Vilnius Airport brief Commercial Strategy 2011-2013.

2. Catchment area
• 30 min. – 574 000
passengers
• 1 hour – 2 000 000
passengers
• 2 hours – 3 400 000
passengers

3. Passenger traffic 1,68m
0,03m
Passenger traffic in all
4,34m
Baltics airports, including
0,09m
transit and transfer
passengers (2011Jan- 0,73m
1,44m
Oct)

4. Passenger traffic 1,39m
0,03m
Passenger traffic in all
2,12m
Baltics airports,
0,09m
excluding transit and
transfer passengers 0,72m
1,41m
(2011Jan-Oct)

5. Technical data
• The largest airport in Lithuania;
• 5 km from Vilnius city center;
• The length of the runway is 2,515 m and the width
is 50 m; PCN83/F/D/X/T.
• ILS Category II, Siemens signal lights system.
•The category 4 E is given for aerodrome.
• Modern passenger terminal: capacity up to 3.5m
pax.; 30 check-in desks, 14 gates, 6 boarding bridges.

6. Passenger traffic at Vilnius Airport
3,000,000
2,500,000
2,000,000
1,500,000
1,000,000
500,000
0
2006 2007 2008 2009 2010 2011 * 2012 * 2013 *

7. Network strategy:
Frequency driven business flights
• Copenhagen - 3x daily;
• Frankfurt - 2x daily;
• Helsinki - 2x daily;
• Warsaw - 2x daily;
• Moscow - up to 3x daily;
• Stockholm - 2x daily;
• Kiev - 2x daily;
• Vienna, Prague, Brussels -
• Tallinn - up to 3x daily;
daily.
• Riga - 5x daily;

8. Network strategy:
Capacity driven leisure flights
• Barcelona - 4x weekly,
1500 weekly seats;
• Rome - 5x weekly, 1800 • Bremen - 4x weekly, 1500
weekly seats;
weekly seats;
• Milan - 6x weekly, 2100 • etc.
weekly seats;

9. Network strategy:
Expatriates driven flights
• Barcelona - 4x weekly,
1500 weekly seats;
• Rome - 5x weekly, 1800 • Bremen - 4x weekly, 1500
weekly seats;
weekly seats;
• Milan - 6x weekly, 2100 • etc.
weekly seats;

10. 17 airlines serving 31 airports in scheduled service

11. Seasonal charter flights

12. Top destinations
1. Riga 1. London
2. Frankfurt 2. Copenhagen
3. London 3. Tallinn
4. Copenhagen 4. Dublin
5. Helsinki 5. Riga
6. Dublin 6. Frankfurt
7. Prague 7. Paris
8. Warsaw 8. Brussels
9. Moscow 9. Moscow
10. Milan 10. Helsinki

13. How airports make money?
World’s average Vilnius Airport
Non-aeronautical revenues
34%
Non-aeronautical revenues
47%
Aeronautical revenues
52%
Aeronautical revenues
66%

14. Aeronautical revenues structure
Other
3%
Infrastructure fees
12%
Landing fees
37%
Passenger fees
49%

15. Non-aviation revenues structure
AdvertisingOther
5% 6%
VIP and business services
13%
Parking Rents and consessions
15% 60%

16. How to win?
Strategy:
- Cost efficiency - to have lowest unit costs in
the region;
- Competitive charges - TOP5 cheapest capital
airports in Europe;
- Growing non-aviation income.

17. VNO income/cost, mln EUR
70,000"
60,000"
50,000"
40,000"
INCOME"
30,000" COST"
20,000"
10,000"
0"
2005"m." 2006"m." 2007"m." 2008"m." 2009"m." 2010"m." 2011"m."

18. Average charge, per PAX
45"
40"
35"
30"
25"
20"
Average"charge"USD"per"depar;ng"PAX."
15"
10"
5"
0"
2005"m." 2006"m." 2007"m." 2008"m." 2009"m." 2010"m." 2011"m."

19. Increased efficiency
No#of#pax.#served#by#1#employee# Cost#to#serve#one#pax.#
6000" 30"
5000" 25"
4000" 20"
3000" 15"
2000" 10"
1000" 5"
0" 0"
2005" 2006" 2007" 2008" 2009" 2010" 2011" 2005" 2006" 2007" 2008" 2009" 2010" 2011"

20. Carriers dominance at airports
Riga Airport market share Tallinn airport market share Kaunas airport market share
Other
1%
WizzAir Other airBaltic
2% Other
20% 2%
12%
Estonian Air
Ryanair 33%
Lufthansa
19% 8%
Finnair
9%
airBaltic
67%
airBaltic Ryanair Ryanair
11% 20% 96%

21. No dependence on 1 or few carriers
Other
12% WizzAir
13%
Aerosvit
3%
utair
3%
LOT
3%
Czech Airlines Ryanair
4% 13%
Estonian Air
4%
Finnair
5%
SAS
6% Small Planet
13%
Lufthansa
9% airBaltic
13%

22. Thank You!
Simonas Bartkus, Chief Commercial Officer
http://www.vno.lt; s.bartkus@vno.lt, +370 688 85186