01/27/20212021 KICKOFF

TURF KICKOFF

01/27/2021

2021 KICKOFF

TURF2021 TURF Kickoff

Tom VachalTurf Senior Product Manager

Todd WolfmierTurf Senior Operations Manager

Turf Updates• Retail Results & Plan• New Products• Training KU and MSA• 2021 Program Changes• Commercial Sales Updates

Kickoff Meeting 2021

2021 Retail ObjectivesPlatform 2019 ACTUAL 2020 ACTUAL 2021 GOAL +/- % +/-

Z100/Z200 11,836 15,252 15,420 +168 +1.1%Z400 11,542 13,574 14,619 +1,045 +7.7%

Z700 Total 6,252 7,296 7,483 +187 +2.6%ZG 1,241 1,303 1,283 -20 -1.5%ZD 8,454 9,483 9,007 -476 -5.0%

Total Z 39,325 46,908 47,812 +904 +1.9%

T 1,413 1,569 1,557 -12 -0.8%GR 1,080 1,051 1,176 +125 +11.9%F 661 560 383 -177 -31.6%

TTL Turf 42,479 50,088 50,928 +840 +1.7%

* Data taken from PSI report

18% 2%

New Products Refresher

Shipping NOW

Z400SS

NEW Z412 & Z422

• Adjustable Suspension Seat• 6.5” Caster Tires• Deck Debris Guard

• On all decks• Deck Tension Arm and Pulley

• Increase arm thickness and pulley depth• HST Tension Arm and Pulley

• Increase arm thickness and pulley depth• New Dampers and Spindle Cups

• Improved damper durability and debris guard for spindle

Z700 GCK Improvements

• Better Fit to Deck• Improved Latch• New Bumper

In production in stock

Stand On Changes

Shipping Q1

SZ Upgrades

Large Frame Models• ADJ Baffles• Service ImprovementsAll Models• New Rear Tires• Integrated Expansion

Tanks

Stand On700ZB GCK Z400SS• 3 New Models• 3” Adj Susp Seat• 6.5” Caster Tires on all• Quality Improvements

• Better fit to deck• New attachment system• New Bumper

• New Decks (48”-61”)• Adj Front Baffle

• Service Improvements• New Imp Traction Rear tires• Integral Hydro Tanks

Review What’s NEW

2021 KU Training Plan• Divisions will handle delivery of materials to the participants, some may be live and some will be virtual featuring Product Marketing and Kubota University video library

• Materials available will be:• Product Walk-around videos • Product Marketing updates videos• Regional topics – RSM driven

• 2021 Turf Product Guides will be distributed to attendees beginning in February

• KU is planning several NEW TO KUBOTA Virtual events in MARCH on-line

Several per Division (TPS)• In Dealer (sessions)• New Products• New Programs

Materials• Product Walk-around videos • Product Marketing update videos

TPS Training

2021 Program Changes2020 2020

Promo

Aged

DSA

CIR Finance

OR

And Possibly

Dealer could choose promo or Aged program based on Invoice date (changed quarterly). Discount was the same. Some older models were eligible for additional DSA. After the dealer determines Promo or Aged, then the dealer could offer the CIR or Promo Finance Rate

OR

Promo

Aged

DSA

CIR Finance

Dealer sells for promo price for 1st 9 months and get $200 (most units). On month 10, dealer gets additional $100 (most units). Dealer can then offer CIR or Promo Finance.

OR

Marketing

Residential Focus• Portfolio focus

• Z400 & RTV• BX and others

Commercial Focus• Portfolio focus

• Z700 & SZ• RTV & SSV & CTL

Todd WolfmierTurf Senior Operations Manager

Commercial Turf Business

• Typical Commercial Growth per OPEI is between 2% and 4% per year from 2015 – 2019

• 2020 Commercial shipments are down around 5% which has rebounded from almost a 20% decrease during the first half of the year

• OPEI is predicting a 5% growth in 2021

Are We Ready• Our Fleet and Financing programs are among the best in the industry• 1 Unit will qualify for our traditional Fleet program while offering a starter fleet

program for up and coming Landscapers and Service personnel• Full line of commercial products priced competitively• Dealers need to be ready EARLY to take advantage of the increased sales

from Commercial Landscapers

Commercial Turf Business Kris Kiser, President and CEO of OPEI• Commercial products are down a bit this year, as professional landscape contractors

have been conservative during this period of uncertainty. They’ve been saving and will likely be in a strong cash position in the spring,” Kiser said. “Manufacturers expect significant commercial investment in spring of 2021, and we expect this sector to grow by more than 5% next year.”

Housing Forecast• The housing market continues to rise. It is expected to hit double digit increases for

the start of 2021 due to:low interest rates A change in lifestyle due to COVID-19 that has caused the home to become the focal point in our daily livesAn expanded buyer pool as people relocate or move out of rental communities.

• Only expecting a total of 4% growth for the entirety of 2021

Land Pride TM/TPSLand Pride TM/TPS – RSM meeting January 21

1.Align with RSMs and Division on key sales goals and objectives2. Competition3. BED – Bulls Eye Dealers4. KFE – Kubota Field Events5. Training6. Showroom / Order Writing / Marketing / Target Commercial Landscape customers

Next Steps• Breakout meetings on a Divisional level and work through each DDP – Mid February• Work through the Quarter 1 objectives for each dealer• Train each dealer on product, programs and selling techniques• Follow the DDP directive

QUESTIONS

THANK YOU

2021 Kickoff Meeting

Turf Team