Western New York Investors Conference September 28, 2012
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1 NASDAQ: CMCO Western New York Investors Conference September 28, 2012 Timothy T. Tevens President & Chief Executive Officer Gregory P. Rustowicz Vice President - Finance & Chief Financial Officer 2012 by Columbus McKinnon Corp.
2 Safe Harbor Statement These slides contain (and the accompanying oral discussion will contain) forward-looking statements within the meaning of the Private Securities Litigation Reform Act of Such statements involve known and unknown risks, uncertainties and other factors that could cause the actual results of the Company to differ materially from the results expressed or implied by such statements, including general economic and business conditions, conditions affecting the industries served by the Company and its subsidiaries, conditions affecting the Company s customers and suppliers, competitor responses to the Company s products and services, the overall market acceptance of such products and services, the integration of acquisitions and other factors disclosed in the Company s periodic reports filed with the Securities and Exchange Commission. Consequently such forward looking statements should be regarded as the Company s current plans, estimates and beliefs. The Company does not undertake and specifically declines any obligation to publicly release the results of any revisions to these forwardlooking statements that may be made to reflect any future events or circumstances after the date of such statements or to reflect the occurrence of anticipated or unanticipated events. 2
3 Columbus McKinnon Corporation LIFT Easily and Safely SECURE Founded: 1875 IPO: 1996 NASDAQ: CMCO Market Capitalization $308.6 million Book Value per Share $8.45 Recent Price $15.88 Institutional Ownership 91.9% 52 Week High-Low $ $9.89 Insider Ownership 2.6% Shares Outstanding 19.4 million Employee Count (approx.) 2,626 Average Daily Volume (3 mos.) 73,397 Fiscal Year End March 31 Market data as of 9/20/12 (Yahoo Finance); shares outstanding, book value and employee count as of 6/30/12; ownership as of most recent filing 3
4 Vision & Strategy Become THE Material Handling Champion of the World Grow Profitably Grow in International Markets Acquisitions and Strategic Alliances New Products & Targeted Markets Operational Excellence Program 4
5 Long-Term Objectives & Metrics of Success Growth Efficiency & Productivity Financial Flexibility Revenue: $1 billion Achieve 1/3 of revenue in developing markets and 2/3 in developed markets Organic growth: - US at GDP+ (on a trend line basis) - Non-US at 10%-11% (on a trend line basis) Acquisitions: $200 - $300 million Operating Margin: 12% - 14% Working capital/revenue: 15% Inventory turns: 6x DSO: < 50 days Debt to Total Book Capitalization: 30% Flex to 50% for acquisitions Global Resources in Place to Execute Plan New products: 20% of sales 5
6 Growth Strategy Grow in International Markets Invest in developing industrial markets APAC / China Latin America Eastern Europe Increase sales presence 9 sales offices in China Expand sales and distribution in Mexico and Brazil Poland and Russia New sales offices in Turkey, Morocco and UAE 6
7 Growth Strategy Acquisitions & Strategic Alliances Create strategic value Increase international presence Synergistic / bolt on Expand product breadth Expand sales presence 7
8 Growth Strategy New Products and Targeted Markets Enhance existing product lines Develop products designed for regional requirements Target key vertical markets Create end market pull through Capitalize on extensive distribution channels 8
9 Growth Strategy Operational Excellence Program Operational Excellence Improve Customer Service Reduce Defects Shorten Lead Times Improve Inventory Turns Improve On-Time Deliveries Reduce Warranty Costs Improve Safety Lean Business System Quality Management System CMCO Lean Business System Based on associate involvement at every level and every location Focused on continually improving every aspect of CMCO Value Stream Mapping Kaizens identification of areas for improvement Quality Management System Global Supply Chain GOAL: To create the safest and most productive workplaces in the industry 9
10 Competitive Advantages Leading U.S. Market Share 62% of net sales are products for which CMCO has #1 position Strong Brands Built on Quality and Reliability Large and growing installed base Broad Product Offering & Diverse End User Market One-stop shopping No SKU > 1% of sales As diverse as GDP Extensive Market Channels & Growing Global Presence 12 major manufacturing facilities in 7 countries 52 global warehouses, sales, service offices Efficient Operations with Low Cost Structure Driving Lean manufacturing culture 10
11 Leading U.S. Market Share Competitive Advantages 62% of net U.S. sales are products for which CMCO has a #1 position Largest installed base of hoists in North America In excess of 80% of sales from products priced under $5K: MROP 11
12 Strong Brands Built on Quality and Reliability Competitive Advantages
13 Broad Product Offering Competitive Advantages Q1 FY2013 TTM Net Sales: $605.2 million Actuators/ Rotary Unions 14% Other 2% Hoists 59% Cranes 7% Rigging & Lifting Tools 18% One-Stop shop for distributors and customers No single product SKU comprises more than 1% of sales 13
14 Diverse End User Market Competitive Advantages Logging General Manufacturing Marine Agricultural Transportation Crane Building Warehousing Logistics Food Processing Mining Largest customer ~ 3% of sales Construction Energy Entertainment Power Generation, Distribution & Transmission 14
15 Extensive Market Channels Competitive Advantages Q1 FY2013 TTM Net Sales: $605.2 million Hoist Repair Parts 5% OEM/Government 3% US General Line Distributors 34% Crane End Users 7% Pfaff International Direct 11% Specialty Distributors 8% International General Line Distributors 32% Extensive Distribution Channels 15,000 + distributors & end-user customers 15
16 Growing Global Presence Competitive Advantages Headquarters Manufacturing Facility (12 major facilities) Warehouse/Sales/Distribution Centers (52 total facilities) 16
17 Efficient Operations with Low Cost Structure Competitive Advantages 2002 Q1 FY2013 TTM Revenue $480 million $605.2 million Major Manufacturing Facilities Manufacturing--Square Feet 2,691,200 1,459,000 Number of FTE 2,716 2,626 Q1 FY2013 Productivity Gains: Lean Activities: ERP System: Value Based Engineering: Localizing Products in China: $3.2 million 183 different projects on-going globally Multi-year implementation Potential annual savings of ~$1.5 million to $2 million Transferring western designed products to our facility in Hangzhou and localizing production 17
18 Managing Material Costs Competitive Advantages Q1 FY2013 TTM Cost of Sales: $439.3 million Steel Other Material Labor & Overhead 10% 40% 50% Purchasing Council manages major negotiations on pricing Generally annual price increases to remain margin neutral 18
19 International Market Penetration % of Sales by Region Q1 FY2013 TTM Non U.S. Sales ($ in millions) $268.7 $268.2 US 56% $224.5 $210.7 $241.1 Asia Pacific 1% Europe, Middle East & Africa 30% Latin America 6% Canada 7% FY09 FY10 FY11 FY12 Q1 FY13 TTM 37% of total sales 44% of total sales 19
20 Well Positioned for Growth & Margin Expansion ($ in millions) Net Sales Operating Income $593.8 $606.7 $476.2 $524.1 $591.9 $ % $ % 4.3% 5.3% 7.6% 8.4% $62.4 $20.7 $27.7 $45.1 $50.7 FY08 FY09 FY10 FY11 FY12 Q1 FY13 TTM FY08 FY09 FY10 FY11 FY12 Q1 FY13 TTM Operating Margin Note: Restated for Univeyor Discontinued Operations, divested July margin dollars and percentages excludes $107.0 million goodwill impairment charge & $1.9 million in restructuring & other special charges margin dollars and percentages excludes $21.0 million restructuring-related costs and $3.5 million of other special charges margin dollars and percentages excludes $6.2 million restructuring-related costs and $2.9 million of unusual product liability claims 20
21 Percent Percent Sales Correlated to Industrial Capacity Utilization U.S. Capacity Utilization All Manufacturing July 1973 forward July 2012: 78.4% July 2011: 75.6% Source: The Federal Reserve Board 88 Eurozone Capacity Utilization All Manufacturing March 1986 forward Economic risk in Eurozone Q2 2012: 79.6% Q1 2011: 81.3% Source: European Commission, June 2012 Jun 12 80% is generally considered to be the point where total industrial capacity approaches a level of constraint. 21
22 FY2013 First Quarter Results ($ in millions) $139.8 Net Sales $153.0 Operating Income $12.8 Operating Leverage 42.0% $ % 8.4% % of Revenue FY2012 FY2013 FY2012 FY2013 Operating leverage is defined as the year-over-year change in operating income divided by the year-over-year change in sales. 22
23 Emphasis on Productivity and Cash Sales per Employee ($ in thousands) Inventory Turnover $210 $187 $207 $232 $ FY09 FY10 FY11 FY12 Q1 FY13 TTM FY09 FY10 FY11 FY12 Q1 FY13 Working Capital as a Percent of Sales Receivable Days Outstanding 18.8% 16.2% 16.9% 17.6% 19.8% FY09 FY10 FY11 FY12 Q1 FY13 FY09 FY10 FY11 FY12 Q1 FY13 23
24 Strong Cash Generation ($ in millions) Operating Free Cash Flow (1) Cumulative Operating Free (1) Cash Flow $47.1 $48.0 $95.1 $117.8 $108.6 $118.4 $22.7 $47.1 $9.8 FY2008 FY2009 FY2010 FY2011 FY2012 ($9.2) FY2008 FY2009 FY2010 FY2011 FY2012 Cumulative free cash flow starting in Fiscal 2008 (1) Operating free cash flow is defined as cash provided by operating activities minus capital expenditures Note: Operating free cash flow is a non-gaap measure. See supplemental slides for operating free cash flow reconciliation and other important disclaimers regarding operating free cash flow 24
25 Stable Debt Levels ($ in millions) $154.4 $153.1 $152.7 Net Debt at June 30, 2012 $70.5 million $137.9 $14.2 $14.2 $133.3 $13.6 $132.8 $13.5 $13.1 $13.2 FY2008 FY2009 FY2010 FY2011 FY2012 Q1 FY2013 TTM Total debt Interest expense Note: Restated for Univeyor Discontinued Operations, divested July
26 Strong Balance Sheet Provides Financial Flexibility ($ in millions) at June 30, 2012 Cash Total Debt Shareholder Equity Total Capitalization Net Debt $ $ $ Credit Ratings (Corporate) S & P BB- Moody s Ba3 Total Debt / Total Capitalization 48.2% Net Debt / Net Total Capitalization* 30.0% Net Debt / TTM EBIT** 1.46 Goal: 30% * Net Total Capitalization = Total Capitalization minus Cash ** Excludes restructuring-related gain on sale of building of $1.5 million and gain on re-measurement of investment of $0.9 million 26
27 Operational Excellence People Excellence New Products & Services New Markets, Geographies, and Distribution Channels Columbus McKinnon Become THE Material Handling Champion of the World Superior Customer Excellence Our Goal Our Initiatives Corporate health Helping our customers succeed Our Values Each other and our diverse background Innovation, quality, and craftsmanship in all aspects of performance 27
28 Material Handling - Easily and Safely
29 29 Supplemental Information
30 Operating Free Cash Flow Reconciliation ($ in millions) Cash provided by operating activities $59.6 $60.2 $29.9 $3.3 $ Capital expenditures $12.5 $12.2 $7.2 $12.5 $13.8 Operating free cash flow $47.1 $48.0 $22.7 ($9.2) $9.8 Operating free cash flow is defined as cash provided by operating activities minus capital expenditures Columbus McKinnon believes that when used in conjunction with GAAP measures, operating free cash flow, which is a non-gaap measure, assists in the understanding of Columbus McKinnon s operating performance. 30
31 Executive Compensation Base Salary Based on level of responsibility, experience, knowledge and external pay practices Subject to annual review by independent Compensation Committee Annual Incentive payout is awarded based on percentage of base salary Focuses on annual goals/drivers that promote Company success 70% based on various EBIT metrics and weighting of respective EBIT 30% based upon individual strategic measures Long Term Incentives Plan is equity based and awarded as a percent of base salary Focuses on long-term performance and aligning management interests with shareholders Mix of target value 33% non-qualified stock options Vest 25% annually and remain exercisable for 10 years 33% restricted stock or Restricted Stock Units (RSU) RSUs Vest 25% annually 33% Performance RSUs Subject to one-year performance measure and, if earned, vest after 3 years 31
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