INVESTOR PRESENTATION
MARCH 2017
2
341 communities
consisting of
approximately
117,000 sites across 29
states and Ontario
226 manufactured housing only communities
28 manufactured housing and recreational vehicle communities
87 recreational vehicle only communities
80,166
manufactured
housing sites
37,210
recreational
vehicle
sites
20,916
(56%)
annual /
seasonal
16,294
(44%)
transient
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the year ended December 31, 2016 for additional information.
Current Portfolio
As of December 31, 2016
4,868
1,521
680
149
1,717
24,716
3,002
1,277
916
1,215
2,913
548
1,652
698
237
672
418
1,049
426
413
976
226
2,483
473
7,593
42,823
4,614
324
5,375
2
SUN COMMUNITIES, INC. (NYSE: SUI)
Same-community NOI Growth
2016 - 7.1%
Q4 2016 - 9.1%
Rent Per Site
$489/site for MH & RV as of December
2016
Home Sales
2016 - 3,172 homes sold, increase of 27.8%
compared to YE 2015
Q4 2016 - 762 homes sold, increase of
3.3% compared to Q4 2015
Acquisitions
2016 - 111 MH & RV communities for
$1.77 billion
Q4 2016 - 3 RV communities for $13.2
million
2016
Full Year
4Q 2016
Revenue $833.8 $218.6
EPS (Diluted) $0.26 -$0.02
FFO/Share
(Diluted)
$3.79 $0.91
San Pedro RV Resort & Marina
Islamorada, FL
Acquired June 2016
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the year ended December 31, 2016 for additional
information. Refer to information regarding non-GAAP financial measures in the attached Appendix.
Financial Data
(in millions except for EPS)
4 3
Q4 & 2016 YEAR-END HIGHLIGHTS
5
6
Jellystone Larkspur
Larkspur, CO
7
Resident Resales Home Move-out
1 Source: Company information. Average since 2011.
Sun’s Resident Move-out Trends
SUN’S FAVORABLE REVENUE DRIVERS
Cost to move a home ranges from $4K-10K,
resulting in low move-out of homes
Tenure of homes in our communities is ~43 years1
Tenure of residents in our communities is ~13
years1
6
Sherkston Shores Beach Resort &
Campground
Sherkston Shores, Ontario
4.9% 5.1% 4.7% 4.9% 4.6%
5.0%
5.9% 6.1%
2.8%
2.3% 2.3% 2.5%
2.6% 2.6%
2.0% 2.0%
2009 2010 2011 2012 2013 2014 2015 2016
Low-annual resident turnover results in stability of income and occupancy
Strong and consistent rental growth creates a stable revenue stream that is recession-resistant
Positive NOI growth for 16 consecutive years
Occupancy gains are a function of Sun’s integrated platform, which includes: leasing, sales, and financing
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the respective periods ended set forth above for additional information.
Refer to information regarding non-GAAP financial measures in the attached Appendix.
Note: Same-community pool of assets changes annually.
Same-Community NOI Growth (%)
Occupancy MH Weighted Average
Monthly Rent per Site
5.3% Average NOI Growth – 8 Years
STRONG SAME-
COMMUNITY GROWTH
7
0.7%
3.1% 3.6%
5.5% 5.9%
7.7%
9.1%
7.1%
2009 2010 2011 2012 2013 2014 2015 2016
$404
$413
$425
$437
$445
$461
$481
$498
2009 2010 2011 2012 2013 2014 2015 2016
83.4%
84.3%
85.8%
86.7%
88.9%
93.2%
95.9% 96.6%
2009 2010 2011 2012 2013 2014 2015 2016
Inventory of approximately 10,600 zoned and entitled sites available for
expansion at 71 properties in 18 states and Ontario
Approximately 2,200 sites are expected to be developed by the end of 2017
1,800 MH sites & 400 RV sites
A 100 site expansion at a $35,000 cost per site, that is leased up in a year (8
sites/month), results in an unlevered return of 13% - 15%
Building in communities with strong demand evidenced by occupancies >96%
Expansion lease-up is driven by sales, rental and relocation programs
SSource: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the year ended December 31, 2016 for additional information. ed on most
recent
Lakeside Crossing
Conway, SC
EXPANSIONS PROVIDE STRONG GROWTH
AND ATTRACTIVE RETURNS
7 8
Palos Verdes Shores MH & Golf Community
San Pedro, CA
Rental Program All-in 5 Year
Unleveraged IRR:
$42,000 Initial investment in new home
Weighted average monthly rental rate - $880
x 12 = $10,560 (3% annual increases)
Monthly operating expenses1 + 5% vacancy
factor $250 x 12 = $3,000 (2% annual
increases)
End of 5 year period sell the home and
recoup >95% of original invoice price
All-in 5 year unlevered IRR is 15 - 16%
EXPANSION OPPORTUNITIES SUPPORTED
BY RENTAL PROGRAM
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the year ended December 31, 2016 for additional information.
1 Operating expenses include repairs and refurbishment, taxes and insurance, marketing, and commissions.
Sun’s rental program is a key
onboarding and conversion tool for
our communities
Occupied Rentals as % of Total Available Sites
Sun-N-Fun RV Resort
Sarasota, FL
9
15.7% 15.6%
13.5%
10.6%
YE 2013 YE 2014 YE 2015 YE 2016
STRATEGIC ACQUISITIONS
PROFESSIONAL
OPERATIONAL
MANAGEMENT
CALL CENTER /
DIGITAL
MARKETING
OUTREACH
INCREASING
MARKET RENT
ADDING VALUE
WITH
EXPANSIONS
REPOSITIONING
WITH
ADDITIONAL
CAPEX
SKILLED EXPENSE
MANAGEMENT
EXTRACTING VALUE FROM ACQUISITIONS
HOME SALES /
RENTAL
PROGRAM
10
2011 2012 2013 2014 2015 2016
159 communities
54,811 sites
• 17 MH and 1 RV
community
Kentland
acquisition
growing the
portfolio
173 communities
63,697 sites
• Further
strengthened the
MH portfolio with
the 6 community
Rudgate
acquisition
• Acquired Palm
Creek, an
irreplaceable
age-restricted
asset
188 communities
69,789 sites
• Geographic and
RV diversification
with 10 RV resort
Morgan acquisition
entering 5 new
states
217 communities
79,554 sites
• Closed 1st phase
of “ALL” 32 of 59
high quality, age-
restricted
community
acquisition,
strengthening and
diversifying the
portfolio
231 communities
88,612 sites
• Final closing of “ALL”
adding 26 communities
• Acquired an additional
8 MH communities and
4 RV resorts
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the respective years ended set forth above for additional information.
Since May 2011, Sun has acquired communities valued in excess of $4.3 billion,
increasing its number of sites and communities by 146% and 151%, respectively
341 communities
117,376 sites
• Acquired Carefree
Communities, Inc.
adding 103 MH and RV
communities and
deepening Sun’s
presence in key costal
markets
• Also acquired an
additional MH
community and 7 RV
resorts
STRATEGIC ACQUISITIONS
Year-end Communities and Sites
11
Balance sheet supports growth strategy
Reduced leverage through 2016 equity offerings
Anticipates further delevering by mid-2017
through full-year EBITDA contribution from
Carefree and earnings growth
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the year ended December 31, 2016 for additional information.
1 The debt ratios are calculated using trailing 12 months EBITDA for the period ended December 31, 2016.
2 Only includes Carefree Communities EBITDA from date of acquisition of June 9, 2016 to December 31, 2016. Excludes significant forward EBITDA contribution from Carefree Communities.
3 Total Enterprise Value includes common shares outstanding (per Supplemental Data Package), OP Units and Preferred OP Units, as converted, outstanding at the end of each respective period.
Net Debt / TEV3 Net Debt / Adj. EBITDA
1
As of December 31, 2016
STRATEGIC BALANCE SHEET
Palm Creek Golf & RV Resort
Casa Grande, AZ
2
Ocean Breeze RV Resort
Jensen Beach, FL
12
61.5%
50.4%
45.8%
34.8% 34.0% 33.8%
2011 2012 2013 2014 2015 2016
9.7x
8.4x
7.2x 7.3x
6.6x
7.5x
2011 2012 2013 2014 2015 2016
Sun’s annual mortgage maturities average 3.2% over the next 5 years
WEIGHTED AVERAGE
INTEREST RATE
CMBS $492,294 5.18%
Fannie Mae $1,046,803 4.26%
Freddie Mac $391,765 3.86%
Life Companies $888,705 3.87%
Total $2,819,567 4.24%
PRINCIPAL
OUTSTANDING
1
$32.7 $26.2
$64.3 $58.1
$270.7
Riptide RV Resort & Marina
Key Largo, FL
Rancho Alipaz
San Juan Capistrano, CA
MORTGAGE DEBT MATURITY PROFILE
Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and Supplemental for the year ended December 31, 2016 for additional information.
1 Includes premium / discount on debt and financing costs 13
($ in thousands as of December 31, 2016) ($ in millions as of December 31, 2016)
YE 2017 YE 2018 YE 2019 YE 2020 YE 2021
Life Companies
Fannie Mae
Commercial Mortgage-Backed Securities
Source: Citi Investment research, September, 2016. “REITs”- includes an index of REITs across a variety of asset classes including self storage, mixed office, regional malls, shopping centers, multifamily, student
housing, manufactured homes and specialty. Refer to information regarding non-GAAP financial measures of the attached Appendix.
SUN’s average same-community NOI growth has exceeded REIT industry
average by ~170 bps and the apartment sector’s average by ~160 bps over a
15 year period
Same-Community NOI Growth(%)
STRONG INTERNAL GROWTH
14
-8%
-6%
-4%
-2%
0%
2%
4%
6%
8%
10%
12%
3
Q
0
1
4
Q
0
1
1
Q
0
2
2
Q
0
2
3
Q
0
2
4
Q
0
2
1
Q
0
3
2
Q
0
3
3
Q
0
3
4
Q
0
3
1
Q
0
4
2
Q
0
4
3
Q
0
4
4
Q
0
4
1
Q
0
5
2
Q
0
5
3
Q
0
5
4
Q
0
5
1
Q
0
6
2
Q
0
6
3
Q
0
6
4
Q
0
6
1
Q
0
7
2
Q
0
7
3
Q
0
7
4
Q
0
7
1
Q
0
8
2
Q
0
8
3
Q
0
8
4
Q
0
8
1
Q
0
9
2
Q
0
9
3
Q
0
9
4
Q
0
9
1
Q
1
0
2
Q
1
0
3
Q
1
0
4
Q
1
0
1
Q
1
1
2
Q
1
1
3
Q
1
1
4
Q
1
1
1
Q
1
2
2
Q
1
2
3
Q
1
2
4
Q
1
2
1
Q
1
3
2
Q
1
3
3
Q
1
3
4
Q
1
3
1
Q
1
4
2
Q
1
4
3
Q
1
4
4
Q
1
4
1
Q
1
5
2
Q
1
5
3
Q
1
5
4
Q
1
5
1
Q
1
6
2
Q
1
6
3
Q
1
6
Sun Communities
Apartments
Industry Average 2.6%
Sun Average 4.3%
Apartment Average 2.7%
1-Year Total Return Percentage
Source: SNL Financial as of December 31, 2016.
3-Year Total Return Percentage
Sun has significantly outperformed major REIT and broader market indices over the last ten
years
STRATEGY-DRIVEN
OUTPERFORMANCE
15
5-Year Total Return Percentage 10-Year Total Return Percentage
-15
-10
-5
0
5
10
15
20
25
SUI S&P 500 RMS
-20
0
20
40
60
80
100
120
SUI S&P 500 RMS
-50
0
50
100
150
200
SUI S&P 500 RMS
-100
0
100
200
300
400
500
SUI S&P 500 RMS
+15.7%
+8.6%
+12.0%
+166.2%
+75.2%
+98.2%
+441.9%
+62.3%
+95.7%
+103.4%
+45.2%
+29.1%
APPENDIX
Palm Creek Golf & RV Resort
Casa Grande, AZ
Gulfstream Harbor
Orlando, FL
San Pedro RV Resort & Marina
Islamorada, FL
Adirondack Gateway RV Resort &
Campground
Gansevoort, NY
CONSISTENT NOI
GROWTH
Manufactured housing is one of the most recession-resistant sectors of
the housing and commercial real estate sectors and has consistently
outperformed multi-family in same-community NOI growth since 2000
Source: SNL Financial as of December 31, 2016. Refer to information regarding non-GAAP financial measures in the attached Appendix.
$90
$110
$130
$150
$170
$190
$210
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016
SUI
Manufactured
Housing
Apartment
Industrial
Mall
16
Sun’s
Manufactured
Homes
VS.
Sun’s manufactured homes provide nearly 15% more space at over 30% less
cost per square foot
RENT
~$860
1 per month
Multi-Family
Housing
~$1,1002 per month
SQUARE FOOTAGE
PRICE
~1,2501 sq. ft. ~1,1002 sq. ft.
$0.69 per sq. ft. $1.00 per sq. ft.
1 Source: Company Information. Refer to Sun Communities, Inc. Form 10-K and supplemental for the year ended December 31, 2016 for additional information.
2 Source: The RentPath Network. Represents average rent for a 2 bedroom apartment in major metropolitan areas Sun operates in as of February 2016.
MANUFACTURED HOUSING VS.
MULTI-FAMILY
17
1 Source: Manufactured Housing Institute, Quick Facts: “Trends and Information About the Manufactured Housing Industry, 2016.” Represents average 2 bedroom household in major metropolitan areas
Sun operates in as of December 2016.
2 Source: US Census Bureau - 2010-2014 American Community Survey 5-Year Estimates. $54,900 represents the median household income in major metropolitan areas Sun operates in.
Single-family Homes Manufactured Homes
Average cost of Single Family1 is $276,284 or
roughly 5 years median income
Sun’s communities offer affordable options in attractive locations
Average cost of a new Manufactured Home is
$68,000 or roughly 1 years median income
$206,560 $207,950
$223,085
$249,429 $261,172
$276,284
$-
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
$400,000
$450,000
$500,000
Single-family Portion of purchase price attributable to land
$62,800 $60,500 $62,200 $64,000 $65,300 $68,000
Manufactured
Median
Household
Income2
2010 2011 2012 2013 2014 2015
MANUFACTURED HOUSING VS.
SINGLE FAMILY
18
Funds from operations (FFO) represents net (loss) income (computed in accordance with US Generally Accepted Accounting Principles
(GAAP)) and gain (loss) on sales of depreciable property, plus real estate related depreciation and amortization (excluding amortization of
financing costs), and after adjustments for unconsolidated partnerships and joint ventures, as defined by the National Association of Real
Estate Investment Trusts (NAREIT). We consider FFO an appropriate supplemental measure of the financial and operational performance of
an equity REIT. Under the definition, management also uses FFO excluding certain items, a non-GAAP financial measure, which excludes
certain gain and loss items that management considers unrelated to the operational and financial performance of our core business. We
believe that this provides investors with another financial measure of our operating performance that is more comparable when
evaluating period over period results.
Net operating income (NOI) is derived from revenues minus property operating and maintenance expenses and real estate taxes. We use
NOI as the primary basis to evaluate the performance of our operations. We believe that NOI is helpful to investors and analysts as a
measure of operating performance because it is an indicator of the return on property investment and provides a method of comparing
property performance over time. We use NOI as a key management tool when evaluating performance and growth of particular
properties and/or groups of properties. The principal limitation of NOI is that it excludes depreciation, amortization, interest expense, and
non-property specific expenses such as general and administrative expenses, all of which are significant costs, and therefore, NOI is a
measure of the operating performance of our properties rather than of the Company overall. We believe that these costs included in net
income often have no effect on the market value of our property and therefore limit its use as a performance measure. In addition, such
expenses are often incurred at a parent company level and therefore are not necessarily linked to the performance of a real estate asset.
Recurring earnings before interest, tax, depreciation and amortization (Recurring EBITDA) is defined as NOI plus other income, plus (minus)
equity earnings (loss) from affiliates, minus general and administrative expenses. EBITDA includes EBITDA from discontinued operations.
Recurring EBITDA provides a further tool to evaluate ability to incur and service debt and to fund dividends and other cash needs.
FFO, NOI, and Recurring EBITDA do not represent cash generated from operating activities in accordance with GAAP and are not
necessarily indicative of cash available to fund cash needs, including the repayment of principal on debt and payment of dividends and
distributions. FFO, NOI, and Recurring EBITDA should not be considered as alternatives to net income (loss) (calculated in accordance with
GAAP) for purposes of evaluating our operating performance, or cash flows (calculated in accordance with GAAP) as a measure of
liquidity. FFO, NOI, and Recurring EBITDA as calculated by us may not be comparable to similarly titled, but differently calculated,
measures of other REITs or to the definition of FFO published by NAREIT.
NON-GAAP TERMS DEFINED
19
20
NET INCOME TO FFO
RECONCILATION
Reconciliation of Net (Loss) Income Attributable to Sun Communities, Inc. Common Stockholders to Funds from Operations
(amounts in thousands except for per share data)
2016 2015 2016 2015 2014
Net (loss) income attributable to Sun Communities, Inc. common stockholders (1,600)$ 89,399$ 17,369$ 137,325$ 22,376$
Adjustments:
Preferred return to preferred OP units 604 631 2,462 2,612 281
Amounts attributable to noncontrolling interests (296) 6,941 (41) 9,644 1,086
Preferred distribution to Series A-4 preferred stock - - - - 76
Depreciation and amortization 62,351 47,801 221,576 178,048 134,252
Asset impairment charge - - - - 837
Gain on disposition of properties, net - (98,430) - (125,376) (17,654)
Gain on disposition of assets, net (3,487) (3,060) (15,713) (10,125) (6,705)
Funds from operations (FFO) attributable to Sun Communities, Inc. common
stockholders and dilutive convertible securities 57,572 43,282 225,653 192,128 134,549
Adjustments:
Transaction costs 4,023 4,653 31,914 17,803 18,259
Other acquisition related costs 1,861 - 3,328 - -
Income from affiliate transactions - - (500) (7,500) -
Foreign currency exchange 5,005 - 5,005 - -
Contingent liability re-measurement 181 - 181 - -
Gain on acquisition of property (510) - (510) - -
Gain on settlement - - - - (4,452)
Hurrincane related costs 1,172 - 1,172 - -
Preferred stock redemption costs - - - 4,328 -
Extinguishment of debt 1,127 - 1,127 2,800 -
Debt premium write-off (839) - (839) - -
Deferred tax (benefit) expense (400) 1,000 (400) 1,000 -
FFO attributable to Sun Communities, Inc. common stockholders and dilutive
convertible securities excluding certain items 69,192 48,935 266,131 210,559 148,356
Weighted average common shares outstanding - basic: 72,277 56,181 65,856 53,686 41,337
Weighted average common shares outstanding - fully diluted 76,454 60,502 70,165 57,979 44,022
FFO attributable to Sun Communities, Inc. common stockholders and dilutive
convertible securities per share - fully diluted 0.75$ 0.72$ 3.22$ 3.31$ 3.06$
FFO attributable to Sun Communities, Inc. common stockholders and dilutive
convertible securities per share excluding certain items - fully diluted 0.91$ 0.81$ 3.79$ 3.63$ 3.37$
Three Months Ended
December 31, December 31,
Year Ended
21
NOI TO NET INCOME
RECONCILIATION
Reconciliation of Net Operating Income to Net (Loss) Income Attributable to Sun Communities, Inc. Common Stockholders
(amounts in thousands)
2016 2015 2016 2015 2014
Real Property NOI 107,256$ 81,129$ 403,337$ 335,567$ 232,478$
Rental Program NOI 20,863 20,427 85,086 83,232 70,232
Home Sales NOI/Gross profit 6,903 5,873 30,087 20,787 13,398
Ancillary NOI/Gross profit (loss) 254 (312) 9,999 7,013 5,217
Site rent from Rental Program (included in Real Property NOI) (15,436) (15,512) (61,600) (61,952) (54,289)
NOI/Gross profit 119,840 91,605 466,909 384,647 267,036
Adjustments to arrive at net (loss) income:
Other revenues 5,691 4,565 21,150 18,157 15,498
Home selling expenses (2,504) (2,079) (9,744) (7,476) (5,235)
General and administrative (17,177) (10,511) (64,087) (47,455) (37,387)
Transaction costs (4,023) (4,653) (31,914) (17,803) (18,259)
Depreciation and amortization (62,205) (47,530) (221,770) (177,637) (133,726)
Asset impairment charge - - - - (837)
Extinguishment of debt (1,127) - (1,127) (2,800) -
Interest expense (31,430) (28,856) (122,315) (110,878) (76,981)
Other expenses, net (5,848) - (5,848) - -
Gain on disposition of properties, net - 98,430 - 125,376 17,654
Gain on settlement - - - - 4,452
Current tax (expense) / benefit (116) 71 (683) (158) (219)
Deferred tax benefit / (expense) 400 (1,000) 400 (1,000) -
Income from affiliate transactions - - 500 7,500 1,200
Net income 1,501 100,042 31,471 170,473 33,196
Less: Preferred return to preferred OP units 1,213 1,281 5,006 4,973 2,935
Less: Amounts attributable to noncontrolling interests (310) 6,922 150 10,054 1,752
Net income attributable to Sun Communities, Inc. 598 91,839 26,315 155,446 28,509
Less: Preferred stock distributions 2,198 2,440 8,946 13,793 6,133
Less: Preferred stock redemption costs - - - 4,328 -
Net (loss) / income attributable to Sun Communities, Inc., common stockholders (1,600)$ 89,399$ 17,369$ 137,325$ 22,376$
Year Ended
December 31, December 31,
Three Months Ended
22
RECURRING EBITDA TO
NET INCOME RECONCILIATION
Reconciliation of Recurring EBITDA to Net (Loss) Income Attributable to Sun Communities, Inc. Common Stockholders
(amounts in thousands)
2016 2015 2016 2015 2014
Recurring EBITDA 105,850$ 83,580$ 414,228$ 347,873$ 239,912$
Interest 30,641 28,066 119,163 107,659 73,771
Interest on mandatorily redeemable preferred OP units 789 790 3,152 3,219 3,210
Depreciation and amortization 62,205 47,530 221,770 177,637 133,726
Asset impairment charge - - - - 837
Extinguishment of debt 1,127 - 1,127 2,800 -
Transaction costs 4,023 4,653 31,914 17,803 18,259
Gains on disposition of properties, net - (98,430) - (125,376) (17,654)
Other expenses, net 5,848 - 5,848 - -
Gain on settlement - - - - (4,452)
Current tax expense / (benefit) 116 (71) 683 158 219
Deferred tax (benefit) / expense (400) 1,000 (400) 1,000 -
Income from affiliate transactions - - (500) (7,500) (1,200)
Net income 1,501 100,042 31,471 170,473 33,196
Less: Preferred return to preferred OP units 1,213 1,281 5,006 4,973 2,935
Less: Amounts attributable to noncontrolling interests (310) 6,922 150 10,054 1,752
Net income attributable to Sun Communities, Inc. 598$ 91,839$ 26,315$ 155,446$ 28,509$
Less: Preferred stock distributions 2,198 2,440 8,946 13,793 6,133
Less: Preferred stock redemption costs - - - 4,328 -
Net (loss) income attributable to Sun Communities, Inc., common stockholders (1,600)$ 89,399$ 17,369$ 137,325$ 22,376$
December 31,
Three Months Ended Year Ended
December 31,