Acushnet : 4Q 2019 Presentation

Acushnet Holdings Corp.

Fourth Quarter 2019 Earnings Call

February 27, 2020

Sondra Lennon

Vice President, FP&A and Investor Relations

DISCLAIMERS

FORWARD-LOOKING STATEMENTS

The forward-looking statements contained in this presentation are based on management's current expectations and are subject to uncertainty and changes in circumstances. We cannot assure you that future developments affecting us will be those that we have anticipated. Actual results may differ materially from these expectations due to changes in global, regional or local economic, business, competitive, market, regulatory and other factors, many of which are beyond our control. Important factors that could cause or contribute to such differences include: a reduction in the number of rounds of golf played or in the number of golf participants; unfavorable weather conditions may impact the number of playable days and rounds played in a given year; consumer spending habits and macroeconomic factors may affect the number of rounds of golf played and related spending on golf products; demographic factors may affect the number of golf participants and related spending on our products; a significant disruption in the operations of our manufacturing, assembly or distribution facilities; our ability to procure raw materials or components of our products; a disruption in the operations of our suppliers; the cost of raw materials and components; currency transaction and translation risk; our ability to successfully manage the frequent introduction of new products or satisfy consumer preferences, quality and regulatory standards; our reliance on technical innovation and high-quality products; changes to the Rules of Golf with respect to equipment; our ability to adequately enforce and protect our intellectual property rights; involvement in lawsuits to protect, defend or enforce our intellectual property rights; our ability to prevent infringement of intellectual property rights by others; changes to patent laws; intense competition and our ability to maintain a competitive advantage in each of our markets; limited opportunities for future growth in sales of golf balls, golf shoes and golf gloves; our customers' financial condition, their levels of business activity and their ability to pay trade obligations; a decrease in corporate spending on our custom logo golf balls; our ability to maintain and further develop our sales channels; consolidation of retailers or concentration of retail market share; our ability to maintain and enhance our brands; seasonal fluctuations of our business; fluctuations of our business based on the timing of new product introductions; risks associated with doing business globally; compliance with laws, regulations and policies, including the U.S. Foreign Corrupt Practices Act or other applicable anti-corruption legislation; our ability to secure professional golfers to endorse or use our products; negative publicity relating to us or the golfers who use our products or the golf industry in general; our ability to accurately forecast demand for our products; a disruption in the service or a significant increase in the cost, of our primary delivery and shipping services or a significant disruption at shipping ports; our ability to maintain our information systems to adequately perform their functions; cybersecurity risks; the ability of our eCommerce systems to function effectively; impairment of goodwill and identifiable intangible assets; our ability to attract and/or retain management and other key employees and hire qualified management, technical and manufacturing personnel; our ability to prohibit sales of our products by unauthorized retailers or distributors; our ability to grow our presence in existing international markets and expand into additional international markets; tax uncertainties, including potential changes in tax laws, unanticipated tax liabilities and limitations on utilization of tax attributes after any change of control; adequate levels of coverage of our insurance policies; product liability, warranty and recall claims; litigation and other regulatory proceedings; compliance with environmental, health and safety laws and regulations; our ability to secure additional capital at all or on terms acceptable to us and potential dilution of holders of our common stock; risks associated with acquisitions and investments; our estimates or judgments relating to our critical accounting policies; terrorist activities and international political instability; occurrence of natural disasters or pandemic diseases; our substantial leverage, ability to service our indebtedness, ability to incur more indebtedness and restrictions in the agreements governing our indebtedness; our use of derivative financial instruments; the ability of our controlling shareholder to control significant corporate activities, and our controlling shareholder's interests may conflict with yours; our status as a controlled company; the market price of our common stock; our ability to maintain effective internal controls over financial reporting; our ability to pay dividends; our status as a holding company; dilution from future issuances or sales of our common stock; anti-takeover provisions in our organizational documents; reports from securities analysts; and the other factors set forth in the section entitled "Risk Factors" in our Annual Report on Form 10-K for the year ended December 31, 2018 filed with the SEC on February 28, 2019 as it may be updated by our periodic reports subsequently filed with the SEC, including, when available, the Annual Report on Form 10-K for the year ended December 31, 2019. Should one or more of these risks or uncertainties materialize, or should any of our assumptions prove incorrect, our actual results may vary in material respects from those projected in these forward-looking statements.

Any forward-looking statement made by us in this presentation speaks only as of the date of this presentation. Factors or events that could cause our actual results to differ may emerge from time to time, and it is not possible for us to predict all of them. We may not actually achieve the plans, intentions or expectations disclosed in our forward-looking statements and you should not place undue reliance on our forward-looking statements. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint ventures, investments or other strategic transactions we may make. We undertake no obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments or otherwise, except as may be required by any applicable securities laws.

NON-GAAP FINANCIAL MEASURES

This presentation includes certain financial measures not presented in accordance with generally accepted accounting principles ("GAAP") such as Adjusted EBITDA, Adjusted EBITDA margin and net sales in constant currency. These non-GAAP financial measures are not measures of financial performance in accordance with GAAP and may exclude items that are significant to understanding and assessing the Company's financial results. Therefore, these measures should not be considered in isolation or as an alternative to net sales, net income or other measures of profitability or performance under GAAP. You should be aware that the Company's presentation of these measures may not be comparable to similarly-titled measures used by other companies. For a reconciliation of these measures to the most comparable GAAP measures, we refer you to the appendix in this presentation or the earnings release that we have made available on our website (www.acushnetholdingscorp.com) in connection with this presentation.

For further information, please see our Annual Report on Form 10-K for the year ended December 31, 2018 filed with the SEC on February 28, 2019 as it may be updated by our periodic reports subsequently filed with the SEC, including, when available, the Annual Report on Form 10-K for the year ended December 31, 2019, pursuant to the Securities Exchange Act of 1934 which are available at the SEC's website (www.sec.gov). Copies of this presentation and the accompanying webcast are publicly available on our website (www.acushnetholdingscorp.com). This presentation should be read with the accompanying webcast and related earnings release.

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Q4 and Full Year 2019

Performance

David Maher

President and Chief Executive Officer

RESULTS OVERVIEW

	($ in millions)		Q4 2019	Growth	Growth	FY 2019	Growth	Growth
		Y/Y	Y/Y @ CC	Y/Y	Y/Y @ CC
	Net Sales	$368.3	7.3%	7.9%	$1,681.4	2.9%	4.8%
	Adjusted EBITDA*	$44.5	23.3%		$240.1	4.0%
* See Appendix A for Adjusted EBITDA reconciliation

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SEGMENT RESULTS*

Titleist Golf Balls

• Q4 sales up 11% Y/Y; Up 7% YTD
• Pro V1 franchise success
• Titleist ball count across worldwide professional tours at 73%
• EXP•01 test market well received

Titleist Golf Clubs

• • Q4 sales down 2% Y/Y; Down 1% YTD
  • TS driver franchise momentum - #1 driver on PGA Tour in 2019
  • Titleist irons and Vokey wedges success on tour
  • New T-Series irons, TS hybrids and U-Series utilities momentum
• All year-over-year sales changes on constant currency

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SEGMENT RESULTS*

Titleist Golf Gear	FootJoy Golf Wear
• Q4 sales down 7% Y/Y; Up 5% YTD	• Q4 sales up 7% Y/Y; Up 3% YTD
• Full-year gains in all gear categories	• Flex and Fury model success
• LINKSMASTER bags debut in 2019	• Global apparel growth
• Investment in product development and	• Exciting footwear and apparel product
supply chain excellence	launches 2020

L I N K S M A S T E R

S E R I E S

• All year-over-year sales changes on constant currency

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GEOGRAPHIC MARKET RESULTS*

US

• Q4 sales up 21% Y/Y; Up 7% YTD
• YTD rounds of play increase

EMEA

• Q4 sales up 19% Y/Y; Up 11% YTD
• YTD rounds of play increase

Japan

• Q4 sales down 23% Y/Y; Down 9% YTD
• Mixed results for 2019: Gains in balls offset by lower club and FootJoy sales

Korea

• • Q4 sales up 8% Y/Y; Up 7% YTD
  • YTD rounds of play increase
• All year-over-year sales changes on constant currency

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ACUSHNET IN 2020

• Golf industry healthy heading into 2020
• Acushnet poised to launch new products throughout 2020
• • Balls - New AVX, Tour Soft and Velocity in Q1; New model (multi-layer, TPU cover) late summer
  • Clubs - New Vokey SM8 wedges and Cameron Special Select putters; New Titleist metals in September
  • Gear - Expansion of LINKSMASTER Series
  • FootJoy - New Pro|SL Carbon and Tour X footwear models
  • KJUS - New Gemini rainwear technology
• Impact of coronavirus

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Q4 and Full Year 2019

Financial Results

Tom Pacheco

Chief Financial Officer

INCOME STATEMENT HIGHLIGHTS

($ in millions)	Q4 2019	Q4 2018	FY 2019	FY 2018
Net sales	$368.3	$343.4	$1,681.4	$1,633.7
Gross profit	$186.7	$174.9	$872.2	$842.4
GM%	50.7%	50.9%	51.9%	51.6%
SG&A	$143.0	$140.2	$627.5	$611.9
R&D	$13.2	$13.4	$51.6	$51.5
Income from operations	$28.5	$19.6	$185.7	$172.3
OM%	7.7%	5.7%	11.0%	10.5%
Interest expense, net	$5.0	$4.5	$19.6	$18.4
Other (income) expense, net	$(0.4)	$(0.6)	$0.9	$3.6
Income tax expense	$4.4	$3.5	$40.6	$47.2
Effective Tax Rate	18.2%	22.2%	24.6%	31.4%
Net income attributable to Acushnet Holdings	$17.9	$11.4	$121.1	$99.9
Adjusted EBITDA*	$44.5	$36.1	$240.1	$230.8

* See Appendix A for Adjusted EBITDA reconciliation

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BALANCE SHEET AND CASH FLOW HIGHLIGHTS

($ in millions)	As of 12/31/19	Notes
Unrestricted Cash	$32.1
Accounts Receivable, net	$215.4
Inventory	$398.4
Total Debt Outstanding	$404.4	Leverage ratio 1.8x

($ in millions)	12 months ended 12/31/19	Notes
Cash Flow from Operations	$134.3
Capital Expenditures	$33.0	≈$38.0 million in 2020

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CAPITAL ALLOCATION PRIORITIES

• Investment in the business
• Opportunistic M&A
• Quarterly dividend
• Share repurchase program

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2020 FINANCIAL OUTLOOK

($ in millions)

Net Sales

Net Sales @ CC

Adjusted EBITDA

2020 Outlook

$1,665 - $1,705

Down by 0.5% to up 1.9% when compared to 2019

$220 - $240

Coronavirus impact

• Sales down by $40M
• Adjusted EBITDA down $18M

Tariff impact

• Adjusted EBITDA down $5M

2020 product launches

• Q1 launches - AVX, Tour Soft & Velocity balls, Vokey wedges, Cameron Special Select putters
• H2 launches - Titleist metals, new multi-layer, TPU covered ball

2020 Progression

• H1 sales 52 - 53% of total year
• Q2 sales slightly larger than Q1 sales
• Q2 Adjusted EBITDA larger percent of H1

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Q&A

APPENDIX

APPENDIX A: ADJUSTED EBITDA

($ in thousands)	Q4 2019	Q4 2018		FY 2019	FY 2018
Net income attributable to Acushnet Holdings Corp	$17,859	$11,418		$121,070	$99,872
Interest expense, net	5,013	4,463		19,613	18,402
Income tax expense	4,356	3,495		40,600	47,232
Depreciation and amortization	11,814	10,439		43,002	40,496
Share-based compensation	2,984	4,783		10,975	18,563
Transaction fees	639	129		2,654	599
Executive pension settlement (1)	---	---		---	2,543
Other non-cash (gains) losses, net (2)	55	489		(1,283)	(81)
Net income attributable to non-controlling interests	1,759	846		3,495	3,200
Adjusted EBITDA	$44,479	$36,062		$240,126	$230,826
Adjusted EBITDA margin	12.1%	10.5%		14.3%	14.1%

1. In the third quarter of 2018, our former Chief Executive Officer received lump-sum pension benefit payments in connection with his retirement, which resulted in a non-cash settlement expense of $2.5 million.
2. Includes non-cash indemnification expense (income) related to obligations owed to us by Beam and other non-cash (gains) losses, net that are included when calculating net income attributable to Acushnet Holdings Corp.

A reconciliation of non-GAAP Adjusted EBITDA, as forecasted for 2020, to the closest corresponding GAAP measure, net income (loss), is not available without unreasonable efforts on a forward-looking basis due to the high variability and low visibility of certain charges that may impact our GAAP results on a forward-looking basis.

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APPENDIX B: GEOGRAPHIC RESULTS

($ in millions)	Q4 2019

United States

$182.5

EMEA$43.8

Japan$48.0

Korea$58.2

Rest of World

$35.8

Growth	Growth
Y/Y	Y/Y @ CC
20.9%	20.9%
17.1%	19.3%
(19.7)%	(22.9)%
3.0%	7.8%
(7.7)%	(5.9)%

FY 2019	Growth	Growth
Y/Y	Y/Y @ CC
$884.8	7.1%	7.1%
$230.5	4.9%	11.0%
$182.7	(8.2)%	(9.3)%
$223.4	1.0%	7.1%
$160.0	(4.5)%	(1.3)%

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APPENDIX C: SEGMENT RESULTS

	Q4 2019	Growth	Growth		Growth	Growth
($ in millions)	Y/Y @	FY 2019	Y/Y @
Y/Y	Y/Y
		CC		CC
Titleist Golf Balls	$115.7	10.1%	10.7%	$551.6	5.3%	6.9%
Titleist Golf Clubs	$109.3	(2.0)%	(1.9)%	$434.4	(2.4)%	(1.3)%
Titleist Golf Gear	$23.4	(7.9)%	(7.1)%	$150.0	2.7%	4.9%
FootJoy Golf Wear	$84.3	6.3%	6.8%	$441.9	0.5%	2.5%

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