American Power Conversion (Nasdaq: APCC) Smith Barney Citigroup 18th Annual Global Industrial Manufacturing Conference March 9, 2005 Grand Hyatt, New York, NY Don Muir, APC Senior Vice President Finance and Administration, CFO
Presentation of Results Today s presentation contains information regarding the historical performance of APC, including the presentation of historical net income. These results may be presented both in accordance with Generally Accepted Accounting Principles (GAAP) and in non- GAAP format. A reconciliation from non-gaap amounts to GAAP for APC s historical performance is posted on the investor relations section of the Company s Web site at http://investor.apcc.com
Safe Harbor Provision This presentation contains forward-looking statements as that term is defined in the Private Securities Litigation Reform Act of 1995. All statements in this presentation that do not describe historical facts, such as statements concerning the Company s future prospects, are forward-looking statements. All forward-looking statements are not guarantees and are subject to risks and uncertainties that could cause actual results to differ from those projected. The factors that could cause actual results to differ materially include the following: costs to comply with the provisions of the Sarbanes-Oxley Act of 2002 are greater than currently anticipated; the impact of increasing competition which could adversely affect the Company s revenues and profitability; the impact of foreign currency exchange rate fluctuations; the impact on demand, component availability and pricing, and logistics, and the disruption of Asian manufacturing operations that result from labor disputes, war, acts of terrorism or political instability; ramp up, expansion and rationalization of global manufacturing capacity; the potential impact of complying with changing environmental regulations; impact on order management and fulfillment, financial reporting and supply chain management processes as a result of the Company s reliance on a variety of computer systems, including Oracle 11i which is periodically upgraded; the discovery of a latent defect in any of the Company s products; the Company s ability to effectively align operating expenses and production capacity with the current demand environment; general worldwide economic conditions, and, in particular, the possibility that the PC and related markets decline; growth rates in the power protection industry and related industries, including but not limited to the PC, server, networking, telecommunications and enterprise hardware industries; competitive factors and pricing pressures; product mix changes and the potential negative impact on gross margins from such changes; changes in the seasonality of demand patterns; inventory risks due to shifts in market demand; component constraints, shortages, pricing and quality; risk of nonpayment of accounts receivable; the uncertainty of the litigation process including risk of an unexpected, unfavorable result of current or future litigation; and the risks described from time to time in the Company s filings with the Securities and Exchange Commission. The Company cautions readers not to place undue reliance on any such forward-looking statements, which speak only as of the date they are made. The Company disclaims any obligation to publicly update or revise any such statements to reflect any change in Company expectations or in events, conditions, or circumstances on which any such statements may be based, or that may affect the likelihood that actual results will differ from those set forth in the forward-looking statements.
APC Initiatives Support Targeted Mission APC s Mission To create delighted customers by improving the manageability, availability, and performance of information and communication systems through the rapid delivery of innovative solutions to real customer problems APC s Vision APC products ensuring availability wherever data is created, transmitted or stored APC s Market Positioning Global, End-to-End, Nonstop Networking APC s Products and Systems Surge suppressors, uninterruptible power supplies (UPS), power distribution, power management software, DC power systems, precision cooling equipment, and services
Consumer: Technology in the Home Technology Trends VoIP, Biometrics, Convergence, Digital Living and Wireless Opportunities New product categories Geographic expansion Channel expansion Competition Belkin (cables, surge protection, UPS) Monster (A/V surge protection and UPS) Phoenixtec (Asia and OEM provider of UPSs) New: Products for the Audio Visual Market New: Backup power for PCs
Mid-market: Core APC Customer Technology Trends Server consolidation, IP telephony, disaster recovery, Sarbanes-Oxley Opportunities Verticals, such as healthcare Brand the data center with InfraStruXure Expand the sale with end-to-end solutions Competition Liebert (Emerson Electric) Eaton Power Quality (formerly Powerware) MGE New: Smart-UPS, next generation New: Smart- UPS VT, 10 40 kva for small data centers New: Smart-UPS RT
Enterprise: End-to-End Solutions Technology Trends Server consolidation, IP telephony, disaster recovery, Sarbanes-Oxley Opportunities Brand the data center with InfraStruXure Services Expand the sale with end-to-end solutions globally Industrial Competition Liebert (Emerson Electric) Eaton Power Quality (formerly Powerware) MGE New: InfraStruXure Express, On-demand mobile data center New: InfraStruXure with Integrated Cooling
Solid Historical Sales Performance $1,800 $1,600 2004: $1.7 B up 16% $ Million $1,400 $1,200 $1,000 $800 $600 $400 $200 CAGR: ~30% Other Large Systems Small Systems $0 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004
History of Strong Profitability $ Million $200 $180 $160 $140 $120 $100 $80 $60 $40 Non-GAAP CAGR: 25% $182 $169 2004 GAAP Net Income Up 3% YOY 2004 Non-GAAP Net Income down 4% YOY $20 $0 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 GAAP Non-GAAP
Fourth Quarter 2004 Revenue Tops Half Billion Mark for First Time in Company History Q4 04 Revenue up 19% Q4 04 Net Income down 9% Q4 04 Non-GAAP Net Income down 13% $ Million 500 450 400 350 300 250 200 150 100 50 0 $431 $511 Q4 2003 Q4 2004 $60 $50 $40 $30 $20 $10 $0 $61 $58 $53 $53 Q4 2003 Q4 2004 GAAP Non-GAAP
Fourth Quarter 2004: Record Quarter for Small and Large Systems Segment Q4 04 Revenue Composition by Segment, % of Revenues Large Systems: $108 million (21%) Small Systems: $380 million (75%) Other: $19 million (4%) YOY Growth QOQ Growth Small 14% 11% Large 41% 38% Other 9% 15%
Record Year for Small and Large Systems Segment 2004 Revenue Composition by Segment, % of Revenues Large Systems: 19% Small Systems: 77% Other: 4% 2004 Revenue $M YOY Growth Small Systems $1,300 13% Large Systems $322 34% Other $66 4
Balanced Geographic Distribution of Revenue 2004 Revenue Growth Across All Regions % of total 2004 revenue by major geographic region Asia: 18% EMEA: 32% Americas 50% 2004 % Change Constant $ Americas 14% 14% EMEA 17% 11% Asia 19% 14%
Historical APC Revenue Growth versus IT Spending Growth Worldwide 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% IT Spending Growth APC Revenue Growth 0.00% -5.00% -10.00% 1998 1999 2000 2001 2002 2003 2004 Source: IDC and Company Estimates
Historical Quarterly Margin Trends, 1995-Q4 2004 60.0% 50.0% 40.0% 30.0% Small Systems Gross Margin Gross Margin 20.0% OPEX to Sales 10.0% 0.0% Operating Profit Q1 1995 Q4 1995 Q3 1996 Q2 1997 Q1 1998 Q4 1998 Q3 1999 Q2 2000 Q1 2001 Q4 2001 Q3 2002 Q2 2003 Q1 2004 Q4 2004 Note: Results are presented as non-gaap, a reconciliation for each period is available at http://investor.apcc.com
Expanding Market Opportunity Represents Growth Opportunity 14 12 $ Billion 10 8 6 4 2 APC Revenue APC Market Opportunity 0 1997 Today Source: Company and Industry Estimates
$14 Billion Market Opportunity, by Major Product Category Industrial Power NCPI Management Surge Protection DC Power Other Single Phase UPS 3 Phase UPS Mobile Accessories Cooling Power Distribution Services Physical Infrastructure Source: Company and Industry Estimates
InfraStruXure Addresses a $7 Billion Market Opportunity Surge Protection Power Generation Services Single Phase UPS 3 Phase UPS Cooling Power Distribution Physical Infrastructure DC Power Systems NCPI Management Source: Company and Industry Estimates
InfraStruXure InfraStruXure for: Changing the way the world designs data centers Rack-based architecture for power, cooling, and environmental management Closets (1-3 Racks) Computer Rooms (1-5 Racks) Small Data Centers (5-20 racks) Smart-UPS NetShelter VX NetworkAIR PA $1 - $10K Symmetra RM NetShelter VX NetworkAIR PA $4 - $25K Symmetra PX InfraStruXure PDU NetShelter VX NetworkAIR FM $50-$400K Medium Data Centers (20-100 racks) Large Data Centers (>100 racks) Symmetra PX InfraStruXure PDU NetShelter VX NetworkAIR FM $130 K - $1 M plus Symmetra MW InfraStruXure PDU NetShelter VX NetworkAIR FM $250 K and up
Investment in Education and Adoption Programs Driving Top Line Results Q4 2004 InfraStruXure Revenue and Education Update Record fourth quarter revenue Up 96% year-over-year Up 50% quarter-over-quarter Full year revenue up ~90% year-over-year Trained nearly 100,000 channel partners and end users in 2004 Detecting 50% more qualified projects than in 2003 2005 plans call for continued investment in demand generation and education programs
Commitment to Shareholder Value: APC Returned approximately $220 million to Shareholders in 2004 $ Million 900 800 700 600 500 400 300 200 100 0 Q1 2001 Q2 2001 Cash and Investments Year end 2004: $721 M Q3 2001 Q4 2001 Q1 2002 Q2 2002 Q3 2002 Q4 2002 Q1 2003 Q2 2003 Q3 2003 Q4 2003 Q1 2004 Q2 2004 Q3 2004 Q4 2004 APC commenced and completed $150 million stock buyback in Q3 2004 Bought back and retired approximately 9.3 million shares at an average price of $16.09 APC pays quarterly dividend $0.10 per share quarterly dividend Dividend instituted in June 2003 at $0.08 per share Increased 25% in June 2004
APC: Investing in Expanding Market Opportunities APC is a strong company with good opportunities investing heavily in delivering innovation to the market Solid Fundamentals Solid profitability and strong balance sheet with healthy cash position Investing in future products plus sales and marketing programs Global manufacturing, sales and support Global, End-to-end, Nonstop networking Actively supporting APC s comprehensive line of business segments and geographies from consumer to mid-market to enterprise New product categories; New price points; New markets
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