Third Quarter 2015 Marketing Overview. Alan H. Shaw Executive Vice President and Chief Marketing Officer

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1 Third Quarter 2015 Marketing Overview Alan H. Shaw Executive Vice President and Chief Marketing Officer 1

2 Adapting to our Changing Environment Current Conditions Fuel Surcharges Commodity Prices and Strength of Dollar Increased Truck Capacity Solid Pricing Approach to Broad Economic Changes Continued Focus on Pricing Network Reach Strategic Structuring 2

3 Railway Operating Revenue Third Quarter 2015 vs Revenue RPU RPU Less Fuel* Volume $2.7 Billion; $1,401; $1,343; 1,936,300 units; down (10%) down (7%) up 1% down (3%) Revenue in $ Millions Revenue $ in Millions & y-o-y Percent Change $3,000 $2,600 $2,200 $1,800 $368 ($255) $113 $2,655 $2,600 ($55) Intermodal $621 (7%) Coal $482 (23%) Merchandise $1,610 (7%) $1,400 $1,000 3Q Q 2015 Revenue Less Fuel * Fuel Surcharge 3 * Please see reconciliation to GAAP posted on our website.

4 Coal Market Third Quarter 2015 vs Low natural gas prices, strong U.S. dollar, and a weak global market Revenue $482 Million (23%) Volume 278,800 (16%) RPU $1,726 (8%) Less Fuel Revenue $466 Million* (16%) RPU $1,666* 0% Units (000 s) Utility Export Dom Met/Ind (11%) (38%) (15%) 4 * Please see reconciliation to GAAP posted on our website.

5 Intermodal Market Third Quarter 2015 vs Domestic headwinds with International growth Revenue $621 Million (7%) Volume 999,500 (1%) RPU $622 (6%) Less Fuel Revenue $543 Million* 2% RPU $544* 2% Units (000 s) Domestic International (5%) 9% 5 * Please see reconciliation to GAAP posted on our website.

6 Merchandise Market Third Quarter 2015 vs Growth in Automotive, Agriculture, and Chemicals markets Revenue $1,610 Million (7%) Volume 658,000 (1%) RPU $2,447 (6%) Units (000 s) Less Fuel Revenue $1,591 Million* 1% RPU $2,420* 3% 50 0 MetCon Ag Chem Auto Paper (9%) 5% 2% 5% (2%) 6 * Please see reconciliation to GAAP posted on our website.

7 Business Outlook Near Term Headwinds Commodity Pricing and Strength of Dollar Export Coal Crude Oil Export Soybeans Domestic Intermodal Fuel Surcharges Growth Opportunities Market Based Consumer Products International and Domestic Intermodal Housing Price Improvement Strategic Changes 7

8 Third Quarter 2015 Operations Overview Mark Manion Executive Vice President and Chief Operating Officer 1

9 Safety Performance Reportable Personal Injuries (Per 200,000 Employee-Hours) Train Incidents* (Per Million Train Miles) FY 2013 FY 2014 FY 2015 YTD Crossing Accidents (Per Million Train Miles) FY 2013 FY 2014 FY 2015 YTD FY 2013 FY 2014 FY 2015YTD *Train incident ratio is calculated using FRA methodology Year-to-Date Comparison Injury rate (1.05) is down compared to 2014ytd (1.19) Train Incident rate (1.97) is down compared to 2014ytd (2.15) Grade Crossing Accident rate (3.51) is down compared to 2014ytd (3.98) 2

10 Composite Service Performance 85% Composite 80% 75% 73% 75% 69% 72% 75% 70% 65% 63% 64% 60% 55% 50% 1Q14 2Q14 3Q14 4Q14 1Q15 2Q15 3Q15 3

11 Jan-13 Jan-25 Feb-06 Feb-18 Mar-02 Mar-14 Mar-26 Apr-07 Apr-19 May-01 May-13 May-25 Jun-06 Jun-18 Jun-30 Jul-12 Jul-24 Aug-05 Aug-17 Aug-29 Sep-10 Sep-22 Oct-04 Oct-16 Jan-13 Jan-25 Feb-06 Feb-18 Mar-02 Mar-14 Mar-26 Apr-07 Apr-19 May-01 May-13 May-25 Jun-06 Jun-18 Jun-30 Jul-12 Jul-24 Aug-05 Aug-17 Aug-29 Sep-10 Sep-22 Oct-04 Oct Train Speed & Terminal Dwell 2015 Speed (mph) 35 Dwell (Hrs) Better( ) Better( )

12 Coal Line Rationalization Reductions in Central Appalachian Region Out-of-Service / Restricted Investment 300 miles within the last 18 months Includes Oct 1 st changes: 33 miles (Elmore, WV and Princeton, WV) 31 miles (Dismal, VA to Richlands, VA) Not abandoning lines to allow for participation in a market return 5

13 Third Quarter 2015 Financial Overview Marta R. Stewart Executive Vice President Finance and Chief Financial Officer 1

14 Operating Results Third Quarter 2015 vs ($ millions) Sub 70 operating ratio despite lower volumes and restructuring costs (Unfavorable) Favorable $ % Railway operating revenues $ 2,713 $ 3,023 $ (310) (10%) Railway operating expenses 1,891 2, % Income from railway operations $ 822 $ 998 $ (176) (18%) Railway operating ratio (2.7) (4%) 2

15 Railway Operating Expenses Third Quarter 2015 vs ($ millions) Net decrease of $134 / 7% $166 $2,025 $26 $39 $22 $3 $1, Fuel Compensation Materials & Benefits & Other Depreciation Purchased Svcs & Rents

16 Restructuring Costs Third Quarter 2015 ($ millions) Triple Crown Roanoke Restructuring Closure Total Accelerated depreciation $ 26 $ -- $ 26 Moving and other costs Effect on Operating Expenses $ 27 $ 10 $ 37 Effect on Net Income $ 23 Effect on Earnings per Share $

17 Fuel Third Quarter 2015 vs ($ millions) Total decrease of $166 / 43% $147 $387 $2.96 per gallon * $2 $17 $221 $1.71 per gallon * 2014 Price * Consumption * Other Fuel * Reflects locomotive fuel only

18 Compensation and Benefits Third Quarter 2015 vs ($ millions) Net decrease of $26 / 4% Lower incentive compensation Increased pay rates Higher payroll taxes Increased trainee levels $728 $

19 Materials and Other Third Quarter 2015 vs ($ millions) Net decrease of $3 / 1% Decline in material usage Lower derailment related expenses Roanoke relocation costs $245 $

20 Depreciation Third Quarter 2015 vs ($ millions) Increase of $39 / 17% TCS restructuring Increased capital base Properties Balance $37,970 $40,026 $236 $275 Sept 2014 Sept

21 Purchased Services and Rents Third Quarter 2015 vs ($ millions) Net increase of $22 / 5% Higher equipment rents Increased engineering costs Roanoke relocation costs $429 $

22 Other Income - Net Third Quarter 2015 vs ($ millions) Net increase of $7 / 22% Gain from sales of property Lower returns from corporateowned life insurance Decline in coal royalties $32 $

23 Income Taxes Third Quarter 2015 vs ($ millions) Effective tax rate for the quarter was 37.6% $333 Eff. Rate 37.3% $272 Eff. Rate 37.6%

24 Net Income and Diluted Earnings per Share Third Quarter 2015 vs ($ millions except per share) Decline of $107 million or 30 cents per share Net Income Change vs. Prior Period: (19%) Diluted Earnings per Share Change vs. Prior Period: (17%) $559 $452 $1.79 $ results included expenses associated with restructuring the company s Triple Crown Services subsidiary and closing its Roanoke, Va., office, which together reduced net income by $23 million, or $0.08 per diluted share. 12

25 13 Thank You

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