Discover Financial Services Q4 2021 Earnings Report

Discover Financial Services EPS Results

• Actual EPS: $3.64
• Consensus EPS: $3.61
• Beat/Miss: Beat by +$0.03
• One Year Ago EPS: $2.59

Discover Financial Services Revenue Results

• Actual Revenue: $2.94 billion
• Expected Revenue: $3.02 billion
• Beat/Miss: Missed by -$81.84 million
• YoY Revenue Growth: +4.00%

Discover Financial Services Announcement Details

• Quarter: Q4 2021
• Date: 1/19/2022
• Time: After Market Closes
• Conference Call Date: Thursday, January 20, 2022
• Conference Call Time: 9:16AM ET

Discover Financial Services (NYSE:DFS), through its subsidiaries, provides digital banking products and services, and payment services in the United States. It operates in two segments, Digital Banking and Payment Services. The Digital Banking segment offers Discover-branded credit cards to individuals; personal loans, home loans, and other consumer lending; and direct-to-consumer deposit products comprising savings accounts, certificates of deposit, money market accounts, IRA certificates of deposit, IRA savings accounts and checking accounts, and sweep accounts. The Payment Services segment operates the PULSE to access automated teller machines, debit, and electronic funds transfer network; and Diners Club International, a payments network that issues Diners Club branded charge cards and/or provides card acceptance services, as well as offers payment transaction processing and settlement services. The company was incorporated in 1960 and is based in Riverwoods, Illinois.

Discover Financial Services Q4 2021 Earnings Call Transcript

Key Takeaways

• Record earnings in Q4 and full year: Discover reported $1.1 billion after‐tax in Q4 ($3.64 EPS) and $5.4 billion for 2021 ($17.83 EPS), highlighting the strength of its differentiated model.
• Technology and DEI investments: The company enhanced its data and analytics platform with machine learning, modernized to a hybrid cloud, and opened a 1,000-job customer care center in Chicago’s Chatham neighborhood to boost diversity and inclusion.
• Resumed loan growth: Card receivables rose 4% year-over-year (6% sequentially) driven by a 23% increase in new accounts and 25% higher sales volume, while new network alliances expanded global acceptance.
• Strong credit performance: Q4 net charge-off rate improved to 1.37% (down 101 bps YoY), the reserve rate fell to 7.3% after a $50 million release, and net credit losses are guided to normalize at 2.2%–2.6% in 2022.
• Capital return and outlook: In 2021 Discover returned $2.3 billion in buybacks and raised its dividend 14%, and for 2022 it expects high-single-digit loan growth, flat net interest margin, mid-single-digit expense growth, and continued share repurchases.

Presentation

[Operator]

Good morning. My name is Brittany, and I will be your conference operator today. At this time, I would like to welcome everyone to the Q4 and full year 2021 Discover Financial Services Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question-and-answer session. If you would like to ask a question at that time, please press the star and one on your telephone keypad. If you should need operator assistance, please press star zero. Thank you. I would now like to turn the call over to Mr. Eric Wasserstrom, Head of Investor Relations. Please go ahead.

[Eric Wasserstrom, SVP of Investor Relations at Discover Financial Services]

Thank you, Brittany, and good morning, everyone. Welcome to this morning's call. I'll begin on slide two of our earnings you can find in the financial section of our investor relations website, investorrelations.discover.com. Our discussion today contains certain forward-looking statements that are subject to risks and uncertainties that may cause actual results to differ materially. Please refer to our notices regarding forward-looking statements that appear in our Q4 earnings press release and presentation.

[Eric Wasserstrom, SVP of Investor Relations at Discover Financial Services]

Our call today will include remarks from our CEO, Roger Hochschild, and John Greene, our Chief Financial Officer. After we conclude our formal comments, there will be time for a question-and-answer session. During the Q&A session, you will be permitted to ask one question followed by one follow-up question. After your follow-up question, please return to the queue. Now it's my pleasure to turn the call over to Roger.

[Roger Hochschild, CEO and President at Discover Financial Services]

Thanks, Eric, and thanks for our listeners for joining today's call. I'll begin by reviewing the highlights and key metrics for the year, then John will take you through the details of our Q4 results and our perspectives on 2022. 2021 was another year of unique challenges related to the pandemic, and I'm very pleased that once again, the Discover team was able to successfully execute against our business priorities in a fluid operating environment. This was evident in our Q4 results, which were the capstone to an outstanding year. For the Q4, we earned $1.1 billion after tax, or $3.64 per share. For the full year, $5.4 billion after tax or $17.83 per share.

[Roger Hochschild, CEO and President at Discover Financial Services]

These results underscore the strength of our differentiated model and were achieved as we continue to make meaningful enhancements to our capabilities and invest for future growth. Let me share a few examples from this past year. Throughout 2021, we continued to make advancements to our data and analytics platform, enhancing our capabilities in areas including targeting, collections, and fraud detection. We also made investments in machine learning to provide faster and better insights to improve customer personalization. We continue to modernize our infrastructure and build out our hybrid cloud platform. We also opened a new customer care center in Chatham, a vibrant African American community on Chicago's South Side. Once fully operational, the center will provide nearly 1,000 full-time jobs.

[Roger Hochschild, CEO and President at Discover Financial Services]

Our Chatham center challenges the traditional notions of corporate site selection, has helped us connect with a talented pool of diverse candidates and suppliers, is transforming how we approach diversity, equity, and inclusion, and it is already performing at an industry-leading level. We hope our commitment to Chatham will serve as a springboard for further economic development in other areas that have long been denied opportunity. Slide 4 of our presentation captures another important element of our results, which was our pivot into new account acquisition as the economic recovery took hold in late 2020 and early 2021. In the face of intensifying competition, our value proposition of cashback rewards, no annual fee, and industry-leading service remained very attractive to consumers. The strong level of card acquisition contributed to our return to loan growth over the second half of last year.

[Roger Hochschild, CEO and President at Discover Financial Services]

In payments, we continued to expand our business, increase network volume, and establish new strategic partnerships. We expanded global acceptance and announced new network alliances in Portugal, Bahrain, Jordan, and Malaysia that will benefit us as cross-border travel recovers. We remain committed to building out our international acceptance and will continue to make investments to expand our reach. Our record earnings through the year generated significant capital, which we continue to put to good use. In addition to our investments in acquisition, brands, technology, and people, we also returned significant capital to shareholders through dividends and buybacks by repurchasing $2.3 billion of common stock and increasing our quarterly dividend by 14%. As we look forward into 2022, I'm very optimistic about the trajectory of our business.

[Roger Hochschild, CEO and President at Discover Financial Services]

While macroeconomic conditions created strong tailwinds this past year, we acted on opportunities to strengthen our business, actions that will drive long-term value this year and beyond. We start the new year in an excellent position, and I'm confident that our integrated digital banking and payments model will continue to create long-term value for our shareholders and customers. I'll now ask John to discuss key aspects of our quarterly financial results in more detail.

[John Greene, EVP and CFO at Discover Financial Services]

Thank you, Roger, and good morning, everyone. As we review our Q4 results, I echo Roger's points that the actions we took last year position us for strong performance in 2022 and beyond. I'll begin with our financial summary on slide five. Our strong Q4 results were characterized by accelerating receivable growth, provision leverage, and increased investments in marketing and brand.

[John Greene, EVP and CFO at Discover Financial Services]

Revenue net of interest expense increased 4% from the prior year. Excluding $139 million unrealized loss on our equity investments, total revenue was up 9%. Net interest income increased 4%, driven by growth in average receivables and an 18 basis point improvement in our net interest margin, which was sequentially flat at 10.81%. Our NIM trend reflects the continued benefit from decreased funding cost and lower interest charge-offs, though these were partially offset in the Q4 by a higher mix of promotional rate balances. The growth in receivables was largely driven by card, which was up 4% year-over-year and 6% sequentially.

[John Greene, EVP and CFO at Discover Financial Services]

The primary drivers of year-over-year growth were continued strong sales volume and significant new account growth throughout 2021, which was up 23% year-over-year and 13% versus 2019. As has been the case for most of last year, a significant portion of the benefits from strong sales and new accounts was offset by the sustained high payment rate. The payment rate leveled off during the quarter but remains approximately 500 basis points above pre-pandemic levels. We currently expect that the payment rate will decline slightly over the course of 2022. However, our expectations for card receivable growth is robust, as I'll detail in a few moments. Our student loan portfolio also contributed to our growth. Organic student loans were up 4% over the prior year, benefiting from the return to in-person learning in 2021.

[John Greene, EVP and CFO at Discover Financial Services]

We continue to gain share in this product and are well positioned for continued organic expansion. Personal loans decreased 3% year-over-year, mainly driven by high payment rates, but were sequentially flat as we returned our underwriting criteria to pre-pandemic levels. The second significant driver of our revenue growth was higher net discount interchange revenue, which increased $103 million or 43%, driven by a 25% increase in sales volume year-over-year. The strong volume has continued into this year. Sales are up 24% through the first half of January. One significant item that relates to our net discount interchange revenue is our rewards cost. Having covered most of our key revenue drivers, I'll point your attention to the reward rate reflected on slide 8. We continue to benefit from strong card member engagement with our cashback rewards program.

[John Greene, EVP and CFO at Discover Financial Services]

Our rewards cost increased versus last year on higher sales volume. However, the reward rate declined 3 basis points year-over-year and 9 basis points sequentially. This reflects the benefit of our integrated model and our discipline in managing the program while delivering substantial value to card members and merchant partners. For the full year 2021, our rewards rate was 1.37%, up 2 basis points from the prior year. Consistent with the historical trend, we expect about 2-4 basis points of annual rewards cost inflation, driven mostly by shifts in mix. Now I'd like to spend a moment speaking about expense trends on slide nine. Total operating expenses increased $34 million or 3% year-over-year.

[John Greene, EVP and CFO at Discover Financial Services]

Focusing on the most significant items here, marketing expense was up $112 million as we continued to invest in new account growth and brand marketing with the launch of our new media campaign, which went live across all channels in the quarter. This pushed our marketing expense towards the top end of our previously guided range. Employee compensation was down $5 million year-over-year, driven mainly by a $26 million charge last year. Excluding this, our comp expense was up 4% year-over-year, driven largely by a higher bonus accrual. Information processing was down $73 million year-over-year, and professional fees increased as a result of higher recovery fees.

[John Greene, EVP and CFO at Discover Financial Services]

Moving to credit on slide 10, the Net Charge-Off rate improved to 1.37% in the quarter, a decrease of 101 basis points year-over-year, and a 9 basis point improvement from the prior quarter. Net Charge-Off dollars were down $218 million from the prior year and decreased $12 million sequentially. Strong credit performance continued across all products. Card Net Charge-Offs were down 113 basis points from the prior year, and personal loans were 158 basis points lower. Student loan charge-offs increased slightly but remained very low at 0.8%. Moving to the Allowance for Credit Losses on slide 11. Our reserve rate continued to decline, dropping 38 basis points to 7.3%. Two factors contributed to the decrease in reserve rate.

[John Greene, EVP and CFO at Discover Financial Services]

First, we released $50 million from reserves during the quarter, driven by the continued strong credit performance of our portfolio and the relative stability of the macroeconomic outlook. These factors were partially offset by the 5% increase in total loans from the prior quarter. Our future reserves will be dictated by our portfolio credit trends, our receivable growth, and any changes to our macroeconomic assumptions. Looking at slide 12. We remain extremely well capitalized and above our 10.5% target with a common equity tier one ratio of 14.8%. We continue to demonstrate our commitment of returning capital to shareholders as we executed on our share repurchase plan and bought back $773 million of common stock in the quarter and paid a dividend of $0.50 per share.

[John Greene, EVP and CFO at Discover Financial Services]

Looking at funding, average consumer deposits decreased 3% year-over-year and declined 1% sequentially. This sequential decline was driven by a 5% decrease in consumer CDs while savings and money market deposits increased slightly. We managed our excess liquidity down throughout 2021 and finished the year with consumer deposits representing 68% of total funding. We will continue to target 70%-80% of funding from this source. Moving to slide 13, where we'll provide some perspectives on 2022. We enter the year in a very strong position, and our outlook reflects this. We expect loan growth in the high single digits. This view is based on current expectations of sales trends and the contribution from recently acquired accounts, combined with a very modest decline in the payment rate. We believe this view of payment rates substantially de-risk our loan growth forecast.

[John Greene, EVP and CFO at Discover Financial Services]

We expect our NIM rate to be relatively in line with the full year of 2021, with quarter-to-quarter variability. We expect to benefit from higher loan yields with rising interest rates. This may be offset by other factors, including a higher mix of promotional rate balances, some degree of credit normalization, and higher deposit rates, which will be subject to funding needs and competitive dynamics. Turning to expenses. We expect our total GAAP expenses will increase at a mid-single digit rate this year. We'll continue to invest for growth as we see profitable opportunities and currently expect that our marketing investments will be above 2019 levels. Outside of marketing, we expect operating costs to increase at a low single-digit % level, reflecting disciplined expense control. Our commitment to positive operating leverage over the medium term remains a priority.

[John Greene, EVP and CFO at Discover Financial Services]

We expect net credit losses will average in the range of 2.2%-2.6% for the full year. As credit normalizes from historically low levels in 2021, we expect net charge-offs to increase sequentially over the course of the year. Lastly, we remain committed to returning substantial capital to shareholders through dividends and share buybacks. As of this week, we had approximately $780 million remaining on our share repurchase authorization that expires at the end of March and expect to announce a new share repurchase authorization next quarter. In summary, we had an excellent Q4 and full year with accelerating loan growth driven by robust account acquisition and strong sales volumes, excellent credit performance and a reduction in the reserve rate, disciplined management of operating costs, and sustained return of excess capital to shareholders.

[John Greene, EVP and CFO at Discover Financial Services]

I'm exceptionally pleased with Discover's execution against our business priorities in 2021. Our value proposition continues to resonate with consumers. We prudently invested for growth, resulting in significant new accounts growth and strong sales. We continued to optimize our funding mix and actively manage core deposit costs. These actions and the improved macroeconomic outlook have positioned us well. With that, I'll turn the call back to our operator, Brittany, to open the line for Q&A.

[Operator]

We'll take our first question from Moshe Orenbuch with Credit Suisse. Your line is open.

[Moshe Orenbuch, Managing Director and Equity Research Analyst at Credit Suisse]

Great. Thanks, and congratulations on pretty strong numbers here. I'd maybe just focus on the account growth. It was up 11%. Could you talk about, like, how that compares in terms of just raw numbers of accounts to where you know, would have been pre-pandemic and the cost and anything you've done kind of from a difference in channel or credit box, you know, to get there?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. We don't disclose the number of new accounts. What I would say in terms of credit, our card credit policies are pretty much on top of where they were pre-pandemic. Costs have gone up since the low levels that we saw during the pandemic as we sort of kept marketing and a lot of others pulled back. I would say as we look forward into 2022, our expectation is the cost per account will be roughly where it was pre-pandemic.

[Moshe Orenbuch, Managing Director and Equity Research Analyst at Credit Suisse]

Great.

[John Greene, EVP and CFO at Discover Financial Services]

Yeah.

[Moshe Orenbuch, Managing Director and Equity Research Analyst at Credit Suisse]

Just as a follow-up, very pleased to hear about the commitment, you know, to operating leverage. You know, the numbers you put out there would suggest kind of an upper single digit revenue growth rate and a mid-single digit expense growth rate. Could you talk about, you know, even if it's unlikely, what would happen, you know, to your expense expectations if revenue growth just didn't materialize? Like, how would you know, make adjustments there?

[John Greene, EVP and CFO at Discover Financial Services]

Moshe, I'll take that one. We'll react based on the company performance and opportunities that we see in the marketplace. Over the past couple of years, you know, I feel like the team has done a really good job in terms of making calls, in terms of expense allocations. We'll continue to do that to make sure that, you know, we're positioned for growth and, you know, marching towards the positive operating leverage that we talked about.

[Moshe Orenbuch, Managing Director and Equity Research Analyst at Credit Suisse]

Thanks very much.

[Operator]

We will take our next question from Mark DeVries with Barclays. Your line is now open.

[Mark DeVries, Director and Senior Research Analyst at Barclays]

Yeah, thanks. Could you give us a little more color about what you're seeing in credit right now? I mean, I think the guidance around charge-offs calls for some pretty meaningful normalization in 2022. What kind of gets you to the low end of that guidance range, and what gets you to the high end?

[John Greene, EVP and CFO at Discover Financial Services]

All right. Great. Mark, thanks for the question. So, you know, what we're seeing in the portfolio is, you know, really strong performance. I think the numbers in the quarter demonstrate that. We are seeing some difference between higher FICO and like lower FICO account performance. Overall, all within expectations. So what we're projecting here is a slow normalization of credit. In terms of the guidance that we reflected here, you know, we've got pretty good line of sight to the first six months, just as the accounts will go through their normal roll rates and gives us an ability to predict quite accurately. Once we get out beyond six months, you know, we rely more heavily on our models, and the models themselves, you know, are built with a number of assumptions.

[John Greene, EVP and CFO at Discover Financial Services]

2021 was a well, frankly, a tough year to call based on how we had designed our models and what actually happened in the portfolio. What we decided to do is give you know, from my standpoint, a relatively broad range that we think over time we'll be able to tighten. In terms of lower end versus higher end, you know, strong portfolio performance, you know, the slight difference that we saw between the higher FICO and the lower FICOs, you know, that continuing to kind of roll out as we expect. You know, a positive macro environment should bring us towards the lower end.

[Mark DeVries, Director and Senior Research Analyst at Barclays]

Okay. That's helpful. Just to follow up on that. On the model that you use, is there some element of just mean reversion when charge-offs are this low relative to kind of normal, that'll push your estimates higher even if kind of all the macro drivers seem like they're more of a tailwind than a headwind?

[John Greene, EVP and CFO at Discover Financial Services]

There is a level of mean reversion in the second part of the year. Just, you know, one other piece of, I'll say information. You can think about the breakout, at least this is how we thought about it, of charge-offs, you know, the predominant piece in the second half of the year. You can think 45%-55% split between first half and second half, and we'll continue to update that over the year.

[Mark DeVries, Director and Senior Research Analyst at Barclays]

Okay. That's very helpful. Thank you.

[Operator]

We will take our next question from John Hecht with Jefferies. Your line is now open.

[John Hecht, Managing Director and Equity Research Analyst at Jefferies]

Good morning, guys. Thanks very much for taking my questions. Just thinking about NIM, understanding you guys are guiding for a relatively flat NIM this year. Even thinking this year and beyond, given that we're in a rate hike cycle, I guess the last cycle was 2015 through 2019, and your card yields went up about 50% of the Fed funds changes, and prime changes, and your cost of capital went—or your deposits went up a little less than that.

[John Hecht, Managing Director and Equity Research Analyst at Jefferies]

I'm just wondering as we go into this rate cycle, should we expect any differences in that kind of—in that, call it NIM, input range? Is there any mix shift in the deposits that will cause the betas to be different there? Is there any different policies with respect to, you know, zero balance transfers that we should think about just in terms of the quarter-to-quarter fluctuations as the government or the Fed raises rates?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. It's actually a pretty complex question there. Rather than try to hit each of the elements, I'll give you a view in terms of how we thought about NIM for 2021. We do expect some impact to NIM from credit normalization. We also are expecting a higher mix of BT and promotional balances, which will also impact net interest margin. You know, we do get nice fees from that, but certainly net interest margin will be impacted. The revolve rate, as the payment rate starts to normalize, we'll see some benefits there. Fed funds rate changes, we plan for 2 in the year. If there's more, that'll create some upside.

[John Greene, EVP and CFO at Discover Financial Services]

In terms of impacts there, you know, you could expect per Fed change somewhere between 3 and 5 basis points on a total year basis on NIM, depending on timing. Then funding, we're still gonna see some funding benefits from the actions we did to optimize our debt stack in 2020 and 2021. From that standpoint, it gets us to about flat, but there's a lot of moving pieces. In terms of deposit pricing, you know, there's still a wide gap between where we're priced and the brick-and-mortar banks are priced. Somewhere close to 45 basis points. Now, the digital banks, most have increased deposit pricing about 10 basis points over the past 3-4 weeks. You know, we're a lagger on that.

[John Greene, EVP and CFO at Discover Financial Services]

You know, at some point, our funding needs and competitive dynamics will be such that we'll take a look and make appropriate changes, and we'll do that throughout the year. The deposit betas, you know, specifics around that, I would rather think about competitive dynamics and funding needs in order to get a view on how we're gonna price deposits on the upcycle.

[John Hecht, Managing Director and Equity Research Analyst at Jefferies]

Okay. That's a very good call. I appreciate that. A follow-up question, I guess unrelated is, you're in the zone of where you were on your allowance levels as, you know, as we entered post-CECL implementation and, you know, pandemic era. Are we at a point now where you kind of say this is the new base for ACLs changes in our economic forecast? Or is there any kind of further room for allowance bleeds tied to increases during the last couple years?

[John Greene, EVP and CFO at Discover Financial Services]

You know, we go through a pretty robust process every single quarter to make sure that our reserves are fairly stated under GAAP. Now, when we did CECL day one, you know, we had. We were seeing charge-offs in the low threes, and we ended up posting a reserve rate of, I think it was 6.09%. As we look at where we are today, we're at around 7.2%. Assuming strong credit performance and a positive macroeconomic outlook, you know, my sense is that, you know, there is some opportunity to take that reserve rate closer to day one.

[John Hecht, Managing Director and Equity Research Analyst at Jefferies]

All right. Perfect. I really appreciate the answer. Thanks very much.

[John Greene, EVP and CFO at Discover Financial Services]

You're welcome.

[Operator]

We will take our next question from Rick Shane with JP Morgan. Your line is now open.

[Rick Shane, Managing Director and Senior Equity Research Analyst at JPMorgan]

Hey, guys. Thanks for taking my questions. I'm actually curious if there's some sort of 80/20 rule that impacts payment rate. What I'm curious is if you guys have done any analysis on, revolve versus transaction behavior, differing by spending categories, specifically like everyday spend versus large episodic spend. I'm wondering if what we're seeing in terms of payment rates with all the other factors is being impacted by BNPL.

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. I wouldn't say there's an 80/20 rule on payment rate. You know, quite honestly, as we looked at it in 2021, we didn't call the curve right. What we did in the 2022 guidance is assumed a very modest decrease in payment rate. We felt like that de-risked our loan growth. In terms of kind of behaviors between revolvers and transactors, you know, that payment rate's been relatively consistent. The one difference in our portfolio is the new accounts that we originated in 2020 tended to be higher FICOs. More of those tend to transact versus revolve.

[John Greene, EVP and CFO at Discover Financial Services]

You know, we'll see as the liquidity ends up getting used in the overall economy and what that does to payment rates. You know, we've modeled it you know multiple different ways. There's really no standard rule of thumb. It's frankly somewhat dynamic in terms of what we're seeing month to month and quarter to quarter.

[Roger Hochschild, CEO and President at Discover Financial Services]

Just to build on that, you know, we look pretty carefully by merchant, by customer segment. There's nothing to support a view that buy now, pay later is having any impact on payment rate.

[Rick Shane, Managing Director and Senior Equity Research Analyst at JPMorgan]

Great. Really appreciate the answers, guys. Thank you very much.

[John Greene, EVP and CFO at Discover Financial Services]

You're welcome.

[Operator]

We'll take our next question from Sanjay Sakhrani with KBW. Your line is open.

[Sanjay Sakhrani, Managing Director and Senior Analyst at KBW]

Thanks. Good morning. First question, I guess, for Roger. Just on the competitive backdrop, obviously, we've gotten bank earnings, and a lot of the large banks are talking about investing more in marketing, and you guys have some pretty aggressive growth targets. How should we think about some of the risks to that target given the competitive backdrop?

[Roger Hochschild, CEO and President at Discover Financial Services]

Good question, Sanjay. You know, as I mentioned earlier, you know, our forecast for next year is cost per account relatively flat to where it was before the pandemic. I think this sort of focus on competition is a little bit overblown. The card business is just always competitive. You have big players with good capabilities. You know, each issuer out there has their set of products, set of channels. I think some natural limits on how much money they can be put to work effectively. I don't see it as a particularly high risk to our 2022 growth forecast. You know, we have a very differentiated product. We're seeing good benefits on the acquisition side from our investments in analytics. Yeah, we feel good even in the current environment.

[Sanjay Sakhrani, Managing Director and Senior Analyst at KBW]

Okay, great. I guess I have one for John. The non-interest income revenue line has done quite well over the course of this year, even obviously excluding the investment gains. Could you just talk about what kind of growth we should expect in that line going forward?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. You know, the big driver there was obviously discount and interchange revenue, which was up 28% year-over-year, and then after rewards cost, 43% in the quarter. You know, super strong growth there, which you know that'll generally run consistent with sales. You know, we're expecting sales not to stay in the mid-20s, but kind of come down to kind of strong double digits, and then into weaker double digits by the Q4. I don't know if that's right or not. You know, it seems like there's been a lot of benefit from the new account acquisition and also where our card has been positioned in people's wallets. That's been positive.

[John Greene, EVP and CFO at Discover Financial Services]

There's also the factor that, you know, people are using less cash and charging more. So that'll continue to benefit sales, interchange, and net discount and interchange. In terms of the other items, you know, the amount of cash in the economy actually helped cash advance fees, which was positive. Our expectation is that we'll have, outside of discount and interchange growth fairly similar to net interest income.

[Sanjay Sakhrani, Managing Director and Senior Analyst at KBW]

Okay. Great. Thank you.

[Operator]

We will take our next question from Betsy Graseck with Morgan Stanley. Your line is open.

[Betsy Graseck, Managing Director and Global Head of Banks and Diversified Finance Research at Morgan Stanley]

Hi, good morning.

[Roger Hochschild, CEO and President at Discover Financial Services]

Morning, Betsy.

[John Greene, EVP and CFO at Discover Financial Services]

Morning.

[Betsy Graseck, Managing Director and Global Head of Banks and Diversified Finance Research at Morgan Stanley]

Hi, can you hear me? Okay. One, you know, maybe it's a little bit of a theoretical question, but I'm just trying to understand how you are thinking about borrower capacity, the borrowing capacity of your customer set relative to pre-COVID. I'm asking the question 'cause, you know, jobs more available, wages rising, so that seems like they might have more capacity to borrow. Then we've got inflation increasing. You know, how do you think through those things?

[Roger Hochschild, CEO and President at Discover Financial Services]

You know, it'll of course vary by segment, but certainly households that are seeing rising incomes will have a greater ability for debt service. For many households, that's how they determine how much debt they take on. It's complicated a bit by, you know, some households still having pent-up savings from, you know, strong earnings and not many opportunities to spend. Of course, you know, other costs going up, whether it's childcare or day-to-day expenses, you know, on one hand will drive increases in sales, but on the other hand, you know, decreases disposable income for debt service. Mix of factors, but we, you know, net would expect strong consumer demand for credit next year.

[Betsy Graseck, Managing Director and Global Head of Banks and Diversified Finance Research at Morgan Stanley]

Okay. As I'm thinking about the other legs of the loan growth platform here, student loan and personal, could you talk through how you see those drivers impacting the 2022 growth guide that you've got?

[Roger Hochschild, CEO and President at Discover Financial Services]

Sure. Student loans, we feel really good about where we're positioned in the market, our products, our brand, our ability to take share. What's a bit of a wild card is just enrollment. I think enrollments were down year-over-year, which was a surprise to, I think, the entire higher education industry. There's a bit of a correlation. The stronger the job market, you know, fewer people decide to pursue an education because they're making too much outside. I think it'll be more that factor and, you know, we'll see peak season, but I'm confident in our ability to continue gaining share. For personal loans, you know, we took a little longer to return to pre-pandemic credit criteria for that product, just given the higher volatility. As John said, quarter-over-quarter, we're now flat, and so we would expect that to return to growth in 2022.

[Betsy Graseck, Managing Director and Global Head of Banks and Diversified Finance Research at Morgan Stanley]

The balance transfer activity, there's a bit of a, you know, link between personal and card. I know balance transfer comes before personal loan growth, but how's that legging in at this stage? Has there been a take-up beginning there yet, or is that, you know, more of a back half 2022 outlook?

[Roger Hochschild, CEO and President at Discover Financial Services]

John talked about promotional balances as having an impact on NIM. I would say a lot of that is driven by new accounts. As you ramp up new accounts, you'll see that, but also portfolio activity as well.

[Betsy Graseck, Managing Director and Global Head of Banks and Diversified Finance Research at Morgan Stanley]

Thank you.

[Roger Hochschild, CEO and President at Discover Financial Services]

Thanks.

[Operator]

We will take our next question from Kevin Barker with Piper Sandler. Your line is now open.

[Kevin Barker, Managing Director and Senior Equity Analyst at Piper Sandler]

Thank you. You know, given your growth rates that you're projecting out there, I mean, do you feel like you can, you know, achieve, you know, a sub 40% efficiency ratio, sometime in the foreseeable future, whether it be, you know, run rate close to late 2022, maybe early 2023?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. Thanks, Kevin. You know, we specifically commented on positive operating leverage, so as we deliver that, obviously the efficiency ratio will improve. You know, my expectation is that you know, we can get into the high thirties, you know, within the medium term. You know, we built the plan essentially contemplating significant investment in marketing and then working through the other elements of the cost structure in order to create as much efficiency and capacity to drive new growth. You know, as that model continues to build upon itself, you know, my expectation is, you know, that those high 30 numbers are certainly very, very achievable.

[Kevin Barker, Managing Director and Senior Equity Analyst at Piper Sandler]

A follow-up on some of your comments around credit. I believe you said you expected to increase sequentially throughout the year. Did I hear that correctly? I mean, could you just give us a little bit more detail on your expectations for the cadence of Net Charge-Offs given, you know, we're at exceptionally low level, and typically you have quite a bit of seasonality. Can you just give us a little bit more color around your expected cadence on Charge-Offs throughout the year?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah, you know, it'll be difficult to expand more deeply upon the comments that I've already made. You know, we do expect it to increase sequentially. There is some degree of seasonality. I don't view that as, like, a material driver to what we're gonna be seeing. I also mentioned that the charge-offs are more weighted to the second half of the year than the first half of the year and that we've got pretty decent line of sight to the first half. You know, that split out somewhere around 45% first half, 55% second half is probably as deep as I can go on the charge-off numbers right now.

[Kevin Barker, Managing Director and Senior Equity Analyst at Piper Sandler]

Okay. Thank you for the color.

[John Greene, EVP and CFO at Discover Financial Services]

Yep. Of course.

[Operator]

We'll take our next question from Don Fandetti with Wells Fargo. Your line is now open.

[Don Fandetti, Managing Director and Equity Analyst at Wells Fargo]

Hi. Good morning. Roger, you know, as you come out of the pandemic, I was just curious if there's any areas of strategic interest, new products, et cetera, that you're looking at. You know, it's been pretty consistent for the last several years.

[Roger Hochschild, CEO and President at Discover Financial Services]

You know, certainly we're always looking for new opportunities on the payment side of our business. There, you know, the versatility of our capabilities, you know, you saw some of that with our partnership with Sezzle in terms of our ability to provide easier connectivity to merchants. On the payment side, both in the U.S. and globally, we're looking for opportunities. On the card side, you know, we feel really good about the product set we have. We are, you know, virtually 100% focused on consumer.

[Roger Hochschild, CEO and President at Discover Financial Services]

I think there is a huge opportunity to continue to grow our non-card products. We had talked about investing more on marketing our deposit products before the pandemic. You know, clearly when we were in a significant excess liquidity position, it didn't make sense to put a lot of marketing behind deposits. You know, that's something I would expect to see in 2022.

[Don Fandetti, Managing Director and Equity Analyst at Wells Fargo]

Okay. Any changes on your international acceptance push, or is it sort of you just kind of inch your way into growth?

[Roger Hochschild, CEO and President at Discover Financial Services]

You know, we continue to push out. I think what you heard in the call, our favorite way of expanding internationally is through network-to-network partnerships. It is just much more cost-effective than working with individual acquirers, although we do that as well. There's also a big focus on acceptance in the U.S. around the migration to digital. Working with other networks on Secure Remote Commerce, everything from transit implementations. Again, we're now up to 26 net-to-net partnerships and feel that there's room to continue growing. We recently announced a partnership in Serbia, actually, this week.

[Don Fandetti, Managing Director and Equity Analyst at Wells Fargo]

Thank you.

[Operator]

We will take our next question from Dominick Gabriele with Oppenheimer. Your line is now open.

[Dominick Gabriele, Director and Senior Research Analyst at Oppenheimer]

Great. Thanks so much for the time. I just want to follow up on one of the answers you had before. Do you think that the ability to reach more customers and spur spend through marketing has an overall direct relationship between which FICO band or income level these customers have? Is this why you think perhaps there could be those diminishing returns on marketing investment at perhaps slightly different, you know, overall rates between what customer base one issuer may have versus another? Thanks. I just have a follow-up.

[Roger Hochschild, CEO and President at Discover Financial Services]

Yeah. I don't think we said we expected diminishing returns on marketing. You know, credit is pretty similar to what it was pre-pandemic, and I mentioned, you know, our projected cost per account, and a lot of our marketing does go to new accounts. Cost per account, we're projecting that to be pretty much on top of where it was pre-pandemic. Different issuers certainly have different business models. There's one who's particularly focused on subprime. Others are much more aggressive at the super prime. You know, we have been very clear for many years that ours is a lend-focused business, going after that prime revolver segment. We've tailored our products for that, our underwriting capabilities. And again, we feel very good about the return we're getting on the dollars we spend in marketing.

[Dominick Gabriele, Director and Senior Research Analyst at Oppenheimer]

Great. Thank you. Can you maybe talk about how the competitive landscape is evolving and what products are likely to either meaningfully compete, not ultimately compete, and somewhat compete with your everyday spend credit card products? Perhaps maybe, you know, which spend categories maybe most of that competition could reside versus least likely. Thanks so much.

[Roger Hochschild, CEO and President at Discover Financial Services]

Yeah. You know, I think clearly what everyone's watching is buy now, pay later. As I mentioned earlier, we haven't seen that have a noticeable impact on our base. You know, in my mind, it's closer to traditional sales finance, so there have always been competing products out there, whether it's on the private label side, whether it's personal loans for debt consolidation, et cetera. You know, we focus on getting a broad mix of spend. You know, even through this year, we're seeing strong performance across every category. Travel is holding up actually in January surprisingly well, given the state of that pandemic. You know, we think we'll continue to grow across categories. In fact, it's one of the beauties of our 5% program, it sort of reinforces different categories of spend. On a rotating basis, as opposed to products that are really particularly tailored to an individual category of spend.

[Dominick Gabriele, Director and Senior Research Analyst at Oppenheimer]

Perfect. Thanks so much.

[Operator]

We will take our next question from Robert Napoli with William Blair. Your line is now open.

[Robert Napoli, Partner and Equity Research Analyst at William Blair]

Thank you. Good morning, everybody, Robert, John. Nice quarter. Really like the guide on loan growth versus expense growth. Just on the expense growth side, I mean, if you know, there's a lot of investment going on, and certainly at some of the major banks on technology. I know that Discover has invested in technology over the years. If I could just maybe just your thought process on where your tech stack stands. Is your thoughts on private cloud versus public cloud and the need to invest to compete over the next several years.

[Roger Hochschild, CEO and President at Discover Financial Services]

Yeah. Yeah, good question. I think our perspective may be a little different than some of the big banks. Of course, we have a narrower range of businesses, so I can't really comment on some of their investment. You know, certainly we are focused on competing with the fintechs, but it's not just about spending money. You know, it reminds me. It's like someone saying, "I'm just gonna keep eating more and more until I lose weight." The competition, those fintechs are not spending more on technology. Our focus is around capabilities. It's on agility. It's on speed to market.

[Roger Hochschild, CEO and President at Discover Financial Services]

If you look at last year, once you sort through for one-time items, technology spend was relatively flat, but that doesn't mean there wasn't a huge focus around our capabilities. We've talked about our investments in data and analytics. You know, it's really more about speed, and you don't get there just through sheer dollars of spending.

[Robert Napoli, Partner and Equity Research Analyst at William Blair]

Okay. I guess, I mean, just private cloud versus public cloud and you know, the importance of your cloud strategy in terms of-

[Roger Hochschild, CEO and President at Discover Financial Services]

Yeah.

[Robert Napoli, Partner and Equity Research Analyst at William Blair]

innovation

[Roger Hochschild, CEO and President at Discover Financial Services]

Great, great question. We're focused on a hybrid cloud strategy, so a mix of both. I think there's sometimes companies seem to take a purist element that there's something great about having 100% of your applications on the cloud. You know, whether or not your GL resides on the cloud is not gonna really make a difference for your business. We are heavy users of the public cloud, in particular for our data and analytics areas, where the speed and massive amounts of storage are critically important.

[Robert Napoli, Partner and Equity Research Analyst at William Blair]

Thank you. If I could just sneak in, your spend growth is really strong. How much of that is inflation? What are your thoughts on inflation, how it affects your business, and you know, the impact that maybe it's having on the spend growth numbers you reported, which were-

[Roger Hochschild, CEO and President at Discover Financial Services]

Yeah.

[Robert Napoli, Partner and Equity Research Analyst at William Blair]

You know, pretty strong.

[John Greene, EVP and CFO at Discover Financial Services]

Hey, Bob, I'll take that. Yeah. We've been really pleased with, you know, the sales running through the card. You know, the inflation has had a small impact, so you know, you think kinda on average maybe 1%-2% in 2021 and 2022. You know, we didn't model that out specifically. My sense is it'd be, you know, 2%.

[Robert Napoli, Partner and Equity Research Analyst at William Blair]

Great. Thank you. Appreciate it.

[Operator]

We will take our next question from Mihir Bhatia with Bank of America. Your line is now open.

[Mihir Bhatia, Equity Research Analyst at Bank of America]

Hi. Good morning, and thank you for taking my question. Maybe first, I just wanted to go back and just clarify a little bit about your guidance and just wanted to make sure I understand some of the key assumptions embedded in there. It looks like on payment rates, I think you said you expected to slightly decline a little bit in 2022. I was wondering if we were to see, you know, normalization happen a little bit faster, let's say they normalize back to, you know, the normalized levels in 2022, would that push your loan growth up to, like, low double digits?

[Mihir Bhatia, Equity Research Analyst at Bank of America]

Or is that, like, too ambitious in terms of, like, the impact? What I'm trying to understand is the impact of the payment rate on loan growth there. Then just also related to just this, guidance question is just on rate hikes. I apologize if I missed this in your earlier comment. Did you say how many rate hikes or how many basis points you were assuming in your guidance?

[John Greene, EVP and CFO at Discover Financial Services]

Thanks for the questions. We assumed 2 rate hikes. In our guidance. In terms of payment rate, you know, as I said, very modest improvement or reduction. If payment rate were to normalize at the pace you just described. Which I don't think it will.

[Mihir Bhatia, Equity Research Analyst at Bank of America]

Right

[John Greene, EVP and CFO at Discover Financial Services]

If it were to do that, it would certainly be very accretive to the loan growth. I'm not gonna get into specifics whether it takes to double digits or not.

[Mihir Bhatia, Equity Research Analyst at Bank of America]

Okay. No, I understand. That's helpful though. Then just wanted to the other question I want to ask is just about understanding your credit underwriting or risk appetite currently. You did mention, you know, normalization happening maybe a little bit more on the lower cycles. Have you tweaked your underwriting or marketing in the last few weeks or quarters in response to that, or is it still very much as expected, so it's all systems go?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. No, we haven't. I think it's important to note that the life of loan losses assumptions we use for new account underwriting is not driven by where losses are currently. John all portfolio performance and what we're seeing. We use sort of by segment and actually by individual account forecasts of life of loan as we determine our marketing and credit criteria.

[Mihir Bhatia, Equity Research Analyst at Bank of America]

Thank you.

[John Greene, EVP and CFO at Discover Financial Services]

Thanks.

[Operator]

We will take our next question from Bill Carcache with Wolfe Research. Your line is now open.

[Bill Carcache, Equity Research Analyst at Wolfe Research]

Thank you. Good morning, Roger and John.

[John Greene, EVP and CFO at Discover Financial Services]

Good morning.

[Roger Hochschild, CEO and President at Discover Financial Services]

Good morning.

[Bill Carcache, Equity Research Analyst at Wolfe Research]

Is there any reason to be concerned about the pace of credit normalizing faster than receivables growth?

[John Greene, EVP and CFO at Discover Financial Services]

You know, from my perspective, no. I'll tell you why. First, the macroeconomic conditions are super positive, right? There's more job openings than there are people looking for jobs. The consumers will have more dollars into their paycheck as a result of the disinflation. There is a substantial amount of savings still left in the economy from largely kind of change in behaviors and government stimulus. I'm not frankly seeing that as a risk in 2023. You know, excuse me, 2022. As we get out into 2023, you know, there's less certainty around that.

[Bill Carcache, Equity Research Analyst at Wolfe Research]

Understood. Maybe a related follow-up. There's a lot of consternation around NCOs normally normalizing higher. Do you think that the environment that we're in today, where you're seeing the revenue benefits from the accelerating loan growth that you're putting up on one hand, and then also on top of that, you've also got the reserve rate remaining well above day one levels, when you think about the risk of growth math headwinds and the need to build reserves on that strong loan growth that you're seeing, the risk that that overwhelms the revenue benefits from the loan growth and the fact that the reserve rate is higher. Can you talk to that interplay and, you know, how you're thinking about that?

[John Greene, EVP and CFO at Discover Financial Services]

Let me start with the reserves because it plays into the rest of your question. When we looked at reserves for the quarter, what we wanted to see was the impact of the end of most of the government support programs. Most ended in September. We had one quarter worth of data. We looked at it, we saw no real change to the portfolio dynamics. We were hoping to see another quarter and then reevaluate overall reserve rate. You know, that day one number and the, I'll say the normalized charge-offs in the threes, you know, would support a view that down the road we'll have some opportunity on reserves.

[John Greene, EVP and CFO at Discover Financial Services]

In terms of new vintages and the kind of charge-off impacts from those, you know, this company's been through years and years of cycles with new vintages. You know, we're very thoughtful in terms of how we do the underwriting. You know, we've got some improvements from within underwriting from the advanced analytic tools that we've put in place. You know, my sense is, you know, portfolio seasoning, we're gonna see some increases in charge-offs, but you know, well within, you know, the expectations of how we underwrite and well within the expectations of this guidance and the macroeconomic outlook.

[Bill Carcache, Equity Research Analyst at Wolfe Research]

Very helpful. Thank you for taking my questions.

[John Greene, EVP and CFO at Discover Financial Services]

You got it, Bill.

[Operator]

We will take our next question from Peng Zhao with Deutsche Bank. Your line is now open.

[Peng Zhao, Executive Director at Deutsche Bank]

Hi. Great. Good morning, guys. I wanted to follow up with a question on the competitive environment. We've seen a few competitors coming in with new offerings, and I was sort of hoping for some more color as to whether you've seen any read-throughs to, you know, possibly yields, possibly tightening, or sort of anything else outside of elevated marketing spend with this increase in competition.

[John Greene, EVP and CFO at Discover Financial Services]

Yeah, great question. You know, in general, the competition takes the form of, you know, higher rewards, increased marketing spend. You'll see some players start putting up big, you know, one-time signing bonuses as they look to grow. Some players may start extending their promotional periods. Given sort of the inability to reprice cards post CARD Act, you tend not to see it drive yield compression. As I mentioned earlier, a lot of those products and the competition seems to be targeting a sort of super prime transactor segment that is not one that we aggressively go after. You know, our projection for flat cost per account next year reflects our view on our ability to compete in this environment.

[Peng Zhao, Executive Director at Deutsche Bank]

Gotcha. Great. Secondly, John, I wanted to sort of circle back on your comments regarding the difference that you're seeing between higher and lower FICO scores. I mean, are you sort of seeing that in early-stage delinquencies sort of diverging? Just, you know, any other further details that you might be able to provide, you know, in that specific difference?

[John Greene, EVP and CFO at Discover Financial Services]

Yeah. It's in the kind of rolled into one, so one delinquent bucket out there. You know, the fact that we're talking about it is, I'll say, intended to indicate that we're paying attention to the entire portfolio and that we have, you know, a growing comfort in terms of how the credit outlook is and the performance of the company into 2022.

[Peng Zhao, Executive Director at Deutsche Bank]

Got it. Thank you for taking my questions.

[Operator]

We will take our next question from Bill Ryan with Seaport Research Partners. Your line is now open.

[Bill Ryan, Senior Analyst at Seaport Research Partners]

Good morning. Thanks for taking my questions. Just a couple of things. First, on promotional balances. You know, looking at your portfolio today as a percent of the total, where are you versus kind of like the history of the company or the historic norm, if you will? What is the typical duration of the promotional balances? Then I'll go ahead and ask the second question. Looked like there's a little bit of a drop in protection product revenue this quarter as a percent of the portfolio. I'm just curious if there's any specific call-outs there. Thanks.

[John Greene, EVP and CFO at Discover Financial Services]

Okay, great. You know, the kind of the promotional balance content of the portfolio, you know, we tend not to kind of go into expansive detail about that. You know, my comments on net interest margin should give an indication that we intend to use that as a tool to help some origination activity. In terms of the protection revenue, we have an existing product that we stopped marketing some time ago that's essentially, you know, providing value to the customer set. If you don't market a tool, obviously your revenue line gets impacted. We have a new product that we launched, very soft launch that we actually haven't done any broad marketing yet. My expectation is that you know that line will be you know flat to down in 2022.

[Bill Ryan, Senior Analyst at Seaport Research Partners]

Okay. Thank you.

[John Greene, EVP and CFO at Discover Financial Services]

All right. Well, Brittany, I think we're going to conclude our call here. But thank you all for joining us, and if there's any additional follow-ups, please reach out to us here in Investor Relations. Thank you, and have a great morning.

Participants

Executives

• Eric Wasserstrom, SVP of Investor Relations
• John Greene, EVP and CFO
• Roger Hochschild, CEO and President

Analysts

• Betsy Graseck, Managing Director and Global Head of Banks and Diversified Finance Research at Morgan Stanley
• Bill Carcache, Equity Research Analyst at Wolfe Research
• Bill Ryan, Senior Analyst at Seaport Research Partners
• Dominick Gabriele, Director and Senior Research Analyst at Oppenheimer
• Don Fandetti, Managing Director and Equity Analyst at Wells Fargo
• John Hecht, Managing Director and Equity Research Analyst at Jefferies
• Kevin Barker, Managing Director and Senior Equity Analyst at Piper Sandler
• Mark DeVries, Director and Senior Research Analyst at Barclays
• Mihir Bhatia, Equity Research Analyst at Bank of America
• Moshe Orenbuch, Managing Director and Equity Research Analyst at Credit Suisse
• Peng Zhao, Executive Director at Deutsche Bank
• Rick Shane, Managing Director and Senior Equity Research Analyst at JPMorgan
• Robert Napoli, Partner and Equity Research Analyst at William Blair
• Sanjay Sakhrani, Managing Director and Senior Analyst at KBW