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CEO AND CRO PRESENTATION Annual General Meeting Wednesday 13 November 2019 2
DISCLAIMER The material in this presentation is general background information about Afterpay Touch Group Limited (APT) and is current at the date of the presentation, 13 November 2019. The information in the presentation is given for informational purposes only, is in summary form and does not purport to be complete. It is intended to be read by a professional analyst audience in conjunction with APT’s other announce ments to the ASX, including the Group 2019 Annual Results announcement. It is not intended to be relied upon as advice to current shareholders, investors or potential investors and does not take into account the investment objectives, financial situation or needs of any particular shareholder or investor. No representation is made as to the accuracy, completeness or reliability of the presentation. APT is not obliged to, and does not represent that it will, update the presentation for future developments. All currency figures are in Australian dollars unless otherwise stated. Totals may not add up precisely due to rounding. This presentation contains statements that are, or may be deemed to be, forward looking statements. These forward-looking statements may be identified by the use of forward- looking terminology, including the terms “believe”, “estimate”, “plan”, “target”, “project”, “anticipate”, “expect”, “intend”, “likely”, “may”, “will”, “could” or “should” or similar expressions, or by discussions of strategy, plans , objectives, targets, goals, future events or intentions. Indications of, and guidance on, future earnings and financial position and performance are also forward- looking statements. You are cautioned not to place undue reliance on such forward-looking statements. Such forward looking statements are not guarantees of future performance and involve known and unknown risks, uncertainties and other factors, many of which are beyond the control of APT or any of its related entities which may cause actual results to differ materially from those expressed or implied in such statements. There can be no assurance that actual outcomes will not differ materially from these statements. 3
OUR CORE VALUES REMAIN UNCHANGED 1. 2. 3. 4. CUSTOMER UNLOCKING A RETAIL IS IN MILLENNIAL AND TRUST MOVEMENT OUR BLOOD AND TECHNOLOGY We put trust in We are Providing FIRST our customers empowering a merchants with a MINDSET and encourage generational channel to the good behaviour movement away world’s best It works and from traditional customers evokes a feeling They love us in credit products return. It’s as simple as that. Millennials prefer NPS 1 >80 debit cards and want to spend their own money 4 NOTE: 1. NET PROMOTER SCORE – INDUSTRY STANDARD SURVEY THAT MEASURES HOW LIKELY CUSTOMERS ARE TO RECOMMEND AFTERPAY
PURPOSEFULLY DIFFERENT TO TRADITIONAL FINANCE AND OTHER BNPL FOCUSED GLOBAL PLATFORM On customer lifestyle Largest portfolio of globally spending and the brands recognised merchant they love brands NO CHANNEL CONFLICT MOVE THE NEEDLE We don’t compete with Our platform and our merchants or use our capabilities drive outcomes platform to sell finance products for merchants DATA DRIVEN INSIGHTS DEEP DATA + RISK We know more about MANAGEMENT CAPABILITY millennial spending Proprietary technology and behaviour – at scale systems, alternate and multi-dimensional data sources, highly skilled global team 5
CUSTOMER ALIGNED BUSINESS MODEL 1. Merchant pays for the service UNWAVERING 2. Late payments result in FOCUS ON immediate suspension CUSTOMER TRUST, 3. Only customers who pay on- SIMPLICITY AND MATCHED time can repeat purchase TRANSPARENCY BY A BUSINESS 4. High customer return rate MODEL THAT results in lower losses and more 1. Discrete low valuable merchant fees BENEFITS value FROM GOOD transactions 5. Curating high quality customer CUSTOMERS base most coveted by our 2. Free on-time merchant partners payments 6. Short duration receivables 3. No revolving debt lowers portfolio risk and is balance sheet light (frequency 4. No line of credit economics versus revolve economics) 5. No traps 6
6.1m 10m+ CUSTOMERS Lead referrals globally in today 1 and growing October NEARLY 5m+ 40,000 Afterpay App MERCHANTS downloads globally 1 today 1 and growing MILLENNIAL >95% PLATFORM DRIVES + GEN Z SHARED VALUE GMV from focused but returning demographic customers in base is MORE THAN JUST A Australia and broadening. TRANSACTION ENGINE New Zealand Average age 34 Connecting the hardest to reach AFTERPAY Expanding strongly into consumers with the brands and HAS BECOME travel, health, wellness services they love A LIFESTYLE and experiences 7 NOTE: 1. AS AT 31 OCTOBER 2019
MOMENTUM IN FY20 IS BUILDING... IN ALL KEY AREAS: 1. 2. 3. 4. 5. PLATFORM + MERCHANTS CUSTOMERS PARTNERSHIPS PERFORMANCE CAPABILITY Portfolio Growth, quality, Scaling Underlying sales Team, and pipeline and frequency marketing and margins governance, channel strategic capital 8
MERCHANTS Nearly 40k active merchants globally, almost double 12 months ago SMB acquisition remains strong, supporting blended merchant margins in all markets SMB now represents >90% of all active merchants SMB MERCHANT GROWTH NUMBER OF SMB MERCHANTS (‘000S) 40 20 0 JUL-17 JAN-18 JUL-18 JAN-19 OCT-19 JUL-19 9
CUSTOMER GROWTH AND FREQUENCY ACCELERATING OVER 6 MILLION ACTIVE CUSTOMERS AT THE END OF OCTOBER AFTERPAY ACTIVE CUSTOMERS 1 ON AVERAGE, OVER 6.1 MILLIONS 15,000 0.4 +137% 4.6 ON 31-OCT-19 2.6 new customers 1.8 joined the 2.6 platform per day 0.3 in October, 3.0 2.8 representing the 2.2 largest customer acquisition month 31-OCT-18 31-JUN-19 31-OCT-19 on record UK ANZ US 10 NOTE: CHANGE CALCULATIONS MAY NOT EQUATE DUE TO ROUNDING. 1. DEFINED AS HAVING TRANSACTED AT LEAST ONCE IN THE LAST 12 MONTHS.
~29.0k 23% ANZ ILLUSTRATING WHAT WE CAN In-store shopfronts GMV from In- (up from 23.6k in June 2019) store ACHIEVE GLOBALLY (up from 18% in FY19) 4 years old >95% 17% 1 Network driven growth keeps of Australian building strongly GMV from purchasing population returning have used Afterpay Broadening customer demographics customers Omni-channel Marketing platform to serve ANZ CUSTOMER COHORT merchants PURCHASING FREQUENCY OVER TIME FY15-17 ~22X 20 (events + channel marketing) PER ANNUM High and growing transaction FY18 ~14X frequency PER ANNUM FY19 Vertical expansion ~7X PER ANNUM Low transaction losses that continue to decline 0 JUN 16 OCT 19 11 NOTE: 1. AUSTRALIAN BUREAU OF STATISTICS (2019)
Australia’s largest online ● marketplace more than 40,000 retailers ● 11 million unique Aussie visitors a ● PARTNERSHIP month Afterpay’s largest online ● arrangement in Australia Shared commitment to deliver ● value to merchants 12
GLOBAL EXPANSION (UK + US) Some of the most coveted OUR PAST 18 MONTHS global brands have chosen to join the Afterpay platform and the pipeline remains strong: As an Australian founded business we scaled our business globally by launching in the US 18 months ago and UK 6 months ago Our performance so far: Daily customer acquisition is ● We are live with US and UK accelerating retailers with addressable GMV Frequency is increasing ● equal to over three quarters of the Share of cart is growing ● total online retail market in Merchant onboarding is ● Australia accelerating Customer referrals from our shop ● Approximately half (3m) of directory are growing strongly and our customers are outside creating real value ANZ NOTE: 1. LAST REPORTED FIGURE 13
MOMENTUM CONTINUES IN THE US LEADING US AND GLOBALLY RELEVANT GROWTH IS ACCELERATING BRANDS CONTINUE TO JOIN OUR PLATFORM 9.0k+ active or currently integrating merchants 1 2.6m active customers 1 up 51% from the end of June 2019 Over 9,000 new customers acquired per day, on average, in October Underlying sales of $0.7bn, October FYTD FREQUENCY TRENDS ARE POSITIVE EARLY IN LIFECYCLE FY18 and FY19 customer cohorts transacting at 11x and 4x per year respectively RECORD LEAD REFERRALS >5m lead referrals in October, contributing more than half the total global referrals on the Afterpay platform MARGINS Merchant revenue margin and Gross Loss experience is ahead of FY19 YTD NOTE: 1. AT 31 OCTOBER 19 14
UK EXPANSION DELIVERING SOLID RESULTS RESONATING WITH KEY UK RETAILERS MARGINS Merchant revenue margin and loss performance improving since launch CLEARPAY APP LAUNCHED Successful launch of the Clearpay app in October PLATFORM GROWTH ABOVE EXPECTATIONS Already meaningful lead generation with over 0.5m referrals across the Clearpay website and app in October Over $100m of underlying sales October YTD Excludes contribution from recent merchant additions such as M&S Over 400k active customers, higher than US at the equivalent stage of lifecycle NOTE: 1. AT 31 OCTOBER 19 15
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