WISETECH GLOBAL LIMITED — AGM Information 2018

Nov 20, 2018

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2018 Annual General Meeting of Shareholders

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Chair

Delivered strong, high quality growth while expanding technology lead and global footprint

POWERFUL revenue growth

↑ 44% Revenue vs FY17

Revenue $221.6m

41% CAGR

over 5 years FY14 - FY18

HIGH recurring HIGH quality revenue

99% recurring revenue CargoWise One

90% recurring revenue

99% ‘On-Demand’ usage-based licensing CargoWise One customers

LOW HIGH innovation LOW sales and customer product development marketing attrition investment expense <1% 34% 10% of revenue[(2)] of revenue every year 51% 9% for last 6 of our people of our people years[(1)] $222m[(2)] Sales automation, swift on-boarding, innovation and product Annual customer open-access licence, spend (FY14 - FY18) attrition rates On-Demand usage across CargoWise One global platform

PROFITABLE + cash generative

↑45% EBITDA

$78.0m

43% CAGR over 5 years FY14PF-FY18

EBITDA margin 35% ↑7pp over 5 years FY14PF - FY18

$40.8m Net profit[(3) ]

1. Annual attrition rate is a customer attrition measurement relating to the CargoWise One application suite (excluding any customers on acquired legacy platforms). A customer’s users are included in the customer attrition calculation upon leaving ie having not used the product for at least four months. Based on attrition rate <1% for each year of the last six financial years FY13-FY18. 2. Total investment in product development and innovation includes both expensed and capitalised amounts each year spent on product development and innovation.

2. Net profit = net profit after tax attributable to equity holders of the parent.

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Outperformed ASX200 by 278% since listing in April 2016

WiseTech Global share price v S&P/ASX200

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594
494
394
294
194
94
11-Apr-16 17-Aug-16 21-Dec-16 05-May-17 11-Sep-17 18-Jan-18 30-May-18 04-Oct-18
WTC.ASX XJO.ASX
Rebased to 100
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Dividend FY18
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Dividend policy
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TSR for FY18

Source: Orient Capital Pty Ltd. XJO is S&P/ASX 200

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Our people are changing the world of logistics one innovation at a time
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EMPLOYEES EMPLOYEES EMPLOYEES BY
BY FUNCTION BY REGION AGE DIVERSITY
(%, as at 30 June 2018) (%, as at 30 June 2018) (%, as at 30 June 2018)
38% Australia and New
51% Product design and
Zealand
development 22% Under 30
23% Europe
20% Customer support
17% Asia 52% 30 - 44
20% General and
9% Latin America
administration 17% 45 and over
7% South Africa
9% Sales and marketing
6% North America
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Founder & CEO

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130 8,000 54+billion 3.5+million

Strong organic revenue growth, expanding CargoWise One EBITDA margins, while building out our platform

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Revenue
$m
221.6
128.2
41% CAGR 82.7
over 5 years
FY14-FY18
54.2
37.7
93.4
71.1
56.7
48.6
43.0
32.3
FY13 FY14 FY15 FY16 FY17 FY18
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EBITDA
48%
$m excluding
acquisitions [(1)]
42%
35% 35%
30% 35%
78.0
28% 30%
30%
28%
25%
53.9
43% CAGR 20%
over 5 years
FY14PF-FY18
15%
31.5
21.9 10%
18.6
5%
0%
FY14 PF FY15 PF FY16 PF FY17 FY18
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Full year revenue (FY13 and FY14), 2H revenue (FY15, FY16, FY17 and FY18)

1. Acquisitions are those businesses acquired since 2012 and not embedded into CargoWise One.

1H revenue (FY15, FY16, FY17 and FY18)

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Multiple levers to sustain growth and increase market penetration

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Innovation
and
expansion of
our global
platform
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+ + Transactions/users Modules

+ Industry Geographies consolidation

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Increase new
customers on
the platform
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Stimulate
network
effects
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Accelerate
organic
growth
through
acquisitions
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“We are accelerating into more products, more geographies and more adjacencies … driving our long-term growth with each innovation and acquisition”

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34 of the top 50 global third party logistics providers use our solutions across 130 countries worldwide

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1. Armstrong & Associates: Top 50 Global Third Party Logistics Providers List ranked by 2017 logistics gross revenue/turnover.

Small targeted acquisitions in key regions provide safer, faster, stronger entry to new markets

We buy into leading market positions that would take years to build, integrate swiftly, and drive value across the platform

We are acquiring leading software vendors across G20+20 - targeting 90% of world’s manufactured trade flows

NORTH AMERICA LATIN AMERICA EUROPE EURASIA ASIA

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Stage 1 integration completed swiftly, we focus on long-term product capability and growing revenue

Foothold 12-24 months 3-12 months Adjacencies 3+ years

0-36 months

Integrate target		Develop product		Grow revenue
“Acculturation” Platform migration Business processes Development system Commercial standards Management control of operations Integrate acquired product with CargoWise One swiftly		“Build out” Product development utilising Universal Customs Engine Localisation E-learning platform Innovation and expansion Move to full “embedded” product		Conversion of acquired customer base Global customers access new capability integrated in CargoWise One Acquired customers – expand usage Acquired customers – multi-region rollout Immediate revenue once capability embedded in global platform, transaction licence On-board, licence transition, staggered move of base over 3+ years

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We converge our innovation pipeline and acquisitions to rapidly build our multi-modal capabilities on a global scale

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Targeting key plug-ins to our global development or multi-regional adjacencies that can scale

We are accelerating convergence of technologies by adding targeted acquisition of key adjacencies to our innovation pipeline to build valuable ecosystems and global product sets.

We look for adjacencies that we can scale from domestic multi-region to global product capability

Global Rates Management

Specialist Warehouse

Global Shipping

Compliance Data

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Global ocean rates management – live, global data set on carrier rates. Neutral platform links carriers and 3PLs. Rates Mesh standalone and data integrated to CW1 customers.

Global air rates management – provides global data set on carrier rates. Neutral platform linking carriers and 3PLs.

Specialist WMS across Asia Pacific, North America and Middle East for enterprise, express, 3PL and cold storage. Gartner rated.

Leading global provider of software solutions to international liner shipping industry – with operations across Germany, US, Philippines and Singapore.

Australian reference data providers, Digerati and Tradefox, absorbed into stage 1 of our global BorderWise data set development.

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Targeting key plug-ins to our global development or multi-regional adjacencies that can scale

Transport Management Solutions

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Wi seTec h Gl o b a l Gr o u p

Leading parcel Specialist US Less TMS to add to CW1 Specialist inter-modal A leading multi-carrier shipping TMS Than Truckload TMS next generation Land trucking TMS and parcel and LTL provider to large provider with LTL Transport solution. container tracking shipping solution in and medium road rate capabilities provider in US and ANZ, UK, South Africa enterprises in the to expand road Canada. and Asia. US with offices in booking and rates. the UK and Finland.

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Building out the ecosystems for global logistics
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Logistics market size: across 1PL, 2PL, 3PL = ~A$14trillion

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Global 3PL
• Top 150
• Logistics
providers in
each vertical
and each
3PL
domestic
market
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E-commerce
• 3PLs
• Express
couriers
• E-commerce
giants
•
Postal services
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Government
•
Regulation
• Digitisation
• Integration
Domestic regulators
Global regulators
Industry bodies
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Ecosystems
Ecosystems, once
built, drive long
term value that is
near impossible
to dislodge
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Some of our products and innovations also apply to non-logistics markets eg: PAVE (all industries) and GLOW (software development)

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Industry pain points drive an exponential shift to CargoWise One

3PL industry dynamics vs low propensity to switch out of proprietary systems

Our leading global logistics software and Impact of dynamic for open-access, usage-driven business model WiseTech remove constraints to growth

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Increasing regulation positive Fast to market with new regulatory changes
Increasing complexity positive Relentless innovation investment, automates or eliminates processes
Growth in transactions positive Highly scalable, integrated platform, productivity focused
High fragmentation positive Operating system for logistics, one to thousands users
Pressure on supply chain execution margins positive SaaS, pay for use monthly in arrears, productivity benefits
Capital constraints positive No upfront capital, easily add users and regions, only pay for use
Increasing network tie-ups positive Integrated global platform, 130 countries, real time visibility
Demand for faster throughput positive Highly automated, more productive, enter data once
Cycles in 3PL verticals – economic up/downturn positive Pay for what you use, linked to value point
Consolidation across 1PL/2PL/3PL, Amazon positive Execution capability across supply chain, plug into myriad systems
3PL consolidation growing positive Seamless, swift, scalable on-board of thousands, global rollouts
High labour cost in high GDP trade routes positive Significant productivity gains through technology
Impact of political change (new govt/Brexit) positive Unsurpassed software development capacity to meet change
Shift to SaaS, cloud positive SaaS since 2008, cloud, all devices, LDaaS and PaaS to come
Shift from in-house to commercial systems positive Commercially proven, integrated platform used by 24 of the
25 largest global freight forwarders
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Our technology and business model turns industry problems into tailwinds

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Execution on strategy to deliver strong growth in FY19

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320-333
FY19 Revenue
Revenue
$320m - $333m
$m
221.6
44% to 50%
FY19 growth vs FY18
153.8
FY19 EBITDA
102.8
$102m - $107m
70.0
56.7
43.0
31% to 37%
FY19 growth vs FY18
FY13 FY14 FY15 FY16 FY17 FY18 FY19
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www.wisetechglobal.com/investors

Videos

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Growth in revenue and EBITDA

	FY18	FY19 guidance
Revenue	$221.6m	$320 – $333m
EBITDA	$78.0m	$102m – $107m

What is included in the guidance:

• Retention of existing customers with organic usage growth consistent with historical levels

• New customer growth consistent with historical levels

• New product and feature launches

• Contractual increases in revenue from existing customers, reflecting the end of temporary pricing arrangements

• Standard price increases

• Full year effect of prior year acquisitions

What is not included in the guidance

• Material change in revenues from the acquired platforms

• Benefits from migration of customers from acquired platforms, where CW1 development is yet to be completed

• Growth in services revenue outside of e-services

• Revenue from new products in development but not planned to be commercialised

• Changes in the mix of invoicing currencies

• Potential acquisitions and associated costs

• Acquisitions post 30 June 2018: Pierbridge, Ulukom, SaaS, Fenix, Taric, Trinium, Multi Consult, DataFreight, SmartFreight and CargoIT

• Investment in R&D to increase in $ terms, but will benefit from operating leverage

• Sales & marketing as % of revenue to increase to more historical levels over time, 12%-13%

• General & administration, including M&A, excluding acquired G&A, as a % of revenue to be more efficient over time, below 20%

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CONTENT OF PRESENTATION FOR INFORMATION PURPOSES ONLY Visit www.wisetechglobal.com/investors

FORWARD-LOOKING STATEMENTS

This presentation may contain statements that are, or may are deemed to be, forward-looking statements. Such statements can generally be identified by the use of words such as 'may', 'will', 'expect', 'intend', 'plan', 'estimate', 'anticipate', 'believe', 'continue', 'objectives', 'outlook', 'guidance‘, ‘forecast’ and similar expressions. Indications of plans, strategies, management objectives, sales and financial performance are also forward-looking statements.

Such statements are not guarantees of future performance, and involve known and unknown risks, uncertainties, assumptions, contingencies and other factors, many of which are outside the control of WiseTech Global. No representation is made or will be made that any forwardlooking statements will be achieved or will prove to be correct. Readers are cautioned not to place undue reliance on forward-looking statements and WiseTech Global assumes no obligation to update such statements.

No representation or warranty, expressed or implied, is made as to the accuracy, reliability, adequacy or completeness of the information contained in this presentation.

PAST PERFORMANCE

Past performance information in this presentation is given for illustrative purposes only and should not be relied upon as (and is not) an indication of future performance.

PREPARATION OF INFORMATION

All financial information has been prepared and reviewed in accordance with Australian Accounting Standards. Certain financial data included in this presentation is ‘non-IFRS financial information’. The Company believes that this non-IFRS financial information provides useful insight in measuring the financial performance and condition of WiseTech Global. Readers are cautioned not to place undue reliance on any non-IFRS financial information including ratios included in this presentation.

PRESENTATION OF INFORMATION

• Current period statutory The financial data for FY18 in this presentation is provided on a statutory basis but in a non-statutory presentation format.

• Prior period pro forma (PF) Except where explicitly stated, the financial data prior to FY17 in this presentation is provided on a pro forma basis. Information on the specific pro forma adjustments is included in the Appendix to WiseTech’s FY18 results investor presentation.

• Currency All amounts in this presentation are in Australian dollars unless otherwise stated.

• FY refers to the full year to 30 June, 1H refers to the six months to 31 December, and 2H refers to the six months to 30 June.

• Rounding Amounts in this document have been rounded to the nearest $0.1m. Any differences between this document and the accompanying financial statements are due to rounding.

THIRD PARTY INFORMATION AND MARKET DATA

INFORMATION IS NOT ADVICE

This presentation is not, and is not intended to constitute, financial advice, or an offer or an invitation, solicitation or recommendation to acquire or sell WiseTech Global shares or any other financial products in any jurisdiction and is not a prospectus, product disclosure statement, disclosure document or other offering document under Australian law or any other law. This presentation also does not form the basis of any contract or commitment to sell or apply for securities in WiseTech Global or any of its subsidiaries. It is for information purposes only.

WiseTech Global does not warrant or represent that the information in this presentation is free from errors, omissions or misrepresentations or is suitable for your intended use. The information contained in this presentation has been prepared without taking account of any person’s investment objectives, financial situation or particular needs and nothing contained in this presentation constitutes investment, legal, tax or other advice. The information provided in this presentation may not be suitable for your specific needs and should not be relied up on by you in substitution of you obtaining independent advice. Subject to any terms implied by law and which cannot be excluded, WiseTech Global accepts no responsibility for any loss, damage, cost or expense (whether direct or indirect) incurred by you as a result of any error, omission or misrepresentation in this presentation.

The views expressed in this presentation contain information that has been derived from publicly available sources that have not been independently verified. No representation or warranty is made as to the accuracy, reliability, adequacy or completeness of the information. This presentation should not be relied upon as a recommendation or forecast by WiseTech Global. Market share information is based on management estimates except where explicitly identified.

NO LIABILITY OR RESPONSIBILITY

The information in this presentation is provided in summary form and is therefore not necessarily complete.

To the maximum extent permitted by law, WiseTech Global and each of its subsidiaries, affiliates, directors, employees, officers, partners, agents and advisers and any other person involved in the preparation of this presentation disclaim all liability and responsibility (including without limitation, any liability arising from fault or negligence) for any direct or indirect loss or damage which may arise or be suffered through use or reliance on anything contained in, or omitted from, this presentation. WiseTech Global accepts no responsibility or obligation to inform you of any matter arising or coming to their notice, after the date of this presentation, which may affect any matter referred to in this presentation. This presentation should be read in conjunction with WiseTech Global’s other periodic and continuous disclosure announcements lodged with ASX.

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