Polaris Industries Inc. Annual Report to Our Shareholders
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WE ARE PIONEERS WE ARE CHALLENGERS WE ARE RIDERS WE ARE RELENTLESS WE ARE PASSIONATE WE ARE ACCOUNTABLE WE ARE COMMITTED WE ARE GRATEFUL WE ARE LOYAL WE ARE RESILIENT WE ARE DRIVEN WE ARE POLARIS 2016 ANNUAL REPORT David Johnson, Polaris Co-founder 1923 – 2016 You will forever be in our hearts and our culture. 2016 AT A GLANCE REPORTING SEGMENTS VEHICLES PG&A* OFF-ROAD VEHICLES (ORV) / SNOWMOBILES 61 ORV Models MSRP** $2,100 – $27,500 40 Snowmobile Models MSRP** $3,000 – $15,200 MOTORCYCLES 24 Models MSRP** $9,000 – $30,000 Global ADJACENT MarketS ~60 WORK & TRANSPORTATION Models MSRP** $6,000 – $80,000 7 Defense Models MSRP** $11,000 – $163,000 * PARTS, GARMENTS & ACCESSORIES (PG&A) INCLUDED IN RESPECTIVE SEGMENTS BOBCAT® IS A REGISTERED TRADEMARK OF CLARK EQUIPMENT COMPANY INC. GRAVELY® IS A REGISTERED TRADEMARK OF ARIENS COMPANY ** Manufacturer’s Suggested Retail Price SALES BY SEGMENT BY GEOGRAPHY 2% 7% TOTAL 8% 14% Off-road vehicles/snow United States MILLION 16% Motorcycles International $ Global adjacent markets % % † % canada 4,516.6 - 4 74 Other 79 † ACQUISITION OF TRANSAMERICAN AUTO PARTS (TAP) IN NOVEMBER 2016 GROSS PROFIT NET INCOME BY SEGMENT percentage OF SALES TOTAL TOTAL 27.7% 27.8% $ MILLION $ MILLION % 18.3% 1,105.6 - 17 12.9% 212.9 Off-road vehicles/snow Motorcycles % Global adjacent markets $ PERCENTAGE OF SALES 24.5 Other† PER DILUTED SHARE 3.27 † ACQUISITION OF TRANSAMERICAN AUTO PARTS (TAP) IN NOVEMBER 2016 2 2016 POLARIS INDUSTRIES INC. ANNUAL REPORT TO OUR SHAREHOLDERS EXECUTIVE MANAGEMENT TEAM FROM LEFT TO RIGHT: STEPHEN KEMP, MATTHEW HOMAN, CHRISTOPHER WOLF, STEPHEN EASTMAN, MICHAEL DOUGHERTY, STACY BOGART, KENNETH PUCEL, ROBERT MACK, SCOTT WINE, MICHAEL SPEETZEN, STEVEN MENNETO, JAMES WILLIAMS, MATTHEW EMMERICH, CRAIG SCANLON, TIMOTHY LARSON, JOEL HOULTON // Dear Shareholders, Are Polaris” may not be precisely what our founders said Throughout our history, we have found many ways to in 1954 when they renamed the company after the North grow: we have created innovative products, expanded into Star, but choosing that steadfast navigational beacon was new markets, introduced new technologies, and acquired more appropriate than they could possibly have known. I industry-leading brands and businesses. While these was reminded of this when, during an already difficult and growth strategies differ, they all require us to consistently challenging year, we said our final goodbyes to David Johnson, execute the fundamentals of safety and quality. The our last remaining founder. David established and embodied extensive, and costly, product recalls and service bulletins WE Polaris’ unwavering work ethic, spirit of innovation, and that greatly affected our customers, dealers, employees loyalty to our employees and customers. He also defined and and our business last year required us to review these exemplified our culture and helped inspire our Vision, which fundamentals. We absolutely must have the expected together serve as our guiding light. Our Vision is bold, but engineering, operational and supply chain processes simple. We seek to: Fuel the passion of riders, workers in place to deliver the performance and reliability our and outdoor enthusiasts around the world by delivering customers expect. As Polaris has always done, we attacked innovative, high-quality vehicles, products, services and our problems head-on and learned a great deal as we experiences that enrich their lives. addressed them. We are putting that knowledge to use as As the Powersports leader, we accept that our trails will not we continue to strengthen our Global Safety and Quality always be smooth and straight, but we expect both our vehicles function. Safety and quality have been, and remain, our top and our company to successfully navigate treacherous turns priorities, but we know we still have much work to do. We and terrain. We handled the bumps inconsistently in 2016, but will continue to closely monitor our vehicles’ performance. with the lessons we learned and the improvements we made, When an issue arises, we will act swiftly to keep our we are back on course toward profitable growth. customers safe. 3 TO OUR SHAREHOLDERS Safety and quality are Powersports prerequisites, but our As seen by our Parts, Garments & Accessories (PG&A) customers demand much more. So, we are accelerating our business’ remarkable 15 percent compound annual growth efforts to provide our dealers and consumers with vehicles, rate (CAGR) over the past five years, Steve Eastman and his technologies and accessories that enrich their lives. We are team are certainly on an outstanding run. This performance expanding RIDE COMMAND™—our industry-first, onboard becomes even more impressive when you consider how they rider information system—across our Indian Motorcycle®, concurrently transformed the capabilities of the business Polaris GENERAL® and RZR® product lines. Our design and to support continued growth, both organically and through powertrain teams are also finding new ways to delight and strategic mergers and acquisitions. excite riders. Some of those innovations powered the Polaris The acquisition of Transamerican Auto Parts (TAP), which WE ARE snowmobiles that dominated the Winter X Games 2016, and gives us a strong foothold in the very large and expanding Chris Wolf and his team have more in store. four-wheel-drive aftermarket space, demonstrates the Our global network of dealers are our customers, as benefits of our adjacent market strategy. In addition MAKING IT well as our partners, and we are aggressively working to to a shared passion for off-roading and significant enhance the value of their every interaction with Polaris. customer overlap, TAP offers extensive alternative EASIER FOR We are making it easier for our dealers to sell and easier growth opportunities. TAP’s impressive e-commerce and for our customers to buy. From leading-edge online vehicle multi-channel platform enables customers to shop online, configurators to customer-friendly dealership experiences pick up their purchase at a local store and have their OUR DEALERS to financing and service, we are driving improvements to product installed. create value for customers and support our dealers. Across our core PG&A and aftermarket businesses, we’re TO SELL The implementation of Retail Flow Management (RFM) in using enhanced interface and analytic tools to provide the our side-by-side (SxS) business in 2017 gives Matt Homan data we need to transform into a more customer-centric AND EASIER yet another tool to provide value, both to our dealers and business. At the same time, our emphasis on Lean principles our riders. With the strongest and best-selling brands in and Category Management is making us smarter and more the SxS segment, we are enhancing our marketing message efficient. Between the solid foundation already in place and FOR OUR to highlight the performance and durability that earned the prospect of future expansion, our PG&A and aftermarket RANGER® and RZR their credentials. We are also prudently portfolios are well-positioned for continued growth. CUSTOMERS providing incentives to reward our customers for their I have often said that neither Polaris nor any of our loyalty through a difficult year of recalls. We are increasing businesses will grow to the moon. We do not wish for TO BUY. our R&D investment significantly, adding engineering industry downturns, but we expect and plan for them, along resources to ensure that our armada is stronger than ever with some self-inflicted deviations that can flatten our before. We have repositioned our non-Motorcycle sales growth trajectory. In January, we remedied one of the latter force into our Off-Road Vehicles (ORV) team, aligning them with the decision to discontinue our Victory Motorcycles® more closely with our critically important ORV business brand after 18 years and cumulative losses exceeding goals. With stronger leadership, increased investments, $100 million. While this decision was emotionally difficult, more resources, improved dealer service and support, and it was undeniably the right thing to do strategically and of course, great vehicles, we are well-prepared to deliver financially. Victory’s poor financial performance does not better performance in a competitive ORV market. detract from the quality awards and industry-leading Net Promoter Scores the brand enjoyed up to the very end, and 4 2016 POLARIS INDUSTRIES INC. ANNUAL REPORT TO OUR SHAREHOLDERS I am certain that our successful launch of Indian Motorcycle and his Operations team can now focus more intently on was only possible because of the skills and lessons learned accelerating our Lean agenda, and aggressively pursuing from the Victory school of hard knocks. We are winding optimization and efficiencies to shorten lead times, improve down Victory to devote our full resources and focus towards quality and lift margins. Our new plant in Huntsville, spurring the growth of our Indian and Slingshot® brands. Alabama is our model for customer-driven Lean flow and is Steve Menneto has built a great team, established a solid the cornerstone of our ability to implement RFM for our SxS foundation and created awesome Indian bikes. Indian business. We will continue to ramp up RANGER production growth and share gains have been impressive. Though there throughout 2017, and do the hard work of transferring we are proud of this early success, our work is far from the Lean system and tools to our Monterrey, Mexico and done; our new motorcycles, flat-track wins and marketing Roseau, Minnesota manufacturing facilities. We will use OUR LEADERS campaigns will demonstrate how much better—and bigger— RFM to shorten delivery times and improve on-time delivery, Indian can be. better manage dealer inventory, and accelerate retail as dealers reliably receive the vehicles their customers want. Slingshot is the most eye-catching vehicle we have ever AND THE ENTIRE built. With high performance and profitability, we expect Finally, I need to commend the tireless efforts of our leaders strong returns from our efforts to increase Slingshot and the entire Polaris team.