ＩＲ

Financial Results for FY2017 (Fiscal Year Ended March 31, 2017)

April 27, 2017

Hino Motors, Ltd.

ＩＲ 2/16

1. Sales Turnover

ＩＲ 3/16

・A new record high with global unit sales both in Japan and overseas seeing a year on year

increase.

Global Unit Sales (Retail Sales)

FY2016 FY2017

★

1,281

5,463

6,171

5,470

14,423

13,628

60,522

60,651

167,609

8374,0114,740

5,532

13,958

14,828

63,688

66,815

174,409

Europe

Africa

Middle East

Oceania

North America

Central and South America

Asia

Japan

＋6,800 units（＋4.1%）

Japan

＋6,164 units（＋10.2%）

Overseas

106,958↓

107,594

＋636 units

（＋0.6%）

(Units)

★Record high

★

★

★

★

ＩＲ

・Total Demand: Growth for 7 consecutive years and surpassing 200,000

units for the first time since 2006.

・Hino Sales: New record high in units and share.

4/16

Truck and Bus Market in Japan

FY2016 FY2017 FY2016 FY2017

Bus

Total demand

Hino's sales (Retail)

[Share]

＋16,990 units（＋8.6%）

(Units)

Light-duty

Heavy- and medium-duty

88,263

98,156

10,589

98,106

103,660

12,232

197,008

213,998

Light-duty

Heavy- and medium-duty32,988

24,369

Bus

〔37.4%〕

〔24.8%〕

〔31.1%〕3,294

60,651

36,949

25,937

〔37.7%〕

〔25.0%〕

〔32.1%〕

3,929

66,815

〔30.8%〕

〔31.2%〕

＋6,164 units（＋10.2%）

★Record high

★

★

ＩＲ

Thailand: Moderate upswing in the market due to increase in construction vehicles demand.

Indonesia: Market invigorated due to increase in construction and mining demand.

5/16

Sales Volumes in Thailand and Indonesia (Retail Sales)

FY2016 FY2017 FY2016 FY2017

＋683 units（＋5.6%）

＋3,455 units（＋16.6%）

Thailand Indonesia (Units)

12,18512,868

20,822

24,277

ＩＲ 6/16

・Vehicles: Sales of vehicles decreased for both SUV and loading vehicles.

・Units: Strong U.S. market, however overall decline due to decrease in Thailand.

Consolidated Sales of Toyota Brand Vehicles and Units

FY2016 FY2017FY2016 FY2017

-36,478（-4.7%）

-10,554 units（-6.8%）

Vehicles Units(in Thailand and the U.S.)

(Units)

Loading Vehicles

SUV

28,723

126,144

27,144

117,169

154,867

144,313

771,189734,711

ＩＲ 7/16

2. Consolidated Financial Results

ＩＲ 8/16

Consolidated Income Statements

(Billions of yen)

Item Change

Net sales 1,683.7 1,745.5 －61.8<－1.4p>

Operating income 71.2 98.3 －27.1<－1.2p>

Ordinary income 72.0 95.9 －23.9Profit attributable <－0.8p>

to owners of parent 49.4 65.1 －15.7Note: Figures in parentheses (<>) indicate income margin. ★Record high

FY2017

<4.3%>

<4.2%>

Change (%)FY2016

－3.5%<5.6%>

<5.5%>

－27.6%

<2.9%> <3.7%>

－24.9%

－24.1%

★

<Consolidated unit sales> (Units)

FY2017 FY2016 Change

Japan 67,059 61,297 ＋5,762

Overseas 104,788 106,942 －2,154

Toyota brand 144,313 154,867 －10,554

Total 316,160 323,106 －6,946

<Exchange rate>

FY2017 FY2016

ＵＳ$ 109 120

ＴＨＢ 3.08 3.46

ＩＤＲ（100） 0.83 0.89

Ａ$ 82 89

ＩＲ 9/16

・Decline in profit mainly due to the impact of the strong yen.

Analysis of Consolidated Income Statements

0.6

15.6

49.4

65.1

FY2017

Results

(19.8)

(23.5)11.4

FY2016

Results

Improvement incost of sales

Change in coststructure, etc

Effects ofsales

Environmentalchange

(Billions of yen)

Non-operatingIncome taxes

Decrease in income taxes +11.7

etc.

Foreign exchange -28.2

Materials +8.4

Profit attributable to owners of parent: ¥-15.7 billion (¥65.1 billion → ¥49.4 billion)

Operating income: ¥-27.1 billion (¥98.3 billion → ¥71.2 billion)

ＩＲ 10/16

Japan: Strong Japanese market, yet drop in profit due to the strong yen, decline in shipments and rise in

cost to Toyota.

Asia: Decrease in sales due to the influence of the exchange rate, but a rise in profit due to improving

profitability in Thailand and Indonesia.

Other Areas: Drop in profit due to a decrease in U.S. sales.

Consolidated Operating Income by Segments

(Billions of yen)

Net salesOperating

income

<3.2%> <4.9%> ＋0.7% －35.1%

Japan 1,390.8 43.9 1,380.6 67.6 ＋10.2 －23.7<5.3%> <3.8%> －14.2% ＋19.0%

Asia 327.6 17.4 382.0 14.6 －54.4 ＋2.8<3.9%> <4.7%> －12.2% －26.8%

203.2 8.0 231.4 10.9 －28.2 －2.9

Consolidated

adjustment －237.9 1.9 －248.5 5.2 ＋10.6 －3.3<4.2%> <5.6%> －3.5% －27.6%

Total 1,683.7 71.2 1,745.5 98.3 －61.8 －27.1★Record high

Other

Areas

Change

Note: Figures in parentheses (<>) indicate operating income margin.

Percentages in the column "Change" indicate year-on-year change.

FY2017 FY2016

Net salesOperating

incomeNet sales

Operating

income

★

★

★

ＩＲ 11/16

Trends in the Quarterly Consolidated Sales and Operating Income

<Exchange rate>

US$

FY2016 FY2017 FY2016 FY2017 FY2016 FY2017 FY2016 FY2017

120 111 123 103 121 106 118 115

25.428.8 27.1

17.014.918.0 17.6 20.7

407.0

451.3 447.8

439.4

381.5417.6 411.5

473.1

0.0

100.0

200.0

300.0

400.0

500.0

▲20.0

0.0

20.0

40.0

60.0

80.0

100.0

1Q 2Q 3Q 4Q

（億円）Operating Income

Sales(Billions of yen)

FY2017

FY2016

Prev ious FY

Current FY

ＩＲ 12/16

3. Sales Forecasts for FY2018

ＩＲ 13/16

・Global unit sales are forecasted to be 183,000 due to increased sales inside and outside Japan.

Global Unit Sales (Retail Sales)

107.6144.3 116.0 136.9

66.8 67.0

1 2 3 4 5FY2017 Results FY2018 Forecasts

トヨタ向けToyota brand

JapanJapan

183.0174.4

(Thousand units)

OverseasOverseas

Toyota brand

ＩＲ 14/16

4. Consolidated Financial Forecasts

for FY2018

ＩＲ 15/16

Consolidated Income Statements

(Billions of yen)

ItemFY2018

Forecasts

FY2017

ResultsChange Change (%)

Net sales 1,720.0 1,683.7 ＋36.3 ＋2.2%<4.4%> <4.2%> <＋0.2p>

Operating income 75.0 71.2 ＋3.8 ＋5.4%<4.5%> <4.3%> <＋0.2p>

Ordinary income 77.0 72.0 ＋5.0 ＋6.9%Profit attributable <2.9%> <2.9%> <0.0p>

to owners of parent 50.0 49.4 ＋0.6 ＋1.2%Note: Figures in parentheses (<>) indicate income margin.

<Exchange rate>

ＵＳ$ 110 109

ＴＨＢ 3.11 3.08

ＩＤＲ（100） 0.83 0.83

Ａ$ 83 82

ＩＲ 16/16

Increase in operating income: ¥+3.8 billion (¥71.2 billion → ¥75.0 billion)

Analysis of Consolidated Operating Income

(Year-on-year comparison)

75.071.2

20.0(9.0)

17.0(24.2)

Improvement incost of sales

Change in coststructure, etc

Effects ofsales

Environmentalchange

FY2017

Results

FY2018

Forecasts

(Billions of yen)

Foreign exchange +2.0

Materials -11.0