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Australia's Life Admin Store iSelect Annual Report 2017 www.home.iselect For personal use only Australia’s Life Admin Store® Annual Report 2017 iSelect is Australia’s leading destination for personalised comparison and expert advice across insurance, utilities and personal finance products. We are a consumer-led and customer-centric business. For personal use only 9.8M 6M Unique Website Visits Comparisons Performed for Customers Contents About Us 2 Chairman’s Letter 4 Managing Director & CEO’s Report 6 Highlights 2017 8 Operating & Financial Review 10 Brand & Marketing 18 Partners 20 Our People 22 Board Members 24 Leadership Team 26 Corporate Governance Statement 28 Directors’ Report 38 Remuneration Report 41 Auditor’s Independence Declaration 57 Financial Statements 58 Directors’ Declaration 102 Independent Auditor’s Report 103 ASX Additional Information 109 Corporate Directory 111 ISELECT – AUSTRALIA’S LIFE IMPORTANT NOTICE AND DISCLAIMER All references to FY13, FY14, FY15, FY16, FY17 appearing in this Annual Report are ADMIN STORE® to the financial years ended 30 June 2013, 30 June 2014, 30 June 2015, 30 June 2016 and 30 June 2017, respectively, unless otherwise indicated. Any references to 1H FY13, 2H FY13, 1H FY14, 2H FY14, 1H FY15, 2H FY15, 1H FY16, 2H FY16, 1H FY17 At iSelect, we get that most people find insurance, and 2H FY17 appearing in this Annual Report are to the half financial years ended utilities and personal finance boring. But we 31 December of the relevant years, unless otherwise indicated. This Annual Report contains forward-looking statements. The statements in this understand that it’s really important to always get Annual Report are based on an assessment of present economic and operating these things right. As Australia’s Life Admin Store®, conditions, and on a number of assumptions regarding future events and actions that, at the date of this Annual Report, are expected to take place. Such forward- iSelect gives customers the confidence to make the looking statements are not guarantees of future performance and involve known right call on some of the things that matter most. and unknown risks, uncertainties, assumptions and other important factors, many of which are beyond the control of the Group, the Directors and management. The Group cannot and does not give any assurance that the results, performance Our mission is to help provide customers with a or achievements expressed or implied by the forward-looking statements truly effortless experience to help them take care of contained in this Annual Report will actually occur and investors ® are cautioned not to place undue reliance on these forward-looking statements. complex purchase decisions or ‘life admin ’. Comparing To the full extent permitted by law, iSelect disclaims any obligation or undertaking online is only the first step in our personalised to release any updates or revisions to the information contained in this Annual Report to reflect any change in expectations or assumptions. comparison and expert advisory service. Our highly- NON-IFRS INFORMATION trained experts at iSelect HQ help customers to choose iSelect’s results are reported under International Financial Reporting Standards and buy from thousands of available policies, products (IFRS). Throughout this Annual Report, iSelect has included certain non-IFRS financial information. The information is presented to assist in making appropriate and plans. From health and life insurance through to comparisons with prior periods and to assess the operating performance of the For personal use only business. iSelect uses these measures to assess the performance of the business energy and broadband, as well as car insurance, home and believes that information is useful to investors. EBITDA, EBIT, Operating Cash loans and personal finance products, iSelect helps Conversion and Revenue per Sale (RPS) have not been audited or reviewed. Australians take care of the boring but important stuff. Any and all monetary amounts quoted in this Annual Report are in Australian dollars (AUD) unless otherwise stated. We are Australia’s Life Admin Store®. Any references to “Group” in this Annual Report refer to iSelect Limited and its controlled entities. www.home.iselect ABN: 48 124 302 932 ISELECT ANNUAL REPORT 2017 1 About Us More than just a comparison website iSelect is a digitally-enabled broker of insurance, utilities and personal financial products. We compare and sell private health insurance, life, car, pet, travel and home & contents insurance, broadband, mobile phones & plans, energy, home loans and personal finance products. The iSelect Group maintains three brands, iSelect (www.home.iselect), InfoChoice (www.infochoice.com. au) and Energy Watch (www.energywatch.com.au). For personal use only The Group’s business model is comprised of four linked key pillars: brand, lead generation, conversion and product providers. While our comparison services are initially provided via our website, most of our customers choose to receive a personalised recommendation and buy their products over the phone after speaking to one of our 600 highly-trained, expert advisers. 2 ISELECT ANNUAL REPORT 2017 About Us EEE EIS E SE EIT 20 0 2 70 200 1 20 0 1 C 1 10 0 1 0 C C 100 0 10 20 0 $5m 10 0 0 0 1 1 1 17 1 1 1 17 1 1 1 17 63.6M $14M People reached by our Equivalent advertising value2 earned media2 1 CAGR = Compound Annual Growth Rate 2 Earned media means editorial coverage (press/radio/tv/internet) where iSelect is featured. Equivalent advertising value (or Advertising Space Rate) is the estimated value of editorial coverage based on advertising costs. Health Energy Broadband Car Life Home Loans Credit Cards Travel Mobile Pet Connected Home & For personal use only Insurance Phones Home Contents ISELECT ANNUAL REPORT 2017 3 Chairman’s Letter Chris Knoblanche AM Chairman Dear Shareholders, COMPANY PERFORMANCE It is my great pleasure to present to you the iSelect The revenue result to 30 June 2017 showed an increase Limited 2017 Annual Report. We have brought forward of 8% year-on-year to $185.1 million, reported earnings the production of the Annual Report this year to align before interest & tax (EBIT) was up by a pleasing 50% it with the release of the Company’s annual results, to $22.5 million and net profit after tax (NPAT) was up providing shareholders with more timely information, 27% to $16.4 million. in line with our aims of transparency and greater efficiency. The proportion of iSelect’s revenue from non-health businesses continued to rise from 47.7% in FY16 While Managing Director & CEO, Scott Wilson details to 49.2% in FY17, demonstrating the continued a review of our operational performance in 2017, I diversification away from Health. would like to highlight the fact that the year saw the Company maintain its overall growth and further Health posted another year of growth at 4%, despite diversify its revenue sources. the well-reported, widespread softness in the external private health insurance industry. Meanwhile our Life We have continued our investment in technology and and General Insurance businesses recorded revenues systems to remain on our growth path, and during level with last year, supported by excellent growth in the year announced the launch of four new verticals: General Insurance. Travel Insurance, Credit Cards, Mobile Phones and Pet Insurance. Most gratifying was the fact that our Energy & Telco segment contributed the majority of the Company’s The technology investments have concentrated on the revenue growth in FY17, which augers well for the implementation of Salesforce’s customer relationship future. management system and Aspect’s new VIA customer engagement platform, both of which are already Our sales conversion rates continue to improve, delivering positive results. increasing by 0.6 percentage points to 10.5%, driving overall sales volumes up by 13%. Conversion is a critical component in the iSelect model and is our major competitive advantage, driven to a large extent by the ‘smarts’ inherent in our proprietary iConnect platform. For personal use only 4 ISELECT ANNUAL REPORT 2017 Chairman's Letter “The 2017 financial year saw the Company maintain its overall growth and diversification of revenue sources, while continuing the investment in people, technology and systems.” CAPITAL MANAGEMENT LOOKING FORWARD Our capital management strategy focusses on FY18 has commenced with the exciting announcement maximising returns to shareholders, while maintaining of iSelect’s partnership with Nest Labs, Inc., part of the a strong balance sheet and strategic flexibility. The Alphabet Group and the launch of the inaugural iSelect on-market share buybacks which commenced in FY16, e-commerce store directly selling physical items for the continued through FY17. During FY17, a total of $27.7 first time. million of cash was returned to shareholders via the The Board and I are looking forward to FY18 with buybacks and dividend payments. Our cash balance at anticipation of a further year of solid growth, especially 30 June 2017 remains strong at $80.4 million. in cashflow, coupled with a disciplined capital management program. Our confidence in the outlook BOARD AND SENIOR MANAGEMENT for the Company has enabled the Board to revise Your Board has seen some change during the 2017 the Group’s dividend policy to 50%–80% of reported financial year. Earlier in 2017, I was pleased to welcome NPAT, subject to the availability of franking credits Scott Wilson to the Board in the role of Managing and cash reserves. A final dividend of 4.0 cents per Director & CEO, after 15 months as Chief Executive share has been declared, bringing the total FY17 Officer. dividend to 5.5 cents per share. In addition, iSelect co-founder Damien Waller retired I would like to thank Scott and the whole iSelect team from the Board after 17 years’ involvement with iSelect, for their efforts throughout FY17 and ongoing.
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