Malibu Boats, Inc. Annual Report 2018

FY2018 Annual Report · Malibu Boats, Inc.

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Financial Highlights

Malibu Boats, Inc. (Nasdaq: MBUU) is a leading designer, manufacturer and marketer of a diverse range of recreational
powerboats, including performance sport boats, sterndrive and outboard boats under three brands—Malibu, Axis and Cobalt. We
have the #1 market share position in the United States in the performance sport boat category through our Malibu and Axis brands
as well as the #1 market share position in the United States in the 24’—29’ segment of the sterndrive category through our Cobalt
brand. Our product portfolio of premium brands are used for a broad range of recreational boating activities including, among
others, water sports such as water skiing, wakeboarding and wake surfing, as well as general recreational boating. Our passion for
consistent innovation, which has led to propriety technology such as Surf Gate, has allowed us to expand the market for our
products by introducing consumers to new and exciting recreational activities. We design products that appeal to an expanding
range of recreational boaters and water sports enthusiasts whose passion for boating and water sports is a key aspect of their
lifestyle and provide consumers with a better customer inspired experience. With performance, quality, value and multi-purpose
features, our product portfolio has us well positioned to broaden our addressable market and achieve our goal of increasing our
market share in the expanding recreational boating industry.

We sell our boats under three brands—Malibu, Axis and Cobalt. Our flagship Malibu boats offer our latest innovations in
performance, comfort and convenience, and are designed for consumers seeking a premium performance sport boat experience. We
launched our Axis boats in 2009 to appeal to consumers who desire a more affordable performance sport boat product but still
demand high performance, functional simplicity and the option to upgrade key features. Our Cobalt boats consist of mid to
large-sized luxury cruisers and bowriders that we believe offer the ultimate experience in comfort, performance and quality.

As of July 1, 2018, our distribution channel consisted of over 300 dealer locations globally. Our dealer base is an important part of
our consumers’ experience, our marketing efforts and our brands. We devote significant time and resources to find, develop and
improve the performance of our dealers and believe our dealer network gives us a distinct competitive advantage.

For more information about Malibu, visit our website at www.malibuboats.com.

Net Sales
(In Thousands)

Volume

Adjusted Fully Distributed
Net Income
(In Thousands)

Average Net Sales Per Unit
(In Thousands)

2
9
2
,
6

2
6
0
,
6
5
$

1
7
$

4
7
$

9
7
$

6
6
$

7
6
$

2
0
0
,
7
9
4
$

1
2
6
,
8
2
2
$

5
6
9
,
2
5
2
$

7
3
9
,
1
8
2
$

5
3
9
,
0
9
1
$

4
0
4
,
3

9
6
5
,
3

5
1
8
,
3

0
1
9
,
2

4
8
3
,
4
2
$

7
9
5
,
5
2
$

4
9
9
,
9
2
$

1
2
6
,
7
1
$

2014

2015

2016

2017

2018

2014

2015

2016

2017

2018

2014

2015

2016

2017

2018

2014

2015

2016

2017

2018

(Dollars in thousands, except per share data)
Volume

Net sales

Average Sales per unit

Gross profit

Operating income (loss)

Net income (loss)

Adjusted fully distributed net income (1)
Adjusted fully distributed net income per share (1)
Adjusted EBITDA (1)

Adjusted EBITDA margin (1)

2014
2,910

190,935

50,794

(455)

(1,188)
17,621

0.78
37,272

19.5%

$
$

2015
3,404

228,621

60,429

31,150

23,183
24,384

1.11
43,648

19.1%

$
$

2016
3,569

252,965

66,820

35,904

20,295
25,597

1.32
48,231

19.1%

$
$

2017
3,815

281,937

75,038

39,438

31,075
29,994

1.56
55,721

19.8%

$
$

2018
6,292

497,002

120,342

70,067

30,969
56,062

2.60
92,718

18.7%

$
$

(1) Please see “Item 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations—GAAP Reconciliation of Non-GAAP Financial
Measures” included in (i) our annual report on Form 10-K for the fiscal year ended June 30, 2018 for the definition of Adjusted fully distributed net income,
Adjusted fully distributed net income per share, Adjusted EBITDA and Adjusted EBITDA margin and a reconciliation of net income as reported under GAAP to
each of these measures for fiscal years 2018, 2017 and 2016 and (ii) our annual report on Form 10-K for the fiscal year ended June 30, 2016 for a reconciliation of
net loss as reported under GAAP to each of these measures for fiscal year 2015 and 2014.

Dear Shareholder:

Malibu continued its remarkable run of growth and
performance in fiscal 2018, with a record setting year
in almost every financial category.
On a year-over-year basis, our fiscal year 2018
results further demonstrate our commitment to you in
continuing to deliver shareholder value:

•

Record net sales increased 76.3% to
$497.0 million;

Unit volume increased 64.9% to 6,292 boats, the
highest in the thirty-six year history of Malibu;

Net sales per unit increased 6.9% to $78,990;

Record gross profit increased 60.4% to
$120.3 million;

Record adjusted EBITDA increased 66.4% to
$92.7 million; and

Record adjusted fully distributed net income per
share increased 66.7% to $2.60 per share on a
fully distributed weighted average share count
of 21.5 million shares of Class A common stock.

In July of 2017, we completed the acquisition of
Cobalt Boats. Cobalt, one of the most respected
marine brands, is a company with a diverse offering
of premium, high-quality boats across high multiple
growth segments of the recreational boating industry.
Cobalt, like Malibu, is driven by uncompromising
quality and the unrelenting desire to innovate. The
addition of Cobalt has shown how our disciplined
strategy of acquiring premium brands can
successfully transform our business.

Our pending acquisition of Pursuit Boats from S2
Yachts, Inc. fits this mold. Pursuit is another
premium, market-leading brand focused on one of the
fastest-growing segments of the recreational boating
industry, saltwater and outboard.

Our core Malibu business, now including Cobalt,
continues to deliver robust growth. Led by
exceptional performance across our brands, we have
been able to expand our industry-leading market
position in the performance sports boat and
sterndrive markets. In addition, we are gaining
traction in the prime fiberglass outboard market with
our new Cobalt models. New product, a strong dealer
network and compelling innovation continue to be
the driving forces behind these gains.

Looking ahead, we will stay focused on our strategy
pillars of relentless innovation, operational
excellence, leveraging vertical integration as a
competitive advantage, addressing product and
distribution white spaces, and seeking premium,
complementary business additions. This strategic
approach positions Malibu for exciting new growth
opportunities, which we expect will continue to
maximize shareholder return.

As previously mentioned, the pending acquisition of
Pursuit Boats, which should be completed in the
second quarter of fiscal 2019, is another opportunity
for a rewarding and accretive acquisition, consistent
with our long-term growth strategy that allows us to
further diversify our product portfolio into saltwater
and outboard boat markets. Combining Pursuit’s
strengths with Malibu’s operating, quality, product
development and innovation focus should help us
continue to produce strong results and add value.

Year after year we talk about product innovation as a
core competitive advantage. This year is no
exception. Across our brands, our unrelenting pace
and disciplined focus on new model introduction
clearly sets us apart from other manufacturers. For
example, our delivery of highly innovative products
to enhance the customer experience led to strong
demand for the Malibu Wakesetter 23 LSV, Axis
A24, Axis T22, Cobalt 25SC outboard, Cobalt 30SC
outboard and Cobalt A36, which were all new models
for 2018.

Looking to model year 2019, we will be releasing
four new Malibu and Axis models for the fifth-
straight year, including our Malibu 25 LSV,
bestselling Axis A22 and the Axis T23. Cobalt will
also be releasing brand new, compelling boats and
features throughout 2019. We expect very good
demand for our new models for fiscal year 2019 in
both domestic and international markets, and we plan
to further expand the Cobalt brand going forward by
enhancing the product development process to
introduce more new models each year. Again, our
focus on designing all new boats to provide our
customers with exceptional performance, versatility,
and quality will enhance their boating experience.
From wakeboarding to surfing to tubing, skiing, or
just cruising the lake, our boats provide everything a
family could want or need in what is the ultimate
recreational power-boat.

We believe our product development and engineering
teams set the standard for innovation in the industry.
Malibu derives a competitive advantage through our
innovative technologies and features, such as our
Integrated Surf Platform(ISP) featuring the patented
Surf Gate. Our vigorous defense of our intellectual
property has led to numerous licensing agreements
with our direct competitors and after-market
companies. This approach both benefits us
financially and exposes wakesurfing to a broader
segment of the population, helping to broaden the
appeal of the sport and boding well for Malibu and
Cobalt in the long run.

As part of our vertical integration strategy, we
announced our engine marinization initiative in
November 2016. The project continues to progress
well, and the results have been impressive. We will
begin incorporating our own engines into our Malibu
boats in model year 2019, with a full rollout
scheduled for all Malibu and Axis modes in fiscal
year 2020. We are actively planning and evaluating
opportunities for further vertical integration that we
believe can give us a competitive advantage by
allowing us to further control the entire product
lifecycle and value of key components, while being
accretive to our business. Additionally, the
acquisition of Cobalt and pending acquisition of
Pursuit provide us with new opportunities to apply
our expertise to further enhance shareholder value.

Malibu’s focus on growing segments of the U.S.
recreational boat market marked another solid year of
gains. According to the National Marine
Manufacturers Association, sales of performance
sports boats increased 8% to 9,500 units from 2016 to
2017. While the overall sterndrive market declined in
2017, this decline occurred primarily in the small
segment of 17 feet to 21 feet. This is a highly
fragmented, price sensitive segment where Cobalt
really has no presence. Cobalt grew retail
registrations and outpaced the competition in the
critical 20’-40’ category and specifically in the
all-important 24’-29’ category. Like Malibu with
performance sports boats, Cobalt has #1 market share
in stern drives. In addition, Cobalt’s entry into the
fast-growing outboard segment has begun to see
results with significant growth in fiscal 2018.

The U.S. economy is strong and confidence is high,
which creates an attractive environment for our
continued growth. While there is uncertainty
regarding international markets, we are confident in
our strategies to mitigate this.

Our disciplined approach to managing our channel
inventories has enabled us to maintain healthy dealer
inventory levels and positioned us to respond to
strong retail demand. We continuously review our
distribution network across all three brands to
identify opportunities to expand our geographic
footprint, optimize our distribution and improve our
coverage of underserved markets. We are a
pre-eminent user of data and performance metrics to
add new dealers or new dealer locations. This has
proven to be an efficient way for us to grow our
revenues and it assists in managing our channel
inventories. We believe our strategy has resulted in
the strongest and most sustainable dealer network in
the performance sports boat segment and a key
reason for our leading market share in the
“Premium”, “Entry”, and “Total” performance sports
boat and sterndrive market segments.

In conclusion, we believe Malibu’s continuing
leadership in innovation, our diverse product
portfolio, and our strongest dealer network, supported
by positive industry and market trends and strategic
initiatives, such as our vertical integration initiatives,
will continue to drive growth, enhance margins, and
create value for our shareholders.

Sincerely,

Michael Hooks
Chairman of the Board

Jack Springer
Chief Executive Officer

Forward Looking Statements

This letter includes forward-looking statements (as such term is defined in the Private Securities Litigation
Reform Act of 1995). Forward-looking statements can be identified by such words and phrases as “believes,”
“anticipates,” “expects,” “intends,” “estimates,” “may,” “will,” “should,” “continue” and similar expressions,
comparable terminology or the negative thereof, and includes the statements in this letter regarding the expected
timing for the completion of our acquisition of Pursuit, the expected financial and business impact of the
acquisition, the expected demand and acceptance for our new model year 2019 offerings in both the domestic and
international markets, our plan to further expand the Cobalt brand and to introduce more new models each year,
the timing for integration our own engines into our Malibu and Axis brand boats, the environment for continued
growth, our strategies to mitigate the uncertainty regarding international markets and our expectation to continue
to drive growth, enhance margins and create value for our shareholders. Forward-looking statements are subject
to risks and uncertainties that could cause actual results to differ materially from those expressed or implied in
the forward-looking statements, including, but not limited to: general industry, economic and business
conditions, the satisfaction of the closing conditions to the acquisition of Pursuit and conditions for borrowing
under our revolving credit facility, our ability to grow our business through acquisitions or strategic alliances and
new partnerships, demand for our products, changes in consumer preferences, competition within our industry,
our reliance on our network of independent dealers, our ability to manage our manufacturing levels and our large
fixed cost base, the successful introduction of our new products, the success of our engines integration strategy,
risks inherent in operating in foreign jurisdictions, changes in currency exchange rates and other factors affecting
us detailed from time to time in our filings with the Securities and Exchange Commission (“SEC”). Many of
these risks and uncertainties are outside our control, and there may be other risks and uncertainties which we do
not currently anticipate because they relate to events and depend on circumstances that may or may not occur in
the future. Although we believe that the expectations reflected in any forward-looking statements are based on
reasonable assumptions at the time made, we can give no assurance that our expectations will be achieved.
Undue reliance should not be placed on these forward-looking statements, which speak only as of the date hereof.
We undertake no obligation (and we expressly disclaim any obligation) to update or supplement any forward-
looking statements that may become untrue because of subsequent events, whether because of new information,
future events, changes in assumptions or otherwise. Comparison of results for 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.

Use and Definition of Non-GAAP Financial Measures

This letter includes the following financial measures defined as non-GAAP financial measures by the SEC:
Adjusted EBITDA, Adjusted EBITDA Margin, Adjusted Fully Distributed Net Income and Adjusted Fully
Distributed Net Income per Share. Please see “Item 7. Management’s Discussion and Analysis of Financial
Condition and Results of Operations — GAAP Reconciliation of Non-GAAP Financial Measures” included in
our Annual Report on Form 10-K for the fiscal year ended June 30, 2018 for the definition of these measures and
a reconciliation of our net income as determined in accordance with GAAP to Adjusted EBITDA and Adjusted
EBITDA Margin, and of our net income attributable to Malibu Boats, Inc. to Adjusted Fully Distributed Net
Income.

UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549

FORM 10-K

ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE
SECURITIES EXCHANGE ACT OF 1934
For the fiscal year ended June 30, 2018
Commission file number: 001-36290

Delaware
(State or other jurisdiction of
incorporation or organization)

MALIBU BOATS, INC.

(Exact Name of Registrant as specified in its charter)

5075 Kimberly Way
Loudon, Tennessee 37774
(Address of principal executive offices, including
zip code)
(865) 458-5478
(Registrant’s telephone number, including area code)
Securities Registered Pursuant to Section 12(b) of the Act:

46-4024640
(I.R.S. Employer
Identification No.)

Title of each class

Name of each exchange on which registered

Class A Common Stock ($0.01 par value per share)

Nasdaq Global Select Market

Indicate by check mark if the registrant is a well-known seasoned issuer, as defined in Rule 405 of the Securities Act. Yes Í No ‘
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the Act. Yes ‘ No Í
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of
1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to
such filing requirements for the past 90 days. Yes Í No ‘
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File
required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for
such shorter period that the registrant was required to submit and post such files). Yes Í No ‘
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be
contained, to the best of registrant’s knowledge, in the definitive proxy or information statements incorporated by reference in Part III of this
Form 10-K or any amendment to this Form 10-K. ‘
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, smaller reporting company
or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company” and “emerging
growth company” in Rule 12b-2 of the Exchange Act:
Large accelerated filer

Non-accelerated filer
Emerging growth company Í
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with
any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. Í
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes ‘ No Í
As of December 31, 2017, the last business day of the registrant’s most recently completed second fiscal quarter, the aggregate value of the
registrant’s common stock held by non-affiliates was approximately $603.7 million, based on the number of shares of Class A common stock held
by non-affiliates as of December 31, 2017 and the closing price of the registrant’s Class A common stock on the Nasdaq Global Select Market on
December 29, 2017. Shares held by each executive officer, director and by each person who owns 10% or more of the outstanding Class A
common stock have been excluded in that such persons may be deemed to be affiliates. This determination of affiliate status is not necessarily a
conclusive determination for other purposes. The number of outstanding shares of the registrant’s Class A common stock, par value $0.01 per
share, and Class B common stock, par value $0.01, as of September 5, 2018 was 20,555,734 and 17, respectively.

DOCUMENTS INCORPORATED BY REFERENCE
Portions of the registrant’s Proxy Statement for the 2018 Annual Meeting of Stockholders are incorporated into Part III of this Annual Report on
Form 10-K where indicated. Such proxy statement will be filed with the Securities and Exchange Commission within 120 days of the registrant’s
fiscal year ended June 30, 2018.

‘
‘ (Do not check if a smaller reporting company)

Í
Accelerated filer
Smaller reporting company ‘

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TABLE OF CONTENTS

Business
Risk Factors
Unresolved Staff Comments
Properties
Legal Proceedings
Mine Safety Disclosures

PART I
Item 1.
Item 1A.
Item 1B.
Item 2.
Item 3.
Item 4.

PART II
Item 5.

Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of
Equity Securities
Selected Financial Data
Management’s Discussion and Analysis of Financial Condition and Results of Operations

Item 6.
Item 7.
Item 7A. Quantitative and Qualitative Disclosures About Market Risk
Financial Statements and Supplementary Data
Item 8.
Changes in and Disagreements with Accountants on Accounting and Financial Disclosure
Item 9.
Controls and Procedures
Item 9A.
Other Information
Item 9B.

PART III
Item 10.
Item 11.
Item 12.

Item 13.
Item 14.

PART IV
Item 15.
Item 16.

Directors, Executive Officers and Corporate Governance
Executive Compensation
Security Ownership of Certain Beneficial Owners and Management and Related Stockholder
Matters
Certain Relationships and Related Transactions, and Director Independence
Principal Accounting Fees and Services

Exhibits, Financial Statement Schedules
Form 10-K Summary

SIGNATURES

SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS

This Annual Report on Form 10-K contains forward-looking statements. All statements other than statements
of historical facts contained in this Form 10-K are forward-looking statements, including statements regarding the
expected timing for the closing of our acquisition of the Pursuit division of S2 Yachts, Inc., or Pursuit, and the
related financing and the expected financial and business impact of the transaction, the demand for our products
and expected industry trends, our business strategy and plans, our prospective products or products under
development, our vertical integration initiatives, our acquisition strategy, including our continuing integration of
Cobalt Boats, LLC, or Cobalt, into our business, and management’s objectives for future operations. In particular,
many of the statements under the headings “Item 1A. Risk Factors,” “Item 7. Management’s Discussion and
Analysis of Financial Condition and Results of Operations” and “Item 1. Business” constitute forward-looking
statements. In some cases, you can identify forward-looking statements by terminology such as “may,” “will,”
“should,” “expects,” “plans,” “anticipates,” “believes,” “estimates,” “predicts,” “potential,” “continue,” the
negative of these terms, or by other similar expressions that convey uncertainty of future events or outcomes to
identify these forward-looking statements. These statements are only predictions, involving known and unknown
risks, uncertainties and other factors that may cause our or our industry’s actual results, levels of activity,
performance or achievements to be materially different from any future results, levels of activity, performance or
achievements expressed or implied by these forward-looking statements. Such factors include, but are not limited
to: general industry, economic and business conditions; the satisfaction of the closing conditions to the acquisition
of Pursuit and conditions for borrowing under our revolving credit facility; our ability to grow our business
through acquisitions or strategic alliances and new partnerships; our growth strategy which may require us to
secure significant additional capital; significant fluctuations in our annual and quarterly financial results;
unfavorable weather conditions; our reliance on our network of independent dealers and increasing competition
for dealers; the financial health of our dealers and their continued access to financing; our obligation to repurchase
inventory of certain dealers; our failure to manage our manufacturing levels while addressing the seasonal retail
pattern for our products; our large fixed cost base; intense competition within our industry; increased consumer
preference for used boats or the supply of new boats by competitors in excess of demand; the successful
introduction of new products; competition with other activities for consumers’ scarce leisure time; the continued
strength of our brands; our ability to execute our manufacturing strategy successfully; the success of our engine
integration strategy; our reliance on certain suppliers for our engines; our ability to meet our manufacturing
workforce needs; our exposure to claims for product liability and warranty claims; our dependence on key
personnel; our ability to protect our intellectual property; disruptions to our network and information systems;
exposure to workers’ compensation claims and other workplace liabilities; risks inherent in operating in foreign
jurisdictions; changes in currency exchange rates; an increase in energy and fuel costs; any failure to comply with
laws and regulations including environmental and other regulatory requirements; a natural disaster or other
disruption at our manufacturing facilities; increases in income tax rates or changes in income tax laws; covenants
in our the credit agreement governing our revolving credit facility and term loan which may limit our operating
flexibility; our variable rate indebtedness which subjects us to interest rate risk; and any failure to maintain
effective internal control over financial reporting or disclosure controls or procedures.

We discuss many of these factors, risks and uncertainties in greater detail under the heading “Item 1A. Risk

Factors” and elsewhere in this Form 10-K. These factors expressly qualify as forward-looking statements
attributable to us or persons acting on our behalf.

You should not rely on forward-looking statements as predictions of future events. Although we believe that

the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee future results,
levels of activity, performance or achievements. Actual results may differ materially from those suggested by the
forward-looking statements for various reasons, including those discussed under “Item 1A. Risk Factors” in this
Form 10-K. Except as required by law, we assume no obligation to update forward-looking statements for any
reason after the date of this Form 10-K to conform these statements to actual results or to changes in our
expectations.

PART I.

Item 1. Business

Unless otherwise expressly indicated or the context otherwise requires, in this Annual Report on Form 10-K:

•

we use the terms “Malibu Boats,” the “Company,” “we,” “us,” “our” or similar references to refer (1)
prior to the consummation of our IPO on February 5, 2014, to Malibu Boats Holdings, LLC, or the
LLC, and its consolidated subsidiaries and (2) after our IPO, to Malibu Boats, Inc. and its consolidated
subsidiaries;

we refer to our initial public offering of Class A common stock on February 5, 2014, as our “IPO”;

we refer to the owners of membership interests in the LLC immediately prior to the consummation of
the IPO, collectively, as our “pre-IPO owners”;

we refer to owners of membership interests in the LLC (the “LLC Units”), collectively, as our “LLC
members”;

references to “fiscal year” refer to the fiscal year of Malibu Boats, which ends on June 30 of each year;

we refer to our Malibu branded boats as “Malibu”, our Axis Wake Research branded boats as “Axis”,
and our Cobalt branded boats as “Cobalt”;

we use the term “recreational powerboat industry” to refer to our industry group, which includes
performance sport boats, sterndrive and outboard boats;

we use the term “performance sport boat category” to refer to our industry category, consisting
primarily of fiberglass boats equipped with inboard propulsion and ranging from 19 feet to 26 feet in
length, which we believe most closely corresponds to (1) the inboard ski/wakeboard category, as
defined and tracked by the National Marine Manufacturers Association, or NMMA, and (2) the inboard
skiboat category, as defined and tracked by Statistical Surveys, Inc., or SSI;

we use the terms “sterndrive” and “outboard” to refer to the industry category, consisting primarily of
sterndrive and outboard boats ranging from 20 feet to 40 feet, which most closely corresponds to (1)
the sterndrive and outboard categories, as defined and tracked by NMMA, and (2) the sterndrive and
outboard propulsion categories, as defined and tracked by SSI; and

references to certain market and industry data presented in this Form 10-K are determined as follows:
(1) U.S. boat sales and unit volume for the overall powerboat industry and any powerboat category
during any calendar year are based on retail boat market data from the NMMA; (2) U.S. market share
and unit volume for the overall powerboat industry and any powerboat category during any fiscal year
ended June 30 or any calendar year ended December 31 are based on comparable same-state retail boat
registration data from SSI, as reported by the 50 states for which data was available as of the date of
this Form 10-K; and (3) market share among U.S. manufacturers of exports to international markets of
boats in any powerboat category for any period is based on data from the Port Import Export Reporting
Service, available through March 31, 2017, and excludes such data for Australia and New Zealand.

This Annual Report on Form 10-K includes our trademarks, such as “Surf Gate,” “Wakesetter,”

“SurfBand,” “Swim Step,” and “TrueWave” which are protected under applicable intellectual property laws and
are the property of Malibu Boats. This Form 10-K also contains trademarks, service marks, trade names and
copyrights of other companies, which are the property of their respective owners. Solely for convenience,
trademarks and trade names referred to in this Form 10-K may appear without the ® or TM symbols, but such
references are not intended to indicate, in any way, that we will not assert, to the fullest extent under applicable
law, our rights or the right of the applicable licensor to these trademarks and trade names.

Our Company

We have the #1 market share position in the United States in the performance sport boat category through our
Malibu and Axis brands as well as the #1 market share position in the United States in the 24’—29’ segment of
the sterndrive category through our Cobalt brand. Our product portfolio of premium brands are used for a broad
range of recreational boating activities including, among others, water sports such as water skiing, wakeboarding
and wake surfing, as well as general recreational boating. Our passion for consistent innovation, which has led to
propriety technology such as Surf Gate, has allowed us to expand the market for our products by introducing
consumers to new and exciting recreational activities. We design products that appeal to an expanding range of
recreational boaters and water sports enthusiasts whose passion for boating and water sports is a key aspect of
their lifestyle and provide consumers with a better customer-inspired experience. With performance, quality,
value and multi-purpose features, our product portfolio has us well positioned to broaden our addressable market
and achieve our goal of increasing our market share in the expanding recreational boating industry.

In addition to our current market leading brands, we recently entered into an agreement to acquire the assets

of Pursuit Boats (“Pursuit”) from S2 Yachts, Inc. for an aggregate purchase price of $100 million, subject to
customary closing conditions. Pursuit is a leader in the saltwater outboard fishing boat market through its
offering of 15 models of offshore, dual console and center console boats. Pursuit has the #2 market share position
in the United States in the offshore boat category. We expect to close the acquisition in the second quarter of
fiscal year 2019.

Our flagship Malibu boats offer our latest innovations in performance, comfort and convenience, and are
designed for consumers seeking a premium performance sport boat experience. We launched our Axis boats in
2009 to appeal to consumers who desire a more affordable performance sport boat product but still demand high
performance, functional simplicity and the option to upgrade key features. Our Cobalt boats consist of mid
to large-sized luxury cruisers and bowriders that we believe offer the ultimate experience in comfort,
performance and quality. Retail prices for our boat models range from $55,000 to $750,000.

Our boats are constructed of fiberglass, available in a range of sizes, hull designs and propulsion systems
(i.e., inboard, sterndrive and outboard). We employ experienced product development and engineering teams that
enable us to offer a range of models across each of our brands while consistently introducing innovative features
in our product offerings. Our engineering teams closely collaborate with our manufacturing personnel in order to
improve product quality and process efficiencies. The results of this collaboration are reflected in our receipt of
numerous industry awards, including the Boating Industry Magazine’s “Top Product” award for Surf Band in
2018 and for our Integrated Surf Platform (“ISP”) in 2016 as well as the “WSIA Innovation of Year” for our
Malibu Command Center in 2017.

We sell our boats through a dealer network that we believe is the strongest in the recreational powerboat
industry. As of July 1, 2018, our distribution channel consisted of over 300 dealer locations globally. Our dealer
base is an important part of our consumers’ experience, our marketing efforts and our brands. We devote
significant time and resources to find, develop and improve the performance of our dealers and believe our dealer
network gives us a distinct competitive advantage.

Financial Information About Segments

We currently report our results of operations under three reportable segments: Malibu U.S., Malibu

Australia, and Cobalt, based on our boat manufacturing operations. The Malibu U.S. and Malibu Australia
segments participate in the manufacturing, distribution, marketing and sale of Malibu and Axis performance
sport boats. The Malibu U.S. segment primarily serves markets in North America, South America, Europe, and
Asia while the Malibu Australia operating segment principally serves the Australian and New Zealand
markets. Our Cobalt segment participates in the manufacturing, distribution, marketing and sale of Cobalt boats
throughout the world. Additional segment and geographic information required herein is contained in
Note 17—Segment Reporting, in the notes to our consolidated financial statements included elsewhere in this
Annual Report on Form 10-K.

Our Market Opportunity

During calendar year 2017, retail sales of new recreational powerboats in the United States totaled $9.6
billion. Of the recreational powerboat categories defined and tracked by the NMMA, we serve the top three
categories of outboard, sterndrive and performance sport boat representing an addressable market of nearly $8.0
billion in retail sales through our Malibu, Axis and Cobalt brands. The following table illustrates the size of our
addressable market in units and retail sales for calendar year 2017:

Powerboat Category

Unit Sales

Retail Sales

Outboard
Sterndrive
Performance sport boat
Jet boat
Cruisers

Total addressable market

170,800
11,500
9,500
5,400
1,900

199,100

(Dollars in millions)
$6,235
849
923
219
1,378

$9,604

With our acquisition of Cobalt in July 2017, we now have a product line designed specifically to target the

outboard category of the recreational powerboat industry, and we will expand our outboard models if we
complete our pending acquisition of Pursuit. We believe the outboard category will continue to be the largest and
one of the strongest categories of the recreational powerboat industry, and that significant opportunity remains
for us to enhance our outboard product portfolio and dealer distribution network to capitalize on the outboard
category’s performance.

Our Strengths

Leading Market Share Positions. According to SSI, we have held the number one market share position,
based on unit volume, in the United States among manufacturers of performance sport boats for each calendar
year since 2010 including 2017. We have grown our U.S. market share in this category through our Malibu and
Axis brands from 24.5% in 2010 to 32.6% in 2017. Furthermore, we also have held the number one market share
position in the 24’—29’ segment of the sterndrive boat category, through our Cobalt brand according to SSI.
Since 2010, Cobalt has expanded its market share in this segment from 14.2% in 2010 to 32.1% in 2017.

Industry-leading Product Design and Innovation. We believe that our innovation in the design of new boat

models and new features has been a key to our success, helping us increase our market share within our
categories and generally broaden the appeal of our products among recreational boaters. As a result of the
features we have introduced, such as our Integrated Surf Platform which includes patented Surf Gate and Power
Wedge technology along with Swim Step, our boats can be used for an increasingly wide range of activities. At
the same time they are increasingly easier to use, while maintaining the highest level of performance
characteristics that consumers expect. Additionally, by introducing new boat models across our portfolio of
brands in a range of price points, sizes, bow and hull designs, engine propulsion, and optional performance
features, we believe we have enhanced consumers’ ability to select a boat suited to their individual preferences.
Our commitment to developing new boat models and introducing new features are reflected in the fact we
consistently and successfully bring multiple new model introductions year after year.

Focus on Vertical Integration Opportunities. We have vertically integrated a number of key components of
our manufacturing process, including the manufacturing of boat trailers, towers and tower accessories, machined
and billet parts, and tooling. Most recently, we have been engaged in the marinization of our own engines for our
Malibu and Axis brands and have successfully incorporated them in select models. Vertical integration efforts
around engines continue according to plan and we believe we will successfully incorporate our engines in all
Malibu and Axis models by fiscal 2020. Vertical integration of key components of our boats gives us the ability
to increase incremental margin per boat sold by reducing our cost base and improving the efficiency of our

manufacturing process. Additionally, it allows us to have greater control over design, consumer customization
options, construction quality, and our supply chain. We believe our engine marinization initiative will reduce our
reliance on our two engine suppliers for our Malibu and Axis brands while reducing the risk that a change in cost
or production from any engine supplier for such brands could adversely affect our business. We continually
review our manufacturing process to identify opportunities for additional vertical integration investments across
our portfolio of premium brands.

Intellectual Property. A key element of our growth and increased market share has been our intellectual

property, which we believe is the best in our industry. Among the most innovative and sought after features on
our boats has been Surf Gate. Together with Power Wedge and Surf Band, we believe that these patented
technologies will continue to drive demand for our products and increase margins across our brands. In fiscal
2018 we acquired Swim Step, through our acquisition of Cobalt which further increases the appeal of our product
portfolio. Consequently, there is an increased need to vigorously defend our patents and other intellectual
property to ensure we maintain our competitive edge. Because of the appeal of these technologies, we have
entered into agreements to license them to other manufacturers within the performance sport boat category. We
believe licensing our products provides us with a significant strategic advantage over our competitors by
allowing us to expand into other markets and broadening the appeal of these technologies into segments that
would not otherwise have them, thereby eventually creating a path to a Malibu purchase.

Strong Dealer Network. We have worked diligently with our dealers to cultivate one of the strongest
distribution networks in the recreational powerboat industry. We believe that our distribution network allows us
to distribute our products more broadly and effectively than our competitors. We continually review our
geographic coverage to identify opportunities for expansion and improvement, and will, where necessary, add
dealer locations to address previously underserved markets or replace underperforming dealers.

Highly Recognized Brands. We believe our Malibu, Axis and Cobalt brands are widely recognized in the
recreational powerboat industry, which helps us reach a growing number of target consumers. For over 30 years,
our Malibu brand has generated a loyal following of recreational boaters and water sports enthusiasts who value
the brand’s premium performance and features. Our Axis brand has grown rapidly as consumers have been
drawn to its more affordable price point and available optional features. Our Cobalt brand has developed into one
of the industry’s most recognizable and respected brands over its 50-year history. We believe that the appeal of
our superior performance and innovative products combined with our history with boating enthusiasts and
professional water sports athletes contributes to our brand awareness with dealers and consumers. We are able to
build on this brand recognition and support through a series of marketing initiatives coordinated with our dealers
or executed directly by us. Our marketing efforts are conducted using an array of strategies, which include digital
advertising, social media engagement, advertisements in endemic media and the sponsorship of grass-roots
boating and watersport events. Additionally, our boats, their innovative features, our sponsored athletes and our
dealers all frequently win industry awards, which we believe further boosts our brand recognition and reputation
for excellence. We believe our marketing strategies and accomplishments enhance our profile in the industry,
strengthen our credibility with consumers and dealers, and increase the appeal of our brands.

Diverse Product Offering. We are able to engage consumers across multiple categories within the

recreational powerboat industry. Malibu and Axis operates in the performance sport boat category, controlling
the highest market share. Cobalt is the market leader in the 24’—29’ segment of the sterndrive category, and has
recently expanded its product portfolio beyond traditional sterndrive boats with the introduction of its wake
surfing and outboard product lines, increasing Cobalt’s addressable market. If we complete our pending
acquisition of Pursuit, we will also offer products in another major industry category with our entry into the
saltwater outboard fishing boat market.

Our Strategy

We intend to capitalize on the recovery in the recreational powerboat industry through the following

strategies:

Continue to Develop New and Innovative Products in Our Categories. We intend to continue developing

and introducing new and innovative products—both new boat models to better address a broader range of
consumers and new features to deliver better performance, functionality, convenience, comfort and safety to our
consumers. We believe that new products and features are important to the growth of our market share, the
continued expansion of our categories and our ability to maintain attractive margins.

Our product development strategy consists of a two-pronged approach. First, we seek to introduce new boat

models to target unaddressed or underserved segments of the recreational powerboat industry, while also
updating and refreshing our existing boat models regularly. Second, we seek to develop and integrate innovative
new or enhanced optional feature offerings into our boats. For our Malibu and Axis brands this includes Surf
Gate, Malibu Command Center, Power Wedge III, and integrated Swim Step. For Cobalt, it includes launching
reverse outboard propulsion models to expand its addressable market. Cobalt has been able to achieve growth in
recent years partly by pivoting and expanding into the performance sport boat category through its new Cobalt
Surf series, combining new surf features into successful preexisting models. We intend to continue releasing new
products and features multiple times during the year, which we believe enhances our reputation as a leading-edge
boat manufacturer and provides us with a competitive advantage.

Further Strengthen Our Dealer Network. Our goal is to achieve and maintain leading market share in each

of the categories in which we operate. We continually assess our distribution network and believe we take the
actions necessary to achieve our goal. We intend to strengthen our current footprint by selectively recruiting
market-leading dealers who currently sell our competitors’ products. In addition, we plan to continue expanding
our dealer network in certain geographic areas to increase consumer access and service in strategic markets. We
believe our targeted initiatives to enhance and grow our dealer network across our three brands will increase unit
sales in the future.

Continue to Seek Vertical Integration Opportunities. Over the past several years, we have focused on
expanding our vertical integration capabilities, having brought in-house the production of towers and tower
accessories, trailers, machined and billet parts, and, most recently, marinizing our own engines for our Malibu
and Axis brand boats. Additional vertical integration opportunities exist across our product portfolio and we are
aggressively monitoring these opportunities.

Selectively Pursue Strategic Acquisitions. One of our growth strategies is to drive growth in our business

through targeted acquisitions that add value while considering our existing brands and product portfolio. We
have focused on growth through acquisitions both domestically and abroad, as evidenced by our recent
announcement of our entry into an agreement to acquire Pursuit, our acquisition of Cobalt in July 2017 and our
acquisition of our Australian licensee in October 2014. The primary objectives of our acquisitions are to expand
our presence in new or adjacent categories, to expand into other product lines and business that may benefit from
our operating strengths, and to increase the size of our addressable market. When we identify potential
acquisitions, we attempt to target companies with a leading market share, strong cash flows, and an experienced
management team and workforce that provide a fit with our existing operations. After completing an acquisition,
we focus on integrating the company with our existing business to provide additional value to the combined
entity through cost savings and revenue synergies, such as the optimization of manufacturing operations,
improved processes around product development, enhancement of our existing dealer distribution network,
administrative cost savings, shared procurement, vertical integration and cross-selling opportunities.

Accelerate International Expansion. Based on our U.S. leadership position, brand recognition, diverse,
innovative product offering and distribution strengths, we believe that we are well-positioned to increase our

international sales. We believe we can increase our international sales both by promoting our products in
developed markets where we have a well-established dealer base, such as Western Europe, and by penetrating
new and emerging markets where we expect rising consumer incomes to increase demand for recreational
products, such as Asia and South America.

Our Products and Brands

We design, manufacture and sell recreational powerboats, including performance sport boats, sterndrive and

outboard boats across three world-renowned brands: Malibu, Axis, and Cobalt. We believe we deliver superior
performance for general recreational purposes with a significant focus on water sports, including wakeboarding,
water skiing and wake surfing. In addition, we also offer various accessories and aftermarket parts. The following
table provides an overview of our product offerings by brand:

Brand

Number of
Models

Lengths

Retail Price
Range
(In thousands)

Malibu

20’-25’

$55-$180

Axis

20’-24’

$55-$105

Description

Founded in 1982, Malibu targets consumers seeking a premium
boating experience with our latest innovations in performance,
comfort and convenience. Malibu is comprised of three product
lines:

• Wakesetter Series—Our line of highly-customizable boats
offering our most innovative technologies and premium
features, with the newest color options and interior finishes.

• M Series—Our line of ultra-premium towboats, featuring the
Malibu M235, loaded with every technologically innovative
feature we offer including our Integrated Surf Platform,
premium luxury interiors, most advanced helm in the
industry, and our most powerful engine.

• Response Series—Our line of high-performance water ski

focused towboats completely redesigned in 2017.

Launched in 2009, Axis was formed to target a younger
demographic by providing a more affordably priced, high quality,
entry-level boat with high performance, functional simplicity and
the option to upgrade key features such as Surf Gate. Axis
currently features five models.

Cobalt

20’-40’

$55-$750

Founded in 1967, Cobalt is a premium luxury sterndrive and
outboard boat manufacturer available in five product lines:

• Gateway Series—Our entry level fiberglass sterndrive

sporting the refined quality of Cobalt boats. The Gateway
series is designed to allow for the comfort, convenience, and
performance typically found on much larger Cobalt boats
while allowing for an “athletic” use.

• R Series—Our mid-range premium fiberglass sterndrive boat
in the largest segment that has a sleek, powerful look with a
smooth ride and exceptional performance.

• A Series—Our super premium fiberglass sterndrive boat that
blends yacht-like qualities with a unique, powerful look as
well as a smooth ride and exceptional performance.

•

SC Series—Our line of outboard boats designed for increased
saltwater durability and ease of maintenance.

• WSS Surf Series—Focused on watersports and based on our
Gateway Series and R Series. Features a sport tower for
higher tow point, storage racks, integrated billet board racks,
optional tower lights, ballast, surf systems and directional
speakers with a look designed to appeal to our younger
customers.

Innovative Features

In addition to the standard features included on all of our boats, we offer consumers a full selection of
innovative optional features designed to enhance performance, functionality and the overall boating experience.
We believe our innovative features drive our high average selling prices. Among our most successful and most
innovative has been Surf Gate. Introduced in July 2012 and initially patented in September 2013, Surf Gate is
available as an optional feature on all Malibu Wakesetter models and Axis brand boats. Surf Gate has
revolutionized the increasingly popular sport of wake surfing. Prior to Surf Gate, boaters needed to empty ballast
tanks on one side of the boat and shift passengers around to lean the boat to create a larger, more pronounced
surf-quality wake. By employing precisely engineered and electronically controlled panels, Surf Gate alleviates
this time-consuming and cumbersome process, allowing boaters to easily surf behind an evenly weighted boat
without the need to wait for ballast changes. Recent enhancements to Surf Gate have improved upon the system’s
actuators, allowing for easier and faster transfer, as well as the installation of an indicator horn and optional light
signaling, which alert riders to wave transfers. For the 2016 model year, we introduced our patented Surf Band
technology that allows the rider to control the surf wave, shape, size and side. Some of our other notable
innovations include Power Wedge III, G3/G4/GX Tower, Electronic Dashboard Controls, Swim Step, and
TrueWave. We won the Boating Industry Magazine’s “Top Product” award in 2018 for Surf Band and in 2016
for our ISP in 2016 as well as the “WSIA Innovation of Year” for our Malibu Command Center in 2017.

We also offer an array of less technological, but nonetheless value-added boat features such as gelcoat
upgrades, upholstery upgrades, engine drivetrain enhancements (such as silent exhaust tips, propeller upgrades
and closed cooling engine configuration), sound system upgrades, bimini tops, boat covers and trailers which
further increase the level of customization afforded to consumers.

Our Dealer Network

We rely on independent dealers to sell our products. We establish performance criteria that our dealers must

meet as part of their dealer agreements to ensure our dealer network remains the strongest in the industry. As a
member of our network, dealers in North America may qualify for floor plan financing programs, rebates,
seasonal discounts, promotional co-op payments and other allowances. In Europe, dealers may qualify for floor
plan financing programs. We expect this will strengthen our dealers ability to sell our products in Europe. We
believe our dealer network is the most extensive in the market.

North America

As of July 1, 2018, our dealer network consisted of over 220 dealer locations servicing the performance

sport boat, sterndrive, and outboard markets strategically located throughout the U.S. and Canada.
Approximately 50% of our dealers have been with us, or with Cobalt prior to our acquisition of Cobalt, for over
ten years. We do not have a significant concentration of sales among our dealers. For fiscal year 2018, our top ten
dealers accounted for approximately 30% of our units sold and none of our dealers accounted for more than 8%
of our total sales volume. If we complete our acquisition of Pursuit, we will have approximately 40 additional
dealer locations.

We consistently review our distribution network to identify opportunities to expand our geographic footprint
and improve our coverage of the market. We believe that our diverse product offering and strong market position
in each region of the United States will help us capitalize on growth opportunities as our industry continues to
recover from the economic downturn. We have the ability to opportunistically add new dealers and new dealer
locations to previously underserved markets and use data and performance metrics to monitor dealer
performance. We believe our outstanding dealer network allows us to distribute our products more efficiently
than our competitors.

International

We have an extensive international distribution network for our Malibu, Axis, and Cobalt brands. As of
July 1, 2018, our dealer network consisted of over 80 dealer locations throughout Europe, Asia, Middle East,
South America, South Africa, and Australia/New Zealand. We service our independent dealers in the Australian
and New Zealand markets who sell our Malibu and Axis brand boats through our Australian operations acquired
in October 2014.

Dealer Management

Our relationship with our dealers is governed through dealer agreements. Each dealer agreement has a finite

term lasting between one and three years. Our dealer agreements also are typically terminable without cause by
the dealer at any time and by us with 90 days’ prior notice. We may also generally terminate these agreements
immediately for cause upon certain events. Pursuant to our dealer agreements, the dealers typically agree to,
among other things:

•

represent our products at specified boat shows;

• market our products only to retail end users in a specific geographic territory;

•

promote and demonstrate our products to consumers;

place a specified minimum number of orders of our products during the term of the agreement in
exchange for rebate eligibility that varies according to the level of volume they commit to purchase;

provide us with regular updates regarding the number and type of our products in their inventory;

• maintain a service department to service our products, and perform all appropriate warranty service and

repairs; and

•

indemnify us for certain claims.

Our dealer network, including all additions, renewals, non-renewals or terminations, is managed by our

sales personnel. Our sales teams operate using a semi-annual dealer review process involving our senior
management team. Each individual dealer is reviewed semi-annually with a broad assessment across multiple
key elements, including the dealer’s geographic region, market share and customer service ratings, to identify
underperforming dealers for remediation and to manage the transition process when non-renewal or termination
is a necessary step.

We have developed a system of financial incentives for our dealers based on customer satisfaction and
achievement of best practices. Our brands employ dealer incentive programs that have been refined through
decades of experience at each brand and may, from time to time, include the following elements:

• Rebates and Discount. Our dealers agree to annual commitment volumes that places each dealer into a
certain rebate or discount tier and determines its prospective rebate or discount amount. The structure
of the dealer incentive depends on the brand represented. If a dealer meets its annual commitment
volume as well as other terms of the rebate program, the dealer is entitled to the specified amounts
subject to full compliance with our programs. Failure to meet the commitment volume or other terms
of the program may result in partial or complete forfeiture of the dealer’s rebate or discount.

• Co-op. Dealers of the Malibu and Axis product line may earn certain co-op reimbursements upon

reaching a specified level of qualifying expenditures.

• Free flooring. Our dealers that take delivery of current model year boats in the offseason, typically July
through spring, are entitled to have us pay the interest to floor the boat until the earlier of (1) the retail
sale of the unit or (2) a date near the end of the current model year. This program is an additional
incentive to encourage dealers to order in the offseason and helps us balance our seasonal production.

Our dealer incentive programs are also structured to promote more evenly distributed ordering throughout

the fiscal year, which allows us to achieve better level-loading of our production and thereby generate plant
operating efficiencies. In addition, these programs may offer further rewards for dealers who are exclusive to our
brands.

Floor Plan Financing

Our North American dealers often purchase boats through floor plan financing programs with third-party
floor plan financing providers. During fiscal year 2018, approximately 80% of our North American shipments
were made pursuant to floor plan financing programs through which our dealers participate. These programs
allow dealers across our brands to establish lines of credit with third-party lenders to purchase inventory. Under
these programs, a dealer draws on the floor plan facility upon the purchase of our boats and the lender pays the
invoice price of the boats. As is typical in our industry, we have entered into repurchase agreements with certain
floor plan financing providers to our dealers. Under the terms of these arrangements, in the event a lender
repossesses a boat from a dealer that has defaulted on its floor financing arrangement and is able to deliver the
repossessed boat to us, we are obligated to repurchase the boat from the lender. Our obligation to repurchase such
repossessed products for the unpaid balance of our original invoice price for the boat is subject to reduction or
limitation based on the age and condition of the boat at the time of repurchase, and in certain cases by an
aggregate cap on repurchase obligations associated with a particular floor financing program.

Our exposure under repurchase agreements with third-party lenders is mitigated by our ability to reposition

inventory with a new dealer in the event that a repurchase event occurs. The primary cost to us of a repurchase
event is any loss on the resale of a repurchased unit, which is often less than 10% of the repurchase amount. For
fiscal year 2018 and 2017, we did not repurchase any boats under our repurchase agreements. For fiscal year
2016, we agreed to repurchase three units from the lender of two of our former dealers.

Marketing and Sales

We believe that providing a high level of service to our dealers and end consumers is essential to

maintaining our reputation. Our sales personnel receive training on the latest Malibu, Axis and Cobalt products
and technologies, as well as training on our competitors’ products and technologies, and attend trade shows to
increase their market knowledge. This training is then passed along to our dealers to ensure a consistent
marketing message and leverage our marketing expenditures. Malibu, Axis and Cobalt enjoy strong brand
awareness, as evidenced by our substantial market share in their respective categories.

Our marketing strategy focuses on strengthening and promoting Malibu and Axis brands in the performance

sport boat marketplace and the Cobalt brand in the outboard and sterndrive marketplaces. In addition to the
Malibu, Axis and Cobalt websites and traditional marketing channels such as print advertising and tradeshows,
we maintain an active digital advertising and social media platform for all brands, including use of Facebook and
Twitter to increase brand awareness, foster loyalty and build a community of users. In addition, we benefit from
various Cobalt, Malibu and Axis user-generated videos and photos that are uploaded to websites including
YouTube, Vimeo and Instagram.

Product Development and Engineering

We are strategically and financially committed to innovation, as reflected in our dedicated product
development and engineering teams located in Tennessee, Kansas, and California and evidenced by our track
record of new product introduction. These individuals bring to our product development efforts significant
expertise across core disciplines, including boat design, trailer design, computer-aided design, electrical
engineering and mechanical engineering. They are responsible for execution of all facets of our new product
strategy, including designing new and refreshed boat models and new features, engineering these designs for
manufacturing and integrating new features into our boats. In addition, our Chief Executive Officer and Chief
Operating Officer are actively involved in the product development process and integration into manufacturing.

We take a disciplined approach to the management of our product development strategy. We use a

formalized phase gate process, overseen by a dedicated project manager, to develop, evaluate and implement new
product ideas for both boat models and innovative features. Application of the phase gate process requires
management to establish an overall timeline that is sub-divided into milestones, or “gates,” for product
development. Setting milestones at certain intervals in the product development process ensures that each phase
of development occurs in an organized manner and enables management to become aware of and address any
issues in timely fashion, which facilitates on-time, on-target release of new products with expected return on
investment. Extensive testing and coordination with our manufacturing group are important elements of our
product development process, which we believe enable us to minimize the risk associated with the release of new
products. Our phase gate process also facilitates our introduction of new boat models and features throughout the
year, which we believe provides us with a competitive advantage in the marketplace. Finally, in addition to our
process for managing new product introductions in a given fiscal year, we also engage in longer-term product life
cycle and product portfolio planning.

Manufacturing

Malibu has four manufacturing facilities located in three U.S. states and Australia. We produce performance

sport boats through our Malibu and Axis brands at our Tennessee and Australia manufacturing facilities and
sterndrive and outboard boats through out Cobalt brand at our Kansas manufacturing facility. For our Malibu and
Axis brands, we manufacture towers, tower accessories and stainless steel and aluminum billet at our California
facility and trailers at our Tennessee facility. If we complete our acquisition of Pursuit, we will add a
manufacturing facility in Fort Pierce, Florida.

Our boats are built through a continuous flow manufacturing process that encompasses fabrication,
assembly, quality management and testing. Each boat is produced on an established cycle depending on model
that includes the fabrication of the hull and deck through gelcoat application and fiberglass lamination, grinding
and hole cutting, installation of components, rigging, finishing, detailing and on-the-water testing. Production of
cruisers occurs on a dedicated line that allows for the increased time needed to add the additional content
required for production of larger boats. Trailers are also produced in a continuous flow manufacturing process
involving cutting and bending of the main frame from raw top grade carbon steel, painting using our state of the
art system and installation of components. We manufacture certain components and subassemblies for our boats,
such as upholstery, stainless steel and aluminum billet and towers. We procure other components, such as
electronic controls, from third-party vendors and install them on the boat. As noted elsewhere, we are in the
process of marinizing our own engines for our Malibu and Axis brands and have successfully incorporated them
in select models. Our tower-related manufacturing in California uses multiple computer-controlled machines to
cut all of the aluminum parts required for tower assembly. We are the only performance sport boat company that
manufacturers towers in-house. We believe that the vertical integration of these components is a distinct
competitive advantage that allows us to control key design elements of our boats and generate higher margins.

We are committed to continuous improvement in our operations, and we believe our efforts in this regard

have resulted in higher gross margins. Specifically, we have increased labor efficiency and reduced cost of

materials. Our production engineers evaluate and seek to optimize the configuration of our production line given
our production volumes and model mix. We use disciplined mold maintenance procedures to maintain the usable
life of our molds and to reduce surface defects that would require rework. We have instituted scrap material
reduction and recovery processes, both internally and with our supplier base, helping to manage our material
costs. Finally, we have implemented a quality management system to ensure that proper procedures and control
measures are in place to deliver consistent, high-quality product, especially as our production volumes have
increased.

Suppliers

We purchase a wide variety of raw materials from our supplier base, including resins, fiberglass,
hydrocarbon feedstocks and steel, as well as product parts and components, such as engines and electronic
controls, through a sales order process. The most significant component used in manufacturing our boats, based
on cost, are engines. While we maintain a strong and long-standing relationship with our primary supplier of
engines, we, through our vertical integration initiative to manufacture our own engines, entered into an engine
supply agreement with General Motors LLC (“General Motors”) in November 2016 for the supply of engines to
us for use in our Malibu and Axis brand boats beginning as early as model year 2019 through model year 2023.
We will be solely responsible for integrating the engines for marine use. We intend to continue to purchase
engines from one of our current engine suppliers for at least model year 2019. We adopted this strategy in order
to more directly control product path (design, innovation, calibration and integration) of our largest dollar
procured part, to differentiate our product from our competitors, and to increase our ability to respond to ongoing
changes in the marketplace.

Pursuant to the engine supply agreement, we will submit purchase orders for engines to General Motors and,

so long as we are not in breach of the engine supply agreement, General Motors will deliver engines pursuant to
the purchase orders. No minimum amount of engines is required to be ordered by us and the parties must discuss
any potential capacity increases above 7,000 engines annually.

The engine supply agreement will expire on November 14, 2023, unless terminated earlier by either party as

permitted under the terms of the agreement. General Motors may terminate the engine supply agreement due to
market conditions with at least eighteen (18) months’ advanced written notice. Either party may terminate the
agreement as a result of a change of control of Malibu Boats, Inc., as defined in the agreement, with at least
eighteen (18) months’ advanced written notice. Either party may also terminate the engine supply agreement due
to breach of the other party upon written notice and after providing 60 days to cure any breach. General Motors
may also suspend engine deliveries to Malibu Boats in the event of a force majeure, as defined in the engine
supply agreement.

General Motors will provide up to a one-year warranty on the engines supplied to us and we have agreed to
indemnify General Motors for claims and costs arising from or relating to the engines resulting from our actions.

We have not experienced any material shortages in any of our raw materials, product parts or components.

Temporary shortages, when they do occur, usually involve manufacturers of these products adjusting model
mixes, introducing new product lines or limiting production in response to an industry-wide reduction in boat
demand.

Insurance and Product Warranties

We carry various insurance policies, including policies to cover general products liability, workers’
compensation and other casualty and property risks, to protect against certain risks of loss consistent with the
exposures associated with the nature and scope of our operations. Our policies are generally based on our safety
record as well as market trends in the insurance industry and are subject to certain deductibles, limits and policy
terms and conditions.

Our Malibu and Axis brands have a limited warranty for a period up to five years. Prior to 2016, we
provided a limited warranty for a period of up to three years for our Malibu brand boats and two years for our
Axis boats. For our Cobalt brand boats, we provide a structural warranty of up to ten years which covers hull/
deck joints, bulkheads, floor, transom, stringers, and motor mount. In addition, we provide a five year bow-to-
stern warranty on all components manufactured or purchased (excluding hull and deck structural components),
including canvas and upholstery. Gelcoat is covered up to three years for Cobalt and one year for Malibu and
Axis. Some materials, components or parts of the boat that are not covered by our limited product warranties are
separately warranted by their manufacturers or suppliers. These other warranties include warranties covering
engines purchased from suppliers and other components. Malibu does provide for a limited warranty of up to five
years or five-hundred hours on engines that it manufacturers.

If we complete our acquisition of Pursuit, we will continue to provide warranties for Pursuit boats, which

provide limited warranty for a period of up to five years on structural components such as the hull, deck and
fiberglass fuel tanks and defects in the gelcoat surface of the hull bottom, and up to two years for components
and accessories, subject to certain exclusions. In addition, we will be assuming any warranty claims on Pursuit
boats manufactured prior to our acquisition of Pursuit.

Intellectual Property

We rely on a combination of patent, trademark and copyright protection, trade secret laws, confidentiality

procedures and contractual provisions to protect our rights in our brand, products and proprietary technology.
This is an important part of our business and we intend to continue protecting our intellectual property. We
currently hold 25 U.S. patents, 4 Australian patents, and 4 pending U.S. patent applications.

We own 35 registered trademarks in various countries around the world. Such trademarks may endure in

perpetuity on a country-by-country basis, provided that we comply with all statutory maintenance requirements,
including continued use of each trademark in each such country. We currently do not own any registered
copyrights.

Competition

The recreational powerboat industry, including the performance sport boat, sterndrive and outboard
categories, is highly competitive for consumers and dealers. Competition affects our ability to succeed in the
markets we currently serve and new markets that we may enter in the future. We compete with several large
manufacturers that may have greater financial, marketing and other resources than we do. We compete with large
manufacturers who are represented by dealers in the markets in which we now operate and into which we plan to
expand. We also compete with a wide variety of small, independent manufacturers. Competition in our industry
is based primarily on brand name, price and product performance.

Environmental, Safety and Regulatory Matters

Our operations and products are subject to extensive environmental, health and safety regulation under
various federal, commonwealth, state, and local statutes, ordinances, rules and regulations in the United States
and Australia where we manufacture our boats, and in other foreign jurisdictions where we sell our products. We

believe we are in material compliance with those requirements. However, we cannot be certain that costs and
expenses required for us to comply with such requirements in the future, including for any new or modified
regulatory requirements, or to address newly discovered environmental conditions, will not have a material
adverse effect on our business, financial condition, operating results, or cash flow. The regulatory programs to
which we are subject include the following:

Hazardous Materials and Waste

Certain materials used in our manufacturing, including the resins used in production of our boats, are toxic,

flammable, corrosive or reactive and are classified as hazardous materials by the national, state and local
governments in those jurisdictions where we manufacture our products. The handling, storage, release, treatment
and recycling or disposal of these substances and wastes from our operations are regulated in the United States
by the United States Environmental Protection Agency (“USEPA”), and state and local environmental agencies.
The handling, storage, release, treatment and recycling or disposal of these substances and wastes from our
operations are regulated in Australia by the Australian Department of Environment and Energy, the New South
Wales Environmental Protection Agency and other state and local authorities. Failure by us to properly handle,
store, release, treat, recycle or dispose of our hazardous materials and wastes could result in liability for us,
including fines, penalties, or obligations to investigate and remediate any contamination originating from our
operations or facilities. We are not aware of any material contamination at our current or former facilities for
which we could be liable under environmental laws or regulations, and we currently are not undertaking any
remediation or investigation activities in connection with any contamination. Future spills or accidents or the
discovery of currently unknown conditions or non-compliance could, however, could give rise to investigation
and remediation obligations or related liabilities.

Air Quality

In the United States, the federal Clean Air Act (“CAA”) and corresponding state and local laws and rules

regulate emissions of air pollutants. Because our manufacturing operations involve molding and coating of
fiberglass materials, which involves the emission of certain volatile organic compounds, hazardous air pollutants,
and particulate matter, we are required to maintain and comply with a CAA operating permit (Title V permit) for
our Tennessee facility and local air permits for our California facilities. Our air permits generally require us to
monitor our emissions and periodically certify that our emissions are within specified limits. To date, we have
not had material difficulty complying with those limits.

The USEPA and the California Air Resources Board (“CARB”) have adopted regulations stipulating that
many marine propulsion engines and watercraft meet certain air emission standards. Some of these standards
require fitting a catalytic converter to the engine. These regulations also require, among other things, that engine
manufacturers provide a warranty that their engines meet USEPA and CARB emission standards. The engines
used in our products are subject to these regulations. CARB also recently adopted an evaporative emissions
regulation that applies to all model year 2019 spark-ignition marine watercraft with permanently installed fuel
tanks sold in California. The new regulation requires subject boat manufacturers to use specific CARB-certified
components for the fuel systems in their boats, or to certify the boat meets a related performance standard. The
USEPA and CARB emissions regulations have increased the cost to manufacture our products.

OSHA

In the United States, the Occupational Safety and Health Administration (“OSHA”) standards limit the

amount of emissions to which an employee may be exposed without the need for respiratory protection or
upgraded plant ventilation. Our facilities are regularly inspected by OSHA and by state and local inspection
agencies and departments. We believe that our facilities comply in all material aspects with these regulations.
Although capital expenditures related to compliance with environmental laws are expected to increase, we do not
currently anticipate any material expenditure will be required to continue to comply with existing OSHA
environmental or safety regulations in connection with our existing manufacturing facilities.

At our New South Wales, Australia (“NSW”) facility, employee health and safety is regulated by SafeWork

NSW, which also has requirements that limit the amount of certain emissions to which an employee may be
exposed without the need for respiratory protection or upgraded plant ventilation. In addition, SafeWork NSW
provides licensing and registration for potentially dangerous work, investigates workplace incidents, and enforces
work health and safety laws in NSW. Our NSW facilities are regularly inspected by SafeWork NSW. We believe
that our facilities comply in all material aspects with these requirements.

Boat Design and Manufacturing Standards

Powerboats sold in the United States must be manufactured to meet the standards of certification required
by the United States Coast Guard. In addition, boats manufactured for sale in the European Community must be
certified to meet the European Community’s imported manufactured products standards. These certifications
specify standards for the design and construction of powerboats. We believe that all of our boats meet these
standards. In addition, safety of recreational boats in the United States is subject to federal regulation under the
Boat Safety Act of 1971, which requires boat manufacturers to recall products for replacement of parts or
components that have demonstrated defects affecting safety. We have instituted recalls for defective component
parts produced by certain of our third-party suppliers. None of the recalls has had a material adverse effect on our
Company.

Employees

As of July 31, 2018, 2017 and 2016, we had approximately 1,345, 1,240 and 540 employees worldwide,
respectively. None of our employees are party to a collective bargaining agreement. We believe that our relations
with our employees are good.

Organizational Structure

Malibu Boats, Inc. was incorporated as a Delaware corporation on November 1, 2013 in anticipation of our
IPO to serve as a holding company that owns only an interest in Malibu Boats Holdings, LLC. Immediately after
the completion of our IPO and the recapitalization we completed in connection with our IPO, Malibu Boats, Inc.
held approximately 49.3% of the economic interest in the LLC, which has since increased to approximately
95.2% of the economic interest in the LLC as of June 30, 2018.

The certificate of incorporation of Malibu Boats, Inc. authorizes two classes of common stock, Class A
Common Stock and Class B Common Stock. Holders of our Class A Common Stock and our Class B Common
Stock have voting power over Malibu Boats, Inc., the sole managing member of the LLC, at a level that is
consistent with their overall equity ownership of our business. In connection with our IPO and the
recapitalization we completed in connection with our IPO, Malibu Boats, Inc. issued to each pre-IPO owner, for
nominal consideration, one share of Class B Common Stock of Malibu Boats, Inc., each of which provides its
owner with no economic rights but entitles the holder to one vote on matters presented to stockholders of Malibu
Boats, Inc. for each LLC Unit held by such holder. Pursuant to our certificate of incorporation and bylaws, each
share of Class A Common Stock entitles the holder to one vote with respect to each matter presented to our
stockholders on which the holders of Class A Common Stock are entitled to vote. Each holder of Class B
Common Stock is entitled to the number of votes equal to the total number of LLC units held by such holder
multiplied by the exchange rate specified in the exchange agreement with respect to each matter presented to our
stockholders on which the holders of Class B Common Stock are entitled to vote. Accordingly, the holders of
LLC Units collectively have a number of votes that is equal to the aggregate number of LLC Units that they hold.
As the LLC members sell LLC Units to us or subsequently exchange LLC Units for shares of Class A Common
Stock of Malibu Boats, Inc. pursuant to the exchange agreement described below, the voting power afforded to
them by their shares of Class B Common Stock is automatically and correspondingly reduced. Subject to any
rights that may be applicable to any then outstanding preferred stock, our Class A and Class B Common Stock
vote as a single class on all matters presented to our stockholders for their vote or approval, except as otherwise

provided in our certificate of incorporation or bylaws or required by applicable law. In addition, subject to
preferences that may apply to any shares of preferred stock outstanding at the time, the holders of our Class A
Common Stock are entitled to share equally, identically and ratably in any dividends or distributions (including
in the event of any voluntary or involuntary liquidation, dissolution or winding up of our affairs) that our board
of directors may determine to issue from time to time, while holders of our Class B Common Stock do not have
any right to receive dividends or other distributions.

As noted above, Malibu Boats, Inc. is a holding company with a controlling equity interest in the LLC.

Malibu Boats, Inc., as sole managing member of the LLC, operates and controls all of the business and affairs
and consolidates the financial results of the LLC. The limited liability company agreement of the LLC provides
that it may be amended, supplemented, waived or modified by the written consent of Malibu Boats, Inc., as
managing member of the LLC, in its sole discretion without the approval of any other holder of LLC Units,
except that no amendment may materially and adversely affect the rights of a holder of LLC Units, other than on
a pro rata basis with other holders of LLC Units, without the consent of such holder (unless more than one holder
is so affected, then the consent of a majority of such affected holders is required). Pursuant to the limited liability
company agreement of the LLC, Malibu Boats, Inc. has the right to determine when distributions (other than tax
distributions) will be made to the members of the LLC and the amount of any such distributions. If Malibu Boats,
Inc. authorizes a distribution, such distribution will be made to the members of the LLC (including Malibu Boats,
Inc.) pro rata in accordance with the percentages of their respective LLC Units.

The diagram below depicts our current organizational structure, as of June 30, 2018:

LLC Unit Holders

Class A Stockholders

Class B Common Stock
•
Voting rights only
•
One vote for each LLC
Unit held by such owner
•
4.8% of voting power in
Malibu Boats, Inc.

LLC Units
•

4.8% of total outstanding Units
and economic interests in Malibu
Boats Holdings, LLC
Not publicly traded
Economic rights only, subject to
certain limited approval rights
Exchangeable on 1-for-1 basis for
shares of Class A Common Stock

•
•
•

•

Malibu Boats, Inc.

Class A Common Stock
•

95.2% of voting power in
Malibu Boats, Inc.
100.0% of economic interests
in Malibu Boats, Inc.,
representing a 95.2%
economic interest in Malibu
Boats Holdings, LLC

Sole Managing Member and LLC Units
•

95.2% of total outstanding Units and economic
interests in Malibu Boats Holdings, LLC
Number of units held equals number of
outstanding shares of Class A Common Stock
100% of voting power in Malibu Boats
Holdings, LLC, subject to certain limited
exceptions

•

Malibu Boats
Holdings, LLC

Operating Entities

Our organizational structure allows the LLC members to retain their equity ownership in the LLC, an entity

that is classified as a partnership for U.S. federal income tax purposes, in the form of LLC Units. Holders of
Class A Common Stock, by contrast, hold their equity ownership in Malibu Boats, Inc., a Delaware corporation
that is a domestic corporation for U.S. federal income tax purposes, in the form of shares of Class A Common
Stock. The holders of LLC Units, including Malibu Boats, Inc., will incur U.S. federal, state and local income
taxes on their proportionate share of any taxable income of the LLC. Net profits and net losses of the LLC will
generally be allocated to the LLC’s members (including Malibu Boats, Inc.) pro rata in accordance with the
percentages of their respective limited liability company interests. The limited liability company agreement
provides for cash distributions to the holders of LLC Units if Malibu Boats, Inc. determines that the taxable
income of the LLC will give rise to taxable income for its members. In accordance with the limited liability
company agreement, we intend to cause the LLC to make cash distributions to the holders of LLC Units for
purposes of funding their tax obligations in respect of the income of the LLC that is allocated to them. Generally,
these tax distributions will be computed based on our estimate of the taxable income of the LLC allocable to such
holder of LLC Units multiplied by an assumed tax rate equal to the highest effective marginal combined
U.S. federal, state and local income tax rate prescribed for an individual or corporate resident in Los Angeles,
California (taking into account the nondeductibility of certain expenses and the character of our income). For
purposes of determining the taxable income of the LLC, such determination will be made by generally
disregarding any adjustment to the taxable income of any member of the LLC that arises under the tax basis
adjustment rules of the Internal Revenue Code of 1986, as amended, or the Code and is attributable to the
acquisition by such member of an interest in the LLC in a sale or exchange transaction.

Exchanges and Other Transactions with Holders of LLC Units

In connection with our IPO and the recapitalization we completed in connection with our IPO, we entered

into an exchange agreement with the pre-IPO owners of the LLC under which (subject to the terms of the
exchange agreement) each pre-IPO owner (or its permitted transferee) has the right to exchange its LLC Units for
shares of our Class A Common Stock on a one-for-one basis, subject to customary conversion rate adjustments
for stock splits, stock dividends and reclassifications, or, at our option, except in the event of a change in control,
for a cash payment equal to the market value of the Class A Common Stock. The exchange agreement provides,
however, that such exchanges must be for a minimum of the lesser of 1,000 LLC Units, all of the LLC Units held
by the holder, or such amount as we determine to be acceptable. The exchange agreement also provides that an
LLC member will not have the right to exchange LLC Units if Malibu Boats, Inc. determines that such exchange
would be prohibited by law or regulation or would violate other agreements with Malibu Boats, Inc. to which the
LLC member may be subject or any of our written policies related to unlawful or insider trading. The exchange
agreement also provides that Malibu Boats, Inc. may impose additional restrictions on exchanges that it
determines to be necessary or advisable so that the LLC is not treated as a “publicly traded partnership” for
U.S. federal income tax purposes. In addition, pursuant to the limited liability company agreement of the LLC,
Malibu Boats, Inc., as managing member of the LLC, has the right to require all members of the LLC to
exchange their LLC Units for Class A Common Stock in accordance with the terms of the exchange agreement,
subject to the consent of the holders of a majority of outstanding LLC Units other than those held by Malibu
Boats, Inc.

As a result of exchanges of LLC Units into Class A Common Stock and purchases by Malibu Boats, Inc. of

LLC Units from holders of LLC Units, Malibu Boats, Inc. will become entitled to a proportionate share of the
existing tax basis of the assets of the LLC at the time of such exchanges or purchases. In addition, such
exchanges and purchases of LLC Units are expected to result in increases in the tax basis of the assets of the LLC
that otherwise would not have been available. These increases in tax basis may reduce the amount of tax that
Malibu Boats, Inc. would otherwise be required to pay in the future. These increases in tax basis may also
decrease gains (or increase losses) on future dispositions of certain capital assets to the extent tax basis is
allocated to those capital assets. We have entered into a tax receivable agreement with the pre-IPO owners (or
their permitted assignees) that provides for the payment by Malibu Boats, Inc. to the pre-IPO owners (or their
permitted assignees) of 85% of the amount of the benefits, if any, that Malibu Boats, Inc. is deemed to realize as
a result of (1) increases in tax basis and (2) certain other tax benefits related to our entering into the tax

receivable agreement, including tax benefits attributable to payments under the tax receivable agreement. These
payment obligations are obligations of Malibu Boats, Inc. and not of the LLC.

Available Information

Our Annual Report on Form 10-K, Quarterly Reports on Form 10-Q, Current Reports on Form 8-K and
amendments to reports filed or furnished pursuant to Sections 13(a) and 15(d) of the Securities Exchange Act of
1934, as amended, or the Exchange Act are available on our web site at www.malibuboats.com, free of charge, as
soon as reasonably practicable after the electronic filing of these reports with, or furnishing of these reports to,
the Securities and Exchange Commission, or the SEC. Any materials we file with the SEC are available at the
SEC’s Public Reference Room at 100 F Street, NE, Washington, DC 20549. Additional information about the
operation of the Public Reference Room can also be obtained by calling the SEC at 1-800-SEC-0330. In addition,
the SEC maintains a web site at www.sec.gov that contains reports, proxy and information statements, and other
information regarding issuers that file electronically with the SEC, including us.

Item 1A. Risk Factors

The following describes the risks and uncertainties that could cause our actual results to differ materially

from those presented in our forward-looking statements. The risks and uncertainties described below are not the
only ones we face but do represent those risks and uncertainties that we believe are material to us. Additional
risks and uncertainties not presently known to us or that we currently deem immaterial may also harm our
business.

Risks Related to Our Business

General economic conditions, particularly in the United States, affect our industry, demand for our
products, and our business and results of operations.

Demand for new recreational powerboats has been significantly influenced in the past by weak economic

conditions, low consumer confidence and high unemployment and increased market volatility worldwide,
especially in the United States. In times of economic uncertainty and contraction, consumers tend to have less
discretionary income and defer or avoid expenditures for discretionary items, such as our products. Sales of our
products are highly sensitive to personal discretionary spending levels, and our success depends on general
economic conditions and overall consumer confidence and personal income levels. Any deterioration in general
economic conditions that diminishes consumer confidence or discretionary income may reduce our sales and
adversely affect our business, financial condition and results of operations. We cannot predict the duration or
strength of an economic recovery, either in the United States or in the specific markets where we sell our
products.

Consumers often finance purchases of our products and accordingly, consumer credit market conditions also

influence demand for our boats. If credit conditions worsen, and adversely affect the ability of consumers to
finance potential purchases at acceptable terms and interest rates, it could result in a decrease in the sales of our
products.

We have signed an agreement to purchase substantially all of the assets of the Pursuit division of S2 Yachts,
Inc., which is subject to closing conditions. If we are unable to complete this acquisition we will not be able
to realize any anticipated benefits of the acquisition.

On August 21, 2018, we entered into an agreement with S2 Yachts, Inc. and other parties thereto to acquire

the Pursuit division, or Pursuit, of S2 Yachts, Inc. Although we currently expect the acquisition of Pursuit to
close in the fourth quarter of calendar 2018, the acquisition is subject to closing conditions and there can be no
assurance that it will be completed as expected or at all. If the acquisition of Pursuit is not completed, we will be

subject to a number of risks without realizing the anticipated benefits of having completed the acquisition,
including the following:

•

the market price of our securities could decline to the extent that the current market price reflects a
market assumption that the acquisition of Pursuit will be completed, or to the extent that investors
believe that the acquisition of Pursuit is material to our business strategy;

• we will be required to pay our costs relating to the acquisition of Pursuit, such as legal,

accounting, financing and financial advisory fees, whether or not the acquisition of Pursuit is
completed; and

•

a delay in the closing or inability to close may require more time of our management that could be used
for ongoing operational matters.

We continue to grow our business through acquisitions or strategic alliances and new partnerships, such as
our pending acquisition of Pursuit and our recent acquisition of Cobalt, and we may not be successful in
completing or integrating these acquisitions in a way that fully realizes their expected benefits to our
business.

We continue to grow our business through acquisitions and strategic alliances, including our pending
acquisition of Pursuit, our acquisition of Cobalt in 2017 and of our Australian licensee in 2015. We believe these
acquisitions will enable us to acquire complementary skills and capabilities, offer new products, expand our
consumer base, enter new product categories or geographic markets and obtain other competitive advantages. We
cannot assure you, however, that we will fully realize these benefits. Once integrated, acquired operations may
not achieve anticipated levels of sales or profitability, or otherwise perform as expected. Acquisitions also
involve special risks, including risks associated with unanticipated challenges, liabilities and contingencies, and
diversion of management attention and resources from our existing operations. Further, we may not be able to
identify future acquisition candidates or strategic partners as part of our growth strategy that are suitable to our
business, or we may not be able to obtain financing on satisfactory terms to complete such acquisitions.

Our results after the acquisition of Cobalt and, if completed, our acquisition of Pursuit may suffer if we do
not effectively manage our expanded operations following the acquisitions.

The size of our business increased significantly as a result of our acquisition of Cobalt and may increase

further as a result of our pending acquisition of Pursuit. Our future success depends, in part, upon our ability to
manage this expanded business, which will pose substantial challenges for management, including challenges
related to the management and monitoring of additional operations and associated increased costs and
complexity. There can be no assurances we will be successful or that we will realize the benefits from our
acquisition of Cobalt or the expected benefits currently anticipated from the completion of our acquisition of
Pursuit.

We have incurred and will continue to incur significant acquisition-related integration costs and
transaction expenses in connection with the acquisition of Cobalt and pending acquisition of Pursuit.

We incurred non-recurring, acquisition-related integration costs with the integration of Cobalt into our
business, and we anticipate that we will incur similar charges in connection with the integration of Pursuit if we
complete that acquisition. We cannot currently identify the timing, nature and amount of the integration related
cost we will incur with our anticipated integration of Pursuit. We have also incurred and will continue to incur
significant transaction costs related to the negotiation and completion of our acquisition of Pursuit. These
integration costs and transaction expenses will be charged as an expense in the period incurred. The significant
transaction costs and integration costs could materially affect our results of operations in the period in which
such charges are recorded. Although we believe that the elimination of duplicative costs, as well as the
realization of other efficiencies related to the integration of the business, will offset incremental transaction and
integration costs over time, this net benefit may not be achieved in the near term, or at all.

The Cobalt and Pursuit businesses may underperform relative to our expectations.

Although Cobalt has been a part of our business since July 2017, we are still integrating its business into our

operations. We will also need to integrate the operations of Pursuit if we complete that acquisition. We may not
be able to maintain the levels of revenue, earnings or operating efficiency that we, Cobalt and Pursuit have
achieved or might achieve separately. The business and financial performance of Cobalt and Pursuit are subject
to certain risks and uncertainties, including the risk of the loss of, or changes to, its relationships with its dealers
and suppliers, increased product liability and warranty claims, and negative publicity or other events that could
diminish the value of the Cobalt and Pursuit brands. We may be unable to achieve the same growth, revenues and
profitability that Cobalt and Pursuit has each achieved in the past.

Our growth strategy may require us to secure significant additional capital, the amount of which will
depend upon the size, timing, and structure of future acquisitions or vertical integrations and our working
capital and general corporate needs.

Our growth strategy could include acquiring businesses, similar to our acquisition of Cobalt in July 2017

and our pending acquisition of Pursuit, and the integration of new product lines or related products to our boats,
similar to our integration of the manufacturing of our own trailers beginning with model year 2016 and our
initiative to integrate the production of our own engines as soon as model year 2019. These actions may require
us to secure significant additional capital through the borrowing of money or the issuance of equity. For instance,
we are increasing the amount available to borrow under our existing revolving credit facility by an incremental
$50.0 million to fund a portion of our purchase price of Pursuit. Any borrowings made to finance future strategic
initiatives could make us more vulnerable to a downturn in our operating results, a downturn in economic
conditions, or increases in interest rates on borrowings that are subject to interest rate fluctuations. If our cash
flow from operations is insufficient to meet our debt service requirements, we could then be required to sell
additional equity securities, refinance our obligations or dispose of assets in order to meet our debt service
requirements. Adequate financing may not be available if and when we need it or may not be available on terms
acceptable to us. The failure to obtain sufficient financing on favorable terms and conditions could have a
material adverse effect on our growth prospects.

Further, we could choose to finance acquisitions or other strategic initiatives, in whole or in part through the

issuance of our Class A Common Stock or securities convertible into or exercisable for our Class A Common
Stock. If we do so, existing stockholders will experience dilution in the voting power of their Class A Common
Stock and earnings per share could be negatively impacted. The extent to which we will be able and willing to
use our Class A Common Stock for acquisitions and other strategic initiatives will depend on the market value of
our Class A Common Stock and the willingness of potential third parties to accept our Class A Common Stock as
full or partial consideration. Our inability to use our Class A Common Stock as consideration, to generate cash
from operations, or to obtain additional funding through debt or equity financings in order to pursue our strategic
initiatives could materially limit our growth.

Our annual and quarterly financial results are subject to significant fluctuations depending on various
factors, many of which are beyond our control.

Our sales and operating results can vary significantly from quarter to quarter and year to year depending on

various factors, many of which are beyond our control. These factors include, but are not limited to:

•

seasonal consumer demand for our products;

discretionary spending habits;

changes in pricing in, or the availability of supply in, the used powerboat market;

failure to maintain a premium brand image;

disruption in the operation of our manufacturing facilities;

•

variations in the timing and volume of our sales;

the timing of our expenditures in anticipation of future sales;

sales promotions by us and our competitors;

consumer preferences and competition for consumers’ leisure time; and

changes in competitive and economic conditions generally;

changes in the cost or availability of our labor.

As a result, our results of operations may decline quickly and significantly in response to changes in order
patterns or rapid decreases in demand for our products. We anticipate that fluctuations in operating results will
continue in the future.

In addition to the factors noted above, unfavorable weather conditions may have a material adverse effect
on our business, financial condition, and results of operations, especially during the peak boating season.

Adverse weather conditions in any year in any particular geographic region may adversely affect sales in
that region, especially during the peak boating season. Sales of our products are generally stronger just before
and during spring and summer, which represent the peak boating months in most of our markets, and favorable
weather during these months generally has a positive effect on consumer demand. Conversely, unseasonably cool
weather, excessive rainfall, reduced rainfall levels, or drought conditions during these periods may close area
boating locations or render boating dangerous or inconvenient, thereby generally reducing consumer demand for
our products. Our annual results would be materially and adversely affected if our net sales were to fall below
expected seasonal levels during these periods. We may also experience more pronounced seasonal fluctuation in
net sales in the future as we continue to expand our businesses. Additionally, to the extent that unfavorable
weather conditions are exacerbated by global climate change or otherwise, our sales may be affected to a greater
degree than we have previously experienced. There can be no assurance that weather conditions will not have a
material effect on the sales of any of our products.

We depend on our network of independent dealers, face increasing competition for dealers and have little
control over their activities.

Substantially all of our sales are derived from our network of independent dealers. We have agreements with
the dealers in our network that typically provide for one-year terms, although some agreements have a term of up
to three years. For fiscal years 2018, 2017 and 2016, our top ten dealers for Malibu and Axis brands accounted
for 37.3%, 40.6% and 31.9%, respectively, of our total units sold. For Cobalt’s fiscal years 2018, 2017 and 2016,
Cobalt’s top ten dealers account for 44.4%, 41.8% and 39.2%, respectively, of Cobalt’s total units sold. The loss
of a significant number of these dealers could have a material adverse effect on our financial condition and
results of operations. The number of dealers supporting our products and the quality of their marketing and
servicing efforts are essential to our ability to generate sales. Competition for dealers among recreational
powerboat manufacturers continues to increase based on the quality, price, value and availability of the
manufacturers’ products, the manufacturers’ attention to customer service and the marketing support that the
manufacturer provides to the dealers. We face intense competition from other recreational powerboat
manufacturers in attracting and retaining dealers, and we cannot assure you that we will be able to attract or
retain relationships with qualified and successful dealers. We cannot assure you that we will be able to maintain
or improve our relationship with our dealers or our market share position. In addition, independent dealers in the
recreational powerboat industry have experienced significant consolidation in recent years, which could result in
the loss of one or more of our dealers in the future if the surviving entity in any such consolidation purchases
similar products from a competitor. A substantial deterioration in the number of dealers or quality of our network
of dealers, including our network of Cobalt dealers, would have a material adverse effect on our business,
financial condition and results of operations.

Our success depends, in part, upon the financial health of our dealers and their continued access to
financing.

Because we sell nearly all of our products through dealers, the financial health of our dealers is critical to
our success. Our business, financial condition and results of operations may be adversely affected if the financial
health of the dealers that sell our products suffers. Their financial health may suffer for a variety of reasons,
including a downturn in general economic conditions, rising interest rates, higher rents, increased labor costs and
taxes, compliance with regulations and personal financial issues.

In addition, our dealers require adequate liquidity to finance their operations, including purchases of our
products. Dealers are subject to numerous risks and uncertainties that could unfavorably affect their liquidity
positions, including, among other things, continued access to adequate financing sources on a timely basis on
reasonable terms. These sources of financing are vital to our ability to sell products through our distribution
network. Access to floor plan financing generally facilitates our dealers’ ability to purchase boats from us, and
their financed purchases reduce our working capital requirements. If floor plan financing were not available to
our dealers, our sales and our working capital levels would be adversely affected. The availability and terms of
financing offered by our dealers’ floor plan financing providers will continue to be influenced by:

•

their ability to access certain capital markets and to fund their operations in a cost-effective manner;

the performance of their overall credit portfolios;

their willingness to accept the risks associated with lending to dealers; and

the overall creditworthiness of those dealers.

We may be required to repurchase inventory of certain dealers.

Many of our dealers have floor plan financing arrangements with third-party finance companies that enable

the dealers to purchase our products. In connection with these agreements, we may have an obligation to
repurchase our products from a finance company under certain circumstances, and we may not have any control
over the timing or amount of any repurchase obligation nor have access to capital on terms acceptable to us to
satisfy any repurchase obligation. This obligation is triggered if a dealer defaults on its debt obligations to a
finance company, the finance company repossesses the boat and the boat is returned to us. Our obligation to
repurchase a repossessed boat for the unpaid balance of our original invoice price for the boat is subject to
reduction or limitation based on the age and condition of the boat at the time of repurchase, and in certain cases
by an aggregate cap on repurchase obligations associated with a particular floor plan financing program. For
fiscal year 2016, we agreed to repurchase three units from the lender of two of our former dealers resulting in
combined losses of $0.03 million. Other than these repurchase commitments, we have not repurchased any units
from lenders since July 1, 2010. There is no assurance that a dealer will not default on the terms of a credit line in
the future. In addition, applicable laws regulating dealer relations may also require us to repurchase our products
from our dealers under certain circumstances, and we may not have any control over the timing or amount of any
repurchase obligation nor have access to capital on terms acceptable to us to satisfy any repurchase obligation. If
we were obligated to repurchase a significant number of units under any repurchase agreement or under
applicable dealer laws, our business, operating results and financial condition could be adversely affected.

If we fail to manage our manufacturing levels while still addressing the seasonal retail pattern for our
products, our business and margins may suffer.

The seasonality of retail demand for our products, together with our goal of balancing production

throughout the year, requires us to manage our manufacturing and allocate our products to our dealer network to
address anticipated retail demand. Our dealers must manage seasonal changes in consumer demand and
inventory. If our dealers reduce their inventories in response to weakness in retail demand, or if new models or
product introductions are expected to replace or reduce demand for older models or products, we could be

required to reduce our production, resulting in lower rates of absorption of fixed costs in our manufacturing and,
therefore, lower margins. As a result, we must balance the economies of level production with the seasonal retail
sales pattern experienced by our dealers. Failure to adjust manufacturing levels adequately may have a material
adverse effect on our financial condition and results of operations.

We have a large fixed cost base that will affect our profitability if our sales decrease.

The fixed cost levels of operating a recreational powerboat manufacturer can put pressure on profit margins

when sales and production decline. Our profitability depends, in part, on our ability to spread fixed costs over a
sufficiently large number of products sold and shipped, and if we make a decision to reduce our rate of
production, gross or net margins could be negatively affected. Consequently, decreased demand or the need to
reduce production can lower our ability to absorb fixed costs and materially impact our financial condition or
results of operations.

Our industry is characterized by intense competition, which affects our sales and profits.

The recreational powerboat industry, and in particular the performance sport boat category, is highly
competitive for consumers and dealers. We also compete against consumer demand for used boats. Competition
affects our ability to succeed in both the markets we currently serve and new markets that we may enter in the
future, including the saltwater outboard fishing boat market in which Pursuit competes. Competition is based
primarily on brand name, price, product selection and product performance. We compete with several large
manufacturers that may have greater financial, marketing and other resources than we do and who are
represented by dealers in the markets in which we now operate and into which we plan to expand. We also
compete with a variety of small, independent manufacturers. We cannot assure you that we will not face greater
competition from existing large or small manufacturers or that we will be able to compete successfully with new
competitors. Our failure to compete effectively with our current and future competitors would adversely affect
our business, financial condition and results of operations.

Our sales may be adversely impacted by increased consumer preference for used boats or the supply of new
boats by competitors in excess of demand.

During the economic downturn that commenced in 2008, we observed a shift in consumer demand toward

purchasing more used boats, primarily because prices for used boats are typically lower than retail prices for new
boats. If this were to occur again, it could have the effect of reducing demand among retail purchasers for our
new boats. Also, while we have taken steps designed to balance production volumes for our boats with demand,
our competitors could choose to reduce the price of their products, which could have the effect of reducing
demand for our new boats. Reduced demand for new boats could lead to reduced sales by us, which could
adversely affect our business, results of operations or financial condition.

Our sales and profitability depend, in part, on the successful introduction of new products.

Market acceptance of our products depends on our technological innovation and our ability to implement
technology in our boats. Our sales and profitability may be adversely affected by difficulties or delays in product
development, such as an inability to develop viable or innovative new products. Our failure to introduce new
technologies and product offerings that our markets desire could adversely affect our business, financial
condition and results of operations. Also, we believe we have been able to achieve higher margins in part as a
result of the introduction of new features or enhancements to our existing boat models. If we fail to introduce
new features or those we introduce fail to gain market acceptance, our margins may suffer.

In addition, some of our direct competitors and indirect competitors may have significantly more resources
to develop and patent new technologies. It is possible that our competitors will develop and patent equivalent or
superior technologies and other products that compete with ours. They may assert these patents against us and we
may be required to license these patents on unfavorable terms or cease using the technology covered by these
patents, either of which would harm our competitive position and may materially adversely affect our business.

We also cannot be certain that our products or technologies have not infringed or will not infringe the
proprietary rights of others. Any such infringement could cause third parties, including our competitors, to bring
claims against us, resulting in significant costs and potential damages.

We compete with a variety of other activities for consumers’ scarce leisure time.

Our boats are used for recreational and sport purposes, and demand for our boats may be adversely affected
by competition from other activities that occupy consumers’ leisure time and by changes in consumer life style,
usage pattern or taste. Similarly, an overall decrease in consumer leisure time may reduce consumers’
willingness to purchase and enjoy our products.

Our success depends upon the continued strength of our brands—Malibu, Axis, and Cobalt—and the value
of our brands and sales of our products could be diminished if we, the athletes who use our products or the
sports and activities in which our products are used, are associated with negative publicity.

We believe that our brands—, Malibu, Axis, and Cobalt—are significant contributors to the success of our

business and that maintaining and enhancing our brands are important to expanding our consumer and dealer
base. Failure to continue to protect our brands may adversely affect our business, financial condition and results
of operations.

Negative publicity, including that resulting from severe injuries or death occurring in the sports and
activities in which our products are used, could negatively affect our reputation and result in restrictions, recalls
or bans on the use of our products. Further, actions taken by athletes associated with our products that harm the
reputations of those athletes could also harm our brand image and adversely affect our financial condition. If the
popularity of the sports and activities for which we design, manufacture and sell products were to decrease as a
result of these risks or any negative publicity, sales of our products could decrease, which could have an adverse
effect on our net revenue, profitability and operating results. In addition, if we become exposed to additional
claims and litigation relating to the use of our products, our reputation may be adversely affected by such claims,
whether or not successful, including by generating potential negative publicity about our products, which could
adversely impact our business and financial condition.

We may not be able to execute our manufacturing strategy successfully, which could cause the profitability
of our products to suffer.

Our manufacturing strategy is designed to improve product quality and increase productivity, while
reducing costs and increasing flexibility to respond to ongoing changes in the marketplace. To implement this
strategy, we must be successful in our continuous improvement efforts, which depend on the involvement of
management, production employees and suppliers. In addition, we began manufacturing our own trailers for
model year 2016 and have entered into an engine supply agreement with General Motors LLC for the
development of our own engines. Because the integration of our trailer manufacturing is relatively new to us, we
must continue to seek ways to improve our trailer production. Further, our vertical integration strategy for our
engines may not be successful. Any inability to achieve these objectives could adversely impact the profitability
of our products and our ability to deliver desirable products to our consumers.

Our engine integration strategy will require significant cash expenditures and we may not be able to
execute our strategy successfully, which could cause our profitability to suffer.

In November, 2016, we entered an engine supply agreement with General Motors LLC for the supply of
engines to us for use in our Malibu and Axis brand performance sports boats beginning as early as model year
2019 through model year 2023. Unlike our current strategy that purchases engines prepared for marine use, we
will be solely responsible for integrating the engines purchased from General Motors for marine use. We adopted
this strategy in order to more directly control product path (design, innovation, calibration and integration) of our

largest dollar procured part, to differentiate our product from our competitors, and to increase our ability to
respond to ongoing changes in the marketplace.

This strategy will require significant additional capital. We purchased an additional facility adjacent to our

current manufacturing facility for the production of our engines. We expect a total investment through
expenditures, working capital, and capital expenses of approximately $18.0 million for the three years since
entering the engine supply agreement in November 2016, which we have financed and intend to continue to
finance with cash from operations and our revolving credit facility. In addition, this strategy will increase the
fixed costs of our operations. And, because the integration of engines into our manufacturing process is new to
us, we must be successful in continuous improvement efforts, which depend on the involvement of management,
production employees and suppliers. If we are not successful in our engine integration strategy, it could adversely
impact the profitability of our products and our ability to deliver desirable products to our consumers.

We have entered into an agreement with Yamaha Motor Corporation, U.S.A. that will require us to
purchase substantially all of our outboard motors from Yamaha if we complete our acquisition of Pursuit,
which will make us reliant on Yamaha for our supply of outboard engines.

In August 2018, we entered into an agreement with Yamaha Motor Corporation, U.S.A., or Yamaha, that
becomes effective only if we complete our acquisition of Pursuit. Under our agreement with Yamaha, we will be
obligated to purchase Yamaha outboard engines for use in at least 90% of all of our boats equipped with outboard
motors, which would include boats under our Cobalt brand and Pursuit brand, if that acquisition is completed.
While we believe that this agreement with Yamaha will provide the engines we need for our Cobalt boats and
Pursuit boats, if the acquisition of Pursuit is completed, Yamaha could potentially exert significant bargaining
power over price, quality, warranty claims, or other terms relating to the outboard engines we use. We will also
be required to purchase a minimum volume of engines from Yamaha for the term of the agreement or refund
unearned funds to Yamaha. While we believe such minimum amount is achievable at our current volumes, there
can be no assurance that we will continue to maintain such volumes in the future.

As a result of our engine integration strategy, we will rely solely on General Motors for the supply of
Malibu and Axis engines, which we will then integrate for marine use.

The availability and cost of engines used in the manufacture of our boats are critical. For fiscal years 2018,

2017 and 2016, we purchased approximately 66%, 64% and 60%, respectively, of the engines for our Malibu and
Axis boats from a single supplier. These engines were prepared for marine use as purchased. We have begun
purchasing engines from General Motors LLC for our Malibu and Axis boats and we will prepare the engines for
marine use. We expect to be purchasing engines solely from General Motors as soon as model year 2020. If we
are required to replace General Motors for any reason, it could cause a decrease in products available for sale or
an increase in our cost of sales, either of which could adversely affect our business, financial condition and
results of operations.

We rely on third-party suppliers and may be unable to obtain adequate raw materials and components.

We depend on third-party suppliers to provide components and raw materials essential to the construction of

our boats. Historically, we have not entered into long-term agreements with our suppliers, but have developed
90-day forecast models with our major suppliers to minimize disruptions in our supply chain. While we believe
that our relationships with our current suppliers are sufficient to provide the materials necessary to meet present
production demand, we cannot assure you that these relationships will continue or that the quantity or quality of
materials available from these suppliers will be sufficient to meet our future needs, irrespective of whether we
successfully implement our growth strategy.

In particular, the availability and cost of engines used in the manufacture of our boats are critical. For fiscal

years 2018, 2017 and 2016 we purchased approximately 66%, 64% and 60%, respectively, of the engines for

our Malibu and Axis boats from a single supplier. Even with our engine integration strategy, we intend to
continue to purchase engines for our Malibu and Axis boats from our engine supplier through at least model year
2019. If we are required to replace these suppliers or the supplier of any other key components or raw materials,
it could cause a decrease in products available for sale or an increase in the cost of sales, either of which could
adversely affect our business, financial condition and results of operations even as our engines development
initiative continues.

Termination or interruption of informal supply arrangements could have a material adverse effect on our
business or results of operations.

We have informal supply arrangements with many of our suppliers. In the event of a termination of the

supply arrangement, there can be no assurance that alternate supply arrangements will be made on satisfactory
terms. If we need to enter into supply arrangements on unsatisfactory terms, or if there are any delays to our
supply arrangements, it could adversely affect our business and operating results.

Our ability to meet our manufacturing workforce needs is crucial to our results of operations and future
sales and profitability.

We rely on the existence of an available hourly workforce to manufacture our boats. We cannot assure you
that we will be able to attract and retain qualified employees to meet current or future manufacturing needs at a
reasonable cost, or at all. Although none of our employees is currently covered by collective bargaining
agreements, we cannot assure you that our employees will not elect to be represented by labor unions in the
future. Additionally, competition for qualified employees could require us to pay higher wages to attract a
sufficient number of employees. Significant increases in manufacturing workforce costs could materially
adversely affect our business, financial condition or results of operations.

Product liability, warranty, personal injury, property damage and recall claims may materially affect our
financial condition and damage our reputation.

We are engaged in a business that exposes us to claims for product liability and warranty claims in the event

our products actually or allegedly fail to perform as expected or the use of our products results, or is alleged to
result, in property damage, personal injury or death. In the past, we have provided limited product warranties,
generally covering periods from 12 to 36 months for Malibu brand boats and 12 to 24 months for Axis brand
boats. Effective July 1, 2015, we began providing a limited warranty for a period up to five years to our
consumers for both our Malibu and Axis brand boats manufactured after this point in time. We expect the
extension of our warranty coverage period to increase our obligations to cover warranty claims over time
resulting in an increase in our reserve to cover these warranty claims.

For Cobalt boats, we provide limited warranty for a period of up to ten years on structural components such
as hull/deck joints, bulkheads, floor, transom, stringers, and motor mount, and up to five years on manufactured
or purchased components, including canvas and upholstery. Gelcoat is covered up to three years for Cobalt and
one year for Malibu and Axis. If we complete our acquisition of Pursuit, we will continue to provide warranties
for Pursuit boats, which provide limited warranty for a period of up to five years on structural components such
as the hull, deck and fiberglass fuel tanks and defects in the gelcoat surface of the hull bottom, and up to two
years for components and accessories, subject to certain exclusions. In addition, we will be assuming any
warranty claims on Pursuit boats manufactured prior to our acquisition of Pursuit.

Our standard warranties require us or our dealers to repair or replace defective products during such

warranty periods at no cost to the consumer. Although we maintain product and general liability insurance of the
types and in the amounts that we believe are customary for the industry, we are not fully insured against all such
potential claims. We may experience legal claims in excess of our insurance coverage or claims that are not
covered by insurance, either of which could adversely affect our business, financial condition and results of

operations. Adverse determination of material product liability and warranty claims made against us could have a
material adverse effect on our financial condition and harm our reputation. In addition, if any of our products are,
or are alleged to be, defective, we may be required to participate in a recall of that product if the defect or alleged
defect relates to safety. These and other claims we face could be costly to us and require substantial management
attention.

We depend on key personnel and we may not be able to retain them or to attract, assimilate, and retain
highly qualified employees in the future.

Our future success will depend in significant part upon the continued service of our senior management and

our continuing ability to attract, assimilate, and retain highly qualified and skilled managerial, product
development, manufacturing, and marketing and other personnel. The loss of services of any members of our
senior management or key personnel or the inability to hire or retain qualified personnel in the future could
adversely affect our business, financial condition, and results of operations.

Our reliance upon patents, trademark laws and contractual provisions to protect our proprietary rights may
not be sufficient to protect our intellectual property from others who may sell similar products and may lead
to costly litigation. We are currently, and may be in the future, party to lawsuits and other intellectual
property rights claims that are expensive and time-consuming.

We hold patents and trademarks relating to various aspects of our products and believe that proprietary
technical know-how is important to our business. Proprietary rights relating to our products are protected from
unauthorized use by third parties only to the extent that they are covered by valid and enforceable patents or
trademarks or are maintained in confidence as trade secrets. We cannot be certain that we will be issued any
patents from any pending or future patent applications owned by or licensed to us or that the claims allowed
under any issued patents will be sufficiently broad to protect our technology. In the absence of enforceable patent
or trademark protection, we may be vulnerable to competitors who attempt to copy our products, gain access to
our trade secrets and know-how or diminish our brand through unauthorized use of our trademarks, all of which
could adversely affect our business. Accordingly, we may need to engage in future litigation to enforce
intellectual property rights to protect trade secrets or to determine the validity and scope of proprietary rights of
others. For example, in May 2017 we settled two Tennessee lawsuits in which we were previously a plaintiff
alleging infringement by a competitor of our patent rights in certain wake surfing technology. For more
information, see Note 15 to our audited consolidated financial statements included elsewhere in this Annual
Report.

We also rely on unpatented proprietary technology. It is possible that others will independently develop the
same or similar technology or otherwise obtain access to our unpatented technology. To protect our trade secrets
and other proprietary information, we require employees, consultants, advisors and collaborators to enter into
confidentiality agreements. We cannot assure you that these agreements will provide meaningful protection for
our trade secrets, know-how, or other proprietary information in the event of any unauthorized use,
misappropriation, or disclosure of such trade secrets, know-how, or other proprietary information. If we are
unable to maintain the proprietary nature of our technologies, we could be materially adversely affected.

In addition, others may initiate litigation or other proceedings to challenge the validity of our patents, or

allege that we infringe their patents, or they may use their resources to design comparable products that do not
infringe our patents. We may incur substantial costs if our competitors initiate litigation to challenge the validity
of our patents, or allege that we infringe their patents, or if we initiate any proceedings to protect our proprietary
rights. As an example, we entered into a settlement agreement in September 2014 and agreed to pay
$20.0 million in cash for settlement of a lawsuit alleging patent infringement and related claims against us in
connection with windshields installed in our boats that we purchased from a third party supplier. If the outcome
of any litigation challenging our patents is unfavorable to us, our business, financial condition and results of
operations could be adversely affected.

We rely on network and information systems and other technologies for our business activities and certain
events, such as computer hackings, viruses or other destructive or disruptive software or activities may
disrupt our operations, which could have a material adverse effect on our business, financial condition and
results of operations.

Network and information systems and other technologies are important to our business activities and
operations. Network and information systems-related events, such as computer hackings, cyber threats, security
breaches, viruses, or other destructive or disruptive software, process breakdowns or malicious or other activities
could result in a disruption of our services and operations or improper disclosure of personal data or confidential
information, which could damage our reputation and require us to expend resources to remedy any such
breaches. Moreover, the amount and scope of insurance we maintain against losses resulting from any such
events or security breaches may not be sufficient to cover our losses or otherwise adequately compensate us for
any disruptions to our businesses that may result, and the occurrence of any such events or security breaches
could have a material adverse effect on our business and results of operations. The risk of these systems-related
events and security breaches occurring has intensified, in part because we maintain certain information necessary
to conduct our businesses in digital form stored on cloud servers. While we develop and maintain systems
seeking to prevent systems-related events and security breaches from occurring, the development and
maintenance of these systems is costly and requires ongoing monitoring and updating as technologies change and
efforts to overcome security measures become more sophisticated. Despite these efforts, there can be no
assurance that disruptions and security breaches will not occur in the future. Moreover, we may provide certain
confidential, proprietary and personal information to third parties in connection with our businesses, and while
we obtain assurances that these third parties will protect this information, there is a risk that this information may
be compromised. The occurrence of any of such network or information systems-related events or security
breaches could have a material adverse effect on our business, financial condition and results of operations.

The nature of our business exposes us to workers’ compensation claims and other workplace liabilities.

Certain materials we use require our employees to handle potentially hazardous or toxic substances. While
our employees who handle these and other potentially hazardous or toxic materials receive specialized training
and wear protective clothing, there is still a risk that they, or others, may be exposed to these substances.
Exposure to these substances could result in significant injury to our employees and damage to our property or
the property of others, including natural resource damage. Our personnel are also at risk for other workplace-
related injuries, including slips and falls. We have in the past been, and may in the future be, subject to fines,
penalties, and other liabilities in connection with any such injury or damage. Although we currently maintain
what we believe to be suitable and adequate insurance in excess of our self-insured amounts, we may be unable
to maintain such insurance on acceptable terms or such insurance may not provide adequate protection against
potential liabilities.

Our international markets require significant management attention, expose us to difficulties presented by
international economic, political, legal and business factors, and may not be successful or produce desired
levels of sales and profitability.

We currently sell our products throughout the world. Our total sales outside North America were less than

10% of our total revenue for fiscal years 2018, 2017 and 2016. International markets have been, and will
continue to be, a focus for sales growth. We believe many opportunities exist in the international markets, and
over time we intend for international sales to comprise a larger percentage of our total revenue. Several factors,
including weakened international economic conditions, could adversely affect such growth. The expansion of our
existing international operations and entry into additional international markets require significant management
attention. Some of the countries in which we market and our distributors or licensee sell our products are to some
degree subject to political, economic or social instability. Our international operations expose us and our
representatives, agents and distributors to risks inherent in operating in foreign jurisdictions. These risks include,
but are not limited to:

•

increased costs of customizing products for foreign countries;

•

unfamiliarity with local demographics, consumer preferences and discretionary spending patterns;

difficulties in attracting customers due to a reduced level of customer familiarity with our brand;

competition with new, unfamiliar competitors;

the imposition of additional foreign governmental controls or regulations, including rules relating to
environmental, health and safety matters and regulations and other laws applicable to publicly-traded
companies, such as the Foreign Corrupt Practices Act, or the FCPA;

new or enhanced trade restrictions and restrictions on the activities of foreign agents, representatives
and distributors, including the imposition of additional or new tariffs;

the imposition of increases in costly and lengthy import and export licensing and other compliance
requirements, customs duties and tariffs, license obligations and other non-tariff barriers to trade;

laws and business practices favoring local companies;

longer payment cycles and difficulties in enforcing agreements and collecting receivables through
certain foreign legal systems; and

difficulties in enforcing or defending intellectual property rights.

Our international operations may not produce desired levels of total sales, or one or more of the foregoing

factors may harm our business, financial condition or results of operations.

Changes in currency exchange rates can adversely affect our results.

A portion of our sales are denominated in a currency other than the U.S. dollar. Consequently, a strong
U.S. dollar may adversely affect reported revenues. We also maintain a portion of our manufacturing operations
in Australia which partially mitigates the impact of a strengthening U.S. dollar in that country. A portion of our
selling, general and administrative costs are transacted in Australian dollars as a result. We also sell
U.S. manufactured products into certain international markets in U.S. dollars, including the sale of products into
Canada, Europe and Latin America. Demand for our products in these markets may also be adversely affected by
a strengthening U.S. dollar. For example, we have experienced decreased demand in Canada due to the
weakening Canadian dollar and demand is weak in other areas of the world, notably South America, South Africa
and Europe. We do not currently use hedging or other derivative instruments to mitigate our foreign currency
risks.

An increase in energy and fuel costs may adversely affect our business, financial condition and results of
operations.

Higher energy costs result in increases in operating expenses at our manufacturing facility and in the
expense of shipping products to our dealers. In addition, increases in energy costs may adversely affect the
pricing and availability of petroleum-based raw materials, such as resins and foams, that are used in our products.
Also, higher fuel prices may have an adverse effect on demand for our boats, as they increase the cost of
ownership and operation.

We are subject to U.S. and other anti-corruption laws, trade controls, economic sanctions and similar laws
and regulations, including those in the jurisdictions where we operate. Our failure to comply with these
laws and regulations could subject us to civil, criminal and administrative penalties and harm our
reputation.

Doing business on a worldwide basis requires us to comply with the laws and regulations of various foreign

jurisdictions. These laws and regulations place restrictions on our operations, trade practices, partners and
investment decisions. In particular, our operations are subject to U.S. and foreign anti-corruption and trade

control laws and regulations, such as the FCPA, export controls and economic sanctions programs, including
those administered by the U.S. Treasury Department’s Office of Foreign Assets Control, or the OFAC. As a
result of doing business in foreign countries and with foreign partners, we are exposed to a heightened risk of
violating anti-corruption and trade control laws and sanctions regulations.

The FCPA prohibits us from providing anything of value to foreign officials for the purposes of obtaining or
retaining business or securing any improper business advantage. It also requires us to keep books and records that
accurately and fairly reflect our transactions.

Economic sanctions programs restrict our business dealings with certain sanctioned countries, persons and

entities. In addition, because we act through dealers and distributors, we face the risk that our dealers, distributors
or consumers might further distribute our products to a sanctioned person or entity, or an ultimate end-user in a
sanctioned country, which might subject us to an investigation concerning compliance with OFAC or other
sanctions regulations.

Violations of anti-corruption and trade control laws and sanctions regulations are punishable by civil
penalties, including fines, denial of export privileges, injunctions, asset seizures, debarment from government
contracts and revocations or restrictions of licenses, as well as criminal fines and imprisonment. We cannot
assure you that all of our local, strategic or joint partners will comply with these laws and regulations, in which
case we could be held liable for actions taken inside or outside of the United States, even though our partners
may not be subject to these laws. Such a violation could materially and adversely affect our reputation, business,
results of operations and financial condition. Our continued international expansion, including in developing
countries, and our development of new partnerships and joint venture relationships worldwide, could increase the
risk of FCPA or OFAC violations in the future.

If we are unable to comply with environmental and other regulatory requirements, our business may be
exposed to material liability or fines.

We are subject to extensive regulation, including product safety, environmental and health and safety
requirements under various federal, state, local and foreign statutes, ordinances and regulations. While we
believe that we are in material compliance with all applicable federal, state, local and foreign regulatory
requirements, we cannot assure you that we will be able to continue to comply with applicable regulatory
requirements. Compliance with regulatory requirements could increase the cost of our products, which in turn,
may reduce consumer demand, or could materially increase the cost of operations. The failure to comply with
applicable regulatory requirements could cause us to incur significant fines or penalties, obligations to conduct
remedial or corrective actions, or, in extreme circumstances, revocation of our permits or injunctions preventing
some or all of our operations. In addition, the components of our boats must meet certain regulatory standards,
including air emission standards for boat engines and fuel systems. Failure to meet these standards could result in
an inability to sell our boats in key markets, which would adversely affect our business. In addition, legal
requirements are constantly evolving, and changes in laws, regulations or policies, or changes in interpretations
of the foregoing, could also increase our costs or create liabilities where none exists today.

As with boat construction in general, our manufacturing processes involve the use, handling, storage and
contracting for recycling or disposal of hazardous substances and wastes. The failure to manage or dispose of
such hazardous substances and wastes properly could expose us to material liability or fines, including liability
for personal injury or property damage due to exposure to hazardous substances, damages to natural resources, or
for the investigation and remediation of environmental conditions. Under certain environmental laws, we may be
liable for remediation of contamination at sites where our hazardous wastes have been disposed or at our current
or former facilities, regardless of whether such facilities are owned or leased or whether we caused the condition
of contamination. Also, the components in our boats may become subject to more stringent environmental
regulations. For example, boat engines and other emission producing components may be subject to more
stringent emissions standards, which could increase the cost of our engines, components and our products, which,
in turn, may reduce consumer demand for our products.

A natural disaster or other disruption at our manufacturing facilities could adversely affect our business,
financial condition and results of operations.

We rely on the continuous operation of manufacturing facilities in Tennessee, Kansas, California and
Australia. If we complete our acquisition of Pursuit, we will also have manufacturing facilities in southern
Florida. Any natural disaster or other serious disruption to our facilities due to fire, flood, earthquake or any other
unforeseen circumstances could adversely affect our business, financial condition and results of operations.
Changes in climate could adversely affect our operations by limiting or increasing the costs associated with
equipment or fuel supplies. In addition, adverse weather conditions, such as increased frequency and/or severity
of storms, or floods could impair our ability to operate by damaging our facilities and equipment or restricting
product delivery to customers. The occurrence of any disruption at our manufacturing facilities, even for a short
period of time, may have an adverse effect on our productivity and profitability, during and after the period of the
disruption. These disruptions may also cause personal injury and loss of life, severe damage to or destruction of
property and equipment and environmental damage. Although we maintain property, casualty and business
interruption insurance of the types and in the amounts that we believe are customary for the industry, we are not
fully insured against all potential natural disasters or other disruptions to our manufacturing facilities.

Increases in income tax rates or changes in income tax laws or enforcement could have a material adverse
impact on our financial results.

Changes in domestic and international tax legislation could expose us to additional tax liability and could

impact the amount of our tax receivable agreement liability. Although we monitor changes in tax laws and work
to mitigate the impact of proposed changes, such changes may negatively impact our financial results. In
addition, any increase in individual income tax rates, such as those implemented in the United States at the
beginning of 2013, would negatively affect our potential consumers’ discretionary income and could decrease the
demand for our products. While we do not expect the provisions of the Tax Cuts and Jobs Act of 2017, or the
Tax Act to have a material adverse impact on our business or financial results, quantifying all of the impacts of
the Tax Act requires significant judgment by our management, including the inherent complexities involved in
determining the timing of reversals of our deferred tax assets and liabilities. Accordingly, we will continue to
analyze the impacts of the Tax Act on our business and financial results and, if necessary, record any further
adjustments to our deferred tax assets and liabilities and our tax receivable agreement liability in future periods.
Such adjustments may negatively impact our financial results.

The credit agreement governing our revolving credit facility and term loan contains restrictive covenants
which may limit our operating flexibility and may impair our ability to access sufficient capital to operate
our business.

We have relied on and continue to rely on our term loan and revolving credit facility to provide us with
adequate liquidity to operate our business. Our credit agreement governing our revolving credit facility and term
loan contains restrictive covenants that limit our ability to, among other things, incur additional debt and
additional liens on property and make future payments of dividends or distributions on our capital stock. Further,
the credit agreement requires compliance with financial covenants, including a minimum ratio of EBITDA to
fixed charges and a maximum ratio of total debt to EBITDA.

These covenants may affect our ability to operate and finance our business as we deem appropriate.

Violation of these covenants could constitute an event of default under the credit agreement governing our
revolving credit facility and term loan. If there were an event of default under the credit agreement, our lenders
could reduce or terminate our access to amounts under our credit facilities or declare all of the indebtedness
outstanding under our revolving credit facility and term loan immediately due and payable. We may not have
sufficient funds available, or we may not have access to sufficient capital from other sources, to continue funding
our operations or to repay any accelerated debt. Even if we could obtain additional financing, the terms of the
financing may not be favorable to us. In addition, substantially all of our assets are subject to liens securing our

revolving credit facility and term loan. If amounts outstanding under the revolving credit facility or term loan
were accelerated, our lenders could foreclose on these liens and we could lose substantially all of our assets. Any
event of default under the credit agreement governing our revolving credit facility and term loan could have a
material adverse effect on our business, financial condition and results of operations.

Our variable rate indebtedness subjects us to interest rate risk, which could cause our debt service
obligations to increase significantly.

Borrowings under our revolving credit facility and term loan are at variable rates of interest and expose us to

interest rate risk. Interest rates are currently at relatively low levels. If interest rates increase, our debt service
obligations on the variable rate indebtedness will increase even though the amount borrowed remains the same,
and our net income and cash flows, including cash available for servicing our indebtedness, will correspondingly
decrease. We manage our exposure to interest rate movements on our term loan through the use of an interest rate
swap agreement on a notional amount of $39.3 million. We have elected not to designate our interest rate swap as
a hedge; therefore, changes in the fair value of the derivative instrument may cause volatility in our interest
expense based on fluctuations in interest rates. In the future, we may enter into similar interest rate swaps that
involve the exchange of floating for fixed rate interest payments in order to reduce future interest rate volatility
on the remaining unhedged portion of our term loan; however, there is no guarantee we may take such action and
we may not fully mitigate our interest rate risk. A hypothetical 1% increase in LIBOR over the 1.52% floor could
increase our annual interest expense and related cash flows by approximately $0.9 million based on the unhedged
portion of the amounts outstanding under our credit facility as of June 30, 2018.

We are an “emerging growth company” and we cannot be certain if the reduced disclosure requirements
applicable to emerging growth companies will make our Class A Common Stock less attractive to investors.

We are an “emerging growth company” as defined in the Jumpstart Our Business Startups Act, or the JOBS
Act. We have taken, and for as long as we continue to be an emerging growth company, we may choose to take,
advantage of certain exemptions from various reporting requirements applicable to other public companies but
not to emerging growth companies, which includes, among other things:

•

exemption from the auditor attestation requirements under Section 404 of the Sarbanes-Oxley Act;

reduced disclosure obligations regarding executive compensation in our periodic reports and proxy
statements;

exemption from the requirements of holding non-binding stockholder votes on executive compensation
arrangements; and

exemption from any public rules requiring mandatory audit firm rotation and auditor discussion and
analysis and, unless the SEC otherwise determines, any future audit rules that may be adopted by the
Public Company Accounting Oversight Board.

We could be an emerging growth company until the last day of the fiscal year following the fifth

anniversary after our initial public offering (June 30, 2019) or until the earliest of (1) the last day of the fiscal
year in which we have annual gross revenue of $1.0 billion or more, (2) the date on which we have, during the
previous three-year period, issued more than $1.0 billion in non-convertible debt or (3) the date on which we are
deemed to be a large accelerated filer under the federal securities laws, which requires, among other things, the
market value of our common stock held by non-affiliates to be at least $700.0 million as of the last business day
of our second fiscal quarter. We would qualify as a large accelerated filer as of the first day of the first fiscal year
after we have more than $700.0 million in our outstanding common equity held by our non-affiliates on the last
business day of our second fiscal quarter. We expect that we will no longer qualify as an emerging growth
company as of June 30, 2019.

Under the JOBS Act, emerging growth companies are also permitted to elect to delay adoption of new or
revised accounting standards until companies that are not subject to periodic reporting obligations are required to

comply, if such accounting standards apply to non-reporting companies. We have made an irrevocable decision
to opt out of this extended transition period for complying with new or revised accounting standards.

We cannot predict if investors will find our Class A Common Stock less attractive if we rely on these
exemptions. If some investors find our Class A Common Stock less attractive as a result, there may be less active
trading market for our Class A Common Stock and our stock price may be more volatile.

Failure to maintain effective internal control over financial reporting or disclosure controls and procedures
could have a material adverse effect on our business and stock price.

Section 404(a) of the Sarbanes-Oxley Act requires an annual management assessment of the effectiveness of

our internal control over financial reporting. Management is similarly required to review disclosure controls,
which are controls established to ensure that information required to be disclosed in SEC reports is recorded,
processed, summarized and reported in a timely manner. Additionally, once we are no longer an emerging
growth company, as defined by the JOBS Act, our independent registered public accounting firm will be required
pursuant to Section 404(b) of the Sarbanes-Oxley Act to attest to the effectiveness of our internal control over
financial reporting on an annual basis. We expect our independent registered public accounting firm to attest to
the effectiveness of our internal control over financial reporting beginning with our fiscal year ending June 30,
2019.

If we fail to maintain the adequacy of our internal controls, as such standards are modified, supplemented or
amended from time to time, we may not be able to ensure that we can conclude on an ongoing basis that we have
effective internal control over financial reporting. The existence of any material weakness could require
management to devote significant time and incur significant expense to remediate any such material weakness
and management may not be able to remediate any such material weakness in a timely manner. The existence of
any material weakness in our internal control over financial reporting could also result in errors in our financial
statements that could require us to restate our financial statements, cause us to fail to meet our reporting
obligations, and cause stockholders to lose confidence in our reported financial information, all of which could
materially and adversely affect our business and stock price. In addition, if our independent registered public
accounting firm is unable to provide an unqualified attestation report on our internal controls after we cease to be
an emerging growth company, investors could lose confidence in our financial information and the price of our
stock could decline.

We incur significant increased costs as a result of being a public company, and our management devotes
substantial time to comply with the laws and regulations affecting public companies. We expect our costs to
increase after we are no longer an emerging growth company.

We became a public company on January 30, 2014. As a public company, we have incurred significant
legal, accounting and other expenses that we did not incur as a private company, including costs associated with
public company reporting and corporate governance requirements, in order to comply with the rules and
regulations imposed by the Sarbanes-Oxley Act, as well as rules implemented by the SEC and Nasdaq. We
expect these costs to increase after we cease to qualify as an emerging growth company, which we expect to be
on June 30, 2019. Our management and other personnel devote a substantial amount of time to these compliance
initiatives and our legal and accounting compliance costs have increased. It is likely that we will need to hire
additional staff in the areas of investor relations, legal and accounting as we continue to operate as a public
company. We also believe it is more difficult and expensive for us to obtain director and liability insurance as a
public company, and we may be required to accept reduced policy limits and coverage or incur substantially
higher costs to obtain the same or similar coverage. As a result, it may be more difficult for us to attract and
retain qualified individuals to serve on our board of directors or as executive officers. We are currently
evaluating and monitoring developments with respect to these rules, and we cannot predict or estimate the
amount of additional costs we may incur in the future or the timing of such costs.

The Sarbanes-Oxley Act requires, among other things, that we maintain effective internal controls over
financial reporting and disclosure controls and procedures. In particular, as a public company, we are required to
perform system and process evaluations and testing of our internal control over financial reporting to allow
management and our independent registered public accounting firm to report on the effectiveness of our internal
controls over financial reporting, as required by Section 404 of the Sarbanes-Oxley Act. As an emerging growth
company, we are not required to comply with the auditor attestation provisions of Section 404 but we expect to
comply beginning with our fiscal year ending June 30, 2019. Our testing, or the subsequent testing by our
independent registered public accounting firm, may reveal deficiencies in our internal control over financial
reporting that are deemed to be material weaknesses. Our compliance with Section 404 requires that we incur
substantial accounting expense and management time on compliance-related issues. Moreover, if we are not able
to comply with the requirements of Section 404 in a timely manner, or if we or our independent registered public
accounting firm identify deficiencies in our internal control over financial reporting that are deemed to be
material weaknesses, we could lose investor confidence in the accuracy and completeness of our financial
reports, which could cause our stock price to decline.

When we cease to qualify as an emerging growth company, we expect to incur additional expenses and
devote increased management effort toward ensuring compliance with them. We cannot predict or estimate the
amount of additional costs we may incur as a result of becoming a public company or the timing of such costs.

Risks Related to Our Organizational Structure

Our only material asset is our interest in the LLC, and we are accordingly dependent upon distributions
from the LLC to pay taxes, make payments under the tax receivable agreement or pay dividends.

Malibu Boats, Inc. is a holding company and has no material assets other than our ownership of LLC Units.

Malibu Boats, Inc. has no independent means of generating revenue. We intend to cause the LLC to make
distributions to its unit holders in an amount sufficient to cover all applicable taxes at assumed tax rates,
payments under the tax receivable agreement and dividends, if any, declared by us. To the extent that we need
funds, and the LLC is restricted from making such distributions under applicable law or regulation or under the
terms of its financing arrangements, or is otherwise unable to provide such funds, it could materially adversely
affect our liquidity and financial condition. For example, our credit agreement generally prohibits the LLC,
Malibu Boats, LLC, Malibu Australian Acquisition Corp., and Cobalt Boats, LLC from paying dividends or
making distributions. Our credit agreement permits, however, (i) distributions based on a member’s allocated
taxable income, (ii) distributions to fund payments that are required under the LLC’s tax receivable agreement,
(iii) purchase of stock or stock options of the LLC from former officers, directors or employees of loan parties or
payments pursuant to stock option and other benefit plans up to $2.0 million in any fiscal year, and (iv) share
repurchase payments up to $20.0 million in any fiscal year subject to one-year carry forward and compliance
with other financial covenants. In addition, the LLC may make dividends and distributions of up to $6.0 million
in any fiscal year, subject to compliance with other financial covenants.

We will be required to pay the pre-IPO owners (or any permitted assignee ) for certain tax benefits pursuant
to our tax receivable agreement with them, and the amounts we may pay could be significant.

We entered into a tax receivable agreement with the pre-IPO owners (or their permitted assignees) that
provides for the payment by us to the pre-IPO owners (or any permitted assignee) of 85% of the tax benefits, if
any, that we are deemed to realize as a result of (1) the increases in tax basis resulting from our purchases or
exchanges of LLC Units and (2) certain other tax benefits related to our entering into the tax receivable
agreement, including tax benefits attributable to payments under the tax receivable agreement. These payment
obligations are our obligations and not of the LLC. For purposes of the agreement, the benefit deemed realized
by us will be computed by comparing our actual income tax liability (calculated with certain assumptions) to the
amount of such taxes that we would have been required to pay had there been no increase to the tax basis of the
assets of the LLC as a result of the purchases or exchanges, and had we not entered into the tax receivable

agreement. Estimating the amount of payments that may be made under the tax receivable agreement is by its
nature imprecise, insofar as the calculation of amounts payable depends on a variety of factors. The actual
increase in tax basis, as well as the amount and timing of any payments under the agreement, will vary depending
upon a number of factors, including:

•

the timing of purchases or exchanges-for instance, the increase in any tax deductions will vary
depending on the fair value, which may fluctuate over time, of the depreciable or amortizable assets of
the LLC at the time of each purchase or exchange;

the price of shares of our Class A Common Stock at the time of the purchase or exchange-the increase
in any tax deductions, as well as the tax basis increase in other assets, of the LLC is directly related to
the price of shares of our Class A Common Stock at the time of the purchase or exchange;

the extent to which such purchases or exchanges are taxable-if an exchange or purchase is not taxable
for any reason, increased deductions will not be available; and

the amount and timing of our income-the corporate taxpayer will be required to pay 85% of the deemed
benefits as and when deemed realized. If we do not have taxable income, we generally will not be
required (absent a change of control or other circumstances requiring an early termination payment) to
make payments under the tax receivable agreement for that taxable year because no benefit will have
been realized. However, any tax benefits that do not result in realized benefits in a given tax year will
likely generate tax attributes that may be utilized to generate benefits in previous or future tax years.
The utilization of such tax attributes will result in payments under the tax receivable agreement.

For more information see Note 2 to our audited consolidated financial statements included elsewhere in this

Annual Report.

We expect that the payments that we may make under the tax receivable agreement may be substantial.

Assuming no material changes in the relevant tax law, and that we earn sufficient taxable income to realize all
tax benefits that are subject to the agreement, we expect that future payments under the tax receivable agreement
relating to the purchases by Malibu Boats, Inc. of LLC Units will be approximately $55.0 million over the next
eighteen (18) years. Future payments to pre-IPO owners (or their permitted assignees) in respect of subsequent
exchanges or purchases would be in addition to these amounts and are expected to be substantial. The foregoing
numbers are merely estimates and the actual payments could differ materially. It is possible that future
transactions or events, such as changes in tax legislation, could increase or decrease the actual tax benefits
realized and the corresponding tax receivable agreement payments. For example, during the second quarter of
fiscal 2018, the U.S. Congress enacted tax legislation called the Tax Cuts and Jobs Act of 2017 (“the Tax Act”)
on December 22, 2017, which, among other provisions, lowered our U.S. corporate tax rate from 35% to 21%,
effective January 1, 2018. The Tax Act lowered the estimated tax rate used to compute our future tax obligations
and, in turn, reduced the future tax benefit expected to be realized by us related to increased tax basis from
previous sales and exchanges of LLC Units by pre-IPO owners of the LLC. The change in the underlying tax rate
assumptions used to estimate the tax receivable agreement liability, resulted in a decrease in the tax receivable
agreement liability of $30.3 million during the second quarter of fiscal 2018. Refer to Note 10 for further
information on the Tax Act. Also, during the first quarter of fiscal 2018, we acquired Cobalt, which expanded our
footprint into new state tax jurisdictions. This change in the our state tax posture increased the estimated tax rate
used in computing our future tax obligations and, in turn, increased the future tax benefit expected to be realized
by us related to increased tax basis from previous sales and exchanges of LLC Units by pre-IPO owners of the
LLC. The change in the underlying tax rate assumptions used to estimate the tax receivable agreement liability
resulted in an increase in the tax receivable agreement liability of $6.0 million during the first quarter of fiscal
year 2018. During the fourth quarter of fiscal year 2017, the state of Tennessee enacted tax legislation, which
lowered the estimated tax rate used in computing our future tax obligations and, in turn, reduced the future tax
benefit expected to be realized by us related to increased tax basis from previous sales and exchanges of LLC
Units by pre-IPO owners. The change in the underlying tax rate assumptions used to estimate our tax receivable
agreement liability resulted in a decrease in such liability of $8.1 million during the fourth quarter of fiscal year
2017.

Further, there may be a material negative effect on our liquidity if distributions to us by the LLC are not

sufficient to permit us to make payments under the tax receivable agreement after we have paid taxes. For
example, we may have an obligation to make tax receivable agreement payments for a certain amount while
receiving distributions from the LLC in a lesser amount, which would negatively affect our liquidity. The
payments under the tax receivable agreement are not conditioned upon the pre-IPO owners’ (or any permitted
assignees’) continued ownership of us.

We are required to make a good faith effort to ensure that we have sufficient cash available to make any
required payments under the tax receivable agreement. The limited liability company agreement of the LLC
requires the LLC to make “tax distributions” which, in the ordinary course, will be sufficient to pay our actual
tax liability and to fund required payments under the tax receivable agreement. If for any reason the LLC is not
able to make a tax distribution in an amount that is sufficient to make any required payment under the tax
receivable agreement or we otherwise lack sufficient funds, interest would accrue on any unpaid amounts at the
London Interbank Offered Rate, or LIBOR, plus 500 basis points until they are paid.

In certain cases, payments under the tax receivable agreement to the pre-IPO owners (or any permitted
assignees) of LLC Units may be accelerated or significantly exceed the actual benefits we realize in respect
of the tax attributes subject to the tax receivable agreement.

The tax receivable agreement provides that, in the event that we exercise our right to early termination of

the tax receivable agreement, or in the event of a change in control or a material breach by us of our obligations
under the tax receivable agreement, the tax receivable agreement will terminate, and we will be required to make
a lump-sum payment equal to the present value of all forecasted future payments that would have otherwise been
made under the tax receivable agreement, which lump-sum payment would be based on certain assumptions,
including those relating to our future taxable income. The change in control payment and termination payments
to the pre-IPO owners (or any permitted assignees) could be substantial and could exceed the actual tax benefits
that we receive as a result of acquiring the LLC Units because the amounts of such payments would be calculated
assuming that we would have been able to use the potential tax benefits each year for the remainder of the
amortization periods applicable to the basis increases, and that tax rates applicable to us would be the same as
they were in the year of the termination. In these situations, our obligations under the tax receivable agreement
could have a substantial negative impact on our liquidity. There can be no assurance that we will be able to
finance our obligations under the tax receivable agreement.

Payments under the tax receivable agreement will be based on the tax reporting positions that we determine.
Although we are not aware of any issue that would cause the Internal Revenue Service, or the IRS, to challenge a
tax basis increase, Malibu Boats, Inc. will not be reimbursed for any payments previously made under the tax
receivable agreement. As a result, in certain circumstances, payments could be made under the tax receivable
agreement in excess of the benefits that Malibu Boats, Inc. actually realizes in respect of (1) the increases in tax
basis resulting from our purchases or exchanges of LLC Units and (2) certain other tax benefits related to our
entering into the tax receivable agreement, including tax benefits attributable to payments under the tax
receivable agreement.

Risks Related to Our Class A Common Stock

Our stock price may be volatile and stockholders may be unable to sell shares at or above the price at which
they purchased them.

Our stock price ranged from $25.00 per share to $46.49 per share during fiscal year 2018. The market price
of our Class A Common Stock could be subject to wide fluctuations in response to the many risk factors listed in
this section, and others beyond our control, including:

•

our ability to continue to integrate our acquisition of Cobalt and the possible integration of our pending
acquisition of Pursuit into our business;

•

our ability to complete our acquisition of Pursuit;

actual or anticipated fluctuations in our financial condition and results of operations;

addition or loss of consumers or dealers;

actual or anticipated changes in our rate of growth relative to our competitors;

additions or departures of key personnel;

failure to introduce new products, or for those products to achieve market acceptance;

disputes or other developments related to proprietary rights, including patents, litigation matters and
our ability to obtain intellectual property protection for our technologies;

announcements by us or our competitors of significant acquisitions, strategic partnerships, joint
ventures or capital commitments;

fluctuations in the valuation of companies perceived by investors to be comparable to us;

changes in applicable laws or regulations;

issuance of new or updated research or reports by securities analysts;

sales of our Class A Common Stock by us or our stockholders; and

share price and volume fluctuations attributable to inconsistent trading volume levels of our shares.

Further, the stock markets may experience extreme price and volume fluctuations that can affect the market
prices of equity securities. These fluctuations can be unrelated or disproportionate to the operating performance
of those companies. These broad market and industry fluctuations, as well as general economic, political and
market conditions such as recessions, interest rate changes or international currency fluctuations, could harm the
market price of our Class A Common Stock.

In the past, companies that have experienced volatility in the market price of their stock have been subject to

securities class action litigation. We may be the target of this type of litigation in the future. Securities litigation
against us could result in substantial costs and divert our management’s attention from other business concerns,
which could harm our business.

If securities or industry analysts do not publish research or reports about our business, or publish negative
reports about our business, our share price and trading volume could decline.

The trading market for our Class A Common Stock may depend on the research and reports that securities
or industry analysts publish about us or our business. We do not have any control over these analysts. If one or
more of the analysts who cover us downgrade our shares or change their opinion of our shares, our share price
would likely decline. If one or more of these analysts cease coverage of our company or fail to regularly publish
research or reports on us, we could lose visibility in the financial markets, which could cause our stock price or
trading volume to decline.

Future sales of our Class A Common Stock in the public market could cause our share price to fall;
furthermore, you may be diluted by future issuances of Class A Common Stock in connection with our
incentive plans, acquisitions or otherwise.

Sales of a substantial number of shares of our Class A Common Stock in the public market, in particular
sales by our directors, officers or other affiliates, or the perception that these sales might occur, could depress the
market price of our Class A Common Stock and could impair our ability to raise capital through the sale of
additional equity securities. Furthermore, any Class A Common Stock that we issue in connection with our Long-
Term Incentive Plan or other equity incentive plans that we may adopt in the future, our acquisitions or otherwise
would dilute the percentage ownership of holders of our Class A Common Stock.

Our governing documents and Delaware law could prevent a takeover that stockholders consider favorable
and could also reduce the market price of our stock.

Our certificate of incorporation and bylaws contain certain provisions that could delay or prevent a change

in control. These provisions could also make it more difficult for stockholders to elect directors and take other
corporate actions. These provisions include, without limitation:

•

a classified board structure;

a requirement that stockholders must provide advance notice to propose nominations or have other
business considered at a meeting of stockholders;

supermajority stockholder approval to amend our bylaws or certain provisions in our certificate of
incorporation; and

authorization of blank check preferred stock.

In addition, we are subject to the provisions of Section 203 of the Delaware General Corporation Law.

These provisions may prohibit large stockholders, in particular those owning 15% or more of our outstanding
Class A Common Stock, from engaging in certain business combinations without the approval of substantially all
of our stockholders for a certain period of time.

These and other provisions in our certificate of incorporation, bylaws and under Delaware law could
discourage potential takeover attempts, reduce the price that investors might be willing to pay for shares of our
Class A Common Stock in the future and result in the market price being lower than it would be without these
provisions.

We currently do not intend to pay dividends on our Class A Common Stock and, consequently, the only
opportunity for stockholders to achieve a return on their investment is if the price of our Class A Common
Stock appreciates.

We currently do not plan to declare or pay dividends on shares of our Class A Common Stock in the

foreseeable future. Further, because we are a holding company, our ability to pay dividends depends on our
receipt of cash distributions from the LLC and the LLC also relies on its subsidiaries for receipt of cash for
distributions. This may further restrict our ability to pay dividends as a result of the laws of the jurisdiction of
organization of the LLC and its subsidiaries, agreements of the LLC or its subsidiaries or covenants under our,
the LLC’s or its subsidiaries’ existing or future indebtedness. For example, our credit agreement generally
prohibits the LLC, Malibu Boats, LLC, Malibu Australian Acquisition Corp. and Cobalt Boats, LLC. from
paying dividends or making distributions. Our credit agreement permits, however, (i) distributions based on a
member’s allocated taxable income, (ii) distributions to fund payments that are required under the LLC’s tax
receivable agreement, (iii) purchase of stock or stock options of the LLC from former officers, directors or
employees of loan parties or payments pursuant to stock option and other benefit plans up to $2.0 million in any
fiscal year, and (iv) share repurchase payments up to $20.0 million in any fiscal year subject to one-year carry
forward and compliance with other financial covenants. In addition, the LLC may make dividends and
distributions of up to $6.0 million in any fiscal year, subject to compliance with other financial covenants.
Consequently, for stockholders the only opportunity to achieve a return on the shares they purchase will be if the
market price of our Class A Common Stock appreciates and they sell their shares at a profit.

Item 1B. Unresolved Staff Comments

Not applicable.

Item 2. Properties

Tennessee

Our Malibu and Axis boats are manufactured and tested on the lake at our 239,300 square-foot facility
located in Loudon, Tennessee. Our Loudon facility also includes trailer manufacturing along with warehouse and
office space and is leased pursuant to a lease agreement that has a term through March 31, 2028, with the option
to extend for three additional terms of ten years each.

On November 10, 2016, we completed the purchase of an additional facility in Loudon, Tennessee. The
facility contains approximately 70,000 square feet of production, warehouse and office space and is utilized for
our engine vertical integration initiatives. Both of our Loudon facilities are used in our Malibu U.S. segment.

Kansas

On July 6, 2017, we completed the acquisition of Cobalt and its manufacturing facilities. Cobalt boats are
manufactured in Neodesha, Kansas with four locations providing 451,000 square feet of manufacturing space.
Our Neodesha facility is used in our Cobalt segment.

California

We lease a 172,500 square-foot facility in Merced, California pursuant to a lease agreement that has a term
through March 31, 2028, with the option to extend for three additional terms of ten years each. Our Merced site
houses both our product development team that focuses on design innovations as well as our tower and tower
accessory manufacturing operations. The components assembled at this site are delivered to our facilities in
Tennessee and our Australian licensee. Our Merced site is used in both our Malibu U.S. and Malibu Australia
segments.

Australia

We manufacture and test boats at two facilities in Albury, Australia with combined square-footage of
68,222. Each facility is leased pursuant to a lease agreement and each with a term through October 22, 2024, with
two 5-year options to extend lease term. Our Albury facilities are used in our Malibu Australia segment.

Item 3. Legal Proceedings

The discussion of legal matters under the section entitled “Legal Proceedings” is incorporated by reference

from Note 15 of our audited consolidated financial statements included elsewhere in this Annual Report on
Form 10-K.

Item 4. Mine Safety Disclosures

Not Applicable.

PART II.

Item 5. Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of
Equity Securities

Market Information

Our Class A Common Stock has been listed on the Nasdaq Global Select Market under the symbol

“MBUU” since January 31, 2014. Prior to that date, there was no public trading market for our Class A Common
Stock. The following table sets forth, for the periods indicated, the high and low sales prices of our Class A
Common Stock as reported by the Nasdaq Global Select Market since our initial public offering:

Fiscal Year 2017
First Quarter
Second Quarter
Third Quarter
Fourth Quarter

Fiscal Year 2018
First Quarter
Second Quarter
Third Quarter
Fourth Quarter

High

Low

$16.78
$20.10
$22.95
$29.50

$31.94
$33.35
$36.81
$46.49

$12.13
$14.12
$17.17
$21.39

$25.00
$27.44
$27.85
$32.03

On September 5, 2018, the last reported sale price on the Nasdaq Global Select Market of our Class A
Common Stock was $ 49.69 per share. As of September 5, 2018, we had approximately seven holders of record
of our Class A Common Stock and 17 holders of record of our Class B Common Stock. The actual number of
stockholders is greater than this number of record holders, and includes stockholders who are beneficial owners,
but whose shares are held in street name by brokers and other nominees. This number of holders of record also
does not include stockholders whose shares may be held in trust by other entities.

Dividends

Malibu Boats, Inc. has never declared or paid any cash dividends on its capital stock. We currently

anticipate that we will retain all of our future earnings for use in the expansion and operation of our business and
do not anticipate paying any cash dividends in the foreseeable future. Any future determination to declare cash
dividends will be made at the discretion of our board of directors, subject to applicable law and will depend on
our financial condition, results of operations, capital requirements, general business conditions and other factors
that our board of directors may deem relevant. In addition, our credit facility restricts our ability to pay dividends
on our capital stock in certain cases.

Malibu Boats, Inc. is a holding company and has no material assets other than its ownership of LLC Units.
We intend to cause the LLC to make distributions to us in an amount sufficient to cover cash dividends, if any,
declared by us. If the LLC makes such distributions to Malibu Boats, Inc., the other holders of LLC Units will be
entitled to receive equivalent distributions on a pro rata basis.

Our credit agreement governing our credit facility generally prohibits the LLC and our other subsidiaries
from paying dividends or making distributions to us. Our credit agreement permits, however, (i) distributions
based on a member’s allocated taxable income, (ii) distributions to fund payments that are required under the
LLC’s tax receivable agreement, (iii) purchase of stock or stock options of the LLC from former officers,
directors or employees of loan parties or payments pursuant to stock option and other benefit plans up to
$2.0 million in any fiscal year, and (iv) share repurchase payments up to $20 million in any fiscal year subject to
one-year carry forward and compliance with other financial covenants. In addition, the LLC may make dividends
and distributions of up to $6.0 million in any fiscal year, subject to compliance with other financial covenants.

Stock Performance Graph

The stock price performance graph below shall not be deemed soliciting material or to be filed with the SEC or
subject to Regulation 14A or 14C under the Exchange Act or to the liabilities of Section 18 of the Exchange Act,
nor shall it be incorporated by reference into any past or future filing under the Securities Act of 1933, as
amended, or the Securities Act or the Exchange Act, except to the extent we specifically request that it be treated
as soliciting material or specifically incorporate it by reference into a filing under the Securities Act or the
Exchange Act.

The following graph shows the cumulative total stockholder return of an investment of $100 in cash at
market close on January 31, 2014 (the first day of trading of our Class A Common Stock), through June 30, 2018
for (i) our Class A Common Stock, (ii) the Russell 2000 Index and (iii) the Dow Jones Recreational Product
Index. Pursuant to applicable SEC rules, all values assume reinvestment of the full amount of all dividends,
however no dividends have been declared on our Class A Common Stock to date. The stockholder return shown
on the graph below is not necessarily indicative of future performance, and we do not make or endorse any
predictions as to future stockholder returns.

Issuer Purchases of Equity Securities

We did not repurchase any stock during the quarter ended June 30, 2018. The stock repurchase program

which was authorized by our Board of Directors on February 1, 2016 expired on February 8, 2017.

Unregistered Sales of Equity Securities

On June 1, 2018, in connection with the exchange of limited liability company interests of the LLC by a
member of the LLC, we issued a total of 17,000 shares of our Class A Common Stock, par value $0.01 per share for
nominal consideration to such member in reliance on the exemption under Section 4(a)(2) of the Securities Act.

On June 1, 2018, in connection with the exchange of limited liability company interests of the LLC by a

member of the LLC, we issued a total of 5,978 shares of our Class A Common Stock, par value $0.01 per share
for nominal consideration to such member in reliance on the exemption under Section 4(a)(2) of the Securities
Act.

Equity Compensation Plan Information

Equity compensation plan information required by this Item 5 will be included in our definitive proxy
statement for our annual meeting of stockholders, which will be filed with the SEC no later than 120 days after
the end of our fiscal year ended June 30, 2018 (the “Proxy Statement”), and is incorporated herein by reference.

Item 6. Selected Financial Data

The following table presents our selected financial data. The table should be read in conjunction with
“Item 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations,” and “Item 8.
Financial Statements and Supplementary Data,” of this Annual Report on Form 10-K.

Consolidated statement of operations and

comprehensive income (loss) data:

Net sales
Cost of sales

Gross profit
Operating expenses:

Selling and marketing
General and administrative
Amortization

Operating income (loss)
Other income (expense), net

Net income (loss) before income tax expense

(benefit)

Income tax expense (benefit)

Net income (loss)
Net income attributable to non-controlling

interest 2

Net income (loss) attributable to Malibu Boats,

2018

2017

2016

2015

2014 (1)

Fiscal Year Ended June 30,

(Dollars in thousands)

497,002
376,660

120,342

13,718
31,359
5,198

70,067
19,320

89,387
58,418

30,969

281,937 $
206,899

75,038

8,619
24,783
2,198

39,438
9,230

48,668
17,593

31,075

252,965
186,145

66,820

228,621
168,192

60,429

190,935
140,141

50,794

7,475
21,256
2,185

35,904
(3,808)

32,096
11,801

20,295

7,007
19,809
2,463

31,150
696

31,846
8,663

23,183

6,098
39,974
5,177

(455)
(2,953)

(3,408)
(2,220)

(1,188)

3,356

2,717

2,253

8,522

3,488

Inc.

27,613

28,358 $

18,042

14,661

(4,676)

For Period
from
February 5,
2014 to June 30,
2014

Net income (loss) available to Class A Common

Stock per share 3:

Basic
Diluted

Weighted average shares outstanding used in
computing net income (loss) per share:

Basic
Diluted

Consolidated balance sheet data:
Total assets
Total current liabilities
Total long-term liabilities
Total stockholders’/members’ equity

Additional financial and other data:
Unit volume
Gross margin
Adjusted EBITDA 4
Adjusted EBITDA margin 4
Adjusted fully distributed net income per share 4

$
$

1.37
1.36

$
$

1.59 $
1.58 $

1.01
1.00

$
$

0.93
0.93

$
$

(0.42)
(0.42)

20,179,381
20,281,210

17,846,894
17,951,332

17,934,580
17,985,427

15,732,531
15,741,018

11,055,310
11,055,310

365,768
65,386
160,511
139,871

223,663 $
39,185
132,242
52,236

222,326
47,829
154,468
20,029

200,314
33,539
165,490
1,285

84,801
42,961
13,770
28,070

6,292
24.2%

92,718

18.7%
2.60

3,815
26.6%
55,721 $
19.8%
1.56 $

3,569
26.4%

48,231

19.1%
1.32

3,404
26.4%

43,648

19.1%
1.11

2,910
26.6%

37,272

19.5%
0.78

(1) On February 5, 2014, we completed our initial public offering of Class A common stock. Immediately prior

to the closing of the IPO, a new single class of LLC Units was allocated among the pre-IPO owners of the
LLC in exchange for their prior membership interests of the LLC based upon the liquidation value of the
LLC, assuming it was liquidated at the time of the IPO with a value implied by the initial public offering
price of the shares of Class A Common Stock sold in the IPO. Immediately prior to the closing of the IPO,
there were 17,071,424 LLC Units issued and outstanding.

(2) For the period after the IPO on February 5, 2014, the non-controlling interest represents the portion of

earnings or (loss) attributable to the economic interest held by the non-controlling LLC Unit holders. The
weighted average non-controlling interest attributable to ownership interests in the LLC was 5.3%, 7.0%,
11.1%, 36.8% and 50.7% for the fiscal years ended June 30, 2018, 2017, 2016, 2015 and for the period from
February 5, 2014 (the date of our IPO) to June 30, 2014, respectively. The non-controlling interest was 4.8%
as of June 30, 2018, 6.6% as of June 30, 2017, 7.4% as of June 30, 2016 and 2015 and 50.7% as of June 30,
2014, respectively. Since all of the earnings prior to February 5, 2014 were entirely allocable to the LLC
Unit holders, we updated our historical presentation to attribute these earnings to the non-controlling interest
accordingly.

(3) As noted above, all earnings (loss) prior to February 5, 2014, the date of completion of the IPO, were
entirely allocable to the non-controlling interest. As a result, earnings (loss) per share information
attributable to these historical periods is not comparable to earnings (loss) per share information attributable
to the Company after the IPO and, as such, has been omitted.

(4) Adjusted EBITDA, adjusted EBITDA margin, and adjusted fully distributed net income per share are non-

GAAP financial measures. For definitions of adjusted EBITDA, adjusted EBITDA margin, and adjusted
fully distributed net income and a reconciliation of each to net income, see “Item 7. Management’s
Discussion and Analysis of Financial Condition and Results of Operations-GAAP Reconciliation of Non-
GAAP Financial Measures.”

Item 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations

Overview

Agreement to Acquire Pursuit and Related Financing

Acquisition of Cobalt and Related Financing

Components of Results of Operations

Outlook

Factors Affecting Our Results of Operations

Results of Operations

GAAP Reconciliation of Non-GAAP Financial Measures

Quarterly Results of Operations

Liquidity and Capital Resources

Off-Balance Sheet Arrangements

Contractual Obligations and Commitments

Seasonality

Emerging Growth Company

Inflation

Critical Accounting Policies

New Accounting Pronouncements

Overview

We are a leading designer, manufacturer and marketer of a diverse range of recreational powerboats,
including performance sport boats, sterndrive and outboard boats under three brands: Malibu, Axis, and Cobalt.
We have the #1 market share position in the United States in the performance sport boat category through our
Malibu and Axis brands and the #1 market share position in the 24’—29’ segment of the sterndrive category in
the United States through our Cobalt brand. Our product portfolio of premium brands are used for a broad range
of recreational boating activities including, among others, water sports such as water skiing, wakeboarding and
wake surfing, as well as general recreational boating. Our passion for consistent innovation, which has led to
propriety technology such as Surf Gate, has allowed us to expand the market for our products by introducing
consumers to new and exciting recreational activities.

Our flagship Malibu boats offer our latest innovations in performance, comfort and convenience, and are

designed for consumers seeking a premium performance sport boat experience.. We launched our Axis boats in
2009 to appeal to consumers who desire a more affordable performance sport boat product but still demand high
performance, functional simplicity and the option to upgrade key features. Our Cobalt boats consist of mid
to large-sized luxury cruisers and bowriders that we believe offer the ultimate experience in comfort,
performance and quality. Retail prices for our boats typically range from $55,000 to $750,000.

We sell our boats through a dealer network that we believe is the strongest in the recreational powerboat
category. As of July 1, 2018, our worldwide distribution channel consisted of over 300 dealer locations globally.

We have undergone significant growth since we were founded in 1982 and began building custom ski boats

in a small shop in Merced, California. Beginning in 2009, under the leadership of new management, we
implemented several measures designed to improve our cost structure, increase our operating leverage, enhance
our product offerings and brands, and strengthen our dealer network. We have also continued to build on our
legacy of innovation and invested in product development and process improvements from the evolution of our

patented Power Wedge introduced in 2006, to the release of our patented Surf Gate technology in 2012, to the
integration of the manufacturing of our towers and trailers and our current initiative to integrate our engine
production. We believe our innovative features drive our high average selling prices.

As a result of our innovation, process improvements, acquisition strategy and strong dealer network and

management team, among other reasons, we have achieved fiscal year 2018 net sales, net income and adjusted
EBITDA of $497.0 million, $31.0 million and $92.7 million, respectively, compared to $281.9 million,
$31.1 million and $55.7 million, respectively, for fiscal year 2017 and $253.0 million, $20.3 million and
$48.2 million, respectively, for fiscal year 2016. For the fiscal year ended June 30, 2018, net sales increased
76.3%, gross margin as a percentage of sales increased to 24.2%, net income decreased 0.3% and adjusted
EBITDA increased 66.4% compared to the fiscal year ended June 30, 2017. Our results for fiscal years 2018
include Cobalt since our acquisition on July 6, 2017. For the definition of adjusted EBITDA and a reconciliation
to net income, see “GAAP Reconciliation of Non-GAAP Financial Measures.”

Beginning in fiscal year 2018, we report our results of operations under three reportable segments: Malibu
U.S., Malibu Australia, and Cobalt, based on our boat manufacturing operations. The Malibu U.S. and Malibu
Australia segments participate in the manufacturing, distribution, marketing and sale of Malibu and Axis
performance sport boats. The Malibu U.S. segment primarily serves markets in North America, South America,
Europe, and Asia while the Malibu Australia operating segment principally serves the Australian and
New Zealand markets. Our Cobalt segment participates in the manufacturing, distribution, marketing and sale of
Cobalt boats throughout the world. Malibu U.S. is our largest segment and represented 59.0%, 91.8% and 91.8%
of our net sales for fiscal years 2018, 2017 and 2016 respectively. We acquired Cobalt in July 2017 and it
represented 36.3% of our net sales for fiscal year 2018. Malibu Australia represented 4.7%, 8.2% and 8.2% of
our net sales for fiscal years 2018, 2017 and 2016, respectively. See Note 17 to our consolidated financial
statements included elsewhere in this Annual Report on Form 10-K for more information about our reporting
segments.

Agreement to Acquire Pursuit and Related Financing

On August 21, 2018, Malibu Boats, LLC, our wholly owned indirect subsidiary, agreed to purchase the
assets of Pursuit from S2 Yachts, Inc. for a purchase price of $100.0 million. Pursuit, located in Fort Pierce,
Florida, is a leader in the saltwater outboard fishing boat market through its offering of 15 models of offshore,
dual console and center console boats. The purchase price, which is subject to certain customary adjustments, is
expected to be financed with Malibu’s cash on hand and borrowings under its revolving credit facility. The
acquisition is expected to close in the second quarter of fiscal 2019.

In connection with entering into the agreement to acquire Pursuit, Malibu Boats, LLC, as the borrower,

entered into the First Incremental Facility Amendment and First Amendment to the Second Amended and
Restated Credit Agreement with SunTrust Bank, as administrative agent, swingline lender and issuing bank on
August 21, 2018. The amendment increased the amount available for borrowing under our revolving credit
facility by $50.0 million from $35.0 million to $85.0 million. Revolving loans made pursuant to this incremental
facility will have terms and conditions identical to our current revolving credit facility, except a ticking fee will
accrue on the incremental $50.0 million borrowing capacity. We will be required to pay a ticking fee that will
accrue at a rate of 0.30% per annum on the aggregate amount of the incremental borrowing capacity. The
availability of the incremental borrowing capacity is subject to the satisfaction of certain conditions, including
the closing of the acquisition of Pursuit.

Acquisition of Cobalt and Related Financing

On July 6, 2017, Malibu Boats, LLC, our wholly owned indirect subsidiary, completed the purchase of all of

the outstanding equity interests of Cobalt for a purchase price of $130.0 million, subject to customary post-
closing adjustments. We paid $1.0 million of the purchase price in 39,262 newly issued shares of our Class A

common stock and the remainder of the purchase price was paid using cash and borrowings under our amended
and restated credit agreement that we entered into in connection with the acquisition of Cobalt. The amended and
restated credit agreement provided us with a term loan facility in an aggregate principal amount of $160.0
million, $55.0 million of which was drawn on June 28, 2017 to refinance the outstanding loans under our prior
credit facility and $105.0 million of which was drawn on July 6, 2017 to fund the payment of the purchase price
for our acquisition of Cobalt, as well as to pay certain fees and expenses related to entering into the credit
agreement. The amended and restated credit agreement also provided for a revolving credit facility of up to
$35.0 million.

Components of Results of Operations

Net Sales

We generate revenue from the sale of boats to our dealers. The substantial majority of our net sales are
derived from the sale of boats, including optional features included at the time of the initial wholesale purchase
of the boat. Net sales consists of the following:

• Gross sales from:

• Boat sales—consists of sales of boats to our dealer network. In addition, nearly all of our boat
sales include optional feature upgrades purchased by the consumer, such as our Integrated Surf
Platform for our Malibu and Axis boats that includes Surf Gate and Power Wedge II/III and Swim
Step for our Cobalt boats, which optional features increase the average selling price of our boats;

•

Trailers, parts and accessories sales—consists of sales of boat trailers we manufacture for our
Malibu and Axis boats and replacement and aftermarket boat parts and accessories to our dealer
network; and

• Royalty income—consists of royalties attributable to license agreements with various boat

manufacturers, including Nautique, Chaparral, Mastercraft, and Tige related to the use of our
intellectual property.

• Net sales are net of:

•

Sales returns—consists primarily of contractual repurchases of boats either repossessed by the
floor plan financing provider from the dealer or returned by the dealer under our warranty
program; and

• Rebates, free flooring and discounts—consists of incentives, including rebates, volume discounts
and free flooring, we provide to our dealers based on sales of eligible products. If a dealer meets
its monthly or quarterly commitment volume based on tier, as well as other terms of the rebate
program or discount tier, the dealer is entitled to a specified rebate or discount tied to each tier.
Our dealers that take delivery of current model year boats in the offseason, typically July through
April in the U.S., are entitled to have us pay the interest to floor the boat until the earlier of (1) the
sale of the unit or (2) a date near the end of the current model year, which incentive we refer to as
“free flooring.” From time to time, we may extend the flooring program to eligible models beyond
the offseason period. For more information, see “Item 1. Business—Dealer Management.”

Cost of Sales

Our cost of sales includes all of the costs to manufacture our products, including raw materials, components,

supplies, direct labor and factory overhead. For components and accessories manufactured by third-party
vendors, such costs represent the amounts invoiced by the vendors. Shipping costs and depreciation expense
related to manufacturing equipment and facilities are also included in cost of sales. Warranty costs associated
with the repair or replacement of our boats under warranty are also included in cost of sales.

Operating Expenses

Our operating expenses include selling and marketing, and general and administrative costs. Each of these
items includes personnel and related expenses, supplies, non-manufacturing overhead, third-party professional
fees and various other operating expenses. Further, selling and marketing expenditures include the cost of
advertising and various promotional sales incentive programs. General and administrative expenses include,
among other things, salaries, benefits and other personnel related expenses for employees engaged in product
development, engineering, finance, information technology, human resources and executive management. Other
costs include outside legal and accounting fees, investor relations, risk management (insurance) and other
administrative costs. General and administrative expenses also include product development expenses associated
with our engines vertical integration initiative and acquisition or integration related expenses.

Other Income (Expense), Net

Other income (expense), net consists of interest expense and other income or expense, net. Interest expense
consists of interest charged under our outstanding debt, interest on our interest rate swap arrangement, changes in
the fair value of our interest rate swap we entered into on July 1, 2015, and amortization of deferred financing
costs on our credit facilities. Other income includes a portion of the amounts received from the settlement of our
litigation with Mastercraft Boat Company, LLC (“Mastercraft”) entered into on May 2, 2017 and a fourth quarter
of fiscal year 2017, and first and second quarter of fiscal year 2018 adjustment to our tax receivable agreement
liability.

Income Taxes

Malibu Boats, Inc. is subject to U.S. federal and state income tax in multiple jurisdictions with respect to our

allocable share of any net taxable income of the LLC. The LLC is a pass-through entity for federal purposes but
incurs income tax in certain state jurisdictions. The income tax provision reflects a reported effective income tax
rate of 65.4%, 36.2% and 36.8% attributable to Malibu Boats, Inc.’s share of income for fiscal years 2018, 2017
and 2016, respectively. Our blended statutory tax rate for fiscal year 2018 approximated 28% as a result of the
change in U.S. corporate tax rate from 35% to 21%, effective January 1, 2018, in accordance with the Tax Cuts
and Jobs Act of 2017 (the “Tax Act”). The reported effective tax rate for fiscal year 2018 differs from the
blended statutory federal income tax rate of approximately 28% primarily due to the remeasurement of our
deferred tax assets as a result of the change in tax law enacted with the Tax Act, totaling approximately
$37.2 million.

Our effective tax rate is also impacted by the addition of new tax jurisdictions as a result of the Cobalt
acquisition, the impact of the non-controlling interests in the LLC, the research and development tax credit, and
the benefit of deductions under Section 199 of the Internal Revenue Code of 1986, as amended (the “Internal
Revenue Code”).

Net Income Attributable to Non-controlling Interest

As of June 30, 2018 and 2017, we had a 95.2% and 93.4% controlling economic interest and 100% voting

interest in the LLC. We consolidate the LLC’s operating results for financial statement purposes. Net income
attributable to non-controlling interest represents the portion of net income attributable to the LLC members.

Outlook

Industry-wide marine retail registrations continue to recover from the years following the global financial

crisis. According to Statistical Surveys, Inc., domestic retail registration volumes of performance sport boats,
fiberglass sterndrive and fiberglass outboards increased at a compound annual growth rate of approximately
6.5% between 2011 and 2017, for the 50 reporting states. This has been led by growth in our core market,

performance sport boats, having produced a double digit compound annual growth rate over that period.
Domestic retail demand growth has continued in performance sport boats for calendar year 2018 and, in fact, has
accelerated versus 2017. Fiberglass sterndrive and outboard boats, the target markets for our Cobalt branded
product, have seen their combined market grow at a 6.0% compound annual growth rate between 2011 and 2017.
Cobalt’s primary market for sterndrive propulsion has been challenged, but their performance has been helped by
share gains and the overall market growth has been driven by outboard propulsion, where they are a new entrant.
We expect the growing demand for our products to continue, and there are numerous variables that have the
potential to impact our volumes, both positively and negatively. For example, we believe the substantial decrease
in the price of oil and the broad strength of the U.S. dollar has resulted in reduced demand for our boats in certain
markets. To date, growth in our domestic market has offset significantly diminished demand from economies that
are driven by the oil industry and international markets. Consumer confidence, expanded or eroded, is a variable
that could also impact demand in both directions. Other challenges that could impact demand for recreational
powerboats include higher interest rates reducing retail consumer appetite for our product, the availability of
credit to our dealers and retail consumers, fuel costs, the continued acceptance of our new products in the
recreational boating market, our ability to compete in the competitive power boating industry, and the costs of
labor and certain of our raw materials and key components.

Since 2008, we have increased our market share among manufacturers of performance sport boats due to
new product development, improved distribution, new models, and innovative features. As the market for our
product has recovered our competitors have become more aggressive in their product introductions, increased
their distribution and begun to compete with our patented Surf Gate system. This competitive environment has
continued throughout the past few years while we have once again achieved market share approaching 33%
based on unit volume in the United States among manufacturers of performance sport boats. We continue to
maintain a strong lead over our nearest competitor in terms of market position and believe that we are well
positioned to maintain our industry leading position given our strong dealer network and new product pipeline. In
addition, we continue to be the market share leader in both the premium and value-oriented product sub-
categories.

We believe our track record of expanding our market share due to new product development, improved
distribution, new models, and innovative features is directly transferable to our Cobalt acquisition. While Cobalt
is the market share leader in the 24’-29’ sterndrive market, we believe our experience positions us to execute a
strategy to drive enhanced share in that core foot length segment as well as in other areas of opportunity with
different foot lengths and different propulsion technologies, namely outboard boats. Our efforts to refine Cobalt’s
new product development efforts to maximize share gains will take time and our ability to influence near-term
model introductions is limited, but we have already begun to execute on this strategy. We believe enhancing new
product development combined with diligent management of the Cobalt dealer network positions us to
meaningfully improve our share of the sterndrive and outboard markets over time.

Factors Affecting Our Results of Operations

We believe that our results of operations and our growth prospects are affected by a number of factors,

which we discuss below.

Economic Environment and Consumer Demand

Our product sales are impacted by general economic conditions, which affect the demand for our products,

the demand for optional features, the availability of credit for our dealers and retail consumers, and overall
consumer confidence. Consumer spending, especially purchases of discretionary items, tends to decline during
recessionary periods and tends to increase during expansionary periods. The recreational boating industry, which
was adversely affected by the economic downturn in 2008 and 2009, has had a sustained recovery period since
2010. In 2017, domestic sales of new recreational powerboat increased by 10.1% compared to 2016, and sales
increased 14.8% in 2016 compared to 2015. We have continued to hold the number one market share position,

based on unit volume, in the United States among manufacturers of performance sport boats for each calendar
year since 2010 including 2017. We have grown our U.S. market share in this category through our Malibu and
Axis brands from 24.5% in 2010 to 32.6% in 2017. Furthermore, we also continue to hold the number one market
share position in the 24’—29’ segment of the sterndrive boat category, through our Cobalt brand. Since 2010,
Cobalt has expanded its market share in this segment from 14.2% in 2010 to 32.1% in 2017.

While there is no guarantee that our market will continue to grow, we expect to benefit from the recovery in

the boating industry and from improved consumer confidence levels.

New Product Development and Innovation

Our long-term revenue prospects are based in part on our ability to develop new products and technological

enhancements that meet the demands of existing and new consumers. Developing and introducing new boat
models and features that deliver improved performance and convenience are essential to leveraging the value of
our Malibu, Axis, and Cobalt brands. By introducing new boat models, we are able to appeal to a new and
broader range of consumers and focus on underserved or adjacent segments of the broader powerboat category.
To keep product fresh and at the forefront of technological innovation in the boating industry, we aim to
introduce a number of new boat models per year. We also believe we are able to capture additional value from
the sale of each boat through the introduction of new features, which we believe permits us to raise average
selling prices and enhances our margins. We allocate most of our product development costs to new model and
feature designs, usually with a specific consumer base and market in mind. We use industry data to analyze our
markets and evaluate revenue potential from each major project we undertake. Our product development cycle,
or the time from initial concept to volume production, can be up to two years. As a result, our development costs,
which may be significant, may not be offset by corresponding new sales during the same periods. Once new
designs and technologies become available to our consumers, we typically realize revenue from these products
from one year up to 15 years. We may not, however, realize our revenue expectations from each innovation. We
believe our close communication with our consumers, dealers and sponsored athletes regarding their future
product desires enhances the efficiency of our product development expenditures.

Product Mix

Historically, we have been successful in leveraging our robust product offering and features to enhance our
sales growth and gross margins. Our product mix, as it relates to our brands, types of boats and features, not only
makes our offerings attractive to consumers but also helps drive higher sales and margins. Historically, we have
been able to realize higher sales and margins when we sell larger boats compared to our smaller boats, our
premium Malibu brand compared to our entry-level Axis brand and our boats that are fully-equipped with
optional features. We expect this to continue with the addition of our Cobalt brand. We will strive to continue to
develop new features and models and maintain an attractive product mix that optimizes sales growth and
margins.

Ability to Manage Manufacturing Costs, Sales Cycles and Inventory Levels

Our results of operations are affected by our ability to manage our manufacturing costs effectively and to
respond to changing sales cycles. Our product costs vary based on the costs of supplies and raw materials, as well
as labor costs. We have implemented various initiatives to reduce our cost base and improve the efficiency of our
manufacturing process. For example, we re-engineered the manufacturing process in our Tennessee facility to
reduce labor hours per boat produced and the amount of re-work required. We continuously monitor and review
our manufacturing processes to identify improvements and create additional efficiencies. We expect to continue
to introduce process improvements to our new Kansas facility that manufactures Cobalt boats as we integrate
them into our operations and with our suppliers. We rely on our insights into the market gleaned from dealer
inventory levels, industry reports about anticipated demand for our products in the upcoming sales cycle and our
own estimates and assumptions in formulating our manufacturing plan for the following fiscal year. Throughout

our consumer sales cycle, which reaches its peak from March through August each year, we adjust our
manufacturing activities in order to adapt to variability in demand.

Dealer Network, Dealer Financing and Incentives

We rely on our dealer network to distribute and sell our products. We believe we have developed the
strongest distribution network in the performance sport boat category. To improve and expand our network and
compete effectively for dealers, we regularly monitor and assess the performance of our dealers and evaluate
dealer locations and geographic coverage in order to identify potential market opportunities. Our acquisition of
Cobalt has allowed us to expand into Cobalt’s strong dealer network as well. We intend to continue to add
dealers in new territories in the United States as well as internationally, which we believe will result in increased
unit sales.

Our dealers are exposed to seasonal variations in consumer demand for boats. As discussed above under
“Ability to Manage Manufacturing Costs, Sales Cycles and Inventory Levels,” we address anticipated demand
for our products and manage our manufacturing in order to mitigate seasonal variations. We also use our dealer
incentive programs to encourage dealers to order in the off-season by providing floor plan financing relief, which
typically permits dealers to take delivery of current model year boats between July 1 and April 30 on an interest-
free basis for a specified period. We also offer our dealers other incentives, including rebates, seasonal discounts,
promotional co-op arrangements and other allowances. We facilitate floor plan financing programs for many of
our dealers by entering into repurchase agreements with certain third-party lenders, which enable our dealers,
under certain circumstances, to establish lines of credit with the third-party lenders to purchase inventory. Under
these floor plan financing programs, a dealer draws on the floor plan facility upon the purchase of our boats and
the lender pays the invoice price of the boats. During fiscal years 2018 and 2017, no units were repurchased. For
fiscal year 2016, we agreed to repurchase three units from the lender of two of our former dealers resulting in
combined losses of $0.03 million. We will continue to review and refine our dealer incentive offerings and
monitor any exposures arising under these arrangements.

Vertical Integration

On November 14, 2016, we entered into an engine supply agreement with General Motors for the supply of

engine blocks, with the intention of marinizing our own engines for use in our Malibu and Axis performance
sports boats. This initiative provides us with the next significant vertical integration opportunity which will allow
us to control the design, performance, and customization of future engine offerings, providing us direct access to
the engine block manufacturer that has been supplying the industry for decades, making our engines unique to
Malibu and Axis brands. We began using these engines on a limited basis in certain model year 2019 boats. We
currently plan to invest up to $18.0 million for the three years after entering into the agreement with General
Motors in November 2016. To facilitate the marinization of engines, we acquired a 70,000 square foot facility
adjacent to our boat manufacturing operations in Loudon, Tennessee. Once fully operational, we believe our
inboard engine manufacturing business will be the largest in the industry, providing the immediate operational
advantages of scale. Our scale, along with our engineering team, will provide Malibu with the ability to provide
an affordable and unique offering to our dealers and retail customers.

Results of Operations

The table below sets forth our consolidated results of operations, expressed in thousands (except unit
volume and net sales per unit) and as a percentage of net sales, for the periods presented. Our consolidated
financial results for these periods are not necessarily indicative of the consolidated financial results that we will
achieve in future periods. Certain totals for the table below will not sum to exactly 100% due to rounding.

Fiscal Year Ended June 30,

2018

2017

2016

%
Revenue

Net sales
Cost of sales

Gross profit

Operating expenses:
Selling and marketing
General and administrative
Amortization

Operating income

Other income (expense):
Other
Interest expense

497,002 100.0% 281,937 100.0% 252,965 100.0%
73.6%
376,660

75.8% 206,899

73.4% 186,145

120,342

24.2% 75,038

26.6% 66,820

26.4%

13,718
31,359
5,198

2.8% 8,619
6.3% 24,783
1.0% 2,198

3.1% 7,475
8.8% 21,256
0.8% 2,185

3.0%
8.4%
0.9%

70,067

14.1% 39,438

14.0% 35,904

14.2%

24,705
(5,385)

5.0% 10,789
(1.1)% (1,559)

3.8%
(0.6)% (3,884)

76 — %
(1.5)%

Other income (expense), net

Net income before provision for income taxes
Income tax provision

Net income

Net income attributable to non-controlling interest

19,320

89,387
58,418

30,969
3,356

3.9% 9,230

3.3% (3,808)

(1.5)%

18.0% 48,668
11.8% 17,593

17.3% 32,096
6.2% 11,801

12.7%
4.7%

6.2% 31,075
0.7% 2,717

11.0% 20,295
1.0% 2,253

Net income attributable to Malibu Boats, Inc.

27,613

5.6% 28,358

10.1% 18,042

8.0%
0.9%

7.1%

Volume by Segment
US
Cobalt
Australia

Total Units

Volume by Brand
Malibu
Axis
Cobalt

Total Units

Net sales per unit

Fiscal Year Ended June 30,

2018

Unit

2017

Unit

2016

Unit

Volumes % Total

3,757
2,232
303

6,292

2,835
1,225
2,232

6,292

$78,990

59.7%
35.5%
4.8%

3,505

91.9%
— — %
8.1%
310

3,255

91.2%
— — %
8.8%
314

3,815

3,569

45.0%
19.5%
35.5%

2,698
1,117

70.7%
29.3%
— — %

2,388
1,181

66.9%
33.1%
— — %

3,815

$73,902

3,569

$70,878

Comparison of the Fiscal Year Ended June 30, 2018 to the Fiscal Year Ended June 30, 2017

Net Sales

Net sales for fiscal year 2018 increased $215.1 million, or 76.3%, to $497.0 million, compared to fiscal year

2017. Unit volume for fiscal year 2018 increased 2,477 units, or 64.9%, to 6,292 units compared to fiscal year
2017. The increase in net sales and unit volumes was driven primarily by our acquisition of Cobalt in July 2017.
Net sales and unit volumes attributable to Cobalt were $180.3 million and 2,232 units, respectively, for fiscal
year 2018. Net sales attributable to our Malibu U.S. segment increased $34.3 million, or 13.2%, to $293.2 million
for fiscal year 2018 compared to fiscal year 2017. Unit volumes attributable to our Malibu U.S. segment
increased 252 units for fiscal year 2018 compared to fiscal year 2017. The increase in net sales and unit volume
for our Malibu U.S. segment was driven primarily by continued strong demand for our new and larger models
such as the Malibu Wakesetter 23 LSV and Axis A24. Net sales from our Malibu Australia segment increased
$0.5 million, or 2.0%, to $23.4 million for fiscal year 2018 compared to fiscal year 2017. Our overall net sales
per unit increased 6.9% to $78,990 per unit for fiscal year 2018 compared to fiscal year 2017. Net sales per unit
for our Malibu U.S. segment increased 5.7% to $78,052 per unit for fiscal year 2018 compared to fiscal year
2017, driven by mix of new and premium models sold, strong demand for optional features and year over year
price increases. Net sales per unit for our Cobalt segment was $80,786 per unit for the fiscal year 2018.

Cost of Sales

Cost of sales for fiscal year 2018 increased $169.8 million, or 82.1%, to $376.7 million compared to fiscal

year 2017. The increase in cost of sales was driven primarily by our acquisition of Cobalt in July 2017 and an
increase in unit volumes at our Malibu U.S. business.

Gross Profit

Gross profit for fiscal year 2018 increased $45.3 million, or 60.4%, compared to fiscal year 2017. The
increase in gross profit was due mainly to higher unit volumes attributable to our acquisition of Cobalt and our
Malibu U.S. business mentioned above. Gross margin decreased 240 basis points from 26.6% in fiscal 2017 to
24.2% in fiscal year 2018 due to the acquisition of Cobalt, which included $1.5 million of additional expense
related to the fair value step up of inventory acquired and sold during the period.

Operating Expenses

Selling and marketing expense for fiscal year 2018 increased $5.1 million, or 59.2%, to $13.7 million

compared to fiscal year 2017 primarily due to the acquisition of Cobalt. As a percentage of sales, selling and
marketing expense decreased 30 basis points from 3.1% for fiscal year 2017 to 2.8% for fiscal year 2018.
General and administrative expense for fiscal year 2018 increased $6.6 million, or 26.5%, to $31.4 million
compared to fiscal year 2017. The increase in general and administrative expenses was largely due to higher
general and administrative expenses attributable to Cobalt, which we acquired in July 2017, and higher
development costs associated with our engines vertical integration initiative, and partially offset by lower
acquisition related expenses and legal expenses related to previously settled litigation in fiscal year 2017. As a
percentage of sales, general and administrative expenses decreased 250 basis points to 6.3% for the for fiscal
year 2018 compared to fiscal year 2017. Amortization expense for fiscal year 2018 increased $3.0 million, or
136.5%, compared to fiscal year 2017, due to additional amortization from intangible assets acquired as a result
of the Cobalt acquisition.

Other Income (Expense), Net

Other income, net for fiscal year 2018 increased $10.1 million to $19.3 million compared to fiscal year
2017. The increase in other income (expense), net was primarily due to a $24.6 million reduction in our tax
receivable agreement liability, which resulted in us recognizing a corresponding amount as other income. The

reduction of our tax receivable agreement liability primarily resulted from a decrease in the estimated tax rate
used in computing our future tax obligations as a result of the Tax Act, which, in turn, decreased the future tax
benefit we expect to realize related to our increased tax basis from previous sales and exchanges of LLC Units by
our pre-IPO owners. Our increase in other income (expense), net was partially offset by the write-off of $0.8
million in deferred financing costs due to our optional prepayment of $50.0 million on our term loan in August
2017 and higher interest expense on our term loan, which had an overall higher average principal balance for
fiscal year 2018 compared to fiscal year 2017.

Income Taxes

Our provision for income taxes for fiscal year 2018 increased $40.8 million, to $58.4 million compared to
fiscal year 2017. As a result of the enactment of the Tax Act and new statutory rates effective as of January 1,
2018, our blended statutory tax rate for fiscal year 2018 is approximately 28%. For fiscal year 2018, we also
recorded a non-cash adjustment to income tax expense of $44.5 million for the remeasurement of deferred taxes
on the enactment date of the Tax Act and deferred tax impact related to the reduction in the tax receivable
agreement liability. Our reported effective tax rate was 65.4% for fiscal year 2018 compared to 36.2% for fiscal
year 2017. The reported effective tax rate differs from the blended statutory federal income tax rate of
approximately 28% primarily due to the impact of the Tax Act previously mentioned and the impact of the
additional jurisdictions in which we are taxed as a result of the Cobalt acquisition. Our effective tax rate was also
impacted by, to a lesser extent, the impact of non-controlling interests in the LLC, state income taxes attributable
to the LLC, and the benefit of deductions under Section 199 of the Internal Revenue Code.

Non-controlling interest

Non-controlling interest represents the ownership interests of the members of the LLC other than us and the

amount recorded as non-controlling interest in our consolidated statements of operations and comprehensive
income is computed by multiplying pre-tax income for fiscal year 2017 by the percentage ownership in the LLC
not directly attributable to us. For fiscal years 2018 and 2017, the weighted average non-controlling interest
attributable to ownership interests in the LLC not directly attributable to us was 5.3% and 7.0%, respectively.

Comparison of the Fiscal Year Ended June 30, 2017 to the Fiscal Year Ended June 30, 2016

Net Sales

Net sales for fiscal year 2017 increased $29.0 million, or 11.5%, to $281.9 million, compared to fiscal year

2016. Included in net sales for fiscal years 2017 and 2016 were net sales of $23.0 million and $20.8 million,
respectively, attributable to our Australian business. Unit volume for fiscal year 2017 increased 246 units, or
6.9%, to 3,815 units compared to fiscal year 2016. The increase in units was primarily driven by demand for our
new models such as the Malibu Wakesetter 21 VLX and 22 and 24 MXZs and optional features. Net sales per
unit for fiscal year 2017 increased 4.3% to $73,902 compared to fiscal year 2016, primarily driven by year over
year price increases, a mix shift from Axis to Malibu, and lower discount activity, offset by higher rebate
expense associated with our new rebate program for model year 2017. Net sales per unit in the U.S., excluding
sales to our Australian operations, increased 3.6% to $73,878 for fiscal year 2017 as compared to fiscal year
2016.

Cost of Sales

Cost of sales for fiscal year 2017 increased $20.8 million, or 11.1%, to $206.9 million compared to fiscal

year 2016. The increase in cost of sales was primarily driven by increased volumes, higher material content and
labor hours driven by the mix shift from Axis to Malibu as well as higher warranty expense. Included in cost of
sales were $0.3 million in costs related to our engines vertical integration initiative.

Gross Profit

Gross profit for fiscal year 2017 increased $8.2 million, or 12.3%, compared to fiscal year 2016. The

increase in gross profit resulted primarily from higher volumes. Gross margin for fiscal year 2017 increased
20 basis points to 26.6% compared to fiscal year 2016 due primarily to lower material cost margin, offset
partially by higher labor and warranty expenses.

Operating Expenses

Selling and marketing expense for fiscal year 2017 increased $1.1 million, or 15.3%, to $8.6 million
compared to fiscal year 2016 primarily due to increased payroll, commissions and related costs attributable to
additional headcount. As a percentage of sales, sales and marketing expense increased 10 basis points from 3.0%
fiscal year 2016 to 3.1% for the fiscal year 2017. General and administrative expense for fiscal year 2017
increased $3.5 million, or 16.6%, to $24.8 million compared to fiscal year 2016. The increase in general and
administrative expenses was driven in part by an increase in acquisition related expenses tied to our acquisition
of Cobalt Boats on July 6, 2017, product development activities in connection with our engines vertical
integration initiative, increased legal expenses for our Mastercraft litigation which was settled in the fourth
quarter in fiscal year 2017, and higher incentive compensation, offset by a $1.1 million reduction in the Marine
Power Holding, LLC (“Marine Power”) litigation judgment following a court verdict in the second quarter of
fiscal year 2017 and lower stock compensation expense associated, in part, with share-based equity awards
granted in the second quarter of fiscal year 2016.

Other Income (Expense), Net

Other income, net for fiscal year 2017 increased $13.0 million to $9.2 million compared to fiscal year 2016.

The increase in other income, net was primarily due to a $8.1 million, net decrease in our tax receivable
agreement liability related to tax legislation enacted during the fourth quarter of fiscal year 2017 which lowered
the tax rate used to estimate the future tax benefit expected to be realized by us on increased tax basis from
previous sales and exchanges of LLC Units by the pre-IPO owners. Included in other income, net was the
settlement received from Mastercraft of $2.5 million under the Mastercraft Settlement and License Agreement
entered into on May 2, 2017. The decrease in interest expense was primarily related to the change in the fair
value of our interest rate swap we entered into on July 1, 2015 and lower interest expense on our term loan which
had a lower average principal balance during fiscal year 2017 as compared to fiscal year 2016, primarily as a
result of a principal payment of $15.0 million in the first quarter of fiscal year 2017.

Income Taxes

Our provision for income taxes for fiscal year 2017 increased $5.8 million, to $17.6 million compared to

fiscal year 2016. The increase in our provision for income taxes reflects an increase in pre-tax book income for
fiscal year 2017, as our effective tax rate was similar for fiscal year 2017 compared to fiscal year 2016, 36.2%
and 36.8%, respectively. The reported effective tax rates differs from the statutory federal income tax rate of 35%
primarily due to the impact of the non-controlling interest and state income taxes attributable to the LLC on our
share of the LLC’s income and also includes the benefit of deductions under Section 199 of the Internal Revenue
Code.

Non-controlling interest

Non-controlling interest represents the ownership interests of the members of the LLC other than us and the

amount recorded as non-controlling interest in our consolidated statements of operations and comprehensive
income is computed by multiplying pre-tax income for fiscal year 2017 by the percentage ownership in the LLC
not directly attributable to us. For fiscal years 2017 and 2016, the weighted average non-controlling interest
attributable to ownership interests in the LLC not directly attributable to us was 7.0% and 11.1%, respectively.

GAAP Reconciliation of Non-GAAP Financial Measures

Adjusted EBITDA

Adjusted EBITDA and adjusted EBITDA margin are non-GAAP financial measures that are used by

management as well as by investors, commercial bankers, industry analysts and other users of our financial
statements.

We define adjusted EBITDA as net income before interest expense, income taxes, depreciation,
amortization and non-cash, non-recurring or non-operating expenses, including certain professional fees,
litigation related expenses, acquisition and integration related expenses, non-cash compensation expense,
expenses related to our engine development initiative, and adjustments to our tax receivable agreement liability.
We define adjusted EBITDA margin as adjusted EBITDA divided by net sales. Adjusted EBITDA and adjusted
EBITDA margin are not measures of net income as determined by GAAP. Management believes adjusted
EBITDA and adjusted EBITDA margin allow investors to evaluate the company’s operating performance and
compare our results of operations from period to period on a consistent basis by excluding items that
management does not believe are indicative of our core operating performance. Management uses Adjusted
EBITDA to assist in highlighting trends in our operating results without regard to our financing methods, capital
structure and non-recurring or non-operating expenses. We exclude the items listed above from net income in
arriving at adjusted EBITDA because these amounts can vary substantially from company to company within our
industry depending upon accounting methods and book values of assets, capital structures, the methods by which
assets were acquired and other factors. Adjusted EBITDA has limitations as an analytical tool and should not be
considered as an alternative to, or more meaningful than, net income as determined in accordance with GAAP or
as an indicator of our liquidity. Certain items excluded from adjusted EBITDA are significant components in
understanding and assessing a company’s financial performance, such as a company’s cost of capital and tax
structure, as well as the historical costs of depreciable assets. Our presentation of adjusted EBITDA and adjusted
EBITDA margin should not be construed as an inference that our results will be unaffected by unusual or non-
recurring items. Our computations of adjusted EBITDA and adjusted EBITDA margin may not be comparable to
other similarly titled measures of other companies.

The following table sets forth a reconciliation of net income as determined in accordance with GAAP to

adjusted EBITDA and adjusted EBITDA margin for the periods indicated (dollars in thousands):

Net income
Income tax provision 1
Interest expense
Depreciation
Amortization
Professional fees and litigation settlements 2
Marine Power litigation judgment 3
Acquisition and integration related expenses 4
Stock-based compensation expense 5
Engine development 6
Adjustment to tax receivable agreement liability 7

Adjusted EBITDA

Adjusted EBITDA margin

Fiscal Year Ended June 30,

2018

2017

2016

$ 30,969
58,418
5,385
7,656
5,198
26
—
2,859
1,973
4,871
(24,637)

$31,075
17,593
1,559
4,550
2,198
1,038
(1,093)
3,056
1,396
2,489
(8,140)

$20,295
11,801
3,884
3,339
2,185
1,111
3,268
401
1,947
—
—

$ 92,718

$55,721

$48,231

18.7%

19.8%

19.1%

$44.5 million for the remeasurement of deferred taxes on the enactment date and the deferred tax impact
related to the reduction in the tax receivables agreement liability. Refer to Note 10 of our consolidated
financial statements included elsewhere in this Annual Report.

(2) Represents legal and advisory fees related to our litigation with MasterCraft offset by the settlement

received from them in connection with the Mastercraft Settlement and License Agreement entered into on
May 2, 2017. For more information, refer to Note 15 of our consolidated financial statements included
elsewhere in this Annual Report.

(3) Represents a charge recorded in fiscal year 2016 related to a judgment rendered against us in connection
with a lawsuit by Marine Power, a former engine supplier, on August 18, 2016 and the reduction of that
charge to $2.2 million, the amount ultimately settled and paid in the fourth quarter of fiscal year 2017. For
more information, refer to Note 15 of our consolidated financial statements included elsewhere in this
Annual Report.

(4) Represents legal, professional, and advisory fees incurred in connection with our acquisition of Cobalt,

which was completed on July 6, 2017, and our agreement to acquire Pursuit, which agreement we signed on
August 21, 2018. Integration related expenses for fiscal year 2018 include post-acquisition adjustments to
cost of goods sold of $1.5 million for the fair value step up of inventory acquired, most of which was sold
during the first quarter of fiscal year 2018.

(5) Represents equity-based incentives awarded to certain of our employees under the Malibu Boats, Inc. Long-
Term Incentive Plan and profit interests issued under the previously existing limited liability company
agreement of the LLC. For more information, refer to Note 13 of our consolidated financial statements
included elsewhere in this Annual Report.

(6) Represents costs incurred in connection with our vertical integration of engines including product

development costs and supplier transition performance incentives.

(7) For fiscal year 2018, we recognized other income as a result of a decrease in our estimated tax receivable

agreement liability. The reduction in our tax receivable agreement liability resulted from the adoption of the
Tax Act, which decreased the estimated tax rate used in computing our future tax obligations and, in turn,
decreased the future tax benefit we expect to realize related to increased tax basis from previous sales and
exchanges of LLC Units by our pre-IPO owners. Refer to Note 9 of our consolidated financial statements
included elsewhere in this Annual Report.

Adjusted Fully Distributed Net Income

We define Adjusted Fully Distributed Net Income as net income attributable to Malibu (i) excluding income

tax expense, (ii) excluding the effect of non-recurring or non-cash items, (iii) assuming the exchange of all LLC
units into shares of Class A Common Stock, which results in the elimination of non-controlling interest in the
LLC, and (iv) reflecting an adjustment for income tax expense on fully distributed net income before income
taxes at our estimated effective income tax rate. Adjusted Fully Distributed Net Income is a non-GAAP financial
measure because it represents net income attributable to Malibu Boats, Inc., before non-recurring or non-cash
items and the effects of non-controlling interests in the LLC.

We use Adjusted Fully Distributed Net Income to facilitate a comparison of our operating performance on a
consistent basis from period to period that, when viewed in combination with our results prepared in accordance
with GAAP, provides a more complete understanding of factors and trends affecting our business than GAAP
measures alone.

We believe Adjusted Fully Distributed Net Income assists our board of directors, management and investors

in comparing our net income on a consistent basis from period to period because it removes non-cash or non-
recurring items, and eliminates the variability of non-controlling interest as a result of member owner exchanges
of LLC Units into shares of Class A Common Stock.

In addition, because Adjusted Fully Distributed Net Income is susceptible to varying calculations, the
Adjusted Fully Distributed Net Income measures, as presented in this Annual Report, may differ from and may,
therefore, not be comparable to similarly titled measures used by other companies.

The following table shows the reconciliation of the numerator and denominator for net income available to

Class A Common Stock per share to Adjusted Fully Distributed Net Income per Share of Class A Common Stock
for the periods presented (in thousands except share and per share data):

Reconciliation of numerator for net income available to Class A
Common Stock per share to Adjusted Fully Distributed Net
Income per Share of Class A Common Stock:

Net income attributable to Malibu Boats, Inc.
Income tax provision 1
Professional fees and litigation settlements 2
Marine Power litigation judgment 3
Acquisition and integration related expenses 4
Fair value adjustment for interest rate swap 5
Stock-based compensation expense 6
Engine development 7
Adjustment to tax receivable agreement liability 8
Net income attributable to non-controlling interest 9

Fully distributed net income before income taxes
Income tax expense on fully distributed income before income

taxes 10

Adjusted Fully Distributed Net Income

Fiscal Year Ended June 30,

2018

2017

2016

27,613
58,418
26
—
5,719
(369)
1,973
4,871
(24,637)
3,356

76,970

28,358
17,593
1,038
(1,093)
3,056
(912)
1,396
2,489
(8,140)
2,717

46,502

20,908

16,508

56,062

29,994

18,042
11,801
1,111
3,268
401
863
1,947
—
—
2,253

39,686

14,089

25,597

Fiscal Year Ended June 30,

2018

2017

2016

Reconciliation of denominator for net income available to Class
A Common Stock per share to Adjusted Fully Distributed Net
Income per Share of Class A Common Stock:

Weighted average shares outstanding of Class A Common Stock

used for basic net income per share:

20,189,879

17,844,774

17,934,580

Adjustments to weighted average shares of Class A Common Stock:
Weighted-average LLC units held by non-controlling unit

holders 11

1,138,917

1,338,907

1,407,311

Weighted-average unvested restricted stock awards issued to

management 12

132,673

112,859

48,466

Adjusted weighted average shares of Class A Common Stock

outstanding used in computing Adjusted Fully Distributed Net
Income per Share of Class A Common Stock:

21,461,469

19,296,540

19,390,357

The following table shows the reconciliation of net income available to Class A Common Stock per share to

Adjusted Fully Distributed Net Income per Share of Class A Common Stock for the periods presented:

Net income available to Class A Common Stock per share
Impact of adjustments:

Income tax provision 1
Professional fees and litigation settlements 2
Marine Power litigation judgment 3
Acquisition and integration related expenses 4
Fair value adjustment for interest rate swap 5
Stock-based compensation expense 6
Engine development 7
Adjustment to tax receivable agreement liability 8
Net income attributable to non-controlling interest 9

Fully distributed net income per share before income taxes

Impact of income tax expense on fully distributed income before income taxes 10
Impact of increased share count 13

Fiscal Year Ended June 30,

2018

2017

2016

$ 1.37

$ 1.59

$ 1.01

2.89
—
—
0.28
(0.02)
0.10
0.24
(1.22)
0.17

3.81
(1.04)
(0.17)

0.66
0.99
0.06
0.06
0.18
(0.06)
0.02
0.17
0.05
(0.05)
0.11
0.08
0.14
—
(0.46) —
0.13
0.15

2.61
(0.92)
(0.13)

2.21
(0.79)
(0.11)

Adjusted Fully Distributed Net Income per Share of Class A Common Stock

$ 2.60

$ 1.56

$ 1.32

(1) Provision for income taxes for fiscal year 2018 reflects the impact of the Tax Act adopted in December
2017, which among other items, lowered the U.S. corporate income tax rate from 35% to 21%, effective
January 1, 2018. For fiscal year 2018, we recorded a non-cash adjustment to income tax expense of $44.5
million for the remeasurement of deferred taxes on the enactment date and the deferred tax impact related to
the reduction in the tax receivables agreement liability. Refer to Note 10 of our consolidated financial
statements included elsewhere in this Annual Report.

(2) Represents legal and advisory fees related to our litigation with MasterCraft offset by the settlement

(3) Represents a charge recorded in fiscal year 2016 related to a judgment rendered against us in connection

with a lawsuit by Marine Power, a former engine supplier,on August 18, 2016 and the reduction of that
charge to $2.2 million, the amount ultimately settled and paid in the fourth quarter of fiscal year 2017. For
more information, refer to Note 15 of our consolidated financial statements included elsewhere in this
Annual Report.

(4) Represents legal, professional, and advisory fees incurred in connection with our acquisition of Cobalt,

(5) Represents the change in the fair value of our interest rate swap entered into on July 1, 2015.
(6) Represents equity-based incentives awarded to certain of our employees under the Malibu Boats, Inc. Long-
Term Incentive Plan and profit interests issued under the previously existing limited liability company
agreement of the LLC. For more information, refer to Note 13 of our consolidated financial statements
included elsewhere in this Annual Report.

(7) Represents costs incurred in connection with our vertical integration of engines including product

development costs and supplier transition performance incentives.

(8) For fiscal year 2018, we recognized other income as a result of a decrease in our estimated tax receivable

decreased the future tax benefit we expect to realize related to increased tax basis from previous sales and
exchanges of LLC Units by our pre-IPO owners. Refer to Note 9 of our consolidated financial statements
included elsewhere in this Annual Report.

(9) Reflects the elimination of the non-controlling interest in the LLC as if all LLC members had fully

exchanged their LLC Units for shares of Class A Common Stock.

(10) Reflects income tax expense at an estimated normalized annual effective income tax rate of 28.0% of

income before taxes for fiscal year 2018 and 35.5% of income before income taxes for fiscal years ended
June 30, 2017 and 2016, in each case assuming the conversion of all LLC Units into shares of Class A
Common Stock. The estimated normalized annual effective income tax rate is based on the federal statutory
rate plus a blended state rate adjusted for deductions under Section 199 of the Internal Revenue Code of
1986, as amended, state taxes attributable to the LLC, and foreign income taxes attributable to our
Australian based subsidiary.

(11) Represents the weighted average shares outstanding of LLC Units held by non-controlling interests

assuming they were exchanged into Class A Common Stock on a one-for-one basis.

(12) Represents the weighted average unvested restricted stock awards included in outstanding shares during the

applicable period that were convertible into Class A Common Stock and granted to members of
management.

(13) Reflects impact of increased share counts assuming the exchange of all weighted average shares outstanding
of LLC Units into shares of Class A Common Stock and the conversion of all weighted average unvested
restricted stock awards included in outstanding shares granted to members of management.

Quarterly Results of Operations

The table below sets forth our unaudited quarterly consolidated statements of operations and comprehensive

income data for each of the eight quarters through the period ended June 30, 2018. The unaudited quarterly
consolidated statements of operations and comprehensive income data were prepared on a basis consistent with
the audited consolidated financial statements included elsewhere in this Annual Report on Form 10-K. In the
opinion of management, the quarterly financial information reflects all adjustments, consisting only of normal
recurring adjustments, necessary for a fair presentation of this data. This information should be read in
conjunction with the audited consolidated financial statements and related notes included elsewhere in this
Annual Report. The historical results presented below are not necessarily indicative of the results to be expected
for any future period, and the results for any interim period may not necessarily be indicative of the results of
operations for a full year. The numbers in this table may not foot due to rounding differences.

Three Months Ended (Unaudited)

June 30,
2018

Mar. 31,
2018

Dec. 31,
2017

Sept. 30,
2017

June 30,
2017

Mar. 31,
2017

Dec. 31,
2016

Sept. 30,
2016

Net sales
Gross profit
Operating income

Net income (loss)

Net income attributable to non-

controlling interest

Net income (loss) attributable to

$138,659 $140,429 $114,373 $103,541 $75,106 $77,149 $67,661 $62,021
15,823
6,786
4,226

27,516
15,655
(5,584)

21,362
13,026
8,846

33,540
19,513
13,343

22,923
10,952
6,414

36,363
23,947
16,796

20,040
7,965
10,266

17,813
11,661
7,737

904

1,124

799

529

602

833

836

446

Malibu Boats, Inc.

$ 12,439 $ 15,672 $ (6,383) $

5,885 $ 9,664 $ 8,013 $ 6,901 $ 3,780

Liquidity and Capital Resources

Our primary sources of funds are cash provided by operating activities and borrowings under our revolving
credit facility. Our primary use of funds has been for capital investments, debt repayments, acquisitions, and cash

distributions to members of the LLC. The following table summarizes the cash flows from operating, investing
and financing activities (dollars in thousands):

Total cash provided by (used in):

Operating activities
Investment activities
Financing activities

Impact of currency exchange rates on cash balances

Increase in cash

Fiscal Year Ended June 30,

2018

2017

2016

$ 58,455
(135,856)
106,202

—

$ 35,856
(9,246)
(19,719)
10

$ 35,602
(5,990)
(12,022)
(56)

$ 28,801

$ 6,901

$ 17,534

Comparison of the Fiscal Year Ended June 30, 2018 to the Fiscal Year Ended June 30, 2017

Operating Activities

Net cash from operating activities was $58.5 million for fiscal year 2018, compared to $35.9 million for the
same period in 2017, an increase of $22.6 million. The increase in cash provided by operating activities primarily
resulted from an increase in non-cash items included in net income, including a non-cash adjustment to our
deferred tax assets, offset by a non-cash adjustment to our tax receivable agreement liability and a decrease in
operating assets and liabilities of $7.5 million related to the timing of collections of accounts receivables,
payments for accruals and payables, and purchases of inventory.

Investing Activities

Net cash used for investing activities was $135.9 million for fiscal year 2018 compared to $9.2 million for

the same period in 2017, an increase of $126.7 million. The increase in cash used for investing activities for
fiscal year 2018 was primarily related to our acquisition of Cobalt in July 2017, for cash consideration of
$125.6 million, net of cash on hand. Remaining capital outlays consisted of normal purchases for manufacturing
infrastructure and expansion activities, molds, and equipment.

Financing Activities

Net cash provided by financing activities was $106.2 million for fiscal year 2018 compared to net cash used

in financing activities of $19.7 million for fiscal year 2016, an increase in cash of $125.9 million. During the
fiscal year ended June 30, 2018, we received proceeds of $105.0 million from our credit facility to fund the
acquisition of Cobalt and $55.3 million in proceeds from our equity offering, which we used to repay
$50.0 million on our outstanding term debt. In connection with the term debt and equity offering, we paid
$1.1 million and $0.7 million in legal and advisory costs, respectively. In addition, during the fiscal year ended
June 30, 2018, we paid $1.6 million in distributions to LLC unit holders.

Comparison of the Fiscal Year Ended June 30, 2017 to the Fiscal Year Ended June 30, 2016

Operating Activities

Net cash from operating activities was $35.9 million for fiscal year 2017, compared to $35.6 million for the
same period in 2016, an increase of $0.3 million. The increase in cash provided by operating activities primarily
resulted from changes in operating assets and liabilities of $0.9 million related to the timing of collections of
accounts receivables, payments for accruals and payables, and purchases of inventory and by $1.3 million
increase in net income (after consideration of non-cash items included in net income). Net cash from operating
activities was reduced by $1.9 million for the settlement of a lawsuit with Marine Power, a former engine
supplier, related to an amended judgment against us on August 18, 2016.

Investing Activities

Net cash used for investing activities was $9.2 million for fiscal year 2017 compared to $6.0 million for the
same period in 2016, an increase of $3.3 million. The increase in cash used for investing activities was primarily
due to the purchase of an additional facility in Loudon, Tennessee and related capital improvements and
investments for our vertical integration initiatives. Remaining capital outlays consisted of normal purchases for
manufacturing infrastructure, molds, and equipment.

Financing Activities

Net cash used in financing activities was $19.7 million for fiscal year 2017 compared to net cash used in
financing activities of $12.0 million for fiscal year 2016, a decrease in cash of $7.7 million. During fiscal year
2017, we made principal payments on our prior term loan of $72.0 million and received proceeds of
$55.0 million from our new term loan in connection with our Second Amended and Restated Credit Agreement
entered into on June 28, 2017. In addition, during fiscal year 2017, we paid $1.5 million in distributions to LLC
unit holders. During fiscal year 2016, we made principal payments on our prior term loan of $6.5 million, paid
distributions to LLC unit holders of $1.4 million and repurchased $4.0 million of our Class A Common Stock
under a share repurchase program.

Loans and Commitments

On June 28, 2017, Malibu Boats, LLC as the borrower (the “Borrower”), entered into a Second Amended
and Restated Credit Agreement with SunTrust Bank, as the administrative agent, swingline lender and issuing
bank, to refinance our prior credit facility and to provide funds for our purchase of Cobalt. The credit agreement
provides the Borrower a term loan facility in an aggregate principal amount of $160.0 million, $55.0 million of
which was drawn on June 28, 2017 to refinance the outstanding loans under our prior credit facility and
$105.0 million of which was drawn on July 6, 2017 to fund the payment of the purchase price for our acquisition
of Cobalt, as well as to pay certain fees and expenses related to entering into the credit agreement. The credit
agreement also provides for a revolving credit facility that initially had borrowing capacity of up to
$35.0 million. In August 2018, in connection with entering into the agreement to acquire Pursuit, the Borrower
entered into the First Incremental Facility Amendment and First Amendment to the Second Amended and
Restated Credit Agreement with SunTrust Bank, which increased the amount available for borrowing under our
revolving credit facility by $50.0 million from $35.0 million to $85.0 million. Revolving loans made pursuant to
this incremental facility will have terms and conditions identical to the initial revolving credit facility, except a
ticking fee will accrue on the incremental $50.0 million borrowing capacity. The availability of the incremental
borrowing capacity is subject to the satisfaction of certain conditions, including the closing of the acquisition of
Pursuit. Each of the term loans and the revolving credit facility have a maturity date of July 1, 2022. The
Borrower has the option to request lenders to obtain incremental term loans of up to $50.0 million, subject to the
terms of the credit agreement and only if existing or new lenders choose to provide additional term loans.

Borrowings under our credit agreement bear interest at a rate equal to either, at the Borrower’s option,

(i) the highest of the prime rate, the Federal Funds Rate plus 0.5%, or one-month LIBOR plus 1% (the “Base
Rate”) or (ii) LIBOR, in each case plus an applicable margin ranging from 1.75% to 3.00% with respect to
LIBOR borrowings and 0.75% to 2.00% with respect to Base Rate borrowings. The applicable margin will be
based upon the consolidated leverage ratio of the LLC and its subsidiaries calculated on a consolidated basis. As
of June 30, 2018, the interest rate on our term loans was 4.09%. The Borrower will also be required to pay a
commitment fee for the unused portion of the revolving credit facility and on the daily amount of the unused
delayed draw term loan during the availability period, which will range from 0.25% to 0.50% per annum,
depending on the LLC’s and its subsidiaries’ consolidated leverage ratio. If the conditions to the incremental
borrowing capacity are satisfied, we will be required to pay a ticking fee that will accrue at a rate of 0.30% per
annum on the aggregate amount of the incremental borrowing capacity. Malibu Boats, Inc. is not a party to the
credit agreement, and the obligations of the Borrower under the credit agreement are guaranteed by the LLC,

and, subject to certain exceptions, the present and future domestic subsidiaries of the Borrower, and all such
obligations are secured by substantially all of the assets of the LLC, the Borrower and such subsidiary guarantors.

The credit agreement permits prepayment of the term loans without any penalties. The $55.0 million term

loan is subject to quarterly installments of approximately $0.7 million per quarter until March 31, 2019, then
approximately $1.0 million per quarter until June 30, 2021, and approximately $1.4 million per quarter through
March 31, 2021. The $105.0 million term loan is subject to quarterly installments of approximately $1.3 million
per quarter until March 31, 2019, then approximately $2.0 million per quarter until June 30, 2021, and
approximately $2.6 million per quarter through March 31, 2022. The balance of both term loans is due on the
scheduled maturity date of July 1, 2022. The credit agreement is also subject to prepayments from the net cash
proceeds received by the Borrower or any guarantors from certain asset sales and recovery events, subject to
certain reinvestment rights, and from excess cash flow, subject to the terms and conditions of the credit
agreement. On August 17, 2017 the Borrower made a voluntary principal payment on the term loans in the
amount of $50.0 million with a portion of the net proceeds from our equity offering completed on August 14,
2017. We exercised our option to apply the prepayment to principal installments on our term loans through
December 31, 2021 and a portion of the principal installments due on March 31, 2022. As of June 30, 2018, the
outstanding principal amount of our term loans was $110.0 million. We had no amounts outstanding under our
revolving credit facility as of June 30, 2018; however, we intend to borrow from the revolving credit facility to
pay for a portion of the purchase price of Pursuit, which is expected to close during the second quarter of fiscal
year 2019.

The credit agreement contains certain customary representations and warranties, and notice requirements for

the occurrence of specific events such as the occurrence of any event of default, or pending or threatened
litigation. The credit agreement also requires compliance with certain customary financial covenants, including a
minimum ratio of EBITDA to fixed charges and a maximum ratio of total debt to EBITDA. The credit agreement
contains certain restrictive covenants, which, among other things, place limits on certain activities of the loan
parties under the credit agreement, such as the incurrence of additional indebtedness and additional liens on
property and limit the future payment of dividends or distributions. For example, the credit agreement generally
prohibits the LLC, the Borrower and the subsidiary guarantors from paying dividends or making distributions,
including to the Company. The credit facility permits, however, (i) distributions based on a member’s allocated
taxable income, (ii) distributions to fund payments that are required under the LLC’s tax receivable agreement,
(iii) purchase of stock or stock options of the LLC from former officers, directors or employees of loan parties or
payments pursuant to stock option and other benefit plans up to $2.0 million in any fiscal year, and (iv) share
repurchase payments up to $20.0 million in any fiscal year subject to one-year carry forward and compliance
with other financial covenants. In addition, the LLC may make dividends and distributions of up to $6.0 million
in any fiscal year, subject to compliance with other financial covenants.

Future Liquidity Needs and Capital Expenditures

Management believes that our existing cash, borrowing capacity under our revolving credit facility and cash
flows from operations will be sufficient to fund our operations for the next 12 months, including our purchase of
Pursuit. Our future capital requirements will depend on many factors, including the general economic
environment in which we operate and our ability to generate cash flow from operations. Factors impacting our
cash flow from operations include, but are not limited to, our growth rate and the timing and extent of operating
expenses.

We estimate that approximately $3.9 million will be due under the tax receivable agreement within the next

12 months. In accordance with the tax receivable agreement, the next payment is anticipated to occur
approximately 75 days after filing the federal tax return which is due on April 15, 2019. Management expects
minimal effect on our future liquidity and capital resources.

Capital Resources

Management expects our capital expenditures for fiscal year 2019 to be higher than our 2018 capital
expenditures primarily driven by expected investment to further our engine vertical integration initiative and to
integrate the operations of Pursuit into our business if our pending acquisition is completed. In addition, capital
expenditures for fiscal year 2019 are expected to consist primarily of the finishing of our ongoing projects, new
tooling, and expenditures to increase production capacity to accommodate future growth.

Off-Balance Sheet Arrangements

Repurchase Commitments

In connection with our dealers’ wholesale floor plan financing of boats, we have entered into repurchase
agreements with various lending institutions. The repurchase commitment is on an individual unit basis with a
term from the date it is financed by the lending institution through payment date by the dealer, generally not
exceeding two and a half years. Such agreements are customary in the industry and our exposure to loss under
such agreements is limited by the resale value of the inventory which is required to be repurchased. Refer to Note
15 to the audited consolidated financial statements included elsewhere in this Annual Report for further
information on repurchase commitments.

Contractual Obligations and Commitments

As of June 30, 2018, our contractual obligations were as follows:

Term debt 1
Interest expense 2
Operating leases 3
Purchase obligations 4
Payments pursuant to tax receivable agreement 5

Total

Payments Due by Period

Total

Less than 1
Year

1-3 Years

3-5 Years

More than 5
Years

$110,000
17,213
21,763
66,932
55,046

(In thousands)
$ — $ — $110,000
4,320
8,626
4,634
4,623
—
—
7,467
7,128

4,267
2,349
66,932
3,932

$ —
—
10,157
—
36,519

$270,954

$77,480

$20,377

$126,421

$46,676

(1) Principal payments on our outstanding term loans under our credit agreement. We had no amounts

outstanding under our revolving credit facility as of June 30, 2018. We may borrow up to $35.0 million (or
$85.0 million if we complete our acquisition of Pursuit) under our revolving credit facility, which matures
on July 1, 2022.
Interest payments on our outstanding term loans under our credit agreement. Our term loan has variable rate
interest. We have calculated future interest obligations based on the interest rate for our term loans as of
June 30, 2018.

(2)

(3) We sold our two primary manufacturing and office facilities for a total of $18.3 million in 2008, which

resulted in a gain of $0.7 million. Simultaneous with the sale, we entered into an agreement to lease back the
buildings for an initial term of 20 years. The net gain of $0.2 million has been deferred and is being
amortized in proportion to rent charged over the initial lease term.

(4) As part of the normal course of business, we enter into purchase orders from a variety of suppliers, primarily

for raw materials, in order to manage our various operating needs. The orders are expected to be purchased
throughout fiscal year 2019.

(5) Reflects amounts owed under our tax receivables agreement that we entered into with our pre-IPO owners at
the time of our IPO. Under the tax receivables agreement, we pay the pre-IPO owners (or any permitted
assignees) 85% of the amount of cash savings, if any, in U.S. federal, state and local income tax or franchise
tax that we actually realize, or in some circumstances are deemed to realize, as a result of an expected

increase in our share of tax basis in LLC’s tangible and intangible assets, including increases attributable to
payments made under the tax receivable agreement. These obligations will not be paid if we do not realize
cash tax savings. The amounts owed reflect adjustments in the tax receivables agreement liability as a result
of the passage of the Tax Act in December 2017.

Our dealers have arrangements with certain finance companies to provide secured floor plan financing for

the purchase of our products. These arrangements indirectly provide liquidity to us by financing dealer purchases
of our products, thereby minimizing the use of our working capital in the form of accounts receivable. A majority
of our sales are financed under similar arrangements, pursuant to which we receive payment within a few days of
shipment of the product. We have agreed to repurchase products repossessed by the finance companies if a dealer
defaults on its debt obligations to a finance company and the boat is returned to us, subject to certain limitations.
Our financial exposure under these agreements is limited to the difference between the amounts unpaid by the
dealer with respect to the repossessed product plus costs of repossession and the amount received on the resale of
the repossessed product. During fiscal year 2016, we agreed to repurchase three units from the lender of two of
our former dealers resulting in combined losses of $0.03 million. No units were repurchased for fiscal years 2018
and 2017. An adverse change in retail sales could require us to repurchase repossessed units upon an event of
default by any of our dealers, subject to the annual limitation.

Seasonality

Our dealers experience seasonality in their business. Retail demand for boats is seasonal, with a significant
majority of sales occurring during peak boating season, which coincides with our first and fourth fiscal quarters.
In order to minimize the impact of this seasonality on our business, we manage our manufacturing processes and
structure dealer incentives to tie our annual volume rebates program to consistent ordering patterns, encouraging
dealers to purchase our products throughout the year. In this regard, we may offer free flooring incentives to
dealers from the beginning of our model year through April 30 of each year. Further, in the event that a dealer
does not consistently order units throughout the year, such dealer’s rebate is materially reduced. We may offer
off-season retail promotions to our dealers in seasonally slow months, during and ahead of boat shows, to
encourage retail demand.

Emerging Growth Company

We are an “emerging growth company,” as defined in the JOBS Act. For as long as we are an “emerging
growth company,” we may take advantage of certain exemptions from various reporting requirements that are
applicable to other public companies that are not “emerging growth companies,” including, but not limited to, not
being required to comply with the auditor attestation requirements of Section 404(b) of the Sarbanes-Oxley Act,
reduced disclosure obligations regarding executive compensation in our periodic reports and proxy statements
and exemptions from the requirements of holding stockholder advisory “say-on-pay” votes on executive
compensation and stockholder advisory votes on golden parachute compensation.

The JOBS Act also provides that an “emerging growth company” can utilize the extended transition period

provided in Section 7(a)(2)(B) of the Securities Act, for complying with new or revised accounting standards.
Pursuant to Section 107 of the JOBS Act, we have chosen to “opt out” of such extended transition period and, as
a result, we will comply with new or revised accounting standards on the relevant dates on which adoption of
such standards is required for companies that are not “emerging growth companies.” Under the JOBS Act, our
decision to opt out of the extended transition period for complying with new or revised accounting standards is
irrevocable.

We will continue to be an emerging growth company until the earliest to occur of (i) the last day of the

fiscal year during which we had total annual gross revenues of at least $1 billion (as indexed for inflation),
(ii) the last day of the fiscal year following the fifth anniversary of the closing of the IPO, (iii) the date on which
we have, during the previous three-year period, issued more than $1 billion in non-convertible debt or (iv) the

date on which we are deemed to be a “large accelerated filer,” as defined under the Exchange Act. We expect to
remain an “emerging growth company” until June 30, 2019.

Inflation

The market prices of certain materials and components used in manufacturing our products, especially

resins that are made with hydrocarbon feedstocks, copper, aluminum and stainless steel, can be volatile.
Historically, however, inflation has not had a material effect on our results of operations. Significant increases in
inflation, particularly those related to wages and increases in the cost of raw materials, could have an adverse
impact on our business, financial condition and results of operations.

New boat buyers often finance their purchases. Inflation typically results in higher interest rates that could

translate into an increased cost of boat ownership. Should inflation and increased interest rates occur, prospective
consumers may choose to forgo or delay their purchases or buy a less expensive boat in the event credit is not
available to finance their boat purchases.

Critical Accounting Policies

Our discussion and analysis of our financial condition and results of operations are based upon our

consolidated financial statements, which have been prepared in accordance with GAAP. These principles require
us to make estimates and judgments that affect the reported amounts of assets, liabilities, expenses and cash
flows, and related disclosure of contingent assets and liabilities. Our estimates include those related to business
combinations, revenue recognition, income taxes, tax receivable agreement liability, and warranty claims. We
base our estimates on historical experience and on various other assumptions that we believe to be reasonable
under the circumstances. Actual results may differ from these estimates. To the extent that there are material
differences between these estimates and our actual results, our future financial statements will be affected.

We believe that of our significant accounting policies, which are described in the notes to our audited
consolidated financial statements appearing elsewhere in this Annual Report, the accounting policies listed below
involve a greater degree of judgment and complexity. Accordingly, we believe these are the most critical to
understand and evaluate fully our financial condition and results of operations.

Business Combinations

We account for business acquisitions under ASC 805, Business Combinations. The total purchase

consideration for an acquisition is measured as the fair value of the assets given, equity instruments issued and
liabilities assumed at the acquisition date. Costs that are directly attributable to the acquisition are expensed as
incurred. Identifiable assets (including intangible assets) and liabilities assumed in an acquisition are measured
initially at their fair values at the acquisition date. We recognize goodwill if the fair value of the total purchase
consideration and any noncontrolling interests is in excess of the net fair value of the identifiable assets acquired
and the liabilities assumed. We include the results of operations of the acquired business in the consolidated
financial statements beginning on the acquisition date. We recognized goodwill of $19.8 million as of result of
our acquisition of Cobalt in 2017 and had goodwill outstanding of $32.2 million on June 30, 2018.

When determining such fair values, we make significant estimates and assumptions. Critical estimates

include, but are not limited to, future expected cash flows from the underlying assets and discount rates. Our
estimate of fair values is based on assumptions believed to be reasonable but that are inherently uncertain and
unpredictable. As a result, actual results may differ from our estimates. Furthermore, our estimates might change
as additional information becomes available.

Revenue Recognition

We generally manufacture products based on specific orders from dealers and often ship completed products
only after receiving credit approval from third-party financial institutions or those participating in floor financing

programs. Revenue associated with sales to dealers financed through either source is primarily recorded when all
of the following conditions have been met:

•

an order for a product has been received;

a common carrier signs the delivery ticket accepting responsibility for the product; and

the product is removed from our property for delivery.

These conditions are generally met when title passes, which is when boats are shipped to dealers in

accordance with shipping terms, which are primarily free on board shipping point.

Dealers generally have no rights to return unsold boats. From time to time, however, we may accept returns

in limited circumstances and at our discretion under our warranty policy, which generally limits returns to
instances of manufacturing defects. We estimate the costs that may be incurred under our basic limited warranty
and record a liability in the amount of such costs at the time the product revenue is recognized. We may also be
obligated, in the event of default by a dealer, to accept returns of unsold boats under our repurchase commitment
to floor financing providers, which are able to obtain such boats through foreclosure. We accrue estimated losses
when a loss, due to the default of one of our dealers, is determined to be probable and the amount of the loss is
reasonably estimable. Refer to Notes 7 and 15 to our audited consolidated financial statements included
elsewhere in this Annual Report for more information related to our product warranty and repurchase
commitment obligations, respectively.

Revenue from boat part sales is recorded as the product is shipped from our location, which is free on board

shipping point. Revenue associated with sales of materials, parts, boats or engine products sold under our
exclusive manufacturing and distribution agreement with our Australian licensee prior to the closing date of its
acquisition were recognized under free-on-board port of disembarkment terms, the point at which the risks of
ownership and loss passed to the licensee. Revenue from our Australia operations recognized after the acquisition
date is eliminated in consolidation. We also earned royalties from our Australian licensee prior to its acquisition,
which were accrued on a monthly basis based on a percentage of the licensee’s gross sales. Royalties earned were
paid to us on a quarterly basis. Royalty income earned after the acquisition date is eliminated in consolidation.

Revenue associated with sales to the independent representative responsible for international sales is
recognized in accordance with free on board shipping point terms, the point at which the risks of ownership and
loss pass to the representative. A fixed percentage discount is earned by the independent representative at the
time of shipment to the representative as a reduction in the price of the boat and is recorded in our consolidated
statement of operations as a reduction in sales.

Income Taxes

Malibu Boats, Inc. is taxed as a C corporation for U.S. income tax purposes and is therefore subject to both

federal and state taxation at a corporate level. The LLC, our direct, wholly owned subsidiary, continues to
operate in the United States as a partnership for U.S. federal income tax purposes.

We file various federal and state tax returns, including some returns that are consolidated with subsidiaries.

We account for the current and deferred tax effects of such returns using the asset and liability method.
Significant judgments and estimates are required in determining our current and deferred tax assets and
liabilities, which reflect our best assessment of the estimated future taxes we will pay. These estimates are
updated throughout the year to consider income tax return filings, our geographic mix of earnings, legislative
changes and other relevant items.

We recognize deferred tax assets and liabilities based on the differences between the financial statement
carrying amounts of assets and liabilities and the amounts applicable for income tax purposes. Deferred tax assets

represent items to be realized as a tax deduction or credit in future tax returns. Realization of the deferred tax
assets ultimately depends on the existence of sufficient taxable income of the appropriate character in either the
carryback or carryforward period.

Each quarter we analyze the likelihood that our deferred tax assets will be realized. A valuation allowance is

recorded if, based on the weight of all available positive and negative evidence, it is more likely than not (a
likelihood of more than 50%) that some portion, or all, of a deferred tax asset will not be realized. A summary of
our deferred tax assets is included in Note 10 to our audited consolidated financial statements included elsewhere
in this Annual Report.

On an annual basis, we perform a comprehensive analysis of all forms of positive and negative evidence

based on year end results. During each interim period, we update our annual analysis for significant changes in
the positive and negative evidence.

If we later determine that realization is more likely than not for deferred tax assets with a valuation
allowance, the related valuation allowance will be reduced. Conversely, if we determine that it is more likely
than not that we will not be able to realize a portion of our deferred tax assets, we will increase the valuation
allowance.

We recognize a tax benefit associated with an uncertain tax position when, in our judgment, it is more likely
than not that the position will be sustained based upon the technical merits of the position. For a tax position that
meets the more-likely-than-not recognition threshold, we initially and subsequently measure the income tax
benefit as the largest amount that we judge to have a greater than 50% likelihood of being realized. Our liability
associated with unrecognized tax benefits is adjusted periodically due to changing circumstances, such as the
progress of tax audits, case law developments and new or emerging legislation. Such adjustments are recognized
entirely in the period in which they are identified. Our income tax provision includes the net impact of changes in
the liability for unrecognized tax benefits.

We filed federal and state income tax returns that remain open to examination for years 2015 through 2017,
while our subsidiaries, Malibu Boats Holdings, LLC and Malibu Boats Pty Ltd., remain open to examination for
years 2014 through 2017. We are currently undergoing an IRS examination of our June 30, 2015 return which
began in the fourth quarter of fiscal year 2017, which we hope to complete by the first half of fiscal year 2019.
While it is often difficult to predict the final outcome or the timing of resolution of any particular tax matter, we
believe our liability for unrecognized tax benefits described below is adequate.

We consider an issue to be resolved at the earlier of the issue being “effectively settled,” settlement of an
examination, or the expiration of the statute of limitations. Upon resolution, unrecognized tax benefits will be
reversed as a discrete event.

Our liability for unrecognized tax benefits is generally presented as noncurrent. However, if we anticipate
paying cash within one year to settle an uncertain tax position, the liability is presented as current. We classify
interest and penalties recognized on the liability for unrecognized tax benefits as income tax expense.

Tax Receivable Agreement

As a result of exchanges of LLC Units into Class A Common Stock and purchases by us of LLC Units from

holders of LLC Units, we will become entitled to a proportionate share of the existing tax basis of the assets of
the LLC at the time of such exchanges or purchases. In addition, such exchanges or purchases of LLC Units are
expected to result in increases in the tax basis of the assets of the LLC that otherwise would not have been
available. These increases in tax basis may reduce the amount of tax that we would otherwise be required to pay
in the future. These increases in tax basis may also decrease gains (or increase losses) on future dispositions of
certain capital assets to the extent tax basis is allocated to those capital assets.

In connection with our IPO and the recapitalization we completed in connection with our IPO, we entered
into a tax receivable agreement with the pre-IPO owners of the LLC that provides for the payment by us to the
pre-IPO owners (or any permitted assignees) of 85% of the amount of the benefits, if any, that we are deemed to
realize as a result of (i) increases in tax basis and (ii) certain other tax benefits, including those attributable to
payments, under the tax receivable agreement. These contractual payment obligations are our obligations and are
not obligations of the LLC, and are accounted for in accordance with ASC 450, Contingencies, since the
obligations were deemed to be probable and reasonably estimable. For purposes of the tax receivable agreement,
the benefit deemed realized by us will be computed by comparing our actual income tax liability (calculated with
certain assumptions) to the amount of such taxes that we would have been required to pay had there been no
increase to the tax basis of the assets of the LLC as a result of the purchases or exchanges, and had we not
entered into the tax receivable agreement.

The timing and/or amount of aggregate payments due under the tax receivable agreement may vary based on
a number of factors, including the amount and timing of the taxable income we generate in the future and the tax
rate then applicable and amortizable basis.

The term of the tax receivable agreement will continue until all such tax benefits have been utilized or
expired, unless we exercise our right to terminate the tax receivable agreement for an amount based on the agreed
payments remaining to be made under the agreement. In certain mergers, asset sales or other forms of business
combinations or other changes of control, we (or our successor) would owe to the pre-IPO owners of the LLC (or
any permitted assignees) a lump-sum payment equal to the present value of all forecasted future payments that
would have otherwise been made under the tax receivable agreement that would be based on certain assumptions,
including a deemed exchange of all LLC Units and that we would have had sufficient taxable income to fully
utilize the deductions arising from the increased tax basis and other tax benefits related to entering into the tax
receivable agreement.

Product Warranties

Effective for model year 2016, the Company began providing a limited warranty for a period up to five
years for both Malibu and Axis brand boats. For model years prior to 2016, the Company provided a limited
warranty for a period of up to three years for its Malibu brand boats and two years for its Axis products. For our
Cobalt brand boats, we provide a structural warranty of up to ten years which covers hull/deck joints, bulkheads,
floor, transom, stringers, and motor mount. In addition, we provide a five year bow-to-stern warranty on all
components manufactured or purchased (excluding hull and deck structural components), including canvas and
upholstery. Gelcoat is covered up to three years for Cobalt and one year for Malibu and Axis. Some materials,
components or parts of the boat that are not covered by our limited product warranties are separately warranted
by their manufacturers or suppliers. These other warranties include warranties covering engines and other
components.

Our standard warranties require us or our dealers to repair or replace defective products during the warranty

period at no cost to the consumer. We estimate the costs that may be incurred under our basic limited warranty
and record as a liability in the amount of such costs at the time the product revenue is recognized. Factors that
affect our warranty liability include the number of units sold, historical and anticipated rates of warranty claims,
and cost per claim. We utilize historical trends and analytical tools to assist in determining the appropriate
warranty liability. The extension of our warranty coverage period is expected to continue to increase our
obligations to cover warranty claims over time resulting in an increase in our reserve to cover these warranty
claims. We periodically assess the adequacy of the recorded warranty liabilities by brand and will adjust the
amounts as necessary based on the best available information and trends.

New Accounting Pronouncements

See “Part II, Item 8. Financial Statements and Supplementary Data—Note 1—Organization, Basis of

Presentation, and Summary of Significant Accounting Policies—New Accounting Pronouncements.”

Item 7A. Quantitative and Qualitative Disclosures About Market Risk

Market risk represents the risk of loss that may impact our financial condition through adverse changes in

financial market prices and rates and inflation. Changes in these factors could cause fluctuations in our results of
operations and cash flows. In the ordinary course of business, we are primarily exposed to foreign exchange rate
and interest rate risks. We manage our exposure to these market risks through regular operating and financing
activities. In the past, we have also attempted to reduce our market risks through hedging instruments such as
interest rate swaps.

Foreign Exchange Rate Risk

We have operations both within the United States and Australia, and we are exposed to market risks in the

ordinary course of our business. These risks primarily include foreign exchange rate and inflation risks. Our
Australian operations purchase key components from our U.S. operations, as well as other U.S. based suppliers,
and pay for these purchases in U.S. dollars. Fluctuations in the foreign exchange rate of the U.S. dollar against
the Australian dollar have resulted in a foreign currency transaction loss of $0.1 million, gain of $0.1 million and
loss of $0.1 million for the fiscal years ended June 30, 2018, 2017 and 2016, respectively. We are also subject to
risks relating to changes in the general economic conditions in the countries where we conduct business. To
reduce certain of these risks to our Australian operations, we monitor, on a regular basis, the financial condition
and position of the subsidiary. We do not use derivative instruments to mitigate the impact of our foreign
exchange rate risk exposures.

Additionally, the assets and liabilities of our Australian subsidiary are translated at the foreign exchange rate
in effect at the balance sheet date. Translation gains and losses are reflected as a component of accumulated other
comprehensive loss in the stockholders’ equity section of the accompanying consolidated balance sheets.
Revenues and expenses of our foreign subsidiary are translated at the average foreign exchange rate in effect for
each month of the quarter. Certain assets and liabilities related to intercompany positions reported on our
consolidated balance sheet that are denominated in a currency other than the functional currency are translated at
the foreign exchange rates at the balance sheet date and the associated gains and losses are included in net
income.

Interest Rate Risk

We are subject to interest rate risk in connection with borrowings under our revolving credit facility and

term loans, which bear interest at variable rates. At June 30, 2018, we had $110.0 million of term loans
outstanding under our term loan facility and no outstanding debt under our revolving credit facility. As of
June 30, 2018, the undrawn borrowing amount under our revolving credit facility was $35.0 million. Borrowings
under the term loans and revolving credit facility bear interest at our option of (i) the highest of the prime rate,
the Federal Funds Rate plus 0.5%, or one-month LIBOR plus 1%, which is the Base Rate, or (ii) LIBOR, in each
case plus an applicable margin ranging from 0.75% to 2.00% with respect to Base Rate borrowings and 1.75% to
3.00% with respect to LIBOR borrowings. Therefore, our income and cash flows will be exposed to changes in
interest rates to the extent that we do not have effective hedging arrangements in place.

At June 30, 2018, the interest rate on our term loan was 4.09%. Based on a sensitivity analysis at June 30,
2018, assuming no amounts are outstanding under our revolving credit facility for a full year, a 100 basis point
increase in interest rates would increase our annual interest expense by approximately $0.9 million.

On July 1, 2015, we entered into a 5-year floating to fixed interest rate swap with a certain counterparty to

the previously existing credit agreement to mitigate the risk of interest rate fluctuations associated with our
variable rate long term debt. The swap has an effective start date of July 1, 2015 and is based on a one-month
LIBOR rate versus a 1.52% fixed rate on a notional value of $39.3 million, which was equal to 50% of the
outstanding balance of our term loan at the time of the swap arrangement. For the fiscal year ended June 30,
2018, we recorded a gain of $0.4 million for the change in fair value of the interest rate swap, which is included
in interest expense in the consolidated statements of operations and comprehensive income (loss).

Item 8. Financial Statements and Supplementary Data

INDEX TO FINANCIAL STATEMENTS

Reports of Independent Registered Public Accounting Firms on Consolidated Financial Statements
Consolidated Statements of Operations and Comprehensive Income for the Fiscal Years Ended June 30,

2018, 2017 and 2016

Consolidated Balance Sheets as of June 30, 2018 and 2017
Consolidated Statements of Stockholders’ Equity for the Fiscal Years Ended June 30, 2018, 2017 and

2016

Consolidated Statements of Cash Flows for the Fiscal Years ended June 30, 2018, 2017 and 2016
Notes to Consolidated Financial Statements

Page

71
72

73
75
76

Report of Independent Registered Public Accounting Firm

To the Stockholders and Board of Directors
Malibu Boats, Inc.:

Opinion on the Consolidated Financial Statements

We have audited the accompanying consolidated balance sheets of Malibu Boats, Inc. and subsidiaries (the
Company) as of June 30, 2018 and 2017, the related consolidated statements of operations and comprehensive
income, stockholders’ equity, and cash flows for each of the years in the three-year period ended June 30, 2018,
and the related notes (collectively, the consolidated financial statements). In our opinion, the consolidated
financial statements present fairly, in all material respects, the financial position of the Company as of June 30,
2018 and 2017, and the results of its operations and its cash flows for each of the years in the three-year period
ended June 30, 2018, in conformity with U.S. generally accepted accounting principles.

Basis for Opinion

These consolidated financial statements are the responsibility of the Company’s management. Our responsibility
is to express an opinion on these consolidated financial statements based on our audits. We are a public
accounting firm registered with the Public Company Accounting Oversight Board (United States) (PCAOB) and
are required to be independent with respect to the Company in accordance with the U.S. federal securities laws
and the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.

We conducted our audits in accordance with the standards of the PCAOB. Those standards require that we plan
and perform the audit to obtain reasonable assurance about whether the consolidated financial statements are free
of material misstatement, whether due to error or fraud. The Company is not required to have, nor were we
engaged to perform, an audit of its internal control over financial reporting. As part of our audits, we are required
to obtain an understanding of internal control over financial reporting but not for the purpose of expressing an
opinion on the effectiveness of the Company’s internal control over financial reporting. Accordingly, we express
no such opinion.

Our audits included performing procedures to assess the risks of material misstatement of the consolidated
financial statements, whether due to error or fraud, and performing procedures that respond to those risks. Such
procedures included examining, on a test basis, evidence regarding the amounts and disclosures in the
consolidated financial statements. Our audits also included evaluating the accounting principles used and
significant estimates made by management, as well as evaluating the overall presentation of the consolidated
financial statements. We believe that our audits provide a reasonable basis for our opinion.

/s/ KPMG LLP

We have served as the Company’s auditor since 2015.

Knoxville, Tennessee
September 6, 2018

MALIBU BOATS, INC. AND SUBSIDIARIES

Consolidated Statements of Operations and Comprehensive Income
(In thousands, except share data)

Net sales
Cost of sales

Gross profit
Operating expenses:

Selling and marketing
General and administrative
Amortization

Operating income
Other income (expense):

Other
Interest expense

Other income (expense)

Net income before provision for income taxes
Income tax provision

Net income

Net income attributable to non-controlling interest

Net income attributable to Malibu Boats, Inc.

Comprehensive income:
Net income
Other comprehensive income (loss), net of tax:

Change in cumulative translation adjustment

Other comprehensive income (loss), net of tax

Comprehensive income, net of tax

Less: comprehensive income attributable to non-controlling interest,

net of tax

Fiscal Year Ended June 30,

2018

2017

2016

497,002
376,660

120,342

281,937
206,899

75,038

252,965
186,145

66,820

13,718
31,359
5,198

70,067

24,705
(5,385)

19,320

89,387
58,418

30,969
3,356

8,619
24,783
2,198

39,438

10,789
(1,559)

9,230

48,668
17,593

31,075
2,717

27,613

28,358

7,475
21,256
2,185

35,904

76
(3,884)

(3,808)

32,096
11,801

20,295
2,253

18,042

30,969

31,075

20,295

(621)

469

(390)

30,348

31,544

19,905

3,328

2,758

2,214

Comprehensive income attributable to Malibu Boats, Inc.,

net of tax

27,020

28,786

17,691

Weighted average shares outstanding used in computing net

income per share:

Basic
Diluted
Net income available to Class A Common Stock per share:
Basic
Diluted

20,179,381
20,281,210

17,846,894
17,951,332

17,934,580
17,985,427

$
$

1.37
1.36

$
$

1.59
1.58

$
$

1.01
1.00

The accompanying notes are an integral part of these Consolidated Financial Statements.

MALIBU BOATS, INC. AND SUBSIDIARIES

Consolidated Balance Sheets
(In thousands, except share data)

Assets
Current assets
Cash
Trade receivables, net
Inventories, net
Prepaid expenses and other current assets
Income tax receivable

Total current assets
Property and equipment, net
Goodwill
Other intangible assets, net
Deferred tax assets
Other assets

Total assets

Liabilities
Current liabilities

Accounts payable
Accrued expenses
Income tax and distribution payable
Payable pursuant to tax receivable agreement, current portion

Total current liabilities

Deferred tax liabilities
Other liabilities
Payable pursuant to tax receivable agreement, less current portion
Long-term debt, less current maturities

Total liabilities

Commitments and contingencies (See Note 15)
Stockholders’ Equity
Class A Common Stock, par value $0.01 per share, 100,000,000 shares authorized;
20,555,348 shares issued and outstanding as of June 30, 2018; 17,937,687 shares
issued and outstanding as of June 30, 2017

Class B Common Stock, par value $0.01 per share, 25,000,000 shares authorized;
17 shares issued and outstanding as of June 30, 2018; 19 shares issued and
outstanding as of June 30, 2017

Preferred Stock, par value $0.01 per share; 25,000,000 shares authorized; no shares

issued and outstanding as of June 30, 2018; no shares issued and outstanding as of
June 30, 2017

Additional paid in capital
Accumulated other comprehensive loss
Accumulated earnings

Total stockholders’ equity attributable to Malibu Boats, Inc.

Non-controlling interest

Total stockholders’ equity

June 30, 2018

June 30, 2017

$ 61,623
24,625
44,268
3,298
100

133,914
40,845
32,230
94,221
64,105
453

$ 32,822
9,846
23,835
2,470
1,111

70,084
24,123
12,692
9,597
107,088
79

$365,768

$223,663

$ 24,349
35,685
1,420
3,932

65,386
341
569
51,114
108,487

225,897

$ 12,722
21,616
515
4,332

39,185
552
328
77,959
53,403

171,427

204

—

108,360
(1,984)
27,789

134,369
5,502

139,871

179

—

—
48,328
(1,363)
151

47,295
4,941

52,236

Total liabilities and stockholders’ equity

$365,768

$223,663

The accompanying notes are an integral part of these Consolidated Financial Statements.

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A

MALIBU BOATS, INC. AND SUBSIDIARIES

Consolidated Statements of Cash Flows
(In thousands)

Operating activities:
Net income

Adjustments to reconcile net income to net cash provided by operating activities:

Non-cash compensation expense
Non-cash compensation to directors
Non-cash litigation payable
Depreciation
Amortization of intangible assets
Gain on sale-leaseback transaction
Amortization of deferred financing costs
Change in fair value of derivative
Deferred income taxes
Adjustment to tax receivable agreement liability
(Gain) loss on sale of equipment
Change in operating assets and liabilities (excluding effects of acquisition):

Trade receivables
Inventories
Prepaid expenses and other assets
Accounts payable
Accrued expenses
Income taxes receivable and payable
Other liabilities
Payment pursuant to tax receivable agreement
Litigation settlement

Net cash provided by operating activities

Investing activities:

Purchases of property and equipment
Proceeds from sale of property and equipment
Payment for acquisition, net of cash acquired
Net cash used in investing activities

Financing activities:

Principal payments on long-term borrowings
Proceeds from long-term borrowings
Payment of deferred financing costs
Proceeds from issuance of Class A Common Stock in offerings, net of underwriting

discounts

Payment of costs directly associated with offerings
Cash paid for tax withholdings
Distributions to non-controlling LLC Unit holders
Repurchase of common stock
Net cash provided by (used in) by financing activities

Effect of exchange rate changes on cash

Changes in cash
Cash—Beginning of period
Cash—End of period

Supplemental cash flow information:

Cash paid for interest
Cash paid for income taxes
Non-cash investing and financing activities:
Establishment of deferred tax assets from step-up in tax basis
Establishment of amounts payable under tax receivable agreements
Equity issued as consideration for acquisition
Exchange of LLC Units for Class A Common Stock
Tax distributions payable to non-controlling LLC Unit holders
Capital expenditures in accounts payable

Fiscal Year Ended June 30,

2018

2017

2016

$ 30,969

$ 31,075

$ 20,295

1,973
834
—
7,656
5,198
(10)
1,232
(369)
45,793
(24,637)
(60)

(12,181)
(6,336)
(447)
4,612
6,547
1,723
251
(4,293)
—
58,455

(10,449)
145
(125,552)
(135,856)

(50,000)
105,000
(1,148)

55,317
(650)
(691)
(1,626)
—
106,202
—

1,396
749
(1,330)
4,550
2,198
(10)
243
(912)
9,577
(8,140)
4

4,870
(3,300)
(26)
(5,018)
5,829
253
65
(4,279)
(1,938)
35,856

(9,262)
16

—
(9,246)

(72,000)
55,000
(926)

—
—
(258)
(1,535)
—
(19,719)
10

1,947
751
3,268
3,339
2,185
(10)
244
863
5,176
—
(29)

(5,211)
(52)
(859)
7,003
1,388
(1,873)
8
(2,831)
—
35,602

(6,176)
186
—
(5,990)

(6,500)
—
—

—
—
(156)
(1,385)
(3,981)
(12,022)
(56)

28,801
32,822
$ 61,623

6,901
25,921
$ 32,822

17,534
8,387
$ 25,921

4,352
9,887

3,004
1,685
1,000
920
511
1,053

$ 2,296
7,175

$ 3,136
8,122

1,238
960
—
2,789
309
1,598

140
111
—
39
341
218

The accompanying notes are an integral part of these Consolidated Financial Statements.

MALIBU BOATS, INC. AND SUBSIDIARIES

Notes to Consolidated Financial Statements
(Dollars in thousands, except per unit and per share data)

1. Organization, Basis of Presentation, and Summary of Significant Accounting Policies

Organization

Malibu Boats, Inc. (together with its subsidiaries, the “Company” or “Malibu”), a Delaware corporation
formed on November 1, 2013, is the sole managing member of Malibu Boats Holdings, LLC, a Delaware limited
liability company (the “LLC”). The Company operates and controls all of the LLC’s business and affairs and,
therefore, pursuant to Financial Accounting Standards Board (“FASB”) Accounting Standards Codification
(“ASC”) Topic 810, Consolidation, consolidates the financial results of the LLC and its subsidiaries, and records
a non-controlling interest for the economic interest in the Company held by the non-controlling holders of units
in the LLC (“LLC Units”). Malibu Boats Holdings, LLC was formed in 2006 with Malibu’s acquisition by an
investor group, including affiliates of Black Canyon Capital LLC, Horizon Holdings, LLC and then-current
management. The LLC, through its wholly owned subsidiary, Malibu Boats, LLC, is engaged in the design,
engineering, manufacturing and marketing of innovative, high-quality, recreational powerboats that are sold
through a world-wide network of independent dealers. On July 6, 2017, the Company acquired all the
outstanding units of Cobalt Boats, LLC (“Cobalt”) further expanding the Company’s product offering across a
broader segment of the recreational boating industry including performance sport boats, sterndrive and outboard
boats. As a result of the acquisition, the Company also consolidates the financial results of Cobalt. Refer to
Note 3. The Company reports its results of operations under three reportable segments: Malibu U.S., Malibu
Australia, and Cobalt, based on their boat manufacturing operations.

Basis of Presentation

The accompanying consolidated financial statements of the Company have been prepared in accordance
with U.S. generally accepting accounting principles (“GAAP”). Units and shares are presented as whole numbers
while all dollar amounts are presented in thousands, unless otherwise noted.

Principles of Consolidation

The accompanying consolidated financial statements include the operations and accounts of the Company

and all subsidiaries thereof. All intercompany balances and transactions have been eliminated upon
consolidation.

Use of Estimates

The preparation of financial statements in conformity with GAAP requires management to make estimates
and assumptions that affect the reported amounts of assets and liabilities and disclosure of contingent assets and
liabilities as of the date of the financial statements and the reported amounts of revenues and expenses during the
reporting period. Actual results could differ from those estimates, and such differences could be material.

Immaterial Correction of Error

During the second quarter of fiscal 2018, the Company identified an error related to an understatement of

the non-controlling interest held by LLC Unit holders in the LLC, an overstatement to accumulated
comprehensive loss, and an overstatement of additional paid in capital. When LLC units were exchanged for
Class A Common Stock of Malibu Boats, Inc. during the quarters ended December 31, 2016 and March 31, 2017,
the Company inadvertently reduced the non-controlling interest by the fair value of the Malibu Boats, Inc.
Class A Common Stock (the fair value received) rather than the carrying value of the LLC units that were

exchanged. In addition, the Company inadvertently did not allocate foreign currency translation adjustments
ratably between Malibu Boats, Inc. and the non-controlling interest based on their respective pro-rata ownership
interests in the LLC from October 2014 (the date the LLC acquired their Australian subsidiary) through
September 30, 2017. In accordance with FASB ASC Topic 250, Accounting Changes and Error Corrections, the
Company evaluated the materiality of the error from quantitative and qualitative perspectives, and concluded that
the error was immaterial to the Company’s prior period interim and annual consolidated financial statements.
Since the revision was not material to any prior period interim or annual consolidated financial statements, no
amendments to previously filed interim or annual periodic reports are required. Consequently, the Company
revised the historical consolidated financial information presented herein.

For the fiscal year ended June 30, 2017, the immaterial error correction resulted in an increase to the non-

controlling interest of $1,869, a decrease to accumulated other comprehensive loss of $639, and a decrease to
additional paid in capital of $2,508, within stockholders’ equity on the consolidated balance sheet and within the
consolidated statement of stockholders’ equity. There was no change in total stockholders’ equity for the fiscal
year ended June 30, 2017.

Certain Significant Risks and Uncertainties

The Company is subject to those risks common in manufacturing-driven markets, including, but not limited
to, competitive forces, dependence on key personnel, consumer demand for its products, the successful protection
of its proprietary technologies, compliance with government regulations and the possibility of not being able to
obtain additional financing if and when needed.

Concentration of Credit and Business Risk

A majority of the Company’s sales are made pursuant to floor plan financing programs in which the

Company participates on behalf of its dealers through a contingent repurchase agreement with various third-party
financing institutions. Under these arrangements, a dealer establishes a line of credit with one or more of these
third-party lenders for the purchase of dealer boat inventory. When a dealer purchases and takes delivery of a
boat pursuant to a floor plan financing arrangement, it draws against its line of credit and the lender pays the
invoice cost of the boat directly to the Company within approximately two weeks. For dealers that use local floor
plan financing programs or pay cash, the Company may extend credit without collateral under the dealer
agreement based on the Company’s evaluation of the dealer’s credit risk and past payment history. The Company
maintains allowances for potential credit losses that it believes are adequate. See Trade Accounts Receivable
section within this footnote for more information.

The Company’s top ten dealers represented 30.4%, 40.6% and 31.9%, of the Company’s volume for the

fiscal years ended June 30, 2018, 2017 and 2016, respectively.

Cash

The Company considers all highly liquid investments purchased with an original maturity of 90 days or less

to be cash equivalents. Cash equivalents are stated at cost, which approximates fair value. As of June 30, 2018
and 2017, no highly liquid investments were held and the entire balance consists of traditional cash.

At June 30, 2018 and 2017, substantially all cash on hand was held by two financial institutions. This cash

on deposit may be, at times, in excess of insurance limits provided by the FDIC.

Trade Accounts Receivable

Trade receivables are carried at original invoice amount less an estimate made for doubtful receivables
based on a review of all outstanding amounts on a monthly basis. As of June 30, 2018 and 2017, the allowance

for doubtful receivables was $40 and $44, respectively. Management determines the allowance for doubtful
accounts by identifying troubled accounts and by using historical experience applied to an aging of accounts.
Trade receivables are written off when deemed uncollectible. Recoveries of trade receivables previously written
off are recorded when received. A trade receivable is considered to be past due if any portion of the receivable
balance is outstanding beyond customer terms.

Capitalization of Offering Costs

Capitalized offering costs are costs directly attributable to the Company’s shelf registration statement and

equity offerings. As of June 30, 2018 and 2017, $80 and $108 of costs directly attributable to the Company’s
shelf registration statement and equity offerings were capitalized as prepaid assets. Upon closing of the offerings,
these costs are netted against the proceeds and, as such, are reclassified into additional paid in capital. For the
fiscal year ended June 30, 2018, the Company netted $650 against the proceeds of future offerings under the
shelf registration statement based on the number of shares sold in the offering and total number of shares
available for issuance under the shelf registration statement. Refer to Note 12 for additional information
regarding the Company’s equity offerings.

Goodwill

Goodwill is an asset representing the future economic benefits arising from other assets acquired in a
business combination that are not individually identified and separately recognized. Goodwill amounts are not
amortized, but rather are evaluated for potential impairment on an annual basis, as of June 30, in accordance with
the provisions of ASC Topic 350, Intangibles—Goodwill and Other. Under the guidance, the Company may
assess qualitative factors to determine whether it is more likely than not that the fair value of a reporting unit is
less than its carrying amount. If this assessment indicates the possibility of impairment, the income approach to
test for goodwill impairment would be used. Under the income approach, management calculates the fair value of
its reporting units based on the present value of estimated future cash flows. If the fair value of an individual
reporting unit exceeds the carrying value of the net assets including goodwill assigned to that unit, goodwill is
not impaired. If the carrying value of the reporting unit’s net assets including goodwill exceeds the fair value of
the reporting unit, then management determines the implied fair value of the reporting unit’s goodwill. If the
carrying value of the reporting unit’s goodwill exceeds its implied fair value, then the Company would record an
impairment loss equal to the difference. For fiscal years ended June 30, 2018 and 2017, the Company performed
a qualitative assessment which indicated that the fair value of its reporting units more likely than not exceeded
their respective carrying amounts. The Company did not recognize any goodwill impairment charges in the fiscal
years ended June 30, 2018, 2017 and 2016.

Intangible Assets

Intangible assets consist primarily of relationships, reacquired franchise rights, product trade names, legal

and contractual rights surrounding a patent and a non-compete agreement. These assets are recorded at their
estimated fair values at the acquisition dates using the income approach. Definite lived intangible assets are being
amortized using the straight-line method based on their estimated useful lives ranging from 5 to 20 years. The
estimated useful lives of dealer relationships consider the average length of dealer relationships at the time of
acquisition, historical rates of dealer attrition and retention, the Company’s history of renewal and extension of
dealer relationships, as well as competitive and economic factors resulting in a range of useful lives. The useful
life of reacquired franchise rights is based on the remainder of the contractual term of the Licensee’s exclusive
manufacturing and distributors agreement with the Company. The estimated useful lives of the Company’s trade
names are based on a number of factors including technological obsolescence and the competitive environment.
The estimated useful lives of legal and contractual rights are estimated based on the benefits that the patent
provides for its remaining terms unless competitive, technological obsolescence or other factors indicate a shorter
life. The useful life of the non-compete agreement is based on a ten-year agreement entered into by the Company
and former owner of the Licensee as part of the acquisition.

Management, assisted by third-party valuation specialists, determined the estimated fair values of separately

identifiable intangible assets at the date of acquisition under the income approach. Significant data and
assumptions used in the valuations included cost, market and income comparisons, discount rates, royalty rates
and management forecasts. Discount rates for each intangible asset were selected based on judgment of relative
risk and approximate rates of returns investors in the subject assets might require. The royalty rates were based
on historical and projected sales and profits of products sold and management’s assessment of the intangibles’
importance to the sales and profitability of the product. Management provided forecasts of financial data
pertaining to assets, liabilities and income statement balances to be utilized in the valuations. While management
believes the assumptions, estimates, appraisal methods and ensuing results are appropriate and represent the best
evidence of fair value in the circumstances, modification or use of other assumptions or methods could have
yielded different results.

The carrying amount of definite lived intangible assets are reviewed whenever circumstances arise that
indicate the carrying amount of an asset may not be recoverable. The carrying value of these assets is compared
to the undiscounted future cash flows the assets are expected to generate. If the asset is considered to be
impaired, the carrying value is compared to the fair value and this difference is recognized as an impairment loss.
There was no impairment loss recognized on intangible assets for the fiscal years ended June 30, 2018, 2017 and
2016.

Accrued Expenses

The Company’s accrued expenses consist of the following as of June 30, 2018 and 2017:

Warranties
Dealer incentives
Accrued compensation
Accrued legal and professional fees
Accrued interest
Other accrued expenses

Total accrued expenses

As of June 30,

2018

2017

$17,217
5,770
9,034
915
242
2,507

$10,050
3,295
4,262
2,569
18
1,422

$35,685

$21,616

Dealer Incentives

The Company provides for various structured dealer rebate and sales promotions incentives, which are

recognized as a reduction in net sales, at the time of sale to the dealer. Examples of such programs include
rebates, seasonal discounts, promotional co-op arrangements and other allowances. Dealer rebates and sales
promotion expenses are estimated based on current programs and historical achievement and/or usage rates.
Actual results may differ from these estimates if market conditions dictate the need to enhance or reduce sales
promotion and incentive programs or if dealer achievement or other items vary from historical trends.

Free floor financing incentives include payments to the lenders providing floor plan financing to the dealers
or directly to the dealers themselves. Free floor financing incentives are estimated at the time of sale to the dealer
based on the expected expense to the Company over the term of the free flooring period and are recognized as a
reduction in sales. The Company accounts for both incentive payments directly to dealers and payment to third
party lenders in this manner.

Changes in the Company’s accrual for dealer rebates were as follows:

Balance at beginning of year
Add: Dealer rebate expense
Less: Dealer rebates paid

Balance at end of year

Fiscal Year Ended June 30,

2018

2017

2016

$ 3,178
15,713
(13,332)

$ 3,912
12,960
(13,694)

$ 3,165
6,440
(5,693)

$ 5,559

$ 3,178

$ 3,912

Changes in the Company’s accrual for floor financing were as follows:

Balance at beginning of year
Add: Flooring expense

Additions for Cobalt acquisition

Less: Flooring paid

Balance at end of year

Fiscal Year Ended June 30,

2018

2017

2016

117
5,813
132
(5,851)

104
4,288
—
(4,275)

$ —
3,407
—
(3,303)

211

117

104

Tax Receivable Agreement

As a result of exchanges of LLC Units into Class A Common Stock and purchases by the Company of LLC
Units from holders of LLC Units, the Company will become entitled to a proportionate share of the existing tax
basis of the assets of the LLC at the time of such exchanges or purchases. In addition, such exchanges or
purchases of LLC Units are expected to result in increases in the tax basis of the assets of the LLC that otherwise
would not have been available. These increases in tax basis may reduce the amount of tax that the Company
would otherwise be required to pay in the future. These increases in tax basis may also decrease gains (or
increase losses) on future dispositions of certain capital assets to the extent tax basis is allocated to those capital
assets.

In connection with the Company’s IPO and the recapitalization the Company completed in connection with
its IPO, the Company entered into a tax receivable agreement with the pre-IPO owners of the LLC that provides
for the payment by the Company to the pre-IPO owners (or any permitted assignees) of 85% of the amount of the
benefits, if any, that the Company deems to realize as a result of (i) increases in tax basis and (ii) certain other tax
benefits, including those attributable to payments, under the tax receivable agreement. These contractual payment
obligations are the Company’s obligations and are not obligations of the LLC, and are accounted for in
accordance with ASC 450, Contingencies, since the obligations were deemed to be probable and reasonably
estimable. For purposes of the tax receivable agreement, the benefit deemed realized by the Company will be
computed by comparing its actual income tax liability (calculated with certain assumptions) to the amount of
such taxes that it would have been required to pay had there been no increase to the tax basis of the assets of the
LLC as a result of the purchases or exchanges, and had the Company not entered into the tax receivable
agreement.

The timing and/or amount of aggregate payments due under the tax receivable agreement may vary based on
a number of factors, including the amount and timing of the taxable income the Company generates in the future
and the tax rate then applicable and amortizable basis.

The term of the tax receivable agreement will continue until all such tax benefits have been utilized or
expired, unless the Company exercises its right to terminate the tax receivable agreement for an amount based on
the agreed payments remaining to be made under the agreement. In certain mergers, asset sales or other forms of

business combinations or other changes of control, the Company (or its successor) would owe to the pre-IPO
owners of the LLC (or any permitted assignees) a lump-sum payment equal to the present value of all forecasted
future payments that would have otherwise been made under the tax receivable agreement that would be based on
certain assumptions, including a deemed exchange of all LLC Units and that the Company would have had
sufficient taxable income to fully utilize the deductions arising from the increased tax basis and other tax benefits
related to entering into the tax receivable agreement.

Income Taxes

Malibu Boats, Inc. is taxed as a C corporation for U.S. income tax purposes and is therefore subject to both

federal and state taxation at a corporate level. Following the IPO, the LLC continues to operate in the United
States as a partnership for U.S. federal income tax purposes.

The Company files various federal and state tax returns, including some returns that are consolidated with
subsidiaries. The Company accounts for the current and deferred tax effects of such returns using the asset and
liability method. Significant judgments and estimates are required in determining the Company’s current and
deferred tax assets and liabilities, which reflect management’s best assessment of the estimated future taxes it
will pay. These estimates are updated throughout the year to consider income tax return filings, its geographic
mix of earnings, legislative changes and other relevant items.

The Company recognizes deferred tax assets and liabilities based on the differences between the financial
statement carrying amounts of assets and liabilities and the amounts applicable for income tax purposes. Deferred
tax assets represent items to be realized as a tax deduction or credit in future tax returns. Realization of the
deferred tax assets ultimately depends on the existence of sufficient taxable income of the appropriate character
in either the carryback or carryforward period.

Each quarter the Company analyzes the likelihood that its deferred tax assets will be realized. A valuation

allowance is recorded if, based on the weight of all available positive and negative evidence, it is more likely
than not (a likelihood of more than 50%) that some portion, or all, of a deferred tax asset will not be realized (see
Note 10).

On an annual basis, the Company performs a comprehensive analysis of all forms of positive and negative

evidence based on year end results. During each interim period, the Company updates its annual analysis for
significant changes in the positive and negative evidence.

If the Company later determines that realization is more likely than not for deferred tax assets with a
valuation allowance, the related valuation allowance will be reduced. Conversely, if the Company determines
that it is more likely than not that the Company will not be able to realize a portion of our deferred tax assets, the
Company will increase the valuation allowance.

The Company recognizes a tax benefit associated with an uncertain tax position when, in its judgment, it is
more likely than not that the position will be sustained based upon the technical merits of the position. For a tax
position that meets the more-likely-than-not recognition threshold, the Company initially and subsequently
measures the income tax benefit as the largest amount that it judges to have a greater than 50% likelihood of
being realized. The liability associated with unrecognized tax benefits is adjusted periodically due to changing
circumstances, such as the progress of tax audits, case law developments and new or emerging legislation. Such
adjustments are recognized entirely in the period in which they are identified. The Company’s income tax
provision includes the net impact of changes in the liability for unrecognized tax benefits.

The Company has filed federal and state income tax returns that remain open to examination for years 2015

through 2017, while its subsidiaries, Malibu Boats Holdings, LLC and Malibu Boats Pty Ltd., remain open to
examination for years 2014 through 2017. The Company is currently undergoing an IRS examination of its

June 30, 2015 return which began in the fourth quarter of fiscal 2017, which the Company hopes to complete by
the first half of fiscal 2019. While it is often difficult to predict the final outcome or the timing of resolution of
any particular tax matter, the Company believes its liability for unrecognized tax benefits described below
is adequate.

The Company considers an issue to be resolved at the earlier of the issue being “effectively
settled,” settlement of an examination, or the expiration of the statute of limitations. Upon resolution,
unrecognized tax benefits will be reversed as a discrete event.

The Company’s liability for unrecognized tax benefits is generally presented as noncurrent. However, if it

anticipates paying cash within one year to settle an uncertain tax position, the liability is presented as current.
The Company classifies interest and penalties recognized on the liability for unrecognized tax benefits as income
tax expense.

Revenue Recognition

The Company generally manufactures products based on specific orders from dealers and often ships

completed products only after receiving credit approval from financial institutions. Revenue is primarily recorded
when all of the following conditions have been met:

•

an order for a product has been received;

a common carrier signs the delivery ticket accepting responsibility for the product; and

the product is removed from the Company’s property for delivery.

These conditions are generally met when title passes, which is when boats are shipped to dealers in

accordance with shipping terms, which are primarily free on board shipping point.

Dealers generally have no rights to return unsold boats. From time to time, however, the Company may

accept returns in limited circumstances and at the Company’s discretion under its warranty policy, which
generally limits returns to instances of manufacturing defects. The Company may be obligated, in the event of
default by a dealer, to accept returns of unsold boats under its repurchase commitment to floor financing
providers, who are able to obtain such boats through foreclosure. The Company accrues estimated losses when a
loss, due to the default of one of its dealers, is determined to be probable and the amount of the loss is reasonably
estimable. Refer to Note 7 and Note 15 related to the Company’s product warranty and repurchase commitment
obligations, respectively.

Revenue from boat part sales is recorded as the product is shipped from the Company’s location, which is

free on board shipping point. Revenue associated with sales of materials, parts, boats or engine products sold
under the Company’s exclusive manufacturing and distribution agreement with its acquired Australian licensee
are eliminated in consolidation. Revenue associated with sales to the independent representative responsible for
international sales is recognized in accordance with free on board shipping point terms, the point at which the
risks of ownership and loss pass to the representative. A fixed percentage discount is earned by the independent
representative at the time of shipment to the representative as a reduction in the price of the boat and is recorded
in the Company’s consolidated statement of operations as a reduction in sales.

The Company earns royalties on boats shipped with the Company’s proprietary wake surfing technology

under licensing agreements with various marine manufacturers. Royalty income is recorded when earned as net
sales in the Company’s consolidated statement of operations and comprehensive income.

Delivery Costs

Shipping and freight costs are included in cost of sales in the accompanying consolidated statements of

operations and comprehensive income.

Advertising Costs

Advertising costs are expensed as incurred. Advertising expenses are included in selling and marketing

expenses and were not material for fiscal years ended June 30, 2018, 2017 and 2016.

Fair Value of Financial Instruments

Financial instruments for which the Company did not elect the fair value option include accounts receivable,

prepaid expenses and other current assets, short-term credit facilities, accounts payable, accrued expenses and
other current liabilities. The carrying amounts of these financial instruments approximate their fair values as a
result of their short-term nature or variable interest rates. On June 28, 2017, the Company modified its debt
agreement and entered into a variable rate term loan of $160,000, of which $55,000 was drawn and outstanding
as of June 30, 2017.

On July 6, 2017, the Company drew $105,000 for the delay draw portion of the variable rate term loan to
finalize the acquisition of Cobalt. The Company applied proceeds from an equity offering to prepay $50,000 of
the variable rate term loan in August 2017, reducing the carrying amount outstanding to $110,000 on June 30,
2018. The carrying value of the Company’s debt as of June 30, 2018 approximated its fair value. See Note 8 for
more information.

Fair Value Measurements

The Company applies the provisions of ASC Topic 820, Fair Value Measurements and Disclosures, for fair
value measurements of financial assets and financial liabilities, and for fair value measurements of nonfinancial
items that are recognized or disclosed at fair value in the financial statements on a recurring basis. ASC Topic
820 defines fair value as the price that would be received to sell an asset or paid to transfer a liability in an
orderly transaction between market participants at the measurement date. ASC Topic 820 also establishes a
framework for measuring fair value and expands disclosures about fair value measurements. In addition to the
financial assets and liabilities measured on a recurring basis, certain nonfinancial assets and liabilities are to be
measured at fair value on a nonrecurring basis in accordance with applicable GAAP. This includes items such as
nonfinancial assets and liabilities initially measured at fair value in a business combination (but not measured at
fair value in subsequent periods) and nonfinancial long-lived asset groups measured at fair value for an
impairment assessment. In general, non-financial assets including goodwill, other intangible assets and property
and equipment are measured at fair value when there is an indication of impairment and are recorded at fair value
only when any impairment is recognized. See Note 11 for more information.

Equity-Based Compensation

The Company expenses employee share-based awards under ASC Topic 718, Compensation—Stock
Compensation, which requires compensation cost for the grant-date fair value of share-based awards to be
recognized over the requisite service period. The Company estimated the grant date fair value of the share-based
awards issued in the form of profit interests granted prior to November 1, 2013 using the Black-Scholes option
pricing model and those granted on November 1, 2013 under the Probability-Weighted Expected Return method.
Stock options granted to executives on June 29, 2017 and November 6, 2017 were valued using the Black-
Scholes option pricing model. The fair value of restricted stock unit awards granted under the Company’s Long
Term Incentive Plan (“Incentive Plan”) are measured based on the market price of the Company’s stock on the
grant date. See Note 13 for more information.

Segment Reporting

The Company reports its results of operations under three reportable segments: Malibu U.S., Malibu
Australia, and Cobalt, based on its boat manufacturing operations. The Malibu U.S. and Malibu Australia

segments participate in the manufacturing, distribution, marketing and sale of Malibu and Axis performance
sport boats. The Malibu U.S. segment primarily serves markets in North America, South America, Europe and
Asia while the Malibu Australia operating segment principally serves the Australian and New Zealand
markets. The Company’s Cobalt segment participates in the manufacturing, distribution, marketing and sale of
Cobalt boats throughout the world. See Note 17 for more information.

Foreign Currency Translation

The functional currency for the Company’s consolidated foreign subsidiary is the applicable local currency.
The assets and liabilities are translated at the foreign exchange rate in effect at the applicable reporting date, and
the consolidated statements of operations and comprehensive income and cash flows are translated at the average
exchange rate in effect during the applicable period. Exchange rate fluctuations on translating the foreign
currency financial statements into U.S. dollars that result in unrealized gains or losses are referred to as
translation adjustments. Cumulative translation adjustments are reflected as a component of “Accumulated other
comprehensive loss,” in the stockholders’ equity section of the accompanying consolidated balance sheets and
periodic changes are included in comprehensive income.

Comprehensive Income

Components of comprehensive income include net income and foreign currency translation adjustments.

The Company has chosen to disclose comprehensive income in a single continuous statement of operations and
comprehensive income.

Recent Accounting Pronouncements

In May 2014, the FASB and International Accounting Standards Board jointly issued a final standard on

revenue recognition, Accounting Standards Update (“ASU”) 2014-09, Revenue from Contracts with Customers
(Topic 606), which outlines a single comprehensive model for entities to use in accounting for revenue arising
from contracts with customers. This standard will supersede most current revenue recognition guidance. Under
the new standard, entities are required to identify the contract with a customer; identify the separate performance
obligations in the contract; determine the transaction price; allocate the transaction price to the separate
performance obligations in the contract; and recognize the appropriate amount of revenue when (or as) the entity
satisfies each performance obligation. The standard is effective for fiscal years beginning after December 15,
2017. Entities have the option of using either the retrospective or cumulative effect transition method. The
Company has completed an assessment of the impact of ASU 2014-09 and other related ASUs, and concluded
that the impact of adoption will not be significant to the Company’s financial statements, accounting policies or
processes. The Company will expand its revenue related disclosures as a result of adopting the new standard,
which will primarily include revenue disaggregation. The Company has adopted ASU 2014-09 for the
Company’s fiscal year beginning July 1, 2018, using the modified retrospective approach.

In July 2015, the FASB issued ASU 2015-11, Simplifying the Measurement of Inventory. This ASU changes

the measurement principle for inventories valued under the first-in, first-out or weighted-average methods from
the lower of cost or market to the lower of cost and net realizable value. Net realizable value is defined by the
FASB as estimated selling prices in the ordinary course of business, less reasonably predictable costs of
completion, disposal and transportation. This ASU does not change the measurement principles for inventories
valued under the last-in, first-out method. The Company adopted ASU 2015-11 on April 1, 2017. The adoption
did not have a material impact.

In February 2016, the FASB issued ASU 2016-02, Leases (Topic 842). This guidance establishes a right-of-

use (“ROU”) model that requires a lessee to record a ROU asset and a lease liability on the balance sheet for all
leases with terms longer than 12 months. Leases will be classified as either finance or operating, with
classification affecting the pattern of expense recognition in the statement of operations and comprehensive

income. The new standard is effective for fiscal years beginning after December 15, 2018, including interim
periods within those fiscal years. A modified retrospective transition approach is required for lessees for capital
and operating leases existing at, or entered into after, the beginning of the earliest comparative period presented
in the financial statements, with certain practical expedients available. The Company is currently assessing the
potential impact of this ASU on its consolidated financial statements and footnote disclosures.

In August 2016, the FASB issued ASU 2016-15, Statement of Cash Flows (Topic 230): Classification of

Certain Cash Receipts and Cash Payments. This ASU is effective for fiscal years beginning after December 15,
2017 and interim periods within those fiscal years with early adoption permitted. This guidance provides specific
classification of how certain cash receipts and cash payments are presented in the statement of cash flows. The
ASU should be applied using a retrospective transition method. If it is impracticable to apply the amendments
retrospectively for some of the cash flow issues, the amendments for those issues should then be applied
prospectively at the earliest date practicable. The Company is currently assessing the potential impact of this
ASU on its presentation of the consolidated statement of cash flows.

In January 2017, the FASB issued ASU 2017-01, Business Combinations (Topic 805): Clarifying the
Definition of a Business. The guidance clarifies the definition of a business that provides a two-step analysis in
the determination of whether an acquisition or derecognition is a business or an asset. The update removes the
evaluation of whether a market participant could replace any missing elements and provides a framework to
assist entities in evaluating whether both an input and a substantive process are present. This guidance is
effective for annual reporting periods beginning after December 15, 2017, including interim periods within those
annual reporting periods and early adoption is permitted for transactions that meet specified criteria. This
guidance is to be applied on a prospective basis for transactions that occur after the effective date.

In January 2017, the FASB issued ASU 2017-04, Intangibles—Goodwill and Other (Topic 350): Simplifying

the Test for Goodwill Impairment. The purpose of this ASU is to simplify the subsequent measurement of
goodwill by removing the second step of the two-step impairment test. The amendment should be applied on a
prospective basis. This ASU is effective for fiscal years beginning after December 15, 2019, including interim
periods within that year. Early adoption is permitted for interim or annual goodwill impairment tests performed
on testing dates after January 1, 2017. The Company elected to early adopt this guidance during the fiscal year
ended June 30, 2017.

2. Non-controlling Interest

The non-controlling interest on the consolidated statement of operations and comprehensive income

represents the portion of earnings or loss attributable to the economic interest in the Company’s subsidiary,
Malibu Boats Holdings, LLC, held by the non-controlling LLC Unit holders. Non-controlling interest on the
consolidated balance sheets represents the portion of net assets of the Company attributable to the non-
controlling LLC Unit holders, based on the portion of the LLC Units owned by such Unit holders. The ownership
of Malibu Boats Holdings, LLC is summarized as follows:

As of June 30, 2018

As of June 30, 2017

Units

Ownership %

Units

Ownership %

Non-controlling LLC unit holders ownership in Malibu

Boats Holdings, LLC

1,043,186

4.8%

1,260,627

6.6%

Malibu Boats, Inc. ownership in Malibu Boats Holdings,

LLC

20,555,348

95.2% 17,937,687

93.4%

21,598,534

100.0% 19,198,314

100.0%

Balance of non-controlling interest as of June 30, 2016
Allocation of income to non-controlling LLC Unit holders for period
Distributions paid and payable to non-controlling LLC Unit holders for period
Reallocation of non-controlling interest

Balance of non-controlling interest as of June 30, 2017
Allocation of income to non-controlling LLC Unit holders for period
Distributions paid and payable to non-controlling LLC Unit holders for period
Reallocation of non-controlling interest

Balance of non-controlling interest as of June 30, 2018

$ 4,679
2,717
(1,535)
(920)

4,941
3,356
(1,852)
(943)

$ 5,502

Issuance of Additional LLC Units

Under the LLC Agreement, the Company is required to cause the LLC to issue additional LLC Units to the
Company when the Company issues additional shares of Class A Common Stock. Other than in connection with
the issuance of Class A Common Stock in connection with an equity incentive program, the Company must
contribute to the LLC net proceeds and property, if any, received by the Company with respect to the issuance of
such additional shares of Class A Common Stock. The Company shall cause the LLC to issue a number of LLC
Units equal to the number of shares of Class A Common Stock issued such that, at all times, the number of LLC
Units held by the Company equals the number of outstanding shares of Class A Common Stock. During the fiscal
year ended June 30, 2018, the LLC issued a total of 2,632,482 LLC Units to the Company in connection with
(i) the Company’s issuance of Class A Common Stock to a non-employee director for his services, (ii) the
issuance of Class A Common Stock for the vesting of awards granted under the Malibu Boats, Inc. Long-Term
Incentive Plan (the “Incentive Plan”), (iii) the issuance of restricted Class A Common Stock granted under the
Incentive Plan, (iv) the issuance of Class A Common Stock as equity consideration paid in the acquisition of
Cobalt, (v) the issuance of Class A Common Stock to LLC Unit holders for exchange of their LLC Units, and
(vi) the issuance of Class A Common Stock for the Offering completed by the Company on August 14, 2017.
During fiscal year 2018, 14,821 LLC Units were canceled in connection with the vesting of share-based equity
awards to satisfy employee tax withholding requirements and the retirement of 14,821 treasury shares in
accordance with the LLC Agreement.

Distributions and Other Payments to Non-controlling Unit Holders

Distributions for Taxes

As a limited liability company (treated as a partnership for income tax purposes), Malibu Boats Holdings,

LLC does not incur significant federal, state or local income taxes, as these taxes are primarily the obligations of
its members. As authorized by the LLC Agreement, the LLC is required to distribute cash, to the extent that the
LLC has cash available, on a pro rata basis, to its members to the extent necessary to cover the members’ tax
liabilities, if any, with respect to their share of LLC earnings. The LLC makes such tax distributions to its
members based on an estimated tax rate and projections of taxable income. If the actual taxable income of the
LLC multiplied by the estimated tax rate exceed the tax distributions made in a calendar year, the LLC may make
true-up distributions to its members, if cash or borrowings is available for such purposes. As of June 30, 2018
and 2017, tax distributions payable to non-controlling LLC Unit holders were $511 and $309, respectively.
During the fiscal years ended June 30, 2018, 2017, and 2016, tax distributions paid to the non-controlling LLC
Unit holders were $1,647, $1,226 and $1,239, respectively.

Other Distributions

Pursuant to the LLC Agreement, the Company has the right to determine when distributions will be made to

LLC members and the amount of any such distributions. If the Company authorizes a distribution, such
distribution will be made to the members of the LLC (including the Company) pro rata in accordance with the
percentages of their respective LLC units.

3. Acquisition

On July 6, 2017, the Company completed its acquisition of Cobalt. The aggregate purchase price for the
transaction was $130,525, consisting of $129,525 funded with cash and borrowings under the Company’s credit
agreement and $1,000 in equity equal to 39,262 shares of the Company’s Class A Common Stock based on a
closing stock price of $25.47 per share on June 27, 2017. The aggregate purchase price was subject to certain
adjustments, including customary adjustments for the amount of working capital in the business at the closing
date and subject to adjustment for any judgment or settlement in connection with a pending litigation matter
between Cobalt and Sea Ray Boats, Inc. and Brunswick Corporation. William Paxson St. Clair, Jr., a former
owner of Cobalt, was appointed as a director to the Company’s Board of Directors and as President of Cobalt.
The Company accounted for the transaction in accordance with ASC 805, Business Combinations.

The total consideration given to the former members of Cobalt has been allocated to the assets acquired and

liabilities assumed based on estimated fair values as of the date of the acquisition. The measurements of fair
value were determined based upon estimates utilizing the assistance of third party valuation specialists.

The following table summarizes the purchase price allocation based on the estimated fair values of the

assets acquired and liabilities of Cobalt assumed at the acquisition date:

Consideration:
Cash consideration paid
Equity consideration paid

Fair value of total consideration transferred

Recognized amounts of identifiable assets acquired and

liabilities assumed, at fair value:

Cash
Trade receivables
Inventories
Other current assets
Property, plant, and equipment
Other intangible assets
Current liabilities
Fair value of assets acquired and liabilities assumed

Goodwill

Total purchase price

$129,525
1,000

$130,525

3,973
2,329
14,343
363
12,934
89,900
(13,108)
110,734

19,791

$130,525

The fair value estimates for the Company’s identifiable intangible assets acquired as part of the acquisition

are as follows:

Definite-lived intangibles
Dealer relationships
Patent

Total definite-lived intangibles

Indefinite-lived intangible:

Trade name

Total intangible assets

Estimates of Fair
Value

Estimated Useful Life
(in years)

20
15

$56,300
2,600

58,900

31,000

$89,900

The value allocated to inventories reflects the estimated fair value of the acquired inventory based on the

expected sales price of the inventory, less an estimated cost to complete and a reasonable profit margin. The fair
value of the identifiable intangible assets were determined based on the following approaches:

Dealer Relationships—The value associated with Cobalt’s dealer relationships is attributed to its long
standing dealer distribution network. The estimate of fair value assigned to this asset was determined using
the income approach, which requires an estimate or forecast of the expected future cash flows from the
dealer relationships through the application of the multi-period excess earnings approach. The estimated
remaining useful life of dealer relationships is approximately twenty years.

Patent—The value associated with the patented technology was based on financial projections and the

patent’s estimated remaining legal life of approximately fifteen years using a variation of the income
approach called the royalty savings method.

Trade Name—The value attributed to Cobalt’s trade name was determined using a variation of the

income approach called the relief from royalty method, which requires an estimate or forecast of the
expected future cash flows. The trade name has an indefinite life.

The fair value of the definite-lived intangible assets are being amortized using the straight-line method to
general and administrative expenses over their estimated useful lives. Indefinite-lived intangible assets are not
amortized, but instead are evaluated for potential impairment on an annual basis in accordance with the
provisions of ASC Topic 350, Intangibles—Goodwill and Other. The weighted average useful life of identifiable
definite-lived intangible assets acquired was 19.8 years. Goodwill of $19,791 from the acquisition consists of
expected synergies and cost savings as well as intangible assets that do not qualify for separate recognition. The
indefinite-lived intangible asset and goodwill acquired are expected to be deductible for income tax purposes.

Acquisition-related costs of $489 and $3,056 incurred by the Company for fiscal years ended June 30, 2018
and 2017, were expensed as incurred, and are included in general and administrative expenses in the consolidated
statements of operations and comprehensive income.

Pro Forma Financial Information (unaudited):

The following unaudited pro forma consolidated results of operations for the fiscal years ended June 30,
2018 and 2017, assumes that the acquisition of Cobalt occurred as of July 1, 2016. The unaudited pro forma
consolidated financial information combines historical results of Malibu and Cobalt, with adjustments for
depreciation and amortization attributable to preliminary fair value estimates on acquired tangible and intangible
assets for the respective periods. Non-recurring pro forma adjustments associated with the fair value step up of
inventory were included in the reported pro forma cost of sales and earnings. The unaudited pro forma financial
information is presented for informational purposes only and is not indicative of the results of operations that
would have been achieved if the acquisition had taken place at the beginning of fiscal year 2017 or the results
that may occur in the future:

Net sales
Net income
Net income attributable to Malibu Boats, Inc.
Basic earnings per share
Diluted earnings per share

Fiscal Year Ended
June 30,

2018

2017

$497,002
30,696
27,361
1.36
1.35

$
$

$423,830
33,655
30,439
1.53
1.52

$
$

4. Inventories

Inventories are stated at the lower of cost or net realizable value, determined on the first in, first out

(“FIFO”) basis. Manufacturing cost includes materials, labor and manufacturing overhead. Unallocated overhead
and abnormal costs are expensed as incurred. Inventories consisted of the following:

Raw materials
Work in progress
Finished goods

Total inventories

As of June 30,

2018

2017

$28,851
6,164
9,253

$15,643
2,068
6,124

$44,268

$23,835

5. Property, Plant, and Equipment

Property, plant, and equipment acquired outside of acquisition are stated at cost. When property, plant, and
equipment is retired or otherwise disposed of, the related cost and accumulated depreciation is removed from the
accounts and any resulting gain or loss is accounted for in the statement of operations and comprehensive
income. Major additions are capitalized; maintenance, repairs and minor improvements are charged to operating

expenses as incurred if they do not increase the life or productivity of the related capitalized asset. Depreciation
on leasehold improvements is computed using the straight-line method based on the lesser of the remaining lease
term or the estimated useful life and depreciation of equipment is computed using the straight-line method over
the estimated useful life as follows:

Building
Leasehold improvements
Machinery and equipment
Furniture and fixtures

Years

20
Shorter of useful life or lease term
3-5
3-5

The Company accounts for the impairment and disposition of long-lived assets in accordance with ASC
Topic 360, Property, Plant, and Equipment. In accordance with ASC Topic 360, long-lived assets to be held are
reviewed for events or changes in circumstances that indicate that their carrying value may not be recoverable.
The Company periodically reviews for indicators and, if indicators are present, tests the carrying value of long-
lived assets, assessing their net realizable values based on estimated undiscounted cash flows over their
remaining estimated useful lives. If the carrying amount of an asset exceeds its estimated undiscounted future
cash flows, an impairment charge is measured as the amount by which the carrying amount of the asset exceeds
the fair value of the asset, based on discounted cash flows. No impairment charges were recorded for the fiscal
years ended June 30, 2018, 2017 and 2016 in the Company’s consolidated financial statement.

Property, plant, and equipment, net consisted of the following:

Land
Building and leasehold improvements
Machinery and equipment
Furniture and fixtures
Construction in process

Less accumulated depreciation

As of June 30,

2018

634
20,110
32,471
4,667
5,636

2017

367
11,009
22,844
3,536
3,646

63,518
(22,673)

41,402
(17,279)

$ 40,845

$ 24,123

During the first quarter of fiscal 2018, the Company disposed of various molds for models not currently in

production with historical cost of $2,122 and a zero net book value. Depreciation expense was $7,656, $4,550
and $3,339 for the fiscal years ended June 30, 2018, 2017 and 2016, respectively, substantially all of which was
recorded in cost of sales.

Sale-Leaseback Transaction

In March 2008, the Company sold its two primary manufacturing and office facilities for a total of $18,250,
which resulted in a gain of $726. Expenses incurred related to the sale were $523. Simultaneous with the sale, the
Company entered into an agreement to lease back the buildings for an initial term of 20 years. The net gain on
this transaction of $203 has been deferred and is being amortized over the initial lease term. For the fiscal years
ended June 30, 2018, 2017 and 2016, the realized gain recognized was $10, $10, and $10 respectively.

6. Goodwill and Other Intangible Assets

The changes in the carrying amount of goodwill for the fiscal years ended June 30, 2018 and 2017 were as
follows:

Goodwill as of June 30, 2016

Effect of foreign currency changes on goodwill

Goodwill as of June 30, 2017

Addition related to the acquisition of Cobalt
Effect of foreign currency changes on goodwill

Goodwill as of June 30, 2018

$12,470
222

12,692
19,791
(253)

$32,230

The components of other intangible assets were as follows:

Reacquired franchise rights
Dealer relationships
Patent
Trade name
Non-compete agreement
Backlog

Total
Less: Accumulated amortization

Total definite-lived intangible assets, net
Indefinite-lived intangible:
Trade name

Total other intangible assets

As of June 30,

2018

1,333
86,062
3,986
24,667
52
93

2017

$ 1,383
29,852
1,386
24,667
54
96

116,193
(52,972)

57,438
(47,841)

63,221

9,597

31,000

—

$ 94,221

$ 9,597

Estimated
Useful Life (in
years)

Weighted
Average
Remaining
Useful Life (in
years)

5
8-20
12-15
15
10
0.3

1.3
18.8
14.0
3.2
6.3
0.0

Amortization expense recognized on all amortizable intangibles was $5,198, $2,198 and $2,185 for the

fiscal years ended June 30, 2018, 2017 and 2016, respectively.

Estimated future amortization expenses as of June 30, 2018 are as follows:

Fiscal Year

2019
2020
2021
2022
2023
Thereafter

As of June 30, 2018

$ 5,072
4,879
4,796
3,348
3,152
41,974

$63,221

7. Product Warranties

warranty for a period of up to three years and two years for its Malibu and Axis brands, respectively. For Cobalt
boats, the Company provides a structural warranty of up to ten years which covers the hull, deck joints,
bulkheads, floor, transom, stringers, and motor mount. In addition, the Company provides a five year bow-to-
stern warranty on all components manufactured or purchased (excluding hull and deck structural components),
including canvas and upholstery. Gelcoat is covered up to three years for Cobalt and one year for Malibu and
Axis. Like our Malibu and Axis brands, some materials, components or parts of the boat that are not covered by
Cobalt’s limited product warranties are separately warranted by their manufacturers or suppliers. These other
warranties include warranties covering engines and other components.

The Company’s standard warranties require the Company or its dealers to repair or replace defective
products during such warranty period at no cost to the consumer. The Company estimates the costs that may be
incurred under its limited warranty and records a liability for such costs at the time the product revenue is
recognized. Factors that affect the Company’s warranty liability include the number of units sold, historical and
anticipated rates of warranty claims and cost per claim. The Company assesses the adequacy of its recorded
warranty liabilities by brand on a quarterly basis and adjusts the amounts as necessary. The Company utilizes
historical claims trends and analytical tools to assist in determining the appropriate warranty liability.

Changes in the Company’s product warranty liability were as follows:

Beginning balance
Add: Warranty Expense

Additions for Cobalt acquisition

Less: Warranty claims paid

Ending balance

8. Financing

Outstanding debt consisted of the following:

Fiscal Year Ended June 30,

2018

2017

2016

$10,050
9,861
4,404
(7,098)

$ 8,083
6,472
—
(4,505)

$ 6,610
5,237
—
(3,764)

$17,217

$10,050

$ 8,083

Term loan

Less unamortized debt issuance costs

Total debt

Less current maturities

Long term debt less current maturities

As of June 30,

2018

2017

$110,000
(1,513)

$55,000
(1,597)

108,487
—

53,403
—

$108,487

$53,403

Long-Term Debt

Previously Existing Credit Agreement. On April 2, 2015, Malibu Boats, LLC, as the borrower (“Borrower”)

and wholly owned subsidiary of the LLC, entered into a credit agreement with a syndicate of banks led by
SunTrust Bank that included a revolving credit facility and term loan (the “Previously Existing Credit
Agreement”). The Previously Existing Credit Agreement, consisting of a $25,000 revolving commitment and a
$80,000 term loan, was refinanced and replaced with the Second Amended and Restated Credit Agreement
entered between the LLC, the Borrower, certain subsidiaries of the Borrower, as guarantors, and a syndicate of
banks led by SunTrust Bank (the “New Credit Agreement”), which is described further below. The proceeds
from the Previously Existing Credit Agreement were used to repurchase the Company’s Class A Common Stock
and refinance amounts outstanding under the previously existing revolving credit facility with the same bank.

The obligations of the Borrower under the Previously Existing Credit Agreement were guaranteed by its parent,
Malibu Boats Holdings, LLC, and its subsidiaries, Malibu Boats Domestic International Sales Corp. and Malibu
Australia Acquisition Corp. Malibu Boats, Inc. was not a party to the Previously Existing Credit Agreement. The
lending arrangements were secured by substantially all of the assets of the LLC, the Borrower, Malibu Domestic
International Sales Corp., and those of any future domestic subsidiary pursuant to a security agreement. The
Previously Existing Credit Agreement was scheduled to mature on April 2, 2020.

Borrowings under the Previously Existing Credit Agreement accrued interest at a rate equal to either, at the
Borrower’s option, (i) the highest of the prime rate, the Federal Funds Rate plus 0.5%, or one-month LIBOR plus
1.00% (the “Base Rate”) or (ii) LIBOR, in each case plus an applicable margin ranging from 1.00% to 1.75%
with respect to Base Rate borrowings and 2.00% to 2.75% with respect to LIBOR borrowings. The applicable
margin was based upon the consolidated leverage ratio of the LLC and its subsidiaries calculated on a
consolidated basis. The Borrower was also required to pay a commitment fee for the unused portion of the
revolving credit facility, which ranged from 0.25% to 0.40%, per annum, depending on the LLC’s and its
subsidiaries’ consolidated leverage ratio. At June 30, 2016, the interest rate on the loan was 2.96% and the
weighted average interest rate on the term loan was 2.83% for fiscal year 2016.

In connection with the Previously Existing Credit Agreement, the Company capitalized $ 1,224 in deferred

financing costs. The unamortized balance as of June 30, 2017 for these costs was $671.

New Credit Agreement. On June 28, 2017, Malibu Boats LLC as borrower entered into the New Credit
Agreement. The New Credit Agreement provides the Borrower a term loan facility in an aggregate principal
amount $160,000 ( $55,000 of which was drawn on June 28, 2017 to refinance the loans under the New Credit
Agreement and $105,000 of which was drawn on July 6, 2017 to fund the payment of the purchase price for the
Cobalt Acquisition, as well as to pay certain fees and expenses related to entering into the New Credit
Agreement) and a revolving credit facility of up to $35,000. Each of the term loans and the revolving credit
facility are scheduled to mature, on July 1, 2022. The Borrower has the option to request lenders to increase the
amount available under the revolving credit facility by, or obtain incremental term loans of, up to $50,000,
subject to the terms of the New Credit Agreement and only if existing or new lenders choose to provide
additional term or revolving commitments.

Borrowings under the New Credit Agreement bear interest at a rate equal to either, at the Borrower’s option,

(i) the highest of the prime rate, the Federal Funds Rate plus 0.5%, or one-month LIBOR plus 1% (the “Base
Rate”) or (ii) LIBOR, in each case plus an applicable margin ranging from 1.75% to 3.00% with respect to
LIBOR borrowings and 0.75% to 2.00% with respect to Base Rate borrowings. The applicable margin will be
based upon the consolidated leverage ratio of the LLC and its subsidiaries calculated on a consolidated basis. The
Borrower will also be required to pay a commitment fee for the unused portion of the revolving credit facility
and on the daily amount of the unused delayed draw term loan during the availability period, which will range
from 0.25% to 0.50% per annum, depending on the LLC’s and its subsidiaries’ consolidated leverage ratio. As
with the Previously Existing Credit Agreement, the Company is not a party to the New Credit Agreement, and
the obligations of the Borrower under the Credit Agreement are guaranteed by the LLC, and, subject to certain
exceptions, the present and future domestic subsidiaries of the Borrower, and all such obligations are secured by
substantially all of the assets of the LLC, the Borrower and such subsidiary guarantors pursuant to the Second
Amended and Restated Security Agreement, by and among the Borrower, the LLC, the subsidiary guarantors,
and SunTrust Bank, as administrative agent, dated as of June 28, 2017, and other collateral documents.

The New Credit Agreement permits prepayment of the new term loan facility and delayed draw term loan

without any penalties. The $55,000 term loan is subject to quarterly installments of approximately $700 per
quarter until March 31, 2019, then approximately $1,000 per quarter until June 30, 2021, and approximately
$1,400 per quarter through March 31, 2021. The $105,000 term loan is subject to quarterly installments of
approximately $1,300 per quarter until March 31, 2019, then approximately $2,000 per quarter until June 30,
2021, and approximately $2,600 per quarter through March 31, 2022. The balance of both term loans is due on

the scheduled maturity date of July 1, 2022. The New Credit Agreement is also subject to prepayments from the
net cash proceeds received by the Borrower or any guarantors from certain asset sales and recovery events,
subject to certain reinvestment rights, and from excess cash flow, subject to the terms and conditions of the New
Credit Agreement.

The New Credit Agreement contains certain customary representations and warranties, and notice

requirements for the occurrence of specific events such as the occurrence of any event of default, or pending or
threatened litigation. The New Credit Agreement also requires compliance with certain customary financial
covenants, including a minimum ratio of EBITDA to fixed charges and a maximum ratio of total debt to
EBITDA. The New Credit Agreement contains certain restrictive covenants, which, among other things, place
limits on certain activities of the loan parties under the New Credit Agreement, such as the incurrence of
additional indebtedness and additional liens on property and limit the future payment of dividends or
distributions. For example, the New Credit Agreement generally prohibits the LLC, the Borrower and the
subsidiary guarantors from paying dividends or making distributions, including to the Company. The credit
facility permits, however, (i) distributions based on a member’s allocated taxable income, (ii) distributions to
fund payments that are required under the LLC’s tax receivable agreement, (iii) purchase of stock or stock
options of the LLC from former officers, directors or employees of loan parties or payments pursuant to stock
option and other benefit plans up to $2,000 in any fiscal year, and (iv) share repurchase payments up to $20,000
in any fiscal year subject to one-year carry forward and compliance with other financial covenants. In addition,
the LLC may make dividends and distributions of up to $6,000 in any fiscal year, subject to compliance with
other financial covenants.

In connection with the New Credit Agreement, the Company capitalized $2,074 in deferred financing costs.
These costs, in addition to the unamortized balance for lenders in the syndicate who experienced an insubstantial
modification of $671, are being amortized over the term of the New Credit Agreement into interest expense using
the effective interest method and presented as a direct offset to the total debt outstanding on the consolidated
balance sheet.

The Company used proceeds from an offering on August 24, 2017 to repay $50,000 on its term loans under

the Credit Agreement (Refer to Note 12) and exercised its option to apply the prepayment to principal
installments through December 31, 2021, and a portion of principal installments due on March 31, 2022.
Accordingly, no principal payments are required under the Credit Agreement until March 31, 2022, and as such,
all borrowings as of March 31, 2018 and June 30, 2017, are reflected as noncurrent. The $50,000 repayment
resulted in a write off of deferred financing costs of $829, which was included in amortization expense on the
consolidated statement of operations and comprehensive income.

Covenant Compliance

As of June 30, 2018 and 2017, the Company was in compliance with the covenants contained in the New

Credit Agreement, respectively.

Interest Rate Swap

On July 1, 2015, the Company entered into a five year floating to fixed interest rate swap with an effective
start date of July 1, 2015. The swap is based on a one-month LIBOR rate versus a 1.52% fixed rate on a notional
value of $39,250, which under terms of the Previously Existing Credit Agreement is equal to 50% of the
outstanding balance of the term loan at the time of the swap arrangement. Under ASC Topic 815, Derivatives
and Hedging, all derivative instruments are recorded on the consolidated balance sheets at fair value as either
short term or long term assets or liabilities based on their anticipated settlement date. Refer to Fair Value
Measurements in Note 11. The Company has elected not to designate its interest rate swap as a hedge; therefore,
changes in the fair value of the derivative instrument are being recognized in earnings in the Company’s
consolidated statements of operations and comprehensive income. For the fiscal years ended ended June 30, 2018
and 2017, the Company recorded a gain of $369 and $912, respectively, for the change in fair value of the
interest rate swap, which is included in interest expense in the consolidated statements of operations and
comprehensive income.

9. Tax Receivable Agreement Liability

The Company has a Tax Receivable Agreement with the pre-IPO owners of the LLC that provides for the

payment by the Company to the pre-IPO owners (or their permitted assignees) of 85% of the amount of the
benefits, if any, that the Company is deemed to realize as a result of (i) increases in tax basis and (ii) certain other
tax benefits related to the Company entering into the Tax Receivable Agreement, including those attributable to
payments under the Tax Receivable Agreement. These contractual payment obligations are obligations of the
Company and not of the LLC. The Company’s Tax Receivable Agreement liability was determined on an
undiscounted basis in accordance with ASC 450, Contingencies, since the contractual payment obligations were
deemed to be probable and reasonably estimable.

For purposes of the Tax Receivable Agreement, the benefit deemed realized by the Company will be
computed by comparing the actual income tax liability of the Company (calculated with certain assumptions) to
the amount of such taxes that the Company would have been required to pay had there been no increase to the tax
basis of the assets of the LLC as a result of the purchases or exchanges, and had the Company not entered into
the Tax Receivable Agreement.

The following table reflects the changes to the Company’s Tax Receivable Agreement liability:

Beginning balance
Additions (reductions) to tax receivable agreement:

Exchange of LLC Units for Class A Common Stock
Adjustment for change in estimated tax rate

Payment under tax receivable agreement

Less current portion under tax receivable agreement

Ending balance

As of June 30,

2018

2017

$ 82,291

$93,750

1,685
(24,637)
(4,293)

55,046
(3,932)

960
(8,140)
(4,279)

82,291
(4,332)

$ 51,114

$77,959

The Tax Receivable Agreement further provides that, upon certain mergers, asset sales or other forms of
business combinations or other changes of control, the Company (or its successor) would owe to the pre-IPO
owners of the LLC a lump-sum payment equal to the present value of all forecasted future payments that would
have otherwise been made under the Tax Receivable Agreement that would be based on certain assumptions,
including a deemed exchange of LLC Units and that the Company would have sufficient taxable income to fully
utilize the deductions arising from the increased tax basis and other tax benefits related to entering into the Tax

Receivable Agreement. The Company also is entitled to terminate the Tax Receivable Agreement, which, if
terminated, would obligate the Company to make early termination payments to the pre-IPO owners of the LLC.
In addition, a pre-IPO owner may elect to unilaterally terminate the Tax Receivable Agreement with respect to
such pre-IPO owner, which would obligate the Company to pay to such existing owner certain payments for tax
benefits received through the taxable year of the election.

During the second quarter of fiscal 2018, the U.S. Congress enacted tax legislation called the Tax Cuts and

Jobs Act of 2017 (“the Tax Act”) on December 22, 2017, which, among other provisions, lowered the
Company’s U.S. corporate tax rate from 35% to 21%, effective January 1, 2018. The Tax Act lowered the
estimated tax rate used to compute the Company’s future tax obligations and, in turn, reduced the future tax
benefit expected to be realized by the Company related to increased tax basis from previous sales and exchanges
of LLC Units by pre-IPO owners of the LLC. The change in the underlying tax-rate assumptions used to estimate
the tax receivable agreement liability, resulted in a decrease in the tax receivable agreement liability of $30,317
during the second quarter of fiscal 2018. Refer to Note 10 for further information on the Tax Act. Also, during
the first quarter of fiscal 2018, the Company acquired Cobalt, which expanded the Company’s footprint into new
state tax jurisdictions. This change in the Company’s state tax posture increased the estimated tax rate used in
computing the Company’s future tax obligations and, in turn, increased the future tax benefit expected to be
realized by the Company related to increased tax basis from previous sales and exchanges of LLC Units by pre-
IPO owners of the LLC. The change in the underlying tax-rate assumptions used to estimate the tax receivable
agreement liability resulted in an increase in the tax receivable agreement liability of $6,047 during the first
quarter of fiscal 2018. These amounts are included in other income (expense), net in the accompanying
condensed consolidated statements of operations and comprehensive (loss) income.

During the fourth quarter of fiscal year 2017, the state of Tennessee enacted tax legislation that provided for

an alternative single sales apportionment formula for manufacturers, such as the LLC, that are engaged in
qualifying activities within the state for the purpose of reducing their estimated future tax obligation in
Tennessee. The Company intends to utilize the new apportionment formula, which will lower the estimated tax
rate used in computing its future tax obligations and, in turn, reduce the future tax benefit expected to be realized
by the Company related to increased tax basis from previous sales and exchanges of LLC Units by pre-IPO
owners. When estimating the expected reduction in taxes paid from the increased tax basis, the Company
continuously monitors changes in their overall tax posture, including changes in tax legislation. The change in
the underlying tax-rate assumptions used to estimate the Tax Receivable Agreement liability, resulted in a
decrease in the Tax Receivable Agreement liability of $8,140 during the fourth quarter of fiscal year ended
June 30, 2017, and is included in other income, net in the accompanying consolidated statements of operations
and comprehensive income.

As of June 30, 2018 and June 30, 2017, the Company recorded deferred tax assets of $107,293 and
$109,375, respectively, associated with basis differences in assets upon acquiring an interest in Malibu Boats
Holdings, LLC and pursuant to making an election under Section 754 of the Internal Revenue Code of 1986 (the
“Internal Revenue Code”), as amended. These basis differences are included in the overall partnership basis
differences disclosed in Note 10. The aggregate Tax Receivable Agreement liability represents 85% of the tax
benefits that the Company expects to receive in connection with the Section 754 election. In accordance with the
Tax Receivable Agreement, the next annual payment is anticipated approximately 75 days after filing the federal
tax return due by April 15, 2019.

10. Income Taxes

Malibu Boats, Inc. is taxed as a C corporation for U.S. income tax purposes and is therefore subject to both
federal and state taxation at a corporate level. The LLC continues to operate in the United States as a partnership
for U.S. federal income tax purposes.

Income taxes are computed in accordance with ASC Topic 740, Income Taxes, and reflect the net tax effects

of temporary differences between the financial reporting carrying amounts of assets and liabilities and the

corresponding income tax amounts. The Company has deferred tax assets and liabilities and maintains valuation
allowances where it is more likely than not that all or a portion of deferred tax assets will not be realized. To the
extent the Company determines that it will not realize the benefit of some or all of its deferred tax assets, such
deferred tax assets will be adjusted through the Company’s provision for income taxes in the period in which this
determination is made.

On December 22, 2017, the Tax Act was enacted which, among a number of its provisions, lowered the

U.S. corporate tax rate from 35% to 21%, effective January 1, 2018. The Company’s blended statutory tax rate
for fiscal year 2018 will approximate 28% as a result of the change in statutory rates. For fiscal year 2018, we
recorded a non-cash adjustment to income tax expense of $44,500 for the remeasurement of deferred taxes on the
enactment date and the deferred tax impact related to the reduction in the tax receivables agreement liability.

The components of provision for income taxes are as follows:

Current tax expense:

Federal
State
Foreign

Total Current

Deferred tax expense:

Federal
State
Foreign

Total Deferred

Income tax expense

Fiscal Year Ended June 30,

2018

2017

2016

$10,111
1,758
756

12,625

$ 6,094
1134
788

$ 5,372
902
351

8,016

6,625

51,358
(5,369)
(196)

45,793

9,132
615
(170)

9,577

4,886
458
(168)

5,176

$58,418

$17,593

$11,801

The income tax expense differs from the amount computed by applying the federal statutory income tax rate

to income from continuing operations before income taxes. The sources and tax effects of the differences are as
follows:

Fiscal Year Ended June 30,

2018

2017

2016

Federal tax provision at statutory rate
Change in federal statutory rate
State income taxes, net of federal benefit
Permanent differences attributable to partnership investment
Section 199 deductions
Non-controlling interest
Change in valuation allowance
Other, net

28.0% 35.0% 35.0%
36.2
3.9
(0.1)
(1.2)
(1.0)
(0.4)
—

—
3.2
(0.4)
—
(2.5)
1.3
0.2

—
3.4
0.4
(1.4)
(1.9)
1.1
(0.4)

Total income tax expense on continuing operations

65.4% 36.2% 36.8%

The Company’s effective tax rate includes a rate benefit attributable to the fact that the Company’s

subsidiary operated as a limited liability company which was not subject to federal income tax. Accordingly, the
portion of the Company’s subsidiary earnings attributable to the non-controlling interest are subject to tax when
reported as a component of the non-controlling interests’ taxable income.

The components of the Company’s net deferred income tax assets and liabilities at June 30, 2018 and 2017

are as follows:

Deferred tax assets:
Partnership basis differences
Fixed assets and intangibles
Accrued liabilities and reserves
State tax credits and NOLs
Acquisition costs
Other

(Less) valuation allowance

Total deferred tax assets

Deferred tax liabilities:
Fixed assets and intangibles
Other

Total deferred tax liabilities
Total net deferred tax assets

As of June 30,

2018

2017

$ 73,812
5
391
2,938
—
35
(12,716)

$115,599
8
348
1,712
10
51
(10,324)

64,465

107,404

687
14

850
18

701
$ 63,764

868
$106,536

On an annual basis, the Company performs a comprehensive analysis of all forms of positive and negative

evidence to determine whether realizability of deferred tax assets is more likely than not. During each interim
period, the Company updates its annual analysis for significant changes in the positive and negative evidence. At
June 30, 2018 and 2017, the Company concluded that $12,716 and $10,324, respectively, of valuation allowance
against deferred tax assets was necessary. The Company continues to record the valuation allowance on state net
operating losses generated by current and future amortization deductions (with respect to the Section 754
election) that are reported in the Tennessee corporate tax return without offsetting income, which is taxable at the
LLC. These net operating losses have a 15 year carryover and will expire, if unused, between 2030 and 2032.

Unrecognized tax benefits are discussed in the Company’s accounting policy for income taxes (Refer to
Note 1 on Income Taxes for more information). The Company has filed federal and state income tax returns that
remain open to examination for years 2015 through 2017, while its subsidiaries, Malibu Boats Holdings, LLC
and Malibu Boats Pty Ltd., remain open to examination for years 2014 through 2017. The Company is currently
undergoing an Internal Revenue Service (“IRS”) examination of its June 30, 2015 return which began in the
fourth quarter of fiscal 2017, which the Company hopes to complete by the first half of fiscal 2019. While it is
often difficult to predict the final outcome or the timing of resolution of any particular tax matter, the Company
believes its liability for unrecognized tax benefits described below is adequate.

A reconciliation of changes in the amount of unrecognized tax benefits for the fiscal years ended June 30,

2018, 2017 and 2016 is as follows:

Balance as of July 1
Additions based on tax positions taken during the current period

Balance as of June 30

Fiscal Year Ended June 30,

2018

$113
216

$329

2017

$ 66
47

$113

2016

$ 66
—

$ 66

In fiscal year 2018, the Company recorded $131 in connection with inventory subject to Internal Revenue

Code Sec. 263A identified during an IRS examination. In fiscal year 2015, the Company recorded $62 and $4 in

connection with uncertain tax positions taken by Malibu Boats Pty Ltd. in prior fiscal years and the fiscal year
2015, respectively, that would be payable by the Company if settled with the relevant tax authority. As of
June 30, 2018, it is reasonably possible that $131 of the total unrecognized tax benefits recorded will reverse
within the next twelve months. Of the total unrecognized tax benefits recorded on the balance sheet, $317 would
impact the effective tax rate once settled.

The Company did not provide for U.S. federal, state income taxes or foreign withholding taxes in fiscal year

2018 on the outside basis difference of its non-U.S. subsidiary, as such foreign earnings are considered to be
permanently reinvested. The estimated income and withholding tax liability associated with the remittance of
these earnings is nominal.

11. Fair Value Measurements

In determining the fair value of certain assets and liabilities, the Company employs a fair value hierarchy

that prioritizes the inputs to valuation techniques used to measure fair value. As defined in ASC Topic 820, Fair
Value Measurements and Disclosures, fair value is the amount that would be received to sell an asset or paid to
transfer a liability in an orderly transaction between market participants at the measurement date (i.e., the exit
price). Financial assets and financial liabilities recorded on the consolidated balance sheets at fair value are
categorized based on the reliability of inputs to the valuation techniques as follows:

• Level 1—Financial assets and financial liabilities whose values are based on unadjusted quoted prices

in active markets for identical assets.

• Level 2—Financial assets and financial liabilities whose values are based on quoted prices for similar
assets or liabilities in active markets; quoted prices for identical or similar assets or liabilities in non-
active markets; or valuation models whose inputs are observable, directly or indirectly, for
substantially the full term of the asset or liability.

• Level 3—Financial assets and financial liabilities whose values are based on prices or valuation
techniques that require inputs that are both unobservable and significant to the overall fair value
measurement. These inputs reflect the Company’s estimates of the assumptions that market participants
would use in valuing the financial assets and financial liabilities.

The hierarchy gives the highest priority to Level 1 inputs and the lowest priority to Level 3 inputs. In certain

cases, the inputs used to measure fair value may fall into different levels of the fair value hierarchy. In such
cases, the level in the fair value hierarchy within which the fair value measurement in its entirety falls has been
determined based on the lowest level input that is significant to the fair value measurement in its entirety. The
Company’s assessment of the significance of a particular input to the fair value measurement in its entirety
requires judgment and considers factors specific to the asset or liability.

Assets and liabilities that had recurring fair value measurements as of June 30, 2018 and 2017 were as

follows:

As of June 30, 2018:
Interest rate swap not designated as cash flow hedge

Total assets at fair value

As of June 30, 2017:
Interest rate swap not designated as cash flow hedge

Total liabilities at fair value

Fair Value Measurements at Reporting Date Using

Quoted Prices
in Active
Markets for
Identical Assets
(Level 1)

Significant
Other
Observable
Inputs
(Level 2)

Significant
Unobservable
Inputs
(Level 3)

$—

$418

$ 49

$—

Total

$418

$ 49

Fair value measurement for the Company’s interest rate swap are classified under Level 2 because such
measurements are based on significant other observable inputs. There were no transfers of assets or liabilities
between Level 1 and Level 2 as of June 30, 2018 or 2017, respectively.

The Company’s nonfinancial assets and liabilities that have nonrecurring fair value measurements include

property, plant and equipment, goodwill and intangibles.

In assessing the need for goodwill impairment, management relies on a number of factors, including

operating results, business plans, economic projections, anticipated future cash flows, transactions and
marketplace data. Accordingly, these fair value measurements fall in Level 3 of the fair value hierarchy. The
Company generally uses projected cash flows, discounted as necessary, to estimate the fair values of property,
plant and equipment and intangibles using key inputs such as management’s projections of cash flows on a held-
and-used basis (if applicable), management’s projections of cash flows upon disposition and discount rates.
Accordingly, these fair value measurements fall in Level 3 of the fair value hierarchy. These assets and certain
liabilities are measured at fair value on a nonrecurring basis as part of the Company’s impairment assessments
and as circumstances require.

There were no impairments recorded in connection with tangible and intangible long-lived assets for fiscal

years ended June 30, 2018, 2017 or 2016, respectively.

12. Stockholders’ Equity

The Company is authorized to issue 150,000,000 shares of capital stock, consisting of 100,000,000 shares of

Class A Common Stock, 25,000,000 shares of Class B Common Stock, and 25,000,000 shares of Preferred
Stock, par value $ 0.01 per share.

Offerings

On August 14, 2017, the Company completed an offering of 2,300,000 shares of Class A Common Stock

that were issued and sold by the Company at a price to the public of $24.05 per share (the “Offering”). This
included 300,000 shares issued and sold by the Company pursuant to the option granted to the underwriters,
which was exercised concurrently with the closing of the Offering.

The aggregate gross proceeds from the Offering was $58,075. Of these proceeds, the Company received

$55,317 after deducting $2,758 in underwriting discounts and commissions. Of the net proceeds received from
the Offering, $50,000 was used to repay amounts outstanding on its loans under the New Credit Agreement
(Refer to Note 8). The remaining net proceeds were used for general working capital purposes.

Exchange of LLC Units for Class A Common Stock

During fiscal year 2016, a non-controlling LLC Unit holder exchanged LLC Units for the issuance of

Class A Common Stock. In connection with the exchange, one share of Class B Common Stock was
automatically transferred to the Company and retired. As of June 30, 2016 the Company had a total of 23 shares
of its Class B Common Stock issued and outstanding.

During fiscal year 2017, four non-controlling LLC Unit holder exchanged LLC Units for the issuance of

Class A Common Stock. In connection with the exchange, one share of Class B Common Stock was
automatically transferred to the Company and retired. As of June 30, 2017, the Company had a total of 19 shares
of its Class B Common Stock issued and outstanding.

During fiscal year 2018, eleven non-controlling LLC Unit holder exchanged LLC Units for the issuance of

Class A Common Stock. In connection with the exchange, one share of Class B Common Stock was
automatically transferred to the Company and retired. As of June 30, 2018, the Company had a total of 17 shares
of its Class B Common Stock issued and outstanding.

100

Stock Repurchase Program

On February 1, 2016, the board of directors of the Company authorized a stock repurchase program to allow

for the repurchase of up to $15,000 of the Company’s Class A Common Stock and the LLC’s LLC Units for the
period from February 8, 2016 to February 8, 2017 (the “Repurchase Program”).

Under the Repurchase Program, the Company could repurchase its Class A Common Stock and the LLC’s

LLC Units at any time or from time to time, without prior notice, subject to market conditions and other
considerations. The Company’s repurchases could be made through 10b5-1 plans, open market purchases,
privately negotiated transactions, block purchases or other transactions. The Company funded repurchases under
the Repurchase Program from cash on hand. In accordance with the LLC Agreement, in connection with any
repurchases by the Company under the Repurchase Program, the LLC must redeem an equal number of LLC
Units held by the Company as shares of Class A Common Stock repurchased by the Company at a redemption
price equal to the redemption price paid for the Class A Common Stock repurchased by the Company. The
Company had no obligation to repurchase any shares under the Repurchase Program and could suspend or
discontinue it at any time.

During fiscal year 2016, the Company purchased 287,346 shares of Class A Common Stock at an average
stock price of $13.82 per share for an aggregate purchase price of approximately $3,981 including related fees
and expenses. Upon repurchase, these shares were classified as treasury stock and then subsequently retired. In
addition, as noted above, 287,346 LLC Units held by the Company were redeemed and canceled by the LLC.
During fiscal year 2017, no additional shares were repurchased under the program. The program expired on
February 8, 2017.

Class A Common Stock and Class B Common Stock

Voting Rights

Holders of Class A Common Stock and Class B Common Stock will have voting power over Malibu Boats,
Inc., the sole managing member of the LLC, at a level that is consistent with their overall equity ownership of the
Company’s business. Pursuant to the Company’s certificate of incorporation and bylaws, each share of Class A
Common Stock entitles the holder to one vote with respect to each matter presented to the Company’s
stockholders on which the holders of Class A Common Stock are entitled to vote. Each holder of Class B
Common Stock shall be entitled to the number of votes equal to the total number of LLC Units held by such
holder multiplied by the exchange rate specified in the Exchange Agreement with respect to each matter
presented to the Company’s stockholders on which the holders of Class B Common Stock are entitled to vote.
Accordingly, the holders of LLC Units collectively have a number of votes that is equal to the aggregate number
of LLC Units that they hold. Subject to any rights that may be applicable to any then outstanding preferred stock,
the Company’s Class A and Class B Common Stock vote as a single class on all matters presented to the
Company’s stockholders for their vote or approval, except as otherwise provided in the Company’s certificate of
incorporation or bylaws or required by applicable law. Holders of the Company’s Class A and Class B Common
Stock do not have cumulative voting rights. Except in respect of matters relating to the election and removal of
directors on the Company’s board of directors and as otherwise provided in the Company’s certificate of
incorporation, the Company’s bylaws, or as required by law, all matters to be voted on by the Company’s
stockholders must be approved by a majority of the shares present in person or by proxy at the meeting and
entitled to vote on the subject matter.

Equity Consideration

On July 6, 2017, in connection with the acquisition of Cobalt, the Company issued 39,262 shares of Class A

Common Stock to the William Paxson St. Clair, Jr., a former owner of Cobalt, now director to the Company’s
Board of Directors and President of Cobalt, as equity consideration. Refer to Note 3 for more information on the
acquisition.

101

Dividends

Subject to preferences that may apply to any shares of preferred stock outstanding at the time, the holders of
the Company’s Class A Common Stock will be entitled to share equally, identically and ratably in any dividends
that the board of directors may determine to issue from time to time. Holders of the Company’s Class B Common
Stock do not have any right to receive dividends.

Liquidation Rights

In the event of any voluntary or involuntary liquidation, dissolution or winding up of our affairs, holders of

the Company’s Class A Common Stock would be entitled to share ratably in the Company’s assets that are
legally available for distribution to stockholders after payment of its debts and other liabilities. If the Company
has any preferred stock outstanding at such time, holders of the preferred stock may be entitled to distribution
and/or liquidation preferences. In either such case, the Company must pay the applicable distribution to the
holders of its preferred stock before it may pay distributions to the holders of its Class A Common Stock.
Holders of the Company Class B Common Stock do not have any right to receive a distribution upon a voluntary
or involuntary liquidation, dissolution or winding up of the Company’s affairs.

Other Rights

Holders of the Company’s Class A Common Stock will have no preemptive, conversion or other rights to
subscribe for additional shares. The rights, preferences and privileges of the holders of the Company’s Class A
Common Stock will be subject to, and may be adversely affected by, the rights of the holders of shares of any
series of the Company’s preferred stock that the Company may designate and issue in the future.

Preferred Stock

Though the Company currently has no plans to issue any shares of preferred stock, its board of directors has

the authority, without further action by the Company’s stockholders, to designate and issue up to 25,000,000
shares of preferred stock in one or more series. The Company’s board of directors may also designate the rights,
preferences and privileges of the holders of each such series of preferred stock, any or all of which may be
greater than or senior to those granted to the holders of common stock. Though the actual effect of any such
issuance on the rights of the holders of common stock will not be known until the Company’s board of directors
determines the specific rights of the holders of preferred stock, the potential effects of such an issuance include:

•

diluting the voting power of the holders of common stock;

reducing the likelihood that holders of common stock will receive dividend payments;

reducing the likelihood that holders of common stock will receive payments in the event of the
Company’s liquidation, dissolution, or winding up; and

delaying, deterring or preventing a change-in-control or other corporate takeover.

LLC Units

In connection with the recapitalization we completed in connection with our IPO, the LLC Agreement was

amended and restated to, among other things; modify its capital structure by replacing the different classes of
interests previously held by the LLC unit holders to a single new class of units called “LLC Units.” As a result of
our IPO and the recapitalization we completed in connection with our IPO, the Company holds LLC Units in the
LLC and is the sole managing member of the LLC. Holders of LLC Units do not have voting rights under the
LLC Agreement.

Further, the LLC and the pre-IPO owners entered into the Exchange Agreement under which (subject to the
terms of the Exchange Agreement) they have the right to exchange their LLC Units for shares of the Company’s

102

Class A Common Stock on a one-for-one basis, subject to customary conversion rate adjustments for stock splits,
stock dividends and reclassifications, or at the Company’s option, except in the event of a change in control, for a
cash payment equal to the market value of the Class A Common Stock. As of June 30, 2018, the Company held
20,555,348 LLC Units, representing a 95.2% economic interest in the LLC, while non-controlling LLC Unit
holders held 1,043,186 LLC Units, representing a 4.8% interest in the LLC. Refer to Note 2 for additional
information on non-controlling interest.

As discussed in Note 2, net profits and net losses of the LLC will generally be allocated to the LLC’s

members (including the Company) pro rata in accordance with the percentages of their respective limited liability
company interests. The LLC Agreement provides for cash distributions to the holders of LLC Units if the
Company determines that the taxable income of the LLC will give rise to taxable income for its members. In
accordance with the LLC Agreement, the Company intends to cause the LLC to make cash distributions to
holders of LLC Units for purposes of funding their tax obligations in respect of the income of the LLC that is
allocated to them.

13. Stock-Based Compensation

Equity Awards Issued Under the Malibu Boats, Inc. Long-Term Incentive Plan

On January 6, 2014, the Company’s board of directors adopted the Malibu Boats, Inc. Incentive Plan. The

Incentive Plan, which became effective on January 1, 2014, reserves for issuance up to 1,700,000 shares of
Malibu Boats, Inc. Class A Common Stock for the Company’s employees, consultants, members of its board of
directors and other independent contractors at the discretion of the compensation committee. Incentive stock
awards authorized under the Incentive Plan including unrestricted shares of Class A Common Stock, stock
options, SARs, restricted stock, restricted stock units, dividend equivalent awards and performance awards. As of
June 30, 2018, there were 1,001,552 shares available for future issuance under Incentive Plan.

On November 6, 2015, the Company granted 130,564 restricted stock unit and restricted stock awards to
certain key employees. The grant date fair value of these awards was $1,994 based on a stock price of $15.27 per
share on the date of grant. Under the terms of the agreements, approximately 12% of the awards vested
immediately on the grant date, approximately 38% vest in substantially equal annual installments over a three or
four year period, and the remaining 50% of the awards vest in tranches based on the achievement of annual or
cumulative performance targets. Compensation costs associated with performance based awards are recognized
over the requisite service period based on probability of achievement in accordance with ASC Topic 718,
Compensation—Stock Compensation.

On November 4, 2016, the Company granted 130,500 restricted stock units and restricted stock awards to
certain key employees. The grant date fair value of these awards was $2,039 based on a stock price of $ 15.62 per
share on the date of grant. Under the terms of the agreements, approximately 63% of the awards vest in
substantially equal annual installments over a four year period, and the remaining 37% of the awards vest in
tranches based on the achievement of annual performance targets. Compensation costs associated with
performance based awards are recognized over the requisite service period based on probability of achievement
in accordance with ASC Topic 718, Compensation—Stock Compensation.

On June 29, 2017, the Company granted 104,000 options to certain key employees to purchase from the
Company shares of Class A Common Stock at a price of $25.85 per share. The term of the options commence on
June 29, 2017 and will expire on June 28, 2023, the day before the sixth anniversary of the grant date. Under the
terms of the agreements, the awards will vest 25% ratably on each anniversary of their grant date. At June 30,
2017, the fair value of the option awards was $866 and is estimated using the Black-Scholes option-pricing
model with the following assumptions: risk-free rate of 2.1%, expected volatility of 36.1%, expected term of
4.25 years, and no dividends. Stock-based compensation expense attributable to these options is amortized on a
straight-line basis over the requisite service period.

103

On November 6, 2017, the Company granted 78,900 restricted stock units and restricted stock awards to
certain key employees. The grant date fair value of these awards was $2,436 based on a stock price of $30.87 per
share on the date of grant. Under the terms of the agreements, approximately 72% of the awards vest in
substantially equal annual installments over a four year period, and the remaining 28% of the awards vest in
tranches based on the achievement of annual performance targets. Compensation costs associated with
performance based awards are recognized over the requisite service period based on probability of achievement.

On November 6, 2017, the Company granted 40,000 options to certain key employees to purchase from the
Company shares of Class A Common Stock at a price of $ 30.87 per share. The term of the options commenced
on November 6, 2017 and will expire on November 5, 2023, the day before the sixth anniversary of the grant
date. Under the terms of the agreements, approximately 50% of the awards will vest ratably over four years on
each anniversary of their grant date and approximately 50% of the awards will vest in tranches based on the
achievement of annual or cumulative performance targets. At November 6, 2017, the fair value of the option
awards was $ 405 and is estimated using the Black-Scholes option-pricing model with the following
assumptions: risk-free rate of 2.0%, expected volatility of 37.1%, expected term of 4.25 years, and no dividends.
Stock-based compensation expense attributable to the time based options is amortized on a straight-line basis
over the requisite service period. Compensation costs associated with performance based option awards are
recognized over the requisite service period based on probability of achievement.

Risk-free interest rate. The risk-free rate for the expected term of the option is based on the U.S. Treasury yield
curve at the date of grant.

Expected term. The Company used the simplified method to estimate the expected term of stock options. The
simplified method assumes that employees will exercise share options evenly between the period when the share
options are vested and ending on the date when the share options would expire.

Expected volatility. The Company determined expected volatility based on its historical volatility calculated
using daily observations of the closing price of its publicaly traded common stock.

Expected dividend. The Company has not estimated any dividend yield as the Company currently does not pay a
dividend and does not anticipate paying a dividend over the expected term.

The following table presents the number, grant date stock price per share, and weighted-average exercise

price per share of the Company’s employee option awards:

Total outstanding Options at beginning of

year

Options granted
Options exercised
Options canceled

Outstanding options at end of year

Exercisable at end of year

Fiscal Year Ended June 30, 2018

Fiscal Year Ended June 30, 2017

Price
per
share

$25.85
30.87
—
—

27.24

25.85

104,000
40,000
—
—

144,000

26,000

Weighted
Average
Exercise
Price/
Share

$25.85
30.87
—
—

27.24

25.85

Price
per
share

$ —
25.85
—
—

25.85

—
104,000
—
—

104,000

—

Weighted
Average
Exercise
Price/
Share

$ —
25.85
—
—

25.85

—

Vested and expected to vest at end of year

118,000

$27.24

104,000

$25.85

As of June 30, 2018, the weighted-average years non-vested for service period awards and performance

target awards was approximately 1.9 years and 0.6 year, respectively.

104

The Company’s non-employee directors receive an annual retainer for their services as directors consisting

of both a cash retainer and equity awards in the form of Class A Common Stock or restricted stock units.
Directors may elect that their cash annual retainer be converted into either fully vested shares of Class A
Common Stock or restricted stock units paid on a deferral basis. Equity awards issued to directors are fully
vested at the date of grant. Directors receiving restricted stock units as compensation for services have no rights
as a stockholder of the Company, no dividend rights (except with respect to dividend equivalent rights), and no
voting rights until Class A Common Stock is actually issued to them upon separation from service or change in
control as defined in the Incentive Plan. If dividends are paid by the Company to its stockholders, directors
would be entitled to receive an equal number of restricted stock units based on their proportional interest. For the
fiscal year ended June 30, 2016, the Company issued 8,688 shares of Class A Common Stock and 43,508
restricted stock units with a weighted-average grant date fair value of $14.38 to its non-employee directors for
their services as directors pursuant to the Incentive Plan. For the fiscal year ended June 30, 2017, the Company
issued 6,857 shares of Class A Common Stock and 37,727 restricted stock units with a weighted-average grant
date fair value of $15.42 to its non-employee directors for their services as directors pursuant to the Incentive
Plan. For the fiscal year ended June 30, 2018, the Company issued 4,567 shares of Class A Common Stock and
23,838 restricted stock units with a weighted-average grant date fair value of $30.52 to its non-employee
directors for their services as directors pursuant to the Incentive Plan.

The following table presents the number and weighted-average grant date fair value of the Company’s

director and employee restricted stock units and restricted stock awards:

Fiscal Year Ended June 30,

2018

2017

2016

Number of
Restricted
Stock
Units and
Restricted
Stock
Awards
Outstanding

Weighted
Average
Grant
Date Fair
Value

Number of
Restricted
Stock
Units and
Restricted
Stock
Awards
Outstanding

Weighted
Average
Grant
Date Fair
Value

Number of
Restricted
Stock
Units and
Restricted
Stock
Awards
Outstanding

Weighted
Average
Grant
Date Fair
Value

Total Non-vested Restricted Stock Units

and Restricted Stock Awards at
beginning of year

Granted
Vested
Forfeited

Total Non-vested Restricted Stock Units
and Restricted Stock Awards at end of
year

225,854
102,738
(99,613)
(1,825)

$15.77
30.80
19.57
22.58

140,908
168,227
(81,181)
(2,100)

$16.17
15.55
15.95
18.52

44,775
174,072
(69,751)
(8,188)

$20.20
15.05
15.62
20.13

227,154

$20.84

225,854

$15.77

140,908

$16.17

Stock compensation expense attributable to all of the Company’s equity awards was $1,973, $1,396 and
$1,947 for fiscal years 2018, 2017 and 2016, respectively, including $283 and $1,066 of expense related to profit
interest awards previously granted prior to the IPO under the former LLC agreement for fiscal years 2017 and
2016, respectively, and is included in general and administrative expense in the Company’s consolidated
statement of operations and comprehensive income. The cash flow effects resulting from all equity awards were
reflected as noncash operating activities. During fiscal year 2018, the Company withheld approximately
21,775 shares at an aggregate cost of approximately $691, as permitted by the applicable equity award
agreements, to satisfy employee tax withholding requirements for employee share-based equity awards that have
vested. As of June 30, 2018 and 2017, unrecognized compensation cost related to nonvested, share-based
compensation was $4,428 and $3,601, respectively.

105

14. Net Earnings Per Share

Basic net income per share of Class A Common Stock is computed by dividing net income attributable to

the Company’s earnings by the weighted average number of shares of Class A Common Stock outstanding
during the period. The weighted average number of shares of Class A Common Stock outstanding used in
computing basic net income per share includes fully vested restricted stock units awarded to directors that are
entitled to participate in distributions to common shareholders through receipt of additional units of equivalent
value to the dividends paid to Class A Common Stock holders.

Diluted net income per share of Class A Common Stock is computed similarly to basic net income per share

except the weighted average shares outstanding are increased to include additional shares from the assumed
exercise of any common stock equivalents using the treasury method, if dilutive. The Company’s restricted LLC
Units and non-qualified stock option are considered common stock equivalents for this purpose. The number of
additional shares of Class A Common Stock related to these common stock equivalents and stock options are
calculated using the treasury stock method.

Basic and diluted net income per share of Class A Common Stock has been computed as follows (in

thousands, except share and per share amounts):

Basic:
Net income attributable to Malibu Boats, Inc.

Shares used in computing basic net income per share:
Weighted-average Class A Common Stock
Weighted-average participating restricted stock units convertible

into Class A Common Stock

Basic weighted-average shares outstanding

Basic net income per share

Diluted:
Net income attributable to Malibu Boats, Inc.
Shares used in computing diluted net income per share:
Basic weighted-average shares outstanding
Restricted stock units granted to employees
Weighted-average stock options convertible into Class A Common

Stock

Fiscal Year Ended June 30,

2018

2017

2016

27,613

28,358

18,042

20,012,627

17,708,924

17,838,625

166,754

137,970

95,955

20,179,381

17,846,894

17,934,580

1.37

1.59

1.01

27,613

28,358

18,042

20,179,381
101,563

17,846,894
104,438

17,934,580
50,847

266

—

Diluted weighted-average shares outstanding 1

20,281,210

17,951,332

17,985,427

Diluted net income per share

1.36

1.58

1.00

The Company excluded 1,205,249, 1,397,447 and 1,413,024 potentially dilutive shares from the calculation
of diluted net income per share for the fiscal year ended June 30, 2018, 2017, and 2016, respectively, as
these units would have been antidilutive.

The shares of Class B Common Stock do not share in the earnings or losses of Malibu Boats, Inc. and are

therefore not included in the calculation. Accordingly, basic and diluted net income per share of Class B
Common Stock has not been presented.

106

15. Commitments and Contingencies

Repurchase Commitments

In connection with its dealers’ wholesale floor-plan financing of boats, the Company has entered into
repurchase agreements with various lending institutions. The reserve methodology used to record an estimated
expense and loss reserve in each accounting period is based upon an analysis of likely repurchases based on
current field inventory and likelihood of repurchase. Subsequent to the inception of the repurchase commitment,
the Company evaluates the likelihood of repurchase and adjusts the estimated loss reserve and related
consolidated statement of operations account accordingly. This potential loss reserve is presented in accrued
liabilities in the accompanying consolidated balance sheets. If the Company were obligated to repurchase a
significant number of units under any repurchase agreement, its business, operating results and financial
condition could be adversely affected. The total amount financed under the floor financing programs with
repurchase obligations was $163,626 and $107,923 as of June 30, 2018 and 2017, respectively.

Repurchases and subsequent sales are recorded as a revenue transaction. The net difference between the
repurchase price and the resale price is recorded against the loss reserve and presented in cost of sales in the
accompanying consolidated statements of operations and comprehensive income. During fiscal years ended
June 30, 2018 and 2017 no units were repurchased. During the fiscal year ended June 30, 2016, the Company
agreed to repurchase three units from the lender of two of its former dealers. The total losses on these
repurchases were $30. Other than these repurchase commitments, the Company has not repurchased another unit
from lenders since July 1, 2010. Accordingly, the Company did not carry a reserve for repurchases as of June 30,
2018 and 2017, respectively.

Lease Commitments

In connection with a sale-leaseback transaction as of March 2008, the Company now leases its

manufacturing and office facilities for $156 per month with periodic inflationary adjustments, plus the payment
of property taxes, normal maintenance, and insurance on the property under an agreement which expires
March 2028, with three 10-year options to extend, at the Company’s discretion. Refer to Note 5 for more
information.

The Company also has various other leases for operating facilities in both the U.S. and Australia and
machinery and equipment under operating leases that expire over the next twelve months. The total rental
expense for fiscal years ended June 30, 2018, 2017 and 2016 was $2,568, $2,384 and $2,394, respectively.

Future minimum lease payments under noncancelable operating leases as of June 30, 2018, are as follows:

Fiscal Year
2019
2020
2021
2022
2023
Thereafter

Contingencies

Product Liability

As of June 30, 2018

$ 2,349
2,320
2,303
2,309
2,325
10,157

$21,763

The Company is engaged in a business that exposes it to claims for product liability and warranty claims in
the event the Company’s products actually or allegedly fail to perform as expected or the use of the Company’s

107

products results, or is alleged to result, in property damage, personal injury or death. Although the Company
maintains product and general liability insurance of the types and in the amounts that the Company believes are
customary for the industry, the Company is not fully insured against all such potential claims. The Company may
have the ability to refer claims to its suppliers and their insurers to pay the costs associated with any claims
arising from the suppliers’ products. The Company’s insurance covers such claims that are not adequately
covered by a supplier’s insurance and provides for excess secondary coverage above the limits provided by the
Company’s suppliers.

The Company may experience legal claims in excess of its insurance coverage or claims that are not covered

by insurance, either of which could adversely affect its business, financial condition and results of operations.
Adverse determination of material product liability and warranty claims made against the Company could have a
material adverse effect on its financial condition and harm its reputation. In addition, if any of the Company
products are, or are alleged to be, defective, the Company may be required to participate in a recall of that
product if the defect or alleged defect relates to safety. These and other claims that the Company faces could be
costly to the Company and require substantial management attention. Refer to Note 7 for discussion of warranty
claims. The Company insures against product liability claims and believes there are no material product liability
claims as of June 30, 2018 that would not be covered by our insurance.

Litigation

Certain conditions may exist which could result in a loss, but which will only be resolved when future
events occur. The Company, in consultation with its legal counsel, assesses such contingent liabilities, and such
assessments inherently involve an exercise of judgment. If the assessment of a contingency indicates that it is
probable that a loss has been incurred, the Company accrues for such contingent loss when it can be reasonably
estimated. If the assessment indicates that a potentially material loss contingency is not probable but reasonably
estimable, or is probable but cannot be estimated, the nature of the contingent liability, together with an estimate
of the range of possible loss if determinable and material, is disclosed. Estimates of potential legal fees and other
directly related costs associated with contingencies are not accrued but rather are expensed as incurred. Except as
disclosed below, management does not believe there are any pending claims (asserted or unasserted) at June 30,
2018 or June 30, 2017 that will have a material adverse impact on the Company’s financial condition, results of
operations or cash flows.

Legal Proceedings

On June 29, 2015, the Company filed suit against MasterCraft Boat Company, LLC, or “MasterCraft,” in

the U.S. District Court for the Eastern District of Tennessee, seeking monetary and injunctive relief. The
Company’s complaint alleged MasterCraft’s infringement of a utility patent related to wake surfing technology
(U.S. Patent No. 8,578,873). The Court had issued a scheduling order setting deadlines for discovery and other
events in the litigation, leading up to a trial beginning on August 14, 2017.

On February 16, 2016, the Company filed a second suit against MasterCraft in the U.S. District Court for

the Eastern District of Tennessee, seeking monetary and injunctive relief. The Company’s complaint alleges
MasterCraft’s infringement of another utility patent related to wake surfing technology (U.S. Patent
No. 9,260,161). The Court had issued a scheduling order setting deadlines for discovery and other events in the
litigation, leading up to a trial beginning on October 30, 2017.

On May 18, 2016, MasterCraft filed two petitions with the U.S. Patent and Trademark Office, or “PTO,”

requesting institution of Inter Partes Review, or “IPR,” of the Company’s U.S. Pat. No. 8,578,873, the patent at
issue in the first Tennessee lawsuit. On August 23, 2016, the Company filed its preliminary responses to the IPR
petitions. On November 16, 2016, the PTO declined to institute IPR in response to either of the two petitions.

On September 26, 2016, MasterCraft filed a request with the PTO for Ex Parte Reexamination of the
Company’s U.S. Pat. No. 9,260,161, the patent at issue in the second Tennessee lawsuit. On November 18, 2016,

108

the PTO granted that request for ex parte reexamination, and on February 16, 2017, the PTO issued a Non-Final
Office Action. On April 17, 2017, the Company filed a Response to the Non-Final Office Action.

On May 2, 2017, the Company and MasterCraft entered into a Settlement Agreement (the “MasterCraft
Settlement Agreement”) to settle lawsuits filed by the Company in the U.S. District Court for the Eastern District
of Tennessee alleging infringement by MasterCraft of two of the Company’s utility patents. Under the terms of
the MasterCraft Settlement Agreement, MasterCraft made a one-time payment of $2,500 during the fourth
quarter of fiscal year ended June 30, 2017, and entered into a license agreement for the payment of future
royalties for boats sold by MasterCraft using the licensed technology. The parties agreed to dismiss all claims in
the patent litigation.

On April 22, 2014, Marine Power Holding, LLC (“Marine Power”), a former supplier of engines to the
Company, initiated a lawsuit against the Company in the U.S. District Court for the Eastern District of Tennessee
seeking monetary damages. On July 10, 2015, the Company filed an Answer and Counterclaim in the lawsuit
filed by Marine Power. The Company denied any liability arising from the causes of action alleged by Marine
Power. The lawsuit proceeded to trial on August 8, 2016 and on August 18, 2016, a judgment was rendered by
the jury against the Company in the litigation with Marine Power resulting in the Company taking a charge of
$3,268 during the fiscal year ended June, 30, 2016. The Company subsequently prevailed on post-judgment
motions and, on December 15, 2016, the court amended the judgment in the lawsuit for monetary damages to
$1,938. On December 23, 2016, Marine Power filed a notice of appeal contesting the court’s decision to reduce
the amount of the original judgment. On January 6, 2017, the Company filed a notice of cross appeal, pursuant to
which the Company appealed the amended final judgment and other rulings of the court. On May 27, 2017, the
Company and Marine Power entered into a final settlement agreement whereby the Company agreed to pay
$2,175 to settle all claims related to the litigation (the “Settlement”). The Settlement was paid in full on May 30,
2017. On June 9, 2017, a joint motion to withdraw appeals was submitted by the parties and their respective
appeals were subsequently dismissed. Accordingly, no further losses were accrued as of June 30, 2017. On
July 6, 2017, Marine Power filed an acknowledgment of satisfaction in the trial court, in which it stipulated that
the amended final judgment entered on December 15, 2016 had been compromised and satisfied without any
admission, agreement or acknowledgment of liability or fault by any party.

On August 26, 2016, Wizard Lake Marine Inc. and Wizard Lake Marine (B.C.) Inc., collectively “Wizard

Lake”, a former dealer of the Company’s, initiated a lawsuit against the Company in the Court of Queen’s Bench
of Alberta, Canada seeking monetary damages. The suit alleges breach of contract, wrongful termination,
misrepresentation, breach of duty of good faith, and intentional interference. Wizard Lake is asking for damages
exceeding $5,000. The Company denies any liability arising from the causes of action alleged by Wizard Lake
and is vigorously defending the lawsuit, including commencing a counterclaim against Wizard Lake. The lawsuit
is early in the discovery phase.

On January 21, 2015, Cobalt, a wholly owned indirect subsidiary of the Company, filed a patent
infringement lawsuit against the Brunswick Corporation and its subsidiary Sea Ray Boats, Inc. alleging that
certain of the Sea Ray’s branded boats infringed upon Cobalt’s patented submersible swim step technology
(U.S. Patent No. 8,375,880). On October 31, 2017, the US District Court in the Eastern District of Virginia
entered an amended judgment on the jury verdict in favor of Cobalt.

16. Related Party Transactions

Three non-employee members of the Company’s board of directors are also shareholders of the Company
and receive an annual retainer as compensation for services rendered. For the fiscal years ended June 30, 2018,
2017 and 2016, $421, $374 and $392, respectively, was paid to these directors in both cash and equity for their
services. Of the amount paid, $75 and $63 was a prepayment for services through the 2018 and 2017 annual
meetings for each of the years ended June 30, 2018 and 2017, respectively.

109

17. Segment Reporting

The following table presents financial information for the Company’s reportable segments for fiscal years

ended June 30, 2018, 2017 and 2016.

Fiscal Year Ended June 30, 2018

Net sales
Affiliate (or intersegment) sales
Net sales to external customers
Depreciation and amortization
Net income before provision for income taxes
Capital expenditures
Long-lived assets
Total assets

Fiscal Year Ended June 30, 2017

Fiscal Year Ended June 30, 2016

Malibu
Australia

Eliminations

Total

Malibu US

Cobalt 1

$302,115
8,873
293,242
6,859
68,015
9,248
39,388
$327,181

$180,315
—
180,315
5,386
19,717
1,170
118,512
$157,616

23,445
—
23,445
609
1,770
31
9,396
20,128

Malibu US

Cobalt 1

$267,552
8,610
258,942
6,115
46,927
9,183
36,089
$222,252

$ — $
—
—
—
—
—
—
$ — $

Malibu
Australia

22,995
—
22,995
633
1,893
79
10,323
19,099

Malibu US

Cobalt 1

$239,689
7,573
232,116
4,900
31,674
6,156
31,446
$222,613

$ — $
—
—
—
—
—
—
$ — $

Malibu
Australia

20,849
—
20,849
624
453
20
10,540
17,130

(8,873) $497,002
(8,873)
—
497,002
—
12,854
—
89,387
(115)
10,449
—
167,296
—
(139,157) $365,768

Eliminations

Total

(8,610) $281,937
(8,610)
—
281,937
—
—
6,748
48,668
(152)
—
9,262
46,412
—
(17,688) $223,663

Eliminations

Total

(7,573) $252,965
(7,573)
—
252,965
—
—
5,524
32,096
(31)
—
6,176
41,986
—
(17,417) $222,326

1 Represents the results of the Cobalt since the acquisition on July 6, 2017.

110

18. Quarterly Financial Reporting (Unaudited)

Net sales
Gross profit
Operating income
Net income (loss)
Net income (loss) attributable to non-controlling

Quarter Ended

June 30,
2018

March 31,
2018

December 31,
2017

September 30,
2017

$138,659
33,540
19,513
13,343

$140,429
36,363
23,947
16,796

$114,373
27,516
15,655
(5,584)

$103,541
22,923
10,952
6,414

Fiscal Year
Ended
June 30,
2018

$497,002
120,342
70,067
30,969

interest

904

1,124

799

529

3,356

Net income (loss) attributable to Malibu Boats,

Inc.

Basic net income (loss) per share
Diluted net income (loss) per share

$ 12,439
0.61
$
0.60
$

$ 15,672
0.76
$
0.76
$

$ (6,383)
(0.31)
$
(0.31)
$

$
$
$

5,885
0.31
0.31

Quarter Ended

June 30,
2017

March 31,
2017

December 31,
2016

September 30,
2016

$ 75,106
20,040
7,965
10,266

$ 77,149
21,362
13,026
8,846

602
9,664
0.54
0.53

$
$
$

833
8,013
0.45
0.45

$
$
$

$ 67,661
17,813
11,661
7,737

836
6,901
0.39
0.39

$
$
$

$ 62,021
15,823
6,786
4,226

446
3,780
0.21
0.21

$
$
$

Net sales
Gross profit
Operating income
Net income
Net income income attributable to non-

controlling interest

Net income attributable to Malibu Boats, Inc.
Basic net income per share
Diluted net income per share

19. Subsequent Events

Pursuit Acquisition

$ 27,613
1.37
$
1.36
$

Fiscal Year
Ended
June 30,
2017

$281,937
75,038
39,438
31,075

2,717
$ 28,358
1.59
$
1.58
$

On August 21, 2018, Malibu Boats, LLC, our wholly owned indirect subsidiary, agreed to purchase the
assets of Pursuit Boats (“Pursuit”) from S2 Yachts, Inc. for a purchase price of $100.0 million. Pursuit, located in
Fort Pierce, Florida, is a leader in the saltwater outboard fishing boat market through its offering 15 models of
offshore, dual console and center console boats. The purchase price, which is subject to certain customary
adjustments, is expected to be financed with cash on hand and borrowings under the Company’s revolving credit
facility. The acquisition is expected to close in the second quarter of fiscal 2019.

Amendment to the Credit Facility

In connection with entering into the agreement to acquire Pursuit, Malibu Boats, LLC, as the borrower,

entered into the First Incremental Facility Amendment and First Amendment to the Second Amended and
Restated Credit Agreement with SunTrust Bank, as administrative agent, swingline lender and issuing bank on
August 21, 2018. The amendment increased the amount available for borrowing under our revolving credit
facility by $50,000 from $35,000 to $85,000. Revolving loans made pursuant to this incremental facility will
have terms and conditions identical to the Company’s current revolving credit facility, except a ticking fee will
accrue on the incremental $50,000 borrowing capacity. The Company will be required to pay a ticking fee that
will accrue at a rate of 0.30% per annum on the aggregate amount of the incremental borrowing capacity. The
availability of the incremental borrowing capacity is subject to the satisfaction of certain conditions, including
the closing of the acquisition of Pursuit.

111

Issuance of Equity Awards

On August 22, 2018, the Company granted 50,000 options to certain key employees to purchase from the
Company shares of Class A Common Stock at a price of $42.13 per share. The term of the options commenced
on August 22, 2018 and will expire on August 21, 2024, the day before the sixth anniversary of the grant date.
Under the terms of the grants, the awards will vest ratably over four years on each anniversary of their grant date
beginning on August 22, 2019.

112

Item 9. Changes in and Disagreements with Accountants on Accounting and Financial Disclosure

None.

Item 9A. Controls and Procedures

Evaluation of Disclosure Controls and Procedures

We maintain disclosure controls and procedures (as defined in Rule 13a-15(e) of the Exchange Act) that are

designed to ensure that information required to be disclosed by us in the reports that we file or submit under the
Exchange Act is recorded, processed, summarized and reported within the time periods specified in the SEC’s
rules and forms, and that such information is accumulated and communicated to our management, including our
chief executive officer and chief financial officer, as appropriate, to allow timely decisions regarding required
disclosures. Any controls and procedures, no matter how well designed and operated, can provide only
reasonable assurance of achieving the desired control objectives.

As of the end of the period covered by this Form 10-K Annual Report, we carried out an evaluation under

the supervision and with the participation of our management, including our chief executive officer and chief
financial officer, of the effectiveness of our disclosure controls and procedures. Based upon this evaluation, our
chief executive officer and chief financial officer have concluded that our disclosure controls and procedures
were effective at a reasonable assurance level as of June 30, 2018.

Management’s Report on Internal Control over Financial Reporting

Our management is responsible for establishing and maintaining adequate internal control over financial

reporting as defined in Rule 13a-15(f) under the Exchange Act. Internal control over financial reporting is a
process to provide reasonable assurance regarding the reliability of our financial reporting for external purposes
in accordance with accounting principles generally accepted in the United States. Because of its inherent
limitations, internal control over financial reporting may not prevent or detect misstatements. Projections of any
evaluation of effectiveness to future periods are subject to the risk that controls may become inadequate because
of changes in conditions, or that the degree of compliance with the policies or procedures may deteriorate.

Our management, including our chief executive officer and chief financial officer, assessed the effectiveness

of our internal control over financial reporting as of June 30, 2018. In making this assessment, we used the
criteria set forth by the Committee of Sponsoring Organizations of the Treadway Commission (“COSO”) in
Internal Control-Integrated Framework (2013). Based on such assessment our management has concluded that,
as of June 30, 2018, our internal control over financial reporting is effective based on those criteria.

This annual report does not include an attestation report from our registered public accounting firm
regarding internal control over financial reporting. Management’s report was not subject to attestation by our
registered public accounting firm pursuant to rules of the SEC that permit emerging growth companies, which we
are, to provide only management’s report in this annual report.

Changes in Internal Control Over Financial Reporting

During the quarter ended September 30, 2017, we completed the acquisition of Cobalt. Prior to the
acquisition, Cobalt was a privately-held company and was not subject to the Sarbanes-Oxley Act of 2002, the
rules and regulations of the SEC, or other corporate governance requirements applicable to public reporting
companies. As part of our ongoing integration activities, we are continuing to incorporate our controls and
procedures into Cobalt and to augment our company-wide controls to reflect the risks that may be inherent in
acquisitions of privately-held companies.

Other than our integration of Cobalt, there have been no changes in our internal control over financial
reporting during the fourth quarter ended June 30, 2018 that have materially affected, or are reasonably likely to
materially affect, our internal control over financial reporting.

Item 9B. Other Information

Not Applicable.

113

PART III.

Item 10. Directors, Executive Officers and Corporate Governance

The Company has adopted a Code of Business Conduct applicable to our employees, directors, and officers

and a Code of Ethics. This Code of Ethics is applicable to our principal executive officer, principal financial
officer, principal accounting officer and controller, or persons performing similar functions. The codes are
available on the Company’s website at www.malibuboats.com. To the extent required by rules adopted by the
SEC and Nasdaq, we intend to promptly disclose future amendments to certain provisions of the codes, or
waivers of such provisions granted to executive officers and directors on our website at www.malibuboats.com.

The remaining information required by this Item 10 will be included the Proxy Statement and is

incorporated herein by reference.

Item 11. Executive Compensation

The information required by this Item 11 will be included in the Proxy Statement and is incorporated herein

by reference.

Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder
Matters

The information required by this Item 12 will be included in the Proxy Statement and is incorporated herein

by reference.

Item 13. Certain Relationships and Related Transactions, and Director Independence

The information required by this Item 13 will be included in the Proxy Statement and is incorporated herein

by reference.

Item 14. Principal Accounting Fees and Services

The information required by this Item 14 will be included in the Proxy Statement and is incorporated herein

by reference.

114

PART IV.

Item 15. Exhibits, Financial Statement Schedules

The following documents are filed as part of this Annual Report on Form 10-K:

1. Consolidated Financial Statements

The following financial statements are included in Part II, Item 8 of this Annual Report on Form 10-K:

• Consolidated Statements of Operations and Comprehensive Income for the fiscal years ended June 30,

2018, 2017 and 2016.

• Consolidated Balance Sheets as of June 30, 2018 and 2017.

• Consolidated Statements of Stockholders’ Equity for the fiscal years ended June 30, 2018, 2017 and

2016.

• Consolidated Statements of Cash Flows for the fiscal years ended June 30, 2018, 2017 and 2016.

• Notes to Consolidated Financial Statements.

• Reports of Independent Registered Public Accounting Firms.

Financial Statement Schedules

Separate financial statement schedules have been omitted because such information is inapplicable or is

included in the financial statements or notes described above.

Exhibits

The exhibits filed as part of this Annual Report are listed in the exhibit index immediately preceding such

exhibits, which exhibit index is incorporated herein by reference.

Exhibit No.

Description

2.1

3.1

3.2

3.3

3.4

3.4.1

3.4.2

4.1

4.2

10.1

10.2

10.3

Asset Purchase Agreement, dated August 21, 2018 among Malibu Boats, LLC, PB Holdco, LLC,
S2 Yachts, Inc., Gen 123 Properties, LLC and the other parties named therein 11

Certificate of Incorporation of Malibu Boats, Inc. 2

Bylaws of Malibu Boats, Inc. 2

Certificate of Formation of Malibu Boats Holdings, LLC 2

First Amended and Restated Limited Liability Company Agreement of Malibu Boats Holdings,
LLC, dated as of February 5, 2014 3

First Amendment, dated as of February 5, 2014, to First Amended and Restated Limited Liability
Company Agreement of Malibu Boats Holdings, LLC 4

Second Amendment, dated as of June 27, 2014, to First Amended and Restated Limited Liability
Company Agreement of Malibu Boats Holdings, LLC 5

Form of Class A Common Stock Certificate 2

Form of Class B Common Stock Certificate 2

Exchange Agreement, dated as of February 5, 2014, by and among Malibu Boats, Inc. and
Affiliates of Black Canyon Capital LLC and Horizon Holdings, LLC 3

Exchange Agreement, dated as of February 5, 2014, by and among Malibu Boats, Inc. and the
Members of Malibu Boats Holdings, LLC 3

Tax Receivable Agreement, dated as of February 5, 2014, by and among Malibu Boats, Inc.,
Malibu Boats Holdings, LLC and the Other Members of Malibu Boats Holdings, LLC 3

115

Exhibit No.

10.4

10.5

10.6

10.7

10.8*

10.9*

10.10*

10.11*

10.12*

10.13*

10.14*

10.15*

10.16*

10.17*

10.18*

10.19*

21.1

23.1

31.1

31.2

Description

Second Amended and Restated Credit Agreement, dated June 28, 2017, by and among Malibu
Boats, LLC, Malibu Boats Holdings, LLC, the other guarantors party thereto, the lenders party
thereto, and SunTrust Bank, as administrative agent, as issuing bank and as swingline lender 1

Second Amended and Restated Security Agreement, dated June 28, 2017, by and among Malibu
Boats, LLC, Malibu Boats Holdings, LLC, the other debtors party thereto, and SunTrust Bank, as
administrative agent 1

First Incremental Facility Amendment and First Amendment dated August 21, 2018 to the Second
Amended and Restated Credit Agreement, by and among Malibu Boats, LLC, Malibu Boats
Holdings, LLC, the other guarantors party thereto, the lenders party thereto, and SunTrust Bank, as
administrative agent, as issuing bank and as swingline lender 11

+Engine Supply Agreement dated November 14, 2016 between Malibu Boats, LLC and General
Motors LLC 9

Employment Agreement by and between Malibu Boats, Inc. and Ritchie Anderson, dated
February 5, 2014 3

Employment Agreement by and between Malibu Boats, Inc. and Jack Springer, dated February 5,
2014 3

Employment Agreement by and between Malibu Boats, Inc. and Wayne Wilson, dated February 5,
2014 3

Employment Agreement, dated June 28, 2017, between William Paxson St. Clair, Jr. and Cobalt
Boats, LLC 1

Long-Term Incentive Plan 2

Amendment Number One, dated as of June 24, 2014, to the Long Term Incentive Plan 5

Form of Stock Option Agreement for Long-Term Incentive Plan 10

Form of Restricted Stock Agreement for Long-Term Incentive Plan 10

Form of Restricted Stock Unit Award Agreement for Long-Term Incentive Plan (executive) 10

Form of Restricted Stock Unit Award Agreement for Long-Term Incentive Plan (non-executive) 10

Form of Indemnification Agreement 7

Director Compensation Policy 5

Subsidiaries of Malibu Boats, Inc.

Consent of KPMG LLP, independent registered public accounting firm for Malibu Boats, Inc.

Certificate of the Chief Executive Officer of Malibu Boats, Inc. pursuant to Rule 13a-14 or 15d-14
of the Securities Exchange Act of 1934, as amended, as adopted pursuant to Section 302 of the
Sarbanes-Oxley Act of 2002

Certificate of the Chief Financial Officer of Malibu Boats, Inc. pursuant to Rule 13a-14 or 15d-14
of the Securities Exchange Act of 1934, as amended, as adopted pursuant to Section 302 of the
Sarbanes-Oxley Act of 2002

Certification of the Chief Executive Officer and Chief Financial Officer of Malibu Boats, Inc.
pursuant to 18 U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act
of 2002

101.INS

XBRL Instance Document

101.SCH

XBRL Taxonomy Extension Schema Document

101.CAL

XBRL Taxonomy Calculation Linkbase Document

101.DEF

XBRL Definition Linkbase Document

116

Exhibit No.

Description

101.LAB

XBRL Taxonomy Label Linkbase Document

101.PRE

XBRL Taxonomy Presentation Linkbase Document

* Management contract or compensatory plan or arrangement.
+

Portions of this exhibit have been omitted pursuant to a confidential treatment request. Omitted information
has been filed separately with the SEC.

(1) Filed as an exhibit to the Company’s Current Report on Form 8-K (File No. 001-36290) filed on June 29,

2017.

(2) Filed as an exhibit to Amendment No. 1 to the Company’s registration statement on Form S-1 (Registration

No. 333-192862) filed on January 8, 2014.

(3) Filed as an exhibit to the Company’s Current Report on Form 8-K (File No. 001-36290) filed on February 6,

2014.

(4) Filed as an exhibit to the Company’s Quarterly Report on Form 10-Q/A (File No. 001-36290) filed on

May 13, 2014.

(5) Filed as an exhibit to the Company’s Current Report on Form 8-K (File No. 001-36290) filed on June 27,

2014.

(6) Filed as an exhibit to the Company’s Current Report on Form 8-K (File No. 001-36290) filed on October 3,

2014.

(7) Filed as an exhibit to the Company’s registration statement on Form S-1 (File No. 333-192862) filed on

December 13, 2013.

(8) Filed as an exhibit to the Company’s Quarterly Report on Form 10-Q (File No. 001-36290) filed on

February 4, 2016.

(9) Filed as an exhibit to the Company’s Quarterly Report on Form 10-Q (File No. 001-36290) filed on

February 1, 2017.

(10) Filed as an exhibit to the Company’s Annual Report on Form 10-K (File No. 001-36290) filed on

September 8, 2017.

(11) Filed as an exhibit to the Company’s Current Report on Form 8-K (File No. 001-36290) filed on August 22,

2018.

117

Item 16. Form 10-K Summary

None.

118

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this

report to be signed on its behalf by the undersigned thereunto duly authorized.

SIGNATURE

September 6, 2018

MALIBU BOATS, INC.

/s/ Jack D. Springer

Jack D. Springer

Chief Executive Officer
(Principal Executive Officer)

/s/ Wayne R. Wilson

Wayne R. Wilson

Chief Financial Officer
(Principal Financial and Accounting Officer)

Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the
following persons on behalf of the registrant and in the capacities and on the dates indicated:

Signature

Title

Date

/s/ Jack D. Springer

Jack D. Springer

/s/ Wayne R. Wilson

Wayne R. Wilson

/s/ Michael K. Hooks

Michael K. Hooks

/s/ Mark W. Lanigan

Mark W. Lanigan

/s/ Phillip S. Estes
Phillip S. Estes

/s/ James R. Buch

James R. Buch

/s/ Ivar S. Chhina

Ivar S. Chhina

/s/ Michael J. Connolly

Michael J. Connolly

September 6, 2018

Chief Executive Officer and Director
(Principal Executive Officer)

Chief Financial Officer (Principal
Financial and Accounting Officer)

Chairman of the Board and Director

Director

119

Signature

Title

/s/ Peter E. Murphy

Peter E. Murphy

Director

/s/ William Paxson St. Clair, Jr.

William Paxson St. Clair, Jr.

Director

/s/ John E. Stokely

John E. Stokely

Director

Date

September 6, 2018

120

Board of Directors

Michael K. Hooks (3)
Chairman of the Board
Malibu Boats, Inc.

Jack D. Springer
Chief Executive Officer
Malibu Boats, Inc.

Michael J. Connolly (2)(3)*
Founding Partner
Breakaway Capital Management LLC

Phillip S. Estes (1)(3)
Co-Founder
Horizon Holdings, LLC

Peter E. Murphy (2)*(3)
Founder and Chief Executive Officer
Wentworth Capital Management

James R. Buch (1)(3)
Chief Executive Officer
UMA Enterprises, Inc.

Mark W. Lanigan (2)(3)
Co-Founder and Managing Director
Black Canyon Capital LLC

John E. Stokely (1)(3)
Chairman of the Board
Pool Corporation

Ivar S. Chhina (l)*(3)
Retired

W. Paxson St. Clair, Jr.
President, Cobalt Boats, LLC

Management

Jack D. Springer
Chief Executive Officer

Wayne R. Wilson
Chief Financial Officer

Ritchie L. Anderson
Chief Operating Officer

(1) Audit Committee, (2) Compensation Committee, (3) Nominating and Governance Committee, * Committee Chair

Transfer Agent and Registrar
American Stock Transfer
& Trust Company LLC
6201 15th Ave
Brooklyn, NY 11219
Telephone: (800) 937-5449
www.astfinancial.com

Annual Meeting
The annual meeting of Malibu
Boats will be held at 8:00 a.m.
CST, on November 2, 2018,
at Grand Hyatt DFW,
2337 South International Parkway,
DFW Airport, Texas 75261.

Investor Relations Website
investors.malibuboats.com

Company Website
www.malibuboats.com

Stock Exchange Listing
The Nasdaq Stock Market
Ticker Symbol: MBUU

Independent Accounting Firm
KPMG LLP

Code of Ethics
Malibu Boat’s Code of Ethics is
available on its Investor Relations
website at investors.malibuboats.com.

Stockholder of Record
As of September 11, 2018:

•
•

8 holders of Class A common stock
17 holders of Class B common
stock

Form 10-K / Quarterly Report
Stockholders may obtain, free of charge,
a copy of Malibu Boats’ annual report
on Form 10-K, its quarterly reports on
Form 10-Q as filed with the Securities
and Exchange Commission and
quarterly press releases by contacting:

•

Investor Relations at Malibu Boats,
Inc. 5075 Kimberly Way
Loudon, Tennessee 37774
Telephone: (865) 458-5478

Copies of all documents filed by Malibu
Boats with the Securities and Exchange
Commission, including Form 10-K and
Form 10-Q, are also available at the
SEC’s EDGAR server at www.sec.gov.

CREATING THE
ULTIMATE ON THE WATER LIFESTYLE