Investor Presentation October 2013 John Irvin Chief Financial Officer NASDAQ: XONE www.exone.com
Safe Harbor Statement These slides and the accompanying oral presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. Forward-looking statements are subject to risks, uncertainties and assumptions and are identified by words such as expects, estimates, projects, typically anticipates believes, appears, could, plan, and other similar words. Such statements include, but are not limited to, statements concerning future revenue and earnings, involve known and unknown risks, uncertainties and other factors that could cause the actual results of the Company to differ materially from the results expressed or implied by such statements, which include our ability to qualify more materials in which we can print; the availability of skilled personnel; our strategy, including the expansion and growth of our operations; the impact of loss of key management; our plans regarding increased international operations in additional international locations; the adequacy of sources of liquidity; expectations regarding demand for our industrial products, operating revenues, operating and maintenance expenses, insurance expenses and deductibles, interest expenses, debt levels, and other matters with regard to outlook; demand for aerospace, automotive, energy and other industrial products; the impact of disruption of our manufacturing facilities or PSOs; liabilities under laws and regulations protecting the environment; the impact of governmental laws and regulations; operating hazards, war, terrorism and cancellation or unavailability of insurance coverage; the effect of litigation and contingencies; and the adequacy of our protection of our intellectual property, and other factors disclosed in our Annual Report on Form 10-K for the year ended December 31, 2012 and our other filings with the Securities and Exchange Commission. Because they are forwardlooking, these statements should be evaluated in light of important risk factors and uncertainties. Should one or more of these risks or uncertainties materialize, or should any of our underlying assumptions prove incorrect, actual results may vary materially from those currently anticipated. Except as required by law, we disclaim any obligation to update or publicly announce any revisions to any of the forward-looking statements contained in these slides and the accompanying oral presentation. The information and opinions contained in this document are provided as at the date of this presentation and are subject to change without notice. This document has not been approved by any competent regulatory or supervisory authority. The trademarks included herein are the property of the owners thereof and are used for reference purposes only. Such use should not be construed as an endorsement of the products or services of ExOne. This document will not be left behind after this presentation and by accepting this document and attending the presentation you agree to be bound by the foregoing limitations. 2
Global Additive Manufacturer A Category of One ExOne is distinctively positioned as the industrial provider of 3D printing NASDAQ: XONE IPO Date: February 12, 2013 Recent Price $44.81 Shares outstanding 14.4 million Market Cap $644.7 million Institutional Ownership 29.0%* Low/High Range $18.00/$78.80 Insider Holdings 27.5% Average Trading Volume (Trailing three months) 848.8k 3-Yr. Revenue CAGR (2009-2012) 46% Market Data as of 9/26/13 (Source: Bloomberg) *Institutional ownership as of 6/30/13, prior to secondary offering Founded in 2005 3
Our Strategies for Growth Expand network of production service centers ( PSCs ) Qualify new industrial materials printable in our systems Increase the efficiency of our machines to expand the addressable market Focus upon customer training and education to promote awareness Achieve revenue balance and geographic diversification Advance pre-print design and post-print processing capabilities to accelerate the growth of our 3D printing technology Pursue growth opportunities through acquisitions, alliances and/or strategic investments 4
Investment Highlights Disruptive technology pure play in industrial 3D printing (additive manufacturing) Industrial 3D printing leader binder jetting process Proprietary, proven technology Fast machines Large build chambers Certified industrial materials Global presence Installed base of nearly 100 3D printing machines Production Service Centers / facilities/sales offices worldwide The Americas Europe Asia Management track record for success Significant insider ownership - 27.5% post offering 5
Disruptive Industrial 3D Printing 3D Printing and Laser Machine Sales (59% of 1H13 Revenue) Sand printing for molds and cores Metal printing for prototyping and complex functional metal parts 3D Printed Products, Materials and Other (PSC) (41% of 1H13 Revenue) Production Service Centers Consumable materials sales Replacement parts and other services 6 PSCs 15 PSCs by 2015 PSCs Sales Offices 6
3D Printing Machines (59% of 1H 2013 Revenue) Max Platform Print Platform Flex Platform Introduction 2011 2012 2013 ASP $1,400,000 $800,000 - $900,000 $400,000 Print Box 180 x 100 x 70 cm 78 x 40 x 40 cm 40 x 25 x 25 cm Speed ~24 hours per job box ~14.5 hours per job box ~14 21 hours per job box Materials Silica sand, cerabeads, ceramics Silica sand, cerabeads, ceramics, stainless steel, bronze, iron, bonded tungsten, glass Ceramics, stainless steel, bronze, iron, bonded tungsten, glass 7
Sand Molds for the Casting Industry Provide sand molds and cores to the global metal casting industry Global metal casting industry produced over 98.5 million metric tons of castings in 2011* Able to turn around a casting from order to shipment quicker (JIT) than traditional methods Through 3D printing of sand molds, process reduced to days, not weeks May combine several sand printed molds to make much larger parts * Source: American Foundry Society 8
Metal Printed Parts/ Material Development At IPO Recent Pending Applications Steel Bonded Tungsten Titanium Aerospace Automotive Bronze Iron Aluminum Aerospace Automotive Heavy Equipment Silica Sand Tungsten Carbide Oil & Gas Glass Magnesium Aerospace Automotive New materials expand the addressable market 9
Recurring Revenues 3D Printed Products, Materials and Other (PSC) (41% of 1H 2013 Revenue) PSC s gateway to 3D printing for new industrial customers Try before you buy PSCs generate all machine customers Collaborative engineering process with customer base Consumables: high margins, recurring, customer collaboration PSC s-superior ROI $2-$4 MM start-up cost ~2 years to breakeven (40% of capacity) Robust incremental margin above breakeven 15 PSCs by end of 2015 Existing PSCs Potential PSCs Sales Offices 6 PSCs 15 PSCs by 2015 10
PSCs Drive Machine Sales, Consumables/Services Canadian Aerospace Manufacturer European Pump Manufacturer $1.5 MM Machine Sale $1.1 MM Machine Sale ($ thousands) ($ thousands) Thousands 400.0 350.0 300.0 250.0 200.0 150.0 100.0 50.0 Thousands 90.0 80.0 70.0 60.0 50.0 40.0 30.0 20.0 10.0 0.0 2010 2011 2012 YTD 2013 0.0 2010 2011 2012 YTD 2013 PSC Consumables Services & Other PSC Consumables Service & Other 11
ExOne s Addressable Market Sand Molds Global industrial sand mold industry estimated* at $4 billion to $10 billion in 2012 3D printed sand molds can be used for almost any application where an industrial mold is needed Faster turnaround (JIT) and increased freedom of design create significant opportunities Metal Printed Parts Global machine tool consumption estimated** at $88.6 billion in 2012 Prototyping and increased design freedom present opportunities Expanded material offering and technological improvements could increase the addressable portion of this market * Source: American Foundry Society ** Source: Oxford Economics 12
ExOne Binder Jetting Technology Expanding Addressable Industrial Markets Traditional Manufacturing Increasing complexity leads to increased costs ExOne 3D Printing: No change in cost as complexity increases Addressable Market (Shaded) Early ExOne Cost Current ExOne Cost Addressable Market (Shaded) Cost Early ExOne Cost Cost Subtractive Manufacturing Subtractive Manufacturing Complexity Complexity Machine cost per cubic inch down 95% over last decade Reduced unit costs dramatically expand ExOne s addressable market 13
Binder Jetting vs Laser & E Beam Characteristics End Markets Binder Jetting Successive deposition of bonding agent to powder to materialize products Automotive Aerospace Heavy Equipment Oil/Fluid/Gas Laser & E Beam Uses a laser (thermal energy) to materialize products Aerospace Medical Dental Art/Jewelry 14 14
M-Flex TM Broadens Opportunities Unique advanced metal 3D printing machine with tremendous throughput capabilities Only machine using jet binding process to print metal production parts Larger print box (40x25x25cm) enables increased applications More productive than other 3D printing processes, within 24 hours Prints 60 70% density in 30 second layers Enables industrial customers to increase design complexity and production optimization Launched in 2013 15
Evolving Industrial Production Process Design Production / Printing of Near Net Parts Net Part Completion Traditional Cast CAD Forge Machine Finish Machine ExOne 3D Printed Sand Cast ExOne Direct Print ExOne Advantages: Design Freedom Design Optimization Shorter Delivery Time (JIT) Lower Cost of Production 16 16
Case Study 1: Control Arm Production Technology Traditional casting 3D printed core / mold 3D printed part Weight 5.78 lbs 5.04 lbs casted in aluminum 4.57 lbs if printed in aluminum Comment Solid internal structure Poured in foundry Permits addition of lattice structure Advanced multilayer lattice structure 17 17
Case Study 2: Sikorsky Aerospace Produced lighter, more accurate magnesium castings Utilized advanced software to produce first article casting on 1 st attempt Start to finish: 2 to 3 weeks vs 6 to 8 months with traditional methods National design award 18 18
Customers Automotive Aerospace Heavy Equipment Power Fluid Handling Other Industries 19
Progress Since February 2013 IPO Area Goal Status Material development New material every six months On plan - 7/23/13 Iron - 8/8/13 Bonded Tungsten Machine sales Sell existing platforms Launch M-Flex TM in 2H 2013 On plan New PSCs Two new PSCs in 2013 On plan - M-Flex TM 1 st sale 9/13 3 POs - Auburn, Washington 7/31 - Nevada 3Q 2013 - Opened sales centers in Brazil / China Upgrade of facilities Build new Germany HQ Expanding Japan PSC Build out sales force Expand direct sales force from 9-17 in 2013 On plan - Commenced construction of German HQ - Design complete for Japanese HQ On plan - Doubled direct sales force - Direct salespeople in Brazil and China at new sales offices IP Expand and protect On plan - Full-time internal patent counsel - 15 commercially relevant patents in development 20 20
Use of Proceeds Pre-Printing 3D Printing Post-Printing CAD Software Machine Development Sintering Technology Optimization Tools PSC Production Improve Foundry / Casting Process Material Procurement Related Services & Consumables Finishing Processes Acquisitions / JVs / Organic 21 21
Financial Metrics Machines Sales Revenue ($MM) 1 13 1 60+% 48-52 3 9 1 1 1 28.7 2 4 1 1 2011 2012 6 Mo 2012 9 1 1 6 6 Mo 2013 S-Max S-Print M-Lab S 15 Laser 15.3 9.9 5.4 13.0 15.7 2011 2012 2013 Guidance 3D Printing Machines 7.4 5.9 1.5 6 Mo 2012 17.2 7.1 10.1 6 Mo 2013 3D Printed Parts, Materials and Other Services 2013 Guidance (1) Guidance provided on August 13, 2013 22
Financial Metrics Gross Margin % 1 OpEx ($MM) 1 42.4% 42-46% 31.6% 40.9% 18-21 23.8% 8.8 12.5 6.8 9.6 2011 2012 2013 Guidance 6 Mo 2012 6 Mo 2013 2011 2012 2013 Guidance 6 Mo 2012 6 Mo 2013 Operating Income (Loss) ($MM) 1,2 (0.3) (2.3) (5.2) 2011 2012 2013 Guidance (1) Guidance provided on August 13, 2013 (2) Before non-cash compensation expense of $7.7 million and $0.3 million for 2012 and first six months of 2013, respectively; derived from guidance (4.4) 6 Mo 2012 6 Mo 2013 23
Balance Sheet ($ MM) Pre Follow On Adj. Pro Forma Cash $64.6 $64.8 $71.7 $129.4 $136.3 Long-term Debt and Capital Lease Obligations $3.5 $0.0 $3.5 Stockholders' Equity $84.2 $64.8 $71.7 $149.0 $155.9 Total Capitalization $152.2 $87.7 $143.4 $64.8 $152.5 $295.6 Balance sheet as of 6/30/2013. Adjustments reflect $62.00 offering price 24
2013 Growth Drivers Revenue ($MM) 1 Growth Drivers 48-52 Machine Sales (59% of 1H 2013) Identified customers for machines currently in production 17.2 Pipeline is strong Expanding production capacity 7.1 10.1 6 Mo 2013 2013 Guidance 3D printing machines 3D printed parts, materials and other services PSCs / Consumables / Services (41% of 1H 2013) Expanding global PSC network Capacity and productivity improvements at existing PSCs Growing consumables and services (1) Guidance provided on August 13, 2013 25
2013 Expectations* Revenue Gross Margin OpEx $48 million to $52 million 42% - 46% $18 million to $21 million Low End Higher End Upper End * Guidance as of August 13, 2013 26
Long-Term Financial Targets Organic Revenue Growth % Gross Margin % EBITDA Margin % 40 50%+ 45 50% 25 30% Growth on track New PSCs New materials Improved machine capabilities Installed base drives recurring revenue Increase 3D market penetration by improving pre- and post-printing processes through acquisitions / JVs 27
Questions? 28
Investor Presentation October 2013 John Irvin Chief Financial Officer NASDAQ: XONE www.exone.com