Mister Car Wash Investor Presentation Deck

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Mister Car Wash

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3 of 20

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mister-car-wash

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Consumer

Published

April 2022

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#1Mister April 2022 Mister 8.5#2Legal Disclaimer Forward-Looking Statements This presentation (and the accompanying oral statements) includes "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995. Forward-looking statements in this presentation (and the accompanying oral statements) include but are not limited to the Company's growth strategy, expansion efforts, expected growth and targeted Greenfield location economics. Words including "anticipate," "believe," "continue," "could," "estimate," "expect," "will," "intend," "may," "might," "plan," "potential," "predict," "seek," or "should," or the negative thereof or other variations thereon or comparable terminology are intended to identify forward-looking statements. In addition, any statements or information that refer to expectations, beliefs, plans, projections, objectives, performance or other characterizations of future events or circumstances, including any underlying assumptions, are forward-looking. These forward-looking statements are based on management's current expectations and beliefs. These statements are neither promises nor guarantees, but involve known and unknown risks, uncertainties and other important factors that may cause the Company's actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by the forward-looking statements, including, but not limited to: developments involving the Company's competitors and its industry; the Company's ability to attract new customers, retain existing customers and maintain or grow its number of subscription members; potential future impacts of the COVID-19 pandemic, including from variants thereof; the Company's ability to open and operate new locations in a timely and cost-effective manner; the Company's ability to identify suitable acquisition targets and consummate such acquisitions on attractive terms; the Company's ability to maintain and enhance its brand reputation; the Company's reliance on and relationships with third-party suppliers; risk related to the Company's indebtedness and capital requirements; risk related to governmental laws and regulations applicable to the Company and its business; the Company's ability to maintain data and information security and prevent unauthorized access to electronic and other confidential information; and the other important factors discussed under the caption "Risk Factors" in the Company's Annual Report on Form 10-K for the fiscal year ended December 31, 2021, as such factors may be updated from time to time in its other filings with the SEC, accessible on the SEC's website at www.sec.gov and the Investors Relations section of the Company's website at www.mistercarwash.com. These and other important factors could cause actual results to differ materially from those indicated by the forward-looking statements made in this presentation (and the accompanying oral statements). Any forward-looking statement that the Company makes in this presentation (and the accompanying oral statements) speaks only as of the date of such statement. Except as required by law, the Company does not have any obligation to update or revise, or to publicly announce any update or revision to, any of the forward- looking statements, whether as a result of new information, future events or otherwise. Market and Industry Data This presentation includes estimates regarding market and industry data that the Company prepared based on management's knowledge and experience in the markets in which the Company operates, together with information obtained from various sources, including publicly available information, industry reports and publications, surveys, the Company's customers, distributors, suppliers, trade and business organizations and other contacts in the markets in which the Company operates. Management estimates are derived from publicly available information released by independent industry analysts and third-party sources, as well as data from the Company's internal research, and are based on assumptions made by management upon reviewing such data and the Company's knowledge of such industry and markets which it believes to be reasonable. In presenting this information, the Company has made certain assumptions that it believes to be reasonable based on such data and other similar sources and on its knowledge of, and the Company's experience to date in, the markets for the services it offers. Market share data is subject to change and may be limited by the availability of raw data, the voluntary nature of the data gathering process and other limitations inherent in any statistical survey of market shares. In addition, customer preferences are subject to change. Accordingly, you are cautioned not to place undue reliance on such market share data. References herein to the markets in which the Company conducts its business refer to the geographic metropolitan areas in which it operates its locations. Non-GAAP Financial Measures This presentation includes references to non-GAAP financial measures, including Adjusted EBITDA. This non-GAAP financial measure is not based on any comprehensive set of accounting rules or principles and should not be considered a substitute for, or superior to, financial measures calculated in accordance with GAAP, and may be different from non-GAAP financial measures used by other companies. In addition, this non-GAAP financial measure should be read in conjunction with the Company's financial statements prepared in accordance with GAAP. The reconciliations of this non-GAAP financial measure to the corresponding GAAP measure should be carefully evaluated. See Appendix A for reconciliations of the Company's Non-GAAP financial measure. Mister 2#3Company Overview#4Mister Car Wash - The Largest National Car Wash Brand Drive results by executing on operational excellence, predictable recurring subscription revenue and people first culture ~75mm Cars Washed Annually¹ $758mm Total Net Revenue¹ $254mm Adjusted EBITDA¹ Mister ~1.7mm Unlimited Wash ClubⓇ Members² 64% Total Wash Sales from Subscription Revenue¹ 39 Consecutive Quarters of Positive Comp. Store Sales Growth³ 79% ● ● #1 Car Wash Operator in the United States 396 locations across 71 MSAs in 21 states 21% Express Exterior 313 locations Interior Clean 83 locations Mister 1) 2) 3) 10 Locations designed for throughput and staffed to keep the line moving Predictable subscription revenue and a loyal, growing member base Standardized systems built to scale, with a dedicated support infrastructure A service culture powered by people that deliver elevated hospitality Mister For fiscal 2021 As of December 31, 2021 Through Q4 2019 pre-COVID#5The Leading Car Wash Company in the United States With potential to expand through greenfield locations and acquisitions ● ● ● ● ● Industry at a Glance Mister Car Wash is the largest operator¹ within the large and growing U.S. Car Wash industry Highly fragmented industry provides ample attractive acquisition opportunities 74% of car wash companies operate 1-2 sites² $11B industry projected to grow at a 4% CAGR³ Demand for new locations on the rise as customer preferences shift towards "do-it- for-me" services Car washing is a feel-good affordable luxury that has proven resilient during economic downturns Mister U.S. Car Wash Market by Locations Mister <5% We estimate the conveyor car wash market to have ~10,000 locations Mister represents less than 5% with the top 10 car wash operators by location representing less than 10% combined 1) 2) 3) 4) Do-it-for-me Do-it-yourself 52% 48% 1996 56% 44% 1999 Increase in Do-it-for-Me4 57% 43% 2002 62% 38% 2005 66% 34% 2008 69% 31% 2012 Introduction of the Express Exterior model, making car wash more convenient and accessible 77% 23% 2019 Free vacuum offering is attractive to consumers who want to clean the inside of their vehicle By number of U.S. locations. Data sourced from 2019 Industry Report of Professional Car Washing & Detailing. 5 For the period between 2020 and 2023. Data provided by IBISWorld. Data sourced from International Car Wash Association.#6Strong Track Record of Growth Net Revenue $ in millions $123 $138 Mister $162 65 71 $216 $253 Unit Count | End of Period 105 18% CAGR $304 160 $364 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 136 126 $453 202 $524 251 287 $630 2010 2011 2012 2013 2014 2015 2016 2017 2018 $575 322 $758 342 396 2019 2020 Q3'21 Adjusted EBITDA¹ $ in millions $17 $21 $26 5% $37 $43 2010 2011 2012 2013 2014 2015 9% Comp Store Sales Growth² 6% 28% CAGR 9% $63 9% 15% $79 $105 9% $127 6% $163 2016 2017 2018 2019 2020 2021 10% $161 10% $254 (11)% 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 18% 2021 2YS Adjusted EBITDA is a non-GAAP financial measure. For a reconciliation of net income, the most directly comparable GAAP financial measure, to Adjusted EBITDA, see Appendix. A location is considered a comparable store on the first day of the 13th full calendar month following a location's first day of operations. A location converted from an Interior Cleaning Location to an Express Exterior Location format is excluded when the location did not offer interior cleaning services in the current period but did offer interior cleaning services in the prior year period. Growth for 2021 represents the compounded growth rate of 2021 comparable store sales growth and 2020 comparable store sales growth for the fiscal years for each respective year. Fiscal 2021 comparable store sales growth was 32%. 6#7A Reliable Subscription Business Model Predictable recurring revenue has transformed our business Unlimited Wash Club Fast Convenient Flexible Scan your tag, get your wash. Wash anytime at any location. Contact-free experience. No long-term contract. ● ● ● M Contactless Nearly 1.7mm Unlimited Wash Club members provide predictable and recurring revenues¹ Base UWC membership of $19.99 per month represents ~2.5x the average retail ticket price of a base wash for non-members¹ Over 50% of members are in the Platinum Exterior plan priced at $29.99 per month, representing ~1.7x the average retail ticket price for a Platinum wash¹ Store density and member growth create a network effect driving a growing customer base and fierce loyalty to our brand Mister Conversion of existing retail customers continues to drive organic growth Total Membership | Average Membership Per Store 331k OOOO VESTIDO 1.6k 2016 519k 2.1k 2017 ENTER NTACT 766k 2.7k 2018 ENTER 986k 3.1k 2019 1,233k UNLIMITED 3.6k 2020 1,656k 4.2k 2021 UNLIMITED 1) As of December 31, 2021.#8Our Differentiated Car Wash Experience Delivering quality through an immersive tunnel theater 5 Chemistry Water Quality 1 Mister® Time 3 2 Temperature Mechanical Action Proprietary Unity Chemical System™ Science of Cleaning Balances the five factors of cleaning based on the unique site-level and geographic characteristics HOTSHINEⓇ A rich waterfall of Carnauba Wax, our signature product provides a vibrant glow and radiant shine to your vehicle. WHEEL POLISH Adds a robust shine to your wheels and protects against brake and dust build-up. REPEL SHIELD Wraps your vehicle in a highly durable silicone-based protective shield that repels water and guards against dirt and grime. UNDERBODY WASH Removes harmful road grime and salt from under your vehicle. PLATINUM SEAL Leaves your vehicle with a radiant finish that extends the life of your wash. TIRE SHINE Adds a glossy finish to your tires, accentuating your vehicle's cleanness. Extra Services HotShine® Carnauba Wax, Platinum Seal, Repel Shield and Wheel Polish make cars shiny and bright with no additional labor UN ERBODY The Cay Exgyord HOTSHINE PLATINUM EXTERIOR Platinum Seal | HotShine® | Wheel Polish Repel Shield | Tire Shine | Underbody Wash T3 Conditioner | Wheel Cleaner EXTERIOR T3 Conditioner | Wheel Cleaner BEST VALUE >> $29.99 a month $19.99/mo Tunnel Experience Dramatic and stimulating lights, scents and sounds provide a theater-like show that highlights each extra service ∞#9We Take Water Conservation Seriously Reducing and recycling water through the wash process Reducing Freshwater Usage Through Recycling Implementation of our water systems reduces freshwater usage by 11% 33% Recycled Water¹ RO STORAGE 601 SOFTENS AND FILTERS Mister RO "A Mister IMALALAHA WATER TRENCH RO REJECT STORAGE Recycled water is used in various rinsing systems in our car wash FIRST SECOND SETTLING TANK SETTLING TANK RECYCLED AND REUSED ● ● Freshwater Use Reduced Freshwater usage reduced 11% by our water system design 33% of water, on average, is recycled during the wash process Sophisticated water filtration and storing systems that enable us to recycle and reuse water through the wash process REDUCE 1) 2) <M> ՏՈՅ ● RECYCLE Environmentally Friendly Our proprietary cleaning products are free of dyes Concentrated proprietary chemistry reduces plastic usage in chemical storage Industry leader with installation of air gates on blower systems to reduce energy pull during the drying process It's not just about washing cars. It's about how we wash them. We are focused on finding smarter ways to reduce our environmental impact and be more efficient in energy usage. On average, during the wash process. RO: Reverse Osmosis process of filtering water and removing total dissolved solids to create soft water.#10We Are a People Powered Company Investments that fuel our culture and build our future Competitive Wages and Benefits Increased average non-managerial wages¹ paid ~8% in 2021 vs 2020 Highly competitive benefits: ● ● ● ● ● ● Health insurance PTO accrual from day one 401(k) eligibility after six months Paid parental leave Tuition reimbursement Free snacks available Mister Deliberate Training Provides Career Growth Opportunities On-demand MisterLearn™ digital learning platform delivers consistent training across the country for every position 93% of our managers were promoted from within the organization² • Team members are engaged and motivated Customer Engagement: Communication ution J O Click the icons below to learn more about each stag Active Listening REMEMBER DETAILS of course since this is your first time here, rdske to share some information with you about our Unlimited Wash Club As a member, you will be able to get your car washed as many times as you'd like, at any of our locations. mit way te kope new casting and least O +55 eNPS Nama la Fret new car Take note of details that could be important and observe how they are used later in the conversation. First time Mister Want to take good care of it ● ● Regional Support Infrastructure to Fuel Growth 60+ Regional Managers provide close support to ensure consistently high standards. Our 1:6 RM to GM ratio allows our RMs to coach and mentor versus simply putting out fires Dedicated specialists in HR, Recruiting, Training and HSE in markets to provide immediate support Our People First culture was confirmed in our last employee engagement survey 1 190+ Facility Maintenance Technicians provide a 1:2 store coverage ratio In-house Facilities Maintenance Team Ensures Uptime Systems, technology, and equipment require highly-skilled support to deliver a clean, dry, and shiny car Partner with operations team to execute and training capex 13 1) 2) Highly Skilled Technicians Drive Uptime Mister Mister Excluding any overtime premium. As of December 31, 2021 10#11Mister Brings it All Together at Scale Winning at the store level sets us apart and drives our market share growth ● Operational Excellence Investments in technology, process flow optimization, and staff allow us to process cars efficiently and optimize throughput Multiple member lanes increase capacity Bottleneck and pinch point reductions improve flow Creating a memorable customer experience with elevated hospitality Mister ENTER ca ENTER WWM MEMBER>> MEMBER) ● Increase in capacity drives member growth at the store level Consistently delivering on our standards of service and speed drives our membership growth Subscription Member-centric model creates an experience focused on convenience Runway for organic UWC member growth within our existing retail customer base IN ARRE FR- - wa THER O ● Our number one market share creates a meaningful competitive advantage Store Density Adding locations to the platform drives value for both members and retail users Through acquisition and greenfield growth, we are enlarging the customer base in any given market and seeing a total lift to volume and members M Mige Mister MANE Mister Mister Mister CAR WASH FREE Vacuums 11#12Growth#13Three Growth Levers to Continue to Drive Results Core store growth, greenfield, and acquisitions ● ● ENTER ENTER MEMBER MEMBER Core Store Growth W Continue to drive UWC member growth Mister UWC penetration of mature markets suggests ongoing membership growth opportunity across store base Continue optimization of site layout and lane assignment to drive maximum capacity Early innings of digital customer engagement marketing tools ● Mister Mister Mister Greenfield Develop new stores within existing and adjacent markets to maximize the network effect Robust pipeline for 2022 and 2023 Approximately 30 greenfield locations planned for 2022 10 Mister Acquisitions Proven track record of buying good businesses and making them better Expand into new markets through strategic acquisitions In-fill existing markets with smart bolt-on locations 13#14A Multi-Pronged Approach to Unit Level Growth M&A platform paves the way for bolt-on deals and new greenfield development opportunities ● ● ● ● Mister Bakersfield, CA Mister Experienced at Acquisition & Integration Target premier platform acquisitions to enter new markets Investments are made to improve site flow, tunnel equipment and installation of our proprietary Unity ChemicalTM system Consistent track record of driving strong EBITDA increase across all acquisitions in year three 100+ acquisitions with full integration into Mister brand Existing markets Markets with greenfield representation ● ● Mister Viera, FL Greenfield Development Focused on Infill in Existing Markets Invested in a dedicated real estate team and developed proven process for launching new greenfield locations Average year 1 annual revenue of ~$1.2mm and target four- wall EBITDA margins of ~40% by year three $1.75mm approximate net investment with approximate payback by year 3 and strong cash on cash return Improved market density with highly accretive greenfield development 14#15Financial Overview#16Comp Store Sales are Solidly Positive Strong Track Record delivering positive comparable store sales Mister Averaged 9% Comp Store Sales per year in each of the last 10 years¹ Positive comps across all cohorts Strong Comp Store Sales fueled by UWC growth and ability to drive throughput Year two+ new build/acquisition ramp provides tailwind to support comp growth Comp Store Sales Growth 5% 9% 6% 6% 9% 9% 2012 & Prior Vintage 15% 8% 2017-2019 Annual Average Comp Store Sales Percentage Growth by Vintage 2013-2015 9% 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 15% 6% 2016 10% 15% 10% 2017 (11) % 32% 41% 2018 1) Through Q4 2019 pre-COVID. 16#17We Are Confident We Can Deliver On Our Long-Term Growth Goals Strong balance sheet that provides flexibility for growth and will allow opportunistic and disciplined investment back into the business HSD Annual Unit Growth Mister HSD Topline Growth ~50 Acquire Locations Over Next 5 Years LDD Adjusted EBITDA Growth ~5% Comparable Store Sales Growth Long-term we will evaluate other opportunities to invest and drive broader shareholder returns These long-term goals are forward-looking, are subject to significant business, economic and competitive uncertainties and contingencies, many of which are beyond the control of the Company and its management and are based upon assumptions with respect to future decisions, which are subject to change. Actual results may vary, and these variations may be material. For discussion of some of the important factors that could cause these variations, please consult the "Risk Factors" section of the prospectus. Nothing in this presentation should be regarded as a representation by any person that these goals will be achieved, and the Company undertakes no duty to update its goals. 17#18Appendix#19Appendix - Reconciliations (Dollars in thousands) Net income (loss) Interest expense, net Income tax (benefit) expense Depreciation & amortization (Gain) loss on sale of assets (¹) (Gain) on sale of quick lube facilities (2) Dividend recapitalization fees & payments (³) Loss on early debt extinguishment (4) Stock-based compensation expense (5) Acquisition expenses (6) Management fees (7) Non-cash rent expense (8) Leonard Green Partners Acquisition (9) Expenses associated with initial public offering (10) Expenses associated with secondary public offering (11) Other (12) Adjusted EBITDA 2010 2011 $ 3,684 $ 5,379 5,104 4,223 3,799 2,284 5,189 5,022 (95) 0 75 173 344 1,353 45 748 436 1,483 2012 $ 6,813 2,552 4,048 5,594 327 355 228 2,198 635 1,943 2013 $ 10,956 2,032 7,803 8,132 713 403 305 1,239 798 3,186 (927) 190 1,257 1,495 $ 17,183 $ 21,324 $ 25,950 $ 37,062 2014 $ (8,277) 8,465 (2,280) 12,629 734 2,495 1,597 981 3,488 20,753 2,444 $ 43,028 Year Ended December 31, 2015 6,271 19,608 4,181 17,861 2,626 4,080 2,403 1,015 3,611 917 $ 62,573 1) Consists of (gains) or losses on the disposition of assets associated with sale leaseback transactions, store closures or the sale of property and equipment. 2) Consists of the gain on sale of the 27 quick lube facilities in December 2020. 2016 $ 5,812 21,630 4,079 20,489 2,302 7,718 3,139 4,274 1,000 4,175 $ 2017 22,880 42,434 (14,082) 30,732 2,509 1,895 1,832 6,466 1,000 5,684 2018 2019 $ 14,348 $ 920 46,669 7,089 33,516 2,975 1,348 1,553 9,037 1,000 4,888 4,404 3,763 4,551 $ 79,021 $ 105,113 $ 126,975 67,610 (2,636) 39,468 1,345 3) Represents payments to holders of our stock options made pursuant to antidilution provisions in connection with dividends paid to holders of our common stock and legal fees related to dividend recapitalizations. 4) Represents expensing of previously unamortized deferred financing fees at time of debt amendments. 5) Represents non-cash expense associated with stock-based compensation. 6) Represents professional fees and expenses associated with strategic acquisitions. 7) Represents management fees paid to LGP in accordance with our management services agreement, which will terminate on the consummation of this offering. 8) Represents the difference between cash paid for rent and GAAP rent expense (per ASC 840 for 2010-2019 and per ASC 842 for 2020-2021). 9) Represents costs incurred related to the Leonard Green Partners acquisition of the Company including incentive payments to employees 10) Represents nonrecurring expenses associated with the consummation of our IPO in June 2021. 11) Represents nonrecurring expenses incurred by us in connection with the secondary public offering in August 2021. 29,346 9,169 2,365 4,887 1,000 4,217 2020 $ 60,403 64,009 16,768 45,289 (8,115) (29,773) 650 1,918 1,493 2,163 250 3,695 5,527 2,334 $ 163,217 $ 161,084 2021 $ (22,045) 39,424 (25,093) 50,559 (23,188) 3,204 216,579 4,617 500 1,659 1,599 498 6,035 $ 254,348 12) Consists of other nonrecurring or discrete items as determined by management not to be reflective of our ongoing operating performance, such as costs associated with our one-time rebranding initiative costs, severance pay, non-deferred legal fees and other expenses related to credit agreement amendments, legal settlements and legal fees related to contract terminations, and nonrecurring strategic project costs. Mister 19

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