BALCHEM CORPORATION Q4 2017 Investor Relations Presentation
Balchem Corporation Balchem develops, manufactures, and markets specialty ingredients that improve and enhance the health and well being of life on the planet. Highlights NASDAQ: BCPC Founded in 1967 Headquarters: New Hampton, NY Approximately 1,100 Employees 18 Manufacturing Sites: - 17 in North America - 1 in Europe 5 Technology Centers 2017 Revenues of $595M 2017 Adj. EBITDA of $148M or 24.9% of sales 2017 Cash Flow From Operations $111M 2
Key Investment Highlights Leading Positions in Attractive Growth Markets Creating New Demand Through Innovation Delivering Healthy Margins Generating Cash Flow from Operations Available for Reinvestment Led by a Strong, Experienced Management Team 3
Balchem at a Glance HUMAN NUTRITION & HEALTH ANIMAL NUTRITION & HEALTH Markets Served Solutions Markets Served Solutions Food and Beverage Supplements Infant & Toddler Formula Organic Cereal Micro-encapsulation Choline Chelated Minerals Powder, Flavor, & Cereal Systems HUMAN NUTRITION 53% ANIMAL NUTRITION 27% Dairy Poultry Companion Animal Swine Aquaculture Micro-encapsulation Choline Chelated Minerals Amino Acids and Other Ruminant Nutrients SPECIALTY PRODUCTS Markets Served Medical Device Sterilization Nut and spice fumigation Plant Nutrition Solutions Chelated Minerals Ethylene Oxide Propylene Oxide SPECIALTY PRODUCTS 12% INDUSTRIAL PRODUCTS 8% INDUSTRIAL PRODUCTS Markets Served Oil & Gas Fracking Electronics Fertilizer Solutions Micro-encapsulation Choline Choline Derivatives 4
2016 Acquisition of Albion Minerals Balchem acquired Albion International in February 2016 Highlights Synergistic with our Human Nutrition and Health segment, delivering customized food and beverage ingredient systems, and essential nutrients through the food, supplement and pharmaceutical marketplace. Facilitates growth and technological advancement of Balchem s existing Animal Nutrition & Health chelated mineral business. A premium brand with high margins providing high quality ingredients that are built on strong science and innovative technologies, and is recognized worldwide for their quality, efficacy and safety. Expands geographic footprint to create a strong position as a technological leader in human health and wellness solutions. Human Nutrition Key products include: Magnesium Iron Calcium Zinc Ferrochel Creatine MagnaPower Plant Nutrition Key products include: Multi-element Calcium Zinc Potassium & Magnesium Metalosate Revenue 34% Human Nutrition 66% Plant Nutrition 5
2017 Acquisitions of Chol-Mix and IFP Balchem acquired Chol-Mix Kft. in March 2017 Highlights Synergistic with our Animal Nutrition and Health segment, marketing and manufacturing Dry Choline Chloride. Animal Nutrition Key products include: Dry Choline Chloride Provides increased Dry Choline capacity at a manufacturing site in Europe. Expands geographic footprint to create stronger position in Eastern Europe. Balchem acquired Innovative Food Processors (IFP) in June 2017 Highlights Synergistic with our Human Nutrition and Health segment, marketing and manufacturing agglomerated and micro-encapsulated food and nutritional ingredients. Enhances processing technology through added agglomeration and micro-encapsulation assets and technological know-how. Ingredient Solutions Key technologies and products include: Micro-encapsulation Agglomeration Contract Packaging Food and Nutritional Powder Systems Expands market reach with new customer acquisition and broadening of innovative and value-added food, beverage, and nutrient systems. 6
Five Year Financial Performance FY 2017 FY 2012 CAGR Revenue 594.8 310.4 13.9% Gross Margin 189.0 89.5 16.1% As a % of Sales 31.8% 28.8% Operating Income 97.3 59.8 10.2% Net Earnings 90.1 40.0 17.6% Earnings Per Share 2.79 1.32 16.1% Adjusted EBITDA 147.8 73.3 15.1% As a % of Sales 24.9% 23.6% Adjusted Earnings Per Share 2.53 1.41 12.4% Note: Dollars in Millions, except percent and per share data Adjusted EBITDA is defined as EBITDA plus Stock Based Compensation, transaction and integration costs, and FV of inventory adjustment. Adjusted earnings per share is defined as GAAP net earnings plus the tax adjusted FV of inventory expense, amortization of intangible assets, transaction and integration costs, excluding the impact of ASU 2016-09 and excluding the impact of Tax Cuts and Jobs Act 7
Key Financial Metrics $700 $600 $500 $400 $300 $200 $100 $0 310 80 75 163 133 141 159 140 138 151 160 81 88 135 139 147 132 337 Revenue ($M) 541 552 553 595 79 83 145 135 138 76 85 86 2012 2013 2014 2015 2016 2017 $100 $90 $80 $70 $60 $50 $40 $30 $20 $10 $0 Net Income ($M) 53 16 45 16 40 19 16 11 14 10 14 12 15 11 15 17 14 12 10 10 15 16 9 11 12 9 90 42 65* 60 56 2012 2013 2014 2015 2016 2017 $3.00 $2.50 $2.00 $1.50 $1.00 $0.50 $0.00 1.45 1.32 Earnings Per Share 1.69 0.61 0.49 0.50 2.79 1.30 1.89 2.02* 1.75 0.35 0.50 0.33 0.44 0.44 0.38 0.49 0.36 0.47 0.51 0.44 0.38 0.33 0.31 0.48 0.48 0.31 0.36 0.37 0.29 2012 2013 2014 2015 2016 2017 $120 $100 $80 $60 $40 $20 $0 Cash From Operations ($M) 54 56 85 104 108 111 31 28 25 36 29 24 34 9 16 27 22 23 13 23 16 19 17 27 29 19 23 13 4 10 2012 2013 2014 2015 2016 2017 * Excludes one-time impact from Tax Cuts and Jobs Act, see appendix for reconciliation of Net Income and Earnings per share 8
Full Year 2017 Financial Performance FY 2017 FY 2016 Change Revenue 594.8 553.2 7.5% Gross Margin 189.0 180.9 4.5% As a % of Sales 31.8% 32.7% Operating Income 97.3 90.8 7.1% Net Earnings 90.1 56.0 60.9% Earnings Per Share 2.79 1.75 59.4% Adjusted EBITDA 147.8 149.3-1.0% As a % of Sales 24.9% 27.0% Adjusted Earnings Per Share 2.53 2.52 0.4% Note: Dollars in Millions, except percent and per share data Adjusted EBITDA is defined as EBITDA plus Stock Based Compensation, transaction and integration costs, and FV of inventory adjustment. Adjusted earnings per share is defined as GAAP net earnings plus the tax adjusted FV of inventory expense, amortization of intangible assets, transaction and integration costs, excluding the impact of ASU 2016-09 and excluding the impact of Tax Cuts and Jobs Act 9
Q4 2017 Financial Performance Q4 2017 Q4 2016 Change Revenue 159.3 140.8 13.1% Gross Margin 51.6 46.9 10.0% As a % of Sales 32.4% 33.3% Operating Income 26.7 24.6 8.4% Net Earnings 42.0 15.9 163.6% Earnings Per Share 1.30 0.50 160.0% Adjusted EBITDA 40.0 37.7 6.1% As a % of Sales 25.1% 26.8% Adjusted Earnings Per Share 0.68 0.67 1.5% Note: Dollars in Millions, except percent and per share data Adjusted EBITDA is defined as EBITDA plus Stock Based Compensation, transaction and integration costs, and FV of inventory adjustment. Adjusted earnings per share is defined as GAAP net earnings plus the tax adjusted FV of inventory expense, amortization of intangible assets, transaction and integration costs, excluding the impact of ASU 2016-09 and excluding the impact of Tax Cuts and Jobs Act 10
HUMAN NUTRITION & HEALTH WE MAKE IT HEALTHY HUMAN NUTRITION & HEALTH WE MAKE IT HEALTHY
Human Nutrition & Health at a Glance HUMAN NUTRITION & HEALTH Markets Served Solutions ($M) $350 $300 $250 Revenue $297 $278 $316 Food and Beverage Supplement Infant & Toddler Formula Organic Cereal Micro-encapsulation Choline Chelated Minerals Powder, Flavor, & Cereal Systems HUMAN NUTRITION 53% $200 $150 $100 $50 $0 $206 $48 2013 2014 2015 2016 2017 ($M) $100 Adj. EBITDA $80 $60 $71 $78 $80 $40 $48 $20 $0 $16 2013 2014 2015 2016 2017 12
Human Nutrition & Health Performance Q4 2017 Q4 2016 FY 2017 FY 2016 Revenue ($M) $ 83.3 $ 75.9 $ 315.8 $ 297.1 Adjusted EBITDA ($M) $ 21.4 $ 19.3 $ 80.0 $ 77.6 Leveraging Growth Opportunities Across The Segment Expanding Choline Awareness Growth Platforms Curemark Delivery System Agglomeration Technology Clean Label Systems Human Chelated Minerals Geographic Expansion 13
ANIMAL NUTRITION & HEALTH BLENDING SCIENCE AND NUTRITION ANIMAL NUTRITION & HEALTH BLENDING SCIENCE AND NUTRITION
Animal Nutrition & Health at a Glance ($M) Revenue $200 $150 $156 $176 $166 $161 $158 ANIMAL NUTRITION & HEALTH Markets Served Solutions $100 $50 $0 2013 2014 2015 2016 2017 ANIMAL NUTRITION 27% Dairy Poultry Companion Animal Swine Aquaculture Micro-encapsulation Choline Chelated Minerals Amino Acids and Other Ruminant Nutrients ($M) $40 Adj. EBITDA $30 $30 $35 $37 $29 $20 $24 $10 $0 2013 2014 2015 2016 2017 15
Animal Nutrition & Health Performance Q4 2017 Q4 2016 FY 2017 FY 2016 Revenue ($M) $ 44.6 $ 42.5 $ 157.7 $ 161.1 Adjusted EBITDA ($M) $ 9.6 $ 10.0 $ 28.7 $ 36.6 Innovative, Science Based Nutrition for Animals Growth Platforms Companion Animal & Aquaculture Market Penetration National Research Council Recommendation on Choline Geographic Expansion BASF Collaboration for Antibiotic Free Solutions 16
SPECIALTY PRODUCTS WE MAKE IT GROW WE MAKE IT SAFE SPECIALTY PRODUCTS WE MAKE IT GROW / WE MAKE IT SAFE
Specialty Products at a Glance ($M) Revenue $72 $60 $70 $73 $48 $36 $24 $12 $51 $54 $54 $0 2013 2014 2015 2016 2017 SPECIALTY PRODUCTS Markets Served Solutions SPECIALTY PRODUCTS 12% ($M) $35 $30 Adj. EBITDA $32 $32 Medical Device Sterilization Nut and spice fumigation Plant Nutrition Chelated Minerals Ethylene Oxide Propylene Oxide $25 $20 $15 $10 $24 $25 $28 $5 $0 2013 2014 2015 2016 2017 18
Specialty Products Performance Q4 2017 Q4 2016 FY 2017 FY 2016 Revenue ($M) $ 16.5 $ 16.2 $ 73.4 $ 70.1 Adjusted EBITDA ($M) $ 6.8 $ 7.1 $ 31.9 $ 32.1 Growth Platforms New Applications for Pasteurization/Fumigation Geographic Expansion of Plant Nutrition Expand Plant Micronutrient Product Line & Applications 19
INDUSTRIAL PRODUCTS WE MAKE IT GREEN Industrial Products INDUSTRIAL PRODUCTS WE MAKE IT GREEN 20
Industrial Products at a Glance ($M) $125 Revenue $100 $105 $75 $50 $25 $0 ($M) $20 $18 $16 $14 $12 $10 $8 $6 $4 $2 $0 $83 $54 $48 $25 2013 2014 2015 2016 2017 Adj. EBITDA $19 $17 $7 $7 $3 2013 2014 2015 2016 2017 INDUSTRIAL PRODUCTS 8% INDUSTRIAL PRODUCTS Markets Served Oil & Gas Fracking Electronics Fertilizer Solutions Micro-encapsulation Choline Choline Derivatives 21
Industrial Products Performance Q4 2017 Q4 2016 FY 2017 FY 2016 Revenue ($M) $ 14.9 $ 6.2 $ 48.0 $ 24.8 Adjusted EBITDA ($M) $ 2.2 $ 1.3 $ 7.3 $ 2.9 Growth Platforms Green Clay Stabilization Solutions Low Cost Clay Stabilization 22
Looking Ahead HUMAN NUTRITION & HEALTH NUTRITION & PHARMA
Future Positioned For Growth in Attractive Markets Organic Growth Growth through Acquisitions Creating Demand Through Innovation Recent Acquisitions add new Technologies, International Reach, and Synergistic Opportunities Building Global Human and Animal Nutrition & Health Businesses Healthy Margin Profile, Strong Cash Flow, and Solid Balance Sheet to Execute 24
HUMAN NUTRITION & HEALTH CEREAL SYSTEMS At our core, we are a health and nutrition company. Ted Harris, President and CEO
Appendix 26
Reconciliation of Net Earnings and EPS For the Year Ended December 31, 2017 2017 ($M) GAAP Net Earnings $ 90.1 Less: Impact of Tax Cuts and Jobs Act $ 24.9 Tax Cuts and Jobs Act adjusted net earnings $ 65.1 Tax Cuts and Jobs Act adjusted earnings per common share $ 2.02 Shares used in the calculations of diluted and adjusted net earnings per common share 32.2 Net Earnings are adjusted only for the impact of the Tax Cuts and Jobs Act, enacted on December 22, 2017 by the U.S. government Note: Dollars in Millions, except percent and per share data 27