EX-99.1 2 d236261dex991.htm INVESTOR SLIDE PRESENTATION OF ENCORE CAPITAL GROUP, INC. Investor slide presentation of Encore Capital Group, Inc.
Encore Capital Group
JMP Securities Financial Services
and Real Estate Conference
September 26, 2011
Exhibit 99.1


CAUTIONARY NOTE ABOUT FORWARD-LOOKING STATEMENTS
2
FORWARD-LOOKING STATEMENTS
The statements in this presentation that are not historical facts, including, most importantly,
those statements preceded by, or that include, the words “may,” “believe,” “projects,”
“expects,” “anticipates” or the negation thereof, or similar expressions, constitute “forward-
looking statements” within the meaning of the Private Securities Litigation Reform Act of
1995 (the “Reform Act”).  These statements may include, but are not limited to, statements
regarding our future operating results and growth.  For all “forward-looking statements,” the
Company claims the protection of the safe harbor for forward-looking statements contained
in the Reform Act.  Such forward-looking statements involve risks, uncertainties and other
factors which may cause actual results, performance or achievements of the Company and
its subsidiaries to be materially different from any future results, performance or
achievements expressed or implied by such forward-looking statements. These risks,
uncertainties and other factors are discussed in the reports filed by the Company with the
Securities and Exchange Commission, including the most recent reports on Forms 10-K,
10-Q and 8-K, each as it may be amended from time to time.  The Company disclaims any
intent or obligation to update these forward-looking statements.


INVESTMENT HIGHLIGHTS
3
Investments made over the past few years have driven
significant improvements in collections, cash flow and earnings
Difficult regulatory environment being managed proactively
Expanding presence in India, combined with new strategic
initiatives, are expected to continue increasing cash flow from
operations
Demonstrated ability to raise and profitably deploy capital in
favorable and unfavorable business cycles 


ENCORE IS A LEADING PLAYER IN THE CONSUMER DEBT BUYING AND
RECOVERY INDUSTRY
4
Revenue Composition
As of June 30, 2011
Global Capabilities
Debt Purchasing & Collections
Bankruptcy Servicing
Purchase and collection
of
charged-off unsecured
consumer receivables
(primarily credit card)
Robust business model
emphasizing consumer
intelligence and
operational
specialization
Invested ~$2.0 billion to
acquire receivables with a face
value of ~$61 billion
Acquired ~36 million consumer
accounts since
inception
Process secured consumer bankruptcy accounts for leading
auto
lenders and other financial institutions
Proprietary software dedicated to bankruptcy servicing
Operational platform that integrates lenders, trustees,
and
consumers
St Cloud, MN
Arlington, TX
Phoenix, AZ
Delhi, India
Call Center /
Technology Site
Call Center Site
Ascension
Call Center Site
San Diego, CA
Debt Purchasing & Collections
Bankruptcy Servicing
Headquarters/
Call Center Site


STRATEGIC DECISIONS MADE OVER THE PAST DECADE
DEMONSTRATE OUR ABILITY TO FORESEE AND ADAPT TO CHANGE
5
Established our operating
center in India
Created an activity-level cost
database
Built and implemented the
industry’s first known ability-to-
pay (capability) model
Overconfidence and
Irrational Pricing
2005
2007
2006
2008
Created first generation
consumer-level underwriting
models
An Emerging
Market
Demand
Supply
2001
2002
2003
2004
Attractive
Opportunities
2009
2010
2011
Expanded access to
capital


$150
$250
$350
$450
$550
$650
2007
2008
2009
2010
LTM**
Gross Collections
Adjusted  EBITDA
AS A RESULT, WE HAVE GENERATED STRONG RESULTS DESPITE THE
MACROECONOMIC DOWNTURN
6
($ millions)
*
Adjusted EBITDA is a non-GAAP number. The Company considers Adjusted EBITDA to be a meaningful indicator of operating performance and uses it as a measure to
assess the operating performance of the Company. See Reconciliation of Adjusted EBITDA to GAAP Net Income at the end of this presentation
**
LTM data as of 06/30/2011
Adjusted EBITDA* and Gross Collections by year


Metric
Recent trend
Payer rates
Upward
Average payment size
Stable
Payment style
More payment plans
Broken payer rates
Mild improvement
Settlement rates
Stable
7
OUR CONSUMERS HAVE SHOWN THAT THEY ARE RESILIENT


PAYER RATES HAVE ACTUALLY INCREASED OVER THE PAST FEW
YEARS
8
Overall payer rate for all active inventory
2008
0.8%
0.9%
1.0%
1.1%
1.2%
1.3%
1.4%
1.5%
1.6%
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
2009
2010
2011


51.5
50.2
47.6
43.7
40.4
2007
2008
2009
2010
H1 2011
WE HAVE FUNDAMENTALLY CHANGED THE COST STRUCTURE OF THE
COMPANY OVER THE PAST FOUR YEARS
9
Overall Cost-to-Collect 
(%)
An 1110 basis point
reduction in cost-to-
collect translated into
$43 million in cost
savings in H1 2011


LED BY OUR INDIA CENTER, WHICH IS EXPECTED TO PRODUCE HALF
OF ALL 2011 CALL CENTER COLLECTIONS
10
Collections from all Call Centers
Percent
of Total:
10%
19%
30%
44%
50%
2007
2008
2009
2010
2011E
India
U.S.
$126
$157
$186
$268
~$340
($ millions)


11
DESPITE LOCAL WAGE INFLATION, WE HAVE BEEN ABLE TO MAINTAIN
OUR TOTAL COST PER EMPLOYEE
* Cost per FTE includes all India site costs
Monthly Cost per Account Manager (FTE)*
($)
$1,760
$
1,590
$1,910
$1,680
$0
$200
$400
$600
$800
$1,000
$1,200
$1,400
$1,600
$1,800
$2,000
2007
2008
2009
2010


WE CONTINUE TO BUILD A SUBSTANTIAL RESERVOIR FOR THE
FUTURE
12
Annual Estimated Remaining Gross Collection (ERC) and Total Debt
($ millions, at end of period)
$0
$200
$400
$600
$800
$1,000
$1,200
$1,400
$1,600
2006
2007
2008
2009
2010
Q2 2011
ERC
Total Debt


WE BELIEVE OUR CURRENT ESTIMATE OF REMAINING COLLECTIONS
IS CONSERVATIVE GIVEN OUR HISTORY
13
Cumulative collections (initial expectation vs. actual)
($ millions, March 01 –
June 11)
Initial
projections
$-
$250
$500
$750
$1,000
$1,250
$1,500
$1,750
$2,000
$2,250
$2,500
$2,750
$3,000
$3,250
$3,500
Actual cash
collections


OUR ABILITY TO INCREASE PURCHASES IS A RESULT OF NOT BEING
LIMITED TO A PARTICULAR ASSET CLASS OR AGE OF RECEIVABLE
14
Historical Purchase Mix by Year, 2011 Estimate
($ millions)
$0
$50
$100
$150
$200
$250
$300
$350
$400
2005
2006
2007
2008
2009
2010
2011E
Fresh Credit Card
Older Credit Card
Telecom, BK, and other (combined)


OUR BUSINESS MODEL IS CRITICALLY IMPORTANT, AS IT PROVIDES
THE CONSUMER WITH TIME TO RECOVER
15
Timeframe
Process and
relationship
with consumers
Outcome
Charge-off threshold
extends a maximum of
6 months
Transactional
Attempt immediate
resolution during
delinquency cycle
(days 30 –
180)
Consumer is “charged-
off”
by issuer on day 181
Issuer offers to sell
unsecured, charged-off
debt or service through
3rd party agencies
Four-to-six month
collection cycle
Pressured
Artificial deadlines
Multiple collection
companies
Counterproductive
incentive structure
Consumer is
confused and
frustrated
Consumer has 84 months
to recover financially
Partnership
Create partnership strategy
and set goals
Tailor work strategies to
individual circumstances,
giving them time for a
consumer to recover
Maximizes likelihood of
repayment, creates
consistency, and ensures
that consumers are treated
fairly
CONTINGENCY
COLLECTION
AGENCY
ORIGINAL
CREDITOR


OUR LONG-TERM MODEL HAS ALLOWED  MORE THAN TWO MILLION
CONSUMERS TO MOVE TOWARD FINANCIAL RECOVERY
16
Consumers with whom we have partnered to retire their debt (cumulative)
-
500,000
1,000,000
1,500,000
2,000,000


WE HAVE TAKEN A LEADERSHIP STANCE BY OUTLINING OUR CORE
PRINCIPLES IN AN INDUSTRY-FIRST CONSUMER BILL OF RIGHTS
17
Clearly states what our consumers
should expect during the collection
process
Gives consumers concrete
assurances about our conduct
No interest once payments
are established, if maintained
No systematic messages left
Cessation of collections
under certain circumstances
Positions Encore as a company that
governmental entities should
consult with prior to enacting
regulations that impact the industry


WE BELIEVE LONG-TERM PROFITABILITY IN THIS INDUSTRY WILL BE
DRIVEN BY EXCELLENCE IN THREE KEY AREAS
18
Consumer-
level
underwriting
Superior
collection
approach
Low-cost
collection
platform


OUR STRONG PORTFOLIO PURCHASING TRACK RECORD IS DRIVEN BY
AN UNDERWRITING MODEL FOCUSED ON INDIVIDUAL CONSUMERS
19
Deal Accuracy Since 2000
915
Total purchase
transactions
866
Total
profitable
deals
(39)
Principal not
fully recovered
(Count based on actual results plus forecast)
Principal recovered,
but not all servicing
costs
(10)
Since 2000, 95%
of our portfolio
purchases have
been profitable


PURCHASING ACCURACY AND OUR ANALYTIC OPERATING MODEL
HAVE LED US TO CONSISTENTLY OUTPERFORM OUR PEERS
20
Cumulative Actual Collection Multiples by Vintage Year as of June 30, 2011
(Total Collections / Purchase Price)
Source: SEC Filings, Encore Capital Group Inc.
0.00x
0.50x
1.00x
1.50x
2.00x
2.50x
2005
2006
2007
2008
2009
2010
2011
ECPG
Peer 1
Peer 2


WE ARE IN THE PROCESS OF BUILDING UPON OUR PRIOR SUCCESSES
WITH POWERFUL STRATEGIC INITIATIVES
21
Drive a meaningful portion of our legal
collections through internal resources
1.
Diversify our legal
platform
Create a world class near-shore facility
2.
Capture incremental
value through
increased offshore
activities
Collaborate with accomplished academics to
extend our deep consumer knowledge
3.
Develop new insights
about our consumers


IT WILL TAKE SOME TIME BEFORE THE INSOURCING OF LEGAL
CONTRIBUTES TO THE BOTTOM LINE
22
Number of
states
5
10
17
27
EoY
headcount
120-140
225-250
350-375
450-500
Placements, Collections
(#, $ millions)
$3
$18
$54
$104
$0
$20
$40
$60
$80
$100
$120


23
Spanish Account Inventory
(000s)
WE ARE ALSO ADDRESSING OUR GROWING POPULATION OF
SPANISH-SPEAKING CONSUMERS
Our presence in San
Diego and Phoenix
provides us with a
natural hiring pool, but
hiring cannot keep pace
with inventory growth
US-based Spanish
servicing is challenging
because of labor
availability and cost
520
661
845
950
1,100
0
200
400
600
800
1,000
1,200
H2 '09
H1 '10
H2 '10
H1 '11
H2 11 (E)


FINALLY, WE ARE CREATING A CENTER OF EXCELLENCE DEDICATED
TO UNDERSTANDING FINANCIALLY DISTRESSED CONSUMERS
24
A new demographic
segment has emerged
It has unique features, is
growing, and has needs that
are only marginally served
by existing business models
Unique consumer
demographics
Focus on broader
population confounds
efforts to understand
and respond to new
population
Confusing policy
environment
Consumer decisions are
poorly understood, many
voices confuse the
issues, and discussions
often substitute
anecdotes for data
Accelerating industry
maturation
Leading companies now
capable of making
investments in R&D and
integrating their discoveries
Clear educational
opportunities
Strengthen personal finance,
planning, and credit skills
through focused outreach
and expert instruction


SUMMARY
25
Investments made over the past few years have driven
significant improvements in collections, cash flow and earnings
Difficult regulatory environment being managed proactively
Expanding presence in India, combined with new strategic
initiatives, are expected to continue increasing cash flow from
operations
Demonstrated ability to raise and profitably deploy capital in
favorable and unfavorable business cycles 


APPENDIX


APPENDIX A: CUMULATIVE COLLECTIONS BY PORTFOLIO VINTAGE
27
Cumulative Collections through June 30, 2011 (000’s)
Year
of
Purchase
Purchase
Price
<2005
2005
2006
2007
2008
2009
2010
2011
Total
CCM
<2005
$385,478
$749,791
$224,620
$164,211
$85,333
$45,893
$27,708
$19,986
$8,479
$1,326,021
3.4
2005
192,585
66,491
129,809
109,078
67,346
42,387
27,210
10,633
452,954
2.4
2006
141,028
42,354
92,265
70,743
44,553
26,201
10,367
286,483
2.0
2007
204,106
68,048
145,272
111,117
70,572
25,631
420,640
2.1
2008
227,872
69,049
165,164
127,799
50,634
412,646
1.8
2009
253,414
96,529
206,773
93,905
397,207
1.6
2010
359,305
125,853
156,051
281,904
0.8
2011
183,853
30,368
30,368 
0.2
Total
$1,947,641
$749,791
$291,111
$336,374
$354,724
$398,303
$487,458
$604,394
$386,068
$3,608,223
1.9


APPENDIX B:  RECONCILIATION OF ADJUSTED EBITDA
28
Reconciliation of Adjusted EBITDA to GAAP Net Income
(Unaudited, In Thousands)
Three Months Ended
Note: The
periods
3/31/07
through
12/31/08
have
been
adjusted
to
reflect
the
retrospective
application
of
ASC
470-20
3/31/07
6/30/07
9/30/07
12/31/07
3/31/08
6/30/08
9/30/08
12/31/08
3/31/09
6/30/09
9/30/09
12/31/09
3/31/10
6/30/10
9/30/10
12/31/10
3/31/11
6/30/11
GAAP net income, as reported
4,991
    
(1,515)
  
4,568
    
4,187
    
6,751
    
6,162
    
3,028
    
(2,095)
  
8,997
    
6,641
    
9,004
    
8,405
    
10,861
  
11,730
  
12,290
  
14,171
  
13,679
  
14,775
  
Interest expense
4,042
    
4,506
    
4,840
    
5,260
    
5,200
    
4,831
    
5,140
    
5,401
    
4,273
    
3,958
    
3,970
    
3,959
    
4,538
    
4,880
    
4,928
    
5,003
    
5,593
    
5,369
    
Contingent interest expense
3,235
    
888
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
Pay-off of future contingent interest
-
       
11,733
  
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
-
       
Provision for income taxes
3,437
    
(1,031)
  
1,315
    
2,777
    
4,509
    
4,225
    
2,408
    
(1,442)
  
5,973
    
4,166
    
5,948
    
4,609
    
6,490
    
6,749
    
6,632
    
9,075
    
8,601
    
9,486
    
Depreciation and amortization
869
       
840
       
833
       
810
       
722
       
766
       
674
       
652
       
623
       
620
       
652
       
697
       
673
       
752
       
816
       
958
       
1,053
    
1,105
    
Amount applied to principal on receivable portfolio
28,259
  
29,452
  
26,114
  
29,498
  
40,212
  
35,785
  
35,140
  
46,364
  
42,851
  
48,303
  
49,188
  
47,384
  
58,265
  
64,901
  
63,507
  
53,427
  
85,709
  
83,939
  
Stock-based compensation expense
801
       
1,204
    
1,281
    
1,001
    
1,094
    
1,228
    
860
       
382
       
1,080
    
994
       
1,261
    
1,049
    
1,761
    
1,446
    
1,549
    
1,254
    
1,765
    
1,810
    
Adjusted EBITDA
45,634
  
46,077
  
38,951
  
43,533
  
58,488
  
52,997
  
47,250
  
49,262
  
63,797
  
64,682
  
70,023
  
66,103
  
82,588
  
90,458
  
89,722
  
83,888
  
116,400
116,484