Vow Academy2015 WEBINAR SERIES

Agenda 1pm – 1.05pm Welcome & Vow Update

Tony Newcombe –National Training MgrVow/ YBR

1.05 – 2pm - Commercial & Leasing Opportunities with Glenn Mitchell Head of

Vow Commercial, plus Kevin Arkell Liberty; Brian Steele - Macquarie & Tony Ahdore - Bibby(debtor Finance specialists)

2pm - Close

Hannah's Chance Foundation is the passionate voice in

the fight against sarcoma, an aggressive form of cancer

that primarily affects young people between 12 & 25. Vow

Financial has chosen Hannah's Chance Foundation again

in 2015 as our preferred charity to support a worthy

cause and those affected by this rare and aggressive

cancer.

At our major events Hanna’s Chance volunteers will be

present, give generously to this worthy cause…………A person's true wealth is the good they do in this worldHelp us make research happen and change the future for sarcoma sufferers everywherehttp://www.hannahschancefoundation.org.au/

Congratulations ! Lenders tip broker market share to approach 60 per cent

Australia’s biggest lenders and mortgage groups believe broker market share could hit between 51 and 60 per cent in three years’ time, according to a major report.

Deloitte’s Australian Mortgage Report 2015, now in its tenth year, asked eight mortgage market leaders what proportion of mortgage settlements brokers will represent in three years.

Six out of eight said broker market share would grow to between 51 and 60 per cent, with only two predicting market share to fall to between 41 and 50 per cent.

Vow Academy ACL Software Migration updateAnticipated dates for data migration for ACL Infinitive Users:

WA brokers have completed training & data migration set for next week

QLD ACL training is set for 20 & 21 April & migration From 1st May

NT & SA & Some NSW will commence from 24 April – 1st May ( there is an opportunity with 5-8 workshops in NSW that we can accommodate say 60 ACL holders)

TAS – 18th & 19th June / Vic – from 22nd June / NSW 4th May on at various dates for a final migration of data on Sat 27th June.

Expected turn off of Spectrum is 30th June 2015 ! – all migrations to be completed

Vow Academy Software updateWhat will the training cover?

Training will be a 3 hr workshop, bring your laptops, and at the training you should have access to your symmetry system to set up a dummy loan, do a preliminary assessment loan & interest rates comparisons, produce & file compliance & support documents, navigate to Apply on Line to lodge electronic applications, & learn how to track & monitor the loan application to settlement process.

if you are not familiar with Symmetry already ( & a lot are) we encourage you to have a look at the symmetry system handbook & training tools in anticipation of your migration – they can be located on the Vow Broker web site

Vow Academy UpdateWhat training is on in APRIL ?

Melbourne & TAS8th New Broker Induction workshop15th – ACR Compliance Workshop & Commercial/Leasing Webinar28th – CPD Day - Tasmania

Sydney 14th – Loans Processing Workshop – for broker admin staff 16th – 30th Symmetry training – new brokers to Vow + ACL holders21st – ACR Compliance workshop23rd – Induction Workshop for new brokers to Vow29th – Mini-conference 30th – Pinnacle Club _ Top 20 Vow Broker conference

Perth & Brisbane1st – 2nd – Symmetry Training ACL & ACR’s _ WA.21-22nd – Symmetry Training ACL holders – Qld.

Vow Conference update

Registrations :contact your State Mgrs

Conference web site is now up & running

www.vowconference.com.au

Strictly ConfidentialThis report contains information that is confidential and proprietary to Liberty Financial Pty Ltd (“Liberty”) and is solely for theuse of Liberty personnel. No part of it may be used, circulated, quoted, or reproduced for distribution to any person other thanthe intended audience. If you are not the intended recipient of this report, you are requested to return it immediately to Libertyas its property. Copyright © Liberty Financial Pty Ltd. All Rights Reserved.Liberty Financial and the Liberty star logo are registered trademarks of Liberty Financial Pty Ltd.

DO MORE WITH LIBERTY

Presentation to Vow

15 April 2015

THE COMMERCIAL FINANCE LANDSCAPE

Bank guidelines

Boundary of prudent lending

Bank appetite

Credit impaired

Low doc

Specialised securities

Stand-alone leases

Stated income

SMSFs

Bridging loans

Tax debts

No doc

COMMERCIAL RATES AND FEES

Product Base Rate Base Settlement Fee

Enterprise Full Doc From 5.65% From 1.00%

LeaseStream From 5.65% From 1.00%

SuperCredit-SMSF From 5.65% From 1.00%

Enterprise-Low Doc From 5.95% From 1.50%

Boost (Clear Credit) From 6.50% Flat 2.50% (min $3,000)

A rate for risk approach that varies in line with (i) LVR, (ii) credit profile,(iii) verification choice, (iv) loan size, and (v) security type. Rates andfees will also vary where loans require credit committee approval.

Rates shown above are inclusive of trailing commission of 25bps.

Settlement fees are inclusive of a 50bp upfront commission. Upfront feesmay be increased to 1% with commensurate increase to settlement fee.

* Rates accurate and correct as at 15 March 2015. Refer to Introducer Guide for full rates and fees.

LIBERTY MOTOR SUITE

LIBERTY DRIVE

• A new-to-market prime motor loan for Residential Specialists

• Delivery rate starting at 7.69% pa, with a 3.30% commission

• Simple qualification process – owner buyer, clean credit, stable employment

• System approvals and one hour settlements

MAX LVR: 150%

LIBERTY OPTIONS

• Options for short term/casually employed

• Credit blemishes, unpaid defaults, recently discharged bankrupts

• Available to renters/boarders/living with parents

• Rates starting from 11.99% depending on profile

• Fixed rate commissions structures to keep things simple

• Four hour approvals and settlements

MAX LVR: 150%

Drive and Options come with:

• Availability on new and old vehicles (up to 20 years at the end of term)

• Loan terms of up to 7 years

• Backed with Liberty’s hands-on BDM support

THE MOTOR OPPORTUNITY

Cars less than 7 years old

Cars more than 7 years old

46.5%53.5%

Client Auto Profiles

Asset Finance Potential:

- 46.5% of all applicants had cars that were 7 or more years old

- On average these applicants had about 30% home equity

- ~282,000 new/old cars purchased every month

- Average family has 1.8 cars

- People will change one of their vehicles within 6 months of buying/refinancing their home

LIBERTY RESIDENTIAL OFFERINGS

Product Base Rate Max LVR

Liberty Star – Prime From 4.39% Up to 95% + cap LMI

Liberty Custom From 4.99% Up to 95%

Liberty SuperCredit 5.74% Up to 80%

Up front commission of up to 1% and trailing commission of up to 20bps(paid from day 1).

Applications can be lodged via LoanNET or ApplyOnline with a 24 hourturnaround time.

Dedicated credit team - so you deal with the same underwriters fromapplication to settlement, supported by your Liberty BDM.

* Rates accurate and correct as at 15 March 2015. Refer to Introducer Guide for full rates and fees.

Liberty Financial: Do More

STRICTLY CONFIDENTIAL

Commercial OriginationBusiness Banking

April 2015

PAGE 16

Commercial Origination strategy

Mortgage led distribution of Business Banking services

Strategic arrangements with intermediaries are fundamental and primary distribution strategies for

Macquarie in mortgages, wealth, leasing and funds management

Business Banking aims to replicate this success and build the market-leading Commercial

Origination capability

We commenced operations in July 2014

We have a team of eight broker BDMs who manage broker relationships and source new deals

Our team comprises of experienced industry professionals

— Ross MacPherson

— Steve Elliot

— Nicholas Oates

— Daniel Cherrie, Kevin Treanor and Michael Broughton

— Bill Mauger and Belinda Allsopp

PAGE 17

Commercial Origination customer value proposition

We understand our customers’ business

We adopt a “people” approach to lending rather than product or policy

Business Banking creates wealth for business customers

We have a reputation for disciplined execution and strategic reliance on broker partners

Our customer relationships are detailed and long-standing

We focus on relationships, flexibility and analysis rather than price

2013 Business Banking customer satisfaction survey

PAGE 18

Risk Appetite Summary

Prudent growth through disciplined risk culture

Strengths are professional firms, financial services and property

Proactive pricing of risk and return

Flexibility of LVRs and Terms

No SPV construction and development, agribusiness or small retail

Industries

Accounting Doctors

Commercial real estate Medical specialists

Corporate transactional banking Dentists/Orthodontists

Financial planning Veterinarians

Insolvency Engineers

Insurance broking Architects

Legal Quantity surveyors

Strata Environmental sciences

Residential real estate Geological/geotechnical sciences

Private and property clients Valuation services

PAGE 19

Products and Services

Full suite of services to meet customer needs

Business accounts

Transactional accounts

At call investments

Term deposits

Basic trust accounts; ideal

for securely holding monies

on behalf of your clients

Regulated trust accounts;

tailor-made for real estate

and legal firms

Personal accounts

Transactional accounts

At call investments

Term deposits

Lending

Cash flow lending

SMSF property lending

(residential and commercial

loans)

Working capital

Succession

Acquisitions

Strata improvement loans

Property loans

Commercial

Residential security / business

purpose

Deposits

Transactional accounts

Account payables and

receivables solutions

DEFT and batch payments

Merchant services

International money transfers

Payments

PAGE 20

Accreditation and commissions

Attractive and flexible commission structure

Existing accreditation framework via Macquarie Mortgages applies

Schedule of eligibility and commissions attached to existing VOW distribution agreement

Upfront and trail model

Up to 50b basis points upfront and 30 basis points trail (negotiated on each deal and determined

in Macquarie's absolute discretion)

No deal size cap

PAGE 21

Disclaimer

This material has been prepared by Macquarie Bank Limited ABN 46 008 583 542 AFSL & Australian Credit

Licence 237502 (“Macquarie”) for general discussion purposes only, without taking into account your

personal objectives, financial situation or needs. Before acting on this general information, you must consider

its appropriateness having regard to your own objectives, financial situation and needs. The information

provided is not intended to replace or serve as a substitute for any accounting, tax or other professional

advice, consultation or service. Nothing in this presentation shall be deemed binding on Macquarie or any of

its Related Bodies Corporate.

VOW

Tony Ahdore – Senior Business

Development Manager

Agenda

Who are Bibby?

Bibby Financial Services in

Australia

How it works

Introducers

Receivables by industry

Financing change

Our services

Debtor finance prospects

Proud to support SMEs worldwide

“We want to do business

and have earned a

reputation for helping

when others can’t or

simply won’t”

Key statistics

• 200+ year trading history of group

• Leading global invoice financier

• Annual factored turnover almost $7bn

• Largest independent specialist in the UK (the largest market for Debtor

Finance in the globe)

Global leadership across 4 regions

• Wholly owned by the Bibby Line Group

• Advancing over $6.5bn to SMEs worldwide

• Operating in 17 countries across the Asia Pacific/Americas/UK/Europe

• www.bibby.com.au for information on all our global businesses

Who are Bibby Financial Services

Bibby Line Group structure

Flexible financial solutions for SMEs

• Well established since 2002

• National presence – Local offices in all major cities plus coverage in key

regional centers and NZ

• Annual factored turnover over $2bn

• Leading independent non-bank debtor financier

Bibby’s SME Target Market – businesses with annual sales revenue from

$500K to $100M

Bibby Financial Services in Australia

Bibby’s Core Services

Factoring

• We can help improve your cash flow and provide an immediate injection of cash against the value of your outstanding invoices

Invoice Discounting

• For larger businesses with turnover in excess of $1m pa with the client retaining responsibility for collections activity

Export Factoring

• An immediate injection of cash against the value of your outstanding invoices to overseas debtors

Asset Finance

• Additional funding against P/E and property to help maximise working capital

Bad Debt Protection

• Protection of profits against the risk of debtor insolvency or inability to pay

Capability statement

• Fast turnaround

• We provide certainty / stability

• Access to additional working capital to fund business growth

• Reliable source of funds to match your business requirements

• Access to decision makers

• Funds drawn at anytime of the week

• Our approach is entrepreneurial and less institutionalised

• Wholly owned by the Bibby Line Group and the largest global non-bank debtor financier

• We can provide the capital structure to grow your combined businesses while cost savings and productivity increases associated with the merger or buyout can take hold

Funding growth

M/A, buyouts

• We provide working capital funding to accelerate cash flow from accounts receivable or other available assets

Financing operations

Working capital financing

• We can support reorganisation through debt restructuring. Refinancing for longer or better terms may also provide the cash flow needed for meaningful business restructuring

Financing restructure

Revitalising your company

Financing change

Source: DIFA Q4 statistics 2014

Factored receivables by industry in Australia

Sector %

Wholesale trade 38%

Manufacturing 19%

Labour Hire 11%

Business Services 9%

Transport & Storage 7%

Agriculture & Mining 3%

Other 10%

Prospects for debtor finance

Key qualifier – B2B with sales on

credit terms (e.g. 30 days EOM)

Reasons for debtor finance:

1. Lack of cash flow - Slow debtor

payments or traditional finance can be

extended or not available

2. Suppliers - Payment of liabilities on

time capitalise on better supplier terms

Alternative to mortgage finance

Funding rapid sales growth

1.Invoices raised

2.Invoices sent to Bibby

3.Bibby funds client

4.Customer makes

payment

5.Balance, less fees,

returned to client

How it works

Bibby’s facility fees

A service fee for management of the

facility is a fixed percentage of the

gross value of each invoice

An interest charge on the funds the

client has drawn (calculated daily,

taken monthly)

Application/Legal fees

Who we can help

SME’s – sales revenue $0.5M to $100M

Small caps/limited companies and LLPs

Businesses selling to other businesses

on credit terms for completed sales

MBOs / MBIs, M&A

Succession plans

New start ups

Minimum security requirements

• A factoring or invoice

discounting agreement

• A circulating security

interest

• Guarantee and indemnity

from Director/shareholders

With Bibby, doing business is straightforward and easy

Why choose Bibby?

• Forget the red tape and slow pace of traditional finance solutions. You’ll benefit from fast and flexible solutions for your business. We recognise that every business has unique requirements

Service

• With 200 years of trading history, we know what its like to be in business. We’re independent and perfectly positioned to understand your business. We do business your way.

We understand business

• Our approach is entrepreneurial and less institutionalised. We know that being flexible is important to you. We can offer a wide range of solutions to help you achieve your business goals.

Easy to do business with

Introducers

• Commission

• Upfront and trailing commission

• Innovative incentive scheme

• Reciprocal Business

• We promote our introducers businesses

to prospects, clients and other business

partners.

Questions

Next Webinar

Date : Wednesday 22nd April – 1pm

Topic: Reading Financials for small business lending & serviceability calculations with

Sponsored by: Macquarie & hosted by Michelle Standley Qld State Mgr & Michelle Strapps _ BDM Macquarie Qld