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Nano Dimension — First commercial sales refine proposition

Nano Dimension — First commercial sales refine proposition

Nano Dimension commenced commercial roll-out during H217 and has sold eight commercial grade DragonFly Pro printers so far. While there is considerable interest in the technology for structural electronics applications in addition to PCB prototyping, customers remain cautious about committing to purchase. We therefore reduce our estimates again and cut our indicative valuation from US$6.39/ADS to US$4.16ADS.

Analyst avatar placeholder

Written by

Nano Dimension

First commercial sales refine proposition

FY17 results

Tech hardware & equipment

22 March 2018

Price*

NIS1.42

Market cap

NIS143m

NIS3.46:US$1.00

*Priced at 19 March 2018

Net cash (US$m) at end December 2017

excluding public offer and exercise of over-allotment option of $13.8m

6.1

Shares in issue

96.5m

ADRs in issue

19.3m

Free float

88%

Code

NNDM

Primary exchange

TASE

Secondary exchange

NASDAQ

Share price performance

%

1m

3m

12m

Abs

(18.7))

(33.8)

(73.5)

Rel (local)

(17.2)

(34.4)

(75.1)

52-week high/low

NIS5.1

NIS1.4

Business description

Nano Dimension focuses on the development of advanced 3D printed electronic systems and advanced additive manufacturing. The company’s initial products include a 3D printer for rapid prototyping of multi-layer PCBs and associated nanotechnology conductive and dielectric inks.

Next events

Q118 results

May 2018

Analysts

Anne Margaret Crow

+44 (0)20 3077 5700

Dan Ridsdale

+44 (0)20 3077 5729

Nano Dimension commenced commercial roll-out during H217 and has sold eight commercial grade DragonFly Pro printers so far. While there is considerable interest in the technology for structural electronics applications in addition to PCB prototyping, customers remain cautious about committing to purchase. We therefore reduce our estimates again and cut our indicative valuation from US$6.39/ADS to US$4.16ADS.

Year end

Revenue (US$m)

EBITDA
(US$m)

PBT*
(US$m)

EPADS*
(US$)

DPADS
(US$)

P/E
(x)

12/16

0.0

(6.5)

(6.8)

(0.83)

0.00

N/A

12/17

0.9

(14.1)

(16.4)

(1.45)

0.00

N/A

12/18e

6.0

(10.8)

(12.3)

(0.68)

0.00

N/A

12/19e

11.7

(7.4)

(9.1)

(0.47)

0.00

N/A

Note: *PBT and EPADS are normalised, excluding amortisation of acquired intangibles, exceptional items and share-based payments.

First commercial sales benefit Q417

Nano Dimension reported its first material revenues in FY17, benefitting from a hike in sales from $143k in Q317 to $440k in Q417 as the first three printers were delivered. During the first three quarters, revenues were derived solely from leasing printers to beta site customers and ink sales. Gross margin excluding amortisation of IP was 50.7%. Reported operating losses widened by $8.3m to $17.3m in FY17, reflecting higher levels of investment in R&D (+$2.0m), sales and marketing expenses (+$1.2m) and a change to fully expensing R&D in Q416 (+$4.7m). Net cash flow, excluding $13.1m cash raised during the year, totalled $20.1m, with management citing current cash burn at c $1.3m/month. Management raised $13.8m earlier in Q118 and has stated that it will need to raise further funds to get to sustainable cash break-even.

Push from structural electronics

As with any potentially disruptive technology, it is not possible to predict how customers will respond until commercial grade equipment is available. Initial customer successes indicate that the DragonFly is being used for structural electronics applications such as antennas and sensors which conventional PCB (printed circuit board) manufacturing equipment cannot tackle, as well as in-house prototyping of multi-layer PCBs.

Valuation: Significant upside on volume roll-out

We have revised our indicative DCF-based valuation to reflect the time taken to close orders and it now stands at US$4.16/ADS, NIS2.88/ordinary share (formerly US$6.39/ADS or NIS 4.49/ordinary share). We use a discount rate of 12% to reflect the current uncertainty regarding the rate of commercial ramp-up. Delivery of meaningful volumes of the DragonFly Pro in H218 would improve visibility and remove some uncertainty. Our revised estimates identify a c US$1.5m funding gap in FY19, with further finance required. We model this as satisfied through debt, although it could potentially be dilutive if financed through the issue of new shares.

Financials

FY17 performance compared with estimates

FY17 revenues totalled $0.9m compared with our $1.2m estimate. $0.3m of the total was from printer sales, $0.2m from ink sales with the remainder from rental from printers leased to beta customers. We had modelled sales of eight commercial units, but only three units were delivered in FY17, one under a leasing agreement close to the period end, thus making minimal contribution to the total. Gross margin (50.7% excluding amortisation of IP) was in line with our estimate. Operating expenses totalling $17.0m were slightly lower than our $17.4m estimate because of lower share-based payments, but $0.9m finance expenses from the exchange rate difference resulted in adjusted losses before tax being $0.7m greater than our estimate at $16.4m.

FY17 cash flow and balance sheet

Excluding $13.1m cash raised during the year, cash consumption totalled $20.1m. Operating losses formed the majority of this. Other significant elements were a $2.3m increase in inventory as management built up raw materials and finished goods to fulfil anticipated demand for printers and ink. Management expects this to be worked through during FY18. Investment in plant and equipment totalled $3.6m as the company expanded its ink production capability. Cash at the end of FY17 was $6.1m. There is no debt, only a $0.8m long-term liability relating to grants from the Israeli Innovation Authority under which Nano Dimension will be liable to pay 3% royalties on sales up to the value of the grants received.

Changes to estimates

Exhibit 1: Revisions to estimates

FY17

FY18e

FY19e

Est

Actual

Diff.

Old

New

change

New

Printer deliveries

18*

13*

-27.8%

60

40

-33.3%

75

Revenues (US$m)

1.2

0.9

-28.8%

9.5

6.0

-36.8%

11.7

EBITDA (US$m)

(14.6)

(14.1)

-3.0%

(9.6)

(10.8)

12.1%

(7.4)

PBT (US$m)

(15.7)

(16.4)

4.2%

(11.0)

(12.3)

12.4%

(9.1)

EPADS (US$)

(1.41)

(1.45)

2.8%

(0.60)

(0.68)

12.2%

(0.47)

Net cash (US$m)

7.7

6.1

-20.9%

9.6

9.3

-3.2%

(1.2)

Source: Company accounts, Edison Investment Research. Note: *Including 10 beta phase units.

■

As discussed in our August outlook note, now that Nano Dimension has a commercial-grade printer available and an effective distribution network in place, management is better able to judge how long it takes to complete sales. Since Nano Dimension is selling a completely new, high ticket value piece of equipment to large organisations, the sales cycle is prolonged and purchases have to fit within customers’ budgetary calendars, meaning that some sales that were initially expected to land in FY17 have been pushed into customers’ next financial year and slipped into FY18. The issue with lengthy cycles is compounded by a shift in customer interest from multi-layer PCB prototyping to structural electronics applications. We have reduced the rate of printer roll-out again to reflect a situation where customers are having to justify budget for a new technology which is being deployed for emerging applications, albeit applications where only this technology appears able to meet their requirements. We expect that FY18 revenues will be strongly weighted towards the second half.

■

We model an average sales price per printer in FY18 after deductions to distributors of $180k/unit (previously $175k/unit).

■

We model gross margin (excluding amortisation of IP) at similar levels to FY17, which is lower than our previous model because the percentage of revenues from ink sales is less.

■

We maintain operating costs in FY18 at similar levels to FY17. We expect the increase in sales and marketing costs associated with initiatives discussed below to be balanced by a reduction in R&D costs as Nano Dimension shifted from development to a commercial phase of evolution.

■

We assume that most of the inventory build-up at the end of FY17 will be worked through during FY18.

■

We assume that capital expenditure will be lower in FY18 than in FY17, as there is already sufficient ink production capacity.

Refining the marketing proposition

Additive PCBs not a straight switch from conventional PCBs

As with any potentially disruptive technology, it is not possible to predict how customers will respond until commercial grade equipment is available. In our initiation note we commented that the DragonFly could be used for manufacturing low volumes of multi-layer PCBs, sensors and antennas. While we emphasised deployment for PCB prototyping, as this was a large and established market, we noted potential reservations regarding mass adoption since the materials used do not have identical mechanical, thermal or electrical performance to conventional PCBs. This means that users can develop multiple iterations of a prototype in-house using a DragonFly printer, but still have to switch to conventional PCB production for the final version of the prototype to check how the circuitry will perform following the switch to volume production. For companies designing a large number of prototypes each year, or those in the defence sector, where security of IP is of paramount importance, the ability to create the multiple variants of prototypes in-house, completing a single variant overnight and checking it the next day, outweighs the disadvantage of having to switch technology for the final version of the prototype. However, this need to switch for the final version of the prototype appears to be discouraging some less sophisticated users.

Helping customers make the transition

Nano Dimension is addressing potential concerns on how its materials perform this by providing samples of material for testing, offering an on-line print-on-demand service and opening customer experience centres in California and Israel. The print-on-demand service and customer experience centres enable potential customers to pay to have circuits they have designed manufactured using the DragonFly additive process. Customers can then compare these circuits with ones manufactured using conventional techniques. Nano Dimension intends to open additional customer experience centres during FY18. It is also building up its distribution networks, preferring to work with third parties who have the expertise necessary to operate a DragonFly printer so they can provide a complete advisory service to customers. For example, the most recent distributor to be signed up, EDA Technologies in South Africa, will purchase a DragonFly Pro for demonstration and customer training purposes.

Additive PCBs open up new applications

The more sophisticated users who have embraced the new technology are using it to make sensors, antennas and experimental structural electronics elements. These include one of the world’s top ten PCB manufacturers, global manufacturing giant Jabil, Harris Corporation, which is using the technology to develop lightweight, high-reliability circuitry for space applications; a research institute in Hong Kong; and the University of Technology in Sydney, Australia. The creation of customer experience centres is helpful in encouraging potential customers to experiment using the technology for new applications. Nano Dimension has partnered with Dassault Systèmes to create an add-in for the popular SOLIDWORKS design software. This makes it easy to design complex 3D geometric structures with embedded electronics, encapsulated sensors and antennas within the SOLIDWORKS suite and convert this information on how different layers of material combine to form a functional circuit into instructions for the DragonFly printer. In another initiative to expand the user-base, Nano Dimension has joined Techniplas’ open innovation programme. Techniplas develops human-to-machine interfaces, predominantly for the automotive industry. The initiative creates a way of designing and manufacturing electronic conductive paths within the interior and facia surfaces of cars in a single step.

Structural electronics a significant opportunity

The potential for 3D printing as the structural electronics markets begins to unfold is significant. A report published by SmarTech in October 2016, “Opportunities for 3D Printing in the Electronics Industry”, forecasts that the market would be worth $428m by 2022, rising to $2.8bn by 2025.

Valuation

Exhibit 2: Revenues from printer and ink sales

US$m unless stated

2018e

2019e

2020e

2021e

2022e

2023e

2024e

2025e

2026e

2027e

Total units delivered

40

75

115

161

209

255

294

323

346

363

Price per unit (US$k)*

175

180

175

172

163

155

147

140

133

126

Revenues from equipment sales and leasing

5.8

10.9

21.6

28.1

34.2

37.5

41.0

42.9

43.6

43.5

Revenues from ink sales

0.3

0.9

3.4

5.8

8.8

12.4

16.4

20.6

24.8

28.9

Total revenues

6.0

11.7

25.0

32.0

41.2

50.0

57.4

63.4

68.3

72.4

EBITDA

(10.8)

(7.4)

(0.1)

2.2

6.2

10.1

13.2

15.4

17.3

19.5

EBITDA margin (%)

N/A

N/A

N/A

7%

15%

20%

23%

24%

25%

27%

Source: Edison Investment Research. Note: *After commissions to distributors.

We continue to present a DCF calculation for valuation purposes. This adopts the roll-out assumed in our estimates for the first two years, then ramps up revenues through to FY27 as shown in Exhibit 2. This sales progression is predicated on Nano Dimension making the step from initial commercial deliveries to meaningful volumes.

Exhibit 3: DCF valuation

Base case

Base case

US$/ADS

Discount rate

NIS/ordinary share

Discount rate

10.0%

12.0%

14.0%

10.0%

12.0%

14.0%

Term growth

0.0%

4.82

3.66

2.88

Term gowth

0.0%

3.33

2.53

1.99

1.0%

5.21

3.89

3.02

1.0%

3.60

2.69

2.09

2.0%

5.70

4.16

3.19

2.0%

3.95

2.88

2.20

3.0%

6.34

4.50

3.38

3.0%

4.38

3.11

2.34

4.0%

7.18

4.92

3.62

4.0%

4.97

3.40

2.50

Source: Edison Investment Research

As there remains significant execution risk with regard to the volume ramp-up, which will not be reduced until the first commercial deliveries commence at the end of this year, we keep our discount rate at 12% as well as holding the terminal growth rate at 2%. This gives an indicative share price at current levels of risk of NIS2.88/ordinary share or US$4.16/ADS (previously NIS4.49/ordinary share or US$6.39/ADS). The share price has declined by 9% since the Q417 results and is now NIS1.38/ordinary share (US$2.00/ADS), substantially below our indicative valuation. In our opinion, this reflects investor concerns on how long it will take to win meaningful sales volumes following on from eight received so far.

So far Nano Dimension has stuck broadly to the roll-out timetable detailed in our initiation note, which is very encouraging for an early stage technology company. Once investors gain confidence that Nano Dimension is able to secure meaningful levels of orders for the DragonFly Pro we would expect a lower-risk discount (say, 10%) to be more appropriate. However, while the current share price appears to already factor in a somewhat slower roll-out, further delays in initial commercial sales present a risk to the share price and our valuation. We note also the potential share price dilution if the funding gap that we have identified is satisfied through the issue of new shares. This analysis excludes the earlier-stage development initiatives such as structural electronics and human tissue printing.

Exhibit 4: Financial summary

US$'000

2015

2016

2017

2018E

2019E

Year-end 31 December

IFRS

IFRS

IFRS

IFRS

IFRS

PROFIT & LOSS

Revenue

 

 

0

46

861

6,010

11,745

Cost of Sales (including amortisation of capitalised IP)

0

(193)

(1,196)

(3,547)

(5,843)

Gross Profit

0

(147)

(335)

2,463

5,903

EBITDA

 

 

(2,437)

(6,465)

(14,144)

(10,776)

(7,405)

Operating Profit (before amort. and except.)

 

 

(2,473)

(6,829)

(15,505)

(12,314)

(9,127)

Intangible Amortisation

0

0

0

0

0

Exceptionals

0

(149)

0

0

0

Other

(3,262)

(2,025)

(1,821)

(1,821)

(1,821)

Operating Profit

(5,735)

(9,003)

(17,326)

(14,135)

(10,948)

Net Interest

355

38

(847)

0

0

Profit Before Tax (norm)

 

 

(2,118)

(6,791)

(16,352)

(12,314)

(9,127)

Profit Before Tax (FRS 3)

 

 

(5,380)

(8,965)

(18,173)

(14,135)

(10,948)

Tax

0

0

0

0

0

Profit After Tax (norm)

(2,118)

(6,791)

(16,352)

(12,314)

(9,127)

Profit After Tax (FRS 3)

(5,380)

(8,965)

(18,173)

(14,135)

(10,948)

Average Number of Shares Outstanding (m)

5.4

8.2

11.3

18.2

19.3

EPADS -(normalised ) (c)

 

 

(39.49)

(83.30)

(144.61)

(67.76)

(47.29)

EPADS - (IFRS) (c)

 

 

(1.00)

(1.10)

(1.61)

(0.78)

(0.57)

Dividend per share (c)

0.0

0.0

0.0

0.0

0.0

Gross Margin (%)

N/A

N/A

N/A

41.0

50.3

EBITDA Margin (%)

N/A

N/A

N/A

N/A

N/A

Operating Margin (before GW and except.) (%)

N/A

N/A

N/A

N/A

N/A

BALANCE SHEET

Fixed Assets

 

 

4,151

8,903

12,273

12,035

12,463

Intangible Assets

2,910

6,787

6,755

5,983

5,211

Tangible Assets

1,131

2,006

5,172

5,706

6,906

Restricted deposits

110

110

346

346

346

Current Assets

 

 

9,057

13,323

9,223

11,997

6,942

Stocks

0

0

2,336

836

1,836

Debtors

264

814

677

1,727

4,727

Cash

8,665

12,379

6,103

9,327

272

Restricted deposits

128

130

107

107

107

Current Liabilities

 

 

(907)

(1,968)

(2,195)

(3,245)

(6,245)

Creditors

(907)

(1,968)

(2,195)

(3,245)

(6,245)

Short-term borrowings

0

0

0

0

0

Long-Term Liabilities

 

 

(254)

(956)

(1,135)

(1,135)

(2,635)

Long-term borrowings

0

0

0

0

(1,500)

Liability in respect of government grants

(254)

(956)

(1,135)

(1,135)

(1,135)

Net Assets

 

 

12,047

19,302

18,166

19,652

10,525

CASH FLOW

Operating Cash Flow

 

 

(3,330)

(6,055)

(17,330)

(9,276)

(8,405)

Net Interest

0

141

922

0

0

Tax

0

0

0

0

0

Investment in intangible & tangible assets

(2,344)

(4,167)

(3,646)

(1,300)

(2,150)

Acquisitions/disposals

0

0

0

0

0

Financing

14,362

13,525

13,075

13,800

0

Dividends

0

0

0

0

0

Net Cash Flow

8,688

3,444

(6,979)

3,224

(10,555)

Opening net debt/(cash)

 

 

(207)

(8,665)

(12,379)

(6,103)

(9,327)

HP finance leases initiated

0

0

0

0

0

Other

(230)

270

703

0

0

Closing net debt/(cash)

 

 

(8,665)

(12,379)

(6,103)

(9,327)

1,228

Source: Company accounts, Edison Investment Research

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Forward-looking information or statements in this report contain information that is based on assumptions, forecasts of future results, estimates of amounts not yet determinable, and therefore involve known and unknown risks, uncertainties and other factors which may cause the actual results, performance or achievements of their subject matter to be materially different from current expectations. For the purpose of the FAA, the content of this report is of a general nature, is intended as a source of general information only and is not intended to constitute a recommendation or opinion in relation to acquiring or disposing (including refraining from acquiring or disposing) of securities. The distribution of this document is not a “personalised service” and, to the extent that it contains any financial advice, is intended only as a “class service” provided by Edison within the meaning of the FAA (ie without taking into account the particular financial situation or goals of any person). As such, it should not be relied upon in making an investment decision. To the maximum extent permitted by law, Edison, its affiliates and contractors, and their respective directors, officers and employees will not be liable for any loss or damage arising as a result of reliance being placed on any of the information contained in this report and do not guarantee the returns on investments in the products discussed in this publication. FTSE International Limited (“FTSE”) © FTSE 2018. “FTSE®” is a trade mark of the London Stock Exchange Group companies and is used by FTSE International Limited under license. All rights in the FTSE indices and/or FTSE ratings vest in FTSE and/or its licensors. Neither FTSE nor its licensors accept any liability for any errors or omissions in the FTSE indices and/or FTSE ratings or underlying data. No further distribution of FTSE Data is permitted without FTSE’s express written consent.

Frankfurt +49 (0)69 78 8076 960

Schumannstrasse 34b

60325 Frankfurt

Germany

London +44 (0)20 3077 5700

280 High Holborn

London, WC1V 7EE

United Kingdom

New York +1 646 653 7026

295 Madison Avenue, 18th Floor

10017, New York

US

Sydney+61 (0)2 8249 8342

Level 12, Office 1205

95 Pitt Street, Sydney

NSW 2000, Australia

Tel Aviv +44 (0)20 3734 1007
Medinat Hayehudim 60

Herzilya Pituach,46766

Israel

Frankfurt +49 (0)69 78 8076 960

Schumannstrasse 34b

60325 Frankfurt

Germany

London +44 (0)20 3077 5700

280 High Holborn

London, WC1V 7EE

United Kingdom

New York +1 646 653 7026

295 Madison Avenue, 18th Floor

10017, New York

US

Sydney+61 (0)2 8249 8342

Level 12, Office 1205

95 Pitt Street, Sydney

NSW 2000, Australia

Tel Aviv +44 (0)20 3734 1007
Medinat Hayehudim 60

Herzilya Pituach,46766

Israel

Edison is an investment research and advisory company, with offices in North America, Europe, the Middle East and AsiaPac. The heart of Edison is our world-renowned equity research platform and deep multi-sector expertise. At Edison Investment Research, our research is widely read by international investors, advisers and stakeholders. Edison Advisors leverages our core research platform to provide differentiated services including investor relations and strategic consulting. Edison is authorised and regulated by the Financial Conduct Authority. Edison Investment Research (NZ) Limited (Edison NZ) is the New Zealand subsidiary of Edison. Edison NZ is registered on the New Zealand Financial Service Providers Register (FSP number 247505) and is registered to provide wholesale and/or generic financial adviser services only. Edison Investment Research Inc (Edison US) is the US subsidiary of Edison and is regulated by the Securities and Exchange Commission. Edison Investment Research Pty Limited (Edison Aus) [46085869] is the Australian subsidiary of Edison. Edison Germany is a branch entity of Edison Investment Research Limited [4794244]. www.edisongroup.com

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Disclosure regarding the scheme to enhance the awareness of investors to public companies in the technology and biomed sectors that are listed on the Tel Aviv Stock Exchange and participate in the scheme (hereinafter respectively “the Scheme”, “TASE”, “Participant” and/or “Participants”). Edison Investment Research (Israel) Ltd, the Israeli subsidiary of Edison Investment Research Ltd (hereinafter respectively “Edison Israel” and “Edison”), has entered into an agreement with the TASE for the purpose of providing research analysis (hereinafter “the Agreement”), regarding the Participants and according to the Scheme (hereinafter “the Analysis” or “Analyses”). The Analysis will be distributed and published on the TASE website (Maya), Israel Security Authority (hereinafter “the ISA”) website (Magna), and through various other distribution channels. The Analysis for each participant will be published at least four times a year, after publication of quarterly or annual financial reports, and shall be updated as necessary after publication of an immediate report with respect to the occurrence of a material event regarding a Participant. As set forth in the Agreement, Edison Israel is entitled to fees for providing its investment research services. The fees shall be paid by the Participants directly to the TASE, and TASE shall pay the fees directly to Edison. Subject to the terms and principals of the Agreement, the Annual fees that Edison Israel shall be entitled to for each Participant shall be in the range of $35,000-50,000. As set forth in the Agreement and subject to its terms, the Analyses shall include a description of the Participant and its business activities, which shall inter alia relate to matters such as: shareholders; management; products; relevant intellectual property; the business environment in which the Participant operates; the Participant's standing in such an environment including current and forecasted trends; a description of past and current financial positions of the Participant; and a forecast regarding future developments in and of such a position and any other matter which in the professional view of the Edison (as defined below) should be addressed in a research report (of the nature published) and which may affect the decision of a reasonable investor contemplating an investment in the Participant's securities. To the extent it is relevant, the Analysis shall include a schedule of scientific analysis of an expert in the field of life sciences. An "equity research abstract" shall accompany each Equity Research Report, describing the main points addressed. The full scope reports and reports where the investment case has materially changed will include a thorough analysis and discussion. Short update notes, where the investment case has not materially changed, will include a summary valuation discussion. The Agreement with TASE regarding the participation of Edison in the scheme for the research analysis of public companies does not and shall not constitute an approval or consent on the part of TASE or the ISA or any other exchange on which securities of the Company are listed, or any other securities’ regulatory authority which regulates the issuance of securities by the Company to the content of the Report or to the recommendation contained therein. A summary of this report is also published in the Hebrew language. In the event of any contradiction, inconsistency, discrepancy, ambiguity or variance between the English Report and the Hebrew summary of said Report, the English version shall prevail; and a note to this effect shall appear in any Hebrew summary of a Report. Edison is regulated by the Financial Conduct Authority. According to Article 12.3.2, Chapter 12 of the Conduct of Business Sourcebook, Edison, which produces or disseminates non-independent research, must ensure that it: 1) is clearly identified as a marketing communication; and 2) contains a clear and prominent statement that (or, in the case of an oral recommendation, to the effect that) it: a) has not been prepared in accordance with legal requirements designed to promote the independence of investment research; and b) is not subject to any prohibition on dealing ahead of the dissemination of investment research. The financial promotion rules apply to non-independent research as though it were a marketing communication.

EDISON INVESTMENT RESEARCH DISCLAIMER

Copyright 2018 Edison Investment Research Limited. All rights reserved. This report has been prepared and issued by Edison for publication globally. All information used in the publication of this report has been compiled from publicly available sources that are believed to be reliable, however we do not guarantee the accuracy or completeness of this report. Opinions contained in this report represent those of the research department of Edison at the time of publication. The securities described in the Investment Research may not be eligible for sale in all jurisdictions or to certain categories of investors. This research is issued in Australia by Edison Investment Research Pty Ltd (Corporate Authorised Representative (1252501) of Myonlineadvisers Pty Ltd (AFSL: 427484)) and any access to it, is intended only for "wholesale clients" within the meaning of the Corporations Act 2001 of Australia. The Investment Research is distributed in the United States by Edison US to major US institutional investors only. Edison US is registered as an investment adviser with the Securities and Exchange Commission. Edison US relies upon the "publishers' exclusion" from the definition of investment adviser under Section 202(a)(11) of the Investment Advisers Act of 1940 and corresponding state securities laws. As such, Edison does not offer or provide personalised advice. We publish information about companies in which we believe our readers may be interested and this information reflects our sincere opinions. The information that we provide or that is derived from our website is not intended to be, and should not be construed in any manner whatsoever as, personalised advice. Also, our website and the information provided by us should not be construed by any subscriber or prospective subscriber as Edison’s solicitation to effect, or attempt to effect, any transaction in a security. The research in this document is intended for New Zealand resident professional financial advisers or brokers (for use in their roles as financial advisers or brokers) and habitual investors who are “wholesale clients” for the purpose of the Financial Advisers Act 2008 (FAA) (as described in sections 5(c) (1)(a), (b) and (c) of the FAA). This is not a solicitation or inducement to buy, sell, subscribe, or underwrite any securities mentioned or in the topic of this document. This document is provided for information purposes only and should not be construed as an offer or solicitation for investment in any securities mentioned or in the topic of this document. A marketing communication under FCA Rules, this document has not been prepared in accordance with the legal requirements designed to promote the independence of investment research and is not subject to any prohibition on dealing ahead of the dissemination of investment research. Edison has a restrictive policy relating to personal dealing. Edison Group does not conduct any investment business and, accordingly, does not itself hold any positions in the securities mentioned in this report. However, the respective directors, officers, employees and contractors of Edison may have a position in any or related securities mentioned in this report. Edison or its affiliates may perform services or solicit business from any of the companies mentioned in this report. The value of securities mentioned in this report can fall as well as rise and are subject to large and sudden swings. In addition it may be difficult or not possible to buy, sell or obtain accurate information about the value of securities mentioned in this report. Past performance is not necessarily a guide to future performance. Forward-looking information or statements in this report contain information that is based on assumptions, forecasts of future results, estimates of amounts not yet determinable, and therefore involve known and unknown risks, uncertainties and other factors which may cause the actual results, performance or achievements of their subject matter to be materially different from current expectations. For the purpose of the FAA, the content of this report is of a general nature, is intended as a source of general information only and is not intended to constitute a recommendation or opinion in relation to acquiring or disposing (including refraining from acquiring or disposing) of securities. The distribution of this document is not a “personalised service” and, to the extent that it contains any financial advice, is intended only as a “class service” provided by Edison within the meaning of the FAA (ie without taking into account the particular financial situation or goals of any person). As such, it should not be relied upon in making an investment decision. To the maximum extent permitted by law, Edison, its affiliates and contractors, and their respective directors, officers and employees will not be liable for any loss or damage arising as a result of reliance being placed on any of the information contained in this report and do not guarantee the returns on investments in the products discussed in this publication. FTSE International Limited (“FTSE”) © FTSE 2018. “FTSE®” is a trade mark of the London Stock Exchange Group companies and is used by FTSE International Limited under license. All rights in the FTSE indices and/or FTSE ratings vest in FTSE and/or its licensors. Neither FTSE nor its licensors accept any liability for any errors or omissions in the FTSE indices and/or FTSE ratings or underlying data. No further distribution of FTSE Data is permitted without FTSE’s express written consent.

Frankfurt +49 (0)69 78 8076 960

Schumannstrasse 34b

60325 Frankfurt

Germany

London +44 (0)20 3077 5700

280 High Holborn

London, WC1V 7EE

United Kingdom

New York +1 646 653 7026

295 Madison Avenue, 18th Floor

10017, New York

US

Sydney+61 (0)2 8249 8342

Level 12, Office 1205

95 Pitt Street, Sydney

NSW 2000, Australia

Tel Aviv +44 (0)20 3734 1007
Medinat Hayehudim 60

Herzilya Pituach,46766

Israel

Frankfurt +49 (0)69 78 8076 960

Schumannstrasse 34b

60325 Frankfurt

Germany

London +44 (0)20 3077 5700

280 High Holborn

London, WC1V 7EE

United Kingdom

New York +1 646 653 7026

295 Madison Avenue, 18th Floor

10017, New York

US

Sydney+61 (0)2 8249 8342

Level 12, Office 1205

95 Pitt Street, Sydney

NSW 2000, Australia

Tel Aviv +44 (0)20 3734 1007
Medinat Hayehudim 60

Herzilya Pituach,46766

Israel

Research: Financials

OTC Markets Group — Clear focus on longer-term aims

OTCM Markets Group (OTCM) reported FY17 results in line with our expectations, with 7% revenue growth and a lower tax charge driving earnings growth of over 17%. OTCM remains consistent in its focus on positioning itself as a cost-effective, transparent and less onerous way of accessing capital markets. To this end, it has introduced new products, invested in IT, made strategic alliances and continued to work towards further Blue Sky recognitions.

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