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- 1. Company presentation GLOBAL BRANDS MAGAZINE 2013 Best Micro Finance Brand in Russia 2014 Top 50 best startup teams in Russia Kommersant Secretmag 2013 Best Microloan Provider Russia GLOBAL BANKING & FINANCE REVIEW 2014 Investment rating AAA Top 50 Russian startup RUSSIAN STARTUP RATING 2014 Online Microfinance Company of the Year “FINANCIAL ELITE RUSSIA” 2013 / 2014 Innovative product / Dynamic development Golden Ruble 2013 / 2014 Best Microloan Provider Russia GLOBAL BANKING & FINANCE REVIEW 2014 Best Finance Affiliate Program RACE AWARDS 2015 100 Europe: Finalists RED HERRING 2015 Financial rating A+.mfi RAEX
- 2. 0% 10% 20% 30% 40% 50% 60% 70% 80% 0 5 000 10 000 15 000 20 000 25 000 30 000 Sept 12 Dec 12 Mar 13 June 13 Sept 13 Dec 13 Mar 14 June 14 Sept 14 Dec 14 Mar 15 June 15 Sept 15 Dec 15 New loans Repeated loans NPL Russia Georgia Kazakhstan Spain LEADING INTERNATIONAL ALTERNATIVE ONLINE FINANCE PLATFORM MoneyMan: Introduction Current presenceKey facts Moneyman was founded in 2012 and is now a fast growing international alternative finance provider, specializing in lending and related financial products: Over 190 professionals Over 258,000 loans issued across 5 countries by the end of 2015 Monthly issuance has grown at an explosive rate and exceeded 25 000 loans per month Industry leading NPL level of under 10%, driven by core expertise in risk management technology Profitable in Russia, Kazakhstan and Georgia with number 1 or 2 market share positions Competitive advantage: Unique proprietary scoring model with over hundreds data points analyzed per client High CLV across all countries Strong global and local teams Low cost business model Round A and Round B closed, raising over USD 15mn in debt & equity Brazil Poland #1 #1 #2Q1 2016 Q4 2015 Q2 2015 Belarus R&D HQ Monthly issuance (number of loans) growth while reducing NPL Scoring systems was quickly adjusted to tackle worsening economic situation in Russia
- 3. Moneyman is a brand for PDL and Installment loans High efficiency – low cost model: Under $200,000 of monthly admin costs for 3 fully operational countries Efficient IT development based in Minsk Moneyman – first online microloans service in Russia. The product is also present in Kazakhstan, Georgia,Spain and Poland: #1 in Russia #1 in Kazakhstan #2 in Georgia The Company has received more than 1,000,000 loan applications from more than 10mn visitors The Company has developed and is constantly improving unique IT-system allowing to manage the service in a comprehensive way and to maintain the optimal risk-return ratio Scalable technology allows launch of a new country within 3 months Unique product range to maximise CLV. MONEYMAN IS A UNIQUE PRODUCT ON THE ALTERNATIVE FINANCING MARKET Overview User friendly interface MoneyMan at a glance Moneyman client profile
- 4. Key figures of MoneyMan.ru MONEYMAN IS A RAPIDLY AND EFFICIENTLY DEVELOPING PRODUCT Highlights Client Lifetime Value Analysis (USD) Amount of loans issued (RUB) The Company is actively attracting new customers while maintaining high approval rate Number of loans issued 0 20 000 40 000 60 000 80 000 100 000 1Q 13 2Q 13 3Q 13 4Q 13 1Q 14 2Q 14 3Q 14 4Q 14 1Q 15 2Q 15 3Q 15 4Q 15 1Q 16 2Q 16 3Q 16 4Q 16 Repeat Loans New Loans 0 100 000 200 000 300 000 400 000 500 000 600 000 700 000 800 000 900 000 1 000 000 1 100 000 1Q 13 2Q 13 3Q 13 4Q 13 1Q 14 2Q 14 3Q 14 4Q 14 1Q 15 2Q 15 3Q 15 4Q 15 1Q 16 2Q 16 3Q 16 4Q 16 Repeat Loans New Loans Number 1 online lender in Russia The most dynamically growing microfinance company in Russia in 2015 Over 100 000 loans issued Best affiliate program in financial sector Unique partnership with top retail banks Efficient funding through local banks and proprietary deposit program (investor.moneyman.ru) Strong loyalty rate: for each US$ 1 new loan, over US$ 6.4 of repeat loans issued Funding - Credit line and strategic partnership secured with local bank New loan amount 85 Repeat loans 543 Gross Revenue 284 NPL 82 OPEX* 90 CLV 112 *includes: marketing, scoring, processing, collection
- 5. FULLY AUTOMATED, CLEAR, EFFICIENT AND EFFECTIVE PROCESS Strong core expertise in risk management Prospecting Acquisitions Customer Management Collections Fraud detection Identity Data Analytics Intelligent Reporting Scoring systems are updated continuously driving the NPL rate down, whilst maximizing approval rates Multiple data sources, ongoing works on R&D Online applications, internal data and black list, automatic identity solutions based on credit history file, x-matching algorithms, external data sources (credit bureau, telecoms, device id, telecoms, account information), rating models, grey zone manual verification Collection efficiency Collection after 1d+ until the write off is an important revenue contributor Automated (autodialer, SMS and email notifications) and manual (collectors) collection are run simultaneously Overdue loans are divided into 5 buckets: 1 – 15 days: in-house client manager 16 – 60 days: soft in-house collection 61 – 120: in-house collection 120 – 365: external collection (3 stages of collection agencies) 365+: legal collection / portfolio sale Over 70% of the cash flow is collected in-house, minimizing collection costs Collection department has clear KPIs on debtor contact intensity and skip tracing Unprecedented reduction of NPL rate* Scoring systems was quickly adjusted to tackle worsening economic situation in Russia 0% 10% 20% 30% 40% 50% 60% NPL was successfully reduced to sub-10% 8% Risk technology in origination and collection process
- 6. - 200 400 600 800 1 000 1 200 1 400 1 600 сен.12 янв.13 май.13 сен.13 янв.14 май.14 сен.14 янв.15 май.15 Gross loan costs (RUB) Net loan cost (RUB) THE COMPANY IMPLEMENTS AN EFFICIENT STRATEGY OF ATTRACTING NEW CUSTOMERS Client acquisition model Client acquisition costs Marketing costs are partially covered by traffic recycling 3% of issuance volume The Company has a multi-channel client acquisition strategy with a focus on optimizing the costs and increasing brand awareness: □ Search engine optimization (SEO): largest acquisition channel with the lowest client acquisitions costs □ Direct marketing: email, telecom, SMM targeting new and existing clients □ Leads (CPA): payment per loan or per application Online: integrated with all major lead generators Offline: offline partnership program launched in 2014 includes partnership with major national banks and brokerage firms □ Search engine advertising: the most expensive, but easiest channel to scale Since inception CAC has been reduced to sub 5% of issuance level
- 7. Web analytics, user behavioral tracking, unstructured data Client payment behavior, Telecoms Device identity Additional credit bureau file aggregation and consolidation Risk technology in origination process CLEAR, EFFICIENT AND EFFECTIVE PROCESS Data Analytics Reporting Acquisitions Fraud Detection Identity Social networks Government services Pension funds data Bank account data Standartised global methodology incorporating risk analysis, cash flows, client life time values, collection and verification KPIs, daily, weekly and monthly reporting, automatics system triggers, regular credit scoring monitoring Tools: Tableau, in-house development Supporting local analytics team Global In-house models development methodology based on worlds best practice algorithms Tools: SAS Enterprise Miner, SAS Analytics Pro, SAS Scoring Module, SAS Text Miner Standartised decision making and business process adopted locally with data providers and information sources, legal and market experience Standartised mechanism for x-matching algorithms based on available data and application inconsistencies, contact data, device fingerprint, previous applications, application inconsistencies, external data sources Local external data providers Credit history file analysis algorithms Manual validation of grey zone (“special questions” methodology) Localised data patterns External providers Legislative compliance Global Local
- 8. • 13 years of work experience in banking and finance • Previously held various positions at Deutsche Bank, Renaissance Capital and RBS within debt capital markets in London and Moscow • Graduated from Cambridge University with a degree of Master in Economics Boris Batin, PhD Co-founder, Chief Executive Officer (CEO) • Over 9 years of experience in banking and finance • Previous experience: Deutsche Bank, London • Holds Chartered Financial Analyst degree • Graduated from Imperial College with a degree of Master in Finance Alexander Dunaev, CFA Co-founder, Chief Operational Officer (COO) • 9 years of work experience in risk management • Previously worked as Head of Russia & CIS Experian Analytics • Graduated from Moscow State University of Economics, Statistics and Informatics Ekaterina Kazak Chief Risk Officer (CRO) • 12 years of experience in software development, including development of high- load applications and financial systems • Previous experience: Lead developer at Itransition • Graduated from Belorussian State University Pavel Shareyko Chief Technical Officer (CTO) MoneyMan management team STRONG TEAM – CENTRALISED CORE EXPERTISE
- 9. Disclaimer This document and its contents are confidential and may not be reproduced, redistributed, published or passed on to any other person, directly or indirectly, in whole or in part, for any purpose. This presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident of, or located in, any locality, state, country or other jurisdiction where such distribution or use would be contrary to law or regulation or which would require any registration or licensing within such jurisdiction. The information in this presentation has not been independently verified. No representation or warranty, express or implied, is made as to the accuracy, completeness or fairness of the presentation and the information contained herein and no reliance should be placed on such information. This presentation contains forward-looking statements, which include all statements other than statements of historical facts, including, without limitation, any statements preceded by, followed by or including the words “targets”, “believes”, “expects”, “aims”, “intends”, “may”, “anticipates”, “would”, “could” or similar expressions or the negative thereof. Such forward-looking statements involve known and unknown risks, uncertainties and other important factors beyond the company’s control that could cause the company’s actual results, performance or achievements to be materially different from future results, performance or achievements expressed or implied by such forward-looking statements. Such forward-looking statements are based on numerous assumptions regarding the company’s present and future business strategies and the environment in which it will operate in the future. These forward- looking statements speak only as at the date of this presentation. The company expressly disclaims any obligation or undertaking to disseminate any updates or revisions to any forward-looking statements contained herein to reflect any change in its expectations with regard thereto or any change in events, conditions or circumstances on which any of such statements are based.