Data Science. Credit Scoring. Digital Finance - ID Finance

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Data Science. Credit Scoring. Digital Finance - ID Finance
Data Science. Credit Scoring. Digital Finance

                                            TOP-2                  TOP-50        BEST ALTERNATIVE
 INNOVATION        BEST LENDING                                                                      EUROPE TOP 100:
                                   FASTEST GROWING FINTECH    FASTEST GROWING    FINANCE COMPANY
   LEADER           PLATFORM                                                                        WINNER «FINANCE»
                                      COMPANY IN EUROPE      COMPANY IN EUROPE
BIG INNOVATION   BENZINGA GLOBAL      FINANCIAL TIMES         INC. 5000 EUROPE   EUROPEAN FINTECH    RED HERRING
     AWARD        FINTECH AWARDS                                                  PUBLIC AWARDS

     2017            2017                 April 2018            March 2018             2016              2016
Data Science. Credit Scoring. Digital Finance - ID Finance
ID FINANCE
MISSION
INTERNATIONAL
CONSUMER FINANCE PROVIDER

                                                            DATA-DRIVEN
                                                   1          Fully in-house IT & risk
Build an international data-driven financial                  management system

institution to provide convenient financial
                                                                PRODUCT
services                                               2          Tailored to meet consumer needs
                                                                  driving high client retention

                                                              RISK CONTROL
                                                   3           Compliance with all regulatory
                                                               requirements across the group

                                                           INTERNATIONAL EXPERTISE
                                               4           Scalable business model
Data Science. Credit Scoring. Digital Finance - ID Finance
ID Finance Overview
LEADING INTERNATIONAL FINTECH COMPANY

                                              9 countries

                                                                  c. 5m clients

                  STRATEGY
            Scalability                                              $100+ m net income in
           New businesses are launched less
           than in 3 months                                           2021
            Client retention
           Loyal recurring customers drive
           bottom line results
                                                            Growth 221% in net loan
                                                            portfolio (Q1 2014 vs. Q1 2018)

                                                                                              3
Data Science. Credit Scoring. Digital Finance - ID Finance
ID Finance Overview
LEADING INTERNATIONAL FINTECH COMPANY

  Innovative Digital Finance (ID Finance)                               Global expansion and unique registered clients

                                                                               CO 2018                 Current presence         Strategic focus
                    Founded: 2012                                                                                                                                 5.3m
                    Employees: 600                                            MX 2017
    Key facts
                    Geographic presence: 9 countries                          BR 2016
                    Products: consumer finance provider                       PL 2015

                                                                               ES 2015 (HQ)

                                                                               GE 2014

                    Build an international data-driven financial              KZ 2014

     Mission         institution to provide financial services to the          BL 2012 (R&D hub)
                     underbanked
                                                                               RU 2012

                                                                        Sep-12 Feb-13    Jul-13    Dec-13 May-14 Oct-14   Mar-15 Aug-15 Jan-16 Jun-16 Nov-16 Apr-17      Sep-17 Feb-18

                    Scalable model: launch in new geography            Financial highlights
                     within 3 months

                    Exceptional traction: net loan portfolio grew                                                                                                     $152m
                     at 221% CAGR Q1 2014 – Q1 2018
                                                                                                                                                        $107m
                                                                                                                                                                       2 199
                    High client loyalty: 90% of new clients
                                                                                                                                        $66m
                     generate repeat business.
                                                                                                                                                        1 624
   Investment                                                                                                             $39m
                    High Return on Marketing Investment:
    highlights       $4.4 cash net income from $1 invested into                                            $18m                         1 137                                  1 112
                     CAC
                                                                                          $6.5m                                                                  803
                                                                                                                          717
                    High ROAE: 43% in 2017FY                             $5.0m                                                                   558
                                                                                                          421                   366
                    High profitability: $100+m of net profit                            197 122                232
                                                                          92     62
                     expected in 2021+

                    Technology and data driven: Proprietary               2016             2017            2018F          2019F           2020F          2021F          2022F
                     scoring model and in-house IT platform                                       Issuance ($m)       Revenue ($m)            Profit after tax
                                                                                                                                                                                         4
Data Science. Credit Scoring. Digital Finance - ID Finance
Our History
RAPID GROWTH DUE TO EFFECTIVE SCALING STRATEGY

  Loan issuance dynamics
      2012        2013             2014                   2015                      2016                     2017

       $   0.2m   $1.7m        $   14m               $36m                   $92m                    $197m

  Launch and risk optimisation            CIS expansion           European expansion               LATAM expansion
    Russia                            Georgia                   Spain                           Brazil, Mexico
    Scoring and risk-management       Kazakhstan                Poland                          New products:
    Round A: $3.5m                    Installment loans         Round B: $6.0m                   AmmoPay and Solva

                                                 Major factors for effective scaling

      Professional and motivated                     Centralised IT and risk-              Monitoring of key indicators in
      global and local teams                         infrastructure                        real time

                                                                                                                             5
Product Portfolio
OUR PRODUCTS TARGET UNDERBANKED CUSTOMERS

       High margin

                                                                                            Minimum
                                          Target lending market                             margin given
                                                                                            borrower risk

                                                                                            Banks’
                                                                                            maximum
                                                                                            margin

                      Banks’ target
                     lending market
       Low margin

                                      Low risk                    Medium risk   High risk

                                                                                                            6
Highly Efficient IT & Risk-management System
ID FINANCE CONTROLS THE ENTIRE CUSTOMER JOURNEY THROUGH HIGHLY EFFICIENT RISK MANAGEMENT

  Risk management present at every step of client life cycle            ID Finance taps into global and local pools of information

                            Client acquisition

        Fraud prevention                   Scoring and fraud-analysis

      Legal support                               Client management

                           CLIENT LIFE CYCLE

                 Collections                Pre-collections

      10,000+                            98%                              70%                                 90%
      Data points are collected and      Applications are processed       Of the debt recovery achieved       Of clients become loyal
      analyzed in real time              automatically                    in-house through efficient client   customers through
                                                                          management system                   effective CRM system

                                                                                                                                        7
Strong Management Team
GLOBAL TEAM OF SPECIALISED FINANCIAL SERVICES EXPERTS

               Boris Batin, PhD                                      Alexander Dunaev, CFA                                                     Javier Lopez
        Co-founder, Chief Executive Officer (CEO)                   Co-founder, Chief Operational Officer (COO)                            Chief Financial Officer (CFO)
      15+ years of work experience in banking and finance             10+ years of experience in banking and finance            19+ years of experience in financial services and finance
      Previously held various positions at Deutsche Bank,              Previous experience: Deutsche Bank, London                 Previous experience in General Electric and Standard
   Renaissance Capital and RBS within debt capital markets in
                                                                         Holds Chartered Financial Analyst degree                                 Chartered Bank
                     London and Moscow
                                                                Graduated from Imperial College with a degree of Master in     Graduated from ESADE University (Barcelona, Spain) with a
     Graduated from Cambridge University with a degree of
                                                                                        Finance                                      degree of Master in Business Administration
                    Master in Economics

               Ekaterina Kazak                                           Alessandro Ceschel                                                 Pavel Shareyko
                  Chief Risk Officer (CRO)                                  Chief Marketing Officer (CMO)                                  Chief Technical Officer (CTO)
        10 years of work experience in risk management          11 years of professional experience in Digital Marketing and   13 years of experience in software development, including
                                                                                  international IT Projects                       development of high-load applications and financial
      Previously worked as Head of Russia & CIS Experian
                                                                                                                                                        systems
                           Analytics                                 Previously successfully developed online internet
                                                                     businesses B2C, B2B and P2P in Spain – Ulabox,                Previous experience: Lead developer at Itransition
    Graduated from Moscow State University of Economics,
                                                                Logismarket, Socialcar, worked in MNC (Nestlé) and in early
                  Statistics and Informatics                                                                                          Graduated from Belorussian State University
                                                                                      stage startups
                                                                    Graduated from Padova University with a Master in
                                                                    Industrial Engineering and Business Administration

                                                                                                                                                                                            8
Client Acquisition Funnel
HIGHLY EFFECTIVE CLIENT ACQUISITION AND RETENTION STRATEGY

                                                                   Conversion rates
                                    2017 FY         2016 FY                                                                     Historical data
                                                                      for 2017

                                                                                      10,0
                                      26m             21m                                              Website visitors, #m
                                                                         9%
                                                                                       8,0
         Website                                                                       6,0

         visitors
                                                                                       4,0
                                       Conversion rate to                              2,0
                                 applications increased by 1pp      Conversion to      0,0
                                            (Y-o-Y)                  applications            Q1 2014       Q3 2014    Q1 2015    Q3 2015    Q1 2016    Q3 2016    Q1 2017    Q3 2017

                                                                                       1,0
                                      2.5m            1.8m                                                 Applications, #m
                                                                        33%
                                                                                       0,8
                                                                                       0,6
      Applications                                                                     0,4
                                                                                       0,2
                                  Approval rate has increased                          0,0
                                        by 7pp (Y-o-Y)              Approval rate            Q1 2014       Q3 2014    Q1 2015    Q3 2015    Q1 2016    Q3 2016    Q1 2017    Q3 2017

                                                                                       300

         Number                       800k            460k                                                 Number of loans issued, #k
                                                                        90%            200

         of loans                                                                      100
          issued                  Conversion rate from visits to
                                 loans issued has reached 3.1%                               0
                                                                    Retention rate               Q1 2014    Q3 2014    Q1 2015    Q3 2015    Q1 2016    Q3 2016    Q1 2017    Q3 2017
                                          (+1pp Y-o-Y)

                                                                                         80
                                                                                                           Amount of loans issued, $m
                                    $197m            $92m                5%              60
       Amount of                                                                         40

      loans issued                                                                       20

                                  Marketing cost has decreased     Loan marketing            0
                                                                                                 Q1 2014    Q3 2014    Q1 2015    Q3 2015    Q1 2016    Q3 2016    Q1 2017    Q3 2017
                                        by 1.8pp (Y-o-Y)               cost*
     * Marketing costs divided by amount issued                                                                                                                                         9
Portfolio Growth
SIGNIFICANT PORTFOLIO DIVERSIFICATION ACHIEVED IN LINE WITH GROUP STRATEGY

  Value of loans outstanding (net of reserves), by country ($m)

    120

    100
                                                                                                                                                 96,1

                                                                                                                             77,3
    80

                                                                                                           57,4
    60

                                                                                                 39,0
    40
                                                                              22,8
    20                                                      11,8
                           3,3                5,8
            1,0
     0
           1H 2014      2H 2014           1H 2015       2H 2015              1H 2016         2H 2016      1H 2017           2H 2017          Q1 2018

  Value of loans outstanding (net of reserves), by country ($m)

                     December 2014                                    December 2016                                       March 2018

                                                                                                                               2%
                                                                               3%
                                  13%                                                6%                                               9%
                                        10%                                                                                                13%
                                                                                           24%                      43%
                           $3.3m                                    49%       $39m                                           $96m
                                                                                                                                           11%
                     77%
                                                                                     18%                                        22%

                             Russia            Kazakhstan          Georgia       Spain           Poland   Brazil          Mexico
                                                                                                                                                        10
Portfolio Quality
ID FINANCE SIGNIFICANTLY REDUCED NPL WHILST ACHIEVING RAPID GROWTH

  Historical NPL* rates

    50%
              43,3%                                     Significant portfolio quality
    45%
                                                               improvement
    40%

    35%

    30%

    25%
                             23,5%
    20%
                                           14,6%
    15%                                              12,1%                                    11,2%     10,6%
                                                                  9,7%          10,1%                                   10,1%         8,8%
    10%                                                                                                                                                7,2%
     5%

     0%
             H1 2013         H2 2013       H1 2014   H2 2014     H1 2015        H2 2015       H1 2016   H2 2016         H1 2017      H2 2017       Q1 2018

  Historical group level of NPL*

     450

     400                                                                        $30m
     350
                                                                                 $16.5m
     300

     250

                                 $417m
     200
                                                                                                                                $386m
     150                           $193m                                                                                          $176m
     100

      50

       0
                         Loans issued since launch                         NPL as of Mar-18                       Repaid and performing loans Mar-18

      * NPL = FPR 90d+                                                                                                                                        11
Geographical Expansion
STRATEGY FOCUSED ON ENTRY INTO SELECTED HIGH GROWTH MARKETS

                              Launch        Population* (m)    Internet users* (m) Mobile users* (m)
            Russia             2012                144                103                103

          Kazakhstan           2014                18                  10                 15

           Georgia             2014                 4                  2                  3

             Spain             2015                46                  37                 40

            Poland             2015                38                  27                 27

             Brazil            2016               208                 123                130

            Mexico             2017               127                  73                 86

           Colombia            2018                48                  27                 33

             USA               2019               321                 239                258

             Peru              2019                31                  13                 19
                                                                                                                        Current presence      Strategic focus
             Total                                 985                653                714

          Country of presence ID Finance

  Geographic diversification 2013-2021. Loans issued

                               2013 FY                                                2017 FY                              E 2021 FY

                              100%                                                        1%                                    3%
                                                                                  79%            20%
                                                                                                                                        23%
                                Share of                                               Share of                              Share of
                                European                                               European                      41%     European
                               and LatAm                                              and LatAm                             and LatAm
                                   0%                                                    21%                                   59%

                                                                                                                                     33%

                                                                 Russia and CIS                Europe   Americas   Other region (Asia/India…)
   * 2015 WorldBank, UNdata, eMarketer; 2016 Statista, Budde                                                                                                    12
Product Diversification
FOCUS SHIFTING TOWARDS LONGER-TERM PRODUCTS AND MORE AFFORDABLE LOANS

  Strategy focus

                               Focus on                            Larger market
                                                                                                                 Longer term
                              prime users                            capacity
         Client profile                         Market size                                    Loan term

                            Larger volume                             Lower risk                  %              Lower rates

         Loan volume                                NPL level                                  Competitive
                                                                                                advantage

  Product diversification 2013-2021. Loans issued

                          2013 FY                               2017 FY                                      E 2021 FY

                          100%                                  57% 43%                                      19% 81%

                                                                 Share of                                      Share of
                            Share of
                                                                long-term                                     long-term
                           long-term
                                                                  loans                                         loans
                           loans 0%
                                                                  43%                                           81%

                                              Single payment loans          Instalment loans
                                                                                                                               13
Funding Strategy
 FUNDING LATAM AND LONGER-TERM PRODUCT EXPANSION

        Funding highlights                                                                                Debt portfolio (Q1 2018). Currency breakdown
         FX risk is mitigated by introducing local funding:
                                                                                                                                 GEL
                RU, KZ, GE, ES are self-funded;                                                                                                       Debt portfolio is well-
                                                                                                                                 5%                    diversified in terms of
                MXN, BRL, PLN funding will be launched in 2018                                                          EUR                                  currency

         Liquidity risk is mitigated by introducing different sources of funding:                                       18%
                Mintos will be introduced in Poland;                                                                                       RUB
                Bank funding will be introduced in Brazil after obtaining                                                      $95.4m      50%
                       license
                                                                                                                          USD
         Key drivers of funding cost decrease:                                                                           27%
               Scale of operations;
               Credit ratings
               IFRS audited statements
        Debt repayment schedule ($m)                                                                      Debt portfolio (Q1 2018). Source breakdown
1 200
                                                        Debt portfolio is well-balanced in terms of
                                                                         maturity.
1 000                            961                   The latest scheduled payment is in Q1 2021
                                                                                                                                9%
                                                                                                                           7%                              Credit funds
 800
         702             700
                                                                                                                                                           Individual investors
 600
                 575
                                         516     507
                                                                 568
                                                                                         515                                    $95.4m      50%
                                                         421
                                                                                                                                                           Mintos
 400                                                                                                                    34%                                Bonds

 200

                                                                          0       0               12
   0
        Q2 2018 Q3 2018 Q4 2018 Q1 2019 Q2 2019 Q3 2019 Q4 2019 Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021

                                                                                                                                                                                  14
Boris Batin
             Co-founder, CEO @ ID Finance
                  Boris.batin@idfinance.com

Thank you!

             Alexander Dunaev
             Co-founder, COO @ ID Finance
               Alexander.dunaev@idfinance.com

                                                15
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