Landmark Information Group

Investor Briefing

Stephen Stout | EXECUTIVE CHAIRMAN

Simon Brown | CEO

10 February 2021

© 2021 DMGT

DISCLAIMER

Certain statements made during this event, including presentation materials, are forward looking

statements. Those statements can be identified by the fact that they do not relate only to historical or

current facts. Those forward-looking statements and statements which contain the words “anticipate”,

“believe”, “intend”, “estimate”, “expect” and words of similar meaning, reflect the DMGT and/or

Landmark Information Group Directors’ beliefs and expectations. By their nature, forward-looking

statements involve a number of risks, uncertainties or assumptions that could cause actual results or

events to differ materially from those expressed or implied by the forward-looking statements. These

risks, uncertainties or assumptions could adversely affect the outcome and financial effects of the

plans and events described herein. DMGT and Landmark Information Group believe factors that could

cause actual financial condition, performance or other indicated results to differ materially from those

indicated in forward-looking statements in the presentation include, without limitation, the ongoing

effects of the Covid-19 pandemic; the policies and actions of governmental and regulatory authorities

in the jurisdictions in which Landmark Information Group operates; the actual or anticipated political,

legal and economic ramifications of the UK’s withdrawal from the European Union; economic, political,

social or other developments in jurisdictions and markets in which Landmark Information Group

operates; the impact of competition, and other changes in trading conditions. Forward-looking

statements contained in this virtual event regarding past trends or activities should not be taken as

representation that such trends or activities will continue in the future. You should not place undue

reliance on forward-looking statements, which apply only as of the date of this event. DMGT and

Landmark Information Group undertake no obligation to release any update of, or revisions to, any

forward-looking statements, opinions (which are subject to change without notice) or any other

information or statement made during this event or contained in presentation materials.

This event, including

presentation materials, does

not constitute or form part of

any offer or invitation to sell, or

any solicitation of any offer to

purchase any shares in DMGT,

nor shall it or any part of it or

the fact of its distribution form

the basis of, or be relied on in

connection with, any contract

or commitment or investment

decisions relating thereto, nor

does it constitute a

recommendation regarding the

shares of DMGT. Past

performance cannot be relied

upon as a guide to future

performance.

© 2021 DMGT | 1

LANDMARK VISION 3.0

1

To be an ‘end-to-end’ ecosystem

for the property market, using

technology to enable faster and more

efficient property transactions and

accessing

new revenue opportunities through

adjacent markets.

© 2021 DMGT | 2

LANDMARK ACQUISITION HISTORY

DMGT acquired Landmark for £18m in 1998 (£2m revenues)

Subsequent c.£180m acquisition spend over 20 years

1994 1998 2003 2007 20122010 2013 2014 2015 20192008

Landmark

launched

DMGT

acquires

Landmark

Prodat

SystemsSitescope Quest

Calnea

Analytics

RenaissanceEnvironmental

ETSOS

Metropix

© 2021 DMGT | 3

LANDMARK CUSTOMERSMarket-leading positions across the property transaction process

ESTATE AGENTS

(EA’S)PANEL MANAGERS

LENDERS &

SURVEYORSLAW FIRMS

…buyers and sellers

select a

conveyancing

lawyer; most will not

use a law firm

regularly

…surveyors

optimise case load;

streamlines the

process for valuations

and building surveys

…lawyers

streamline all

aspects of the legal

due diligence

conveyancing

process

…agents

prepare properties

for sale and onboard

new customers

Upstream Downstream

LANDMARK’S

CUSTOMER

Landmark’s

products &

services help…

© 2021 DMGT | 4

PROPERTY TRANSACTION PROCESSEnd-to-end property transaction ecosystem

Upstream Downstream

Property to be listed

• ID and money

laundering compliance.

• Largest floor plan

provider in the UK.

LANDMARK ESTATE

AGENCY SERVICES

Appoint a legal

conveyancer

• Optimus is a panel

manager: provides

legal conveyancers to

buyers and sellers.

• Works with estate

agents, mortgage

brokers and

MoneySuperMarket.

OPTIMUS

Obtain a mortgage

• LVS software enables

banks to instruct a

surveyor to value a

property.

• Provides mobile data

gathering software and

valuation data for the

surveyor.

LANDMARK

VALUATION SERVICES

(LVS)

Legal due diligence

• Provides

searches,

including local

authority

searches.

• Delivers

environmental

reports.

SEARCHFLOW, ONESEARCH DIRECT,

LANDMARK LEGAL & ARGYLL

(ENVIRONMENTAL)

Exchange &

Complete

• Ochresoft’s

Intelliworks is the

leading practice

management

software for

conveyancers.

© 2021 DMGT | 5

LANDMARK GROUP TODAY

LANDMARK

MANAGED

SERVICES

Bespoke projectsIntroducers

LANDMARK ESTATE

AGENCY SERVICES

LANDMARK

VALUATION

SERVICES

LANDMARK

GEOSPATIAL DATA

End-to-end property transaction ecosystem

Upstream Downstream

Panels Legal software Search data

LANDMARK LEGAL

SERVICES

LANDMARK

GEODATA

LANDMARK

INSURANCE

SERVICES

Search reseller

© 2021 DMGT | 6

DATA MANAGEMENT TO DELIVER INSIGHTS

80+ Data Partners

87% of our Data

700+ Unique Datasets

70+ Risk Model Datasets

Billion+

15+ Years

Providing 35+ feeds

per week for data

processing

Covering 52 differing

categories of data

Data points stored

and managed on an

ongoing basis

Is licensed, with a

number of feeds

exclusive to

Landmark

Of listing and property

transaction history for

the UK

Are used to create

our risk model

outputs

© 2021 DMGT | 7

FINANCIAL PERFORMANCE

Source for property market volumes in England and Wales

Residential: HMLR Price Paid data; internal data from May 2020

Commercial: HMRC

0

50

100

150

200

FY 2015FY 2016FY 2017FY 2018FY 2019FY 2020

Revenues (£m)

-1% -1% -4% -3%-10%

FY 2015FY 2016FY 2017FY 2018FY 2019FY 2020

Cash OI

UK Property Market Volumes (‘000s)

0

200

400

600

800

1,000

FY 2015 FY 2016 FY 2017 FY 2018 FY 2019 FY 2020

-21%

6%-5% -3% -3%

0

50

100

150

FY 2015 FY 2016 FY 2017 FY 2018 FY 2019 FY 2020

-19%7% 3% -2% -2%

Commercial

Residential

Average margin c.20% (FY15-FY19)

Notes:

0

- Percentages show year-on-year variances.

- Financials exclude disposals.

- Cash OI is cash operating income (adjusted

EBITDA less capital expenditure)

© 2021 DMGT | 8

BASE LEVEL OF RESIDENTIAL TRANSACTIONS

0

200

400

600

800

1,000

1,200

1,400

2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020

UK Residential Property Transaction Volumes (‘000s)

c.620k Estimated

base level:

3Ds – Death,

Divorce, Default

Predictable base revenue stream

Source Residential: HMLR Price Paid data for England and Wales; internal data from May 2020

Est.

© 2021 DMGT | 9

50%

30%

7%

13%

DIVERSIFIED REVENUE BASE

FY 2020 Revenue Breakdown

63%

28%

9%

Transactions:

Residential

Transactions:

Commercial

Subscriptions

Solutions

Services

Data

Product

© 2021 DMGT | 10

FIRST IMPRESSIONS (LATE 2018) – STARTING POINT

STRENGTHS KEY ISSUES

• Market share declines in some areas

• Price pressure through

increased competition

• Longer term group strategy missing

• Dedicated leadership not in place

• Organisation was complex

• Decision-making was slow

• Excellent people with deep sector

expertise

• Innovation

• Trusted brands

• Strong market share and profitability

• Strong cash generation

• Some portfolio elements growing

well

© 2021 DMGT | 11

• Slow pace of change

• Multiple regulatory drivers

• Slow transaction process

• Pipeline industry

• Stable underlying market – 3Ds

• Need for modernisation and digitisation

PROPERTY TRANSACTION INDUSTRY TODAY

© 2021 DMGT | 12

THREE-STEP STRATEGY

Return the core business to growth

Make acquisitions to strengthen

our end-to-end position

Transform the way properties

are bought and sold

LANDMARK 1.0

Core business

improvement

LANDMARK 2.0

Market expansion

LANDMARK 3.0

Transformation

enables

Three steps to

success…

Step 1

Step 2

Step 3

…steps 1 and 2

completed

enables

© 2021 DMGT | 13

LANDMARK 1.0: CORE BUSINESS IMPROVEMENT

1. Strategy

• Vision

• Market view

• 3 year plan

2. Structure

• Scalable

• Aligned

• Governance

3. Leadership

• Responsibility

• Accountability

• Ownership

4. Sales

• Best practice

• Effective

• Focus

• Profitable growth

5. Product

• Vision

• Efficiency

• Effectiveness

• Leadership

Direction

Framework

Drive

Growth

CapabilityFive key elements

…completed

© 2021 DMGT | 14

Mortgage brokers

Estate agents

Lenders

Online

Legal software Search reseller Search data

LEAS

LVS

LANDMARK 2.0: END-TO-END ECOSYSTEMConnecting upstream and downstream to retain value within Landmark

Upstream DownstreamWORKFLOW/CONTROL

Home-mover Introducers Panels

LANDMARK

LEGAL

SERVICES

Conveyancers / Law firms

…completed

© 2021 DMGT | 15

LANDMARK 3.0: CENTRAL PLATFORM WILL DRIVE INDUSTRY TRANSFORMATION

INTRODUCER

CHANNELS

PARTNERS

Estate agents

Mortgage brokers

Lenders

Other channels

Conveyancers

Surveyors

Mortgage brokers

Estate agents

Lenders

Insurance etc

Case flow Case flow

LANDMARK 3.0 Open property

transaction platform

Faster

transactions

© 2021 DMGT | 16

ESTATE AGENTS CONVEYANCERSINSURERS & SURVEYORSMORTGAGE BROKERSHOME MOVING

SERVICE PROVIDERS

…in progress

THE VISION: LANDMARK 3.0 - THE STRUCTURE

User Sign

On

LOGIN

Onboarding

Service

LEAS

Business

Services

OPTIMUS

LVS

Transaction

Workflow

OCHRESOFT

Sell Data

SEARCHFLOW

OSD, ARGYLL

E&M, M&B

META-DATA

Managed

Services and

GIS DATA

SOLUTIONS

UNIFIED CLOUD SERVICES

© 2021 DMGT | 17

LANDMARK 3.0: DATA SERVICES BUILD FUTURE GROWTH

Va

lue

Note: For illustrative purposes only

2022 (Vision)

Data Services

2013

Search provider

1994

Environmental reports

Environment reports

Valuation Risk

Real Estate Floor Plans

Searches

Conveyancing Workflow

Panel Services - Conveyancing

Drainage and Water Data

Highways Data

Panel Services – Searches

Panel Services – Surveys

Data Services

© 2021 DMGT | 18

Landmark 2.0 Revenues

THE VISION – LANDMARK 3.0 REVENUE MIXAccessing new customers in adjacent markets

Note: For illustrative purposes only

THE VISION

Landmark 3.0 Revenues

Estate Agents Conveyancers & aggregators Surveyors & insurers Mortgage providers Data services

© 2021 DMGT | 19

TRANSACTION PIPELINE DURING 2020

Figures are 2020 volumes vs the same month in 2019

0%

20%

40%

60%

80%

100%

120%

140%

160%

180%

January February March April May June July August September October November December

Listing Sold subject to contract Searches ordered Completion

© 2021 DMGT | 20

SUMMARY: AN EXCITING FUTURE

• Strong market position:

– Hard to replicate data

– Spanning the entire supply chain

• Resilient base level of revenues; strong cash flow

• Good progress on strategic plan:

– First two steps of three completed

• Positive long-term outlook:

– Landmark driving transformation of property transaction process

– Well positioned for growth

© 2021 DMGT | 21

APPENDIX

We enable successful

property transactions.

© 2021 DMGT | 22

LANDMARK CUSTOMERSMarket-leading positions across the property transaction process

* SearchFlow; OneSearch Direct; Ochresoft; Landmark Legal; Argyll Environmental

CUSTOMER

EXAMPLE

SOLUTIONS

LANDMARK’S

VALUE

PROPOSITION

KEY

BRANDS

ESTATE AGENTS (EA’S) PANEL MANAGERSLENDERS &

SURVEYORSLAW FIRMS

• Preparing listings

• Compliance checks

(AML/KYC)

• Floor planning

software

• Working with EA’s and

mortgage brokers

• Providing buyers

and sellers with a

conveyancing lawyer

• Secure panel network

• Risk-based decisioning

• Valuations: survey

workflow software;

automated

• Conveyancing

workflow software

• Conveyancing

searches

• Environmental risk

reports

Help buyers and sellers

select a conveyancing

lawyer; most will not use a

law firm regularly

Help surveyors optimise

case load; streamlines the

process for valuations and

building surveys

Streamline all aspects

of the legal due diligence

conveyancing process

Help agents prepare

properties for sale and

onboard new customers

LANDMARK ESTATE

AGENCY SERVICESOPTIMUS

LANDMARK VALUATION

SERVICES (LVS)MULTIPLE BRANDS*

© 2021 DMGT | 23

PROPERTY TRANSACTION PROCESS

Upstream Downstream

End-to-end property transaction ecosystem

Property to be listedAppoint a legal

conveyancerObtain a mortgage Legal due diligence

• Provides listing

services to estate

agents including ID

and money laundering

compliance.

• Metropix is the largest

floor plan provider in

the UK.

• Optimus is a panel

manager.

• Works with estate

agents, mortgage

brokers and

MoneySuperMarket to

provide legal

conveyancers to

buyers and sellers.

• LVS software enables

banks to instruct a

surveyor to value a

property.

• Provides mobile data

gathering software and

valuation data for the

surveyor.

• Provides

searches,

including local

authority

searches.

• Delivers

environmental

reports.

LANDMARK ESTATE

AGENCY SERVICESOPTIMUS

LANDMARK

VALUATION SERVICES

(LVS)

SEARCHFLOW, ONESEARCH DIRECT,

LANDMARK LEGAL & ARGYLL

(ENVIRONMENTAL)

Exchange &

Complete

• Ochresoft’s

Intelliworks is the

leading practice

management

software for

conveyancers.

© 2021 DMGT | 24

FOCUS ON CONVEYANCING AND LEGAL

• Leading provider of

searches to law firms

carrying out residential

and commercial

transactions

• Provides full range of

property searches as

well as value-added

services for solicitors

• Specialist provider of

environmental due

diligence reports for

law firms

• Long-standing

market leader in

environmental law

• Used by 18 of the top

20 City law firms

• Leading specialist

provider of case

management workflow

software for residential

conveyancing

• Also provides software

for streamlining wills

and probate

• Fast growing

conveyancing panel

manager working

primarily with mortgage

brokers and estate agents