ECN Capital Update SEPTEMBER 14, 2017
MAKING CAPITAL WORK ECN BUSINESS OVERVIEW 1
MAKING CAPITAL WORK Strategic Plan Execution CONSISTENT AND ON MESSAGE Transition continues from legacy businesses to businesses with higher growth, increased profitability, and those requiring less capital within core expertise Sold US C&V business to PNC Bank ✓ Sold commercial aviation business and retained equity upside ✓ Sold non-core rail assets ✓ Strategic process of harvesting “legacy businesses” ongoing ✓ Service Finance acquisition – stellar credit, high returns, significant growth and less capital ✓ Disciplined acquisition process continues ✓ US focus in both organic and M&A growth strategy ✓ Optimizing capital base – NCIB in place ✓ 2
MAKING CAPITAL WORK ECN Capital at a Glance OVERVIEW OF THE COMPANY BY BUSINESS LINE SYNDICATED/MANAGED ASSETS BALANCE SHEET FUNDED ASSETS VENDOR FINANCE- VENDOR FINANCE- RAIL FINANCE AVIATION FINANCE SYNDICATED/MANAGED BALANCE SHEET SFC: Provides primarily Cdn C&V business Rightsized railcar business Aviation business run-off • • • • small balance, prime & continues to perform well through recent non-core execution remains on super-prime installment asset sales track Strategic options continue • contracts to finance to be explored Rail business continues to • home improvement provide a strong asset Long-term option to hold • projects in the U.S. base and tax deferral to a portion of new vendor Originations primarily support new business • originations on ECN sourced through national initiatives; however, will be Capital’s balance sheet vendor programs with top a smaller component of manufacturers and the company’s strategy dealers going forward Installment contracts sold • to FDIC insured institutions High growth & • profitability, with excellent credit and scalability Ongoing business transition towards an asset-light model 3
MAKING CAPITAL WORK Investment Grade Commitment • Ratings of BBB (low) from DBRS and BBB from Kroll; rating agencies updated throughout transition • Investment Grade Ratings a key competitive advantage and differentiator with vendor partners; driving additional programs • Diversified funding structures with multiple sources of financing; broad access to matched & committed capital • US$2.5B secured revolving credit facility with over US$2.1B undrawn • Maintain acceptable levels of on-balance sheet assets as ECN builds asset management funding channel ECN Capital - Vendor Finance Flexibility to fund via two models – On-Balance Sheet Assets or Managed Assets Syndicated/Managed Assets Balance Sheet Funded Assets Segment Segment Includes Aviation, Rail and Commercial & Includes Vendor Finance Syndicated and Vendor Finance Assets Managed Assets 4
MAKING CAPITAL WORK Focused Vendor Strategy DOMINANT VENDOR FINANCE BUSINESSES – 30+ YEARS EXPERIENCE HISTORIC CONTINUITY CORE VENDOR PILLARS Focus on developing exclusive • Consistent focus on vendor finance over • manufacturer relationships in attractive three decades end market verticals that bring proven dealer networks to drive volume at low Superior credit management and focus on • cost high quality, relationship driven assets Maintain deep knowledge of chosen • Conservative funding model: matched & • asset categories in order to invest capital committed liquidity with broad access to appropriately; High quality assets debt & equity capital promote low credit risk Complimentary to traditional banks: • Build national platforms in both the U.S. • partnering, not competing, with banks and Canada with broad capabilities and Adaptive strategy: recognizing and scale • responding to market changes to maximize Utilize I/T driven processes to drive • profitability and scale while maintaining consistency and efficiency robust risk management 5
MAKING CAPITAL WORK Proven Leader in North American Vendor Finance 2017 1990 - 2000 2001 - 2010 2011 – 2017 Forward A long history as a leader in North American Vendor Finance 6
MAKING CAPITAL WORK Disciplined Acquisition Approach DISCIPLINED ACQUIRER – “RIGHT DEAL AT THE RIGHT TIME” Evaluated ~$65 Billion+ in acquisition targets and stayed disciplined to our strategic • plan and proven business model Focused on the right fit – returns, credit, growth, & scalability • Due diligence across specialty finance: • Commercial Finance Asset Management Consumer Finance Home Improvement Small Business Finance Structured Finance Equipment Finance Venture Lending Expect to have more to announce in the coming quarters • 7
MAKING CAPITAL WORK SFC OVERVIEW 8
MAKING CAPITAL WORK SFC Business Overview SFC is an Excellent Fit for ECN’s US Vendor Business Overview of the Business 1 Founded in 2004, Service Finance Company (“SFC”) provides • NICHE SPECIALTY FINANCE prime & super-prime installment contracts to finance home Complementary to banks as asset management partner • improvement projects in the U.S. Top-tier national vendor relationships • Technology driven originations primarily sourced through • 2 national vendor programs with top manufacturers and SCALABLE PLATFORM WITH STRONG GROWTH PROFILE dealers, closely mirroring ECN Capital’s go to market strategy Niche business with strong organic and add-on growth • prospects Management retention addressed with deferred purchase • Able to build or acquire substantial scale over the mid-term • price construct for key executives 3 HIGH CREDIT QUALITY Focused on originating prime & super-prime installment loans • Average Installment Contract Characteristics 100% of originations have been sold with no recourse • Estimated annualized net defaults of ~0.8% • FICO of ~760 4 LONG TERM FUNDING RELATIONSHIPS Yield of ~10% (vs. 6.5% for U.S. C&V) Financings are originated at a discount to par and sold for a • Annualized Net Losses 0.8% gain to FDIC insured institutions SFC receives an ongoing fee for servicing and portfolio • management 9
MAKING CAPITAL WORK Business Model RIC Purchase & Origination Underwriting Management • Exclusive • 14 FDIC insured • Prime & Super-Prime manufacturer/ vendor institutions currently credit with weighted sales finance participating avg FICO of ~760 programs • New relationships in • Manufacturer/ vendor • Expanding dealer pipeline promotional financing base • Fee for originating and • Short realized duration • Continuously adding underwriting ~ 29 months new partners • Ongoing fee for • Right to file UCC lien servicing and portfolio • Credit losses ~0.8% management annually to the FDIC insured institutions Capital Reinvested 10
MAKING CAPITAL WORK Technology Enabled Technology driven platform provides contractors ease of use, rapid application decisions, and proven to increase sales 11
MAKING CAPITAL WORK Business Flowchart Consumer SFC services contacts the RIC for dealer the buyer Dealer provides an estimate and SFC funds facilitates credit Contractor application process Financial Service Finance Institution underwrites the purchases RIC credit from SFC application Job completion RIC docs and customer executed satisfaction verified 12
BUSINESS OVERVIEW Illustrative Example RIC Expected Cash Flow Year 1 2 3 4 5 6 7 8 Beginning Unpaid Balance $10,000 $9,126 $8,164 $7,106 $5,942 $4,661 $3,253 $1,704 Principal Payment $ 874 $ 962 $ 1,058 $ 1,164 $ 1,280 $ 1,408 $ 1,549 $ 1,704 Interest Payment $1,000 $913 $816 $711 $594 $466 $325 $170 Principal + Interest $ 1,874 $ 1,874 $ 1,874 $ 1,874 $ 1,874 $ 1,874 $ 1,874 $ 1,874 Ending Unpaid Balance $9,126 $8,164 $7,106 $5,942 $4,661 $3,253 $1,704 $0 SFC Economics Year 1 2 3 4 5 6 7 8 Total Total Financing (RIC) A $10,000 SFC Purchase Price B $9,250 SFC sells to FDIC Insured Institution C $9,600 SFC Gain on Sale D = (C-B) $350 $350 SFC Management Fee E = (2% Avg UPB) $191 $173 $153 $130 $106 $79 $50 $17 $899 Total SFC Income F = (E + D) $541 $173 $153 $130 $106 $79 $50 $17 $1,249 Note: Assumes 8 year financing at 10% interest rate 13
MAKING CAPITAL WORK Credit Quality • Service Finance focuses on originating prime & super-prime installment loans 100% of originations have been sold with no recourse o • Annualized net defaults are expected to average ~0.8% to the bank purchaser High FICO borrowers; averaging ~760 FICO o Register a UCC lien on the home when account goes into arrears o SFC FICO DISTRIBUTION 1 50.0% 45.0% 47.9% 40.0% 35.0% 35.3% 30.0% 25.0% 20.0% 15.0% 10.0% 5.0% 6.4% 4.9% 1.2% 4.2% 0.0% 772 or Higher 752-772 730-752 701-730 650-7011 650 or Lower 1. Originations below 660 FICO are sold to non-bank counterparty 14
MAKING CAPITAL WORK Funding Flexibility - SFC FLEXIBILITY TO FUND VIA TWO MODELS – ON BALANCE SHEET OR SYNDICATED/MANAGED ASSETS: SFC Vendor Finance Syndicated/Managed Assets Segment Balance Sheet Funded Assets Segment Originated installment contracts sold through to FDIC insured institutions without Future optionality to balance sheet a recourse portion of SFC originations Asset light capital structure: limited debt Capital structure: Debt & Equity and equity needed to finance business 15
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