Good morning, everyone, and welcome to Enento Group's Q3 earnings webcast. My name is Arto Paukku, and I'm the Chief Marketing and Customer Officer here at Enento Group. I'm joined today by our Interim CEO and CFO, Elina Stråhlman, and Elina will begin by taking us through the key highlights from the third quarter, along with updates from our business areas. She'll then provide a closer look at our financial performance. After the presentation, we'll open the session for your questions, and you're welcome to send in any at any time using the webcast tool. With that, I'll hand it over to Elina to kick things off.
Thank you, Arto. As usual, let's start with some highlights. Our operating environment and business performance remained largely similar to the trends seen earlier this year, though we started seeing some positive signs in external indicators. Consumer confidence, although still on low levels, improved in both of our main markets, Finland and Sweden. Our net sales were close to flat at -0.1% at comparable FX rates and grew by 1.3% with reported FX rates. Business insight remained on the growth side, while consumer insight continued to decline, but with clearly lower rates than in the second quarter. The business insight growth was supported by good development in real estate and compliance, as well as SME sales in Norway and Denmark, while consumer insight continued to be impacted by the declining loan broker segment sales in Sweden. However, we can clearly see stabilizing signs in the consumer credit development as well.
In Sweden, we proceeded with our expansion in new customer verticals and started onboarding another major telco customer. In Finland, the consumer credit market has also become slightly more active, and we continue to work on commercial opportunities with consumer lenders that are considering re-entering the market. Also, despite the muted macroeconomic environment and low consumer confidence, Finnish consumer credit business actually turned into slight growth in Q3. Our EBITDA margin declined year over year, but continued to improve quarter over quarter. Profitability was supported by a more stable top line and higher production for own use, as we have been able to shift more development capacity to new services after completion of the IT infrastructure consolidation. The margin continued to be preserved by sales mix and cost inflation that was then partially offset by efficiency and savings actions.
I also want to highlight that despite the operating environment that has pushed our revenue development, we have not lost any strategic and large customers, and our NPS remains on a high level. What we can also be very proud of is that we managed to execute the infrastructure consolidation without any major customer impacts and keeping customer satisfaction on a high level. This highlights our commitment to building lasting customer-centric relationships and a strong base to drive sustainable growth going forward as well. Briefly about the financial figures for Q3. Our net sales were EUR 37.3 million, with basically flat development compared to the previous year. The share of new services was 6.3%, and the decline in share of new services was largely driven by timing impact. Some larger products were removed from the metric, as it covers new services launched within the past 36 months.
Many new services, for example, in compliance and real estate, continue to perform very well, and we expect growth in these areas going forward as well. EBITDA reached EUR 13.5 million, and margin landed at 36.2%. Free cash flow amounted to EUR 7.2 million and remained stable, while year-on-year comparison was impacted by timing impacts of payments. Cash conversion was 55.3%, and EBITDA was EUR 0.30 for the quarter. Our leverage remains within our target range, with net debt to EBITDA at 2.8 times. Let's then focus more on our business area performance and the progress we are making on our strategic priorities. During Q3, we launched a new AI-enabled customer experience insight platform designed to deliver data-driven actionable insights on where we excel and where we can improve in serving our customers. As mentioned earlier, customer satisfaction remains strong across both B2B and B2C, with NPS scores of 38 and 37, respectively.
With this new AI-powered tool, we now have the ability to understand and enhance NPS even further. The platform transforms complex feedback into actionable insights that support retention, growth, and long-term value creation. It automates root cause analysis to uncover systematic issues, and makes insights accessible to all teams via shared dashboards and reports. It also identifies and prioritizes the key drivers of satisfaction and loyalty, helping teams to focus on what matters most. When we look at the insights more closely, we see that customers particularly appreciate our competent and professional staff, the value and ease of use of our products, and the reliability of our information and support. At the same time, we've identified opportunities to improve accessibility and clarity of product information, communication around changes, and proactive engagement.
In summary, we have a strong foundation to build on, and now, with AI-enabled Insights' smarter tool, we are better equipped than ever to elevate the customer experience. This is not just about measuring satisfaction; it's about continuously earning it while creating meaningful value for our customers and sustainable impact for ourselves likewise. Moving on to business insights performance, business insight had a solid quarter with net sales growth of 0.9% at comparable FX rates. As said, growth was driven by good development in Finland and continued strong growth in SME business in Norway and Denmark, but sales declined in Sweden. Compliance and real estate information services continued to grow strongly thanks to increasing demand and new services, whereas due to a challenging operating environment, we faced headwinds in premium sales for SMEs and sales and marketing services, both in Finland and Sweden.
Regarding the SME business, the Swedish SME transformation is progressing according to plans, and we have started small-scale testing of digital customer renewals with encouraging results. The transformation is still at an early stage and will continue throughout 2026. The aim of the transition is to gradually change the business model from fixed-term contracts to continuing subscriptions. This means big changes in our sales partner setup, and during the sales partner restructuring phase in early Q3, we saw some negative impacts in the new sales, but clear recovery in the order intake towards the end of the quarter. While the transition puts some revenue at risk in the short term, we continuously follow the situation and focus on various mitigating actions, aiming to both secure customer retention and win back, as well as supporting new sales.
In the long term, this transition will benefit us in terms of customer satisfaction, retention, and lower cost of sales. As already mentioned, compliance grew strongly in Q3, and we continue to see this as a growth area going forward as well. We also continue to have an active offering development and customer discussions with future potential for our proprietary ownership data in Sweden. Consumer insight faced more stable consumer credit information volumes and sales in Finland, whereas business in Sweden declined. This was due to a continued decline in the Swedish loan broker segment, although we have seen stabilization in the volumes during this year and month by month. We proceeded with our expansion in new customer verticals and started onboarding another major telco customer in Sweden.
In Finland, the consumer credit market has become slightly more active, and we continue to work on commercial opportunities with several consumer lending customers that are considering re-entering the market. We also launched a new consumer ESG segmentation service that supports growth in consumer marketing offering, also going forward. A short update on the key regulatory developments in Sweden and Finland. In Sweden, several regulatory measures were implemented already in the beginning of the year, such as interest rate cap and interest rate tax deduction limitation. Additionally, banking license requirement for companies providing loan broker services was implemented in July 2025, with a transition period until July 2026, which has continued to negatively impact broker volumes. However, at the same time, the Swedish government is considering several measures to support economic growth and consumer spending, which can be a positive driver for our business going forward.
Lower interest rates, lower income and VAT tax rates, and lower housing loan amortization requirements are potential tailwinds for our business going forward. Moving to the developments in Finland, the Finnish government issued in October their proposal on how to implement locally the Consumer Credit Directive II, or CCD II. The proposal would put all loans under EUR 100,000 under the consumer credit legislation and related requirements. Additionally, there would be a requirement to use the government's positive credit register for checking income and credit information on consumers, while traditional negative credit information from credit bureaus, such as Suomen Asiakastieto, would also be mandatory. The proposal applies also to new players, such as buy now, pay later operators. The proposed CCD II model in Finland differs from other EU countries, such as Sweden, where there is no specific requirement to check information from certain registries.
If the Finnish government proposal goes through, it would limit the private sector's ability to offer high-quality services for checking positive credit data. This does not have major implications for Enento Group's business, as the share of positive data business is relatively limited, but clearly limits the growth opportunities for private players. That said, the change could also increase demand for our negative credit information services, when also new types of players, such as buy now, pay later operators, would be required to use both negative and positive data in their credit decision-making. While the final regulation and its impacts are yet to be defined, we, of course, follow the development closely and plan to adapt to any changes with various product and business development initiatives. Let's now continue with Q3 financials in more detail. Since we have covered the key figures, I will jump directly into the revenue development.
Business insight generated EUR 21.9 million in revenue, growing by 0.9% at comparable FX rates, and as said, sales increased in Finland, continued to grow strongly in Norway and Denmark, but declined in Sweden. Enterprise sales were close to flat, and while demand for credit services remained stable, the demand for sales and marketing services was weak. Premium sales declined due to the challenging operating environment and weaker demand both in Finland and Sweden, while Swedish business was also somewhat impacted by the ongoing transition. On the other hand, freemium demonstrated strong growth, especially in Norway and Denmark, thanks to successful sales efforts. Real estate information continued to develop well, driven by improved volumes and strong demand for new services, those that we continuously developed for.
Compliance services grew strongly in Finland, and we continue to see good customer interest and sales opportunities towards our new compliance services, both in Finland and Sweden. Consumer insight revenue reached EUR 15.4 million and declined by 1.4% at comparable FX rates. Sales grew in Finland, but declined in Sweden. In Sweden, the loan broker segment-related sales continued to be preserved by a challenging operating environment and regulatory uncertainty. However, the loan broker-related volumes have shown signs of stabilization sequentially during this year. In Finland, consumer credit information sales grew slightly, supported by more stable volumes. Direct-to-consumer services were flat, whereas services sold for sales and marketing purposes grew strongly. In this slide, you can see the development quarter by quarter.
Business insight sales grew in Q3 year over year and has remained on the growth side since Q3 last year, whereas consumer insight continued to decline year over year, but the development has clearly stabilized quarter over quarter, and the rate of decline was the lowest seen this year. Profitability. Third quarter EBITDA, excluding items affecting comparability, was EUR 13.5 million. EBITDA decreased by 3.3%, and margin was 36.2% and decreased by 1.2% points at comparable FX rates. Profitability was supported by a more stable top line and higher production for own use, as we have been able to shift more development capacity to new services after completion of the IT infrastructure consolidation. Also, other operating expenses declined following lower sales and marketing costs and savings in various items. The margin, on the other hand, continued to be preserved by sales mix, particularly visible in materials and services, i.e.
our data acquisition costs. Also, cost inflation impacted both data and other operating expenses negatively, partially being offset by successful savings actions. Staff costs were impacted by salary inflation, higher incentives, as well as positive one-offs in the comparison period, while the amount of FTEs remained flat. Stronger Swedish krona also supported the development in reported figures. Cash flow, the third quarter free cash flow remained at a stable level of EUR 7.2 million, although it declined by EUR 3.5 million year over year. Changes in working capital had a EUR 6.7 million negative impact on cash flow, largely due to timing of receivables and payments. This was partially offset by lower interest and tax payments, as well as lower investment levels. Cash conversion amounted to 55.3%. Finally, a few words about our financial position and other key indicators. Our financial position remains strong.
Cash at the end of Q3 was EUR 12.4 million, and our EUR 30 million revolving credit facility remains fully unused. Net debt to EBITDA was 2.8 times, and we remain comfortable with our leverage level and liquidity situation, also considering our guidance and cash flow generation capability going forward. Gross investments were EUR 1.5 million, clearly lower than last year, and this is thanks to capacity optimization and more focused development activities. Finally, our EPS remained at EUR 0.30 and flat compared to prior year. According to Enento Group's official dividend policy, our aim is to pay at least 70% of earnings per share as dividends, and we have maintained a stable dividend track despite turbulent times. Our dividend distribution is supported by strong free cash flow.
In the past years, cash flow has been impacted by a high amount of items affecting comparability, but now, after completion of the IT infrastructure project, we expect the amount of these one-offs to be on a lower level. The annual general meeting held on March 25th approved the board's proposal to distribute EUR 0.50 per share as dividend, followed by an additional dividend up to a maximum of EUR 0.50 per share, subject to board decision. The first installment was paid on April 8th, and now the board of directors has resolved to pay the second installment of EUR 0.50 per share. This payment will be made on 27th of November , and the record date of the dividend will be 6th of November . Finally, our outlook and guidance remain unchanged.
For the full year 2025, we expect net sales to be between EUR 150 million-EUR 156 million, and excess to debit down to land between EUR 50 million-EUR 55 million. We see signs of gradually improving macroeconomic situation and stabilization in the demand for mortgage and unsecured loans, and the demand for business information services remains stable. In consumer insight, we continue to face muted but stabilizing consumer credit information volumes, and with stable daily sales, we expect the rate of decline to further decrease. Our focus continues to be on various commercialization activities to support new sales and customer value, and we also remain committed to disciplined cost control, strengthening free cash flow, and investing in future profitable growth. This was all for this time. Now, let's open for the questions. Thank you, Arto.
Yes, let's start with the online questions. I'm not sure if we have any questions from the audience in the studio. No, let's go ahead with the online questions. First, let's focus on the future a little bit. You mentioned some positive signals and stabilization in the operating environment. Has this already been reflected in your volumes, or should we expect a gradual volume growth in 2026?
Of course, we will comment the 2026 development in more detail in connection with the Q4 release, when we usually give the guidance for the year. Of course, if the macroeconomic environment development continues positive, and if we can trust the economists' expectations for 2026, both in Finland and Sweden, we can, of course, also expect that to support our volume development, which is heavily then dependent on the level of financial activity.
Yes, another question forward-leaning, perhaps. How do you see the CapEx development going forward?
We have taken actions to optimize our CapEx levels this year and the past years as well. We have moved parts of the development to lower unit cost locations with a new vendor, and we have optimized also our capacity and activities to support our most important strategic initiatives. We see that the CapEx levels going forward are expected to remain on the level that we see this year, approximately.
Very good. How active is the new service development at the moment, and have you been able to properly invest into new services development, which would be, of course, growth drivers in the coming years?
Yes, despite that we have optimized our development capacity, we continue to have high focus in the strategic growth areas that we see as the most important ones. Compliance is clearly one area that we continuously invest in the Swedish markets and are bringing new services to the markets as well. The same goes for, for example, real estate services in Finland, where we have a good pipeline also for coming new services. We definitely continue to invest in service development, but in a bit more focused manner.
Very good. Regarding the gross margin, it continues to be under pressure. Was it just because of the mix, referring to the sales mix, or have the data suppliers hiked the prices further? Do you have pricing actions ongoing to change the trend?
Yes, if I start from the cost side, the year-on-year comparison in data acquisition costs continued to be still impacted by last year's governmental price increases for data in Finland. However, we are not foreseeing currently similar price hikes in the data costs than what were implemented last year, and this means that in Q4 already we are seeing, let's say, more leveled comparisons again. Of course, the sales mix continues to impact the gross margin, and this is due to the fact that we are seeing very good high growth in areas where we also have variable data acquisition costs connected. A few examples are real estate services in Finland and consumer marketing services in Finland that both come with variable data acquisition costs.
When, at the same time, we have continued to decline in consumer credit business Sweden, where the data costs are fixed, so to say, this means that the sales mix impact, unfortunately, is negative for us in terms of gross margin development. To summarize, the price hikes, those we currently do not expect to continue. Of course, that is up for the governments, but the sales mix is dependent on the underlying business development.
What about the price adjustments? I think that was the last part of the question.
Exactly, yes. We are continuously working with pricing activities in terms of both on product level and also on customer level, and we have some good successes in this field as well that will support the development going forward. Those activities we, of course, continue actively.
Yes, regarding the regulative changes and the Finnish government's proposal to apply the new EU directive, I think this is referring to the CCD II directive. You mentioned that the direct business impact is rather small.
Yes.
Could you give a bit more color? How large is the direct exposure? Also, what indirect impacts are you envisioning should the proposal be implemented as it is right now?
Yes, if we talk about the direct exposure to our business, firstly, we do have positive data also that we hold, and the amount of revenue connected is less than 2% of group's revenues, so very limited. Of course, we are looking into various ways to develop that product further, how we can support our customers with various service development initiatives in this area to also retain this part of the business. At the same time, the CCD II directive will force new types of players also to use both negative and positive data in their credit decisioning. What this, at the same time, means is that new players, such as buy now, pay later operators, will need to start also buying negative data for their credit decisioning, and that can, of course, then support growth in our business as well.
That means that they need to apply this data from credit bureaus such as us.
Very good. I think that was the last question for today, so time to say thank you and have a very good day.
Thank you.