The following Management's Discussion and Analysis of Financial Condition and Results of Operations ("MD&A") is intended to help the reader understand our business, our results of operations and our financial condition. The MD&A is provided as a supplement to, and should be read in conjunction with our unaudited condensed consolidated financial statements and the related notes and other financial information included elsewhere in this Quarterly Report on Form 10-Q. Some of the information contained in this discussion and analysis, including information with respect to our plans and strategy for our business, includes forward-looking statements that involve risks and uncertainties. You should review the "Note About Forward-Looking Statements" section of this Quarterly Report on Form 10-Q for a discussion of important factors that could cause actual results to differ materially from the results described in or implied by the forward-looking statements contained in the following discussion and analysis. We generally refer to loans, customers and other information and data associated with each of our brands (Rise, Elastic and Today Card) as Elevate's loans, customers, information and data, irrespective of whether Elevate directly originates the credit to the customer or whether such credit is originated by a third party. OVERVIEW We provide online credit solutions to consumers in the US who are not well-served by traditional bank products and who are looking for better options than payday loans, title loans, pawn and storefront installment loans. Non-prime consumers now represent a larger market than prime consumers but are riskier to underwrite and serve with traditional approaches. We're succeeding at it - and doing it responsibly - with best-in-class advanced technology and proprietary risk analytics honed by serving more than 2.6 million customers with$9.2 billion in credit. Our current online credit products, Rise, Elastic and Today Card, reflect our mission to provide customers with access to competitively priced credit and services while helping them build a brighter financial future with credit building and financial wellness features. We call this mission "Good Today, Better Tomorrow." Prior toJune 29, 2020 , we provided services in theUnited Kingdom ("UK") through our wholly-owned subsidiary,Elevate Credit International Limited ("ECIL") under the brand name 'Sunny.' During the year endedDecember 31, 2018 , ECIL began to receive an increased number of customer complaints initiated by claims management companies ("CMCs") related to the affordability assessment of certain loans. The CMCs' campaign against the high cost lending industry increased significantly during the third and fourth quarters of 2018 and continued through 2019 and into the first half of 2020, resulting in a significant increase in affordability claims against all companies in the industry over this period.The Financial Conduct Authority ("FCA"), a regulator in theUK financial services industry, began regulating the CMCs inApril 2019 in order to ensure that the methods used by the CMCs are in the best interests of the consumer and the industry. Separately, theFCA asked all industry participants to review their lending practices to ensure that such companies are using an appropriate affordability and creditworthiness analysis. However, there continued to be a lack of clarity within the regulatory environment in theUK . This lack of clarity, coupled with the ongoing impact of the Coronavirus Disease 2019 ("COVID-19") on theUK market for Sunny, led the ECIL board of directors to place ECIL into administration under theUK Insolvency Act 1986 and appoint insolvency practitioners fromKPMG LLP to take control and management of theUK business. As a result, we have deconsolidated ECIL and are presenting its results as discontinued operations. We earn revenues on the Rise installment loans, on the Rise and Elastic lines of credit and on the Today Card credit card product. Our revenue primarily consists of finance charges and line of credit fees. Finance charges are driven by our average loan balances outstanding and by the average annual percentage rate ("APR") associated with those outstanding loan balances. We calculate our average loan balances by taking a simple daily average of the ending loan balances outstanding for each period. Line of credit fees are recognized when they are assessed and recorded to revenue over the life of the loan. We present certain key metrics and other information on a "combined" basis to reflect information related to loans originated by us and by our bank partners that license our brands, Republic Bank,FinWise Bank andCapital Community Bank ("CCB"), as well as loans originated by third-party lenders pursuant to CSO programs, which loans originated through CSO programs are not recorded on our balance sheet in accordance with US GAAP. See "-Key Financial and Operating Metrics" and "-Non-GAAP Financial Measures." We use our working capital, funds provided by third-party lenders pursuant to CSO programs and our credit facility withVictory Park Management, LLC ("VPC" and the "VPC Facility") to fund the loans we directly make to our Rise customers and provide working capital. The VPC Facility has a maximum total borrowing amount available of$200 million atJune 30, 2021 . See "-Liquidity and Capital Resources-Debt facilities." 42
-------------------------------------------------------------------------------- We also license our Rise installment loan brand to two banks.FinWise Bank originates Rise installment loans in 17 states. This bank initially provides all of the funding, retains 4% of the balances of all of the loans originated and sells the remaining 96% loan participation in those Rise installment loans to a third-party SPV,EF SPV, Ltd. ("EF SPV"). These loan participation purchases are funded through a separate financing facility (the "EF SPV Facility"), effectiveFebruary 1, 2019 , and through cash flows from operations generated by EF SPV. The EF SPV Facility has a maximum total borrowing amount available of$250 million . We do not own EF SPV, but we have a credit default protection agreement with EF SPV whereby we provide credit protection to the investors in EF SPV against Rise loan losses in return for a credit premium. Elevate is required to consolidate EF SPV as a variable interest entity ("VIE") under US GAAP and the condensed consolidated financial statements include revenue, losses and loans receivable related to the 96% of the Rise installment loans originated byFinWise Bank and sold to EF SPV. Beginning in the third quarter of 2020, we also license our Rise installment loan brand to an additional bank, CCB, which originates Rise installment loans in three different states thanFinWise Bank . Similar to the relationship withFinWise Bank , CCB initially provides all of the funding, retains 5% of the balances of all of the loans originated and sells the remaining 95% loan participation in those Rise installment loans to a third-party SPV,EC SPV, Ltd. ("EC SPV"). These loan participation purchases are funded through a separate financing facility (the "EC SPV Facility"), and through cash flows from operations generated by EC SPV. The EC SPV Facility has a maximum total borrowing amount available of$100 million . We do not own EC SPV, but we have a credit default protection agreement with EC SPV whereby we provide credit protection to the investors in EC SPV against Rise loan losses in return for a credit premium. Elevate is required to consolidate EC SPV as a VIE under US GAAP and the condensed consolidated financial statements include revenue, losses and loans receivable related to the 95% of the Rise installment loans originated by CCB and sold to EC SPV. The Elastic line of credit product is originated by a third-party lender, Republic Bank, which initially provides all of the funding for that product. Republic Bank retains 10% of the balances of all loans originated and sells a 90% loan participation in the Elastic lines of credit. An SPV structure was implemented such that the loan participations are sold by Republic Bank toElastic SPV, Ltd. ("Elastic SPV") and Elastic SPV receives its funding from VPC in a separate financing facility (the "ESPV Facility"), which was finalized onJuly 13, 2015 . We do not own Elastic SPV, but we have a credit default protection agreement with Elastic SPV whereby we provide credit protection to the investors in Elastic SPV against Elastic loan losses in return for a credit premium. Per the terms of this agreement, under US GAAP, we are the primary beneficiary of Elastic SPV and are required to consolidate the financial results of Elastic SPV as a VIE in our condensed consolidated financial statements. The ESPV Facility has a maximum total borrowing amount available of$350 million atJune 30, 2021 . See "-Liquidity and Capital Resources-Debt facilities." Today Card is a credit card product designed to meet the spending needs of non-prime consumers by offering a prime customer experience. Today Card is originated by CCB under the licensed MasterCard brand, and a 95% participation interest in the credit card receivable is sold to us. As the lowest APR product in our portfolio, Today Card allows us to serve a broader spectrum of non-prime Americans. During 2020, the Today Card experienced significant growth in its portfolio size despite the pandemic due to the success of our direct mail campaigns, the primary marketing channel for acquiring new Today Card customers. We followed a specific growth plan beginning in 2020 to grow the product while monitoring customer responses and credit quality. Customer response to the Today Card is very strong, as we continue to see extremely high response rates, high customer engagement, and positive customer satisfaction scores. Our management assesses our financial performance and future strategic goals through key metrics based primarily on the following three themes: â¢Revenue growth. Key metrics related to revenue growth that we monitor by product include the ending and average combined loan balances outstanding, the effective APR of our product loan portfolios, the total dollar value of loans originated, the number of new customer loans made, the ending number of customer loans outstanding and the related customer acquisition costs ("CAC") associated with each new customer loan made. We include CAC as a key metric when analyzing revenue growth (rather than as a key metric within margin expansion). â¢Stable credit quality. Since the time they were managing our US legacy products, our management team has maintained stable credit quality across the loan portfolio they were managing. Additionally, in the periods covered in this Management's Discussion and Analysis of Financial Condition and Results of Operations, we have improved our credit quality and lowered our credit losses. The credit quality metrics we monitor include net charge-offs as a percentage of revenues, the combined loan loss reserve as a percentage of outstanding combined loans, total provision for loan losses as a percentage of revenues and the percentage of past due combined loans receivable - principal. 43 -------------------------------------------------------------------------------- â¢Margin expansion. We aim to manage our business to achieve a long-term operating margin of 20%. While our operating margins may exceed 20% in certain years, such as in 2020 when we incurred lower levels of direct marketing expense and materially lower credit losses due to a lack of customer demand for loans resulting from the effects of COVID-19, we do not expect our operating margin to increase beyond that level over the long-term, as we intend to pass on any improvements over our targeted margins to our customers in the form of lower APRs. We believe this is a critical component of our responsible lending platform and over time will also help us continue to attract new customers and retain existing customers. Impact of COVID-19 The COVID-19 pandemic and related restrictive measures taken by governments, businesses and individuals caused unprecedented uncertainty, volatility and disruption in financial markets and in governmental, commercial and consumer activity inthe United States , including the markets that we serve. As the restrictive measures have been eased in certain geographic locations during late 2020 and the first half of 2021, theU.S. economy has begun to recover, and with the availability and distribution of a COVID-19 vaccine, we anticipate continued improvements in commercial and consumer activity and theU.S. economy. While positive signs exist, we recognize that certain of our customers are experiencing varying degrees of financial distress, which may continue, especially if new COVID-19 variant infections increase and new economic restrictions are mandated. The portfolio of loan products we and the bank originators provide has experienced significantly decreased demand and application volume for both new and former customers since the COVID-19 pandemic began, largely because of the effects of monetary stimulus provided by the US government reducing demand for loan products. While we have experienced an increase in new customer loans in the first half of 2021 compared to a year ago, these events since the COVID-19 pandemic began are resulting in a material decrease in revenues compared to a year ago. While we have increased our marketing campaigns to acquire new customer loans during the first half of 2021, our overall loan origination volumes during the first half of 2021 were still below our historical origination volumes due to continued reduction in loan demand for our products. While customer loan demand increased sequentially in the second quarter of 2021 and we believe that customer loan demand for our products will continue to increase during the third quarter, given the uncertainty surrounding the COVID-19 pandemic, we are currently unable to determine if the demand will continue and allow our loan products to return to their prior historical levels. In response to the COVID-19 pandemic, we, along with the banks we support, have also expanded our payment flexibility tools to provide payment assistance programs to certain customers who meet the program's qualifications. These tools include a deferral of payments for an initial period of 30 to 60 days, which we may extend for an additional 30 days, for generally a maximum of 180 days on a cumulative basis. The customer will return to their normal payment schedule after the end of the deferral period with the extension of their maturity date equivalent to their deferral period not to generally exceed an additional 180 days. For Rise installment loans, finance charges continue to accrue at a lower effective APR over the expected extended term of the loan considering the deferral periods provided. For Elastic lines of credit, no fees accrue during the payment deferral period. As a result, the average APR of our products decreased due to the impact of the COVID-19 pandemic and the payment assistance tools that have been implemented. As the economy continues to recover and customers find financial stability, we've seen a decrease in the number of customers in an active payment flexibility program. As ofJune 30, 2021 , 2.3% of customers with loan balances outstanding have been provided relief through our COVID-19 payment deferral programs for a total of$9.2 million in loans with deferred payments. This is a marked decrease in the volume of customers in an active payment deferral program and compares to$34.6 million in loans with deferred payments, or 8.7% of customers, as ofDecember 31, 2020 . We are also seeing that customers generally are meeting their scheduled payments once they exit the payment deferral program as our past due delinquency rate is 7% atJune 30, 2021 and has remained relatively flat over the past year. Both we and the bank originators are closely monitoring the key credit quality indicators such as payment defaults, continued payment deferrals, and line of credit utilization. While we initially anticipated that the COVID-19 pandemic would have a negative impact on our credit quality, instead the monetary stimulus programs provided by the US government to our customer base have generally allowed customers to continue making payments on their loans. At the beginning of the pandemic, we expected an increase in net charge-offs as compared to prior periods. However, the historically low net charge-offs as a percentage of revenue that we experienced in the second half of 2020 has continued into the first half of 2021. With the increased volume of new customer loans expected to be originated during the second half of 2021, we expect a return of net charge-offs to our targeted range of 45-55% of revenue. Further, we believe that the allowance for loan losses is adequate to absorb the losses inherent in the portfolio as ofJune 30, 2021 , including loans that are part of the payment assistance tools. As COVID-19 has continued to impact our office locations, our employee base is working in a hybrid remote environment in which employees may choose to remain remote or return to the office on a limited basis. We have sought to ensure our employees feel secure in their jobs, have flexibility in their work location and have the resources they need to stay safe and healthy. As an 100% online lending solutions provider, our technology and underwriting platform has continued to serve our customers and the bank originators that we support without any material interruption in services. 44 -------------------------------------------------------------------------------- COVID-19 has had a significant adverse impact on our business, and while uncertainty still exists, we believe we are well-positioned to operate effectively through the present economic environment and expect continued loan portfolio growth and strong credit quality through the remainder of the year. We will continue assessing our minimum cash and liquidity requirement, monitoring our debt covenant compliance and implementing measures to ensure that our cash and liquidity position is maintained through the current economic cycle. We continue to monitor the impact of COVID-19 closely, as well as any effects that may result from the Coronavirus Aid, Relief, and Economic Security ("CARES") Act and the American Rescue Plan Act ("ARP Act"), and any further economic relief, stimulus payments or legislation by the federal government. KEY FINANCIAL AND OPERATING METRICS As discussed above, we regularly monitor a number of metrics in order to measure our current performance and project our future performance. These metrics aid us in developing and refining our growth strategies and in making strategic decisions. Certain of our metrics are non-GAAP financial measures. We believe that such metrics are useful in period-to-period comparisons of our core business. However, non-GAAP financial measures are not an alternative to any measure of financial performance calculated and presented in accordance with US GAAP. See "-Non-GAAP Financial Measures" for a reconciliation of our non-GAAP measures to US GAAP. Revenues As of and for the three months ended As of and for the six months ended June 30, June 30, Revenue metrics (dollars in thousands, except as noted) 2021 2020 2021 2020 Revenues$ 84,540 $ 117,991 $ 174,273 $ 280,458 Period-over-period change in revenue (28) % (22) % (38) % (10) % Ending combined loans receivable - principal(1)$ 399,320 $ 413,728 399,320 413,728
Average Combined Loan Claims – Principal (1) (2)
$ 466,694 367,365 524,932 Total combined loans originated - principal$ 210,401 $ 84,502 343,914 321,398 Average customer loan balance (indollars)(3 )$ 1,827 $ 1,862 1,827 1,862 Number of new customer loans 38,986 2,815 52,876 38,565 Ending number of combined loans outstanding 218,543 222,244 218,543 222,244 Customer acquisition costs (in dollars)$ 271 $ 122 283 293 Effective APR of combined loan portfolio 94 % 101 % 95 % 107 %
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(1)Combined loans receivable is defined as loans owned by us and consolidated VIEs plus loans originated and owned by third-party lenders pursuant to our CSO programs. See "-Non-GAAP Financial Measures" for more information and for a reconciliation of Combined loans receivable to Loans receivable, net, the most directly comparable financial measure calculated in accordance with US GAAP. (2)Average combined loans receivable - principal is calculated using an average of daily Combined loans receivable - principal balances. (3)Average customer loan balance is an average of all three products and is calculated for each product by dividing the ending Combined loans receivable - principal by the number of loans outstanding at period end. Revenues. Our revenues are composed of Rise finance charges, Rise CSO fees (which are fees we receive from customers who obtain a loan through the CSO program for the credit services, including the loan guaranty, we provide), revenues earned on the Elastic line of credit, and finance charges and fee revenues from the Today Card credit card product. See "-Components of our Results of Operations-Revenues." Ending and average combined loans receivable - principal. We calculate the average combined loans receivable - principal by taking a simple daily average of the ending combined loans receivable - principal for each period. Key metrics that drive the ending and average combined loans receivable - principal include the amount of loans originated in a period and the average customer loan balance. All loan balance metrics include only the 90% participation in the related Elastic line of credit advances (we exclude the 10% held by Republic Bank), the 96% participation inFinWise Bank originated Rise installment loans and the 95% participation in CCB originated Rise installment loans and the 95% participation in the CCB originated Today Card credit card receivables, but include the full loan balances on CSO loans, which are not presented on our Condensed Consolidated Balance Sheets. 45 -------------------------------------------------------------------------------- Total combined loans originated - principal. The amount of loans originated in a period is driven primarily by loans to new customers as well as new loans to prior customers, including refinancing of existing loans to customers in good standing. Average customer loan balance and effective APR of combined loan portfolio.
That
average loan amount and its related APR are based on the product and the underlying credit quality of the customer. Generally, better credit quality customers are offered higher loan amounts at lower APRs. Additionally, new customers have more potential risk of loss than prior or existing customers due to lack of payment history and the potential for fraud. As a result, newer customers typically will have lower loan amounts and higher APRs to compensate for that additional risk of loss. The effective APR is calculated based on the actual amount of finance charges generated from a customer loan divided by the average outstanding balance for the loan and can be lower than the stated APR on the loan due to waived finance charges and other reasons. For example, a Rise customer may receive a$2,000 installment loan with a term of 24 months and a stated rate of 180%. In this example, the customer's monthly installment loan payment would be$310.86 . As the customer can prepay the loan balance at any time with no additional fees or early payment penalty, the customer pays the loan in full in month eight. The customer's loan earns interest of$2,337.81 over the eight-month period and has an average outstanding balance of$1,948.17 . The effective APR for this loan is 180% over the eight-month period calculated as follows: ($2,337.81 interest earned /$1,948.17 average balance outstanding) x 12 months per year = 180% 8 months In addition, as an example for Elastic, if a customer makes a$2,500 draw on the customer's line of credit and this draw required bi-weekly minimum payments of 5% (equivalent to 20 bi-weekly payments), and if all minimum payments are made, the draw would earn finance charges of$1,148 . The effective APR for the line of credit in this example is 109% over the payment period and is calculated as follows: ($1,148.00 fees earned /$1,369.05 average balance outstanding) x 26 bi-weekly periods per year = 109% 20 payments The actual total revenue we realize on a loan portfolio is also impacted by the amount of prepayments and charged-off customer loans in the portfolio. For a single loan, on average, we typically expect to realize approximately 60% of the revenues that we would otherwise realize if the loan were to fully amortize at the stated APR. From the Rise example above, if we waived$400 of interest for this customer, the effective APR for this loan would decrease to 149%. Number of new customer loans. We define a new customer loan as the first loan or advance made to a customer for each of our products (so a customer receiving a Rise installment loan and then at a later date taking their first cash advance on an Elastic line of credit would be counted twice). The number of new customer loans is subject to seasonal fluctuations. New customer acquisition is typically slowest during the first six months of each calendar year, primarily in the first quarter, compared to the latter half of the year, as our existing and prospective customers usually receive tax refunds during this period and, thus, have less of a need for loans from us. Further, many customers will use their tax refunds to prepay all or a portion of their loan balance during this period, so our overall loan portfolio typically decreases during the first quarter of the calendar year. Overall loan portfolio growth and the number of new customer loans tends to accelerate during the summer months (typically June and July), at the beginning of the school year (typically late August to early September) and during the winter holidays (typically late November to early December). Customer acquisition costs. A key expense metric we monitor related to loan growth is our CAC. This metric is the amount of direct marketing costs incurred during a period divided by the number of new customer loans originated during that same period. New loans to former customers are not included in our calculation of CAC (except to the extent they receive a loan through a different product) as we believe we incur no material direct marketing costs to make additional loans to a prior customer through the same product. 46 --------------------------------------------------------------------------------
The following tables summarize the changes in customer credit by product for the three and six months ended
Three Months Ended June 30, 2021 Rise Elastic Today (Lines of (Installment Loans) Credit) (Credit Card) Total Beginning number of combined loans outstanding 91,508 90,021 12,802 194,331 New customer loans originated 27,704 6,339 4,943 38,986 Former customer loans originated 14,909 132 - 15,041 Attrition (25,337) (4,214) (264) (29,815) Ending number of combined loans outstanding 108,784 92,278 17,481 218,543 Customer acquisition cost $ 294$ 332 $ 64$ 271 Average customer loan balance$ 2,122 $ 1,599 $ 1,199 $ 1,827 Three Months Ended June 30, 2020 Rise Elastic Today (Lines of (Installment Loans) Credit) (Credit Card) Total Beginning number of combined loans outstanding 142,633 134,240 4,613 281,486 New customer loans originated 627 292 1,896 2,815 Former customer loans originated 7,593 9 - 7,602 Attrition (43,728) (25,988) 57 (69,659) Ending number of combined loans outstanding 107,125 108,553 6,566 222,244 Customer acquisition cost $ 306$ 375 $ 22$ 122 Average customer loan balance$ 2,249 $ 1,518 $ 1,231 $ 1,862 Six Months Ended June 30, 2021 Rise Elastic Today (Installment Loans) (Lines of Credit) (Credit Card) Total Beginning number of combined loans outstanding 103,940 100,105 10,803 214,848 New customer loans originated 36,360 9,191 7,325 52,876 Former customer loans originated 27,765 226 - 27,991 Attrition (59,281) (17,244) (647) (77,172) Ending number of combined loans outstanding 108,784 92,278 17,481 218,543 Customer acquisition cost $ 302 $ 376 $ 70$ 283 Six Months Ended June 30, 2020 Rise Elastic Today Total (Installment Loans) (Lines of Credit) (Credit Card) Total Beginning number of combined loans outstanding 152,435 146,317 3,207 301,959 New customer loans originated 25,040 10,057 3,468 38,565 Former customer loans originated 24,149 140 - 24,289 Attrition (94,499) (47,961) (109) (142,569) Ending number of combined loans outstanding 107,125 108,553 6,566 222,244 Customer acquisition cost $ 309 $ 335 $ 62$ 293 47
-------------------------------------------------------------------------------- Recent trends. Our revenues for the three months endedJune 30, 2021 totaled$84.5 million , a decrease of 28% versus the three months endedJune 30, 2020 . Additionally, our revenues for the six months endedJune 30, 2021 totaled$174.3 million , down 38% versus the prior year. Both the Rise and Elastic products experienced a year-over-year decline in revenues of 41% and 34%, respectively, which were attributable to reductions in loan origination volume and lower effective APRs for the loan portfolio due to the economic crisis created by the COVID-19 pandemic beginning inMarch 2020 , which resulted in substantial government assistance to our potential customers that lowered demand for our products. This decline in revenue was partially offset by a year-over-year increase in revenues for the Today Card product, which has more than doubled its average principal balance outstanding year-over year. We believe Today Card balances increased over the past year despite the impact of COVID-19 due to the nature of the product (credit card versus installment loan or line of credit), the lower APR of the product (effective APR of 29% in the second quarter of 2021 compared to Rise at 100% and Elastic at 95%) as customers receiving stimulus payments would be more apt to pay down more expensive forms of credit, and the added convenience of having a credit card for online purchases of day-to-day items such as groceries or clothing (whereas the primary usage of a Rise installment loan or Elastic line of credit is for emergency financial needs such as a medical deductible or automobile repair). Additionally, the portfolio of loan products we and the bank originators provide has experienced significantly decreased loan demand for both new and former customers since the COVID-19 pandemic began, including the effects of monetary stimulus provided by the US government reducing demand for loan products. While we have experienced an increase in new customer loans compared to a year ago, these events since the COVID-19 pandemic began are resulting in a material decrease in revenues compared to a year ago. We and the bank originators experienced softer demand for the loan products during the first quarter of 2021 due to continued government stimulus programs but experienced strong origination volume, similar to historical origination levels, during the second quarter of 2021, particularly May andJune 2021 . We anticipate continued strong demand for the loan products for the remainder of the year. Rise and Elastic principal loan balances atJune 30, 2021 totaled$230.8 million and$147.6 million , respectively, down roughly$10.1 million and$17.2 million , respectively, from a year ago. Conversely, Today Card principal loan balances atJune 30, 2021 totaled$21.0 million , up$12.9 million from a year ago. Our CAC was higher in the second quarter of 2021 at$271 as compared to the second quarter of 2020 at$122 , with the second quarter of 2020 not reflective of our historical CAC due to the significant reduction in marketing activity and new loan originations due to the COVID-19 pandemic. The second quarter 2021 loan volume is being sourced from all our marketing channels including direct mail, strategic partners and digital. We've seen a marked improvement in loan volume from our strategic partners channel where we have improved our technology and risk capabilities to interface with the strategic partners via our application programming interface (APIs) that we developed within our new technology platform ("Blueprint") which allow us to more efficiently acquire new customers within our targeted CAC range. We believe our CAC in future quarters will continue to remain within or below our target range of$250 to$300 as we continue to optimize the efficiency of our marketing channels and continue to grow the Today Card which successfully generated new customers at a sub-$100 CAC. Credit quality As of and for the three months ended As of and for the six months ended June 30, June 30, Credit quality metrics (dollars in thousands) 2021 2020 2021 2020 Net charge-offs(1)$ 26,063 $ 58,643 $ 56,953 $ 141,450 Additional provision for loan losses(1) 1,162 (17,166) (8,758) (21,398) Provision for loan losses$ 27,225 $ 41,477 $ 48,195 $ 120,052 Past due combined loans receivable - principal as a percentage of combined loans receivable - principal(2) 7 % 5 % 7 % 5 % Net charge-offs as a percentage of revenues(1) 31 % 50 % 33 % 50 % Total provision for loan losses as a percentage of revenues 32 % 35 % 28 % 43 % Combined loan loss reserve(3)$ 40,321 $ 60,594 $ 40,321 $ 60,594 Combined loan loss reserve as a percentage of combined loans receivable(3)(4) 10 % 14 % 10 % 14 %
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(1)Net charge-offs and additional provision for loan losses are not financial measures prepared in accordance with US GAAP. Net charge-offs include the amount of principal and accrued interest on loans that are more than 60 days past due (Rise and Elastic) or 120 days past due (Today Card), or sooner if we receive notice that the loan will not be collected, such as a bankruptcy notice or identified fraud, offset by any recoveries. Additional provision for loan losses is the amount of provision for loan losses needed for a particular period to adjust the combined loan loss reserve to the appropriate level in accordance with our underlying loan loss reserve methodology. See "-Non-GAAP Financial Measures" for more information and for a reconciliation to Provision for loan losses, the most directly comparable financial measure calculated in accordance with US GAAP. 48
-------------------------------------------------------------------------------- (2)Combined loans receivable is defined as loans owned by us and consolidated VIEs plus loans originated and owned by third-party lenders pursuant to our CSO programs. See "-Non-GAAP Financial Measures" for more information and for a reconciliation of Combined loans receivable to Loans receivable, net, the most directly comparable financial measure calculated in accordance with US GAAP. (3)Combined loan loss reserve is defined as the loan loss reserve for loans originated and owned by us plus the loan loss reserve for loans owned by third-party lenders and guaranteed by us. See "-Non-GAAP Financial Measures" for more information and for a reconciliation of Combined loan loss reserve to Allowance for loan losses, the most directly comparable financial measure calculated in accordance with US GAAP. (4)Combined loan loss reserve as a percentage of combined loans receivable is determined using period-end balances. Net principal charge-offs as a percentage of average combined loans receivable - principal First Second Third Fourth (1)(2)(3) Quarter Quarter Quarter Quarter 2021 6% 5% N/A N/A 2020 11% 10% 4% 5% 2019 13% 10% 10% 12% _________ (1)Net principal charge-offs is comprised of gross principal charge-offs less recoveries. (2)Average combined loans receivable - principal is calculated using an average of daily Combined loans receivable - principal balances during each quarter. (3)Combined loans receivable is defined as loans owned by us and consolidated VIEs plus loans originated and owned by third-party lenders pursuant to our CSO programs. See "-Non-GAAP Financial Measures" for more information and for a reconciliation of Combined loans receivable to Loans receivable, net, the most directly comparable financial measure calculated in accordance with US GAAP. The above chart reflects generally the positive impact COVID-19 has had on credit quality. Due to the lack of new customer loan demand, our implementation of payment assistance tools, and government stimulus payments received by our customers, net principal charge-offs as a percentage of average combined loans receivable-principal for the second quarter of 2021 is half of the second quarter of 2020. As loan originations to new customers return to historical levels pre-pandemic, we expect this quarterly loss ratio to also return to historical levels. In reviewing the credit quality of our loan portfolio, we break out our total provision for loan losses that is presented on our statement of operations under US GAAP into two separate items-net charge-offs and additional provision for loan losses. Net charge-offs are indicative of the credit quality of our underlying portfolio, while additional provision for loan losses is subject to more fluctuation based on loan portfolio growth, recent credit quality trends and the effect of normal seasonality on our business. The additional provision for loan losses is the amount needed to adjust the combined loan loss reserve to the appropriate amount at the end of each month based on our loan loss reserve methodology. Net charge-offs. Net charge-offs comprise gross charge-offs offset by recoveries on prior charge-offs. Gross charge-offs include the amount of principal and accrued interest on loans that are more than 60 days past due (Rise and Elastic) or 120 days (Today Card), or sooner if we receive notice that the loan will not be collected, such as a bankruptcy notice or identified fraud. Any payments received on loans that have been charged off are recorded as recoveries and reduce the total amount of gross charge-offs. Recoveries are typically less than 10% of the amount charged off, and thus, we do not view recoveries as a key credit quality metric. Net charge-offs as a percentage of revenues can vary based on several factors, such as whether or not we experience significant growth or lower the APR of our products. Additionally, although a more seasoned portfolio will typically result in lower net charge-offs as a percentage of revenues, we do not intend to drive down this ratio significantly below our historical ratios and would instead seek to offer our existing products to a broader new customer base to drive additional revenues. Net charge-offs as a percentage of average combined loans receivable-principal allow us to determine credit quality and evaluate loss experience trends across our loan portfolio. Additional provision for loan losses. Additional provision for loan losses is the amount of provision for loan losses needed for a particular period to adjust the combined loan loss reserve to the appropriate level in accordance with our underlying loan loss reserve methodology. 49 -------------------------------------------------------------------------------- Additional provision for loan losses relates to an increase in future inherent losses in the loan portfolio as determined by our loan loss reserve methodology. This increase could be due to a combination of factors such as an increase in the size of the loan portfolio or a worsening of credit quality or increase in past due loans. It is also possible for the additional provision for loan losses for a period to be a negative amount, which would reduce the amount of the combined loan loss reserve needed (due to a decrease in the loan portfolio or improvement in credit quality). The amount of additional provision for loan losses is seasonal in nature, mirroring the seasonality of our new customer acquisition and overall loan portfolio growth, as discussed above. The combined loan loss reserve typically decreases during the first quarter or first half of the calendar year due to a decrease in the loan portfolio from year end. Then, as the rate of growth for the loan portfolio starts to increase during the second half of the year, additional provision for loan losses is typically needed to increase the reserve for future losses associated with the loan growth. Because of this, our provision for loan losses can vary significantly throughout the year without a significant change in the credit quality of our portfolio. The following provides an example of the application of our loan loss reserve methodology and the break-out of the provision for loan losses between the portion associated with replenishing the reserve due to net charge-offs and the amount related to the additional provision for loan losses. If the beginning combined loan loss reserve were$25 million , and we incurred$10 million of net charge-offs during the period and the ending combined loan loss reserve needed to be$30 million according to our loan loss reserve methodology, our total provision for loan losses would be$15 million , comprising$10 million in net charge-offs (provision needed to replenish the combined loan loss reserve) plus$5 million of additional provision related to an increase in future inherent losses in the loan portfolio identified by our loan loss reserve methodology. Example (dollars in thousands) Beginning combined loan loss reserve$ 25,000 Less: Net charge-offs (10,000) Provision for loan losses: Provision for net charge-offs 10,000 Additional provision for loan losses 5,000 Total provision for loan losses 15,000 Ending combined loan loss reserve balance$ 30,000 Loan loss reserve methodology. Our loan loss reserve methodology is calculated separately for each product and, in the case of Rise loans originated under the state lending model (including CSO program loans), is calculated separately based on the state in which each customer resides to account for varying state license requirements that affect the amount of the loan offered, repayment terms and other factors. For each product, loss factors are calculated based on the delinquency status of customer loan balances: current, 1 to 30 days past due, 31 to 60 days past due or 61-120 past due (for Today Card only). These loss factors for loans in each delinquency status are based on average historical loss rates by product (or state) associated with each of these three delinquency categories. Hence, another key credit quality metric we monitor is the percentage of past due combined loans receivable - principal, as an increase in past due loans will cause an increase in our combined loan loss reserve and related additional provision for loan losses to increase the reserve. For customers that are not past due, we further stratify these loans into loss rates by payment number, as a new customer that is about to make a first loan payment has a significantly higher risk of loss than a customer who has successfully made ten payments on an existing loan with us. Based on this methodology, during the past two years we have seen our combined loan loss reserve as a percentage of combined loans receivable fluctuate between approximately 10% and 14% depending on the overall mix of new, former and past due customer loans. Recent trends. Total loan loss provision for the three and six months endedJune 30, 2021 was 32% and 28% of revenues, respectively, which was below our targeted range of 45% to 55%, and below the 35% and 43% in the respective prior year periods. Net charge-offs as a percentage of revenues for the three and six months endedJune 30, 2021 were 31% and 33%, respectively, compared to 50% in both the respective prior year periods. While we initially anticipated that the COVID-19 pandemic would have a negative impact on our credit quality, instead the large quantity of monetary stimulus provided by the US government to our customer base has generally allowed customers to continue making payments on their loans. However, this has also caused weaker customer demand for additional loans resulting in lower overall loan balances and revenues. We continue to monitor the portfolio during the economic recovery resulting from COVID-19 and continue to adjust our underwriting and credit policies to mitigate any potential negative impacts. In the near-term we expect that net charge-offs as a percentage of revenues will continue to trend lower than our targeted range of 45% to 55% of revenue. In the long-term (post-COVID-19) as loan demand returns and the loan portfolio grows, we expect to continue to manage our total loan loss provision as a percentage of revenues to continue to remain within our targeted range of approximately 45% to 55% of revenue. 50 -------------------------------------------------------------------------------- The combined loan loss reserve as a percentage of combined loans receivable totaled 10% and 14% as ofJune 30, 2021 andJune 30, 2020 , respectively. This year-over-year decrease reflects the continued strong credit performance of the portfolio. Past due loan balances atJune 30, 2021 were 7% of total combined loans receivable - principal, up from 5% from a year ago but have remained relatively flat over the past year, which is attributable to the COVID-19 payment flexibility tools. We are continuing to see that customers are meeting their scheduled payments once they exit the payment deferral program as evidenced by our low delinquency rate as ofJune 30, 2021 which has decreased slightly over the past year. We anticipate the combined loan loss reserve as a percentage of combined loans receivable will move toward historic norms as we continue to grow our loan portfolio during the second half of 2021. We also look at Rise and Elastic principal loan charge-offs (including both credit and fraud losses) by loan vintage as a percentage of combined loans originated - principal. As the below table shows, our cumulative principal loan charge-offs for Rise and Elastic throughJune 30, 2021 for each annual vintage since the 2013 vintage are generally under 30% and continue to generally trend at or slightly below our 25% to 30% long-term targeted range. During 2019, we implemented new fraud tools that have helped lower fraud losses for the 2019 vintage and rolled out our next generation of credit models during the second quarter of 2019 and continued refining the models during the third and fourth quarters of 2019. Our payment deferral programs have also assisted in reducing losses in our 2019 and 2020 vintages coupled with a lower volume of new loan originations in our 2020 vintage. The 2019 and 2020 vintages are both performing better than the 2017 and 2018 vintages. While still very early, we would expect the 2021 vintage to be higher than the 2020 given the increased volume of new customer loans expected to be originated this year and a return of net charge-offs to our targeted range of 45-55% of revenue. It is also possible that the cumulative loss rates on all vintages will increase and may exceed our recent historical cumulative loss experience due to the economic impact of a prolonged crisis resulting from the COVID-19 pandemic. [[Image Removed: elvt-20210630_g2.jpg]] _________ 1) The 2020 and 2021 vintages are not yet fully mature from a loss perspective. 2)UK included in the 2013 to 2017 vintages only. 51 -------------------------------------------------------------------------------- We also look at Today Card principal loan charge-offs (including both credit and fraud losses) by account vintage as a percentage of account principal originations. As the below table shows, our cumulative principal credit card charge-offs throughJune 30, 2021 for the 2020 annual vintage is under 6%. Our 2021 annual vintage also is trending in line with the 2020 vintage. Our 2018 and 2019 vintages are considered to be test vintages and were comprised of limited originations volume and not reflective of our current underwriting standards. [[Image Removed: elvt-20210630_g3.jpg]] 52
--------------------------------------------------------------------------------
Margins
Three Months Ended June 30, Six Months Ended June 30, Margin metrics (dollars in thousands) 2021 2020 2021 2020 Revenues$ 84,540 $ 117,991 $ 174,273 $ 280,458 Net charge-offs(1) (26,063) (58,643) (56,953) (141,450) Additional provision for loan losses(1) (1,162) 17,166 8,758 21,398 Direct marketing costs (10,564) (344) (14,947) (11,313) Other cost of sales (2,905) (1,607) (4,952) (4,277) Gross profit 43,846 74,563 106,179 144,816 Operating expenses (38,606) (36,498) (76,200) (78,855) Operating income$ 5,240 $ 38,065 $ 29,979 $ 65,961 As a percentage of revenues: Net charge-offs 31 % 50 % 33 % 50 % Additional provision for loan losses 1 (15) (5) (8) Direct marketing costs 12 - 9 4 Other cost of sales 3 1 3 2 Gross margin 52 63 61 52 Operating expenses 46 31 44 28 Operating margin 6 % 32 % 17 % 24 % _________ (1)Non-GAAP measure. See "-Non-GAAP Financial Measures-Net charge-offs and additional provision for loan losses." Gross margin is calculated as revenues minus cost of sales, or gross profit, expressed as a percentage of revenues, and operating margin is calculated as operating income expressed as a percentage of revenues. Due to the negative impact of COVID-19 on our loan balances and revenue, we are monitoring our profit margins closely. Long-term, we intend to continue to manage the business to a targeted 20% operating margin. Recent operating margin trends. For the three months endedJune 30, 2021 , our operating margin was 6%, which was a decrease from 32% in the prior year period. For the six months endedJune 30, 2021 , our operating margin was 17%, which was also a decrease from 24% in the prior year period. These margin decreases were primarily driven by decreased revenue as a result of lower average combined loans receivable-principle, lower effective APRs earned on the loan portfolio, and increased direct marketing and origination expenses as we grow our loan portfolio and acquire new customers. Our operating expense metrics have been negatively impacted by the COVID-19 pandemic and its impact on loan balances and revenue. We expect our expense metrics to continue to be negatively impacted in the short term as we continue to focus on growth to increase our new customer loan volume and grow our overall loan portfolio. However, management will continue to look for opportunities to reduce our expenses to help offset the increased loan origination and direct marketing expenses as we continue to experience lower revenues as a result of the COVID-19 pandemic. NON-GAAP FINANCIAL MEASURES We believe that the inclusion of the following non-GAAP financial measures in this Quarterly Report on Form 10-Q can provide a useful measure for period-to-period comparisons of our core business, provide transparency and useful information to investors and others in understanding and evaluating our operating results, and enable investors to better compare our operating performance with the operating performance of our competitors. Management uses these non-GAAP financial measures frequently in its decision-making because they provide supplemental information that facilitates internal comparisons to the historical operating performance of prior periods and give an additional indication of our core operating performance. However, non-GAAP financial measures are not a measure calculated in accordance with US generally accepted accounting principles, or US GAAP, and should not be considered an alternative to any measures of financial performance calculated and presented in accordance with US GAAP. Other companies may calculate these non-GAAP financial measures differently than we do. 53
-------------------------------------------------------------------------------- Adjusted Earnings There was no difference between reported net income (loss) from continuing operations and Adjusted earnings for the second quarter and first half of 2021. Adjusted earnings for the three and six months endedJune 30, 2020 represent our net income (loss) from continuing operations adjusted to exclude: â¢Contingent loss related to a legal matter â¢Cumulative tax effect of adjustments Adjusted diluted earnings (loss) per share is Adjusted earnings divided by Diluted weighted average shares outstanding. The following table presents a reconciliation of net income (loss) from continuing operations and diluted earnings (loss) per share to Adjusted earnings and Adjusted diluted earnings (loss) per share, which excludes the impact of the contingent loss for each of the periods indicated: Three Months Ended June 30, Six Months Ended June 30, (Dollars in thousands except per share amounts) 2021 2020 2021 2020 Net income (loss) from continuing operations$ (3,045) $
16.093
Impact of contingent loss related to a legal matter - 1,422 - 5,685 Cumulative tax effect of adjustments - (395) - (1,580) Adjusted earnings (loss)$ (3,045) $
17,120
Diluted earnings (loss) per share - continuing operations$ (0.09) $
0.38
Impact of contingent loss related to a legal matter - 0.03 - 0.13 Cumulative tax effect of adjustments - (0.01) - (0.04) Adjusted diluted earnings (loss) per share$ (0.09) $
0.40
Adjusted EBITDA and Adjusted EBITDA Margin Adjusted EBITDA represents our net income (loss) from continuing operations, adjusted to exclude: â¢Net interest expense primarily associated with notes payable under the VPC Facility, ESPV Facility, EF SPV Facility and EC SPV Facility used to fund the loan portfolios; â¢Share-based compensation; â¢Depreciation and amortization expense on fixed assets and intangible assets; â¢Gains and losses from dispositions or a contingent loss related to a legal matter included in non-operating (income) loss; and â¢Income taxes. Adjusted EBITDA margin is Adjusted EBITDA divided by revenue. Management believes that Adjusted EBITDA and Adjusted EBITDA margin are useful supplemental measures to assist management and investors in analyzing the operating performance of the business and provide greater transparency into the results of operations of our core business. Adjusted EBITDA and Adjusted EBITDA margin should not be considered as alternatives to net income (loss) from continuing operations or any other performance measure derived in accordance with US GAAP. Our use of Adjusted EBITDA and Adjusted EBITDA margin has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for analysis of our results as reported under US GAAP. Some of these limitations are: â¢Although depreciation and amortization are non-cash charges, the assets being depreciated and amortized may have to be replaced in the future, and Adjusted EBITDA does not reflect expected cash capital expenditure requirements for such replacements or for new capital assets; â¢Adjusted EBITDA does not reflect changes in, or cash requirements for, our working capital needs; and 54
-------------------------------------------------------------------------------- â¢Adjusted EBITDA does not reflect interest associated with notes payable used for funding the loan portfolios, for other corporate purposes or tax payments that may represent a reduction in cash available to us. The following table presents a reconciliation of net income (loss) from continuing operations to Adjusted EBITDA and Adjusted EBITDA margin for each of the periods indicated: Three Months Ended June 30, Six Months Ended June 30, (Dollars in thousands) 2021 2020 2021 2020 Net income (loss) from continuing operations$ (3,045) $ 16,093 $ 9,671 $ 24,015 Adjustments: Net interest expense 8,567 12,177 17,353 25,833 Share-based compensation 1,787 2,599 3,389 5,347 Depreciation and amortization 4,552 4,529 9,795 8,825 Non-operating (income) loss (510) 1,422 (717) 5,685 Income tax expense 228 8,373 3,672 10,428 Adjusted EBITDA$ 11,579 $ 45,193 $ 43,163 $ 80,133
Adjusted EBITDA margin 13.7 % 38.3 % 24.8 % 28.6 % Free cash flow Free cash flow ("FCF") represents our net cash provided by continuing operating activities, adjusted to include: â¢Net charge-offs - combined principal loans; and â¢Capital expenditures. The following table presents a reconciliation of net cash provided by continuing operating activities to FCF for each of the periods indicated: Six Months Ended June 30, (Dollars in thousands) 2021 2020 Net cash provided by continuing operating activities(1)$ 66,687 $ 131,244 Adjustments: Net charge-offs - combined principal loans (41,745) (108,532) Capital expenditures (7,563) (9,508) FCF$ 17,379 $ 13,204 _________ (1)Net cash provided by continuing operating activities includes net charge-offs - combined finance charges. Net charge-offs and additional provision for loan losses We break out our total provision for loan losses into two separate items-first, the amount related to net charge-offs, and second, the additional provision for loan losses needed to adjust the combined loan loss reserve to the appropriate amount at the end of each month based on our loan loss provision methodology. We believe this presentation provides more detail related to the components of our total provision for loan losses when analyzing the gross margin of our business. Net charge-offs. Net charge-offs comprise gross charge-offs offset by recoveries on prior charge-offs. Gross charge-offs include the amount of principal and accrued interest on loans that are more than 60 days past due (Rise and Elastic) or 120 days (Today Card), or sooner if we receive notice that the loan will not be collected, such as a bankruptcy notice or identified fraud. Any payments received on loans that have been charged off are recorded as recoveries and reduce total gross charge-offs. Additional provision for loan losses. Additional provision for loan losses is the amount of provision for loan losses needed for a particular period to adjust the combined loan loss reserve to the appropriate level in accordance with our underlying loan loss reserve methodology. 55 -------------------------------------------------------------------------------- Three Months Ended June 30, Six Months Ended June 30, (Dollars in thousands) 2021 2020 2021 2020 Net charge-offs$ 26,063 $ 58,643 $ 56,953 $ 141,450 Additional provision for loan losses 1,162 (17,166) (8,758) (21,398) Provision for loan losses$ 27,225 $ 41,477 $ 48,195 $ 120,052 Combined loan information The Elastic line of credit product is originated by a third-party lender, Republic Bank, which initially provides all of the funding for that product. Republic Bank retains 10% of the balances of all of the loans originated and sells a 90% loan participation in the Elastic lines of credit to a third-party SPV,Elastic SPV, Ltd. Elevate is required to consolidateElastic SPV, Ltd. as a VIE under US GAAP and the condensed consolidated financial statements include revenue, losses and loans receivable related to the 90% of Elastic lines of credit originated by Republic Bank and sold to Elastic SPV. Beginning in the fourth quarter of 2018, we started licensing our Rise installment loan brand to a third-party lender,FinWise Bank , which originates Rise installment loans in 17 states.FinWise Bank retains 4% of the balances of all the loans originated and sells a 96% participation to a third-party SPV,EF SPV, Ltd. We do not own EF SPV, but we are required to consolidate EF SPV as a VIE under US GAAP and the condensed consolidated financial statements include revenue, losses and loans receivable related to the 96% of Rise installment loans originated byFinWise Bank and sold to EF SPV. Beginning in 2018, we started licensing the Today Card brand and our underwriting services and platform to launch a credit card product originated by CCB, which initially provides all of the funding for that product. CCB retains 5% of the credit card receivable balance of all the receivables originated and sells a 95% participation in the Today Card credit card receivables to us. The Today Card program was expanded beginning in 2020. Beginning in the third quarter of 2020, we also license our Rise installment loan brand to an additional bank, CCB, which originates Rise installment loans in three different states thanFinWise Bank . Similar to the relationship withFinWise Bank , CCB retains 5% of the balances of all of the loans originated and sells the remaining 95% loan participation in those Rise installment loans to EC SPV. We do not own EC SPV, but we are required to consolidate EC SPV as a VIE under US GAAP and the condensed consolidated financial statements include revenue, losses and loans receivable related to the 95% of the Rise installment loans originated by CCB and sold to EC SPV. The information presented in the tables below on a combined basis are non-GAAP measures based on a combined portfolio of loans, which includes the total amount of outstanding loans receivable that we own and that are on our balance sheets plus outstanding loans receivable originated and owned by third parties that we guarantee pursuant to CSO programs in which we participate. See "-Basis of Presentation and Critical Accounting Policies-Allowance and liability for estimated losses on consumer loans" and "-Basis of Presentation and Critical Accounting Policies-Liability for estimated losses on credit service organization loans." We believe these non-GAAP measures provide investors with important information needed to evaluate the magnitude of potential loan losses and the opportunity for revenue performance of the combined loan portfolio on an aggregate basis. We also believe that the comparison of the combined amounts from period to period is more meaningful than comparing only the amounts reflected on our balance sheet since both revenues and cost of sales as reflected in our financial statements are impacted by the aggregate amount of loans we own and those CSO loans we guarantee. Our use of total combined loans and fees receivable has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for analysis of our results as reported under US GAAP. Some of these limitations are: â¢Rise CSO loans are originated and owned by a third-party lender and â¢Rise CSO loans are funded by a third-party lender and are not part of the VPC Facility. As of each of the period ends indicated, the following table presents a reconciliation of: â¢Loans receivable, net, Company owned (which reconciles to our Condensed Consolidated Balance Sheets included elsewhere in this Quarterly Report on Form 10-Q); â¢Loans receivable, net, guaranteed by the Company (as disclosed in Note 3 of our condensed consolidated financial statements included elsewhere in this Quarterly Report on Form 10-Q); â¢Combined loans receivable (which we use as a non-GAAP measure); and â¢Combined loan loss reserve (which we use as a non-GAAP measure). 56 -------------------------------------------------------------------------------- 2020 2021 (Dollars in thousands) June 30 September 30 December 31 March 31 June 30 Company Owned Loans: Loans receivable - principal, current, company owned$ 387,939 $
346.380
Loan claims – principal, past due, owned by the company
18,917 21,354 25,563 21,678 27,231 Loans receivable - principal, total, company owned 406,856 367,734 397,883 352,929 399,299 Loans receivable - finance charges, company owned 25,606 24,117 25,348 21,393 19,157 Loans receivable - company owned 432,462 391,851 423,231 374,322 418,456 Allowance for loan losses on loans receivable, company owned (59,438) (49,909) (48,399) (39,037) (40,314) Loans receivable, net, company owned$ 373,024 $ 341,942 $ 374,832 $ 335,285 $ 378,142 Third Party Loans Guaranteed by the Company: Loans receivable - principal, current, guaranteed by company$ 6,755 $
9.129
Loan claims – principal, past due, guaranteed by the company
117 314 144 15 4 Loans receivable - principal, total, guaranteed by company(1) 6,872 9,443 1,939 160 21 Loans receivable - finance charges, guaranteed by company(2) 550 679 299 22 4 Loans receivable - guaranteed by company 7,422 10,122 2,238 182 25 Liability for losses on loans receivable, guaranteed by company (1,156) (1,421) (680) (122) (7) Loans receivable, net, guaranteed by company(2)$ 6,266 $ 8,701 $ 1,558 $ 60 $ 18 Combined Loans Receivable(3): Combined loans receivable - principal, current$ 394,694 $
355.509
Combined Loan Receivables – Amortization, Overdue
19,034 21,668 25,707 21,693 27,235 Combined loans receivable - principal 413,728 377,177 399,822 353,089 399,320 Combined loans receivable - finance charges 26,156 24,796 25,647 21,415 19,161 Combined loans receivable$ 439,884 $ 401,973 $ 425,469 $ 374,504 $ 418,481 Combined Loan Loss Reserve(3): Allowance for loan losses on loans receivable, company owned$ (59,438) $
(49,909)
Liability for credit claims guaranteed by the company
(1,156) (1,421) (680) (122) (7) Combined loan loss reserve$ (60,594) $
(51,330)
Combined Loan Receivables – Amortization, Overdue (3)
$ 19,034 $
21,668
Combined Loan Claims – Principal (3)
Percentage Overdue (1)
5 % 6 % 6 % 6 % 7 % Combined loan loss reserve as a percentage of combined loans receivable(3)(4) 14 % 13 % 12 % 10 % 10 % Allowance for loan losses as a percentage of loans receivable - company owned 14 % 13 % 11 % 10 % 10 %
_________
(1)Represents loans originated by third-party lenders through the CSO programs, which are not included in our condensed consolidated financial statements. (2)Represents finance charges earned by third-party lenders through the CSO programs, which are not included in our condensed consolidated financial statements. (3)Non-GAAP measure (4)Combined loan loss reserve as a percentage of combined loans receivable is determined using period-end balances. 57
-------------------------------------------------------------------------------- COMPONENTS OF OUR RESULTS OF OPERATIONS Revenues Our revenues are composed of Rise finance charges and CSO fees (inclusive of finance charges attributable to the participation in Rise installment loans originated byFinWise Bank and CCB), cash advance fees attributable to the participation in Elastic lines of credit that we consolidate, finance charges and fee revenues related to the Today Card credit card product, and marketing and licensing fees received from third-party lenders related to the Rise, Rise CSO, Elastic, and Today Card products. See "-Overview" above for further information on the structure of Elastic. Cost of sales Provision for loan losses. Provision for loan losses consists of amounts charged against income during the period related to net charge-offs and the additional provision for loan losses needed to adjust the loan loss reserve to the appropriate amount at the end of each month based on our loan loss methodology. Direct marketing costs. Direct marketing costs consist of online marketing costs such as sponsored search and advertising on social networking sites, and other marketing costs such as purchased television and radio advertising and direct mail print advertising. In addition, direct marketing cost includes affiliate costs paid to marketers in exchange for referrals of potential customers. All direct marketing costs are expensed as incurred. Other cost of sales. Other cost of sales includes data verification costs associated with the underwriting of potential customers and automated clearing house ("ACH") transaction costs associated with customer loan funding and payments. Operating expenses Operating expenses consist of compensation and benefits, professional services, selling and marketing, occupancy and equipment, depreciation and amortization as well as other miscellaneous expenses. Compensation and benefits. Salaries and personnel-related costs, including benefits, bonuses and share-based compensation expense, comprise a majority of our operating expenses and these costs are driven by our number of employees. Professional services. These operating expenses include costs associated with legal, accounting and auditing, recruiting and outsourced customer support and collections. Selling and marketing. Selling and marketing costs include costs associated with the use of agencies that perform creative services and monitor and measure the performance of the various marketing channels. Selling and marketing costs also include the production costs associated with media advertisements that are expensed as incurred over the licensing or production period. These expenses do not include direct marketing costs incurred to acquire customers, which comprises CAC. Occupancy and equipment. Occupancy and equipment include rent expense on our leased facilities, as well as telephony and web hosting expenses. Depreciation and amortization. We capitalize all acquisitions of property and equipment of$500 or greater as well as certain software development costs. Costs incurred in the preliminary stages of software development are expensed. Costs incurred thereafter, including external direct costs of materials and services as well as payroll and payroll-related costs, are capitalized. Post-development costs are expensed. Depreciation is computed using the straight-line method over the estimated useful lives of the depreciable assets. Other expense Net interest expense. Net interest expense primarily includes the interest expense associated with the VPC Facility that funds the Rise installment loans, the ESPV Facility related to the Elastic lines of credit and related Elastic SPV entity, and the EF SPV and EC SPV Facilities that fund Rise installment loans originated byFinWise Bank and CCB, respectively. Interest expense also includes any amortization of deferred debt issuance cost and prepayment penalties incurred associated with the debt facilities. 58
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