INVESTMENT SUMMARY: PGT is a leading Florida-based manufacturer of premium quality impact-resistant
windows and doors. PGT is in a dominant competitive position in a very niche and lucrative market that results in
gross margins that are double its closest peers in addition to much higher levels of growth, free cash flow, and
returns on capital. PGT should realize significant growth going forward due to a rebound in the Florida housing
market and rising secular demand for impact resistant windows and door. Shares trade at 16.5x FY 2016 earnings,
which are attractive considering consensus EPS growth of over 30% over the next three years.
COMPANY OVERVIEW: PGT is a small manufacturer of impact-resistant (hurricane proof) and non-impact resistant
windows and doors. The company serves the Southeastern U.S. housing market, primarily Florida. As of 1HFY15,
impact-resistant products represented 81% of sales, and non-impact products represented 19% of sales. PGT sells
to both the home repair and remodeling market and the new home construction market. Key brands include
WinGuard, Estate, Sentinel, PremierVue, Eze-Breeze and EnergyVue. The company was founded in 1980 and
currently has approximately 2,200 employees. PGT operates manufacturing facilities in Venice and Miami, Florida.
BUILDING CODE OVERVIEW: Impact resistant windows and doors came to market in the Southeastern U.S. after
the record damage of Hurricane Andrew (1992) in Florida. Following the hurricane, Florida gradually implemented
stricter building codes, and in July 2001 made it a law requiring homes in hurricane prone areas to protect every
exterior opening (windows and doors) with either shutters/boards placed over the openings or to use impact-
resistant products that wouldn’t shatter when hit with high-velocity objects. The Florida Code of 2010 required
strict enforcement of State Approved products in addition to mandating more energy efficient windows and doors.
INVESTMENT CASE:
PGT is the dominant market share leader with a premium brand. As one of the early creators and original
pioneers of impact-resistant products, PGT has significantly greater market share and is 5x the size of its nearest
regional competitor. After the September 2014 acquisition of its largest competitor-CGI, the company extended its
market share to approximately 60% in Florida while also greatly reducing the frequency of discounted pricing and
promotions. PGT has leading brand recognition for its premium quality products, most notably the PGT WinGuard
impact resistant windows and doors. The company offers the broadest line of customized impact resistant
windows and doors in the market. It is also well known for having best in class customer service and an unmatched
ability to deliver custom products on time, leading to strong relationships with loyal distributors and construction
developers. The company currently has installed over 3.5 million units with zero reported failures. PGT’s premium
brand caters towards the middle to high end of the housing market which has seen a stronger recovery in new
home construction (both in pricing and volume) and is also more likely to use the more aesthetically-pleasing
impact resistant products over metal shutters in the repair and remodeling (R&R) market.
Favorable industry dynamics give PGT astrong and defensible competitive position in a very niche and lucrative
market. Since impact resistant products are only in demand in hurricane prone coastal areas, largely Florida, PGT is
insulated from competition with national building supply manufacturers as the niche market is too small for them
to target. Additionally, the manufacturing process to make impactresistant windows is more complex, and as a
result, not worthwhile for the national peers to develop the specialized expertise. Therefore, competition in the
impact resistant market is limited to much smaller regional manufacturers. New entry attractiveness is fairly low as
barriers are created by PGT’s strong distribution relationships and the long and costly process to receive Florida
building code approvals for impact resistant products. Also, PGT’s management sits on boards to set Florida
building codes and to actively create minimum impact standards for the industry. As a result, the company is able
to both dictate industry standards for impact resistance and anticipate code changes for energy efficiency in
advance. It has more Miami-Dade County Notice of Acceptances than any of its competitors. Because of the
company’s dominant competitive position, PGT has much higher growth, margins, and returns on capital
compared to its publicly traded peers, including gross margins that are near double its closest peers.
The Florida housing market recovery will drive outsized growth for PGT for the next 3-5 years. New home
construction and home repair and remodeling (R&R) drive demand for PGT’s products in the Southeastern U.S. As
the 3rd most populous state, Florida cansupport significantly higher new housing starts over the next 3-5 years as pent-up demand, rising home prices, a growing Florida population, low inventory, low interest rates, and an improving economy drive the housing industry forward. I believe the Florida housing recovery is still in the middle
stages. Florida single-family new housing starts were only 56K (+4% yr/yr) in 2014, which is 50% below the 20-year
historical average of 114K starts. However, last cycle’s housing boom likely inflated averages beyond what is
sustainable over the long run. Applying a conservative 25% discount to the 20-year average results in a normalized
historical average of approximately 85K housing starts, which is still 52% higher than the 56K starts in 2014. As new
construction in Florida increases towards its normalized mean, housing starts are expected to grow at a 13% CAGR
between 2012 and 2016. Given PGT’s dominant competitive position and its strong relationships with developers,
sales to new home construction should grow much faster as the company captures additional market share.