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Steadfast Group Limited ABN: 98 073 659 677 ACN: 073 659 677 Level 3, 99 Bathurst Street, Sydney NSW 2000 t 02 9495 6500 f 02 9495 6565 www.steadfast.com.au STRENGTH WHEN YOU NEED IT
30 October 2015
Market Announcements Office ASX Limited Exchange Centre 20 Bridge Street SYDNEY NSW 2000 Dear Sir 2015 AGM ADDRESSES TO SHAREHOLDERS The Company will address shareholders today at its Annual General Meeting to be held at 10am at the Radisson Blu Plaza Hotel (Marble Room, Lower Ground Floor), 27 O’Connell Street, Sydney NSW. Attached is a copy of the Chairman’s address, Managing Director & CEO’s address and AGM presentation. Yours faithfully
Linda Ellis Group Company Secretary & Corporate Counsel
2015 AGM Chairman’s Address 30 October 2015 Ladies and gentleman:
On behalf of the Board, I am pleased to report strong growth in revenue and profit for the second year of Steadfast Group as a listed entity, and progress on a number of strategic initiatives for the benefit of future years.
For the 2015 financial year, Steadfast reported:
• an increase of 72% in consolidated revenue to $299 million; • an increase of 30% in net profit after tax to $42 million; and • an increase of 23% in underlying cash earnings per share to 9.79 cents.
The growth for the year was well ahead of our targets at this time last year, primarily due to a number of acquisitions and strong performance from our equity brokers in soft market conditions. Organic growth was held back by lower premium rates reflecting the soft insurance market.
Our strong growth in profits and cash flow allowed your Board to increase the full year dividend by 11% year-on-year to 5.0 cents per share, fully franked. This full year dividend represents 77% of our net profit after tax, in line with our target payout ratio of between 65% and 85%.
Gross written premiums placed by Steadfast Network Brokers, an important revenue driver for our Group, were $4.4 billion, up 8.4% compared to FY14. The growth was driven by an increased membership base, including the acquisition of Allied Insurance Group in New Zealand. During the year, we strengthened our position as the largest general insurance network broker in Australia and we are now a leading player in New Zealand.
Our business strategy includes securing multiple growth opportunities on both an organic basis as well as through acquisitions. In line with this strategy, last year we acquired four insurance brokers, one reinsurance broker and 11 underwriting agencies for total consideration of over $400 million. Our acquisition criteria of earnings accretion in year one and cultural and strategic fit remains unchanged. Most importantly all our acquisitions performed to our expectations.
The largest acquisitions in the FY15 financial year were eight Calliden underwriting agencies and two QBE underwriting agencies which together transformed Steadfast into the largest underwriting agency group in Australia and diversified the Group’s earnings mix.
To fund the acquisitions announced in February 2015, Steadfast conducted a $300 million equity raising. We were extremely pleased with the support from both our institutional and retail shareholders as evidenced by the high take up of the 1:3 non-renounceable entitlement offer and the oversubscription for the institutional placement.
By early April 2015, we successfully completed the equity raising, purchased the QBE and IC Frith businesses and increased our market capitalisation to over $1 billion. Around 25% of our shares are still owned by Steadfast Network Brokers which highlights their commitment to the Group and its future success.
1
Corporate Governance remains a key role for your Board. In addition to reviewing and updating the Board Charters, Policies and practices every year, we gather feedback from the market by holding meetings with proxy advisors and shareholder associations. The Board is again pleased to report that the strong corporate governance and risk management in place has enabled Steadfast to report no material breaches during the FY15 financial year.
Later this morning, shareholders will have the opportunity to ask questions and to vote on the Remuneration Report. The incentive arrangements we have adopted aim to align management’s rewards with the creation of shareholder value and ensure our remuneration policies are competitive so that we can retain and attract the right people. This required the Remuneration & Succession Committee spending considerable time, including a review of information provided by remuneration consultants, to ensure that our fixed and ‘at risk’ remuneration of key management personnel is appropriate and in line with our peer group. We have made some minor changes to the incentive arrangements for FY16 to reflect the feedback from shareholders and proxy advisors, and we will continue to be responsive to feedback to ensure alignment of interests between shareholders and management.
The focus for FY16 will be on generating growth from our network of insurance brokers and underwriting agencies through business opportunities, cross selling, cost synergies and stronger strategic partner relationships. We will also continue to look at further acquisition opportunities.
With a much larger balance sheet, strong operating results, a healthy acquisition pipeline and a strong outlook, the Board raised the Group’s target debt to equity plus debt ratio to a conservative 25%. This allowed us to lock in three and five year debt facilities totalling $285 million in August 2015 and provides us with funding capacity for acquisitions of $110 million.
Furthermore, we are seeking shareholder approval to refresh our 15% placement capacity to provide us with funding flexibility in respect of any potential large acquisitions that may arise.
The Group’s first quarter results show that the business, including the FY15 acquisitions, is tracking to plan. This gives us the confidence to re-affirm our FY16 guidance. Robert Kelly will provide more detail on the first quarter and outlook for FY16 in his address.
In closing, I would like to thank all those who have made Steadfast stronger including our valued employees, our brokers, our underwriting agencies, our complementary businesses, our strategic partners and our end customers. I would also like to extend my gratitude to my fellow Directors, particularly our Managing Director & CEO Robert Kelly, for their insight and support in guiding Steadfast through another very successful year. Robert Kelly and his strong management team have again exceeded our expectations.
I will now hand over to Robert to address the meeting.
Thank you.
2
AGM Address from the Managing Director & CEO 30 October 2015 Thank you Frank and good morning everyone. FY15 was an incredibly powerful year. Our total shareholder return since listing in August 2013 is 44% for those who participated in the February 2015 rights issue, or 36% for those who elected not to. Using NPATA, our return on equity has been lifted from 7.0% at IPO to 9.6% for the FY15 year. We made a number of significant acquisitions in Australia that rarely come along, and these acquisitions are being successfully integrated into the Group. Our network brokers showed their resilience in a soft market as they grew gross written premium despite reduced premium rates. We expanded into new markets in New Zealand and Asia, launched a low cost retail insurance product offering and progressed with our cost saving initiatives. Steadfast Group Limited Since listing in August 2013, we have become an ASX 200 company with a market cap of $1.12 billion. We continue to be the largest general insurance broker network in Australia and a leading player in New Zealand. We have become the largest underwriting agency group in Australia as well as a significant consolidator of brokers and agencies. FY15 highlights In the 2015 financial year, we delivered underlying cash EPS growth substantially ahead of our original cash EPS growth guidance and met our February 2015 growth guidance of between 22% and 25%. This was despite soft market conditions. We acquired Calliden’s eight underwriting agencies in December 2014 and two QBE agencies in April 2015, which led us to becoming the largest underwriting agency group in Australia and further diversifying our earnings mix. In July, we launched Steadfast Direct, a retail home and motor product offering that enables our brokers to compete with the direct insurers and to date has generated GWP of over $10 million. Steadfast New Zealand has also been a great success. With a market share of about 10% and the Steadfast name behind us, we have the ability to work with Strategic Partners to fund an enhanced offering for our brokers in New Zealand. We continue to work on further opportunities in New Zealand with our existing network there. With the addition of three senior executives, our 10 strong senior management team has the depth and breadth of experience to drive the strategic initiatives of a larger growing organisation. We are well placed to execute on future acquisitions with debt capacity of $110 million.
1
Steadfast Network Brokers I would now like to highlight our key business units, starting with our insurance broking businesses. We remain the largest general insurance broker network in Australia and New Zealand with annual GWP of $4.4 billion. We provide services to 304 brokers located in 747 offices across Australia, New Zealand and Singapore. All Steadfast brokers are treated equally whether we have a stake in them or not and irrespective of their size. The services we offer our brokers are paid for by Marketing & Administration fees provided by our Strategic Partners on Steadfast-tailored “best-in-class” policies. We also profit from equity interests in our equity brokers and are the natural acquirer of further interests in our network brokers. Profit from our brokers remained strong in FY16 given soft market conditions, and the broker network remains the core of our existence. Steadfast Advantage The next slide provides you a bit of insight into the DNA of the Steadfast network. It outlines the services we offer to our brokers which differentiates them from their competitors and attracts new brokers to the network.
• Unlimited access to 160 different services • Market access to 200 strategic partners
o open market choice • Steadfast-negotiated policies • Helplines
o legal, technical, human resources, industrial relations, contractual liability • Triage (claims negotiation) process • Steadfast Virtual Underwriter (SVU) (electronic transaction solution) • Training and Steadfast networking events • A model broker program • Ethics, efficacy of process and honesty in our dealings
But most importantly, we help one another to become better and stronger. None of us is as good as all of us. That’s the philosophy we have had from day one 19 and a half years ago. Steadfast Underwriting Agencies Underwriting agencies continue to be a significant part of Steadfast and on a run rate basis contribute 44% of our EBITA. The two agency acquisitions made in FY15 that further diversified our business model – Calliden and QBE – are now all but integrated into the group. The QBE agencies – CHU and UAA – are both standalone businesses that are market leaders. CHU specialises in the residential and commercial strata market and UAA insures mobile plant and equipment valued anywhere between $10,000 and $12.5 million. I have been extremely pleased with the new CEO at CHU. Bobby Lehane has revitalised the business by making the CHU offering more competitive, winning back lost business, selling more
2
products through the broker channel and focusing on new products and geographies. We are encouraged by the growth prospects of the strata market as multi-level housing demand is being driven by higher land costs and Australia’s strong population growth. Further, I am excited to be working with the seasoned CEO of UAA, Michael Murphy “Murph”, who is presenting us with a number of entries into growth areas such as New Zealand and Asia. The business is doing better than expected despite the declines in the mining sector due to strong infrastructure growth in the east coast which is just starting to ramp up. Simon Lightbody, the CEO of Steadfast Underwriting Agencies, and someone who I have worked with for over 10 years, has done an outstanding job integrating the Calliden agencies into an already successful underwriting suite of products and has made great progress on improving cost efficiencies for the group. 22 agencies The next slide shows you the logos of the 22 Steadfast niche underwriting agencies which we are promoting throughout the Steadfast Network as well as to other broker networks and non-aligned brokers. It is important to us to preserve their brand and unique offering, particularly as around 50% of our agencies place business for non-Steadfast brokers. Complementary businesses Our complementary businesses consist of both profit and cost centres and please note we are now calling them complementary as opposed to ancillary as they are an essential part of our business model. The profit centres including the Steadfast Network, Macquarie Pacific Funding, White Outsourcing and Meridian Lawyers contribute 11% to our EBITA. Profits from Steadfast Life and Steadfast Re are included in our broker profits. Simon Cloney, the CEO and our partner in Steadfast Re, has made an outstanding start to this new venture for our Group. Steadfast Technologies and Steadfast Virtual Underwriting are cost centres, available to all members of the Steadfast Network, are key to our long term competitive advantage and driving down transactional costs. Where we are in the cycle There are more signs pointing towards the soft market progressing towards a flat market. At the end of August we highlighted the insurers’ combined operating ratios in the high 90’s and in some cases over 130%. KPMG has just released a survey highlighting the fact that Australian insurance companies saw a 24% fall in profits in FY15. Over the past quarter, reinsurance seems to be hardening, our brokers are maintaining high renewal persistency and are seeing a slowdown in premium reductions. Importantly, for the 12 months ended 30 September, our equity brokers are showing a 2% increase in GWP. This supports what I’ve been saying since June and that is that the market is flattening. Looking at the chart on this slide, we seem to be at the “insurer realisation of losses” stage and the next stage is “rates start to rise”. What’s not on the chart is of course the timing of each stage which differs for each cycle depending on a number of factors including claims, investment income, reinsurance rates and premium pricing.
3
Resilient SME customer base As we have previously highlighted, our customer base is focused on small to medium size enterprises who are very resilient in soft markets as they require advice when buying insurance. 87% of our customer base relates to SMEs, only 2% is based on the Corporate market, which is still facing significant pricing pressure, 9% is retail home and motor, which we are targeting through our Steadfast Direct offering and the remaining 2% relates to high end retail insurance. Strategic initiatives I would now like to update you on our key strategic initiatives. Our senior management team is currently working on a number of business development initiatives between our Strategic Partners and our broker network that should lead to benefits for both parties. Steadfast Direct and Steadfast New Zealand are being managed by Allan Reynolds, whom I have worked with at Steadfast for 13 years and who comes from the insurance world. Both areas are doing well under Allan’s guidance and exceeding my expectations. Steadfast Direct is ramping up to close to $3 million on a monthly basis. This is our opportunity for our extensive distribution network to “take back the farm” after years of direct insurance dominance of the low-cost house and car market. Steadfast Direct is a low cost insurance solution exclusive to clients of Steadfast brokers. Steadfast owns the technology that provides the quote and issues the policy, and the claims are managed by a third party provider, independently from the capital provider. Our acquisition pipeline remains strong, supported by our enhanced balance sheet capacity. We are active in looking for opportunities that are accretive to shareholders and fit with the group both culturally and strategically. Growth by acquisition remains a key part of our growth strategy but we are mindful of organic growth and are very much focused on generating revenue and cost synergies for our businesses. Our cost savings initiatives are focused on extracting savings from our eight hubbing platforms in Australia, moving functions offshore and implementing Eclipse, the back office software system that we own. We have now built a meaningful presence in Asia with affiliated brokers based in China, Hong Kong, Malaysia, the Philippines, Singapore, Thailand and Vietnam. These brokers are assisting our Australian and New Zealand broker networks to place business in Asia. The next 12 months will see a focus on developing an Asian broker network and exploring the portability of our underwriting agencies and reinsurance broker into the Asian markets. FY16 outlook I would now like to turn to our outlook for FY16. We have been delivering on our strategy which has been manifested by the growth in underlying NPATA and cash EPS over the past two years and we aim to continue this trend.
4
We are pleased to report that our Q1 numbers are in line with our FY16 forecasts in terms of both revenues and profits, which gives us the confidence to re-affirm our FY16 guidance – cash EPS growth of 10% to 14% and NPATA growth of 41% to 46%. Assumptions underlying this guidance include flat market conditions and no material acquisitions. In summary, we are well positioned for an upturn in the pricing cycle and have the balance sheet capacity to continue to consolidate the market. Before I finish, I would like to express my thanks to the Steadfast team and acknowledge their dedication and commitment to the Group’s success over the past 12 months. This includes our valued employees, our brokers, our agencies, our complementary businesses, our Strategic Partners, the management team and the Board. I would also like to thank our shareholders for their continued support. I am very proud of what has been achieved in FY15 and look forward to what we can achieve in FY16. I have a sensational team working with me and together we will build on the strength of Steadfast. I will now hand you back to Frank.
5
Stea
dfas
t, t
he S
tead
fast
logo
s, S
tren
gth
whe
n yo
u ne
ed it
, Non
e of
us
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s go
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l of
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VU a
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tead
fast
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ual U
nder
writ
er a
re r
egis
tere
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adem
arks
of
Stea
dfas
t G
roup
Lim
ited
in A
ustr
alia
and
oth
er c
ount
ries.
Stea
dfas
t G
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20
15 A
nnua
l Gen
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ting
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ctob
er 2
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STR
ON
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irm
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k O
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finan
cial
info
rmat
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incl
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g U
nder
lyin
g P&
L ite
ms,
Pro
-for
ma
P&L
item
s, E
BITA
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TA a
nd c
ash
EPS
prov
ides
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ful i
nfor
mat
ion
to m
easu
re t
he
finan
cial
per
form
ance
and
con
ditio
n of
Ste
adfa
st.
2 FY
13 a
nd F
Y14
are
both
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-for
ma;
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5 re
fers
to
unde
rlyin
g FY
15.
Stro
ng g
row
th in
FY
15
Stro
ng g
row
th in
FY
15
Cents per share
6.77
7.94
9.79
5.0
6.0
7.0
8.0
9.0
10.0
FY13
FY
14
FY15
Full
year
cas
h EP
S1,2
17%
23%
!
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olid
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rev
enue
up
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et p
rofit
aft
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ax u
p 30
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o $4
2m
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nder
lyin
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rnin
gs p
er s
hare
(EP
S) u
p 23
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o 9.
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ents
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ivid
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r sh
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add
ress
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elly
M
anag
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Dire
ctor
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ince
IPO;
retu
rn o
n eq
uity
lifte
d fro
m 7
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to 9
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ASX
200
liste
d co
mpa
ny
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2 bi
llion
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ap a
s at
29
Octo
ber 2
015
Larg
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ener
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sura
nce
brok
er
netw
ork
in A
ustra
lia a
nd N
ew
Zeal
and
Larg
est u
nder
writ
ing
agen
cy
grou
p in
Aus
tralia
Cons
olid
ator
of i
nsur
ance
bro
ker
busin
esse
s an
d un
derw
ritin
g ag
encie
s
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dfas
t Gro
up L
imite
d
1 Ass
umin
g pa
rticip
atio
n in
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/Mar
15
right
s iss
ue
6
!D
ELIV
ERED
str
ong
earn
ings
gro
wth
in s
oft
mar
ket
cond
ition
s
!U
nder
lyin
g N
PATA
1 up
38%
to
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7m
!U
nder
lyin
g ca
sh E
PS1
up 2
3% t
o 9.
79 c
ps
!U
nder
lyin
g ca
sh E
PS a
head
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inal
10-
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danc
e an
d in
line
with
Feb
15 g
uida
nce
of 2
2-25
%
!A
CQ
UIR
ED C
allid
en a
nd Q
BE u
nder
writ
ing
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cies
to
beco
me
the
larg
est
agen
cy g
roup
in A
ustr
alia
, with
st
rong
per
form
ance
to
date
!LA
UN
CH
ED S
tead
fast
Dire
ct, a
ret
ail h
ome
& m
otor
pro
duct
offe
ring
gene
ratin
g G
WP
of $
10m
sin
ce J
uly
2015
!ES
TAB
LISH
ED S
tead
fast
New
Zea
land
to
crea
te a
sim
ilar
plat
form
to
Stea
dfas
t Au
stra
lia
!ST
REN
GTH
ENED
sen
ior
man
agem
ent
team
!W
ELL
PLA
CED
to e
xecu
te o
n fu
ture
acq
uisi
tions
with
deb
t ca
paci
ty o
f ~
$110
m
FY15
hig
hlig
hts
1 Ca
sh E
PS a
nd N
PATA
are
sho
wn
on a
n un
derly
ing
basi
s. N
on-I
FRS
finan
cial
info
rmat
ion
incl
udin
g U
nder
lyin
g P&
L ite
ms,
Pro
-for
ma
P&L
item
s, E
BITA
, NPA
TA a
nd c
ash
EPS
prov
ides
use
ful i
nfor
mat
ion
to m
easu
re t
he f
inan
cial
per
form
ance
and
con
ditio
n of
Ste
adfa
st.
7
Stea
dfas
t N
etw
ork
Bro
kers
EBIT
A c
ontr
ibut
ion1
Insu
ranc
e br
okin
g
45%
1 Ba
sed
on F
Y15
IFRS
Und
erly
ing
EBIT
A pr
e CO
incl
udin
g an
nual
ised
run
rat
e fu
ll ye
ar E
BITA
for
acqu
isiti
ons
incl
udin
g Ca
llide
n, Q
BE a
genc
ies
and
IC F
rith
acqu
isiti
ons.
La
rges
t ge
nera
l ins
uran
ce b
roke
r ne
twor
k in
Au
stra
lia a
nd N
ew Z
eala
nd
FY15
run
rat
e G
WP
$4.4
bill
ion
304
Stea
dfas
t N
etw
ork
Brok
ers
747
offic
es a
cros
s Au
stra
lia, N
ew
Zeal
and
and
Sing
apor
e
8
Stea
dfas
t A
dvan
tage
!U
nlim
ited
acce
ss t
o 16
0 se
rvic
es
!M
arke
t ac
cess
to
200
stra
tegi
c pa
rtne
rs
!op
en m
arke
t ch
oice
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eadf
ast-
nego
tiate
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licie
s
!H
elpl
ines
!
lega
l, te
chni
cal,
hum
an r
esou
rces
, ind
ustr
ial
rela
tions
and
con
trac
tual
liab
ility
!Tr
iage
pro
cess
!St
eadf
ast
Virt
ual U
nder
writ
er (
SVU
)
!Tr
aini
ng a
nd S
tead
fast
net
wor
king
eve
nts
!M
odel
bro
ker
prog
ram
!Et
hics
, eff
icac
y an
d ho
nest
y
We
help
one
an
othe
r. “N
one
of u
s is
as
good
as
all o
f us.
”
9
Stea
dfas
t U
nder
wri
ting
Age
ncie
s
Larg
est
grou
p of
und
erw
ritin
g ag
enci
es in
Aus
tral
ia a
nd N
ew Z
eala
nd
FY15
run
rat
e G
WP
$765
mill
ion
22
Ste
adfa
st U
nder
writ
ing
Agen
cies
Ac
quire
d ei
ght
Calli
den
agen
cies
and
tw
o Q
BE a
genc
ies
(CH
U a
nd U
AA)
in
FY15
for
~$3
45m
EBIT
A c
ontr
ibut
ion1
Und
erw
ritin
g ag
enci
es
44%
1 Ba
sed
on F
Y15
IFRS
Und
erly
ing
EBIT
A pr
e CO
incl
udin
g an
nual
ised
run
rat
e fu
ll ye
ar E
BITA
for
acqu
isiti
ons
incl
udin
g Ca
llide
n, Q
BE a
genc
ies
and
IC F
rith
acqu
isiti
ons.
10
22 a
genc
ies
Stro
ng fo
cus
on
SME
insu
ranc
e pr
ogra
ms
Har
d-to
-pla
ce a
nd c
ompl
ex
risks
incl
udin
g en
viro
nmen
tal l
iabi
lity
Mar
ine
and
m
otor
cycl
e Bu
ildin
g an
d co
nstr
uctio
n in
dust
ry
Spor
ts a
nd le
isur
e-
rela
ted
busi
ness
es
Spec
ialis
ed e
quip
men
t,
trad
esm
en &
sm
all b
usin
ess
and
mar
ine
tran
sit
Com
mun
ity c
are,
en
tert
ainm
ent
&
hosp
italit
y, a
nd s
ecur
ity
Prof
essi
onal
s in
clud
ing
engi
neer
s, a
rchi
tect
s an
d do
ctor
s
Hos
pita
lity,
leis
ure
and
ente
rtai
nmen
t se
ctor
Har
d-to
-pla
ce r
isks
, ex
clus
ive
to S
tead
fast
N
etw
ork
Brok
ers
Resi
dent
ial a
nd
com
mer
cial
str
ata
Mob
ile p
lant
and
eq
uipm
ent
Hom
e an
d co
nten
ts fo
r ow
ner
occu
pied
hom
es
Com
plet
e fa
rm p
acka
ge
Pers
onal
acc
iden
t an
d si
ckne
ss, a
nd t
rave
l H
igh-
valu
e ho
mes
Stan
d-al
one
cash
flo
w
insu
ranc
e fo
cus
on S
ME
Spec
ialis
t/ex
otic
mot
orca
r an
d m
otor
cycl
e Bu
ilder
s’ w
arra
nty
Prop
erty
insu
ranc
e In
com
e pr
otec
tion
Emer
ging
ris
ks
11
Com
plem
enta
ry b
usin
esse
s
50%
join
t ve
ntur
e in
pr
emiu
m fu
nder
Spec
ialis
t lif
e in
sura
nce
brok
er, 5
0% o
wne
d Te
chno
logy
ser
vice
arm
Rein
sura
nce
brok
er,
50%
ow
ned
Back
off
ice
serv
ice
prov
ider
, 100
% o
wne
d
Stea
dfas
t Vi
rtua
l U
nder
writ
er, e
lect
roni
c tr
ansa
ctio
n so
lutio
n In
sura
nce
lega
l pra
ctic
e,
25%
ow
ned
Com
plem
enta
ry b
usin
esse
s
11%
EB
ITA
con
trib
utio
n1
1 Ba
sed
on F
Y15
IFRS
Und
erly
ing
EBIT
A pr
e CO
incl
udin
g an
nual
ised
run
rat
e fu
ll ye
ar E
BITA
for
acqu
isiti
ons
incl
udin
g Ca
llide
n, Q
BE a
genc
ies
and
IC F
rith
acqu
isiti
ons.
Stea
dfas
t N
etw
ork
Colle
cts
Mar
ketin
g &
Ad
min
istr
atio
n (M
&A)
Fee
s
12
Capi
tal
flow
s in
to
mar
ket
Rate
s st
art
to
fall
Insu
rers
ch
ase
mar
ket
shar
e
Rate
s go
in
to fre
e fa
ll
Big
stor
ms,
poo
r in
vest
men
t re
turn
s, c
laim
s in
flatio
n
Insu
rer
real
isat
ion
of
loss
es
Rate
s st
art
to
rise
Mor
e la
rge
even
ts a
nd
poor
in
vest
men
t re
turn
s
Mar
ket
capa
city
er
oded
Risk
sel
ectio
n re
ject
s so
me
activ
ities
and
in
dust
ries Ra
tes
rise
stro
ngly
Stro
ng
prof
its
Whe
re w
e ar
e in
the
cyc
le
!AP
RA’s
June
201
5 G
I co
mbi
ned
oper
atin
g ra
tios
(i.e.
incu
rred
loss
es a
nd
expe
nses
/ear
ned
prem
ium
) ex
ceed
ing
acce
ptab
le le
vels
!Au
stra
lian
insu
ranc
e co
mpa
nies
sh
owin
g 24
% y
ear-
on-y
ear
decl
ine
in
prof
its in
FY1
5 (K
PMG
sur
vey)
!Re
insu
ranc
e in
our
mar
kets
see
m t
o be
ha
rden
ing
!M
aint
aini
ng h
igh
rene
wal
per
sist
ency
an
d se
eing
slo
wdo
wn
in p
rem
ium
re
duct
ion
in Q
1 FY
16
!St
eadf
ast’s
equ
ity b
roke
rs s
how
ing
+2%
GW
P gr
owth
on
a ro
lling
12
mon
ths
basi
s in
Q1
FY16
Har
d M
arke
t (E
xpen
sive
)
Soft
Mar
ket
(Che
ap)
INSU
RA
NC
E C
YC
LE
13
Res
ilien
t SM
E cu
stom
er b
ase
Stea
dfas
t N
etw
ork
Bro
kers
’ GW
P m
ix1,
2,3
Reta
il –
Hom
e/M
otor
9%
M
ediu
m
ente
rpris
es
32%
Corp
orat
e 2%
!87
% o
f cu
stom
er b
ase
rela
tes
to s
mal
l to
med
ium
siz
e en
terp
rises
(SM
Es)
le
ss p
ricin
g vo
latil
ity
!Fo
cus
is o
n ad
vice
clie
ntel
e
!Lo
w e
xpos
ure
to C
orpo
rate
(2%
)
m
ore
sign
ifica
nt p
ricin
g pr
essu
re
!R
etai
l hom
e &
mot
or (
9%)
Stea
dfas
t D
irec
t ta
rget
mar
ket
Smal
l en
terp
rises
55
%
1 Ex
clud
es S
tead
fast
New
Zea
land
’s G
WP
in 1
H F
Y15
2
Allo
catio
n ba
sed
on p
olic
y si
ze (
reta
il <
$1k,
sm
all $
1k –
$9.
9k, m
ediu
m $
10k
– $2
99k
and
corp
orat
e $3
00k+
).
3 M
etric
s ab
ove
cons
ist
of n
on-I
FRS
finan
cial
info
rmat
ion
used
to
mea
sure
the
fin
anci
al p
erfo
rman
ce a
nd c
ondi
tion
of S
tead
fast
.
Oth
er R
etai
l 2%
14
Stra
tegi
c in
itia
tive
s
Bus
ines
s D
evel
opm
ent
Stea
dfas
t D
irec
t St
eadf
ast
New
Zea
land
Acq
uis
itio
n
Pip
elin
e
Hub
bing
, O
ffsh
orin
g,
Eclip
se
Asi
an
Pre
senc
e
15
!FY
16 c
ash
EPS
grow
th g
uida
nce
rang
e of
10-
14%
!FY
16 N
PATA
gui
danc
e ra
nge
of $
80-
$83m
, up
41-4
6%
!Ke
y as
sum
ptio
ns in
clud
e fla
t m
arke
t co
nditi
ons
and
no m
ater
ial a
cqui
sitio
ns³
!St
rong
pip
elin
e of
acq
uisi
tion
oppo
rtun
ities
!W
ell p
ositi
oned
for
any
uptu
rn in
pric
ing
cycl
e
FY16
out
look
– r
e-af
firm
ing
guid
ance
1 N
on-I
FRS
finan
cial
info
rmat
ion
incl
udin
g U
nder
lyin
g P&
L ite
ms,
Pro
-for
ma
P&L
item
s, E
BITA
, NPA
TA a
nd c
ash
EPS
prov
ides
use
ful i
nfor
mat
ion
to m
easu
re t
he
finan
cial
per
form
ance
and
con
ditio
n of
Ste
adfa
st.
2 FY
13 a
nd F
Y14
are
both
pro
-for
ma;
FY1
5 re
fers
to
unde
rlyin
g FY
15
3 Al
so r
efer
to
the
key
risks
on
page
s 26
-27
of S
tead
fast
’s 20
15 A
nnua
l Rep
ort
35.2
41
.2
56.7
$80
– $8
3m
25
35
45
55
65
75
85
FY13
FY
14
FY15
FY
16 e
st
6.8
7.9
9.8
10.8
-11.
2 cp
s
5 8 10
13
FY13
FY
14
FY15
FY
16 e
st
cents per share Und
erly
ing
cash
EP
S1,2
10-1
4%
Und
erly
ing
NP
ATA
1,2
41-4
6%
$ millions
16
Impo
rtan
t no
tice
This
pre
sent
atio
n ha
s be
en p
repa
red
by S
tead
fast
Gro
up L
imite
d (“
Stea
dfas
t”).
This
pre
sent
atio
n co
ntai
ns g
ener
al i
nfor
mat
ion
in s
umm
ary
form
whi
ch i
s cu
rren
t as
at
30 O
ctob
er 2
015.
Thi
s pr
esen
tatio
n is
not
a r
ecom
men
datio
n or
adv
ice
in
rela
tion
to S
tead
fast
or
any
prod
uct
or s
ervi
ce o
ffere
d by
Ste
adfa
st o
r its
sub
sidi
arie
s. I
t is
not
int
ende
d to
be
relie
d up
on a
s ad
vice
to
inve
stor
s or
pot
entia
l in
vest
ors,
and
doe
s no
t co
ntai
n al
l in
form
atio
n re
leva
nt o
r ne
cess
ary
for
an i
nves
tmen
t de
cisi
on o
r th
at w
ould
be
requ
ired
in a
pro
spec
tus
or p
rodu
ct d
iscl
osur
e st
atem
ent
prep
ared
in
acco
rdan
ce w
ith t
he r
equi
rem
ents
of
the
Corp
orat
ions
Act
200
1 (C
th).
It
shou
ld b
e re
ad i
n co
njun
ctio
n w
ith S
tead
fast
’s ot
her
perio
dic
and
cont
inuo
us d
iscl
osur
e an
noun
cem
ents
file
d w
ith t
he A
ustr
alia
n Se
curit
ies
Exch
ange
, AS
X Li
mite
d, a
nd i
n pa
rtic
ular
the
Ste
adfa
st 2
015
Annu
al R
epor
t. T
hese
di
sclo
sure
s ar
e al
so a
vaila
ble
on S
tead
fast
’s w
ebsi
te a
t in
vest
or.s
tead
fast
.com
.au.
To t
he m
axim
um e
xten
t pe
rmitt
ed b
y la
w,
Stea
dfas
t, i
ts s
ubsi
diar
ies
and
thei
r re
spec
tive
dire
ctor
s, o
ffic
ers,
em
ploy
ees
and
agen
ts d
iscl
aim
all
liabi
lity
and
resp
onsi
bilit
y fo
r an
y di
rect
or
indi
rect
loss
or
dam
age
whi
ch m
ay b
e su
ffere
d by
any
rec
ipie
nt t
hrou
gh u
se o
f or
rel
ianc
e on
any
thin
g co
ntai
ned
in o
r om
itted
fro
m
this
pre
sent
atio
n. N
o re
com
men
datio
n is
mad
e as
to
how
inve
stor
s sh
ould
mak
e an
inve
stm
ent
deci
sion
. In
vest
ors
mus
t re
ly o
n th
eir
own
exam
inat
ion
of S
tead
fast
, in
clud
ing
the
mer
its a
nd r
isks
invo
lved
. Inv
esto
rs s
houl
d co
nsul
t w
ith t
heir
own
prof
essi
onal
adv
isor
s in
con
nect
ion
with
any
acq
uisi
tion
of s
ecur
ities
.
The
info
rmat
ion
in t
his
pres
enta
tion
rem
ains
sub
ject
to
chan
ge w
ithou
t no
tice.
St
eadf
ast
assu
mes
no
oblig
atio
n to
pro
vide
any
rec
ipie
nt o
f th
is p
rese
ntat
ion
with
an
y ac
cess
to
any
addi
tiona
l in
form
atio
n or
to
notif
y an
y re
cipi
ent
or a
ny o
ther
per
son
of a
ny o
ther
mat
ter
aris
ing
or c
omin
g to
its
not
ice
afte
r th
e da
te o
f th
is
pres
enta
tion.
To t
he e
xten
t th
at c
erta
in s
tate
men
ts c
onta
ined
in
this
pre
sent
atio
n m
ay c
onst
itute
“fo
rwar
d-lo
okin
g st
atem
ents
” or
sta
tem
ents
abo
ut “
futu
re m
atte
rs”,
the
info
rmat
ion
refle
cts
Stea
dfas
t’s in
tent
, be
lief
or e
xpec
tatio
ns a
t th
e da
te o
f th
is p
rese
ntat
ion.
Ste
adfa
st m
ay u
pdat
e th
is in
form
atio
n ov
er t
ime.
Any
for
war
d-lo
okin
g st
atem
ents
, in
clud
ing
proj
ectio
ns,
guid
ance
on
futu
re r
even
ues,
ear
ning
s an
d es
timat
es,
are
prov
ided
as
a ge
nera
l gui
de o
nly
and
shou
ld n
ot b
e re
lied
upon
as
an
indi
catio
n or
gua
rant
ee o
f fu
ture
per
form
ance
. Fo
rwar
d-lo
okin
g st
atem
ents
inv
olve
kno
wn
and
unkn
own
risks
, un
cert
aint
ies
and
othe
r fa
ctor
s th
at a
re o
utsi
de
Stea
dfas
t’s c
ontr
ol a
nd m
ay c
ause
Ste
adfa
st’s
actu
al r
esul
ts,
perf
orm
ance
or
achi
evem
ents
to
diffe
r m
ater
ially
fro
m a
ny f
utur
e re
sults
, pe
rfor
man
ce o
r ac
hiev
emen
ts
expr
esse
d or
impl
ied
by t
hese
for
war
d-lo
okin
g st
atem
ents
. An
y fo
rwar
d-lo
okin
g st
atem
ents
, op
inio
ns a
nd e
stim
ates
in t
his
pres
enta
tion
are
base
d on
ass
umpt
ions
an
d co
ntin
genc
ies
whi
ch a
re s
ubje
ct t
o ch
ange
with
out
notic
e, a
s ar
e st
atem
ents
abo
ut m
arke
t an
d in
dust
ry t
rend
s, w
hich
are
bas
ed o
n in
terp
reta
tions
of
curr
ent
mar
ket
cond
ition
s. N
eith
er S
tead
fast
, no
r an
y ot
her
pers
on,
give
s an
y re
pres
enta
tion,
ass
uran
ce o
r gu
aran
tee
that
the
occ
urre
nce
of t
he e
vent
s ex
pres
sed
or im
plie
d in
any
for
war
d-lo
okin
g st
atem
ents
in
this
pre
sent
atio
n w
ill a
ctua
lly o
ccur
. In
add
ition
, pl
ease
not
e th
at p
ast
perf
orm
ance
is
no g
uara
ntee
or
indi
catio
n of
fut
ure
perf
orm
ance
. Pos
sibl
e fa
ctor
s th
at c
ould
cau
se o
ur r
esul
ts o
r pe
rfor
man
ce t
o di
ffer
mat
eria
lly f
rom
tho
se e
xpre
ssed
in o
ur fo
rwar
d lo
okin
g st
atem
ents
incl
ude
the
key
risks
on
page
s 26
-27
of S
tead
fast
’s 20
15 A
nnua
l Re
port
and
the
bus
ines
s ris
ks o
n pa
ges
51-5
3 of
the
inf
orm
atio
n bo
okle
t da
ted
Febr
uary
201
5 fo
r th
e re
tail
entit
lem
ent
offe
r.
This
pre
sent
atio
n do
es n
ot c
onst
itute
an
offe
r to
issu
e or
sel
l sec
uriti
es o
r ot
her
finan
cial
pro
duct
s in
any
jur
isdi
ctio
n. T
he d
istr
ibut
ion
of t
his
pres
enta
tion
outs
ide
Aust
ralia
may
be
rest
ricte
d by
law
. An
y re
cipi
ent
of t
his
pres
enta
tion
outs
ide
Aust
ralia
mus
t se
ek a
dvic
e on
and
obs
erve
any
suc
h re
stric
tions
. Th
is p
rese
ntat
ion
may
no
t be
rep
rodu
ced
or p
ublis
hed,
in w
hole
or
in p
art,
for
any
purp
ose
with
out
the
prio
r w
ritte
n pe
rmis
sion
of
Stea
dfas
t.
Loca
l cur
renc
ies
have
bee
n us
ed w
here
pos
sibl
e. P
reva
iling
cur
rent
exc
hang
e ra
tes
have
bee
n us
ed t
o co
nver
t lo
cal c
urre
ncy
amou
nts
into
Aus
tral
ian
dolla
rs,
whe
re
appr
opria
te.
All r
efer
ence
s st
artin
g w
ith “
FY”
refe
r to
the
fin
anci
al y
ear
ende
d 30
Jun
e. F
or e
xam
ple,
“FY
15”
refe
rs t
o th
e ye
ar e
nded
30
June
201
5.
All r
efer
ence
s st
artin
g w
ith “
1H F
Y” r
efer
to
the
finan
cial
hal
f ye
ar e
nded
31
Dec
embe
r. F
or e
xam
ple,
“1H
FY1
5” r
efer
s to
the
hal
f ye
ar e
nded
31
Dec
embe
r 20
14.