specialist lending seminar september...
TRANSCRIPT
![Page 1: Specialist Lending Seminar September 2003providentfinancial.blob.core.windows.net/media/1342/2003_speciality_lending.pdfInternational home credit > Pilot offices divided into two](https://reader034.vdocuments.site/reader034/viewer/2022042414/5f2efaea2bb91667fe47ab64/html5/thumbnails/1.jpg)
Specialist Lending Seminar
September 2003
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Home Collected Credit in an International Environment
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Group compositionProvident Financial
UK Consumer Credit International Home Credit Motor Insurance
UK home credit Poland Czech Republic
Provident Insurance
Yes Car Credit Hungary Slovakia
Credit cards (pilot) Mexico (pilot)
2002 pre-exceptional PBT
£182.1 million
Market capitalisation
£1.6 billion
Customers
3.4 million
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Composition of profit before taxProvident Financial
PBT
16%
11%
5% 68%
UK home credit
Motor insurance
International
Yes Car Credit
6 months to 30 June 2003
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Strategy
> Serving customers earning moderate incomes> Growing by:
– international expansion – broader range of credit products
> Focus is on delivering value from existing businesses and from initiatives already announced
Provident Financial
We aim to be a leading international provider of simple financial services
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International home creditProvident Financial
Poland Czech Republic
Slovakia Hungary Mexico
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How we choose and develop a new marketInternational home credit
> Country selection> Desk research> Detailed in-country research> Pilot operation> Roll-out
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Timeline of international development
Market research Single location Slow roll-out Accelerated rollout
Hungary
Czech
Poland
1995 1996 1997 1998 1999 2000
Slovakia
2001 2002 2003
Mexico(pilot)
International home credit
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How we develop a new market: pilot operationInternational home credit
> Minimise financial risk> Introduce core ex-pat team of 2-4 people> Recruit and train future managers> Create local training materials> Design advertising materials> Build administrative capability> Recruit and train agents and customers> Learn to operate in local culture> Prove or amend business model> Formal ‘go’ or ‘no-go’ decision at conclusion of pilot
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Developing a market: roll-outInternational home credit
> Pilot offices divided into two. One team open a new location> Local advertising supports brand awareness and staff and
agent recruitment> Train staff, then train agents> Advertise to recruit customers> Lend small amounts to customers at first and re-serve with larger
loans> Build customer base> When ready, split team to open a new office
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Central Europe: customer numbers (`000)International home credit
Poland Czech Republic
6 66161
010 72
305504
0.4
660
D 98 D 99 D 00 D 01D 97 D 02
189 218
Hungary Slovakia
5 27
D 02D 01 D 02D 01
750
J 03
212
J 03 J 03
3910 55 80
D 98 D 99 D 00 D 01D 97 D 02 J 03
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Annual profitsInternational home credit
Poland (£m)
(3.1)
Czech Republic (£m)
(1.1) (2.7)
0.1
(0.2)(1.5) (2.6) (2.8)
6.7
(0.6)
16.7
2.55.1
Hungary (£m)
(2.3)
Slovakia (£m)
(1.3) (2.0)
23.7
7.2
(3.1) (2.0)
D 98 D 99 D 00 D 01D 97 D 02 J 03 D 98 D 99 D 00 D 01D 97 D 02 J 03
D 02D 01 D 02D 01J 03 J 03
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Annual profits/(losses) since 1999 (£m)
International home credit
Dec 99
(7.7)
June 00 Dec 00 June 01 Dec 01 June 02 Dec 02 June 03
(10.3) (5.9) (1.1) 0.83.5
10.6
19.4
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Central European market potentialInternational home credit
Poland Czech Hungary Slovakia Total
Population (million)
39 10 10 5 64
Target customers (000)
1,000 250 250 125 1,625
Current customers (000)
750 212 80 39 1,081
Target annual credit issued per customer (£) 400 400 400 270 390
Target annual profit per customer (£) 60
60 60 40 58
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Poland: targets and progress to dateInternational home credit
Budapest
Prague
Warsaw
Bratislava
POLAND
CZECH REPUBLICSLOVAKIA
HUNGARYAUSTRIA
GERMANY
Vienna
> Profit target: £60m p.a.
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Poland: targetsInternational home credit
> Population> Customers> Annual credit issued per customer> Annual profit per customer> Annual profit
39 million1 million
£400£60
£60m
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> Customer growth> Issue per customer > Gross revenue margin > Costs as % of revenue > Annual profit per customer > Annual profit
Poland: key performance driversInternational home credit
750,000£33854%
80%£37
£23.7m
1,000,000£40055%73%£60
£60m
Target12 months to30 June 2003
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Poland: customers (`000)International home credit
3 10 3272
164
305
416
504561
660
750
June98
Dec98
June99
Dec99
June00
Dec00
June01
Dec01
June02
Dec02
June03
+ 34%
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Poland: credit issued per customerInternational home credit
> Target increase: £338 £400> Loan sizes increase as customer base matures> Confident of reaching target
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Poland: gross revenue marginInternational home credit
> Target: 55%> Current: 54%> Margin to rise as customer base matures
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Poland: employee-related costsInternational home credit
Employee growth
23 78206
326
800
1,048
1,5051,594 1,617 1,6181,597
June98
Dec98
June99
Dec99
June00
Dec00
June01
Dec01
June02
Dec02
June03
+ 1.3%
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8084889197111
141153
20161293
-11-41
-53-100
-50
0
50
100
150
200
D99 J00 D00 J01 D01 J02 D02 J03
Poland: costs and profit as a % of revenue (MAT)
International home credit
Costs*Profit
* Commission, bad debt, interest, expenses
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Poland: profitsInternational home credit
(£m)
(1.5) (2.6) (2.8)
6.7
(0.6)
16.7
11.4
12 months to Dec 1998
12 months to Dec 1999
12 months to Dec 2000
12 months to Dec 2001
12 months to Dec 1997
12 months to Dec 2002
6 months to June
2003
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Czech Republic: costs and profit as a % of revenue (MAT)
International home credit
Costs*Profit
818587908999
135
175
19151310111
-35
-75-100
-50
0
50
100
150
200
D99 J00 D00 J01 D01 J02 D02 J03
* Commission, bad debt, interest, expenses
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Czech Republic: profitsInternational home credit
(£m)
(1.1) (2.7)
0.12.5
(0.2)
5.14.0
12 months to Dec 1998
12 months to Dec 1999
12 months to Dec 2000
12 months to Dec 2001
12 months to Dec 1997
12 months to Dec 2002
6 months to June
2003
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Lessons learnedInternational home credit
> UK home credit model can be successfully introduced overseas> Customer and agent relationship similar in all countries> Good quality, well educated workforce essential > Key early skills: recruitment, training, advertising, brand building> Simple, distributed IT systems a strength> As arrears work builds, added support and training needed> Need to balance growth, costs and bad debt
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Mexico: pilot commencedInternational home credit
> First loan made in August 2003
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Mexico: country informationInternational home credit
Mexico Poland> Population 103 million 39 million> % of cities with over 10,000 people 82% 62% > Per capita annual income $8,800 $9,000> S&P country rating A- A-> Economic growth rate (2003 est.) 3.5% 3.1%> Inflation 5.1% 3.2%> Interest rate 10.2% 6.5%
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Mexico: target marketInternational home credit
C Demographic26% of PopulationHousehold income between US $1,000 and US $3,000 per month.
D+/D Demographic52% of PopulationHousehold income between US $200 and US $1,000 per month.
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Country selection: where next?International home credit
> No new countries before 2005> Rule of law> Relatively stable economy> Safe to lend and collect> Urbanised> Can be funded in local currency > Well educated workforce> Sufficient potential
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An impressive record of growth Provident Financial
Pre-exceptional profit before tax (£m)
Year ended 31 December
34.1 43.062.5
81.1101.1
118.5136.5
145.9160.2
169.6182.1
155.0
1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002
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