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FIRST CASH FINANCIAL SERVICES, INC. Investor Presentation May 2014.

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Presentation on theme: "FIRST CASH FINANCIAL SERVICES, INC. Investor Presentation May 2014."— Presentation transcript:

1 FIRST CASH FINANCIAL SERVICES, INC. Investor Presentation May 2014

2 SAFE HARBOR STATEMENT This presentation contains “forward-looking statements,” as defined by the Private Securities Litigation Reform Act of 1995, that can be identified by words such as “believes,” “expects,” “projects,” and similar expressions and involve numerous risks and uncertainties. The Company’s actual results could differ materially from those anticipated in such forward-looking statements as a result of certain factors, including those set forth in the Company’s filings with the Securities and Exchange Commission.

3 25 YEARS OF LEADERSHIP IN PAWN Founded in 1988 Based in Arlington, TX Public in 1991with 12 stores Current market cap of $1.4 billion*, largest market cap of any pawn operator U.S. Operations 310 stores 12 U.S. states Mexico Operations Started with 4 stores in 1999 Currently operating 605 stores in 26 states Largest full-service, large format pawn operator in Mexico *As of May 2, 2014

4 PAWNSHOP PROFILE  Neighborhood-based stores serving cash- constrained consumers:  Buy and sell popular pre-owned consumer products including  Consumer electronics & appliances  Jewelry, diamonds & watches  Power tools, musical instruments & sporting goods  Ready and immediate source of cash for customers looking to sell items  Source of small, short-term loans  Fully collateralized  Non-recourse

5 SIGNIFICANT PAWN STORE GROWTH Driven primarily by organic growth coupled with strategic acquisitions Store count

6 REVENUE – GEOGRAPHIC DISTRIBUTION Operations in two countries with the same business model and format – 310 stores in the U.S. – 605 stores in Mexico Continued growth potential in both markets Opportunity to expand this proven model to other Latin American countries Trailing Twelve Months Ended March 31, 2014

7 FOCUSED ON RETAIL OPPORTUNITY  Merchandise sales (including retail and scrap) account for 66% of total revenues, of which retail is a significant portion  Merchandise acquired through forfeiture of pawn loan collateral and direct buys from customers  Emphasis on driving foot traffic  High inventory turnover (3.6x in 2013)  Gross retail margins exceed those of traditional value-oriented retailers  FCFS retail margin of 39.7%  Peer Group average retail margin: 31.1% 7 Peer group includes: Dollar General, Ross Stores, Dollar Tree, PriceSmart, Tuesday Morning and Big Lots; LTM as of MRQ FIRST CASH REVENUE DISTRIBUTION 66% Merchandise Sales

8 In-store transactions Retail sales Pawn loans and buys Pawn payments and redemptions Layaway programs drive multiple store visits Interest-free installment payments collected weekly and/or monthly Opportunity for customers to “Treasure Hunt” in stores Automatic price markdown timing “As seen on TV” – pawnshops are focus of popular reality shows RETAIL TRAFFIC DRIVERS

9  Many consumers in the U.S. and Mexico remain cash-constrained and value-conscious  “Unbanked and under-banked” customer base continues to be significant  30% of U.S. households  70% of households in Mexico  Strong customer value proposition  Immediate source of credit – less than 10 minutes  No underwriting, credit check, or bank account required  No collection activities or negative credit reporting  Traditional retailers and lenders do not effectively serve this customer due to:  Small transaction sizes  Weak (or lack of) credit history  Regulatory restrictions on other short-term credit & bank products GROWING DEMAND FOR PAWNSHOPS

10 Pawn Receivables  Average loan size:  $173 in U.S.  $69 in Mexico  Term: 30 days  Typical monthly service charge:  5% to 20%  Varies with size of loan  All loans fully collateralized: non-performing pawns become inventory FIRST CASH PAWN METRICS  Retail sales margin39%  Effective monthly yield on pawn receivables14%  Inventory turnover, annualized3.6x  Store operating profit margin26% Trailing Twelve Months Ended March 31, 2014

11 SIGNIFICANT BARRIERS TO ENTRY 11 MEXICOUNITED STATES  Key markets for First Cash have significant licensing restrictions limiting ability of competitors to establish new, competing locations  Texas - per state law, in large counties (over 250,000 population) new licenses not granted within 2 miles of any other pawn shop  Maryland/DC/Virginia - most counties and DC have hard caps on the number of licenses and are not granting new ones  Colorado - most larger, metropolitan cities and suburbs have ceased issuing new pawn licenses  First Cash has significant first-mover advantage  De novo strategy requires significant capital investment, operating expertise, and development of human capital  Other public pawn operators are currently not growing significantly in Mexico  Must allow for a long time horizon to compete with FCFS  Extremely limited acquisition opportunities in large format space  New regulations and reporting requirements work in favor of larger, more sophisticated operators such as FCFS Significant barriers to entry in both the United States and Mexico make it difficult for new competitors to enter the space

12 STABLE REGULATORY ENVIRONMENT MEXICOUNITED STATES  Pawn regulated primarily at state level  FCFS operates in states with favorable regulatory environment  No material changes to pawn regulations in 30+ years  While pawn is technically covered at the federal level by Consumer Financial Protection Bureau (“CFPB”), pawn remains a low priority for CFPB  Focused on payday  Cycle of debt  Collections  Pawn regulated at the federal level by Federal Consumer Protection Bureau (“PROFECO”)  Regulates terms of pawn loan  No rate-setting authority  January 2013 law requires all pawn businesses to register with PROFECO  Requires compliance with additional customer notice and disclosures  New PROFECO requirements have led to suspension or closure of certain non- compliant pawn stores in Mexico 12 Regulator and consumer advocate groups have been focused on the “cycle-of-debt” and collection practices of the payday lending industry. First Cash’s business is dominated by pawn retail sales and pawn lending, which provides non-recourse loans with no collection activity, mitigating much of the regulatory focus

13 FIRST CASH REVENUE DISTRIBUTION UNIQUELY POSITIONED - LIMITED EXPOSURE TO PAYDAY PRODUCT  Other large public pawn operators generate significant revenue from payday, payroll, online lending, title and installment lending products  Other pawn operators average payday as percentage of total revenue: 45.8%  First Cash has continued to divest its payday business over time  In 2013, discontinued Cash & Go payday/check cashing joint venture  In 2012 and 2013, closed 21 consumer loan stores in Texas  In 2010, discontinued internet-based credit services in Maryland  In 2009, sold 30 payday/consumer loan stores across four states  First Cash is now uniquely positioned as the only large “pure” (~90%) pawn operator Other pawn operators include: Cash America International, DFC Global Corp. and EZCORP, Inc.; LTM as of most recent quarter. Cash America InternationalEZCORP, Inc.DFC Global Corp. REVENUE DISTRIBUTION OF OTHER PAWN OPERATORS


15 MEXICO REMAINS UNDERBANKED An estimated 70% of population is unbanked or under-banked Per capita consumer credit remains very low in comparison to U.S. and other LatAm countries Mexico remains a cash- driven society Even employees paid on company-issued debit cards quickly convert funds to cash Typical payday lines in Mexico: lines form at ATMs for cash withdrawals

16 MEXICO CONSUMER CREDIT PENETRATION Consumer credit to GDP in Mexico remains at the bottom of Latin America Source: Central Banks, Credit Suisse estimates

17 FIRST CASH MEXICO OPERATIONS IN 2008 Chihuahua Queretaro Aguascalientes Puebla Guanajuato Coahuila Tamaulipas Nuevo Leon Sonora Durango Jalisco Baja California As of September 30, 2008 241 STORES – 13 STATES: 200 Large format pawn stores 41 Consumer loan stores San Luis Potosi

18 MEXICO OPERATIONS NOW Chihuahua Queretaro Aguascalientes Puebla Guanajuato Coahuila Tamaulipas Nuevo Leon Sonora Durango Jalisco San Luis Potosi Morelos Guerrero Michoacan Edo de Mexico Hidalgo Distrito Federal (Mexico City) Veracruz Zacatecas Colima Sinaloa 605 STORES – 26 STATES 560 Large format pawn stores 17 Small format pawn stores 28 Consumer loan stores Quintana Roo Baja California As of March 31, 2014 Yucatan Baja California Sur

19 MEXICO MARKET PENETRATION As of December 31, 2013 8 4 Low 14 Moderate High <100k per store 100k – 300k per store >300,000 per store First Cash Large Format Penetration Population */ store By comparison, Texas total pawn shop penetration averages approximately 20k in population per store Tijuana Ensenada Cabo San Lucas Cancún Monterrey Mexico City *Based on 115 million population in Mexico Significant growth opportunity in both new and existing markets

20 COMPETITIVE LANDSCAPE IN MEXICO U.S.-BASED OPERATORS Large format store count (2) (1) (1)As of September 30, 2013 (2)As of June 30, 2013 EZCorp (EZPW) In June, announced store closings in Mexico: 52 small format stores 5 large format stores Approximately 12% of revenue derived out of Mexico in 2012 Cash America (CSH) Fall 2012, announced significant store closings in Mexico 148 mostly small format stores No large format openings in 2013; limited number planned in 2014

21 CABO/LA PAZ ACQUISITION In Q3 2013, First Cash exercised an option to acquire 8 stores under the “Cash$Go” name in Baja California Sur (Cabo/La Paz) Adds an additional state, making 26 total states in Mexico Systems and management consolidation already completed

22 NEW STORE OPENING PROCESS Same Site After Redevelopment Undeveloped Site Experienced real estate development team Proven site selection strategy Standardized store layouts, fixtures and equipment State of the art security technology Consistent process ensures that new stores are delivered on time and on budget

23 MEXICO STORE – INTERIOR OPERATIONS Proprietary systems allow us to optimize loan-to-value ratios for lending transactions Employees have access to real time sales data from all stores Track customer profiles to determine the optimal loan size Real time sales data also optimizes the margins for merchandise purchased from customers


25 TYPICAL MEXICO TRAINING FACILITY Extensive training program supports rapid store growth: Approximately 600 stores provide a deep and well-established employee base for developing and training future store and area managers Collaborative environment for sharing best practices Key areas of store operations training Proprietary FCFS systems Merchandise valuation Customer service Negotiation & selling skills Leadership development

26 MEXICO NEW STORE INVESTMENT TYPICAL MEXICO NEW STORE RAMP New Store Cash Flow Store Investment Cap Ex - Leasehold improvements & fixtures - Computer & security equipment $175,000 Start-up Losses - Pre-opening - First six months of operation $30,000 Total Store Investment$205,000 Working Capital First Year for New Store - Operating cash - Loan funding - Inventory $125,000 MEXICO STORE ADDITIONS BY YEAR 1 Revenue reflects peso exchange rate of 13:1 2 Store-level operating profit before administrative expense & taxes ($ in Thousands) Earnings drag associated with new store ramp-up presents compelling future earnings potential

27 MEXICO STORE AGING Average Age: 5 Years 30% of all stores are less than 3 years old 293 65 66 63 55 605 As of March 31, 2014

28 NEW MARKET OPPORTUNITIES Long-term, we believe that the First Cash model can be replicated in other Latin American markets Still significant runway in Mexico, but looking opportunistically for expansion opportunities in other markets with: Large unbanked and under-banked populations Limited competition in large format, full-service model First Cash has a strong balance sheet and recent tax restructuring facilitates funding and development in other Lat Am markets


30 As of March 31, 2014 Large Format Pawn Stores Consumer Loan Stores Small Format Pawn Stores 1 57 119 3 4 18 4 D.C. 1 28 10 23 29 7 4 2 310 STORES – 12 STATES

31  Approximately 10,000 to 15,000 pawn locations  The three largest public operators currently operate a small percentage of total stores  Continued opportunities for acquisitions  Target 5-6X EBITDA for acquisitions – highly accretive 31 Source: 2011 FDIC National Survey of Unbanked and Underbanked Households – published September 2012 Note: 2010 new stores includes two payday stores that were converted to pawn stores  25% of U.S. households used alternative financial services products in last 12 months  20% of U.S. households are underbanked (~24 million households)  8% of U.S. households are unbanked (~10 million households)  29% of U.S. households do not have a savings account U.S. LARGE-FORMAT STORE ADDITIONS BY YEAR U.S. PAWN INDUSTRY IS HIGHLY FRAGMENTEDATTRACTIVE INDUSTRY FUNDAMENTALS Key Acquisitions  December 2013: Money Man (SC)  June 2013: Valu + Pawn (TX)  September 2012: Fast Cash (CO)  June 2012: Mister Money (CO/KY) U.S. GROWTH OPPORTUNITY

32 RECENT U.S. ACQUISITIONS Valu+Pawn Acquired June 2013 19 store locations in Texas Provides new pawn market for First Cash in Houston with 11 stores Money Man Acquired December 2013 12 store locations in South Carolina Provides new pawn market for First Cash in Charleston, S.C.



35 COMPOSITION OF PAWN COLLATERAL U.S. reflects historical mix; Mexico focused on general merchandise, where competition is limited MexicoUnited StatesConsolidated Electronics, tools, and other general merchandise items Jewelry As of March 31, 2014 Note: Historically, over 75% of all pawn loans are redeemed, and the collateral is returned to the customer.

36 SOURCE OF GROSS PROFIT CONTRIBUTION 98% of YTD gross profit from retail sales and lending activity; limited jewelry scrap sales contribution % GP Contribution

37 SOLID LOAN GROWTH DESPITE HEADWINDS CAUSED BY LOWER GOLD PRICES Pawn loan balance compared to loan count Pawn loans (USD in millions) Pawn loan count (in thousands) Consolidated growth in pawn loans due primarily to increased number of outstanding loans (transactions) 18% increase in general merchandise (non-jewelry) loans offset reduced levels of gold lending in both the U.S. and Mexico

38 GOLD PRICE VS. AVERAGE PAWN LOAN Average loan size has been less volatile than gold prices. Note: Foreign operations were translated at a constant currency rate of 12.5 MXN to USD for all periods presented.


40  Net Income from continuing operations of $0.78 per share in Q1  15% increase  Strong growth in core pawn revenues (pawn fees & retail sales): *  20% increase  Retail sales increased 24% in Q1 * Up 35% in U.S. Up 16% in Mexico  Pawn loan fees increased 13%, despite lower average loan sizes due to gold depreciation  Number of pawn loans at March 31 up 16% over prior year * Constant currency basis Q1 2014 OPERATING HIGHLIGHTS

41 From Continuing Operations EARNINGS PER SHARE GROWTH From 2008-2013: 158% growth 21% 5-year CAGR *As of the earnings release dated March 31, 2014

42 HISTORICAL FINANCIAL PERFORMANCE REVENUEGROSS PROFIT & MARGIN EBITDA & MARGIN 1 FREE CASH FLOW 2 42 ($ in Millions) 2 From Continuing and Discontinued Operations. Defined as CFO - CapEx - Δ Loan Receivables Note: 2009 free cash flow impacted by liquidation of Auto Master 1 From Continuing Operations

43  Senior note offering:  Completed private offering of $200 million of senior notes  Provides long-term, fixed- rate financing – due in 2021  Diversifies capital structure to add non-bank debt  Favorable bank credit facility  $160 million facility w/ all available  Option of interest rates (LIBOR + 2.5%)  Matures in 2019 STRONG BALANCE SHEET Provides liquidity for expansion, acquisitions, and stock buybacks Debt to EBITDA Ratio: 1.45 to 1 As of March 31, 2014

44 FREE CASH FLOW Trailing Twelve Months Ended March 31, 2014  Stable cash generation with limited volatility  Strong correlation between cash flows and earnings

45 STOCKHOLDERS’ EQUITY Millions Key Return Metrics* ROE:22% ROA:14% *Over Trailing Twelve Months Ending 3/31/2014

46 INVESTMENT THESIS Pawn-focused business model – Strong margins & cash flows – Steady across economic cycles – Limited regulatory exposure Proven growth strategy – Long-runway for growth in Mexico where competition is limited and barriers to entry are high – Roll-up and consolidation strategy in the U.S. where the business is fragmented and new competition is limited


48 REVENUE DETAIL (Unaudited)

49 Note: See discussion of non-GAAP financial information herein. EBITDA FROM CONTINUING OPERATIONS

50 Note: See discussion of non-GAAP financial information herein. FREE CASH FLOW

51 The Company uses certain financial calculations, such as free cash flow, EBITDA from continuing operations and constant currency results, which are not considered measures of financial performance under U.S. generally accepted accounting principles ("GAAP"). Items excluded from the calculation of free cash flow, EBITDA from continuing operations and constant currency results are significant components in understanding and assessing the Company’s financial performance. Since free cash flow, EBITDA from continuing operations and constant currency results are not measures determined in accordance with GAAP and are thus susceptible to varying calculations, free cash flow, EBITDA from continuing operations and constant currency results, as presented, may not be comparable to other similarly titled measures of other companies. Free cash flow, EBITDA from continuing operations and constant currency results should not be considered as alternatives to net income, cash flow provided by or used in operating, investing or financing activities or other financial statement data presented in the Company’s consolidated financial statements as indicators of financial performance or liquidity. Non-GAAP financial measures should be evaluated in conjunction with, and are not a substitute for, GAAP financial measures. NON-GAAP FINANCIAL INFORMATION

52 RESEARCH ANALYSTS The following is a list of analysts who provide research: CompanyAnalystPhoneLatin America*Retail/Consumer*Specialty Finance* Ascendiant Capital MarketsElizabeth Pierce(949) 259-4934 x CL King & AssociatesWilliam Armstrong(518) 431-3259 x FBR Capital Markets & Co.Robert H. Ramsey(703) 312-1760 x HSBCFrancisco J. Chavez(212) 525-5350xx Janney Capital MarketsSameer Gokhale(646) 840-3215 x Jefferies & Company, Inc.Dan Furtado(415) 229-1400 x J.P. MorganNur Cristiani(55) 55-5540-9374x JMP SecuritiesDavid Scharf(415) 835-8942 x Roth Capital PartnersDave King(949) 720-7167 x Sidoti & Company, LLCJohn J. Rowan(212) 453-7080 x Stephens, Inc.John Hecht(415) 655-6719 x Sterne Agee & Leech, Inc.Henry Coffey(615) 760-1472 x Wells Fargo Securities, LLCJoel Houck(443) 263-6521 x *Industry Focus

53 FIRST CASH FINANCIAL SERVICES, INC. Investor Contact Information (817) 505-3199Gar Jackson Global IR Group (949) 873-2789

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