Third Quarter 2019 Earnings November 6, 2019
Forward-Looking Statements This presentation contains “forward - looking statements” within the meaning of the federal securities laws. All statements other than statements of historical facts are forward- looking statements. Forward-looking statements include information concerning our business strategies, strategic alternatives review process, plans and objectives, market potential, outlook, trends, future financial performance, planned operational and product improvements, potential strategic transactions, liquidity and other matters and involve known and unknown risks that are difficult to predict. As a result, our actual financial results, performance, achievements, strategic actions or prospects may differ materially from those expressed or implied by these forward-looking statements. These statements often include words such as “believe,” “expect,” “project,” “anticipate,” “intend,” “strategy,” “plan,” “estimate,” “target,” “seek,” “will,” “may,” “would,” “should,” “could,” “forecasts,” “mission,” “strive,” “more,” “g oal ” or similar expressions. Forward -looking statements are based on our current expectations, beliefs, strategies, estimates, projections and assumptions, based on our experience in the industry as well as our perceptions of historical trends, current conditions, expected future developments and other factors we think are appropriate. Such forward-looking statements are necessarily based upon estimates and assumptions that, while considered reasonable by the Company and its management based on their knowledge and understanding of the business and industry, are inherently uncertain. These statements are expressed in good faith and we believe these judgments are reasonable. However, you should understand that these statements are not guarantees of strategic action, performance or results. Our actual results and strategic actions could differ materially from those expressed in the forward-looking statements. Given these uncertainties, forward-looking statements should not be relied on in making investment decisions. Comparisons of results between current and prior periods are not intended to express any future trends, or indications of future performance, unless expressed as such, and should only be viewed as historical data. Whether or not any such forward-looking statement is in fact achieved will depend on future events, some of which are beyond our control. Forward-looking statements are subject to a number of risks, uncertainties and other important factors, many of which are beyond our control, that could cause our actual results and strategic actions to differ materially from those expressed in the forward-looking statements contained in this presentation. There can be no assurance that the strategic alternatives review process will result in a sale of the Company or other strategic change or outcome. For a detailed discussion of many of these and other risks and uncertainties, see our Annual Report on Form 10-K for the year ended December 31, 2018, our subsequent Quarterly Reports on Form 10-Q, our Current Reports on Form 8-K and our other filings with the Securities and Exchange Commission, available on our website at investor.cars.com or via EDGAR at www.sec.gov. All forward-looking statements contained in this presentation are qualified by these cautionary statements. You should evaluate all forward-looking statements made in this presentation in the context of these risks and uncertainties. The forward-looking statements contained in this presentation are based only on information currently available to us and speak only as of the date of this presentation. We undertake no obligation, other than as may be required by law, to update or revise any forward-looking or cautionary statements to reflect changes in assumptions, the occurrence of events, unanticipated or otherwise, or changes in future operating results over time or otherwise. The forward-looking statements in this report are intended to be subject to the safe harbor protection provided by the federal securities laws. 2
Executing on our Strategy in Q3 Sales Transformation Consumer Audience Growing Solutions All Affiliates Record Traffic & Unlocking OEM #1 SEO Converted Programs OPERATIONAL EFFICIENCIES 3
Initiatives to Grow Dealer Customers 1 2 3 SALES PRODUCT TRAFFIC & TRANSFORMATION INNOVATION LEAD GROWTH 4
Completion of affiliate conversions For the first time in company history, 100% direct control achieved as of October 1, 2019 Direct Sales Team Dealers per Sales Rep Direct Dealer Count # of Sales Employees Dealers / Rep # of Dealers +52% +93% 18,635 450 52 360 12,257 27 -20% At spin Current At spin Current At spin Current More dealer accounts managed by fewer salespeople at far greater efficiency. 1 FINANCIAL IMPACT $50M+ positive cashflow impact beginning in 2020 1 Does not include internal account management & customer service teams. 5
Monthly Year-over-Year Traffic Growth 40% Executing on 35% our strategy: 30% 25% Consistent Audience Growth 20% 15% 10% Traffic (Visits) 5% 0% (5%) (10%) (15%) 6 6
Taking Market Share Throughout 2019 Executing on our strategy: Gaining Market Share of Unique Visitors Source: Comscore 7 7
Estimated Monthly SEO Visits | Source: SEMRush Executing on our Strategy: SEO Strength Cars.com CG.com Continues For the first time in over 4 years, we ranked #1 among Share of Voice 1 | Source: SEMRush our competitive set for SEO traffic received from Google & other search engines 1 Rank within Google’s top 100 results for 4,000 of the top volume keywords for our competitive set. Note: All leading SEO tools report same trends for even larger keyword sets (AHRefs, Moz, SEMRush, STAT, Similarweb). 8 8
The Vast Majority of CARS Traffic is Organic 24 % 29 % Traffic Health Paid Direct and Diversity Moble App SEO CARS gets more organic 19 % traffic than anyone else, 27 % improving customer ROI ✓ Lower ✓ Higher ✓ Better er Cost gher Quali ality er ROI 9 9
4,100 U.S. dealers New OEM 1 of 4 approved vendors partnerships: Significant Opportunities 800 U.S. dealers 1 of 6 approved vendors Revenue generation to begin in 2020 Adds 5,000+ new dealer targets 440 dealers in North America 1 of 5 approved vendors 10 10
2019 2018 ($ in millions, except per share data) Revenues $152.1 $169.3 Total Operating Expenses $599.8 * $141.0 Q3 2019 Net (Loss)/Income ($426.2) * $15.8 Financial (Loss)/Earnings per Diluted Share ($6.38) $0.23 Highlights Adjusted Net Income $21.3 $38.4 Adjusted Net Income per Diluted Share $0.32 $0.55 Adjusted EBITDA $45.9 $62.2 Adjusted EBITDA as a % of Revenues 30% 37% * Includes Goodwill and intangible asset impairment charge of $461.5 million, or $431.3 million net of tax. Reconciliations of Non-GAAP financials measures to the relevant GAAP measure can be found in the appendix of this presentation. 11
Average Monthly Unique Visitors + 22% YOY Traffic (Visits) + 27% YOY Q3 2019 Mobile Traffic 1 73% Key Operating Direct Monthly ARPD 2 $2,174 Metrics Dealer Customers 18,635 1 Mobile traffic includes mobile browser, mobile app and tablet. 2 ARPD includes revenue from dealer websites and related digital solutions from Dealer Inspire. 12
Cash Flows from Operating Activities $80.6 million Free Cash Flow $65.1 million Sept. 30, 2019 Cash $19.8 million Balance Sheet, Debt $666.6 million Cash Flow & Net Leverage Ratio 1 3.4x Capitalization Shares Outstanding 2 66.8 million Enterprise Value 3 $1.5 billion 1 Net Leverage Ratio calculated in accordance with the Company’s Credit Agreement. 2 Shares outstanding as of October 31, 2019. 3 Using the closing share price of $12.05 on November 4, 2019. Reconciliations of Non-GAAP financials measures to the relevant GAAP measure can be found in the appendix of this presentation. 13
2019 Revenue growth ~ (6%) to (9%) Outlook Adjusted EBITDA margin ~ 27% to 29% Note: This outlook is forward looking and actual results may differ materially from those presented here. 14
Building Blocks for Our Future 1 2 3 4 Efficient Technology Product Solutions to Best-in-Class Brand Industry-Leading Systems to Speed Help Customers Sell and Consumer Sales and Customer Innovation More Cars Experience Support SUSTAINABLE MARKET LEADERSHIP 15
Questions 16
Appendix 17
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