EX-99.1 2 exh99-1.htm HALL - NY SOCIETY OF SECURITY ANALYSTS, INSURANCE INDUSTRY CONFERENCE EXH 99.1 HALL - NY Society of Security Analysts, Insurance Industry Conference EXH 99.1

EXHIBIT 99.1

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     

 
     


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Slide # 01


HALLMARK
FINANCIAL
SERVICES, INC.

New York Society of Security Analysts

Annual Insurance Industry Conference

February 2007

 

Slide # 02

Forward-Looking Statements


This presentation includes certain forward-looking statements regarding our expected performance for future periods and actual results for such periods may materially differ. These statements are intended as "forward-looking statements" under the Private Securities Litigation Reform Act of 1995. Such forward-looking statements involve risks and uncertainties, including risks of changing market conditions in the overall economy and the industry, consumer demand, regulatory environment, current and future litigation, the success of new products and acquisitions and the success of our strategies and other factors detailed from time to time in our annual and other reports filed with the Securities and Exchange Commission.

Factors that could cause actual results to differ materially from the forward-looking statements include, but are not limited to, our business and growth strategies, our performance goals, our projected financial condition and operating results, our understanding of our competition, industry and market trends, the impact of technology on our products, operations and business, and any other statements or assumptions that are not historical facts.

More information about these and other factors that potentially could affect our financial results is included in the Registration Statement on Form S-1 (as amended) in connection with the recent initial public offering of our common stock and in our other public filings filed with the Securities and Exchange Commission. Readers are cautioned not to place undue reliance upon these forward-looking statements that speak only as to the date of this presentation. All forward-looking statements included in this presentation are based upon information presently available, and the Company assumes no obligation to update any forward-looking statements.

 

Slide # 03


 

Overview

Mark Schwarz

Executive Chairman

 

Slide # 04

Who We Are


*

Diversified specialty property/casualty insurer

*

Market, distribute, underwrite and service personal and commercial insurance in selected markets

 

*

Focused on short-tailed lines in underserved sectors

*

Four Operating Units:

 

*

HGA Operating Unit: Standard commercial insurance

 

*

TGA Operating Unit: Excess & surplus lines insurance

 

*

Phoenix Operating Unit: Non-standard personal auto

 

*

Aerospace Operating Unit: General aviation insurance

*

"A-" (Excellent) A.M. Best Financial Strength Rating

 

Slide # 05

Our History


1990

  • Legacy insurance operations begin, focusing on Texas non-standard auto market

2000

  • Newcastle Partners makes first investment

2001

  • Mark Schwarz becomes Chairman
 
  • Brings new direction, new management team

2002

  • Diversify into commercial lines with acquisition of Hallmark General Agency (HGA)

2003

  • Expand non-standard auto operations with acquisition of Phoenix Indemnity Ins. Co. ("PIIC")

2005

  • Capital plan to increase business retention and secure A.M. Best rating of "A-"

2006

  • Acquisition of TGA and Aerospace Operating Units and completed public offering of three million shares

Years colored in GOLD indicate Newcastle investment

 

Slide # 06

Our Philosophy


Create a Premier Specialty Insurer Focused on Underwriting Profitability and Long Term Growth of Shareholders Equity

* Build strong management team with interests aligned to shareholders

* Concentrate on specialty insurance niches

* Create well diversified business lines

* Selectively acquire well positioned companies with strong operating management

* Build strong balance sheet based on conservative investment, reinsurance and reserving practices

 

Slide # 07

Our Management Team


Name

Position

Industry Experience

Mark Schwarz

Executive Chairman

11

 

 

 

Mark Morrison

Chief Executive Officer

24

 

 

 

Jeff Passmore

Chief Accounting Officer

17

 

 

 

Kevin Kasitz

EVP Commercial Lines
President - HGA

18

 

 

 

Brooks Davis

EVP Personal Lines
President - Phoenix

12

 

 

 

Don Meyer

President - TGA

27

 

 

 

Curtis Donnell

President - Aerospace

37

 

Slide # 08

Business Strategy: Specialty/Niche Insurance


Property/Casualty Insurance Products:

* Underserved markets - limited competition

* Highly customized products to meet unique needs of insureds

* Low price sensitivity

* Low-severity and short-tailed

* Underwriting expertise critical

Operating Units:

* Strong relationships with agents and specialty brokers

* Tailored market strategies for each Unit

 

Superior agent and customer service

Results:

Higher agent/customer retention

 

Strong, consistent underwriting performance

 

Slide # 09

Culture Based on Underwriting


Goal: Generate an Underwriting Profit on All Business

  • Emphasis on bottom-line profitability over top-line growth
  • Underwriters' bonuses based on underwriting performance
  • Underwriters' average experience is over 15 years
  • Reinsurance used to manage earnings volatility & capital risk

Chart Net Combined Ratio (2001-Present)
Line Graph Hallmark & A.M. Best P & C

 

2001

2002

2003

2004

2005

2006YTD

 





Hallmark Stat

115.3%

96.3%

101.1%

88.8%

93.1%

86.5%

A.M. Best P&C
(2006E)

115.8%

107.3%

100.2%

98.5%

100.1%

94.0%

Prior to July 1, 2005, Underwriting

Results included Non-Standard Auto business only.

 

Slide # 10


Business Review

Mark Morrison

President & Chief Executive Officer

 

Slide # 11

HGA Operating Unit


Gross Premiums Produced
By Operating Unit

[Pie Chart]

 

HGA

32%

TGA

42%

Aerospace

10%

Phoenix

16%

[$219 million as of 9/06YTD]

 

Specialty:

  • Small, low-hazard commercial package business
  • Focused on rural and suburban markets

Agency Relationships:

  • Long-standing relationships
  • Selectively chosen group of 190 independent retail agents in TX, NM, OR, ID, MT & WA
  • Agents have market exclusivity

Growth Opportunities:

  • Expand into new geographic areas using existing and new agents

 

Slide # 12

TGA Operating Unit


Gross Premiums Produced
By Operating Unit

[Pie Chart]

 

HGA

32%

TGA

42%

Aerospace

10%

Phoenix

16%

[$219 million as of 9/06YTD]

 

Specialty:

  • Difficult-to-place small business risk
  • Primarily commercial auto and general liability

Agency Relationships:

  • 38 independent general agencies in TX, LA, OK & AK
  • 751 active retail agents in TX

Growth Opportunities:

  • Increase premium retention
  • Expand into new geographic areas
  • Leverage HGA agency network

 

Slide # 13

Aerospace Operating Unit


Gross Premiums Produced
By Operating Unit

[Pie Chart]

 

HGA

32%

TGA

42%

Aerospace

10%

Phoenix

16%

[$219 million as of 9/06YTD]

 

Specialty:

  • General aviation: small airports and small airplanes
  • New/transitional pilots and older aircraft

Agency Relationships:

  • 215 specialty aviation brokers in 48 states

Growth Opportunities:

  • Increase premium retention
  • Expand policy limits
  • New marketing emphasis

 

Slide # 14

Phoenix Operating Unit


Gross Premiums Produced
By Operating Unit

[Pie Chart]

 

HGA

32%

TGA

42%

Aerospace

10%

Phoenix

16%

[$219 million as of 9/06YTD]

 

Specialty:

  • Non-standard personal auto

Agency Relationships:

  • 963 independent retail agents in TX, NM, AZ, OK,AR, ID and WA
  • Focus on ease of doing business through technology

Growth Opportunities:

  • Expand into new geographical areas
  • Expand distribution network

 

Slide # 15

Key Growth Drivers


*. Increased Retention:

  • Significantly increase revenue on existing production
  • Existing book of business highly profitable
  • Provides low-risk earnings growth potential through 2009

*. Organic Growth:

  • Expand existing businesses into new geographies
  • Opportunity to sell products across Operating Units
  • Expand relationships into new states with existing agents

3. Acquisitions:

  • Seek to selectively acquire complementary specialty/niche lines of property/casualty insurance
  • Ability to enhance margins and increase ROI by efficiently using capital base and licenses
  • Management has proven track record in acquisitions

 

Slide # 16

Key Growth Driver #1: Increased Retention


  • Significantly increase earnings potential through retention of current business
  • Retained only 67% of premiums produced in 2006.
  • Goal: Increase retention to 100% of production over next three years
  • Target combined ratio in the low 90%'s during all market cycles

Gross Premium Retention
As of September 2006
Bar Graph Retained & Non Retained

Produced CAGR: 34%

Retained CAGR: 56%

 

Slide # 17


Financial Overview

Mark Morrison

President & Chief Executive Officer

 

Slide # 18

Summary Income Statement


Nine Months Ended

($ in thousands, except per sharedata)

Year Ended December 31

September 30

2003

2004

2005

  2005

  2006

Gross Premiums Produced

$124,264

$119,305

$118,066

$90,217

$219,083

Gross Premiums Written

43,338

33,389

89,467

62,985

153,718

Net Premiums Earned

41,975

32,445

59,184

38,727

104,887

Total Revenues

69,559

63,121

87,035

60,397

148,072

Losses and LAE

30,188

19,137

33,784

22,584

60,478

Total Expenses

68,873

54,519

73,567

51,031

140,693

Net Income Before Extraordinary Gain

$661

$5,849

$9,186

$6,292

$4,461

Net Income

$8,745

$5,849

$9,186

$6,292

$4,461

Realized (Gains)/Losses

$88

$27

($58)

($52)

$1,501

Amort. of Discount on Convertible

-

-

-

-

9,625

Tax Effect

(30)

(9)

20

(18)

(4,084)

Net Operating Income (1)

$719

$5,867

$9,148

$6,222

$11,503

Earnings per Share:

Basic

$0.14

$0.83

$0.76

$0.58

$0.28

Diluted

0.13

0.82

0.76

0.58

0.28

Operating Earnings per Share (1):

Basic

$0.15

$0.83

$0.76

$0.57

$0.72

Diluted

0.15

0.82

0.76

0.57

0.72

(1) These non GAAP measurements should not be viewed as a substitute for net income or earnings per share determined in accordance with GAAP. Management believes this information provides useful supplemental information in evaluating our operating results.

 

Slide # 19

Select Financial Highlights


               
       

Three Months Ended

Nine Months Ended

 

Year Ended December 31

September 30

September 30

2003

2004

2005

2005

2006

2005

2006

Gross premiums written

$43,338

$ 33,389

$ 89,467

$ 43,512

$ 58,107

$ 62,985

$ 153,718

Net premiums earned

41,975

32,445

59,184

19,024

42,194

38,727

104,887

Total revenues

69,559

63,121

87,035

25,167

56,365

60,397

148,072

Net Income

8,745

5,849

9,186

2,473

4,877

6,292

4,461

Loss Ratio (GAAP)

72.5%

60.5%

60.3%

58.0%

55.9%

58.3%

57.7%

Expense Ratio (GAAP)

26.5%

27.8%

34.6%

35.6%

29.1%

34.0%

30.4%

Combined Ratio (GAAP)

99.0%

88.3%

94.9%

93.6%

85.0%

92.3%

88.1%

EPS - Basic

$ 1.80

$ 0.83

$ 0.76

$ 0.17

$ 0.27

$ 0.58

$ 0.28

EPS - Diluted

$1.77

$ 0.82

$ 0.76

$ 0.17

$ 0.27

$ 0.58

$ 0.28

Return on Average Equity

49%

19%

16%

12%

17%

14%

6%

Adjusted Net Income (1) (2)

661

5,849

9,186

2,473

4,877

6,292

10,527

Adjusted EPS - Basic (1) (2)

$0.14

$ 0.83

$ 0.76

$ 0.17

$ 0.27

$ 0.58

$ 0.66

Adjusted EPS - Diluted (1) (2)

$ 0.13

$ 0.82

$ 0.76

$ 0.17

$ 0.27

$ 0.58

$ 0.66 $

Return on Average Equity (1) (2)

5%

19%

16%

12%

17%

14%

14%

Book Value Per Share

$ 4.52

$ 5.37

$ 5.89

$ 5.74

$ 6.83

$ 5.74

$ 6.83

(1) 2006 adjusted to exclude the effect of the non-cash interest charge (net of tax) of $6.1 million resulting from the convertible promissory notes issued and converted during the year. See Non-GAAP measure slide at the end of this presentation for a reconcilation to GAAP.

(2) 2003 excludes extraordinary gain of $8.1 million (net of tax) recognized in 2003 from the acquisition of PIIC.

 

Slide # 20

Pro Forma Capitalization


Capital structure designed to maximize ROE, sustain current financial strength ratings and provide flexibility for future working capital needs.

As of September 30, 2006

($ in thousands)

Actual

As Adjusted

Debt:

Short-term Debt

$29,840

$17,340

Long-term Debt

55,516

43,316

Trust Account Securing

Structured Settlements

(24,326)

(24,326)

Total Debt

61,030

36,330

Total Stockholders' Equity

121,353

146,053

Total Capitalization

$182,383

$182,383

Debt/Total Capital

33.5%

19.9%

The "As Adjusted" amounts are the actual amounts adjusted for the application of $24.7 million in net proceeds received from our public stock offering completed in October 2006. Total debt is reduced by the $24.3 million in future guaranteed payments to the TGA sellers that are fully secured in a trust account on Hallmark's balance sheet.

 

Slide # 21

Investment Portfolio


Investment Portfolio
As of September 2006
$ in Millions

[Pie Chart]

 

Cash & Equivalents

($47)

Short-Term

($40)

Equity

($3.7)

Debt Securities

($153)

Objective: Maximize total return while maintaining safety of capital

  • 2% of portfolio invested in equities
  • Tax equivalent yield on fixed-income portfolio of approximately 4.8%
  • Weighted-average duration of 3.0 years
  • Weighted-average credit rating of "AA"

 

Slide # 22

Investment Considerations


  • Management's interests aligned with shareholders
  • Substantial low-risk growth potential through retention of existing business-geographic expansion-and acquisitions
  • Disciplined underwriting strategy focused on profitability
  • Track record of strong underwriting performance
  • Operate in diversified, sustainable niche markets
  • Demonstrated ability to identify and acquire profitable, niche businesses
  • Strong balance sheet built on conservative investment and loss reserving philosophies
  • Targeted long-term returns on equity of mid/high teens

 

Slide # 23


HALLMARK
FINANCIAL
SERVICES, INC.

NASDAQ: HALL

 

Slide # 24

Non-GAAP Measure Reconciliation


The following reconciles Hallmark's year to date net income, diluted earnings per share and return on average equity without interest expense from amortization attributable to the deemed discount on convertible promissory notes to its reported results (in thousands). Management believes this reconciliation provides useful supplemental information in evaluating the operating results of Hallmark's business. This disclosure should not be viewed as a substitute for net income, diluted earnings per share and return on average equity determined in accordance with U.S. generally accepted accounting principles ("GAAP"):

Income excluding interest expense from amortization of discount, net of tax

Interest expense from amortization of discount

Tax effect

Net Income

Nine months ended September 30, 2006

$

10,527

$

9,625

$(3,559)

$ 4,461

Weighted average shares - basic

16,019

16,019

Weighted average shares - diluted

16,038

16,038

Average shareholders' equity

103,271

103,271

Net income per share - basic

$

0.66

$0.28

Net income per share - diluted

$

0.66

$0.28