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1

June

 

2016

INVESTOR

 

PRESENTATION

Statements contained in this press release that are not historical facts are forward‐looking statements. Forward‐looking statements relate to current expectations regarding our future financial condition, performance and results of operations, planned capital expenditures, long‐term objectives of management, supply and demand, pricing trends and market forces, and integration plans and expected benefits of transactions and are often identified by the use of words and phrases such as "anticipate," "believe," "continue," "could," "estimate," "expect," "intend," "may," "plan," "predict," "project," "should," "will," "would," "is likely to," "is expected to" or "will continue," or the negative of these terms or other comparable terminology. All forward‐looking statements are subject to risks and uncertainties that could cause actual results to differ from those projected. Other factors that may cause actual results to differ from the forward‐looking statements contained in this release and that may affect the company's prospects in general include, but are not limited to (a) competitive conditions in

the baked foods industry, including promotional and price competition, (b) changes in consumer demand for our products, including changes in consumer behavior, trends and preferences, including health and whole grain trends, and the movement toward more inexpensive store‐

branded products, (c) the success of productivity improvements and new product introductions, (d) a significant reduction in business with any of our major customers including a reduction from adverse developments in any of our customer's business, (e) fluctuations in commodity pricing, (f) energy and raw material costs and availability and hedging and counterparty risk, (g) our ability to fully integrate recent acquisitions into our business, (h) our ability to achieve cash flow from capital expenditures and acquisitions and the availability of new acquisitions that build shareholder value; (i) consolidation within the baking industry and related industries; (j) disruptions in our direct‐store delivery system, including litigation or an adverse ruling from a court or regulatory or government body that could

affect the independent contractor classification of our independent distributors, and (k) the failure of our information technology systems to perform adequately, including any interruptions, intrusions or security breaches of such systems. The foregoing list of important factors does not include all such factors, nor necessarily present them in order of importance. In addition, you should consult other disclosures made by the company, including the risk factors included in our most recently filed Annual Report on Form 10‐K and Quarterly Reports on Form 10‐Q filed with the Securities and Exchange Commission ("SEC") and disclosures made in other filings with the SEC and company press releases, for other factors that may cause actual results to differ materially from those projected by the company. We caution you not to place undue reliance on forward‐looking statements, as they speak only as of the date made and are inherently uncertain. The company undertakes no obligation to publicly revise or update such statements, except as required by law.

(2)

3

One family‐owned bakery in 

Thomasville, GA

FLO

Listed publicly as FLO

Note: Wonder was #1 independently owned and distributed white bread brand prior to Hostess’ exit from market

Proven business model Efficient bakeries/distribution

Experienced team

49 operating bakeries Second‐largest baked foods 

company in U.S.

Today

1919

1968

1968

 

to

 

Today

FOCUSED

 

ON

 

FRESH

 

BAKED

 

FOODS

 

FOR

 

OVER

 

95

 

YEARS

More than 100 acquisitions

#1

 

bread

 

in

 

U.S.

Strong

 

cake

 

brand

Powerful

brand

 

portfolio

4

HOW

 

WE

 

SERVE

 

THE

 

CATEGORY

84%

 

of

 

2015

 

sales

 

Direct  Store Delivery

16%

 

of

 

2015

 

sales

 

Warehouse Distribution

Fresh

 

products

 

delivered

 

directly to

 

consumers

 

in

 

partnership

 

with

 

approx.

 

5,100 independent

 

distributors.

DSD

 

sales

 

by

 

category:

78% retail (primarily bread, buns, and rolls)

22% foodservice & other

Fresh

 

&

 

frozen

 

products

 

shipped

 

to

 

customers’

 

warehouses

 

nationwide.

Warehouse

 

sales

 

by

 

category:

54% retail and vending 

(primarily snack cake)

(3)

5

GROWING

 

THE

 

FLOWERS

 

WAY

2004

2016

Consolidated

 

sales

 

$1.5

 

billion

Approximately

 

35%

 

of

 

U.S.

 

population

 

served

 

by

 

DSD

FY

 

2016

 

sales

 

guidance

 

of

 

$3.986

 

to

 

$4.080

 

billion

More

 

than

 

85%

 

of

 

U.S.

 

population

 

served

 

by

 

DSD

2005

2015

$1.72

$3.78

2005

2015

$159

$441

(2) In billions In millions

2005

2015

$0.92

(2)

$0.30

(3) In dollars/share

FINANCIAL

 

TRENDS

Sales

10

yr

 

CAGR:

 

8%

EBITDA

(1)

10

yr

 

CAGR:

 

11%

EPS

10

yr

 

CAGR:

 

12%

(4)

7

FLOWERS’

 

BRAND

 

PORTFOLIO

8 Tortilla, wraps $2.3 billion Commercial  cake $7.0 billion Fresh  packaged breads $14.8 billion

White bread

Soft variety bread

Specialty bread

Buns & rolls

Breakfast breads

Bagels

English muffins

Dinner breads & rolls

Foodservice  breads/rolls $7.2 billion(2)

Retail

 

Outlets

 

– Total

 

Sales

(1)

$24.1

 

Billion

(1) Source: IRi for Total US MultiOutlet plus Convenience (52 weeks ending 3‐Jan‐2016) (2) Source: Technomics 52 weeks ending 5‐Oct‐2014

U.S.

 

FRESH

 

BAKERY

 

CATEGORY:

 

TOTAL

 

$31.2

 

BILLION

White flour  varieties are  more than  50% of the  unit volume 20.9% White loaf 17.9% Soft variety loaf 10.1%  Specialty premium loaf (inc. organics) 23.6% Sandwich  buns /rolls 11.2%  Breakfast items 13.2%  Dinner bread/rolls 3.0% Other

Fresh

 

Packaged

 

Breads

 

– Unit

 

Share

(i)

Sales of  $14.8 billion(ii)

(i) Source: Iri Total US MultiOutlet for 52 weeks ending 3‐Jan‐2016

(5)

9

VALUE

 

CREATION

 

PLAN

* Excluding future acquisitions

Grow

 

Sales

Expand

 

Margins

Return

 

Capital

Deliver

 

Value

2%

4%

Sales

Growth*

8%

10%

EPS

Growth*

Dividend

 

Yield

10%+

Total

Shareholder

Return*

2%

3%

REVISED

 

LONG

TERM

 

GOALS

Grow

 

EPS

 

8%

10%

(excluding

 

future

 

acquisitions)

Leverage

 

sales

 

growth

Achieve

 

EBITDA

 

margins

 

12%

 

to

 

14%

Reduce

 

stales

Execute

 

initiatives

 

to

 

improve

 

efficiencies

 

and

 

reduce

 

costs

Reduce

 

debt

 

and

 

interest

 

expense

Grow

 

Sales

 

2%

 

to

 

4%

(excluding

 

future

 

acquisitions)

Grow

 

volumes

 

in

 

expansion

 

markets

 

(e.g.

 

Midwest,

 

Northeast,

 

West

 

Coast)

Grow

 

sales

 

in

 

under

developed

 

segments

 

(e.g.

 

Organics,

 

Breakfast)

Improve

 

price/mix

 

with

 

increased

 

focus

 

on

 

promotional

 

efficiency

(6)

11

CURRENT

 

2016

 

GUIDANCE

Sales

 

Guidance

 

=

 

$3.986

 

billion

 

to

 

$4.080

 

billion

Increase

 

of

 

5.5%

 

to

 

8.0%

 

over

 

fiscal

 

2015

Acquisitions

 

to

 

contribute

 

5.2%

 

to

 

5.7%

 

to

 

overall

 

increase

Core

 

and

 

expansion

 

markets

 

to

 

contribute

 

0.3%

 

to

 

2.3%

 

of

 

sales

 

growth

EPS

 

Guidance

 

=

 

$1.00

 

to

 

$1.06

 

per

 

share

EBITDA

 

margin

 

expansion

 

driven

 

by

 

improved

 

efficiencies,

 

cost

 

structure

 

leverage

Guidance

 

now

 

incorporates

 

accretion

 

from

 

accelerated

 

share

 

repurchase

Additional

 

Color:

Depreciation

 

&

 

amortization

 

=

 

$145

 

million

 

to

 

$150

 

million

Net

 

interest

 

expense

 

=

 

$10

 

million

 

to

 

$11

 

million

Updated

 

tax

 

rate

 

forecast

 

=

 

approximately

 

35.5%

Capital

 

expenditures

 

=

 

$90

 

million

 

to

 

$100

 

million

12

Q1

 

2016

 

SUMMARY

Sales

+5.1%

EBITDA

(1)

+1.7%

EPS

3.4%

Prior

 

Year

 

Comparisons:

Acquisitions

 

drove

 

growth;

 

core

 

business

 

branded

 

price

 

increases

 

more

 

than

 

offset

 

by

 

mix

 

shift

 

and

 

volume

 

losses

 

due

 

to

 

weather

 

and

 

competitive

 

environment

Margins

 

pressured

 

by

 

lower

 

than

 

expected

 

sales,

 

Tuscaloosa

 

conversion,

 

outside

 

purchases,

 

shifts

 

in

 

product

 

mix

EPS

 

comparison

 

impacted

 

by:

Tuscaloosa

 

conversion

 

~($0.01)

1Q16

 

results

 

reflect

 

actions

 

and

 

investments

 

to

 

achieve

 

long

term

 

goals

(7)

13

ORGANIC

 

BRANDS

 

DRIVE

 

INCREMENTAL

 

SALES

33.1%

30.1%

8.5%

White

 

Loaf

Soft

 

Variety

 

Loaf

Specialty/Premium

Flowers’

 

Branded

 

Share

 

by

 

Category

 

Segment

Source: IRi MULO + Convenience, FY 2015

ORGANIC

 

BREAD

 

BUSINESS

 

UPDATE

Integration

 

Progress

Anticipate

 

combined

 

2016

 

sales

 

of

 

$245 to $265 million

Distributing

 

Dave’s

 

Killer

 

Bread

 

via

 

DSD

 

across

 

geographic

 

footprint

Tuscaloosa

 

bakery

 

conversion

 

complete

Producing

 

DKB

 

at

 

the

 

Alpine

 

Valley

 

bakery

 

in

 

Arizona

Systems

 

integration

 

substantially

 

complete

(8)

15

ORGANIC

 

BREAD

 

OPPORTUNITY

Household

 

penetration:

 

Conventional

 

vs.

 

Organic

(1)

2015

 

Estimated

(2)

Organic

 

Bread

 

U.S.

 

Retail

 

Sales

$1.2

 

Billion

33.9

16.3

9.6

94.2

97.6

98.6

Produce Milk Fresh Bread & Rolls

% HH Buying Organic % HH Buying Category

Flowers

 

seeks

 

to

 

capitalize

 

on

 

this

 

opportunity

 

with

 

DSD

 

launch

Source: (1)  IRI Panel 52 weeks ending 21‐Feb‐2016, (2) Euromonitor

16

MARGIN

 

IMPROVEMENT

 

INITIATIVES

12.0%

10.7%

10.9%

11.3%

11.4%

11.7%

14.0%

FY

 

2011 FY

 

2012 FY

 

2013 FY

 

2014 FY

 

2015

GOAL

Adjusted

 

EBITDA*

 

Margin

Reduce

 

Returned/Stale

 

Product:

Increase

 

market

 

share

 

in

 

expansion

 

markets

 

– higher

 

product

 

turns

 

at

 

the

 

shelf

Leverage

 

technology

 

to

 

help

 

independent

 

distributors

 

better

 

anticipate

 

consumer

 

demand

 

and

 

improve

 

ordering

Improve

 

Manufacturing

 

Efficiencies:

Leverage

 

recent

 

capacity

 

additions to

 

better

 

align

 

costs

 

with

 

production

 

needs

* Earnings Before Interest, Taxes, Depreciation and Amortization; adjusted for items affecting 

comparability. See non‐GAAP reconciliations at the end of this slide presentation.

Increase

 

Promotional

 

Efficiency:

Eliminate

 

unproductive

 

activity

 

and

 

increase

 

price

 

realizations

(9)

17

CATEGORY

 

REVIEW

‐0.2% ‐1.1% ‐3.1% ‐0.1% ‐0.9% 1.1% 2.8% 1.5% 2.5% ‐0.2% 0.4% ‐0.5% 1.0% 1.0% 1.3% 0.9% 0.5% ‐3.2% ‐2.2% ‐2.6% ‐0.6% ‐2.6% ‐0.9% 0.4% 0.2% 2.8% 0.2% 0.5% ‐0.4% 0.0% ‐1.1% ‐0.4% ‐1.7% ‐1.3% Q1 2012 Q2 2012 Q3 2012 Q4 2012 Q1 2013 Q2 2013 Q3 2013 Q4 2013 Q1 2014 Q2 2014 Q3 2014 Q4 2014 Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016

Total

 

Category

 

– Fresh

 

Packaged

 

Breads

Dollar Sales % Chg Unit Sales % Chg

Source: Flowers Custom Database – IRi Total US Mulo + C Store

FLOWERS’

 

MARKET

 

SHARE

10.7 11.2

13.9 14.5 14.9

2011 2012 2013 2014 2015

Fresh

 

Packaged

 

Breads

Flowers' Dollar Share

7.8  8.0 

11.7 

9.5  9.1 

2011 2012 2013 2014 2015

Commercial

 

Cake

Flowers's Dollar Share

(10)

19

GEOGRAPHIC

 

EXPANSION

Flowers’

 

Market

 

Share

(1)

,

 

3yr

 

Change

Colored

 

areas

 

represent

 

the

 

eight

 

IRI

 

Standard

 

Regions

(1) Source: IRi for Standard Regions  for Q4 2015 and Q4 2012 (2) Flowers’ internal data (3) Excludes impact of week 53 California 14.7, +12.5 West 9.2, +3.1 Plains 4.3, +2.9 South Central 33.5, +3.1 Southeast 30.3, +2.1 Great Lakes 2.5, +1.8 Mid South 22.3, +2.1 Northeast 5.2, +2.3

Consolidated

 

Sales

 

Change

 

Attributable

 

to

 

New

 

Markets

(2)

2011

 

0.7%

2012

 

0.7%

2013

 

2.4%

2014

(3)

2.0%

2015

(3)

1.1%

20

TRADITIONAL

 

LOAF

 

SEGMENT

$2.67

 

$2.66

 

$2.64

 

$2.66

 

$2.73

 

$2.38  $2.43  $2.42  $2.41  $2.39  Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016

Traditional

 

Loaf

 

– Average

 

$/Unit

FLO

 

Avg

 

$/Unit

Other

 

Brands'

 

Avg

 

$/Unit

3.1% 4.7% 4.6% 3.2% ‐2.5% ‐3.6% ‐5.1% ‐4.1% ‐3.0% 1.7% ‐5.3% ‐2.0% ‐3.9% ‐5.7% 6.0% Q1 2015 Q2 2015 Q3 2015 Q4 2015 Q1 2016

Traditional

 

Loaf

 

– Unit

 

%

 

Change

 

FLO

 

Brands

Other

 

Brands

Store

 

Brand

(11)

21

CAKE

 

GROUP

 

OVERVIEW

$260  $291  $425  $440  $447  $198  $217  $325  $300  $298  2011 2012 2013 2014 2015

Sales

 

at

 

Retail

 

(in

 

millions)

Tastykake Mrs. Freshley's

Dual

 

brand

 

strategy

DSD

 

and

 

Warehouse

 

distribution

Growing

 

Tastykake

 

on

 

DSD

Mrs.

 

Freshley’s

 

has

 

multi

channel

 

access

 

nationwide

Source: Flowers Internal Data

(12)

23

REVIEW

 

OF

 

RECENT

 

PLANT

 

OPENINGS

Lenexa,

 

KS

Opened

 

Summer

 

2015

Henderson,

 

NV

Opened

  

Nov.

 

2013

Knoxville,

 

TN

Opened

 

May

 

2014

Fresher

 

product

Logistics

 

cost

 

savings

Better

 

efficiencies

 

at

 

surrounding

 

plants

Extension

 

of

 

distribution

 

network

 

frontiers

Organic

 

Conversion

Tuscaloosa,

 

AL

Completed

 

Apr.

 

2016

24

SALES

 

AND

 

EARNINGS

 

GROWTH

$2.6

 

$2.8

 

$3.0

 

$3.7

 

$3.7

 

$3.8

 

2010

2011

2012

2013

2014*

2015

Sales

 

(in

 

billions)

$0.66

 

$0.64

 

$0.69

 

$0.91

 

$0.90

 

$0.92

 

2010

2011

2012

2013

2014*

2015

Adjusted

 

Earnings

 

per

 

Share

(1)

* 53 week year

(1) Earnings per Share adjusted for items affecting comparability. Please 

(13)

25

FREE

 

CASH

 

FLOW

(1)

PERFORMANCE

$75

 

$99

 

$127

 

$142

 

$137

 

$125

 

$184

 

$212

 

3yrs

 

ending

2008

3yrs

 

ending

2009

3yrs

 

ending

2010

3yrs

 

ending

2011

3yrs

 

ending

2012

3yrs

 

ending

2013

3yrs

 

ending

2014

3yrs

 

ending

2015

Three

year

 

rolling

 

average

(in

 

millions)

(1)  Cash Flow from Operations less Capital Expenditures. Please 

see non‐GAAP reconciliations at the end of this slide presentation.

NET

 

DEBT

 

SUMMARY

$833

$818

$809

$756

$698

$647

$888

$994

$1,053

Q1

 

2014

Q2

 

2014

Q3

 

2014

Q4

 

2014

Q1

 

2015

Q2

 

2015

Q3

 

2015

Q4

 

2015

Q1

 

2016

Net

 

Debt

(1)

Q1

 

‘16

 

Net

 

Debt/EBITDA

(2)

=

 

2.4X

In

 

millions

(14)

27

CAPITAL

 

ALLOCATION

Acquisitions

$1,491

 

Capital

 

Expenditures

$828

 

Dividends

$739

 

Share

 

Repurchases*

$441

 

10 Years Ending FY 2015*

(in

 

millions)

Looking Ahead:

Continuing

 

to

 

reduce

 

leverage

Capital

 

expenditures

 

expected

 

to

 

trend

 

below

 

D&A

Returning

 

capital

 

to

 

shareholders

Monitoring

 

acquisition

 

environment

Committed

 

to

 

allocating

 

capital

 

to

 

deliver

 

highest

 

shareholder

 

return

* Share Repurchases amount includes $120 million Accelerated  Share Repurchase announced March 2016

28 *No operating leases in 2011, 2012, 2014, and 2015

CAPITAL

 

EXPENDITURES

2011*

2012*

2013

2014*

2015*

2016

Projected

$116.7 $90.0  to  $100.0 $99.2 $79.2 $67.3

Capex

Operating

 

leases

In

 

millions

$17.5

$83.8 $90.8

2013

Opened

 

bread

 

lines

 

in

 

Henderson,

 

NV

 

and

 

Oxford,

 

PA

2014

Opened

 

bread

 

lines

 

in

 

Modesto,

 

CA

 

and

 

Knoxville,

 

TN,

 

and

 

a

 

bun

 

line

 

in

 

Henderson,

 

NV

2015

Opened

 

a

 

bread

 

and

 

bun

 

line

 

in

 

Lenexa,

 

KS,

 

and

 

a

 

bun

 

line

 

in

 

Knoxville,

 

TN

2016

Converted

 

Tuscaloosa,

 

AL

 

bakery

 

(15)

29

RETURNING

 

CAPITAL

 

TO

 

SHAREHOLDERS

 $‐  $5.00  $10.00  $15.00  $20.00  $25.00  ‐  2.0  4.0  6.0  8.0  10.0  12.0  14.0  16.0  18.0  20.0  22.0

20

04

20

05

20

06

20

07

20

08

20

09

20

10

20

11

20

12

20

13

20

14

20

15

Q1

 

'1

6

Pur chas e   Pr ic e   per   Sh ar e Millions   of   Shares

Shares

 

Repurchased

Average

 

Price

 

Paid

Over

 

$550

 

million*

 

in

 

share

 

repurchases

 

since

 

2004

$0.09 $0.11  $0.14  $0.20  $0.26  $0.30  $0.34  $0.39 $0.42  $0.44  $0.49  $0.57  $0.63 

'04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16

Dividends

 

Paid

 

Per

 

Share

*Includes amounts under the accelerated share repurchase program announced March 2016 Projected

UPSIDE:

 

STRATEGIC

 

ACQUISITIONS

Consolidation Opportunities Remain:

Independent

 

&

 

specialty

 

bakers

Underdeveloped

 

segments

Adjacent

 

categories

Track

 

record

 

of

 

prudent

 

approach

 

to

 

acquisitions

Flowers

14.9

 

Other

 

Major

 

Bakers'

 

Brands*

36.0

 

Independent/

 

Specialty

 

Bakers

23.2

 

Store

 

Brands

25.9

 

Brand

 

Share

(16)

31

FLOWERS

 

INDEPENDENT

 

DISTRIBUTOR

 

PROGRAM

A

 

proven,

 

market

driven

 

approach

 

used

 

to

 

operate

 

DSD

 

since

 

1980s

Franchisee

 

arrangement:

 

Similar

 

to

 

other

 

models

 

in

 

baking

 

and

 

other

 

industries;

 

independent

 

distributor

 

owns

 

distribution

 

rights

 

in

 

specific

 

geographic

 

market

Proud

 

owners

 

who

 

control

 

their

 

business

The

 

Results

 

– Distributors

 

are:

Highly

 

motivated

 

to

 

grow

 

sales

Providing

 

exceptional

 

customer

 

service

Outperforming

 

in

 

the

 

marketplace

Building

 

brand

 

value

System

 

creates

 

significant

 

benefits

 

for

 

IDs:

Growing

 

sales

 

and

 

income

 

by

 

providing

 

outstanding

 

service

 

and

 

merchandising

Building

 

equity

 

in

 

their

 

territory

 

as

 

sales

 

grow

Realizing

 

value

 

from

 

sale

 

of

 

their

 

territories

 

in

 

secondary

 

markets

Creates

 

entrepreneurial

 

incentives

 

— a

 

win

win

win

 

for

 

IDs,

 

Flowers,

 

and

 

retail

 

customers.

32

DSD

 

LITIGATION

 

UPDATE

Flowers

 

is

 

facing

 

litigation

 

as

 

are

 

other

 

companies

 

with

independent

 

operator

 

models

23

 

cases

 

currently

 

pending

 

involving

 

approximately

 

190

 

named

 

plaintiffs,

 

compared

 

to

 

approximately

 

5,100

 

current

 

distributors

To

 

date,

 

one

 

class

 

certified,

 

one

 

class

 

denied

Flowers

 

believes

 

claims

 

are

 

meritless

 

and

 

is

 

vigorously

 

defending

 

its

 

position

(17)

33

STRATEGY

 

TO

 

DRIVE

 

GROWTH

 

IN

 

2016

 

AND

 

BEYOND

Focused on improving performance and taking actions to 

address recent challenges

Integration

 

of

 

Dave’s

 

Killer

 

Bread

 

and

 

Alpine

 

Valley

 

Bread

More

 

fully

 

utilizing

 

capacity

 

available

 

at

 

our

 

bakeries

Maximizing

 

return

 

on

 

promotional

 

spending

Growing

 

in

 

expansion

 

markets

Improving

 

merchandising

 

strategies

 

and

 

reducing

 

costs

We expect 2016 will be a year of growth driven by:

The

 

Dave’s

 

Killer

 

Bread

 

and

 

Alpine

 

Valley

 

Bread

 

acquisitions

Continued

 

expansion

 

into

 

new

 

markets

Strength

 

of

 

high

 

quality

 

brands

Grow

 

Sales

Develop

 

new

 

and

 

expand

 

core

 

markets

 

through

 

new

 

customers,

 

new

 

products,

 

strong

 

brands,

 

acquisitions

Give

 

Extraordinary

 

Service

Go

 

beyond

 

the

 

expected

 

to

 

meet

 

customer

 

needs

Bake

 

Smart

Innovate

 

to

 

improve

 

processes,

 

enhance

 

quality,

 

reduce

 

costs,

 

conserve

 

resources

Invest

 

Wisely

Use

 

technology

 

and

 

efficiencies

 

to

 

be

 

the

 

low

cost

 

producer

 

of

 

delicious

 

bakery

 

foods

Appreciate

 

Team

Respect

 

every

 

individual,

 

embrace

 

diversity,

 

and

 

promote

 

career

 

growth

(18)

35

The company prepares its consolidated financial statements in accordance with U.S. Generally Accepted Accounting Principles (GAAP). However, from time to time, the company may present in its public statements, press releases and SEC filings, non‐

GAAP financial measures such as, EBITDA, adjusted EBITDA, EBITDA margin, adjusted EBITDA margin, adjusted net income per diluted common share, adjusted selling, distribution and administrative expenses (SD&A), gross margin excluding depreciation and amortization and the ratio of net debt to adjusted EBITDA. EBITDA is used as the primary performance measure in the company's 2014 Omnibus Equity and Incentive Compensation Plan. The company defines EBITDA as earnings from continuing operations before interest, income taxes, depreciation, amortization and income attributable to non‐controlling interest. The company believes that EBITDA is a useful tool for managing the operations of its business and is an indicator of the company's ability to incur and service indebtedness and generate free cash flow. Furthermore, pursuant to the terms of our credit facility, EBITDA is used to determine the company's compliance with certain financial covenants. The company also believes that EBITDA measures are commonly reported and widely

used by investors and other interested parties as measures of a company's operating performance and debt servicing ability because EBITDA measures assist in comparing performance on a consistent basis without regard to depreciation or amortization, which can vary significantly depending upon accounting methods and non‐operating factors (such as historical cost). EBITDA is also a widely‐accepted financial indicator of a company's ability to incur and service indebtedness. EBITDA should not be considered an alternative to (a) income from operations or net income (loss) as a measure of operating performance; (b) cash flows provided by operating, investing and financing activities (as determined in accordance with GAAP) as a measure of the company's ability to meet its cash needs; or (c) any other indicator of performance or liquidity that has been determined in accordance with GAAP. Our method of calculating EBITDA may differ from the methods used by other companies, and, accordingly, may not be comparable to similarly titled measures used by other companies. Net debt to EBITDA is used as a measure of financial leverage employed by the company. Our method of calculating net debt to EBITDA may differ from the methods used by other companies, and, accordingly, may not be comparable

to similarly titled measures used by other companies. Gross margin excluding depreciation and amortization is used as a performance measure to provide additional transparent information regarding our results of operations on a consolidated and segment basis. Changes in depreciation and amortization are separately discussed and include depreciation and amortization for materials, supplies, labor and other production costs and operating activities. Presentation of gross margin includes depreciation and amortization in the materials, supplies, labor and other production costs according to GAAP. Our method of presenting gross margin excludes the depreciation and amortization components, as discussed above. This presentation may differ from the methods used by other companies and may not be comparable to similarly titled measures used by other companies. The company may from time‐to‐time discuss SD&A adjusted for items that are not continuing in nature. The reconciliations attached provide reconciliations of the non‐GAAP measures used in this presentation or release to the most comparable GAAP financial measure.

INFORMATION

 

REGARDING

 

NON

GAAP

 

FINANCIAL

 

MEASURES

36

RECONCILIATION

 

OF

 

NON

GAAP

 

FINANCIAL

 

MEASURES

(in thousands)

Reconciliation of Net Income to  For the 52 For the 53 For the 52 For the 52 For the 52 For the 52 EBITDA and Adjusted EBITDA and Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Calculation of Adjusted EBITDA Margin: Jan 2, 2016 Jan 3, 2015 Dec 28, 2013 Dec 29, 2012 Dec 31, 2011 Dec 31, 2005

Net income $      189,191 $      175,739 $      230,894 $      136,121 $      123,428 $        61,231 Loss from discontinued operations, net of tax        ‐        ‐        ‐        ‐        ‐        1,627 Minority interest in variable interest entity        ‐        ‐        ‐        ‐        ‐        2,904 Income tax expense         103,840        92,315        91,479        72,651        68,538        39,861 Interest expense (income), net        4,848        7,341        12,860        9,739       (2,940)       (6,337) Depreciation and amortization         132,175         128,961         118,491         102,690        94,638        59,344

EBITDA         430,054         404,356         453,724         321,201         283,664         158,630 Asset impairment/Facility closure/Divestiture        4,507        9,301        ‐        ‐        4,414        ‐

Acquisition‐related costs        6,187        ‐        17,776        9,560        6,240        ‐

Pension plan settlement loss        ‐        15,387        ‐        ‐        ‐        ‐

Gain on acquisition        ‐        ‐          (50,071)        ‐        ‐        ‐

Adjusted EBITDA $      440,748 $      429,044 $      421,429 $      330,761 $      294,318 $      158,630

Sales $   3,778,505 $   3,748,973 $   3,732,616 $   3,031,124 $   2,759,367

(19)

37

RECONCILIATION

 

OF

 

NON

GAAP

 

FINANCIAL

 

MEASURES

(in thousands)

Reconciliation of Debt to Net Debt and

Calculation of Net Debt to  As of As of As of As of As of As of As of As of As of Trailing Twelve Month Adjusted EBITDA Ratio: Apr 23, 2016 Jan 2, 2016 Oct 10, 2015 Jul 18, 2015 Apr 25, 2015 Jan 3, 2015 Oct 4, 2014 Jul 12, 2014 Apr 19, 2014

Current maturities of long‐term debt

and capital lease obligations $     110,470 $     74,685 $       53,465 $     34,180 $       34,471 $    34,496 $     35,654 $     34,272 $       30,737

Long‐term debt and capital lease obligations        953,821      933,932        843,643      659,094        671,339     728,940      780,969      791,791        810,988

Total debt and capital lease obligations     1,064,291  1,008,617        897,108      693,274        705,810     763,436      816,623      826,063        841,725

Less: Cash and cash equivalents       11,469        14,378       8,780         46,544       7,966          7,523          8,075       8,532       8,801

Net Debt $  1,052,822 $  994,239 $     888,328 $   646,730 $     697,844 $  755,913 $  808,548 $   817,531 $     832,924

For the 52 For the 53 For the 52 For the 52 For the 52 For the 52

(in dollars per diluted share) Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Reconciliation of EPS to Adjusted EPS: Jan 2, 2016 Jan 3, 2015 Dec 28, 2013 Dec 29, 2012 Dec 31, 2011 Jan 1, 2011

Net income per diluted common share $       0.89 $       0.82 $       1.09 $       0.66 $       0.61 $       0.66 Asset impairment/Facility closure/Divestiture        0.01        0.03        ‐        ‐        0.01        ‐

Pension plan settlement loss        ‐        0.05        ‐        ‐        ‐        ‐

Gain on acquisition        ‐        ‐       (0.24)        ‐        ‐        ‐

Acquisition‐related costs, net of break‐up fees        0.02        ‐        0.06        0.03        0.02        ‐      Adjusted EPS $       0.92 $       0.90 $       0.91 $       0.69 $       0.64 $       0.66

RECONCILIATION

 

OF

 

NON

GAAP

 

FINANCIAL

 

MEASURES

For the 52 For the 52 For the 53 For the 52 For the 52 For the 52 For the 52 For the 52 For the 53 For the 52

(in thousands) Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended

Operating Cash Flow to Free Cash Flow: Dec 30, 2006 Dec 29, 2007 Jan 3, 2009 Jan 2, 2010 Jan 1, 2011 Dec 31, 2011 Dec 29, 2012 Dec 28, 2013 Jan 3, 2015 Jan 2, 2016

Cash provided by operating activities $      151,276 $      214,598 $        94,872 $      236,009 $      306,050 $      134,290 $      216,880 $      270,484 $      313,970 $      324,233 Purchase of plant, property and equipment          (61,792)          (88,125)          (86,861)          (72,093)          (98,404)          (79,162)          (67,259)          (99,181)          (83,778)          (90,773) Free Cash Flow $        89,484 $      126,473 $       8,011 $      163,916 $      207,646 $        55,128 $      149,621 $      171,303 $      230,192 $      233,460

3 Year Trailing Average Free Cash Flow $        74,656 $        99,467 $      126,524 $      142,230 $      137,465 $      125,351 $      183,705 $      211,652 (in thousands)

Reconciliation of Net Income to  Trailing 52 For the 16 For the 12 For the 12 For the 12 EBITDA and Adjusted EBITDA and Weeks Ended Weeks Ended Weeks Ended Weeks Ended Weeks Ended Calculation of Adjusted EBITDA Margin: Apr 23, 2016 Apr 23, 2016 Jan 2, 2016 Oct 10, 2015 Jul 18, 2015

Net income $      187,165 $        59,363 $        32,246 $        43,796 $        51,760 Income tax expense         103,288        33,015        17,775        25,077        27,421 Interest expense, net        6,044        2,778        1,528       878       860 Depreciation and amortization         135,825        43,467        32,471        29,419        30,468 EBITDA         432,322         138,623        84,020        99,170         110,509 Asset impairment and facility closure costs        4,507       ‐        1,496       736        2,275 Acquisition‐related costs        6,187       ‐        1,196        4,991       ‐

Adjusted EBITDA $      443,016 $      138,623 $        86,712 $      104,897 $      112,784

Net Debt as of Apr 23, 2016 $   1,052,822

References

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