Slide 1: 2016 January Business Update
2016 January Business Update January 28, 2016 Copyright 2016 by Plug Power Inc. Today’s Fuel Cells for proven, reliable power
Slide 2: Safe Harbor
Safe Harbor This communication contains “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995 that involve significant risks and uncertainties about Plug Power Inc. (“PLUG”), including but not limited to statements about PLUG’s 2016 objectives, inclu
Slide 3: 2015 Scorecard
2015 Scorecard Goal 2015 Preliminary (set in Jan. 2015) Results Revenues $100mm >$100mm Contract Bookings $200mm >$200mm GenKey Installs 15 >15 GenDrive GM by year end 25% >25% New Customers 6 >6 3
Slide 4: Significant Accomplishments in 2015
Significant Accomplishments in 2015 Strong commercial traction sets Plug Power up for continued future growth. • Eight new customers Nike The Home Depot Colruyt (Europe) Uline FreezPak Prelodis (Europe) Youngs Dietz and Watson • Continued expansion with WalMart • 10 new GenKey sites live • Expansion
Slide 5: 2015 Success Stimulates 2016 Activity
2015 Success Stimulates 2016 Activity Operational execution drives Plug Power towards profitability and enables market expansion activities. • GenDrive Fuel Cell Margin Expansion • Gross Margins >25% at end of Q4; Clear path to 35% 2015 Sales • GenDrive represents 50% of 2015 overall sales • big imp
Slide 6: 2016 Goals
2016 Goals • Sales Expansion • Establish additional anchor accounts • Continue to penetrate leading international retailers and manufacturers • Continue to Expand Gross Margins • GenCare • GenFuel • Transform Hydrogen into a Margin Generator • Simplified liquid solutions • Economical, highly availab
Slide 7: 2016 Scorecard
2016 Scorecard 2016 Goal Revenues >$150mm Contract Bookings > $275mm GenKey Installs >25 Infrastructure Sites Overall Gross Margin >10% Operating Cash Flows Use less than $20mm Note: Full year 2016 gross margin forecast excludes $10M of deferred profit 7
Slide 8: 2015/2016 Quarterly Sales Projections & Trends ($ millions)
2015/2016 Quarterly Sales Projections & Trends ($ millions) Plan 2015 Forecast Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016 8
Slide 9: Contract Bookings, Revenue, & Backlog ($ millions)
Contract Bookings, Revenue, & Backlog ($ millions) Contract Fiscal Year Bookings Revenue Contract Revenue Backlog Year End Total < 12 Months > 12 Months 2013 56 26 50 42% 58% 2014 150 64 128 42% 58% 2015 Forecast >200 >100 >235 43% 57% 2016 Forecast >275 >150 >360 42% 58% >50% of 2015 revenues were
Slide 10: 2016 Sales Plan by Product Line ($ millions)
2016 Sales Plan by Product Line ($ millions) 64% of Sales – GenDrives & GenFuel Infrastructure Pending Contract Bookings Contract Revenue in Backlog GenDrive Infrastructure GenCare PPA Fuel Stationary Total 10
Slide 11: Total Annual Gross Profit by Product Line ($ millions)
Total Annual Gross Profit by Product Line ($ millions) 2015 Forecast 2016 Plan GenDrive Infrastructure GenCare Fuel Stationary Total 11
Slide 12: Quarterly Administrative Expenses (2015 Forecast/2016 Plan)
Quarterly Administrative Expenses (2015 Forecast/2016 Plan) Total Admin Costs ($ millions) Total Admin as % of Sales Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016 Q2 2016 Q3 2016 Q4 2016 12
Slide 13: Quarterly EBITDAS and Operating Cash Flows (% of Sales)
Quarterly EBITDAS and Operating Cash Flows (% of Sales) 2016 Plan – Use less than $20 mil in Operating Cash Flows Break Even Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15 Q4 15 Q1 16 Q2 16 Q3 16 Q4 16 EBITDAS Operating Cash Flows 2015 Forecast/2016 Plan 13
Slide 14: 2016 Financial Focus
2016 Financial Focus 2016 Goal Revenues >$150mm Contract Bookings > $275mm GenKey Installs >25 Infrastructure Sites Overall Gross Margin >10% Operating Cash Flows Use less than $20mm • Leverage and Diversify Customers • Drive Down Product & Service Costs • Maintain Prudent Control over Administratio
Slide 15: Questions?
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