A Leading National Supplier of a Wide Variety of
Components for RV’s and Manufactured Homes
Drew Industries (NYSE:DW)
2003
Forward Looking Statements
This presentation contains certain “forward-looking statements” within the meaning of the Private Securities
Litigation Reform Act of 1995 with respect to financial condition, results of operations, business strategies,
operating efficiencies or synergies, competitive position, growth opportunities for existing products, plans and
objectives of management, markets for the Company’s common stock and other matters. Statements in this
presentation that are not historical facts are “forward-looking statements” for the purpose of the safe harbor
provided by Section 21E of the Exchange Act and Section 27A of the Securities Act. Forward-looking statements,
including, without limitation those relating to our future business prospects, revenues and income, wherever they
occur in this presentation, are necessarily estimates reflecting the best judgment of our senior management, at the
time such statements were made, and involve a number of risks and uncertainties that could cause actual results
to differ materially from those suggested by forward-looking statements. The Company does not undertake to
update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking
statements are made. You should consider forward-looking statements, therefore, in light of various important
factors, including those set forth in this presentation and the Company’s SEC filings.
There are a number of factors, many of which are beyond the Company’s control, which could cause actual results
and events to differ materially from those described in the forward-looking statements. These factors include pricing
pressures due to domestic and foreign competition, costs and availability of raw materials (particularly steel and
related components, vinyl, aluminum, glass and ABS resin), availability of retail and wholesale financing for
manufactured homes, availability and costs of labor, inventory levels of retailers and manufacturers, levels of
repossessed manufactured homes, changes in zoning regulations for manufactured homes, the decline in the
manufactured housing industry, the financial condition of our customers, retention of significant customers, interest
rates, oil and gasoline prices, the outcome of litigation, and adverse weather conditions impacting retail sales. In
addition, national and regional economic conditions and consumer confidence may affect the retail sale of
recreational vehicles and manufactured homes.
Page 2
About Drew Industries
A leading national
manufacturer of
quality components
for Recreational
Vehicles (RV) and
Manufactured
Homes (MH)
Page 3
Headquartered in White
Plains, New York – 10
employees
43 manufacturing facilities in
the U.S. and 1 facility in
Canada
Approximately 4,000
employees nationwide
Organic growth from 2001
through 12/31/06 was well
over $230 million or a 13%
average annual growth,
excluding price increases,
acquisitions, and FEMA
business
Company Overview
Financial Performance
Sales and EBITDA in millions
MH segment sales
RV segment sales
EBITDA(1)
(1)
2001-2006 EBIDTA CAGR = 20%. EBITDA is
operating profit plus depreciation and amortization
Page 4
Drew’s Companies
Kinro, Inc. – Acquired 1980
Aluminum windows for RVs
Doors for RVs
Aluminum and vinyl windows and screens
for MHs
Bath and shower units for MHs and RVs
Lippert Components, Inc. – Acquired 1997
Chassis and chassis parts for RVs and MHs
Slide out mechanisms for RVs
Leveling devices for RVs
Axles for towable RVs and for MHs
Specialty trailers for boats, personal
watercraft and equipment hauling
Axles for Specialty Trailers
Bed lifts for “toy-hauler” RVs
Steps for RVs
Page 5
Drew’s Segments – 2006
MH = $21 million
32%
RV = $44 million
68%
Revenues - $729 million
90% of RV revenues are for
towable RVs
Segment Operating Profit - $65 million
MH = $220 million
30%
RV = $509 million
70%
Page 6
Drew’s Products
RV Chassis and Chassis Parts:
$215 million
RV Windows & Doors:
$118 million
12 Months Ended December 31, 2006
Sales - $729 million
Other: $12 million
MH and RV
Bath Products:
$20 million
Specialty
Trailers:
$25 million
RV Slide-out mechanisms:
$105 million
RV and MH Axles & Tires:
$58 million
Page 7
MH Chassis & Chassis
Parts: $87 million
MH Windows, Doors &
Screens: $89 million
Supplier to Industry Leaders
Outstanding customer service and national coverage, with 44
production facilities (approximately 3 million sq. ft.), make us a key
partner with our customers.
Supply most of the Leading Producers of RVs and MHs:
Both RV and MH
Fleetwood (NYSE:FLE)
Skyline (NYSE: SKY)
RV
Coachmen (NYSE: COA)
Forest River (owned by Berkshire Hathaway)
Monaco Coach (NYSE: MNC)
Starcraft (privately owned)
Thor (NYSE:THO)
MH
Champion (NYSE: CHB)
Clayton (owned by Berkshire Hathaway)
Oakwood Homes and Southern Energy Homes
(owned by Clayton)
Palm Harbor (Nasdaq: PHHM)
Page 8
Business Strategy
Increase sales and profitability through:
Market share growth
New product introductions
Strategic acquisitions
This strategy accomplished through:
Outstanding customer service
Motivating management through profit incentives and training
programs
Maintaining highly efficient factories by optimizing production
through state-of-the-art manufacturing technology and methods
Extensive R & D efforts
Disciplined and patient acquirer
Page 9
Content Per Vehicle - RV
Peak potential is $2,400 to $2,700 per RV
(a)
Excludes sales of specialty trailers, as well as Emergency Living Units (“ELU’s”) purchased
by FEMA.
90% of RV segment sales are for Towable RVs
See Page 17 for Industry Information
Page 10
(a)
(a)
Operating
profit margin 8.6% 9.4% 11.3% 9.2%(a) 9.6%(a) 8.6%(a)
Content Per Home - MH
Peak potential is $3,200 to $3,500 per home
Operating
Profit margin 10.8% 11.0% 10.7% 10.1% 10.2% 9.5%
See Page 21 for Industry Information
Page 11
$763
$916
$1,021
$1,457
$1,507
$1,784
2001
2002
2003
2004
2005
2006
New Product Introductions
Annualized sales of these products increased from about $70 million in the 4th
quarter of 2005.
(in millions)
Page 12
(a)
New product line in connection with the January 2007 acquisition of Trailair and Equa-Flex.
Acquisition Criteria
Drew is a disciplined and patient
acquirer
Target less than 6 times pro forma EBITDA
Immediately accretive
Complementary to our core RV and MH markets
Strategic
Acquisitions
Seek to acquire products or technologies that we can
introduce through our nationwide customer base and
factory network
Become a more extensive supplier to our customers
Page 13
July 2003
LTM Manufacturing
Slide-out
mechanisms,
specialty slide-out
storage trays and
decks, and electric
stabilizer jacks for
RVs. Annual sales of
$4 million
Acquisition History
Strategic
Acquisitions
June 2006
Happijac
Bed lifts for
“toy haulers”.
Annualized sales
of $15 million
May 2004
Zieman
RV, MH and
specialty
trailers. Annual
sales of over
$40 million
Each of our RV and MH acquisitions has
expanded geographic markets or
broadened product lines
2002
Quality Frames
RV chassis.
Annual sales of
$7 million
2001
Better Bath
Bath and shower
products for MH.
Annual sales of
$20 million
11 Acquisitions
1980 – 2001
Including Kinro (1980)
and Lippert
Components (1997)
May 2005
Venture Welding
MH Chassis. Annual
sales of $18 million
March 2006
Steelco
MH & RV
Chassis. Annual
sales of $8
million
Oct 2003
ET&T Frames
Primarily specialty
trailer units.
Annual sales of
$7 million
Page 14
January 2007
Trailair
Equa-Flex
RV Suspension
Systems.
Annual sales of
$3 million
Drew’s Management Team
Highly respected and experienced
management:
Drew
Leigh Abrams, CEO, 35+ years
Fred Zinn, CFO, 25+ years
Kinro
David Webster, CEO, Chairman,
30+ years
Lippert
Jason Lippert, CEO, Chairman
12+ years
Excellent management training
and incentive programs
Innovative &
Experienced
Management
Leigh Abrams
David Webster
Page 15
Jason Lippert
Investments
Kinro and Lippert have
extensive R&D departments
Since January 1997:
Invested over $151 million in
plant and equipment
Invested approximately $170
million for acquisitions
Invested $40 million for stock repurchases at an average
price of $5.37 per share
These investments have been accretive to earnings
Page 16
RVs - Industry Wholesale Shipments
(Thousands of Vehicles)
90% of Drew’s current RV product sales are for Travel Trailers and 5th Wheel RVs
(1)
Includes approximately 13,500 RVs purchased by FEMA for emergency housing for 2004 hurricane victims.
(2)
Excludes 38,900 ELU’s in 2005 and 31,400 ELU’s in 2006 purchased by FEMA. A total of 70,300 ELU’s were
purchased by FEMA for the period 9/05 to 4/06. The Company’s sales content per ELU was significantly less than
that of a typical travel trailer.
(3)
Starting in September 2005, about 27,000 towable RVs were purchased by FEMA from dealers which were
replaced by the dealers in 2005 and 2006.
254
293
321
257
311
321
370
391
300
384
Page 17
RV Market
84% of industry 2005 unit sales
46% of wholesale dollar sales
Retail cost $4,000 to $100,000
per unit. Average about $20,000
16% of industry 2005 unit sales
54% of wholesale dollar sales
Retail cost $41,000 to $400,000+
per unit. Average about $100,000
Since 1995 the travel trailer and
5th wheel market has grown at an
annual rate of approximately 8%,
compared to a less than 1% in-
crease in motorhome shipments.
TOWABLE RVS (90% of Drew RV revenues)
MOTORHOMES
Travel trailer with
expandable ends
Type A Motorhomes
Type B Motorhomes
Type C Motorhomes
Folding camping trailer
Travel trailer
Folding camping trailer
Sport utility RV
Fifth wheel travel trailer
Truck camper
Page 18
Growth In RV Market
Positive Demographic
Trends
Primary owners of RVs are
50 and over
According to census
projections, there are
expected to be 20 million
more people over 50 by 2014
Strong Growth
Prospects
Industry Advertising Campaign
Target Market 30 and over
Post 9/11 security concerns and high airline ticket
prices increase RV travel vacations
Fifth Wheel RV
Page 19
How RVs Are Used
Shift in U.S. culture
toward more RV-related
activities
NASCAR events
College and NFL football
games
“Toy Haulers”
More economical family
vacations
Typical RV family vacation
up to 74% less expensive
Strong Growth
Prospects
Many RVs are “parked”over the long-term
Travel Trailer
Page 20
MH - Industry Production
171
211
254
304
340
363
353
373
349
(Thousands of Homes)
131
168
193
251
(1)
131
(1)
Includes approximately 3,500, 15,000 and 3,000 for 2004, 2005 and 2006, respectively,
MHs purchased by FEMA for emergency housing for hurricane victims.
(1)
147
(1)
117
Drew’s MH segment remained profitable every quarter since 1998.
47%
61%
59%
52%
49%
49%
47%
47%
75%
70%
65%
78%
74%
80%
72%
64%
Page 21
Manufactured Housing (MH) Market
Cost per sq. ft. is $39 for MH vs.
$91 for site-built homes
Average retail price of $62,300
for a 1,595 sq. ft. MH
9 million manufactured homes
across the U.S.
Strong Growth
Prospects
Improved quality, appearance and safety
Studies have shown that MH built since 1995 sustain no more
damage in hurricanes than site-built homes
Industry production down 69% from 1998 to 2006, but Drew’s
MH sales are up 13% and segment operating profit is down only
20%
Page 22
MH: Industry Trends
Low inventory levels at retail dealers
Slowing of repossessions
Conventional financing now more common
than chattel financing
Improved industry lending practices should
lead to fewer repossessions
Berkshire Hathaway acquired Clayton,
Oakwood, Southern Energy and 21st
Mortgage; raised more than $8 billion for MH
financing
Strong Growth
Prospects
Page 23
MH: Strong Future
Baby Boomers retire and
relocate to warmer climate
Affordability
Home appreciation due to
greater ownership of land
along with home
Possible rebuilding of
hurricane-damaged areas
during late 2007
Improved industry image
Industry wide Advertising
Campaign needed
Strong
Growth
Prospects
Page 24
Drew’s Ownership and Governance
Ownership by Executives and Directors:
Currently own 16%
Filed Form S-3 on October 3, 2005. All
insider sales are complete except for
one Director. After his sale, insiders
ownership will be 12%.
Drew’s Corporate Governance Program –
ranked in the 96th percentile of all Russell 3000
Companies by Institutional Shareholder
Services.
Added to S&P SmallCap 600 Index in October
2005
Page 25
Financial Performance
The price of Drew’s common stock is 10 times the price as of
December 31, 2000
Drew has 21.8 million shares outstanding and a market
capitalization of more than $620 million as of February 28, 2007
(December 31 unless noted)
Stock Price History
Drew effected a 2-for-1 stock split on 9/7/05 to holders of record on 8/19/05
Page 26
Operating Results
Year Ended December 31,
Financial
Performance
(1)
Excluding the estimated impact of hurricane-related sales from both 2006 and 2005, the
Company estimates that diluted EPS would have been approximately $1.33 in 2006, compared
to approximately $1.40 in 2005.
(2)
Sales during the latter part of 2006 were negatively impacted by weakness in both the RV and
MH industries.
(3)
Adjusted for 2 for 1 stock split on 9/7/05.
(4)
EBITDA is operating profit plus depreciation and amortization (see page 30).
($ in millions, except EPS)
Page 27
Results By Segment
Year Ended December 31,
Financial
Performance
(a)
After a charge of $0.8 million related to legal proceedings, net of related incentive compensation.
(b)
After a gain of $0.8 million related to the sale of closed facilities, net of related incentive compensation.
(c)
Sales during the latter part of 2006 were negatively impacted by weakness in both the RV and MH
industries.
See Press Release dated February 13, 2007 for a reconciliation to consolidated results.
($ in millions)
Page 28
Operating Results
Three Months Ended December 31,
Financial
Performance
(a)
Excluding the estimated impact of hurricane-related sales, the Company estimates that diluted
EPS would have been approximately $0.27 in the fourth quarter of 2005.
(b)
Sales during the latter part of 2006 were negatively impacted by weakness in both the RV and
MH industries.
($ in millions, except EPS)
Page 29
Reconciliation of Operating Profit
to EBITDA
Financial
Performance
Page 30
($ in millions)
Balance Sheet
Financial
Performance
(1) Days sales in accounts receivable is the most recent month’s net sales divided by accounts
receivable, net, at the end of the period.
(2) Inventory turns is cost of goods sold for the latest quarter divided by average inventory for
the quarter.
Page 31
($ in millions)
Financial Strength
Financial
Performance
Page 32
(1) EBITDA is operating profit plus depreciation and amortization (see page 30).
12/31/04
12/31/05
12/31/06
Return on Equity
23%
24%
16
%
Return on Assets
12%
12%
9
%
Total Debt to Equity
0.6
0.4
0.
3
Total Debt to EBITDA
(1)
1.3
1.1
0
.
8
Peer Comparison
19%
12%
17.0
27.2
Spartan (SPAR)
(9%)
0%
47.8
N/A
Fleetwood (FLE)
17%
11%
14.4
21.7
Drew (DW)
ROE
ROA
Forward
P/E
Trailing
P/E
0%
1%
19.3
511.8
Monaco (MNC)
24%
16%
13.1
15.2
Thor (THO)
18.9
28.8
Winnebago (WGO)
16%
8%
Source: Capital IQ, February 26, 2007, except forward P/E, which is provided by
Thomson Financial and is based on fiscal 2007 analyst projections.
Financial
Performance
Page 33
Thank You
Analyst coverage:
Avondale Partners, LLC:
Kathryn Thompson (615) 467-5637
BB&T Capital Markets:
John Diffendal (615) 340-8284
Sidoti & Company LLC:
Scott Stember (212) 453-7017
Susquehanna Financial Group, LLLP:
Cheryl Cortez (312) 427-5236
For more information contact:
Leigh J. Abrams, President and CEO
914-428-9098
leigh@drewindustries.com
Fredric M. Zinn, Executive VP and CFO
914-428-9098
fred@drewindustries.com
Or visit: www.drewindustries.com
Page 34