Transpetrol Company Presentation, 13.09.2013, ©2012 Transpetrol GmbH 1

Retrack – a success story!?

BESTFACT Presentation, Vienna 20th September 2013Johannes MargTranspetrol GmbH, Hamburg

1. Product description2. Development in figures3. Key success factors

To meet the demands of their clients, rail forwarding companies do require fortheir work:

• Fast & reliable rail transport systems for blocktrains, wagon groups andsingle wagons

• Competitve transport rates• A high level of operational control

What they usually get, is somewhat unsatisfactory:• Slow, cumbersome transport systems (especially for transport volumes

below blocktrain-level)• Derelict & shrinking infrastructure, antiquated and scarce rolling stock• High costs of transport, especially for single wagons!• Intransparent production and a very low level of operational control

The environment for a rail forwarder

Some reasons for this disparency:

• Railway is a „political commodity“, forstering monopolistic structures in bothoperation and infrastructure for the sake of national interests,

• The separation of (public) rail infrastructure and railway operation has not beenconsequently realised within the EU, effectivly blocking the way for the developmentof a healthy competitive environment.

• Railway is usually the first victim of budgetary restraints,

• Railways, especially the „formerly“ state owned railways of western Europe, are atthe same time (monoplolistic) suppliers and competitors of forwarding companies,

The environment for a rail forwarder

What can be done?

• Take it ! Make the best of the existing rail transport systems

• Leave it ! Go & look for other niches of business

• Do it ! Take an active role & setting up and operating rail transportproducts

offered Transpetrol the opportunity to „do it“ !

Options

Corridor Products, combining both the forwarding and the railway expertise we have, proved to be a valid approach to tackle the aforementioned discrepancies. Since not all can be done by ourselves, the sustainable integration of external railways does play a crucial role..

Our Solution: Own, fully controlled Corridor-products

Rotterdam Hub Hub

BU

RO

HU

SRB

SK

BH

CRO

D AT HUNL

Belgium

NL

Retrack: A product description

is

…a rail transport system on the corridor Benelux – South-East-Europe

…specifically designed to accomodate single wagons and wagon groups of „conventional“ wagons (i.e. hoppers, tank cars, flat wagons)

…based on shunting hubs in Hungary, Germany and the Netherlands for forming mixed „blocktrains“ for the long distance run

…open for all commodities (except RID groups 1 and 7) and all customers

…privately operated , yet cooperating with national railways in SOE

Retrack Transport Corridor

RotterdamAmsterdam

Cologne

Linz

Villach

Györ

Sopron

D

RO

AT

SK

HU

BUSRB

NL

Augsburg

Antwerp

Hamburg

In brief:• Up to 5 departures

per week between Cologne and Hungary

• Up to 3 electric locos employes

Retrack in the Netherlands and BelgiumRotterdam ist connected to the Main hub Cologne via 3-4 weekly antenna-trains. Further destinations in NL or B are generally served via Rotterdam.

Regular services Benelux:• NL- Rotterdam• NL – Amsterdam• BE – Gent• BE – Antwerpen

Others are possible!

Rotterdam Waalhaven

Oss OOC

Antwerp Port

Gent

Retrack Product Description : Rotterdam Port The principal as well as the „lesser“ Terminals in Rotterdam Port are served by local traction units of our partners as demand requires. Other terminal areas in and around Rotterdam have been and can be served from our secondary hub in Rotterdam Waalhaven.

Maasvlakte

Europoort

BotlekPernis

Waalhaaven

Retrack Retrack Product Description: Network South – East - Europe

Retrack does cooperate withseveral private and publicrailways.

• Hub in Györ (western Hungary)

• Direct connection to singlewagon network of thenational railways

Retrack: How to get a reliable System?

By a combination of

• efficient hub operations,

• flexible local and regional rail services,

• fast & high-quality long distance shuttle trains,

• dedicated organisation & planning of all operative & commercial elements ( „Operating“),

• involvement in the rail operation itself

Last, but not least: Excercising a tight control of all elements of the operation!

Retrack: Transit Time

Rotterdam Köln Györ

BU

RO

HU

SRB

SK

BHCRO

1 Day1 Day

280 km 1.220 km

RU‘s: various

• Fast: Utilisation of shuttle operation on 1.250 km speeds up single wagons & wagon groups considerably.

• Flexible: The fixed main line operation is supplemented by antennatrains & local delivery services planned soley on the basis ofcustomer needs. Allocation of slots done operationally and according toassigned priorities defined for each transports.

• Integrating: By the unique combination of private operations in western Europe with thehuge possibilities of the network services of the national railways in Hungary, Slowakia, Romania and other South-East-European countries , Retrack utilisesthe strenghts of the rail transport system for single wagons and wagongroups.

• Competitive: due to the shuttle-operation and the optimised ressource utilisation (rollingstock, infrastructure etc.), Retrack is highly competitive in most conventionalgroup and single wagon transports from/to South-East-Europe .

Major advantages

• 100% Utilisation Risk

• Overbooking of individual train departures

• Ressource availability (Locomotives, drivers etc. especially for peak times

• Complexity: • Up to 8 railways in mainline and local operation• Up to 8 customers with own schedules & necessities• Up to 10 differnet loading & unloading sites in 7+ countries• 4-6 rail infrastructure providers with different rules and regulations

Major Risks from a commercial perspective

1. Product description2. Development in figures3. Key success factors

Development from the commercial perspective

From Aug 2012 to Aug 2013, Retrack achieved 10,186 Mio.€ turnover with 230.300 net tons transported . An average of 3 groups are combined in one train. Operational result is decidedly positive since August 2012.

0

0,2

0,4

0,6

0,8

1

1,2

€-

€200.000,00

€400.000,00

€600.000,00

€800.000,00

€1.000.000,00

€1.200.000,00

Eu

ro

Retrack Operations: Turnover Aug '12 to Aug '13

Turnover

Sum: > 10 Mio €

Commodities (selection):

• Corn & Soja pellets,

• Automotive,

• Ethylenoxide, Buten, Sulfur Dioxide (RID), Polyethylen, Acrylnitril, Vegetable Oil, Styren, Ethanol

• White Wine, Aluminum Slabs, Aluminiumoxide, bulk container

• Rolling stock

Stations served (selection):

� Germany: Marl, Cologne, Duisburg etc.

� Benelux: Rotterdam, Amsterdam, Gent, Oss etc.

� Austria: Villach, Linz, Vienna

� SEE: Hungary, Slovakia, Romania, Bulgaria, Bosnia-Herzegowina, Serbia etc.

Development from the commercial perspective

1. Product description2. Development in figures3. Key success factors

Key Success Factors

Retrack is – despite ist conventional appearrence – not a standard shuttle train system. The markets needs (see above), combined with the considerable budgetary and ressource constraints, did not allow the implementation of a standard shuttle train system with huge and basically fixed costs, but required a more flexible, alneit far more complex approach.

Further, the Retrack-System does not really fit into the existing organisational structure and has not everywhere been welcome.

However, from an holistic point of view, the approach paid of well.

What are the key success factor that help Retrack to be a profitable product?

KSF„Optimal Mix“

1.Retrack does freely mix elements of standard approaches to achieve the maximum withgiven ressources. Retrack does…

• …mix all classical rail product forms, single wagons, wagon groups and blocktrains. Retrack does onlyknows groups of various sizes (1 – 20+ wagons).

• …combine classical Shuttle-Trains with local & regional Antennea- and Shunting Services into a flexible, living and adaptable System

• …make use of both own and external rail operations, private and incumbants traction services…

• …melt commercial and operational (railway & forwarding!) into one unit, allowing for a exceptionalbalance between actual operations, sales and cost.

• …absolutely offer no strategic prices!

Don‘t be afraid of holy cows !!

KSF„Flexible Production“

2. The Retrack-Production is intentionally kept flexible and independent:

a. There are no annualy fixed schedules, for every train a new schedule is ordered to meet the stronglyvarying operational (i.e. train weight) and customer-induced (i.e. detour to another pick-up/drop-off-station) necessities.

b. Central operational & commercial controll of all core-ressourses (rolling stock, drivers, local tracks etc.)

c. The Retrack-Team alone decides, what will be transported with whom, how, where and when, partnerrailways have not decision rights in these matters (except to ensure safe conduct, of course).

d. Services „right & left“ of the axis can be quickly implemented on a spot basis, if attractive..

e. Extremly high emphasis on high quality own and external rail production („Quality comes beforeMinimum Price of service“).

f. Retrack does provide a 100%-controlled transport capacity on the axis, regardless of the overall marketutilisation.

� Thus, production costs can be rather closly adapted to the usual up and downs of the market demand!� Further volumes can be integrated, which could not be integrated in a fixed system!

Johannes Marg

Retrack SalesTranspetrol GmbHNagelsweg 3420097 HamburgGermany

johannes.marg@transpetrol.de

Tel.: +49 40 23 60 04 10Fax.: +49 40 23 60 04 25

Leonard Boender

Sales ManagerTranspetrol BeneluxRotterdam Office

Waalhaven Z.z. 19Port City II, 3rd floor - Port no. 2235 3089 JH RotterdamThe Netherlands

leonard.boender@transpetrol.nl

Tel.: +49 40 23 60 04 10Fax.: +49 40 23 60 04 25

Contacts

Gisella Urban

Sales ManagerTranspetrol AustriaBudapest Office Könyves Kalman Körut 16 H-1097 BudapestHungary

gisella.urban@transpetrol.hu

Tel.: +36 1 21 520 96Fax.: +36 30 33 84 386

13.09.2013 24

Retrack with 740m / 2300 t Cologne - GyörRetrack enroute from Rotterdam to Cologne

Retrack enroute from Cologne to Rotterdam

Retrack enroute from Hungary to the Netherlands

Retrack enroute to Villach

Retrack Impressions

Retrack enroute to Dunaföldvar