 Western Union Fourth Quarter 2010 Earnings Webcast & Conference Call February 1, 2011 Exhibit 99.2 |
 Mike Salop Senior Vice President, Investor Relations * * * * * * |
 Safe Harbor This presentation contains certain statements that are forward-looking within the meaning of the Private Securities Litigation Reform Act of 1995. These statements are not guarantees of future performance and involve certain risks, uncertainties and assumptions that are difficult to predict. Actual outcomes and results may differ materially from those expressed in, or implied by, our forward-looking statements. Words such as “expects,” “intends,” “anticipates,” “believes,” “estimates,” “guides,” “provides guidance,” “provides outlook” and other similar expressions or future or conditional verbs such as “will,” “should,” “would” and “could” are intended to identify such forward-looking statements. Readers of this press release by The Western Union Company (the “Company,” “Western Union,” “we,” “our” or “us”) should not rely solely on the forward-looking statements and should consider all uncertainties and risks discussed in the Risk Factors section and throughout the Annual Report on Form 10-K for the year ended December 31, 2009. The statements are only as of the date they are made, and the Company undertakes no obligation to update any forward-looking statement. Possible events or factors that could cause results or performance to differ materially from those expressed in our forward-looking statements include the following: changes in immigration laws, patterns and other factors related to migrants; our ability to adapt technology in response to changing industry and consumer needs or trends; our failure to develop and introduce new products, services and enhancements, and gain market acceptance of such products; the failure by us, our agents or subagents to comply with our business and technology standards and contract requirements or applicable laws and regulations, especially laws designed to prevent money laundering, terrorist financing and anti-competitive behavior, and/or changing regulatory or enforcement interpretations of those laws; failure to comply with the settlement agreement with the State of Arizona; the impact on our business of the Dodd-Frank Wall Street Reform and Consumer Protection Act and the rules promulgated there-under; changes in United States or foreign laws, rules and regulations including the Internal Revenue Code of 1986, as amended, and governmental or judicial interpretations thereof; changes in general economic conditions and economic conditions in the regions and industries in which we operate; adverse movements and volatility in capital markets and other events which affect our liquidity, the liquidity of our agents or clients, or the value of, or our ability to recover our investments or amounts payable to us; political conditions and related actions in the United States and abroad which may adversely affect our businesses and economic conditions as a whole; interruptions of United States government relations with countries in which we have or are implementing material agent contracts; our ability to resolve tax matters with the Internal Revenue Service and other tax authorities consistent with our reserves; mergers, acquisitions and integration of acquired businesses and technologies into our company, and the realization of anticipated financial benefits from these acquisitions; changes in, and failure to manage effectively exposure to, foreign exchange rates, including the impact of the regulation of foreign exchange spreads on money transfers and payment transactions; failure to maintain sufficient amounts or types of regulatory capital to meet the changing requirements of our regulators worldwide; our ability to maintain our agent network and business relationships under terms consistent with or more advantageous to us than those currently in place; failure to implement agent contracts according to schedule; deterioration in consumers’ and clients’ confidence in our business, or in money transfer providers generally; failure to manage credit and fraud risks presented by our agents, clients and consumers or non-performance by our banks, lenders, other financial services providers or insurers; any material breach of security of or interruptions in any of our systems; adverse rating actions by credit rating agencies; liabilities and unanticipated developments resulting from litigation and regulatory investigations and similar matters, including costs, expenses, settlements and judgments; failure to compete effectively in the money transfer industry with respect to global and niche or corridor money transfer providers, banks and other money transfer services providers, including telecommunications providers, card associations, card-based payment providers and electronic and internet providers; our ability to protect our brands and our other intellectual property rights; our failure to manage the potential both for patent protection and patent liability in the context of a rapidly developing legal framework for intellectual property protection; cessation of various services provided to us by third-party vendors; changes in industry standards affecting our business; changes in accounting standards, rules and interpretations; our ability to attract and retain qualified key employees and to manage our workforce successfully; significantly slower growth or declines in the money transfer market and other markets in which we operate; adverse consequences from our spin-off from First Data Corporation; decisions to downsize, sell or close units, or to transition operating activities from one location to another or to third parties, particularly transitions from the United States to other countries; decisions to change our business mix; catastrophic events; and management’s ability to identify and manage these and other risks. 3 |
 Hikmet Ersek President & Chief Executive Officer * * * * * * |
 Q4 Highlights Total revenue increased 3%, or 5% constant currency C2C revenue grew 5% constant currency Revenue growth rates improved in each region Domestic money transfer revenue increased 7% Bill Payments revenue decline moderated Business Solutions revenue grew to $30 million 5 Strong Finish to 2010 Note: See appendix for reconciliation of Non-GAAP to GAAP measures. |
 6 Expectations for 2011 Constant currency revenue growth range 3% to 4% Share gains in cross border remittances Strong growth in Electronic Channels Revenue declines to moderate in Bill Payments Mid-teens revenue growth in Business Solutions Operating margin expansion Strong cash flow generation and deployment Note: See appendix for reconciliation of Non-GAAP to GAAP measures. |
 Strategic Priorities 7 Strategy in place Focused on execution |
 8 Strategic Priorities Long-term, demographic data suggest growth in new migrant flows Cash-to-cash share of market has been increasing WU network expansion can drive incremental growth New consumer opportunities exist Grow Retail Channels |
 9 Strategic Priorities Leverage retail network, brand, compliance, infrastructure More choice for consumers New consumers Coordinated offerings, strategies Expand Electronic Channels |
 10 Strategic Priorities Develop Product Portfolio Prepaid Fast-growing, global market Additional service to new and existing consumers Business Solutions Large, fragmented market Serving the underserved small and medium sized enterprises |
 11 Strategic Priorities Improve Processes and Productivity Faster decision making, closer to consumers and agents More efficient organization Margin focus through constant improvement |
 Scott Scheirman Executive Vice President & Chief Financial Officer * * * * * * |
 Q4 Revenue 13 Consolidated revenue up 3%, or up 5% constant currency adjusted Transaction fees increased 2% Foreign exchange revenue increased 7% Note: See appendix for reconciliation of Non-GAAP to GAAP measures. |
 C2C Remittance Trends C2C Revenue growth 3%, or 5% constant currency Total Q4 Western Union cross- border principal of $18 billion Increased 6% on reported basis Increased 7% constant currency Principal per transaction Declined 3% on reported basis Declined 1% constant currency 14 +9% C2C Transactions (millions) Note: See appendix for reconciliation of Non-GAAP to GAAP measures. |
 Consumer-to-Consumer 15 Revenue Transactions Q4 2010 (1)% 6% Europe, Middle East, Africa, S. Asia 44% of Western Union revenue EMEASA constant currency revenue increased Continued constant currency revenue growth in U.K., Germany and Russia Gulf States returned to positive transaction and revenue growth |
 16 Revenue Transactions Americas 7% 11% 32% of Western Union revenue U.S. Domestic repositioning driving new business Domestic money transfer revenue growth 7% and transaction growth 29% Continued solid U.S. Outbound performance Mexico 3% transaction and revenue growth Q4 2010 Consumer-to-Consumer |
 17 Revenue Transactions Asia Pacific 14% 14% 9% of Western Union revenue China grew transactions 7% and revenue 6% Philippines & Australia performing well Q4 2010 Consumer-to-Consumer |
 C2C Transaction and Revenue Growth 18 Note: See appendix for reconciliation of Non-GAAP to GAAP measures. 9% 5% 3% Transaction Growth Price Reductions Mix Constant Currency Revenue Growth Currency Impact Reported Revenue Growth Q4 2010 |
 Global Business Payments 19 Revenue Transactions Global Business Payments 0% 6% 13% of Western Union revenue $30 million Business Solutions (Custom House) revenue Continued challenges in U.S. bill payments Q4 2010 |
 Electronic Channels & Prepaid Q4 Highlights Westernunion.com 50% transaction growth in international markets Added transaction sites in Denmark, Finland and Poland Account-based money transfer Over 40% transaction growth 40 banks globally Mobile 12 agreements in place Over 80,000 locations enabled for cash-to-mobile in 48 countries Prepaid Over 890,000 prepaid cards-in-force at year-end Full year, $350 million principal loaded through 1.5 million loads 20 |
 21 Operating Margin – Q4 Operating margin excluding restructuring, +30 basis points Note: See appendix for reconciliation of Non-GAAP to GAAP measures GAAP Excluding Restructuring (1) Q4 2010 consolidated operating margin excludes restructuring charges |
 22 Operating Margin – Full Year Note: See appendix for reconciliation of Non-GAAP to GAAP measures GAAP Excluding Items (1) FY 2009 consolidated operating margin excludes settlement accrual (2) FY 2010 consolidated operating margin excludes restructuring charges Operating margin excluding restructuring and settlement accrual • (40) basis points • Increased investment • Acquisition amortization • Lower marketing spend • Operating efficiencies |
 Q4 EPS 23 Reserve International Liquidity Fund - $6 million benefit to other income/expense Tax rate benefit from cumulative adjustments Q4 EPS $0.37 or $0.38 excluding restructuring expenses Note: See appendix for reconciliation of Non-GAAP to GAAP measures |
 24 C2C Operating Margin C2C 84% of total company revenue for full year 2010 Operating Margin Q4 10, +130 basis points YoY • Revenue growth • Lower marketing spend FY 2010, +110 basis points YoY • Lower marketing spend |
 25 Global Business Payments Operating Margin Note: See appendix for reconciliation of Non-GAAP to GAAP measures GBP 14% of total company revenue for full year 2010 Operating margin declined YoY Revenue declines and mix shifts in U.S. bill payments Higher Business Solutions investments Full year of Business Solutions amortization |
 26 Financial Strength Full Year Cash Flow from Operations Excluding Tax Deposit $1.2 billion Refundable IRS Tax Deposit ($250) million GAAP Cash Flow from Operations $994 million Capital Expenditures $114 million Stock Repurchases $584 million Dividends Paid $165 million Cash Balance, December 31, 2010 $2.2 billion Debt Outstanding, December 31, 2010 $3.3 billion Note: See appendix for reconciliation of Non-GAAP to GAAP measures. |
 2011 Outlook 27 Key Revenue Drivers Stronger C2C revenue growth Moderating Bill Payments declines Mid-teens revenue growth from Business Solutions Operating Income Margins expected to expand Pre-tax Restructuring: Expenses approximately $50 million Savings approximately $50 million Tax rate of approximately 24% to 25% |
 2011 Outlook 28 Constant currency revenue in the range of 3% to 4% GAAP revenue growth similar to constant currency GAAP operating margin of approximately 26% Operating margin of approximately 27%, excluding restructuring expenses GAAP EPS of $1.41 to $1.46 EPS excluding restructuring charges of $1.47 to $1.52 GAAP cash flows from operating activities of $1.2 billion to $1.3 billion Note: See appendix for reconciliation of Non-GAAP to GAAP measures. |
 Questions & Answers * * * * * * |
 Appendix Fourth Quarter 2011 Earnings Webcast & Conference Call February 1, 2011 30 |
 Western Union's management believes the non-GAAP measures presented provide meaningful supplemental information regarding our operating results to assist management, investors, analysts, and others in understanding our financial results and to better analyze trends in our underlying business, because they provide consistency and comparability to prior periods. These non-GAAP measurements include revenue change constant currency adjusted, revenue change constant currency adjusted excluding Western Union Business Solutions, operating income margin and earnings per share excluding restructuring expenses, 2009 operating income margin and earnings per share excluding the settlement accrual, 2010 cash flow from operations excluding the refundable tax deposit, consumer-to- consumer segment revenue change constant currency adjusted, consumer-to-consumer segment principal per transaction change constant currency adjusted, consumer-to- consumer cross-border principal change constant currency adjusted, Global Business Payments operating income margin excluding Western Union Business Solutions, 2011 earnings per share outlook excluding restructuring expenses, and 2011 operating income margin outlook excluding restructuring expenses. A non-GAAP financial measure should not be considered in isolation or as a substitute for the most comparable GAAP financial measure. A non-GAAP financial measure reflects an additional way of viewing aspects of our operations that, when viewed with our GAAP results and the reconciliation to the corresponding GAAP financial measure, provide a more complete understanding of our business. Users of the financial statements are encouraged to review our financial statements and publicly-filed reports in their entirety and not to rely on any single financial measure. A reconciliation of non-GAAP measures to the most directly comparable GAAP financial measures is included below. Non-GAAP Measures 31 |
  Reconciliation of Non-GAAP Measures 32 4Q09 FY2009 1Q10 2Q10 3Q10 4Q10 FY2010 Consolidated Metrics Revenues, as reported (GAAP) 1,314.0 $ 5,083.6 $ 1,232.7 $ 1,273.4 $ 1,329.6 $ 1,357.0 $ 5,192.7 $ Foreign currency translation impact (a) (32.4) 119.5 (20.0) 16.1 22.2 18.5 36.8 Revenues, constant currency adjusted 1,281.6 $ 5,203.1 $ 1,212.7 $ 1,289.5 $ 1,351.8 $ 1,375.5 $ 5,229.5 $ Reversal of Western Union Business Solutions revenues, including foreign currency translation impacts (b) (22.9) (30.8) (25.6) (28.5) (26.8) (29.4) (110.3) Revenues, constant currency adjusted, excluding Western Union Business Solutions 1,258.7 $ 5,172.3 $ 1,187.1 $ 1,261.0 $ 1,325.0 $ 1,346.1 $ 5,119.2 $ Prior year revenues, as reported (GAAP) 1,291.6 $ 5,282.0 $ 1,201.2 $ 1,254.3 $ 1,314.1 $ 1,314.0 $ 5,083.6 $ Prior year revenues, excluding Western Union Business Solutions N/A N/A N/A N/A 1,306.2 $ 1,291.1 $ 5,052.8 $ Revenue change, as reported (GAAP) 2 % (4)% 3 % 2 % 1 % 3 % 2 % Revenue change, constant currency adjusted (1)% (1)% 1 % 3 % 3 % 5 % 3 % Revenue change, constant currency adjusted, excluding Western Union Business Solutions (3)% (2)% (1)% 1 % 1 % 4 % 1 % Operating income, as reported (GAAP) 318.6 $ 1,282.7 $ 315.8 $ 311.0 $ 351.2 $ 322.1 $ 1,300.1 $ Reversal of settlement accrual (c) N/A 71.0 N/A N/A N/A N/A N/A Reversal of restructuring and related expenses (d) N/A N/A N/A 34.5 14.0 11.0 59.5 Operating income, excluding settlement accrual and restructuring 318.6 $ 1,353.7 $ 315.8 $ 345.5 $ 365.2 $ 333.1 $ 1,359.6 $ Operating income margin, as reported (GAAP) 24.2 % 25.2 % 25.6 % 24.4 % 26.4 % 23.7 % 25.0 % Operating income margin, excluding settlement accrual and restructuring N/A 26.6 % N/A 27.1 % 27.5 % 24.5 % 26.2 % Net income, as reported (GAAP) 223.7 $ 848.8 $ 207.9 $ 221.0 $ 238.4 $ 242.6 $ 909.9 $ Reversal of settlement accrual, net of income tax benefit (c) N/A 53.9 N/A N/A N/A N/A N/A Reversal of restructuring and related expenses, net of income tax benefit (d) N/A N/A N/A 22.4 9.5 7.4 39.3 Net income, settlement accrual, and restructuring adjusted 223.7 $ 902.7 $ 207.9 $ 243.4 $ 247.9 $ 250.0 $ 949.2 $ Diluted earnings per share ("EPS"), as reported (GAAP) ($ - dollars) 0.32 $ 1.21 $ 0.30 $ 0.33 $ 0.36 $ 0.37 $ 1.36 $ Impact from restructuring and related expenses, net of income tax benefit (d) ($ - dollars) N/A N/A N/A 0.03 0.01 0.01 0.06 Diluted EPS, restructuring adjusted ($ - dollars) 0.32 $ 1.21 $ 0.30 $ 0.36 $ 0.37 $ 0.38 $ 1.42 $ Impact from settlement accrual, net of tax benefit (c) ($ - dollars) N/A 0.08 N/A N/A N/A N/A N/A Diluted EPS, settlement accrual adjusted ($ - dollars) 0.32 $ 1.29 $ 0.30 $ 0.36 $ 0.37 $ 0.38 $ 1.42 $ Diluted weighted-average shares outstanding 693.2 701.0 684.2 671.6 661.3 658.4 668.9 Cash flow from operations, as reported (GAAP) 260.1 $ 1,218.1 $ 74.4 $ 251.7 $ 383.8 $ 284.5 $ 994.4 $ Reversal of refundable IRS tax deposit (e) N/A N/A 250.0 N/A N/A N/A 250.0 Cash flow from operations, tax deposit adjusted 260.1 $ 1,218.1 $ 324.4 $ 251.7 $ 383.8 $ 284.5 $ 1,244.4 $ |
 Reconciliation of Non-GAAP Measures 33 4Q09 FY2009 1Q10 2Q10 3Q10 4Q10 FY2010 Consumer-to-Consumer Segment Revenues, as reported (GAAP) 1,113.7 $ 4,300.7 $ 1,030.2 $ 1,073.1 $ 1,128.3 $ 1,151.8 $ 4,383.4 $ Foreign currency translation impact (a) (36.2) 101.3 (21.9) 15.0 21.2 18.0 32.3 Revenues, constant currency adjusted 1,077.5 $ 4,402.0 $ 1,008.3 $ 1,088.1 $ 1,149.5 $ 1,169.8 $ 4,415.7 $ Prior year revenues, as reported (GAAP) 1,094.3 $ 4,471.6 $ 1,003.7 $ 1,065.5 $ 1,117.8 $ 1,113.7 $ 4,300.7 $ Revenue change, as reported (GAAP) 2 % (4)% 3 % 1 % 1 % 3 % 2 % Revenue change, constant currency adjusted (2)% (2)% 0 % 2 % 3 % 5 % 3 % Principal per transaction, as reported ($ - dollars) 365 $ 363 $ 357 $ 351 $ 355 $ 356 $ 355 $ Foreign currency translation impact (a) ($ - dollars) (14) 12 (11) 2 7 5 1 Principal per transaction, constant currency adjusted ($ - dollars) 351 $ 375 $ 346 $ 353 $ 362 $ 361 $ 356 $ Prior year principal per transaction, as reported ($ - dollars) 372 $ 392 $ 358 $ 358 $ 371 $ 365 $ 363 $ Principal per transaction change, as reported (2)% (7)% 0 % (2)% (4)% (3)% (2)% Principal per transaction change, constant currency adjusted (6)% (5)% (3)% (2)% (3)% (1)% (2)% Cross-border principal, as reported ($ - billions) 17.1 $ 65.0 $ 16.1 $ 16.8 $ 17.6 $ 18.1 $ 68.6 $ Foreign currency translation impact (a) ($ - billions) (0.7) 2.0 (0.5) 0.1 0.4 0.3 0.3 Cross-border principal, constant currency adjusted ($ - billions) 16.4 $ 67.0 $ 15.6 $ 16.9 $ 18.0 $ 18.4 $ 68.9 $ Prior year cross-border principal, as reported ($ - billions) 16.6 $ 67.1 $ 15.0 $ 15.9 $ 17.0 $ 17.1 $ 65.0 $ Cross-border principal change, as reported 3 % (3)% 7 % 6 % 4 % 6 % 6 % Cross-border principal change, constant currency adjusted (1)% 0 % 4 % 7 % 6 % 7 % 6 % |
 Reconciliation of Non-GAAP Measures 34 4Q09 FY2009 1Q10 2Q10 3Q10 4Q10 FY2010 Global Business Payments Segment Operating income, as reported (GAAP) 35.7 $ 171.9 $ 37.6 $ 33.8 $ 27.0 $ 24.1 $ 122.5 $ Reversal of Western Union Business Solutions operating loss (b) 4.9 6.2 3.1 4.6 8.3 7.7 23.7 Operating income, excluding Western Union Business Solutions 40.6 $ 178.1 $ 40.7 $ 38.4 $ 35.3 $ 31.8 $ 146.2 $ Operating income margin, as reported (GAAP) 19.6 % 24.9 % 20.7 % 18.9 % 15.1 % 13.3 % 17.0 % Operating income margin, excluding Western Union Business Solutions 25.5 % 26.9 % 26.1 % 25.5 % 23.2 % 21.0 % 23.9 % |
 Reconciliation of Non-GAAP Measures 35 2011 EPS Outlook EPS guidance (GAAP) ($ - dollars) 1.41 $ 1.46 $ Impact from restructuring and related expenses, net of income tax benefit (d) ($ - dollars) 0.06 0.06 EPS guidance, restructuring adjusted ($ - dollars) 1.47 $ 1.52 $ 2011 Operating Income Margin Outlook Operating income margin (GAAP) 26.0 % Impact from restructuring and related expenses (d) 1.0 % Operating income margin, restructuring adjusted 27.0 % Range |
 Footnote explanations 36 (a) Represents the impact from the fluctuation in exchange rates between all foreign currency denominated amounts and the United States dollar. Constant currency results exclude any benefit or loss caused by foreign exchange fluctuations between foreign currencies and the United States dollar, net of foreign currency hedges, which would not have occurred if there had been a constant exchange rate. In addition, to compute constant currency earnings per share, the Company assumes the impact of fluctuations in foreign currency derivatives not designated as hedges and the portion of fair value that is excluded from the measure of effectiveness for those contracts designated as hedges was consistent with the prior year. (b) Represents the incremental impact including the impact from fluctuations in exchange rates, when applicable, of Western Union Business Solutions on consolidated revenue. Also, represents the incremental impact of Western Union Business Solutions on Global Business Payments segment operating income. (c) Accrual for an agreement to resolve the Company's disputes with the State of Arizona and certain other states and to fund a multi-state not-for-profit organization focused on border safety and security ("settlement accrual"). This item has been included in the selling, general and administrative expense line of the consolidated statements of income, and was not allocated to the segments. (d) Restructuring and related expenses consist of direct and incremental expenses including the impact from fluctuations in exchange rates associated with restructuring and related activities, consisting of severance, outplacement and other employee related benefits; facility closure and migration of the Company's IT infrastructure; and other expenses related to the relocation of various operations to new or existing Company facilities and third-party providers, including hiring, training, relocation, travel, and professional fees. Also included in the facility closure expenses are non-cash expenses related to fixed asset and leasehold improvement write-offs and the acceleration of depreciation. Restructuring and related expenses were not allocated to the segments. (e) The Company made a $250 million refundable tax deposit with the IRS in first quarter 2010. |