Caterpillar Presentation at Credit Suisse Investor Conference 2016

Credit Suisse Conference
December 1, 2016
Denise Johnson Caterpillar Group President Resource Industries

Amy Campbell Caterpillar IR Director
CUSTOMERS. PEOPLE. STOCKHOLDERS.
Discussion
3Q 2016 Results / 2017 Discussion
Amy Campbell
Resource Industries
Denise Johnson
Q&A
Forward-Looking Statements
Forward-looking Statements
Certain statements in this financial review relate to future events and expectations and are forward-looking statements within the meaning of the Private
Securities Litigation Reform Act of 1995. Words such as believe, estimate, will be, will, would, expect, anticipate, plan, project, intend, could,
should or other similar words or expressions often identify forward-looking statements. All statements other than statements of historical fact are forwardlooking statements, including, without limitation, statements regarding our outlook, projections, forecasts or trend descriptions. These statements do not
guarantee future performance, and we do not undertake to update our forward-looking statements.
Caterpillars actual results may differ materially from those described or implied in our forward-looking statements based on a number of factors, including, but
not limited to: (i) global and regional economic conditions and economic conditions in the industries we serve; (ii) government monetary or fiscal policies and
infrastructure spending; (iii) commodity price changes, component price increases, fluctuations in demand for our products or significant shortages of
component products; (iv) disruptions or volatility in global financial markets limiting our sources of liquidity or the liquidity of our customers, dealers and
suppliers; (v) political and economic risks, commercial instability and events beyond our control in the countries in which we operate; (vi) failure to maintain our
credit ratings and potential resulting increases to our cost of borrowing and adverse effects on our cost of funds, liquidity, competitive position and access to
capital markets; (vii) our Financial Products segments risks associated with the financial services industry; (viii) changes in interest rates or market liquidity
conditions; (ix) an increase in delinquencies, repossessions or net losses of Cat Financials customers; (x) new regulations or changes in financial services
regulations; (xi) a failure to realize, or a delay in realizing, all of the anticipated benefits of our acquisitions, joint ventures or divestitures; (xii) international trade
policies and their impact on demand for our products and our competitive position; (xiii) our ability to develop, produce and market quality products that meet
our customers needs; (xiv) the impact of the highly competitive environment in which we operate on our sales and pricing; (xv) failure to realize all of the
anticipated benefits from initiatives to increase our productivity, efficiency and cash flow and to reduce costs; (xvi) additional restructuring costs or a failure to
realize anticipated savings or benefits from past or future cost reduction actions; (xvii) inventory management decisions and sourcing practices of our dealers
and our OEM customers; (xviii) compliance with environmental laws and regulations; (xix) alleged or actual violations of trade or anti-corruption laws and
regulations; (xx) additional tax expense or exposure; (xxi) currency fluctuations; (xxii) our or Cat Financials compliance with financial covenants; (xxiii)
increased pension plan funding obligations; (xxiv) union disputes or other employee relations issues; (xxv) significant legal proceedings, claims, lawsuits or
government investigations; (xxvi) changes in accounting standards; (xxvii) failure or breach of IT security; (xxviii) adverse effects of unexpected events including
natural disasters; and (xxix) other factors described in more detail under Item 1A. Risk Factors in our Form 10-K filed with the SEC on February 16, 2016 for
the year ended December 31, 2015.
Information on non-GAAP financial measures is included in this presentation.
Q3 2016 vs Q3 2015
Operating Profit Comparison
3rd Quarter
2015
2016
Sales and Revenues (billions)
$11.0
$9.2
$(1.8)
Profit Per Share
$0.94
$0.48
$(0.46)
$98
$324
$226
$1.05
$0.85
$(0.20)
Restructuring Costs (millions)

Profit Per Share
Excluding Restructuring Costs
Millions of dollars
Machine market position and cost structure continue to improve

Quality remains at high levels and safety is world class
Substantial Cost Reduction is mitigating

much of the impact of lower sales
Change
2016 Cost Reduction
On track for over $2 billion

of period and variable cost reduction for the full year of 2016
Cost Reduction versus Prior Year
(millions of dollars)
1st Qtr
Variable Cost Reduction
Period Cost Reduction

Total
2nd Qtr
107
367
$
243
3rd Qtr
$
427
474
670
234
9 Months
$
420
$
654
584
1,214
1,798
Three Main Areas of 2016 Cost Reduction

Restructuring
Material Costs
Everything Else
Combined and reduced

functions fewer people
Design and sourcing related

cost reduction
Less short-term incentive

pay
Reduction in manufacturing
floor space and costs
Commodity-related cost
reduction
All other cost reduction

actions
2016 3rd Quarter Year-to-date Summary
Not much recent change in the industries we serve with the exception of North
American Construction More stable commodity prices, but no significant rebound in
order activity in mining or oil and gas yet rail continues to be weak in North America.
Good operational performance continues Overall market position for machines was
better in Q3 2016 than in Q3 2015 ... and continues to improve in China. Decremental
operating profit pull through was better than our target range despite a difficult pricing
environment and lower sales.
Cost reduction is substantial Period and variable costs were favorable over $650
million in Q3 2016 and are favorable nearly $1.8 billion year to date vs 2015.
We are on track with restructuring actions Theyve contributed substantially to cost

reduction this year. All significant actions included in our restructuring announcement
from September 2015 have been announced.
Strong balance sheet Important because our credit rating and maintaining the
dividend are high priorities. The ME&T debt-to-capital ratio was about 37% at the end of
the third quarter and our enterprise cash balance was over $6 billion.
Our Thoughts on 2017 Thomson First Call Consensus*

Sales & Revenues
Consensus for Sales and Revenues is $38 Billion

In our view, $38 Billion is a reasonable midpoint expectation
Potential Positives for 2017
What Concerns Us
Oil prices remain volatile and not high enough
to drive substantial investment
Sustained mined commodity prices could

help mining aftermarket (not likely much
improvement in new equipment sales)
Current weakness in North American

construction equipment
Construction in China ... generally positive,

but dependent on continued government
support for growth
Economic growth in Europe, and the impact

of Brexit on growth and business investment
Construction sales in other developing

countries are currently at very low levels
Power generation particularly in oil

producing regions
Potential infrastructure bill in U.S. a positive,

but little impact expected in 2017
Sales to North American rail customers
We are encouraged by the potential of a U.S. infrastructure bill, tax reform,

smart regulation, commodity prices and the recent OPEC announcement
* Based on Thomson First Call - Analyst Consensus as of 11/29/16
Our Thoughts on 2017 Thomson First Call Consensus*

PPS, Excluding Restructuring
Consensus PPS, Excluding Restructuring Costs is $3.25
In our view, $3.25 on $38 Billion of Sales and Revenues is
too optimistic considering expected headwinds
Significant Operating Profit Tailwinds
Significant Operating Profit Headwinds
Cost reduction carryover from

restructuring actions $300-400 million
At $38 billion, sales are about $1B

Lower than the 2016 outlook thats a
variable margin headwind of $350 to
$450 million.
Additional cost reduction and

operational improvement (price,
material cost, etc.), net of labor
inflation expected to be favorable
$300-500 million
Short-term incentive compensation for

employees for 2017 is expected to be
$500-600 million more than 2016
Cat Financial unfavorable ~$100M
Net of headwinds & tailwinds, we remain committed to

decrementals of 25-30%, excluding restructuring costs
* Based on Thomson First Call - Analyst Consensus as of 11/29/16
Discussion
3Q 2016 Results / 2017 Discussion
Amy Campbell
Resource Industries
Denise Johnson
Q&A
Resource Industries Has an Expansive Reach

Products, Parts, Services, and Support
Ultra Class
Material Handling
10
Underground
Commodity Decline Among the Fastest in Past 132 Years

and Places Resource Industries at its Deepest Trough
Commodity Dollar Index
Cat Mining Machine End User Demand
220
Average Sales to End Users 2006 - 16E
200
Cat End-User Demand
180
160
140
120
100
80
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
2014
2015
2016E
1887
1893
1899
1905
1911
1917
1923
1929
1935
1941
1947
1953
1959
1965
1971
1977
1983
1989
1995
2001
2007
2016
60
Commodity Dollar Index source is The Economist
11
What Have We Done to Mitigate the Sales Drop?
Since 2012 Resource Industries has

Closed or announced the exit of 17 manufacturing facilities
Downsized 5 other facilities
Reduced its headcount Accounting for almost half of the
overall Caterpillar reductions of 34,000
Lowered the breakeven point every year
12
The Portfolio is Positioned for Growth with New

Technologies and New Products
Autonomous Capabilities
Hard Rock Cutting
New Products
13
Autonomous Capabilities
Tremendous customer pull
to improve safety and
productivity
Command for Hauling is 20
percent more productive
than a manned fleet of
trucks of the same type
Customer quote
Can retrofit trucks or

provide on new units
Applications for drills,
tractors and underground
vehicles
14
Hard Rock Cutting

Strong customer interest for
continuous mining systems
Rock Straight System
First commercial
continuous mining and
hauling system for
underground hard rock
applications
Disrupt old drill and blast by
using our patent protected
activated undercutting
technology
15
New Products
Hydraulic Mining Shovels
6015B
6020B
Large Mining Trucks
794AC
Surface Rock Drills
MD6420C
Articulated Truck
745C
16
State of the Business
Mining customers have expressed increased optimism

Current focus on maximizing asset utilization and lowering
costs by leveraging existing fleets; growing aftermarket
opportunity
Machine replacements needed over time, even with no
increase in commodity production levels
Increasingly, technology is becoming a differentiator
among OEMs. and also a revenue growth driver
17
Non-GAAP Financial Measures

The following definition is provided for non-GAAP financial measures in connection with Regulation G issued by the Securities
and Exchange Commission. The non-GAAP financial measures we use have no standardized meaning prescribed by U.S.
GAAP and therefore are unlikely to be comparable to the calculation of similar measures for other companies. Management
does not intend these items to be considered in isolation or substituted for the related GAAP measure.
Profit Per Share Excluding Restructuring Costs
We have incurred restructuring costs during the third-quarter 2016 and 2015. We believe it is important to separately quantify
the profit per share impact of restructuring costs in order for our results to be meaningful to our readers as these costs are
incurred in the current year to generate longer-term benefits. Reconciliations of profit per share excluding restructuring costs to
the most directly comparable GAAP measure, diluted profit per share, are as follows:
Third Quarter
.
Profit per share
Per share restructuring costs1
Profit per share excluding restructuring costs
1
At statutory tax rates.
18
2016
$0.48
$0.37
$0.85
2015
$0.94
$0.11
$1.05
19

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Credit Suisse Conference

Denise Johnson Caterpillar Group President Resource Industries

3Q 2016 Results / 2017 Discussion

CUSTOMERS. PEOPLE. STOCKHOLDERS.

Sales and Revenues (billions)

Profit Per Share

Restructuring Costs (millions)

Machine market position and cost structure continue to improve

Substantial Cost Reduction is mitigating

CUSTOMERS. PEOPLE. STOCKHOLDERS.

2016 Cost Reduction

On track for over $2 billion

Cost Reduction versus Prior Year

Period Cost Reduction

Three Main Areas of 2016 Cost Reduction

Combined and reduced

Design and sourcing related

Less short-term incentive

All other cost reduction

CUSTOMERS. PEOPLE. STOCKHOLDERS.

2016 3rd Quarter Year-to-date Summary

We are on track with restructuring actions Theyve contributed substantially to cost

CUSTOMERS. PEOPLE. STOCKHOLDERS.

Our Thoughts on 2017 Thomson First Call Consensus*

Consensus for Sales and Revenues is $38 Billion

Sustained mined commodity prices could

Current weakness in North American

Construction in China ... generally positive,

Economic growth in Europe, and the impact

Construction sales in other developing

Power generation particularly in oil

Potential infrastructure bill in U.S. a positive,

Sales to North American rail customers

We are encouraged by the potential of a U.S. infrastructure bill, tax reform,

Our Thoughts on 2017 Thomson First Call Consensus*

Significant Operating Profit Headwinds

Cost reduction carryover from

At $38 billion, sales are about $1B

Additional cost reduction and

Short-term incentive compensation for

Net of headwinds & tailwinds, we remain committed to

3Q 2016 Results / 2017 Discussion

CUSTOMERS. PEOPLE. STOCKHOLDERS.

Resource Industries Has an Expansive Reach

CUSTOMERS. PEOPLE. STOCKHOLDERS.

Commodity Decline Among the Fastest in Past 132 Years

Cat Mining Machine End User Demand

Commodity Dollar Index source is The Economist

CUSTOMERS. PEOPLE. STOCKHOLDERS.

What Have We Done to Mitigate the Sales Drop?

Since 2012 Resource Industries has

CUSTOMERS. PEOPLE. STOCKHOLDERS.

The Portfolio is Positioned for Growth with New

Hard Rock Cutting

CUSTOMERS. PEOPLE. STOCKHOLDERS.

Can retrofit trucks or

CUSTOMERS. PEOPLE. STOCKHOLDERS.

Hard Rock Cutting

CUSTOMERS. PEOPLE. STOCKHOLDERS.