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-----BEGIN PRIVACY-ENHANCED MESSAGE----- Proc-Type: 2001,MIC-CLEAR Originator-Name: webmaster@www.sec.gov Originator-Key-Asymmetric: MFgwCgYEVQgBAQICAf8DSgAwRwJAW2sNKK9AVtBzYZmr6aGjlWyK3XmZv3dTINen TWSM7vrzLADbmYQaionwg5sDW3P6oaM5D3tdezXMm7z1T+B+twIDAQAB MIC-Info: RSA-MD5,RSA, DQvsv7hCOxEGxzDvKBLBtEoWGTp7jmQKmoEu3Exj8TTZYM3g1byC/gWvWoLRJXzj 23OlJMWgK1/hgU9MfYm39Q== 0000950134-04-004465.txt : 20040331 0000950134-04-004465.hdr.sgml : 20040331 20040331110858 ACCESSION NUMBER: 0000950134-04-004465 CONFORMED SUBMISSION TYPE: 10-K PUBLIC DOCUMENT COUNT: 23 CONFORMED PERIOD OF REPORT: 20040131 FILED AS OF DATE: 20040331 FILER: COMPANY DATA: COMPANY CONFORMED NAME: RAVEN INDUSTRIES INC CENTRAL INDEX KEY: 0000082166 STANDARD INDUSTRIAL CLASSIFICATION: PRINTED CIRCUIT BOARDS [3672] IRS NUMBER: 460246171 STATE OF INCORPORATION: SD FISCAL YEAR END: 0131 FILING VALUES: FORM TYPE: 10-K SEC ACT: 1934 Act SEC FILE NUMBER: 001-07982 FILM NUMBER: 04704175 BUSINESS ADDRESS: STREET 1: 205 E 6TH ST STREET 2: PO BOX 5107 CITY: SIOUX FALLS STATE: SD ZIP: 57117 BUSINESS PHONE: 6053362750 MAIL ADDRESS: STREET 1: P O BOX 5107 CITY: SIOUX FALLS STATE: SD ZIP: 57117-5107 10-K 1 c83497e10vk.htm FORM 10-K e10vk

FORM 10-K
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549

(Mark One)


[X]		ANNUAL REPORT PURSUANT TO SECTION 13 OR 15 (d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the fiscal year ended January 31, 2004


[ ]		TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the transition period from to .

Commission File: 0-3136

RAVEN INDUSTRIES, INC.
(Exact name of registrant as specified in its charter)


South Dakota		46-0246171
(State of incorporation)		(IRS Employer Identification No.)

205 E. 6th Street, P.O. Box 5107
Sioux Falls, South Dakota 57117-5107
(Address of principal executive offices)

(605) 335-2750
(Registrant’s telephone number including area code)

Securities registered pursuant to Section 12(b) of the Act:

None

Securities registered pursuant to Section 12(g) of the Act:

Common stock, $1 par value
(Title of each class)

Indicate by checkmark whether the Registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding twelve months, and (2) has been subject to such filing requirements for the past ninety days. [ X ] Yes [ ] No

Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to the best of Registrant’s knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. [ ]

Indicate by check mark (“X”) whether the registrant is an accelerated filer (as defined by Rule 12b-2 of the Exchange Act.) [ X ] Yes [ ] No

The aggregate market value of the registrant’s common stock held by nonaffiliates at July 31, 2003 was approximately $170,159,626. The aggregate market value was computed by reference to the closing price as reported on the NASDAQ National Market System, $21.78, on July 31, 2003, which was as of the last business day of the registrant’s most recently completed second fiscal quarter.

Shares of common stock outstanding at March 25, 2004: 9,028,789.

DOCUMENTS INCORPORATED BY REFERENCE

The following terms — the company, Raven or the registrant — are intended to apply to Raven Industries, Inc. and its consolidated subsidiaries listed in Exhibit 21 to this report, unless the context indicates otherwise.

The following table shows, except as otherwise noted, the location of information, required in this Form 10-K, in the registrant’s Annual Report to Shareholders for the year ended January 31, 2004 and the Proxy Statement for the registrant’s 2004 annual meeting, a definitive copy of which will be filed in April 2004. All such information set forth under the heading “Reference” below is included herein or incorporated herein by reference. A copy of the registrant’s Annual Report to Shareholders for the year ended January 31, 2004 is included as an exhibit to this report.


PART I.	ITEM IN FORM 10-K	REFERENCE

Item 1.	Business	Business, pages 4-7, this document; Business Segments pages 1, 16 and 38 of the Annual Report to Shareholders

Item 2.	Properties	Properties, page 7, this document

Item 3.	Pending Legal Proceedings	Pending Legal Proceedings, page 8, this document

Item 4.	Submission of Matters to a Vote of Security Holders	Submission of Matters to a Vote of Security Holders, page 8, this document

PART II.

Item 5.	Market for the Registrant’s Common Equity and Related Shareholder Matters	Page 8, this document, Quarterly Information (unaudited), page 26, Eleven-year Financial Summary, pages 14-15, and inside back cover, Annual Report to Shareholders

Item 6.	Selected Financial Data	Eleven-year Financial Summary, pages 14-15, Annual Report to Shareholders

Item 7.	Management’s Discussion and Analysis of Financial Condition and Results of Operations	Financial Review and Analysis, pages 17-25, Annual Report to Shareholders

Item 7A.	Quantitative and Qualitative Disclosures About Market Risk	Page 9, this document

Item 8.	Financial Statements and Supplementary Data	Pages 27-39, Annual Report to Shareholders

Item 9.	Changes in and Disagreements with Auditors on Accounting and Financial Disclosure	Changes in and Disagreements with Auditors on Accounting and Financial Disclosure, page 9, this document

Item 9A.	Controls and Procedures	Page 9, this document



PART III.

Item 10.	Directors and Executive Officers of the Registrant	Pages 9-10, this document Election of Directors, Executive Compensation, Board of Directors and Committees, Corporate Governance and Other Matters, Proxy Statement

Item 11.	Executive Compensation	Executive Compensation, Proxy Statement

Item 12.	Security Ownership of Certain Beneficial Owners and Management and Related Shareholder Matters	Ownership of Common Stock, Proxy Statement, Annual Report to Shareholders and page 10, this document

Item 13.	Certain Relationships and Related Transactions	Election of Directors, Proxy Statement

Item 14.	Principal Auditor Fees and Services	Independent Auditors Fees, Proxy Statement

PART IV.

Item 15.	Exhibits, Financial Statement Schedule and Reports on Form 8-K.	Exhibits, Financial Statement Schedule and Reports on Form 8-K, pages 10-12, this document.
Employment Agreement - Ronald M. Moquist
Employment Agreement - Thomas Iacarella
Schedule A to Employment Agreements
Employment Agreement - Barbara Ohme
Change in Control Agreement - Barbara Ohme
2004 Annual Report to Shareholders
Subsidiaries of the Registrant
Consent of Independent Auditors
Certification of CEO Pursuant to Section 302
Certification of CFO Pursuant to Section 302
Certifications Pursuant to Section 906

FORWARD-LOOKING STATEMENTS

The Private Securities Litigation Reform Act provides a “safe harbor” for forward-looking statements. Certain information included in this Form 10-K and other materials filed or to be filed by the company with the Securities and Exchange Commission (as well as information included in statements made or to be made by the company) contains statements that are forward-looking. Although the company believes that the expectations reflected in such forward-looking statements are based on reasonable assumptions, there is no assurance that such expectations will be achieved. Such assumptions involve important risks and uncertainties that could significantly affect results in the future. These risks and uncertainties include, but are not limited to, those relating to weather conditions, which could affect certain of the company’s primary markets, such as agriculture and construction, or changes in competition, material availability, technology or relationships with the company’s largest customers, any of which could adversely impact any of the company’s product lines. The foregoing list is not exhaustive and the company disclaims any obligation to subsequently revise any forward-looking statements to reflect events or circumstances after the date of such statements.

RAVEN INDUSTRIES, INC.
FORM 10-K
FISCAL YEAR ENDED JANUARY 31, 2004


Item 1.		Business

General
Raven Industries, Inc., was incorporated in February 1956 under the laws of the State of South Dakota and began operations later that same year. Raven is an industrial manufacturer providing a variety of products to customers throughout North America. The company began operations as a manufacturer of high-altitude research balloons before diversifying into the industrial, agricultural, construction and military/aerospace markets. The company employs approximately 785 persons on active status in four states and is headquartered at 205 E. Sixth Street, Sioux Falls, SD 57104 — telephone (605) 336-2750. The company’s Internet address is located at http//www.ravenind.com and its common stock trades on the NASDAQ National Market System under the symbol RAVN. During fiscal 2004 the company also adopted a Code of Ethics applicable to all officers, directors, and employees which is available on the website.

All reports (including annual reports on Form 10-K, quarterly reports on Form 10-Q and current reports on Form 8-K) and proxy and information statements filed with the Securities and Exchange Commission (SEC) are available through a link from the company’s web site to the SEC web site. All such information is available as soon as reasonably practicable after it has been electronically filed. Filings can also be obtained free of charge by contacting the company, the SEC’s Public Reference Room at 450 Fifth Street, N.W., Washington, DC 20549, through its web site at http://www.sec.gov, or by calling the SEC at 1-800-SEC-0330.

The company has four ongoing business segments consisting of three Raven divisions and one subsidiary: Electronic Systems Division, Flow Controls Division, Engineered Films Division, and Aerostar International, Inc. (Aerostar). Beta Raven, a wholly owned subsidiary, was partially merged into the Electronic Systems Division in fiscal 2002 and the remaining operating assets were sold to a third party or liquidated into Raven Industries, Inc. in fiscal 2003. Substantially all of the company’s plastic tank product lines were sold in the third quarter of fiscal 2001. Many of the past and present product lines are an extension of technology and production methods developed in the original balloon business. Product lines have been grouped in these segments based on common technologies, production methods and raw materials; however, more than one business segment may serve each of the product markets identified above. Page 16 of the company’s Annual Report to Shareholders, incorporated herein by reference, provides financial information concerning the business segments, including sold businesses.

Following is a summary of company net sales by principal product categories (dollars in thousands):


	FY 2004		FY 2003		FY 2002
Electronics manufacturing services	$	44,307	$	38,589	$	32,289
Flow control devices and accessories		35,059		28,496		23,178
Reinforced plastic sheeting		42,636		35,096		35,796
Cargo parachutes		6,828		813		—
Uniforms and protective wear		5,730		4,957		4,329
Other		8,167		11,638		16,426

Total ongoing operation sales		142,747		119,589		112,018
Businesses sold:
Plastic tanks		—		—		3,500
Feedmill controls		—		1,314		2,997

Total sales	$	142,747	$	120,903	$	118,515

Business Segments
Flow Controls
Products in this segment are electronic speed and global positioning system (GPS)-based, location compensated application control products. They are used primarily for precision farming applications, as well as marine navigation. The company has developed new products for field

location control and chemical injection. During fiscal 2004, the company acquired the assets of Fluent Systems, LLC. The monitoring system and wireless technology acquired is expected to provide a competitive advantage in the support of precision agriculture in future years.

Home office personnel sell flow control devices directly to original equipment manufacturers (OEMs) and independent third-party distributors. In fiscal 2004, the segment expanded their marketing and distribution plans through on-site precision agriculture representatives in key geographic areas. The company’s competitive advantage in this segment is product reliability, ease of use, product availability and service after the sale.

Engineered Films
This segment produces rugged reinforced plastic sheeting for industrial, construction and agricultural applications and high altitude balloons for public and commercial research.

The company’s sales force sells plastic sheeting to independent third-party distributors in each of the various markets it serves. The company extrudes a significant portion of the film converted for its commercial products and believes it is one of the largest sheeting converters in the United States. A number of suppliers of sheeting compete with Raven on both price and product availability. To increase production, a $7.3 million two-year capital investment plan was completed in fiscal 2003 including a new extruder believed to be one of the largest in North America, nearly doubling capacity. Plans for fiscal 2005 include capital expenditures in excess of $5 million for new extrusion technology and warehouse capacity.

High-altitude research balloons are sold directly to public agencies (usually funded by the National Aeronautics and Space Administration) or commercial users. Demand for these products is small but stable. Raven is the largest balloon supplier for high-altitude research in the United States.

Electronic Systems
The company has focused this segment’s capabilities in electronics manufacturing services (EMS) for commercial customers with a focus on high-mix, low-volume production. Historically, the company’s Electronic Systems segment provided a variety of assemblies and controls to the United States Department of Defense and other military contractors. Assemblies manufactured by the Electronic Systems segment include communication, environmental control, computer and other products where high quality is critical. The Electronic Systems segment expanded its capacity in fiscal 2002 by purchasing System Integrators and moving it into its EMS facility in St. Louis, Missouri.

EMS sales are made in response to competitive bid requests by commercial customers and military contractors. The level and nature of competition varies with the type of product, but the company frequently competes with a number of EMS manufacturers on any given bid request. The markets in which the company participates are highly competitive, with customers having many suppliers to choose from.

Aerostar
The Aerostar subsidiary produces and sells custom-shaped advertising inflatables that have a number of uses including parade floats and advertising media. In fiscal 2003, the subsidiary was awarded a $7.65 million contract to produce cargo parachutes for the US Army. Shipments were substantially completed during fiscal 2004, but a $7.75 million add-on to the contract was received in fiscal 2004 that will be shipped during fiscal 2005. The company is the originator of modern hot-air ballooning and continues to be a leader in design and technical expertise. Aerostar also manufactures other sewn and sealed products on a contract basis. It continues to produce uniforms for US government agencies as a subcontractor. The subsidiary was previously in the cold-weather commercial outerwear business, but with the closure of a sewing plant in fiscal 2003 and prior plant sales, has now exited that business.

The Aerostar segment sells inflatable displays directly to corporate customers, advertising agencies, and public relations firms, and are subject to varying levels of competition. Generally, the more customized the product, the greater the company’s market share. Hot-air balloons are sold through an independent third-party dealer network. Government sales are made in response to competitive bid requests.

Sold Businesses
The Beta Raven Industrial Controls Division produced and sold computerized process-control systems directly to feedmills and to other markets. The business was sold during fiscal 2003. In prior years, the company has disposed of its pickup-truck topper and plastic tank businesses.

Major Customer Information
No one customer accounted for 10% or more of consolidated sales in fiscal 2004 or more than 10 percent of the company’s consolidated accounts receivable at January 31, 2004. In fiscal 2003, one customer (General Dynamics) in the Electronic Systems segment accounted for $12.9 million, or 10.7%, of the company’s consolidated sales. No customers reached the 10% threshold in fiscal 2002. Two customers, including General Dynamics, in the Electronic Systems segment accounted for more than 57% of the segment’s sales in fiscal 2004. The loss of these accounts would adversely affect profitability; however, the company believes its relationships with these customers are strong. In addition, the breadth of the company’s product lines helps protect it from the impact of losing any single customer.

Seasonal Working Capital Requirements
Some seasonal demand exists in Flow Control’s agricultural market. The Flow Controls Division builds product in the fall for winter/spring delivery. Certain sales to agricultural customers offer spring dating terms for late fall and early winter shipments. The resulting fluctuations in inventory and accounts receivable balances may require, and have required, seasonal short-term financing.

Financial Instruments
The principal financial instruments the company maintains are in short-term investments, accounts receivable and long-term debt. The company believes that the interest rate, credit and market risk related to these accounts is not significant. The company manages the risk associated with these accounts through periodic reviews of the carrying value of assets and liabilities and establishment of appropriate allowances in connection with the company policies. Except for operating leases, the company does not enter into hedging, derivative instruments, or off balance sheet financing.

Raw Materials
The company obtains a wide variety of materials from numerous vendors. Principal materials include numerous electronic components for the Electronic Systems and Flow Controls segments, various plastic resins for the Engineered Films segment and fabrics for the Aerostar segment. The company has not experienced any significant shortages or other problems in purchasing raw materials to date, and alternative sources of supply are generally available. However, predicting future material shortages and the related potential impact on Raven is not possible.

Patents
The company owns a number of patents. However, Raven does not believe that its business, as a whole, is materially dependent on any one patent or related group of patents. It believes the successful manufacture and sale of its products generally depend more upon its technical expertise and manufacturing skills.

Research and Development
The business segments conduct ongoing research and development efforts. Most of the company’s research and development expenditures are directed toward new products in the Flow Controls segment. Total company research and development costs are disclosed in Note 1 to the Consolidated Financial Statements located on page 32 of the 2004 Annual Report to Shareholders, incorporated herein by reference.

Environmental Matters
Except as described below, the company believes that, in all material respects, it is in compliance with applicable federal, state and local environmental laws and regulations. Expenditures relating to compliance for operating facilities incurred in the past have not significantly affected the company’s capital expenditures, earnings or competitive position.

In connection with the sale of substantially all of the assets of the company’s Glasstite, Inc. subsidiary in fiscal 2000, the company has agreed to assume responsibility for the investigation and remediation of any pre-October 29, 1999 environmental contamination at the company’s Glasstite pickup-truck topper facility in Dunnell, Minnesota as required by the Minnesota Pollution Control Agency (MPCA) or the United States Environmental Protection Agency (EPA).

Also, in connection with the sale of substantially all of the assets of the company’s Plastic Tank Division in fiscal 2001, the company has agreed to assume responsibility for the investigation and remediation of any pre-August 28, 2000 environmental contamination at the property located at 1813 E Avenue, Sioux Falls, S.D. in accordance with the South Dakota Department of Environment and Natural Resources (DENR).

The company and the purchasers of the company’s Glasstite subsidiary and Plastic Tank Division have conducted preliminary environmental assessments of the properties used in these businesses. Although these assessments are still being evaluated by the MPCA and DENR, respectively, on the basis of the data available, there is no reason to believe that any activities which might be required as a result of the findings of the assessments will have a material effect on the company’s results of operations, financial position or cash flow of the company. The company had accrued approximately $228,000 at January 31, 2004, its best estimate of probable costs to be incurred related to these matters.

Backlog
As of February 1, 2004, the company’s backlog of firm orders totaled $47.1 million. Backlog amounts as of February 1, 2003 and 2002 were $42.8 million and $33.8 million, respectively.

Employees
As of January 31, 2004, the company had approximately 800 employees, 785 in an active status. Following is a summary of active employees by segment: Electronic Systems — 240; Flow Controls — 160; Engineered Films – 135; Aerostar - - 205; Administration — 45. Management believes its employee relations are satisfactory.


Item 2.		Properties

The company maintains the following properties in connection with its operations, all of which the company owns, unless indicated otherwise:


	Square			Business
Location	Feet		Function	Segments
Sioux Falls, SD		150,000	Corporate office; electronics manufacturing	All
		69,300	Plastic sheeting manufacturing	Engineered Films
		59,000	Plastic sheeting and hot-air balloon manufacturing	Engineered Films; Aerostar
		30,800	Warehouse	Engineered Films
		27,000	Offices and material handling facility	Aerostar
		25,300	Inflatable manufacturing	Aerostar
		24,000	Electronics manufacturing	Electronic Systems
		10,200	Machine shop	Flow Controls
		*9,000	Warehouse	Engineered Films
		6,200	Training/meeting center	All
Sulphur Springs, TX		63,900	Research balloon manufacturing	Engineered Films
Springfield, OH		30,000	Plastic sheeting manufacturing	Engineered Films
Huron, SD		24,100	Sewing plant	Aerostar
St. Louis, MO		21,000	Electronics manufacturing	Electronic Systems
		*3,600	Warehouse	Electronic Systems
Madison, SD		20,000	Sewing plant	Aerostar
Austin, TX		*12,000	Product development and manufacturing	Flow Controls

* Leased

Most of the company’s manufacturing plants also serve as distribution centers and contain offices for sales, engineering and manufacturing support staff. The company believes that its properties are, in all material respects, in good condition and are adequate to meet existing production needs. The company owns 6.95 acres of undeveloped land adjacent to the other owned property in Sioux Falls, which is available for expansion.


Item 3.		Pending Legal Proceedings

The company is responsible for investigation and remediation of environmental contamination at two of its sold facilities (see “Item 1, Business - Environmental Matters”). In addition, the company is involved as a defendant in lawsuits, claims or disputes arising in the normal course of its business. The potential costs and liability of such claims cannot be determined at this time. Management believes that any liability resulting from these claims will be substantially mitigated by insurance coverage. Accordingly, management does not believe the ultimate outcome of these matters will be significant to its results of operations, financial position or cash flows.


Item 4.		Submission of Matters to a Vote of Security Holders

There were no matters submitted during the fourth quarter to a vote of security holders of the company.


Item 5.		Market for the Registrant’s Common Equity and Related Shareholder Matters

Incorporated by reference to pages 26 (Quarterly Information), 14-15 (Eleven-year Financial Summary), and inside back cover of the 2004 Annual Report to Shareholders.

Repurchases of the company’s common stock during the fourth quarter of fiscal 2004 were as follows:


Period	Total number		Average price
November 2003		—	$	—
December 2003		2,000	$	28.08
January 2004		28,500	$	28.83

Total Fourth Quarter		30,500	$	28.78

The company repurchases stock under an authorization from its Board of Directors. It has not publicly announced its repurchase plans, other than to indicate a willingness to buy less than 2% of shares outstanding on an annual basis. Under a resolution from the Board of Directors, dated March 13, 2004, the company has authority to repurchase up to $1.5 million of stock on the open market. The Board of Directors has renewed these authorizations quarterly; there is no assurance the Board will continue this practice.


Item 6.		Selected Financial Data

Incorporated by reference to pages 14-15 of the company’s Annual Report to Shareholders.


Item 7.		Management’s Discussion and Analysis of Financial Condition and Results of Operations

Incorporated by reference to pages 17-25 of the company’s Annual Report to Shareholders.


Item 7A.		Quantitative and Qualitative Disclosures About Market Risk

The exposure to market risks pertains mainly to changes in interest rates on cash and cash equivalents and short-term investments. The company’s debt consists of capital leases, all of which have fixed interest rates. The company does not expect operating results or cash flows to be significantly affected by changes in interest rates. Additionally, the company has no derivative contracts and typically buys materials and sells products in US dollars.


Item 8.		Financial Statements and Supplementary Data

Incorporated by reference to pages 27-39 of the company’s Annual Report to Shareholders.


Item 9.		Changes In and Disagreements With Accountants on Accounting and Financial Disclosure

None.


Item 9A.		Controls and Procedures

Under the supervision and with the participation of the company’s management, including the Chief Executive Officer and Chief Financial Officer, the company conducted an evaluation of the effectiveness of the design and operation of its disclosure controls and procedures, as such term is defined under Exchange Act Rule 13a-15(e) and 15(d)-15(e) as of January 31, 2004. Based on that evaluation, the Chief Executive Officer and Chief Financial Officer concluded that the design and operation of these disclosure controls and procedures were effective. There have been no significant changes in the company’s internal controls or in other factors that could significantly affect these controls subsequent to the date of the evaluation referenced above, including any corrective actions with regard to significant deficiencies and material weaknesses.


Item 10.		Directors and Executive Officers of the Registrant

Incorporated by reference to the sections entitled “Election of Directors,” “Executive Compensation,” “Board of Directors and Committees,” “Corporate Governance,” and “Other Matters” within the company’s Proxy Statement relating to its 2004 Annual Meeting of Shareholders.

Executive Officers

Each of the above executive officers serves at the pleasure of the Board of Directors on a year-to-year basis.

Mr. Moquist has been President and Chief Executive Officer of the company since 2000. He served as the Executive Vice President of Raven from 1985 through 2000. He joined the company in 1975 as Sales and Marketing Manager.

Mr. Iacarella has been the company’s Chief Financial Officer, Secretary and Treasurer since 1998. He joined Raven as Corporate Controller, in 1991. Prior to joining the company, he held positions with Tonka Corporation and Ernst & Young, LLP.


Item 11.		Executive Compensation

Incorporated by reference to the section entitled “Executive Compensation” within the company’s Proxy Statement relating to its 2004 Annual Meeting of Shareholders.


Item 12.		Security Ownership of Certain Beneficial Owners and Management and Related Shareholder Matters

Incorporated by reference to the section entitled “Ownership of Common Stock” within the company’s Proxy Statement relating to its 2004 Annual Meeting of Shareholders.

The number of shares to be issued upon exercise and the number of shares remaining available for future issuance under the Company’s equity compensation plans at January 31, 2004 is presented in the following table.

Equity Compensation Plan Information

Number of securities

Weighted-average

to be issued upon

exercise price of

Number of

exercise of

outstanding

securities available

Plan Category

outstanding options

options

for future issuance

Equity compensation plans approved by security holders (1)

163,304

7.13

364,400

Equity compensation plans not approved by security holders

None

⁽¹⁾ Description of plan is included in Note 11 to the Consolidated Financial Statements located on pages 36-37 of the 2004 Annual Report to Shareholders incorporated herein by reference.


Item 13.		Certain Relationships and Related Transactions

Incorporated by reference to the section entitled “Election of Directors,” contained in the company’s Proxy Statement relating to its 2004 Annual Meeting of Shareholders.


Item 14.		Principal Auditor Fees and Services

Incorporate by reference to the section entitled “Independent Auditors Fees,” contained in the company’s Proxy Statement relating to its 2004 Annual Meeting of Shareholders.


Item 15.		Exhibits, Financial Statement Schedule and Reports on Form 8-K

(a) Consolidated Financial Statements and Schedule

1. Incorporated by reference from the attached exhibit containing the 2004 Annual Report to Shareholders:

Consolidated Balance Sheets

Consolidated Statements of Income

Consolidated Statements of Shareholders’ Equity and Comprehensive Income

Consolidated Statements of Cash Flows

Notes to Financial Statements

Report of Independent Auditors

2. Included in Part II:

Report of Independent Auditors on Financial Statement Schedule

Schedule II — Valuation and Qualifying Accounts

The following schedules are omitted as they are not applicable or are not required: I, III and IV.

(b) Reports on Form 8-K

We furnished a Form 8-K dated November 19, 2003 under Item 12 to disclose our third quarter earnings.

The following exhibits are filed as part of this report:


Exhibit
Number		Description
2(a)		Asset Purchase Agreement dated December 5, 2001 by and among Raven Industries, Starlink Incorporated and the shareholders of Starlink Incorporated (incorporated by reference to Exhibit 2.1 of the Registrant’s Current Report on Form 8-K dated December 5, 2001).

3(a)		Articles of Incorporation of Raven Industries, Inc. and all amendments thereto.*

3(b)		By-Laws of Raven Industries, Inc.*

3(c)		Extract of Shareholders Resolution adopted on April 7, 1962 with respect to the by-laws of Raven Industries, Inc.*

10(a)		Raven Industries, Inc. 2000 Stock Option and Compensation Plan adopted May 24, 2000 (incorporated by reference to Exhibit A to the company’s definitive Proxy Statement filed April 19, 2000).

10(b)		Raven Industries, Inc. 1990 Stock Plan adopted January 30, 1990 (incorporated by reference to Exhibit A to the company’s definitive Proxy Statement filed April 25, 1990).

10(c)		Change in Control Agreement between Raven Industries, Inc. and Ronald M. Moquist dated as of March 17, 1989.*

10(d)		Change in Control Agreement between Raven Industries, Inc. and Thomas Iacarella dated as of August 1, 1998 (incorporated by reference to Exhibit 10.1 of the company’s Form 10-Q for the quarter ended July 31, 1998).

10(e)		Employment Agreement between Raven Industries, Inc. and Ronald M. Moquist dated as of February 1, 2004.




10(f)		Employment Agreement between Raven Industries, Inc. and Thomas Iacarella dated as of February 1, 2004.

10(g)		Schedule A to Employment Agreements between Raven Industries, Inc. and Ronald M. Moquist and Thomas Iacarella dated as of February 1, 2004.

10(h)		Employment Agreement between Raven Industries, Inc. and Barbara Ohme dated as of February 1, 2004.

10(i)		Change in Control Agreement between Raven Industries, Inc. and Barbara Ohme dated as of February 1, 2004.

10(j)		Trust Agreement between Raven Industries, Inc. and Norwest Bank South Dakota, N.A. dated April 26, 1989. *

13		2004 Annual Report to Shareholders (only those portions specifically incorporated herein by reference shall be deemed filed with the Commission).

21		Subsidiaries of the Registrant.

23		Consent of Independent Auditors.

31(a)		Certification of CEO Pursuant to Section 302 of Sarbanes-Oxley Act.

31(b)		Certification of CFO Pursuant to Section 302 of Sarbanes-Oxley Act.

32		Certifications pursuant to Section 906 of Sarbanes-Oxley Act of 2002.

* Incorporated by reference to corresponding Exhibit Number of the company’s Form 10-K for the year ended January 31, 1989.

SIGNATURES

     Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.

RAVEN INDUSTRIES, INC.
(Registrant)

March 31, 2004 By:   /S/ Ronald M. Moquist
Date Ronald M. Moquist
President (Principal Executive Officer and Director)

     Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the following persons on behalf of the registrant and in the capacities and on the dates indicated.

March 31, 2004 /S/ Ronald M. Moquist
Date Ronald M. Moquist
President (Principal Executive Officer and Director)

March 31, 2004 /S/ Thomas Iacarella
Date Thomas Iacarella
Vice President and Chief Financial Officer (Principal Financial and Accounting Officer)

Directors:

March 31, 2004 /S/ Conrad J. Hoigaard
Date Conrad J. Hoigaard

March 31, 2004 /S/ Anthony W. Bour
Date Anthony W. Bour

March 31, 2004 /S/ David A. Christensen
Date David A. Christensen

March 31, 2004 /S/ Thomas S. Everist
Date Thomas S. Everist

March 31, 2004 /S/ Mark E. Griffin
Date Mark E. Griffin

March 31, 2004 /S/ Cynthia H. Milligan
Date Cynthia H. Milligan

REPORT OF INDEPENDENT AUDITORS
ON FINANCIAL STATEMENT SCHEDULE

To the Board of Directors and Shareholders of Raven Industries, Inc.:

Our audits of the consolidated financial statements referred to in our report dated March 8, 2004 appearing in the 2004 Annual Report to Shareholders of Raven Industries, Inc. (which report and consolidated financial statements are incorporated by reference in this Annual Report on Form 10-K) also included an audit of the financial statement schedule listed in Item 15(a)(2) of this Form 10-K. In our opinion, this financial statement schedule presents fairly, in all material respects, the information set forth therein when read in conjunction with the related consolidated financial statements.

PricewaterhouseCoopers LLP
Minneapolis, Minnesota
March 8, 2004

SCHEDULE II — VALUATION AND QUALIFYING ACCOUNTS

for the years ended January 31, 2004, 2003 and 2002

(Dollars in thousands)


Column A	Column B		Column C				Column D			Column E
			Additions
	Balance at		Charged to			Charged to	Deductions
	Beginning		Costs and			Other	From			Balance at
Description	of Year		Expenses			Accounts	Reserves (1)			End of Year
Deducted in the balance sheet from the asset to which it applies:
Allowance for doubtful accounts:
Year ended January 31, 2004	$	240	$	67		None	$	42		$	265

Year ended January 31, 2003	$	310	$	(125	) (2)	None	$	(55	)	$	240

Year ended January 31, 2002	$	400	$	126		None	$	216		$	310

Note:

(1) Represents uncollectible accounts receivable written off during the year, net of recoveries.

(2) $100 was included as a reduction in bad debt expense and $25 as an increase in the net gain on sale of assets.

EX-10.(E) 3 c83497exv10wxey.htm EMPLOYMENT AGREEMENT - RONALD M. MOQUIST exv10wxey

Exhibit 10(e)

RAVEN INDUSTRIES, INC.
SENIOR EXECUTIVE OFFICER
EMPLOYMENT AGREEMENT

AGREEMENT dated as of February 1, 2004, between RAVEN INDUSTRIES, INC., a South Dakota corporation (the “Company”), and Ronald M. Moquist, (the “Executive”).

WITNESSETH:

WHEREAS, the Board of Directors of the Company (the “Board”) recognizes that Executive’s contribution to the growth and success of the Company and its subsidiaries has been substantial; and

WHEREAS, the Board has determined that it is appropriate to memorialize in writing the terms and conditions of Executive’s employment and Executive’s entitlement to certain benefits upon his retirement;

NOW THEREFORE, in consideration of the mutual covenants and conditions herein contained and in further consideration of services performed and to be performed by Executive for the Company, the parties agree as follows:

1. Employment. Executive shall continue in the employ of the Company in a senior executive capacity, with such duties, powers and authority as are assigned to Executive from time to time by the Board.

2. Term. This Agreement shall commence on the date first above written and, except as otherwise provided in paragraph 7, shall continue in effect until terminated by either the Company or Executive on 30 days’ advance written notice, either with or without any reason. Except for such 30-day notice requirement, nothing contained in this Agreement shall affect the Company’s ability to terminate Executive’s employment with or without any reason notwithstanding the preceding. Termination of this Agreement shall not terminate Executive’s benefits or the Executive’s right to benefits under paragraph 4 or 5 if, at the date of termination, Executive has either (I) attained age 65 or (ii) the sum of Executive’s age (as of his nearest birthday) and years of service with the company (to the nearest whole year) equal 80 or more.

Company. The fringe benefits provided at the date of this Agreement are listed on Schedule A, attached hereto and made a part hereof. The Company may change or terminate any fringe benefit from time to time while Executive is employed, so long as the change affects all senior executive officers.

4. Benefits on Termination in Certain Cases. If at the date Executive terminates employment with the Company, Executive has either (i) attained age 65 or (ii) the sum of Executive’s age (as of his nearest birthday) and years of service with the Company (to the nearest whole year) equal 80 or more, Executive shall be entitled, at the Company’s expense, to the following benefits in addition to any retirement benefits to which Executive may be entitled under any qualified or non-qualified retirement plan maintained by the Company:

(a) Until the later to die of Executive or his spouse, continuation of coverage under the Company’s group hospital, medical and dental plans (“Medical Plan”) for himself, his spouse and eligible dependents (“Covered Group”); provided that if Executive and his spouse are divorced, the benefits for such spouse shall be discontinued; and further provided that if such spouse remarries after the death of Executive, such coverage shall continue for such spouse after the date of remarriage only if the spouse pays to the Company the group premium for such coverage. Prior to a member of the Covered Group becoming eligible for Medicare, the benefits to which that member of the Covered Group is entitled shall be at least equal to the benefits to which that member of the Covered Group would have been entitled under the Medical Plan as if Executive had not seperated from service. Upon eligibility of a member of the Covered Group for Medicare, coverage provided by Medicare shall be primary and the Medical Plan shall provide additional benefits such that the total benefits (i.e., Medicare and the Medical Plan) are at least equal to the benefits that members of the Covered Group would have been entitled under the Medical Plan at Executive’s separation from service.

(b) Until the death of the last to die of Executive or his spouse, payment of uninsured medical expenses (including, but not limited to any deductibles and coinsurance) for Executive, his spouse and his eligible dependents up to an annual limit of 10% of Executive’s highest annual compensation (salary and bonus) during any one of his last five calendar years of employment; provided that if Executive and his spouse are divorced, or if such spouse remarries after the death of Executive, such coverage shall be discontinued for such spouse. The medical expenses to be covered and the timing of payment of such medical expenses shall be based on the terms of the Raven Industries, Inc. Executive Supplemental Medical Plan as in effect at the date of Executive’s separation from service. If such plan is not in effect at the date of Executive’s separation from service and has not been replaced by a similar plan, medical expenses reimbursed shall be

those expenses that would be deductible under Section 213 of the Internal Revenue Code of 1986 as in effect at the date of this Agreement (without regard to any provisions making such expenses deductible only to the extent they exceed a percentage of adjusted gross income), and all such expenses shall be paid or reimbursed within 15 days after presentation of invoices.

(c) Until the last to die of Executive or his spouse, payment of premiums for long term care insurance for the remainder of Executive’s and his spouse’s lives; provided that if Executive and his spouse are divorced, or Executive’s spouse remarries after his death, premium payments for such spouse shall be discontinued.

5. Limitation on Amendment or Termination. If for any reason after the date of Executive’s retirement, Executive is not permitted to participate in any of the plans or programs referred to in paragraph 4, or if any such plans or programs are amended to provide lesser benefits or are terminated, the Company, at its sole expense, shall arrange to provide Executive with benefits substantially similar to those to which Executive would otherwise have been entitled but for such amendment or termination.

6. Tax Gross-Up. To the extent that all or any of the payments under paragraph 4 or 5 made in a calendar year are subject to federal, state, or local income tax, the Company shall pay to Executive (or his spouse if Executive is deceased or his estate if he is not survived by a spouse) a Gross-Up Amount before April 15 of the following year. The term “Gross-Up Amount” means an amount, after the payment of federal, state and local income tax on such amount, that is necessary to pay the federal, state and local income tax on the taxable payments for such calendar year. For purposes of determining the Gross-Up Amount, Executive shall be considered to pay federal, state and local income taxes at the highest marginal rate, net of the maximum reduction in federal income taxes that could be obtained from the deduction of state and local taxes.

7. Termination For Cause. Notwithstanding paragraphs 2, 4 and 5, if the Company discharges Executive “For Cause” (as defined below) the Company shall not be required to provide 30 days’ advance written notice of termination and the Company may elect, in its discretion, not to pay the benefits provided under paragraphs 4 and 5. A discharge shall be considered “For Cause” if Executive is terminated from employment for willful misconduct that materially injures or causes a material loss to the Company and a material benefit to Executive or third parties, as for example, by embezzlement, appropriation of corporate opportunity, conversion of tangible or intangible corporate property or the making of agreements with third parties in which Executive or anyone related to or associated with him has a direct or indirect

interest. The term “For Cause” does not include a termination occasioned by ill-advised good faith judgment or negligence in connection with the Company’s business.

8. Confidentiality. So long as Executive is employed and thereafter so long as Executive is entitled to and is receiving the benefits to which he is entitled under paragraphs 4 and 5, he may not either directly or indirectly, except in the course of carrying out the business of the Company or as authorized in writing on behalf of the Company, disclose or communicate to any person, individual, firm or corporation, any information of any kind concerning any matters affecting or relating to the business of the Company or any of its subsidiaries, including without limitation, any of the customers, prices, sales, manner of operation, plans, trade secrets, processes, financial or other data of the Company or any of its subsidiaries, without regard to whether any or all of such information would otherwise be deemed confidential or material.

9. Non-Competition. So long as Executive is employed and thereafter so long as Executive is entitled to and is receiving the benefits to which he is entitled under paragraphs 4 and 5, he may not engage or participate directly or indirectly, either as principal, agent, employee, employer, consultant, stockholder, director, co-partner, or any other individual or representative capacity, in the conduct or management of, or own any stock or other proprietary interest in, any business that competes with the business of the Company or any subsidiary of the Company unless he has obtained prior written consent of the Board, except that Executive shall be free without such consent to make investments in any publicly-owned company so long as he does not become a controlling party in such company.

10. Consequences of Violation of Confidentiality on Non-Compete Provision. If the Company, in good faith, determines that Executive has violated paragraph 8 or 9 of this Agreement, then in addition to any remedy the Company may be entitled at law or in equity, it may discontinue payments under paragraphs 4 and 5 upon written notice to Executive of the violation of paragraph 8 or 9.

11. No Affect on Other Contractual Rights. The provisions of this Agreement, and any payment provided for hereunder, shall not reduce any amounts otherwise payable, or in any way diminish Executive’s existing rights, or rights that would accrue solely as a result of the passage of time, under any benefit plan, change in control agreement or other contract, plan or arrangement.

12. Successors to the Corporation. The Company will require any successor or assign (whether direct or indirect, by purchase,

merger, consolidation or otherwise) to all or substantially all of the business and/or assets of the Company, by agreement in form and substance satisfactory to Executive, expressly, absolutely and unconditionally to assume and agree to perform this Agreement in the same manner and to the same extent that the Company would be required to perform it if no such succession or assignment had taken place. As used in this Agreement, “Company” means Raven Industries, Inc. and any subsidiary or successor or assign to its business or assets that otherwise becomes bound by the terms and provisions of this Agreement by operation of law. In such event, the Company shall pay or shall cause such employer to pay any amounts owed to Executive pursuant to this Agreement.

13. Agreement Binding. This Agreement shall inure to the benefit of and be enforceable by Executive’s spouse, personal and legal representatives, executors, administrators, successors, heirs, distributees, devisees and legatees. If Executive dies while any amounts are still payable to him hereunder, all such amounts, unless otherwise provided herein, shall be paid in accordance with the terms of this Agreement to Executive’s spouse, devisee, legatee, or other designee or, if there is no such designee, to Executive’s estate.

14. Notice. For purposes of this Agreement, notices and all other communications provided for in the Agreement shall be in writing and shall be deemed to have been duly given when delivered or when mailed by United States registered mail, return receipt requested, postage prepaid, as follows:

If to the Company:

Raven Industries, Inc.

205 East 6th Street

P.O. Box 5107

Sioux Falls, SD 57117-5107

Attention: President

If to Executive:

Ronald M. Moquist

P.O. Box 5107

Sioux Falls, SD 57117-5107

or such other address as either party may have furnished to the other in writing in accordance herewith, except that notices of change of address shall be effective only upon receipt.

15. Miscellaneous. No provisions of this Agreement may be modified, waived or discharged unless such waiver, modification or discharge is agreed to in a writing signed by Executive and such officer of the Company as may be specifically designated by the Board. No waiver by either party hereto at any time of any breach by the other party of, or compliance with, any condition or provision of this Agreement to be performed by such other party shall be deemed a waiver of similar or dissimilar provision or conditions at the same or at any prior or subsequent time. No agreements or representations, oral or otherwise, express or implied, with respect to the subject matter of this Agreement have been made by either party that are not set forth expressly in this Agreement. This Agreement shall be governed by and construed in accordance with the laws of the state of South Dakota.

16. Validity. The invalidity or unenforceability of any provisions of this Agreement shall not affect the validity or enforceability of any other provision of this Agreement, which shall remain in full force and effect.

17. Counterparts. This Agreement may be executed in one or more counterparts, each of which shall be deemed to be an original but all of which together will constitute one and the same instrument.

18. Fees and Expenses. The Company shall pay all fees and expenses (including reasonable attorney’s fees and costs) that Executive may incur as a result of the Company’s contesting the validity, enforceability or Executive’s interpretation of, or determinations under, this Agreement, regardless of whether the Company is successful in such contest.

IN WITNESS WHEREOF, the parties have executed this Agreement as of the date and year first above written.

RAVEN INDUSTRIES, INC.

By: /s/ Ronald M. Moquist
Ronald M. Moquist
President and Chief Executive Officer

EXECUTIVE:

/s/ Ronald M. Moquist
Ronald M. Moquist

EX-10.(F) 4 c83497exv10wxfy.htm EMPLOYMENT AGREEMENT - THOMAS IACARELLA exv10wxfy

Exhibit 10(f)

RAVEN INDUSTRIES, INC.
SENIOR EXECUTIVE OFFICER
EMPLOYMENT AGREEMENT

AGREEMENT dated as of February 1, 2004, between RAVEN INDUSTRIES, INC., a South Dakota corporation (the “Company”), and Thomas Iacarella, (the “Executive”).

WITNESSETH:

WHEREAS, the Board of Directors of the Company (the “Board”) recognizes that Executive’s contribution to the growth and success of the Company and its subsidiaries has been substantial; and

interest. The term “For Cause” does not include a termination occasioned by ill-advised good faith judgment or negligence in connection with the Company’s business.

12. Successors to the Corporation. The Company will require any successor or assign (whether direct or indirect, by purchase,

If to the Company:

Raven Industries, Inc.

205 East 6th Street

P.O. Box 5107

Sioux Falls, SD 57117-5107

Attention: President

If to Executive:

Thomas Iacarella

P.O. Box 5107

Sioux Falls, SD 57117-5107

or such other address as either party may have furnished to the other in writing in accordance herewith, except that notices of change of address shall be effective only upon receipt.

17. Counterparts. This Agreement may be executed in one or more counterparts, each of which shall be deemed to be an original but all of which together will constitute one and the same instrument.

EX-10.(G) 5 c83497exv10wxgy.htm SCHEDULE A TO EMPLOYMENT AGREEMENTS exv10wxgy

Exhibit 10(g)

Schedule A to Employment Agreement

In addition to all of the fringe benefits provided to salaried employees, Senior Executive Officers will have the following additional benefits:

1. Insurance premiums will be one-half the amount paid by regular salaried employees, with equal seniority, for all individual and family health coverage. Life, disability and dental insurance coverage will be paid in full.

2. Supplemental health insurance benefits for the officer and his dependents up to 6.5% of the total current base salary.

3. Officers may receive the following memberships:

• Social Membership, Minnehaha Country Club

• Health Club Membership or equivalent in home exercise equipment

4. 100% reimbursement of membership (two season tickets), in the South Dakota Symphony.

5. Inclusion in the Group Life Insurance and A.D. & D. policy at $50,000 of benefits.

6. Outside of the group, individual term policies for each senior executive officer will be provided according to the following schedule:


President and CEO	$	500,000
Vice President and CFO	$	300,000

The above policies are funded by the company for the period of time employed by the company. The officer will have the option to convert or continue at officer’s expense upon termination or retirement.

7. This section applies only to senior executive officers elected before February 1, 2004. In addition, a second-to-die life policy will be provided to each senior executive officer in the amounts listed above. Premiums on this policy will be paid by the company until the policy is fully funded (the point where dividends of the policy are sufficient to pay the entire premium) provided that the officer is employed until “normal retirement” age or qualifies for “early retirement” in accordance with Raven policies and procedures.

Upon the officer’s retirement at the normal retirement age or if qualifying for early retirement in accordance with Raven Policies and Procedures the second-to-die life policy will be paid up by Raven at the time of the officer’s retirement. The premium benefit for the paid up policy will be grossed up at the end of the calendar year.

If the officer terminates employment before qualifying for either normal or early retirement the officer will have the option to continue the policy by paying the premiums or may exercise one of the conversion features available in the policy.

8. Long-term care insurance will be provided to the officer and officer’s spouse.

9. Full pay for sick leave up to a point where disability insurance coverage begins. Disability insurance is 60% of base salary non-integrated with Social Security. Provisions of the actual policy will govern the exact amount of payments.

10. Two additional weeks of paid vacation in addition to the regular established vacation policy.

11. Physical examinations provided by the company will be given on a biennial basis to age 60 on individuals who are asymptomatic, annually if symptomatic. Above age 60 examinations will be annually.

12. Officer’s annual base salary will be grossed up at the end of the calendar year to compensate for any additional payroll and income tax burden created by the treatment of the officer’s benefits under numbers 1, 2, 5, 6, 7, 8 and 11, above, as additional income.

13. Senior Executive Officer Retirement & Benefits

This section applies only to senior executive officers retiring after February 1, 2004. Benefits to officers retiring before that date will not be reduced from the November 14, 2000 policy.

Full retirement benefits will be available to any senior executive officer who retires between the ages of 65 and 70, or who chooses early retirement. Early retirement is defined as the first day of any month after the officer’s years of service, plus attained age equals or exceeds the sum of 80, or any date between then and age 65.

Those benefits are:

(A) Continued group hospital, medical, and dental coverage for the officer, spouse and eligible dependents until the officer attains the eligibility age for Medicare (presently age 65 or disabled). Premiums will be the same rate available to active senior executive officers.

(B) Upon Medicare eligibility, the officer and spouse will be provided supplemental hospital and medical coverage to Medicare which would result in the same coverage that is provided to full-time active officers of the company. This coverage, as well as group dental coverage, will continue for the rest of the officer’s and spouse’s life.

The spouse’s coverage will be discontinued in the event an officer’s spouse remarries after the death of an officer. However, the spouse would then be provided the option of continued coverage by paying the Raven group premium for such coverage.

(C) Upon retirement, supplemental health insurance benefits for the officer

and his dependents will be provided annually for the rest of the officer’s and spouse’s lives at an amount of up to 10% of the officer’s highest total annual compensation (salary and bonus) during any one of the officer’s last 5 years of employment with the company.

(D) Long-term care insurance will continue for the rest of the officer’s and spouse’s life. The spouse’s coverage will be discontinued in the event an officer’s spouse remarries after the death of an officer.

(E) To the extent retirement benefits are included in taxable income, retired senior executive officers who retired after February 1, 1998 will be grossed up at the end of the calendar year to compensate for additional income and payroll tax burden.

EX-10.(H) 6 c83497exv10wxhy.htm EMPLOYMENT AGREEMENT - BARBARA OHME exv10wxhy

Exhibit 10(h)

RAVEN INDUSTRIES, INC.

EMPLOYMENT AGREEMENT FOR

SENIOR MANAGEMENT

AGREEMENT dated as of February 1, 2004, between RAVEN INDUSTRIES, INC., a South Dakota corporation (the “Company”), and Barbara Ohme, (the “Executive”).

WITNESSETH:

WHEREAS, the Board of Directors of the Company (the “Board”) recognizes that Executive’s contribution to the growth and success of the Company and its subsidiaries has been substantial; and

1. Employment. Executive shall continue in the employ of the Company in an executive capacity, with such duties, powers and authority as are assigned to Executive from time to time by the Board.

2. Term. This Agreement shall commence on the date first above written and, except as otherwise provided in paragraph 7, shall continue in effect until terminated by either the Company or Executive on 30 days’ advance written notice, either with or without any reason. Except for such 30-day notice requirement, nothing contained in this Agreement shall affect the Company’s ability to terminate Executive’s employment with or without any reason notwithstanding the preceding. Termination of this Agreement shall not terminate Executive’s benefits or the Executive’s right to benefits under paragraph 4 or 5 if, at the date of termination, Executive has either (i) attained age 65 or (ii) the sum of Executive;’s age (as of his nearest birthday) and years of service with the company (to the nearest whole year) equal 80 or more.

3. Compensation. As full compensation for his services under this Agreement, Executive shall receive such Compensation as determined by the Board, and Executive shall be eligible for such fringe benefits as are provided generally to all Senior Managers of the Company. The fringe benefits provided at the date of this Agreement are listed on Schedule A, attached hereto and made a part hereof. The Company may change or terminate any fringe benefit from time to time while Executive is employed, so long as the change affects all Senior Managers.

(a) Until the later to die of Executive or his spouse, continuation of coverage under the Company’s group hospital, medical and dental plans (“Medical Plan”) for himself, his spouse and eligible dependents (“Covered Group”); provided that if Executive and his spouse are divorced, the benefits for such spouse shall be discontinued; and further provided that if such spouse remarries after the death of Executive, such coverage shall continue for such spouse after the date of remarriage only if the spouse pays to the Company the group premium for such coverage. Prior to a member of the Covered Group becoming eligible for Medicare, the benefits to which that member of the Covered Group is entitled shall be at least equal to the benefits to which that member of the Covered Group would have been entitled under the Medical Plan if Executive’s had not separated from service. Upon eligibility of a member of the Covered Group for Medicare, coverage provided by Medicare shall be primary and the Medical Plan shall provide additional benefits such that the total benefits (i.e., Medicare and the Medical Plan) are at least equal to the benefits that members of the Covered Group would have been entitled under the Medical Plan at Executive’s separation from service.

(b) Until the death of the last to die of Executive or his spouse, payment of uninsured medical expenses (including, but not limited to any deductibles and coinsurance) for Executive, his spouse and his eligible dependents up to an annual limit of 3.5% of Executive’s highest annual compensation (salary and bonus) during any one of his last five calendar years of employment; provided that if Executive and his spouse are divorced, or if such spouse remarries after the death of Executive, such coverage shall be discontinued for such spouse. The medical expenses to be covered and the timing of payment of such medical expenses shall be based on the terms of the Raven Industries, Inc. Executive Supplemental Medical Plan as in effect at the date of Executive’s separation from service. If such plan is not in effect at the date of Executive’s separation from service and has not been replaced by a similar plan, medical expenses reimbursed shall be those expenses that would be deductible under Section 213 of the Internal Revenue Code of 1986 as in effect at the date of this Agreement (without regard to any provisions making such expenses deductible only to the extent they exceed a percentage of adjusted gross income), and all such expenses shall be paid or reimbursed within 15 days after presentation of invoices.

6. Termination For Cause. Notwithstanding paragraphs 2, 4 and 5, if the Company discharges Executive “For Cause” (as defined below) the Company shall not be required

to provide 30 days’ advance written notice of termination and the Company may elect, in its discretion, not to pay the benefits provided under paragraphs 4 and 5. A discharge shall be considered “For Cause” if Executive is terminated from employment for willful misconduct that materially injures or causes a material loss to the Company and a material benefit to Executive or third parties, as for example, by embezzlement, appropriation of corporate opportunity, conversion of tangible or intangible corporate property or the making of agreements with third parties in which Executive or anyone related to or associated with him has a direct or indirect interest. The term “For Cause” does not include a termination occasioned by ill-advised good faith judgment or negligence in connection with the Company’s business.

7. Confidentiality. So long as Executive is employed and thereafter so long as Executive is entitled to and is receiving the benefits to which he is entitled under paragraphs 4 and 5, he may not either directly or indirectly, except in the course of carrying out the business of the Company or as authorized in writing on behalf of the Company, disclose or communicate to any person, individual, firm or corporation, any information of any kind concerning any matters affecting or relating to the business of the Company or any of its subsidiaries, including without limitation, any of the customers, prices, sales, manner of operation, plans, trade secrets, processes, financial or other data of the Company or any of its subsidiaries, without regard to whether any or all of such information would otherwise be deemed confidential or material.

8. Non-Competition. So long as Executive is employed and thereafter so long as Executive is entitled to and is receiving the benefits to which he is entitled under paragraphs 4 and 5, he may not engage or participate directly or indirectly, either as principal, agent, employee, employer, consultant, stockholder, director, co-partner, or any other individual or representative capacity, in the conduct or management of, or own any stock or other proprietary interest in, any business that competes with the business of the Company or any subsidiary of the Company unless he has obtained prior written consent of the Board, except that Executive shall be free without such consent to make investments in any publicly-owned company so long as he does not become a controlling party in such company.

9. Consequences of Violation of Confidentiality of Non-Compete Provision. If the Company, in good faith, determines that Executive has violated paragraph 7 or 8 of this Agreement, then in addition to any remedy the Company may be entitled at law or in equity, it may discontinue payments under paragraphs 4 and 5 upon written notice to Executive of the violation of paragraph 7 or 8.

10. No Affect on Other Contractual Rights. The provisions of this Agreement, and any payment provided for hereunder, shall not reduce any amounts otherwise payable, or in any way diminish Executive’s existing rights, or rights that would accrue solely as a result of the passage of time, under any benefit plan, change in control agreement or other contract, plan or arrangement.

11. Successors to the Corporation. The Company will require any successor or assign (whether direct or indirect, by purchase, merger, consolidation or otherwise) to all or substantially all of the business and/or assets of the Company, by agreement in form and substance satisfactory to Executive, expressly, absolutely and unconditionally to assume and agree to perform this Agreement in the same manner and to the same extent that the Company would be required to perform it if no such succession or assignment had taken place. As used in

this Agreement, “Company” means Raven Industries, Inc. and any subsidiary or successor or assign to its business or assets that otherwise becomes bound by the terms and provisions of this Agreement by operation of law. In such event, the Company shall pay or shall cause such employer to pay any amounts owed to Executive pursuant to this Agreement.

12. Agreement Binding. This Agreement shall inure to the benefit of and be enforceable by Executive’s spouse, personal and legal representatives, executors, administrators, successors, heirs, distributees, devisees and legatees. If Executive dies while any amounts are still payable to him hereunder, all such amounts, unless otherwise provided herein, shall be paid in accordance with the terms of this Agreement to Executive’s spouse, devisee, legatee, or other designee or, if there is no such designee, to Executive’s estate.

13. Notice. For purposes of this Agreement, notices and all other communications provided for in the Agreement shall be in writing and shall be deemed to have been duly given when delivered or when mailed by United States registered mail, return receipt requested, postage prepaid, as follows:


If to the Company:		Raven Industries, Inc.
		P.O. Box 5107
		Sioux Falls, SD 57117-5107
		Attention: Ronald M. Moquist, President and CEO


If to Executive:		Barbara Ohme
		7501 S. Peregrine Place
		Sioux Falls, SD 57108

or such other address as either party may have furnished to the other in writing in accordance herewith, except that notices of change of address shall be effective only upon receipt.

14. Miscellaneous. No provisions of this Agreement may be modified, waived or discharged unless such waiver, modification or discharge is agreed to in a writing signed by Executive and such officer of the Company as may be specifically designated by the Board. No waiver by either party hereto at any time of any breach by the other party of, or compliance with, any condition or provision of this Agreement to be performed by such other party shall be deemed a waiver of similar or dissimilar provision or conditions at the same or at any prior or subsequent time. No agreements or representations, oral or otherwise, express or implied, with respect to the subject matter of this Agreement have been made by either party that are not set forth expressly in this Agreement. This Agreement shall be governed by and construed in accordance with the laws of the state of South Dakota.

15. Validity. The invalidity or unenforceability of any provisions of this Agreement shall not affect the validity or enforceability of any other provision of this Agreement, which shall remain in full force and effect.

16. Counterparts. This Agreement may be executed in one or more counterparts, each of which shall be deemed to be an original but all of which together will constitute one and the same instrument.

17. Fees and Expenses. The Company shall pay all fees and expenses (including reasonable attorney’s fees and costs) that Executive may incur as a result of the Company’s contesting the validity, enforceability or Executive’s interpretation of, or determinations under, this Agreement, regardless of whether the Company is successful in such contest.

     IN WITNESS WHEREOF, the parties have executed this Agreement as of the date and year first above written.

RAVEN INDUSTRIES, INC.

By:
Ronald M. Moquist
President and Chief Executive Officer

EXECUTIVE:

        /s/ Barbara Ohme
Barbara Ohme

EX-10.(I) 7 c83497exv10wxiy.htm CHANGE IN CONTROL AGREEMENT - BARBARA OHME exv10wxiy

Exhibit 10(i)

RAVEN INDUSTRIES, INC.

2001 Change of Control Severance Benefit Plan (revised 02/01/04)

Raven Industries, Inc., a South Dakota corporation (the “Plan Sponsor”) establishes this 2001 Change of Control Severance Benefit Plan effective February 1, 2002 (the “Effective Date”).

Article I

Purpose

The Plan Sponsor establishes this Plan to provide specified severance payments and benefits for certain eligible employees of the Plan Sponsor and its United States subsidiaries (collectively, the “Employers”) upon a “Change of Control” of the Plan Sponsor. The primary purpose of such severance payments is to protect those employees against some of the financial losses that may result from a period of unemployment resulting from the involuntary termination of their employment following a Change of Control of the Plan Sponsor for certain reasons specified in this Plan.

Article II

Definitions

2.1 “Plan” means Raven Industries, Inc.’s 2001 Raven Industries Change of Control Severance Benefit Plan established by the Plan Sponsor pursuant to this instrument as of the Effective Date.

2.2 “Effective Date” means February 1, 2002, the first date on which this Plan is effective. The provisions of this Plan shall apply solely to an Employee whose Separation from Service occurs on or after the Effective Date of this Plan. If an Employee’s Separation from Service occurs prior to the Effective Date of this Plan, that Employee shall be not be entitled to any benefits under the Plan.

2.3 “Plan Sponsor” means Raven Industries, Inc., a South Dakota corporation, and any successor that adopts this Plan.

2.4 “Board” means the Board of Directors of the Plan Sponsor.

2.5 “Change of Control” means and includes any of the following:

(a) “Any person” or “group” (as those terms are defined by the Securities Exchange Act of 1934, as amended (the “Exchange Act”) and the rules and regulations promulgated from time to time thereunder) is or becomes, on or after the Effective Date, the “beneficial owner” (as defined by Rule 13d-3 under the Exchange Act), directly or

-1-

indirectly, of securities of the Plan Sponsor representing thirty percent (30%) or more of the voting power of then outstanding securities of the Plan Sponsor, unless such acquisition was approved by the Board.

(b) The individuals who, as of the date hereof, are members of the Board (the “Existing Directors”), cease, on or after the Effective Date, for any reason, to constitute more than fifty percent (50%) of the number of authorized directors of the Plan Sponsor as determined in the manner prescribed in the Plan Sponsor’s Articles of Incorporation and Bylaws (each as amended); provided, however, that if the appointment, or the election, or nomination for election, by the Plan Sponsor’s stockholders of any new director, was approved by a vote of at least fifty percent (50%) of the Existing Directors, such new director shall be considered an Existing Director; provided further, however, that no individual shall be considered an Existing Director if such individual initially assumed office as a result of either an actual or threatened election contest (as described in Rules 14a-11 or 14a-12(c) promulgated under the Exchange Act) or other actual or threatened solicitation of proxies by or on behalf of anyone other than the Board (a “Proxy Contest”), including by reason of any agreement intended to avoid or settle any election contest or Proxy Contest.

2.6 “Employer” means, individually, the Plan Sponsor and any subsidiary corporations controlled by the Plan Sponsor, except any corporation that does not employ any employees in the United States of America. If any Employer ceases to be controlled by the Plan Sponsor, or substantially all of an Employer’s business assets are sold or otherwise transferred to a party that is not or does not immediately become a participating Employer, the Employer undergoing such change shall automatically cease to be an Employer under this Plan.

2.7 “Plan Administrator” means the Plan Sponsor or the individual or individuals appointed by the Plan Sponsor under Section 7.1.

2.8 “Employee” means an employee of an Employer, excluding any employee who is employed primarily outside the United States of America and is not a United States citizen.

2.9 “Participant” means an Employee who is eligible to participate in the Plan under the terms and conditions of Article III.

2.10 “Regular Compensation” means weekly cash compensation (of the type reflected on the Participant’s W-2 form for a calendar year); including (a) any base salary or hourly wage paid for the most recent week, (b) the average of any bonuses, commissions and incentives paid on a weekly basis over the last complete four weeks; and (c) including in both of the preceding clauses any Elective Contributions that could have been received as Regular Compensation for the applicable periods; but excluding any bonuses, commissions and other incentive pay paid more often than weekly, pay for overtime, gains from stock options or restricted stock, any reimbursements or other expense allowances, moving expenses, deferred compensation payments and fringe benefits (cash and non-cash).

2.10 “Elective Contributions” are amounts excludible from the Employee’s gross income under Code §§125, 402(a)(8), or 402(h) or an individual written agreement to defer

-2-

compensation; and contributed by the Employer (at the Employee’s election) to a Code § 401(k) arrangement, a Code § 125 cafeteria plan or a non-qualified deferred compensation arrangement.

2.11 “Code” means the Internal Revenue Code of 1986, as amended.

2.12 “Year of Service” means each calendar year in which the Participant completes at least 2,000 hours of Service.

2.13 “Service” means any period of time the Employee is in the employ of an Employer, including any period the Employee is on a paid leave of absence, but excluding any service for an Employer before it is acquired by the Plan Sponsor or after the Employer ceases to participate in this Plan.

2.14 “Separation from Service” means the Employee ceases to have any common-law employment relationship with an Employer; and includes (a) a mutual agreement to terminate such employment, and (b) the Employee’s death, voluntary resignation or involuntary discharge by the Employer for any reason whatsoever. However, an Employee does not incur a Separation from Service if he or she remains an Employee of an Employer when it ceases to be a participating Employer.

2.15 “Disability” means the Participant, because of a physical or mental disability, is unable to perform the essential duties of his or her customary position of employment (or is unable to engage in any substantial gainful activity); even if reasonable accommodation is provided (unless such accommodation would cause the Employer to incur undue hardship); and such disability is likely to continue for an indefinite period of time. The determination of disability shall be made by the Plan Administrator in its sole and absolute discretion.

2.16 “Good Cause” means, with respect to a Participant, (a) failure to perform the material duties of the Participant’s employment, (b) any dishonesty or the commission of a misdemeanor adversely affecting any interest of an Employer (or any employees, suppliers or customers of an Employer); (c) the commission of a felony; (d) other conduct directly harmful to the interests of any Employer; (e) a material violation of any provision of an employment contract with the Employer; and (f) while employed by an Employer, being engaged in any occupation (financially or otherwise) in a business that is in competition either directly or indirectly with any Employer. The determination of Good Cause shall be made by the Participant’s Employer in its reasonable discretion.

Article III

Participation

3.1 Eligibility. Each Employee of an Employer classified as a Division Vice-President/General Manager (Vice President—Administration, by November 21, 2003 amendment) or Subsidiary President is eligible to participate in this Plan.

3.2 Excluded Employees. An Employee is an “Excluded Employee” if he or she is employed in one of the following classifications:

-3-

(a) for an Employer that is no longer a participating Employer under this Plan; or

(b) as a member of a collective bargaining unit, unless the collective bargaining agreement provides otherwise. An Employee is a member of a collective bargaining unit if he or she is included in a unit of employees that is represented by a labor organization for purposes of collective bargaining.

If a Participant has not incurred a Separation from Service, but becomes an Excluded Employee, then during the period such individual is an Excluded Employee, he or she shall cease to be a Participant and shall not be eligible for any benefits under this Plan. However, during such period of exclusion, the former Participant will continue to receive credit for each Year of Service with a participating Employer, without regard to employment classification.

If an Excluded Employee who is not a Participant becomes eligible to participate in the Plan by reason of a change in employment classification, he or she will participate in the Plan immediately if he or she has satisfied the eligibility conditions of Section 3.1 and would have been a Participant had he or she not been an Excluded Employee during his excluded period of Service. Furthermore, the Plan takes into account all of the Participant’s Years of Service with any participating Employer as an Excluded Employee.

3.3 Effect of Separation from Service. If a Participant has a Separation from Service and is eligible for any benefits under this Plan as a result of that Separation from Service, he or she remains a Participant until his or her Employer has completed payment of any benefits due the Participant under this Plan, at which time he or she ceases to have any further interest in the Plan.

Article IV

Severance Benefits

4.1 Reasons for Payment of Severance Benefits. If a Participant’s “Qualified Discharge from Service” (as defined in Section 4.2) he or she shall be entitled to receive from his or her Employer the severance benefits set forth in Section 4.3.

4.2 Definition of Qualified Discharge from Service. For purposes of this Plan, the term “Qualified Discharge from Service” means a Separation from Service resulting from the Employer’s involuntary discharge of the Employee for any reason other than the Employee’s death, Disability or Good Cause within the 1-year period following a Change of Control; and shall include a mutual agreement to terminate such employment if the agreement is initiated by the Employer for a reason that is acceptable for a Qualified Discharge from Service.

However, a Participant’s Separation from Service shall not be a Qualified Discharge from Service if the Employer offers the Participant another position of employment for which he or she is qualified, at the same location (or a location within a reasonable commuting distance from the facility at which the Participant has been working) and without any interruption or reduction

-4-

in Regular Compensation due to that event, and the Participant does not accept the offer within a reasonable time.

4.3 Schedule of Benefits. If a Participant is eligible to receive a severance benefit under Section 4.1 as a result of a Qualified Discharge from Service, the Participant shall be entitled to receive the following severance benefits:

(a) The Participant’s accrued, but unused vacation through the effective date of the Qualified Discharge from Service;

(b) One and one-half (1½) weeks of the Participant’s Regular Compensation for each Year of Service; provided, however, that each Participant shall be deemed to have a minimum of [three (3)] Years of Service; provided further, however, that the benefits to be paid under this paragraph (c) shall not extend for more than [12] months from the effective date of the Qualified Discharge from Service on or before the fifth (5^th) day following the date of termination;

(c) Continuation of the Participant’s then-existing health insurance benefits through the last day of the month in which benefits are paid to the Participant under paragraphs (a) and (b) of this Section 4.3; provided, however that such benefits shall not extend beyond 1 year from the effective date of the Qualified Discharge from Service.]

Notwithstanding the preceding benefit schedule, any amount of cash severance benefits otherwise payable to a Participant under this Plan shall be reduced by the amount of any cash severance benefits required to be paid by any of the Employers to the Participant under a written employment contract between the Employer and the Participant.

4.5 Death of a Participant. If a Participant dies after a Separation from Service that entitles him or her to receive severance benefits under this Plan, but before those benefits are paid in full or forfeited, the Participant’s Employer shall make any remaining payments to the Participant’s surviving spouse. If the deceased Participant has no surviving spouse, the Employers are relieved of any responsibility to make any further severance payments under this Plan with respect to the Participant and any unpaid severance benefits otherwise due the deceased Participant shall be forfeited.

Article V

Benefits Not Funded

A Participant’s interest in the Plan is an unsecured forfeitable claim against the general assets of the Participant’s Employer; and no Participant or spouse has any right to any benefit under the Plan until the Plan has distributed the benefit.

Article VI

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Claims Procedures

6.1 Claims. A Participant or a spouse beneficiary (a “Claimant”) may file with the Plan Administrator a written claim for Plan benefits, if the Claimant believes the distribution procedures of the Plan have not provided him or her with the proper benefit under the Plan. The Plan Administrator must render a decision on the claim within 60 days of the Claimant’s written claim for benefits.

The Plan Administrator must provide adequate notice in writing to any Claimant whose claim for Plan benefits has been denied by the Plan Administrator. The Plan Administrator’s notice to the Claimant must set forth:

(a) The specific reason for the denial;

(b) Specific references to pertinent Plan provisions on which the Plan Administrator based its denial;

(c) A description of any additional material and information needed for the Claimant to perfect his or her claim and an explanation of why the material or information is needed; and

(d) That any appeal the Claimant wishes to make of the adverse decision must be made in writing to the Plan Administrator within 75 days after the Claimant receives the Plan Administrator’s notice that the claim is denied. The Plan Administrator’s notice must further advise the Claimant that his of her failure to appeal the decision to the Plan Administrator in writing within the 75-day period will render the Plan Administrator’s determination final, binding and conclusive.

6.2 Appeal of a Denied Claim. If the Claimant appeals to the Plan Administrator, the Claimant (or his or her duly authorized representative) may submit, in writing, whatever issues and comments the Claimant (or his or her duly authorized representative) feels are pertinent. The Claimant or his or her duly authorized representative may review pertinent Plan documents.

Upon receipt of an appeal, The Plan Administrator will re-examine all facts related to the appeal and make a final determination as to whether the denial of benefits is justified under the circumstances. The Plan Administrator must advise the Claimant of its decision within 60 days of the Claimant’s written request for review, unless special circumstances (such as a hearing) would make the rendering of a decision within the 60-day limit unfeasible, but in no event may the Plan Administrator render a decision respecting a denial for a claim for benefits later than 120 days after its receipt of a request for review.

-6-

Article VII

Plan Administration

7.1 Administration. The Plan shall be administered by the Plan Sponsor, except to the extent it delegates certain matters to one or more individuals appointed to act as the Plan Administrator, or to other Employers. The Plan Sponsor shall bear all administrative costs of the Plan, unless it obtains reimbursement from the other Employers.

If the Plan Sponsor does not appoint a Plan Administrator, the Plan Sponsor shall act as the Plan Administrator.

7.2 Powers of Plan Administrator. Except for any discretionary matters to be determined by the Employers under this Plan, the Plan Administrator shall have all powers necessary to administer the Plan, including without limitation the following powers:

(a) to interpret the provisions of the Plan;

(b) to establish and revise the method of accounting for the Plan and to maintain the accounts; and

(c) to prescribe rules and any forms required to administer the Plan.

7.3 Actions of the Employers and Plan Administrator. All determinations, interpretations, rules and decisions of the Plan Sponsor, any other Employer or the Plan Administrator shall be conclusive and binding upon all persons having or claiming to have any interest or right under the Plan.

7.4 Delegation. The Plan Sponsor shall have the power to delegate specific duties and responsibilities to the Plan Administrator, other officers or other employees of the Plan Sponsor, or any Employer or other individuals or entities. Any delegation by the Plan Sponsor may allow further delegations by the individual or entity to whom the delegation is made. Any delegation may be rescinded by the Plan Sponsor at any time. Each person or entity to whom a duty or responsibility has been delegated shall be responsible for the exercise of such duty or responsibility and shall not be responsible for any act or failure to act of any other person or entity.

7.5 Records and Reports. The Plan Administrator shall distribute to each Participant a current summary description of this Plan. The Plan Sponsor, those to whom the Plan Sponsor has delegated duties under the Plan and the other Employers shall keep records of all their proceedings and actions and shall maintain books of account, records and other data as shall be necessary for the proper administration of the Plan in compliance with applicable law.

The Plan Administrator shall make any reports or returns required under applicable laws or regulations.

-7-

7.6 Finances. The costs of the Plan shall be borne entirely by the Employers as provided herein.

Article VIII

Amendment and Termination

8.1 Amendment. The Plan Sponsor reserves the right to amend or to terminate the Plan at any time by resolution of its Board. The Board will determine the effective date of any amendment.

8.2 No Rights to Employment or Future Benefits. This Plan does not confer any right to future employment by the Participant. Benefits under the Plan are not vested and are completely forfeitable.

Article IX

Miscellaneous

9.1 Benefits Not Assignable. No Participant or spouse beneficiary may assign, transfer or pledge any benefits under this Plan. Any attempt to assign, transfer or pledge any benefits under this Plan shall be void.

9.2 Benefit. This Plan is binding upon and benefits each of the Employers, its successors and assigns; and each Participant and his or her surviving spouse (if any), heirs and legal representatives.

9.3 Withholding and Payroll Taxes. The Employers may withhold the appropriate payroll taxes from any severance payments made under this Plan.

THIS PLAN has been duly adopted by the Plan Sponsor, on behalf of the Employers, on this day of , 200 , but effective only as of the Effective Date.

Raven Industries, Inc.

By:
Ronald M. Moquist
Its: President and Chief Executive Officer

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EX-13 8 c83497exv13.htm 2004 ANNUAL REPORT TO SHAREHOLDERS exv13

EXHIBIT 13

Business Profile

Founded in 1956, Raven today is an industrial manufacturer with four operating units. The company has divested lower-performing assets, simplified its product bases, and enhanced profitability (cash return on invested capital) and shareholder value–a strategy of “Improve, innovate, grow.”

Operating Unit Products Markets Competitive Strengths Flow Controls c Computerized control c Agriculture OEMs and c Market leader for hardware and software for sprayer manufacturers ag sprayer controls precision farmingc Marine navigation c Strong brand recognition c Leading developer of and distribution network GPS-based control c New Precision Solutions(TM) systems product line c Precision application of pesticides, fertilizer and road de-icers Engineered Films c Rugged reinforced plastic c Manufactured housing c Vertically integrated sheeting and RVs manufacturing capabilities cTemporary grain covers for c Broad product line agriculture c Superior target marketing cTemporary building c High productivity and low-construction enclosures cost structure cPond lining and containment for oil exploration c High-altitude research c NASA c Sole source in US for balloons c Universities scientific balloons c Worldwide reputation for leadership Electronic Systems c Electronics Manufacturing c Primarily industrial OEMs c Advanced manufacturing, Services (EMS) in North America technology cFortune 500 companies c Full-service provider, from that contract their low-engineering and volume, high-mix manufacturing to customer production service c ISO 9001 Aerostar c Military cargo parachutes c US military, homelandc Reputation for innovation c Government service defense and foreign and quality uniforms governments c Best technology c Custom-shaped inflatables c Promotional and advertising markets, including Disney and Macy’s

(RAVEN 2004 ANNUAL REPORT TABLE)

RAVEN 2004 Annual Report page 1

Eleven-Year Financial Summary


	For the years ended January 31,
Dollars in thousands, except per-share data	2004			2003			2002
OPERATIONS FOR THE YEAR
Net sales
Ongoing operations	$	142,727		$	119,589		$	112,018
Sold businesses^(a)		—			1,314			6,497
Total		142,727			120,903			118,515
Gross profit		33,759			27,515			23,851
Operating income
Ongoing operations		21,981			16,861			13,788
Sold businesses^(a)		(355	)		204			(613	)
Total		21,626			17,065			13,175
Income before income taxes		21,716			17,254			13,565
Net income	$	13,836		$	11,185		$	8,847
Net income % of sales		9.7	%		9.3	%		7.5	%
Net income % of beginning equity		23.8	%		21.5	%		18.4	%
Cash dividends	$	3,075		$	2,563		$	2,371
FINANCIAL POSITION
Current assets	$	55,710		$	49,351		$	45,308
Current liabilities		11,895			13,167			13,810
Working capital	$	43,815		$	36,184		$	31,498
Current ratio		4.68			3.75			3.28
Property, plant and equipment	$	15,950		$	16,455		$	14,059
Total assets		79,508			72,816			67,836
Long-term debt, less current portion		57			151			280
Shareholders’ equity	$	66,471		$	58,236		$	52,032
Long-term debt / total capitalization		0.1	%		0.3	%		0.5	%
Inventory turnover (CGS / year-end inventory)		6.5			4.4			5.0
CASH FLOWS PROVIDED BY (USED IN)
Operating activities	$	19,732		$	12,735		$	18,496
Investing activities		(4,352	)		(9,166	)		(13,152	)
Financing activities		(6,155	)		(5,830	)		(8,539	)
Increase (decrease) in cash		9,225			(2,261	)		(3,195	)
COMMON STOCK DATA
Net income per-share — basic	$	1.53		$	1.22		$	0.95
Net income per-share — diluted		1.50			1.20			0.93
Cash dividends per-share		0.34			0.28			0.25
Book value per-share		7.37			6.42			5.65
Stock price range during year
High	$	30.45		$	18.40		$	11.75
Low		15.12			8.75			6.04
Close	$	28.21		$	15.81		$	11.28
Shares outstanding, year-end (in thousands)		9,021			9,066			9,212
Number of shareholders, year-end		3,560			2,781			2,387
OTHER DATA
Price / earnings ratio		18.8			13.2			12.1
Average number of employees		770			758			838
Sales per employee	$	185		$	160		$	141
Backlog	$	47,120		$	42,826		$	33,834

All per-share, shares outstanding and market price data reflect the January 2003 two-for-one stock split and the July 2001 three-for-two stock split. All other figures are as reported.

Price / earnings ratio is determined as closing stock price divided by net income per share-diluted.

(a) During the second quarter of fiscal 2003, the company sold its Beta Raven Industrial Controls Division. In fiscal 2001, 2000 and 1996, the company sold its Plastic Tank, Glasstite and Astoria businesses, respectively.

(b) Includes $2.6 million of business repositioning charges, net of gains on plant sales, primarily in Electronic Systems Division and Aerostar.

page 14 RAVEN 2004 Annual Report


For the years ended January 31,
2001^(g)			2000^(g)			1999^(g)			1998^(g)			1997^(g)			1996^(g)			1995^(g)			1994^(g)


$	113,360		$	107,862		$	108,408		$	104,489		$	101,869		$	84,379		$	87,458		$	88,608
	19,498			42,523			46,798			47,679			39,576			38,010			35,889			34,279
	132,858			150,385			155,206			152,168			141,445			122,389			123,347			122,887
	21,123			24,217			24,441			24,929			25,287			22,660			23,968			23,574

	7,417	^(b)		7,971			8,220			9,555			9,321			7,692			10,470			8,054
	3,331	^(c)		2,606	^(d)		1,453			1,007			2,650			1,869			466	^(f)		2,386
	10,748			10,577			9,673			10,562			11,971			9,561			10,936			10,440
	10,924			10,503			9,649			12,540	^(e)		11,915			9,566			9,372			10,638
$	6,411	^(b)(c)	$	6,762	^(d)	$	6,182		$	8,062		$	7,688		$	6,197		$	6,088	^(f)	$	6,954
	4.8	%		4.5	%		4.0	%		5.3	%		5.4	%		5.1	%		4.9	%		5.7	%
	11.8	%		10.9	%		10.0	%		14.2	%		15.6	%		13.6	%		14.8	%		19.6	%
$	2,399		$	2,895		$	2,944		$	2,709		$	2,367		$	2,130		$	1,843		$	1,545

$	51,817		$	55,371		$	60,279		$	57,285		$	56,696		$	45,695		$	43,795		$	45,037
	13,935			14,702			15,128			17,816			20,016			14,771			15,078			16,088
$	37,882		$	40,669		$	45,151		$	39,469		$	36,680		$	30,924		$	28,717		$	28,949
	3.72			3.77			3.98			3.22			2.83			3.09			2.90			2.80
$	11,647		$	15,068		$	19,563		$	19,817		$	18,142		$	18,069		$	18,570		$	13,371
	65,656			74,047			83,657			82,066			80,662			67,553			65,636			60,597
	2,013			3,024			4,572			1,128			3,181			2,816			4,179			2,539
$	47,989		$	54,519		$	62,293		$	61,563		$	56,729		$	49,151		$	45,526		$	41,100
	4.0	%		5.3	%		6.8	%		1.8	%		5.3	%		5.4	%		8.4	%		5.8	%
	5.9			5.2			4.9			4.8			4.5			4.1			4.4			4.4

$	9,441		$	10,375		$	8,326		$	9,274		$	7,088		$	9,687		$	7,452		$	11,257
	9,752			6,323			(3,127	)		(4,979	)		(5,090	)		(4,158	)		(10,000	)		(5,908	)
	(14,227	)		(16,326	)		(2,714	)		(4,884	)		(2,363	)		(4,029	)		406			(2,042	)
	4,966			372			2,485			(589	)		(365	)		1,500			(2,142	)		3,307

$	0.62		$	0.52		$	0.43		$	0.55		$	0.54		$	0.44		$	0.43		$	0.49
	0.62			0.52			0.43			0.55			0.54			0.43			0.42			0.48
	0.23			0.22			0.21			0.19			0.17			0.15			0.13			0.11
	5.06			4.64			4.42			4.25			3.91			3.47			3.20			2.92

$	6.95		$	6.08		$	7.58		$	8.58		$	7.83		$	6.92		$	8.17		$	7.83
	3.75			4.50			5.08			6.54			5.33			5.17			6.00			6.00
$	6.08		$	4.79		$	5.33		$	7.54		$	7.50		$	6.42		$	6.25		$	6.67
	9,478			11,748			14,082			14,472			14,508			14,148			14,205			14,082
	2,460			2,749			3,014			3,221			3,011			3,190			3,031			3,173

	9.8			9.2			12.4			13.7			13.9			14.9			14.9			13.9
	1,043			1,320			1,445			1,511			1,387			1,368			1,414			1,435
$	127		$	114		$	107		$	101		$	102		$	89		$	87		$	86
$	38,239		$	44,935		$	47,431		$	47,154		$	38,102		$	32,539		$	29,661		$	36,403

(c) Includes the $3.1 million pretax gain ($1.4 million net of tax) on the sale of the company’s Plastic Tank Division.

(d) Includes the $1.2 million pretax gain ($764,000 net of tax) on the sale of assets of the company’s Glasstite subsidiary.

(e) Includes the $1.8 million pretax gain ($1.2 million net of tax) on sale of an investment in an affiliate.

(f) Includes $1.8 million of business repositioning charges at the company’s Beta Raven Industrial Controls Division.

(g) Amounts for these years are unaudited.

RAVEN 2004 Annual Report page 15

Business Segments


	For the years ended January 31
Dollars in thousands	2004			2003			2002			2001⁽ⁱ⁾			2000⁽ⁱ⁾			1999⁽ⁱ⁾

FLOW CONTROLS DIVISION
Sales	$	35,059		$	28,496		$	23,178		$	16,758		$	13,520		$	15,311
Operating income		8,254			6,897			5,509	^(b)		3,985			2,873			2,810
Assets		19,304			21,483			20,313			9,578			7,096			8,553
Capital expenditures		341			729			677			327			202			501
Depreciation & amortization		1,004			948			443			353			351			329
ENGINEERED FILMS DIVISION
Sales	$	46,408		$	39,975		$	40,280		$	40,004		$	35,889		$	32,514
Operating income		11,701			11,447			9,886			8,810			7,464			5,836
Assets		18,108			18,507			14,847			13,031			13,472			13,177
Capital expenditures		1,707			4,111			3,182			674			792			566
Depreciation & amortization		1,664			1,495			1,085			1,033			1,075			1,136
ELECTRONIC SYSTEMS DIVISION
Sales	$	44,307		$	38,589		$	32,289		$	32,039		$	30,176		$	24,958
Operating income (loss)		5,797			4,022			2,264			(542	)^(d)		1,632			2,322
Assets		14,975			14,528			13,910			15,359			18,846			15,591
Capital expenditures		841			395			774			1,492			1,168			1,399
Depreciation & amortization		850			978			1,101			1,089			1,032			959
AEROSTAR
Sales	$	16,953		$	12,529		$	16,271		$	24,559		$	28,277		$	35,625
Operating income (loss)		1,954	^(a)		(405	)		1,278	^(c)		1,583			2,092			2,724
Assets		5,589			5,769			5,994			7,361			11,307			14,446
Capital expenditures		135			539			252			122			117			308
Depreciation & amortization		383			354			263			280			372			464
SOLD BUSINESSES^(g)
Sales	$	—		$	1,314		$	6,497		$	19,498		$	42,523		$	46,798
Operating income (loss)		(355	)		204			(613	)		3,331	^(e)		2,606	^(f)		1,453
Assets		—			—			1,102			4,805			13,475			22,048
Capital expenditures		—			7			52			246			1,172			1,585
Depreciation & amortization		—			20			76			718			1,831			2,004
REPORTABLE SEGMENTS TOTAL
Sales	$	142,727		$	120,903		$	118,515		$	132,858		$	150,385		$	155,206
Operating income		27,351	^(a)		22,165			18,324	^{(b,c )}		17,167	^(d,e)		16,667	^(f)		15,145
Assets		57,976			60,287			56,166			50,134			64,196			73,815
Capital expenditures		3,024			5,781			4,937			2,861			3,451			4,359
Depreciation & amortization		3,901			3,795			2,968			3,473			4,661			4,892
CORPORATE & OTHER^(h)
Operating (loss)	$	(5,725	)	$	(5,100	)	$	(5,149	)	$	(6,419	)	$	(6,090	)	$	(5,472	)
Assets		21,532			12,529			11,670			15,522			9,851			9,842
Capital expenditures		306			252			157			229			188			247
Depreciation & amortization		244			171			177			194			223			241
TOTAL COMPANY
Sales	$	142,727		$	120,903		$	118,515		$	132,858		$	150,385		$	155,206
Operating income		21,626	^(a)		17,065			13,175	^(b,c)		10,748	^(b,c)		10,577	^(f)		9,673
Assets		79,508			72,816			67,836			65,656			74,047			83,657
Capital expenditures		3,330			6,033			5,094			3,090			3,639			4,606
Depreciation & amortization		4,145			3,966			3,145			3,667			4,884			5,133

(a) Includes $182,000 of pretax gain on plant sale.

(b) Includes a $550,000 in-process research and development charge, related to the Starlink acquisition.

(c) Includes $414,000 of pretax gains on plant sales.

(d) Includes $1.8 million of business repositioning charges in the Electronic Systems Division and $2.6 million for the total company.

(e) Includes a $3.1 million pretax gain on the sale of the company’s Plastic Tank Division.

(f) Includes a $1.2 million pretax gain on the sale of the company’s Glasstite business.

(g) Operating income for sold businesses includes administrative expenses directly attributable to the sold businesses.

(h) Operating loss consists of administrative expenses — assets are principally cash, investments, deferred taxes and notes receivable.

(i) Amounts for 2001, 2000 and 1999 are unaudited.

page 16 RAVEN 2004 Annual Report

Financial Review and Analysis

RESULTS OF OPERATIONS

The following table presents comparative financial performance for the past three years:


	For the years ended January 31
	2004							2003							2002
				%		%					%		%					%		%
Dollars in thousands, except per-share data				Sales		Change					Sales		Change					Sales		Change

Net sales	$	142,727			100.0		+18.1	$	120,903			100.0		+ 2.0	$	118,515			100.0		–10.8
Gross profit		33,759			23.7		+22.7		27,515			22.8		+15.4		23,851			20.1		+12.9
Operating expenses		11,960			8.4		+12.5		10,629			8.8		– 3.7		11,043			9.3		–20.5
Loss (gain) on sale of businesses and assets		173							(179	)						(367	)
Operating income		21,626			15.2		+26.7		17,065			14.1		+29.5		13,175			11.1		+22.6
Income before income taxes		21,716			15.2		+25.9		17,254			14.3		+27.2		13,565			11.4		+24.2
Income taxes		7,880			5.5		+29.8		6,069			5.0		+28.6		4,718			4.0		+ 4.5
Net income	$	13,836			9.7		+23.7	$	11,185			9.3		+26.4	$	8,847			7.5		+38.0
Net income per-share — diluted	$	1.50					+25.0	$	1.20					+29.0	$	0.93					+50.0
Effective income tax rate		36.3	%				+ 3.1		35.2	%				+ 1.1		34.8	%				–15.8

EXECUTIVE SUMMARY

Consolidated Operating Results

Company performance reached new highs in fiscal 2004, surpassing fiscal 2003’s record-setting results with $13.8 million in net income and $1.50 of earnings per diluted share. This represents growth in net income and diluted earnings per share of $2.6 million and $0.30, respectively. All the divisions performed better than the prior fiscal year, both at the sales and operating income levels. Sales increased as a result of new product introductions and market share gains. Results for fiscal 2003 were also a record, with net income increasing $2.3 million, to $11.2 million, or $1.20 per diluted share.

During fiscal 2004, the board of directors elected to increase dividends twice, from 7 cents per share to 8 cents effective for the first- and second-quarter payments, and to 9 cents in August for the third and fourth quarters. On March 9, 2004, the quarterly dividend was increased again, to 11 cents per share, helping to meet the 30% dividend payout target the company had previously set. A special dividend of $1.25 per share was also declared, payable in May 2004, which will total approximately $11 million. In fiscal 2003, the company split the stock two-for-one, and increased dividends from 6.5 cents to 7.0 cents per share. Capital expenditures totaled over $3.0 million for fiscal 2004, after spending $6.0 million in fiscal 2003, principally for construction of an extrusion line and additional warehouse space for the Engineered Films segment. Fiscal 2005 capital expenditures are anticipated to exceed $10 million, with over half of that directed towards new extrusion technology and warehouse capacity for Engineered Films.

Management has planned for fiscal 2005 to be another year of double-digit sales and profit growth, with earnings for the first half relatively flat. The flat earnings are anticipated because the Flow Controls segment will not see a repeat of the special chemical-injection systems sale that totaled $6.0 million in the first half of fiscal 2004.

The following discussion highlights the consolidated operating results. Results at the divisional and subsidiary level are more fully explained in the segment discussions that follow. In addition, the company has undertaken divestitures and repositioning activities in the past three fiscal years which are more fully explained under “Divestitures and Repositioning Activities.”

Fiscal 2004 versus fiscal 2003

The company’s net sales of $142.7 million topped fiscal 2003 net sales of $120.9 million by $21.8 million. This 18.1% increase is a result of all the divisions achieving sales growth over fiscal 2003. Operating income grew 26.7% to $21.6 million as a result of increased gross profits in all the divisions. Flow Controls boasted a $6.6 million sales increase to $35.1 million on increased special-order chemical injection system sales and new product sales and its operating income reached $8.3 million. Engineered Films sales of $46.4 million were up 16.1% over fiscal 2003, but material pricing pressures kept operating income relatively flat at $11.7 million. Electronic Systems increased sales 14.8% to $44.3 million while growing operating income to $5.8 million, or 44.1%, from a selective customer base generating new and expanded orders. Aerostar effected a strong turnaround, increasing sales from $12.5 million to $17.0 million, and moving from an operating loss position in fiscal 2003 to operating income

RAVEN 2004 Annual Report page 17

of $2.0 million in fiscal 2004, largely due to a US Army cargo parachute contract. Fiscal 2003 results also included $1.3 million in net sales and $204,000 of operating income related to operations of Sold Businesses. Fiscal 2004 results include no sales and an operating loss of $355,000 for ongoing environmental and legal liabilities associated with previously sold businesses.

Fiscal 2003 versus fiscal 2002

Net sales of $120.9 million and operating income of $17.1 million represented 2.0% and 29.5% growth over fiscal 2002. Flow Controls had a solid year with a $5.3 million increase in net sales and $1.4 million growth in operating income, principally as a result of the Starlink acquisition. Engineered Films’ sales were flat at $40.0 million, but strong gross profits resulted in a 15.8% increase in operating income to $11.4 million. Electronic Systems had the largest increase in sales, up $6.3 million to $38.6 million while operating income climbed 77.7% to $4.0 million, due in part to the System Integrators acquisition and operating efficiencies. Aerostar’s net sales were negatively impacted by the withdrawal from the cold-weather outer-wear business, declining $3.7 million to $12.5 million, which, along with dropping gross profits, resulted in an operating loss of $405,000 compared to income of $1.3 million for fiscal 2002. Sold businesses’ net sales dropped $5.2 million to $1.3 million and contributed $204,000 of operating income.

FISCAL 2004 PERFORMANCE MEASURES

The company’s net income was 9.7% of net sales for fiscal 2004. In terms of average assets, net income was 18.2%. This highlights the company’s effective use of its assets to generate income. Finally, as a percent of beginning equity for fiscal 2004, net income was 23.8%, underscoring the value generated for shareholders.


	2004			2003			2002			2001			2000			1999
Net income as % of
Net sales		9.7	%		9.3	%		7.5	%		4.8	%		4.5	%		4.0	%
Average assets		18.2	%		15.9	%		13.3	%		9.2	%		8.6	%		7.4	%
Beginning equity		23.8	%		21.5	%		18.4	%		11.8	%		10.9	%		10.0	%

DIVESTITURES AND OTHER REPOSITIONING ACTIVITIES

Over the past three years, the company has closed and downsized business units that did not provide proper returns on investment.While the company will continue to review the utilization of invested capital, management believes this activity was substantially completed in fiscal 2003.

Fiscal 2004 Activities

Fiscal 2004 divestiture activities were limited to the sale, by the company’s Aerostar subsidiary, of a sewing plant closed in fiscal 2003. The sale of that plant and its related equipment resulted in cash proceeds of $196,000 and a pretax gain of $182,000. This gain was offset by a $355,000 loss from increased liabilities for environmental or legal issues related to previously sold businesses, as estimated by the company and its advisors.

Fiscal 2003 Activities

During fiscal 2003, the former Beta Raven Industrial Controls Division was sold. A pretax gain of $104,000 and $577,000 of cash proceeds were realized on the completion of the disposal of that subsidiary. An Aerostar sewing plant was closed during the third quarter as well. The remainder of the pretax net gain of $179,000 related to the collection of a previously discounted note receivable, net of increased anticipated costs from ongoing environmental and legal liabilities from previously sold businesses.

Fiscal 2002 Activities

In fiscal 2002, the company recorded a net pretax gain of $367,000 related to the sale of its former Sportswear Division warehouse and the closure of its remaining Plastic Tank Division operations in Tacoma, Washington. The company also incurred $249,000 of pretax charges to reposition the Industrial Controls Division of Beta Raven, including the closing of its Alabama plant. This charge was included in cost of goods sold in the Sold Businesses segment.

page 18 RAVEN 2004 Annual Report

Sold Businesses

Fiscal 2003 net sales from Sold Businesses of $1.3 million were entirely composed of Beta Raven Industrial Controls Division operations. Operating income totaled $204,000 which included $179,000 of gains on asset sales. Net sales from Sold Businesses in fiscal 2002 were $6.5 million with $3.0 million from Beta Raven and $3.5 million from the Plastic Tank Division. Operating losses were $613,000 with $47,000 of losses on asset sales.

RESULTS OF OPERATIONS
SALES AND OPERATING INCOME BY SEGMENT

2004

2003

2002

Dollars in thousands

amount

change

amount

change

amount

change

SALES

Flow Controls

35,059

+23.0

28,496

+22.9

23,178

+38.3

Engineered Films

46,408

+16.1

39,975

– 0.8

40,280

+ 0.7

Electronic Systems

44,307

+ 14.8

38,589

+19.5

32,289

+ 0.8

Aerostar

16,953

+35.3

12,529

–23.0

16,271

–33.7

Total ongoing

142,727

+19.3

119,589

+ 6.8

112,018

– 1.2

Sold businesses

—

1,314

–79.8

6,497

–66.7

Total

142,727

+18.1

120,903

+ 2.0

118,515

–10.8


	2004					2003						2002
				%					%						%
Dollars in thousands	amount			sales		amount			sales			amount			sales

OPERATING INCOME (LOSS)
Flow Controls	$	8,254			23.5	$	6,897			24.2		$	5,509			23.8
Engineered Films		11,701			25.2		11,447			28.6			9,886			24.5
Electronic Systems		5,797			13.1		4,022			10.4			2,264			7.0
Aerostar		1,954			11.5		(405	)		(3.2	)		1,278			7.9
Corporate expenses		(5,725	)				(5,100	)					(5,149	)

Total ongoing		21,981			15.4		16,861			14.1			13,788			12.3
Sold businesses		(355	)				204						(613	)

Total	$	21,626			15.2	$	17,065			14.1		$	13,175			11.1

FLOW CONTROLS

The Flow Controls Division (FCD) provides electronic speed and Global Positioning System (GPS)-based, location-compensated application-control products for the agriculture, marine navigation and other niche markets.

(FLOW CONTROL BAR CHART)

Fiscal 2004 versus fiscal 2003

Net sales of $35.1 million grew 23.0% from fiscal 2003 net sales of $28.5 million. Shipments of $6.0 million under a special order for chemical injection systems during the first half of fiscal 2004 were $2.8 million higher than fiscal 2003 shipments. The division’s precision agriculture distribution plan, comprised of new product introductions, improvements on existing products and an expanded customer base, helped drive the remaining growth. Operating income of $8.3 million surpassed fiscal 2003 operating income by $1.4 million. Higher sales levels in turn produced increased gross profits, but were partially offset by a $678,000, or 39.5%, increase in selling expenses. As a percentage of net sales, gross profits were 30.4% as compared to 29.8% for fiscal 2003. Selling expenses rose sharply from personnel and advertising costs associated with the new precision agriculture distribution plan. Additionally, fiscal 2003 bad debt expense was favorable due to the collection of a receivable for which an allowance had previously been established.

Fiscal 2003 versus fiscal 2002

Fiscal 2003 net sales growth of $5.3 million over fiscal 2002 net sales was propelled mainly by the Starlink acquisition and new product sales. The increase also resulted in higher gross profits, which grew $1.4 million, and combined with a slight decrease in expenses, resulted in operating income of $6.9 million. Selling expenses increased with additional advertising, travel and consulting costs, mostly offset by a credit for bad debt expense due to collection. Gross profits as a percentage of net sales for fiscal 2003 were 29.8%. The fiscal 2002 gross profit percentage was 30.5%, negatively impacted 2.4 percentage

RAVEN 2004 Annual Report page 19

points due to a $550,000 write-off of acquired research and development costs. The margin decline from fiscal 2002 to fiscal 2003 is due to higher fixed costs which increased as a result of the Starlink acquisition, whose operations concentrate heavily on research and development.

Prospects

The division will continue to emphasize its precision agriculture distribution and marketing plans. FCD is committed to continued focus on improving current products, developing new solutions, and broadening the dealer network. Gaining more market share in the precision agriculture arena will be challenging as competition continues to increase and may cause pricing and margin pressures. The lack of a new chemical injection system special order leaves a substantial gap to fill, and will be particularly evident in the first half of fiscal 2005. The improving farm economy in the United States, and continued success of our precision agriculture initiative, may be sufficient to overcome this first-half shortfall by the end of fiscal 2005. The division remains strong and a key component of the company’s overall success.

ENGINEERED FILMS

The Engineered Films Division (EFD) produces rugged reinforced plastic sheeting for industrial, construction, manufactured housing and agriculture applications and high altitude balloons for public and commercial research.

(ENGINEERED FILMS BAR CHART)

Fiscal 2004 versus fiscal 2003

The division’s net sales exceeded fiscal 2003 net sales by $6.4 million to reach $46.4 million. The current fiscal year saw an upturn in pit-lining, industrial-market sales, and vapor-barrier sales. A new extrusion line added late in fiscal 2003 is operating according to plan, at approximately one-third capacity, and the expanded product offerings account for a large percentage of the overall sales increase.

Research balloon sales dropped $1.1 million (22.7%) while construction sales remained steady and agriculture sales increased. Despite the sales growth, gross profits increased only 3.9%. Combined with a $237,000, or 11.9%, increase in selling expenses, operating income increased only $254,000. Selling expenses grew as a result of additional sales personnel as the division works to expand its new product sales and market penetration. As a percentage of net sales, gross profits declined from 33.7% to 30.1%. This reflects the fluctuation in raw material costs between the years, although the division adjusts selling prices whenever possible to pass along the increases.

Fiscal 2003 versus fiscal 2002

EFD’s fiscal 2003 net sales of $40.0 million were $305,000 below fiscal 2002 net sales. The markets for pit lining were depressed by reduced oil and gas exploration, while landfill and manufactured housing demand were also below fiscal 2002. Research balloon sales increased 8.8%, and combined with continued strength in the industrial and construction markets, helped to offset some of the shortfall. Operating income of $11.4 million grew $1.6 million over fiscal 2002, a result of low raw material costs that helped drive up gross profits. As a percentage of sales, gross profits increased from 29.1% to 33.7% on lower costs. Partially offsetting that growth was a 13.1% increase in selling expenses, or $231,000, due to higher personnel costs and product improvement expenses.

Prospects

EFD continues to develop new products to fully utilize its extrusion capacity. New products typically carry lower gross profit margins during their introduction into the market-place; however, margins should rise as the products mature and capacity is utilized. Volatility in resin prices can also impact gross profit rates. The division expects to see sales increase in the 10% range with operating income rising along with revenues. Management continues to invest in this division with new extrusion technology and warehouse capacity, still in the planning stage, scheduled to come on-line late in fiscal 2005 or early in fiscal 2006.

page 20 RAVEN 2004 Annual Report

ELECTRONIC SYSTEMS

The Electronic Systems Division (ESD) is a total-solutions provider of electronics manufacturing services, primarily to North American original equipment manufacturers.

(ELECTRONIC SYSTEMS BAR CHART)

Fiscal 2004 versus fiscal 2003

Division net sales rose 14.8%, or $5.7 million, to $44.3 million over fiscal 2003 net sales. Increased demand for our customers’ products fueled the increase. The division strives to maintain a small but profitable, efficient and selective customer base, and works with these customers to obtain order renewals and new orders as older orders end. Operating income increased $1.8 million over fiscal 2003 operating income of $4.0 million. Gross profit growth was the main contributor, as selling expenses remained relatively flat. Gross profit margins improved from 12.4% in fiscal 2003 to 14.8% in 2004. ESD’s fourth quarter gross profit rate of 13.8% reflected start-up costs related to new customers. The improvement for the full year is a result of production efficiencies and better capacity utilization.

Fiscal 2003 versus fiscal 2002

ESD increased sales 19.5% over fiscal 2002 to reach $38.6 million. Much of the growth is attributable to customers retained from the System Integrators acquisition of December 2001, and sales from the former Beta Raven electronics manufacturing services operations folded into ESD during fiscal 2002. Government contract sales were lower than fiscal 2002, partially offsetting the growth. Operating income for the division reached $4.0 million versus operating income of $2.3 million for fiscal 2002. The growth is attributable to an increase in gross profits, countered by a $126,000 (20.2%) increase in selling expenses.

Selling expenses increased from higher personnel costs. Bad debt expense in fiscal 2002 was favorably impacted by a $92,000 bad debt that was recovered. As a percentage of net sales, gross profits improved from 8.7% to 12.4%. Higher sales, continued focus on improving efficiencies, better utilization rates and a better customer base drove the increase.

Prospects

The division has built solid relationships with its customer base that should continue to provide growth opportunities throughout fiscal 2005. Overall, the division looks for growth in excess of 10% for fiscal 2005, with increases coming from existing accounts and the addition of one or two new customers. Better utilization of capacity and efficiency improvements are expected to increase operating income at a faster pace.

(AEROSTAR BAR CHART)

AEROSTAR

The Aerostar segment manufactures military cargo parachutes, government service uniforms and custom-shaped inflatable products.

Fiscal 2004 versus fiscal 2003

Aerostar had a strong turnaround in fiscal 2004, pulling net sales up 35.3% over fiscal 2003 results, to $17.0 million. Shipments under the US Army cargo parachute contract secured in fiscal 2003 increased $6.0 million, offsetting the loss in sales from discontinued outerwear lines and lower advertising-inflatables sales. Operating income of $2.0 million displayed a similarly strong turnaround as compared to a $405,000 loss in fiscal 2003, driven by gross profit increases and selling expense decreases. The restructuring that the subsidiary has undergone in the past three fiscal years has resulted in the elimination of cold-weather outerwear business and a diminished focus on hot-air balloon sales.

RAVEN 2004 Annual Report page 21

Operating income includes a $182,000 gain on the sale of a sewing plant closed in fiscal 2003. Gross profits increased as a percentage of sales from 4.5% to 15.0%, largely on the strength of the cargo parachute contract and improved margins on other sewn and sealed products. Fiscal 2003 profits were also depressed by $306,000 of inventory obsolescence charges on hot air balloon and apparel operations and start-up costs incurred for parachute manufacturing.

Fiscal 2003 versus fiscal 2002

Fiscal 2003 net sales dropped $3.7 million from the fiscal 2002 net sales level of $16.3 million. The withdrawal from the cold-weather outerwear market was responsible for most of the decline. Hot-air balloon sales were lower and inflatable display purchases were depressed by lower advertising spending by customers. Operating losses reached $405,000, down from an operating income level of $1.3 million in fiscal 2002. A decrease in gross profits drove most of the decline, along with the inclusion in fiscal 2002 operating income of a $414,000 gain on the sale of a building. As a percentage of sales, gross profits declined to 4.5% compared to 11.9% for fiscal 2002. Besides the lower sales levels, inventory obsolescence charges, parachute contract start-up costs and increased product liability costs negatively impacted gross profits.

Prospects

Aerostar has positioned itself for further growth in fiscal 2005. Its current backlog position indicates sales growth in the 10% range. Additional sales growth should improve plant utilization and productivity, driving operating income even higher. New orders secured for parachutes and inflatable military decoys provide a basis for continuing optimism as Aerostar solidifies its product strategy.

(NET OPERATING MARGIN BAR CHART)

EXPENSES, INCOME TAXES AND OTHER

Corporate expenses increased 12.3% over fiscal 2003 to $5.7 million for fiscal 2004. Personnel costs accounted for nearly half of the growth, a result of additional staff and increased compensation and insurance expenses. As a percentage of sales, expenses declined slightly. Expenses were relatively flat in fiscal 2003 as compared to fiscal 2002, declining $49,000. Interest expense increased slightly from $63,000 in fiscal 2003 to $70,000 for fiscal 2004. The company’s main expense was interest on capital leases and deferred acquisition payments from the Starlink and System Integrators acquisitions as no borrowings were made in fiscal 2004. In addition, interest expense was incurred on payments related to a previously accrued tax dispute settlement. Between fiscal 2002 and fiscal 2003, interest expense declined $66,000 due to reduced debt levels from the prepayment of notes. Other income declined from $519,000 for fiscal 2002 to $252,000 and $160,000 in fiscal 2003 and 2004, respectively. The main component of other income is interest income which has suffered from low interest rates despite increased cash and investments, particularly between fiscal 2002 and 2003. Fiscal 2004’s effective income tax rate of 36.3% was higher than the 35.2% effective rate for fiscal 2003 due to state income taxes and higher nondeductible expenses. The impact of graduated rates also declined due to the higher taxable income. Similar factors impacted the growth from 34.8% in fiscal 2002 to 35.2% in fiscal 2003.

LIQUIDITY AND CAPITAL RESOURCES

The following table summarizes cash provided by (used in) the company’s business activities for the past three fiscal years:


Dollars in thousands	2004			2003			2002

Operating activities	$	19,732		$	12,735		$	18,496
Investing activities		(4,352	)		(9,166	)		(13,152	)
Financing activities		(6,155	)		(5,830	)		(8,539	)

page 22 RAVEN 2004 Annual Report

(CASH FLOWS FROM OPERATIONS BAR CHART)

OPERATING ACTIVITIES AND CASH POSITION

Cash flow from operations totaled $19.7 million, a $7.0 million increase over inflows in fiscal 2003. The rise in net income and cash generated from inventory reductions were the main drivers. Flow Controls inventory levels in particular were higher at January 31, 2003, in anticipation of shipments for special order chemical-injection systems shipped in the first half of fiscal 2004. Engineered Films inventories at January 31, 2003, were also higher to take advantage of favorable raw material costs. Accounts receivable increased from January 31, 2003, balances, particularly within Electronic Systems from fourth-quarter shipments and higher sales levels in Engineered Films. Accounts payable shifted from a net cash inflow in fiscal 2003 to a cash use of $1.6 million for fiscal 2004 due to the decline in inventory and through efforts to take advantage of discounts. Fiscal 2003 operating cash flows were $12.7 million as compared to cash flows of $18.5 million for fiscal 2002. Net income was higher, but the growth was offset by a decrease in cash flows from inventory and accounts receivable. Included in fiscal 2002 cash flows was the liquidation of accounts receivable and inventory from the closed Plastic Tank Division. In addition, fiscal 2003 inventory levels were higher in preparation for the chemical-injection systems order and to take advantage of lower material costs.

Cash, cash equivalents and short-term investments totaled $18.4 million at January 31, 2004. This is double the balance of $9.2 million on January 31, 2003, which itself was 22.7% higher than the $7.5 million at January 31, 2002. Increased earnings, minimal capital expenditures and lower inventory levels have generated the growth in available cash. The company expects that cash and short-term investments, combined with continued positive operating cash flows, will continue to be sufficient to fund day-to-day operations and approximately $11 million of special dividends in May 2004.

INVESTING ACTIVITIES

The company used $4.4 million of cash for investing activities in fiscal 2004 versus $9.2 million for fiscal 2003. The company acquired Fluent Systems, LLC for $1.0 million and purchased a formerly leased Engineered Films segment facility for $1.0 million in fiscal 2004. The remaining expenditures represent ongoing capital improvements, partially reduced by proceeds from the sale of an Aerostar sewing plant. Cash used for investing activities in fiscal 2003 decreased $4.0 million as compared to cash used of $13.2 million in fiscal 2002. While no business acquisitions were completed during fiscal 2003 as in fiscal 2002 when Starlink and System Integrators were purchased, the Engineered Films Division completed construction of a $4.4 million extrusion line and additional warehouse space. Short-term investments of $4.0 million were purchased in 2003 with excess cash.

FINANCING ACTIVITIES

Cash used in financing activities of $6.2 million was relatively flat compared to $5.8 million expended in fiscal 2003. The company’s main financing activities continue to be the payment of dividends and the repurchase of company stock. Fiscal 2002 financing activities included $3.0 million in prepayment of a long-term note. The dividend was increased 21.4% over fiscal 2003, and purchases of 144,175 shares at an average price of $21.28 were made during the year. In fiscal 2003, 251,230 shares were repurchased at an average price of $13.23, while 346,618 shares at an average price of $8.22 were repurchased in

RAVEN 2004 Annual Report page 23

fiscal 2002. On March 9, 2004, the company announced that in addition to a 22% increase in the regular quarterly dividend (from 9 cents to 11 cents per share) a special one-time dividend of $1.25 per share will be paid May 20, 2004. Based on current shares outstanding, the one-time dividend will total approximately $11 million. The company anticipates paying this dividend with existing cash and short-term investments.

No short-term borrowings were made in fiscal 2004. The remaining debt of the company consists of capital leases assumed in the acquisition of Starlink and System Integrators which are scheduled to be repaid by fiscal 2006.

Contractual obligations consist of capital leases and non-cancelable operating leases for facilities and equipment, deferred acquisition payments related to the Starlink, System Integrators and Fluent Systems acquisitions and unconditional purchase obligations primarily for raw materials. The letters of credit have been issued for worker’s compensation insurance obligations that remain from the period of self-insurance (February 1, 2001, and prior). In the event the bank chooses not to renew the line of credit, the letters of credit would cease and alternative methods of support for the insurance obligations would be necessary that would be more expensive and require additional cash outlays. The company believes the chances of such an event are remote. A summary of the obligations and commitments at January 31, 2004, for the next five years is presented in the following table.


					FY 2006-		FY 2008-
Dollars in thousands	Total		FY 2005		FY 2007		FY 2009

Contractual Obligations:
Line of credit^(a)	$	—	$	—	$	—	$	—
Capital leases		142		81		61		—
Deferred acquisition obligations		409		409		—		—
Operating leases		688		220		331		137
Unconditional purchase obligations		17,464		17,464		—		—

		18,703		18,174		392		137
Other Commercial Commitments:
Letters of credit		1,682		1,682		—		—

	$	20,385	$	19,856	$	392	$	137

(a) $7.0 million line bears interest at 4.00% and expires July 2004.

(RETURN ON AVERAGE ASSETS BAR CHART)

CAPITAL REQUIREMENTS

The company maintains an excellent financial condition and capacity for growth. Management continues to look for opportunities to expand its core businesses through acquisitions or internal growth. The company has the capacity to assume additional financing and will do so if the appropriate strategic opportunity presents itself. Capital expenditures for fiscal 2005 are budgeted to exceed $10 million. Over half of these expenditures will be to support the Engineered Films Division with new extrusion technology and warehouse capacity. Stock repurchases are anticipated to continue as a means to return additional cash to shareholders and increase the leverage of the company’s balance sheet. As noted in the financing section, a one-time dividend of approximately $11 million will also be paid in May 2004. The cash generated from operations and the availability under existing credit facilities is anticipated to be sufficient to fund these initiatives.

page 24 RAVEN 2004 Annual Report

CRITICAL ACCOUNTING POLICIES AND NEW ACCOUNTING STANDARDS

CRITICAL ACCOUNTING POLICIES

Critical accounting policies for the company are those policies that require the application of judgment when valuing assets and liabilities on the company’s balance sheet. The company, other than utilizing operating leases, does not enter into off balance sheet financing or derivatives. The company’s most difficult accounting decision is determining inventory value at the lower of cost or market. Typically, when a product reaches the end of its life cycle, inventory value declines slowly or the product has alternative uses. Management uses its computerized manufacturing resources planning data to help determine if inventory is slow moving or has become obsolete due to an engineering change. The company closely reviews items that have balances in excess of the prior year’s requirements or that have been dropped from production requirements. Despite these reviews, technological or strategic decisions, made by management or the company’s customers, may result in unexpected excess material. In the Electronic Systems Division, the company typically has recourse to customers for obsolete or excess material. Under terms of the contract, the customers may have to take delivery of the material or compensate the company accordingly. In every operating unit of the company, management must manage obsolete inventory risk. The accounting judgment ultimately made is an evaluation of the success that division management will have in controlling inventory risk and mitigating the impact of obsolescence when it does occur.

(BOOK VALUE PER SHARE BAR CHART)

Determining the level of the allowance for doubtful accounts, warranty and self-insurance accruals represent management’s best estimate of future events. Historical levels of activity or assistance from advisors may be used in certain circumstances, but knowledge of the current financial climate or the impact of a new product on these accruals always tempers evaluation of the historical data.

The company periodically assesses goodwill and other intangible assets for impairment, at the segment level, using fair value measurement techniques. Estimates of fair value are primarily determined using discounted cash flows, market comparisons and recent transactions. These valuation methodologies use significant estimates and assumptions, which include projected future cash flows, including timing and the risks inherent in future cash flows, perpetual growth rates and determination of appropriate market comparables.

NEW ACCOUNTING STANDARDS

The Financial Accounting Standards Board has released several Staff Positions, Interpretations and revised Standards in the latter portion of fiscal 2004. The company has reviewed the issues covered by these pronouncements, and has determined their impacts to be minimal, and in most cases, not applicable to the company.

CHANGES IN SECURITIES LAWS AND REGULATIONS

The Sarbanes-Oxley Act of 2002 (the “Act”) that became law in July 2002 requires changes in some of the company’s corporate governance and securities disclosure or compliance practices. The company is presently preparing for its required compliance on January 31, 2005, with Section 404 of the Act, and management’s assertions concerning financial reporting controls. This process is time-consuming and costly and involves significant interpretation of proposed requirements. The company believes that while it will be challenging, it will ultimately comply with the requirements.

RAVEN 2004 Annual Report page 25

Monthly Closing Stock Price and Volume

(CLOSING STOCK PRICE AND VOLUME BAR CHART)

Quarterly Information (Unaudited)


											Net Income				Common Stock
Dollars in thousands,	Net		Gross		Operating		Pretax		Net		Per Share^(a)(b)				Market Price^(b)				Cash Dividends
except per-share data	Sales		Profit		Income		Income		Income		Basic		Diluted		High		Low		Per Share^(b)
FISCAL 2004
First Quarter	$	36,942	$	9,437	$	6,544	$	6,556	$	4,183	$	0.46	$	0.45	$	19.00	$	15.12	$	0.080
Second Quarter		36,110		7,811		4,937		4,976		3,163		0.35		0.34		22.00		15.80		0.080
Third Quarter		36,081		9,219		6,121		6,126		3,902		0.43		0.42		27.46		21.24		0.090
Fourth Quarter		33,594		7,292		4,024		4,058		2,588		0.29		0.28		30.45		23.77		0.090

Total Year	$	142,727	$	33,759	$	21,626	$	21,716	$	13,836	$	1.53	$	1.50	$	30.45	$	15.12	$	0.340

FISCAL 2003
First Quarter	$	30,974	$	8,150	$	5,304	$	5,320	$	3,458	$	0.38	$	0.37	$	12.18	$	8.75	$	0.070
Second Quarter		29,692		5,996		3,532		3,569		2,320		0.25		0.25		14.43		10.75		0.070
Third Quarter		31,423		7,332		4,872		4,939		3,210		0.35		0.34		14.00		11.65		0.070
Fourth Quarter		28,814		6,037		3,357		3,426		2,197		0.24		0.24		18.40		13.40		0.070

Total Year	$	120,903	$	27,515	$	17,065	$	17,254	$	11,185	$	1.22	$	1.20	$	18.40	$	8.75	$	0.280

FISCAL 2002
First Quarter	$	30,972	$	6,239	$	3,294	$	3,415	$	2,209	$	0.23	$	0.23	$	6.42	$	6.04	$	0.060
Second Quarter		28,157		5,299		3,020		3,157		2,043		0.22		0.22		9.09		6.34		0.065
Third Quarter		28,780		6,391		3,762		3,879		2,510		0.27		0.27		9.06		7.23		0.065
Fourth Quarter		30,606		5,922		3,099		3,114		2,085		0.23		0.22		11.75		8.55		0.065

Total Year	$	118,515	$	23,851	$	13,175	$	13,565	$	8,847	$	0.95	$	0.93	$	11.75	$	6.04	$	0.255

(a) Net income per share is computed discretely by quarter and may not add to the full year.

(b) All per-share and market price data reflect the January 2003 two-for-one stock split and the July 2001 three-for-two stock split.

page 26 RAVEN 2004 Annual Report

Consolidated Balance Sheets


	As of January 31
Dollars in thousands, except per-share data	2004		2003		2002

ASSETS
Current assets
Cash and cash equivalents	$	14,442	$	5,217	$	7,478
Short-term investments		4,000		4,000		—
Accounts receivable, net		18,454		16,468		16,427
Inventories, net		16,763		21,366		19,082
Deferred income taxes		1,313		1,493		1,927
Prepaid expenses and other current assets		738		807		394

Total current assets		55,710		49,351		45,308
Property, plant and equipment, net		15,950		16,455		14,059
Goodwill		6,776		5,933		5,863
Other assets, net		1,072		1,077		2,606

Total assets	$	79,508	$	72,816	$	67,836

LIABILITIES AND SHAREHOLDERS’ EQUITY
Current liabilities
Current portion of long-term debt	$	72	$	119	$	127
Accounts payable		3,666		5,291		4,801
Accrued liabilities		7,784		7,157		8,179
Customer advances		373		600		703

Total current liabilities		11,895		13,167		13,810
Long-term debt, less current portion		57		151		280
Other liabilities, primarily compensation and benefits		1,085		1,262		1,714
Commitments and contingencies
Shareholders’ equity		66,471		58,236		52,032
Common shares, par value $1.00 per share
Authorized — 100,000,000
Outstanding — 2004: 9,020,544; 2003: 9,066,362;
2002: 9,211,138 (4,605,569 pre-split)

Total liabilities and shareholders’ equity	$	79,508	$	72,816	$	67,836

The accompanying notes are an integral part of the consolidated financial statements.

RAVEN 2004 Annual Report page 27

Consolidated Statements of Income


	For the years ended January 31
Dollars in thousands, except per-share data	2004			2003			2002

Net sales	$	142,727		$	120,903		$	118,515
Cost of goods sold		108,968			93,388			94,664

Gross profit		33,759			27,515			23,851
Selling, general and administrative expenses		11,960			10,629			11,043
Loss (gain) on sales of businesses and assets, net		173			(179	)		(367	)

Operating income		21,626			17,065			13,175
Interest expense		70			63			129
Other income, net		(160	)		(252	)		(519	)

Income before income taxes		21,716			17,254			13,565
Income taxes		7,880			6,069			4,718

Net income	$	13,836		$	11,185		$	8,847

Net income per common share
— basic	$	1.53		$	1.22		$	0.95

— diluted	$	1.50		$	1.20		$	0.93

The accompanying notes are an integral part of the consolidated financial statements.

page 28 RAVEN 2004 Annual Report

Consolidated Statements of Shareholders’ Equity and Comprehensive Income


							Treasury stock
	Common			Paid-in									Retained
Dollars in thousands, except per-share data	Stock			Capital			Shares			Cost			Earnings			Total

Balance January 31, 2001	$	5,223		$	3,459			(2,063,807	)	$	(28,941	)	$	68,248		$	47,989
Net and comprehensive income		—			—			—			—			8,847			8,847
Cash dividends ($.255 per share)^(a)		—			—			—			—			(2,371	)		(2,371	)
Three-for-two stock split		2,612			(2,614	)		(1,031,903	)		—			—			(2	)
Purchase of stock		—			—			(173,309	)		(2,848	)		—			(2,848	)
Purchase and retirement of stock		(70	)		(1,134	)		—			—			—			(1,204	)
Employees’ stock options exercised		110			1,378			—			—			—			1,488
Tax benefit from exercise of stock options		—			133			—			—			—			133

Balance January 31, 2002		7,875			1,222			(3,269,019	)		(31,789	)		74,724			52,032
SFAS 123 adoption adjustment		—			478			—			—			—			478
Net and comprehensive income		—			—			—			—			11,185			11,185
Cash dividends ($.280 per share)^(a)		—			—			—			—			(2,563	)		(2,563	)
Two-for-one stock split		7,875			(1,682	)		(3,269,019	)		—			(6,193	)		—
Purchase of stock		—			—			(251,230	)		(3,324	)		—			(3,324	)
Purchase and retirement of stock		(70	)		(835	)		—			—			—			(905	)
Employees’ stock options exercised		176			917			—			—			—			1,093
Stock compensation expense		—			174			—			—			—			174
Tax benefit from exercise of stock options		—			66			—			—			—			66

Balance January 31, 2003		15,856			340			(6,789,268	)		(35,113	)		77,153			58,236
Net and comprehensive income		—			—			—			—			13,836			13,836
Cash dividends ($.340 per share)		—			—			—			—			(3,075	)		(3,075	)
Purchase of stock		—			—			(144,175	)		(3,068	)		—			(3,068	)
Purchase and retirement of stock		(39	)		(804	)		—			—			—			(843	)
Employees’ stock options exercised		137			435			—			—			—			572
Stock compensation expense		—			282			—			—			—			282
Tax benefit from exercise of stock options		—			531			—			—			—			531

Balance January 31, 2004	$	15,954		$	784			(6,933,443	)	$	(38,181	)	$	87,914		$	66,471

(a) Reflects the July 2001 three-for-two stock split and January 2003 two-for-one stock split.

The accompanying notes are an integral part of the consolidated financial statements.

RAVEN 2004 Annual Report page 29

Consolidated Statements of Cash Flows


	For the years ended January 31
Dollars in thousands	2004			2003			2002

Cash flows from operating activities
Net income	$	13,836		$	11,185		$	8,847
Adjustments to reconcile net income to net cash provided by operating activities:
Depreciation		3,674			3,541			2,975
Amortization		471			425			170
Acquired in-process research and development charge		—			—			550
Provision for losses on accounts receivable, net of recoveries		67			(100	)		126
(Gain) loss on sales of businesses and assets		173			(179	)		(367	)
Deferred income taxes		254			1,157			586
Stock compensation expense		282			174			76
Change in operating assets and liabilities, net of effects from the acquisition and sale of businesses		850			(3,470	)		5,453
Other operating activities, net		125			2			80

Net cash provided by operating activities		19,732			12,735			18,496

Cash flows from investing activities
Capital expenditures		(3,330	)		(6,033	)		(5,094	)
Purchase of short-term investments		(4,000	)		(5,000	)		—
Sale of short-term investments		4,000			1,000			—
Acquisition of businesses		(1,038	)		(57	)		(8,735	)
Sales of businesses and assets, net of cash sold		257			927			677
Other investing activities, net		(241	)		(3	)		—

Net cash used in investing activities		(4,352	)		(9,166	)		(13,152	)

Cash flows from financing activities
Proceeds from borrowing under line of credit		—			1,025			1,470
Repayment on borrowing under line of credit		—			(1,025	)		(1,470	)
Long-term debt principal payments		(141	)		(131	)		(3,602	)
Net proceeds from exercise of stock options		129			188			284
Dividends paid		(3,075	)		(2,563	)		(2,371	)
Purchase of treasury stock		(3,068	)		(3,324	)		(2,848	)
Other financing activities, net		—			—			(2	)

Net cash used in financing activities		(6,155	)		(5,830	)		(8,539	)

Net increase (decrease) in cash and cash equivalents		9,225			(2,261	)		(3,195	)
Cash and cash equivalents at beginning of year		5,217			7,478			10,673

Cash and cash equivalents at end of year	$	14,442		$	5,217		$	7,478

The accompanying notes are an integral part of the consolidated financial statements.

page 30 RAVEN 2004 Annual Report

Notes to Financial Statements

Note 1. Summary of Significant Accounting Policies

BASIS OF PRESENTATION AND PRINCIPLES OF CONSOLIDATION

The consolidated financial statements include the accounts of Raven Industries, Inc. and its wholly owned subsidiaries (the “company”). The company is an industrial manufacturer providing a variety of products to customers within the industrial, agricultural, construction and military/aerospace markets primarily in North America. The company operates three divisions (Flow Controls, Engineered Films and Electronic Systems) in addition to a wholly owned subsidiary, Aerostar International, Inc. (Aerostar). All significant intercompany balances and transactions have been eliminated in consolidation.

USE OF ESTIMATES

The preparation of the company’s financial statements in conformity with accounting principles generally accepted in the United States of America requires management to make certain estimates and assumptions that affect the reported amounts of assets and liabilities as of the date of the financial statements and the reported amounts of revenues and expenses during the reporting periods. Actual results could differ from these estimates.

CASH AND CASH EQUIVALENTS

The company considers all highly liquid debt instruments with original maturities of three months or less to be cash equivalents. Cash and cash equivalent balances are principally concentrated in checking and savings accounts with Wells Fargo Bank N.A.

SHORT-TERM INVESTMENTS

The investments consist of fully insured certificates of deposit with varying maturities, all less than 12 months from the balance sheet date. Rates on the deposits at January 31, 2004, range from 1.3% to 1.6%.

INVENTORY VALUATION

Inventories are stated at the lower of cost or market, with cost determined on the first-in, first-out basis. Market value encompasses consideration of all business factors including price, contract terms and usefulness.

PROPERTY, PLANT AND EQUIPMENT

Property, plant and equipment are stated at cost and are depreciated over the estimated useful lives of the assets using accelerated methods. The estimated useful lives used for computing depreciation are as follows:


Buildings and improvements			7 to 39 years
Machinery and equipment			3 to 7 years

Maintenance and repairs are charged to expense in the year incurred and renewals and betterments are capitalized. The cost and related accumulated depreciation of assets sold or disposed of are removed from the accounts and the resulting gain or loss is reflected in operations.

INTANGIBLE ASSETS

Intangible assets, primarily comprised of technologies acquired through acquisition, are recorded at cost net of accumulated amortization. Amortization is computed on a straight-line basis over estimated useful lives ranging from 3 to 20 years. The straight-line method of amortization reflects an appropriate allocation of the cost of the intangible assets to earnings in each reporting period.

GOODWILL

Goodwill related to acquisitions completed prior to June 30, 2001, was previously amortized over lives ranging from 15 to 20 years. As required by Statement of Financial Accounting Standards (SFAS) No. 142, “Goodwill and Other Intangible Assets,” amortization ceased on February 1, 2002, and no goodwill resulting from acquisitions after June 30, 2001, has been amortized. Goodwill is instead evaluated in terms of its fair value at least annually and any impairment recognized at that time.

LONG-LIVED ASSETS

The company periodically assesses the recoverability of long-lived and intangible assets using fair value measurement techniques, where fair value is calculated based upon anticipated future earnings and undiscounted operating cash flows. If the fair value is less than the carrying amount of the asset, an impairment loss is recognized to the extent the carrying value exceeds the fair value of the asset.

RAVEN 2004 Annual Report page 31

Notes to Financial Statements (continued)

INSURANCE OBLIGATIONS

The company employs deductible insurance policies covering worker’s compensation and general liability costs. Costs are accrued related to the risk retained under these policies based on claims filed and estimates for claims incurred but not reported. In addition, accruals are maintained to cover the company’s partial self-insurance status for worker’s compensation prior to February 1, 2001.

CONTINGENCIES

The company is involved as a defendant in lawsuits, claims or disputes arising in the normal course of business. An estimate of the loss on these matters is charged to operations when it is probable that an asset has been impaired or a liability has been incurred, and the amount of the loss can be reasonably estimated. The settlement of such claims cannot be determined at this time; however, management believes that any liability resulting from these claims will be substantially mitigated by insurance coverage. Accordingly, management does not believe that the ultimate outcome of these matters will be significant to its results of operations, financial position or cash flows.

REVENUE RECOGNITION

The company recognizes revenue and records revenues upon shipment of products. The company sells directly to customers or distributors who incur the expense and commitment for any post-sale obligations beyond stated warranty terms. Any returns, allowances or warranty charges are recognized after shipment of a product. The company does not typically require collateral from its customers. Shipping and handling costs are classified as a cost of goods sold component.

RESEARCH AND DEVELOPMENT

Research and development expenditures of $1.7 million in fiscal 2004, $1.3 million in fiscal 2003, and $1.4 million in fiscal 2002 were charged to cost of goods sold in the year incurred. Expenditures are principally composed of labor and material costs. Fiscal 2002 expenditures include the $550,000 acquired research and development charge related to the acquisition of Starlink.

STOCK-BASED COMPENSATION

In fiscal 2003, the company began recording compensation expense related to its stock-based compensation plan using the fair value method permitted by SFAS No. 123, “Accounting for Stock-Based Compensation” under the modified prospective method outlined by SFAS No. 148, “Accounting for Stock-Based Compensation-Transition and Disclosure.” Fiscal 2002’s compensation expense was measured under the intrinsic value method.

INCOME TAXES

Income tax expense is the tax payable for the period and the change during the period in deferred tax assets and liabilities and reserves. Judgmental reserves are maintained for income tax audits and other tax issues. Deferred income taxes reflect temporary differences between assets and liabilities reported on the company’s balance sheet and their tax bases. These differences are measured using enacted tax laws and statutory tax rates applicable to the periods when the temporary differences will impact taxable income. Deferred tax assets are reduced by a valuation allowance to reflect realizable value, when necessary.

STOCK SPLITS

The company completed a two-for-one stock split effected in the form of a 100% stock dividend on January 15, 2003. Previously, the company completed a three-for-two stock split effected in the form of a 50% stock dividend on July 13, 2001. All per-share information reflects the effect of these stock splits.

NEW ACCOUNTING STANDARDS

page 32 RAVEN 2004 Annual Report

Note 2. Selected Balance Sheet Information

Following are the components of selected balance sheet items:


	As of January 31
Dollars in thousands	2004			2003			2002

Accounts receivable, net:
Trade accounts	$	18,719		$	16,708		$	16,737
Allowance for doubtful accounts		(265	)		(240	)		(310	)

	$	18,454		$	16,468		$	16,427

Inventories, net:
Finished goods	$	2,500		$	5,290		$	4,509
In process		2,120			2,275			1,732
Materials		12,143			13,801			12,841

	$	16,763		$	21,366		$	19,082

Property, plant and equipment, net:
Land	$	1,110		$	1,091		$	1,091
Building and improvements		13,049			12,154			10,614
Machinery and equipment		32,479			32,248			29,219
Accumulated depreciation		(30,688	)		(29,038	)		(26,865	)

	$	15,950		$	16,455		$	14,059

Other assets, net:
Amortizable assets:
Purchased technology	$	1,250		$	1,080		$	1,080
Other intangibles		1,136			884			1,116
Accumulated amortization		(1,494	)		(1,027	)		(705	)

		892			937			1,491
Deferred income taxes		—			6			696
Deposits		96			96			112
Other, net		84			38			307

	$	1,072		$	1,077		$	2,606

Accrued liabilities:
Salaries and benefits	$	1,875		$	1,766		$	2,109
Vacation		1,638			1,627			1,731
401(k) contributions		906			782			825
Self-insurance obligations		524			1,045			1,627
Income taxes		267			276			144
Profit sharing		544			406			284
Deferred acquisition payments		389			—			—
Other		1,641			1,255			1,459

	$	7,784		$	7,157		$	8,179

Note 3. Supplemental Cash Flow Information


	For the years ended January 31
Dollars in thousands	2004			2003			2002

Changes in operating assets and liabilities, net of effects from the purchase and sale of businesses:
Accounts receivable	$	(2,072	)	$	(304	)	$	4,510
Inventories		4,603			(2,671	)		1,506
Prepaid expenses and other assets		(16	)		15			386
Accounts payable		(1,625	)		560			681
Accrued and other liabilities		187			(1,153	)		(1,299	)
Customer advances		(227	)		83			(331	)

	$	850		$	(3,470	)	$	5,453

Cash paid during the year for:
Interest	$	50		$	44		$	149
Income taxes		7,014			4,852			3,923

Note 4. Acquisitions

On December 19, 2003, the company acquired substantially all of the assets of Fluent Systems, LLC for $1.0 million in cash and a payment deferred until December 2004, which was valued at $60,000. This start-up company has developed a wireless liquid level monitoring system used with anhydrous ammonia tanks. Of the purchase price, $79,000 was assigned to property, plant and equipment, $195,000 was assigned to intangible assets, $19,000 to current liabilities assumed and $843,000 to goodwill, which is fully deductible for tax purposes. The operation was assigned to the Flow Controls segment.

The company acquired the operating assets and assumed certain liabilities of Starlink, Incorporated and System Integrators, Inc. on December 5, 2001. Starlink provides GPS-based guidance systems for the agriculture and marine markets. The purchase price of Starlink was $7.9 million, including $7.5 million of cash and a $287,000 payment deferred until December 2004. System Integrators is an electronics manufacturing services (EMS) provider and has been combined into the company’s Electronic Systems Division. The adjusted purchase price was $1.2 million including a $61,000 deferred payment due December 2004.

RAVEN 2004 Annual Report page 33

Notes to Financial Statements (continued)

The results of operations for acquired businesses have been included in the consolidated financial statements since the date of acquisition. Pro forma earnings are not presented due to the immateriality of the acquisitions to the consolidated operations.

Note 5. Divestitures and Other Repositioning Activities

Fiscal 2004 divestiture activities were limited to the sale by the company’s Aerostar subsidiary of a sewing plant closed in fiscal 2003. The sale of that plant and its related equipment resulted in cash proceeds of $196,000 and a pretax gain of $182,000. This gain was offset by a $355,000 loss from increased liabilities for environmental or legal issues related to previously sold operations, as estimated by the company and its advisors. At January 31, 2004, the company had an undiscounted accrual remaining of $228,000 for environmental monitoring and clean-up costs.

Note 6. Goodwill and Other Intangibles

Goodwill and other intangibles are accounted for under SFAS No. 142 as adopted February 1, 2002 (first day of fiscal 2003) for all previously acquired or internally developed intangibles and goodwill, and as of June 30, 2001 for any acquisitions completed after that date. Under the Statement, amortization of goodwill and any indefinite-lived intangibles ceased, and are instead tested at least annually, on a fair value basis, for impairment.

Excluding goodwill amortization expense and related taxes, net income and net income per share would have been as follows:


	For the years ended January 31
Dollars in thousands except per-share amounts	2004		2003		2002

Net Income:
As reported	$	13,836	$	11,185	$	8,847
Goodwill amortization, net of taxes		—		—		61

As adjusted	$	13,836	$	11,185	$	8,908

Basic net income per-share:
As reported	$	1.53	$	1.22	$	0.95
Goodwill amortization, net of taxes		—		—		0.01

As adjusted	$	1.53	$	1.22	$	0.96

Diluted net income per-share:
As reported	$	1.50	$	1.20	$	0.93
Goodwill amortization, net of taxes		—		—		0.01

As adjusted	$	1.50	$	1.20	$	0.94

The changes in the carrying amount of goodwill by reporting segment are shown below:


	Flow			Engineered			Electronic
Dollars in thousands	Controls			Films			Systems		Total

Balance at January 31, 2001	$	—		$	642		$	—	$	642
Goodwill acquired during year		4,947			—			356		5,303
Amortization		—			(82	)		—		(82	)

Balance at January 31, 2002		4,947			560			356		5,863
Purchase price adjustments		(7	)		—			77		70

Balance at January 31, 2003		4,940			560			433		5,933
Goodwill acquired during year		843			—			—		843

Balance at January 31, 2004	$	5,783		$	560		$	433	$	6,776

Estimated future amortization expense based on the current carrying value of amortizable intangible assets for fiscal periods 2005 through 2009 is $445,000, $145,000, $128,000, $73,000, and $34,000, respectively.

page 34 RAVEN 2004 Annual Report

Note 7. Employee Retirement Benefits

The company has a 401(k) plan covering substantially all employees and contributed 3% of qualified payroll. The company’s contribution expense was $817,000, $715,000 and $727,000 for fiscal 2004, 2003 and 2002, respectively.

In addition, the company provides postretirement medical and other benefits to senior executive officers and senior managers. The company accounts for these benefits in accordance with SFAS No. 106, “Accounting for Postretirement Benefits Other Than Pensions.” There are no assets held for the plans and any obligations are covered through the company’s operating cash and investments. The liability and expense reflected in the balance sheet and income statement are as follows:


	For the years ended January 31
Dollars in thousands	2004			2003			2002

Beginning balance	$	1,102		$	969		$	654
Employer expense		316			306			482
Retiree benefits paid		(206	)		(173	)		(167	)

Ending balance		1,212			1,102			969
Current portion		(200	)		(150	)		(150	)

Long-term portion	$	1,012		$	952		$	819

Discount rate		7.0	%		8.0	%		8.0	%
Wage inflation rate		4.0	%		4.0	%		4.0	%
Medical inflation rate		7.0	%		7.0	%		6.0	%

The accumulated benefit obligation based upon the rates noted in the table above was approximately $2.4 million, $2.2 million and $2.3 million at January 31, 2004, 2003 and 2002, respectively. No material fluctuations in retiree benefits are expected in future years.

Note 8. Warranties

Accruals necessary for product warranties are estimated based upon historical warranty costs and average time elapsed between purchase and returns for each division. Any warranty issues that are unusual in nature are accrued individually. Changes in the warranty reserve were as follows:


	For the years ended January 31
Dollars in thousands	2004			2003			2002

Beginning balance	$	156		$	248		$	199
Accrual for warranties		863			584			525
Settlements made (in cash or in kind)		(756	)		(576	)		(476	)
Sale of businesses		—			(100	)		—

Ending balance	$	263		$	156		$	248

Note 9. Income Taxes

The reconciliation of income tax computed at the federal statutory rate to the company’s effective income tax rate is as follows:


	For the years ended
	January 31
	2004			2003			2002
Tax at U.S. federal statutory rate		35.0	%		35.0	%		35.0	%
State and local income taxes, net of U.S. federal benefit		0.9			0.4			0.2
Nondeductible stock option expense		0.3			0.3			—
Impact of graduated rates		—			(0.6	)		(0.7	)
Other, net		0.1			0.1			0.3

		36.3	%		35.2	%		34.8	%

Significant components of the company’s income tax provision are as follows:


	For the years ended
	January 31
Dollars in thousands	2004		2003		2002

Income taxes:
Currently payable	$	7,626	$	4,912	$	4,132
Deferred		254		1,157		586

	$	7,880	$	6,069	$	4,718

Significant components of the company’s deferred tax assets and liabilities are as follows:


	As of January 31
Dollars in thousands	2004			2003			2002

Current deferred tax assets:
Accounts receivable	$	93		$	84		$	109
Inventory valuation		182			194			271
Accrued vacation		532			508			525
Insurance obligations		183			369			549
Other accrued liabilities		323			338			473

		1,313			1,493			1,927

Non-current deferred tax assets (liabilities):
Accrued compensation and benefits		354			333			417
Depreciation and amortization		(502	)		(380	)		244
Other		75			53			35

		(73	)		6			696

Net deferred tax asset	$	1,240		$	1,499		$	2,623

RAVEN 2004 Annual Report page 35

Notes to Financial Statements (continued)

Note 10. Financing Arrangements

Raven has an uncollateralized credit agreement providing a line of credit of $7.0 million which expires in July 2004. Letters of credit totaling $1.7 million have been issued under the line, primarily to support self-insured worker’s compensation bonding requirements. No borrowings were outstanding as of January 31, 2004, 2003 or 2002, and $5.3 million was available at January 31, 2004. The credit agreement contains certain restrictive covenants that, among other things, require maintenance of certain levels of net worth and working capital. Borrowings on the credit line bore interest as of January 31, 2004, 2003 and 2002, at 4.00%, 4.25% and 4.75%, respectively. The weighted-average interest rates for borrowing under the short-term credit lines in fiscal 2003 and 2002 were 4.6% and 6.3%. There were no borrowings under the credit line in fiscal 2004.

Wells Fargo Bank N.A. provides the company’s line of credit. One member of the company’s board of directors is also on the board of directors of Wells Fargo & Co., the parent company of Wells Fargo Bank N.A.

In connection with its fiscal 2002 acquisitions, the company assumed $412,000 of capital lease obligations. The capital lease obligations expire through 2006, with annual payments of $72,000 and $57,000 due in fiscal 2005 and 2006. The company believes the fair value of its long-term debt approximates its carrying value based on quoted market prices for similar debt.

The company leases certain transportation, equipment and facilities under operating leases. Total rent and lease expense was $355,000, $446,000 and $575,000 in fiscal 2004, 2003 and 2002, respectively. Future minimum lease payments under non-cancelable operating leases for fiscal periods 2005 to 2008 are $220,000, $177,000, $154,000, and $137,000 with all leases scheduled to expire by fiscal 2008.

Note 11. Stock Options

Senior officers and key employees of the company have been granted options to purchase stock under the company’s 2000 Stock Option and Compensation Plan (“Plan”). The Plan, administered by the board of directors, allows for a fixed cash bonus when options are exercised and may grant either incentive or non-qualified options with terms not to exceed ten years. There are 364,400 shares of the Company’s common stock reserved for issue under the plan at January 31, 2004. Options are granted with exercise prices not less than market value at the date of grant. These stock options vest over a four-year period and expire after five years. Options granted after fiscal 1999 do not include a fixed cash bonus.

Prior to fiscal year 2003, the company accounted for the Plan under the recognition and measurement provisions of APB Opinion No. 25, “Accounting for Stock Issued to Employees,” which utilized the intrinsic value method to recognize compensation expense. Compensation expense related to the Plan’s cash bonus feature was $76,000 in fiscal 2002. Effective February 1, 2002, the company adopted the fair value recognition provisions of SFAS No. 123 “Accounting for Stock-Based Compensation.” Under the modified prospective method of adoption selected by the company pursuant to the provisions of SFAS No. 148, “Accounting for Stock-Based Compensation-Transition and Disclosure,” compensation cost recognized in fiscal year 2003 is the same as that which would have been recognized had the recognition provisions of SFAS No. 123 been applied from its original effective date. Results for the prior years have not been restated. The following table illustrates the effect on net income and net income per share if the fair value based method had been applied to all outstanding and unvested awards in each period.

page 36 RAVEN 2004 Annual Report


	For the years ended January 31

Dollars in thousands, except per-share amounts	2004		2003		2002
Net income	$	13,836	$	11,185	$	8,847
Add: Stock-based employee compensation expense included in reported net income, net of related tax effects		—		—		50
Deduct: Total stock-based employee compensation expense determined under fair value based method for all awards, net of related tax effects		—		—		(95	)

Pro forma net income	$	13,836	$	11,185	$	8,802

Net income per share:
Basic — as reported	$	1.53	$	1.22	$	0.95

Basic — pro forma	$	1.53	$	1.22	$	0.95

Diluted — as reported	$	1.50	$	1.20	$	0.93

Diluted — pro forma	$	1.50	$	1.20	$	0.93

The fair value of each option grant is estimated on the date of grant using the Black-Scholes option pricing model with the following assumptions: dividend yield of 1.3-4.8%; expected volatility of 26-36%; risk-free interest rate of 3.0-6.2%; and expected lives of 4.5 years. The weighted average grant date fair value of each option granted was $8.22, $3.77 and $2.17 in fiscal 2004, 2003 and 2002, respectively. Compensation expense is recognized ratably over the four-year vesting period. Expense for fiscal years 2004 and 2003 was $282,000 and $174,000, respectively.

Information regarding option activity follows:


	For the years ended January 31
	2004					2003					2002
				weighted					weighted					weighted
				average					average					average
				exercise					exercise					exercise
	options			price		options			price		options			price
Outstanding at beginning of year		436,056		$	7.43		551,304		$	6.09		701,250		$	5.98
Granted		64,500			27.00		76,400			14.00		88,400			8.75
Exercised		(137,218	)		5.21		(176,946	)		6.18		(219,672	)		6.77
Forfeited		(1,500	)		5.29		(14,702	)		6.27		(18,674	)		6.23

Outstanding at end of year		361,838		$	11.77		436,056		$	7.43		551,304		$	6.09

Options exercisable at year-end		163,304		$	7.13		207,073		$	5.55		282,322		$	5.83

The following table contains information about stock options outstanding at January 31, 2004:


		Remaining
Exercise		Contractual		Number		Number
Price		Life (Years)		Outstanding		Exercisable
$	4.75		0.75		28,050		28,050
	5.33		1.75		108,838		74,129
	8.75		2.75		84,050		42,025
	14.00		3.75		76,400		19,100
	27.00		4.75		64,500		—

					361,838		163,304

Note 12. Net Income Per Share

Basic net income per share is computed by dividing net income by the weighted-average common shares outstanding. Common shares outstanding represent common shares issued less shares purchased and held in treasury. Share and per-share data in the net income per-share computation have been restated to reflect the January 15, 2003 two-for-one stock split and the July 13, 2001 three-for-two stock split. Diluted net income per-share is computed by dividing net income by the weighted-average common and common equivalent shares outstanding, which includes the shares issuable upon exercise of employee stock options, net of shares assumed purchased with the option proceeds. Certain outstanding options were excluded from the diluted net income per-share calculations because their exercise prices were greater than the average market price of the company’s common stock during those periods. For fiscal 2004, 2003 and 2002, 16,125, 19,100 and 22,100 options, respectively, were excluded from the diluted net income per-share calculation. Details of the computation are presented below.


	For the years ended January 31

Dollars in thousands, except per-share amounts	2004		2003		2002
Net income	$	13,836	$	11,185	$	8,847

Weighted-average common shares outstanding		9,040,856		9,151,465		9,310,590
Dilutive impact of stock options		203,934		196,360		181,004

Weighted-average common and common-equivalent shares outstanding		9,244,790		9,347,825		9,491,594

Net income per common share:
— basic	$	1.53	$	1.22	$	0.95

— diluted	$	1.50	$	1.20	$	0.93

RAVEN 2004 Annual Report page 37

Notes to Financial Statements (continued)

Note 13. Business Segments and Major Customer Information

The company’s reportable segments are defined by their common technologies, production processes and inventories. These segments reflect the organization of the company into three Raven divisions, each with a Divisional Vice President, and one subsidiary. In the second quarter of fiscal 2002, the electronics manufacturing services operation of Beta Raven was combined with the Electronic Systems segment. The Industrial Controls Division of Beta Raven, sold in fiscal 2003, is included under the caption “Sold Businesses.”

The company measures the performance of its segments based on their operating income exclusive of administrative and general expenses. The accounting policies of the operating segment are the same as those described in Note 1, Summary of Significant Accounting Policies. Other income, interest expense and income taxes are not allocated to individual operating segments, and assets not identifiable to an individual segment are included as corporate assets. Segment information is reported consistent with the company’s management reporting structure as required by SFAS No. 131 “Disclosures about Segments of an Enterprise and Related Information.” In fiscal 2003, one customer in the Electronic Systems segment accounted for $12.9 million, or 10.7%, of the company’s consolidated sales, although no customer accounted for more than 10% of accounts receivable. No customers accounted for more than 10% of the company’s consolidated sales or accounts receivable in any of the other years presented.

The company had sales of $9.2 million for the year ended January 31, 2004, to countries outside the United States, primarily to Canada. Sales were included in the Flow Controls, Engineered Films, Electronic Systems and Aerostar segments totaling $3.5 million, $1.1 million, $4.1 million and $492,000, respectively.

Market and segment information is presented on pages 1 and 16 of this annual report.

Note 14. Subsequent Event

The company announced on March 9, 2004, that it would pay a special one-time dividend of $1.25 per share on May 20, 2004. Based on current shares outstanding, the one-time dividend will total approximately $11 million.

Note 15. Quarterly Information (Unaudited)

The company’s quarterly information is presented on page 26.

page 38 RAVEN 2004 Annual Report

Report of Independent Auditors

To the Board of Directors and Shareholders of Raven Industries, Inc.:

In our opinion, the accompanying consolidated balance sheets and the related consolidated statements of income, of shareholders’ equity and comprehensive income and of cash flows present fairly, in all material respects, the financial position of Raven Industries, Inc. as of January 31, 2004, 2003 and 2002, and the results of its operations and its cash flow for each of the three years in the period ended January 31, 2004, in conformity with accounting principles generally accepted in the United States of America. These financial statements are the responsibility of Raven Industries, Inc.’s management; our responsibility is to express an opinion on these financial statements based on our audits. We conducted our audits of these statements in accordance with auditing standards generally accepted in the United States of America which require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements, assessing the accounting principles used and significant estimates made by management, and evaluating the overall presentation. We believe that our audits provide a reasonable basis for our opinion.

(PRICEWATERHOUSECOOPERS LLP)
Minneapolis Minnesota
March 8, 2004

RAVEN 2004 Annual Report page 39

Investor Information

Independent Auditors

PricewaterhouseCoopers LLP
Minneapolis, MN

Stock Transfer Agent & Registrar

Wells Fargo Bank, N.A.
161 N. Concord Exchange
P.O. Box 64854
S. St. Paul, MN 55164-0854
Phone: 1-800-468-9716

Form 10-K

Upon written request, Raven Industries, Inc.’s form 10-K for the fiscal year ended January 31, 2004, which has been filed with the Securities and Exchange Commission, is available free of charge.

Direct inquires to:
Raven Industries, Inc.
Attention: Investor Relations
P.O. Box 5107
Sioux Falls, SD 57117-5107
Phone: 605-336-2750

Raven Website

www.ravenind.com

Stock Quotations

Listed on the Nasdaq Stock Market—RAVN

Annual Meeting

May 26, 2004, 9:00 a.m.
Ramkota Inn
Hwy 38 & I-29
Sioux Falls, SD

Raven Industries, Inc. is an Equal Employment Opportunity Employer with an approved affirmative action plan.

Dividend Reinvestment Plan

Raven Industries, Inc. sponsors a Dividend Reinvestment Plan whereby shareholders can purchase additional Raven common stock without the payment of any brokerage commission or fees. For more information on how you can take advantage of this plan, contact your broker, our stock transfer agent or write: Investor Relations; P.O. Box 5107, Sioux Falls, SD 57117-5107

SIC Codes:

3672, 3081, 3829

FORWARD-LOOKING STATEMENTS

The Private Securities Litigation Reform Act provides a “safe harbor” for forward-looking statements. Certain information included in this Annual Report and other materials filed or to be filed by the company with the Securities and Exchange Commission (as well as information included in statements made or to be made by the company) contains statements that are forward-looking. Although the company believes that the expectations reflected in such forward-looking statements are based on reasonable assumptions, there is no assurance that such expectations will be achieved. Such assumptions involve important risks and uncertainties that could significantly affect results in the future. These risks and uncertainties include, but are not limited to, those relating to weather conditions, which could affect certain of the company’s primary markets, such as agriculture and construction, or changes in competition, material availability, technology or relationships with the company’s largest customers, any of which could adversely impact any of the company’s product lines. The foregoing list is not exhaustive and the company disclaims any obligation to subsequently revise any forward-looking statements to reflect events or circumstances after the date of such statements.

Design: Creative Design Board, Chicago, IL

EX-21 9 c83497exv21.htm SUBSIDIARIES OF THE REGISTRANT exv21

EXHIBIT 21

SUBSIDIARIES OF THE REGISTRANT


NAME OF SUBISIDIARY		STATE OF INCORPORATION
Aerostar International, Inc.		South Dakota

GTH, Inc.		Minnesota
(formerly known as Glasstite, Inc.)

EX-23 10 c83497exv23.htm CONSENT OF INDEPENDENT AUDITORS exv23

EXHIBIT 23

CONSENT OF INDEPENDENT AUDITORS

We hereby consent to the incorporation by reference in the Registration Statements on Form S-8 (Registration Nos. 33-38614 and 333-41352) of Raven Industries, Inc. of our report dated March 8, 2004 relating to the consolidated financial statements of Raven Industries, Inc. as of January 31, 2004, 2003 and 2002 and for the years then ended, which appears in the 2004 Annual Report to Shareholders, which is incorporated in this Annual Report on Form 10-K. We also consent to the incorporation by reference of our report dated March 8, 2004 relating to the financial statement schedule, which appears in this Form 10-K.

PricewaterhouseCoopers LLP
Minneapolis, Minnesota
March 31, 2004

EX-31.(A) 11 c83497exv31wxay.htm CERTIFICATION OF CEO PURSUANT TO SECTION 302 exv31wxay

Exhibit 31(a)

CERTIFICATION OF CEO PURSUANT TO
SECTION 302 OF SARBANES-OXLEY ACT OF 2002

I, Ronald M. Moquist, certify that:

1. I have reviewed this annual report on Form 10-K of Raven Industries, Inc. (the “Registrant”);

2. Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this annual report; and

3. Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the Registrant as of, and for, the periods presented in this report;

4. The Registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act rules 13a-15(e) and 15d-15(e)) for the Registrant and we have:

a. Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the Registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this annual report is being prepared;

b. Evaluated the effectiveness of the Registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and

c. Disclosed in this report any change in the Registrant’s internal control over financial reporting that occurred during the Registrant’s most recent fiscal year that has materially affected, or is reasonably likely to materially affect, the Registrant’s internal control over financial reporting;

5. The Registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the Registrant’s auditors and the audit committee of Registrant’s board of directors (or others performing the equivalent function):

a. All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the Registrant’s ability to record, process, summarize and report information; and

b. Any fraud, whether or not material, that involves management or other employees who have a significant role in the Registrant’s internal controls over financial reporting.

Date: March 31, 2004 /s/ Ronald M. Moquist
Ronald M. Moquist
President and Chief Executive Officer

EX-31.(B) 12 c83497exv31wxby.htm CERTIFICATION OF CFO PURSUANT TO SECTION 302 exv31wxby

Exhibit 31(b)

CERTIFICATION OF CFO PURSUANT TO
SECTION 302 OF SARBANES-OXLEY ACT OF 2002

I, Thomas Iacarella, certify that:

a. All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the Registrant’s ability to record, process, summarize and report information; and

b. Any fraud, whether or not material, that involves management or other employees who have a significant role in the Registrant’s internal controls over financial reporting.

Date: March 31, 2004 /s/ Thomas Iacarella
Thomas Iacarella
Vice President and Chief Financial Officer

EX-32 13 c83497exv32.htm CERTIFICATIONS PURSUANT TO SECTION 906 exv32

Exhibit 32

CERTIFICATION PURSUANT TO
SECTION 906 OF SARBANES-OXLEY ACT OF 2002

In connection with this Annual Report of Raven Industries, Inc. (the “company”) on Form 10-K for the year ending January 31, 2004, the undersigned, Ronald M. Moquist and Thomas Iacarella, hereby certify, pursuant to 18 U.S.C. §1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, that: (1) this report fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of 1934; and (2) the information contained in this report fairly presents, in all material respects, the financial condition and results of operations of the company.

Date: March 31, 2004

/s/ Ronald M. Moquist
Ronald M. Moquist
President and Chief Executive Officer

/s/ Thomas Iacarella
Thomas Iacarella
Vice President and Chief Financial Officer

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Position

Ronald M. Moquist

President and Chief Executive Officer

Thomas Iacarella

Vice President and Chief Financial Officer


	RAVEN INDUSTRIES, INC. (Registrant)
March 31, 2004	By:	/S/ Ronald M. Moquist
Date		Ronald M. Moquist
		President (Principal Executive Officer and Director)

Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the following persons on behalf of the registrant and in the capacities and on the dates indicated.


March 31, 2004		/S/ Ronald M. Moquist
Date		Ronald M. Moquist
		President (Principal Executive Officer and Director)


March 31, 2004		/S/ Thomas Iacarella
Date		Thomas Iacarella
		Vice President and Chief Financial Officer (Principal Financial and Accounting Officer)

Directors:


March 31, 2004		/S/ Conrad J. Hoigaard
Date		Conrad J. Hoigaard



March 31, 2004		/S/ Anthony W. Bour
Date		Anthony W. Bour



March 31, 2004		/S/ David A. Christensen
Date		David A. Christensen



March 31, 2004		/S/ Thomas S. Everist
Date		Thomas S. Everist



March 31, 2004		/S/ Mark E. Griffin
Date		Mark E. Griffin



March 31, 2004		/S/ Cynthia H. Milligan
Date		Cynthia H. Milligan

(1)		Represents uncollectible accounts receivable written off during the year, net of recoveries.

(2)		$100 was included as a reduction in bad debt expense and $25 as an increase in the net gain on sale of assets.

1.		Insurance premiums will be one-half the amount paid by regular salaried employees, with equal seniority, for all individual and family health coverage. Life, disability and dental insurance coverage will be paid in full.

2.		Supplemental health insurance benefits for the officer and his dependents up to 6.5% of the total current base salary.

3.		Officers may receive the following memberships:

	•		Social Membership, Minnehaha Country Club

	•		Health Club Membership or equivalent in home exercise equipment

4.		100% reimbursement of membership (two season tickets), in the South Dakota Symphony.

5.		Inclusion in the Group Life Insurance and A.D. & D. policy at $50,000 of benefits.

6.		Outside of the group, individual term policies for each senior executive officer will be provided according to the following schedule:

7.		This section applies only to senior executive officers elected before February 1, 2004. In addition, a second-to-die life policy will be provided to each senior executive officer in the amounts listed above. Premiums on this policy will be paid by the company until the policy is fully funded (the point where dividends of the policy are sufficient to pay the entire premium) provided that the officer is employed until “normal retirement” age or qualifies for “early retirement” in accordance with Raven policies and procedures.

		Upon the officer’s retirement at the normal retirement age or if qualifying for early retirement in accordance with Raven Policies and Procedures the second-to-die life policy will be paid up by Raven at the time of the officer’s retirement. The premium benefit for the paid up policy will be grossed up at the end of the calendar year.

		If the officer terminates employment before qualifying for either normal or early retirement the officer will have the option to continue the policy by paying the premiums or may exercise one of the conversion features available in the policy.

8.		Long-term care insurance will be provided to the officer and officer’s spouse.

9.		Full pay for sick leave up to a point where disability insurance coverage begins. Disability insurance is 60% of base salary non-integrated with Social Security. Provisions of the actual policy will govern the exact amount of payments.

10.		Two additional weeks of paid vacation in addition to the regular established vacation policy.

11.		Physical examinations provided by the company will be given on a biennial basis to age 60 on individuals who are asymptomatic, annually if symptomatic. Above age 60 examinations will be annually.

12.		Officer’s annual base salary will be grossed up at the end of the calendar year to compensate for any additional payroll and income tax burden created by the treatment of the officer’s benefits under numbers 1, 2, 5, 6, 7, 8 and 11, above, as additional income.

13.		Senior Executive Officer Retirement & Benefits

		This section applies only to senior executive officers retiring after February 1, 2004. Benefits to officers retiring before that date will not be reduced from the November 14, 2000 policy.

		Full retirement benefits will be available to any senior executive officer who retires between the ages of 65 and 70, or who chooses early retirement. Early retirement is defined as the first day of any month after the officer’s years of service, plus attained age equals or exceeds the sum of 80, or any date between then and age 65.

		Those benefits are:

	(A)		Continued group hospital, medical, and dental coverage for the officer, spouse and eligible dependents until the officer attains the eligibility age for Medicare (presently age 65 or disabled). Premiums will be the same rate available to active senior executive officers.

	(B)		Upon Medicare eligibility, the officer and spouse will be provided supplemental hospital and medical coverage to Medicare which would result in the same coverage that is provided to full-time active officers of the company. This coverage, as well as group dental coverage, will continue for the rest of the officer’s and spouse’s life.

			The spouse’s coverage will be discontinued in the event an officer’s spouse remarries after the death of an officer. However, the spouse would then be provided the option of continued coverage by paying the Raven group premium for such coverage.

	(C)		Upon retirement, supplemental health insurance benefits for the officer

			and his dependents will be provided annually for the rest of the officer’s and spouse’s lives at an amount of up to 10% of the officer’s highest total annual compensation (salary and bonus) during any one of the officer’s last 5 years of employment with the company.

	(D)		Long-term care insurance will continue for the rest of the officer’s and spouse’s life. The spouse’s coverage will be discontinued in the event an officer’s spouse remarries after the death of an officer.

	(E)		To the extent retirement benefits are included in taxable income, retired senior executive officers who retired after February 1, 1998 will be grossed up at the end of the calendar year to compensate for additional income and payroll tax burden.

	(a)		The Participant’s accrued, but unused vacation through the effective date of the Qualified Discharge from Service;

	(b)		One and one-half (1½) weeks of the Participant’s Regular Compensation for each Year of Service; provided, however, that each Participant shall be deemed to have a minimum of [three (3)] Years of Service; provided further, however, that the benefits to be paid under this paragraph (c) shall not extend for more than [12] months from the effective date of the Qualified Discharge from Service on or before the fifth (5^th) day following the date of termination;

	(c)		Continuation of the Participant’s then-existing health insurance benefits through the last day of the month in which benefits are paid to the Participant under paragraphs (a) and (b) of this Section 4.3; provided, however that such benefits shall not extend beyond 1 year from the effective date of the Qualified Discharge from Service.]

	(a)		The specific reason for the denial;

	(b)		Specific references to pertinent Plan provisions on which the Plan Administrator based its denial;

	(c)		A description of any additional material and information needed for the Claimant to perfect his or her claim and an explanation of why the material or information is needed; and

	(d)		That any appeal the Claimant wishes to make of the adverse decision must be made in writing to the Plan Administrator within 75 days after the Claimant receives the Plan Administrator’s notice that the claim is denied. The Plan Administrator’s notice must further advise the Claimant that his of her failure to appeal the decision to the Plan Administrator in writing within the 75-day period will render the Plan Administrator’s determination final, binding and conclusive.

	(a)		to interpret the provisions of the Plan;

	(b)		to establish and revise the method of accounting for the Plan and to maintain the accounts; and

	(c)		to prescribe rules and any forms required to administer the Plan.


	Raven Industries, Inc.
	By:
		Ronald M. Moquist
		Its: President and Chief Executive Officer

(a)		During the second quarter of fiscal 2003, the company sold its Beta Raven Industrial Controls Division. In fiscal 2001, 2000 and 1996, the company sold its Plastic Tank, Glasstite and Astoria businesses, respectively.

(b)		Includes $2.6 million of business repositioning charges, net of gains on plant sales, primarily in Electronic Systems Division and Aerostar.

(c)		Includes the $3.1 million pretax gain ($1.4 million net of tax) on the sale of the company’s Plastic Tank Division.

(d)		Includes the $1.2 million pretax gain ($764,000 net of tax) on the sale of assets of the company’s Glasstite subsidiary.

(e)		Includes the $1.8 million pretax gain ($1.2 million net of tax) on sale of an investment in an affiliate.

(f)		Includes $1.8 million of business repositioning charges at the company’s Beta Raven Industrial Controls Division.

(g)		Amounts for these years are unaudited.

(a)		Includes $182,000 of pretax gain on plant sale.

(b)		Includes a $550,000 in-process research and development charge, related to the Starlink acquisition.

(c)		Includes $414,000 of pretax gains on plant sales.

(d)		Includes $1.8 million of business repositioning charges in the Electronic Systems Division and $2.6 million for the total company.

(e)		Includes a $3.1 million pretax gain on the sale of the company’s Plastic Tank Division.

(f)		Includes a $1.2 million pretax gain on the sale of the company’s Glasstite business.

(g)		Operating income for sold businesses includes administrative expenses directly attributable to the sold businesses.

(h)		Operating loss consists of administrative expenses — assets are principally cash, investments, deferred taxes and notes receivable.

(i)		Amounts for 2001, 2000 and 1999 are unaudited.

(a)		Net income per share is computed discretely by quarter and may not add to the full year.

(b)		All per-share and market price data reflect the January 2003 two-for-one stock split and the July 2001 three-for-two stock split.

1.		I have reviewed this annual report on Form 10-K of Raven Industries, Inc. (the “Registrant”);

2.		Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this annual report; and

3.		Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the Registrant as of, and for, the periods presented in this report;

4.		The Registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act rules 13a-15(e) and 15d-15(e)) for the Registrant and we have:

	a.		Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the Registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this annual report is being prepared;

	b.		Evaluated the effectiveness of the Registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and

	c.		Disclosed in this report any change in the Registrant’s internal control over financial reporting that occurred during the Registrant’s most recent fiscal year that has materially affected, or is reasonably likely to materially affect, the Registrant’s internal control over financial reporting;

	a.		All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the Registrant’s ability to record, process, summarize and report information; and

	b.		Any fraud, whether or not material, that involves management or other employees who have a significant role in the Registrant’s internal controls over financial reporting.



Date: March 31, 2004	/s/ Ronald M. Moquist
	Ronald M. Moquist
	President and Chief Executive Officer