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The Home of Comparison Annual Report 2012

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The Home of Comparison Annual Report 2012 The home of comparison Annual Report 2012 iSelect Annual Report 2012 Contents 1 Performance Highlights 2 Operational Performance 3 Strategy 4 Chairman’s Message 6 CEO’s Report 8 Board Members 10 Executive Team 12 Corporate Governance 15 Financial Report Driven by data Powered by people Health Car Life Broadband Home Loans Energy Contents 1 Performance Highlights FY12 was a year of strong growth for iSelect, with the business continuing to exceed expectations across a number of key metrics, including operating revenue, EBItda and referred sales Strong revenue growth trajectory continued Market share gains and lead conversion uplift in FY12 ($m) saw strong FY12 EBITDA growth ($m) 55% 39% REVENUE GroWth* EbidtA GroWth* FY12 $111.9 FY12 $24.1 FY11 $72.4 FY11 $17.4 Revenue diversity underpinned by growth in new business launches 10% 19% Other Other FY09 FY12 90% 81% HEALTH HEALTH The performance of our Health The diversification of our business gained Operational performance gains were business was a key standout in FY12, further momentum throughout the year achieved by maintaining a strong focus on contributing heavily to our overall result. with the launch of iSelect Energy, earning the optimisation of online and offline sales The resilience of this business was very itself the label of ‘most successful new channels and ensuring the efficiency of pleasing, especially amidst the market iSelect business since inception’. We also these channels through major data-driven volatility generated by means testing commenced the integration of our first initiatives aimed at lifting lead conversion of the Private Health Insurance Rebate. acquisition, InfoChoice, into the iSelect to new heights. group over the period. This business is Similarly, consumer response to our FY11 Our team grew from 307 to 426 during showing great promise following a website launch businesses remained strong, with FY12 as we continued to increase scale redesign which will better harness its year one results for both Home Loans across our businesses in response to strong strong organic website traffic. and Broadband reflecting a measurable consumer demand. To accommodate contribution to FY12 group revenue. this growth we completed the move to a purpose-built iSelect campus in the Melbourne suburb of Cheltenham. EBITDA – Earnings before Interest, Tax, Depreciation and Amortisation *Statutory Contents iSelect Annual Report 2012 2 Operational Performance 2012 was a year of significant operational achievement. Revenue and profitability continued their strong growth trajectory, underpinned by a great year in Health 2012 saw insurance referred sales increase Strategic marketing initiatives focused on Our robust panel of suppliers, including by more than 30% versus previous year. building the iSelect brand and providing two of the three major national energy cross-business benefits saw our prompted providers, will drive sustained growth of this This outstanding result was driven by brand awareness remain strong in the Health business over the medium term. an increased focus on targeted marketing Sector at 69%. Similar results are now being activities and projects aimed at The acquisition of InfoChoice was achieved in motor insurance, with iSelect improving efficiency. completed in Q2, with significant progress achieving 80% prompted brand awareness. made on integrating this business into the Health continued to perform very strongly, The launch of Energy was the most iSelect group. A rebrand of the InfoChoice setting a second half sales record. Our focus successful new iSelect business launch since visual identity was completed in Q4, on innovative channel and lead optimisation Health Insurance in 2000. This business including a website redesign aimed at projects over the year saw a strong uplift in achieved approximately 3,000 sales per broadening the appeal of InfoChoice sales lead conversion. The benefits gained in month within three months of launch. outside of its installed customer base. this area during 2012 will be consolidated in Strong consumer appetite for our new 2013 with a key focus on deep data analysis, service offering was driven by media aimed at driving further optimisation of coverage of rising energy prices and the conversion over the coming year. Federal Government’s introduction of a tax on carbon. 3 Strategy iSelect continued to leverage its position in insurance to move into more non-insurance categories 2012 Energy 2011 Money Home Loans 2009 Home Loans Broadband Broadband 2007 General Insurance General General 2000 Life Insurance Insurance Life Insurance Insurance Private Private Life Insurance Health Insurance Health Insurance Private Life Insurance Health Insurance Private Health Insurance Private Health Insurance FY12 saw iSelect deliver against its strategic Over the period we continued to leverage our objective of diversification through organic brand, technology and people to deliver the growth and acquisition, as we continued right consumer to the right product in a more to build the ‘home of comparison’ for effective manner. Our strategic point of Australian consumers. The strong FY11 differentiation in the Australian comparison performance in our insurance categories sector, ‘full-advice comparison’, saw us provided us with scope to continue launching maintain and consolidate our market-leading new businesses (iSelect Energy), and position as we continued to receive praise complete our first acquisition (InfoChoice). from consumers and product suppliers alike. iSelect Annual Report 2012 4 Chairman’s Message FY12 was a landmark year for iSelect, characterised by sustained growth across the business and a continued focus on diversification and innovation The ongoing strength of our Health business The integration of InfoChoice (the market Our track record of results over enabled us to continue investing in new leader in financial product comparison) the last four years has been launch categories during FY12, which into the iSelect group of companies has compelling, with a revenue CAGR* as highlighted last year, will allow iSelect to catapulted our business into a range of of 61% (FY09 to FY12) and an develop its breadth of expertise and better new financial services categories, with early ebitdA CAGR of 135% (FY09 position us for sustained growth over the results showing great promise. Our business to FY12). This strong performance medium to long term. is now the leader in both financial and has seen our share price increase insurance comparison – both markets The standout performance of iSelect from $4.25 in 2006 to $18.50 in are enormous and represent significant Energy since launch in Q3 highlighted the 2012, representing a 6 year Total opportunity for the Group. Our ability to receptive nature of the market to our unique Shareholder Return (tsr) of 335%. successfully execute a strategic acquisition comparison and sales methodology. We were pleased with the first and then consolidate this via a smooth full-year performance of our 2011 Our continued investment in the iSelect integration process has us well positioned launch categories which have brand saw us reach these new target to consider other strategic acquisitions over highlighted the strength of the markets with even greater confidence, the long term. following the development and launch of iSelect business model and our The sustained growth of our business over additional executions of the ‘Mr iSelect’ ability to compete in new markets. the period necessitated a move to purpose- creative platform. This, combined with the continued built premises in Cheltenham. With the integration of InfoChoice into Innovation across our entire business move now complete, our new home has the iSelect stable, saw us move was a key focus over the period, aimed proven extremely popular with both our several steps closer to achieving at unlocking previously untapped potential people and visitors alike and includes room our long term strategic objective in our more established businesses while for expansion. The productivity benefits of business diversification. super-charging the initial growth phase of creating a work environment that meets of our new launch categories. the needs of our people and dovetails with our unique culture are immeasurable. Our investment in “Big Data” continues and has been a significant focus as part of my My move to the role of Executive Chairman in new role, and is a source of new opportunity early calendar 2012 and the appointment of and profit growth within the business. Matt McCann to the role of Chief Executive Particular focus is being given to projects Officer has proven extremely positive for the that deliver significant incremental revenue organisation. These leadership changes have and profit straight to bottom line. enabled me to focus on key strategic projects vital to the continued growth and efficiency of the organisation. Similarly, Matt McCann’s sound management of the organisation post-transition gives me every confidence the company is in safe hands moving forward. *Compound Annual Growth Rate 5 Revenue growth (FY09 to FY12) ($m) EBITDA growth (FY09 to FY12) ($m) 60% 135% FY09–FY12 CAGR* FY09–FY12 CAGR* FY12 $111.9 FY12 $24.1 FY11 $72.4 FY11 $17.4 FY10 $43.5 FY10 $9.3 FY09 $27.1 $1.8 I’d like to thank my fellow board colleagues, Matt McCann and the entire executive team for their significant and tireless contribution to iSelect over the 2012 financial year. It is their hard work and the combined efforts of our 426 talented people that have seen iSelect maintain and consolidate its position as Australia’s leading provider of comparison and choice for Australian consumers. I look forward with great anticipation to the year ahead, which I have no doubt will be one of our most successful and exciting thus far. Best Regards, Damien Waller Executive Chairman iSelect Annual Report 2012 6 CEO’s Report I am pleased to provide my first report as Chief Executive Officer of iSelect, in what has been the most successful year in our 12 year history Key Highlights The 2012 financial year has seen the business As the internet moves closer to becoming continue to grow strongly.
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