Q3 2026 EZCORP Inc Earnings Call

August 6, 2026

Speaker #1: Good morning Welcome to the EZCORP third quarter fiscal 2026 Earnings call . At this time , all participants are in listen only mode Later , we will conduct a question and answer session and instructions will follow .

Operator: Good morning, ladies and gentlemen. Welcome to the EZCORP Q3 fiscal 2026 earnings call. At this time, all participants are in listen-only mode. Later, we will conduct a question-and-answer session, instructions will follow at that time. As a reminder, this call may be recorded. I'd now like to turn the conference over to Sean Mansouri, the company's investor relations advisor with Elevate IR. Please go ahead, Sean.

Speaker #1: At that time . As a reminder , this call may be recorded . I'd now like to turn the conference over to Sean Mansouri .

Speaker #1: The company's investor Relations advisor , with elevate IR . Please go ahead . Sean

Speaker #2: Thank you and good morning , everyone During our prepared remarks , we will refer to slides which are available for viewing or download from our website at investors dot ezcorp.com .

Sean Mansouri: Thank you. Good morning, everyone. During our prepared remarks, we will refer to slides which are available for viewing or download from our website at investors.ezcorp.com. Before we begin, I'd like to remind everyone that this conference call, as well as the presentation slides, contain certain forward-looking statements regarding the company's expected operating and financial performance for future periods. These statements are based on the company's current expectations. Actual results for future periods may differ materially from those expressed due to a number of risks or other factors that are discussed in our annual, quarterly, and other reports filed with the Securities and Exchange Commission. As noted in our presentation materials, unless otherwise identified, results are presented on an adjusted basis to remove the effects of foreign currency fluctuations and other discrete items.

Speaker #2: Before we begin , I'd like to remind everyone that this conference call , as well as the presentation slides , contains certain forward looking statements regarding the company's expected operating and financial performance for future periods .

Speaker #2: These statements are based on the company's current expectations , actual results for future periods may differ materially from those expressed due to a number of risks or other factors that are discussed in our annual , quarterly and other reports filed with the Securities and Exchange Commission .

Speaker #2: As noted in our presentation materials , and unless otherwise identified , results are presented on an adjusted basis to remove the effect of foreign currency fluctuations and other discrete items Joining us on the call today are EZCORP chief Executive Officer , Lockheed .

Sean Mansouri: Joining us on the call today are EZCORP's Chief Executive Officer, Lachie Given, and Tim Jugmans, Chief Financial Officer. Now I'll turn the call over to Lachie.

Speaker #2: Gibbon and Timothy Jugmans Chief Financial Officer . Now , I'll turn the call over to Lockheed

Speaker #3: Thank you . Sean , and good morning , everyone EZCORP delivered another outstanding quarter . One of the strongest quarters in our history .

Lachlan Given: Thank you, Sean, and good morning, everyone. EZCORP delivered another outstanding quarter, one of the strongest quarters in our history. Adjusted EBITDA was up 48% to $65.6 million, and adjusted diluted EPS was up 47% to $0.47. The key highlight for the quarter was the exceptionally strong core pawn operating metrics, which normalize out Global Scrap across all of the markets in which we operate. Core pawn revenues grew 24%, core pawn gross profit rose 28%, and same-store core pawn gross profit increased 13%. As anticipated, gold prices stabilized and scrap sales and margin declined sequentially, while our earnings momentum and growth continued to build in a meaningful way for all of our shareholders. Core demand for our product remained strong across all of the markets in which we serve.

Lachie Given: Thank you, Sean, and good morning, everyone. EZCORP delivered another outstanding quarter, one of the strongest quarters in our history. Adjusted EBITDA was up 48% to $65.6 million, and adjusted diluted EPS was up 47% to $0.47. The key highlight for the quarter was the exceptionally strong core pawn operating metrics, which normalize out Global Scrap across all of the markets in which we operate. Core pawn revenues grew 24%, core pawn gross profit rose 28%, and same-store core pawn gross profit increased 13%. As anticipated, gold prices stabilized and scrap sales and margin declined sequentially, while our earnings momentum and growth continued to build in a meaningful way for all of our shareholders. Core demand for our product remained strong across all of the markets in which we serve.

Speaker #3: Adjusted EBITDA was up 48% to $65.6 million and adjusted diluted EPS was up 47% to $0.47 . The key highlights for the quarter was the exceptionally strong core porn operating metrics , which normalize out global scrap across all of the markets in which we operate .

Speaker #3: Core porn revenues grew 24% . Core porn gross profit rose 28% . And same store core porn gross profit increased 13% . As anticipated , gold prices stabilized and scrap sales and margin declined sequentially , while our earnings momentum and growth continued to build in a meaningful way for all of our shareholders , core demand for our product remains strong across all of the markets in which we serve .

Speaker #3: Pirlo finished the quarter at a record $382 million , up 31% , driven by higher average loan sizes and the addition of new stores .

Lachlan Given: PLO finished the quarter at a record $382 million, up 31%, driven by higher average loan sizes and the addition of new stores. More consumers are also choosing affordable, high-quality pre-owned goods, sales and turns remain robust. Latin America was a standout again this quarter. In constant currency, PLO grew 33%, core pawn gross profit rose 31%, and segment EBITDA increased 40%, with margins expanding on both the merchandise and EBITDA lines. We continued to grow our scale in this region during the quarter, extending our market leadership position in Guatemala, where we acquired 33 stores. We also opened 9 de novo stores across the region, which represents a very exciting element of our short and long-term growth story, as our de novos are consistently performing above expectations. We also reached an important milestone with SMG.

Lachie Given: PLO finished the quarter at a record $382 million, up 31%, driven by higher average loan sizes and the addition of new stores. More consumers are also choosing affordable, high-quality pre-owned goods, sales and turns remain robust. Latin America was a standout again this quarter. In constant currency, PLO grew 33%, core pawn gross profit rose 31%, and segment EBITDA increased 40%, with margins expanding on both the merchandise and EBITDA lines. We continued to grow our scale in this region during the quarter, extending our market leadership position in Guatemala, where we acquired 33 stores. We also opened 9 de novo stores across the region, which represents a very exciting element of our short and long-term growth story, as our de novos are consistently performing above expectations. We also reached an important milestone with SMG.

Speaker #3: More consumers are also choosing affordable , high quality , pre-owned goods , so sales and turns remain robust Latin America was a standout again this quarter in constant currency .

Speaker #3: PLO grew 33% core porn gross profit rose 31% and segment EBITDA increased 40% , with margins expanding on both the merchandise and EBITDA lines .

Speaker #3: We continued to grow our scale in this region during the quarter, extending our market leadership position in Guatemala, where we acquired 33 stores.

Speaker #3: We also opened nine de novo stores across the region , which represents a very exciting element of our short and long term growth story .

Speaker #3: As our de novo is a consistently performing above expectations . We also reached an important milestone with FMG . During the quarter , we acquired the remaining interest in founders and increased our ownership of FMG to 97.4% .

Lachlan Given: During the quarter, we acquired the remaining interest in founders and increased our ownership of SMG to 97.4%. In July, shortly after quarter end, we purchased the remaining shares and now own 100% of SMG. Our view on SMG has strengthened as we see considerable opportunity in introducing easy systems, operating disciplines, culture, and capital across the platform. I'll now hand it over to Tim to take you through the financials before returning for closing remarks. Tim?

Lachie Given: During the quarter, we acquired the remaining interest in founders and increased our ownership of SMG to 97.4%. In July, shortly after quarter end, we purchased the remaining shares and now own 100% of SMG. Our view on SMG has strengthened as we see considerable opportunity in introducing easy systems, operating disciplines, culture, and capital across the platform. I'll now hand it over to Tim to take you through the financials before returning for closing remarks. Tim?

Speaker #3: In July , shortly after quarter end , we purchased the remaining shares and now own 100% of FMG . Our view on FMG has strengthened as we see considerable opportunity in introducing easy systems operating disciplines , culture and capital across the platform .

Speaker #3: I'll now hand it over to Tim to take you through the financials before returning for closing remarks . Tim .

Speaker #4: Thanks , Lachie . Turning to slide five for the consolidated financial highlights . Adjusted EBITDA rose 48% to $65.6 million , and EBITDA margin expanded 190 basis points to 16% , driven by merchandise margin expansion expense , discipline and higher scrap gross profit .

Tim Jugmans: Thanks, Lachie. Turning to slide five for the consolidated financial highlights. Adjusted EBITDA rose 48% to $65.6 million, and EBITDA margin expanded 190 basis points to 16%, driven by merchandise margin expansion, expense discipline, and higher scrap gross profit. Adjusted diluted EPS improved 47% to $0.47. Earnings grew well ahead of our revenue, demonstrating the operating leverage in our model. Total revenues grew 31% to $408.4 million on higher merchandise sales, PSC and scrap, along with new stores, including SMG. Gross profit also increased 31% to $240.3 million. PLO ended the quarter at $382 million, up 31%. That PLO strength flowed through to PSC, which rose 29% to $149.1 million, with same-store PSC up 13%. On the retail side, merchandise sales grew 21% to $203.5 million, with same-store sales up 6%. Merchandise margin expanded 190 basis points to 38% on pricing execution and inventory quality.

Speaker #4: Adjusted diluted EPS improved 47% to $0.47 . Earnings grew well ahead of the revenue , demonstrating the operating leverage in our model . Total revenues grew 31% to $408.4 million on higher merchandise sales .

Speaker #4: PC and scrap , along with new stores including SMG , gross profit also increased 31% to $240.3 million . PLO ended the quarter at $382 million , up 31% .

Speaker #4: That PLO strength flowed through to PSC , which rose 29% to $149.1 million , with same store PSC up 13% . On the retail side , merchandise sales grew 21% to $203.5 million , with same store sales up 6% .

Speaker #4: Merchandise margin expanded 190 basis points to 38% on pricing , execution and inventory quality On slide six , we have provided the consolidated revenue and EBITDA bridges , which show the composition and quality of this quarter's growth On revenues , SMG contributed $43.1 million in its second quarter of consolidation and same store core porn revenues added $24.5 million .

Tim Jugmans: On slide six, we have provided the consolidated revenue and EBITDA bridges, which show the composition and quality of this quarter's growth. On revenues, SMG contributed $43.1 million in a Q2 of consolidation, and same-store core pawn revenues added $24.5 million. Scrap sales on a same-store basis added $15.9 million, and other new stores contributed $13.9 million. Same-store core pawn revenues grew 9%, and same-store core pawn gross profit grew 13%. As a reminder, core pawn excludes scrap entirely, giving the cleanest read on underlying business performance. The EBITDA bridge provides a clear view of earning drivers. Same-store EBITDA, excluding scrap gross profit, contributed $12.9 million of the year-over-year increase, the largest single driver of the bridge. SMG added $6.6 million, and same-store scrap gross profit added $3.5 million. Core operations and new stores, not scrap, drove the majority of our earnings growth this quarter.

Speaker #4: Scrap sales on a same store basis added $15.9 million , and other new stores contributed $13.9 million . Same store core porn revenues grew 9% and same store core porn gross profit grew 13% .

Speaker #4: As a reminder , core porn excludes scrap entirely , given the cleanest read on underlying business performance The EBITDA bridge provides a clear view of earnings drivers same store EBITDA , excluding scrap gross profit contributed $12.9 million of the year over year increase .

Speaker #4: The largest single driver of the bridge SMG added $6.6 million and same store scrap gross profit added $3.5 million . Core operations and new stores not scrap drove the majority of our earnings growth this quarter Scrap sales of $55.7 million increased $28.8 million year over year , on higher gold prices sequentially , scrap sales and margin declined from the second quarter is unusually elevated levels as gold stabilized , consistent with the outlook we provided on last quarter's call .

Tim Jugmans: Scrap sales of $55.7 million increased $28.8 million year-over-year on higher gold prices. Sequentially, scrap sales and margin declined from the Q2's unusually elevated levels as gold stabilized, consistent with the outlook we provided on last quarter's call. Scrap gross margin was 26% compared to 38% in the Q2 and 20.9% in the prior year quarter. Scrap gross profit of $14.5 million remained well above the $7.9 million we generated a year ago. Scrap remains a valuable contributor to earnings and cash. As a reminder, we lend against longer-term gold values, not daily price movements, and use scrap to manage inventory, not speculate on gold. Consolidated net inventory ended at $312.5 million, up 39%, reflecting high PLO purchases and layaways.

Speaker #4: Scrap gross margin was 26% compared to 38% in the second quarter and 29% in the prior year quarter Scrap gross profit of $14.5 million remained well above the $7.9 million we generated a year ago remains a valuable contributor to earnings and cash .

Speaker #4: As a reminder , we leaned against longer term goal values , not daily price movements , and used scrap to manage inventory . Not speculate on gold Consolidated net inventory ended at $312.5 million , up 39% , reflecting higher PLO purchases and Layaways turnover was 2.3 times compared with 2.4 times a year ago , and aged general merchandise declined 132 basis points to 1.3% of total general merchandise inventory inventory growth was driven by jewelry , which is scrapped if it doesn't sell within approximately 12 months Moving to the US , segment on slide seven and eight , we ended the quarter with 560 stores across 19 states , including one store acquired during the period .

Tim Jugmans: Turnover was 2.3 times compared with 2.4 times a year ago, and aged general merchandise declined 132 basis points to 1.3% of total general merchandise inventory. Inventory growth was driven by jewelry, which is scrapped if it doesn't sell within approximately 12 months. Moving to the US pawn segment on slide seven and eight, we ended the quarter with 560 stores across 19 states, including one store acquired during the period. Total revenues increased 14% to $251.2 million, with more than half of the improvement attributed to core pawn. Core pawn revenue grew 9% and core pawn gross profit grew 12%, supported by healthy pawn activity and further merchandise margin expansion. PLO grew 15% to $254.5 million, with same store PLO up 13%, driven by increased average loan size and continued strong pawn demand. Average loan size rose 16% to $240 on a higher jewelry composition and gold prices.

Speaker #4: Total revenues increased 14% to $251.2 million, with more than half of the improvement attributed to core pawn. Core pawn revenue grew 9% and core pawn gross profit grew 12%, supported by healthy pawn activity and further merchandise margin expansion.

Speaker #4: PLO grew 15% to $254.5 million , with same store PLO up 13% , driven by increased average loan size and continued strong porn demand .

Speaker #4: Average loan size rose 16% to $240 on higher jewelry composition and gold prices . Jewelry represents 69% of US PLO , PSC increased 13% , primarily driven by same store PLO growth on the retail side , merchandise sales increased 6% , with same store sales up 3% and merchandise margin expanded 130 basis points to 40% .

Tim Jugmans: Jewelry represents 69% of US PLO. PSC increased 13%, primarily driven by same store PLO growth. On the retail side, merchandise sales increased 6%, with same store sales up 3% and merchandise margin expanded 130 basis points to 40%. Inventory quality remains excellent. Inventory grew 28% to $212.2 million on high PLO purchases and layaways, while turnover came in at two times. Aged general merchandise declines of 1.9% of total general merchandise inventory, or just $0.7 million. Segment EBITDA improved 23% to $64.5 million and core pawn accounted for 83% of the gross profit growth. Store expenses rose 8% in total and 6% on a same store basis, well below revenue growth, lifting EBITDA margin 200 basis points to 26%. This reflects the durable demand, disciplined lending and operating execution in our US stores. Turning to Latin America on slide nine and ten, where the team delivered another excellent quarter.

Speaker #4: Inventory quality remains excellent . Inventory grew 28% to $212.2 million on higher PLO purchases , and Layaways , while turnover came in at two times .

Speaker #4: Aged general merchandise declined to 1.9% of total general merchandise inventory , or just $0.7 million . Segment EBITDA improved 23% to $64.5 million and core porn accounted for 83% of the gross profit growth Store expenses rose 8% in total and 6% on a same store basis , well below revenue growth , lifting EBITDA margin to 200 basis points to 26% .

Speaker #4: This reflects the durable demand , disciplined lending and operating execution in our US stores Turning to Latin America on slide nine and ten , where the team delivered another excellent quarter , we ended the period with 881 stores across four countries .

Tim Jugmans: We ended the period with 881 stores across four countries. During the quarter, we opened nine de novo stores, including five in Mexico, three in Guatemala, and one in Honduras, and consolidated one location. In April, we also completed the acquisition of 33 stores in Guatemala, extending our leadership in that market. As a reminder, our Latin American results are presented on a constant currency basis unless otherwise noted. Revenues reached a record $114.1 million, up 25%, with about half the improvement from merchandise sales. Core pawn revenues grew 22% and core pawn gross profit grew 31%, so the growth here is broad based and high quality. PLO increased 33% to $93.7 million, with same store PLO up 28% on sustained pawn demand and improved operational performance. On a GAAP reported basis, average loan size rose 28% to $112, or 18% in constant currency. Jewelry now represents 49% of PLO.

Speaker #4: During the quarter , we opened nine de novo stores , including five in Mexico , three in Guatemala and one in Juris and Consolidated one location in April .

Speaker #4: We also completed the acquisition of 33 stores in Guatemala , extending our leadership in that market As a reminder , our Latin American results are presented on a constant currency basis , unless otherwise noted , revenues reached a record $114.1 million , up 25% , with about half the improvement from merchandise sales .

Speaker #4: Core revenues grew 22% and core porn gross profit grew 31% . So the growth here is broad based and high quality . PLO increased 33% to $93.7 million with same store PLO up 28% on sustained porn demand and improved operational performance On a GAAP reported basis , average loan size rose 28% to $112 , or 18% in constant currency Jewelry now represents 49% of PLO , so rose 26% , supported by same store PLO growth and new stores Merchandise sales climbed 20% with same store sales up 11% .

Tim Jugmans: PSC rose 26%, supported by same store PLO growth and new stores. Merchandise sales climbed 20%, with same store sales up 11%. Merchandise margin expanded 490 basis points to 36%, reflecting stronger pricing execution and product mix. Inventory finished at $71.4 million, up 21% on PLO growth, with turnover 3.1 times. Aged general merchandise remained below 1% of total general merchandise inventory. Segment EBITDA grew 40% to $25.4 million, with 95% of the gross profit growth driven by core pawn. Store expenses increased 27% in total and 17% on a same-store basis, primarily reflecting labor costs, including minimum wage increases. Gross profit growth more than offset those higher costs, and EBITDA margin expanded 240 basis points to 22%. Moving to SMG on slide 11. As Lachlan mentioned, SMG is now wholly owned effective in Q4.

Speaker #4: Merchandise margin expanded 490 basis points to 36% , reflecting stronger pricing , execution and product mix . Inventory finished at $71.4 million , up 21% on PLO growth , with turnover of 3.1 times .

Speaker #4: Aided general merchandise remained below 1% of total general merchandise inventories Segment EBITDA grew 40% to $25.4 million , with 95% of the gross profit growth , driven by core porn store expenses increased 27% in total and 17% on a same store basis , primarily reflecting labor costs including minimum wage increases , gross profit growth more than offset those higher costs and EBITDA margin expanded 240 basis points to 22% .

Speaker #4: Moving to SMG on slide 11 , as Loki mentioned , SMG is now wholly owned , effective in the fourth quarter because we do not own SMG in the prior year period , results are presented on an absolute basis without year over year comparisons SMG ended the quarter with 108 stores across 12 countries under the La Familia and Cashews banners , including one de novo , opened during the quarter in Puerto Rico .

Tim Jugmans: Because we do not own SMG in the prior year period, results are presented on an absolute basis without year-over-year comparisons. SMG ended the quarter with 108 stores across 12 countries under the La Familia and CashWiz banners, including one de novo opened during the quarter in Puerto Rico. PLO at the end of the quarter was $33.8 million and total revenues were $43.1 million, comprised of $17.1 of merchandise sales, $14.3 of PSC, and $11.7 of jewelry scrap sales. Core pawn revenues were $31.4 million, and core pawn gross profit was $19.7 million out of a total gross profit of $22.4 million. From a balance sheet perspective, we remain highly liquid and conservatively positioned. We ended the quarter with $311 million in cash.

Speaker #4: Pilo at the end of the quarter was $33.8 million , and total revenues were $43.1 million . Comprised of 17.1 of merchandise sales , 14.3 of PSC and 11.7 of jewelry scrap sales .

Speaker #4: Core revenues were $31.4 million and core porn gross profit was $19.7 million out of a total gross profit of $22.4 million . From a balance sheet perspective , we remain highly liquid and conservatively positioned .

Speaker #4: We ended the quarter with $311 million in cash Our first debt maturity is in December 2029 , when our convertible notes of $230 million are due , followed by our $300 million senior notes in April 2032 .

Tim Jugmans: Our first debt maturity is in December 2029, when our convertible notes of $230 million are due, followed by our $300 million senior notes in April 2032. The year-over-year decline in cash primarily reflects the retirement of SMG's third-party debt of $134.2 million in cash deployed into acquisitions. During the quarter, under the $50 million repurchase program authorized by our board in November 2025, we repurchased and retired approximately 132,000 shares of our Class A common stock with $4 million. We have used $8 million of the program to date. Our capital allocation priorities are unchanged. Existing store PLO and other earning asset growth, de novos, disciplined M&A, and opportunistic returns to shareholders, all within a fiscally conservative balance sheet. Looking ahead, our operating priorities are consistent. Grow PLO, improve inventory efficiency, build de novos, integrate our recent acquisitions, and manage expenses carefully.

Speaker #4: The year over year decline in cash , primarily reflects the retirement of Smg's third party debt of $134.2 million in cash deployed into acquisitions during the quarter .

Speaker #4: Under the $50 million repurchase program authorized by our board in November 2025 , we repurchased and retired approximately 132,000 shares of our class A common stock , with $4 million .

Speaker #4: We have used $8 million of the program to date . Our capital allocation priorities are unchanged . Existing store pillow and other earning asset growth de novos discipline , M&A and opportunistic returns to shareholders , all within a fiscally conservative balance sheet Looking ahead , our operating priorities are consistent growth , improve inventory efficiency , build de novos , integrate our recent acquisitions and manage expenses carefully .

Speaker #4: As discussed in the last few quarters , scrap margin is mostly driven by year over year change in gold price as anticipated , consolidated scrap margin came down sequentially year over year to 26% .

Tim Jugmans: As discussed in the last few quarters, scrap margin is mostly driven by year-over-year change in gold price. As anticipated, consolidated scrap margin came down sequentially year-over-year to 26%. If gold price does not increase, we'd expect continued normalization towards long-term historical levels of scrap margin between 15% and 20%. On seasonality, a few reminders. For our fiscal Q4, in Latin America, customers receive a mid-year bonus payment in July, which typically drives higher redemptions and seasonal step down in PLO, while the US book usually continues to build. As seen over the recent quarters, PLO yield also compresses gradually as average loan sizes rise, since larger loans carry lower monthly rates in states such as Texas. As scrap normalizes, historical sequential bottom line patterns will be less useful. Core pawn revenue and core pawn gross profit remain the cleanest read on the underlying business.

Speaker #4: If gold price does not increase , we'd expect continued normalization towards long term historical levels of scrap margin between 15 and 20% . On seasonality , a few reminders for our fiscal fourth quarter in Latin America , customers received a mid-year bonus payment in July , which typically drives higher redemptions and seasonal step down in PLO .

Speaker #4: While the US book usually continues to build a scene over the recent quarters , PLO yield also compresses gradually as average loan sizes rise .

Speaker #4: Since larger loans carry lower monthly rates in states such as Texas, and as scrap normalizes, historical sequential bottom-line patterns will be less useful.

Speaker #4: Core pawn revenue and core pawn gross profit remain the cleanest read on the underlying business. On expenses, we will continue to see a sequential increase as we continue to grow existing stores.

Tim Jugmans: On expenses, we will continue to see sequential increase as we continue to grow existing stores, add de novos, and integrate acquisitions, including SMG. Our M&A pipeline remains active in both the US and Latin America, focused primarily on markets where we have trusted local management teams and deep operating knowledge. We continue to evaluate every opportunity against strategic fit, integration complexity, and return on invested capital. I'd like to turn it back to Lachie for closing remarks.

Speaker #4: Our de novo and integrated acquisitions, including SMG, continue. Our M&A pipeline remains active in both the US and Latin America, focused primarily on markets where we have trusted local management teams and deep operating knowledge.

Speaker #4: We continue to evaluate every opportunity against strategic fit integration , complexity and return on invested capital . Now , I'd like to turn it back to Lockie for closing remarks

Speaker #3: Thank you Tim . This was clearly an outstanding operating and financial quarter for our company . Most pleasingly , the results were driven mostly by our core porn operating performance rather than by gold scrap activities .

Lachlan Given: Thanks, Tim. This was clearly an outstanding operating and financial quarter for our company. Most pleasingly, the results were driven mostly by our core pawn operating performance rather than by gold scrap activities. All regions are performing exceptionally well, and we are very excited about the opportunity for additional growth in SMG. We have a strong liquid balance sheet and no near-term debt maturities. The M&A pipeline remains robust, particularly in Latin America, and we're excited about the large-scale de novo opportunity in that region as well. Finally, a genuine thank you to our 9,700 team members for the passion and professionalism you deliver to our customers every day. I look forward to together closing out what has been an exceptionally strong fiscal year for our company and for our shareholders. With that, operator, we'll open the line for questions.

Lachie Given: Thanks, Tim. This was clearly an outstanding operating and financial quarter for our company. Most pleasingly, the results were driven mostly by our core pawn operating performance rather than by gold scrap activities. All regions are performing exceptionally well, and we are very excited about the opportunity for additional growth in SMG. We have a strong liquid balance sheet and no near-term debt maturities. The M&A pipeline remains robust, particularly in Latin America, and we're excited about the large-scale de novo opportunity in that region as well. Finally, a genuine thank you to our 9,700 team members for the passion and professionalism you deliver to our customers every day. I look forward to together closing out what has been an exceptionally strong fiscal year for our company and for our shareholders. With that, operator, we'll open the line for questions.

Speaker #3: All regions are performing exceptionally well , and we are very excited about the opportunity for additional growth in SMG . We have a strong liquid balance sheet and no near-term debt maturities .

Speaker #3: The M&A pipeline remains robust , particularly in Latin America , and we're excited about the large scale de novo de novo opportunity in that region as well Finally , a genuine thank you to our 9700 team members for the passion and professionalism you deliver to our customers every day .

Speaker #3: I look forward to together closing out what has been an exceptionally strong fiscal year for our company and for our shareholders . With that operator , we'll open the line for questions .

Speaker #1: Thank you . At this time , we will conduct the question and answer session . As a reminder to ask a question , you will need to press star one .

Operator: Thank you. At this time, we will conduct the question and answer session. As a reminder, to ask a question, you will need to press star one one on your telephone and wait for your name to be announced. To withdraw your question, please press star one one again. Please stand by while we compile the Q&A roster. Our first question comes from the line of Brian McNamara of Canaccord Genuity. Your line is now open.

Speaker #1: One on your telephone and wait for your name to be announced . To withdraw your question , please press star one . One again , please stand by while we compile the Q&A roster Our first question comes from the line of Brian McNamara of Canaccord Genuity .

Operator: Our first question comes from the line of Brian McNamara of Canaccord Genuity. Your line is now open.

Speaker #1: Your line is now open

Speaker #5: Hey , good morning guys . Thanks for taking the question here . , I was hoping you guys could opine on gold prices .

Brian McNamara: Good morning, guys. Thanks for taking the question here. I was hoping you guys could opine on gold prices. I hate to beat the dead horse here. Obviously it's a concern we hear from investors. The whole sit's at 4,300 today versus 5,400 at the peak in January. How does that impact your day-to-day operations? If you can give some color on how you price loans and all that good stuff, I think it would be really helpful. Thank you.

Speaker #5: I hate to beat the dead horse here , but obviously it's a it's a concern we hear from investors , you know , gold sits at 4300 today .

Speaker #5: Versus 5400 at the peak in January . How does that impact your day to day operations ? And kind of if you can give some color on how you price loans and , and all that good stuff , I think it would be really helpful .

Speaker #5: Thank you .

Speaker #3: Thanks , Brian . Tim , you want to have first crack at that

Lachlan Given: Thanks, Brian. Tim, do you want to have a first crack at that?

Lachie Given: Thanks, Brian. Tim, do you want to have a first crack at that?

Tim Jugmans: Sure. Thank you, Brian, for the question. On setting gold prices, we look at gold prices on a rolling basis. Look at a three-month rolling basis. If gold spikes like it did in January and then comes back down, we are not changing what we do on a day-to-day basis. We're looking at more medium-term gold prices to price loans. The biggest effect that we do see on the business is scrap. What we saw in Q2 with the rise of the gold prices is that the scrap margin was significantly higher than normal. This quarter, what we've seen is that gold price is coming down and the change year-over-year in gold price is declining. Now we've seen sequentially that gold price margin decrease, but also year-over-year, that scrap margin decrease.

Speaker #5: Sure . .

Speaker #4: Thank you Brian , for , the question . The , , on setting a gold prices . , we are looking at , , we , we look at gold prices on a rolling basis .

Speaker #4: Say , look at like a three month rolling basis . So if gold spikes like it did in January and then comes back down , we are not changing what we do on a day to day basis .

Speaker #4: , so we're looking at , , more medium term gold prices , , to price , price loans , , the biggest effect that , , we do see on the business is scrap .

Speaker #4: , so what we saw in quarter two with the , , rise of the gold prices is that the scrap margin was significantly higher than normal .

Speaker #4: , and this quarter , what we've seen is that gold price is coming down and the change year over year in gold price is , declining .

Speaker #4: , and so now we've seen sequentially that gold price margin decrease , but also year over year , , that scrap margin decrease .

Speaker #4: And so , , what we would expect if gold prices remain , , pretty consistent where , you know , obviously it's a little bit of a spike in , , in the last few days , but it's been in that for hours , just over 4000 to 4300 for , , you know , a number of months .

Tim Jugmans: What we would expect if gold prices remain pretty consistent where obviously it's a little bit of a spike in-

Tim Jugmans: In the last few days, but it's been in that just over 4,000 to 4,300 for a number of months if we exclude the spike in January. We would expect scrap margins to come back down to normal levels.

Speaker #4: If we exclude the spike in January , , and so we would expect , , scrap margins to come back down to normal levels .

Speaker #3: But I think to add to that , Brian , as I know , you know , we're in the business of satisfying a customer's need for cash .

Lachlan Given: I think to add to that, Brian, as I know you know, we're in the business of satisfying a customer's need for cash. As you can see from our loan growth, that demand has been pretty phenomenal on a very consistent basis. We're seeing extremely strong lending trends, which is the most important metric in our business, is PLO growth. You can see across the US and Latin America particularly, the demand for cash that we're seeing in our stores is exceptionally strong. Clearly gold is the largest piece of collateral that our customers use. I think when you're thinking about the future of this business, it is incredibly robust from a growth perspective, because what we really do is satisfy a customer's need for cash.

Lachie Given: I think to add to that, Brian, as I know you know, we're in the business of satisfying a customer's need for cash. As you can see from our loan growth, that demand has been pretty phenomenal on a very consistent basis. We're seeing extremely strong lending trends, which is the most important metric in our business, is PLO growth. You can see across the US and Latin America particularly, the demand for cash that we're seeing in our stores is exceptionally strong. Clearly gold is the largest piece of collateral that our customers use. I think when you're thinking about the future of this business, it is incredibly robust from a growth perspective, because what we really do is satisfy a customer's need for cash.

Speaker #3: And as you can see from our loan growth , that demand has been pretty phenomenal on a very consistent basis we're seeing extremely strong lending trends , which is the most important metric in our business is PLO growth .

Speaker #3: And you can see across the US and Latin America , particularly the demand for cash that we're seeing in our stores is exceptionally strong .

Speaker #3: So , you know , clearly gold is the largest piece of collateral that our customers use . But I think , you know , when you're thinking about the future of this business , it is incredibly robust , on it from a growth perspective , because what we really do is satisfy a customer's need for cash and the macro , both the macro , , situation with higher gas prices , interest rates , inflation , the cost of living , all of those macro indicators continue to be a challenge for our customer .

Lachlan Given: Both the macro situation with high gas prices, interest rates, inflation, the cost of living, all of those macro indicators continue to be a challenge for our customer. I think from a micro perspective is what we do in our own stores. We've still got a lot to do in our own performance to continue to improve these stores organically. From both perspectives, I'm very excited about the growth potential of our business. Gold, I know you've gone specifically to gold, which a lot of people are doing. It's a good question, I think what really underlines the quality of this business is our ability to service that need for cash.

Lachie Given: Both the macro situation with high gas prices, interest rates, inflation, the cost of living, all of those macro indicators continue to be a challenge for our customer. I think from a micro perspective is what we do in our own stores. We've still got a lot to do in our own performance to continue to improve these stores organically. From both perspectives, I'm very excited about the growth potential of our business. Gold, I know you've gone specifically to gold, which a lot of people are doing. It's a good question, I think what really underlines the quality of this business is our ability to service that need for cash.

Speaker #3: And I think from a micro perspective is , is what we do in our own stores . We've still got a lot to do in our own performance to continue to improve these stores organically .

Speaker #3: So , you know , from both perspectives , I'm very excited about , the growth potential of our business and gold , I know you've gone specifically to gold , which which a lot of people are doing is , is it's a good question .

Speaker #3: But I think what really underlines the quality of this business is our ability to service that that need for cash .

Speaker #5: That's helpful . Just to follow on to that , , I've been of the view that and correct me if I'm wrong , a person comes in for a dollar amount , they need $200 to satisfy a short term cash need .

Brian McNamara: That's helpful. Just to follow on to that. I've been of the view that, and correct me if I'm wrong, a person comes in for a dollar amount, they need $200 to satisfy a short-term cash need, to your point. If gold drops 25% per se, so something they got three months ago, they get for 160 today, for argument's sake. Would they then pawn another item to make up that $40? Or do you think there are some folks that just because gold prices are higher, they're getting a higher loan in excess of what the cash they need? I know that's a pretty loaded question there.

Speaker #5: To your point , if gold drops 25% per se , so something that got three months ago , they got for 160 today .

Speaker #5: For argument's sake , do you would they then pawn another item to kind of make up that $40 ? Or do you think there some folks that just because gold prices are higher , they're getting a higher loan in excess of what the cash they need .

Speaker #5: I know that's a pretty loaded question there , but we .

Speaker #3: Yeah , look , look Are there certain customers that do the second one ? Of course , you know , they take more money because gold's up .

Lachlan Given: Yeah, look. Are there certain customers that do the second one? Of course. They take more money because gold's up. My own anecdotal view here is that back to what I said, people have a demand for cash, whether it's to pay a medical bill, to fill up their car. That does not depend on the gold price. That is just a fundamental need for cash, and that's what we're there to service. Look, I know it's a loaded question, and I'm sure there are people who are taking more because the gold price is up. Fundamentally speaking, this customer needs cash, and that's what we're using all sorts of things, whether it's general merchandise, whether it's gold, whether it's jewelry, diamonds, to satisfy that need.

Lachie Given: Yeah, look. Are there certain customers that do the second one? Of course. They take more money because gold's up. My own anecdotal view here is that back to what I said, people have a demand for cash, whether it's to pay a medical bill, to fill up their car. That does not depend on the gold price. That is just a fundamental need for cash, and that's what we're there to service. Look, I know it's a loaded question, and I'm sure there are people who are taking more because the gold price is up. Fundamentally speaking, this customer needs cash, and that's what we're using all sorts of things, whether it's general merchandise, whether it's gold, whether it's jewelry, diamonds, to satisfy that need.

Speaker #3: But you know , my own anecdotal view here is that back to what I said , people have a demand for cash , whether it's to pay a medical bill to fill up their car , you know , that that does not depend on the gold price .

Speaker #3: That is just a fundamental need for cash . And that's what we're there to service . So , look , I know it's a loaded question and , you know , I'm sure there are people who are taking more because the gold price is up .

Speaker #3: But fundamentally speaking , this customer needs cash and that's what we're you know , we're using all sorts of things , whether it's general merchandise , whether it's gold , whether it's jewelry , diamonds to to satisfy that need .

Speaker #4: But we know that to satisfy the need for cash , , customers are bringing in less grams than they used to to satisfy the same amount of cash .

Tim Jugmans: We know that to satisfy the need for cash, customers are bringing in less grams than they used to satisfy the same amount of cash. We know there's a group of customers that is not taking what we're offering. There's definitely a whole group of customers that. They're taking below what we're offering, and not taking any higher. Just what we would say is that the effect on the gold price, it doesn't affect the average loan size, right? If the average loan size was moving with the gold price, it would move very differently. I think that's an important part. The only part where the gold price has the big effect and trying to people maximize what they're getting is when they're selling their gold to us. That is where the gold price matters much more.

Speaker #4: And we know there is a group of customers that is not taking what we're offering . , so there's definitely a whole group of customers that take just , , they are taking below what we're offering .

Speaker #4: , and not taking any higher . So , so it just , , what we , what we would say is that it's , , the effect on the gold price is not , doesn't , it doesn't affect the average loan size , right ?

Speaker #4: So if the average loan size was moving with the gold price , it would move very differently . , and so I think that's an important part .

Speaker #4: The , the only part where the gold price has the big effect and people maximize what they're getting is when they selling their gold to us , that is where the gold price matters much more .

Speaker #4: And a lot of that gold that we're buying is stuff that is not really sellable in our stores . So like a broken necklace .

Tim Jugmans: A lot of that gold that we're buying is stuff that is not really sellable in our stores, so like a broken necklace. We're scrapping that pretty quickly. That's where the customer is trying to maximize. It's quite different when it's a loan product.

Speaker #4: And so we're scrapping that , , pretty quickly . , so that , that is , that's where the , the customer is trying to maximize .

Speaker #4: There's quite a different when it's a loan product , right ?

Brian McNamara: Right. That's very helpful. I appreciate the detail there, guys. On the stuff where your execution matters here, like merchandise margin, I think it was your highest US merchandise margin since 2022, and I think some of that was stimulus-aided kind of thing. It looks like a really good result. Blended SMG looks north of your target at 35% to 38% range. Lachie, I know you guys have been working to get that margin up. Any color on what's driving the progress there?

Speaker #5: So that's very helpful . I appreciate the detail there , guys . , on the stuff where your execution matters here , like merchandise margin , I think it was the highest , your highest US merchandise margin since 2022 .

Speaker #5: And I think some of that was stimulus , the kind of thing . So it looks like a really good result . , blended SMG looks north of your targeted 35 to 38 range .

Speaker #5: , I know you guys have been working to get that margin up . Any color on what's driving the progress there ?

Lachlan Given: Tim, you want to take a crack at margin?

Lachie Given: Tim, you want to take a crack at margin?

Speaker #3: Tim , do you want to take a crack at that margin ?

Speaker #4: Yeah , we've , , we now margin , we still expect to be still on a consolidated basis going in that kind of range .

Tim Jugmans: Yeah. Now, margin, we still expect to be still on a consolidated basis going in that kind of range. It's definitely crept up, which is really nice to see. We've got better execution in the store, better at pricing, are two things. Obviously there's a little bit of gold and the change in gold price affecting that. We're still very happy of where it is, but it will continue to move in that range.

Speaker #4: It's definitely , , crept up , which is really nice to see . It's , you know , we got better execution in the store .

Speaker #4: , better at , , pricing , , two things . And obviously there's a little bit of , , gold and the change in gold price .

Speaker #4: , affecting that , , but , , you know , we still very happy of where it is , but it will continue to move in that .

Speaker #5: Right . And if I could squeeze one last one on M&A , , how is the pipeline looking today ? How is the SMG integration going ?

Brian McNamara: Great. Just if I could squeeze one last one on M&A. How is the pipeline looking today? How is the SMG integration going? How did it come together in terms of getting that asset wholly owned?

Speaker #5: And , , how did it come together in terms of getting that asset wholly owned ?

Speaker #3: , there's three more questions , Brian , but no problem . There's no worries . You're good at this . , so let's start with SMG .

Lachlan Given: There's three more questions, Brian, no problem. There's no worries.

Lachie Given: There's three more questions, Brian, no problem. There's no worries.

Brian McNamara: Sure.

Lachlan Given: You're good at this. I'll just start with SMG. Well, it's been a huge couple of quarters, obviously, on the general M&A front. We've done SMG, we've done 33 stores in Guatemala, we've done a bunch in Mexico, we've done a few little ones in the US. We've been incredibly active these last two quarters on execution. M&A for me now has two sort of heads. One head is integrating these businesses in a really strong, robust way, and the other side of it is we need to do more. On the ones we've just done, I think SMG we're very excited about. I think it's going to take a year to get them. The big things we need to do is get them onto our point of sale. We need to get them onto Workday.

Lachie Given: You're good at this. I'll just start with SMG. Well, it's been a huge couple of quarters, obviously, on the general M&A front. We've done SMG, we've done 33 stores in Guatemala, we've done a bunch in Mexico, we've done a few little ones in the US. We've been incredibly active these last two quarters on execution. M&A for me now has two sort of heads. One head is integrating these businesses in a really strong, robust way, and the other side of it is we need to do more. On the ones we've just done, I think SMG we're very excited about. I think it's going to take a year to get them. The big things we need to do is get them onto our point of sale. We need to get them onto Workday.

Speaker #3: So SMG , , you know , well , it's been a huge couple of quarters . Obviously on the , on the M&A front , we've , we've done SMG , we've done 33 stores in Guatemala .

Speaker #3: We've done a bunch in Mexico . We've done a few little ones in the US . So we've been incredibly active these last two quarters on execution .

Speaker #3: , and so M&A for me now has two sort of heads . One head is integrating these businesses in a really strong , robust way .

Speaker #3: And the other side of it is we need to do more . So on the ones we've just done , I think SMG , we're very excited about .

Speaker #3: I think , you know , it's going to take a year to get them . You know , the big things we need to do is get them onto our point of sale .

Speaker #3: We need to get them on to workday . So those those two things are significant pieces of work . , and are going on as we speak .

Lachlan Given: Those two things are significant pieces of work, and are going on as we speak. I think from an operational perspective, this was a business that was capital constrained, and is no longer capital constrained. We are going through a cultural change now where we don't need to rely on scrapping as much to create cash. We are now doing what EZCORP does, which is to manage inventory with scrap, but to really concentrate on having our jewelry cases full and making strong margins on selling our jewelry. There's cultural change going on. I would say this first year is all about getting on our system, getting onto Workday, and some cultural change. We're incredibly excited. Once those things are done and they're on our system, we're probably feeling we're going to be ahead of our own expectations as to what this business can do.

Lachie Given: Those two things are significant pieces of work, and are going on as we speak. I think from an operational perspective, this was a business that was capital constrained, and is no longer capital constrained. We are going through a cultural change now where we don't need to rely on scrapping as much to create cash. We are now doing what EZCORP does, which is to manage inventory with scrap, but to really concentrate on having our jewelry cases full and making strong margins on selling our jewelry. There's cultural change going on. I would say this first year is all about getting on our system, getting onto Workday, and some cultural change. We're incredibly excited. Once those things are done and they're on our system, we're probably feeling we're going to be ahead of our own expectations as to what this business can do.

Speaker #3: I think from an operational perspective , you know , this , this was a business that was capital constrained . , and is no longer capital constrained .

Speaker #3: So we are going through cultural change now where we don't need to rely on scrapping as much to create cash . We are now , you know , doing what EZCORP does , which is , is to manage inventory with scrap .

Speaker #3: But to really concentrate on having our jewelry cases full and making strong margins on selling our jewelry . So there's , there's cultural change going on .

Speaker #3: So I would say this first year is all about , you know , getting on our system , getting on the work and some cultural change .

Speaker #3: But we're incredibly excited once , once those things are done , , and they're on our system , you know , we think this is , we're probably feeling we're going to be ahead of our own expectations as to what this business can do .

Speaker #3: We're very happy with the leadership there . , you know , they've been very open , transparent , and we're working really well together .

Lachlan Given: We're very happy with the leadership there. They've been very open, transparent, and we're working really well together. I think SMG, and to your question about how it came together. Look, these deals, as I always say to the market, they take time. You've got to have a willing seller, a willing buyer, and you've got to have a price, and sometimes they just come together.

Lachie Given: We're very happy with the leadership there. They've been very open, transparent, and we're working really well together. I think SMG, and to your question about how it came together. Look, these deals, as I always say to the market, they take time. You've got to have a willing seller, a willing buyer, and you've got to have a price, and sometimes they just come together.

Speaker #3: So I think SMG , , you know , and to your , to your question about how it came together , look , these deals , as I always say to the market , you know , they take time .

Speaker #3: You've got to have a willing seller , a willing buyer , and you've got to have a price . And they just sometimes they just come together .

Speaker #3: And this , this is

Speaker #5: Excellent . Thank you very much , guys

Brian McNamara: Excellent. Thank you very much, guys.

Speaker #1: Thank you . As a reminder , we kindly ask you to limit to one question and one follow up question . Our next question comes from the line of David Scharf of Citizens Capital Markets .

Operator: Thank you. As a reminder, we kindly ask you to limit to one question and one follow-up question. Our next question comes from the line of David Scharf of Citizens Capital Markets. Your line is now open.

Operator: Our next question comes from the line of David Scharf of Citizens Capital Markets. Your line is now open.

Speaker #1: Your line is now open

Speaker #4: Hi .

David Scharf: Hi. Yeah. Good morning, everyone. Thanks. Thanks for taking my questions. Hey, tell you what, I'm going to follow up and pile on.

Speaker #6: Good morning everyone . Thanks . Thanks for taking my questions . , hey , , so tell you what , I'm going to follow up and pile on the , .

Speaker #3: So did you guys , did you guys lose me then ?

Lachlan Given: Sorry, did you guys lose me there?

Lachie Given: Sorry, did you guys lose me there?

Speaker #4: Yeah , I did at the end .

Tim Jugmans: Yeah. You did.

Operator: At the end.

Tim Jugmans: At the end.

Speaker #3: I had a broker that called my line . I'm sorry . , so . So what I was , I was just ending .

Lachlan Given: I had a broker that just called my line. I'm sorry. So what I was just ending, sorry, let me just end that. We're very happy on the SMG side. In the pipeline, to Brian's last question, I think the pipeline, as Tim said in his remarks, remains very robust, in Latin America particularly. I think in the US, as I've said before, we're kind of in the smaller acquisition zone now. Now you're going to see ones and twos. I think Latin America is super interesting. Big independent chains. On top of that, I think what I said in my remarks was that the de novos, they sort of get a little forgotten often because it's just sort of what we do every day. I think it's a really strong growth platform for us that investors and analysts should remember.

David Scharf: I had a broker that just called my line. I'm sorry. So what I was just ending, sorry, let me just end that. We're very happy on the SMG side. In the pipeline, to Brian's last question, I think the pipeline, as Tim said in his remarks, remains very robust, in Latin America particularly. I think in the US, as I've said before, we're kind of in the smaller acquisition zone now. Now you're going to see ones and twos. I think Latin America is super interesting. Big independent chains. On top of that, I think what I said in my remarks was that the de novos, they sort of get a little forgotten often because it's just sort of what we do every day. I think it's a really strong growth platform for us that investors and analysts should remember.

Speaker #3: Sorry . Let me just just end that . So we're very happy on the SMG side . , but and the pipeline to Brian's last question , , I think the pipeline , as Tim said in his remarks , remains very robust .

Speaker #3: , in Latin America , particularly , I think in the US , as I've said before , we're kind of we're kind of in the smaller acquisition zone , though .

Speaker #3: Now you're going to see ones and twos . , but I think Latin America is , you know , super interesting , big independent chains .

Speaker #3: . And then on top of that , I think what I said in my remarks was that the de novos , , , the de novos , you know , they sort of got get a little forgotten often because it's just sort of what we do every day .

Speaker #3: But I think it's a really strong growth platform for us that , you know , investors and analysts should remember , , you know , we've got great opportunity across Latin America for de novo as well .

Lachlan Given: We've got great opportunity across Latin America for de novos as well. I think those inorganic opportunities, Brian, are really exciting.

David Scharf: We've got great opportunity across Latin America for de novos as well. I think those inorganic opportunities, Brian, are really exciting.

Speaker #3: So I think it's , you know , those , those inorganic opportunities , Brian , are really exciting

Speaker #4: David, do you want to go ahead with your question?

Lachlan Given: David, do you want to go ahead with your question?

Tim Jugmans: David, do you want to go ahead with your question?

Speaker #6: Okay . Yeah , I wasn't sure if I was live or not . , sure . Just real quickly , maybe just kind of framing the , , the prior questions a little bit differently .

David Scharf: Okay. Yeah, I wasn't sure if I was live or not. Sure. Hey, just real quickly, maybe just kind of framing the prior questions a little bit differently. When we think about the cash needs versus the collateral value debate on what a consumer's actually going to do when they walk through your door, maybe more directly, do you think PLO growth would be the same, the same store PLO growth, with gold prices at last year's levels? Maybe that's a more direct way of just framing the question.

Speaker #6: , you know , when we think about the cash needs versus the collateral value debate on what a consumer's actually going to do when they walk through your door , maybe more directly , do you think PLO growth would be the same , the same store ?

Speaker #6: PLO growth . , with with gold prices . , it last year's levels , maybe that's a more direct way of just framing the question

Lachlan Given: Go for it, Tim. You mean literally this time last year?

Lachie Given: Go for it, Tim. You mean literally this time last year?

Speaker #3: For Tim, what was it for you, I mean literally, this time last year?

Speaker #6: Well you know , just thinking about gold being up 20% or so in a year , just trying to get a sense for once again , you know , this debate about you're serving cash needs when somebody walks through the door , are they , you know , are they just going to .

David Scharf: Well, just thinking about gold being up 20% or so in a year.

Tim Jugmans: Well, just thinking about gold being up 20% or so in a year.

Lachlan Given: Yep.

David Scharf: Yep.

David Scharf: Just trying to get a sense for, once again, this debate about your serving cash needs when somebody walks through the door, are they just going to ultimately act on what they need, or are they going to assess the collateral value in the potential to borrow more?

Tim Jugmans: Just trying to get a sense for, once again, this debate about your serving cash needs when somebody walks through the door, are they just going to ultimately act on what they need, or are they going to assess the collateral value in the potential to borrow more?

Speaker #6: Ultimately act on what they need or are they going to assess collateral value in the potential to borrow more ? , we know our customers .

Tim Jugmans: We know our customers.

David Scharf: Slide presentations. Yeah.

Speaker #6: Yeah .

Tim Jugmans: Yeah. We know our customers are very smart. They are, for the majority, only taking what they need. Because if you're taking a loan, why are you going to take more than you feel comfortable paying back if you want that item back? That would not make any sense, right? If you're coming in with something that you want back, you're only going to take what you need and that you feel comfortable repaying. It's very different to selling your item where you're trying to maximize it. Now, obviously, I'd have to really speculate on what customers would do, but from what we can see at the counter, that's how customers act.

Speaker #4: We know our customers are very smart . They are for the majority , only taking what they need . Because if you're taking a loan , why are you going to take more than you feel comfortable paying back ?

Speaker #4: If you want that item back , that that would not make any sense . Right ? So if you're coming in with something that you want back , you're only going to take what you need and that you feel comfortable repaying .

Speaker #4: So it's a very important , it's a very different to selling your item where you're trying to maximize margin . Now , obviously , I'd have to really speculate on what customers would do , but from what we can see at the counter , that's how customers act .

Speaker #4: So we would say , you know , if if we thought that that was always maximizing , we wouldn't have the amount of customers that don't take the maximum and we would have a much that average loan size would increase much more based on the gold price .

Tim Jugmans: We would say, if we thought that that was always maximizing, we wouldn't have the amount of customers that don't take the maximum, and the average loan size would increase much more based on the gold price. Those two things tell you that this is a demand-led item, not a gold price-led increase in average loan size.

Speaker #4: And so those two things tell you that this is this is not a this is a demand led item , not a gold price led increase in average loan size .

Speaker #6: Got it . No , that's very helpful . I mean , I think it helps investors sort of ultimately .

David Scharf: Got it. No, that's very helpful. I think it helps investors.

Tim Jugmans: Yep

Tim Jugmans: ultimately sort of understand.

Tim Jugmans: As a very important part of the business.

Speaker #4: As a very important part of the business .

David Scharf: the growth rate. Yeah. Good. Hey, just one follow-up. In terms of the PLO growth in Mexico specifically, I know we're about a good nine, 10 months into this, I think, worker stoppage, the strike at the big Nacional Monte operation. Has there been any direct relationship between the work stoppages there and your foot traffic?

Speaker #6: Rate . Yeah . Good . , hey , just one follow up . , in terms of the , , the PLO growth in , in Mexico specifically , , you know , I know we're about a good nine , ten months into this , I think worker stoppage , this strike at the big national , you know , Monte , , operation , has there been any direct relationship between , , the work stoppages there and your foot traffic

Speaker #3: I mean , I think there has to have been . Right . I think , you know , comparatively speaking , we haven't got a whole lot of stores that are very close to theirs .

Lachlan Given: I think there has to have been, right? I think, comparatively speaking, we haven't got a whole lot of stores that are very close to theirs, but I think there is certainly an element of the demand that was in those stores that's come to other pawn shops across the country.

Lachie Given: I think there has to have been, right? I think, comparatively speaking, we haven't got a whole lot of stores that are very close to theirs, but I think there is certainly an element of the demand that was in those stores that's come to other pawn shops across the country.

Speaker #3: But , you know , I think there is an element of the demand that was in those stores that it's come to other pawn shops across the country .

Speaker #6: Got it . Great . Thank you very much . Thanks , David .

David Scharf: Got it. Great. Thank you very much.

Lachlan Given: Thanks, David.

Lachie Given: Thanks, David.

Speaker #1: Thank you . Our next question comes from the line of Jon Hecht of Jefferies . Your line is now open

Operator: Thank you. Our next question comes from the line of John Hecht of Jefferies. Your line is now open.

Speaker #7: Morning , guys . Thanks for taking my questions . , just first one is getting a little bit more on , SMG . Just wondering , like the characteristics of the stores and the metrics that you store , PLO size versus other geographies .

John Hecht: Morning, guys. Thanks for taking my questions. Just first one is we're getting a little bit more on SMG. Just wondering, the characteristics of the stores and the metrics like store PLO size versus other geographies, inventory terms, the standard loan size and term, is it consistent there or are there differences? Do you guys have objectives to, call it, change the metrics over time?

Speaker #7: , inventory turns , , you know , the standard loan size and term is , is it consistent there or are there differences ?

Speaker #7: And do you guys have objectives to , , call it change the metrics over time ?

Speaker #3: Morning , John . Thanks for the question mate . Yeah . So look , it's region by region . So so the biggest two markets for SMG are Florida and Puerto Rico .

Lachlan Given: Morning, John. Thanks for the question, mate. Yeah. Look, it's region by region. The biggest two markets for SMG are Florida and Puerto Rico. There is a bunch of other countries across the Caribbean where it's much smaller. I would say, generally speaking, the metrics we are certainly aiming for are similar to what we do. I think each market is different. In Puerto Rico, for example, it's similar to Mexico, where they have the auto business under the pawn regulation there. Those stores do particularly well. In Florida, it's very similar metrics to what we are certainly looking to do. I think, as I said earlier, before SMG was capital constrained before we bought it. I think adding our capital, our operating disciplines, our culture, I think will bring that business much more into line with EZCORP's metrics.

Lachie Given: Morning, John. Thanks for the question, mate. Yeah. Look, it's region by region. The biggest two markets for SMG are Florida and Puerto Rico. There is a bunch of other countries across the Caribbean where it's much smaller. I would say, generally speaking, the metrics we are certainly aiming for are similar to what we do. I think each market is different. In Puerto Rico, for example, it's similar to Mexico, where they have the auto business under the pawn regulation there. Those stores do particularly well. In Florida, it's very similar metrics to what we are certainly looking to do. I think, as I said earlier, before SMG was capital constrained before we bought it. I think adding our capital, our operating disciplines, our culture, I think will bring that business much more into line with EZCORP's metrics.

Speaker #3: , then there is , you know , a bunch of other countries across the Caribbean where it's , it's much smaller . , so I would say generally speaking , the metrics , you know , are , you know , the metrics we are certainly aiming for are similar to what we do .

Speaker #3: I think each market is different , , in Puerto Rico , for example , it's similar to Mexico , where they have the auto business as under the porn regulation there .

Speaker #3: So those , those stores do particularly well . , and then in Florida , it's very similar metrics to what , to what we are certainly looking to do .

Speaker #3: I think , as I said earlier , before SMG was capital constrained before we bought it . And so I think adding our capital , our operating disciplines , our culture , I think , will bring that business much more into line with with EZCORP metrics .

Speaker #3: But as I said , it's going to take some time . But the great thing about this business is that across markets and across countries , the metrics are similar .

Lachlan Given: As I said, it's going to take some time. The great thing about this business is that across markets and across countries, the metrics are similar, the customer base is similar, our teams are similar, so we can manage this business in quite a focused way. As I said earlier, I'm pretty excited about what SMG can do, particularly once it's on our system and once we've got this culture sort of rolled out.

Lachie Given: As I said, it's going to take some time. The great thing about this business is that across markets and across countries, the metrics are similar, the customer base is similar, our teams are similar, so we can manage this business in quite a focused way. As I said earlier, I'm pretty excited about what SMG can do, particularly once it's on our system and once we've got this culture sort of rolled out.

Speaker #3: The customer base is similar . Our teams are similar . So we can manage this business in a in quite a , quite a focused way .

Speaker #3: And so , as I said earlier , I'm pretty excited about what SMG can do , particularly once it's on our system . And once , once we've got , , once we've got this culture sort of rolled out

Speaker #4: John on slide 11 in , the investor deck , we do have some of those metrics , , that we go through . , the , you'll see that average loan size for SMG is higher than in the US .

Tim Jugmans: John, on slide 11 in the investor deck, we do have some of those metrics that we go through. You'll see that average loan size for SMG is higher than in the US, most of that is because of the Puerto Rico and the lending on the vehicles, which does push that average loan size up compared to the US.

Speaker #4: , and most of that is because of the , , port of Puerto Rico and the lending on the , , on the vehicles , , which does push that average loan size up , , compared to , , the US

John Hecht: Thank you for pointing that out. The second question is, the PLO obviously has been very strong, the growth in PLO, and that obviously translates into obviously strong revenue growth too. Is the mixer revenue, in the US and LATAM, is it consistent with what it was a year ago when it was 30% less? Or are you observing any changes in the types of inventory as things expand?

Speaker #7: , and the second question is the PLO obviously has been very strong . The growth in PLO and that obviously translates into obviously strong revenue growth to is the mix of revenue in the US .

Speaker #7: And Latam . Is it consistent with what it was ? You know , a year ago when it was like 30% less ? Or are you observing any changes ?

Speaker #7: , you know , in the types of inventory as things expand

Speaker #4: On the types of inventory ? , yeah , we definitely , in the last number of years , we definitely seen , , jury continue to increase .

Tim Jugmans: On the types of inventory? Yeah. In the last number of years, we've definitely seen jewelry continue to increase. From a general merchandise perspective, we've definitely seen the luxury and shoes continue to increase in the stores. Things like TVs and other large electronics, they are declining. It all mix based on what the customer is after and what the customer has to bring in. It also can be quite different neighborhood to neighborhood.

Speaker #4: , and then from a general merchandise perspective , we've definitely seen , , the luxury , , luxury and , , continue to increase in the stores .

Speaker #4: , and , , things like , , TVs and other large electronics , , they are , they are declining . , and so it all mix based on what the customer is after and what the customer has , , to bring in .

Speaker #4: It also can be quite different from neighborhood to neighborhood.

Speaker #3: I , say , John , the biggest change we've seen in , in inventory is in Latin America . I think you'll see in the materials that we are now 50% of our PLO is jewelry .

Lachlan Given: I'd say, John, the biggest change we've seen in inventory is in Latin America. I think you'll see in the materials that we are now 50% of our PLO is jewelry. Historically, we were known as the GM lender, and I think the last two years, our training, led by Blair and a really strong leadership across Latin America, has done a phenomenal job in us becoming a very strong jewelry lender too. I can't remember what the percentage was three years ago, but I'd take a guess it was 30% or 35% jewelry, which is now 50%. I think that Latin American piece is a big part of the growth story there. As Tim said, we've got luxury is growing, sneakers are growing, laptops are down.

Lachie Given: I'd say, John, the biggest change we've seen in inventory is in Latin America. I think you'll see in the materials that we are now 50% of our PLO is jewelry. Historically, we were known as the GM lender, and I think the last two years, our training, led by Blair and a really strong leadership across Latin America, has done a phenomenal job in us becoming a very strong jewelry lender too. I can't remember what the percentage was three years ago, but I'd take a guess it was 30% or 35% jewelry, which is now 50%. I think that Latin American piece is a big part of the growth story there. As Tim said, we've got luxury is growing, sneakers are growing, laptops are down.

Speaker #3: And , you know , historically , we were known as the GM lender . And I think the last two years , our training , , led by Blair and a really strong leadership across Latin America , has done a phenomenal job in us becoming a very strong jewelry lender , too .

Speaker #3: And I can't remember what the percentage was three years ago , but I'd take a guess . It was 30 or 35% jewelry , which is now 50 .

Speaker #3: So I think that that Latin American piece is a big part of the growth story . There . , and then as Tim said , you know , we've got luxury is growing , sneakers are growing , laptops are down .

Speaker #3: So there's , there's definitely elements of different inventory , but I wouldn't say it's anywhere near as big as the jewelry story .

Lachlan Given: There's definitely elements of different inventory, but I wouldn't say it's anywhere near as big as the jewelry story.

Lachie Given: There's definitely elements of different inventory, but I wouldn't say it's anywhere near as big as the jewelry story.

Speaker #7: Okay . Thanks very much .

John Hecht: Okay. Thanks very much.

Speaker #1: Thank you . Thank you . Our next question comes from the line of Kyle Joseph of Stephens . Your line is now open .

Lachlan Given: Thank you.

Lachie Given: Thank you.

Operator: Thank you. Our next question comes from the line of Kyle Joseph of Stephens. Your line is now open.

Speaker #8: Hey , good morning guys . Thanks for taking my questions . , since we asked about gold enough , I guess we'll talk about gas prices .

Kyle Joseph: Hey, good morning, guys. Thanks for taking my questions. Since we asked about gold enough, I guess, we'll talk about gas prices. Obviously been pretty volatile. In the US specifically, how much of an impact are you seeing these days from fluctuations in gas prices?

Speaker #8: Obviously been pretty volatile , but , you know , in the US specifically , you know , how much of an impact are you seeing these days from fluctuations in gas prices ?

Speaker #3: Look thanks , Kyle . Look , we don't we don't have the number . Obviously , this is anecdotal , but clearly that puts pressure on this customer .

Lachlan Given: Look, thanks, Kyle. Look, we don't have the number. Obviously, this is anecdotal, clearly that puts pressure on this customer and I think the volatility increases the demand for cash. I can't give you a specific number, but it definitely impacts what our customers are doing.

Lachie Given: Look, thanks, Kyle. Look, we don't have the number. Obviously, this is anecdotal, clearly that puts pressure on this customer and I think the volatility increases the demand for cash. I can't give you a specific number, but it definitely impacts what our customers are doing.

Speaker #3: And I think the volatility increases the demand for cash . And I can't give you a specific number , but it definitely impacts what our customers are doing

Speaker #8: Got it . And then yeah on SMG , I apologize if I missed this , but I think you're at 108 stores . Just , you know , within those markets .

Kyle Joseph: Got it. Then, yeah, on SMG, apologies if I missed this, but I think you're at 108 stores. Just, within those markets, do you have a sense for how many stores that could eventually be? Obviously, I guess

Speaker #8: Do you have a sense for how many stores that could eventually be ? Obviously , I guess it's an overlap .

Lachlan Given: Yeah

Lachie Given: Yeah

Kyle Joseph: There's some overlap like that.

Speaker #3: Yeah , it's it's an interesting question given the overlap . So what we're doing at the moment is focusing on on leadership , how we're going to run this business .

Lachlan Given: Yeah. It's an interesting question given the overlap. What we're doing at the moment is focusing on leadership, how we're going to run this business. Is it integrated? Who's running what? I think the focus is to get onto our system. I think that is step 1, and then we're going to assess which of these markets. Puerto Rico looks to be a very attractive market. There's markets in the Caribbean. I think we're sort of in the process now of assessing that. Given it's 100% owned, that'll just be part of our de novo program going forward.

Lachie Given: Yeah. It's an interesting question given the overlap. What we're doing at the moment is focusing on leadership, how we're going to run this business. Is it integrated? Who's running what? I think the focus is to get onto our system. I think that is step 1, and then we're going to assess which of these markets. Puerto Rico looks to be a very attractive market. There's markets in the Caribbean. I think we're sort of in the process now of assessing that. Given it's 100% owned, that'll just be part of our de novo program going forward.

Speaker #3: Is it integrated ? Is it , you know , who's running what . , I think the focus is to get onto the right onto our system .

Speaker #3: , so I think that is step one . And then we're going to assess which of these markets , you know , Puerto Rico looks to be a very attractive market .

Speaker #3: There's , there's markets in the Caribbean . So I think we're sort of in the process now of assessing that . , but given it's 100% owned , that'll be , you know , that'll just be part of our de novo program going forward

Speaker #8: Got it . And then last one from me , , on the Latin American Po growth , obviously really strong . , you know , what , is driving that ?

Kyle Joseph: Got it. Last one from me. On the Latin American PLO growth, obviously really strong. What's driving that? How sustainable is it? Is it just a function of higher inflation down there, or is it kind of influenced by inventory mix as well?

Speaker #8: How sustainable is it ? Is it just a function of higher inflation down there or , or is it kind of influenced by inventory mix as well

Speaker #3: I think , you know , I want to give that team the credit they deserve . It's just it's been phenomenal execution down there .

Lachlan Given: I think I want to give that team the credit they deserve. It's been phenomenal execution down there. I think the jewelry mix has been a big part of it, just teaching our teams to be much better lenders on jewelry. As I said before, people would come in with phones and electronics and tools. That was what we were known for, and we've just had this very deliberate execution program for the last few years, where jewelry has become a much better part of what we do. I think that's been really helpful on the PLO side. I think the macro, absolutely. Things are tough for our customers out there. The macro has been supportive, but I think the Latin American story is much more about what we've done from an execution and leadership perspective than what the macro is doing.

Lachie Given: I think I want to give that team the credit they deserve. It's been phenomenal execution down there. I think the jewelry mix has been a big part of it, just teaching our teams to be much better lenders on jewelry. As I said before, people would come in with phones and electronics and tools. That was what we were known for, and we've just had this very deliberate execution program for the last few years, where jewelry has become a much better part of what we do. I think that's been really helpful on the PLO side. I think the macro, absolutely. Things are tough for our customers out there. The macro has been supportive, but I think the Latin American story is much more about what we've done from an execution and leadership perspective than what the macro is doing.

Speaker #3: I think jewelry , the jewelry mix has been a big part of it . Just teaching our teams to be much better lenders on jewelry .

Speaker #3: As I said before , you know , people would come in with phones and electronics and tools . That was what we were known for .

Speaker #3: And we've just had this very deliberate execution program for the last few years where jewelry has become a much better part of what we do .

Speaker #3: And so I think that's been that's been really helpful on the on the pillow side . So look , I think I think the macro absolutely things , things are tough for our customers out there .

Speaker #3: So it's , you know , the macro has been supportive , but I think the Latin American story is much more about what we've done from an execution and leadership perspective than , you know , what , what the macro is , is , is doing

Speaker #8: Got it . Really helpful . Thanks for taking my questions .

Kyle Joseph: Got it. Really helpful. Thanks for taking my questions.

Speaker #3: Thanks .

Lachlan Given: Thanks, Kyle.

Lachie Given: Thanks, Kyle.

Speaker #9: Carl .

Speaker #1: Thank you . Our next question comes from the line of Vincent Cantic of Btig . Your line is now open .

Operator: Thank you. Our next question comes from the line of Vincent Caintic of BTIG. Your line is now open.

Speaker #10: Hey , good morning . Thanks for taking my questions . Two quick follow ups . , so first , Tim , it was helpful .

Vincent Caintic: Hi. Good morning. Thanks for taking my questions. Kind of two quick follow-ups. First, Tim, it was helpful. You provided, kind of a lot of commentary in terms of how to think about seasonality, and I think there is seasonal component to LatAm, and maybe the US is okay. There's also kind of what's happening with jewelry scrap. If you kind of put it all together on a consolidated basis, if you could help us think about, like, should we be thinking about EBITDA or EPS kind of slowing down on a quarter-to-quarter basis? Underlying, like it does seem, US and LatAm are doing really strong. I just want to understand, just from a near-term perspective, how all of those things shake out. Thank you.

Speaker #10: You provided kind of a lot of commentary in terms of how to think about seasonality, and I think there's a seasonal component to Latam, and maybe the US is okay.

Speaker #10: And then there's also kind of what's happening with with jewelry scrap , if you kind of put it all together and a consolidated basis , if you could help us think about like , should we be thinking about EBITDA or EPS kind of slowing down on a quarter or quarter basis because underlying like , it does seem , you know , us and Latam are doing really strong .

Speaker #10: So I just want to understand , just from a near-term perspective , how all of those things shake out . Thank you .

Speaker #4: Thank you . Yeah . The biggest obviously , we don't provide guidance on on those numbers , but , , as we've said , you know , you can see that , , , scrap gross profit had a big effect on quarter two and less of an effect on quarter three .

Tim Jugmans: Thank you. Yeah, obviously, we don't provide guidance on those numbers, but, as we've said, you can see that our scrap gross profit had a big effect on Q2 and less of an effect on Q3, from a growth perspective. What we did say on the call is that scrap margin is, assuming gold price stays relatively stable, it will start coming down to that 15% to 20% range, that we've had it while gold was stable. That normalization will mean that there is less growth year-over-year, when you including scrap, but obviously excluding scrap is probably a better way to look at the underlying long-term performance of the business.

Speaker #4: , from a , a , , a , a growth perspective , but what , what we did say on the call is that scrap margin is , , is assuming gold price stays relatively stable .

Speaker #4: , it will start coming down to that 15 , 20 to 20% range . , that we've had it in wild gold , gold was stable .

Speaker #4: , and so

Speaker #5: That normalization will , , will mean that there is less growth year over year . , when you including scrap . But obviously excluding scrap is probably a better way to look at the underlying long term .

Speaker #5: Performance of the business .

Speaker #4: I think that's Vince . That's the thanks for the question . I think that's the key thing that we are trying as a team to , to show the market and you guys , the analysts , is that , you know , we don't we don't get credit anyway for scrapping in the market .

Lachlan Given: Vince, thanks for the question. I think that's the key thing that we are trying as a team to show the market and you guys, the analysts, is that we don't get credit anyway for scrapping in the market. I think this business should be looked at on a core basis. When you look at the core business, as Tim's done a really good job of outlining in the deck, this is growing really strongly. Lending is strong. Sales are strong. Margin's improving. We're doing M&A in multiple markets. We're building a lot of new stores. We've got a very liquid balance sheet. Scrapping goes up and down by the quarter.

Lachie Given: Vince, thanks for the question. I think that's the key thing that we are trying as a team to show the market and you guys, the analysts, is that we don't get credit anyway for scrapping in the market. I think this business should be looked at on a core basis. When you look at the core business, as Tim's done a really good job of outlining in the deck, this is growing really strongly. Lending is strong. Sales are strong. Margin's improving. We're doing M&A in multiple markets. We're building a lot of new stores. We've got a very liquid balance sheet. Scrapping goes up and down by the quarter.

Speaker #4: So I think this business should be looked at on a core basis . And when you look at the core business as Tim's done a really good job of , of outlining in the deck .

Speaker #4: This is growing really strongly. You know, lending is strong, sales are strong, margins are improving. We're doing M&A in multiple markets.

Speaker #4: We're building a lot of new stores . We've got a very liquid balance sheet and scrapping look scrapping goes up and down by the quarter .

Speaker #4: We don't get credit for it, which is okay. But from a multiple and earnings perspective, it shows what the business can really do.

Lachlan Given: We don't get credit for it, which is okay, from a multiple and an earnings perspective, it shows what the business can really do, and it provides great cash flow, so we can redeploy that into either paying down debt or building de novos or doing M&A. I think, when you look at it including scrap, which I don't think many people do, yes, the earnings come down because of scrap. I think what's best to speak about and to look at to assess the real value of this business and the platform is the core operating metrics that we're putting out, and they're very strong.

Lachie Given: We don't get credit for it, which is okay, from a multiple and an earnings perspective, it shows what the business can really do, and it provides great cash flow, so we can redeploy that into either paying down debt or building de novos or doing M&A. I think, when you look at it including scrap, which I don't think many people do, yes, the earnings come down because of scrap. I think what's best to speak about and to look at to assess the real value of this business and the platform is the core operating metrics that we're putting out, and they're very strong.

Speaker #4: And it provides great cash flow . So we can redeploy that into either paying down debt or building de novos or doing M&A .

Speaker #4: So I think , you know , when you look at it , including scrap , which I don't think many people do , yes .

Speaker #4: The , you know , the earnings , the earnings come down because of scrap . But I think what's best to speak about and to look at to assess the real value of this business and the platform is the core operating metrics that we're putting out .

Speaker #4: And they're very , very strong

Speaker #2: Okay , great . That's super helpful . Thank you . And , I guess to follow up on that , , of course , we've been getting a lot of these questions and , you know , a lot of discussion already on gold price prices , but , , my , I guess understanding is , you know , your underwriting of the business the way , , you deal with jewelry or any inventory is your pricing , the business , , you know , at a discount , you're evaluating the customers propensity to , to , , to pay back or if you have to put the item on retail .

Vincent Caintic: Okay, great. That's super helpful. Thank you. I guess to follow up on that, of course, we've been getting a lot of these questions and a lot of discussion already on gold prices.

Lachlan Given: Yep.

Lachie Given: Yep.

Vincent Caintic: My, I guess, understanding is your underwriting of the business, the way you deal with jewelry or any inventory, is you're pricing the business at a discount, you're evaluating the customer's propensity to pay back or if you have to put the item on retail. It seems like the greatest maybe focus is if the agent inventory number goes up or down, and it sounds like, I mean, that number has been doing really well. Regardless of where gold or inflation or other prices go, as long as you're able to turn over the inventory quickly-

Speaker #2: And so it seems like the greatest , maybe focus is if you , if the agent inventory number goes up or down and it sounds to me that number has been doing really well .

Speaker #2: So regardless of where gold or , you know , inflation or other prices go , as long as you're able to turn over the inventory quickly , quickly , I think , okay , I understand .

Lachlan Given: Yeah.

Lachie Given: Yeah.

Vincent Caintic: That should be okay, I understand.

Lachlan Given: Yeah. That's absolutely the age-old pawnbroker's objective, right? We've got to be really strong at the lending counter, then you've got to make sure you're turning that inventory. Look, aged, I never like to lead with aged because it leads to poor operating practice. Because it's very small dollars. Our aged inventory is less than $5 million. You could write it off today and have very little impact. You're right, turns are very important to this business. From an operating perspective, we are improving incentives and improving training just to make sure that remains robust. You can also impact turns pretty easily by scrapping. To someone who's not as experienced at looking at these numbers, oh, look, turns are flat. Well, you could easily increase your turns by scrapping. We don't want to do that.

Lachie Given: Yeah. That's absolutely the age-old pawnbroker's objective, right? We've got to be really strong at the lending counter, then you've got to make sure you're turning that inventory. Look, aged, I never like to lead with aged because it leads to poor operating practice. Because it's very small dollars. Our aged inventory is less than $5 million. You could write it off today and have very little impact. You're right, turns are very important to this business. From an operating perspective, we are improving incentives and improving training just to make sure that remains robust. You can also impact turns pretty easily by scrapping. To someone who's not as experienced at looking at these numbers, oh, look, turns are flat. Well, you could easily increase your turns by scrapping. We don't want to do that.

Speaker #2: Yeah ,

Speaker #4: That's absolutely sort of the age old pawnbrokers objective , right ? We've , we've got to be really strong at the lending counter , but then you've got to make sure you're turning that inventory .

Speaker #4: So look , aged , aged , I never like to lead with aged because you know , it leads to poor operating practice .

Speaker #4: But you know , because it's it's very , very small dollars . Our aged inventory is , you know , it's less than $5 million .

Speaker #4: You could write it off today and have very little impact . But it's you're right . Turns a very important to this business .

Speaker #4: And so , you know , from an operating perspective , we are improving incentives and improving training . And just to make sure that that , that , that , that remains robust .

Speaker #4: , you know , you can also impact turns pretty easily by scrapping . So , you know , to someone who's not as experienced at looking at these numbers .

Speaker #4: Oh , look , turns are flat . Well , you could easily increase your turns by scrapping . We don't want to do that .

Speaker #4: We want to make sure that our jewelry cases are full, that customers get a great experience, and that we can sell the jewelry at a higher margin.

Lachlan Given: We want to make sure that our jewelry cases are full, that customers get a great experience, and we can sell the jewelry at a higher margin. Yeah, turns absolutely very critical part of this story.

Lachie Given: We want to make sure that our jewelry cases are full, that customers get a great experience, and we can sell the jewelry at a higher margin. Yeah, turns absolutely very critical part of this story.

Speaker #4: But yeah, turns are absolutely a very critical part of this story.

Speaker #5: The , on the numbers there , like aged GM in the US at 1.9% is $0.7 million of inventory . But we're not talking these dollars are not big .

Tim Jugmans: On the numbers there, like aged GM in the US at 1.9% is $0.7 million of inventory. These dollars are not big. Just keep in mind the size. Obviously jewelry is different, because it can easily be scrapped. Aged general merchandise is the only thing you really need to be worrying about.

Speaker #5: So just keep in mind the size . And you know , obviously jewelry is a different because it can easily be scrapped . So , , but and so aged , aged general merchandise is only thing you really need to be worrying about , right ?

Vincent Caintic: Right. We're not really taking a view of what gold prices were a year ago because that inventory would already pretty much be gone at this point, if I'm thinking about that correctly.

Speaker #2: So we're not really taking a , , you know , view of what gold prices were a year ago because that inventory would already pretty much be gone at this point .

Speaker #2: If I thinking about that correctly

Tim Jugmans: Correct. The jewelry is generally scrapped at around that 12-month mark. That's correct.

Speaker #5: Correct . It's generally , , the jewelry is generally scrapped at around that 12 month mark . That's .

Speaker #2: Okay . Got it . Okay . That's super helpful . Thank you . Thanks .

Vincent Caintic: Okay, got it. Okay, that's super helpful. Thank you.

Lachlan Given: Thanks, Vince.

Lachie Given: Thanks, Vince.

Speaker #10: Vince .

Speaker #1: Thank you . Our next question comes from the line of Eric Wold of Texas Capital Securities . Your line is now open

Operator: Thank you. Our next question comes from the line of Eric Wold of Texas Capital Securities. Your line is now open.

Speaker #11: Thanks . Good morning . Thanks for taking my questions . , a couple follow ups on some of the topics before I'll say I'll stay off gold prices , but , , there was a question kind of around gas prices and kind of what you're seeing .

Eric Wold: Thanks. Good morning. Thanks for taking the questions. A couple of follow-ups on some of the topics before I will stay off gold prices. There was a question around gas prices and what you are seeing, and you made the comment that the increase in average loan size was really being driven by demand, and a need for additional liquidity and short-term cash needs. Maybe dive into that a little bit better. What are you seeing for the consumers on a more micro level in terms of coming in and seeking loans, in terms of repeat visitation trends, what you can track from those consumers, payoff, forfeitures. Anything that gives maybe a roundabout view of your consumer health in this environment right now versus maybe a few quarters ago.

Speaker #11: You made the comment that the increase in average loan size is really being driven by demand and the need for, kind of, you know.

Speaker #11: Additional liquidity and short term cash needs . Maybe dive into that a little bit better . What are you seeing from the consumers on kind of a more micro level in terms of coming in and seeking loans in terms of repeat visitation trends from what you can track from those consumers , pay off forfeitures , anything that kind of gives , you know , maybe kind of the roundabout view of , , your consumer health in this environment right now versus maybe a few quarters ago .

Speaker #4: Yeah . Thank you for the question . Look , I think you start with low right ? You can just see it is very strong , which means demand for our for our core loan products is increasing significantly .

Lachlan Given: Yeah. Thank you for the question. Look, I think you start with PLO growth, right? You can just see it is very strong, which means demand for our core loan products is increasing significantly. I think our customer is under pressure and there is a need for cash. It is across everything from GM to jewelry. In terms of forfeitures, I think over a pretty long period of time, that has been pretty stable. We do not really see big changes in our forfeitures. As Tim mentioned earlier, we are seeing increased activity in customers selling us gold. I think the metrics around forfeitures to your question has remained pretty stable. I think you look at sales, and you take a different view is they are also robust. Particularly in Latin America, we are seeing super strong sales growth.

Lachie Given: Yeah. Thank you for the question. Look, I think you start with PLO growth, right? You can just see it is very strong, which means demand for our core loan products is increasing significantly. I think our customer is under pressure and there is a need for cash. It is across everything from GM to jewelry. In terms of forfeitures, I think over a pretty long period of time, that has been pretty stable. We do not really see big changes in our forfeitures. As Tim mentioned earlier, we are seeing increased activity in customers selling us gold. I think the metrics around forfeitures to your question has remained pretty stable. I think you look at sales, and you take a different view is they are also robust. Particularly in Latin America, we are seeing super strong sales growth.

Speaker #4: So , you know , I think our customer is , is under pressure and there is a need for cash . , it's across , you know , all , all verticals , sorry , all , you know , everything from GM to , to jewelry .

Speaker #4: , and , you know , in terms of forfeitures , I think over a pretty long period of time , that's , that's been pretty stable .

Speaker #4: You know , we don't really see big changes in our forfeitures , as Tim mentioned earlier , we're seeing increased , , activity in customer selling as gold .

Speaker #4: But , you know , I think , I think the metrics around forfeitures to your question has , has remained pretty stable . , you know , I think then you look at sales , you know , and you take a different view .

Speaker #4: Is there also robust and , you know , particularly in Latin America , we're seeing super strong sales growth . So , you know , when you , when you think about the customer being under pressure , then you look at the sales and you say , well , you know , that that looks quite strong .

Lachlan Given: When you think about the customer being under pressure, you look at the sales and you say, well, that looks quite strong. I think it is a mixed bag, but the good news for us is that both sides of our business, and as I said earlier, again, it is a mix of some macro tailwind, but I think much more importantly is what we are doing at the team level. We are just getting much, much better at lending. We are better at pricing the inventory. We are better at using digital initiatives, marketing, AI, around the core of what we do to help satisfy this growing need for cash from our customers.

Lachie Given: When you think about the customer being under pressure, you look at the sales and you say, well, that looks quite strong. I think it is a mixed bag, but the good news for us is that both sides of our business, and as I said earlier, again, it is a mix of some macro tailwind, but I think much more importantly is what we are doing at the team level. We are just getting much, much better at lending. We are better at pricing the inventory. We are better at using digital initiatives, marketing, AI, around the core of what we do to help satisfy this growing need for cash from our customers.

Speaker #4: So I think , you know , it's a mixed bag , but the good news for us is that both sides of our business , , and as I said earlier , again , it is a mix of some macro tailwind , but I think much more importantly is , is what we're doing , , at the team level , we're just getting much , much better at lending .

Speaker #4: We're better at pricing the inventory , we're better at using digital initiatives , marketing AI , , around the core of what we do to help satisfy this growing need for cash from our customers .

Speaker #5: Thanks . The important thing there is that we , we , we're lending at , , you know , 40 to 65% of what we think the value is , but we are assessing that on a regular basis .

Tim Jugmans: I think the important thing there is that we are lending at 40% to 65% of what we think the value is, but we are assessing that on a regular basis. If we see, for example, which we have seen with laptops, is no one wants to buy a laptop anymore, and those prices continue to decrease, we are going to be lending on the low end of those loan-to-values, because we want to make sure that we can sell it. The forfeitures are really in line with our pricing, that is why they became pretty consistent through all economic cycles.

Speaker #5: , and so if we see , say , for example , which we've seen with laptops is no one wants to buy a laptop anymore .

Speaker #5: And those prices continue to decrease . We're going to be lending on the , on the low end of those loan to values .

Speaker #5: , because we want to make sure that , , that we can sell it . And so the forfeitures are really in line with our pricing .

Speaker #5: And so that's why they became , , pretty , , pretty , , pretty consistent through , , all economic cycles

Speaker #11: Got it . And then just the follow up question on the , on the acquisition pipeline . , there's a question obviously about , , SMG and that kind of just coming together , timing wise to go to 100% .

Eric Wold: Got it. Just a follow-up question on the acquisition pipeline. There was a question, obviously, about SMG and that kind of just coming together timing-wise to go to 100%. What have you kind of seen in the current pipeline? Maybe what's been completed and what's in discussion in terms of kind of length of discussion cycles, receptivity of sellers, valuations, what are you seeing in that versus what you expect at this point in the cycle?

Speaker #11: What have you seeing in the , the current pipeline ? What's been completed and what's in discussion in terms of length of discussion cycles , you know , receptivity to , of sellers valuations , what are you seeing in that versus kind of what you would expect at this point in the cycle ?

Speaker #4: Look , I think it's funny , this industry , you know , the truth of the matter is that these things have a very long , long cycle .

Lachlan Given: Look, I think it's funny, this industry. The truth of the matter is that these things have a very long cycle with M&A. I could tell you I've been close to acquisitions for 10 years, then others for three months. They just want to get going. That one truly is a mixed bag, just the length of time it takes to do these sorts of transactions. You've got to remember, it's not really private equity that we're dealing with or institutional investors we're dealing with. These are usually family-owned businesses, and there's personalities and generational change and that kind of stuff. There's no real difference in I've been doing this a long time now on the M&A side, and I think there's no real change in how that works. From a multiple perspective, I think they're pretty consistent.

Lachie Given: Look, I think it's funny, this industry. The truth of the matter is that these things have a very long cycle with M&A. I could tell you I've been close to acquisitions for 10 years, then others for three months. They just want to get going. That one truly is a mixed bag, just the length of time it takes to do these sorts of transactions. You've got to remember, it's not really private equity that we're dealing with or institutional investors we're dealing with. These are usually family-owned businesses, and there's personalities and generational change and that kind of stuff. There's no real difference in I've been doing this a long time now on the M&A side, and I think there's no real change in how that works. From a multiple perspective, I think they're pretty consistent.

Speaker #4: This M&A , you know , I can tell you , I've been close to acquisitions for ten years . You know , and then others for three months .

Speaker #4: They just want to get going . So it's that one truly is a mixed bag . Just the length of time it gets .

Speaker #4: It takes to do these sorts of transactions . You've got to remember it's not really private equity that we're dealing with or institutional investors we're dealing with .

Speaker #4: These are usually family owned businesses and there's personalities and generational change . And , and that kind of stuff . But there's no real difference in , you know , I've been doing this a long time now on the M&A side .

Speaker #4: And I think it's , there's no real change in how that works from a multiple perspective . I think they're pretty consistent . Where you where you , you know , you've got to be careful is , is , you know , what , what scrapping has done .

Lachlan Given: Where you've got to be careful is what scrapping has done. Look, I think that the pipeline itself, particularly in Latin America, is super strong. You've got very large independent chains down there. We're pretty excited about that pipeline. As I said earlier, the US, I think the US is much more now a small kind of conveyor belt, almost, for want of a better word, of just doing smaller acquisitions and targeted around the markets in which we've got really strong teams.

Lachie Given: Where you've got to be careful is what scrapping has done. Look, I think that the pipeline itself, particularly in Latin America, is super strong. You've got very large independent chains down there. We're pretty excited about that pipeline. As I said earlier, the US, I think the US is much more now a small kind of conveyor belt, almost, for want of a better word, of just doing smaller acquisitions and targeted around the markets in which we've got really strong teams.

Speaker #4: , so look , I think , I think that the pipeline itself , particularly in Latin America is , is super strong , you know , you've got very large independent chains down there .

Speaker #4: , so we're pretty excited , you know , about that pipeline . And as I said earlier , the US , I think the US is much more now a small , small kind of conveyor belt , almost for want of a better word of , of just doing smaller acquisitions and , and targeted around the markets in which we've got really strong teams

Speaker #11: Perfect . Thank you guys .

Eric Wold: All right. Thank you, guys.

Speaker #10: Thank you . Might

Lachlan Given: Thank you, Mike.

Lachie Given: Thank you, Mike.

Speaker #1: Thank you. This concludes the question and answer session. Thank you for your participation in today's conference. This does conclude the program.

Operator: Thank you. This concludes the question and answer session. Thank you for your participation in today's conference. This does conclude the program. You may now disconnect.

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