Management Presentation September 2015 Reliable power when and - - PowerPoint PPT Presentation

Management Presentation

September 2015

Reliable power when and where you need it. Clean and simple.

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Safe Harbor Statement

This presentation contains “forward-looking statements” regarding future events or financial performance of the Company, within the meaning of the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. These statements relate to, among other things -- growth and diversification of our end markets; strengthened distribution channels; ongoing new order flow; reduced cash usage; growth in revenue, gross margin and backlog; attaining profitability; adequacy of liquidity and capital resources; improved operating leverage and organizational efficiency; new product development; product reliability; shifts to larger markets for our products; benefits from our cost reduction initiatives; performance in light of macroeconomic headwinds; advantages over competing technologies, Nasdaq listing; implementation of a new Capstone finance business; collection of reserved accounts receivable; opportunities in New York; improved brand equity and product recognition; and a strengthened

• aftermarket. Forward-looking statements may be identified by words such as “expects," "objective," "intend,"

"targeted," "plan" and similar phrases. These forward-looking statements are subject to numerous assumptions, risks and uncertainties described in Capstone's Form 10-K, Form 10-Q and other recent filings with the Securities and Exchange Commission that may cause Capstone's actual results to be materially different from any future results expressed or implied in such

• statements. Because of the risks and uncertainties, Capstone cautions you not to place undue reliance on these

statements, which speak only as of today. We undertake no obligation, and specifically disclaim any obligation, to release any revision to any forward-looking statements to reflect events or circumstances after the date of this presentation or to reflect the occurrence of unanticipated events.

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Why Capstone?

Capstone Turbine is the world’s leading developer and manufacturer of clean-and-green microturbine power generation systems. With over 100 patents and years of advanced engineering, Capstone offers a comprehensive product line, providing scalable solutions from 30kW to 30MW. Capstone serves six major market verticals, including Oil & Gas, Energy Efficiency, Renewable Energy, Critical Power Supply, Transportation and Marine. These award-winning, low-emission energy systems operate on a variety of fuels and are compliant with all current emissions regulations without after-treatment. Capstone microturbines provide reliable power when and where you need it. Clean and Simple.

Product Competitive Advantages

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DOWNTURN IN THE OIL MARKETS CONTINUED STRENGTH OF THE U.S. DOLLAR ONGOING GEOPOLITICAL TENSIONS DELAYED ORDERS AND SHIPMENTS RUSSIAN SANCTIONS AND RUBLE CORPORATE FOCUS ON REDUCING COSTS SUSTAINED LOW COST GAS ENVIRONMENT DECLINING GRID RELIABILITY NEW GAS FLARING REGULATIONS NEW TIER 4 EMISSIONS REQUIREMENTS

47MW 2MW 7MW 12MW 2MW 5MW

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<1MW 16MW

Macro Drivers and Headwinds

Note: The map above depicts megawatts of microturbines shipped for the fiscal year ended on March 31, 2015

Megawatts Shipped FY15 91MW

SOUTH AMERICA NORTH AMERICA EMEA ASIA

Distributor Employees Distribution Locations OEMs Distributors 31 190 42 3 19 124 41 30 303 15 145 28

TOTAL

95 762 158 47 5 1 9

Growing Channel to Market

Note: The above employee and location figures are based on data provided by distributors and have not been independently verified. 6

Goal is to add 100 new sales people into our existing global distribution channel

INITIATIVE GOAL STATUS

Build the Highest Quality Product in the Distributed Energy Industry All Products 99% uptime – 14,000 hr. MTBF. C30 & C65 currently meet goal. Flagship C200/C1000 Series MTBF improved from 6,500 hours to a projected 9,158 in

• July. This is from new improvements to the engine, filtration

system, stator, electrical system and a new software release. Goal is to reach 14,000 hours by end of the fiscal year. Increase Global Brand Equity and Product Recognition Drive global brand & product awareness Recently launched new Capstone website. The intuitive platform is easy-to-use and features a more modern look, intended to serve as a primary resource for market, product and service information. The new design, content and features will help to facilitate a higher level of customer and distributor interaction with an increased use of marketing assets, project case studies and social media. Improve Efficiency and Effectiveness of

• ur Sales and Marketing Process

Improve project close rate from 11% to 20%

• f $1.5 billion in identified projects

Rolled out a new distributor key performance indicator (KPI) program to better measure and manage distributor performance and help focus on improving lead generation, project development, customer relationships and drive up

• rder close rates. Conducted third party sales training in four

different geographic locations around the world. Leverage Lean Manufacturing and Organizational Practices Keep operational costs flat while continuing to leverage the business with top line revenue growth New leaner C200/C1000 Series manufacturing line with a new engine-building clean room, upgraded test cells, new emission testing equipment and improved manufacturing visual work instructions. These improvements have already led to higher engine yields and lower overtime expenses. Flattened our organizational structure to lower operating costs by eliminating three top-level executive positions that save the company an estimated $2 million dollars annually after severances and one-time termination expenses.

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Business Strategy Update

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Business Strategy Update

INITIATIVE GOAL STATUS

Continuously Develop New Products, Product Improvements and Services Improve customer satisfaction and our competitiveness in the global energy market We recently finished the cut-in of several C200 and C1000 Series product improvements, including C1000 package improvements, new C1000 marine grade paint, and improvements to our overall system flexibility and controls. Build Strong and Loyal Worldwide Distribution Channel Grow sales force by 100 salespeople across the global channel by the end of calendar 2015 Current network extends our present 225 employee workforce by adding another 762 distributor employees across 158 locations around the world. At our recent Global Distributors conference, our distributors committed to grow their sales force by 100 salespeople across the global channel by the end of calendar 2015. Offer Unprecedented Long-Term FPP Factory Backed Service Offering Limit customer downtime, improve the end customer experience and provide a high margin long-term revenue stream Launched new “TechShare” diagnostic software program that provides a continuously learning and improving failure analysis diagnostic tool that can be utilized real-time in the field to troubleshoot down units more accurately to reduce the mean-time-to-repair (MTTR) and the number of trips required to service or repair a unit. Diversify our Vertical Markets and Expand our Geographic Footprint Grow CHP market and expand our business in South America, Asia, Africa and the Middle East Q1FY16 continued the diversification of market verticals, including: a groundbreaking C600 order in a Midwest data center; CHP in a office facility and two orders for C1000 for CHP projects in New York City. New orders in Puerto Rico, Portugal, Lithuania and Finland. Competitive and Creative Factory Backed Finance Program Drive top line revenue growth and improve

• verall profitability by financing or owning

high internal rate of return (IRR) projects Embarking on developing a new Capstone Finance JV business to provide creative solutions to help grow the top line revenue. We are continuing to make significant progress

• n this initiative.

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Global Market Segments

US and Canada $475,748,355 Latin America $557,949,940 Europe $218,324,540 Africa/Middle East $85,236,054 Asia/Australia/ Russia $177,083,245

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Total Project Pipeline

Goal is to improve close rate from approximately 11% to 20% with tools and training Total identified project pipeline $1.5 billion

Data obtained from the Capstone Turbine Corpora4on Distributor pipeline in Salesforce.com

Energy Efficiency – CHP/CCHP

CHP/Type Efficiency Notes Electric Total Hot water 33.0% 85.0% Heat exchanger Steam 33.0% 60.0–95.0% Steam generator Capstone chilled water 33.0% 85.0% Absorption chiller

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Capstone C1000 (1MW) Steam Generator Absorption Chiller

CHP/CCHP Example: RSP Systems - New York City

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NYC is a great example or microcosm of our growing global CHP

• pportunity:
• More than 14MW at 70 locations in the NYC metro

area and counting.

• CHP and CCHP can be used in all types of facilities.
• Diversified clientele with systems installed

at affordable housing projects, high-end residential buildings, retail buildings, office buildings, hotels, hospitals, universities, dormitories and manufacturing facilities.

• Units covered under the Capstone Factory Protection Plan

(FPP) are remotely monitored 24/7 by the local distributor RSP Systems.

Efficiency – CHP/CCHP

Installations in new facilities and the renovation and upgrading of existing facilities are driving new opportunities for both Capstone and RSP. In New York, NYSERDA (New York State Energy Research & Development Association) is granting significant funds via CHP programs that are further driving sales up in the state.

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Office Building & Mixed Use Manufacturing Affordable Housing Projects

• Hudson Yards Complex
• 7 Bryant Park
• 1350 Ave of the Americas
• Alexion Pharmaceuticals
• Firestone
• Astor Chocolate
• Third Ave Bronx Buildings
• Fordham Housing Projects
• Fox Point

Hotels (Boutique to Large)

Hospitals Universities

• Archer Hotel
• Downtown Marriott Hotel
• The NY Palace Hotel
• Memorial Sloan Kettering
• The New School
• New York University
• Beecher Road School
• Pomfret School

The Palace Hotel Astor Chocolates Syracuse University

New York CHP/CCHP

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Transportation

• Market Size: *Over $2 billion

− Target market is class 6,7,8 vocational use trucks

• Potential Capture: *$90 million in 7 years
• Medium & Heavy Duty Trucks

− 250,000 Class 8 tractors built in U.S. alone each year

• Already meet and exceed 2007 & 2010

CARB standards without aftertreatment

Highest potential savings to end user

*Market Size and Poten4al Capture data obtained from IHS Automo4ve

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Marine

• Potential Capture: *$100 million in 7 years
• Workboats

– Lloyd’s Register Marine Type Approval for C30 & C65 Liquid Fuel, Non-Essential Service – In process for C30 & C65 Gaseous Fuel, Essential Service Type Approval

• Luxury Yachts

– Completing GL Type Approval – Working with yacht designers & builders – Exhibited at key boat shows

• Operational C30 at 2015 Palma Superyacht Show

*Poten4al Capture data obtained from Power Systems Research

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Microgrids

• Market Size: *$25.28 Billion by 2022
• Potential Capture: *3% by 2022 ($750 million)
• Solution: Based on C65 Microturbine

– 30kW Continuous Power – 65kW Peak Power – 10 to 30kW Solar Array Power – 20 to 60kWh Energy Storage Capacity – Average 30% efficiency gain vs. traditional solutions

• Based on modular design

– Fully customizable to each site load profile – Expandable for future growth

*Market Size and Poten4al Capture data obtained from Markets and Markets published report

• Contributing to overall gross margin
• Record FPP contract backlog
• 8,500 unit install base provides scalability
• C200/C1000 reliability improving
• Lower product warranty expense
• Improved reliability decreases FPP costs and

increases customer satisfaction

Global Customer Footprint

Strengthening Aftermarket

• Supporting 95 Distributors/9 OEM partners in

73 countries

• 3 Capstone service centers globally
• 1,000+ units under FPP and growing
• Establishing regional remanufacturing centers to

lower logistical costs and service

• Improved alignment with Sales and Aftermarket

FPP Contract Backlog ($M)

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$0 $10 $20 $30 $40 $50 $60 $70 $29.7 FY 2011 $33.7 FY 2012 $35.0 FY 2013 $47.2 FY 2014 $61.2 FY 2015

Bearing Housings

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Capstone Finance JV

• New business to accelerate the adoption of MTs

and reduce flaring in oil and gas industry by

• ffering clients financing via Power Purchase

Agreements (PPAs).

• Proposed Capstone Finance JV will offer

customers finance solutions with no direct equity investment by CPST for several years.

• Solution also helps to validate the technology,

returns and sets the foundation for future relationships, partnerships and growth.

• Operating projects can be sold or flipped into

a Yieldco or JV can accept new equity.

• Near-term goal is to leverage up to $10M in

equity with reasonably priced debt with “blue chip” oil and gas and CHP customers.

• Distributors have lost $22M in FY16 and over

$50M in FY15 due to lack of financing options.

Significant Operating Leverage

Operating expenses have remained stable over time despite significant revenue growth.

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Long Term Goals

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PAST FY15 PRESENT(1) 1-3 YEARS 3+ YEARS Gross Margin

• 24%

17% 25% 35% Operating Expenses 162% 34% 25% 20% Operating Margin

• 185%
• 17%

5% 15% Critical Power Market 0% 8% 12% 15% Mobile Power Market 0% 1% 5% 10% New Product Offerings C30 C65 C200 C1000 C250 C370 Financing Solutions None 3rd Party Capstone JV Capstone Finance

Positive operating margins driven by improved gross margins and operating leverage.

(1) Present margins for the fiscal year 2015 and exclude $1.2 million inventory charge, $0.7 million of product shipped to BPC and $9.9 million increase in bad debt reserves.

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Buy – Price Target $1.00

First Revenue Beat In 12 Quarters. Looking For A Return To Double-Digit Revenue Growth In FY16 Despite Challenging Outlook

Accumulate – Price Target $0.60

CPST reports lower-than-expectation 1Q16 results, but shows signs of recovery

Outperform – Price Target $0.75

Coming Out of the Abyss; Strong Results and Diversification

Neutral – Price Target $0.33

CPST posted its first revenue beat in 12 quarters with improved gross margins as it navigates a still challenging environment (low oil prices, a strong USD, and a challenging market in Russia). Orders were up Q/Q on strength in CHP and follow-on

• rders in U.S. O&G, and CPST expects sequential order

improvement for the rest of the FY, particularly as it makes progress on its CPST Finance vehicle. Capstone's results came in better than expected and we believe we have hit a trough for the company as they have trimmed expenses and diversified their product line and geographic exposure. Strength in the CHP segment and decreased dependence on Russian revenue bode well for future revenue growth. We are encouraged by CPST’s first revenue beat in more than two years, and with recent downside consensus estimate revisions, we see expectations as more reasonable going forward. We continue to remain on the sidelines, however, awaiting further fundamental improvement in CPST’s oil and gas end market. We would also prefer to see CPST make strong progress toward EBITDA breakeven given the company’s cash position.

A Positive Surprise in FQ1

CPST continued to show decreases in booking and backlog in 1Q16, leading us to lower our FY16 sales estimates again. However, book-to-bill ratio improved to 0.7 from 0.6 sequentially with encouraging signs that its main oil & gas distributor led in new

• rders and product shipments. This is in agreement with the latest

industry report that the US rig counts increased three weeks in a row. Eric Stine August 7, 2015 Jeffrey Osborne August 7, 2015 JinMing Liu August 10, 2015 Matt Koranda August 7, 2015

Capstone Analyst Coverage

Appendix Additional Information

Reliable power when and where you need it. Clean and simple.

23 $10.2 $28.3 $31.6 $17.7 $12.6 $17.0 $24.1 $21.0 $31.3 $43.9 $61.6 $81.9 $109.4 $127.6 $133.1 $115.5

$- $20.0 $40.0 $60.0 $80.0 $100.0 $120.0 $140.0

FY2000 (a) FY2001 (a) FY2002 (a) FY2003 (a) FY2004 FY2005 FY2006 FY2007 FY2008 FY2009 FY2010 FY2011 FY2012 FY2013 FY2014 FY2015

Current CEO Leadership

(a) Adjusted to conform to current fiscal year periods.

Historical Revenue – Under Current CEO Leadership

Historical Financial Results

$0 $25 $50 $75 $100 $125 $150 $82 FY 2011 $109 FY 2012 $128 FY 2013 $133 FY 2014 $116 FY2015

Revenue

(in millions)

• 5%

0% 5% 10% 15% 20%

• 1%

FY 2011 5% FY 2012 11% FY 2013 16% FY 2014 16% FY2015

Gross Margin

$0 $50 $100 $150 $200 $106 FY 2011 $139 FY 2012 $149 FY 2013 $172 FY 2014 $166 FY2015

Product Backlog

(in millions)

0% 10% 20% 30% 40% 50% 41% FY 2011 34% FY 2012 28% FY 2013 28% FY 2014 43% FY2015

OpEx as % of Revenue

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Capstone Investment Highlights

Large, Underpenetrated Vertical Markets and Geographies Leading Manufacturer of Low Emission, Ultra Reliable, Highly Efficient, Electric/ Thermal Generators

• Microturbines are scalable from 30kW to 30MW and can operate on a variety of gaseous or liquid

fuels: natural gas, propane, landfill gas, digester gas, diesel, aviation and kerosene

• Four major design features: advanced combustion technology, patented air-bearing technology, digital

power electronics, remote monitoring and advanced control capability

• Optimized performance results in lower emissions, higher reliability and higher total system efficiency
• ver a variable power range and harsh environmental conditions
• Annual addressable market of approximately $15 billion; potential capture of $1.5 billion
• Diversified across end markets and geographies – currently in 73 countries, over 8,500 units shipped
• Favorable macro trends such as corporate and regulatory trends towards energy efficiency and

stringent emission and fuel standards

Experienced, Proven Management Team

• 95 distributors and 9 OEMs reaching 158 market locations throughout the world
• Built from the ground up over the last 8 years and the equivalent of 762 Capstone dedicated employees
• As network continues to mature and grow, distributors become more productive and efficient
• Company has significant industry experience at senior leadership and operational levels
• Leadership team has combined 113 years of energy industry experience

Growing Installed Base and Compelling Environmental and Value Proposition Enables Increased Market Penetration

• Microturbines are more environmentally friendly and offer lower total cost of ownership versus

standard internal combustion engine solutions and lower cost than fuel cells without incentives

• Growing installed base helps drive new customer adoption across verticals and geographies
• Broad and scalable product range supporting a number of end markets
• Poised to penetrate new verticals (marine, transportation and critical power) and geographies (Middle

East and South America)

• Market-leading service offering with 5 & 9 year contracts, provides recurring revenue

Future Revenue Growth, Continued Margin Expansion and Operating Leverage Drive Path To Profitability

• Stronger, leaner, more flexible and better positioned for rapid growth than ever before
• Projected revenue growth, steady margin improvements and positive operating leverage all support path

to profitability; balance sheet supports growth plans

• Developing Capstone financial solutions business to leverage top line growth
• Two manufacturing plants operating on a single shift, 5 days a week, 35% capacity

Maturing Distribution Network Lays Foundation for Long-Term Growth

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NASDAQ: CPST

www.capstoneturbine.com