Trading Statement
Accuma Group PLC
01 February 2007
Press Release 1 February 2007
Accuma Group Plc
('Accuma' or 'the Company' or 'the Group')
Trading Update
Following our announcement on Friday 26 January 2007 the Group is now able to
update the market more fully on its current trading and future prospects.
IVA Business
In the first half of the financial year, our IVA business has suffered from a
poorly executed marketing strategy, together with a more competitive environment
and lower approval rates from creditors.
We have made changes to our marketing strategy and, in particular, have
implemented more robust reporting systems. In addition, as explained later, we
have strengthened our marketing department with the appointment of Stuart
Gitsham as Marketing Director. Given the lead time from point of advertising to
acceptance of cases at creditor meetings, however, the full impact of these
changes will not be felt until the final quarter of the financial year and into
the 2007/2008 financial year.
With regard to approval rates, historically, 92 per cent. to 94 per cent. of
Accuma cases have been accepted at creditor meetings but due to creditor
pressure this dropped to 78 per cent. towards the end of 2006. We have noted
that since December approval rates have returned to 85 per cent.
The lower approval rates, referred to above, together with lower call volumes
generated from our marketing campaigns have resulted in our quarterly run rate
of new IVA cases falling from 271 average per month (August to October 2006) to
221 average per month (November 2006 to January 2007). We are confident that,
with the actions we have now taken, our run rates will recover later this
financial year.
We can also report that future contracted revenue in our IVA business stood at
£15.2m at 31 December 2006.
Commenting more generally, The British Bankers Association and The Insolvency
Service are working with the industry to ensure the IVA process is administered
fairly and from the providers perspective that an IVA is only recommended when
it is the most appropriate solution for the consumer. The Group is confident of
its profiling and verification processes and we would extend an open invitation
to creditor organisations to visit our premises to see at first hand the
stringent systems we adopt in determining whether an IVA is suitable for an
applicant.
It is worth noting that only 4 per cent. of our enquiries become IVAs and, where
we offer an IVA, the average dividend return to creditors is 42p in the £.
Management Changes
We have taken, and intend to take, a number of steps to add strength and depth
to our senior management team.
Following a lengthy search and as announced on 26 January 2007, we appointed a
new Finance Director and Company Secretary, Ian Campbell. We are in the course
of hiring a Group financial controller for the Group, to support Ian in his
activities and to enable him to focus on the improvement of our reporting
systems.
We appointed a new marketing director for Accuma in November of last year,
Stuart Gitsham, to improve the effectiveness of our marketing programmes and we
believe that we will begin to see the benefits of a more structured and targeted
marketing plan in the second quarter of 2007. Stuart has held a number of
senior positions within the financial services sector.
We have, this month, appointed an operational development director, Grahame
Crofton, whose role is to improve the efficiency of our operational processes.
Whilst being cognisant of our cost base, we will continue to invest in people as
necessary.
Acquired Businesses
Since we joined AIM, we have acquired a number of consumer financial solutions
businesses in order to broaden our product offering to our customers, so that we
are able to offer the most appropriate advice to the consumer, to maximise the
return on marketing expenditure and from our referral base, and to reduce our
dependence on the IVA market.
As previously reported, the performance of the companies we have acquired has
been in line with our expectations in the first half of the current financial
year.
For the second half of the financial year, in light of lower referral volumes
and in view of a tighter lending environment, we have revised our expectations
downwards for our lending business, Loan Line; however, we are in discussions
with a number of new sources of referrals to address this.
Byrom Keeley, our debt management business, is performing very well and ahead of
our expectations, and we anticipate that the outturn for the year will exceed
our estimates for this business.
We expect Thomas Charles and Wilson Phillips to continue to perform in line in
the second half of the financial year.
Our strategy to broaden our product offering is delivering the higher
conversions we anticipated across all solutions and we are confident that our
platform now enables us to increase conversions upwards to approximately 30 per
cent. of all enquiries.
We would expect more than half of our revenues and profits in the current
financial year to come from acquired businesses.
Balance sheet and deferred consideration
Our balance sheet is strong and our current net cash stands at £5.5m.
We were careful in structuring our acquisitions to ensure that any deferred
consideration payable in cash would be principally financed out of cash flow.
It is too early to determine the dilutive effect of deferred consideration
payable in shares for the acquisitions we have made, but, in view of the fact
that the majority of earn out payments are satisfied in cash, we believe
dilutive effects will be modest.
Announcement of interim results
We intend to announce our interim results for the six months ending 31 January
2007 on 11 April 2007.
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For further information:
Accuma Group plc
Charles Howson, Chief Executive Tel: +44 (0) 845 202 6787
charles.howson@accumagroup.com www.accumagroup.com
Daniel Stewart & Company plc
Lindsay Mair Tel: +44 (0) 20 7776 6550
www.danielstewart.co.uk
Media enquiries:
Abchurch
Chris Lane / Louise Thornhill Tel: +44 (0) 207 398 7700
chris.lane@abchurch-group.com www.abchurch-group.com
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