MoneyGram International, Inc. ( MGI)

Q3 2011 Earnings Conference Call

October 27, 2011 9:00 AM ET

Executives

Alex Holmes – SVP, Corporate Strategy and IR

Pam Patsley – Chairman and CEO

Jim Shields – EVP and CFO

Analysts

Kartik Mehta – Northcoast Research

Mike Grondahl - Piper Jaffray

Bob Napoli – William Blair

Robert Dodd – Morgan Keegan & Company

Presentation

Operator

Good morning and welcome to the MoneyGram International Third Quarter 2011 Earnings Conference Call. Today's call is being recorded. At this time, all participants have been placed in a listen-only mode and the floor will be open for your questions following the presentation.

It is now my pleasure to turn the floor to your host, Alex Holmes, Senior Vice President of Investor Relations and Strategic Development. Please go ahead, sir.

Alex Holmes

Thank you. Good morning, everyone. And welcome to our third quarter 2011 conference call. With me today are Pam Patsley, Chairman and Chief Executive Officer; and Jim Shields, Executive Vice President and Chief Financial Officer.

If you've not yet seen our earnings release, you can find it on our website at moneygram.com. I must remind you that today's call is being recorded and that the various remarks we make about future expectations, plans, and prospects constitute forward-looking statements for purposes of the Safe Harbor provisions under the Private Securities Litigation Reform Act of 1995.

Actual results may differ materially from expectations, plans, and prospects contemplated in any forward-looking statements as a result of various factors, including those discussed in our filings with the SEC. I encourage everyone on this call to read our SEC filings, including our 10-Q for the quarter ended September 30, 2011, which is expected to be filed with the SEC by November 3.

Additionally, I want to note that today's remarks include certain non-GAAP financial measures, including EBITDA, adjusted EBITDA, and adjusted EBITDA margin. Our earnings release includes the full reconciliation of these non-GAAP financial measures to the related GAAP financial measures.

And with that, I'll turn the call to Pam.

Pamela H. Patsley

Thanks Alex. Good morning everyone. We had a great third quarter at MoneyGram across the board and in spite of continued global economic challenges, we had excellent results. Both total revenue as well as fee and other revenue increased 10% led by impressive performance in our core money transfer business. Money transfer transactions increased 13% but constant currency revenue increasing 12%. Growth in the money transfer business was solid in all regions with newest US sends increasing 16%. US outbound sends increasing 9% and sends originating outside of the US increasing 16%.

We increased our global agent locations by 24%, ending the quarter with 256,000 global agent locations. Our focus in squarely on agents’ productivity with this growing base.

Adjusted EBITDA for the quarter increased 6% to $72 million and diluted earnings per share was $0.03. Adjusted EBITDA margin was a strong 22.4% and while down slightly from the third quarter in 2010, adjusted EBITDA margin is up sequentially from 20.7% in the second quarter. On a year-over-year basis, the reduction in margin is related to our planned increase in marketing expense during the quarter of $1.1 million, along with lower net investment revenue and lower operating income from our bill payment business.

Now, taking a closer look at our money transfer business. During the quarter, our US to US business again delivered impressive year-over-year transaction growth. 16% for the quarter just ended. This is our fifth consecutive quarter of double-digit transaction growth in this line of business, US to US.

Revenue in the US to US business accelerated above last quarter’s growth. As we stated previously in the fourth quarter, we will finally lap a $5 for $50 pricing which was implemented last year in 2010.

Our US agent base continues to grow. This week, we were excited to launch our service with QC Holdings in Kansas City. QC will offer MoneyGram money transfer bill payments and money orders in more than 300 locations, and through them we extend our presence with a leading pay-day lender.

Our US outbound business also had another solid quarter, reporting transaction growth of 9%, which was driven by sends to Mexico, where again accelerated our growth to report 13% growth. We are really pleased with especially since the corresponding revenue growth was also double-digit. This is the eighth consecutive quarter of accelerated growth in US to Mexico transactions. In Mexico, we recently signed an agreement with De Banco. This addition provides improved covered in and around Mexico City and many resorts import areas. We continued to improve our network in Mexico which we believe has much to do with our outside market gains we’ve been reporting there.

Sends from the US to other areas in Latin America such as El Salvador, Guatemala and Honduras remain strong. In Latin America, we previously announce the signing of several agreements and are please to share we will be launching next week our service with Banco de Credito in 350 locations.

Intra LAC sends are growing, as migrant consumers seeking work make alternative choices to traditional quarter patterns. US send transactions to non-Latin America markets help to round out a very solid quarter. Transactions sends to Philippines, Ghana, Romania, India, Russia and China among others all delivered very good transaction growth in the third quarter.

Now send transactions originating out of the US remain very healthy, delivering our eighth consecutive quarter of double-digit transaction growth and this despite a weak global economy. Whether it’s been political turmoil in the Middle East and North Africa, or economic and employment challenges across parts of Europe, our team at MoneyGram has navigated these situations well. Our customers have shown incredible resilience, and our business continues to grow at exceptional rate during the tough times. We think we’ve been focusing on the right corridors for growth.

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