 21

22 TOFAŞ REVENUES M TL 14,236 17,468 6,000 5,000 4,000 3,000 2,000 1, , ,716 3,197 2,519 3,228 2,218 1,905 5,067 4,756 4,499 4,098 3,804 3,131 3,128 2,401 1,559 1, ,133 1,371 1, Q Q Q Q Q Q Q Q4 Local Export YTD December 2017 total revenues grew by +23% Y-o-Y, reaching TL 17.5B. Favorable FX rates (i.e.: strong vs. TL) were the main driver of this growth. 22

23 GROSS PROFIT M TL 1,448 2, % 11.1% 11.6% 10.2% 10.3% 10.4% 9.8% 9.8% Q Q Q Q Q Q Q Q4 14.0% 12.0% 10.0% 8.0% 6.0% 4.0% 2.0% 0.0% Gross Profit Gross Profit % YTD December 2017 Gross Profit grew by +40% Y-o-Y reaching TL 2B YTD December Gross Margin is 11,6% 23

24 OPERATING PROFIT M TL , % 7.5% 6.1% 6.1% 5.9% 6.7% 6.5% 5.7% Q Q Q Q Q Q Q Q4 9.0% 8.0% 7.0% 6.0% 5.0% 4.0% 3.0% 2.0% 1.0% 0.0% Operating Profit Operating Margin YTD December 2017 Operating Profit climbed to TL 1.3B showing a growth of 54.1% Y-o-Y The full year Operating Margin increased by 1.5pps to 7.5%. * Calculated by keeping the non financial exchange rate gain & losses out of operating profit in line with previous years. 24

25 EBITDA M TL % 276 1, % 9.9% % % 10.2% YTD December 2017 EBITDA climbed to TL 2.0B with an increase of +46% Y-o-Y. FY17 EBITDA margin increased to 11,5% with 1.9pps annual improvement, reaching a peak of 12.8% in Q4, thanks to FX impact and Cost Reduction measures. * Calculated by keeping the non financial exchange rate gain & losses out of operating profit in line with the previous years % % 2016 Q Q Q Q Q Q Q Q4 EBITDA EBITDA % 2, % 8.0% 4.0% 0.0%

26 PROFIT BEFORE TAX M TL 798 1, % 7.2% 6.4% 6.4% 5.4% 5.3% 5.5% 5.6% Q Q Q Q Q Q Q Q4 8.0% 4.0% 0.0% PBT PBT Margin Profit Before Tax surged by +54.1% Y-o-Y in FY17, amounting to TL 1.2B Q4 PBT margin was up by 3.1pps to 8.6%. 26

27 NET PROFIT M TL 970 1, % 8.4% 7.5% 6.6% 6.7% 6.4% 6.9% 5.9% Q Q Q Q Q Q Q Q4 8.0% 4.0% 0.0% Net Profit Net Profit margin 2017 YTD Net Profit grew by +32.2% Y-o-Y, reaching 1,283 MTL. Average Net Margin in the full year is 7.3%. 27

28 2017 YTD INCOME STATEMENT TL Million Δ % Net Sales 17,468 14, % Gross Profit 2,026 1, % Operating Profit 1, % Profit Before Tax 1, % Net Profit 1, % EBITDA 2,002 1, % Gross Margin % 11.6% 10.2% 1.4pp Operating Margin % 7.5% 5.9% 1.5pp Profit Before Tax Margin % 7.0% 5.6% 1.4pp Net Margin % 7.3% 6.8% 0.5pp EBITDA % 11.5% 9.6% 1.9pp 28

29 RETURN ON EQUITY 39.2% 34.4% 35.0% 27.7% FY14 FY15 FY16 FY17 RoE improvement continues in FY17, reaching a solid 39.2% 29

30 BALANCE SHEET ASSETS (million TL) Current Assets Δ Cash and Cash Equivalents 3,239 2, Inventory 1, Trade Receivables 1,765 1, S.T. Consumer Financing Loans 1,339 1, Other Current Assets Non-current Assets Δ Fixed Assets 2,350 2, Intangible Assets 1,704 1, L.T. Consumer Financing Loans 1, Other Non-current Assets Total Assets 13,875 11,848 2,027 30

31 BALANCE SHEET LIABILITIES (million TL) Current Liabilities Δ Short-term Financial Liabilities S.T. Portion Of L.T. Financial Liabilities 1,900 1, Trade Payables 3,866 3, Other Current Liabilities Non-current Liabilities And Equity Δ Long-term Financial Liabilities 3,231 2, Other Long-term Liabilities Equity 3,583 2, Equity & Liabilities 13,875 11,848 2,027 31

32 FINANCIAL POSITION EUR million Financial Assets KFK - Consumer Loans Granted KFK Financial Liabilities Tofaş Financial Liabilities Net Financial Position Factoring At December 31, Liabilities decreased following the Project related payments of 62mn bank loans, while the strong cash generation in the period softened the impact on the Net Financial Position. 32

33 WORKING CAPITAL EUR million Trade Receivables Inventory Other Receivables Trade Payables Other Liabilities Net Working Capital of which: Factoring As of December 31, Net Working Capital remained stable both on a quarterly and yearly basis. 33

34 INVESTMENTS EUR million Structural Linea Minicargo Doblo & RAM ProMaster City Egea/Tipo Sedan, HB & SW Total Over 1.2B investments in the last four years Egea/Tipo Project investments were completed in

35 EXPECTATIONS 2018 FY expectations are as follows: Domestic light vehicle market (PC+LCV): 930k 950k units Tofaş domestic retail sales: 110k 120k units Export shipments: 270k 290k units Expected production volume: 370k 390k units Investments: M 35

36 APPENDICES 36

37 SPECIAL CONSUMPTION TAX CHANGE PASSENGER CARS Engine displacement (cm 3 ) Pre-tax Price Range SCT Total Tax (SCT+VAT 18%) < TL 46,000 45% 71% <1600 TL46,000 80,000 50% 77% > TL80,000 60% 89% < TL114, % 136% > TL114, % 148% >2000 regardless of price 160% 207% Pre-tax prices were adjusted at the beginning of 2018: For passenger cars <1,600cc, the TL40k limit is raised to TL46k and TL70k limit is raised to TL80k For passenger cars between 1,600cc and 2,000cc, the limit is raised from TL100k to TL114k 37

38 FIAT DOMESTIC MARKET SHARE MONTHLY PC MARKET SHARES Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Fiat Renault VW Hyundai Opel 38

39 FIAT DOMESTIC MARKET SHARE MONTHLY LCV MARKET SHARE Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Fiat Ford VW Renault Peugeot 39

40 FIAT DOMESTIC MARKET SHARE MONTHLY PC + LCV COMBINED Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Fiat Ford VW Renault Hyundai 40

41 CONTACTS INSTITUTIONAL INVESTOR RELATIONS Erman Tütüncüoğlu Financial Risk & Investor Relations Manager T: / 2751 F: : : Büyükdere Caddesi, No:145, Tofaş Han, 34394, Zincirlikuyu / ISTANBUL TURKEY

42 DISCLAIMER This presentation contains forward-looking statements that reflect the Company management s current views with respect to certain future events. Although it is believed that the expectations reflected in these statements are reasonable, they may be affected by a variety of variables and changes in underlying assumptions that could cause actual results to differ materially. Neither Tofaş nor any of its directors, managers or employees nor any other person shall have any liability whatsoever for any loss arising from use of this presentation. 42

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