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Brazil | Airline Market Evolution (ASK Million)

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Brazil | Airline Market Evolution (ASK Million) Presentation to Investors March 2017 GOL | The Most Competitive Airline in Brazil 1. Brazil’s lowest cost carrier for the 16th consecutive year: - single fleet of 120 B-737 (120 MAX orders) generating smaller crew costs, - lean & productive operations, - low fixed costs, - smart spare parts management, and - best-in-class maintenance. 2. Best customer product and service: - more comfort and leg room) - most convenient flight network, - friendly service, Wi-Fi & on-board entertainment, - #1 loyalty program (Smiles), and - the most on-time Brazilian airline for the 4th consecutive year. “a global reference in 3. Market leader with best flight network: - leadership position in Brazil’s key airports (66% of total domestic passenger traffic), - strong brand, and providing the best - 36% market share after capacity and network rationalization. passenger air travel service at the lowest cost” 4. Most profitable and best capitalized airline in Brazil: - 2016 operating EBITDA margin of 12%, - declining leverage to 4.5x adjusted net debt/EBITDAR (proforma), and - two-thirds of total debt is asset-based and its average maturity is 3.5 years. 2 GOL | Consistent and Sustainable Results Strengthening GOL’s solid foundation to obtain consistent, sustainable results for shareholders through the business cycle Delivering Solid Business producing better margins and cash flows through headwinds from Results Through industry overcapacity, fleet restructuring, volatile currency and fuel prices, Headwinds and unit revenue weakness Focused on Taking action to drive unit revenue growth needed to produce sustainable Improving RASK margins and cash flows, despite continued challenges in the revenue environment Positioning the More durable business model positioned to produce strong results Business for Long- throughout the business cycle Term Success 3 Brazil | Airline Market Evolution (ASK million) GOL’s CAGR: +14.0% 120 Brazil’s CAGR*: +7,7% 100 GOL Other companies 80 60 40 20 0 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 Source: ANAC (*) Brazil’s CAGR = evolution of Brazilian market (includes all airline companies) 4 The GOL Effect | ASK evolution 1998-2016 (2001-2011) (billion) 120 100 +267% CAGR 12.6% 80 Brazilian 60 market 1 38% 40% 41% 38% 37% 37% 36% 42% 40 45% 43% Market share 2 33% 20 5 25% 17% 20% GOL 4% 10% 0 98 99 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 Source: ANAC and DAC 5 Participation in the Brazilian market (RPK) 100% 0.8% Avianca 11.5% 90% Others 80% 65.1% 34.7% 70% Latam 60% 50% 17.1% 40% Azul 30% 20% 30.3% Gol 36.0% 10% 4.6% 0% 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 Source: ANAC 6 GOL | Managing Capacity Based on Market Dynamics GOL grew steady with the economy during 2010-2014 In response to the economic pressures of the past few years, GOL has ramped down capacity faster than competitors GOL Reduced Capacity faster than Competitors in Response to Lower Demand from Economic Stagnation ALTA Carriers (LatAm) Brazil Domestic(1) GOL 6.0% 6.0% 3.0% 2.0% 2.0% 1.0% - (5.0%) (6.0%) 2010-2014 CAGR 2015 vs. 2014 Growth 2016 vs. 2015 Growth Note: (1) Excludes GOL 7 GOL | Strong Capacity Discipline in 2016 GOL’s network adjustments facilitated increased profitability 2016 ASK Reduction +31.6% -1.9% -46.9% +8.7% +0.7% +2.7% -0.9% -6.0% 2015 New Additional Cancellations Reductions Gauge FYE Other 2016 Routes Flights season/charters/tactical 8 Brazil | 4th Largest Domestic Market Million O-D domestic passenger journeys 1,000 China 800 US 600 400 India 200 BRAZIL 4 150 Indonesia Japan 100 Australia Turkey BRAZIL Vietnam 4 Mexico Russia 50 Canada 0 2014 2034 Source: IATA, Nov. 26, 2015 (http://www.iata.org/pressroom/pr/Pages/2015-11-26-01.aspx) 9 GOL | Leading Market Position in Brazil¹ Strong Market Position in Brazil’s Key Airports Domestic Brazil Market Share (RPK) Brasilia (Brasília) Confins 20% GOL’s core airports represent 32% (Belo Horizonte) approximately 66% of total 48% 23% 54% domestic passenger traffic 23% 36% Flat 36% Galeão 21% (Rio de Janeiro) 33% 5 45% 17% 6 51% -2pp Guarulhos 32% 37% 35% (São Paulo) 1 33% 4 2 3 40% 31% 8 33% 29% 40% 27% Curitiba 7 17% (Curitiba) 11% Santos Dumont 17% Flat (Rio de Janeiro) 39% 34% 45% 44% 27% 10% +2pp 12% Porto Alegre #2 (Porto Alegre) Congonhas (São Paulo) Others 2015 2016 Source: Hotran (1) Based on slots at the most important airports in Brazil. 10 GOL | #1 Market share at Brazil’s main Airports* State GDP%¹ #1 #2 GOL share São Paulo CGH GRU VCP PPB 32.1% - 35% Rio de Janeiro GIG SDU 11.8% - 46% Minas Gerais CNF JDF MOC UDI 9.2% - 27% Paraná CWB IGU LDB MGF 6.3% - 37% Rio Grande do Sul POA CXJ 6.2% - 37% Santa Catarina FLN JOI NVT XAP 4.0% - 36% Bahia SSA BPS IOS 3.8% - 30% Distrito Federal BSB 3.3% - 32% (*) At main airports, in number of seats as of Sep, 2016 ¹ IBGE 2013 Brazilian GDP by state 11 Brazil | GDP Concentration Geographic GDP distribution drives a natural tendency towards airline network overlap → continuous yield pressure (exacerbated during low demand cycles) and over-capacity "reflex" 12 GOL | Network serves Brazil Middle lands Frontier Source: FDC, Prof Paulo VIcente 13 GOL | Best Product Offering GOL product is tailored for sustainability (business and discretionary travelers drive the highest share of revenue); GOL flies on-time where most passengers want to go and at their preferred times/frequency; GOL provides functionality and flexibility to make the journey productive, affordable and comfortable (winning product for business, leisure, or to visit family and friends); GOL+ Easy and fast New Products on-board Fast boarding with Flexibility Comfort seats flight changes service Intelligent Check-in Functionality 14 GOL | Unique Characteristics GOL is one of the best companies to work and grow professionally in Brazil; GOL’s financials validate its view of the marketplace reality (RASK up, CASK down, cash in); GOL is the bankable and investable airline in Brazil. All of this value is delivered to our customers while we have the lowest cost producing network, fleet, systems, and team. We keep it simple, efficient, and robust. 15 GOL | High Efficiency and Productivity Human Resources Operations Employees (in thousands) Liters of fuel (in billions) Revenue Passenger Kilometers (RPK) / Employee (in R$ thousands) LTM Liters consumed (thousands) / Revenue Passenger Kilometers (RPK) LTM 1.6 1.6 1.6 1.7 1.5 1.5 44.9% -14.4% 46,9 45,5 43,6 2.332 2.403 40,4 40,4 40,2 1,659 2.060 2.125 2.257 2011 2012 2013 2014 2015 2016 2011 2012 2013 2014 2015 2016 Employees (in thousands) Flights (in R$ thousands) Net Revenue per employees (000) Net revenue per flights (in R$ thousands) 348.6 326.1 316.5 317.6 315.9 309.3 72.1% 39.6% 597 594 632 31,7 31,0 32,3 549 23,1 23,2 28,3 367 458 2011 2012 2013 2014 2015 2016 2011 2012 2013 2014 2015 2016 16 GOL | Ancillary Revenues 12% of total Revenues in 2016 Ancillary Revenues (R$ MM) up from 10% in 2010 9% ancillary revenue CAGR over 2010-16 period 1,195 1,196 1,020 944 Best Customer Experience: 826 834 702 GOL+Conforto seats available in 100% of fleet On-board sales over 3.3 MM products in 2016 Smiles loyalty program in Latin America with 12 million members 2010 2011 2012 2013 2014 2015 2016 17 Smiles | Continuous Innovation Smiles is managed as a separate business unit 2013 2014 2015 2016 Direct Sales of Miles Partnership with Operation with Partnership signature with Smiles & Money Partnership with Smiles & Money Drogaria São Paulo Magazine Luiza Korean Air fare for 100% of the AeroMexico portfolio Smiles Co-branded Credit Roberto Carlos tickets Operation with Fast Partnership with Copa Issue without miles Card with miles Shop Airlines Improvement of the conversion rate Partnership with Reactivation of expired Tickets reservation Operation with Operation with Accor from Itaú Rocketmiles miles Mobile website Localiza Miles for you and for me Smiles Concierge Partnership with Operation with Operation with program Etihad’s accrual implementation Petrobrás Premmia Aerolíneas Argentinas Etihad Smiles Club new categories Partnership with Emirates Smiles Club New Smiles Shopping Operation with TAP Boarding fee payment with Gift Smiles new Transfer miles Partnership with Cielo Operation with miles product Travel and Tourism Operation with Alitalia Reserve hotels with miles Smiles App launch Smiles Club Drogarias Pacheco New Smiles website Implementation of Korean Shell partnership Integration Rocketmiles Launch 365 campaign Air and Localiza at Smiles’ GPA partnership (Smiles 20th anniversary) Partnership with Royal Site Caribbean 18 Brazil | Loyalty Market Growth Potential Loyalty Market Penetration (% of population) Brazilian Credit Card Market Brazil 5.9% Credit Card Transactions Volume (in R$ bln) Brazil 7.8% 676 Chile 23.7% 625 553 France 28.5% 480 United Kingdom 29.6% 411 337 Australia 30.3% Canada 43.2% Australia 44.5% New Zealand 44.7% 2010 2011 2012 2013 2014 2015 Source: Companies websites and statistics from each of its respective countries Source: ABECS – Credit Card and Services Companies Brazilian Association 19 GOL | Lowest Cost for more than 15 years Proven know-how on standardized single fleet - Smaller crew costs - Smart spare parts management - Best in class maintenance facility (FAA certified) Lean and productive operations - Best aircraft utilization - Efficient airports Reduced exposure to fixed costs - Efficient administrative structure - Customer experience and strong brand reduces sales cost Forward-looking - MAX orders (increased range and lower fuel consumption with fair ownership) - Investments in technology and product concluded in 2016 CONSISTENCY, EFFICIENCY and SERVICE are keys for sustainability & growth 20 Brazil | RASK/CASK (stage-length adjusted) and YIELD (in cents of R$) YIELD RASK/CASK (sla) 30 27 26.3 26.2 28.1 CASK Industry Industry 24.6 27 24 23.0 RASK 23.1 23.2 22.9 25.0 24.6 24.3 22.4 24.1 RASK 24 21 21.3 23.8 20.7 20.3 20.0 22.3 23.4 19.9 19.7 19.8 19.3 19.3 22.3 CASK GOL 18.0 GOL 21 18 18.0 17.5 20.1 17.4 19.7 19.5 15.5 15.6 18 15 15.0 2011 2012 2013 2014 2015 2016 2011 2012 2013 2014 2015 2016 Source: ANAC, adjusted by the stage length.
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