Successful Execution of Business Transformation Driving Sustainable Growth

Transcription

1 Successful Execution of Business Transformation Driving Sustainable Growth Fourth Quarter and Full-Year Fiscal 2017 Conference Call November 16, 2017

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 Fiscal Year 2017 Highlights Key Messages Growth Potential Being Realized U.S. Pawn leading the market Mexico Pawn is fastest growing segment Geographic diversification and significant growth potential in Latin America Strong earnings growth and improved liquidity Same Store PLO up 3%; led the market in eight consecutive quarters PLO per store unadjusted of $289k; led the market in five consecutive quarters U.S. Pawn is 83% of total pawn profit before tax in Q4FY17 Same Store PLO up 11%; 13 consecutive double-digit quarters Profit growth up 80% CAGR in two-year period ended FY17 10 new stores in FY17; significant runway for complementary acquisitions and additional store openings Mexico Pawn is now 17% of total pawn profit before tax in Q4FY17 Acquired 112 pawn stores in four new countries in Latin America in October 2017 Larger scale with 41% of total pawn stores now in Latin America, a high growth market Compelling growth potential, significant runway for store openings and complementary acquisition opportunities in Latin America Focus on disciplined execution and expense control driving operating leverage GAAP EPS up $0.52 in Q4 and up $0.77 to $0.62 in FY17 Adjusted EBITDA up 39%, or $24.6m, to $88.5m in FY17 Tracking toward annual corporate expense of $50m in FY18 Strong balance sheet with cash balance up 150% to $164m Amounts in this presentation are continuing operations only and comparisons are Q4FY17 relative to same period in prior year unless stated. Amounts in this slide are adjusted for estimated impact of natural disasters in Q4FY17, restructuring and restatement charges, other discrete items and constant currency. Mexico Pawn excludes closed buy/sell businesses. Mexico PLO balance both increased and decreased over the same period on a GAAP basis. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 3

4 FirstCash EZCORP Market Leading U.S. Same Store PLO Growth With Strong Operating Leverage EZCORP achieved eight consecutive quarters of market leading U.S. Pawn Same Store PLO growth YOY U.S. PAWN Strong Same Store PLO growth and expense control driving U.S. operating leverage Same Store PLO Growth Two-Year Stacked YOY Growth EZCORP Net Revenue and Profit Before Tax YOY Growth Amounts in this slide are adjusted for estimated impact of natural disasters in Q4FY17, restructuring and restatement charges, and other discrete items. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. Weighted 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. 4

5 FirstCash EZCORP Significant Compound PLO Growth Drives Profit EZCORP achieved 13 consecutive quarters of Mexico Pawn double-digit Same Store PLO growth YOY MEXICO PAWN Significant Same Store PLO growth and expense control driving Mexico operating leverage Same Store PLO Growth Two-Year Stacked YOY Growth EZCORP Net Revenue and Profit Before Tax YOY Growth Amounts in this slide are adjusted for discrete items and constant currency. Excludes closed Mexico buy/sell business. Mexico PLO balance both increased and decreased over the same period on a GAAP basis. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. Weighted 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. * Excludes $0.5m looting expense; the impact of looting in 12 stores in January 2017 reduced revenue through stolen pawn loan collateral and inventory effecting PSC and sales in addition to $0.5m in expenses. 5

6 Outstanding EBITDA Growth Disciplined Execution Driving EBITDA Growth EBITDA Consolidated Proven Pawn Expertise and Outstanding Results in Growth Market EBITDA Mexico Pawn Market Leading Same Store PLO Growth and Expense Control Driving U.S. EBITDA Growth EBITDA U.S. Pawn $106.7 $113.5 $116.5 $88.5 $48.2 $63.9 $9.4 $15.7 $20.6 FY15 FY16 FY17 FY15 FY16 FY17 FY15 FY16 FY17 EBITDA/Net Revenue Margin 12% 15% 23% EBITDA/Net Revenue Margin 23% 30% 35% # of Pawn Stores EBITDA/Net Revenue Margin 31% 31% 31% # of Pawn Stores Geographic Diversification and Significant Growth Potential in Latin America U.S. Pawn 59% EZCORP Pawn Store Count 10/6/17 Mexico Pawn 28% Acquired GPMX Pawn Stores 13% 41% of EZCORP total pawn stores are in Latin America as of October 6, 2017 including Mexico, Guatemala, El Salvador, Honduras, and Peru On October 6, 2017, EZCORP acquired 112 stores in four countries in Latin America Amounts in this slide are adjusted for estimated impact of natural disasters in Q4FY17, restructuring and restatement charges, other discrete items and constant currency. Mexico Pawn excludes closed buy/sell business. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 6

7 Strong Financial Performance EZCORP GAAP Results Strong performance in Q4 despite impact of natural disasters U.S. Same Store PLO up 3%* excluding stores impacted by hurricanes. The effects of the hurricanes caused an estimated reduction in U.S. Pawn loan balances by ~$5m as of September 30, 2017 Q4 Net Revenue up1%. PSC increase of 5% partially offset by reduced Q4 scrapping Operations expense improved to 72% from 75% of net revenue in Q4 Q4 corporate expense reduction of 34%; on track to $50m corporate expense in FY18 Significant EBITDA growth in Q4 and FY17, up 91% in FY17 to $82.6m Q4 net interest includes $2.3m of discrete items including $5.3m debt extinguishment charge offset by $3m benefit from Grupo notes restructure Seven consecutive quarters of YOY profit growth * U.S. Same Store PLO excludes estimated impact of stores affected by hurricanes in Q4FY17. 7

8 Continued Strong Profit Growth EZCORP Continuing Operations Adjusted Results* Q4 PSC up 5% partially offset by reduced Q4 jewelry scrapping Consolidated merchandise margin of 36% in Q4, in our target range of 35-38% CCV investment profitable after prior year strategic realignment Operations expense improved to 70% from 74% of net revenue in Q4 Q4 corporate expense reduction of 38%; on track to $50m corporate expense in FY18 Significant EBITDA growth for both the quarter and fiscal year Reduction in net interest expense due to interest income on promissory notes associated with Grupo Finmart sale Seven consecutive quarters of YOY profit growth *Adjusted for estimated impact of natural disasters in Q4FY17, restructuring and restatement charges, other discrete items and constant currency. Mexico Pawn excludes closed buy/sell businesses. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 8

9 Strong Management Actions Deliver PLO and Profit Growth U.S. Pawn Q4FY17 ASSETS Pawn Loans Outstanding Total Up 2% SAME STORE UP 3% Pawn Service Charges Total Up 4% to $63m SAME STORE UP 4% INCOME STATEMENT 3% increase in Same Store PLO drove similar increase in pawn service charges Serving and satisfying customers need for cash fuels continued Same Store PLO growth SAME STORE UP 10% Purchases + Forfeitures Inventory Total Up 9% Quality Store Manager NET REVENUE + = - Down 5% to Up 1% to $93m = Sales Down 4% Sales Gross Profit Down 4% to $30m Merchandise Margin 36% GROSS PROFIT SAME STORE DOWN 4% TOTAL EXPENSES $67m PROFIT BEFORE TAX Up 20% to $26m Initiatives underway to continue improving Net Revenue and profitability in the long term, including upgrading POS and analytics of customer behavior and product data Merchandise margin consistent at 36%, in our target range of 35-38% Continued focus on customer experience led to Same Store PLO up 3% and Pawn Service Charges increased 4% Market leading unadjusted U.S. PLO of $289k per store PLO monthly yield consistent at 13% Inventory turns of 1.9 Return on Earning Assets of 132% Amounts in this slide are adjusted for estimated impact of natural disasters in Q4FY17, restructuring and restatement charges, and other discrete items. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. Sales Gross Profit includes Merchandise, Scrap Gross Profit, and Other Revenue. 9

10 Strong Management Actions Deliver PLO and Profit Growth U.S. Pawn Continued execution and focus on customer experience helped increase Q4 profit before tax up 20% Eight consecutive quarters of market leading Same Store PLO growth YOY U.S. merchandise margin consistent at 36%, in our target range of 35-38% Inventory aged over one year improved to 10% from 11% in Q3FY17 Business Transformation Net Revenue Growth and Expense Control Driving Profit Growth U.S. Pawn Amounts in this slide are adjusted for estimated impact of natural disasters in Q4FY17, restructuring and restatement charges, and other discrete items. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 10

11 Significant Compound PLO Growth Drives Profit Mexico Pawn Q4FY17 ASSETS INCOME STATEMENT Pawn Loans Outstanding Total Up 13% SAME STORE UP 11% Pawn Service Charges Total Up 16% to $10m SAME STORE UP 14% Strong management, consistent execution and cost control deliver profit before tax up 64% to $5m SAME STORE UP 5% Purchases + Forfeitures Inventory Total Up 8% Quality Store Manager NET REVENUE TOTAL EXPENSES + = Up 13% to $15m - Flat at $10m = Sales Up 5% Sales Gross Profit Total Up 8% to $5m Merchandise Margin 30% GROSS PROFIT SAME STORE UP 3% PROFIT BEFORE TAX Up 64% to $5m Initiatives underway to continue improving Net Revenue and profitability in the long term, including upgrading POS and analytics of customer behavior and product data Four stores opened in Q4 for a total of ten in FY17. Significant runway for continued store openings and acquisitions Continued focus on customer experience led to PLO up 13% as Pawn Service Charges increased 16% and Merchandise Gross Profit increased 8% Average PLO per store improved 10% to $80k PLO monthly yield consistent at 16% Inventory turns of 2.3 Return on earning assets 147% compared to 146% Amounts in this slide are adjusted for discrete items and constant currency. Excludes closed Mexico buy/sell business. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. Sales Gross Profit includes Merchandise, Scrap Gross Profit and Other Revenue. 11

12 Significant Compound PLO Growth Drives Profit Mexico Pawn Profit growth accelerated with Q4 up 64% and FY17 up 51% Opened four stores in Q4 and opened ten stores in FY17. Significant runway for continued store openings and acquisitions Mexico merchandise margin 30%, up 100bps and inventory aged over one year improved to 2% from 6% in Q3FY17 Business Transformation Net Revenue Growth and Expense Control Driving Profit Growth Mexico Pawn Amounts in this slide are adjusted for discrete items and constant currency. Excludes closed Mexico buy/sell business. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 12

13 Estimated Impact of Natural Disasters Consolidated Estimated Impact on Quarter Ended September 30, 2017 Pawn service charges Merchandise sales gross profit Operating expenses and loss on disposal of assets Income from continuing operations before income taxes $(1.6m) $(0.2m) $1.1m $(2.9m) Estimated Impact on PLO Balance as of September 30, 2017 Pawn Loans Outstanding $(5.0m) During the fourth quarter, U.S. Pawn was affected by Hurricanes Harvey and Irma, and the Mexico Pawn segment experienced an earthquake. The estimated $2.8 million effect of the hurricanes in the U.S. consisted of a $1.8m reduction of Net Revenue and a $1.0m increase in operating expenses in the quarter ended September The estimated effect of the earthquake in Mexico was $0.1m in operating expenses in the quarter ended September The effect of the hurricanes included an estimated reduction of U.S. pawn loan balances of ~$5m as of September 30, 2017 with a resulting reduction in pawn service charges and merchandise sales gross profit. Pawn loan demand is expected to return to a normal level after the annual tax refund season in the U.S. The impact of the earthquake in Mexico should not materially affect fiscal 2018 operating results. Q4FY17 adjusted results in this presentation exclude the estimated impact of natural disasters and other discrete items, restructuring and restatement charges, and constant currency. See EZCORP GAAP Results and GAAP to Non-GAAP Reconciliation. 13

14 Strengthening Balance Sheet and Liquidity Highlights Strengthening balance sheet and liquidity supports continued investment in customer experience and expansion to drive increased profit Cash balance up 150% to $164m at September 30, Leverage Ratio* Earnings Growth Strengthens Leverage Ratio Favorable restructuring of notes receivable repayment arrangement with AlphaCredit / Grupo Finmart in September Receiving regular payments Convertible Senior Notes due 2024 offering completed in July QFY16 1QFY17 2QFY17 3QFY17 4QFY17 * Leverage Ratio is Net Debt / Adjusted EBITDA for the last twelve months 14

15 EZCORP Acquired 112 Pawn Stores in Latin America on October 6, 2017 TRANSACTION OVERVIEW EZCORP s largest pawn acquisition in terms of store count 46% increase in our Latin America pawn stores Acquired GuatePrenda - MaxiEfectivo s ( GPMX ) 112 pawn stores in Guatemala (72 stores), El Salvador (17 stores), Honduras (12 stores) and Peru (11 stores) Paid $60m in cash with additional $2.25m to be paid contingent on performance of GPMX s business during the 24 months following the closing* PLATFORM FOR FUTURE EXPANSION Significantly expands our store base in four additional countries in Latin America Massive and highly fragmented market High quality management team in place with in-country expertise Growth opportunities: Implement EZCORP s upgraded systems, processes, and procedures Expand general merchandise pawn loans and retail activities Open new stores in attractive and under-penetrated markets Complementary acquisition opportunities COMPELLING FINANCIAL BENEFITS Accretive to earnings in FY18 Geographic diversification Larger scale with 41% of total pawn stores now in Latin America, a high growth market Existing GPMX business is very attractive, with an average per store pawn loan balance higher than our existing stores in Mexico or the Latin American stores of our major competitor. PLO is the most influential driver of revenue and profitability *Comprised of $53.4m in cash at closing on October 6, 2017 and repayment in October 2017 of seller s prior advances to GPMX. 15

16 EZCORP Strengths Attractive Industry Dynamics Solid demand for pawn services across economic cycles Fully collateralized loan portfolio Large and highly fragmented consumer market in U.S. and Latin America Internet resistant Stable pawn regulatory environment Successful Focus on Customer Leadership Initiatives to improve customer experience and deliver profitable growth: Deployment of upgraded POS Further investment in analytics of customer behavior and product data Continuous measurement of customer experience and feedback driving higher revenue and profitability Market Leadership in PLO Growth Eight consecutive quarters of market leading U.S. Pawn Same Store PLO growth YOY 13 consecutive quarters of Mexico Pawn double-digit Same Store PLO growth YOY* Seven consecutive quarters of YOY profit before tax growth Geographic Diversification and Potential Significant Growth Acquired 112 pawn stores in October 2017; geographic diversification and larger scale with 41% of total pawn stores now in Latin America, a high growth market Continue to assess acquisitions and store openings in U.S. and Latin America against strict investment criteria: Significant runway for store openings and acquisitions; opened 10 stores in Mexico in FY17 U.S. Same Store PLO excludes estimated impact of stores affected by hurricanes in Q4FY17. *Calculated in constant currency. Mexico PLO balance both increased and decreased over the same period on a GAAP basis. 16

17 Additional Information 17

18 Successful Execution of Business Transformation JULY 2015 Renewed Executive Leadership Team including CEO and President of Pawn 25 Pawn Stores acquired in FY15 Transformational customer focused 3-year strategic plan released Investment in field management enabling more coaching & mentoring U.S. Financial Services business closed 6 U.S. pawn stores acquired in Q2FY16 Procurement opportunities identified Initiated deployment of upgraded POS Opened ten stores in Mexico in FY17 Sold Grupo Finmart Mexico Buy/Sell business closed Closed 25 underperforming pawn stores in U.S. and Mexico in FY15 Initiated store refresh program Favorable restructuring of note receivable repayment arrangement with AlphaCredit Convertible debt due 2024 issued in July 2017; liquidity and debt maturity profile improved Store incentive plans re-aligned to operating contribution SEPT 2017 INITIATIVES TO DRIVE CONTINUED PROFIT GROWTH 1. Geographic diversity and larger scale with 41% of total pawn stores now in Latin America. Opened 10 pawn stores in FY17 and acquired 112 pawn stores in October Significant runway for continued store openings and complementary acquisitions 3. POS will deliver improved customer experience and increase productivity 4. Further Investment in analytics of customer behavior and product data 5. Tracking toward annual corporate expense of $50m in FY18 18

19 Receiving Notes Receivable Payments Within Schedule EZCORP Benefits From Notes Receivable Restructuring in September 2017: $14m additional deferred compensation fee² Interest rates substantially increased Receive principal and interest monthly Now guaranteed by AlphaCredit, Grupo Finmart s parent Received $4.1m held in escrow six months early Termination of our indemnification obligations with respect to representations and warranties under original sale agreement of Grupo Finmart All interest accelerated upon early pre-payment As of November 15, 2017 Notes Receivable Cash Received Notes Receivable (Principal as of 11/15/17) $60.9 $59.9 AlphaCredit has already paid $34m principal and interest owed to EZCORP in connection with the sale of Grupo Finmart Expect to collect an additional $32.6m principal in the remainder of FY18 and $28.3m 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 $32.6 $28.3 $31.6 $1.0 $0 $1.0 FY18 FY19 FY20 Total GAAP Interest Income From Notes¹ $14.8 $5.6 $0.8 $21.2 Detail: Amortization of Deferred Compensation Fee² $9.2 $4.0 $0.8 $14.0 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 September 30, 2017 for all future amounts. 19

20 Convertible Senior Notes with 2.875% Coupon Due July 2024 Convertible Senior Notes with 2.875% Coupon Due July 2024 Highlights: o Strengthened balance sheet and improved debt maturity profile at attractive fixed cash interest rate o Net proceeds of $140.0m in July 2017 Use of Proceeds: o $51.6m used to retire principal, accrued interest and transaction fees on senior secured credit facility that carried substantially higher cost of funds o $34.4m to repurchase $35m face value of existing Cash Convertible Senior Notes due 2019, leaving $195m of those convertible notes outstanding o Remaining $54.0m increased company s cash balance providing funding for general corporate purposes, including potential acquisitions Interest expense in Q4FY17 includes a one-time debt extinguishment charge totaling $5.3m comprised primarily of write-off of unamortized debt discount and issuance costs on partial repayment of Cash Convertible Notes due 2019 Even with the net $54m increase in liquidity, expect annual cash interest to improve to ~$8.3m a savings of ~$2m annually, due to lower coupon rates. Including non-cash accretion of debt discount and issuance costs, GAAP interest expense on our convertible notes is expected to be ~$24m in FY18 20

21 2.875% Convertible Senior Notes Due 2024 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 or higher: Average Share Estimated Incremental Price for Period Dilutive Shares for Period $ $ ,306,818 $ ,395,833 $ ,317,308 $ ,107,143 $ ,791,667 $ ,390,625 $ ,919,118 $ ,388,889 $ ,809,211 $ ,187,500 At higher share prices above $20, there is a potential for further increase in dilution In July 2017, we issued $ million aggregate principal amount of 2.875% Convertible Senior Notes Due The Convertible Notes are convertible into cash or shares of 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 an initial conversion rate of 100 shares of Class A Common Stock per $1,000 principal amount of Convertible Notes (equivalent to an initial conversion price of $10.00 per share of our Class A Common Stock). We have included above 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, if our average share price is above $10.00 while the Convertible Notes due 2024 are outstanding. 21

22 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

23 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 Mexico 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. 23

24 GAAP to Non-GAAP Reconciliation Q4 Continuing Operations* (A) (B) (C) (D) (G) (H) (E) (F) (I) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $1.9m of Natural Disaster Impact, Footnote (B) Amount includes $1m Hurricane Store Operating Expenses Impact, Footnote (C) Amount includes $0.8m of Acquisition related Expenses, Footnote (D) Amount includes ~$0.1m Gain on FX Footnote (E) Amount includes $3m Credit from Restructuring of Grupo Finmart Notes Receivable and $5.2m of Expense from Retirement of Fortress Debt and $35m Repurchase of Convertible Notes due 2019 Footnote (F) Estimated Tax impact of Discrete Items listed above, Footnote (G) Amount includes $0.2m of Discrete Corporate Adjustment Footnote (H) Amount includes $11.0m impairment on investment in Other International and $0.2m loss on asset impairments in Corporate Footnote (I) Estimated Tax impact of Discrete Items listed above *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-of-period exchange rate for September 30, 2017 and 2016 was 18.2 to 1 and 19.4 to 1, respectively. The approximate average exchange rate for the quarter ended September 30, 2017 and 2016 was 17.8 to 1, 18.7 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. 24

25 GAAP to Non-GAAP Reconciliation Q4 U.S. Pawn* (A) (B) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $1.8m of Natural Disaster Impact Footnote (B) Amount includes $1m Hurricane Store Operating Expenses Impact, 25

26 GAAP to Non-GAAP Reconciliation Q4 Mexico Pawn* (A) (B) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1m of Natural Disaster Impact Footnote (B) Amount includes $0.5m Credit for Restructuring of Grupo Finmart Notes Receivable **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-of-period exchange rate for September 30, 2017 and 2016 was 18.2 to 1 and 19.4 to 1, respectively. The approximate average exchange rate for the quarter ended September 30, 2017 and 2016 was 17.8 to 1, 18.7 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. 26

27 GAAP to Non-GAAP Reconciliation FY17 Continuing Operations* (A) (B) (C) (D) (G) (H) (E) (F) (I) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $1.9m of Natural Disaster Impact, Footnote (B) Amount includes $1m Hurricane Store Operating Expenses Impact Footnote (C) Amount includes $1.1m of Acquisition related Expenses and $1.1m of CFO Severance, Footnote (D) Amount includes $0.3m Gain on FX Footnote (E) Amount includes $3m Credit from Restructuring of Grupo Finmart Notes Receivable and $5.2m of Expense from Retirement of Fortress Debt and $35m Repurchase of Convertible Notes due 2019 Footnote (F) Estimated Tax impact of Discrete Items listed above, Footnote (G) Amount includes $4.2m of restatement expense and $(0.3)m of discrete adjustments in Corporate Footnote (H) Amount includes $11.0m impairment on investment in Other International, $1.4m of restructuring expenses ($1.0m of U.S. Pawn, $0.2m of Corporate, and $0.2m of Other International) and $0.1m of discrete adjustments in Corporate Footnote (I) Estimated Tax impact of Discrete Items listed above *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-of-period exchange rate for September 30, 2017 and 2016 was 18.2 to 1 and 19.4 to 1, respectively. The approximate average exchange rate for the years ended September 30, 2017 and 2016 was 19.1 to 1 and 17.9 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. 27

28 GAAP to Non-GAAP Reconciliation FY17 U.S. Pawn* (A) (B) (C) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $1.8m of Natural Disaster Impact Footnote (B) Amount includes $1m Hurricane Store Operating Expenses Impact, Footnote (C) Amount includes $1.0m restructuring expense 28

29 GAAP to Non-GAAP Reconciliation FY17 Mexico Pawn* (A) (A) (B) (C) Footnote * - Includes immaterial presentation reclassifications and rounding Footnote (A) Amount includes $0.1m of Natural Disaster Impact Footnote (B) Amount includes $0.1m of Gain on FX Footnote (C) Amount includes $0.5m Credit for Restructuring of Grupo Finmart Notes Receivable **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-of-period exchange rate for September 30, 2017 and 2016 was 18.2 to 1 and 19.4 to 1, respectively. The approximate average exchange rate for the years ended September 30, 2017 and 2016 was 19.1 to 1 and 17.9 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. 29

30 Net Debt/Adjusted EBITDA Reconciliation* Footnote * - Includes immaterial presentation reclassifications and rounding 30

31 Pawn Quarterly Growth Reconciliation* Footnote * - Includes immaterial presentation reclassifications and rounding 31