Attached files
file | filename |
---|---|
8-K - 8-K - ROSETTA STONE INC | a12-6088_18k.htm |
EX-99.1 - EX-99.1 - ROSETTA STONE INC | a12-6088_1ex99d1.htm |
EX-99.2 - EX-99.2 - ROSETTA STONE INC | a12-6088_1ex99d2.htm |
Exhibit 99.3
Rosetta Stone Inc.
Business Metrics
(in thousands)
|
|
Quarter-Ended |
|
|
|
Quarter-Ended |
|
|
|
Quarter-Ended |
|
|
| ||||||||||||||||||
|
|
3/31/09 |
|
6/30/09 |
|
09/30/09 |
|
12/31/09 |
|
2009 |
|
3/31/10 |
|
6/30/10 |
|
9/30/10 |
|
12/31/10 |
|
2010 |
|
3/31/11 |
|
6/30/11 |
|
9/30/11 |
|
12/31/11 |
|
2011 |
|
Net Bookings by Market |
|
|
|
|
|
|
|
|
|
|
|
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|
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|
|
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|
|
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|
|
|
|
|
|
|
|
|
|
|
US Consumer |
|
39,364 |
|
42,592 |
|
50,685 |
|
58,900 |
|
191,541 |
|
41,631 |
|
38,746 |
|
41,138 |
|
52,243 |
|
173,758 |
|
29,814 |
|
36,828 |
|
35,562 |
|
54,786 |
|
156,990 |
|
International Consumer |
|
2,482 |
|
3,054 |
|
4,188 |
|
7,861 |
|
17,585 |
|
10,029 |
|
8,177 |
|
9,860 |
|
15,176 |
|
43,242 |
|
14,996 |
|
12,910 |
|
11,945 |
|
14,589 |
|
54,440 |
|
Worldwide Consumer |
|
41,846 |
|
45,646 |
|
54,873 |
|
66,761 |
|
209,126 |
|
51,660 |
|
46,923 |
|
50,998 |
|
67,419 |
|
217,000 |
|
44,810 |
|
49,738 |
|
47,507 |
|
69,375 |
|
211,430 |
|
|
|
|
|
|
|
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|
|
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|
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|
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|
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|
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|
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|
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Worldwide Institutional |
|
8,397 |
|
13,331 |
|
21,285 |
|
10,495 |
|
53,508 |
|
9,108 |
|
17,110 |
|
22,307 |
|
14,395 |
|
62,920 |
|
10,770 |
|
16,973 |
|
18,555 |
|
15,459 |
|
61,757 |
|
Total |
|
50,243 |
|
58,977 |
|
76,158 |
|
77,256 |
|
262,634 |
|
60,768 |
|
64,033 |
|
73,305 |
|
81,814 |
|
279,920 |
|
55,580 |
|
66,711 |
|
66,062 |
|
84,834 |
|
273,187 |
|
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|
YoY Growth (%) |
|
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|
|
|
|
|
|
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|
|
US Consumer |
|
39 |
% |
13 |
% |
4 |
% |
8 |
% |
13 |
% |
6 |
% |
-9 |
% |
-19 |
% |
-11 |
% |
-9 |
% |
-28 |
% |
-5 |
% |
-14 |
% |
5 |
% |
-10 |
% |
International Consumer |
|
15 |
% |
65 |
% |
90 |
% |
178 |
% |
94 |
% |
304 |
% |
168 |
% |
135 |
% |
93 |
% |
146 |
% |
50 |
% |
58 |
% |
21 |
% |
-4 |
% |
26 |
% |
Worldwide Consumer |
|
37 |
% |
15 |
% |
8 |
% |
17 |
% |
17 |
% |
23 |
% |
3 |
% |
-7 |
% |
1 |
% |
4 |
% |
-13 |
% |
6 |
% |
-7 |
% |
3 |
% |
-3 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
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|
|
|
|
|
|
|
|
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|
|
|
|
|
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|
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|
|
Worldwide Institutional |
|
70 |
% |
51 |
% |
75 |
% |
27 |
% |
56 |
% |
8 |
% |
28 |
% |
5 |
% |
37 |
% |
18 |
% |
18 |
% |
-1 |
% |
-17 |
% |
7 |
% |
-2 |
% |
Total |
|
42 |
% |
22 |
% |
21 |
% |
18 |
% |
24 |
% |
21 |
% |
9 |
% |
-4 |
% |
6 |
% |
7 |
% |
-9 |
% |
4 |
% |
-10 |
% |
4 |
% |
-2 |
% |
|
|
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% of Total Net Bookings |
|
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|
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|
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|
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|
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|
|
US Consumer |
|
78 |
% |
72 |
% |
67 |
% |
76 |
% |
73 |
% |
69 |
% |
60 |
% |
56 |
% |
64 |
% |
62 |
% |
54 |
% |
55 |
% |
54 |
% |
65 |
% |
57 |
% |
International Consumer |
|
5 |
% |
5 |
% |
5 |
% |
10 |
% |
7 |
% |
16 |
% |
13 |
% |
14 |
% |
18 |
% |
15 |
% |
27 |
% |
20 |
% |
18 |
% |
17 |
% |
20 |
% |
Worldwide Consumer |
|
83 |
% |
77 |
% |
72 |
% |
86 |
% |
80 |
% |
85 |
% |
73 |
% |
70 |
% |
82 |
% |
78 |
% |
81 |
% |
75 |
% |
72 |
% |
82 |
% |
77 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Worldwide Institutional |
|
17 |
% |
23 |
% |
28 |
% |
14 |
% |
20 |
% |
15 |
% |
27 |
% |
30 |
% |
18 |
% |
23 |
% |
19 |
% |
25 |
% |
28 |
% |
18 |
% |
23 |
% |
Total |
|
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
|
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Revenue by Market |
|
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|
|
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|
|
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|
|
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|
|
|
|
|
|
US Consumer |
|
39,348 |
|
41,899 |
|
51,254 |
|
59,255 |
|
191,756 |
|
41,407 |
|
38,748 |
|
36,902 |
|
44,516 |
|
161,573 |
|
28,061 |
|
38,606 |
|
37,710 |
|
52,794 |
|
157,171 |
|
International Consumer |
|
2,475 |
|
3,013 |
|
4,093 |
|
7,728 |
|
17,309 |
|
9,815 |
|
7,651 |
|
9,708 |
|
15,516 |
|
42,690 |
|
14,601 |
|
12,014 |
|
11,002 |
|
13,238 |
|
50,855 |
|
Worldwide Consumer |
|
41,823 |
|
44,912 |
|
55,347 |
|
66,983 |
|
209,065 |
|
51,222 |
|
46,399 |
|
46,610 |
|
60,032 |
|
204,263 |
|
42,662 |
|
50,620 |
|
48,712 |
|
66,032 |
|
208,026 |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Worldwide Institutional |
|
8,461 |
|
11,548 |
|
11,869 |
|
11,328 |
|
43,206 |
|
11,792 |
|
14,249 |
|
14,316 |
|
14,248 |
|
54,605 |
|
14,316 |
|
16,123 |
|
15,490 |
|
14,494 |
|
60,423 |
|
Total |
|
50,284 |
|
56,460 |
|
67,216 |
|
78,311 |
|
252,271 |
|
63,014 |
|
60,648 |
|
60,926 |
|
74,280 |
|
258,868 |
|
56,978 |
|
66,743 |
|
64,202 |
|
80,526 |
|
268,449 |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
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|
|
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|
|
|
|
|
|
|
|
YoY Growth (%) |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
US Consumer |
|
44 |
% |
13 |
% |
5 |
% |
8 |
% |
14 |
% |
5 |
% |
-8 |
% |
-28 |
% |
-25 |
% |
-16 |
% |
-32 |
% |
0 |
% |
2 |
% |
19 |
% |
-3 |
% |
International Consumer |
|
21 |
% |
65 |
% |
89 |
% |
168 |
% |
94 |
% |
297 |
% |
154 |
% |
137 |
% |
101 |
% |
147 |
% |
49 |
% |
57 |
% |
13 |
% |
-15 |
% |
19 |
% |
Worldwide Consumer |
|
42 |
% |
16 |
% |
9 |
% |
16 |
% |
18 |
% |
22 |
% |
3 |
% |
-16 |
% |
-10 |
% |
-2 |
% |
-17 |
% |
9 |
% |
5 |
% |
10 |
% |
2 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Worldwide Institutional |
|
36 |
% |
30 |
% |
32 |
% |
35 |
% |
33 |
% |
39 |
% |
23 |
% |
21 |
% |
26 |
% |
26 |
% |
21 |
% |
13 |
% |
8 |
% |
2 |
% |
11 |
% |
Total |
|
41 |
% |
18 |
% |
12 |
% |
18 |
% |
20 |
% |
25 |
% |
7 |
% |
-9 |
% |
-5 |
% |
3 |
% |
-10 |
% |
10 |
% |
5 |
% |
8 |
% |
4 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
% of Total Revenue |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
US Consumer |
|
78 |
% |
74 |
% |
76 |
% |
76 |
% |
76 |
% |
66 |
% |
64 |
% |
61 |
% |
60 |
% |
62 |
% |
49 |
% |
58 |
% |
59 |
% |
66 |
% |
58 |
% |
International Consumer |
|
5 |
% |
6 |
% |
6 |
% |
10 |
% |
7 |
% |
15 |
% |
13 |
% |
16 |
% |
21 |
% |
17 |
% |
26 |
% |
18 |
% |
17 |
% |
16 |
% |
19 |
% |
Worldwide Consumer |
|
83 |
% |
80 |
% |
82 |
% |
86 |
% |
83 |
% |
81 |
% |
77 |
% |
77 |
% |
81 |
% |
79 |
% |
75 |
% |
76 |
% |
76 |
% |
82 |
% |
77 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Worldwide Institutional |
|
17 |
% |
20 |
% |
18 |
% |
14 |
% |
17 |
% |
19 |
% |
23 |
% |
23 |
% |
19 |
% |
21 |
% |
25 |
% |
24 |
% |
24 |
% |
18 |
% |
23 |
% |
Total |
|
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
Rosetta Stone Inc.
Business Metrics
(in thousands)
|
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|
Quarter-Ended |
|
|
|
Quarter-Ended |
|
|
|
Quarter-Ended |
|
|
| |||||||||||||||||||||||||||||||||
|
|
3/31/09 |
|
6/30/09 |
|
09/30/09 |
|
12/31/09 |
|
2009 |
|
3/31/10 |
|
6/30/10 |
|
9/30/10 |
|
12/31/10 |
|
2010 |
|
3/31/11 |
|
6/30/11 |
|
9/30/11 |
|
12/31/11 |
|
2011 |
| |||||||||||||||
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| |||||||||||||||
Consumer Revenue by Channel |
|
|
|
|
|
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|
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| |||||||||||||||
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|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
DTC |
|
24,946 |
|
26,356 |
|
29,408 |
|
35,080 |
|
115,790 |
|
31,026 |
|
25,142 |
|
27,500 |
|
34,496 |
|
118,164 |
|
31,856 |
|
30,984 |
|
31,177 |
|
42,368 |
|
136,385 |
| |||||||||||||||
Kiosk |
|
8,221 |
|
9,316 |
|
9,832 |
|
13,195 |
|
40,564 |
|
9,391 |
|
8,683 |
|
7,392 |
|
9,533 |
|
34,999 |
|
7,312 |
|
7,368 |
|
6,987 |
|
8,504 |
|
30,171 |
| |||||||||||||||
Global Retail |
|
7,183 |
|
7,681 |
|
13,500 |
|
17,530 |
|
45,894 |
|
9,608 |
|
11,200 |
|
9,832 |
|
15,413 |
|
46,053 |
|
2,585 |
|
10,752 |
|
9,015 |
|
14,265 |
|
36,616 |
| |||||||||||||||
Home School |
|
1,473 |
|
1,559 |
|
2,607 |
|
1,178 |
|
6,817 |
|
1,197 |
|
1,374 |
|
1,886 |
|
590 |
|
5,047 |
|
909 |
|
1,516 |
|
1,533 |
|
895 |
|
4,854 |
| |||||||||||||||
Total |
|
41,823 |
|
44,912 |
|
55,347 |
|
66,983 |
|
209,065 |
|
51,222 |
|
46,399 |
|
46,610 |
|
60,032 |
|
204,263 |
|
42,662 |
|
50,620 |
|
48,712 |
|
66,032 |
|
208,026 |
| |||||||||||||||
|
|
|
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|
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|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
YoY Growth (%) |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
DTC |
|
32 |
% |
27 |
% |
10 |
% |
15 |
% |
20 |
% |
24 |
% |
-5 |
% |
-6 |
% |
-2 |
% |
2 |
% |
3 |
% |
23 |
% |
13 |
% |
23 |
% |
15 |
% | |||||||||||||||
Kiosk |
|
34 |
% |
16 |
% |
-2 |
% |
9 |
% |
12 |
% |
14 |
% |
-7 |
% |
-25 |
% |
-28 |
% |
-14 |
% |
-22 |
% |
-15 |
% |
-5 |
% |
-11 |
% |
-14 |
% | |||||||||||||||
Global Retail |
|
101 |
% |
-12 |
% |
52 |
% |
31 |
% |
32 |
% |
34 |
% |
46 |
% |
-27 |
% |
-12 |
% |
0 |
% |
-73 |
% |
-4 |
% |
-8 |
% |
-7 |
% |
-20 |
% | |||||||||||||||
Home School |
|
106 |
% |
12 |
% |
-50 |
% |
-37 |
% |
-26 |
% |
-19 |
% |
-12 |
% |
-28 |
% |
-50 |
% |
-26 |
% |
-24 |
% |
10 |
% |
-19 |
% |
52 |
% |
-4 |
% | |||||||||||||||
Total |
|
42 |
% |
16 |
% |
9 |
% |
16 |
% |
18 |
% |
22 |
% |
3 |
% |
-16 |
% |
-10 |
% |
-2 |
% |
-17 |
% |
9 |
% |
5 |
% |
10 |
% |
2 |
% | |||||||||||||||
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
% of Total Consumer Revenue |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
DTC |
|
60 |
% |
59 |
% |
53 |
% |
52 |
% |
55 |
% |
61 |
% |
54 |
% |
59 |
% |
57 |
% |
58 |
% |
75 |
% |
61 |
% |
64 |
% |
64 |
% |
66 |
% | |||||||||||||||
Kiosk |
|
20 |
% |
21 |
% |
18 |
% |
20 |
% |
20 |
% |
18 |
% |
19 |
% |
16 |
% |
16 |
% |
17 |
% |
17 |
% |
15 |
% |
14 |
% |
13 |
% |
15 |
% | |||||||||||||||
Global Retail |
|
17 |
% |
17 |
% |
24 |
% |
26 |
% |
22 |
% |
19 |
% |
24 |
% |
21 |
% |
26 |
% |
23 |
% |
6 |
% |
21 |
% |
19 |
% |
22 |
% |
17 |
% | |||||||||||||||
Home School |
|
3 |
% |
3 |
% |
5 |
% |
2 |
% |
3 |
% |
2 |
% |
3 |
% |
4 |
% |
1 |
% |
2 |
% |
2 |
% |
3 |
% |
3 |
% |
1 |
% |
2 |
% | |||||||||||||||
Total |
|
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% | |||||||||||||||
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
Unit Metrics Updated |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
Consumer unit volume (in thousands) |
|
120.3 |
|
124.1 |
|
156.7 |
|
195.6 |
|
596.7 |
|
132.1 |
|
120.0 |
|
128.3 |
|
173.4 |
|
553.8 |
|
114.2 |
|
139.9 |
|
145.7 |
|
221.7 |
|
621.5 |
| |||||||||||||||
Average Net Revenue per Unit (on a bookings basis) |
|
$ |
348 |
|
$ |
368 |
|
$ |
350 |
|
$ |
341 |
|
$ |
350 |
|
$ |
391 |
|
$ |
391 |
|
$ |
397 |
|
$ |
389 |
|
$ |
392 |
|
$ |
392 |
|
$ |
355 |
|
$ |
326 |
|
$ |
313 |
|
$ |
340 |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
YoY Unit Metrics Growth (%) |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
Consumer unit volume |
|
9 |
% |
-9 |
% |
-2 |
% |
12 |
% |
3 |
% |
10 |
% |
-3 |
% |
-18 |
% |
-11 |
% |
-7 |
% |
-14 |
% |
17 |
% |
14 |
% |
28 |
% |
12 |
% | |||||||||||||||
Average Net Revenue per Unit (on a bookings basis) |
|
26 |
% |
27 |
% |
10 |
% |
4 |
% |
14 |
% |
12 |
% |
6 |
% |
14 |
% |
14 |
% |
12 |
% |
0 |
% |
-9 |
% |
-18 |
% |
-20 |
% |
-13 |
% | |||||||||||||||
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
# of Kiosks (end of period) |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
US |
|
154 |
|
172 |
|
207 |
|
201 |
|
201 |
|
190 |
|
186 |
|
180 |
|
173 |
|
173 |
|
144 |
|
117 |
|
114 |
|
103 |
|
103 |
| |||||||||||||||
Europe |
|
3 |
|
6 |
|
10 |
|
9 |
|
9 |
|
9 |
|
10 |
|
13 |
|
15 |
|
15 |
|
15 |
|
16 |
|
14 |
|
13 |
|
13 |
| |||||||||||||||
Asia Pacific |
|
4 |
|
5 |
|
7 |
|
32 |
|
32 |
|
41 |
|
50 |
|
64 |
|
71 |
|
71 |
|
78 |
|
76 |
|
69 |
|
58 |
|
58 |
| |||||||||||||||
Total # of Kiosks (end of period) |
|
161 |
|
183 |
|
224 |
|
242 |
|
242 |
|
240 |
|
246 |
|
257 |
|
259 |
|
259 |
|
237 |
|
209 |
|
197 |
|
174 |
|
174 |
| |||||||||||||||
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
Revenues by Geography |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
United States |
|
47,477 |
|
53,128 |
|
62,379 |
|
69,820 |
|
232,804 |
|
52,476 |
|
52,139 |
|
50,390 |
|
57,624 |
|
212,629 |
|
41,271 |
|
53,418 |
|
51,708 |
|
65,725 |
|
212,122 |
| |||||||||||||||
International |
|
2,807 |
|
3,332 |
|
4,837 |
|
8,491 |
|
19,467 |
|
10,538 |
|
8,509 |
|
10,536 |
|
16,656 |
|
46,239 |
|
15,707 |
|
13,325 |
|
12,494 |
|
14,801 |
|
56,327 |
| |||||||||||||||
Total |
|
50,284 |
|
56,460 |
|
67,216 |
|
78,311 |
|
252,271 |
|
63,014 |
|
60,648 |
|
60,926 |
|
74,280 |
|
258,868 |
|
56,978 |
|
66,743 |
|
64,202 |
|
80,526 |
|
268,449 |
| |||||||||||||||
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
Revenues by Geography (as a %) |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |||||||||||||||
United States |
|
94 |
% |
94 |
% |
93 |
% |
89 |
% |
92 |
% |
83 |
% |
86 |
% |
83 |
% |
78 |
% |
82 |
% |
72 |
% |
80 |
% |
81 |
% |
82 |
% |
79 |
% | |||||||||||||||
International |
|
6 |
% |
6 |
% |
7 |
% |
11 |
% |
8 |
% |
17 |
% |
14 |
% |
17 |
% |
22 |
% |
18 |
% |
28 |
% |
20 |
% |
19 |
% |
18 |
% |
21 |
% | |||||||||||||||
Total |
|
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |
100 |
% |