F Y 1 8 R E S U LT S P R E S E N TAT I O N 2 7 A U G U S T 2 0 1 8 Scott Baldwin Ray Malone Siva Subramani Managing Director Executive Chairman Chief Financial Officer
Introduction Money3 is a leading With $96m available Over 18 years in Broker and direct provider of pre- in deployable capital , business Money3 has business channels are owned automotive settled over 800,000 Money3 will continue growing strongly finance to 4-5 million to grow its loan book loans worth over delivering 5 year Australians either not and market share $1 billion in value compound annual serviced by or growth rate (CAGR) in excluded by EPS of over 25% traditional lenders 500,000 UNIQUE CUSTOMERS 2
FY18 financial results 31.4% Group Financial information (Audited) FY18 FY17 Mvt % Increase in Broker division revenue to $73.6m Amounts in $m unless otherwise stated Revenue 121.9 109.6 11.2% Expenses (65.3) (59.0) 11.9% EBITDA 56.6 50.6 11.9% EBITDA as % of revenue Increase in Group EBITDA 46.4% 46.2% NPAT 32.0 29.1 10.1% NPAT as % of revenue 26.3% 26.5% 10.1% EPS (Basic) 19.91 18.81 5.8% cents per share Increase in Group NPAT Note: FY17 results were not restated for early adoption of the new accounting standards (AASB9 and AASB15) and is not comparable with FY18 results. On a normalised basis, FY18 EBITDA increased by 20%. 3
FY18 Highlights 12.8% 12.8% increase in Gross Loans ~$96m ($50m debt and ~$46m cash) Receivable to $308.1 million available to accelerate loan book growth 31.4% Final FY18 dividend of 5.00 cents 31.4% increase in Broker Division fully franked, taking full year Revenue to $73.6 million dividend to 9.50 cents fully franked 11.2% 11.2% increase in Group Early adopters of Accounting Revenue to $121.9 million Standards AASB9 and AASB15 11.9% 11.9% increase in Group Bad debts within target range EBITDA to $56.6 million of 5-6% of gross loans receivable 10.1% 10.1% increase in Group NPAT to $32.0 million 4
Strong long-term growth Revenue Loan Book 121.9 SACC 109.6 308.1 96.7 273.1 Longer 69.0 198.8 9.1% 156.4 term loans 10.3 % LOAN BOOK INCREASED 12.8% EBITDA NPAT TO $308.1m 56.6 32.0 50.6 29.1 80.6 % 35.3 20.1 Secured 24.4 13.9 auto loans SECURED AUTO LOANS IS THE FASTEST GROWING PRODUCT SEGMENT ($m) 2015 2016 2017 2018 5
Loan book continues to grow strongly 12.8% increase in Gross Loans Receivable to $308.1 million. Gross Loans Receivable is the key leading indicator of future revenue. GROSS LOANS RECEIVABLE ($m) 350.0 16.6% 300.0 growth in secured auto loans in FY18 250.0 200.0 248.2 231.9 212.9 Over 15,000 new 187.9 150.0 secured auto loans in 151.8 127.4 FY18 106.8 100.0 78.8 50.0 24.6 29.4 24.2 21.1 31.8 23.0 18.3 22.4 33.6 33.0 35.6 31.5 26.6 28.7 28.1 25.0 0.0 H1 FY15 H2 FY15 H1 FY16 H2 FY16 H1 FY17 H2 FY17 H1 FY18 H2 FY18 Small Amount Credit Contract Larger Amount Longer Term Secured Auto Loans Prudent responsible lending sees less than 1 in 3 secured automotive applications approved 6
Automotive market opportunity Australian automotive market Money3 Opportunity Money3 market share Huge Market $80bn+ 1 of annual vehicle sales. • • 1 out of 600 registered vehicles in $80Bn Australia is financed by Money3. $35.7bn 2 of vehicles financed annually. • • Money3 currently accounts for 2% of $20bn 2 annual market for consumer • its target market and is on track to vehicle financing. increase to 3% market share by CY19. Growing • Over 1.2m new vehicles and 2.1m used vehicle sales 3 annually. Market opportunity ~2.1% 3 increased number of cars on Australian • • ~$96m of deployable funds providing significant headroom for roads in 2017 (or over 400,000 vehicles). loan book growth. • Significant investment into software integration across broker and Servicing Gap dealers enabling significant volume • 4-5 million Australians are either not growth. serviced or excluded by traditional lenders. • Requires highly experienced customer care 1 Roy Morgan: Report - State of the Nation 27: Australian Automotive Industry accelerates towards ‘Decade of Upheaval’ function to serve appropriately. 2 Royal commission into misconduct in the banking, superannuation and financial services industry: Report - Some Features of Car Financing in Australia 3 Australian Bureau of Statistics: Report - 9309.0 - Motor Vehicle Census, Australia, 31 Jan 2018 7
Sustainable competitive advantages Customer Industry care API experience integrations Customer centric approach With 500,000 customers and the benefit of being in the industry for almost 20 years, we are now able to leverage the corporate memory and relationships with clients and brokers. The changing regulatory landscape has seen smaller brokerages merge and this is likely to continue. Larger brokers are more likely to have customer relationship management (CRM) technology, making API integration with these brokers highly beneficial and profitable for both broker and lender. 8
Money3 has the ability to monetise existing database ✓ On average, Australians change cars every 7 years 1 With more than 500,000 past and current ✓ customers, Money3 is presented with more than ~70,000 of its own customers in search of a new vehicle every year We are exceptionally well placed to mine our own database ✓ in search of repeat customers, at lower risk and capable of driving further efficiencies within the business 1 Roy Morgan: Report - State of the Nation 27: Australian Automotive Industry accelerates towards ‘Decade of Upheaval’ 9
Customer care Money3’s core competitive advantages are: understanding customers, identifying profitable relationships on a product basis and the collection of outstanding loans from these customers. Money3 customers typically have a below prime consumer record. We believe that these consumers are deserving of and should have access to credit. Money3 fills this critical market role. Money3 has customer centricity at the heart of its approval and collections process and the company has a strong understanding of consumer repayment ability and probability. Money3 has flexibility at the centre of its corporate mindset and, by extension, in its products. Money3’s highly experienced customer care team collect a significant amount of cash from customers to service its lending obligations throughout the course of a financial year. At its core Money3 engages and helps customers to meet their repayments, with demonstrated customer satisfaction evidenced by 1 in 4 customers returning to borrow again. 10
Strategic Update BOARD STUCTURE ACTIVITY AND COST GEOGRAPHIC SACC AND MARKET SHARE CONTROL EXPANSION LENDING REPRESENTATION The expenditure Money3 is actively Money3 continues to Mr Ray Malone has The shift into secured review program pursuing M&A focus on increasing its taken on Executive automotive remains a launched in FY17 opportunities with a market share in the Chairman strong proposition due continued to be view to expanding secured loans sector responsibilities, the to better regulatory successful in FY18 and into complimentary through high-tech, low- board has resolved to standing and loan book will be extended into product sets and touch broker appoint an additional quality. Longer dated FY19 with a particular strengthening integrations as well as non-executive director receivables broaden focus on automation particular enhancing its own following the resignation returns profile and lock technology and an geographic areas. direct sales channels to of Mr Kang Tan. in future revenue and ongoing review of new, existing and paid- earnings. consolidation across up customers. the branch network. 11
Strategy and Outlook FUNDING REGULATORY TECHNOLOGY • Expanding software integration • $96m of total available • The 2018 Banking Royal between Money3 and third headroom commission is likely to drive parties is driving productivity & greater levels of conservatism in • $50m of undrawn finance marketing efficiencies main stream lending for personal facility for growth and automotive loans increasing • Software development between • $46m available of cash Money3’s market opportunity Money3 and payment gateways reserves at 30 June 2018 • Money3 has robust processes is driving efficiencies & • No requirement for additional improved collection outcomes that are compliant with current equity in the foreseeable future regulatory headwinds around • Expanding contact centre flex commissions, add on solution connectivity with our insurance products and interest loans management platform will rate caps enhance productivity and drive improved collection outcomes 12
Appendix 1 - Money3 product and market overview PRODUCT SECURED AUTOMOTIVE UNSECURED PERSONAL CATEGORY LOANS LOANS TOTAL $20b 1 $46.4bn 2 MARKET SIZE LOAN PURPOSE CAR REPAIRS HOLIDAYS WHITE GOODS MEDICAL ETC… CARS BIKES CAMPERVANS VANS ETC… PRODUCT Up to $35,000 Up to $12,000 OFFERING 24 – 60 months Up to 36 months DISTRIBUTION PARTNERSHIPS BRANCH NETWORK DISTRIBUTION ONLINE DIGITAL CHANNELS ONLINE DIGITAL CHANNELS CHANNEL BRANDS 1 Royal commission into misconduct in the banking, superannuation and financial services industry: Report - Some Features of Car Financing in Australia 2 Australian Bureau of Statistics: Personal finance for fixed loan facilities, Source: 13
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