2. 2
Historical financial and operating data in this presentation reflect the consolidated results of WD-40 Company, its subsidiaries and its legal
entities. WD-40 Company markets maintenance products (“MP”) under the WD-40®, 3-IN-ONE® and GT85® brand names. Currently
included in the WD-40 brand are the WD-40 Multi-Use Product and the WD-40 Specialist® and WD-40 BIKETM product lines. WD-40
Company markets the following homecare and cleaning (”HCCP”) brands: X-14® mildew stain remover and automatic toilet bowl cleaners,
2000 Flushes® automatic toilet bowl cleaners, Carpet Fresh® and no vac® rug and room deodorizers, Spot Shot® aerosol and liquid carpet
stain removers, 1001® household cleaners and rug and room deodorizers and Lava® and Solvol® heavy-duty hand cleaners.
Except for the historical information contained herein, this presentation contains “forward-looking statements” within the meaning of the Private
Securities Litigation Reform Act of 1995. Such statements reflect the Company’s current expectations with respect to currently available
operating, financial and economic information. These forward-looking statements are subject to certain risks, uncertainties and assumptions
that could cause actual results to differ materially from those anticipated in or implied by the forward-looking statements.
Our forward-looking statements include, but are not limited to, discussions about future financial and operating results, including: growth
expectations for maintenance products; expected levels of promotional and advertising spending; plans for and success of product innovation,
the impact of new product introductions on the growth of sales; anticipated results from product line extension sales; and forecasted foreign
currency exchange rates and commodity prices. Our forward-looking statements are generally identified with words such as “believe,”
“expect,” “intend,” “plan,” “could,” “may,” “aim,” “anticipate,” “estimate” and similar expressions.
The Company's expectations, beliefs and forecasts are expressed in good faith and are believed by the Company to have a reasonable basis,
but there can be no assurance that the Company's expectations, beliefs or forecasts will be achieved or accomplished.
Actual events or results may differ materially from those projected in forward-looking statements due to various factors, including, but not
limited to, those identified in Part I―Item 1A, “Risk Factors,” in the Company’s Annual Report on Form 10-K for the fiscal year ended August
31, 2015 which the Company filed with the SEC on October 22, 2015 and in the Company’s Quarterly Report on Form 10-Q for the period
ended May 31, 2016 which the Company expects to file with the SEC on July 7, 2016.
All forward-looking statements included in this presentation should be considered in the context of these risks. All forward-looking statements
speak only as of July 7, 2016 and we undertake no obligation to update or revise any forward-looking statements, whether as a result of new
information, future events or otherwise. Investors and prospective investors are cautioned not to place undue reliance on our forward-looking
statements.
Forward-Looking Statements
3. 3
Q3 FY16 Q3 FY15 % Change
Net Sales $96.4 $92.5 4%
Gross Profit (%) 56.8% 53.3% 350 bps
Operating Income $18.7 $16.4 14%
Net Income $12.7 $11.0 16%
EPS (Diluted) $0.88 $0.75 17%
Q3 FY16 Results
• Top-line sales growth was impacted by foreign currency exchange
rates in Q3 FY16
• When you take both translation (or “constant currency”) and
transaction exposure into consideration, the impacts of foreign
currency exchange rates reduced our total net sales by approximately
$1.2 million
5. 5
1. Grow WD-40 Multi-Use Product
Maximize the product line through geographic expansion
and increased market penetration. More places, more
people, more uses, more frequently.
Double our WD-40 Multi-Use Product
net sales over the next 10 years
2. Grow the WD-40 Specialist Product Line
Leverage the WD-40 Specialist brand to grow specialist by
developing new products and product categories within
identified geographies and platforms.
Grow WD-40 Specialist to $125 million
in net sales over the next 10 years
3. Broaden Product and Revenue Base
Leverage the recognized strengths of WD-40 Company to
derive revenue from new sources and brands.
Continue to develop or acquire
maintenance products that fit well with
our unique multi-channel distribution
network
4. Attract, Develop and Retain Outstanding Tribe
Members
Succeed as a tribe while excelling as individuals.
Grow employee engagement to greater
than 95 percent
5. Operational Excellence
Continuous improvement by optimizing resources,
systems and processes as well as applying rigorous
commitment to quality assurance, regulatory compliance,
and intellectual property protection.
Execute the 55/30/25 business model
while safeguarding the “Power of the
Shield”
Strategic Initiatives
Target
7. 7
Functional currency
Main currency in which
subsidiaries conduct
business; typically the same
as that of the country in
which the subsidiary is
headquartered
Transaction currency
Currency in which sales,
costs, expenses are
transacted; typically the
same as that of the country in
which the sales transaction
takes place
Reporting currency
As a U.S. based company
the reporting currency of
WD-40 Company is the
U.S. dollar Conversion
from
transaction
currency to
subsidiaries’
functional
currency
Translation
from
functional
currency to
WD-40
Company’s
reporting
currency
Foreign Currency Impact
Translation
Impact
Transaction
Impact
Subsidiary
(Functional Currency)
UK – GBP
CANADA- CAD
AUSTRALIA- AUD
CHINA- CNY
Subsidiary
(Non-Functional Currency)
UK – USD & EUR
8. 8
Q3 FY16 net sales at Q3 FY16 FX rates Q3 FY16 net sales at Q3 FY15 FX rates Q3 FY16 net sales at Q3 FY15 FX rates
Foreign Currency Exchange Impact
In total
changes in FX
rates reduced
net sales by
~$1.2M in 3Q
FY16
$96.4
$99.2
$97.6
Reported Net Sales Translation Impact Transaction Impact
Translation Impact
(Functional Currency)
Translation and
Transaction Impact
Reporting Currency
Q3 FY16 Net Sales
(In millions)
(constant currency) (constant currency plus transaction impacts)(as reported)
$2.8
$1.6
$80
9. 9
$43.3 $42.2
$6.6 $7.6
Q3 FY16 Q3 FY15
Americas Net Sales
(in millions)
Maintenance Products Homecare and Cleaning Products
Americas Segment
Americas – Q3 FY16 vs. Q3 FY15
$49.9 $49.8
• Total reported segment sales flat
• Segment makes up 52% of global sales
• Maintenance product sales ▲ 3%
• HCCP sales ▼ 13%
• Maintenance product (MP) sales:
• U.S. MP sales ▲ 5%
• Represents 84% of segment sales
• Latin America MP sales flat
• Canadian MP sales ▼ 16%
• Due to timing of promotional programs
and unstable market and economic
conditions in Western Canada
$0
10. 10
$31.5
$28.8
$1.4
$1.5
Q3 FY16 Q3 FY15
EMEA Net Sales
(in millions)
Maintenance Products Homecare and Cleaning Products
EMEA Segment
EMEA – Q3 FY16 vs. Q3 FY15
$30.3
$32.9
• Total reported segment sales ▲ 9%
• Segment makes up 34% of global sales
• Changes in foreign currency exchange rates
had an unfavorable impact on sales
• On a constant currency basis sales ▲ 16%
• Maintenance product sales ▲ 10%
• HCCP sales ▼ 12%
• EMEA direct market sales ▲ 9%
• 68% of segment sales came from direct
markets
• In GBP-based markets sales ▲ 1% in GBP
• In EUR-based markets sales ▲ 15% in EUR
• EMEA distributor market sales ▲ 7%
• 32% of segment sales came from distributor
markets
• Sales increase due to improving market
conditions in Eastern Europe
$0
11. 11
$11.7
$10.6
$1.9
$1.8
Q3 FY16 Q3 FY15
Asia-Pacific Net Sales
(in millions)
Maintenance Products Homecare and Cleaning Products
Asia-Pacific Segment
Asia-Pacific – Q3 FY16 vs. Q3 FY15
$12.4
$13.6
• Total reported Asia-Pacific sales ▲ 10%
• Segment makes up 14% of global sales
• Changes in foreign currency exchange
rates had an unfavorable impact on sales
• On a constant currency basis sales ▲ 14%
• Maintenance product sales ▲ 11%
• HCCP sales ▲ 6%
• Australia sales flat
• In functional currency (AUD) sales ▲ 5%
• China sales ▼ 5%
• In functional currency (RMB) sales ▲ 1%
• Asia distributor market sales ▲ 32%
• Driven by successful promotional programs
$0
13. 13
Gross Margin
As the cost of crude oil continues to increase from the extremely low levels that flowed through our cost of goods
in the third quarter, we expect to see pressure on gross margin in the coming quarters
FY15
53%
FY14
52%
FY13
51%
Gross Margin – 53.3% Q3 FY15 vs. 56.8% Q3 FY16 (+3.5pp)
• Changes in petroleum-based specialty chemicals and aerosol
cans (+2.0pp)
• Lower advertising and promotional discounts (+1.0pp)
• Changes in foreign currency exchange rates in EMEA (+0.6pp)
• Price increases in Asia-Pacific and EMEA (+0.1pp)
• Warehousing and in-bound freight costs (+0.1pp)
• Sales mix and miscellaneous (-0.3pp)
14. 14
55/30/25 Results
* See appendix for descriptions and reconciliations of these non-GAAP measures.
Note: Percentages may not aggregate to EBITDA percentage due to rounding and because amounts recorded in other income (expense), net on the Company’s
consolidated statement of operations are not included in the EBITDA calculation.
55/30/25 Business Model
Target Q3 FY16
Actuals
Q3 FY15
Actuals
Q3 FY14
Actuals
Gross Margin 55% 57% 53% 51%
Cost of Doing Business 30% 36% 34% 34%
EBITDA 25% 20% 19% 17%
16. 16
Diluted EPS
Net Income
A&P Investment
Gross Margin
Net Sales
Sales Growth Slightly above fiscal year 2015
Between $378 and $383 million
Above 55%
Near 6.0%
Between $49.0 and $50.0 million
Between $3.40 and $3.47 based on 14.4
million shares outstanding
* As of 7/7/16. The assumptions in this guidance have been adjusted as it relates to foreign currency exchange rates to accommodate for current
events in Great Britain. This guidance does not include any future acquisitions or divestitures and assumes crude oil prices will remain close to
current levels for the remainder of the fiscal year.
Fiscal Year 2016 Guidance*
Changes to guidance indicated in BLUE.
18. 18
Foreign Currency Translation Impact or
“Constant Currency” – Q3 FY16
Q3 FY16 CC* Q3 FY15 % Change
Net Sales $99.2 $92.5 7%
Operating Income $19.2 $16.4 17%
Net Income $13.0 $11.0 19%
EPS (Diluted) $0.90 $0.75 20%
Q3 FY16 Q3 FY15 % Change
Net Sales $96.4 $92.5 4%
Gross Profit (%) 56.8% 53.3% 350 bps
Operating Income $18.7 $16.4 14%
Net Income $12.7 $11.0 16%
EPS (Diluted) $0.88 $0.75 17%
Financial Results
As reported
Financial Results
Constant currency basis
*Q3 FY16 results translated at Q3 FY15 foreign currency exchange rates
($ in millions; except % change and EPS)
19. 19
(1) This presentation contains certain non-GAAP (accounting principles generally accepted in the United States of America) measures, that our
management believes provide our stockholders with additional insights into WD-40 Company’s results of operations and how it runs its business. Our
management uses these non-GAAP financial measures in order to establish financial goals and to gain an understanding of the comparative performance
of the Company from year to year or quarter to quarter. The non-GAAP measures referenced in this presentation, which include EBITDA (earnings before
interest, income taxes, depreciation and amortization) and the cost of doing business, are supplemental in nature and should not be considered in isolation
or as alternatives to net income, income from operations or other financial information prepared in accordance with GAAP as indicators of the Company’s
performance or operations. Reconciliations of these non-GAAP financial measures to the WD-40 Company financials as prepared under GAAP are as
follows:
Non-GAAP Reconciliation – Q3 FY16
Cost of doing business:
Total operating expenses - GAAP $ 36,143 $ 32,900
Amortization of definite-lived intangible assets (740) (754)
Depreciation (in operating departments) (671) (649)
Cost of doing business $ 34,732 $ 31,497
Net sales $ 96,446 $ 92,485
Cost of doing business as a percentage of net sales 36% 34%
EBITDA:
Net income - GAAP $ 12,665 $ 10,965
Provision for income taxes 4,957 4,733
Interest income (186) (113)
Interest expense 433 343
Amortization of definite-lived intangible assets 740 754
Depreciation 842 823
EBITDA $ 19,451 $ 17,505
Net sales $ 96,446 $ 92,485
EBITDA as a percentage of net sales 20% 19%
Three Months Ended
5/31/2016 5/31/2015
Note: Percentages may not aggregate to EBITDA percentage due to rounding
