Attached files
file | filename |
---|---|
EX-99.1 - EXHIBIT 99.1 - CAMBIUM LEARNING GROUP, INC. | c21382exv99w1.htm |
EX-99.3 - EXHIBIT 99.3 - CAMBIUM LEARNING GROUP, INC. | c21382exv99w3.htm |
8-K - FORM 8-K - CAMBIUM LEARNING GROUP, INC. | c21382e8vk.htm |
Exhibit 99.2
ABCD Cambium Learning Group, Inc.
Q2 2011 Earnings Conference Call
Tuesday, August 9, 2011 5:00 p.m. ET
Q2 2011 Earnings Conference Call
Tuesday, August 9, 2011 5:00 p.m. ET
Officers
Shannan Overbeck; Cambium Learning Group, Inc.; IR
Shannan Overbeck; Cambium Learning Group, Inc.; IR
Ron Klausner; Cambium Learning Group, Inc.; CEO
David Cappellucci; Cambium Learning Group, Inc.; President
Brad Almond; Cambium Learning Group, Inc.; CFO
David Cappellucci; Cambium Learning Group, Inc.; President
Brad Almond; Cambium Learning Group, Inc.; CFO
Analysts
Andrew Finkelstein; Barclays Capital; Analyst
Randy Baron; SM Investors; Analyst
Eli Lapp; Tricadia; Analyst
Randy Baron; SM Investors; Analyst
Eli Lapp; Tricadia; Analyst
Presentation
Operator: Good day, and welcome to the Cambium Learning Group 2011 second-quarter earnings
conference call. All participants will be in a listen-only mode. (Operator Instructions.) After
todays presentation, there will be an opportunity to ask questions. Further instructions will be
given at that time. Please note, this event is being recorded.
I would now like to turn the conference over to Shannan Overbeck. Ms. Overbeck, the floor is yours,
maam.
Shannan Overbeck: Thank you, Operator. My name is Shannan Overbeck, and Im Cambium Learning
Groups head of Investor Relations.
On the call today is Ron Klausner, our Chief Executive Officer, David Cappellucci, the Groups
President, and Brad Almond, Chief Financial Officer.
Before we begin, I have a few comments regarding the information we are providing today. Please
note that some statements made on todays call are forward-looking in nature and are based upon
assumptions and subject to risks and uncertainties. The risks and uncertainties associated with
these statements could cause Cambium Learning Groups actual performance to differ materially from
those reflected in statements made today. Examples of these assumptions and risks are described in
our previous filings with the SEC and our Form 10-Q to be filed in the coming weeks. Cambium
Learning Group does not undertake any duty to update these statements whether as a result of new
information, future events, or otherwise.
On todays call EBITDA, adjusted EBITDA, and adjusted net revenues will be presented, and it should
be noted that these measures will differ from those offered on the GAAP financial statements
provided in our Form 10-Q. These are non-GAAP financial measures that the Company believes will
provide useful information to investors because they reflect underlying performance of the Company,
and provide investors with a view of the combined companys operations from managements
perspective. These measures are used frequently by management in the operation of the business.
Reconciliations of these figures to GAAP are included in our press release schedules which can be
found on our corporate website, cambiumlearning.com and our Form 10-Q to be filed with the SEC.
Following todays prepared statements, we will take questions. A transcript and webcast of todays
call will also be available on the Companys corporate website.
Let me now turn the call over to Ron.
Ron Klausner: Thank you, Shannan. Thanks for joining us today.
On todays call I will provide details on the Companys performance in the second quarter. Ill
then turn the call over to Dave, who will discuss the Voyager segment. And then Brad will share
information on our 2011 second-quarter financial results.
Company Performance
We are a company that now has a year and a half under its belt as a combined company, and in that
time placed a number of bets to transform ourselves without crashing earnings. We continue to
advance our mission to enable educators to unlock every childs potential for learning, no matter
where their journey begins. We do this by developing and enhancing products and services that
eliminate, or at the very least mitigate, specific learning issues for primarily at-risk students.
In the second quarter of 2011 overall order volume for Cambium Learning Group was up 15% compared
to Q2 2010 and is now favorable for the first six months by 8% compared to 2010. By business unit
for the six months, Sopris was up 23%, Cambium Learning Technologies order volume was up 11%, and
Voyager was up 3%.
While Im very pleased with the quarter, I caution on placing too much emphasis on any three-month
period. In my judgment, a more accurate perspective is analyzing trends. In 2008 and 2009, prior
to the merger, the Companys combined adjusted EBITDA was $34.7 million and $50.8 million,
respectively. In 2010 adjusted EBITDA was $55 million. And for the trailing 12 months, adjusted
EBITDA was $55.2 million. And as Brad will explain, some of the favorable order volume growth will
be recognized into revenue and improve EBITDA in the second half of the year.
The annual cash conversion rate historically has been between 75% to 90%, including $43 million in
2010 (excludes temporary swings in working capital, one-time items, and debt service).
We realized this growth while making significant investments in sales, marketing, and R&D. In 2010
and again in 11, we will invest approximately $20 million in R&D, primarily in technology.
Our strategy to diversify towards more technology-based solutions continues to gain momentum. Over
a third of our adjusted net revenues are from our online and tech-enabled product offerings, as
order volumes for tech-based products continue to outpace orders for non-tech-enabled products.
And as we include technology elements into our blended model we expect this percentage to continue
to rise.
Let me provide some brief comments on the state of each of the units. In the first six months of
the year, Sopris order volume was favorable by 23% versus the same six-month period in the prior
year. Since the merger weve made several investments in the Sopris business unit that are now
yielding success, including development of new solution-based products such as RAVE-O, designed by
renowned neuroscientist, Dr. Maryanne Wolf; the enhancement of DIBELS, our early literacy data
assessment tool; a newly formed sales force; investments in marketing, including e-commerce and
e-marketing; and the use of our authors in the selling and service
process, whose avocation and vocation is often reflected in the products we design based on their
research.
2
Our current focus is to digitize some of our vast content. For example, we recently introduced a
new online degree with the American College of education for our professional development product,
LETRS, called the Louisa Moats Literacy Academy. In this solution we are providing teachers with
greater access to an advanced degree at a lower price point, while arguably learning literacy from
the preeminent literacy expert. The research is clear that teachers have the greatest effect on
student outcomes for at-risk populations.
Cambium Learning Technologies is comprised of Learning A-Z, ExploreLearning, and Kurzweil/
IntelliTools and the unit has been a growth area for the Company. As mentioned, overall order
volume growth for the six months is up 11% compared to the same period last year.
ExploreLearning made our first entrance into mastery-based adaptive instruction with our new online
math program, Reflex, released in April, to enable children to have instant recall of the four
mathematical operations.
Learning A-Z continues to enhance our student-centric capabilities with Raz-Kids, as orders for the
first six months of 2011 are now more than three times what we realized two years ago during the
same period in 2009.
Kurzweil/IntelliTools also experienced a strong Q2, in part due to ongoing investments we continue
to make in product, sales, and marketing.
We made a number of improvements in our technology solutions where we focused our efforts to
improve ease of use. We expanded our direct sales force and in marketing we increased our
e-marketing and community building efforts, creating greater awareness about our products, driving
trials, and increasing leads that should result in serving more students.
In the Voyager unit, order volume increased by 3% in the first six months compared to the same
period last year, while we made significant investments in technology-enabled solutions, sales, and
marketing.
While fiscal austerity is likely to be the new norm over the next few years, our value proposition
on student outcomes and solutions to address difficult learning issues has helped mitigate this
funding environment. Clearly, less funding is not beneficial to us, but we are committed to
continue to provide value, such as our newly relaunched interactive adaptive student-centric
application for adolescents to increase vocabulary acquisition, as well as an online adolescent
literacy capability with the use of adaptive mastery-based and peer-to-peer learning. The latter
solution will be in beta, released in early 2012 and is authored by Dr. Louisa Moats.
Success Story/Industry Recognition.
Dr. Ann Getty, literacy and language facilitator at the West Virginia School for the Deaf and
Blind, began implementing Language in August 2010. Dr. Getty states, and I quote theyre
reading about topics they can relate to, especially the high school students end of quote.
Since implementing Language!, Dr. Getty says she has seen a renewed confidence in the students.
And I quote nothing can make a student feel good about themselves but success. Its amazing to
see how the students feel. This program breeds self confidence end of quote.
3
In addition to student results, our products continue to be recognized by industry peer groups.
Kurzweil won a Stevie award in the category of New Product of the Year, Computer Software.
Learning A-Z won a 2011 CODiE award from the Software and Information Industry Association for
Best Reading English Instructional Solution. And ExploreLearning and Learning A-Z both won awards
from the Association of Education Publishers. ExploreLearning was recognized with the
Distinguished Achievement Award in the science category.
Now, Dave.
Dave Cappellucci: Thank you, Ron. Good afternoon, everyone. Thank you for joining us on this
call.
Voyagers order volume for the second quarter of 2011 increased by 7% from the same period last
year and year-to-date is now favorable by 3%. This growth was primarily driven by higher services
sales, which doubled compared to the second quarter of 2010 offsetting a modest decline in product
sales.
During our first-quarter earnings call we mentioned a number of significant potential sales of our
K-2 reading program, Read Well. We enjoyed success in closing three opportunities, which resulted
in sales in excess of $1 million each in Wichita, Clover Park, Washington, and Fairfax County,
Virginia. Read Well is a highly effective, core reading program targeted at specific needs of
at-risk students and competes with more traditional reading programs in the largest and most
important segment of the market, elementary reading. Historically we have enjoyed one sale in
excess of $1 million in any one year, so we are quite pleased this year to have secured three
geographically disbursed Read Well installations.
Early Literacy sales for the quarter were up 4%, with lower sales of Passport and Universal
Literacy offset by the Read Well gains and higher sales of our Ticket to Read technology offering.
Year-to-date sales of Early Literacy are down approximately 3% from prior year, again, mainly due
to lower sales of Passport.
Both the quarter- and year-to-date decreases were impacted by lower Passport sales from Florida,
some of which is timing and expected to reverse in the third quarter. Our adolescent literacy
order volume was down 3% in the second quarter of 2011 and 2% in the first half of 2011 compared to
the same periods in 2010, with higher sales of our intensive intervention, Language!, helping
offset lower sales of Passport Reading Journeys.
Voyagers math order volume for the second quarter was up approximately 5% from the prior year,
primarily due to the timing of orders for one large account which was received in the first quarter
in 2010, but in the second quarter in 2011. Year-to-date through June, Math sales were down 11%.
Sales of summer school and extended day learning materials were down 8% for the quarter and
approximately 7% for the six months, owing principally to lower sales in Philadelphia which, like
many districts, continues to work through considerable funding reductions.
Sales of our technology offerings, Ticket to Read and VmathLive, while small by comparison, were up
versus prior year by 88% and 48%, respectively, for the quarter and six months. While a majority
of these sales remained tied to sales of the accompanying intervention program, we have recently
enabled more stand-alone sales of these offerings, independent of their related programs use.
4
Order volume of Voyager Services, including product-related training and support, as well as
services delivered independent from sales of our programs, were a little more than double in the
second quarter versus prior year. During the quarter, but not reflected in these numbers, we
secured an additional four schools in our School Turnaround services business, bringing annual
revenues in this area to over $3 million versus $0 a year ago.
The second-quarter performance continues to reflect a challenging funding environment. One recent
study by the Center for Education Policy estimated that 70% of the nations school districts
experienced funding cuts in the 2010-2011 school year just ended. That same study estimates that
figure to increase to 84% of all districts in the 2011-2012 school year just beginning. So we
remain guarded when it comes to forecasting larger purchases which more adversely affect our
Voyager unit.
Id now like to turn the call over to Brad.
Brad Almond: Thanks, Dave.
As Shannan mentioned, I will primarily present results on an adjusted basis for net revenues and
EBITDA. The adjustments are made primarily to remove the impact of the December 8, 2009 merger,
including items such as the costs of the transaction, integration costs, and adjustments to revenue
made for purchase accounting. Adjusted items mainly impact 2010 results and our GAAP results for
2011 and onwards will have less of these adjustments. We will continue to present this adjusted
treatment during 2011 for better comparison with 2010 and to remove other noncash and
nonoperational items typical in EBITDA presentation.
For the three months ended June 30, 2011 we had an order volume increase of 15%. Adjusted revenues
were up 10%. And adjusted EBITDA was up 8%. The improvement in the second quarter allowed us to
make up the declines we had experienced versus the prior year in the first quarter. Recognizing
this dynamic between the first and second quarter, most of my remarks will be for the six months
ended June 30, 2011 unless otherwise noted.
I will focus on my comments on four areas that will better assist you in understanding our results.
Those are one, order volume and the relationship with revenue recognized; two, an examination of
the year-to-date cost of goods sold; three, spending below the gross margin; and, four, highlighted
cash flow items.
Regarding order volume and adjusted revenue on our first-quarter conference call we indicated
that the start of the second quarter was encouraging and that the pipeline was improving. We are
pleased to announce that the second quarter continued on that trajectory and finished strong.
While order volume increased by 8% for the first six months of 2011 versus the first six months of
2010, the adjusted revenues increased a more modest 3%, or $2.7 million.
Why the difference? Three reasons first, there was an increase in the amount of orders for
services whose revenue is delayed until the services have been provided. Secondly, over 40% of the
volume increase came from sales of online subscriptions which will be recognized ratably over the
service period. And third, in 2010, we recognized close to $3 million more in revenues that were
attributed to the prior year sales. Going forward we would expect revenue changes to be more in
line with changes in order volumes, absent any new items that delay revenue recognition.
5
GAAP, or unadjusted, revenues were up $12 million, or 15% versus the first six months of 2010.
$2.7 million of that increase is the result of the order volume increase I just discussed. The
remainder is the effect of 2011 having less impact from purchase accounting reductions on revenue
when compared with 2010.
Regarding the cost of goods sold and gross margin trend We expect gradual improvement to gross
margins over time, due to increased technology-based offerings and from a focus on operating and
procurement efficiencies in this second year post-merger. In the first six months we saw the GAAP
cost of goods sold as a percentage of revenue improve from 53% in 2010 to 48% in 2011. This
improved cost percentage was due to a depressed margin in 2010 as a result of lower revenue
recognized after purchase accounting adjustments, as well as some one-time costs in 2010 from the
integration.
On an adjusted basis we saw an increase in the cost of goods sold as a percentage of revenue from
31% in 2010 to 33% in 2011. This provided adjusted gross margin of 67% in 2011 versus 69% in 2010.
This 2 percentage point decline in gross margin is an improvement over the 5 percentage point
decline we had experienced in Q1. We continue to believe this remaining 2 percentage point margin
decline is a timing issue.
Year-to-date we have experienced an increase in the mix of business for our services and we saw a
corresponding increase in implementation costs which put some upward pressure on costs in the first
half. As the mix changes more towards product sales and technology, we should see the margins
improve in the second half of 2011. Additionally, 2011 procurement metrics are pointing towards
purchasing inventory at meaningfully lower costs. If this procurement trend continues in this
manner, we should see the savings work through cost of goods sold as the inventory levels are
consumed.
Regarding spending below the gross margin on a year-to-date adjusted basis, we spent $5 million
on R&D, $24 million on sales and marketing, and $10 million on G&A. In total this represents an
increase of about $0.5 million versus the prior year. R&D and G&A combined for $0.5 million
decline versus prior year, while sales and marketing increased by about $1 million.
By business unit, spending was increased in our faster growing units of Sopris and CLT by
approximately $2.5 million year-to-date and we reduced spending in shared services and the Voyager
unit by approximately $2 million to offset most of the increase in Sopris and CLT.
Excluded from these spending amounts are capitalized costs. We used cash of $6.7 million in the
first half of 2011 related to capitalized expenditures, which are primarily for development of
online capabilities and curriculum materials. For the same period in 2010 we spent approximately
$5.4 million.
Overall the Company had GAAP net income for the second quarter of $4 million, bringing the
full-year net loss to $6 million. On an adjusted EBITDA basis the Company had EBITDA of $20
million over the first six months of 2011, which was relatively flat compared with the same period
in 2010.
Lastly, regarding cash flow Due to the lower one-time spending in 2011 as a result of the
completion of the merger integration and the collection of our high end-of-year accounts receivable
and our improved order volumes in the beginning of this year, the Company has ended the first six
months with roughly the same cash balance as the beginning of the year at
approximately $13 million. The collection of stronger Q2 sales volume post June 30 has increased
the cash balance further to roughly $26 million as of today.
6
Typically we operate in a negative cash flow in the first half of our fiscal year and positive cash
flow in the second half, whereby we use our revolving line of credit to bridge the two periods.
Im pleased to announce that the positive cash flow developments have allowed us to bridge this
seasonality without having to draw on our revolver.
Additionally, during the quarter we elected to buy back 1.6 million shares of our common stock for
a total outlay of about $5 million.
Lastly, we were pleased to learn on June 25th that Ron was honored by Ernst & Young as Entrepreneur
of the Year in the Social category for the Southwest. Ernst & Young recognizes entrepreneurs and
current leaders around the globe for transforming businesses, economies and communities. We are
particularly honored that this award was made in the Social category, given the intrinsic link
between our financial growth and our ability to improve society through improved student outcomes.
With that, Id like to turn the call over to the Operator for Q&A.
+++q-and-a
Operator: Thank you, sir. We will now begin the question-and-answer session. (Operator
Instructions.) Andrew Finklestein; Barclays Capital.
Andrew Finklestein: A couple questions. First, I just want to make sure I got the numbers right
for this quarter. Its a 15% because you were giving some three-month and some six-months
its a 15% increase in order volume for the second quarter overall for the Company. And then you
gave the three divisions, the 23%, 11%, and the 3%, but that was six month. Is there a three-month
order number growth for Sopris, CLT, and Voyager?
Brad Almond: Sure. So first, Andrew, your question the 15% is correct. That is the three
months ended for the total Company. And for the second quarter Voyager was up by 8%, Cambium
Learning Technologies was up by 31%, Sopris was up by 25%. So again, the total CLG was 15%.
Andrew Finklestein: Okay. All right. And certainly impressive numbers and I know you said not to
extrapolate any one quarter, either good or bad. But I guess or maybe you could tell us how
things are going as we do go into the back half of the year. It seems like its still a difficult
funding environment out there, and just curious as to what you guys are seeing. And is the six
month sort of maybe order level, is that the right way to think about the business going forward?
Or any color you could give us would be great.
Ron Klausner: Well, Ill start. Clearly, as I said, fiscal austerity, we see it among our
customers. We are articulating value. We have a very loyal customer base that sees that we have
made a difference for their students. And so those discussions revolve around funding sources that
they have. But theres a lot of stress and pressure and very, very difficult for us to have
visibility looking forward.
7
I was exceedingly pleased in Q2. Its not as if we had pulled forward in Q2, so the first six
months of the year the value proposition and the message we were able to articulate resonated
with our customers. And then, some of the investments we made, while off of much smaller bases,
weve seen very significant growth. If its our e-commerce sales Dave talked about some of the
web-enabled sales. All of that in sum start to add up to real money. Brad, Dave, anything you
want to add?
Dave Cappellucci: No. I think and certainly not saying that these percentages will hold this
year. But I think as sort of a general rule, you look back a few years in sort of the industry,
the first six, so the larger, so the Voyager unit, revenue was only about 40% of the full year, so
clearly the last six is most of the race. And I think what you see in the numbers we talked
about this a little bit on the first-quarter call the funding constraints are actually fueling a
nice purchase pattern for the smaller footprint, smaller per-student cost items. But the bigger
ones still continue to be a challenge. And I know the quarter for Voyager was better than weve
had in recent past, but its still a bit of a fight out there for these very, very limited
resources. And thats why our caution.
Andrew Finklestein: Right. Do you guys have a sort of pipeline report or backlog report to see
how stuff is progressing in the field to get some visibility?
Dave Cappellucci: Of course.
Ron Klausner: Yes. That is a competency we have as a company. We have a detailed pipeline of all
the units and have odds on the likelihood of success depending upon where we are in the sales
process. But theres again, on the larger deals, theres a lot of stress as far as money. And
so for us to predict moving forward based on a rear-view mirror would be inappropriate.
Andrew Finklestein: Right. But the pipeline for Sopris and CLT, maybe some of the smaller ticket,
is that remain pretty robust?
Ron Klausner: Our pipeline is significantly better than where it was at this point last year.
Andrew Finklestein: Okay. Across the board or in those two segments?
Ron Klausner: In those two segments.
Andrew Finklestein: Okay. Thats helpful. Thank you. And then, I wanted to just follow up on
the R&D. I think you said did you say you spent $5 million? And then just and where that
was headed for the year, if you could go through that, Brad, maybe one more time?
Brad Almond: Correct. We spent youve got to look at it in two different places, actually.
Youve got to look at the R&D that we actually spent, which is roughly $5 million. That would
essentially be the amount we cannot capitalize. And then later on I spoke to a number of roughly
$6 million that we did capitalize, which is a little bit of general CapEx, but mainly its not.
Mainly it is development of curriculum. So our total right now is running about $11 million. And
I think weve previously stated were on track to spend roughly in the $20 million range.
Ron Klausner: That is correct.
Andrew Finklestein: Okay.
Brad Almond: Andrew, let me these numbers are really important, so let me correct those order
numbers for you. I was looking at a report that was without freight. So Voyager, this is
just for the three months ended June 30. The Voyager order volume is up 7%. Sopris is up 28%.
And CLT is up 31%.
8
Andrew Finklestein: 28%, 31% and 7%.
Brad Almond: And 7%, thats correct.
Ron Klausner: Total of 15%.
Andrew Finklestein: Okay. And then I guess the share buyback at the end, can you tell us if
youre thinking about that for the rest of the year and uses of free cash flow? And how much more
capacity I havent checked restricted payments and other language how much more room you guys
have for share buybacks?
Brad Almond: Certainly. I would paint that as an opportunistic event that occurred. I wouldnt
paint it as a consistent strategy going forward. So the opportunity presented itself. We looked
at the price, felt it was pretty compelling. And so we acted. I dont believe that one payment
would actually count against our basket, because the funds used for that were actually at a CLG
level. And so I dont think that would count against that basket. I think that basket would be
completely intact for the remainder if we did any more.
Andrew Finklestein: Oh, so that was like the holding company cash?
Brad Almond: [You did.] And we had roughly $5 million in the holding company and we used it for
that purpose. So theres
Andrew Finklestein: Okay. And thoughts on uses of free cash flow sort of as we get through the
year?
Brad Almond: Im sorry, Andrew. Say that again?
Andrew Finklestein: Just any thoughts you guys have on uses of free cash for this year?
Brad Almond: Right now, the intent all along has been to use free cash flow one was first to
avoid pulling [it out of] our revolver, which we announced today we did. Free cash flow was good.
So we have not had to have a reliance upon debt. That was step number one. Now, clearly were
essentially past that. And now the free cash flow would be free enough for things such as M&A type
activities. Again, thats at our boards discretion. But our stated purpose all along is to do
logical tuck-in acquisitions. That would be the most reasonable use of cash in the near term.
Andrew Finklestein: Okay. Great. Thanks.
Operator: Randy Baron; SM Investors.
Randy Baron: Brad, let me just drill down on the share buyback topic you just raised. Im not
sure what that phrase means intact for the remainder. So what is the limitations? You said
theres a basket thats maxed out.
Brad Almond: There is a basket and we havent maxed it out. We havent tapped it at all. So
unfortunately, I dont have the offer memorandum in front of me. I dont recall the basket amount.
I can find out and get back to you. Its filed, but I cannot recall how much that baskets
for, so I dont want to misstate that. But my point was to say that the purchase of those shares
in our opinion did not count against that basket.
9
Randy Baron: Okay. Was it part of a I know you said it was opportunistic, but was it part of
an approved board-level share buyback program? And if so, whats the maximum amount approved?
Brad Almond: It was not part of a board-authorized share buyback program. It was a one-time
opportunistic item. If we had a board-approved share buyback program that had a max, that would be
public. So we dont have that. This was a one-time item that the Board did approve and we acted
on that one alone.
Randy Baron: Okay. And then just last question on this given that youre going to swing to
cash flow positivity in the second quarter, like you did earlier, or in the second half like you
did earlier, whats the prospects for a similar thing should an opportunity arise in the market?
And then also, related to that, why share buyback when the debt is $25 million higher from year end
last year?
Brad Almond: Its a great question. So again, that one was one-time, somewhat opportunistic. I
would not want to speak on behalf of our board as to whether or not if another one arose would we
choose to do so. Weve held for a while that the current stock value in our opinion is low. Were
trading at an EBITDA multiple that we think is quite low. So, again, that one looked pretty
attractive. But, again, its not part of a standard program. But I cant speak for whether or not
the Board would approve or disapprove another one if it were to arise.
Randy Baron: And on the top of share repurchase versus debt buyback? And thats it for me.
Brad Almond: On the question of whether or not on the share repurchase versus the debt?
Randy Baron: Right. Debts up $25 million, at least between the year end and the first quarter.
Its kind of unchanged, first quarter, second quarter.
Brad Almond: Right.
Randy Baron: Im just curious on a philosophical level, why share repurchase versus debt buyback
for you guys?
Brad Almond: I hope were not reading too much into this as a standard methodology of what were
intending to do. Again, this was a one-time item. So now the debt was done significantly ahead of
this stock buyback and it emerged after the debt deal was set. So the two decisions were not
mutually exclusive. So the debt was structured in a way we thought was conducive to our strategy
to do M&A. And then the share buyback presented itself. And we decided so the two decisions
were made somewhat independently from one another.
Randy Baron: Okay. Thanks.
Operator: Eli Lapp; Tricadia.
Eli Lap Actually, I had a question regarding your M&A philosophy. You said that your free cash
would be used mostly for M&A transactions. Could you give us sort of a sense of what multiples
look like, and especially in relation to where you think you said your stock is cheap. So could
you give us a relative comparison about what multiples look like out there?
10
Ron Klausner: Go ahead, Dave. Why dont you lead it?
Dave Cappellucci: Well, I think without sort of commenting on any one thing that we might be
looking at, unfortunately, depending on you have a property, they tend to be all over the map.
I think heres been a couple of large ones done in the last six months. Pearson buying Schoolnet
is of some note. Obviously the News Corp/Wireless. And we see those as excessively high. And I
think, again, when were when Brad mentioned very focused, strategic tuck-ins, I think its safe
to assume that the multiples in those kinds of opportunities would be quite a bit lower and much
more suitable for virtually insuring some attractive return to the Company. Yes, I think its
some of the more recent larger ones that have been out there, I think we would view as a bit out of
line.
Eli Lap Should we use your multiple as a gauge? I mean, could you give us a sense of how you
would think about your multiple in relation to the multiples you would potentially consider as
acquisition candidates?
Dave Cappellucci: I wouldnt, only because I just dont think that thats imminently sort of
generalizable. I think when theres tuck-ins and synergies to be realized, et cetera, the
effective multiple could be quite a bit different than our sort of going in. And so I think maybe
well just kind of leave it at that. But I dont know that I would use that, really, as any kind
of a yardstick.
Ron Klausner: This is not your exact question, but let me try to build on that a little bit. We
look for applications that we like in the core principles we have to solve or mitigate some
problems. And we ask ourselves, do we believe we could scale it. Do we like the mousetraps? Do
we like the products? Can we scale those things, scale it either because of our selling and
marketing acumen, scale it because of service? But there are a number of very, very nice
capabilities and solutions out there. We have seen, to Daves point, some high, high multiples.
But weve had a track record of success in this area and were working on a number right now and do
expect we will close something moving forward in these next several months.
Eli Lap Okay. And then last question can you tell us exactly how many shares you bought during
the quarter? And I think you said $5 million, but is that like a rounded number?
Brad Almond: Its awfully close to $5 million. I dont have the exact number. I think Barbara
may hand it to me here. Its about 1.6 million shares. So its actually 1,643,507. The share
price was $3.00 a share.
Eli Lap Okay. Got it. Thank you.
Operator: Well, it appears that we have no further questions at this time. We will go ahead and
conclude our question-and-answer session. I would now like to turn the conference over to Mr. Brad
Almond for any closing remarks. Mr. Almond?
Brad Almond: [Sure.] Id just like to thank everybody for their attendance on the call and for
their questions. And we look forward to updating you after we close our third quarter. Thanks
again.
Operator: And we thank you, sir, and to management for your time. The conference call is now
concluded. We thank you all for attending. At this time you may disconnect your lines. Thank you
and have a good afternoon.
11