USA Technologies Investor Presentation. May 2016 NASDAQ: USAT
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1 USA Technologies Investor Presentation May 2016 NASDAQ: USAT
2 Safe Harbor Statement All statements, other than statements of historical fact included in this presentation, are forward-looking statements. When used in this presentation, words such as "anticipate", "believe", "estimate", "expect", "intend", and similar expressions, as they relate to USA Technologies or its management, identify forward-looking statements. Such forward-looking statements are based on the beliefs of USA Technologies management, as well as assumptions made by and information currently available to USA Technologies management. Actual results could differ materially from those contemplated by the forward-looking statements as a result of certain factors, including but not limited to, business, financial market and economic conditions; the incurrence of any unanticipated or unusual non-operating expenses which would require diversion of cash resources; the ability of USA Technologies to predict or estimate its future annual revenues; the ability of USA Technologies to retain key customers from whom a significant portion of its revenues is derived; the ability of a key customer to reduce or delay purchasing products from USA Technologies; whether suppliers would increase their prices, reduce output or change their terms of sale; whether, and the promptness with which, customers install new connections; whether, and the extent to which, new connections will generate revenues for USA Technologies in future quarters; whether USA Technologies customers continue to utilize USA Technologies transaction processing and related services, as customer agreements are generally cancelable by the customer on thirty to sixty days' notice; the ability of USA Technologies to accurately estimate potential connections controlled by its existing customer base and predict future market conditions and customer behavior; whether customers will increase their purchases of USA Technologies products and services in the future; the ability of our products and services to avoid unauthorized hacking or credit card fraud; the extent to which USAT's 2015 Cashless Knowledge Base is predictive of average annual cashless sales; the ability of the Company s 2015 Cashless Knowledge Base to predict future market conditions, customer and consumer behavior, and average ticket prices and cashless sales across all of USAT's customer locations; the accuracy and reliability of third party data relating to potential connections in the market; the ability of Apple Pay to drive demand and adoption; and the possibility that all of the expected benefits from adoption of cashless payment will not be realized by all vending operators, or will not be realized within the expected time period. Readers are cautioned not to place undue reliance on these forward-looking statements. Any forward-looking statement made in this presentation speaks only as of the date of this presentation. Unless required by law, USA Technologies does not undertake to release publicly any revisions to these forward-looking statements to reflect future events or circumstances or to reflect the occurrence of unanticipated events. Non-GAAP Information: This presentation includes a discussion of non-gaap net income (loss) and Adjusted EBITDA which are non-gaap financial measures that USA Technologies believes are useful for an understanding of the Company s ongoing operations. These non-gaap financial measures are supplemental to, and not a substitute for, GAAP financial measures such as net income or loss. Details of these items and a reconciliation of these non-gaap financial measures to GAAP financial measures can be found in the Appendix to this presentation, and at under the Investor Relations tab. 2
3 $ in millions Investment Highlights Accelerating growth company High proportion of recurring revenue Large penetration opportunity in U.S. in both vending and adjacent vertical market segments Market and technology leader and technology pioneer for cashless payment services in the self-serve retail market Revenue growth accelerated at 26% 3 year CAGR* Anticipate cash flow from operations for FY16 and on a go forward basis Management team with deep relevant experience Deferred tax assets of approximately $27 million that may be available to offset future taxable income More customers than ever before moving to 100% adoption Quarterly Revenue License & Transaction Equipment Sales *Base fiscal year 2012, revenue of $29.0 Million. Fiscal 2015 revenue was $58.1 million. 3
4 Customer Base Increasing at Substantial Rate Industry Leadership Connections Customer Base 450, , , ,000 12,000 10,000 10, ,000 8, , , ,000119, ,000 50, ,000 4,000 2,000-1,950 4
5 USA Technologies Overview Market leading, IoT, one-stop cashless payment and telemetry services specifically designed for the selfserve retail market End-to-end Cashless Payment Services Value-added Services Remote Data Collection 5
6 Large Domestic Opportunity 3Q FY 2016 Customer Base Vending Kiosks Commercial Laundry Parking Automated Car Wash Tolls Amusement & Arcade Office Coffee 401,000 connections Established Foothold in Multiple Market Segments 6
7 Large Domestic Opportunity Self-serve Retail Market Vending Commercial Laundry Parking Automated Car Wash Kiosks Tolls Amusement & Arcade Office Coffee million potential connections Significant Opportunity in Multiple Market Segments Sources: US Department of Transportation, 2008; IHL Kiosk Study, 2010 (2011 projections) First Research, March 2011, June 2010; Automatic Merchandisers State of the Coffee Industry 2009; Vending Times Census 2012; Smart Card Alliance 2006; USA Technologies estimates. 7
8 National Vending Trends The 2015 USA Technologies KnowledgeBase shows vending consumers continue to buy more, spend more and buy more often with credit and debit cards on eport-equipped machines. 8
9 eport Connnect Service Differentiated End-to-End Solution for Unattended Retail Market Network Centric Multiple ways to connect Payment Processing Wireless services NFC-enabled payment capability Reporting services Consumer services Customer Centric Integrated payment services Loyalty programs Settlement & reconciliation Mobile payment acceptance Multiple 3 rd party supported POS technologies Multiple Opportunities to Increase Revenue Per Customer 9
10 Significant USAT Partners or Adoption Drivers All partners and adoption drivers have a significant investment in Self-service 10
11 Largest NFC-enabled Mobile Footprint ~300,000 NFC-enabled merchant locations All newly shipped eport terminals are NFC-enabled Apple Pay introduction marks tectonic shift, expected to drive demand and adoption Accepted throughout USAT network Google s launch of Android Pay solidifies broader market acceptance of the mobile payments technology 11
12 Revenue Model Sample Customer Economics Equipment Revenues $43,633 License & Trans. Fees $35,638 $30,044 $23,371 $16,442 $14,444 $6,426 $5,646 $5,896 $6,706 FY11 FY12 FY13 FY14 FY15 $60,000 $50,000 $40,000 $30,000 $20,000 $10,000 $0 eport Connect monthly service fee - $7 - $10 per connection per month - $12 - $15 per connection per month including terminal rental or lease Transaction processing fees % per transaction ~70% Recurring Revenue Business Model 12
13 Adding Value to Each Connection Providing deeper value to each connection through: - Loyalty programs - Multi-Media & Interactive Content - Real-time customer connection - Consumers preferred payment methods including credit/debit cards and mobile wallets VendScreen Acquisition - Provides customers with access to a greater breadth of payment technology capabilities and consumer engagement services - One of the payment industry s most advanced cloud-based interactive media and content delivery systems and touch-screen POS devices for the self service market - Interactive touch-screen technology is NFC-enabled and compatible with mobile wallets including Apple Pay and Android Pay Grow customer loyalty, create return customers and drive recurring sales via USAT s MORE and Premium Service program Planning Installation Support Marketing Access to Knowledge Base Performance Evaluation 13
14 Growth Strategy & Drivers Strategy Increase penetration of existing customer base Add value to every connection Broaden customer base Build on and add new partnerships in adjacent markets Drivers - Existing customer base estimated to control over 2 million potential connections - Integrated Payments creates additional service opportunities - 100% adoption by larger operators provides access to highvalue Premium Support Services - Apple Pay and Android Pay adoption increasing current customers already accepting - MORE loyalty and rewards program drives customer participation and competitive advantage - Premium Support Services accelerating cashless usage - Small & medium business sales focus - Quick Connect - Marketing programs - Existing partnerships in commercial laundry, kiosk, arcade and amusement - Apple Pay and Android Pay drive continued adoption by users 14
15 Competitive Advantage: Integrated Payment Services Delivery of cross channel solution enables consolidated reporting across multiple cashless point-of-sale locations Traditional Vending Cashless driving positive returns Micro-Markets Process payments; Extend loyalty program Dining Services Streamline payments for dining halls, cafeterias Mobile Payments eport Mobile: delivery, concessions and OCS Online Payment Process CC in USALive; schedule repeat transactions Deepens Customer Entrenchment and Maximizes Revenue per Customer 15
16 Expanding Connection Base Driving Revenue Growth Connection Base ($/000 s) Transaction Value ($/000 s) Revenue 427, , , , , , , , , , , , , , , , , , ,000 $400,000 $350,000 $300,000 $250,000 $200,000 $150,000 $100,000 29,000 22,900 35,900 58,100 42,300 77,000 $90,000 $80,000 $70,000 $60,000 $50,000 $40,000 $30,000 $20,000 50,000 $50,000 $10,000 0 FY11 FY12 FY13 FY14 FY15 $0 FY11 FY12 FY13 FY14 FY15E FY16E¹ $0 *Note: Fiscal year ends June 30th ¹ Estimated 16
17 Selected Income Statement Highlights ($/millions) Q3 F2016 Q3 F2015 Revenue $20.4 $15.4 Gross Profit $5.7 $5.1 Gross Margin 27.9% 33.5% Adjusted EBITDA $1.3 $2.4 Net Income (Loss) $(5.4) $(0.6) Non-GAAP Net Income (Loss) $(0.09) $0.7 FYE 6/30/2015 FYE 6/30/2014 $58.1 $42.3 $16.8 $ % 35.6% $6.3 $6.5 $(1.1) $27.5 $(0.5) $0.2 Weighted Avg. Common Shares Outstanding 36.2M 35.8M 35.7M 34.6M 17
18 Growth Targets FYE 6/2015 FY2016 Guidance Connections 333, ,000+ Revenue $58.1 million $76 - $78 million Gross Margin 29.0% SG&A as % of Revenue 28.3% Operating Margin* (0.4)% Free Cash Flow** Adjusted EBITDA $(3.3) million $6.3 million *Operating earnings divided by revenue **Free cash flow is defined as the Company s cash flow from operating activities less cash used for purchases of property for the JumpStart rental program.. Operating Leverage as Business Scales 18
19 Management Team Stephen P. Herbert Chairman and CEO Chairman and CEO since 2011 President and COO from 1999 Operations, Sales and Marketing at PepsiCo including market strategy for vending and retail channels of Pepsi Cola N.A. George Harrum SVP Operations SVP Operations and Customer Service since 2001 Various Operations Positions, Danyl/Schlumberger from 1982 Leland Maxwell Interim CFO Appointed Interim CFO in 2016 Served as USAT s CFO and treasurer from 1997 to 2003 Founder of Maxwell CFO Consulting Certified Public Accountant Michael K. Lawlor CSO Appointed CSO in 2016 SVP Sales and Business Development since 2010 Sales and partner development programs from 1996 National and Regional sales manager positions, Pepsi Cola Co. Maeve Duska SVP Marketing SVP Marketing since 2015 VP Marketing from 2009 Marketing for all products and services for flagship eport branded services from 2004 Marketing Manager, Higher Education, Aramark 19
20 Key Takeaways Accelerating growth company High proportion of recurring revenue Large penetration opportunity in U.S. in both vending and adjacent vertical market segments Market and technology leader and technology pioneer for cashless payment services in the self-serve retail market Revenue growth accelerated at 26% 3 year CAGR* Anticipate cash flow from operations for FY16 and on a go forward basis Management team with deep relevant experience Deferred tax assets of approximately $27 million that may be available to offset future taxable income More customers than ever before moving to 100% adoption *Base fiscal year 2012, revenue of $29.0 Million. Fiscal 2015 revenue was $58.1 million. 20
21 Appendix A: Supplemental Financials and Non-GAAP Tables
22 Non-GAAP Reconciliations Reconciliation: Net Income (Loss) to Non-GAAP Net Income (Loss) As used herein, non-gaap net income (loss) represents GAAP net income (loss) excluding costs or benefits relating to any adjustment for fair value of warrant liabilities, non-cash portions of the Company s income tax benefit (provision), non-recurring charges recorded in SG&A during the quarter ended March 2016 that were incurred in connection with the acquisition and integration of the VendScreen business, and $105 thousand of professional fees incurred during the March 31, 2016 quarter in connection with the class action litigation. The foregoing class action professional fees were not excluded when calculating non-gaap net income for the quarter ended December 31, 2015 as, subsequent to the quarter end, management determined that such charges should be excluded in future periods as these charges do not reflect the ongoing operations of the business. Non-GAAP net income (loss) is a non-gaap financial measure which is not required by or defined under GAAP (Generally Accepted Accounting Principles). The presentation of this financial measure is not intended to be considered in isolation or as a substitute for the financial measures prepared and presented in accordance with GAAP, including the net income or net loss of the Company. Management recognizes that non-gaap financial measures have limitations in that they do not reflect all of the items associated with the Company s net income or net loss as determined in accordance with GAAP, and are not a substitute for or a measure of the Company s profitability or net earnings. Management believes that non- GAAP net income (loss) is an important measure of the Company's business. Management uses the aforementioned non-gaap measure to monitor and evaluate ongoing operating results and trends, and to gain an understanding of our comparative operating performance. We believe that this non-gaap financial measure serves as a useful metric for our management and investors because it enables a better understanding of the long-term performance of our core business and facilitates comparisons of our operating results over multiple periods, and, when taken together with the corresponding GAAP financial measures and our reconciliations, enhances investors' overall understanding of our current and future financial performance. Additionally, the Company utilizes non-gaap net income as a metric in its management and executive officer incentive compensation plans. ($ in thousands) March 31, March 31, (unaudited) Net income (loss) $ (5,420) $ (567) Non-GAAP adjustments: Non-cash portion of income tax provision (38) 121 Fair value of warrant adjustment 4,805 1,101 VendScreen non-recurring charges Class action professional fees Non-GAAP net income (loss) $ (87) $ 655 ($ in thousands) June 30, June 30, (unaudited) Net income (loss) $ (1,089) $ 27,531 Non-GAAP adjustments: Three months ended Year ended Non-cash portion of income tax provision 226 (27,276) Fair value of warrant adjustment 393 (65) Non-GAAP net income (loss) $ (470) $
23 Non-GAAP Reconciliations Reconciliation: GAAP Net Income (Loss) to Adjusted Earnings Before Taxes, Depreciation and Amortization (Adjusted EBITDA) For the three months ended For year ended March 31, March 31, June 30, June 30, ($ in thousands) Net loss $ (5,420) $ (567) $ (1,089) $ 27,531 As used herein, Adjusted EBITDA represents net income (loss) excluding interest income, interest expense, income taxes, depreciation, amortization, change in fair value of warrant liabilities, stock-based compensation expense, non-recurring charges recorded in SG&A during the quarter ended March 2016 that were incurred in connection with the acquisition and integration of the VendScreen business, and $105 thousand of professional fees incurred during the March 31, 2016 quarter in connection with the class action litigation. The foregoing class action professional fees were not excluded when calculating Adjusted EBITDA for the quarter ended December 31, 2015 as, subsequent to the quarter end, management determined that such changes should be excluded in future periods as these charges do not reflect the ongoing operations of the business. Adjusted EBITDA is a non- GAAP financial measure which is not required by or defined under GAAP (Generally Accepted Accounting Principles). The presentation of this financial measure is not intended to be considered in isolation or as a substitute for the financial measures prepared and presented in accordance with GAAP, including the net income or net loss of the Company. Management recognizes that non-gaap financial measures have limitations in that they do not reflect all of the items associated with the Company s net income or net loss as determined in accordance with GAAP, and are not a substitute for or a measure of the Company s profitability or net earnings. Adjusted EBITDA is presented because we believe it is useful to investors as a measure of comparative operating performance, and because it allows management and investors to consider the ongoing operations of the business both with, and without, such expenses. Additionally, the Company utilizes Adjusted EBITDA as a metric in its management incentive and executive officer compensation plans. Less interest income (67) (27) (82) (30) Plus interest expenses (Less) plus income tax provision (93) (27,255) Plus depreciation expense 1,190 1,433 5,731 5,464 Plus amortization expense Plus stock-based compensation EBITDA (4,024) 1,278 5,867 6,517 Less change in fair value of warrant liabilities 4,805 1, (65) Plus VendScreen non-recurring charges Plus class action professional fees Adjustments to EBITDA 5,371 1, (65) Adjusted EBITDA $ 1,347 $ 2,379 $ 6,260 $ 6,452 23
24 NASDAQ: USAT Steve Herbert Chairman and CEO Lee Maxwell Interim CFO
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