Acushnet : 4Q 2020 Presentation

Fourth Quarter 2020

Earnings Call

February 25, 2021

DISCLAIMERS

FORWARD-LOOKING STATEMENTS

The forward-looking statements contained in this presentation are based on management's current expectations, including our current views with respect to the impact of the novel coronavirus ("COVID-19") on our operations and financial performance, 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: the duration and impact of the COVID-19 pandemic, which may precipitate or exacerbate one or more of the following risks and uncertainties; 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 changing 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 certain of our products, including 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, as well as federal, state and local policies and executive orders regarding the COVID-19 pandemic; 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 estimates; terrorist activities and international political instability; occurrence of natural disasters or pandemic diseases, including the COVID-19 pandemic; 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 that our controlling shareholder's interests may conflict with yours; our status as a controlled company; the market price of shares 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 and Delaware law; 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, 2019 filed with the Securities and Exchange Commission ("SEC") on February 27, 2020 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, 2020. These factors should not be construed as exhaustive. 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, 2019 filed with the SEC on February 27, 2020 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, 2020, 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 2020 Performance

David Maher

President and Chief Executive Officer

($ in millions)

Q4 2020 Growth Y/YGrowth Y/Y @ CC

Net sales	$420.5 14.2% 11.9%
Adjusted EBITDA*	$48.1 8.1%

Segment net sales
Titleist Golf Balls	$119.3 3.1% 1.4%
Titleist Golf Clubs	$132.0 20.8% 18.4%
Titleist Golf Gear	$29.2 24.8% 22.6%
FootJoy Golf Wear	$100.6 19.3% 17.0%

* See Appendix A for Adjusted EBITDA reconciliation

($ in millions)	Q4 2020 Growth Y/YGrowth Y/Y @ CC
United States	$211.9 16.1% 16.1%
EMEA	$44.8 2.3% (1.1)%
Japan	$49.8 3.8% 0.2%
Korea	$68.4 17.5% 12.5%
Rest of world	$45.6 27.4% 21.5%

($ in millions)

FY 2020 Growth Y/YGrowth Y/Y @ CC

Net sales	$1,612.2 (4.1)% (4.2)%
Adjusted EBITDA*	$233.2 (2.9)%

Segment net sales
Titleist Golf Balls	$507.8 (7.9)% (8.0)%
Titleist Golf Clubs	$418.4 (3.7)% (4.0)%
Titleist Golf Gear	$149.4 (0.4)% ---%
FootJoy Golf Wear	$415.3 (6.0)% (6.1)%

* See Appendix A for Adjusted EBITDA reconciliation

STRATEGIC INVESTMENTS

Golf Ball Capital Investment

• • 5-year, $120 million investment in our golf ball operations and precision manufacturing capabilities

• • Vast majority focused on new innovations, technological advancements and operational enhancements

• • Enhancing speed and efficiency of golf ball operations

• • Stretching custom ball capabilities

• • Solidify and advance Titleist's position as the golf ball performance and quality leader

North American Distribution Center

• • Located in Indianapolis and went operational in Q4 2020

• • Consolidates many warehousing and distribution activities; led by FootJoy and followed by Titleist Gear

• • eCommerce fulfillment and custom embroidery capabilities to be added in the future

• • Stock golf balls distributed from new DC, together with east and west coast facilities

• • Immediate enhancement of customer experience

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Q4 and Full Year 2020 Financial Results

Tom Pacheco

Chief Financial Officer

Q4 2020

Net sales

($ in millions)

Gross profit

GM%

SG&A

R&D

Restructuring charges

Income from operations

OM%

Interest expense, net

Other expense (income), net

Income tax (benefit) expense

Effective Tax Rate

Net income attributable to Acushnet Holdings Corp.

Adjusted EBITDA*

Q4 2019

$420.5 $368.3

$220.4 $186.7

52.4% 50.7%

$173.6 $143.0

$14.0 $13.2

$27.1 $28.6

$---

$---

6.4% 7.8%

$3.3 $5.0

$8.7 ($0.4)

($8.1) $4.4

(54.0)% 18.2%

$21.6 $17.9

$48.1 $44.5

11.5% 24.6%

FY 2019

$1,612.2 $1,681.4

$829.8 $872.2

51.5% 51.9%

$610.6 $627.5

$48.9 $51.6

$---

$145.5 $185.7

9.0% 11.0%

$15.6 $19.6

$16.8 $0.9

$13.0 $40.6

$96.0 $121.1

$233.2 $240.1

($ in millions)	As of 12/31/2020	Notes
Unrestricted Cash	$149.4
Total Debt Outstanding	$335.8	Leverage ratio 1.6x
Accounts Receivable, net	$201.5
Inventory	$357.7	Down ≈10% vs 2019
($ in millions)	12 months ended 12/31/2020	Notes
Cash Flows from Operations	$264.4
Capital Expenditures	$24.7	≈$50.0 million in 2021

CAPITAL ALLOCATION

• • Despite otherwise conservative actions, long-term priorities have not changed

• • Maintained dividend in 2020

• • Declared Q1 2021 cash dividend to be paid on March 26, 2021; increase of 6.5%

• • Share repurchase program to resume in 2021; expect to purchase up to $40 million worth of shares

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• • Due to the continued uncertainties caused by COVID-19, we are not providing guidance for 2021

• • Expectations for 2021:

  • • Sales profile will have different cadence

    • • Healthy first-half sales gains compared to both 2020 and 2019

    • • Lower second-half sales compared to both 2020 and 2019

  • • First-half gross margin to be negatively impacted by $8 - $10 million from higher freight expense, driven by recent increases in our global air and container costs

  • • 2021 operating expense to be higher compared to 2019

Q&A

APPENDIX

APPENDIX A: ADJUSTED EBITDA

($ in millions)	Q4 2020	Q4 2019	FY 2020	FY 2019
Net income attributable to Acushnet Holdings Corp.	$21.6	$17.9	$96.0	$121.1
Interest expense, net	3.3	5.0	15.6	19.6
Income tax (benefit) expense	(8.1)	4.4	13.0	40.6
Depreciation and amortization (1)	14.4	11.8	45.4	43.0
Share-based compensation	5.9	3.0	16.0	11.0
Restructuring & transformation costs (2)	1.9	---	15.6	---
Beam indemnification expense (income) (3)	10.3	(0.1)	9.9	(0.5)
Other extraordinary, unusual or non-recurring items, net (4)	(2.8)	0.8	17.6	1.9
Net income attributable to noncontrolling interests	1.6	1.8	4.0	3.5
Adjusted EBITDA	$48.1	$44.5	$233.2	$240.1
Adjusted EBITDA margin	11.4%	12.1%	14.5%	14.3%

• (1) For the three months and year ended December 31, 2020, includes a goodwill impairment loss of $3.8 million related to KJUS.

• (2) Relates to severance and other costs associated with management's approved restructuring program and other expenses to refine and transform our business model and improve operational efficiencies.

• (3) Includes non-cash indemnification expense (income) related to tax audits for the periods in which we were owned by Beam Suntory, Inc.

• (4) Items recorded during the year ended December 31, 2020 include salaries and benefits paid for associates who could not work due to government mandated shutdowns, fringe benefits paid for furloughed associates, spoiled raw materials, incremental costs to support remote work and the cost of additional health and safety equipment of $13.5 million. Items recorded during the three months and year ended December 31, 2020 include pension settlement costs of $2.1 million and $7.2 million, respectively, related to lump-sum distributions to participants in our defined benefit plans as a result of the voluntary retirement program as part of management's approved restructuring program. Items recorded during the three months and year ended December 31, 2019 include transaction fees of $0.6 million and $2.7

million, respectively. Includes other immaterial unusual or non-recurring items, net for the three months and years ended December 31, 2020 and 2019.

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($ in millions)	Q4 2020 Growth Y/YGrowth Y/Y @ CC	FY 2020 Growth Y/YGrowth Y/Y @ CC
Titleist Golf Balls	$119.3 3.1% 1.4%	$507.8 (7.9)% (8.0)%
Titleist Golf Clubs	$132.0 20.8% 18.4%	$418.4 (3.7)% (4.0)%
Titleist Golf Gear	$29.2 24.8% 22.6%	$149.4 (0.4)% ---%
FootJoy Golf Wear	$100.6 19.3% 17.0%	$415.3 (6.0)% (6.1)%
($ in millions)	Q4 2020 Growth Y/YGrowth Y/Y @ CC	FY 2020 Growth Y/YGrowth Y/Y @ CC
United States	$211.9 16.1% 16.1%	$839.4 (5.1)% (5.1)%
EMEA	$44.8 2.3% (1.1)%	$219.0 (5.0)% (5.5)%
Japan	$49.8 3.8% 0.2%	$151.8 (16.9)% (18.8)%
Korea	$68.4 17.5% 12.5%	$246.2 10.2% 11.8%
Rest of world	$45.6 27.4% 21.5%	$155.8 (2.6)% (2.7)%