Needham jan. 2017 presentation

1. TENNANTCO.COM
REINVENTING
the future of cleaning.
TENNANT COMPANY – NEEDHAM PRESENTATION
Tom Paulson – Senior VP and CFO
January 2017

2. This presentation contains certain statements that are considered “forward-looking statements”
within the meaning of the Private Securities Litigation Reform Act of 1995. Forward-looking
statements generally can be identified by the use of forward-looking terminology such as “may,”
“will,” “expect,” “intend,” “estimate,” “anticipate,” “believe,” “project,” or “continue” or similar words
or the negative thereof. These statements do not relate to strictly historical or current facts and
provide current expectations of forecasts of future events. Any such expectations or forecasts of
future events are subject to a variety of factors. We caution that forward-looking statements must
be considered carefully and that actual results may differ in material ways due to risks and
uncertainties both known and unknown. Information about factors that could materially affect our
results can be found in Part I, Item 1A, Risk Factors in our Annual Report on Form 10-K for the
year ended December 31, 2015, and in Part II, Item 1A Risk Factors in our most recent quarterly
report on Form 10-Q. Shareholders and potential investors are urged to consider these factors in
evaluating forward-looking statements and are cautioned not to place undue reliance on such
forward-looking statements.
We undertake no obligation to update or revise any forward-looking statement, whether as a
result of new information, future events or otherwise. Investors are advised to consult any further
disclosures by us in our filings with the Securities and Exchange Commission and in other written
statements on related subjects. It is not possible to anticipate or foresee all risk factors, and
investors should not consider any list of such factors to be an exhaustive or complete list of all
risks or uncertainties.
Safe Harbor
Statement
2

3. About
Tennant Company
Tennant Company, a Minnesota
corporation founded in 1870 and
incorporated in 1909, is a world leader
in designing, manufacturing and
marketing solutions that empower
customers to achieve quality cleaning
performance, significantly reduce
environmental impact and help create
a cleaner, safer, healthier world.
71consecutive years
of cash dividends
44consecutive years of
increase in annual
cash dividend payout
Balance sheet
NYSE Symbol:
TNC
2015 Revenues:
$812M
3
2015 Employees:
3,164

4. OUR VISION
We will lead our global industry in
sustainable cleaning innovation that
empowers our customers to create a
cleaner, safer and healthier world.
4

5. Competitive Landscape
2015 $5B Global Cleaning Equipment Market*
18%Tennant | Nobles |
Alfa | Orbio
Nilfisk | Advance |
Clarke | Viper
Hako | Minuteman |
PowerBoss
Karcher | Windsor |
TecServ | ProChem
Taski
of the market
consists of
others with a
market share
of 3% or less.
17%
11%
9% 3%
42%
* Estimated market size in
“constant currency” U.S. dollars
for Tennant-like equipment
categories and aftermarket.
5

6. Broad Portfolio of Quality Products
COMMERCIAL
INDUSTRIAL
AFTERMARKET
ESSENTIALS
ORBIO®
TECHNOLOGIES
COATINGS
6

7. STRONG DIRECT SALES
& SERVICE ORGANIZATIONS
Strong Direct Sales & Service Organizations
Global Sales Employees Global Direct Service EmployeesGlobal Revenue by Sales Channel
25%
75%
Distribution
Direct
Distribution Partners
More than 80 countries
around the world
Global Strategic Accounts
Cross-functional teams &
market specialists
Factory-Service Direct
Locally based & factory-trained
service technicians
0
100
200
300
400
500
600
2012 2013 2014 2015
Americas EMEA APAC
0
100
200
300
400
500
600
700
800
900
2012 2013 2014 2015
Americas EMEA APAC
7

8. 8
Broad Range of Global Customers
MARKETS
8

9. 9
2015 Revenue of $812M
73%
17%
10%
Americas
EMEA
APACNet Sales by
Geography
22%
14%
61%
3%
Service &
Other
Equipment*
Coatings
Net Sales by
Product Group
Parts &
Consumables
*Equipment Mix
Commercial | 52%
Industrial | 44%
Outdoor | 4%
9

10. We remain committed to organic
Sales goal of $1 Billion and 12% or
above Operating Profit Margin
Growth Strategy
10
• Reach new markets and new customers
• Deliver a strong product & technology pipeline
• Build Tennant’s e-Business capabilities
• Be disciplined about improving margins &
controlling expenses

11. $1B
$752M
GDP Growth
$60M (2%)
Go-To-Market
$70M (up to 3%)
New Products
$80M(up to 3%)
Emerging Markets
$40M (up to 2%)
11
Our Journey to $1 Billion
11

12. Strategic
Priorities
12
.

13. CRM & Marketing Automation
Perpetual Lead Generation
Speed-to-Lead
• Better lead visibility and new
processes mean we can
convert leads faster
• Keep the lead pipeline full
with automated marketing
capabilities embedded
inside CRM
Prospecting
• Leverage deep history to
prioritize the known
• Visualize the potential to
discover the new
13

14. e-Commerce
Cleaning solutions made easy online
• Empower our customers
• Anticipate their needs
• Enhance their experience
Good Experience Increase Revenue
• New customers
• New geographies
• Expand products
Lower Cost of Sale
• Self-service
• Reduce manual interventions
• Cost avoidance
14

15. 552012-2014
362015
New Product Development
Strongest Product Pipeline Ever!
102016
15

16. – Launched M20 & M30
Sweeper-Scrubbers
and T20 Heavy-Duty
Industrial Rider
Scrubber with high-
tech features
• Touch-n-GoTM Steering-
wheel-mounted control
module
• Pro-PanelTM intuitive
touch-screen interface
15
Tennant Company
New Products

17. • Lithium-Ion, Fuel Cell, etc.
• Improving cost & availability
• ROI for customer
• Reduced weight & footprint size
• Sustainability
• Productivity
• Game-changing solution
– +
Water RecyclingBattery Technologies Robotics (AGV)Asset Management
• Manage cleaning
programs better
• Fleet management
• Lower cost-to-clean
• Addresses labor costs
• Largest potential growth
opportunity
Advanced Product Development
Future Technologies
17

18. Acquisitions
Strategic Filters
Sales & Service
Coverage
Technology
Platforms
Complementary
Products
Underserved
Markets
18

19. FINANCIAL
Summary
Reinventing the future of cleaning.
19

20. SALES
GROSS MARGIN
Adjusted*
OPERATING PROFIT
Adjusted*
OPERATING PROFIT MARGIN
Adjusted*
DILUTED EPS
2015 2014 CHANGE
CONSTANT(1)
CURRENCY
2015
AS
REPORTED
(1)“Constant Currency”: estimated income statement which assumes no change in exchange rates from prior year.
*2015 results are adjusted to exclude restructuring charge in S&A of $3.7M pre-tax ($0.17 per diluted share) and non-cash
long-lived asset impairment of $11.2M pre-tax ($0.58 per diluted share).
$857.1 M
43.8%
$81.4 M
9.5%
$3.00
$822.0 M
42.9%
$72.1 M
8.8%
$2.70
+4.3%
+90 bps
+12.9%
+70 bps
+11.1%
$811.8 M
43.0%
$68.1 M
8.4%
$2.49
2015 Full Year “Constant Currency” View
(excludes estimated foreign exchange impact)
20

21. 21
SALES
GROSS MARGIN
Adjusted*
OPERATING PROFIT
Adjusted*
OPERATING PROFIT MARGIN
Adjusted*
DILUTED EPS
Q3’16 Q3’15 CHANGE
CONSTANT(1)
CURRENCY
Q3’16
AS
REPORTED
(1)“Constant Currency”: estimated income statement which assumes no change in exchange rates from prior year.
*Q3’15 results are adjusted to exclude restructuring charge in S&A of $1.8M pre-tax ($0.09 per diluted share) and non-cash
long-lived asset impairment of $11.2M pre-tax ($0.64 per diluted share).
$200.1 M
42.4%
$15.8 M
7.9%
$0.62
$204.8 M
43.3%
$17.5 M
8.6%
$0.68
(2.3%)
(90 bps)
(10.2%)
(70 bps)
(8.8%)
$200.1 M
42.6%
$16.3 M
8.1%
$0.64
2016 Third Quarter
“Constant Currency” View (excludes estimated foreign exchange impact)
Organic Sales Growth was approximately (2.2%), foreign currency exchange impact was
neutral and excluded the net unfavorable impact from the divestiture of Green Machines and
the acquisition of Florock of 0.1%.

22. SALES
GROSS MARGIN
Adjusted*
OPERATING PROFIT
Adjusted*
OPERATING PROFIT MARGIN
Adjusted*
DILUTED EPS
YTD‘16 YTD‘15 CHANGE
CONSTANT(1)
CURRENCY
YTD‘16
AS
REPORTED
(1)“Constant Currency”: estimated income statement which assumes no change in exchange rates from prior year.
*YTD‘15 results are adjusted to exclude Q3‘15 restructuring charge in S&A of $1.8M pre-tax ($0.09 per diluted share) and
non-cash long-lived asset impairment of $11.2M pre-tax ($0.64 per diluted share).
$602.7 M
43.4%
$47.5 M
7.9%
$1.80
$605.9 M
43.2%
$48.4 M
8.0%
$1.71
(0.5%)
+20 bps
(1.8%)
(10 bps)
+5.3%
$596.8 M
43.2%
$45.9 M
7.7%
$1.74
2016 First Nine Months
“Constant Currency” View (excludes estimated foreign exchange impact)
Organic Sales Growth was approximately 0.1%, excluding approximately 1.0% unfavorable
foreign currency exchange impact and the net unfavorable impact from the divestiture of
Green Machines and the acquisition of Florock of 0.6%.
21

23. 23
History of Sales Growth
2010-2015 Average Organic Sales Growth of 7%
23
$553
$599
$664
$701
$596
$668
$754 $739 $752
$822 $812
$0
$100
$200
$300
$400
$500
$600
$700
$800
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
‘16 Guidance
$805M
to
$815M
NETSALES(inmillions)
Organic Growth
8% 7% 6% 0.2%-1.4%<1.5%> <13%> 12% 10.5% 0% 3% 10.3% 4.3%
Anticipated
Organic Growth

24. $223,102
$194,299
$214,423
$206,954
$212,016
$227,543
$223,940
8.8%
20.2%
25.7%
30.3% 30.9% 31.7%
30.3%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
$170,000
$180,000
$190,000
$200,000
$210,000
$220,000
$230,000
$240,000
$000s
24
Improved Profitability & Balance Sheet Leverage
Return on Invested Capital Improvement 2009 – 2015*
*On a “Constant Currency” basis, 2015 ROIC would have been 33.7%.
‘09 ‘10 ‘15‘11 ‘12 ‘13 ‘14
AverageInvestedCapital
Adj OP
$19.5M
Adj OP
$39.2M
Adj OP
$55.2M
Adj OP
$62.7M
Adj OP
$65.4M
OP
$72.1M
Adj OP
$68.1M
23

25. 2016 EPS & Sales Guidance
25
2015
ACTUAL
As Reported
$1.74 EPS
$811.8M SALES
As Adjusted
$2.49 EPS
$811.8M SALES
2016 Financial Outlook
$2.40 to $2.60/$805M to $815M
KEY EXPECTATIONS FOR 2016
• Net sales in the range of $805M to $815M versus $811.8M in 2015.
• Continued slow economic growth in North America, modest improvement in
Europe, and growth in emerging markets.
• Unfavorable foreign currency impact on sales of approximately 1%.
• Sales decline from Green Machines divestiture of approximately 1%.
• Sales increase from Florock acquisition of approximately 1%.
• Organic sales growth, excluding foreign currency exchange impact, divestiture and
acquisition in the range of 0.2% to 1.4%.
• Foreign currency exchange headwinds estimated to negatively impact operating
profit in the range of $2M to $3M, or approximately $0.08 to $0.12 EPS.
• Gross margin performance in the range of 43% to 44%.
• R&D expense of approximately 4% of sales.
• Effective tax rate of approximately 31% (negatively impacting 2016 by
approximately $0.05).
• Capital expenditures in the range of $25M to $30M.

26. Summary
26
Anticipate foreign
currency & global
economic volatility
remain challenging
Tennant has never been
positioned better in the
market with its innovative
product and technology
portfolio and go-to-
market strategy
We remain committed to
our goals of $1 Billion in
organic sales & a 12%
or above operating profit
margin
$1B