Mattioli Woods Joins AIM

Mattioli Woods PLC 23 November 2005 Press Release 23 November 2005 Mattioli Woods plc ('Mattioli Woods' or 'the Company') First day of dealings on AIM Mattioli Woods plc, the specialist pensions consultancy, today announces commencement of dealings of its Ordinary Shares on the AIM Market ('AIM') of the London Stock Exchange. Williams de Broe is acting as Nominated Adviser and Broker to the Company. The stock market EPIC is MTW. Placing Statistics Placing Price per Placing Share 132 pence Total number of Placing Shares being placed on behalf of the Company 4,545,455 Aggregate value of the Placing Shares being placed on behalf of the Company at the £6.0 million Placing Price Expected net cash proceeds of the Placing receivable by the Company £5.4 million Number of Ordinary Shares in issue following the Placing 17,045,455 Market capitalisation of the Company at the Placing Price following the Placing £22.5 million Percentage of the Enlarged Share Capital being placed 26.7 per cent. The Placing of £6.0 million attracted high levels of institutional interest resulting in it being well oversubscribed. Reasons for Admission to AIM and use of proceeds of the Placing The net proceeds of the Placing amount to £5.4 million. The funds will be used to repay directors' loans of £3 million and to provide resources for potential further acquisitions and working capital of £2.4 million. It is a priority for the Group to continue to attract and retain appropriately qualified staff. The Directors consider that the enhanced profile resulting from Admission and the introduction of the Share Option Scheme will enable the Group to attract new employees of appropriately high calibre and to incentivise and retain key staff. Bob Woods, Executive Chairman of Mattioli Woods, said: 'We are delighted that the flotation of the Company has been completed successfully and with such strong institutional demand. The listing will enable us to take Mattioli Woods to the next stage of its development and maximise any opportunities for the Group within the pensions consultancy market. We look forward to working with our new shareholders in the future.' Cobbetts acted as lawyers and Baker Tilly as reporting accountants to Mattioli Woods. - Ends - For further information: Mattioli Woods plc Bob Woods, Executive Chairman Tel: +44 (0) 116 240 8700 bob@mattioli-woods.com Ian Mattioli, Chief Executive www.mattioli-woods.com ian@mattioli-woods.com Williams de Broe Plc Joanne Lake, Corporate Finance Tel: +44 (0) 113 243 1619 joanne.lake@wdebroe.com www.wdebroe.com Media enquiries: Abchurch Sarah Hollins/Katherine Murphy Tel: +44 (0) 207 398 7700 sarah.hollins@abchurch-group.com www.abchurch-group.com Photography Both hard and soft copies of photographs of Bob Woods, Executive Chairman and Ian Mattioli, Chief Executive are available from Abchurch. To arrange, please contact Katherine Murphy at katherine.murphy@abchurch-group.com Introduction Mattioli Woods provides pensions consultancy and administration services primarily to owner-managers, senior executives and professional persons. The Group's key activities include complex pensions consultancy, the provision of self-invested personal pensions ('SIPP') and small self-administered pension schemes ('SSAS') and advice on related business affairs. Its focus is at the higher end of the market where clients require bespoke service and specialist advice. Mattioli Woods operates across the UK from one site in Leicester and employs 76 staff including 12 pension consultants. In the year ended 31 May 2005, Group turnover was £6.4 million and normalised operating profit was £1.9 million. History In 1991, Ian Mattioli and Bob Woods formed a partnership to provide pensions consultancy services. With a strong network of contacts with accountants and solicitors throughout the UK, the practice grew rapidly providing consultancy and pensioneer trustee services. In 1995, the Partnership developed its first bespoke self-invested personal pension scheme. As the client base of the Partnership grew, an in-house graduate recruitment and training programme was established to recruit and train consultants and account managers. A team of experienced and qualified pension scheme consultants and account managers was developed providing pensions consultancy to clients across the UK. In September 2003, the business was incorporated via the acquisition of the business and certain assets of the Partnership by the Company. In June 2005, Mattioli Woods acquired the client portfolio of Geoffrey Bernstein, a small practice providing pensioneer trusteeship in London and the Home Counties. On 14 November 2005, the Company was re-registered as Mattioli Woods plc. Strategy Mattioli Woods' objective is to continue to grow the organisation in order to increase its market share and also to enhance its reputation in the pensions consultancy market. The Directors have identified a number of specific opportunities for growth as follows: Pensions simplification Mattioli Woods has, from the outset, identified the potential of serving the SIPP and SSAS markets. The Directors now believe that further opportunities will be created by pensions simplification 'A Day' in April 2006 (further details of which are set out below), particularly at the bespoke end of the market. Expanding the consultancy team It is intended to continue to expand the consultancy team through the in-house graduate training programme in order to increase the number of clients that the Company is able to serve, whilst maintaining the strong Mattioli Woods culture. Acquisition opportunities Following on from the successful acquisition of the Geoffrey Bernstein client portfolio, the Directors intend to identify and progress other suitable acquisitions where the client portfolios can be taken over and advised by the Mattioli Woods consultancy team. In the fragmented pensions consultancy market, the Directors believe that there are considerable opportunities for consolidation. Building the brand name Mattioli Woods has been building its reputation in the pensions consultancy market over many years. The Directors believe the flotation will help to raise the profile of the Company both with intermediaries and potential clients and will further strengthen awareness of the Mattioli Woods brand name. New product development Innovation has been a feature of many of Mattioli Woods' products and services and the Directors regard this as an important differentiator relative to many other pensions consultancy practices. The Directors intend to build on this by continuing the focus on, and investment in, new product development and believe this will allow Mattioli Woods to increase the range of services offered to its existing clients and those additional clients gained through the acquisition of third party client portfolios. Market The UK's pensions industry has been beset by a number of complex problems such as under-funding, exacerbated by the stock market crash, governance issues and historical pensions mis-selling. In the UK, successive governments have created piecemeal pensions related legislation. There are currently eight different sets of rules in existence governing pensions, making the existing system both complicated and difficult for consumers to understand. This environment has led to a significant increase in the uptake of SIPPs and SSASs, primarily due to the greater control these products give to individuals over their own pensions arrangements. Self-Invested Personal Pension (SIPP) A SIPP is a type of personal pension plan which allows an individual to make their own investment decisions or to formulate their investment strategy in conjunction with their pensions adviser. A SIPP allows a wide range of investments, including unit trusts, open ended investment companies and investment trusts, stocks and shares in the UK and overseas and commercial property, and therefore offers far greater flexibility than traditional occupational and personal pensions. The SIPP market is currently estimated to have £25bn of scheme assets. There are estimated to be 120,000 SIPPs in existence, with an average fund size of around £208,000. This is predicted to rise to 500,000 plans by 2010 (source: Pensions Management June 2005). The market is split between insured and independent practitioner arrangements. Small Self-Administered Scheme (SSAS) A SSAS is an occupational pension scheme with up to 11 members and is established by an employer for the benefit of some or all of its key employees. It is suited to most privately owned limited companies where the shares are mainly or wholly owned by directors employed in that business. A SSAS is established under trust by a company's directors who are both the members and trustees of the pension scheme. It provides a tax-efficient environment in which a company's profits can be invested to provide retirement benefits. A SSAS gives its members the opportunity to maximise their pension funds prior to retirement by giving them control over their investments. Unlike other pension schemes, the members can invest their SSAS' funds in their own company through share purchase, unsecured loans for purchasing plant, machinery and commercial property to lease back to the company. Owner-managers can make their SSASs work for their business whilst building up a substantial pension fund to benefit themselves in retirement. A SSAS is also ring fenced from the company's creditors should the company become insolvent. Permitted SSAS investments include the commercial property occupied by the company, loans from the pension fund to the company, the borrowing of money to buy an asset if the pension fund does not have the resources and up to 30 per cent. of the shares in an unlisted company (including the company sponsoring the SSAS). Other acceptable investments are quoted shares, deposit accounts, copyrights, financial futures, commodity futures and traded options. It is currently a requirement that the member trustees must appoint a professional trustee, referred to as a pensioneer trustee, to support both the establishment and administration of a SSAS. Pensioneer trustee status is afforded to approximately only 290 trustees in the UK by the Audit & Pension Schemes Services of HM Revenue & Customs. The pensioneer trustee must be a party to all transactions involving the SSAS and it has a primary responsibility to ensure full compliance in all regards. With effect from April 2006, however, the requirement for a scheme to appoint a pensioneer trustee has been abolished. This will be replaced with a requirement for a formally appointed scheme administrator. This role will be very similar to that of pensioner trustee, but without the same level of responsibility and, consequently, risk. The UK SSAS market is currently estimated to have £9.4bn of scheme assets. There are estimated to be over 21,500 SSASs in existence, with an average fund size of around £430,000. Pensions simplification With effect from April 2006, the Government is introducing legislation to simplify pensions. The key features of the new legislation are as follows: • The ability to build up a tax-exempt approved pension fund by retirement of a lifetime limit of up to £1.5 million (in today's terms) in a largely tax-exempt environment. • The ability for members to personally contribute up to 100 per cent. of their earnings with full tax relief and for additional employer contributions to be made up to a total of £215,000 (inclusive of any member's contributions). Neither the upper cap of £1.5 million nor the annual input limit is limited by reference to actual earnings. • Tax-free cash benefit at retirement to be calculated as 25 per cent. of the fund value, subject to the lifetime limit. • A 'light-touch' compliance regime which will make pension planning more flexible, particularly in taking away some of the irrevocable aspects of existing schemes. • Deregulation of permitted investments, including the ability to invest in residential property both at home and abroad. • The abolition of the compulsion to purchase annuities at age 75. This may pave the way for the inheritance of pension schemes by the next generation. In replacing all eight complex current tax regimes, the new legislation will introduce a single simplified tax regime and greater investment freedoms. The greater investment freedoms and, in particular, the abolition of the compulsion to purchase an annuity, are expected to significantly boost the personal pension market and the opportunities for specialist advisers, particularly those serving high net worth individuals, such as Mattioli Woods. Services and customers Mattioli Woods' key activities include pensions consultancy, the provision and administration of SIPPs and SSASs, investment services and the facilitation and administration of syndicated property schemes. Mattioli Woods' client base for SIPP and SSAS services primarily comprises owner-managers, senior executives and professional persons. However, it also provides group scheme consultancy and personal financial planning as complementary services to its core clients. Mattioli Woods has over 1,000 private individual SIPP clients in over 600 SIPP schemes with an average fund size of around £342,000, compared to the market average of around £208,000 and over 500 corporate SSAS clients with an average fund size of around £730,000, compared to the market average of around £430,000. The Directors believe that the key features of Mattioli Woods' approach to pension consultancy are its development of informed investment strategies based on macro economic analysis, the impartial nature of its investment advice and the focus on providing solutions tailored to each individual client's needs. A team, led by Bob Woods, carries out a macro economic analysis of the UK economy and also considers possible developments in government legislation to determine suitable investment strategies for its clients. Mattioli Woods has long believed that the compulsory purchase of an annuity would eventually be abolished and accordingly its pension planning has focussed heavily on preserving any residual assets for the client's beneficiaries. Mattioli Woods reviews a wide range of third party investment products and selects those products that are believed to be most suitable for its clients' needs. The Company's income is deliberately primarily fee based, rather than commission driven, reinforcing Mattioli Woods' ability to remain impartial in its choice and recommendation of investments. The Company also does not directly handle any client monies. The Company gives a significant amount of thought and attention to detail to each individual client. Consultants take into account the wider context of a client's strategic business planning when considering their pension requirements. The Company develops investment strategies tailored to individual client needs. Mattioli Woods administers SSASs on behalf of the member trustees, provides all the legal documentation required to set up the SSASs and liaises with HM Revenue & Customs in respect of both the initial and ongoing approval of the SSASs. It also advises the member trustees on the regulations affecting their SSAS and the requirements of the relevant legislation. Mattioli Woods' subsidiaries, MW Trustees Limited, GB Pension Trustees Limited and Great Malborough Street Pension Trustees Limited are three of only approximately 290 pensioneer trustees in the UK. MW Trustees Limited is a member of the Association of Pensioneer Trustees and the SIPP Provider Group which maintain an ongoing dialogue with the Audit & Pensions Schemes Services to help shape and interpret HM Revenue & Customs' practice for these types of pension arrangement. Mattioli Woods facilitates commercial property ownership for its clients by way of a syndicated property initiative. Potential properties for purchase are introduced to Mattioli Woods by its network of professional property contacts. Mattioli Woods refers properties to an independent property adviser who either recommends or rejects each property for syndication. Full details of recommended properties are then supplied to those Mattioli Woods' clients who have previously confirmed an interest in commercial property ownership. Clients form a syndicate; a newly formed company acquires the property, control of which lies with the clients. Mattioli Woods is engaged to provide administration services to the property syndicates on an ongoing basis. Up until 31 May 2005, 14 syndicates had been established and the Directors expect that an additional six or seven schemes will be established each year. Sales and marketing Mattioli Woods generates new business leads from three main sources; client referrals, its network of professional contacts and its seminar programme. Mattioli Woods' existing client base is an important source of new business, with a large number of introductions to potential new clients starting as word of mouth referrals. A significant proportion of new leads are generated from Mattioli Woods' network of professional contacts. Its consultants have actively developed their professional contacts throughout the UK, primarily with smaller to medium-sized accountancy practices and firms of solicitors. These types of firm serve the same target market as Mattioli Woods and fulfil a general practitioner role in referring their clients for specialist advice in areas such as pensions. The Company also has an ongoing marketing initiative to develop new and maintain existing relationships with professional contacts. This is supported with a bi-monthly newsletter, 'Exploring Pensions' and an extensive seminar programme. Seminars, directed at potential clients and intermediaries, are also a key source of new business and are conducted throughout the UK. The programme includes general pension seminars, the current focus of which is on promoting awareness of pension simplification. In relation to pension simplification, Mattioli Woods will be conducting approximately 30 to 40 seminars for intermediaries over a twelve month period, with delegate numbers averaging around 20 to 30 per seminar. Joint seminars covering specific topics are also hosted with other professionals, typically lawyers, accountants or property specialists. Compliance The Group is regulated by a number of different bodies. Mattioli Woods' business is regulated and authorised by the FSA. The subsidiary companies of Mattioli Woods are authorised (as pensioneer trustees) by the Audit & Pension Schemes Services of HM Revenue & Customs. As an administrator of SIPPs, the Company is regulated by HM Revenue & Customs: Savings & Pension Schemes ('SPS'). Mattioli Woods is a member of the SIPP Provider Group and MW Trustees Limited is a member of the Association of Pensioneer Trustees. Mattioli Woods has dedicated compliance teams for the above regulators. In respect of FSA regulation, a team of four is led by Mark Smith, Mattioli Woods' Compliance Officer. A team of three led by Alan Cowan is responsible for SIPP compliance, with particular regard to SPS requirements. Systems are in place to proactively monitor client investments, consultancy and administration services, investment advice, financial standing of suppliers, pension transfer advice, FSA rule book compliance, Audit & Pension Schemes Services compliance and SPS compliance. Competition The market for pensions consultancy services is fragmented, with a wide variation in the size of Mattioli Woods' competitors and in the scope of services they offer. Competition in volume terms comes from the large insurance companies and independent financial advisers ('IFAs'). However, this type of business tends to be primarily 'off the peg' and does not necessarily have the level of individual advice offered by Mattioli Woods. A number of Mattioli Woods' existing clients have moved from its competitors in search of a more bespoke service or following a 'trouble shooting' exercise carried out by Mattioli Woods. At the other end of the scale, there are many sole traders and partnerships operating small scale businesses serving a limited number of clients. Few have developed the critical mass already achieved by Mattioli Woods and the Directors believe that it is likely that the burden of regulation, coupled with the necessary changes to systems arising from pensions simplification, will pose these small practices an increasing challenge. Mattioli Woods believes the market may see some rationalisation. Key strengths The Group has the following key strengths: Strong track record of growth The business has achieved strong growth in both turnover and profits since the Partnership was established, through increasing the number of clients, the range of services offered and the average size of client portfolios. The Company now serves over 1,100 SIPP and SSAS schemes throughout the UK with an average scheme value, across all types of scheme, of around £520,000. Scheme values range from £50,000 to in excess of £10 million. High proportion of repeat business The business benefits from a high proportion of repeat income, creating a high-quality income stream, with many clients choosing to buy additional services ancillary to scheme administration and consultancy. Long standing client relationships The business has built up its client base over the last 14 years. Often clients initially come to Mattioli Woods to resolve issues with their existing SIPPs and SSASs. In a number of cases, this trouble-shooting exercise then leads to a long term client relationship. As the practice has grown, the Directors believe that the maintenance of people and partnership values has been a key element in Mattioli Woods' success in retaining its loyal client base. Innovation Mattioli Woods has long been at the forefront of innovation and change in its chosen field. Bob Woods was responsible for the development of the second SIPP product to be launched in the UK in 1990 and Mattioli Woods has since developed five SIPP products, in conjunction with other financial institutions. The integration of its pensions advice with broader business strategy planning is a key strength of the Company. Mattioli Woods has developed effective investment strategies for its pension scheme clients, including a successful syndicated property initiative. Mattioli Woods' culture of client service and care Throughout the organisation, at all levels, there is an emphasis on providing a high level of client service. Individual administrator case loads are kept at manageable levels, allowing the time to pro-actively manage each scheme. Effort is also made to ensure continuity. In some cases, schemes have had the same administrator for in excess of 10 years, helping to build a strong relationship with the client and a thorough knowledge of the scheme, the client's pension background and requirements. Each administrator also looks after all aspects of the administration of a scheme, rather than different areas being departmentalised, enabling the client to benefit from having one point of contact for all administration matters. Experienced and incentivised management team The Group's executive Directors, senior management team and consultancy team have extensive experience in the pensions industry and have developed an in-depth understanding of the pensions needs of their clients and how best to serve them within the regulatory framework. Each member of the senior management team maintains their own scheme case load, ensuring they have on-going contact with clients and a thorough understanding of the Company's systems and procedures. History of staff development and retention Mattioli Woods started to develop its graduate recruitment and training programme in 1992. This has been successful, with a strong retention record. Of the Company's 76 staff, 25 have been recruited from this programme, including ten of Mattioli Woods' 12 consultants and 15 staff in junior and middle-management positions. Opportunities for bolt-on acquisitions in a fragmented market Within the pensions consultancy market, there are a large number of sole traders and partnerships each serving a limited client base. Mattioli Woods recently completed the acquisition of the client portfolios of sole trader, Geoffrey Bernstein. The Directors believe that other opportunities of this type exist and the proceeds of the Placing will, inter alia, provide the resources to enable the Directors to identify and pursue these in due course. Financial record The summary financial record of Mattioli Woods set out below has been extracted as disclosed from the normalised financial information in the Admission Document. Investors should read the whole of the Admission Document and not just rely on this summarised information. Year ended 31 May 31 May 31 May 2003 2004 2005 £'000 £'000 £'000 Turnover 3,731 6,139 6,442 Normalised operating profit 561 1,141 1,929 The Group's turnover has grown year on year since the partnership was established in 1991 and has been profitable and cash generative throughout. In the year to 31 May 2005, the Group's turnover comprised 61 per cent. fee income and 39 per cent. commission income. On a product by product basis for the same period, revenues related primarily to SSASs and SIPPs (being 33 per cent. and 25 per cent. respectively), 10 per cent. related to bank fees, 8 per cent. to property syndicates, 7 per cent. to fund based commissions and 5 per cent. to group pension schemes. Current trading and prospects Trading remains buoyant with strong flows of new business enquiries. The first four months' trading of the current financial year shows the business as a whole to be in line with management's internal forecast. The Government's new pension simplification 'A Day' legislation due to take effect in April 2006 is already providing a significant boost to the SIPP market in particular. The Directors believe this will underpin continuing strong growth for the foreseeable future. Dividends and dividend policy The Directors intend to pursue a progressive dividend policy in respect of the Ordinary Shares that will both reflect the long term earnings trend of the Group and allow the Group to maintain an appropriate level of dividend cover. It is likely that interim dividends will be paid in each financial year following the announcement of the interim results, with a final dividend being paid following the annual general meeting for the relevant year. In the absence of unforeseen circumstances, the first dividend payable is expected to be declared in respect of the year ending 31 May 2006. Directors The Board comprises four executive and one non-executive directors. It is intended that the Board will appoint an additional non-executive director as soon as practicable following Admission. A short biography of each director is set out below. Robert (Bob) Woods - Chairman, age 51 Bob has worked in the pensions industry since graduating from Reading University in 1975. After initially working for Sun Alliance Insurance Group, in 1980, he joined independent financial services pension consultant Pointon York, an early market leader in SSAS, where, in 1983, he was appointed to the board with responsibility for the promotion of pension related services to professional advisers. In 1986, he was appointed marketing director and director of Pointon York's corporate pensioneer trustee. In 1991, Bob founded the Mattioli Woods partnership with Ian Mattioli. For the past 20 years Bob has specialised in controlling-director pension planning and he is now responsible for developing Group strategy and identifying new growth areas and opportunities. Ian Mattioli - Chief Executive, age 43 Ian has worked in the pensions industry since the age of 18. His early experience was gained as a specialist pensions administrator with Phoenix Assurance. In 1983, he moved to Pointon York specialising in SSAS. From 1983 to 1991, Ian progressed from senior administrator to consultant and then senior consultant advising on all aspects of establishing and running pension schemes for owner-managed businesses and small to medium sized public companies. In 1991, together with Bob Woods, he founded the Mattioli Woods Partnership. Ian is now responsible for the operational management of the Group. Nathan Imlach CA - Finance Director and Company Secretary, age 36 Nathan joined Mattioli Woods in September 2005 as part of the preparations for the flotation. He qualified as a chartered accountant in 1993 with Ernst & Young. In 1994, he moved into Ernst & Young's corporate finance team, advising on a broad range of transactions for quoted and unquoted corporate clients, latterly as an assistant director. In January 2003, he joined Johnston Carmichael Corporate Finance, becoming a director and subsequently an associate of the firm and specialised in providing mergers and acquisitions advice. He is also a member of the Securities and Investment Institute. Nathan will be responsible for all financial aspects of Mattioli Woods' strategy and operations. Murray Smith - Marketing and Sales Director, age 36 Murray was appointed by Mattioli Woods in 1995 and has worked in the financial services industry since graduating with an MA in accountancy from Aberdeen University. Murray has achieved the full financial planning certificate qualification and is personally authorised by the FSA to give investment advice and as a pension transfer specialist. He has responsibility for the Company's marketing activities, which includes speaking at seminars on a range of consultancy issues, and is responsible for managing Mattioli Woods' team of consultants. John Redpath - Non-executive Director, age 60 John spent 29 years with the North Eastern Electricity Board, which became Northern Electric, the Northern Regional Health Authority and the Northumbrian Water Authority. He was involved in the flotation of Northumbrian Water as human resources director, including responsibility for pensions. In 1992, he led the buyout of the subsidiary CPCR Limited, a human resources consultancy specialising in leadership and partnership development where he was chairman and managing director until his retirement in 2003. John has been actively involved in a number of community projects, including acting as chairman of Newcastle Youth Enterprises Centre between 1982 and 1984 and chairman of the governors at Newcastle College between 1998 and 2000. Currently he is a trustee and vice chairman of the Percy Hedley Foundation for cerebral palsy. John is a chartered member of the Institute of Personnel and Development and a member of the Institute of Administrative Management and the Chartered Management Institute. John became a Director of the Company in September 2005. - Ends - This information is provided by RNS The company news service from the London Stock Exchange
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