EX-99.2 3 scsccfocommentary18feb6f.htm EXHIBIT 99.2
CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com FINANCIAL INFORMATION AND CONFERENCE CALL Please see the accompanying earnings press release available at www.scansource.com in the Investor Relations section. The information included in this CFO commentary is unaudited and should be read in conjunction with the Company’s SEC filings on Form 10-K for the year ended June 30, 2017 and subsequent reports on Form 10-Q. ScanSource will present additional information about its financial results and outlook in a conference call on Tuesday, February 6, 2018 at 5:00 pm ET. A webcast of the call is available and can be accessed at www.scansource.com (Investor Relations section). The webcast will be available for replay for 60 days. SECOND QUARTER SUMMARY We delivered both strong sales and non-GAAP profitability growth during the second quarter. Our record quarterly net sales exceeded $1 billion for the first time with 10% organic sales growth. GAAP EPS of $0.31 includes a $0.26 unfavorable impact from one-time tax reform charges. Both net sales and non-GAAP EPS were above the high end of our forecast range. For second quarter fiscal year 2018, we earned a return on invested capital of 13.3%, which reflects a 21% increase in adjusted EBITDA. As a result of tax reform legislation enacted in December, we recognized one-time tax reform charges of approximately $6.7 million, or a $0.26 impact on GAAP diluted EPS. Excluding these tax charges, our effective tax rate for the quarter was lower than planned. Q2 FY18 Results: NET SALES GAAP DILUTED EPS NON-GAAP DILUTED EPS CFO COMMENTARY Q2 FY 2018 February 6, 2018 1 Please see Appendix for calculation of non-GAAP measures and reconciliations to GAAP measures. $0.90 Forecast: $0.76 to $0.82 $0.31 Forecast: $0.54 to $0.60 $1.03 billion Forecast: $950 million to $1.01 billion Exhibit 99.2

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com Q2 FY18 Q1 FY18 Q2 FY17 Y/Y Change Net sales $1,032.2 $924.6 $904.8 +14% Gross profit 113.0 105.9 98.5 +15% Gross profit margin % 10.9% 11.5% 10.9% +5 bps Operating income 22.3 7.6 23.3 -4% Operating income % 2.2% 0.8% 2.6% -41 bps Non-GAAP operating income 34.7 30.6 29.6 +18% Non-GAAP operating income % 3.4% 3.3% 3.3% +10 bps GAAP net income 8.0 4.1 23.0 -65% Non-GAAP net income 23.0 19.4 19.1 +21% GAAP diluted EPS $0.31 $0.16 $0.91 -66% Non-GAAP diluted EPS $0.90 $0.76 $0.75 +20% February 6, 2018 HIGHLIGHTS • Record net sales of $1 billion - Above the high end of forecast range - 10% Y/Y organic growth • WW Barcode, Networking & Security segment drove sales growth, including higher big deals in North America • Gross profit margin of 10.9% - Q/Q decrease from higher mix of large deals - Y/Y includes higher margins from POS Portal acquisition • Non-GAAP operating income (+18%) grew faster than net sales growth (+14%) • Operating income margin was 2.2%, and non-GAAP operating income margin increased to 3.4% • GAAP net income includes one-time tax reform charges of $6.7 million, or a $0.26 impact on GAAP diluted EPS • Non-GAAP EPS increased 20% Y/Y to $0.90 - Includes a $0.07 per share benefit from tax reform lower rates 2 $ in millions, except EPS

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com Q2 FY18 Q1 FY18 Q2 FY17 Net sales $719.8 $620.3 $593.8 Gross profit $62.0 $57.5 $49.0 Gross margin 8.6% 9.3% 8.2% Operating income $15.5 $14.0 $12.1 Operating income % 2.2% 2.3% 2.0% Non-GAAP operating income $17.9 $15.9 $13.2 Non-GAAP operating income % 2.5% 2.6% 2.2% February 6, 2018 WORLDWIDE BARCODE, NETWORKING & SECURITY • Record net sales of $720 million - Driven by higher big deals in North America from federal business, mobile computing, POS systems, and physical security • Gross profit margin of 8.6% - Q/Q decrease from higher mix of big deals at lower margins - Y/Y increase from addition of higher margin POS Portal acquisition • Operating income margin of 2.2% increased 12 basis points Y/Y • Non-GAAP operating income margin of 2.5% increased 26 basis points Y/Y 3 $594 $549 $619 $620 $720 $300 $400 $500 $600 $700 $800 Q2'17 Q3'17 Q4'17 Q1'18 Q2'18 Net Sales, $ in millions Y/Y Growth +21% Y/Y Organic Growth +16% $ in millions Organic growth, a non-GAAP measure, reflects reported sales growth less impacts from foreign currency translation and acquisitions. Non-GAAP operating income excludes amortization of intangibles and change in fair value of contingent consideration.

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com Q2 FY18 Q1 FY18 Q2 FY17 Net sales $312.4 $304.2 $311.0 Gross profit $51.0 $48.5 $49.6 Gross margin 16.3% 15.9% 15.9% Operating income $6.8 $(6.3) $11.5 Operating income % 2.2% (2.1)% 3.7% Non-GAAP operating income $16.9 $14.7 $16.4 Non-GAAP operating income % 5.4% 4.8% 5.3% February 6, 2018 WORLDWIDE COMMUNICATIONS & SERVICES 4 $311 $265 $298 $304 $312 $0 $100 $200 $300 $400 Q2'17 Q3'17 Q4'17 Q1'18 Q2'18 Net Sales, $ in millions Y/Y Growth +0.5% Y/Y Organic Growth (1)% $ in millions Organic growth, a non-GAAP measure, reflects reported sales growth less impacts from foreign currency translation and acquisitions. Non-GAAP operating income excludes amortization of intangibles and change in fair value of contingent consideration. • Net sales of $312 million - Strong sales growth in Latin America, offset by declines in North America and Europe in constant currency - Intelisys net sales increased 22% Y/Y • Gross profit margin increased to 16.3% from improved vendor program recognition and higher services mix in North America • Operating income margin decreased to 2.2% from increased expense for the change in fair value of contingent consideration • Non-GAAP operating margin of 5.4% increased 15 basis points Y/Y

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com Q2 FY18 Q1 FY18 Q2 FY17 Accounts receivable (Q/E) $717.3 $661.4 $620.6 Days sales outstanding in receivables* 60 63 60 Inventory (Q/E) $581.8 $597.3 $512.9 Inventory turns* 6.2 5.8 6.0 Accounts payable (Q/E) $515.3 $534.9 $476.3 Paid for inventory days* 9.4 10.1 6.5 Working capital (Q/E) (AR+INV–AP) $783.8 $723.8 $657.1 February 6, 2018 WORKING CAPITAL 5 • Working capital of $783.8, up 19% Y/Y and 8% Q/Q • Additional working capital investment to support faster growth - Strong sales late in the quarter - Lower accounts payable days from timing of accounts payable • Days sales outstanding in receivables at 60 days are in line with current trends • Inventory turns improved to 6.2x with inventory up 13% Y/Y and down 3% Q/Q $ in millions * Excludes the impact of the POS Portal acquisition, completed 7/31/17, for Q1 FY18 and Intelisys for all periods

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com Q2 FY18 Q1 FY18 Q2 FY17 Adjusted EBITDA (QTR) $39.4 $35.2 $32.6 Adjusted ROIC (QTR)* 13.3% 13.0% 13.8% Operating cash flow (QTR) $(46.8) $(37.4) $29.5 Operating cash flow, trailing 12-months $(25.0) $51.2 $128.4 Cash and cash equivalents (Q/E) $35.4 $23.6 $45.1 Debt (Q/E) $360.9 $285.8 $141.7 Net debt to adjusted EBITDA, trailing 12-months 2.4x 2.0x 0.9x Shares repurchased – # of shares (QTR) -- -- 100,530 Shares repurchased – dollars (QTR) -- -- $3.5 Remaining authorization under plan (as of Q/E) $99.7 $99.7 $99.7 February 6, 2018 CASH FLOW AND BALANCE SHEET HIGHLIGHTS 6 • Adjusted EBITDA of $39.4 million, up 21% Y/Y, from operating leverage on higher sales volume and the addition of the POS Portal acquisition • Adjusted return on invested capital of 13.3%, down from prior year due to higher invested capital • Operating cash flow was $(46.8) for the second quarter • Expect to generate operating cash flow during the remainder of fiscal year 2018 from operating income and lower working capital investment • Cash balances of $35.4 million at 12/31/17, including $26.8 million held outside of the U.S. • Net debt to trailing 12-months adjusted EBITDA is 2.4x • No shares repurchased during the quarter • Balance sheet remains strong and provides us with the ability to execute our capital allocation plan $ in millions * Excludes non-GAAP adjustments and change in fair value of contingent consideration

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 Q3 FY2018 OUTLOOK* 7 For the quarter ending March 31, 2018: Forecast Range: $860 million to $920 million Forecast Range: $0.44 to $0.50 per share Forecast: Range $0.67 to $0.73 per share NET SALES GAAP DILUTED EPS NON-GAAP DILUTED EPS • Outlook as of February 6, 2018 • Non-GAAP diluted EPS excludes amortization of intangible assets, change in fair value of contingent consideration and acquisition costs • Forecast midpoint reflects organic sales growth of approximately 5% • Reflects the following FX rates: $1.22 to EUR 1.00 for the Euro, $0.31 to R$1.00 for the Brazilian real (R$3.23 to $1), and $1.38 to GBP 1.00 for the British pound • Expect foreign currency translation to positively impact sales by approximately $15 million • Expect interest expense to increase from higher interest rates and average debt balances similar to the December 2017 quarter • Includes impact from U.S. tax reform and assumes a lower tax rate of 30% for the quarter Q3 FY17: Net sales $814 million Q3 FY17: GAAP diluted EPS $0.49 Q3 FY17: Non-GAAP diluted EPS $0.65

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 FORWARD-LOOKING STATEMENTS This CFO Commentary contains certain comments that are “forward-looking” statements, including statements about expected EBITDA, return on invested capital (“ROIC”), sales, GAAP diluted earnings per share (“EPS”), and non-GAAP diluted EPS, that involve plans, strategies, economic performance and trends, projections, expectations, costs or beliefs about future events and other statements that are not descriptions of historical facts. Forward- looking information is inherently subject to risks and uncertainties. Any number of factors could cause actual results to differ materially from anticipated or forecasted results, including but not limited to, changes in interest and exchange rates and regulatory regimes impacting our international operations, the impact of tax reform laws, the failure of acquisitions to meet our expectations, the failure to manage and implement our organic growth strategy, credit risks involving our larger customers and vendors, termination of our relationship with key vendors or a significant modification of the terms under which we operate with a key vendor, the decline in demand for the products and services that we provide, reduced prices for the products and services that we provide due both to competitor and customer actions, and other factors set forth in the “Risk Factors” contained in our annual report on Form 10-K for the year ended June 30, 2017, and subsequent reports on Form 10-Q, filed with the Securities and Exchange Commission (“SEC”). Although ScanSource believes the expectations in its forward-looking statements are reasonable, it cannot guarantee future results, levels of activity, performance or achievement. ScanSource disclaims any obligation to update or revise any forward- looking statements, whether as a result of new information, future events, or otherwise, except as may be required by law. NON-GAAP FINANCIAL INFORMATION In addition to disclosing results that are determined in accordance with United States Generally Accepted Accounting Principles (“GAAP”), the Company also discloses certain non-GAAP measures, including non-GAAP operating income, non-GAAP operating income margin, non-GAAP net income, non- GAAP diluted EPS, adjusted EBITDA, ROIC and net sales excluding the impact of foreign currency translation and acquisitions (organic growth). A reconciliation of the Company's non-GAAP financial information to GAAP financial information is provided in the Appendix and in the Company’s Form 8-K, filed with the SEC, with the quarterly earnings press release for the period indicated. 8

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 APPENDIX: RECONCILIATIONS FOR NON-GAAP FINANCIAL INFORMATION Operating Income, Pre-Tax Income, Net Income & EPS – QTR 9 ($ in thousands) Quarter Ended December 31, 2017 Operating Income Pre-tax income Net income Diluted EPS GAAP measure $ 22,341 $ 20,310 $ 7,969 $ 0.31 Adjustments: Amortization of intangible assets 5,487 5,487 3,648 0.14 Change in fair value of contingent consideration 6,913 6,913 4,742 0.18 Tax reform charges (a) - - 6,689 0.26 Non-GAAP measure $ 34,741 $ 32,710 $ 23,048 $ 0.90 Quarter Ended September 30, 2017 Operating Income Pre-tax income Net income Diluted EPS GAAP measure $ 7,598 $ 6,780 $ 4,147 $ 0.16 Adjustments: Amortization of intangible assets 5,011 5,011 3,261 0.13 Change in fair value of contingent consideration 16,881 16,881 11,005 0.43 Acquisition costs (b) 172 172 172 0.01 Legal settlement, net of attorney fees 952 952 771 0.03 Non-GAAP measure $ 30,614 $ 29,796 $ 19,356 $ 0.76 Quarter Ended December 31, 2016 Operating Income Pre-tax income Net income Diluted EPS GAAP measure $ 23,275 $ 35,781 $ 23,036 $ 0.91 Adjustments: Amortization of intangible assets 4,165 4,165 2,740 0.11 Change in fair value of contingent consideration 1,791 1,791 1,000 0.04 Acquisition costs (b) 335 335 335 0.01 Legal settlement, net of attorney fees - (12,777) (8,047) (0.32) Non-GAAP measure $ 29,566 $ 29,295 $ 19,064 $ 0.75 (a) As a result of tax reform laws enacted in the United States and Belgium, the Company recognized a one-time charge of $6.7 million in the December quarter from the estimated impact of the inclusion of foreign earnings and revaluation of deferred tax assets and liabilities. (b) Acquisition costs are nondeductible for tax purposes.

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 APPENDIX: RECONCILIATIONS FOR NON-GAAP FINANCIAL INFORMATION Net Sales, Constant Currency and Excluding Acquisitions (Organic Growth) – QTR 10 ($ in thousands) WW Barcode, NW & Security WW Comms. & Services Consolidated For the quarter ended December 31, 2017: Q2 FY18 net sales, as reported $ 719,786 $ 312,427 $ 1,032,212 Foreign exchange impact (a) (9,669) (4,162) (13,831) Q2 FY18 net sales, constant currency 710,117 308,265 1,018,381 Less: Acquisitions (19,706) - (19,706) Q2 FY18 net sales, constant currency excluding acquisitions $ 690,410 $ 308,265 $ 998,675 Q2 FY17 net sales, as reported $ 593,833 $ 310,959 $ 904,792 Less: Acquisitions - - - Q2 FY17 net sales, excluding acquisitions $ 593,833 $ 310,959 $ 904,792 Y/Y % Change: As reported 21.2% 0.5% 14.1% Constant currency 19.6% -0.9% 12.6% Constant currency, excluding acquisitions (organic growth) 16.3% -0.9% 10.4% (a) Year-over-year sales growth excluding the translation impact of changes in foreign currency rates. Calculated by translating net sales for the quarter ended December 31, 2017 into U.S. dollars using the weighted average foreign exchange rates for the quarter ended December 31, 2016.

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 APPENDIX: RECONCILIATIONS FOR NON-GAAP FINANCIAL INFORMATION Highlights by Segment – QTR 11 Quarter Ended December 31, 2017 YTD FY18 Consolidated ($ in thousands) WW Barcode, NW & Security WW Comms. & Services Corporate Consolidated Net sales $ 719,786 $ 312,426 $ - $ 1,032,212 $ 1,956,771 GAAP operating income $ 15,542 $ 6,799 $ - $ 22,341 $ 29,939 Adjustments: Amortization of intangible assets 2,309 3,177 - 5,487 10,498 Change in fair value of contingent consideration - 6,913 - 6,913 23,794 Acquisition costs - - - - 172 Legal settlement - - - - 952 Non-GAAP operating income $ 17,852 $ 16,889 $ - $ 34,741 $ 65,355 GAAP operating income % (of net sales) 2.16% 2.18% n/m 2.16% 1.53% Non-GAAP operating income % (of net sales) 2.48% 5.41% n/m 3.37% 3.34% Quarter Ended September 30, 2017 ($ in thousands) WW Barcode, NW & Security WW Comms. & Services Corporate Consolidated Net sales $ 620,329 $ 304,230 $ - $ 924,559 GAAP operating income $ 14,035 $ (6,265) $ (172) $ 7,598 Adjustments: Amortization of intangible assets 1,774 3,237 - 5,011 Change in fair value of contingent consideration 69 16,812 - 16,881 Acquisition costs - - 172 172 Legal settlement 952 - 952 Non-GAAP operating income $ 15,878 $ 14,736 $ - $ 30,614 GAAP operating income % (of net sales) 2.26% -2.06% n/m 0.82% Non-GAAP operating income % (of net sales) 2.56% 4.84% n/m 3.31% Quarter Ended December 31, 2016 (a) ($ in thousands) WW Barcode, NW & Security WW Comms. & Services Corporate Consolidated Net sales $ 593,833 $ 310,959 $ - $ 904,792 GAAP operating income $ 12,131 $ 11,479 $ (335) $ 23,275 Adjustments: Amortization of intangible assets 1,079 3,086 - 4,165 Change in fair value of contingent consideration - 1,791 - 1,791 Acquisition costs - - 335 335 Non-GAAP operating income $ 13,210 $ 16,356 $ - $ 29,566 GAAP operating income % (of net sales) 2.04% 3.69% n/m 2.57% Non-GAAP operating income % (of net sales) 2.22% 5.26% n/m 3.27% n/m = not meaningful (a) Reflects reclassifications between segments for certain geographies to provide comparable financial information.

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 APPENDIX: RECONCILIATIONS FOR NON-GAAP FINANCIAL INFORMATION Average Return on Invested Capital 12 ($ in thousands) Q2 FY18 Q1 FY18 Q4 FY17 Q3 FY17 Q2 FY17 Adjusted return on invested capital (ROIC), annualized (a) 13.3% 13.0% 13.2% 12.6% 13.8% Reconciliation of Net Income to Adjusted EBITDA Net income - GAAP $ 7,969 $ 4,147 $ 18,970 $ 12,424 $ 23,037 Plus: Interest expense 2,285 1,585 934 780 912 Income taxes 12,342 2,633 4,450 7,147 12,744 Depreciation and amortization 9,901 8,864 6,276 6,880 6,588 EBITDA 32,497 17,229 30,630 27,231 43,281 Adjustments: Change in fair value of contingent consideration 6,913 16,881 1,290 1,960 1,791 Acquisition costs - 172 422 - 335 Interest income related to tax settlement - - (1,382) - - Legal settlement, net of attorney fees - 952 - - (12,777) Adjusted EBITDA (numerator for ROIC)(non-GAAP) $ 39,410 $ 35,234 $ 30,960 $ 29,191 $ 32,630 Invested Capital Calculation Equity - beginning of the quarter $ 852,976 $ 837,145 $ 808,719 $ 787,536 $ 773,161 Equity - end of quarter 860,787 852,976 837,145 808,719 787,536 Adjustments: Change in fair value of contingent consideration, net of tax 4,742 11,005 680 1,194 1,000 Acquisition costs, net of tax - 172 422 - 335 Tax settlement and related interest income, net of tax - 771 (5,370) - - Legal settlement, net of attorney fees, net of tax - - - - (8,047) Tax reform charges 6,689 Average equity 862,597 851,035 820,798 798,725 776,993 Average funded debt (b) 311,327 224,956 117,970 137,597 162,483 Invested capital (denominator for ROIC)(non-GAAP) $ 1,173,924 $ 1,075,991 $ 938,768 $ 936,322 $ 939,476 (a) Calculated as net income plus interest expense, income taxes, depreciation and amortization (EBITDA), annualized divided by invested capital for the period. Adjusted EBITDA reflects other adjustments for non-GAAP measures. (b) Average daily amounts outstanding on short-term and long-term interest-bearing debt.

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 APPENDIX: RECONCILIATIONS FOR NON-GAAP FINANCIAL INFORMATION Net Debt and EBITDA Metrics 13 ($ in thousands) Q2 FY18 Q1 FY18 Q4 FY17 Q3 FY17 Q2 FY17 Q1 FY17 Q4 FY16 Q3 FY16 Debt (Q/E) $ 360,932 $ 285,763 $ 97,300 $ 113,934 $ 141,666 $ 166,141 $ 76,856 $ 79,844 Less: Cash and cash equivalents (Q/E) (35,435) (23,616) (56,094) (62,187) (45,071) (45,125) (61,400) (40,849) Net debt (Q/E) $ 325,497 $ 262,147 $ 41,206 $ 51,747 $ 96,595 $ 121,016 $ 15,456 $ 38,995 Reconciliation of Net Income to Adjusted EBITDA Net income - GAAP $ 7,969 $ 4,147 $ 18,970 $ 12,424 $ 23,037 $ 14,816 $ 12,925 $ 14,042 Plus: Interest expense 2,285 1,585 934 780 912 589 440 694 Income taxes 12,342 2,633 4,450 7,147 12,744 7,908 5,678 7,311 Depreciation and amortization 9,901 8,864 6,276 6,880 6,588 5,224 4,584 4,281 EBITDA 32,497 17,229 30,630 27,231 43,281 28,537 23,627 26,328 Adjustments: Change in fair value of contingent consideration 6,913 16,881 1,290 1,960 1,791 169 (3,226) 1,139 Acquisition costs - 172 422 - 335 498 553 29 Interest income related to tax settlement - - (1,382) - - - - - Legal settlement, net of attorney fees - 952 - - (12,777) - - - Adjusted EBITDA (non-GAAP) $ 39,410 $ 35,234 $ 30,960 $ 29,191 $ 32,630 $ 29,204 $ 20,954 $ 27,496 Adjusted EBITDA, TTM (a) $ 134,795 $ 128,015 $ 121,985 $ 111,979 $ 110,284 Net Debt / Adjusted EBITDA, TTM (a) 2.4x 2.0x 0.3x 0.5x 0.9x (a) Adjusted EBITDA for the trailing 12-month period

CFO COMMENTARY Q2 FY2018 ScanSource, Inc. scansource.com February 6, 2018 APPENDIX: RECONCILIATIONS FOR NON-GAAP FINANCIAL INFORMATION Forecasted Range for EPS – Q3 FY18 Outlook 14 ($ in thousands) Forecast for Quarter ending March 31, 2018 Range Low Range High GAAP diluted EPS $ 0.44 $ 0.50 Adjustments: Amortization of intangible assets 0.14 0.14 Change in fair value of contingent consideration 0.09 0.09 Non-GAAP diluted EPS $ 0.67 $ 0.73