Case study Flashcards
Define active customers
The total number of unique customers who have completed at least one transaction within the last 12 months. MTOs consider the sender of money, rather than the recipient, to be their customer.
Define an agent
An individual/business authorised by an MTO to represent it and handle transactions on their behalf.
Responsibilities include: receiving and disbursing funds, answering customer queries, verifying the identities of senders and receivers and marketing
Basically do more than a partner foes and also usually physically disburse funds
B2B and C2C
Business to business (as stated) and customer to customer payments (individual to another)
Client money
for an MTO this refers to funds deposited with pay-out partners and held in segregated accounted separate from standard bank deposits, The money is held in trust by the partner until it is used to settle a transaction.
Corridor
A specific route (between origin and destination country) through which MTOs facilitate payments, For example, transfers from the UK to Egypt would be considered one corridor
Destination country
The country where the recipient of the payment is located and the payment is received
Float
Funds that an MTO holds in reserve in various currencies across different accounts or jurisdictions to facilitate the prompt execution of cross-border payments or currency exchanges.
These funds are deposited into bank accounts in the countries where the operator has presence or has established partnerships, before any transactions actually take place. This arrangement is known as pre-funding.
Know your customer (KYC)
Regulations requiring financial organisations to verify the identity of customers to prevent fraud, money laundering and terrorism financings. These apply to all orgs involved in processing payments and taking deposits in the Uk and in most other countries.
MTO
Money transfer operator (MTO) client facilitating cross border payments charging a fee for doing so
Origin/send country
The country where the sender of a payment is located and where the payment originates
Partners (pay-in and pay-out)
Local business or outlets that enable customers to deposit (pay-in partners) and withdraw (pay-out partners) funds from a money transfer service. These partners are vital for providing an international reach.
They are generally financial services orgs with established payment systems in their home country and have limited contact with the customer
Pre-funding
The practise of MTOs having sufficient funds available in the destination country prior to facilitating the payment, held by their pay-out partner to ensure the recipient can receive money immediately after the transfer is initiated by the sender.
This facilitates fast payment but involves foreign exchange and credit risk for the MTO (funds held are referred to as the float)
Partnership agreements detail amount and frequency of top ups
Post funding
The practise whereby funds are transferred to the pay-out partner after the MTO has received the funds from the sender.
This can lead to slower transfer times than pre-funding depending on the contract in place but it is usually lower-cost to the customer. It can also eliminate forex and credit risk for the customer
Remittances, what are they. How much of the C2C market do they make up?
Usually refers to the transfer (sending) of money by individuals to their home country or region (migrants)
World bank defines as cross-border personal transfers and compensation of employee
Make up 36% of all C2C transfers at US$656 billion per year
Increasing because of increased global migration
the UN are calling for reduction of this charge to 3% from 6.3% to ‘reduce inequality within and among countries’ saving families affected SU$20 billion per year
Settlement assets
The assets used to settle/complete a money transfer between parties where pre-funding arrangements are in place. This is usually cash held as a float in the relevant currency.
Settlement obligations
Amounts owed to recipients of money transfers, or to partners, consisting of monies collected from the sender but not yet paid. This usually refers to post-funding arrangements.
Third party acquirer
Any business that collects payments from customers on behalf of others.
For example, customers often pay with debit/credit cards, in which case the transaction will be verified and processed by the third-party acquirer who is the card issuer.
The TP will settle the transaction with the MTO directly, or with its local pay-in partner.
Fintech
No official definition however used to describe businesses that apply new tech to challenge or disrupt incumbents within certain areas of financial services, notably banks, insurers and credit card providers.
How much is the market right now and how is this expected to grow?
US$190 trillion total expected to grow 53% by 2030
US$1.8 trillion for C2C and expected to grow by 80% by 2030
How much do banks/western union charge customers typically?
1.5% for business transactions // 6.3% for C2C
Who regulates MTOs? What does it require? (4)
FCA
Requires:
-Strict and robust security such as encryption and secure data transmission
-Have mechanisms in place to detect, prevent and respond to unauthorised payments
-Provide clear info on fees, forex rates and transaction processing times
-Carry out KYC procedures to prevent fraud and money laundering eg require a passport to set up accounts
Revenue model for MTOs
1) Providing an exchange rate to the customer which is less favourable than the rate available to the MTO. The MTO makes money on the spread between the two rates (forex mark up)
2) Charging a fee (fixed or variable or combo)
The first method has been criticised for lack of transparency by campaign groups, regulators and MTOs that adopt the second method
What make up processing costs for an MTO
pay-in and pay-out partner fees and also third party acquirer fees
Industry changes driven by which significant factors. (3)
Consumer expectations: growth in demand for fast, affordable and transparent services especially with emergence of new tech and alternative payment methods
Emerging market trade is increasing influenced by initiatives such as the African continental free trade area and China’s belt and road initiative
Mobile access in countries is enhancing access to bank and e-payment services thus increasing financial inclusion
How many origin countries and destination countries does WMP have?
6 origin : Uk, france, Canada, Australia, US and Singapore
15 destination: India, pakistan, bangladesh, Mexico, Nicaragua, Guatemala, DR, Phillipines, Egypt, Kenya, Zimbabwe, Nigeria, Somalia, South Sudan and Uganda
What are WMP’s values?(7)
1) Integrity and transparency
2) Stakeholder prosperity
3) Innovation for inclusion - breakdown barriers in international payments
4) Customer-centricity
5) Collaboration and diversity
6) Respect for privacy and security
7) Commitment to growth and learning
How much did Hamilton Inc contribute as investment into WMP in 2016? What about in 2020?
£100m and then £75 in 2020
What is the take rate?
The total % of the transaction amount that an MTO takes as revenue inc all fees (for other MTOs that arent WMP this usually also inc the profit from forex diff)
Take rate=Revenue from transaction/Transaction value *100
What is WMPs typical variable cost fee %?
0.5% of transaction value
In prior year had a failed promotion which increased burden on staff operationally, low value increased volume transactions increased partner fees the promotion was a waiver of fixed fees for a month and this was 35% in March 2023 but was not covered by increased variable costs increases during the prometon, errors also increase customer complaints, however, evidence this boost business the rest of the year after fees were reinstated
Key research from promotion and its failure:(3)
40% of those who used WMP for the first time during the promotion made a subsequent purchase (high %)
Many of their target market were unware of the promotion
Didn’t see a direct response from competitors during the month, although they routinely run their own promotions
Wirewing plc
Fintech competitor founded in 2011 , also use midmarket rate and have similar values to WMP, have a banking licence so can provide a debit card to customes – listed on LSE in 2023 following rapid growth. Started offering tech to other providers under a white label basis
Xylofunds
Fintech competitor introduced by FXLS, one of the world’s biggest banks, standalone MTO product offering multi-currency card features and in-app transfers . Pricing is at the higher end with conversion fees above market average - potential that if successful could lead to incumbents introducing more niche apps such as this
SintiqAchi
Fintech competitor and ‘challenger bank’ in the Uk and other counties. Aoo combines everyday banking with international money transfers offering customers the ability to hold, exchange and send money in over 30 currecnies at a competitive exchange rate. Sintiq has a competitive fee and marketing is heavily focused on social media such as Instagram, TikTok and Youtube tapping into the lifestyle and habits of its primarily younger, digital first audience.
Key risks from extract (10) and their risk rating.(8)
Achieving scale-Medium likelihood
Partners-Medium
Innovation-High
New entrants-High
Managing growth-Medium
Illegal use-High
Long-term foreign exchange-Medium
Short-term foreign exchange-Medium
What are the revenue streams by region (largest to smallest)?
Americas - 63600k
EMEA - 34525k
Asia pacific - 15825k
By how much is the C2C market expected to grow between now and
2030?
80% from 1.8 trillion
How much did Hamilton Inc invest in WMP in 2020?
What about initially?
75m in 2020
100m initial investment in 2016
How many origin countries does WMP have?
6: Uk, france, US, Canada, Aus, Singapore
and 15 destination countries
Giving 90 corridors
When does Hamilton Inc plan to exit from its investment in WMP?
ye 2027
In which country does WMP expect to reach a new agreement soon with a prospective partner?
France - in EMEA region and an origin country
For employee expenses, what is the average cost per head in 2023?
60197
How much does WMP charge as a fixed fee for money delivered as a
bank transfer from the UK to Kenya?
£3
What percentage of WMP’s revenue in February 2023 was made up of fixed fees?
35%
What is WMP’s expected increase in staff numbers in 2025?
20%
What was the EBITDA multiple applied by Quindaron for its 2024
acquisition of Nordcash?
15
What is target for 2024 as per the business plan (exb 4) for:
Revenue:
Cost of revenue:
Admin expenses exc D&A
EBITDA?
Revenue - £173,883k
Cost of revenue - £44,354k
Admin - £51,952k
EBITDA - £77,577k
