Continuing to Excel in Serving Our Customers. Investor Update August 10, 2018

Transcription

1 Continuing to Excel in Serving Our Customers Investor Update August 10, 2018

2 Preliminary Statements Forward Looking Statements 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. Other Information This information should be read in conjunction with, and not in lieu of, the company s annual, quarterly and other reports filed with the Securities and Exchange Commission. Those reports contain important information about the company s business and performance, including financial statements prepared in accordance with U.S. generally accepted accounting principles, as well as a description of the important risk factors that may materially and adversely affect our business, financial condition or results of operations. All market comparisons are based on available information from similar publicly traded companies. 2

3 Table of Contents Section Slide Numbers Company Overview 4 to 6 Initiatives To Drive Long-Term Growth 7 to 12 Why EZCORP Is An Attractive Investment 13 Recent Financial Information Q3FY18 Highlights and Consolidated Results U.S. Pawn Latin America Pawn 14 to to to 33 Additional Information 34 to 40 GAAP to Non-GAAP Reconciliation 41 to 49 3

4 Company Overview EZCORP is a leading provider of pawn loans in the United States and Latin America. At our pawn stores we also sell merchandise, primarily collateral forfeited from pawn lending operations and used merchandise purchased from customers. 99% of total revenue is from pawn operations. 47% of EZCORP total pawn stores are now in Latin America, specifically Mexico, Guatemala, El Salvador, Honduras, and Peru. Increased our Latin America store count by 83% (added 205 stores) thus far in FY18 including 196 via acquisitions and 9 via store openings U.S. Pawn 53% EZCORP Pawn Store Count 6/30/18 Latin America Pawn 47% KEY STATISTICS IPO Date 8/27/1991 Headquarters Market Capitalization (52 Week Range as of 8/8/18) Share Price (52 Week Range as of 8/8/18) Convertible Debt Due 2025 Bond Price (Range from May 2018 offering completed) Convertible Debt Due 2024 Bond Price (52 Week Range as of 8/8/18) Convertible Debt Due 2019 Bond Price (52 Week Range as of 8/8/18) Total Revenue in FY17 Profit Before Tax in FY17 Austin, TX $475m to $814m $8.75 to $ to to to 108 $748.0m $43.2m Basic Earnings Per Share in FY17 $0.62 Diluted Earnings Per Share in FY17 $0.62 Institutional Holdings 89% Index inclusion: Russell 2000, S&P SmallCap 600, S&P 1000, NASDAQ Composite PAWN STORE LOCATIONS as of 6/30/18 United States 510 Latin America 451 FINANCIAL SERVICES LOCATIONS as of 6/30/18 Cash Max in Canada 27 Total Store Locations 988 4

5 Pawn 101: Our Pawn Growth Drivers Key Growth Drivers ASSETS Pawn Loans Outstanding #2 Pawn Service Charges #3 INCOME STATEMENT Pawn Loans Outstanding (PLO) is the most influential driver of EZCORP revenue and profitability. EZCORP continued focus and investment in satisfying customers need for cash whenever they need it is driving PLO, Net Revenue and profitable growth #4 Purchases + Forfeitures Quality & Tenure of Store Manager #1 + = - = #5 NET REVENUE TOTAL EXPENSES Profit Before Tax Inventory Sales Gross Profit Store Managers are important to customer and Team Member experience and store performance. Pawn Loans Outstanding are secured loans, typically small, and fully collateralized by tangible personal property. No personal recourse to customers or negative credit reporting. Same Store basis is the most relevant measure of pawn growth. We earn Pawn Service Charge revenue on pawn loans which varies primarily based upon statutory rates by state and loan valuations. Inventory for retail sales occur through pawn loan forfeitures and purchases of customers merchandise. If customer does not repay, renew or extend a loan, the collateral is forfeited to us and becomes inventory available for sale to drive sales gross profit. 5

6 Pawn Customer We serve a large market U.S. 20% of households are underbanked (~25 million households)* 7% of households are unbanked (~9 million households)* Latin America Growing consumer base Large underbanked and unbanked population The opportunity is larger In addition to underbanked and unbanked households: There are many others who are cash and credit constrained The cash and credit constrained consumer has inadequate access to cash or credit to satisfy basic needs (and / or wants) at a particular point in time * 2015 FDIC National Survey of Unbanked and Underbanked Households; published October

7 Initiatives To Drive Long-Term Growth 7

8 Initiatives to Drive Long-Term Growth Investing in Pawn Fundamentals Strengthening Competitive Advantage in Customer Experience Leadership and PLO Growth New intelligent predictive analytics of customer behavior and product data to deliver improved experience to customers Continuous measurement of customer experience and feedback Training, coaching and mentoring of field team Upgrading POS Continued market share gains and growth leadership Transforming Customer and Team Member Experience Creates Significant Opportunities Best-in-class systems Cloud-based infrastructure Upgraded IT will provide: Efficient integration of acquisitions Streamlined team Member onboarding and training Speed to market of new capabilities Ability to plug and play Relatively low capital investment Performance based store incentive programs Process innovation Continued economic efficiency, scalability, strong margins and operating leverage Accelerating Growth Via Disciplined Store Acquisitions And New Stores 83% increase in pawn store count in Latin America from 246 stores on 9/30/17 to 451 on 6/30/18 Larger scale with 47% of total pawn stores in Latin America, a high growth market Multi-country earnings growth platform. Large and fragmented markets Quality management team in place with in-country expertise Significant potential of store openings and acquisitions 8

9 Systems Transforming Customer Experience Timely access to data Streamlined workflow Speed and scale deployments Customer behavior analytics Predictive product pricing Big data Cloud based infrastructure Access to new data sets Low capital intensity 9

10 Value Today and Beyond VELOCITY Data driven decision proliferation Speedy deployment of new products and services Speed to innovate new products and services based on customer data Ability to push accretive functionality to acquired targets ECONOMIC EFFICIENCY Short cash conversion cycle with small short-term pawn loans Low capital intensity allowing efficient new market entry Low barrier to access big data analytics and insights SCALABILITY Grow or shrink based on business cycles Accessibility of large data sets to drive customer insights Frictionless acquisition capability Ability to plug and play new customer-centric capabilities 10

11 Upgraded Systems Underway Intelligent Customer Grading Upgraded POS Customer Record Aggregation Intelligent Product Pricing Upgraded Point of Sale System One screen rather than five look up screens to abstract data All information consolidates on one screen No lending grids for manual insertion Loan to value is calculated and provided Pawnbroker can only adjust based on qualifying questions and visual cues within defined loan value range Benefits Upgraded POS brings data to Team Member that human brain is incapable of assembling! Ensure consistent accurate loan to value by customer Systemic lending process Simplifies and accelerates new Team Member learning curve 11

12 83% Increase in Latin America Store Count 83% INCREASE IN FY18 TO 451 EZCORP LATIN AMERICA PAWN STORES FY18 Quarter Dec2017 Mar2018 Jun2018 Beginning Acquired New Closed Total EZCORP PAWN STORE COUNT 6/30/18 U.S. Pawn 53% Latin America stores on 9/30/17 Latin America stores acquired or opened thus far in FY18 47% of EZCORP pawn stores are in Latin America as of June 30, 2018, specifically Mexico, Guatemala, El Salvador, Honduras, and Peru 83% increase (+205 stores) in LatAm store count YTD to 451 strores Unique pawn operating model and general merchandise expertise drive significant value in acquisition opportunities 12

13 Why EZCORP Is An Attractive Investment Market Leadership in Key Drivers of Growth Proven Management Execution Accelerating Earnings Growth EZCORP Investment Appeal New Technologies To Accelerate Growth Geographic Diversification in High Growth Markets Attractive Industry Dynamics 13

14 Q3FY18 Highlights, Consolidated Financial Results 14

15 Q3FY18 Highlights Accelerating Growth Net Income up 163% Strong Latin America profit acceleration Building the Base: Capitalizing on LatAm expansion opportunities; poised for further growth Net Income up 163% and basic EPS up 170% to $0.27 (GAAP); Adjusted net income up 27%; tenth consecutive quarter of YOY earnings growth PLO up 9% to $183m and PSC up 11% to $73m (GAAP) Net revenue up 9% to $115m, merchandise margin consistent at 36% and sales gross profit up 7% (GAAP) Strong balance sheet with cash balance up 151% YOY to $285m (GAAP) Market leading Same Store PLO up 8%; 17 consecutive quarters of Same Store PLO growth PLO increasing 116% to $42m Market leading PLO per store up 17%, further increasing scale to $93k LatAm contributing 30% of total EZCORP pawn profit, up from 18% in Q3FY17 Profit before tax up 69% to $9m Two acquisitions in Q3 added 63 pawn stores in Latin America 83% increase (+205 stores) in LatAm store count YTD to 451 stores High growth LatAm segment is now 47% of total pawn stores Strong presence diversified across five LatAm countries provides springboard to further disciplined growth within the region 4 Significant U.S. Pawn earnings contribution Market leading PLO per store at $282k (GAAP), despite hurricane impact; led the market in 8 consecutive quarters Strong record of industry leading Same Store PLO growth YOY Effective inventory management: almost doubled inventory reduction (7% lower) and increased margin 110bps to industry leading 38%, driving a 4% increase in sales gross profit. Turns accelerated to 2.1x from 1.9x in Q2FY18 Contributed $21.4m profit before tax in Q3 *Excludes estimated impact of hurricanes on PSC. Amounts in this presentation are continuing operations only and comparisons are Q3FY18 relative to same period in prior year unless otherwise stated. Amounts in this slide are adjusted for discrete items and constant currency unless identified as GAAP. EZCORP Same Store amounts in this presentation exclude pawn stores acquired and stores opened. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 15

16 Successful Execution of Business Strategy Drives Strong EBITDA Growth Q4 Q3 Q1, Q2 Continued Growth EBITDA Consolidated Focused Execution Delivers EBITDA Growth EBITDA U.S. Pawn Proven Pawn Expertise and Outstanding Results in Growth Market EBITDA Latin America Pawn $87.4 Up 12% YTD $106.7 $113.4 $116.5 Up 7% YTD Up 82% YTD $47.5 $63.0 $14.6 $19.7 $20.1 $19.9 $23.1 $26.0 $26.1* $14.7 $19.4 $9.4 $7.2 $8.7 $5.5 $4.1 $1.9 FY15 FY16 FY17 FY18 FY15 FY16 FY17 FY18 FY15 FY16 FY17 FY18 YTD EBITDA / Net Revenue # of Pawn Stores as of June 30 16% 19% 20% 20% 32% 32% 31% 33%* 22% 31% 34% 36% *Excludes estimated impact of hurricanes on PSC. Amounts in this slide are in millions except for store count and are adjusted for discrete items and constant currency. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 16

17 163% Net Income Growth EZCORP GAAP Results Strong performance in Q3 despite impact of hurricanes PLO growth from acquisitions and organic growth in Latin America 11% growth in PSC revenues and 7% increase in gross profit produced strong net revenue growth Increased operations expenses due primarily to acquired stores Other includes $5.2m credit from litigation settlement in Q3FY18 Continued strong EBITDA growth Reduction in net interest expense due to continued interest income on promissory note associated with Grupo Finmart sale Income taxes include $3.3m discrete credit 170% basic EPS growth Ten consecutive quarters of YOY net income growth NM = not meaningful. 17

18 Adjusted Net Income Up 27% EZCORP Continuing Operations Adjusted Results* 11% PSC growth and 8% Sales Gross Profit increase produced strong net revenue growth. Merchandise margin of 38%, up 110bps; within our target range of 35-38% Increased operations expenses due primarily to acquired stores Continued compound growth in EBITDA and Profit Before Tax 27% net income growth in Q3FY18; up 49% YTD Ten consecutive quarters of YOY profit growth *Adjusted for discrete items and constant currency. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. NM = not meaningful. 18

19 Receiving Notes Receivable Payments Within Schedule AlphaCredit has already paid $58.7m principal and interest owed to EZCORP in connection with the sale of Grupo Finmart We have received all payments to-date as contractually obligated As of July 31, 2018 Notes Receivable Cash Received Notes Receivable (Principal as of 7/31/18) $60.3 $41.7 Expect to collect an additional $13.7m principal in the remainder of FY18 and $28.0m in FY19 in addition to interest and a deferred compensation fee of $14.0m, payable $6.0m in September 2019, $4.0m in March 2020 and $4.0m in September 2020² $32.3 $28.0 $13.7 $18.6 $18.6 $0 FY18 FY19 FY20 Total GAAP Interest Income From Notes¹ $14.7 $5.5 $0.8 $21.0 Detail: Amortization (Income) of Deferred Compensation Fee² $9.1 $3.9 $0.8 $13.8 Cash Interest Income $5.6 $1.6 $0.0 $7.2 ¹Interest income on notes receivable from AlphaCredit. ²Total Deferred Compensation Fee will be reduced to $10m if the notes are pre-paid on or prior to June 30, Amounts above are in millions of U.S. dollars and based on exchange rates in effect historically or as of June 30, 2018 for all future amounts. 19

20 U.S. Pawn Financial Information 20

21 Focus on Business Execution and Pawn Fundamentals Lead to Increased Net Revenue U.S. Pawn Q3FY18 ASSETS Pawn Loans Outstanding Down Less Than 3%* SAME STORE DOWN 1% 1 Pawn Service Charges Total Down 2%* to $56m SAME STORE FLAT 1 INCOME STATEMENT 3% increase *Total in PLO Same down Store 2% PLO and drove PSC similar flat excluding increase estimated pawn service impact chargesfrom hurricanes Serving and satisfying customers need for cash fuels continued Same Store PLO growth SAME STORE UP 12% 1 Purchases + Forfeitures Inventory Up 7% YOY; down 7% from Q2FY18 Quality Store Manager + = - = Same Store Sales Flat Sales Gross Profit Up 4% to $34m Merchandise Margin 38% GROSS PROFIT SAME STORE UP 5% 1 ADJUSTED NET REVENUE Up 1% to $91m Flat at $90m ADJUSTED TOTAL EXPENSES Up 4% to $68m Up 4% to $68m ADJUSTED PROFIT BEFORE TAX Down 3% to $23m Down 10% to $21m Effective inventory management. Compared to Q2FY18, PLO to inventory ratio improved to 117% from 94%, inventory balance reduced $9m, or 7%; inventory turns accelerated to 2.1x from 1.9x; and merchandise margin up 110bps to industry leading 38% Market leading PLO per store at $282k (GAAP), as business continues recovery from hurricanes PLO monthly yield of 14% vs. 14% (GAAP) Return on Earning Assets of 136% vs 141% (GAAP) Initiatives underway to improve net revenue and profitability in the long term, focused primarily on serving and satisfying customers need for cash 1 Excludes estimated impact of hurricanes on PSC. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. Sales Gross Profit includes Merchandise, Scrap Gross Profit, and Other Revenue. 21

22 Focus on Business Execution and Pawn Fundamentals U.S. Pawn Significant scale and segment profit contribution of $21m provides foundation for business growth Majority of decrease in PLO due to impacts of hurricanes Harvey and Irma Merchandise gross profit up 4% primarily from higher merchandise margin Merchandise margin of 38%, up 110bps while increasing inventory turns sequentially Reflects improved labor vacancy rate and other investments to enhance customer experience and drive future profit growth A Adjusted net revenue up1% and profit before tax declined 3% in Q3FY18 Excludes estimated impact of hurricanes on PSC. Amounts in this slide are adjusted for discrete items. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 22

23 Public Pawn Competitor EZCORP U.S. Same Store PLO vs. Competition Strong record of industry leading Same Store PLO growth YOY U.S. Pawn Same Store PLO Growth¹ Two-Year Stacked YOY Change EZCORP Same Store PLO -1% in Jun 18 in stores unaffected by Hurricanes Harvey and Irma; up 2% to 3% in preceding two quarters ¹Weighted average based on available information from each company s public filings. This information may be determined or calculated differently by companies, limiting the usefulness of these measures for comparative purposes. Amounts in this slide are adjusted for discrete items. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 23

24 U.S. Pawn Per Store Economics vs. Competition EXCELLING IN SERVING AND SATISFYING CUSTOMERS NEED FOR CASH Quarter Ended June 30, 2018 SUPERIOR STORE PERFORMANCE EZCORP Public Pawn Competitor EZCORP Relative to Competitor Store Count EBITDA (YOY Growth) (6%) 3% (900bps) Pawn Loans Outstanding per store $282 $249 13% Pawn Service Charges per store $109 $82 33% Average Monthly PLO Yield 14% 12% 200bps Sales per store $165 $156 6% Sales Gross Profit per store $62 $57 9% Merchandise Sales Margin 37.6% 36.8% 80bps Inventory Turns 2.1x 2.7x (.6x) Amounts in this slide are based on company GAAP results and per store amounts are in thousands. EZCORP accelerated inventory turns to 2.1x from 1.9x in Q2FY18 24

25 Disposition USD $000s USD $000s Lending USD $000s USD $000s Market Leading EZCORP U.S. Pawn Performance Pawn Loans Outstanding Per Store Pawn Service Charges Per Store $290 $120 $280 $110 $270 $100 $260 $90 $ $ EZCORP Public Pawn Competitors EZCORP Public Pawn Competitors Sales Per Store Sales Gross Profit Per Store $180 $70 $170 $160 $60 $ $ EZCORP Public Pawn Competitors EZCORP Public Pawn Competitors All charts on this slide are twelve months ended September 30 in 2015, 2016, and Public Pawn Competitors results are a weighted average based on public reports. Public Pawn Competitors 2016 per store averages not available on Pawn Service Charges, Sales, and Sales Gross Profit. 25

26 EZCORP U.S. Pawn Store Map EZCORP pawn platform supports geographic diversity of store mix Stable state regulation; rate setting authority is at state level WA OR 5 NV 17 ID UT 9 MT WY CO 34 ND SD NE KS MN 7 IA 11 MO WI 3 IL 21 MI IN OH 15 KY WV NY PA 2 MD VA 3 NC VT NH N J D E ME MA CT RI AZ 20 NM OK 21 AR 1 TN 13 AL MS 5 1 GA 8 SC TX 217 LA FL EZCORP Stores Store count as of 6/30/18 26

27 Latin America Pawn Financial Information 27

28 69% Profit Before Tax Growth in Latin America Latin America Pawn Q3FY18 ASSETS Pawn Loans Outstanding Up 116% SAME STORE UP 8% Pawn Service Charges Total Up 95% to $18m SAME STORE UP 8% INCOME STATEMENT Market leading Same Store PLO up 8%. Continued focus on customer experience led to organic growth Acquired 63 pawn stores and opened two stores in Mexico City and immediately surrounding states in Q3FY18. Year-to-date, added 205 stores through acquisition and new store strategy. Successful pawn store acquisitions and strong organic growth drive 69% increase in profit before tax to $9m SAME STORE UP 3% Purchases + Forfeitures Inventory Up 50% Quality Store Manager NET REVENUE TOTAL EXPENSES + = Up 73% to $25m - Up 73% to 16m = Sales Up 28% Sales Gross Profit Total Up 34% to $7m GROSS PROFIT SAME STORE UP 4% PROFIT BEFORE TAX Up 69% to $9m Merchandise Margin 30% Market leading PLO per store of $93k, up 17% PLO monthly yield of 16% vs 16% Inventory turns of 2.6x vs 2.3x Return on earning assets 153% vs 155% GPMX, our largest recent acquisition, delivered Net Income of $2.2m and $6.0m in Q3FY18 and the nine months ended June 30, 2018, respectively Amounts in this slide are adjusted for discrete items and constant currency. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. Sales Gross Profit includes Merchandise, Scrap Gross Profit and Other Revenue. 28

29 69% Profit Before Tax Growth in Latin America Latin America Pawn Successful integration of pawn store acquisitions, as well as organic PLO and sales growth, drive 69% increase in profit before tax to $9m PLO up 116% to $42m; includes organic growth and PLO gained through acquisitions Acquisitions and Compound Same Store PLO Growth Delivering Profit Growth Latin America Pawn *Includes stores acquired and new stores opened YTD Amounts in this slide are adjusted for discrete items and constant currency. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 29

30 Public Pawn Competitor EZCORP Latin America Same Store PLO vs. Competition EZCORP achieved 17 consecutive quarters of Same Store PLO growth YOY Latin America Pawn Same Store PLO Growth¹ Two-Year Stacked YOY Growth ¹Weighted average based on available information from each company s public filings. This information may be determined or calculated differently by companies, limiting the usefulness of these measures for comparative purposes. Amounts in this slide are adjusted for discrete items. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 30

31 Latin America Pawn Per Store Economics vs. Competition EXCELLING IN SERVING AND SATISFYING CUSTOMERS NEED FOR CASH Quarter Ended June 30, 2018 SUPERIOR EBITDA GROWTH EZCORP Public Pawn Competitor EZCORP Relative to Competitor Store Count EBITDA (YOY Growth) +64% +6% 10.7x Pawn Loans Outstanding per store $87 $68 28% Pawn Service Charges per store $43 $31 39% Average Monthly PLO Yield 16% 14% 200bps Sales per store $51 $78 (35%) Sales Gross Profit per store $15 $27 (44%) Merchandise Sales Margin 30.2% 34.7% (450bps) Inventory Turns 2.5x 3.9x (1.4x) Amounts in this slide are based on company GAAP results and per store amounts are in thousands. 31

32 Lending Disposition Accelerating EZCORP Latin America Pawn Performance USD $000s USD $000s USD $000s USD $000s Pawn Loans Outstanding Per Store Pawn Service Charges Per Store $100 $40 $75 $ $ EZCORP Public Pawn Competitors EZCORP Public Pawn Competitors Sales Per Store Sales Gross Profit Per Store $100 $40 $90 $80 $70 $60 $30 $20 $ EZCORP Public Pawn Competitors $ EZCORP Public Pawn Competitors All charts on this slide are twelve months ended September 30 in 2015, 2016, and

33 Latin America Pawn Store Map 451 EZCORP Latin America pawn store locations, including 205 pawn stores added thus far in FY18 (196 stores acquired and 9 stores built) MEXICO (339) Strong presence diversified across five LatAm countries provides springboard to growth within the high growth region HONDURAS (12) EZCORP achieved 17 consecutive quarters of Same Store PLO growth* GUATEMALA (73) EL SALVADOR (17) EZCORP s 339 store presence in Mexico includes 84 stores acquired and 9 stores built thus far in FY18 EZCORP acquired 112 stores in Central and South America in Q1FY18 PERU (10) Store count as of 6/30/18. *Calculated in constant currency. 33

34 Additional Information 34

35 Investor Resources 35

36 EZCORP Investor Meeting Calendar Subject to change Date September 27, 2018 Event Sidoti Small Cap Investor Conference in New York City December 6, 2018 Jefferies Crossover Consumer Finance Investor Conference in New York City December 13, 2018 EZCORP Investor Day in New York City 36

37 Product Overview and Key Pawn Terms NET REVENUE BY PRODUCT Merchandise Sales Gross Profit 34% Pawn Service Charges 63% Jewelry Scrapping Sales Gross Profit 2% Other 1% Consolidated Net Revenue in FY17 Summary of Key Pawn Terms in FY17 United States Mexico Average Loan Size ~$100 - $120 ~1,100 pesos (or ~$58 2 ) PLO monthly yield 1 14% per month 16% per month Loan Term days, generally 30 days 1 PLO monthly yield in FY17 2 Based on average exchange rate in FY17 37

38 Definition of Terms Monthly PLO Yield = pawn service charges days in period average PLO X 365 / 12 Inventory Yield = sales gross profit days in period average net inventory X 365 Return on Earning Assets = sales gross profit + PSC days in period X 365 average net inventory + average PLO Inventory Turnover = total cost of sales days in period average net inventory X 365 EBITDA Margin = EBITDA net revenue 38

39 Convertible Senior Notes Potential EPS Dilution The following is provided for purposes of calculating the potentially dilutive shares to be included in accounting for diluted EPS at a hypothetical conversion price of $10.00 on the convertible notes due 2024, and $15.90 on the convertible notes due 2025: Convertible Senior Notes Due 2024 and 2025 Average Share Price for Period Estimated Incremental Dilutive Shares for Period Convertible Senior Notes Due 2024 Convertible Senior Notes Due 2025 Total $ $ ,306,818-1,306,818 $ ,395,833-2,395,833 $ ,317,308-3,317,308 $ ,107,143-4,107,143 $ ,791,667-4,791,667 $ ,390,625 67,807 5,458,432 $ ,919, ,998 6,621,116 $ ,388,889 1,265,723 7,654,612 $ ,809,211 1,770,109 8,579,320 $ ,187,500 2,224,057 9,411,557 $ ,529,762 2,634,771 10,164,533 $ ,840,909 3,008,148 10,849,057 $ ,125,000 3,349,057 11,474,057 $ ,385,417 3,661,557 12,046,974 $ ,625,000 3,949,057 12,574,057 In July 2017, we issued $ million aggregate principal amount of 2.875% convertible senior notes due 2024 and in May 2018 we issued $172.5 million aggregate principal amount of 2.375% convertible senior notes due The notes are convertible into cash or shares of our Class A non-voting common stock, or any combination thereof, at our option subject to satisfaction of certain conditions and during certain periods, based on: Notes due an initial conversion rate of 100 shares per $1,000 principal amount of notes (equivalent to an initial conversion price of $10.00 per share) Notes due an initial conversion rate of shares per $1,000 principal amount of notes (equivalent to an initial conversion price of $15.90 per share) We have included in the table an estimate of the incremental shares we would need to include in our calculation of fully diluted EPS using the treasury stock method of accounting, at a range of assumed average share prices during any period in which the convertible notes due 2024 and 2025, respectively, are outstanding. This method of accounting assumes settlement of the conversion premium in shares even though the company could opt to settle only in cash, eliminating share dilution. At higher share prices, there is a potential for further increase in dilution 39

40 Investor Relations Contact Jeff Christensen, CPA Vice President, Investor Relations EZCORP, Inc. Phone: (512)

41 GAAP to Non-GAAP Reconciliation 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 financial information that is adjusted to exclude the impact of restructuring and restatement charges and other discreet items and to reflect the results of our Latin America Pawn operations on a constant currency basis. We believe that presentation of the non-gaap financial information is meaningful and useful in evaluating and comparing our operating results across accounting periods and understanding the operating and financial performance of our business. We believe that the non-gaap financial information reflects an additional way of viewing aspects of our business that, when viewed with our GAAP results, provides 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. You should consider the non-gaap information in addition to, but not instead of or superior to, our results prepared in accordance with GAAP. Non-GAAP financial information may be determined or calculated differently by other companies, limiting the usefulness of that information for comparative purposes. 41

42 GAAP to Non-GAAP Reconciliation Q3 Continuing Operations* (A) (B) (C) (E) (D) (F) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1 of acquisition expenses for Empeño. Footnote (B) Amount includes $0.1m of acquisition expenses. Footnote (C) FY18 includes $5.2m Legal Settlement Credit and ~$0.1m in FX Gain. Footnote (D) Amount includes tax impact of items A through C and $3.3m gain from reversal of Fin-48 reserves Footnote (E) Amount includes $1.1m of expenses related to CFO departure and $0.3m of Volcano Expense accruals Footnote (F) Amount includes tax impact of item E. *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 period, in order to exclude the effects of foreign currency rate fluctuations. We used the endof-period rate for balance sheet items and the average closing daily exchange rate on a monthly basis during the appropriate period for statement of operations items. The end-of-period Mexican peso to U.S. dollar exchange rate as of June 30, 2018 and 2017 was 19.9 to 1 and 18 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the three months ended June 30, 2018 and 2017 was 19.4 to 1 and 18.6 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the nine months ended June 30, 2018 and 2017 was 19 to 1 and 19.5 to 1, respectively. However our statement of operations constant currency results reflect the impact of monthly effects of exchange rates and so are not 42 directly calculable from the above rates.

43 GAAP to Non-GAAP Reconciliation Q3 U.S. Pawn* Footnote * - Includes immaterial presentation reclassifications and rounding 43

44 GAAP to Non-GAAP Reconciliation Q3 Latin America Pawn* (A) (B) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1 of acquisition expenses for Empeño. Footnote (B) Amount includes ~$0.1m in FX Gain *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 period, in order to exclude the effects of foreign currency rate fluctuations. We used the endof-period rate for balance sheet items and the average closing daily exchange rate on a monthly basis during the appropriate period for statement of operations items. The end-of-period Mexican peso to U.S. dollar exchange rate as of June 30, 2018 and 2017 was 19.9 to 1 and 18 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the three months ended June 30, 2018 and 2017 was 19.4 to 1 and 18.6 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the nine months ended June 30, 2018 and 2017 was 19 to 1 and 19.5 to 1, respectively. However our statement of operations constant currency results reflect the impact of monthly effects of exchange rates and so are not directly calculable from the above rates. 44

45 GAAP to Non-GAAP Reconciliation YTD Continuing Operations* (A) (B) (C) (E) (F) (D) (G) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1 of acquisition expenses for Empeño. Footnote (B) Amount includes $0.5m of Acquisition Expenses. Footnote (C) FY18 includes $5.2m Legal Settlement Credit, ~$0.1m in FX Gain $0.1m asset write-off for sold stores Footnote (D) Amount includes tax impact of items A through C, as well as $4.9m gain from reversal of Fin-48 reserves and $2.8m loss from tax reform impact on deferred tax assets Footnote (E) Amount includes $1.1m of expenses related to CFO departure and $0.3m of Volcano Expense accruals Footnote (F) Amount includes $0.2m Loss on FX Footnote (G) Amount includes tax impact of items E and F *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 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 on a monthly basis during the appropriate period for statement of operations items. The end-ofperiod Mexican peso to U.S. dollar exchange rate as of June 30, 2018 and 2017 was 19.9 to 1 and 18 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the three months ended June 30, 2018 and 2017 was 19.4 to 1 and 18.6 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the nine months ended June 30, 2018 and 2017 was 19 to 1 and 19.5 to 1, respectively. However our statement of operations constant currency results reflect the impact of monthly effects of exchange rates and so are not directly calculable from the above rates. 45

46 GAAP to Non-GAAP Reconciliation YTD U.S. Pawn* (A) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1m asset write-off for sold stores 46

47 GAAP to Non-GAAP Reconciliation YTD Latin America Pawn* (A) (B) (C) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1 of acquisition expenses for Empeño. Footnote (B) Amount includes ~$0.1m loss on FX Footnote (C) Amount includes ~$0.1m loss on FX *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 period, in order to exclude the effects of foreign currency rate fluctuations. We used the endof-period rate for balance sheet items and the average closing daily exchange rate on a monthly basis during the appropriate period for statement of operations items. The end-of-period Mexican peso to U.S. dollar exchange rate as of June 30, 2018 and 2017 was 19.9 to 1 and 18 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the 47 three months ended June 30, 2018 and 2017 was 19.4 to 1 and 18.6 to 1, respectively. The approximate average Mexican peso to U.S. dollar exchange rate for the nine months ended June 30, 2018 and 2017 was 19 to 1 and 19.5 to 1, respectively. However our statement of operations constant currency results reflect the impact of monthly effects of exchange rates and so are not directly calculable from the above rates.

48 Pawn Quarterly Growth Reconciliation* Footnote * - Includes immaterial presentation reclassifications and rounding 48

49 Consolidated Growth Reconciliation* Footnote * - Includes immaterial presentation reclassifications and rounding 49