Investor Presentation
March 2015
LendingTree, Inc.
(Nasdaq: TREE)
Forward-Looking Statements
Safe Harbor Statement Under the Private Securities Litigation Reform Act of 1995
The matters contained in this presentation may be considered to be "forward-looking statements" within the meaning of
the Securities Act of 1933 and the Securities Exchange Act of 1934, as amended by the Private Securities Litigation Reform
Act of 1995. Those statements include statements regarding the intent, belief or current expectations or anticipations of
LendingTree and members of our management team. Factors currently known to management that could cause actual
results to differ materially from those in forward-looking statements include the following: adverse conditions in the
primary and secondary mortgage markets and in the economy, particularly interest rates; seasonality of results; potential
liabilities to secondary market purchasers; changes in the Company's relationships with network lenders; breaches of
network security or the misappropriation or misuse of personal consumer information; failure to provide competitive
service; failure to maintain brand recognition; ability to attract and retain customers in a cost-effective manner; ability to
develop new products and services and enhance existing ones; competition; allegations of failure to comply with existing
or changing laws, rules or regulations, or to obtain and maintain required licenses; failure of network lenders or other
affiliated parties to comply with regulatory requirements; failure to maintain the integrity of systems and infrastructure;
liabilities as a result of privacy regulations; failure to adequately protect intellectual property rights or allegations of
infringement of intellectual property rights; and changes in management. These and additional factors to be considered
are set forth under "Risk Factors" in our Annual Report on Form 10-K for the period ended December 31, 2013, our
Quarterly Report on Form 10-Q for the period ended September 30, 2014 and in our other filings with the Securities and
Exchange Commission. We undertake no obligation to update or revise forward-looking statements to reflect changed
assumptions, the occurrence of unanticipated events or changes to future operating results or expectations.
About LendingTree, Inc.
LendingTree, Inc. (NASDAQ: TREE) operates the nation’s leading online loan marketplace and provides consumers with an
array of online tools and information to help them find the best loans for their needs. LendingTree’s online marketplace
connects consumers with multiple lenders that compete for their business, empowering consumers as they
comparison-shop across a full suite of loans and credit-based offerings. Since inception, LendingTree has facilitated more than 35
million loan requests. LendingTree provides access to lenders offering home loans, home equity loans/lines of credit,
personal loans, auto loans, student loans and more.
Company History
July ‘98
LendingTree.com
launched nationally
June ‘96
LendingTree
founded
Feb ‘00
LendingTree IPO
$44M
Sept ‘04
Acquired
Home Loan Center
(“HLC”; principal
mortgage lender)
Aug ‘08
Tree.com
spun out from IAC;
Return to standalone
public company
Sept ‘11
Sold
RealEstate.com
Jan ‘15
Corporate name
changed to
LendingTree, Inc.
from Tree.com, Inc.
1996
1996
May ‘03
LendingTree
Acquired by
IAC
$726M
June ‘12
Sold HLC
business
to Discover
$56M
1997
1999
2001
2003
2005
2007
2009
2011
2013
2015
A True Online Marketplace
Matching Consumers with Lenders and Other Service Providers
Access to
Multiple
Offers
Cost-Efficient
Customer
Acquisition
Retail Banks Specialty Finance & P2P Mortgage Cos. OtherFree Credit Scores
Tools & Resources
Ratings & Reviews
Performance Marketing
Machine
Exchanges
Matching Platform
Real-Time
Reporting & Analytics
Auto Dealers/
Where Consumers Shop for Money
Analogous to other marketplaces
in Travel, Retail, etc.
THE Online Marketplace for
Consumer Loan Shopping
$16B+ Annual Loan Originations
(1)
Facilitated by
LendingTree
Working With Top-Tier Lenders…
…across loan categories
…of all models…
1) Annual run-rate based on lender-reported funding data and internal estimates.
Mortgage
Home
Equity
Auto Loans
Personal
Loans
Other
$16B+
Banks
Mortgage
Lenders/
Brokers
P2P &
Specialty
Finance
Student
Loan Refi
Small
Business
Providing Value to Both Borrowers and Lenders
Lenders
receive predictable, targeted,
cost-efficient volume
Borrowers
can save by comparison-shopping
1) Source: LT press release (10/15/14) – “In the third quarter, borrowers with a ‘good’ credit rating (as measured by a credit score between 690 and 719) seeking a $10,000, 36-month personal loan who received offers from at least two lenders experienced an average interest rate differential of 4.74 percentage points, or 474 basis points, between the highest and lowest offers presented to them in their My LendingTree accounts.”
Multiple Delivery Methods
Highly-Targeted “Filters”
Reporting & Analytics
How We Make Money
Lender Economics of Customer Acquisition
Price
per Lead
X
# of Leads
Purchased
=
Total
Lender
Spend
÷
Funded Loan
Volume
=
Cost per
Funded Loan
•
$1–$100+
Conversion)
(Lender
•
50–150 bps
Example: Mortgage
Other loan categories follow similar paradigms
Mortgage
$8.2
Home Equity
$0.5
Student Loans
$1.2
Auto Loans
$1.0
Credit Card
$0.7
Consumer
Unsecured
$0.3
Small Biz
$0.3
US Debt Outstanding
Consumer
(2)
& Small Business
(3)
Consumer Finance: $12 Trillion Debt/Credit Outstanding
Consumer finance: the opportunity
is massive
$12 Trillion in US Consumer Debt
outstanding
Early stages of fundamental shift
from offline to online
Today, our share of the overall
market is small
•
LendingTree facilitating ~1.2% of all
mortgage originations
(1)
•
In other categories, we facilitate < 1%
1) Estimated share of mortgage originations facilitated by LendingTree based on lender-reported funding data, internal estimates and market data from Mortgage Banker’s Association. 2) FRB of NY – Quarterly Report on Household Debt & Credit, February 2015.
3) FDIC Statistics on Depository Institutions Report (C&I loans of $1.0M or less to U.S. addressees) as of 12/31/14.
US Debt Outstanding
Consumer
(1)
& Small Business
(2)
$8.2
$0.5
$1.2
$1.0
$0.7
$0.3
$0.3
$0
$1
$2
$3
$4
$5
$6
$7
$8
$9
$10
Mortgage
HE
Student
Auto
CC
Other
(incl.
Personal
Loans)
Small Biz
+7x
#2
Category
Consumer Finance: Mortgage Leadership & New Category Growth
1) FRB of NY – Quarterly Report on Household Debt & Credit, February 2015.
2) FDIC Statistics on Depository Institutions Report (C&I loans of $1.0M or less to U.S. addressees) as of 12/31/14.
($ T ri ll io n s)
Lenders tell us:
Borrower acquisition is their key
constraint to growth
Unique in driving customer acquisition
across full spectrum of loan categories
Mortgage: +7x the #2 loan category
Alternative lending platforms driving
growth/innovation in previously
underserved markets
•
Personal Loans
•
Small Business Loans
•
Student Loan Refinancing
Well-positioned to grow share
across all lending categories
2014: $167M Revenue Facilitating Est. 0.8% share of originations across
all loan categories
$500M
revenue
2.2% share
$1.0B
revenue
4.4% share
10% share
$2.0B+
revenue
Market Share / Revenue Opportunity
Source: Third-party and internal estimates.
Continuous Product Innovation
Student Loan Refi – Q4 ‘14
Small Biz Loans – Q3 ‘14
Loan Officer Directory – Q1 ‘14
Personal Loans – Q3 ‘13
Mobile Experience – Q2 ‘13
Credit Cards – Q2 ‘13
Reverse Mortgage – Q1 ‘13
All-New My LendingTree
Free credit score for consumers enables:
•
Proactive, market-based savings alerts to
consumers
•
Exposure to broader set of LT offerings
Reduces dependence on paid marketing
•
Repeat user engagement – lifetime value
~700,000 users enrolled
Launched late Q2 ‘14
100% free credit score…“with a brain”
John Doe
$ $
0
1,000
2,000
3,000
4,000
5,000
6,000
Daily New Users
My LendingTree User Growth
Cumulative New Users
1st 200k
in 119 days
3rd 200k
in 44 days
2nd 200k
in 72 days
Mobile
enabled
Scaling paid
marketing
The Iconic Brand
68% brand awareness
$1+ billion lifetime investment
Q3 ‘14 – first TV spot targeting personal loans
Nov ‘14 – “Free credit score with brain”
targeting My LendingTree enrollment
79%
68%
64%
22%
13%
8%
2%
0%
20%
40%
60%
80%
100%
Wells Fargo
Quicken Loans
Zillow
Bankrate
Lower-My-Bills
Google Advisors
Aided Brand Awareness
(1)
Source: LendingTree Consumer Research Study conducted by S. Radoff Associates, LLC, February 2015. 1,722 online surveys. Prospects defined as creditworthy current or prospective homeowners who are in the market for either a primary mortgage or refinancing.
Operating Model
, ~1.2% (3)
Revenue
100%
•
Match Fees
•
Closed Loan Fees
•
Hybrid
- Working Media Expense
58%
•
TV
•
Radio
•
•
Paid Search
•
Organic Search
•
Display
•
Social Media
•
Partnerships
•
- Non-Media Expense
2%
•
•
Ad Serving
Creative Production
•
Agency Fees
•
Free Credit Scores
(My LendingTree)
= Variable Marketing Margin
40%
- Cost of Revenue
(2)
5%
•
Credit Scoring
•
Credit Card Processing
•
Lead Verification
•
Licensing
- Selling & Marketing
(2)
6%
•
Personnel
- Product Development
(2)(3)
4%
•
Personnel
•
Outsourced Development Work
- General & Administrative
(2)(4)
11%
•
•
Corporate Personnel
Professional Fees
•
Technology Infrastructure
•
Office Expenses
•
HR & Recruiting
•
Taxes & Insurance
= Adjusted EBITDA
14%
1) Reflects the three months ended 12/31/14. 2) Excludes non-cash compensation.
3) Net of capitalized software development expense.
4) Excludes certain adjusted items. Please see LendingTree’s “Definition of Adjusted EBITDA” in our form 10-Q for the period ended September 30, 2014.
$13.5 $13.7
$15.1
$16.3
$15.2 $15.8
$16.7
$17.5
$20.0
$28.1
$37.4 $37.3
$36.4
$40.0
$42.1
$41.3
$43.9
48% 37% 40% 45% 38% 37% 40% 40%0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
$0
$5
$10
$15
$20
$25
$30
$35
$40
$45
$50
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15
VMD
Revenue
VMM%
Quarterly Financial Performance
, ~1.2% (3)
Adjusted EBITDA
(1)($ Mil)
Revenue & VMM
($ Mil)
$46-$48
$4.1
$3.4
$5.4
$5.9
$4.5
$5.5
$5.8
$6.0
15% 9% 14% 16% 11% 13% 14% 14%0%
5%
10%
15%
20%
25%
30%
35%
40%
$0
$1
$2
$3
$4
$5
$6
$7
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14 Q1'15
AEBITDA
AEBITDA%
$6-7 $19-$20 Launched National Brand Campaign1) Adjusted EBITDA is a non-GAAP measure. Please see our definition of adjusted EBITDA and our reconciliation of non-GAAP measures to GAAP in our form 10-Q for the period ended 9/30/14 and in our other SEC filings.
, ~1.2% (3) $25.3 $33.1 $33.0 $31.7 $34.2 $34.7 $32.0 $33.2 $2.8 $3.7 $4.4 $4.7 $5.8 $7.5 $9.3 $10.7
$28.1
$37.4
$37.3
$36.4
$40.0
$42.1
$41.3
$43.9
$15
$20
$25
$30
$35
$40
$45
$50
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14
Mtge Products
Non-Mortgage
Corp/Other (1)
Revenue
($ Mil)
1) Reflects certain marketing services revenue recorded in our Corporate segment.
Unpacking Growth: Mortgage vs. Non-Mortgage
Total revenue +20% in 2014 vs 2013
•
Mortgage Products +9%
•
Non-Mortgage Products +114%
Product innovation and diversification
•
New and re-launched loan & credit
categories
•
Product enhancements for consumers and
lenders
Strategic brand investment to maximize
lifetime value
Marketing machine + analytics
optimization
2013 =
$139.2M
2014 =
$167.4M
, ~1.2% (3)
$2.8
$3.7
$4.4
$4.7
$5.8
$7.5
$9.3
$10.7
10%
10%
12%
13%
14%
18%
23%
24%
5%
10%
15%
20%
25%
30%
$0
$2
$4
$6
$8
$10
$12
Q1'13
Q2'13
Q3'13
Q4'13
Q1'14
Q2'14
Q3'14
Q4'14
Non-Mortgage Revenue
% of Total
Non-Mortgage Revenue
($ Mil)
Non-Mortgage: Innovation & Diversification
Y/Y Growth
4%
92%
108%
105%
111%
128%
Reverse
Mortgage
Credit
Cards
Personal
Loans
Student
Loans
Personal
Loans
>$1M
revenue
(July)
Small
Biz
Loans
Student
Loan
Refi
Personal
Loans
>$2M
revenue
(Jan.)
, ~1.2% (3) 30% 95% 75% 51% 35% 5% (3%) 5% 17% 16% (20%) (42%) (52%) (45%) (28%) (17%)
(75%)
(50%)
(25%)
0%
25%
50%
75%
100%
Q1'13 Q2'13 Q3'13 Q4'13 Q1'14 Q2'14 Q3'14 Q4'14TREE Mtge Products Revenue
Mtge Industry Originations (1)
Mtge Products Revenue vs. Industry Originations
(Y/Y % Change)
1) Survey of estimates from MBA, Fannie Mae and Freddie Mac.
Mortgage: Outperformed the Market
Rate
Table
National
Brand
Campaign
Loan
Officer
Directory
Local
Intros
Lapped
Brand
Campaign
Lead
Quality
Initiative
Mobile
App
Pre-Qual
Mobile
Forms
Mobile
Traffic
>50%
Selected Balance Sheet Items
Working capital of $81.0M
(1)
•
Increase of $17.6M, or $1.46
per diluted share, during Q4
Significant NOLs
(2)
•
$30M Federal
•
$301M State
($ Mil)
9/30/14
12/31/14
Cash & Equivalents
$83.6
$86.2
Restricted Cash & Equivalents
21.9
18.7
Accounts Receivable
13.8
13.6
Total Current Assets
121.1
119.7
PP&E
5.6
5.3
Goodwill
3.6
3.6
Intangible Assets
11.6
11.1
Total Assets
$142.0
$139.9
Accounts Payable
$2.3
$1.1
Accrued Expenses & Other Current
23.6
25.5
Current Liabilities of Discontinued Ops (4)
31.8
12.1
Total Current Liabilities
57.7
38.6
Total Liabilities
62.7
43.5
Shareholders’ Equity
79.3
96.4
Total Liabilities & Shareholders’ Equity
$142.0
$139.9
1) Defined as current assets minus current liabilities. 2) As of 12/31/13.
3) $12.1M of restricted cash expected to be released in December 2015.
4) Includes loan loss reserve of $28.4M and $8.8M as of 9/30/14 and 12/31/14, respectively.
Guidance Summary
Q1 2015
Revenue
$46.0
-
$48.0
Y/Y Growth
15%
-
20%
VMM $
$19.0
-
$20.0
Y/Y Growth
25%
-
31%
Adj. EBITDA
$6.0
-
$7.0
Y/Y Growth
34%
-
56%
FY 2015
Revenue
(1)
$192.5
-
$200.8
Y/Y Growth
15%
-
20%
VMM $
$76.0
-
$80.0
Y/Y Growth
(1)
17%
-
23%
Adj. EBITDA
$27.0
-
$29.0
Y/Y Growth
(1)
24%
-
33%
2014: $167M Revenue Facilitating Est. 0.8% share of originations across
all loan categories
$500M
revenue
2.2% share
$1.0B
revenue
4.4% share
10% share
$2.0B+
revenue
Market Share / Revenue Opportunity
Source: Third-party and internal estimates.
Long-Term Model
, ~1.2% (3)
1) Reflects the twelve months ended 12/31/14. 2) Reflects mid-point of current FY 2015 guidance.
% of Revenue(1)
