FY15 Supplemental Information January 5, 2016

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1 FY15 Supplemental Information January 5, 2016

2 Safe Harbor This document contains certain forward-looking statements. These statements are based on the company s current expectations as to the outcome and timing of future events. All statements, other than statements of historical facts, that address activities or results that the company plans, expects, believes, projects, estimates or anticipates will, should or may occur in the future are forward-looking statements. Actual results for future periods may differ materially from those expressed or implied by these forward-looking statements due to a number of uncertainties and other factors, including operating risks, liquidity risks, legislative or regulatory developments, market factors and current or future litigation. For a discussion of these and other factors affecting the company s business and prospects, see the company s annual, quarterly and other reports filed with the Securities and Exchange Commission. The company undertakes no obligation to update or revise forward-looking statements to reflect changed assumptions, the occurrence of unanticipated events or changes to future operating results over time. 2

3 FY15 Overview: A Year of Repositioning Strategic Review and Transformation - Strategic review resulting in refocus on core business segments - Loan portfolio review led to financial restatement - Material negative financial impact from restructuring and restatement activities Building the Foundations - Stabilized and strengthened the balance sheet - New management team appointed - System and process overhaul commenced - Rationalization of head office functions Early Signs Encouraging More to Do - Q4 FY15 transition to new business segment reporting - Transformation driven by clearly defined strategic initiatives with measurable KPIs and financial targets as well as improved incentive programs - Best Q4 to Q3, quarter-on-quarter same store loan growth improvement in more than 5 years 3

4 Three-Year Strategic Plan: Approach Recap STRATEGIC SUCCESS FINANCIAL SUCCESS Select markets with attractive competitive dynamics Investments based on rigorous assessment of risk and returns U.S. Pawn Leverage core capabilities to build sustainable competitive advantage Returns in excess of cost of equity / WACC Mexico Pawn Undertake initiatives to win in selected markets based on competitive advantage Sustainable EPS growth Grupo Finmart 4

5 Strategy Execution: Solid Progress Didn t we acquire 25 stores? Focus on growth and improved operations of 3 core businesses - US Pawn: Acquired 25 U.S. Pawn stores, 13 in the last quarter - Mexico Pawn: 3 Denovo sites identified and additional growth underway - Hired new CEO, CFO and CRO at Grupo Finmart Closed USFS - Closure of financial services business including 480 stores and 1,000 employees Building Capabilities - Experienced management team recruiting complete - Appointment of CRO, CMO, CBDO Simplified Operating Model - Reduction of Head Office headcount and expense - Chief Business Development Officer (CBDO) also responsible for oversight of Products & Processes - Mystery Shop program extended to all U.S./Mexico Pawn stores - Introduced new incentive and recognition programs to field team Rationalized underperforming U.S. Pawn & Mexico Pawn and Buy/Sell operations 44 store closures Operational Efficiency - Aged inventory reduction program reduced aged inventory by 50% - Reduced span of control in US Pawn to enable better focus on customers - Foundational work completed at Grupo Finmart to support improved underwriting and risk-based pricing 5

6 Grupo Finmart: Strengthening Controls Detailed review of the business has resulted in a strong foundation for FY16 with a focus on sustainability and longterm growth. Established a strong and experienced management team: New CFO and Chief Risk Officer New CEO in Q1 FY16 and Treasurer in Q2 FY16 Increased risk management focus: Established formal Credit Committee and Assets and Liability Committee Independent 3 rd party expert recommendations to underwriting process being implemented including the introduction of underwriting government agencies in Q1, and the individual borrowers in Q2- Q3 Increased profitability focus: Emphasis on optimizing and improving loan term and pricing per contract (risk-based pricing) Focused and prioritized origination in high-performing agencies and regions Improving operational efficiency & transparency: FY16 Action Plan in-progress to automate financial, cash, and operational reporting through systems improvement Systems upgrade will include transition to PeopleSoft and implementation of new Loan Management System 6

7 Grupo Finmart Restatement: No Cash Impact Interest Spread - Previous process Interest revenue on the loans made recognized over the contracted loan period - New process Interest revenue recognized over the average cash period of the loans - Impact decreased revenue in earlier years and increased over future periods Bad Debt Reserve - Key change to past practice is to 100% reserve a loan if no payment is received within a consecutive 180-day period - General reserve held at 5% of performing loans, with employees out of payroll reserved at 100% Asset Sales - Previous asset sales reversed for accounting purposes no legal implications - Impact to reverse gain on sale, take loans and associated debt back on book and treat as per interest spread and reserve policy 7

8 Grupo Finmart Restatement 8

9 FY15 Continuing Operations * : Repositioning Year *Note: Continuing Operations includes: U.S. Pawn, Mexico Pawn, Grupo Finmart, Other International. 9

10 FY15 Total Restructuring Charges and Other Discrete Items During FY15, we incurred costs attributed to restructuring initiatives in the business and other discrete items. U.S. Financial Services exit costs $38.4m Covering severance, lease exit costs and goodwill write-off CFPB agreement $10.5m Business rationalization costs $32.6m, including restructuring charges and other discrete items Pawn store costs predominantly closure Legacy IT asset write-offs Impairment of CCV Australia investment $29.2m Estimated restatement expenses $4.1m Cash Genie UK Regulatory Compliance resolution $4.0m 10

11 FY15 Continuing Operations Normalized * *Normalized for restructuring charges, other discrete items, and constant currency. See GAAP to non-gaap reconciliation. 11

12 FY15 U.S. Pawn Normalized * *Normalized for restructuring charges and other discrete items. See GAAP to non-gaap reconciliation. 12

13 FY15 U.S. Pawn: Key Indicators * Aged Inventory Inventory 360+ days as a % of gross inventory 13

14 FY15 Mexico Pawn Normalized * * Normalized for restructuring charges, other discrete items and constant currency. See GAAP to non-gaap reconciliation. 14

15 FY15 Mexico Pawn: Key Indicators USD $ in Constant Currency 2 1 Excludes Buy/Sell stores 2 Aged Inventory Inventory 360+ days as a % of gross inventory 15

16 FY15 Grupo Finmart * USD $ in Constant Currency * Normalized for constant currency. See GAAP to non-gaap reconciliation. 16

17 U.S. Financial Services: Now Closed 17

18 Balance Sheet: Strengthened Our Position Pawn Loans Outstanding improved to $164 million 1, up 1% compared to prior year. Inventory position improved as we flushed aged inventory to 11% of gross inventory, compared to 20% one year prior. Aged general merchandise inventory reduced to 5% of gross general merchandise inventory, a 750 bps improvement versus one year prior. General Merchandise turns improved 12% to 2.8x vs. the prior year in U.S. Pawn and 56% to 2.4x in Mexico Pawn. Aged jewelry inventory reduced to 15% of gross jewelry inventory, a 1600 bps improvement versus fiscal The flushing of aged inventory reduced merchandise margin to 33%, compared to 36% one year prior. Robust bad debt reserve provisioning practices implemented for Grupo Finmart. 1 USD $ in Constant Currency including $143 million for U.S. Pawn and $21 million Mexico Pawn ($16 million on a GAAP basis). 18

19 Three-Year Strategy: Delivery of Key Imperatives Key Imperatives Market Leading Customer Satisfaction Lead in customer service among our peers in North America Exceptional Staff Engagement Create an environment for outstanding staff engagement Attractive Returns to Our Shareholders Deliver leading returns to shareholders Most Efficient Provider of Cash Be the most effective & efficient provider of our products & services Measures Mystery shopper results 1 Net Promoter Score versus peers 1 Turnover rate Staff engagement survey 1 EPS growth ROE above cost of equity Cost to income ratio Time to cash 1 Externally commissioned measures 19

20 FY15 Recap: Repositioning for Future Growth & Profitability Strategic Review Complete - Refocused on three core business segments - U.S. Pawn, Mexico Pawn, Grupo Finmart - Financial restatement based on Grupo Finmart portfolio issues - Significant negative financial impact from restructuring and restatement activities Focus on Execution - Exited under-performing sites in U.S. Pawn and Mexico Pawn - Stabilized and strengthened the balance sheet - Closed U.S. Financial Services business - Systems and processes overhaul commenced - Rationalization of head office - Management team strengthened Early Signs of Business Growth - 4 th quarter saw best quarter-on-quarter growth in U.S Pawn loans in more than five years - Positive business momentum continuing in Q1 FY16 - Still more work to do to optimize business performance 20

21 GAAP to Non-GAAP Reconciliation (A) (G) (D) (B) (C) (E) (F) Footnote (A) Amount includes $101 million Mexico Pawn and $68 million Grupo Finmart revenue. Footnote (B) Amount includes $47 million Mexico Pawn and $37 million Grupo Finmart Total Expenses. Footnote (C) Amount includes $4 million Mexico Pawn and $3 million Grupo Finmart depreciation and amortization. Footnote (D) Amount is comprised of $6 million net foreign currency transaction losses and related gains on forward currency forwards resulting from movement in exchange rates. Footnote (E) Amount includes $17 million restructuring expense (US Pawn $4 million, Mexico Pawn $1 million, Corporate $10 million and Other International $2 million), $29 million CCV Australia impairment, $12 million related to the disposal of other assets identified during the strategy review (US Pawn $6 million, Mexico Pawn $2 million and Corporate $4 million), $6 million of Corporate discrete items, and $2 million US Pawn lease impairment. Footnote (F) Amount includes $7 million restructuring expense, $6 million gain related to the sale of 7 pawn stores, $8 million CCV Australia impairment, $8 million for Chairman retirement and $2 million of other assets. Footnote (G) Amount includes $51 million Mexico Pawn and $38 million Grupo Finmart 21

22 Non-GAAP Financial Information In addition to the financial information prepared in conformity with generally accepted accounting principles in the United States of America ("GAAP"), we provide certain other non-gaap financial information on a constant currency basis ("constant currency") and normalized basis (excluding certain identified charges). We use constant currency to evaluate results of our Mexico Pawn and Grupo Finmart segment operations, which are denominated in Mexican pesos, and normalized earnings to evaluate results of each of our segments and believe that presentation of constant currency results is meaningful and useful in understanding the activities and business metrics of our Mexico Pawn and Grupo Finmart operations and normalized earnings are meaningful and useful in understanding the underlying core business operating results. These constant currency and normalized earnings reflect an additional way of viewing aspects of our business that, when viewed with GAAP results, provide a more complete understanding of factors and trends affecting our business. We provide non-gaap financial information for informational purposes and to enhance understanding of our GAAP consolidated financial statements. Readers should consider the information in addition to, but not instead of or superior to, our financial statements prepared in accordance with GAAP. This non-gaap financial information may be determined or calculated differently by other companies, limiting the usefulness of those measures for comparative purposes. Constant currency results reported herein are calculated by translating consolidated balance sheet and consolidated statement of operations items denominated in Mexican pesos to U.S. dollars using the exchange rate from the prior-year comparable period, as opposed to the current comparable period, in order to exclude the effects of foreign currency rate fluctuations. We used the end-of-period rate for balance sheet items and the average closing daily exchange rate during the appropriate period for statement of operations items. The end-of-period exchange rate as of September 30, 2015 and 2014 was 17.1 to 1 and 13.5 to 1, respectively. The average exchange rate for the years ended September 30, 2015 and 2014 was 15.1 to 1 and 13.1 to 1, respectively. Constant currency results, where presented, also exclude the foreign currency gain or loss and the related foreign currency derivative gain or loss impact. 22

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