1. LINE COVERAGE & SOURCING FACTS
2016 DATA

2. Total 2437 Active Sku’s in Line
At Least 1 Sale in (Broken Down by Product Type)
Oil
Fuel
Air
373
455
1133
Hydraulic
Coolant
Misc.
354 28 94

3. Breakdown of total units sold
Manufactured vs. Sourced (Broken Down by Product Type – 2016 Sales Data)
LF TOTALS
Oil
Fuel
Air
Hydraulic
Coolant
Misc.
88%
Manufactured
75% Manufactured
64% Manufactured
30% Manufactured
96% Manufactured
23% Manufactured
78%
Units Mfg.
5,411,481
Units Sold
Additional
Data
Oil
Fuel
Air
Hydraulic
Coolant
Misc.
Total Units Sold
2,155,002
2,147,665
766,489
82,121
194,145
66,059
Manufactured
1,900,523
1,617,520
492,741
24,362
185,627
15,315
Purchased
254,479
530,145
273,748
57,759
8,518
50,744
4,236,088
Manufactured
1,175,393
Purchased

4. 29% Manufactured vs. Sourced (Broken Down by Product Type)
Breakdown of total active SKU’s
Manufactured vs. Sourced (Broken Down by Product Type)
LF TOTALS
Oil Sku’s
Fuel
Sku’s
Air
Hydraulic
Coolant
Misc.
30%
Manufactured
34% Manufactured
33% Manufactured
4% Manufactured
86% Manufactured
35% Manufactured
29%
Sku’s Mfg.
2,437
Active Sku’s
Additional
Data
Oil
Fuel
Air
Hydraulic
Coolant
Misc.
Total Active Sku’s
373
455
1133
354 28 94
Manufactured
112
156
374 15 24 33
Purchased
261
299
759
339 4 61
714
Manufactured
1,723
Purchased

5. All Products (Manufactured vs. Sourced at Each Level)
Units sold by popularity buckets
All Products (Manufactured vs. Sourced at Each Level)
Top 10
26% of sales
Top 50
55% of sales
Top 100
70% of sales
Top 200
85% of sales
100%
LF Mfg.
93%
LF Mfg.
88%
LF Mfg.
84%
LF Mfg.
1,424,911
Units Sold
2,997,174
Units Sold
3,800,220
Units Sold
4,575,361
Units Sold
1,424,911
Manufactured
2,787,976
Manufactured
3,327,968
Manufactured
3,825,068
Manufactured
Purchased
209,198
Purchased
472,252
Purchased
750,293
Purchased

6. 2016 4th Quarter Data (On-Highway Class 5-8 Vehicles)
Polk Coverage by product line
2016 4th Quarter Data (On-Highway Class 5-8 Vehicles)
Overall Coverage 98%
Oil Filters
99%
Air Filters
98%
Fuel Filters
95%
Cabin Air
93%

7. Percentage of Total Units/Sku’s Customer Annual Demand
Percentage of coverage vs. Baldwin
Percentage of Total Units/Sku’s
3,251 Total HD Sku’s
4,941 Total HD Sku’s
Coverage
vs. Baldwin
65.8% of Sku’s Baldwin Price Sheet
Customer Annual Demand
LF Coverage of Baldwin Sales
Customer B
98.5% of Units
86.5% of Sku’s
Customer D
95.0% of Units
83.6% of Sku’s
Customer A
96.3% of Units
91.9% of Sku’s
Customer C
98.5% of Units
88.2% of Sku’s
Average
97.1% of Units
87.5% of Sku’s

8. Competitive suppliers and sales to competitors
Baldwin Supplies LF (4.7%) of 2,122 total active sku's in line
Baldwin Supplies LF 129,316 (3.6%) of 3,591,430 units sold
Champ Labs Supplies Over 1 Million Units and over 100 sku’s for our co-man and private label filter customers
Donaldson
Wix
Fleetguard
Gohner
K&N
Total Units
51,283
4,744
230,460
16,616
814,583
Total Sku’s 27 7 39 20 29
*Including Donaldson, Wix, Fleetguard, Gohner, K&N

9. Thank You !