Q3 2023 Oportun Financial Corporation Earnings Call
Hello, and welcome to the opportune financial third quarter 2023 earnings conference call and webcast. If anyone should require operator assistance. Please press star zero on your telephone keypad.
And answer session will follow the formal presentation.
Can you maybe you placed in the question queue at any time by pressing star one on your telephone keypad. As a reminder, this conference is being recorded.
It's now my pleasure to turn the call over to Dorian Hare Investor Relations. Please go ahead.
Thanks, and Hello, everyone with me to discuss opportunities third quarter 'twenty to 'twenty. Three result, a role baskets, Chief Executive Officer, and Jonathan Coblentz, Chief Financial Officer, and Chief administrative officer.
I'll remind everyone on the call or webcast that some of the remarks made today will include forward looking statements related to our business future results of operations and financial position planned product and services business strategy expense savings measures and plans and objectives of management for future operations.
Actual results may differ materially from those contemplated or implied by these forward looking statements and we caution you not to place undue reliance on these forward looking statements.
A more detailed discussion of the risk factors that could cause these results to differ materially are set forth in our earnings press release and in our filings with the Securities and Exchange Commission under the caption risk factors, including our upcoming upcoming Form 10-Q filing for the quarter ended September 32023.
Any forward looking statements that we make on this call are based on assumptions as of today.
And or take no obligation to update these statements as a result of new information or future events other than as required by law.
Also on today's call, we will present, both GAAP and non-GAAP financial measures, which we believe can be useful measures for the period to period comparisons of our core business and which will provide useful information to investors regarding our financial condition and results.
And results of operations.
A full list of definitions can be found in our earnings materials are available at the Investor Relations section of our website non-GAAP financial measures are presented in addition to and not as a substitute for financial measures calculated in accordance with GAAP.
A reconciliation of non-GAAP to GAAP financial measures is included in our earnings press release, our third quarter 2023 financial supplement and the appendix section of the third quarter 2023 earnings presentation, all of which are available on the Investor Relations section of our website at Investor Dot opportune Dot com.
In addition, this call is being webcast an archived version will be available after the call along with a copy of our prepared remarks with that I will now turn the call over to our world.
Thanks, Dorian and good afternoon, everyone. Thank you for joining us today I'll discuss our third quarter financial performance and update you on opportunity areas of focus.
Let me begin with the following summary of our Q3 performance.
We increased revenue by 7% year over year and set a new quarterly record of $268 million.
This top line performance demonstrates the resilience of our business.
We reached our quarterly GAAP operating expense target of $125 million ahead of schedule.
$123 million in Q3, GAAP operating expenses were our lowest in two years and a 10% reduction sequentially. Additionally.
Additionally, we achieved another post IPO record for adjusted operating efficiency of 48%.
We're also working to ensure that opportunity as well funded to grow in a responsible and sustainable fashion. We recently executed new personal loan financing agreements totaling up to $267 million with two of our primary funding partners.
That brings our total executed funding agreements since June to $967 million and exemplifies the confidence that fixed income investors, having the quality of our loans.
Well there were highlights to be proud of in Q3, we know we still have work to do to deliver the value that we and our shareholders expect.
Our performance versus our prior guidance was mixed.
We outperformed the top end of the range for total revenue and fell within the range for annualized net charge offs at 11, 8%, which represented a sequential improvement in our loss rate of more than 70 basis points.
I am however, disappointed that at $16 million or adjusted EBITDA fell well short of the $35 million to $40 million range, we provided.
This shortfall was driven by fair value adjustments to our adjusted EBITDA calculation and interest expense.
Turning to credit the dominant factor continues to be the performance of our back book of loans that was originated prior to the material tightening we made in July of 2022.
We are seeing some of our members continue to struggle with the higher prices in our economy and since our last earnings call. We have started to see some deterioration in our Q3 2022 vintage which was the first quarterly vintage originated under our tighter criteria.
As you can see on slide nine after 12 months of performance. We are now seeing cumulative net charge offs for that vintage of six 1% or approximately 60 basis points higher than the comparable 2019 vintage.
As you can also see on that page Q4, 2022 and 2023 vintages continue to be in line with 2019 or slightly better.
As I've mentioned in prior earnings calls we didn't just tightened back in July 2022, we took more tightening actions with respect to our returning loans in December of 2022.
And we have continued to make adjustments throughout 2023 to fine tune our performance as the macro backdrop remains uncertain due to the return of higher gas prices and ongoing inflation that are impacting our hard working members to varying degrees.
Given these trends and some softening in our late stage roll rates starting at the end of September which contributed to our delinquencies increasing by 10 basis points year over year, we're taking up our guidance for full year 2023, net charge off rate by 50 basis points above the midpoint of our prior range to reflect upped.
<unk> guidance of 12, 2% plus or minus 10 basis points.
The increase in expected losses drove a reduction in the fair value of our loans and along with unfavorable impact from our asset backed notes at fair value and other fair value adjustments contributed to our recording an adjusted net loss of $18 million for the quarter or an adjusted loss per share of 46 cents per share.
Okay.
Let me now shift to the actions, we are taking to offset our increase in losses and enhance profitability.
Today, we are announcing $80 million in further annualized operating expense reductions that will get us down to $105 million in quarterly run rate expenses by the end of 'twenty 'twenty four.
These operating expense reductions will be affected by an approximately 18% reduction in our corporate staff as well as other non compensation expense savings.
I recognize how difficult this is for those employees affected.
Want to thank them for all their contributions to opportunity.
Before handing off to Jonathan I also want to spend a few minutes reiterating our strategic priorities and how we are adapting them to the current environment.
Opportune Holistically address two of the most fundamental challenges to financial health and resilience.
Access to responsible and affordable credit inadequate savings.
Accordingly, we've been allocating our spending to the two most proven and profitable parts of the business.
Unsecured personal loans and our savings product.
Our primary focus remains the largest component of our business are unsecured personal loan product, we will continue to grow at prudent levels and enhanced this product's profitability.
Our savings products continues to be profitable on a cash flow basis and it was the primary driver of our 39% year over year growth in non interest income this quarter.
So to enhance our focus in this challenging economic environment. We are taking the following actions first we're increasing our focus as a management team and reducing expenses by sunsetting, our embedded finance partnership with Cecil and discontinuing, our investing and retirement products.
Elimination of these products and initiatives will contribute to the operating expense reduction I mentioned earlier and will simplify our business.
Second we are reviewing strategic options for our credit card portfolio and will update the market. When we have concluded that process.
Finally, I'm pleased to announce that we're significantly expanding our secured personal loan product to approximately 40 states through our partnership with password.
Our secured personal loan product is highly synergistic with our unsecured personal loan product.
Responsibly expanding secured lending collateralized by members autos will allow us to better serve those who need larger loans, while reducing credit exposure for opportunity.
Annualized net charge offs for secured personal loans are currently over 300 basis points lower than for unsecured personal loans on a year to date basis we.
We expect to complete the expansion of our secured personal loans footprint by the end of 2020 five.
With that I will turn it over to Jonathan for additional details on our third quarter financial performance and our updated 2023 guidance.
Thanks, Raul and good afternoon, everyone. As Rolla mentioned, we made progress on a number of fronts in the third quarter. Yeah. We have more to do to consistently drive strong results I remain highly confident that our continued credit tightening actions further cost initiatives and streamlining of our product offerings will enable us to enhance profitability.
In 2024 and beyond.
As shown on slide six opportune delivered record total revenue of $268 million, although the impact of that change in fair value drove an adjusted net loss of $18 million.
We continue to be focused on quality, rather than quantity with originations of $483 million, which were down 24% year over year sequentially. We were virtually flat from the second quarter as we further tightened our credit posture.
Total revenue of $268 million, representing year over year growth of 7% outperformed our guidance range due to slightly higher portfolio yield, resulting from our pricing increases.
Our 32.5% portfolio yield increased by 30 basis points from Q2 to Q3.
We remain on track for our year end portfolio yield to be approximately 200 basis points higher than the level at the end of 2022, we have increase yield while remaining committed to our 36% APR cap.
Net revenue was $85 million down 42% year over year due to an unfavorable net change in fair value in a higher interest expense compared to 2022.
Current period charge offs of $88 million with the primary driver of our tolling that decrease in fair value of $136 million.
As Rolla mentioned, we have seen an increase in our 30 plus day delinquencies as well as some softening in late stage roll rates.
As a result, the fair value price of our loans decreased to 104% as of September 30, and resulted in a 9 million dollar Mark to market decrease this was driven by our increasing our remaining cumulative net charge off assumption by 58 basis points.
Seven 9%.
Also contributing negatively towards our earnings was a 15 million dollar mark to market increase in our asset backed notes, resulting from a 22 basis point increase in weighted average price to 94, 3% and continued regular amortization of several of our ABS deals.
Interest expense of $47 million was up $20 million year over year, primarily driven by increased debt outstanding and the increase in our cost of debt to six 8% versus three 9% and a year ago period.
Turning now to operating expenses and efficiency, we are continuing to see the benefits of our previously announced cost structure optimization initiatives are $123 million in total operating expenses. During Q3 was the lowest quarterly figure we've reported since the same quarter in 2021.
And in comparison, our Q3 total revenue was 69% higher.
As Rob will describe we are enacting further cost reduction measures aimed at lowering our GAAP operating expenses to a quarterly run rate of $105 million by the fourth quarter of 2024, resulting in $80 million in annualized savings, we expect the head count reductions announced today to result in a one.
Time charge in the fourth quarter of approximately $7 million. Excluding this charge, we still expect operating expenses to be at or below.
$125 million in the fourth quarter of 2023.
I'd like to highlight for you on slide seven how our expense reductions indicate that opportunity is now significantly more efficient.
Our opex ratio or annualized operating expenses to average managed principal balance was 15% as a three to 23 539 basis points better than the quarter in which we went public four years ago.
Our adjusted Opex ratio, which excludes stock based compensation expense and certain nonrecurring charges was even lower at 13, 4% for a <unk> 23, as we reduced adjusted operating expenses by 19%, while we grew total revenue by 7%.
In the third quarter, our sales and marketing expenses were just under $19 million down, 2% sequentially and down 13% year over year as part of our expense discipline and continued credit tightening.
For the quarter, we recorded adjusted net loss of $18 million compared to an $8 million net profit in the prior year quarter and an adjusted net loss per share of 46 cents versus prior year net earnings per share of 25 cents.
Adjusted EBITDA was $16 million in the quarter, a sequential improvement of $11 million compared to last quarter's $4 million on a year over year basis. It reflected a $22 million increase compared to the negative 6 million and adjusted EBITDA, We reported in the prior year quarter. Nevertheless, our adjusted EBITDA fell short.
About $35 million to $40 million guidance as Rolla mentioned this was principally due to fair value adjustment of our adjusted EBITDA calculation and interest expense.
Now on slide eight let me discuss Q3 credit performance, our annualized net charge off rate of 11, 8% was within our guidance range as compared to nine 8% in the prior year period, and 12, 5% in the second quarter. We were pleased that our risk adjusted yield, which ducks charge offs from portfolio yield increased by 107.
<unk> points sequentially to 28%.
Due to our 30, plus day delinquency rate, increasing by 25 basis points sequentially to five 5% and higher late stage roll rates, we do anticipate our fourth quarter annualized net charge off rate to increase by 50 basis points and the midpoint of our guidance, which I'll detail for you shortly as compared to our Q3 charge off rate.
Although inflation has generally abated prices have not come down on an absolute basis and gas prices were about 10% higher on average during the third quarter from the first quarter trough, causing further economic stress on our member base.
In prior earnings calls we've discussed the fact that the credit performance of our portfolio has two distinct drivers first the post July 2022 origination vintages made over the last 15 months after a significant credit tightening, which we refer to as our front book and second the originations made prior which we referred to as her back.
Book, the backlog continues to represent the bulk of our delinquencies and charge offs, but also continues to shrink the backlog declined by <unk> $4 billion in the third quarter to zero point $9 billion and is anticipated to further decline to point 6 billion as of year end.
While it continues to be true that our elevated losses are being driven by back book vintages as Rolla explained earlier.
We saw some deterioration in the vintages from the third quarter of 2022.
22 that are benefiting 2023 vintages.
As we discussed with you last quarter, we've continued to improve the credit quality of our originations.
The percentage of underwritten loans with vantage scores of 660 or greater was 33% for Q2 'twenty two prior to our significant credit tightening and increased to 49% during <unk> 23.
Higher vantage scores recent originations also help explain why we continue to see 2019 level performance from 2023 vintages.
Regarding our capital and liquidity net cash flow from operations in the third quarter set a new record of $107 million up 58% year over year, which supported net debt repayment of $24 million along with loan originations, we repay debt on a net basis during each quarter. This year for a total reduction of $99.
This debt repayment also included $7 million of principal amortization on a residual facility, which bears interest at so for plus 11%. So we're beginning to reduce the balance of our expensive corporate debt.
As of September 30, total cash was $200 million of which 82 million was unrestricted and $18 million was restricted.
Turning now to funding as Rolla mentioned, we recently entered into two new personal loan financing agreements totaling $267 million. In addition to the June and August transactions, we discussed on our last earnings call totaling $700 million. The recent $197 million private structured financing with castle Lake It's a filler.
<unk> and other investors will find existing and newly originated loans for a two year revolving period at a fixed rate of interest and marks our second funding transaction of the year with castle like the new debt financing will be accounted for on an amortized cost basis.
The $70 million a whole lot on flow sale agreement with longtime partner Ellington, who will fund loans to new members. These whole loan sales will be accounted for as off balance sheet with servicing fee income being recorded on our income statement.
This will be a re initiation of our access loan program to support borrowers that we currently arent lending too when we offered the access loan program in the past it was successful in increasing the number of returning members that opportune conserve and we expect to start seeing this benefit again in the latter half of 'twenty 'twenty four.
Turning now to our guidance as shown on slide 12, our outlook for the fourth quarter is total revenue of $260 million to $265 million.
Annualized net charge off rate of 12.3% plus or minus 15 basis points.
Adjusted EBITDA of $5 million to $10 million I'll note that this fourth quarter adjusted EBITDA guidance range is well below that implied by our prior guidance. This reduction of our adjusted EBITDA outlook is due to the same issues that drove our miss for the third quarter.
Our fourth quarter adjusted EBITDA expectations are also impacted by higher charge offs due to the trends we've been speaking with you about today at a higher than previously forecast interest expense, we expect fourth quarter interest expense to be in the $51 million to $53 million vicinity.
Our guidance for the full year is total revenue of 1.054 billion to $1.059 billion annualized.
Net charge off rate of 12, 2% plus or minus 10 basis points.
<unk> EBITDA of 0.5 to $5 $5 million.
I Wanna be Frank by acknowledging that this is not how we anticipated or wanted to close 2023. Nevertheless, my conviction remains fortified by the decisive actions, we announced today that are increasingly tight underwriting posture.
Is that are we are on track to markedly improve our profitability into 2024 and beyond.
Rally back over to you.
Jonathan before my final remarks, I want to inform you that as disclosed in our filing today Carl Pascarella has decided to retire from his position on opportunities board of directors to pursue other opportunities.
With Carls departure, the board has selected Neil Williams to assume the role of lead independent director.
On behalf of the rest of the board and the company I would like to sincerely. Thank Carl for almost 14 years of service as a director in board his significant contributions to opportunity.
I look forward to working closely with Neil in his new capacity as the lead independent director.
In closing I want to first emphasize the progress that we've made to position opportune for profitable sustainable growth.
We remain highly focused on improving the profitability of our business by reducing costs further enhancing our unit economics and streamlining our product suite, our capital partners, who have demonstrated their confidence in the underlying strength of our business model with the $967 million in new funding agreements we've executed since June.
In summary, I am highly confident that the initiatives. We spoke about to date will result in the emergence of a leaner more profitable opportunities.
We look forward to updating you on the progress of this evolution when we report on our fourth quarter results and provide our 'twenty 'twenty four guidance early next year.
With that operator, let's open up the line for questions.
Thank you and now they're conducting a question and answer session if you'd like to be placed in the question queue. Please press star one on your telephone keypad once again Thats star one to be placed in the question queue.
One moment, please while we poll for questions. Our first question is coming from Rick Shane from JP Morgan. Your line is now live.
Thanks, guys a couple questions if.
If we can take a look at slide nine from this quarter and compare it to slide 11 from last quarter. I think it is it's pretty instructive of what's gone on and I know that everybody is gonna be scrambling to try to match the sounds like the 2019 vintage.
Seasoned.
Between nine and 12 months are up 130 basis points to 22 vintage seasons.
220 basis points in that three months period.
It seems fairly dramatic the 'twenty two vintage was outperforming the 2019 vintage three months ago and now it's our underperforming it by 60 basis points can you really help us understand what's going on there.
Sure. So Rick this is where I will I think as we mentioned during the script comments.
We are seeing borrowers that are just feeling stress.
In the current macro environment right, although inflation is slowing down prices continue to be elevated more and more surveys indicate that consumers are concerned about just kind of their own financial situation and I think we're starting to see that now in that Q3 vintage.
The reason why we think Q4 and Q1 could look different is Q3 only benefited from the July 2022 tightening. The Q4 vintage included not just that tightening, but a significant tightening in December of 2022 including returning customers and then.
Q1 that whole vintage right has the benefits of that December tightening.
So we continue to really be focused on servicing collections in underwriting, but we recognize that this is a different environment than that 2019 pre pandemic environment in which there wasn't inflation volatile fuel prices, obviously, no geopolitical issues. So.
So we're pleased with where Q4 and 23 are but we continue to watch them closely and continue to focus on tightening to make sure that we get the outcomes that we want.
Got it okay. Thank you second question comparing the slides.
The way I read this it actually looks like the Q4 vintage.
For example, the 'twenty twos.
Three months ago, we're showing a three and a half per cent loss rate. It's now three 1% why is the Q4 vintage showing down when you compare the slide versus last quarter, but I just don't understand that.
Yeah. It's a good question Rick so on on that page in the prior deck. We were looking at net charge off rates and 30 day delinquency rates. We decided in this presentation are only show net charge off rates because we would also get questions about how this particular slide compared to static pool information and.
To include the delinquency rates didn't make it a good comparison to the static pool information. So that's why you see it it's kind of a net charge off rates in the stack and that's what it'll be going forward.
Got it I see and I see the language difference I appreciate that.
Okay last question and this is a this is a bigger question, but one of the challenges that you face is the fair value accounting at this point is really exacerbating the volatility in quarterly earnings and peoples ability to understand them and I realize that there are some pretty.
Significant optical challenges associated with establishing seasonal reserves for loans.
That have lives as short as yours do but the tradeoff is that it will create a much more linear story around earnings and probably a little bit more predictability.
Is it worth re assessing that at this point and what are the accounting requirements to change from fair value to a reserve accounting at this point.
Sure Rick. Thank you for your comment and we do recognize that the volatility that the fair value has created in this environment to answer the second question first.
It's an election that any company can make so we could choose to make that election in the future. However, we still believe that fair value accounting for our loans continues to highlight their value you may recall from our prior from our prior.
Earnings call that we indicated that we were going to stop accounting for new financings.
As fair value and we would account for them as amortized cost. So for example, the cassoulet securitization that we just closed a that's going to be on an amortized cost basis. So the bonds that we previously had fair valued we we can't switch them back, but that will write off and so I do think by removing the.
Ability side of the equation over time, we will simplify things.
Thank you. Our next question is coming from John Hecht from Jefferies. Your line is now live.
How are you guys. Thanks very much first of all just on the.
I think you kind of expressed this but I just want to make sure.
The cost saves.
They're kind of across the board or are they more focused on kind of.
Pushing out maybe some of the new initiatives or how do we think about kind of the layering of cost saves across the business.
So they're there they're pretty much across the board they they touched every department in the organization.
So it's a combination of both compensation savings through head count reduction and then non comp savings.
And certainly narrowing our focus by eliminating the embedded of Nance partnership.
Eliminating the investing and retirement product those contribute to the savings as well Jonathan.
Okay.
Then and I know you guys have talked about pushing some price increases out to enhanced the risk adjusted margin.
Do you still have more room there is it is it.
Yeah, I think we have a bit more room, we did share that our 32, 5% portfolio yield was up 30 basis points quarter over quarter. So we think we've done a good job John throughout the year, increasing pricing and at the end of the year. We've shared it will end up.
With our year end portfolio yields being 200 basis points higher than it was at the end of 'twenty to 'twenty two.
So we think we've taken a lot of the improvement already from here on out it's gonna be smaller improvement.
Okay.
And then.
Hum.
So I think the share count jumped this quarter was that tied to some of the I guess the warrants for the prior debt deal anything we should think about what the share count in the next couple of quarters.
No I think the share count should be relatively a relatively stable going forward.
So.
And then the last one is the the flow arrangement not the Catholic deal, but the other one.
I think you mentioned you are going to be getting servicing income and that's not or do you expect to make any game will you be taking a gain on those asset sales as well.
Yeah, Great question, John we expect that on a game basis, it'll be breakeven for us so.
So we just economically wouldn't expect it to have a gain but we will have the servicing fee income, but the real win in this relationship is the access loan borrowers who are successful what's alone they will become candidates for returning loans and starting in the latter half of 'twenty 'twenty four you may read.
Call. We've had this program in the past and it worked out really well for us.
So we're looking forward to restarting it with Arlington.
Yeah, so almost like a more of a customer acquisition type opportunity.
Absolutely no that's right, we will be able to serve more new customers without taking credit risk exposure and get the benefit of the customer lifecycle.
Okay, great guys. Thanks very much.
Thank you John.
Okay.
Thank you as a reminder, that star one to be placed in the question queue. Our next question is coming from Lance Chesa run from BTG. Your line is now live.
Hey, guys. Thanks for taking my question today in terms of the interest expense, obviously that contributed a little bit to the ER to the mess, but you know assuming we're in a bit of a higher for longer scenario and rates are relatively stable.
How are you thinking about the cadence of your interest expense over time, I know you know without giving guidance into 'twenty four but you know looking at where rates are versus where you expect you know your funding mix to be over 24, and 25, how should we kind of think about that cadence going forward.
Yeah. That's a great question Lance so what I can point you to is interest expense for the third quarter was $47 million and I said in my remarks that we expected interest expense for the fourth quarter to be 51 to 53 million. So that gives you a quarter over quarter type cadence.
You know, we would expect that you know theres going to be some continued upward pressure into 2024, just because the existing financings that we have that are at a lower cost of interest are going to start either going into amortization are coming up for renewal over the course of the year.
Last year Atlanta.
Inland certainly that that view is is part of what drove our thinking on the cost reductions and in taking $80 million of expense out of the business.
On an annualized basis as we go into 'twenty 'twenty four is just this.
Certainly this view of higher for longer with longer apparently getting longer and longer over time.
Got it I appreciate that and then in terms of you know the fair value I know, we talked a little bit about what drove it this quarter, obviously, it gets really lumpy and a lot of it you know you kind of attributed to lingering inflation plus you know gas prices, but if you could give us any.
Color just on what Youre seeing from from your customer base I know, obviously, there are always kind of in this state of a permanent recession, but.
Now, where we're in a new new scenario, where basically everything cost little more anything that you can give us in terms of color on how you see the broader market evolving over the next year or two that kind of gives us a little insight into how we should think about modeling the fair value marks, especially as.
As you know where.
A little distance from that side of the you know the borrower group.
Sure. So yeah, certainly reluctant to try to give you a view over the next year or two but I can certainly give you a sense of what we're hearing from our members.
When we speak to them from a collections perspective, so that the top reason that people give for why they were having trouble making their payments is just some sort of an income delay.
Right, so their employers having trouble, giving them the income that they've earned in that particular time. So that that's the number one reason number two with someone who has lost their job or their unemployed for a period of time, we've stated in the past that our borrowers right when they lose their job they quickly try to pivot to find another job.
But that's certainly the number two a reason why people are unable to make their payments number three is something thats medical related so some sort of a disability or an illness and then the last one I'll just focus on the top floor is again kind of work related so they've had a pay cut or they've had reduced work hours. So.
Again, where we're just seeing there's kind of a softening environment is impacting them and sorry. That's the last one is relevant also in terms of the comments, we provided other bills and expenses right.
Struggling with just the expenses in other areas. So it tends to be something related to work something related to other expenses, whether that is an illness or something that is nonmedical related Atlantis.
Got it thanks, so much.
Sure.
Thank you once again Thats star one to be placed in the question queue.
Our next question is coming from Sanjay Shukla running from Q V. W. Your line is now live.
Thanks, maybe you could just talk about the expense reductions.
Could you just talk about what it does to sort of the muscles on revenue growth and maybe even on collections as your cost cutting cost I'm just trying to think through the implications that might have to the fundamentals.
Sure. So on the collection side, there was very very little done that would touch servicing and collections in this environment. We thought it was critical to your point Sanjay to continue to have the muscle mass that we built up in those areas auto originations, we've been cutting the marketing budget, you've heard us say that throughout the year.
So there were cuts to the marketing team because we do expect approval rates to continue to be lower than they had been historically and as a consequence, we're not going to be spending as much in outbound marketing. So therefore, we felt we could cut some of the marketing team.
So they're really word I would say deep muscle cuts relative to what we need in originations or in servicing.
Thanks, and maybe just to follow up on all these private credit related questions I'm, just trying to think through.
You know what gives you the confidence that you've made the proper adjustments on the underwriting scorecards to.
Continue to grow even though I understand you're not growing on a net basis, but just you're still originating I'm just curious sort of I understand the vintages are definitely performing but like what kind of adjustments have been made and what makes this backdrop, so much difficult than than prior cycles I'm I'm, just trying to think through all of that.
Yeah, I mean, I I would say just having read the comments of some of the other businesses in our sector.
There seems to be an indication of stress across borrowers across all all of the companies, whose transcripts I've read I I think it is a very challenging environment. Because we have had these higher prices for longer we've had the volatility in fuel the job market is starting to soften a little bit. So I think those are things that we're all deal.
With from an industry perspective.
In terms of what we look at Sanjay to try to ascertain the right level of originations. It's exactly what you said when we look at the vintages. So we look at first payment defaults, we look at what do the roll rates look like what are the early delinquency trends look like in each of the vintages and that's how we go ahead and continue to make adjustments.
To be clear, we've been tightening throughout 2023 and to be more specific because I know you were asking for specificity. It. It's not just looking at approval rates. It's looking at what is the average loan size. What is the average term what is the distribution in terms of who we're lending to we shared in comments that vantage scores over six six.
Now, we're 49% of our originations in Q2 of 2022 that was one third so we we are looking for higher cash flows higher credit scores and we're reducing our exposure from an average loan size and average term with some of the segments of our borrowers Sanjay.
Okay. Thank you very much.
Thank you.
Thank you next question is a follow up from Rick Shane from JP Morgan Your line is that why.
Thanks for taking my follow up this afternoon I'm sure. One thing you you guys have talked about some of the things that you've seen in the labor markets I'm curious when you delve into it if you've seen anything either on a geographic basis or on an industry basis. That's noteworthy or are you seeing weakness in particular.
Regions or particular job sectors.
You know, we're not seeing differences today in terms of the region state that we would call you know kind of a dramatic or noteworthy.
From an industry perspective, I know there have been some areas, where we have been tightening a little bit relative to other industries right. So we have seen some differences from an industry perspective.
Do you want to be Oh, he steel saatchi's word.
Could we get a little more specificity on that or do you want to the.
Do you want to maintain that the discretion on that.
Yeah, Let me just follow up on the most recent numbers that we have on that Rick is.
Is it.
So just just give me.
We weren't prepared to share that at this moment or just give me a few minutes and we will try to make sure that we provide an update on that.
Terrific.
It didn't it didn't strike me as a question you would normally not expect me to a question you would normally answer.
Phrased that question like a quadruple negative. So I was just a little surprised to think you are happy to wait and hear the answer after you take another color.
Yes, Sir.
We've reached the end of our question and answer session I'd like to turn the floor back over to management for any further or closing comments.
Well I want to say thank you once again for joining us on today's call and we look forward to speaking you speaking with you again at the next quarter.
Thank you very much.
Thank you that does conclude today's teleconference and webcast you may disconnect. Your line at this time and have a wonderful day, we thank you for your participation today.
Yeah.
Yeah.