2. Safe Harbor & Non-GAAP Financial Measures
Cautionary Notice
Statements in this presentation which are not purely historical facts or which necessarily depend upon future events,
including statements about forecasted financial performance or other statements about anticipations, beliefs, expectations,
hopes, intentions or strategies for the future, may be forward-looking statements within the meaning of Section 27A of the
Securities Act of 1933, as amended and Section 21E of the Securities Exchange Act of 1934, as amended. Readers are
cautioned not to place undue reliance on forward-looking statements. All forward-looking statements in this presentation
are based upon information available to Builders FirstSource, Inc. on the date of this presentation. Except as required by
law, Builders FirstSource, Inc. undertakes no obligation to publicly update or revise any forward-looking statements,
whether as a result of new information, future events or otherwise. Any forward-looking statements involve risks and
uncertainties that could cause actual events or results to differ materially from the events or results described in the
forward-looking statements, including risks or uncertainties related to the Company’s revenues and operating results
being highly dependent on, among other things, the homebuilding industry, lumber prices and the economy. Builders
FirstSource, Inc. may not succeed in addressing these and other risks. Further information regarding factors that could
affect our financial and other results can be found in the risk factors section of Builders FirstSource, Inc.’s most recent
Form 10-K filed with the Securities and Exchange Commission. Consequently, all forward-looking statements in this
presentation are qualified by the factors, risks and uncertainties contained therein
Use of Non-GAAP Financial Measures
This presentation includes financial measures and terms not calculated in accordance with accounting principles generally
accepted in the United States (“GAAP”) in order to provide investors with an alternative method for assessing our
operating results in a manner that enables investors to more thoroughly evaluate our current performance as compared to
past performance. We believe these non-GAAP measures provide investors with a better baseline for modeling our future
earnings expectations. Our management uses these non-GAAP measures for the same purpose. We believe that our
investors should have access to the same set of tools that we use in analyzing our results. These non-GAAP measures
should be considered in addition to results prepared in accordance with GAAP, but should not be considered a substitute
for or superior to GAAP results. Our calculations of non-GAAP measures are not necessarily comparable to similarly
titled measures reported by other companies. Schedules that reconcile non-GAAP financial
measures to their GAAP equivalents are included later in this presentation.
1
5. Company Overview
Third largest building products provider1 operating in the estimated $106.8 billion single family residential
home construction market2
The Company is a fully-integrated supplier, manufacturer and installer of structural and related building
products
Lumber & Lumber Sheet Windows & Doors Prefabricated Components Millwork Other Products & Services
Products include Manufacturing, Factory-built substitutes Distribution of interior Cabinets, gypsum,
dimensional lumber, assembly and for job side-framing trim, exterior trim, roofing and insulation.
plywood and oriented distribution of including floor trusses, columns and posts. Services include turn-
strand board (“OSB”) aluminum and vinyl roof trusses, wall Manufacturing of custom key framing, shell
windows panels, stairs, and exterior features under construction, design
Assembly and engineered wood the Synboard™ assistance, and
distribution of interior brand name installation
and exterior door units
Notes:
1 According to ProSales Magazine among those with manufacturing capabilities, based on 2011 revenues
2 2011 National Association of Home Builder (“NAHB”)
4
6. Revenue Distribution
Over 50% of BFS sales are from value added product categories — Prefabricated Components,
Millwork and Windows & Doors
Over 20% of sales are related to our installation services
FY 2011 Q3 YTD 2012
5
7. Our Customers
Top 10 customers represented approximately 23% of total sales, with no one customer
exceeding 5% for FY 2011
Customer mix consists of large national homebuilders, regional homebuilders and local
builders
Approximately 15% of sales are related to light commercial and multi-family construction
Large builders, making up a significant portion of the Company’s customers, are winning
market share due to cost advantages, land positions and easier access to financing
6
8. Geographic Footprint
BFS has operations in 32 markets in 9 states primarily in the southern and eastern
regions of the United States
Hagerstown North East
Emmitsburg
Frederick
Port of Rocks
Manassas
BFS is in 17 of the nation’s
Culpeper
top 50 Metropolitan Statistical
Areas (as ranked by single Bristol
Hillsborough
Kingsport Piney Flats
family housing permits) Clarksville
Nashville
Johnson City
Knoxville Asheville
High Point
Apex Washington
Hendersonville Fayetteville
Charlotte
Cashiers Brevard Aberdeen
Cowpens
Approximately 46% of 2011 Blairsville
Gainsville
Seneca
Spartanburg
Greenville
Florence
Wilmington
Southport
Loris
U.S. housing permits were Atlanta Anderson
Columbia
Sumter
Goose Creek
Conway
Pawleys Island
Chelsea
issued in states in which BFS Shelby
LaGrange Charleston
Johns Island
Columbus Edisto Island
operates Auburn
CherryPoint
53 distribution centers and 44
Jacksonville
manufacturing facilities, some Freeport
of which are co-located Bunnell
Lewisville
Dallas Headquarters
Arlington
Grand Prairie
Tampa
Orlando
Austin
West Palm Beach
Houston
San Antonio
7
9. Strong Market Position
BFS is the third largest building products provider in an estimated
$106.8 billion single family residential construction market1
Building Products Suppliers with Manufacturing Capabilities
2011 Pro Segment 2010 Pro Segment
Pro Distributor Sales ($mm) Sales ($mm) % Change
ProBuild Holdings $2,838 $3,045 -6.8%
84 Lumber 1,278 1,378 -7.2%
Builders FirstSource 779 700 11.3%
Stock Building Supply 735 818 -10.1%
BMC 631 570 10.7%
Carter Lumber 557 535 4.2%
US LBM 429 270 59.3%
Harvey Building Products 400 n/m n/m
McCoy’s Building Supply 380 377 0.6%
Golden State Lumber 213 212 0.4%
Source: ProSales Magazine, 2011 & 2010
Note:
1 2011 NAHB
8
11. New Construction Market Trends
Recent downturn in residential new construction market is without precedent since World War II
Since 2008, housing starts have been well below the long term trend of 1.5 million total starts and
1.1 million single family starts.
Overbuild/Underbuild
2.5
2.1 Long Term Average: 1.5mm
2.0
2.0 1.8 1.8 Underbuild
Total Starts (mm units)
1.7
1.6
1.5 1.4
Overbuild 0.9
1.0
0.6 0.6 0.6
0.5
-
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
10
Sources: US Census
12. The Macro Environment
The residential new construction market has experienced a substantial downturn in recent
years as a result of the recession
The downturn resulted in the largest decline in housing starts since the Great Depression
falling by 74% from the 2005 peak to the current trough
Building products sales have had a corresponding decline
Trends that will drive a recovery in U.S. housing demand include:
Low interest rates, the aging of housing stock, and population growth due to
immigration and birthrates exceeding death rates
The National Association of Home Builders (“NAHB”) is predicting that 2012 U.S.
single family housing starts will grow approximately 21% from 2011, with
approximately 528,000 single family housing starts predicted
NAHB predicts single family housing starts will increase to 665,000 in 2013,
representing a 26% increase over the 2012 forecast
BFS is well positioned to take advantage of anticipated renewed demand
11
13. Commodity Price Trends
Commodity prices have steadily increased from the beginning of the year. Higher commodity prices
will typically result in increased gross profit dollars and improved EBITDA flow through.
12
15. Strategic Growth Plan
Management continues to focus on profitable, disciplined growth and free cash
flow generation
Expand into Focus on Cost, Working Selective
Expand Current
Multi-Family and Light Capital and Operating Acquisitions Subject to
Customer Base
Commercial Business Improvements Liquidity
Grow sales Diversify revenue base Focus on remaining a Focus on growing high
to production into more stable end low cost supplier margin prefabricated
homebuilders as they markets through operational component business
continue to gain Utilize existing efficiencies such as and geographic
market share capabilities of large implementation of expansion
Continue with plan design centers and computer systems Acquire market-leading
to prudently expand personnel with linking customers to distributors and
presence in the custom necessary expertise to BFS network expand by adding
homebuilder base effectively compete in Continued focus on product offerings
these markets all aspects of and/or integrated
working capital manufacturing facilities
The Company regularly
evaluates its facilities
in an effort to reduce
fixed costs without
compromising service
14
16. Fully Integrated Distribution Platform
BFS has an integrated business model that differentiates it from
competitors that operate with a decentralized collection of facilities
Network of 53 distribution centers and 44 manufacturing facilities, some which are co-
located
Size of facilities tailored to each market to meet customer needs
Offering large-scale, full-service branches in larger markets and smaller, more tailored
facilities in secondary markets
Highly customized, proprietary information technology system drives internal efficiencies
allowing the Company to respond rapidly to customers and reduce their costs
BFS operates and owns the source code to its Enterprise Resource Planning (“ERP”)
computer system that is tailored to the building supply industry in addition to laser
technology that facilitates precision, speed and efficiency in the manufacturing process
15
17. Full Offering of Manufactured Products and
Construction Services
BFS acts as both a supplier and advisor to the homebuilding customer
Due to the breadth of its product offering (63,000 SKUs), BFS functions as a “one-stop shop”
Homebuilders value the convenience and efficiency of using one supplier throughout building process
Supplier to
Homebuilders
Trusted Consultant
BFS provides customers with a full range of services including professional installation, turn-key
framing and shell construction and design
BFS’s salespeople are typically trained homebuilders who understand the challenges that might be
encountered at the job site
Just-in-time delivery of just the right amount of product
Value-added advice and consultation on engineering, building codes and other building matters
16
18. Experienced Management Team
Over 40 years of industry experience
Floyd F. Sherman
President and CEO Prior experience: Chairman & CEO of Triangle Pacific / Armstrong
Flooring
48 years of industry experience
Morris E. Tolly
Senior Vice President – Operations Prior experience: Area Manager at Pelican Companies, Inc.
13 years of industry experience
Chad Crow Prior experience: Director of Accounting at Pier One Imports and five
Senior Vice President and CFO
years experience with PriceWaterhouse
20 years of industry experience
Donald F. McAleenan Prior experience: VP & Deputy General Counsel of Fibreboard, Asst
Senior VP and General Counsel
General Counsel of AT&E, nine years as a securities lawyer
Over 30 years of industry experience
Frederick B. Schenkel
Vice President – Manufacturing
Prior experience: Manufacturing management positions with Builders
Supply and Lumber and The Ryland Group
Average BFS tenure of 20 years
Area VPs
17 17
19. Summary
Differentiating factors that will enhance BFS’s ability to take advantage of
anticipated housing recovery
Leading Local
Fully Integrated
Market Positions
Distribution
in Attractive
Platform
Geographies
Full Offering of
Experienced Manufactured
Management Products and
Team Construction
Services
Diversification
into Multi-family Superior
and Light Customer
Commercial End Service
Markets
Streamlined
Operations and
Attractive Cost
Position
18
21. Review of 2011 Operating Results
Sales for 2011 were 11.2% higher than 2010 primarily due to increased sales volume
Comparing our sales growth to an 8.6% decline in U.S. single family housing starts indicates
significant market share gains
For the year, gross margins increased 150 bps, from 18.8% in 2010 to 20.3% in 2011
Margins improved 90 bps due to increased sales volume and our ability to leverage fixed costs
in cost of goods sold
Improving customer pricing, coupled with less volatility in the commodity market also
contributed to margin improvement
Margins are positioned to expand further due to operating leverage upon increased builder
demand as well as an improved commodity inventory position
Selling, general, and administrative expenses have been monitored closely by management and as a
percentage of sales decreased from 27.3% in 2010 to 24.2% in 2011 (excluding stock compensation
expense and 2010 litigation settlement)
20
22. Summary Financial Performance
After declines in 2007-2009, revenues stabilized in 2010 and grew 11% in 2011
Historical margins demonstrate the potential for expansion from current margins as the business
builds toward historical scale and leverages a leaner cost structure
Proven ability to conserve capital through tight working capital management and reduced capital
spending
Fiscal Year
$mm except Sales per SF Start 2005 2006 2007 2008 2009 2010 2011
South Region Single Family Housing Starts 1 831,300 756,500 539,500 323,600 232,100 247,200 229,200
South region sales per SF start $2,572 $2,728 $2,722 $3,066 $2,921 $2,833 $3,399
U.S. Single Family Housing Starts 1 1,715,800 1,465,300 1,046,100 622,000 445,000 471,100 430,500
U.S. sales per SF start $1,246 $1,408 $1,404 $1,595 $1,523 $1,487 $1,810
Total Revenue $2,138.1 $2,063.5 $1,468.4 $992.0 $677.9 $700.3 $779.1
% growth -3.5% -28.8% -32.4% -31.7% 3.3% 11.2%
Gross Profit $543.4 $544.8 $363.2 $215.5 $142.4 $131.8 $157.9
% margin 25.4% 26.4% 24.7% 21.7% 21.0% 18.8% 20.3%
Operating Expenses 2 $388.6 $401.5 $341.9 $280.0 $201.4 $194.1 $193.0
% revenue 18.2% 19.5% 23.3% 28.2% 29.7% 27.7% 24.8%
Adjusted EBITDA3 $172.7 $169.9 $53.2 ($32.4) ($35.1) ($43.6) ($15.0)
% margin 8.1% 8.2% 3.6% -3.3% -5.2% -6.2% -1.9%
Capex 4 $29.7 $27.2 $10.1 $8.2 $2.1 $9.0 $4.8
% revenue 1.4% 1.3% 0.7% 0.8% 0.3% 1.3% 0.6%
Net Working Capital5 $182.6 $184.6 $140.4 $95.3 $53.9 $61.0 $85.8
% revenue 8.5% 8.9% 9.6% 9.6% 7.9% 8.7% 11.0%
Notes:
1 Source: U.S. Census
2 2005 operating expenses adjusted to exclude $35.5mm anti-dilution payment to stock option holders
3 See Adjusted EBITDA reconciliation on page 28
4 2005 and 2006 capex includes expansion expenditures.
21 5 Net working capital calculated as accounts receivable plus inventories plus other current assets minus accounts payable minus
accrued liabilities. 2008 and 2009 net working capital excludes taxes receivable of $35mm and $34mm, respectively.
23. Recent Quarterly Performance
Recent quarterly performance demonstrates strong revenue trends with five
consecutive quarters of revenue growth greater than 20%
Increasing sales per start indicates market share gains
2011 2012
$mm except Sales per SF Start Q1 Q2 Q3 Q4 Q1 Q2 Q3
South Region Single Family Housing Starts 1 52,100 63,800 61,700 51,600 62,000 77,200 78,800
South region sales per SF start $3,125 $3,235 $3,520 $3,734 $3,539 $3,522 $3,703
U.S. Single Family Housing Starts 1 89,500 123,400 117,700 99,900 105,500 151,100 151,800
U.S. sales per SF start $1,819 $1,673 $1,845 $1,929 $2,080 $1,799 $1,922
Total Revenue $162.8 $206.4 $217.2 $192.7 $219.4 $271.9 $291.8
% growth y-o-y 0.9% -2.4% 20.4% 31.0% 34.7% 31.7% 34.3%
Gross Profit $31.4 $42.8 $44.4 $39.3 $45.1 $53.7 $57.7
% margin 19.3% 20.7% 20.4% 20.4% 20.6% 19.7% 19.8%
Operating Expenses $46.7 $49.0 $50.2 $47.1 $50.8 $55.0 $58.7
% revenue 28.7% 23.7% 23.1% 24.4% 23.2% 20.2% 20.1%
Adjusted EBITDA2 ($9.7) ($1.3) ($0.7) ($3.3) ($2.1) $2.1 $3.0
% margin -6.0% -0.6% -0.3% -1.7% -1.0% 0.8% 1.0%
Capex $0.5 $1.1 $1.1 $2.1 $1.7 $2.3 $5.2
% revenue 0.3% 0.5% 0.5% 1.1% 0.8% 0.8% 1.8%
Notes:
1 Source: U.S. Census
2 See Quarterly Adjusted EBITDA reconciliation on page 29
22
24. Market Share Gains
BFS sales per South Region single-family housing start for FY 2011 grew 20%
year-over-year.
Gains continued in 2012 as Q3 YTD sales per single-family start grew 9%
compared to Q3 YTD 2011.
23
25. Sales & Adjusted EBITDA Trends
Consistent sales and adjusted EBITDA growth
Five straight quarters of y/o/y sales growth greater than 20%
Seven straight quarters of y/o/y adjusted EBITDA improvement
In Q2 2012, achieved positive adjusted EBITDA for the first time in 19 quarters
and breakeven LTM adjusted EBITDA at the end of Q3 2012
24
26. September YTD 2012 Update
Sales for Q3 YTD 2012 were $783.1 million, a 33.5% increase over sales of $586.4 million for Q3
YTD 2011
Sales growth was primarily driven by volume
U.S. single family housing starts (South region) were up only 22.7% over the same period
U.S. single family units under construction (South region) were up only 3.7% over the same
period
Combination of these data points, indicate market share gains
Gross margins was 20.0% for Q3 YTD 2012 compared to 20.2% for Q3 YTD 2011. Increased sales
volume was offset by intra-quarter commodity lumber price inflation relative to quarterly customer
pricing commitments, particularly in Q2 and Q3 2012. Higher than expected sales volume resulted
in us replacing inventory during the latter half of the quarters at higher costs.
At September 30, 2012, our LTM Adjusted EBITDA had improved $23.9 million – ($0.3) million
compared to ($24.2) million for the same period in 2011
25
27. Capital Structure Summary
$mm 9/30/2012 Coupon Maturity Call Provisions
Cash & Cash Equivalents $90.7
Term Loan * 160.0 L+950 bps (2% Libor floor) Sep-15 Interest make-whole through Dec 2014
Second-lien Floating Rate Notes 139.7 L+1000 bps (3% Libor floor) Feb-16 Currently callable at 101
Other debt 4.1
Total Debt $303.8
Stockholders' Equity 58.9
Total Capitalization $362.7
* Financing also includes an LC facility that provides for the issuance of up to $20mm letters of credit
26
