PartsHorizon2020: Mandatory backbone for K-TSK presentation Final Draft PartsHorizon2020: Mandatory backbone for K-TSK presentation Hannover, 13th May 2014 04/05/2018 Volkswagen Group Polska

Assumptions for turnover calculation Topic - Details - Baseline some of the activities planned within PH2020, have been already considered within PR62, therefore the baseline turnover is underneath the PR62 turnover Used assortment Genuine Parts, incl. Warranty Tyres Miscellaneous 2013 –VGP systems integration – implementation of the Kopfsparte allocation methodology 2014 – change in the allocation methodology – from Kopfsparte to Singlesparte 2014 – Seat - New Brand in portfolio Baseline Volkswagen PKW Due to the change of the common parts allocation methodology (Kopfsparte to Singlesparte) VW PKW had a budget adjustment The baseline of VW PKW is based on the new budget which is about 20. Mio PLN higher than PR62 Car Park Source POLK Multi brand approach coordinated by K-VO-SR Price step All turnovers calculated in nominal figures (Inflation rate included) 04/05/2018 Volkswagen Group Polska

Car Park development 2013-2018 Premise: Age of vehicles ≤15 years Source: - POLK new estimation method (VWN, Audi, Seat, Skoda) - POLK historical estimation method (VW Pkw) 04/05/2018 Volkswagen Group Polska

Baseline:. Baseline turnover (in PLN) Baseline: Baseline turnover (in PLN) Baseline turnover per car (in PLN) Premise: turnover only domestic market only genuine parts & tyres (incl. Warranty; excl. Oil and accessories) 04/05/2018 Volkswagen Group Polska

PR62 – Baseline (in PLN) Turnover (in PLN) Time 04/05/2018 Volkswagen Group Polska

Actions PartsHorizon2020: Pricing Brand - Details - Pricing VW Implementation of Market Intelligent Pricing Price Image Campaign development Reports, analysis & planning, aftersales market study (STS, MIS Aftersales) development on brand level VWN cMIP implementation Price image campaign with Economy parts packages (seg. 2&3) Audi Brand specific price strategy: Price optimization according to brand value, customer value expectation and OEM/OES/IAM price studies; specific focus on premium models & brands Price studies on elasticity and profit optimization (e.g. discount groups / rush & stock discounts) Ongoing analysis of brand and grey market competition SEAT SKODA Price study: STS Group Reporting and analysis of aftersales market and parts pricing studies Appointment of Aftersales Business Analyst to provide insight analysis, reporting to the brand and factory Development of market competitive Fleet Package Pricing - ensure consistency and transparency of pricing to fleet customers (fleet) Market price study as a solid base for price definition Implementation of new pricing concept (Market oriented price tool - Simon&Kucher) (excl. AOT) Create attractively priced offers for new vehicle customers to support customer loyalty based on certain assortment (own / fleet) Special pricing to retain used vehicle / Segment II and III customers (own) Exploitation of price potential of „monopoly parts“ 04/05/2018 Volkswagen Group Polska

Actions PartsHorizon2020: Own Workshop Brand - Details - Own Work-shop VW Loyalty increase: Extended Warranty S&M Packages development Segment II&III increase: Service Offensive Economy Parts development & implementation of PPS Development of Direct Express concept Market exploitation & turnover per throughputs increase Active Selling implementation (2014) & CRM approach for marketing campaigns + predictive marketing (automated reminder program for service, MOT, etc.) Increase sales potential per throughput with direct reception development (new tools & system solutions needed) Development and implementation of Service app for smart phones Unfall Spezialist – Concept implementation VWN Development of Direct Express workshops Service Packages to retain new and used vehicle customers Loyalty program for service customers Development of FF team responsible for VWN After Sales and support for dealers business of one add. Person (total 3 FF’es for 71 Service Partners) Roll out of predictive marketing - automated reminder program for service, MOT, etc. Service packaging Audi Customer loyalty increase via increasing sales of Extended Warranty and Audi Service and Maintenance Packages (either linked to new vehicles sales at the dealer and linked to workshop visit) Keeping AOT purchase exclusivity concept Professionalization of Audi Workshop appearance, processes and performance via mobile solutions for Direct Reception process (iPads concept) Establishing Body & Paint centers in strategic market areas focus especially on Audi aluminium repairs PPS - Service Segment II/III: “One price for the job”, Season campaigns, Service and Accessories offers in Audi Magazine; development and promotion of sell-out activities: e.g. exhaust test, periodic review , seasonal check (winter / summer), etc., CRM – system: Implementation in Service, Audi Insight, Audi App., use of predictive data to optimize market penetration, activities by sending service reminders or re-book at service visit 04/05/2018 Volkswagen Group Polska

Actions PartsHorizon2020: Own Workshop Brand - Details - Own Work-shop SEAT Extended Warranty implementation on country standard level Service Packages implementation SEAT Insurance implementation SEAT Connect application Roll out of predictive marketing - automated reminder program for service, MOT, etc. Development and implementation of Service app for smart phones SKODA Price image campaigns with economy price packages, 4+ discounts program supported by importer Implementation of Direct Reception process Supporting IT tool for service process (Digital Check-in – Health Check) CRM approach for central and local marketing campaigns (Automated Sales chances) Skoda Care products launch with VW Bank (extended warranty, Insurance and re-launch of S&M Packages) CA Package launch Marketing of Service app for smartphones Group Ensure implementation and further development of new product range „Economy parts“ (depending on launch of new product groups from the factory) Development and implementation of Accident Management concept, incl. Unfall Spezialist concept to increase customer loyalty Development and further implementation of product for repair financing together with VW Bank Product groups analysis and intensive follow up by field forces Full implementation and further development and optimization of E-mobility concept/business Coordination of implementation of digital solutions for service process Implementation of full package pricing 04/05/2018 Volkswagen Group Polska

Actions PartsHorizon2020: Fleet Brand - Details - Fleet VW Fleet loyalty program – AutoTeam Fleet development: Fleet Business/Service Center implementation, Measures development: unified labour rate, oil strategy, discount rules connected with volume targets Incorporate of small fleet customers to the program Mobility offer & services (i.e. door to door) development – main competitive advantage on fleet service market Increase number of fleet customer in program and service revenue by more active acquisition & maintaining relations VWN Auto Team Fleet Platform and further development of the platform Audi Service Maintenance Program implementation for Audi fleet customers (including IT solution) Develop and promote actively customized Fleet Service products Definition and implementation of loyalty measures for insurance and lease companies SEAT Service Fleet Program development SKODA Service Program for fleet - further development Simplify legal solution, new discount rules, oil price strategy based on VW Group branded oil, semi automated authorization process, New IT tool Fleet Connect with CRM support for fleet and fully automated authorization process Group Development of market competitive Fleet Package Pricing - ensure consistency and transparency of pricing to fleet customers Create and implement a framework that can be marketed to fleet customers by the Brands 04/05/2018 Volkswagen Group Polska

Actions PartsHorizon2020: NORA Brand - Details - NORA VW VWN Offer for parts transport between dealers and Nora customers Special offer for delivery car purchase for Nora customers Audi SEAT NORA business model implementation in SEAT service network SKODA Group Development and implementation of regular reporting system for retail network Re-definition of NORA concept to support further market exploitation (e.g. NORA Centers) Optimization of NORA bonus conditions Implementation of consistent auditing process of NORA business 04/05/2018 Volkswagen Group Polska

Actions PartsHorizon2020: Tyres Brand - Details - Tyres VW VWN Audi SEAT Fixed tyres seasonal campaign Extended tyres offer SKODA Full implementation of group programs Group Development and implementation of regular reporting system for retail network Development of marketing activities Market and potential analysis of tyre business Joining the central tyre business project Tyre storage Tyre insurance Tyre Etka 04/05/2018 Volkswagen Group Polska

Additional turnover of PartsHorizon2020 actions (in PLN) (1/2) 04/05/2018 Volkswagen Group Polska

Additional turnover of PartsHorizon2020 actions (in PLN) (2/2) 04/05/2018 Volkswagen Group Polska

Turnover incl. PartsHorizon2020: Total turnover (in PLN) Additional turnover vs. Baseline (in PLN) Additional turnover vs. PR 62/Budget (in PLN) 04/05/2018 Volkswagen Group Polska

PR 62 vs. Baseline vs. PartsHorizon2020 Turnover (in PLN) Time 04/05/2018 Volkswagen Group Polska

Turnover incl. PartsHorizon2020: Total turnover (in PLN) Additional turnover vs. Baseline (in PLN) 04/05/2018 Volkswagen Group Polska

Turnover per car Baseline vs. Parts Horizon2020 PLN Group Ø PLN VW Pkw PLN VWN PLN AUDI PLN SEAT PLN SKODA PH2020 Baseline 04/05/2018 Volkswagen Group Polska

Requirements NSC: Additional Headcounts (organizational correlation) (1/2) x field force level x specialist level 04/05/2018 Volkswagen Group Polska

Requirements NSC: Additional Headcounts (organizational correlation) (2/2) x field force level x specialist level 04/05/2018 Volkswagen Group Polska

Financial result: NSC level (in PLN) (1/2) 04/05/2018 Volkswagen Group Polska

Financial result: NSC level (in PLN) (2/2) 04/05/2018 Volkswagen Group Polska