Welcome everyone to the Summer 2024 Investor Summit. We have here joining us today, Pam Johnson, Chief Financial Officer, and Shaun Smolarz, Head of Investor Relations of OppFi. We're thrilled to host them. We will hold a Q&A session towards the end of the webcast. You can ask a question at any point during the presentation. Your mics are muted, so it is necessary to type your questions into the Ask Question box on the left side of your screen for the team to address. Pam, please take it away.
Thank you, Tom. Thank you for everyone joining us today. Happy to be telling you the OppFi story, and, you know, it's summarized in that first slide, building trust, empowering financial inclusion, which is very, very important to our organization.
Drawing your attention to slide number two, which is our disclaimer slide regarding forward-looking statements, non-GAAP measures, and the other types of things that you would normally see in a presentation like that, so just want to draw your attention to it. Moving on, want to emphasize our mission statement w e are a tech-enabled, mission-driven, specialty finance platform that broadens the reach of community banks to extend credit access to everyday Americans.
The company was founded in 2012 by Todd Schwartz. He is currently our CEO and Executive Chairman he is very much a visionary leader. He is a pioneer in this area and knows this business very, very well. He's also our majority owner and comes from a family of entrepreneurs, and so this is in his genes, and we are glad to have him leading the organization.
Next slide, please. OppFi is leading the charge in financial inclusion and profitable growth. We have had profitable growth along 9 business cycles, 9 consecutive years of positive net income. We've done it through tech-enabled automation, w e have real-time automated-driven decisioning. For 89% of applicants that come through, and of those, 72% of all of our applications go through from beginning to end without human intervention s o we use tech in a very efficient and effective way.
We have significant scale, o ver the years, we've facilitated more than $6.4 billion in gross loan issuance, covering over 3.7 million loans. Social impact is very, very important to us w e have relationships with organizations that partner with us to offer education and wellness tools. To improve the financial health of our customers.
The structure of the company is an Up-C structure. We have 20.3 million Class A common shares outstanding as our public float. And then, the remainder of the company is held in an LLC at 66 million of Class B common shares held by OppFi Shares LLC for voting rights. So, it's important to note that kind of complex Up-C structure when you review our financial statements in particular.
We did just make an acquisition, so we are now also participating in small business financing w e bought 35% of Bitty Advance, and you will hear more about that later on in the presentation. I would now like to turn it over to Shaun.
All right, thanks, Pam. I want to talk first about the market problem that the company, OppFi, is seeking to address. There's a very large untapped market of credit-challenged Americans who are credit challenged and are in financial distress t here are 60 million U.S. consumers who are credit marginalized o f those people, about half live paycheck to paycheck with issues paying bills.
Another half of those have credit score below 650 or no credit score at all. And of these credit marginalized people, nearly a little over a third, struggle to obtain new lines of credit following a financially harmful event. And the core OppFi customer really has all three of these attributes.
More about OppLoans, which is our core product. What is it? What's an OppLoan? It's a simple interest, amortizing, installment loan with no balloon payments, no fees, no origination fees, no late fees, no NSF fees, and no prepayment penalties. In addition, we're very much focused on financial education and inclusion. That's our core mission. We have various relationships with various social impact partners, such as Zogo, which is a gamified financial education app.
In terms of our customer, we have a consumer advantage program where customers who come to us directly and apply on our website, we have a TurnUp program, so we actually check to see if they might qualify for a sub-36% APR product, and for those applicants who we turn down or we decline, we have various partners that we might send them to, who might be able to serve them better. In addition, for some customers, they qualify for same-day funding. We report to all the three major credit bureaus.
Potentially could help customers improve their credit score. They make on-time payments, and we have a five-day return guarantee, so within the first five days, a customer can return, quote, unquote, "return their loan to us," have no origination or fees, no penalties, and no interest accumulated.
In terms of customer reviews, we have very strong customer satisfaction scores a s you can see, a 4.5 on Trustpilot, 4.7 on Credit Karma, a 77 NPS score, which is very strong on, for a financial services company. In terms of our business model, we have a bank partnership model. We have relationships with three FDIC member Utah chartered banks who originate the loans facilitating credit access. These three banks are Capital Community Bank, First Electronic Bank, and FinWise Bank, OppFi markets the loans, services the loans, management manages the payment processing and customer interactions.
Through this bank partnership model, we have helped our partner banks expand their geographic footprint to 40 states. As I said before, the bank partners originate 100% of the loans, and OppFi later purchases participation or economic rights in the loans, funded by asset-backed credit facilities and forward flow arrangements.
In terms of our credit model, it's a dynamic risk underwriting model that really is centered on evaluating the likelihood of repayment by assessing over a thousand applicants' data points, which is mostly focused now, our new model, on credit risk evaluation based on cash flow and behavioral inputs, and also is dynamic in that it adapts to macroeconomic trends and the risk appetite of both, not only OppFi, but also our bank partners.
In terms of our marketing strategies to drive originations growth, the partner channel is our largest channel, which accounts for approximately 60% of originations, and this channel is where we have very strong relationships with the leading online marketplaces, such as Credit Karma, Experian, LendingTree. This is a very efficient channel for us to drive originations growth.
We've also recently started to test back into the direct mail channel for more targeted campaigns to help us build brand awareness and also to essentially invite potential applicants to apply for a loan. There's a different process than a traditional pre-screened marketing offers.
Our other marketing channels are email and SEO, which is more efficient, organic marketing strategies. Email marketing is very important for us to reengage with customers. Our existing customers account for a little over half of originations in Q2 email marketing helps drive originations to existing customers, also to our referral business. SEO is another way for us to increase our organic growth and channel diversification.
In terms of our long-term growth strategy, it essentially could be broken into two parts. One is organic growth, the other one is inorganic growth. On the organic growth side, the key here is optimizing the core business. And we think there are ways to increase origination volume without loosening our credit box, but by first through evaluating and testing new products, whether that's based on pricing or new product features, and also through testing and launching new marketing campaigns and optimizing our marketing channels.
We also want to and are designed to constantly refine our credit models to maintain our strong credit performance and to support higher origination while lower risk origination volume. On the inorganic side, we're focused on completing new strategic acquisitions that would be accretive, help us build a suite of best-in-class alternative digital financial products and services that really complement our mission to fill supply-demand imbalances in credit access.
More on our strategy for seeking strategic acquisitions to diversify the business. First, we're taking a private equity approach and discipline to evaluating opportunities. We're looking to acquire fast-growing, scalable operators that fit OppFi's mission of expanding credit access.
We're also looking for opportunities where we could really leverage our scale, credit risk management, customer service excellence, and our automation expertise to help further build upon these operators. Fourth, as I said before, these strategic acquisitions would help us transform our platform to help more everyday Americans, whether they're consumers or small business owners.
One area that we're most focused on right now is small business financing. Pam earlier mentioned, a couple of weeks ago, we announced our first acquisition, Bitty Advance, a 35% equity stake. They're in small business financing, and one of the reasons why we're so excited about the small business financing market is on an annual basis, $550 billion in annual non-bank and online lender financing for small businesses.
And of medium to high credit risk small businesses, applicants, 71% applied for a loan, a line of credit or merchant cash advance, a non-bank financing company, an online lender or community development financial institution t hat's 71% that didn't apply to a traditional bank on the street corner 61% of small business applicants cited the chance of being funded.
As a reason for applying to an online lender, and half of small businesses that are discouraged non-applicants cited lender requirements that were too strict or that they were previously denied financing we think there's these three statistics really, to us, demonstrate this supply-demand imbalance in credit access for small business owners.
Now more about Bitty Advance, which we announced a couple of weeks ago. Bitty Advance offers financial solutions for underserved small and mid-sized businesses t hey're a credit access company that offers revenue-based financing or merchant cash advances and other working capital solutions.
Over the past four years, they've extended more than $400 million to more than 29,000 customers. They have a very experienced leadership. Industry veteran, Craig Hecker, leads that business, and he continues to lead it since we announced this acquisition. We're very excited to be partnering with him. We think Bitty is aligned with our mission to broaden credit access.
They have very strong operating margins of more than 25%, and their business model is based on origination and servicing fee income, so there's no credit or balance sheet risk. Now I'm going to turn it back over to Pam for our financial overview.
Thanks, Shaun. We've had a good rebound in earnings due to credit performance over the last couple of years. If you note, our total revenue has grown from $350 million in 2021. We're projecting about $520 million in 2024. Our net charge-off rate again really drives our bottom line success. In 2021, our net charge-off rate was only 29.5%. If you recall, there was a lot of stimulus in the economy coming out of the pandemic, so there was a lot more money for our customers to pay their loans. We saw that charge-off rate accelerate substantially in 2022 when the inflation spiked early in 2022.
That's when we had that 9% inflation rate, and our customers don't have the extra funds to absorb something like that t hey rarely have any savings or very low savings in the bank, and when they get, you know, an extra $500 a month in food costs, utility costs, rent, things like that, it becomes very, very difficult for them to manage their financial situation, so we saw a major increase in our net charge-off rates that year.
In 2023, they settled back down at 43.5%, still higher than what they have traditionally been, but it certainly contributed to our much better performance overall in 2023. 2021, again, the lower credit, lower charge-off rates allowed us to have $0.76 in adjusted EPS. In 2022, we had only $0.04. In 2023, it was up to $0.49, and we're projecting for 2024, $0.74. Again, returning to that more normalized 2021 level that we saw.
Looking at Q2, which we reported earnings a couple of weeks ago, we had $126.3 million in total revenue compared to $122.5 million in that same quarter last year. Net charge-off rates were lower in 2024 at 32.5% versus 36.2%, and our adjusted EPS is up $0.10 a share from $0.19- $0.29 a share. This is an important slide, when you look at, you know, what the customer-level unit economics are for our company.
If you look at over the life of a customer, we realize on an average $2,325 of total overall revenue. We have expenses related to the write-off, acquisition costs, servicing costs, and interest expense. That gets us to an $852 margin on that $2,325. Then we have corporate overhead $425, getting us to an earnings before tax at $427 on that loan at an 18% margin. So this kind of gives you the segmentation of the types of expenses we incur and how it's important to look at a customer over the lifetime of that relationship.
This is our vintage loss curves. We're looking at three years, 2021, 2022, and 2023. You will see that 2023 is tracking lower than either 2022 or 2021 over the life so far of those vintages. So again, a good indicator that we will see better performance out of those vintages as they stay on the books through weeks 50 or so.
Our charge-off rates lead us to a seasonality factor over quarters within a year. Q1, our charge-offs tend to be higher because people have come through the holidays t hey may have overextended themselves, and we see more higher charge-off rate in Q1. That reverses in Q2 w e see a lower charge-off rate because people get their tax refunds, and they use them to pay down their debt and at least get caught up a lot of times, and sometimes even pay it off.
So that leads us to lower net charge-off rates both in Q2 and Q3, but then we see it coming back up in Q4 as people again prepare for back-to-school, holidays, things like that, can tend to lead to higher charge-off rates in that Q4 . So getting the picture of this leads you to our overall seasonality of earnings that's illustrated on this slide s o Q1 will almost always be our lowest earnings quarter.
Q2 and Q3 are much higher again because the charge-off rates are lower. And then Q4, again, we're back down to a lower rate due to the charge-offs. As we say, credit drives so much in this business, the quality of the credit. I can make a lot of changes to overall operating expenses, but nothing can be as impactful as having good control of your credit a nd I think we've done a really good job, as you see over the year.
The last couple of years in managing two unusual economic situations and being able to look at our credit throughout the period. You know, some of the things we did were, you know, looking at different segments, and, you know, being able to adjust, you know, what our underwriting is to allow us to have a better quality customer and better performance out of those loans.
We do have a lot of liquidity on our balance sheet. We generate a lot of free cash flow in this company. For all of 2023, we generated $51.8 million of cash flow. For the first half of 2024, we have generated $74.4 million. Now, that will perhaps go down in the last half of the year as we have a higher demand and more funding needed for our loans.
But we do have adequate funding capacity and capital to be able to fulfill that need. We have already been able to use some capital for some initiatives that we had not perhaps done in the past. We had declared a $0.12 special dividend that was payable in the second quarter t hat was $10.3 million worth of cash. We did $2.5 million in share repurchases, and we repaid $10 million of our corporate debt. And then we had the Bitty acquisition, where we outlaid $15.3 million in cash.
Turning to the right side of this slide, it's a good slide to kinda show you where our funding mix is w e have $475 million in the ABL forward flow, total return swap bucket, and $50 million in corporate debt, and so for a total of $525 million of total funding.
But we have $605.8 million in capacity because we have $223 million in undrawn on our facilities s o again, plenty of funding capacity with some really great partners that have been working with us now for quite some time very excited about the balance sheet and ability to allocate capital.
When you look at our earnings guidance that we released a couple of weeks ago, we're looking at total revenue from $510- $530 million w e affirmed that from our prior quarter. We have raised our adjusted net income targets from $50-$54 million to $63-$65 million, and also our adjusted EPS from $0.58-$0.62 a share to $0.73-$0.75 a share.
So in summary, you know, I think these are some of the things that I wanna highlight as the Chief Financial Officer. You know, we are founder-led with majority ownership, so there's a true investment of the management, the senior management here into the success of this company. We are a mission-driven platform that facilitates credit access to those underserved by traditional banks. I think this, you know, it's a niche that puts us in a really good place, and we do it the right way because we are mission-driven.
We have disciplined credit underwriting and operating expense management a s I mentioned, you know, we were able to respond to the changes in the economy and the challenges our customers had and, you know, respond quickly and in the right manner to get us back into a more profitable situation.
We have future earnings growth that will be driven by strong credit performance, operating expense efficiency, and accretive acquisitions. Again, the Bitty acquisition is an exciting opportunity for us, but we are keeping our eyes open for other opportunities that could come our way that would be accretive. As I mentioned, the strong free cash flow generation gives us such a solid balance sheet and so much optionality on what we can do with our capital.
We have several slides that are available to you and an appendix here that has more detailed financial information. I'll always draw your attention to our SEC filings. If you have any questions, feel free to reach out to Shaun after this, but I know now we have a Q&A available. So, Shaun, I'll turn it back to you.
Yes, we'll open up for Q&A, so we'll pause for a few seconds to see if any questions have come through. There are no questions. I'll turn the call back over to the operator.
Thank you. That does conclude the OppFi presentation for today. You may now disconnect. The next session will begin shortly. Please consult the conference agenda for the next presenting company. Thank you once again for your participation.