World Acceptance Corporation NASDAQ: WRLD December 31, 2016 - - PowerPoint PPT Presentation

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World Acceptance Corporation NASDAQ: WRLD December 31, 2016 - - PowerPoint PPT Presentation

World Acceptance Corporation NASDAQ: WRLD December 31, 2016 Cautionary Note About Forward-Looking Statements Certain statements in this presentation constitute forward looking-statements under the Private Securities Litigation Reform Act


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SLIDE 1

December 31, 2016

World Acceptance Corporation

NASDAQ: WRLD

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SLIDE 2

Certain statements in this presentation constitute “forward looking-statements” under the Private Securities Litigation Reform Act of 1995. Statements other than those of historical fact, as well as those identified by the words “anticipate,” “estimate,” ”intend,” “plan,” “expect,” “believe,” “may,” “will,” and “should” or any variation of the foregoing and similar expressions are forward-looking statements. Such forward-looking statements are about matters that are inherently subject to risks and uncertainties. Factors that could cause actual results or performance to differ from the expectations expressed or implied in such forward-looking statements include the following: recently enacted, proposed or future legislation and the manner in which it is implemented; the nature and scope of regulatory authority, particularly discretionary authority, that may be exercised by regulators having jurisdiction over the Company’s business or consumer financial transactions generically, including, but not limited to, the Consumer Financial Protection Bureau (the “CFPB”), having jurisdiction over the Company’s business or consumer financial transactions generically; the unpredictable nature of regulatory proceedings and litigation; and any determinations, findings, claims or actions made or taken by the CFPB, other regulators or third parties in connection with

  • r resulting from the previously disclosed civil investigative demand from the CFPB that assert or establish that the Company’s

lending practices or other aspects of its business violate applicable laws or regulations; the impact of changes in accounting rules and regulations, or their interpretation or application, which could materially and adversely affect the Company’s reported financial statements or necessitate material delays or changes in the issuance of the Company’s audited financial statements; the Company's assessment of its internal control over financial reporting, and the timing and effectiveness of the Company's efforts to remediate any reported material weakness in its internal control over financial reporting; changes in interest rates; risks related to expansion and foreign operations; risks inherent in making loans, including repayment risks and value of collateral; the timing and amount of revenues that may be recognized by the Company; changes in current revenue and expense trends (including trends affecting delinquencies and charge-offs); and changes in the Company’s markets and general changes in the economy (particularly in the markets served by the Company). These and other factors are discussed in greater detail in Part I, Item 1A, “Risk Factors” in the Company’s most recent annual report on Form 10-K for the fiscal year ended March 31, 2016 filed with the Securities and Exchange Commission (“SEC”) and the Company’s other reports filed with,

  • r furnished to, the SEC from time to time. World Acceptance Corporation does not undertake any obligation to update any

forward-looking statements it makes.

2

Cautionary Note About Forward-Looking Statements

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SLIDE 3

Table of Contents

3

Sect ection 1 1 Compan any y Overv rview an and Key y Investment Highlights ts.... 4 Sect ection 2 Bu Business Over erview.... ....... ....... ....... ....... ....... ....... ....... ...... ....... ....... ....... ....... ....... ....... .... 11 11 Sect ection 3 3 Financi cial Summary..... ....... ...... ....... ....... ....... ....... ....... ....... ...... ....... ....... ....... ....... ...... ... 23 23

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SLIDE 4

Co Company Ov Over erview an and K Key ey Inves estmen ent Highlights

4

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SLIDE 5

5

World Acceptance Overview

Largest Domestic c Branch ch Network…

…With th a St Stro rong Pre resence in in M Mexic ico

  • 50+ year old small-loan consumer finance

company

  • Provides loans to individuals with limited

access to credit

  • Well positioned to capitalize on favorable

supply/demand imbalance within the non-prime lending space

  • Originated over $27 billion dollars worth of loans

since 1994

  • Focused on relationship-lending business model

Total: 1,167 Total: 156

Branch nch Coun unt

217 360 441 620 990 1,271 1,350 1,323 200 400 600 800 1,000 1,200 1,400 1,600 '94 '98 '02 '06 '10 '14 '16 '17

30 80 29 75 41 294 76 47 20 66 104 78 95 112 20

Jalisco 3 Sinaloa 7 Sonora 12 Chihuahua 29 Coahuila 12 Chiapas 8 Yucatan 4 Quintana Roo 5 Nuevo Leon 23 Tamaulipas 11 Guerrero 4 SLP 4 Aguas Calientes 4 Guanajuato 5 Edo De Mexico 4 Morelos 3 Queretaro 3 Hildalgo 3 Puebla 5 Veracruz 2 Campeche 1 Baja California Sur 2 Oaxaca 2

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SLIDE 6

6

Key Investment Highlights

Consistently Profitable through Multiple Cycles Experienced Management Team Stable Business Model with Low Volatility of Earnings and Losses Attractive Market Supported by Strong Supply/Demand Dynamics High-Touch Business Model Enhances Risk Monitoring Strong Balance Sheet with Compelling Cash Flow Characteristics Long Operating History

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SLIDE 7

Consistently Profitable through Multiple Cycles

Worl rld Accept ptanc nce has s remai aine ned d profitabl able while operating ng with h strong ng and d stabl ble marg rgins in in vari riou

  • us econ
  • nomic e

c environ ronments

Net Charge-Off ffs

7

($ in millions) _________________ Note: Fiscal year-end is 3/31. FY 2017 numbers represent last twelve months. (1) Return on Average Assets is calculated as net income over the Average Total Assets for the respective period. Average Total Assets are defined as a 5-quarter average, ending at the respective period end (2) 20+ Year Average represents average from 3/31/1996 to 3/31/2016

20 20+ Yea ear Av Aver erage e NCOs Os2: 1 13. 3.6%

Net t Incom

  • me & Retu

turn on Av Average As Assets1

$6 $9 $11 $8 $8 $7 $14 $16 $19 $23 $29 $34 $39 $48 $50 $56 $74 $91 $101 $104 $107 $111 $87 $70 8.2% 10.8% 11.9% 8.2% 7.2% 8.4% 9.7% 8.8% 9.9% 10.4% 11.7% 11.8% 11.9% 12.2% 11.0% 10.9% 12.7% 13.9% 13.9% 13.0% 12.3% 12.5% 10.0% 8.4% 0.0% 4.0% 8.0% 12.0% 16.0% $0 $40 $80 $120 $160 $200 '94 '95 '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16 '17

7.6% 11.2% 10.6% 9.4% 9.7% 12.0% 12.0% 14.8% 14.6% 14.7% 14.6% 14.8% 13.3% 14.5% 16.7% 15.5% 14.3% 14.1% 13.9% 14.7% 12.9% 14.8% 16.6% 0.0% 5.0% 10.0% 15.0% 20.0% '95 '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16 '17

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SLIDE 8

Strong Balance Sheet with Compelling Cash Flow Characteristics

World d Accept ptanc nce’s strong ng cash sh flows hav ave al allowed the C Compa pany ny t to operate at low low lever erage e levels

Lever erage e Profile e (Debt/Equity) Cash sh Flow

  • ws From Operation
  • ns

8

_________________ Note: Fiscal year-end is 3/31 (1) 20 - Year CAGR represents CAGR from 3/31/1996 to 3/31/2016 (2) 20+ Year Average Leverage represents average from 3/31/1996 to 12/31/2016 ($ in millions)

20+ Yea ear Av Aver erage Lev e Lever erage2: . : .9x

0.9x 1.5x 1.4x 1.3x 1.2x 1.1x 0.8x 0.9x 0.6x 0.4x 0.5x 0.8x 0.8x 0.7x 0.5x 0.4x 0.7x 1.1x 1.6x 1.6x 1.0x 0.9x 0.0x 0.5x 1.0x 1.5x 2.0x 2.5x 3.0x 3.5x 4.0x 4.5x '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16 '17 $22 $21 $19 $21 $32 $39 $48 $55 $70 $88 $98 $110 $136 $154 $184 $200 $219 $232 $246 $242 $206 $0 $50 $100 $150 $200 $250 $300 '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16

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SLIDE 9

Traditional Loan Product Provider to Underserved Clients

9 Pay ayday Paw awn Tradit ition ional Installm llment Cr Credit Ca Card

_________________ Source: Company filings, CFPB, Center for Responsible Lending Report (Feb 2013), Wall Street Research (1) Center for Responsible Lending, “The State of Lending in America & its Impact on U.S. Households." Data represents 30-Day Balloon Payment Car-Title Loans (2) CFPB, “Payday Loans and Deposit Advance Products”

Auto T

  • Title

itle Lo Loans Pas ast D Due Resolution ion

Auto debit bank account Sale of loan collateral Branch calling Centralized calling Sale to a 3rd party Repo automobile

Lo Loan Amortiz ization ion

Balloon Balloon Fully amortizing Fixed, equal monthly payments Revolving Low minimum payment Balloon

Cred edit Re Reporting

No reporting No reporting Report to bureaus Report to bureaus No reporting

Ren enew ewals

Borrower’s option Average 0 – 3 renewals/year Revolving

Underwr writ itin ing App Approach

Bank account and employment Solely collateral value Ability to pay Ability to pay and credit history Solely collateral value 8 renewals/year1 9 renewals/year2

Worl rld Acc cceptance ce pr provides an an at attractive pr product to an an unde derserved customer ba base, focusing on the customer's stability, abi ability an and willingness to pay pay

Av Aver erage e Te Term

2 - 3 weeks2 2 – 4 months Large: 3-5 years Small: 12-24 months Revolving 30 days1

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SLIDE 10

10

Experienced Management Team

Emplo ployee H Hie iera rarchy and A d Avg. T Tenure W Wit ith WRLD Senior Management Senior Vice Presidents Vice President of Operations Supervisors Branch Employees 21 years 20 years 14 years 5 years 6 years 3 years 3 years 2 years

U.S. Mexico1

_________________ (1) Mexico locations opened in 2005

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SLIDE 11

Bu Busi siness O s Overview

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SLIDE 12

World Acceptance Branch Overview

12

Mana nagers have ve full P&L respo spons nsibi bility for their b branc anch and d are task sked d with h fost stering ng an

  • wne

nershi hip p attitude ude

United d Sta tate tes Representa tati tive B Branch Mexico co Typica cal B Bran anch ch Portfolio lio Bra ranch E Emplo ployees Charact acteristics cs

  • 1,500 square

feet

  • $1,470 per

month lease

  • Rural America –

typically downtown or small strip center

  • 1,725 square

feet

  • $1,800 per

month lease

  • Medium to

large cities – typically in small strip centers

  • $913,000 gross

loans receivables

  • 693 accounts
  • $434,000 avg.

revenue during fiscal 2016

  • $640,000 gross

loans receivables

  • 999 accounts
  • $277,000 avg.

revenue during fiscal 2016

  • 2.8 employees

per branch

  • Manager,

Branch Service Representatives

  • 7.4 employees

per branch

  • Manager,

Assistant Manager, Customer Service Representative and Security Guards

_________________ Note: Data as of 12/31/2016

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SLIDE 13

Historical Branch Growth

13

Branch nch Coun unt Over Time

Conse nservative a and d disc scipl pline ned m d manne ner o

  • f entering

ng s stat ates a and o

  • peni

ning ng b branc nche hes

1962 1962 1974 1974 1980 1980 1991 1991 1993 1993 1996 1996

July 1962 1962: South Carolina

2000 2000 2003 2003 2005 2005 2010 2010 2013 2013

Decem ecember 1974 1974: Texas and Georgia Oct ctober 1980 1980: Oklahoma May 1991 1991: Louisiana April 1993 1993: Tennessee 1996 1996: Illinois, Missouri and New Mexico March 2000 2000: Kentucky January 2003 2003: Alabama Sep eptember er 2005 2005: Mexico Decem ecember 2010 2010: Wisconsin Sep eptember er 2012 2012: Indiana

2012 2012 2014 2014

Oct ctober 2014 2014: Idaho Sep eptember er 2013 2013: Mississippi

_________________ Note: Total branch count over time is as of 12/31/2016

Sta tate Date e of En Entry 1995 1995 2000 2000 2005 2005 2010 2010 Total al South Carolina July '62 59 63 65 95 95 Georgia December '74 38 48 76 101 112 Texas December '74 93 135 164 229 294 Oklahoma October '80 33 43 51 82 76 Louisiana May '91 15 21 20 38 47 Tennessee April '93 6 35 55 95 104 Illinois September '96 30 33 64 80 Missouri August '96 18 36 62 75 New Mexico December '96 13 20 39 41 Kentucky March '00 4 36 61 78 Alabama January '03 21 44 66 Mexico September '05 80 156 Wisconsin December '10 30 Indiana September '12 29 Mississippi September '13 20 Idaho October '14 20 Total 244 410 577 990 1,323

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SLIDE 14
  • All loans are fully amortized with a fixed rate and term
  • Installment loans standardized by amount, rate and maturity
  • Loans underwritten to allow customers to make affordable payments from their disposable income
  • Mexican operations began in 2005; currently Mexico operations represent ~10% of the total portfolio
  • Payroll deduct loans are originated through state unions

14

Loan Characteristics

Worl rld Acc cceptance ce opera rates predomi minatel ely in the small ll-loan i n inst stallment nt spa pace

Small I l Installm llment Larg rge I Install llment Installment nt L Lending ng - Payro roll D ll Deduct Installment nt L Lending ng – Bran anch ch-Bas ased Siz Size Aver erage T e Ter erm

  • Average: $3,669
  • Range: $1,500 to $13,500
  • 23 months
  • Average: $960
  • Range: $200 to $3,600
  • 10 months

_________________ Note: Data as of 12/31/2016 (1) Mexican portfolio data displayed in USD; exchange rate is as of 12/31/2016, 1 USD = MXN 20.7157

Mexico co1 U.S. S.

  • Average: $360
  • Range: $203 to $1,362
  • 12 months
  • Average: $1,513
  • Range: $339 to $8,143
  • 31 months
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SLIDE 15

15

Portfolio lio By Geogr graphy1 U.S. Portfolio lio by Lo Loan Size Amoun unt2

Portfolio Overview

Diversif ifie ied p portfolio lio by size and d geograph phy

  • No state has greater than a 20% loan concentration
  • Larger loans (>$1,500) have been growing as a percentage of the portfolio
  • Currently comprise approximately one-third of World Acceptance’s loan portfolio

_________________ (1) Based on gross loans receivable as of 12/31/2016 (2) Data as of 12/31/2016 (3) Other states include Louisiana, New Mexico, Wisconsin, Indiana, Mississippi and Idaho

7% 20% 14% 13% 16% 11% 17% 2% 0-250 251-500 501-750 751-1000 1001-1500 1501-2000 2001-5000 5001+ 18.4% 11.6% 12.0% 9.0% 8.6% 9.0% 6.2% 6.5% 6.1% 4.4% 8.2%

Texas Missouri Oklahoma Illinois Kentucky Mexico Tennessee Georgia Alabama South Carolina Other

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SLIDE 16

16

Portfolio lio By Beacon Sco core1 Portfolio lio By AP APR2

Portfolio Overview (cont’d)

World d Accept ptanc nce’s deep k p knowledg dge o

  • f its b

s borrower b base se h has e s enabl abled d the C Company t to lend nd effectiv ively ly throug ugho hout ut t the non

  • n-prime

me s segme ment

  • Approximately 25% of the loans in the U.S. portfolio have APRs of 36% or less
  • More than 94% of U.S. loans have an APR of less than 100%
  • Portfolio spreads across a broad spectrum of borrowers

_________________ (1) Represents U.S. portfolio, data as of 12/31/2016 (2) Data as of 3/31/2016

0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 30.00%

25.6% 24.3% 12.9% 5.7% 4.3% 13.9% 7.3% 5.7% 0.3% 27.7% 0.8% 1.9% 3.5% 41.0% 0.0%

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 0%- 36% 37%- 50% 51%- 60% 61%- 70% 71%- 80% 81%- 90% 91%- 99% 100%- 149% 150%- 200%

U.S. Mexico

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SLIDE 17

Rigorous Loan Underwriting Process

  • Time-tested underwriting principles produce

consistently strong performance

  • Mitigate net charge-off volatility through

various economic cycles

  • Stability, ability and willingness to pay
  • Underwriting policies with objective credit

evaluation criteria

  • Relationship-based branch lending enhances

servicing effectiveness

  • Establishes initial contact with the borrower,

building an ongoing customer relationship

  • Individual loan approval authority based on

experience and position

  • Large loans approved at a Large Loan Center
  • Generally decentralized loan approval and

collections

  • Rigorous senior management oversight

17

Worl rld Acc cceptance ce’s time me-te teste ted underw rwri riting p proce

  • cess coupl

upled d with h an unde derstandi nding ng of the local l demographic ic p profile ile has yielded stron rong perf rform

  • rmance

ce

Take A Appli pplication Budget et R Review ew Veri rify J Job, b, R Resid idence a and d Cred edit R Refer eren ences es Appr prove / / Declin line Sig Sign Do Documents Dis Disburse F Funds ds Review ew C Cred edit B Burea eau 1 2 3 4 5 6 7

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SLIDE 18

Robust Collections Process

  • Internal data system generates customizable

notices on delinquent accounts

  • Friendly text message payment reminders sent
  • nce per week on Fridays; these go to every

customer who has a payment due the following week from Monday to Sunday and has completed an opt-in form to receive texts.

  • Accounts 30+ days past due considered an

advanced collection situation

  • Accounts charged off after 180 days
  • Extensions allowed in special situations
  • All charge-offs reviewed and approved by

supervisors

  • Branch managers earn up to 10% of Monthly Rating Sheet Profit if certain delinquency, profitability and

growth goals are met

  • Other branch staff also earn a percentage of Monthly Rating Sheet Profit based on the performance of the

branch

18

Col

  • llection
  • n P

Proc

  • cess

Bran anch ch I Incentive P Program am

6+ 6+ Days 14 14 Day Days 180 80+ Day Days

  • Automatic reminder

letters are mailed weekly

  • Phone calls from

branch employees to home or cell phones

  • Phone place of

employment

  • Phone customer

references if customer not reachable

  • Account is charged
  • ff

World d Accept ptanc nce utilizes a rigid d collection n process ss and d makes numer merous attemp empts to work with t the borrow rrower r prior t

  • r to charging

ng-off f a loa loan

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SLIDE 19

19

Net Charge-Off ffs

Credit Performance

Loan Delinque uency cy – 61+ D 61+ Days

Rigorous us unde derwriting ng s standa ndards h ds have ve l led t d to stabl ble l loan n losse sses a s and d performanc ance a across s econ

  • nom
  • mic c

c cycl cles

_________________ Note: Fiscal year-end is 3/31. FY 2017 numbers represent 9 months ended 12/31/2016

14.7% 14.6% 14.8% 13.3% 14.5% 16.7% 15.5% 14.3% 14.1% 13.9% 14.7% 12.9% 14.8% 16.6% 0.0% 4.0% 8.0% 12.0% 16.0% 20.0% 24.0% 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 Net Charge-offs 2.3% 2.5% 2.1% 2.2% 2.6% 2.7% 2.4% 2.4% 2.5% 2.7% 3.0% 4.4% 4.7% 5.6% 3.8% 4.1% 3.4% 3.5% 4.0% 4.2% 3.8% 3.8% 4.0% 4.4% 5.3% 7.0% 7.1% 7.6% 0.0% 2.0% 4.0% 6.0% 8.0% 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 Recency Contractual

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SLIDE 20

Ancillary Products

20

FY 2016 2016 Rev even enue Contributi tion

  • n

Ins nsur uranc nce Prod

  • ducts

ts Descript riptio ion ~2% ~2% ~ 8% ~ 8%

  • World Acceptance acts as an independent agent for an unaffiliated company in
  • ffering optional insurance products connected with loan origination
  • Credit Life – provides for the payment in full of the borrower's credit obligation to

the lender in the event of death

  • Credit Accident and Health – provides for repayment of installments to the lender

in an event the insured is injured during the coverage period

  • Credit Property - provides the borrower’s credit obligation if pledged collateral is

damaged during coverage period

  • Unemployment – provides for repayment of installments to the lender that come

due during the insured’s period of involuntary unemployment

  • All products are voluntary and customers must opt-in to purchase

Worl rld Acc cceptance ce’s anci cillary ry produ ducts c compl plement nt i inst stallment nt loans a s and p provi vide de addi ditiona nal grow

  • wth o
  • pport
  • rtunities

Ot Other er Prod

  • ducts

ts

  • World Acceptance offers income tax return preparation and electronic filing
  • Prepared 63,000 returns in FY 2016
  • Employees receive annual tax prep training
  • ~50% are loan customers
  • Acts as a third-party agent in selling automobile club membership
  • Reimburses members with expenses related to automobile breakdown and towing

_________________ Note: Fiscal year-end is 3/31

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SLIDE 21

21

Enterprise Risk Management

High h Degree o

  • f Seni

nior Ma Mana nagement nt I Inv nvolvement nt Culture re o

  • f C

Complia pliance Management Controls

  • Regulatory matters
  • Setting policy and procedures
  • Risk oversight and management
  • Information technology
  • Annual risk and fraud assessments
  • Addressing state audit reports

Information System Controls and Security Infrastructure Internal Audit Department

  • Quarterly supervision of each branch
  • Compliance monitoring
  • Surprise cash counts
  • Data Analytics
  • Monthly underwriting and loan

documentation reviews

  • Detailed operational performance

monitoring

3 Lines of Defense Model

  • Unified loan management platform

(ParaData) provides strong IT control structure

  • Proprietary platform fully customizable
  • Detailed branch statistics and monitoring
  • Video surveillance in most Avance locations
  • On-site security guards in Avance

branches located in high-risk areas

  • 14 full-time auditors
  • All branches audited annually
  • Loan documentation audits
  • Detailed risk and fraud assessment process
  • Risk-based audit approach focused on

high-risk areas and fraud prevention and detection

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SLIDE 22

22

Risk and Compliance

World d Accept ptanc nce has s built ilt a cultu lture o

  • f compl

plianc nce that at unde derstands ands an and d seeks to an anticipate a a chang nging ng r regul ulatory environmen ment

  • Implement controls to address weaknesses noted during risk assessments, branch audits, external

compliance audits, state regulatory audits and customer complaints

  • Aligning the compliance program with changing business and regulatory conditions

Con

  • ntr

trol

  • Continuously monitor branch audits, state regulatory audits and customer complaints for quick

identification of systemic issues

  • Participate and consult on key business initiatives

Mon

  • nito

tor

  • Maintain a compliance program to identify deficiencies within all business processes
  • Perform compliance and fair lending risk assessments
  • Review all regulatory environment changes and translating those to changes in policies and procedures

Ident ntify

  • Monthly detailed reporting throughout the business
  • Quarterly summary reporting to the Board of Directors and senior management
  • Escalate high-risk systemic issues

Repor

  • rt
  • Develop branch-level compliance training on key risk areas and systemic issues
  • Ensure all employees and directors receive annual compliance training

Tr Trai ain

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SLIDE 23

Financia ial S l Summa mmary

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SLIDE 24

24

Financial Highlights

_________________ (1) Trailing Twelve Months (2) Compared to the nine months ended December 31, 2015 1

Fiscal al Y Year ar 2005 005 2006 006 2007 007 2008 008 2009 009 2010 010 2011 011 2012 012 2013 013 2014 014 2015 015 2016 016 Nine months ended Dec 31, 2016 (2) Revenue Increase/ (Decrease) 17.6% 15.4% 20.2% 18.4% 13.8% 12.4% 11.5% 9.9% 8.1% 5.8% 1.9% (8.6%) (6.3%) Net Income Increase/ (Decrease) 18.2% 13.3% 19.9% 8.8% 12.4% 30.4% 23.9% 10.4% 3.4% 2.4% 6.8% (21.1%) (27.5%) EPS Increase/ (Decrease) 16.8% 16.1% 24.3% 15.1% 18.7% 29.7% 26.5% 18.3% 20.1% 20.0% 27.3% (15.5%) (28.3%)

  • Avg. Net Loan

Growth 18.1% 14.2% 20.2% 20.0% 14.1% 13.7% 14.5% 11.6% 10.6% 7.0% 2.4% (2.5%) (5.2%) Return on Avg. Assets 11.8% 11.9% 12.2% 11.0% 10.9% 12.7% 13.9% 13.9% 13.0% 12.3% 12.9% 10.0% 8.4% (1) Return on Avg. Equity 20.1% 19.9% 20.9% 21.2% 21.2% 22.1% 22.8% 23.6% 27.0% 31.2% 37.6% 24.0% 17.6% (1) Same Store Revenue 8.6% 10.1% 12.5% 8.9% 7.7% 8.1% 9.0% 6.8% 5.5% 3.7% .83% (6.9%) (5.0%)

slide-25
SLIDE 25

25

Gross L Loans R Receiv ivable bles Loa

  • an O

Origi gination

  • n Vol

Volume me Rev even enue Earn rnin ings P Per Sh r Share re

Historical Financial Performance

($ in millions) ($ in millions) ($ in millions) _________________ Note: Fiscal year-end is 3/31. Data is through 3/31/2016.

$2,261 $2,572 $2,820 $2,985 $2,954 $2,724 $2,621 $0 $500 $1,000 $1,500 $2,000 $2,500 $3,000 $3,500 2010 2011 2012 2013 2014 2015 2016 $770 $875 $973 $1,067 $1,112 $1,110 $1,067 $0 $200 $400 $600 $800 $1,000 $1,200 2010 2011 2012 2013 2014 2015 2016 $441 $491 $540 $584 $618 $610 $558 $- $100 $200 $300 $400 $500 $600 $700 2010 2011 2012 2013 2014 2015 2016 $4.45 $5.63 $6.63 $8.00 $9.60 $11.90 $10.05 $- $2.00 $4.00 $6.00 $8.00 $10.00 $12.00 $14.00 2010 2011 2012 2013 2014 2015 2016

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SLIDE 26

26

Stock repurchase program

$854,185,202

*No shares were repurchased in Fiscal 2016 FISCAL YEAR SHARES PURCHASED AVERAGE PURCHASE PRICE PER SHARE

  • Fiscal 1996

176,000 shares $10.00

  • Fiscal 1997

1,810,000 shares $ 7.88

  • Fiscal 2000

144,000 shares $ 5.03

  • Fiscal 2001

275,000 shares $ 5.21

  • Fiscal 2002

251,891 shares $ 8.65

  • Fiscal 2003

1,623,549 shares $ 7.39

  • Fiscal 2005

486,000 shares $18.01

  • Fiscal 2006

800,400 shares $25.98

  • Fiscal 2007

1,209,395 shares $44.73

  • Fiscal 2008

1,375,100 shares $30.44

  • Fiscal 2009

288,700 shares $27.19

  • Fiscal 2010

38,500 shares $37.26

  • Fiscal 2011

1,298,057 shares $41.09

  • Fiscal 2012

2,181,045 shares $64.10

  • Fiscal 2013

2,569,597 shares $71.24

  • Fiscal 2014

2,091,699 shares $91.09

  • Fiscal 2015

1,432,058 shares $80.53

  • Fiscal 2017

95,703 shares $52.20

  • Total

18, 18,146, 146,694 sha 94 shares $47. 47.07 07

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SLIDE 27

World’s return on assets and equity

12.7% 13.9% 13.9% 13.0% 12.3% 12.5% 10.0% 22.1% 22.8% 23.6% 27.0% 31.2% 36.6% 24.0% 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0% 40.0% 2010 2011 2012 2013 2014 2015 2016 Return on Average Assets Return on Average Equity 27