The document is a company presentation for FlixBus that outlines their business model and growth strategy. Key points include: - FlixBus operates a nationwide bus network in Germany through partnerships with local bus companies who provide vehicles and drivers. - They have experienced rapid growth since deregulation in 2013, doubling their network and ticket sales every 6 months. - Their low-cost model, strong marketing including partnerships with Lidl, and high customer satisfaction has led to strong growth and market leadership in Germany. - Their goal is continued expansion across Germany and into other European countries like Austria, France, Italy and Spain where the bus market remains underdeveloped.

1. Company Presentation
June 2014

2. 1© FlixBus
Agenda
Market for long-distance bus service & FlixBus-cooperation model
Marketing & Sales
Growth potential and expansion

3. 2© FlixBus
Deregulation of the inter-city bus market bears huge potential
The FlixBus-Product
Market potential after deregulation of
the German long-distance market
• Intercity-Bus market deregulated since January
2013
• Market of >1 Mrd. € in Germany
• Strong growth in the next years
Market volume in Mio. €
1.200
1.000
800
600
400
200
0
2022202020182016201420122010

4. 3© FlixBus
FlixBus – Leading provider with nation-wide network
• First company to start under liberalized
market
• Further expansion through new cities,
connections and higher frequencies
• Additionally bus lines to large cities in
neighboring countries
• Expansion to over 2.000 connections per
day
Over 1.000 daily connections

5. 4© FlixBus
Cooperation
in network
Collaboration with FlixBus is the most attractive option for
strong mittelstand companies
Sub-contractors of
corporations
Stand-alone
market entry
Lack of competitiveness
and know-how
Entrepreneurial opportunity in
strong cooperation
with ca. 50 bus partners
Exchangeability and high
cost-pressure
• Collaboration of strong mittelstand
companies
• Shared umbrella brand,
infrastructure and processes
• Sub-contractors in restricted
framework of large partner
• High dependence at low business
opportunities
• Serves very selective routes
• Restricted sale and marketing
possibilities
• High risk through limited competitive
ability

6. 5© FlixBus
FlixBus leverages brand & processes on large bus partner
network
Network planning Marketing Sales Operations
I II III
+
Erlangen
Dresden
Mannheim
Freiburg
Karlsruhe
Leipzig
Hannover
Bremen
Würzburg
Münster
Dortmund
Essen
Düsseldorf
Kassel
Hamburg
Köln
Berlin
Frankfurt
Nürnberg
Stuttgart
München
+100 %
Ø
-100 %
Verkehrsströme je Woche1
Kalenderwoche
50454035302520151051
Bus partner
Investment

7. 6© FlixBus
Bus partners take large part of utilization risk
Revenue sharing Use of infrastructure
Buses and fleet
• Bus partners have modern
fleet of coaches
• Use as add-on capacity on
peak-demand times
• Standardized modification for long-
distance service
 Branding
 WiFi-Box
 Integration ticketing hardware
 Snacks & Drinks
Operations
• Work shop for service
• Drivers and parking
Revenue share in % Partner share
FlixBus share
Source: FlixBus Analysis
Payment terms
Revenue sharing
• Split of ticket sales depending on
utilization levels
Minimum guarantee
• Hedging of bus partners through
minimum guarantee for part of the
cost
Utilization
• Bus partners also
source of funding
through invest in
operational service
• Pre-financing only
possible with large bus companies
• At smaller bus firms often
prepayment necessary
Take-over of utilization risk
through bus partners
Funding support
through bus investments
Lowering of investment risk through
use of established infrastructure

8. 7© FlixBus
Agenda
Market for long-distance bus service & FlixBus-cooperation model
Marketing & Sales
Growth potential and expansion

9. 8© FlixBus
Broad marketing on targeted channels
Marketing and sales channels Many innovative marketing campaigns
xx
• xx
110.000 Coffee-AdsPromo-Tour in 20 cities
Guerilla-Marketing on Oktoberfest
30.000 bike safers
Give-Aways
Promo at Stachus

10. 9© FlixBus
FlixBus tickets at LIDL
Big LIDL marketing and distribution promotion
Details of the promotion
Collective distribution promotion
• LIDL-bus tickets on lidl.de and from May on also in
branches
• special, temporally limited price promotion
• Widespread marketing measures through flyers
and branches
 Front page on lidl.de, newsletter to 1 million
recipients
 Travel flyer and leaflets for households with a
run of ca. 30-35 million
Conditions:
• Every journey for 9,99€ per ticket
• Turnover:
• 1st promotion Nov. 2013: 180.000 tickets
• 2nd promotion Mai/June 2014: 420.000
tickets

11. 10© FlixBus
FlixBus only company with own app
>120.000
>80.000
Downloads
FlixBus-App Features
• Simple mobile booking
• Mobile ticket with barcode
• Latest delay information
• Bus stop finder
• Special offers
Top-Ranking
in App-Store

12. 11© FlixBus
Very high customer satisfaction for FlixBus customers
Recommendation rates
on world class level 97% satisfied customers
78%
71% 69% 69%
63%
60%
41%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Net Promoter Score in %1
Customer voices
• „Great ratio of price and performance“
• „very polite driver. Always a pleasure.“
• „…my first trips with FlixBus i could really enjoy. Punctuality,
friendliness, cleanliness and everything works. I am going to
recommend you and will continue to travel with you.“
1. Differenz zwischen Promotoren (Wertung von 9 oder 10) und Detraktoren (Wertung von 0-6) auf Skala von 0-10 für Weiterempfehlungswahrscheinlichkeit
Source: Kundenzufriedenheitsumfrage Dez. 2013; Facebook, Foreneinträge
GUT (1,8)
FlixBus
Im Test:
9 große Fernbusanbeiter
6x gut
3x befriedigend
Ausgabe 07/2014

13. 12© FlixBus
Agenda
Market for long-distance bus service & FlixBus-cooperation model
Marketing & Sales
Growth potential and expansion

14. 13© FlixBus
Facts and figures
40-50 Mio.€ investment in busses
from bus partners
Over 500.000 customers
Doubling of offer
and revenue
every 6 months
Over 2 Mio.
Tickets sold
Over 1.000
connections

15. 14© FlixBus
Growth path of FlixBus already clear
Current order intake level already on 30-40 Mio. €, growth against 2013 sales
of 300-400% already locked in
Continuous network growth in 2014, additional yearly revenue potential per
week of 0,5 – 1 Mio. € (3-4 busses)
Utilization also in growth phase on high level and even growing through
strong brand awareness and market growth
Strong traffic on flixbus.de leads to direct conversion for new lines and offers
to win additional customers
Online market leadership supports further growth with network expansion
and market development
1
2
3
4
5

16. 15© FlixBus
Development of order Intakes on run-rate of 30M€
Order intake Notes
• Current run-rate of ca. 30M€
• Doubling of order intake
since beginning of 2014
• Pipeline for additional sales
growth 50% already locked
in, Golive of new lines in
next 2-3 months
Order intake in €
0
50.000
100.000
150.000
200.000
250.000
300.000
350.000
400.000
450.000
500.000
550.000
600.000
650.000
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25
Kalenderwoche
Source: FlixBus Analysis
Revenue of ~35-40 Mio. €
in 2014 locked in
1

17. 16© FlixBus
Strong growth on ticket sales and network offer
Driven kilometers and ticket sales Bemerkungen
• Constant growth of offering
• Ca. 500.000 individual
FlixBus-customers
• 35-40% rebuyers
• Over 2.000.000 tickets sold
• Currently ca. 60-70k tickets
/week (6.000-8.000
tickets/day)
• Average order value of 20-
25€
5.000
15.000
25.000
35.000
45.000
55.000
65.000
75.000
0
100.000
200.000
300.000
400.000
500.000
600.000
20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 2 4 6 8 10 12 14 16 18 20 22 24
Tickets Gef. Km
Kalenderwoche
Source: FlixBus Analysis
Christmas
Change to
winter schedule
Large and loyal
customer base
2
Driven km # Tickets

18. 17© FlixBus
Passenger utilization on very high level
Utilization analysis Notes
• Very high acceptance of new
bus services
• All routes with strong growth
in start phase
• Fridays and Sundays
regularly booked out
• Currently highest utilization
since start
• Continuous schedule
optimization on weaker
routes
CW
Anmerkung: pkm = Personenkilometer
Source: FlixBus Analysis
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 2 4 6 8 10 12 14 16 18 20 22 24
Utilization
Bank holiday 3. October
Holidays in Mai
Christmas Holidays
Stabile utilization
of ~60-70%
3

19. 18© FlixBus
Strong traffic on flixbus.de
Online traffic and Conversion-rate Notes
• Flixbus.de has strongest
reach on overall market
• Strong growth through broad
and effective marketing
• Stable and very high level of
Conversion-rates also with
growing traffic
Conversion-rate in % Visits/week
100.000
200.000
300.000
400.000
500.000
600.000
700.000
800.000
900.000
0%
1%
2%
3%
4%
5%
6%
7%
8%
9%
20 22 24 26 28 30 32 34 36 38 40 42 44 46 48 50 52 2 4 6 8 10 12 14 16 18 20 22 24
Traffic Conversion
CW
Source: Google Analytics, FlixBus Analysis
Flixbus.de stongest platform
on traffic and conversion
4
LIDL-Aktion

20. 19© FlixBus
FlixBus is online market leader
Quelle: Facebook 29.5.2014, Google-Trends
20.700
25.800
29.500
31.700
195.000
200.000
FlixBus Meinfernbus BerlinLinenbusADAC Postbus City2city
2
4
11
34
40
Google-Index over last 90 days1
5
FlixBus has highest search volumeMost popular bus provider on

21. 20© FlixBus
Europe offers large potential for further expansion
Source: FlixBus analysis
Oslo Helsinki
Stockholm
Warsaw
Berlin
Dublin
London
Copenhagen
Bucharest
Paris
BudapestVienna
Prague
Minsk
Kiev
Sofia
Lisbon
Madrid
Rome
Germany
Market maturity: early phase
Go-to-Market: home base and in build-up
Austria / Switzerland
Market maturity: underdeveloped bus network
Go-to-Market: through German base and local partners in
next 5-6 months
France
Market maturity: similar to Germany before deregulation,
underdeveloped bus network
Go-to-Market: with local team and operations
Italy
Market maturity: mature network, underdeveloped
Marketing/Sales structures
Go-to-Market: : with local team and franchise system
Spain
Market maturity: mature network, monopoly player, less
aggressive in pricing & marketing
Go-to-Market: : with local team and franchise system
~1 Mrd.€
80-100M€
300-400M€
400-600M€
400-500M€
Xx M€ Market volume
Focus countries

22. 21© FlixBus
Growth through aggressive expansion of the network
Capital
demand in € 0,4M 0,9M
Seed Start Expansion
funded
 
Creation of German market leader with only 5 Mio. €
3,8M
Growth

8,4
41,1
90,9
129,5
140,8
Revenue/Cost (in M€)
160
140
120
100
80
60
40
20
0
2017
120,4
2016
112,7
20152014
42,8
2013
11,4
2012
Bus cost
Marketing
Sales
Personnel
Other
Revenue
84,3
Break-Even
end of 2014
Internationalization
in preparation
Int. revenues