Finnair Q result. 25 October 2017 CEO Pekka Vauramo

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1 Finnair Q result 25 October 2017 CEO Pekka Vauramo 1

2 All-time best quarter Revenue up by 15% to record level of 735 M Aircraft flew full, passenger load factor was 87% Asian routes and San Francisco sold well Record in daily number of passengers in July, +40,000 Ancillary sales, cargo and travel services grew at double-digit rates Customer satisfaction (NPS) at record level The first-phase of extensive long-haul fleet renewal was completed Equity ratio above the industry average 2 NPS = Net Promoter Score.

3 Comparable operating result has improved for 12 quarters in a row Revenue 735 M +15% (640.9 M *) NPS 52% (44%*) Comparable operating result, 12 months rolling Comparable operating result 119 M +81% (65.7 M *) RASK +3.3% CASK -3.5% Q Q Q Q Q Q Q Q Q Q Q Q Q Comparable operating result, % of revenue -2.1% -1.6% -1.4% -1.1% 0.6% 1.0% 1.6% 2.3% 2.3% 2.4% 2.6% 4.0% 6.0% 3 * Q NPS = Net Promoter Score.

4 Well-timed growth, right network decisions and strong passenger demand Revenue, M Capacity (ASK), M km Passenger Load Factor, % Asia North- Atlantic Europe Domestic Asia North- Atlantic Europe Domestic Asia North Atlantic Europe Domestic Total 4 Asia +22.7% North-Atlantic +3.6% Europe +15.1% Domestic +1.9%* Q Q Asia +15.1% North-Atlantic +0.3% Europe +9.5% Domestic +0.1%* * Domestic flying restricted by runway renewal at Oulu. Asia +3.7% -p North-Atlantic +8.1% -p Europe +1.1% -p Domestic -2.8% -p* Total. +3.0% -p

5 Strong demand environment but with uncertainties Strong demand from Japan and China to Europe Tight competition and consolidation continue AirBerlin and Monarch bankruptcies, Alitalia LCC s exploring partnership options to expand networks SAS plans directed share issue aimed at strengthening balance sheet Passenger load factor decreasing in domestic flying Finnair acquires Norra on an interim basis 5

6 We continue our growth strategy We target to grow faster than our European peers in the traffic between Asia and Europe New destinations: Nanjing, Stuttgart, Lisbon, Bergen & Tromsø 2018 Additional capacity to existing destinations: 145,000+ seats to Berlin Additional frequencies to Asia and America Finnair Holidays Finland & Sweden: a new product combining the best of independent travelling and package holidays COOL cargo terminal ramp-up and implementation Recruitments continue, focusing mainly on flight crew 6

7 Finnair s route expansion to reach all-time high during winter season 2017/18 New long-haul destinations Goa, India 1 November Puerto Vallarta, Mexico 5 November Puerto Plata, Dominic Republic 30 November Havana, Cuba 1 December New non-stop flights to Lapland airports from London Gatwick, Paris and Zurich In total, Finnair is offering 430,000 seats to five of Lapland s airports during the winter season, over 20% increase compared to the previous winter season 7

8 Better customer experience Net Promoter Score (NPS) 52% Fazer selected as the new lounge partner Further development of inflight meals Investments in personal services 8

9 Digitalisation accelerates growth Digital channels create already 23% of total ticket sales (+16%) 180,000 active mobile app users (+88%) 2.3 million visitors/month on internet site (finnair.com) (+23%) Digital tools for personnel: SkyPay, maintenance apps Bókun co-operation to accelerate growth of Finland s travel industry 9

10 15-year Finnair share performance (price) Market Cap 1,423.6 M (23 Oct 2017)

11 Strategy The growth plan and the four previous focus areas were reviewed and confirmed: Growth Customer Experience People Experience Transformation Doubling of Asian traffic in 2018 versus 2010 (two years ahead of original schedule) Doubling of ancillary revenues in 2020 versus 2016 New target for the number of passengers, 20 million in 2030 Financial targets unchanged: EBIT margin 6% over cycle EBITDAR margin minimum of 17% over cycle Adjusted gearing maximum of 175% Return on capital employed (ROCE) minimum of 7% 11

12 Outlook unchanged Finnair estimates that in 2017 its capacity will grow approximately 9 per cent, weighted strongly towards the second half of the year. Full-year revenue is expected to grow approximately in line with capacity. Finnair expects its comparable operating result for 2017 to be in the range of million euro (2016: 55 million euro), if current fuel prices and exchange rates prevail and assuming no material changes in business environment. 12

13 Finance Pekka Vähähyyppä 13

14 Profit improvement driven by traffic growth ancillary sales, cargo and travel services grew at double digit rates too Comparable revenue* Comparable operating result Capacity and traffic % % 119 ASK, milj % PLF 84.2% PLF 87.2% Pax, milj Q Q Q Q Q Q Passenger revenue Ancillary sales Cargo Travel services Comparable operating result nearly doubled year-on-year Capacity (ASK) Traffic (RPK) Passengers 14 * excl. SMT

15 Q3 EBIT increased by +53 M year-on-year yields and loads were above prior year level despite of the capacity growth 94.5 Passenger 81.8 Ancillary & retail 3.6 Cargo 6.2 Travel services RASK +3.3% Q3 PY Q3 CY FLIGHTS +5.7% 29,480 27,878 Q3 PY Q3 CY ASK, mill +11.1% 10,093 9,087 Q3 PY Q3 CY Biggest changes in Q vs. Q Passenger revenue up by 16% - passenger load factor and yields increased at the same time as capacity increased 11.1%. Ancillary sales, cargo revenue and travel services revenue grew at double digit rates. Increase in staff costs is explained by an increase in the number of personnel from the comparison period, acquisition of Finnair Kitchen, extensive training of flight crew and provisions made in the third quarter for incentives and profit-based contributions in the personnel fund Tour operator costs increased as a result of growing volumes and changes in destination mix. Fleet growth and renewal increased aircraft leases and depreciations Q3 EBIT PY Travel agency -3.7 Revenue Staff Fuel Catering Tour operator Rents Other exp. Leases& depreciation Other (NET) Q3 EBIT PAX, 1000 Avg. fare 1 PLF, % 2,987 Q3 PY 11.3 EUR / PAX Q3 PY +9.6% +0.8% 3,274 Q3 CY 11.4 EUR / PAX Q3 CY 173 EUR / PAX Q3 PY 38.8 KG Q3 PY +5.7% +12.9% 183 EUR / PAX Q3 CY 43.8 KG Q3 CY 84.2 Q3 PY 1.17 EUR / KG Q3 PY +3.0pp +0.6% 87.2 Q3 CY Ancillary REV Cargo, mill Cargo yield 1.18 EUR / KG Q3 CY 1) Avg. fare = Passenger revenue per revenue passengers

16 Revenue increased as a result of higher passenger load factors and favourable development of Asian and European traffic Q Passenger revenue vs. Q Q Other revenue vs. Q3 2016, excl. SMT Q3 PY ASK PLF (load) FX Yield, mix, other Q3 CY Q3 PY Asia Europe Atlantic Domestic Unallocated Q3 CY Q3 PY Ancillary Cargo Travel services Q3 CY Total ASK (%) PLF (pp) Yield 1 (%) Δ to PY 11.1% % Q3 CY 87.2% Q3 PY 84.2% Δ to PY FEA ATA EUR DOM ASK (%) 15.1% 0.3% 9.5% 0.1% PLF (pp) Yield 1 (%) 4.4% -4.9% 0.6% 7.4% RASK (%) 8.8% 4.6% 2.0% 3.0% Ancillary Cargo Travel services 16 1 Revenue per RPK

17 Balance sheets: new A350 investments increased assets Composition of adjusted net debt 2, , ,049 2,825 Cash Fleet 1,261 2,825 I-B debt Equity 981 2, , Adjusted interestbearing liabilities x aircraft leases + currency hedges -891 Cash 977 Adjusted net debt Sep Dec Sep Sep Dec Sep Assets HFS 1 Cash Other assets Other fixed assets Fleet I-B debt 2 Tickets Other liabilities Provisions Equity 1) HFS = held for sale, 2) I-B = interest-bearing 0

18 Strong cash flow from operating activities with improved profitability and sales growth liquid funds grew to almost 1bn Operating mEUR +13.0mEUR liquid funds M Investing -80.5mEUR Financing -10.0mEUR Cash Q2 EBITDA Workinng capital Other Investments Disposals Other Loan proceeds Loan payments Dividend paid Cash Q3 31 Dec Sep 2017 Commercial paper, deposits and funds > 3 months Commercial paper, deposits and funds < 3 months Cash and bank deposits Cash in cash flow

19 Revenue and comparable operating result development Revenue Comparable operating result Q1 Q2 Q3 Q4-40 Q1 Q2 Q3 Q

20 Adoption of IFRS 16 Leases standard (replaces IAS 17) Finnair expects to adopt the IFRS 16 -standard from 2019 onwards, and plans to apply the full retrospective method significant impacts on Finnair financial statements and key ratios The present value of the future operating lease payments for aircraft and other lease agreements will be recognized as right-of-use -assets and interest-bearing liabilities in the balance sheet.* Lease cost is divided into depreciation of the right-of-use -asset (operating result) and interest cost for the liability (finance net). Significant impacts on following key ratios: operating result, EBITDA, cash flow from operating activities, cash flow from financing activities, interest-bearing net debt, gearing, and equity ratio. INCOME STATEMENT EBIT PBT CURRENT Lease expense Finance lease depreciation Finance lease Interest expense NEW Depreciation of ALL leases Interest expense of ALL leases BALANCE SHEET ASSETS DEBT CURRENT Finance Lease Asset Finance Lease Liability NEW Right-to-use Lease Asset Lease Liability for ALL leases *Currently, future lease payments are presented in the notes as operating lease commitments at their nominal value. Based on Finnair's preliminary evaluation, service contracts that relate to the usage of airports and terminals (HEL hub) do not qualify as lease arrangements for IFRS 16 purposes. 20 OFF BS OFF-Balance sheet Operating lease commitment 20

21 THANK YOU Contact us: Finnair IR / financial communications

22 Income statement in mill. EUR Change % Change % 2016 Revenue 735,4 640,9 14, , ,9 10, ,8 Other operating income 18,2 16,2 12,1 57,2 56,2 1,8 75,5 Operating expenses Staff costs -112,9-87,4 29,2-310,3-272,2 14,0-362,5 Fuel costs -123,8-128,7-3,8-349,8-376,6-7,1-491,5 Other rents -36,5-42,1-13,2-119,5-121,3-1,5-167,4 Aircraft materials and overhaul -39,7-39,1 1,6-125,0-113,3 10,3-147,3 Traffic charges -72,8-70,6 3,2-199,5-198,0 0,8-262,8 Ground handling and catering expenses -62,8-65,8-4,5-189,6-193,2-1,9-258,9 Expenses for tour operations -26,4-22,1 19,0-72,8-64,6 12,7-87,8 Sales and marketing expenses -20,9-19,0 10,2-60,3-57,2 5,5-76,9 Other expenses -68,7-64,0 7,4-211,2-195,6 8,0-266,6 Comparable EBITDAR 188,9 118,3 59,6 342,2 211,0 62,2 270,4 Lease payments for aircraft -35,2-27,0 30,4-100,5-82,7 21,5-109,5 Depreciation and impairment -34,7-25,6 35,4-94,2-74,8 26,0-105,8 Comparable operating result 118,9 65,7 81,0 147,5 53,5 175,5 55,2 22

23 Fuel costs decreased despite spot price increase M Improved fuel efficiency with fleet renewal and aircraft up gauging Q3 Volume Price Currency Hedging deviation 2017Q3 Q3/16 hedging loss 23.6 M Q3/17 hedging loss 3.4 M 23

24 Fuel the single largest cost item in January September % share of operating costs, 1,833 M (1-9/2017) Fuel hedges as at 30 September 2017 Fuel costs 4 % 3 % Personnel costs 6 % 20 % Leasing, maintenance, 10 % depreciation, impairment Traffic charges Other costs 11 % 18 % Ground handling and catering Other rents 11 % 17 % Tour operators Sales and marketing 24

25 Hedging, currencies and sensitivities 30 Sep 2017 Fuel sensitivities 10% change 10% change with Hedging ratio without hedging (rolling 12 months from date of financial statements) hedging H2/2017 H1/2018 Fuel EUR 47 million EUR 20 million 76% 69% Currency split % Sales currencies / / Currency sensitivities USD and JPY (rolling 12 months from date of financial statements for operational cash flows) 10% change without hedging 10% change without hedging EUR USD* see below See below See below JPY EUR 19 million EUR 8 million 67% CNY KRW SEK Other Purchase currencies EUR USD* EUR 55 million EUR 20 million 66% Other Hedging ratio for operational cash flows (rolling 12 months from date of financial statements) 25 * Hedging ratio for USD basket. The sensitivity analysis assumes that the Chinese yuan and the Hong Kong dollar continue to correlate strongly with the US dollar.

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