UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
FORM 8-K
Current Report
Pursuant to Section 13 or 15(d) of The Securities Exchange Act of 1934
(Date of Report - Date of Earliest Event Reported)
(Exact name of registrant as specified in its charter)
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(817 ) 335-1100
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NONE
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Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:
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Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).
Emerging growth company ☐
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐
Item 7.01 Regulation FD Disclosure.
FirstCash, Inc. has made available on its corporate website (investors.firstcash.com) its most recent investor presentation. This presentation is included as Exhibit 99.1.
The information provided in this Item 7.01 shall not be deemed “filed” for purposes of Section 18 of the Securities Exchange Act of 1934, as amended, or otherwise subject to the liabilities of that section, nor shall such information be deemed incorporated by reference in any filing under the Securities Act of 1933, as amended, except as shall be expressly set forth by the specific reference in such filing.
Item 9.01 Financial Statements and Exhibits.
(d) Exhibits: | |||
99.1 | |||
101.INS | XBRL Instance Document - the instance document does not appear in the Interactive Data File because its XBRL tags are embedded within the Inline XBRL document | ||
101.SCH | XBRL Taxonomy Extension Schema Document | ||
101.CAL | XBRL Taxonomy Extension Calculation Linkbase Document | ||
101.DEF | XBRL Taxonomy Extension Definition Linkbase Document | ||
101.LAB | XBRL Taxonomy Extension Label Linkbase Document | ||
101.PRE | XBRL Taxonomy Extension Presentation Linkbase Document | ||
104 | The cover page from this Current Report on Form 8-K, formatted as Inline XBRL | ||
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SIGNATURES
Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.
Dated: November 12, 2019 | FIRSTCASH, INC. |
(Registrant) | |
/s/ R. DOUGLAS ORR | |
R. Douglas Orr | |
Executive Vice President and Chief Financial Officer | |
(As Principal Financial and Accounting Officer) | |
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EXHIBIT 99.1 INVESTOR PRESENTATION NOVEMBER 2019
FORWARD-LOOKING STATEMENTS “THIS PRESENTATION CONTAINS FORWARD-LOOKING STATEMENTS ABOUT THE BUSINESS, FINANCIAL CONDITION AND PROSPECTS OF FIRSTCASH, INC. AND ITS WHOLLY OWNED SUBSIDIARIES (TOGETHER, THE “COMPANY”). FORWARD-LOOKING STATEMENTS, AS THAT TERM IS DEFINED IN THE PRIVATE SECURITIES LITIGATION REFORM ACT OF 1995, CAN BE IDENTIFIED BY THE USE OF FORWARD-LOOKING TERMINOLOGY SUCH AS “OUTLOOK,” “BELIEVES,” “PROJECTS,” “EXPECTS,” “MAY,” “ESTIMATES,” “SHOULD,” “PLANS,” “TARGETS,” “INTENDS,” “COULD,” “WOULD,” “ANTICIPATES,” “POTENTIAL,” “CONFIDENT,” “OPTIMISTIC,” OR THE NEGATIVE THEREOF, OR OTHER VARIATIONS THEREON, OR COMPARABLE TERMINOLOGY, OR BY DISCUSSIONS OF STRATEGY, OBJECTIVES, ESTIMATES, GUIDANCE, EXPECTATIONS AND FUTURE PLANS. FORWARD-LOOKING STATEMENTS CAN ALSO BE IDENTIFIED BY THE FACT THAT THESE STATEMENTS DO NOT RELATE STRICTLY TO HISTORICAL OR CURRENT MATTERS. RATHER, FORWARD-LOOKING STATEMENTS RELATE TO ANTICIPATED OR EXPECTED EVENTS, ACTIVITIES, TRENDS OR RESULTS. BECAUSE FORWARD-LOOKING STATEMENTS RELATE TO MATTERS THAT HAVE NOT YET OCCURRED, THESE STATEMENTS ARE INHERENTLY SUBJECT TO RISKS AND UNCERTAINTIES. WHILE THE COMPANYSectionBELIEVES THE EXPECTATIONS BreakREFLECTED IN FORWARD-LOOKING STATEMENTS ARE REASONABLE, THERE CAN BE NO ASSURANCES SUCH EXPECTATIONS WILL PROVE TO BE ACCURATE. SECURITY HOLDERS ARE CAUTIONED SUCH FORWARD-LOOKING STATEMENTS INVOLVE RISKS AND UNCERTAINTIES. CERTAIN FACTORS MAY CAUSE RESULTS TO DIFFER MATERIALLY FROM THOSE ANTICIPATED BY THE FORWARD-LOOKING STATEMENTS MADE IN THIS PRESENTATION. SUCH FACTORS MAY INCLUDE, WITHOUT LIMITATION, THE RISKS, UNCERTAINTIES AND REGULATORY DEVELOPMENTS DISCUSSED AND DESCRIBED IN THE COMPANY’S 2018 ANNUAL REPORT ON FORM 10-K FILED WITH THE SECURITIES AND EXCHANGE COMMISSION (THE “SEC”) ON FEBRUARY 5, 2019, INCLUDING THE RISKS DESCRIBED IN PART 1, ITEM 1A, “RISK FACTORS” THEREOF, AND OTHER REPORTS FILED SUBSEQUENTLY BY THE COMPANY WITH THE SEC. MANY OF THESE RISKS AND UNCERTAINTIES ARE BEYOND THE ABILITY OF THE COMPANY TO CONTROL, NOR CAN THE COMPANY PREDICT, IN MANY CASES, ALL OF THE RISKS AND UNCERTAINTIES THAT COULD CAUSE ITS ACTUAL RESULTS TO DIFFER MATERIALLY FROM THOSE INDICATED BY THE FORWARD-LOOKING STATEMENTS. THE FORWARD-LOOKING STATEMENTS CONTAINED IN THIS PRESENTATION SPEAK ONLY AS OF THE DATE OF THIS PRESENTATION, AND THE COMPANY EXPRESSLY DISCLAIMS ANY OBLIGATION OR UNDERTAKING TO REPORT ANY UPDATES OR REVISIONS TO ANY SUCH STATEMENT TO REFLECT ANY CHANGE IN THE COMPANY’S EXPECTATIONS OR ANY CHANGE IN EVENTS, CONDITIONS OR CIRCUMSTANCES ON WHICH ANY SUCH STATEMENT IS BASED, EXCEPT AS REQUIRED BY LAW.” 2
AT A GLANCE • LEADING INTERNATIONAL PAWN OPERATOR WITH MORE THAN 2,600 EARNINGS PER SHARE2 RETAIL PAWN LOCATIONS1 AND 21,000 EMPLOYEES IN 5 COUNTRIES: 2 $3.85 - $4.00 – UNITED STATES (1,053 LOCATIONS) LOCATIONS EPS ADJ. EPS – EL SALVADOR (13 ) $3.41 $3.53 – MEXICO (1,539 LOCATIONS) – COLOMBIA (8 LOCATIONS) $3.00 $2.74 – GUATEMALA (52 LOCATIONS) $2.44 $1.72 KEY FINANCIAL METRICS: SEPTEMBER 2019 (TTM) 2016 2017 2018 CURRENT GUIDANCE REVENUE – $1.8 BILLION 20191 ANNUAL DIVIDEND PER SHARE NET INCOME – $159 MILLION $1.02 $1.08 $0.91 2 $0.77 ADJUSTED NET INCOME – $163 MILLION $0.57 ADJUSTED EBITDA – $299 MILLION2 2016 2017 2018 2019 CURRENT RUN RATE 1 As of press release 10/23/2019 2 Adjusted earnings measures are non-GAAP financial measures. See appendix for reconciliation to GAAP measures 2020 3
• ATTRACTIVE INDUSTRY DYNAMICS – STEADY DEMAND ACROSS ECONOMIC CYCLES – RECESSION RESISTANT – CUSTOMER BASE IS UNDERSERVED – MOST LENDERS DO NOT OFFER LOANS OF $150 OR LESS – STABLE REGULATORY ENVIRONMENT •STRONG GROWTH METRICS $315 CASH DIVIDENDS – STORE LOCATIONS $41 STOCK REPURCHASES – NET INCOME AND EPS SHAREHOLDER – STRONG CASHFLOW TO FUEL GROWTH ($ IN MILLIONS) RETURNS 2,665 2,473 $130 $128 2,111 $275 2,085 $37 $43 $20 $93 $84 GROWTH 2016 2017 2018 TTM SEP-2019 CASH DIVIDENDS AND STOCK REPURCHASES 2016 2017 2018 YTD-2019 • ENHANCED SHAREHOLDER RETURNS – RISING DIVIDEND STORE COUNT – END OF PERIOD1 – ACTIVE SHARE REPURCHASE PROGRAM 1 As 09/30/2019 4
HISTORY 1988 – BEGAN IRST TORES OPERATIONS IN TEXAS 1999 – F S IN MEXICO 2018 – 2019 EXPANSION IN MEXICO – PRENDAMEX ACQUISITIONS – DE NOVO & ACQUISITIONS OVER 500 STORES IN MEXICO 2015 – 2016 TAMAULIPAS, MEXICO 1992 – IPO MAXI PRENDA ACQUISITION – FIRST STORES IN GUATEMALA & EL SALVADOR 1992 → 1999 2000 → 2015 2016 → 2019 CONTINUED U.S. GROWTH 2018 – FIRST DE NOVO THROUGH ACQUISITIONS 2016 – MERGER WITH STORES IN COLOMBIA U.S. ROLL-UPS OVER 800 U.S. STORES ~ 100 STORES 5
LARGEST PAWN OPERATOR IN THE AMERICAS OVER 2,600 STORES IN FIVE COUNTRIES U.S. OPERATIONS – 1,053 STORES IN 24 STATES AND THE DISTRICT OF COLUMBIA MEXICO OPERATIONS – 1,539 STORES IN 32 STATES POPULATION GDP PER CAPITA INFLATION INFORMAL MARKET POPULATION 329M US $60.0K 1.9% 5% 132M GDP PER CAPITA WA US $8.9K 1,539 INFLATION 4.8% WY INFORMAL MARKET NE NV OH DC UT IL IN MD 54% CO MO VA 1,053 KY NC TN OK AZ SC CENTRAL AND SOUTH AMERICA OPERATIONS – 73 STORES AL GA IDENTIFIES NEW COUNTRY IN 2018 TX LA COLOMBIA AK 18M GUATEMALA 6M EL SALVADOR 50M FL $4.5K 52 $3.9K 13 $6.3K 8 Note: Store counts as of 09/30/2019 2.3% 0.4% 3.2% Economic Data: Multiple sources including World Bank, Forbes and Federal Reserve Bank of Boston 74% 65% 64% 6
PAWN OPERATIONS REPRESENT 98% OF REVENUE TOTAL REVENUE NET REVENUE 6% 1% 2% 2% 42% 30% $1.8 $1.0 BILLION BILLION 62% 55% Note: Results are TTM Q3-2019 RETAIL SALES PAWN FEES SCRAP JEWELRY SALES CONSUMER LOAN/SERVICE FEES1 1 Revenue from consumer lending products in the second half of 2019 will be less than one-half of 1% of expected total revenue 7
TYPICAL PAWN TRANSACTION CYCLE TOTAL TRANSACTION TIME LESS THAN 15 MINUTES CUSTOMER ENTERS STORE WITH PERSONAL ASSET ~25% ~75% PAWN LOAN SELLS ASSET TO COMPANY (COLLATERALIZED WITH ASSET) ~25% ~75% CUSTOMER REPAYS LOAN CUSTOMER DOES NOT REPAY LOAN OR FEE & PAWN SERVICE FEE RETAIL SALES PAWN SERVICE FEES TYPICAL MARGIN = 35% - 40% MONTHLY YIELD = 12% - 13% 8
PAWN LOANS HAVE LIMITED CREDIT RISK 1 • PAWN LOANS ARE SMALL AND AVERAGE PAWN LOAN K AFFORDABLE WITH A SHORT DURATION $180 – 30 TO 60 DAYS $150 LL LOANS FULLY COLLATERALIZED WITH • A $120 PERSONAL PROPERTY $90 – COLLATERAL HELD IN SHOP $167 – RAPID LIQUIDATION OF COLLATERAL $60 THROUGH PAWN SHOP RETAIL OPERATIONS $30 $66 – TYPICAL RETAIL MARGIN OF 35% TO 40% ON FORFEITED COLLATERAL $0 U.S. LATAM 1 As of 09/30/2019 9
REVENUE GROWTH ACROSS ECONOMIC CYCLES LEGACY FIRST CASH U.S. AND LATAM CORE GROSS PROFIT1 PER STORE GP PER STORE $ IN THOUSANDS FINANCIAL CRISIS POST CRISIS RECOVERY CURRENT CYCLE $900 $817 $804 $774 $770 $784 $732 $732 $763 $750 $710 $705 $647 $606 $600 $450 U.S. $300 $150 $0 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019F $565 $600 $540 $542 $490 $500 $456 $462 $450 $454 $421 $433 $379 $400 $349 2 M $300 A AT L $200 $100 $0 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019F PAWN FEES PER STORE RETAIL SALES GP PER STORE 1Core pawn GP from legacy LatAm stores in operation since 2006 2CC Revenue, 2008 MXN @ 11.16 – Constant currency results are non-GAAP financial measures and are calculated by translating 2009-Forecasted 2019 amounts using the Avg. Fx rate rate for the year ended December 31, 2008.10
SOCIAL RESPONSIBILITY: SERVING UNBANKED AND UNDERBANKED CUSTOMERS PAWN LOANS CAN BE EASILY ACCESSED BY CUSTOMERS WITH LIMITED ACCESS TO TRADITIONAL CREDIT PRODUCTS AVAILABLE TO UNBANKED OR UNDERBANKED CONSUMERS – NO BANK ACCOUNT OR CREDIT HISTORY NECESSARY, ONLY A VALID GOVERNMENT ISSUED ID MICROFINANCE PRODUCT – SMALL, AFFORDABLE AND LOWER COST ALTERNATIVE TO PAYDAY LOANS NON-RECOURSE LOANS – NO LATE FEES – NO COLLECTIONS – NO NEGATIVE EXTERNAL CREDIT REPORTING 11
ENVIRONMENTAL SUSTAINABILITY NEIGHBORHOOD BASED RETAILER: MERCHANDISE IS SOURCED AND SOLD LOCALLY CIRCULAR ECONOMY NEIGHBORHOOD-BASED STORES WHICH CONTRIBUTE TO THE MODERN “CIRCULAR ECONOMY” – BUY → USE → RETURN SAFE ENVIRONMENT BUY AND RESELL POPULAR CONSUMER PRODUCTS IN A SAFE AND SECURE ENVIRONMENT FOR EMPLOYEES AND CUSTOMERS RECYCLE INVENTORY IS PRE-OWNED MERCHANDISE WHICH IS SOURCED AND THEN RECYCLED WITHIN EACH STORE’S GEOGRAPHIC NEIGHBORHOOD NO SUPPLY CHAIN LOCAL SOURCING OF PRE-OWNED GOODS ELIMINATES NEED FOR MANUFACTURING FACILITIES, DISTRIBUTION CENTERS AND TRANSPORTATION SERVICES 12
LATIN AMERICA OVERVIEW MEXICO, GUATEMALA, EL SALVADOR AND COLOMBIA JALISCO, MEXICO
FIRSTCASH LATAM GROWTH STORE COUNT REVENUE 1,800 $900 1,612 $778 1,600 $800 1,379 1,400 $700 $666 $573 1,200 830 $600 999 $485 1,000 955 672 $500 $368 800 737 308 309 $400 130 $646 600 $300 $557 $487 400 782 $200 $417 607 647 690 707 $368 200 $100 0 $0 2015 2016 2017 2018 AS OF 2015 2016 2017 2018 SEPT 2019 09/30/2019 (TTM) NEW STORE OPENINGS ACQUISITIONS TOTAL REVENUE, USD $ CC REVENUE, 2015 MXN @ 15.85 Note: Presented constant currency results are non-GAAP financial measures and are calculated by translating 2016, 2017, 2018 and TTM Q3-2019 amounts using the average exchange rate for the year ended December 31, 2015. 14
MAJORITY OF STORES & EMPLOYEES BASED IN LATAM STORE ADDITION SEGMENT STORES1 EMPLOYEES1 INVESTMENT2 CONTRIBUTION3 $63 1,612 $144 70% 13,791 60% 64% 37% 7,609 1,053 $26 36% $245 40% 30% 63% LATAM U.S. 70% OF STORE INVESTMENTS IN LATAM 1 As of 09/30/2019 2 TTM 09/30/2019 New Store CapEx and Acquisitions - $ in Millions 3 TTM 09/30/2019 Segment Contribution defined as Gross Profit less Store Operating Expenses and Store D&A – $ in Millions 15
GROWING SEGMENT CONTRIBUTION FROM LATAM ($ IN MILLIONS) LATAM SEGMENT CONTRIBUTION % OF TOTAL SEGMENT CONTRIBUTIONS $180 $171 $160 $153 ACTUAL $144 $140 $136 2018 $122 $128 $116 35% $120 LATAM $105 $100 $87 $87 $80 $60 PROJECTED $40 2019 $20 38% LATAM $0 2015 2016 2017 2018 SEPT 2019 USD $ CONSTANT CURRENCY @ 2015 FX RATE (TTM) Note: Segment Contribution defined as Gross Profit less Store Operating Expenses and Store D&A. Note: Constant currency results are non-GAAP financial measures and are calculated by translating 2016, 2017, 2018 and 2019 amounts using the average exchange rate for the year ended December 31, 2015. 16
LATAM OPERATING TRENDS: Q3-2019 • REVENUES FOR THE QUARTER TOTALED SAME-STORE REVENUE GROWTH $168 MILLION RETAIL SALES 12%$120 $112 $113 8% $109 8% P ON A TRANSLATED BASIS 50% – U 19% USD $ 8% $100 5% – UP 21% ON A CONSTANT CURRENCY BASIS 3% 3% $91 4% $86 6% 40% $81 38% 5% 40% $80 • PAWN LOANS OUTSTANDING TOTALED 0% 34% 1% 0% 35% ILLION -4% (2%) 30% $115 M $60 34% Q3-2018 Q4-2018 25%Q1-2019 Q230%-2019 Q3-2019 – UP 6% ON A USD $ TRANSLATED BASIS 22% PAWN FEES 20% 12% $40 19% 21% – UP 10% ON A CONSTANT CURRENCY BASIS 8% 7% 8% 12% 4% 8% 4% $20 2% 2% 10% • SAME-STORE PAWN REVENUES 5% 0% 1% – UP 4% ON A USD $ TRANSLATED BASIS 0% -4% $0 (1%) 0% (4%) – UP 6% ON A CONSTANT CURRENCY BASIS -8% Q1-2018 Q2 Q3 Q4 Q1-2019 Q2 Q3-2018 Q4-2018 Q1-2019 Q2-2019 Q3-2019 Note: Presented constant currency results are non-GAAP financial measures and are calculated by translating current period amounts using the comparable prior period exchange rate. Constant currency is defined in the 10/23/2019 YOY USD $ YOY CONSTANT CURRENCY press release and reconciled to the most comparable GAAP measures in the financial statements of the same release. 17
LATAM PAWN AND INVENTORY COMPOSITION LATAM OPERATIONS SEGMENT PAWN COLLATERAL INVENTORY 54% 11% 11% 3% 58% 1% 2% 1% 2% 2% 27% 28% JEWELRY ELECTRONICS TOOLS SPORTING GOODS MUSICAL INSTRUMENTS OTHER Note: As of 09/30/2019 18
LATAM GROWTH STRATEGY LATIN AMERICA CONTINUES TO BE THE PRIMARY STORE GROWTH VEHICLE - SIGNIFICANT UNTAPPED POTENTIAL IN THE REGION ◼ SUBSTANTIAL INFRASTRUCTURE AND CASH FLOWS TO EXISTING COUNTRY PRESENCE ACCOMPLISH NEW ACQUISITIONS AND DE NOVO EXPANSION Mexico MARKET ENTRY IN 2018 WITH CONTINUED EXPANSION OPPORTUNITIES ◼ SIGNIFICANT RUNWAY FOR CONTINUED STORE OPENINGS AND STRATEGIC ACQUISITIONS IN MEXICO; UP TO 2,000 STORES Belize FUTURE OPPORTUNITY Guatemala Guyana El Salvador Venezuela ◼ FOUR STORES OPENED IN COLOMBIA IN 2018 AND FOUR Honduras Suriname Nicaragua Colombia TOTAL ARE PLANNED FOR 2019. COLOMBIA IS A SIGNIFICANT French Guiana Costa Rica Ecuador MARKET WITH A POPULATION OF ALMOST 50 MILLION Panama Peru ◼ SIX NEW STORES OPENED IN GUATEMALA IN 2018 AND 13 Brazil TOTAL ARE PLANNED IN 2019. THEY MARK THE INTRODUCTION Bolivia OF THE COMPANY’S LARGE FORMAT FIRST CASH BRANDED Paraguay STORES IN THE COUNTRY Chile Uruguay ◼ OOK STRATEGICALLY FOR ADDITIONAL EXPANSION AND L Argentina ACQUISITION OPPORTUNITIES IN OTHER LATIN AMERICAN MARKETS SUCH AS PERU Note: As of 09/30/2019 19
PRENDAMEX ACQUISITIONS ACQUISITION TIMELINE • PRENDAMEX STORES ARE MOSTLY SMALLER FORMAT LOCATIONS (TYPICALLY LESS THAN 2,500 FT2) IN HIGH TRAFFIC AREAS FOCUSED PRIMARILY ON JEWELRY PRENDAMEX LOCATIONS ACQUIRED FRANCHISE LOCATIONS LENDING AND SMALL ELECTRONICS 600 • MANY SIMILARITIES TO THE SUCCESSFUL MAXI PRENDA ACQUISITION IN 529 SHOPS ACQUIRED 524 529 534 5 MEXICO IN EARLY 2016 YTD-SEP 2019 484 5 500 40 – POTENTIAL TO INCREASE RETAIL SALES AND MARGINS – PAIRS WITH LARGE FORMAT FIRSTCASH STORES TO ACCESS MORE URBAN 118 NEIGHBORHOODS 400 366 342 24 300 154 200 188 126 62 100 126 0 Q1-2018 Q2-2018 Q3-2018 Q4-2018 Q1-2019 Q2-2019 Q3-2019 Q4-2019 PROJECTED 20
MAXI PRENDA UPDATE – EARLY 2016 ACQUISITION FIRST SMALLER FORMAT ACQUISITION IN LATAM • ACQUISITION RECAP PER STORE GROWTH RATES VERSUS FIRST YEAR ▪ 211 SMALLER FOOTPRINT STORES 100% 92% • FOCUS ON JEWELRY AND SMALL ELECTRONICS – 8% LIMITED RETAIL ACTIVITY 80% 80% • FIRSTCASH ENHANCEMENTS 11% 21% – OPEN SALES FLOOR 60% 54% 25% – IMPROVED POS SYSTEM 6% – CUSTOMER ENGAGEMENT 40% 14% • ACQUISITION MULTIPLE WAS WITHIN 63% 20% 45% HISTORICAL RANGE OF 4 TO 6 TIMES 34% EBITDA1 0% ▪ EFFECTIVE PURCHASE MULTIPLE ON PROJECTED 2019 TOTAL REVENUE RETAIL SALES EBITDA EBITDA IS NOW ONLY 2X 1 STORE-LEVEL EBITDA EXCLUDES ADMIN EXPENSES YEAR 2 (2017) YEAR 3 (2018) YEAR 4 (2019 PROJECTED) 21
ACCELERATED LATAM NEW STORE OPENINGS LARGE FORMAT DE NOVO STORE OPENINGS BY YEAR 100 MEXICO GUATEMALA COLOMBIA 90 85 80 4 13 70 60 52 Location: Colombia 50 45 4 38 41 6 40 1 68 30 45 20 38 40 42 10 0 2015 2016 2017 2018 2019 GUIDANCE Location: Guatemala 22
PROVEN NEW STORE OPENING PROCESS UNDEVELOPED SITE SAME SITE AFTER REDEVELOPMENT 04 ◼ OPENED FIRST STORES IN MEXICO IN 1999 ◼ STANDARDIZED STORE LAYOUTS, FIXTURES AND EQUIPMENT ◼ EXPERIENCED REAL ESTATE DEVELOPMENT TEAM ◼ STATE OF THE ART SECURITY TECHNOLOGY ◼ PROVEN SITE SELECTION STRATEGY ◼ CONSISTENT PROCESS ENSURES THE NEW STORES ARE _DELIVERED ON TIME AND WITHIN BUDGET 23
PROVEN RAPID PAYBACK MODEL MEXICO NEW STORE INVESTMENT AND PROFITABILITY RAMP NEW STORE INVESTMENT Typical Mexico New Store Ramp (USD $) Year 1 Year 2 Year 3 Year 4 Year 5 CAP EX $160,000 Op Margin (4%) 17% 22% 24% 26% - LEASEHOLD IMPROVEMENTS & FIXTURES $500 $200 - COMPUTER & SECURITY EQUIPMENT $400 $160 START-UP LOSSES $25,000 - PRE-OPENING $300 $120 - FIRST SIX MONTHS OF OPERATION TOTAL STORE INVESTMENT $185,000 $200 $80 WORKING CAPITAL (USD $) $100 $40 FIRST YEAR FOR NEW STORE $90,000 (Thousands) $ USD Revenue level profit USD $ $ (Thousands) USD level profit - OPERATING CASH - - LOAN FUNDING $0 $0 Store - INVENTORY Year 1 Year 2 Year 3 Year 4 Year 5 Revenue Store-level Profit1 1 Store-Level Operating Profit Before Administrative Expense & Taxes; Data is Based on NSO From 2005-2017 ` CUMULATIVE BREAK-EVEN POINT = APPROXIMATELY 3 YEARS 24
UNITED STATES OVERVIEW LOCATIONS IN 24 STATES AND THE DISTRICT OF COLUMBIA KANSAS CITY, MISSOURI
OVER 1,000 U.S. LOCATIONS IN 24 STATES AND THE DISTRICT OF COLUMBIA Note: As of 09/30/2019 32 WA ME MT ND VT OR MN NH ID SD WI NY MA CT 2 MI RI WY IA PA UT NJ 1 67 27 NE 33 DC DE 27 3 6 OH MD 29 WV NV IN KS IL CO 24 6 VA 29 25 KY CA MO NC 41 TN 53 28 NM 18 SC OK AR AZ 27 OPERATIONS FOCUSED IN STATES WITH 8 46 MS GA AK LA AL – GROWING POPULATIONS TX – STABLE AND FAVORABLE REGULATIONS 414 26 6 75 FL HI 26
U.S. OPERATING TRENDS: Q3-2019 • U.S. SEGMENT PRE-TAX OPERATING INCOME TTM RETAIL GP $ AND MARGIN ($ IN MILLIONS) UP YTD, DESPITE OHIO WIND-DOWN: $280 $266 $271 40% $259 $263 – UP 2% COMPARED TO THIRD QUARTER 2018 $260 $254 $247 37.6% XCLUDING CONSUMER LENDING P ON AN $244 37.0% 37.3% – E , U 7% 36.5% 35% $240 35.6% ADJUSTED NON-GAAP BASIS COMPARED TO YTD 34.4% 34.8% SEP-2018 $220 30% – DRIVEN PRIMARILY BY IMPROVED RETAIL MARGINS, $200 PAWN LOAN YIELDS AND OPERATING EXPENSE REDUCTIONS $180 25% $160 19.8% 20.2% 20.2% 20.4% • RETAIL MARGIN IMPROVEMENTS: 19.3% 18.4% 18.7% 20% – YTD-SEP 2019 MARGIN OF 38% COMPARED TO $140 37% IN THE PRIOR-YEAR PERIOD $120 15% – RETAIL GROSS PROFIT DOLLARS INCREASED 8% IN Q3 Q1-2018 Q2-2018 Q3-2018 Q4-2018 Q1-2019 Q2-2019 Q3-2019 RETAIL GP RETAIL MARGIN SEGMENT OPERATING MARGIN Note: See appendix for reconciliation to segment pre-tax operating income 27
U.S. OPERATING TRENDS: Q3-2019 • PAWN FEES INCREASE ON IMPROVED YIELDS: PAWN LOANS AND PAWN FEES – PAWN FEES UP 2% COMPARED TO Q3-2018 $290 UP 2% – PAWN YIELDS IMPROVED BY 5% QUARTER-OVER- DOWN 3% $279 $100 QUARTER $280 $93 $95 $271 • FOCUS ON CUSTOMER PURCHASES IN THE $270 $90 LEGACY CASH AMERICA STORES: $260 $80 – 22% INCREASE IN VOLUME OF DIRECT PURCHASES $250 COMPARED TO THE PRIOR-YEAR QUARTER $70 $240 – IMPROVED QUALITY OF PAWN RECEIVABLE $60 PORTFOLIO AND QUALITY/FRESHNESS OF $230 $50 INVENTORIES $220 PTIMIZING LOAN TO VALUE RATIOS WHICH HAS – O - - , $210 $40 RESULTED IN HIGHER CASH YIELDS FROM THE PAWN LOANS PAWN FEES PERFORMING LOANS Q3-2018 Q3-2019 28
DOMESTIC RETURN ON EARNING ASSETS ($ IN MILLIONS) $900 160% 144% 144% 146% 138% $800 134% 140% 130% 127% 122% $700 120% $600 100% $500 80% $400 60% $300 40% $200 $100 20% $0 0% 2017Q4 2018Q1 2018Q2 2018Q3 2018Q4 2019Q1 2019Q2 2019Q3 AVG. INV AVG. INVAVG. PLB T12MT12M PAWN PAWNFESSGP T12M RETAIL + SPAWNCRAPGPGP YIELD % PAWN GP YIELD % 29
U.S. PAWN AND INVENTORY COMPOSITION U.S. OPERATIONS SEGMENT PAWN COLLATERAL INVENTORY 17% 20% 64% 6% 53% 9% 3% 7% 3% 3% 11% 4% JEWELRY ELECTRONICS TOOLS SPORTING GOODS MUSICAL INSTRUMENTS OTHER Note: As of 09/30/2019 30
U.S. GROWTH STRATEGY CONTINUE SCOUTING SMALL ACQUISITIONS STORES ACQUIRED BY YEAR IN EXISTING STATES QTR 4 • ORGANIC DEMAND AS UNBANKED AND 27 UNDERBANKED DEMOGRAPHICS CONTINUE TO GROW QTR 2 QTR 1 • YTDYTD-2019-2019 A ACQUISITIONSCQUISITIONS 9 20 – 10 STORE ACQUISITION IN TX – 9 STORE ACQUISITION IN TX – 1 SINGLE STORE ACQUISITION IN TX 10 • 20120188 ACQUISITIONS ACQUISITIONS 15 – 12 STORE ACQUISITION IN TN/GA – 5 STORE ACQUISITION IN TX 10 – 4 STORE ACQUISITION IN TX 3 – 6 SINGLE STORE ACQUISITIONS 2018 YTD-2019 Note: As of 09/30/2019 31
STABLE • PAWN LOANS ARE DIFFERENT FROM TRADITIONAL CONSUMER LOAN PRODUCTS AND NOT SUBJECT TO THE CFPB SMALL DOLLAR LOAN RULES REGULATORY BECAUSE THEY: – ARE NON-RECOURSE LOANS CLIMATE FOR – HAVE SIGNIFICANTLY SMALLER AVERAGE LOAN SIZES – DO NOT INVOLVE CREDIT CHECKS, COLLECTION ACTIVITIES, ACH TRANSACTIONS PAWN OR NEGATIVE CREDIT REPORTING • REGULATIONS ARE PRIMARILY AT THE STATE LEVEL IN THE U.S. AND THE FEDERAL LEVEL IN LATIN AMERICA • NO SIGNIFICANT NEGATIVE REGULATORY CHANGES IN THE LAST 25 YEARS • STATES WITH A POSITIVE RATE CHANGE INCLUDE: – OHIO: ENACTED MARCH 28, 2017 – WASHINGTON: ENACTED JULY 24, 2015 – ARIZONA: ENACTED JULY 24, 2014 – NEVADA: ENACTED OCTOBER 1, 2011 32
WIND-DOWN OF CONSUMER LENDING PRO FORMA INCLUDING CASH AMERICA ($ IN MILLIONS) $140 .GROSS CONSUMER LOAN REVENUE. 10% .CONSUMER LOAN LOCATIONS. $118 9% $120 531 8% 82 448 $100 $93 7% 434 64 6% 63 $80 7% $77 114 5% 113 113 279 $60 5% $56 4% 8 4% 113 $40 3% 3% 335 $20 2% 271 258 $20 81 $6 1% 158 6 1% 75 $0 0% 0% 2015 2016 2017 2018 PROJECTED PROJ. 2020 2015 2016 2017 2018 Q3-2019 2019 RUN-RATE GROSS CONSUMER LOAN REVENUE % OF CONSOLIDATED REVENUE INSIDE PAWN STORES CASHLAND (OHIO) CONSUMER LOANS ONLY 33
FINANCIAL HIGHLIGHTS FORT WORTH, TEXAS
CONSOLIDATED REVENUE ($ IN MILLIONS) $2,000 $1,780 $1,781 $1,847 $1,800 $31 $77 $56 $1,600 $1,400 $1,200 $1,088 $1,000 $44 $1,816 $800 $1,703 $1,725 $600 $1,045 $400 $200 $0 2016 2017 2018 TTM Q3-2019 PAWN REVENUE CONSUMER LENDING REVENUE 35
NET INCOME, ADJUSTED NET INCOME AND ADJUSTED EBITDA ($ IN MILLIONS) $350 NET INCOME ADJUSTED NET INCOME ADJUSTED EBITDA $299 $300 $284 $273 $250 $200 $180 $158 $159 $163 $144 $153 $150 $131 $100 $85 $60 $50 $0 2016 2017 2018 TTM Q3-2019 Note: Adjusted Net Income and Adjusted EBITDA are non-GAAP financial measures. See appendix for reconciliation to Net Income. 36
EARNINGS PER SHARE GUIDANCE AS PROVIDED ON OCTOBER 23, 2019 $5.00 GUIDANCE RANGE: $3.85 - $4.00 $4.00 $3.41 $3.53 $3.00 $3.00 $2.74 $2.44 $2.00 $1.72 $1.00 $0.00 2016 2017 2018 2019 2019 GUIDANCEGUIDANCE EARNINGS PER SHARE ADJUSTED EARNINGS PER SHARE1 1 Adjusted earnings per share excludes certain non-recurring tax benefits as a result of the Tax Cuts and Jobs Act, merger and acquisition expenses, consumer lending impairment expenses, Ohio wind-down costs and debt extinguishment costs, which are further described in the detailed reconciliations of non-GAAP financial measures elsewhere in this presentation. 37
FISCAL 2019 OUTLOOK FULL-YEAR 2019 GUIDANCE FOR ADJUSTED DILUTED EARNINGS PER SHARE EXPECTED TO REMAIN WITHIN THE RANGE OF $3.85 TO $4.00 – GUIDANCE REPRESENTS ADJUSTED EARNINGS PER SHARE GROWTH TO BE IN A RANGE OF 9% TO 13% OVER THE PRIOR YEAR – EXCLUDING EXPECTED HEADWINDS OUTLINED BELOW, EARNINGS FROM CORE PAWN OPERATIONS EXPECTED TO BE UP 20% TO 25% – GUIDANCE INCLUDES THE IMPACT OF EXPECTED NET REDUCTION IN EARNINGS FROM U.S. UNSECURED CONSUMER LENDING OPERATIONS AND WIND-DOWN COSTS IN OHIO OF APPROXIMATELY $0.25 TO $0.27 PER SHARE Note: As of Press Release 10/23/2019 GROWTH FROM HEADWIND $4.40 CORE EARNINGS $0.25 - $0.27 $4.20 HEADWIND DOMESTIC HEADWIND $0.04 - $0.06 GUIDANCE RANGE $4.00 $0.07 - $0.11 $3.85 - $4.00 $3.80 LATAM $3.60 $3.53 $3.40 REFLECTS OHIO CLOSURES ASSUMES 20 MXN TO ASSUMES EFFECTIVE TAX $3.20 AND OTHER REDUCTIONS 1 USD EXCHANGE RATE OF 27.5% TO 28.0% $3.00 2018 ADJUSTED EPS SEGMENTPAWN CONTRIBUTIONCONTRIBUTION CONSUMER LOANS FOREIGN CURRENCY INCOME TAX 2019 ADJUSTED EPS 38
DIVIDEND PER SHARE CONTINUES TO GROW ANNUALIZED DIVIDEND INCREASED 8% TO $1.08 PER SHARE BEGINNING Q4-2019 $1.20 IDENTIFIES DIVIDEND INCREASE $1.08 $1.02 $1.00 $0.91 $0.27 $0.77 $0.27 $0.80 $0.25 $0.20 $0.27 $0.60 $0.57 $0.25 $0.22 $0.19 $0.19 $0.40 $0.25 $0.27 $0.22 $0.125 $0.19 $0.20 $0.125 $0.22 $0.25 $0.27 $0.125 $0.19 $0.00 2016 2017 2018 2019 2020 RUN RATE QTR 1 QTR 2 QTR 3 QTR 4 39
POST-MERGER CASH FLOWS SUPPORT INVESTMENTS AND SHAREHOLDER RETURNS WITH MINIMAL ADDED LEVERAGE CAPITAL ALLOCATION OUTSTANDING DEBT POST MERGER ACTIVITY 10/01/2016 - 09/30/2019 AT MERGER 09/30/2016 TO 09/30/2019 ($ IN MILLIONS) ($ IN MILLIONS) $700 5.0 $900 $890 $640 4.5 $600 $800 $560 $159 ACQUISITIONS 4.0 $700 $500 3.4X 3.5 $179 CAPITAL EXPENDITURES $340 $600 3.0 $400 NET DEBT TO $360 ADJ. EBITDA1 $500 $119 DIVIDENDS 2.5 $300 $400 1.9X 2.0 1.5 $300 $200 $300 1.0 $200 SHARE REPURCHASES $433 $100 $200 0.5 $100 $0 0.0 $0 AT MERGER 09/30/2019 9/30/2016 1 Adjusted EBITDA, which is a component used in the calculation of the Net Debt Ratio, is a LINE OF CREDIT 2021 SR. NOTES 2024 SR. NOTES non-GAAP number. See Company’s 10/23/2019 press release for a calculation of the Net Debt Ratio. 40
$1.7 BILLION IN CUMULATIVE STORE INVESTMENTS & SHAREHOLDER PAYOUTS OVER THE LAST 10 YEARS ($ IN MILLIONS) $1,800 CUMULATIVE TOTAL STOCK REPURCHASES & DIVIDENDS: - 10,921,039 SPLIT-ADJUSTED SHARES REPURCHASED $1,600 - $130 MILLION IN CUMULATIVE DIVIDENDS PAID $1,400 ACQUISITIONS SINCE 2009: - 208 STORES ACQUIRED IN U.S. $1,200 - 829 STORES ACQUIRED IN LATIN AMERICA $802 - 815 STORES ACQUIRED IN CASH AMERICA MERGER $1,000 CAPITAL EXPENDITURES SINCE 2009: - INCLUDES 627 DE NOVO STORE OPENINGS $800 Note: As of 09/30/2019 $600 $543 $400 $200 $360 $0 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 Q3-2019 STOCK REPURCHASES & DIVIDENDS ACQUISITIONS CAPITAL EXPENDITURES OUTSTANDING DEBT 41
INVESTMENT RECAP • PAWN-FOCUSED BUSINESS MODEL ⦁ SMALL SECURED PAWN LOANS TO UNBANKED AND UNDERBANKED CONSUMERS WITH LIMITED ACCESS TO TRADITIONAL CREDIT PRODUCTS ⦁ FULL-SERVICE LENDING AND RETAIL MODEL IS A SIGNIFICANT COMPETITIVE ADVANTAGE WITH STRONG MARGINS AND CASH FLOWS ⦁ RECESSION-RESISTANT BUSINESS MODEL • PROVEN MULTI-COUNTRY GROWTH STRATEGY ⦁ MATURE U.S. BUSINESS GENERATES SIGNIFICANT CASH FLOW ⦁ LONG RUNWAY FOR GROWTH IN LATIN AMERICA WHERE CUSTOMER DEMOGRAPHICS ARE FAVORABLE AND COMPETITION IS LIMITED • STRONG BALANCE SHEET TO FUND FUTURE GROWTH, ACQUISITIONS, SHARE BUYBACKS AND PAY DIVIDENDS 42
APPENDIX CORPUS CHRISTI, TEXAS
NON-GAAP FINANCIAL INFORMATION THE COMPANY USES CERTAIN FINANCIAL CALCULATIONS SUCH AS ADJUSTED NET INCOME, ADJUSTED DILUTED EARNINGS PER SHARE, EBITDA, ADJUSTED EBITDA, FREE CASH FLOW, ADJUSTED FREE CASH FLOW, CONSTANT CURRENCY RESULTS AND ADJUSTED SEGMENT PRE-TAX OPERATING INCOME AS FACTORS IN THE MEASUREMENT AND EVALUATION OF THE COMPANY’S OPERATING PERFORMANCE AND PERIOD-OVER-PERIOD GROWTH. THE COMPANY DERIVES THESE FINANCIAL CALCULATIONS ON THE BASIS OF METHODOLOGIES OTHER THAN GENERALLY ACCEPTED ACCOUNTING PRINCIPLES (“GAAP”), PRIMARILY BY EXCLUDING FROM A COMPARABLE GAAP MEASURE CERTAIN ITEMS THE COMPANY DOES NOT CONSIDER TO BE REPRESENTATIVE OF ITS ACTUAL OPERATING PERFORMANCE. THESE FINANCIAL CALCULATIONS ARE “NON-GAAP FINANCIAL MEASURES” AS DEFINED IN SEC RULES. THE COMPANY USES THESE NON-GAAP FINANCIAL MEASURES IN OPERATING ITS BUSINESS BECAUSE MANAGEMENT BELIEVES THEY ARE LESS SUSCEPTIBLE TO VARIANCES IN ACTUAL OPERATING PERFORMANCE THAT CAN RESULT FROM THE EXCLUDED ITEMS, OTHER INFREQUENT CHARGES AND CURRENCY FLUCTUATIONS. THE COMPANY PRESENTS THESE FINANCIAL MEASURES TO INVESTORS BECAUSE MANAGEMENT BELIEVES THEY ARE USEFUL TO INVESTORS IN EVALUATING THE PRIMARY FACTORS THAT DRIVE THE COMPANY’S CORE OPERATING PERFORMANCE AND BECAUSE MANAGEMENT BELIEVES THEY PROVIDE GREATER TRANSPARENCY INTO THE COMPANY’S RESULTS OF OPERATIONS. HOWEVER, ITEMS THAT ARE EXCLUDED AND OTHER ADJUSTMENTS AND ASSUMPTIONS THAT ARE MADE IN CALCULATING THESE NON-GAAP FINANCIAL MEASURES ARE SIGNIFICANT COMPONENTS IN UNDERSTANDING AND ASSESSINGSectionTHE COMPANY’S FINANCIAL BreakPERFORMANCE. THESE NON-GAAP FINANCIAL MEASURES SHOULD BE EVALUATED IN CONJUNCTION WITH, AND ARE NOT A SUBSTITUTE FOR, THE COMPANY’S GAAP FINANCIAL MEASURES. FURTHER, BECAUSE THESE NON-GAAP FINANCIAL MEASURES ARE NOT DETERMINED IN ACCORDANCE WITH GAAP AND ARE THUS SUSCEPTIBLE TO VARYING CALCULATIONS, THE NON-GAAP FINANCIAL MEASURES, AS PRESENTED, MAY NOT BE COMPARABLE TO OTHER SIMILARLY TITLED MEASURES OF OTHER COMPANIES. WHILE ACQUISITIONS ARE AN IMPORTANT PART OF THE COMPANY’S OVERALL STRATEGY, THE COMPANY HAS ADJUSTED THE APPLICABLE FINANCIAL CALCULATIONS TO EXCLUDE MERGER AND OTHER ACQUISITION EXPENSES TO ALLOW MORE ACCURATE COMPARISONS OF THE FINANCIAL RESULTS TO PRIOR PERIODS AND BECAUSE THE COMPANY DOES NOT CONSIDER THESE MERGER AND OTHER ACQUISITION EXPENSES TO BE RELATED TO THE ORGANIC OPERATIONS OF THE ACQUIRED BUSINESSES OR ITS CONTINUING OPERATIONS AND SUCH EXPENSES ARE GENERALLY NOT RELEVANT TO ASSESSING OR ESTIMATING THE LONG-TERM PERFORMANCE OF THE ACQUIRED BUSINESSES. THE COMPANY BELIEVES THAT PROVIDING ADJUSTED NON-GAAP MEASURES, WHICH EXCLUDE THESE AND OTHER ITEMS, ALLOWS MANAGEMENT AND INVESTORS TO CONSIDER THE ONGOING OPERATIONS OF THE BUSINESS BOTH WITH, AND WITHOUT, SUCH EXPENSES. MERGER AND OTHER ACQUISITION EXPENSES INCLUDE INCREMENTAL COSTS DIRECTLY ASSOCIATED WITH MERGER AND ACQUISITION ACTIVITIES, INCLUDING PROFESSIONAL FEES, LEGAL EXPENSES, SEVERANCE, RETENTION AND OTHER EMPLOYEE RELATED COSTS, CONTRACT BREAKAGE COSTS AND COSTS RELATED TO THE CONSOLIDATION OF TECHNOLOGY SYSTEMS AND CORPORATE FACILITIES, AMONG OTHERS. 44
RECONCILIATION OF NET INCOME TO ADJUSTED NET INCOME ($ IN THOUSANDS, EXCEPT PER SHARE AMOUNTS) TTM ENDED YEAR ENDED DECEMBER 31, SEP 30, 2016 2017 2018 2019 IN THOUSANDS PER SHARE IN THOUSANDS PER SHARE IN THOUSANDS PER SHARE IN THOUSANDS NET INCOME $60,127 $1.72 $143,892 $3.00 $153,206 $3.41 $158,539 ADJUSTMENTS, NET OF TAX: TOTAL MERGER AND OTHER ACQUISITION EXPENSES 26,023 0.74 5,710 0.12 5,412 0.12 2,551 ASSET IMPAIRMENTS RELATED TO CONSUMER LOAN - - - - 1,166 0.03 1,166 OPERATIONS NET TAX BENEFIT FROM TAX ACT - - (27,269) (0.57) (1,494) (0.03) (1,494) NON-CASH FOREIGN CURRENCY GAIN ON LEASE - - - - - - (34) LIABILITY LOSS ON EXTINGUISHMENT OF DEBT - - 8,892 0.19 - - - OHIO CONSUMER LENDING WIND-DOWN COSTS - - - - - - 2,537 NET GAIN ON SALE OF COMMON STOCK OF ENOVA (818) (0.02) - - - - - ADJUSTED NET INCOME $85,332 $2.44 $131,225 $2.74 $158,290 $3.53 $163,265 45
RECONCILIATION OF NET INCOME TO EBITDA AND ADJUSTED EBITDA YEAR ENDED DECEMBER 31, TTM ENDED SEP 30, ($ IN THOUSANDS) 2016 2017 2018 2019 NET INCOME $60,127 $143,892 $153,206 $158,539 INCOME TAXES 33,320 28,420 52,103 57,730 DEPRECIATION AND AMORTIZATION 31,865 55,233 42,961 40,934 INTEREST EXPENSE 20,320 24,035 29,173 34,420 INTEREST INCOME (751) (1,597) (2,444) (1,016) EBITDA 144,881 249,983 274,999 290,607 ADJUSTMENTS: MERGER AND OTHER ACQUISITION EXPENSES 36,670 9,062 7,643 3,579 NON-CASH FOREIGN CURRENCY GAIN ON LEASE LIABILITY - - - (49) OHIO CONSUMER LENDING WIND-DOWN COSTS - - - 3,295 ASSET IMPAIRMENTS RELATED TO CONSUMER LOAN OPERATIONS - - 1,514 1,514 LOSS ON EXTINGUISHMENT OF DEBT - 14,114 - - NET GAIN ON SALE OF COMMON STOCK OF ENOVA (1,299) - - - ADJUSTED EBITDA $180,252 $273,159 $284,156 $298,946 46
RECONCILIATION OF SEGMENT PRE-TAX OPERATING INCOME TO ADJUSTED SEGMENT PRE-TAX OPERATING INCOME ($ IN THOUSANDS) NINE MONTHS ENDED SEPTEMBER 30, U.S. OPERATIONS SEGMENT 2018 2019 INCREASE / (DECREASE) SEGMENT PRE-TAX OPERATING INCOME $172,646 $174,234 1% CONTRIBUTION FROM CONSUMER LENDING OPERATIONS AND OHIO STORE CLOSURES (18,404) (8,922) (52%) ADJUSTED SEGMENT PRE-TAX OPERATING INCOME $154,242 $165,312 7% 47
RECONCILIATION OF CASH FLOW FROM OPERATING ACTIVITIES TO FREE CASH FLOW & ADJUSTED FREE CASH FLOW ($ IN THOUSANDS) YEAR ENDED DECEMBER 31, TTM ENDED SEP 30, 2016 2017 2018 2019 CASH FLOW FROM OPERATING ACTIVITIES $96,854 $220,357 $243,429 $233,034 CASH FLOW FROM INVESTING ACTIVITIES: LOAN RECEIVABLES, NET OF CASH REPAYMENTS (16,072) 40,735 10,125 20,182 PURCHASES OF FURNITURE, FIXTURES, EQUIPMENT AND IMPROVEMENTS (20,456) (25,971) (35,677) (43,013) FREE CASH FLOW 60,326 235,121 217,877 210,203 MERGER AND OTHER ACQUISITION EXPENSES 6,659 7,072 2,568 PAID, NET OF TAX BENEFIT 20,939 ADJUSTED FREE CASH FLOW $81,265 $241,780 $224,949 $212,771 Note: The Company previously included store real property purchases as a component of purchases of property and equipment. Management considers the store real property purchases to be discretionary in nature and not required to operate or grow its pawn operations. To further enhance transparency of these distinct items, the Company now reports purchases of store real property and purchases of furniture, fixtures, equipment and improvements separately on the consolidated statements of cash flows. As a result, the current definitions of free cash flow and adjusted free cash flow differ from prior-period definitions as they now exclude discretionary purchases of store real property and the Company has retrospectively applied the current definitions to prior-period results. 48
CONSTANT CURRENCY CERTAIN PERFORMANCE METRICS DISCUSSED IN THIS PRESENTATION ARE PRESENTED ON A “CONSTANT CURRENCY” BASIS, WHICH IS CONSIDERED A NON-GAAP FINANCIAL MEASURE. THE COMPANY’S MANAGEMENT USES CONSTANT CURRENCY RESULTS TO EVALUATE OPERATING RESULTS OF BUSINESS OPERATIONS IN LATIN AMERICA, WHICH ARE PRIMARILY TRANSACTED IN LOCAL CURRENCIES. THE COMPANY BELIEVES CONSTANT CURRENCY RESULTS PROVIDE INVESTORS WITH VALUABLE SUPPLEMENTAL INFORMATION REGARDING THE UNDERLYING PERFORMANCE OF ITS BUSINESS OPERATIONS IN LATIN AMERICA, CONSISTENT WITH HOW THE COMPANY’S MANAGEMENT EVALUATES SUCH PERFORMANCE AND OPERATING RESULTS. CONSTANTSectionCURRENCY RESULTS BreakREPORTED HEREIN ARE CALCULATED BY TRANSLATING CERTAIN BALANCE SHEET AND INCOME STATEMENT ITEMS DENOMINATED IN LOCAL CURRENCIES USING THE EXCHANGE RATE FROM THE RESPECTIVE COMPARABLE PERIOD, AS OPPOSED TO THE CURRENT COMPARABLE PERIOD, IN ORDER TO EXCLUDE THE EFFECTS OF FOREIGN CURRENCY RATE FLUCTUATIONS FOR PURPOSES OF EVALUATING PERIOD-OVER-PERIOD COMPARISONS. BUSINESS OPERATIONS IN MEXICO, GUATEMALA AND COLOMBIA ARE TRANSACTED IN MEXICAN PESOS, GUATEMALAN QUETZALES AND COLOMBIAN PESOS, RESPECTIVELY. THE COMPANY ALSO HAS OPERATIONS IN EL SALVADOR WHERE THE REPORTING AND FUNCTIONAL CURRENCY IS THE U.S. DOLLAR 49
INVESTOR RELATIONS INVESTORRELATIONS@FIRSTCASH.COM INVESTORS.FIRSTCASH.COM 817.258.2650 GAR JACKSON GLOBAL IR GROUP GAR@GLOBALIRGROUP.COM 817.886.6998 50