Q1 2016 Earnings Review and Update May 9, 2016 1
Forward looking statements and non-GAAP measures This presentation contains forward-looking statements. Forward-looking statements are not guarantees of future performance and involve certain risks, uncertainties and assumptions. Actual results may differ materially from those expressed herein. Additional information concerning factors that could affect the Company’s actual results is included in the Company’s filings with securities regulators. The Company undertakes no obligation to update publicly any forward-looking statements except as required by securities legislation. This presentation contains non-GAAP financial measures. For a discussion of non-GAAP measures and the most directly comparable GAAP financial measures, see the Appendix to this presentation as well as our earnings release and our Form 10-Q interim report, which are available at: investor.ritchiebros.com All figures are in US dollars, unless otherwise noted. While rounding may occur in performance numbers for presentation purposes, percent change figures are calculated using full, unrounded numbers . 2 2
Update from Ravi Saligram Chief Executive Officer 3
Q1 2016 financial highlights We grew all key financial metrics significantly in Q1 2016 Foreign exchange continues to have an impact on quarterly comparators Reported - % Growth Organic - % Growth Versus Q1 2015 Versus Q1 2015 GAP 7% 9% Revenue 14% 17% Operating Income 19% 17% | 27%* Diluted EPS 23% n/a attributable to stockholders Operating Free Cash Flow 20% n/a (12 month rolling) RONA 1350 bps n/a (12 month rolling) ROIC 250 bps (12 month rolling) 4 * Excludes the impact of both translational and transactional foreign exchange in Q1 2015 and Q1 2016. 17% improvement if FX gains are 4 included in both periods, due to fluctuations in FX gains.
Meaningful growth in Revenue Rate in Q1: +84 bps Translational foreign exchange continued to affect revenue line Quarterly revenue & revenue rate ($US millions) Revenue Rate $175 16.0% Revenue 12.9% 14.0% $150 12.1% 12.0% $125 10.0% $100 8.0% $75 6.0% $50 4.0% $25 2.0% $102 $128 $106 $142 $102 $139 $156 $109 $136 $132 $131 $116 $99 $0 0.0% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 2013 2014 2015 2016 5 5
Volume & rate increases contributed to revenue growth FX continues to mute reported revenue growth Breakdown of revenue growth/decline, % attributable to item Q1 2016 revenue compared to Q1 2015 revenue Includes new service Changes in foreign exchange fee-based revenue from had a negative impact on Mascus and Xcira reported revenue growth 20% 8% 17% 14% 15% - 3% 9% 10% 5% 0% -5% Total Volume Rate Total Organic Growth FX Impact Total Growth 6 6
Revenue rate strength from various components Components of Rev Rate improvement Our core auction business is performing well Basis Point Improvement Q1 2016 vs. Q1 2015 Our service businesses, both new and existing, are rapidly 90 +84 basis points contributing to revenue growth 80 New services based business units (Mascus and Xcira) contributed • 70 16 bps of revenue rate growth 38 bps Existing service Growth in revenue from existing services based businesses (RBFS, 60 • business revenue refurbishment, painting, shipping, etc.) improved the Q1 2016 rate 50 New service by 38 bps compared to Q1 2015 business revenue 40 16 bps Our auction businesses continue to generate healthy 1 bp EquipmentOne 30 revenue rates: 20 Ritchie Bros. Auctioneers EquipmentOne 29 bps Ritchie Bros. 10 Auctioneers 11.85% revenue rate (Q1 2016) 13.96% revenue rate (Q1 2016) 0 We continue to believe that an 11 to 12% revenue rate for the core auction business (Ritchie Bros. Auctioneers) is appropriate. Service based businesses will further bolster the total revenue rate. We believe about 12% or more is an appropriate revenue rate for the total company on an annual basis* *Quarterly fluctuations should be expected given the lumpy nature of the business. 7 7
RBA Core Auction business continues to perform well Auction volumes up 9%, supporting revenue growth; Revenue rate +29 bps Strong straight commission and buyers fee performance Underwritten business performed extremely well; albeit slight decrease in rate vs. Q1 2015 • In Q1 2016 underwritten business rate was significantly better than the previous three quarters Underwritten business remains a key priority However, will achieve optimal balance in rate improvement vs. GAP growth in 2016 to drive revenue growth • On a trailing 12 month basis (to Q1 2016), our underwritten rate has increased over 100 bps. • Volume in line with 2013 and 2014, and closer to 2015 Underwritten as a % of Total GAP after removing Casper, WY impact 34.6% 32.0% 32.2% 31.9% 40.00% 30.1% 29.3% 29.3% 28.3% 35.00% 26.5% 24.0% 24.0% 23.2% 30.00% 20.4% 25.00% 28.5% 20.00% 15.00% 10.00% 5.00% 0.00% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 2013 2014 2015 2016 8 8
Most geographies contributed to strong revenue growth Revenue growth in Canada, Australia and the Middle East drove most of the revenue growth in Q1 2016 relative to Q1 2015 US performed as expected, in light of very difficult comp ($54 mil Casper auction in March last year) Q1 Core auction revenue growth rates Geographic breakdown of Q1 revenue $US growth; local currency $US revenue 100% US 78% US dollar growth 10% 75% Canada Local currency growth 9% Europe 47% Other 37% 57% Year prior - Q1 2015 14% 24% (US portion larger due to Casper, WY auction) -2% -2% 7% -7% -8% -20% 10% US Canada Europe Other RBA - All 20% 63% 9 9
Construction and sales/rental customers bolstered volume Auction volumes increased 28% to a Q1 record of 93,000 lots during Q1 2016 Increased consignments from construction related customers drove most of the volume increase Consignments from equipment distributors grew 20% compared to Q1 last year Q1 Auction volumes (Lot count) Q1 2016 Incremental Lots per Customer sector Total lots sold per quarter Lot growth per customer (seller) sector, compared to Q1 2015¹ 4,000 140% 129% 28% 100,000 30% 93,000 Lot growth per customer sector Growth of lots from customer sector 120% 90,000 3,034 25% 96% 3,000 100% 80,000 Growth from prior Q1 2,340 Number of Lots 72,500 20% 70% 16% 80% 70,000 2,000 62,500 62,000 61,500 15% 60% 1,440 60,000 33% 10% 40% 7% 50,000 1,000 21% 20% 17% 589 490 474 20% 5% 311 40,000 1% 1% - 0% 30,000 0% Q1 2012 Q1 2013 Q1 2014 Q1 2015 Q1 2016 10 10 ¹ Selected customer sectors. Does not include all sectors equipment came from.
Growth of target sectors evident GAP is growing in all our key sectors: Construction, Agriculture and Transportation; Transportation led the growth Lot volume in each sector is driving the growth given slightly softer pricing for some assets relative to the pricing peak of Q1 2015 Construction Lots Agriculture Lots Transportation Lots Q1 2016 vs. Q1 2015 30,000 5,000 12,000 By ASSET CATEGORY 4,500 Construction assets: 25,000 10,000 4,000 Lots 16% 3,500 Agricultural assets: 20,000 8,000 Lots 32% 3,000 15,000 2,500 6,000 Transportation assets: Lots 47% 2,000 10,000 4,000 1,500 * By asset category, not by customer sector. For example, a truck sold by a construction 1,000 company would be allocated to the 5,000 2,000 construction sector by customer, but to the transportation sector by asset type. 500 - - - 11
Q1 2016 auction highlights Bonanza, Alberta – March 30, 2016 CA$24+ million of GAP LARGEST ‘ON-THE-FARM’ AG AUCTION EVER HELD BY RBA Post Q1 2016: Massive CA$240 million Denver, Colorado – March 17-18, 2016 auction in Edmonton: US$46+ million of GAP LARGEST EVER DENVER AUCTION April 26 – 30, 2016 Grande Prairie, Alberta – March 14-15, 2016 CA$62+ million of GAP LARGEST EVER GRANDE PRAIRIE AUCTION Fort Worth, Texas – March 2-3, 2016 US$57+ million of GAP 5,850+ LOTS SOLD (A TEXAS RECORD) Dubai, UAE – March 1-2, 2016 US$41+ million of GAP (54% INCREASE RELATIVE TO LAST YEAR!) Edmonton, Alberta – February 24-26, 2016 CA$120+ million of GAP Orlando, Florida – February 15-19, 2016 US$172+ million of GAP 12 12
Strong auction operational performance The number of consignors, registered bidders and buyers has grown meaningfully relative to prior first quarters¹ Demonstrates the operational strength of our core business Consignors Buyers Registered Bidders 12,000 140,000 35,000 120,000 30,000 10,000 25,000 100,000 8,000 80,000 20,000 6,000 60,000 15,000 4,000 10,000 40,000 2,000 106,500 125,500 90,000 21,900 25,200 11,300 20,000 5,000 31,750 8,900 8,900 - - - 2014 2015 2016 2014 2015 2016 2014 2015 2016 The number of registered bidders The number of buyers increased 26% The number of consignors increased 18% compared to Q1 2015 compared to Q1 2015 increased 27% compared to Q1 2015 13 13 ¹ Data is for Industrial auctions only.
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