2013 FINAL RESULTS PRESENTATION

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1 2013 FINAL RESULTS PRESENTATION 27 th February 2014

2 Overall progress Business review Business development 1

3 CONTINUING PROGRESS Further progress on transformation during 2013 Good financial performance in 2013 Adjusted operating profit up 10.1% 1% to 55.5m5m Operating margin above 10% Strong financial position Increased dividend of 2.5p Transformation process continuing: i Stepping up investment Aim is to maintain adjusted operating profit Position for resumption of revenue and profit growth in

4 BUSINESS OBJECTIVES YEAR-ON-YEAR IMPROVEMENT IN FINANCIAL PERFORMANCE WIN BUSINESS FROM NEW CUSTOMERS WIN MORE BUSINESS FROM EXISTING CUSTOMERS WIN MORE BUSINESS FROM EXISTING ACHIEVE CUSTOMERS ONE XCHANGING 3

5 2013 WINS: CASE STUDIES New customer Competition Differentiated offering Technology 4

6 BUSINESS MODEL Markets growing at 5-10% Investment phase Based on a variety of types of contract Frequently own IP Potential for higher growth Technology Procurement In markets growing at >10% Market leading position Building/acquiring IT components Expertise based services BPS Markets growing c. 5-10% Well-established, established, lower risk Significant annuity element Cash generative Own technology platform and IP 5

7 BUSINESS PROCESSING SERVICES Insurance: Growth in London Market Developing broader business Financial Services: Restructuring Development of FDB Developing customer relationships Building capabilities Technology Procurement BPS 6

8 TECHNOLOGY Strategic focus around five areas Building on core areas (Application Services/Engineering Services) Exploring new areas (Education Platforms and Internet of Everything) Growing Xuber insurance software Technology Procurement BPS 7

9 XUBER Revenue growth in year Strong pipeline Investment continues US launch focus on US admitted market First US reference customer Everest Re Launched Xuber4London 8

10 PROCUREMENT Tough year Reconfiguring Europe Winning new contracts Investing for the future Acquisition of MarketMaker4 4 Technology Procurement BPS 9

11 MARKETMAKER4 Accelerates technology strategy in Procurement Synergies: New customers Value adding Cross sell Extends reach in US Customer base increased approx. 50% since acquisition iti 10

12 GOING FOR GOLD Sales and marketing led organisation Standardisation di i and simplification i Creating long-term efficiencies Employee engagement 11

13 FINANCIAL PERFORMANCE David Bauernfeind Chief Financial Officer

14 FINANCIAL INDICATORS Change Net revenue ( m) (0.3%) Adjusted operating profit ( m) % Adjusted operating margin (%) % Statutory operating profit ( m) % Adjusted profit before tax ( m) % Adjusted basic EPS (pence) (0.9%) Dividend (pence) % Operating cash flow ( m) (15.5%) Equity free cash flow ( m) (33.6%) Adjusted cash conversion (%) (52.5%) Net cash ( m) % Xchanging s share of net cash ( m) % Economic profit ( m) % 13

15 ECONOMIC PROFIT & OPERATING MARGIN 30.0 Economic profit 28.4m 11.0% Adjusted d Operating Profit margin 22.3m 10.5% 10.5% 10.0% m m 9.5% 9.5% 9.0% % % 8.0% Adjusted operating profit ( m) Invested capital( m) Adjusted tax rate(%) Capital charge ( m) (15.0) (12.2) (12.2) Tax charge on adjusted operating profit ( m) (15.9) (15.9) (14.9) Economic profit ( m) % 14

16 ADJUSTED BASIC EPS (pence ) Adjusted basic EPS as reported Adjusted basic EPS (excluding XTB NCI) 15

17 INCOME STATEMENT m m Adjusted operating profit Exceptional other income Acquisition related expenses (0.3) (0.4) Amortisation of acquired intangibles (3.2) (4.0) Statutory operating profit Net Finance costs (4.0) (5.4) Share of profit from joint venture Profit before tax Taxation (12.9) (12.8) Profit for the period

18 EXCEPTIONAL ITEMS 2013 ( m) Profit on disposal of subsidiary 12.5 Lease surrender for Leadenhall Street and related items 13.3 Restructuring costs (6.2) Fair value adjustment for AR deferred consideration 5.0 Distribution from liquidation of CISGI Onerous contract provision release 2.2 Closure of future benefit accruals for Rebus pension scheme (2.0) Employee related provision release

19 CASH FROM OPERATIONS m 12 months to 12 months to 31 December 31 December Adjusted operating profit Net exceptional income Amortisation of acquired intangibles previously unrecognised (3.2) (4.0) Non-cash element of exceptional items (20.3) (0.9) Depreciation and amortisation Share based payments Increase in customer cash deposit cash (Decrease)/increase in working capital (6.3) 4.8 Movement in pensions (2.4) (2.4) Movement in provisions (4.4) 4) (3.8) Dividends to NCI (8.7) (7.6) Capital expenditure (26.6) (15.5) Operating cash flow

20 OPERATING CASH FLOW AND NET CASH m 12 months to 31 December months to 31 December 2012 Opening net cash Operating cash flow Net interest paid (2.5) (2.5) Taxation paid (17.0) (9.8) Equity free cash flow Equity dividends paid (2.4) - Net acquisitions and disposals 15.2 (17.5) FX movement/other (2.9) (1.2) Closing net cash

21 XCHANGING NET CASH Group Cash 31 December 2013 m 31 December 2012 m Xchanging wholly owned entities Xchanging Solutions Enterprise Partnerships Total balance sheet cash Xchanging wholly owned entities Xchanging s share of cash in Xchanging Solutions Xchanging s share of cash in Enterprise Partnerships* Bank and other debt (1.2) (39.6) Xchanging net cash * Xchanging s share of cash in Enterprise Partnerships is calculated as accrued licence fees and expected dividend payments. See slide 41 for additional analysis of cash held in Enterprise Partnerships 20

22 SECTOR PERFORMANCE Business Processing Services Net external revenue m Adjusted operating profit/ (loss) m Adjusted operating profit margin % Net external revenue m Adjusted operating profit/ (loss) m Adjusted operating profit margin % % % Technology % % Procurement % % Corporate - (15.2) - - (15.3) - Total % % 9.5% 21

23 BUSINESS PROCESSING SERVICES Net revenue 350 London market growth Australian workers compensation Disposal of XTB Business Processing Services Technology Adjusted Operating Profit Procurement Full year of revenue from acquired AR Enterprises; loss turns to profit Business Processing Technology Services Procurement 22

24 TECHNOLOGY 400 Net revenue Business Processing Services Technology 70 Adjusted Operating Profit Procurement Growth in existing customer base Growth in Xuber revenues: continued investment New sales to replace lost LME revenue in 2014 Growth in both AMS & AES Business Processing Technology Procurement Services 23

25 PROCUREMENT 400 Net revenue Business Processing Services Technology Adjusted Operating Profit 53.5 Procurement New BAE Systems UK contract effective 1 January 2013 MM4 acquired in September Contract extension with L'Oreal Increased profit around exit activity in HR business 59.7 Technology investment and 60 cost reduction in place to address performance Business Processing Services Technology Procurement 24

26 FINANCIAL SUMMARY Strong financial position 2014 is challenging but achievable Rigorous approach to capital allocation Increased dividend proposed 25

27 BUSINESS DEVELOPMENT Ken Lever Chief Executive

28 BROADENING CUSTOMER BASE Focus on domain strengths and capabilities New products and offerings Renewals with existing customers Targeting new customers Xchanging plc

29 TECHNOLOGY-ENABLEMENT Implementing technology strategies for all service lines Developing new technology capabilities Building on existing technology INTERNET OF THINGS ANALYTICS EDUCATION PLATFORM 28 To see materials from the Investor Seminar 2013 visit: Xchanging plc

30 DIFFERENTIATION THROUGH INNOVATION Technology drives innovation Innovation drives sales growth Encouraging innovative thinking New offerings emerging BPO 4.0 Competency Centres We will combine domain expertise with innovation and technology to deliver solutions to customers that add value to their businesses Xchanging plc

31 INVESTMENT Investment Expenditure Acquisitions Broking Services Data Integration AR Enterprise MM4 Bolt-on acquisitions Business Development Xuber Xuber Xuber Netsett Acceleration of Xuber map Xuber for Workers Compensation X-presso Procurement technology platform Refresh Insurance Technology Technology Market Refresh Refresh Technology Refresh Insurance Market Technology Refresh Internal Change HR platform Shared services New HR & Finance platforms New London office Shared service enablement 30 Capital Expenditure 18m 16m 27m Anticipated range for capital expenditure 40m- 50m 2013 Xchanging plc

32 OUTLOOK 2014 Challenge Replacing revenue and profit of exited business Step up pace; step up investment Aims: Maintain adjusted operating profit Resumption of growth in Xchanging plc

33 FOLLOW US Twitter: David Alexandra Facebook: Linkedin (search for Xchanging) Visit our website Download the Xchanging Investor Relations App Xchanging plc

34 APPENDIX

35 NET REVENUE m (36.2) (25.6) Net Revenue Revenue Revenue Acquisition Disposal Foreign Net Revenue 2012 growth shrinkage exchange Xchanging plc

36 ADJUSTED OPERATING PROFIT m (16.9) 4.5 (3.6) Xchanging plc

37 DEBT REFINANCING New Facility ii Terms Facility amount Structure 125 million Revolving Credit Facility Maturity June 2018 Margin 200bps 300bps Financial covenants Leverage 2.5x Interest cover 5.0x The new facility was signed on 3 February 2014 and became effective on 4 February Xchanging plc

38 ADJUSTMENTS TO OPERATING CASH FLOW m m Increase in customer cash deposit cash Cash impact of exceptional items: Lease surrender for Leadenhall Street and related items Restructuring payments (5.3) (7.8) Distribution from liquidation of Cambridge Integrated Services Group Inc Acquisition related costs (0.4) (0.2) Payment for release of US workers compensation on liabilities (1.4) Operating cash flow Adjusted operated cash flow Adjusted cash conversion 58.0% 122.0% Xchanging plc

39 ACQUISITIONS AND DISPOSALS Net acquisitions and disposals m XTB MM4 Total Cash received/(paid) 30.7 (6.6) 24.1 Transaction costs (3.3) (0.3) (3.6) Cash acquired/(disposed) (5.4) 0.1 (5.3) 22.0 (6.8) Xchanging plc

40 TAX Adjusted profit before tax 51.7 Tax on adjusted profit before 23.25% (UK tax rate) 12.0 Write-down of closing UK deferred tax assets 2.3 Italian benefits re losses and local taxes (1.4) Amortisation of Indian intangible assets (0.8) Other non-deductible items 0.5 Tax rate differences with other countries (India 34%, Australia 30%, Germany 30%, US 40%) 1.3 Tax charge on adjusted profits 13.9 m The statutory tax rate is lower than the adjusted tax rate due to several exceptional nontaxable receipts during the year. In particular, the disposal of Xchanging Transaction Bank was a non-taxable transaction Xchanging plc

41 XCHANGING QUARTERLY NET CASH m 65.0 Xchanging net cash XTB disposal 35m 2 nd receipt for Leadenhall lease surrender 5m MM4 acquisition iiti $11m nd payment for XBS acquisition 6m AR Enterprise acquisition 13m 1 st receipt for Leadenhall lease surrender 5m (5.0) Dec-11 Mar-12 Jun-12 Sep-12 Dec-12 Mar-13 Jun-13 Sep-13 Dec Xchanging plc

42 XCHANGING NET CASH Enterprise Partnership cash 31 December December 2012 m m Customer cash deposits Cash due to Xchanging* Cash due to NCI** Residual cash/working capital*** Total *Accrued licence fees and expected dividend payments ** Expected dividend payments *** Cash that is attributable to shareholders but not expected to be distributed Xchanging plc

43 NON-CONTROLLING INTERESTS Non-controlling interests share of adjusted profit/(loss) after tax 2013 m 2012 m Business Processing Services - XIS/XCS Financial -XTB 0.9 (2.0 - Xchanging Italy - (0.9) Technology - Xchanging Solutions Total Group Xchanging plc

44 BUSINESS PROCESSING SERVICES Net external revenue m Adjusted operating profit/ (loss) m Adjusted operating profit margin % Net external revenue m Adjusted operating profit/ (loss) m Adjusted operating profit margin % Insurance Services % % Financial Services* % % Business Processing Services % % XTB % % *Financial Services includes XTB Xchanging plc

45 GROUP PENSION SCHEMES Net pension deficit under IAS19 31 December 2013 m 31 December 2012 m UK schemes (45.8) (41.7) Continental Europe schemes (6.6) (20.4) Total deficit (52.4) (62.1) Risk Management The Group s aggregate pension deficit has reduced as a result of the disposal of the XTB scheme. During the year the Rebus Insurance Services Limited Final Salary Pension Scheme (2003) (the Rebus Scheme ) was closed to future accruals effective from 31 December The final terms of the 2013 actuarial valuation exercise for the Rebus Scheme were agreed with the trustees in February The assessed funding deficit is expected to increase from 21.5m to approximately 36.0m. Annual deficit recovery ypayments will be set at 3.0m per annum increasing by 3.0% each year Xchanging plc

2014 FULL YEAR RESULTS PRESENTATION. 26 February 2015

2014 FULL YEAR RESULTS PRESENTATION 26 February 2015 AGENDA 1 Where we are today Review of the year Ken Lever Chief Executive 2 Financial performance David Bauernfeind Chief Financial Officer 3 Business