Slide 1: 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 2: 2015 Scorecard
2015 Scorecard 3 Goal (set in Jan. 2015) 2015 Preliminary Results Revenues $100mm >$100mm Contract Bookings $200mm >$200mm GenKey Installs 15 >15 GenDrive GM by year end 25% >25% New Customers 6 >6
Slide 3: Significant Accomplishments in 2015
Significant Accomplishments in 2015 Strong commercial traction sets Plug Power up for continued future Eight new customers growth. • Nike Uline Youngs The Home Depot FreezPak Dietz and Watson Colruyt (Europe) Prelodis (Europe) Continued expansion with WalMart • 10 new GenKey sites live • Expansion w
Slide 4: 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% GenDrive represents 50% of 2015 overall sales • • 2015 Sales big impac
Slide 5: 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 available o
Slide 6: 2016 Scorecard
2016 Scorecard Note: Full year 2016 gross margin forecast excludes $10M of deferred profit 7 2016 Goal Revenues >$150mm Contract Bookings > $275mm GenKey Installs >25 Infrastructure Sites Overall Gross Margin >10% Operating Cash Flows Use less than $20mm
Slide 7: 2015 Forecast and 2016 Plan by Quarter
•Plan 2015 Forecast Q1201S Q2201S Q3 201S Q4201S Q12016 Q2 2016 Q3 2016 Q42016
Slide 8: Contract Bookings, Revenue, & Backlog
Contract Bookings, Revenue, & Backlog ($ millions) >50% of 2015 revenues were in Contract Backlog at start of the year For 2016, we start with >70% in Contract Backlog 9 Fiscal Year Contract Bookings Revenue Contract Revenue Backlog Year End Total < 12 Months > 12 Months 2013 56 26 50 42% 58% 2014 1
Slide 9: 2016 Sales Plan by Product Line
2016 Sales Plan by Product Line ($ millions) Pending Contract Bookings Contract Revenue in Backlog GenDrive Infrastructure GenCare PPA Fuel Stationary Total 10 64% of Sales – GenDrives & GenFuel Infrastructure
Slide 10: Total Annual Gross Profit by Product Line
Total Annual Gross Profit by Product Line ($ millions) 2015 Forecast 2016 Plan ructure nCare Fuel Stationary Total 11 GenDrive Infrast Ge
Slide 11: Quarterly Administrative Expenses
Quarterly Administrative Expenses (2015 Forecast/2016 Plan) Total Admin Costs ($ millions) Total Admin as % of Sales 12 Q1 2015Q2 2015Q3 2015Q4 2015Q1 2016Q2 2016Q3 2016Q4 2016
Slide 12: Quarterly EBITDAS and Operating Cash Flows
Quarterly EBITDAS and Operating Cash Flows (% of Sales) 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 Break Even 2016 Plan – Use less than $20 mil in Operating Cash Flows
Slide 13: 2016 Financial Focus
2016 Financial Focus • Leverage and Diversify Customers Drive Down Product & Service Costs • • Maintain Prudent Control over Administration Expenses • Develop More Robust Capital Solutions Note: Full year 2016 gross margin forecast excludes $10M of deferred profit 14 2016 Goal Revenues >$150mm Contr
Slide 14: 2016 Financial Focus
cial Focu 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 Cosis * Maintain Prudent Control over Administration Expenses
Slide 15: Albany Shaker Road Latham,New York 12110 518.782.7700 www.plugpower.com
968 Albany Shaker Road Latham,New York 12110 518.782.7700 www.plugpower.com
Slide 16: “plug power =
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