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View Annual Report Annual Report 2016 2016 l RUSH ENTERPRISES ANNUAL REPORT REVENUE (billions) 2012 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $3.1 2013 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $3.4 About the Company 2014 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $4.7 2015 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $5.0 Rush Enterprises, Inc., is the premier solutions provider 2016 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $4.2 to the commercial vehicle industry. The Company owns and operates the largest network of commercial SHAREHOLDERS' EQUITY (millions) vehicle dealerships in the United States, with more than 2012 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $607.9 2013 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $665.4 100 Rush Truck Centers strategically located in high-traffic 2014 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $764.3 areas on or near major highways in 21 states. These vehicle 2015 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $844.9 centers represent truck and bus manufacturers, including 2016 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $862.8 Peterbilt, International, Hino, Isuzu, Ford, Mitsubishi Fuso, EARNINGS PER SHARE (from continuing operations) IC Bus, Blue Bird, Collins and Elkhart Coach. 2012 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1.57 2013 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1.22 These one-stop centers offer an integrated approach 2014 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1.96 to meeting customer needs – from service, parts and 2015 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1.61 2016 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1.00 collision repair to new and used vehicle sales and leasing plus a wide array of financial services, including NEW AND USED COMMERCIAL VEHICLE SALES (units) financing and insurance. Rush Enterprises’ operations 2012 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 23,171 also provide CNG fuel systems, telematics products 2013 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 26,336 2014 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 35,352 and other vehicle technologies as well as vehicle 2015 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 37,702 up-fitting, chrome accessories and tires. 2016 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 30,635 PARTS AND SERVICE REVENUE (millions) Every Rush Enterprises employee receives a coin engraved with our company values – productivity, 2012 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $817.3 2013 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $988.3 fairness, excellence and positive attitude. These are 2014 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1,315.7 more than just words. They are the standards that set 2015 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1,382.4 2016 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $1,332.4 us apart. Employees know that the customer is the boss. We do not just ask what we can do for them, we ask ABSORPTION RATIO what more we can do for them. We want our customers 2012 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 116% to expect more. That is why we expect more from every 2013 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 114% 2014 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 118% employee. We count on them to deliver, so our customers 2015 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 116% know they can count on us. 2016 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll 112% For more information, visit rushenterprises.com. GROSS PROFIT (millions) 2012 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $500.8 2013 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $572.0 2014 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $756.0 2015 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $784.9 2016 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $718.0 NET INCOME (millions) 2012 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $62.5 2013 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $49.2 2014 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $80.0 2015 lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $66.1 2016 llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll $40.6 RUSH ENTERPRISES ANNUAL REPORT l 2016 Rush Truck Centers operates more than 100 locations in 21 states. 2016 Revenue $4.2 Billion 63% 2016 Gross Profit $718.0 Million 67% Truck Sales 63% Truck Sales 25% Parts and Service 32% Parts and Service 67% Lease and Rental/Finance Lease and Rental/Finance and Insurance/Other 5% and Insurance/Other 8% 32% 25% 5% 8% 2016 l RUSH ENTERPRISES ANNUAL REPORT Chairman's Letter We couldn’t stop it, but we worked very hard to contain it. As we anticipated, we experienced a challenging market in 2016, primarily due to industry-wide factors that negatively impacted both commercial vehicle sales and aftermarket services. Such factors included erratic freight demand, an oversupply of used trucks, excess capacity of new Class 8 trucks, continued softness in the energy sector and decreased parts sales. Additionally, several of our large fleet customers delayed purchases due to vehicle overcapacity. In dealing with a multitude of difficult market conditions in 2016, our job was to manage our way through a tough year by reducing expenses, focusing on our strategic initiatives and doing what we do best – providing superior service to our customers. To offset the market headwinds, we implemented broad-reaching The difficult market we experienced in 2016 negatively impacted expense reductions throughout our organization in the early part our financial results; nonetheless, we remain a strong company of the year. This included consolidating some smaller dealerships focused on growth. We also returned capital to our shareholders, within close proximity to our other dealerships, which allowed as reflected by our completion of the $40 million stock repurchase us to better manage costs, leverage resources and operate more plan announced in 2015 and the adoption of a new $40 million efficiently without compromising service to customers in those stock repurchase plan in 2016. I am proud of our entire team. geographic areas. They approached each day with both discipline in managing expenses and a passion for serving our customers. This same In addition to our expense reduction efforts, we left no stone approach and hard work will be every bit as important in unturned in pursuing incremental truck sales and aftermarket the coming year, as we anticipate some of these challenges to business, and stayed true to our commitment to our strategic continue in 2017. initiatives of investing in vehicle service technologies, Momentum Fuel Technologies and efforts to increase parts sales. In 2016, we achieved revenues of $4.2 billion and net income A difficult market continued of $40.6 million. We sold 30,635 new and used trucks, with U.S. Class 8 truck sales fell in 2016 as a result of reduced demand Class 4 through 7 truck sales being a bright spot for the year with following a near-record sales year in 2015 and low used truck a near-record number of units sold. Aftermarket revenues were trade-in values due to an oversupply of used trucks. Excess $1.3 billion and were negatively impacted by declines in energy capacity and a choppy freight environment led several of our sector activity, especially in the first quarter of 2016. Our large fleet customers to delay purchases. We
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