SEGMENT REPORTING | 16. SEGMENT REPORTING The Company’s segment information is presented in accordance with a “management approach,” which designates the internal reporting used by the chief operating decision-maker (“CODM”) for deciding how to allocate resources and for assessing performance. Our CODM is our Chief Executive Officer and President. Our CODM conducts our operations through two operating segments, our technology segment and our financing segment. Our technology segment includes sales of information technology products, third-party software, third-party maintenance, advanced professional and managed services and our proprietary software to commercial, state and local governments, and government contractors. Our financing segment consists of the financing of IT equipment, software and related services to commercial, state and local governments, and government contractors. Our CODM uses several measures to allocate resources and assess performance. Our reported measure is earnings before taxes. Our reportable segment information was as follows (in thousands): Fiscal Year Ended March 31, 2019 March 31, 2018 March 31, 2017 Technology Financing Total Technology Financing Total Technology Financing Total Sales Product $ 1,180,042 $ 43,153 $ 1,223,195 $ 1,243,270 $ 46,037 $ 1,289,307 $ 1,197,503 $ 36,841 $ 1,234,344 Service 149,478 - 149,478 129,495 - 129,495 97,434 - 97,434 Net sales 1,329,520 43,153 1,372,673 1,372,765 46,037 1,418,802 1,294,937 36,841 $ 1,331,778 Cost of Sales Product 945,037 7,427 952,464 1,013,748 9,842 1,023,590 971,648 6,831 978,479 Service 89,821 - 89,821 71,730 - 71,730 53,540 - 53,540 Cost of sales 1,034,858 7,427 1,042,285 1,085,478 9,842 1,095,320 1,025,188 6,831 1,032,019 Gross Profit 294,662 35,726 330,388 287,288 36,195 323,482 269,749 30,010 299,759 Selling, general, and administrative 226,112 10,970 237,082 214,980 13,147 228,127 193,594 11,638 205,232 Depreciation and amortization 11,812 12 11,824 9,918 3 9,921 7,243 9 7,252 Interest and financing costs - 1,948 1,948 - 1,195 1,195 - 1,543 1,543 Operating expenses 237,924 12,930 250,854 224,898 14,345 239,243 200,837 13,190 214,027 Operating income 56,738 22,796 79,534 62,389 21,850 84,239 68,912 16,820 85,732 Other income (expense) 6,696 (348 ) 380 Earnings before tax $ 86,230 $ 83,891 $ 86,112 Net Sales Contracts with customers $ 1,308,405 $ 3,577 $ 1,311,982 $ 1,356,225 $ 13,732 $ 1,369,957 $ 1,261,078 $ 7,355 $ 1,268,433 Financing and other 21,115 39,576 60,691 16,540 32,305 48,845 33,859 29,486 63,345 Net sales $ 1,329,520 $ 43,153 $ 1,372,673 $ 1,372,765 $ 46,037 $ 1,418,802 $ 1,294,937 $ 36,841 $ 1,331,778 Selected Financial Data - Statement of Cash Flow Depreciation and amortization $ 12,661 $ 5,978 $ 18,639 $ 10,461 $ 5,366 $ 15,827 $ 7,365 $ 4,366 $ 11,731 Purchases of property, equipment and operating lease equipment $ 6,042 $ 5,587 $ 11,629 $ 5,353 $ 2,237 $ 7,590 $ 3,356 $ 6,202 $ 9,558 Selected Financial Data - Balance Sheet Total assets $ 607,998 $ 178,200 $ 786,198 $ 537,776 $ 217,695 $ 755,471 $ 533,560 $ 208,160 $ 741,720 Technology Segment Disaggregation of Revenue We analyze net sales for our technology segment by customer end market and by vendor, as opposed to discrete product and service categories, which are summarized below (in thousands): Fiscal Year Ended March 31, 2019 2018 2017 Customer end market: Technology $ 293,362 $ 330,241 $ 302,097 Telecom, Media & Entertainment 175,260 194,292 195,237 Financial Services 202,074 201,712 166,179 SLED 223,330 234,141 266,070 Healthcare 193,754 189,889 143,154 All others 241,740 222,490 220,200 Net sales 1,329,520 1,372,765 1,294,937 Financing and other (21,115 ) (16,540 ) (33,859 ) Revenue from contracts with customers $ 1,308,405 $ 1,356,225 $ 1,261,078 Fiscal Year Ended March 31, 2019 2018 2017 Vendor Cisco Systems $ 556,182 $ 582,419 $ 604,111 NetApp 48,858 54,821 69,096 HP Inc. & HPE 74,348 86,675 77,977 Dell / EMC 61,284 54,294 56,124 Arista Networks 57,850 52,521 13,757 Juniper 48,943 44,623 67,924 All others 482,055 497,412 405,948 Net sales 1,329,520 1,372,765 1,294,937 Financing and other (21,115 ) (16,540 ) (33,859 ) Revenue from contracts with customers $ 1,308,405 $ 1,356,225 $ 1,261,078 Financing Segment Disaggregation of Revenue We analyze our revenues within our financing segment based on the nature of the arrangement, and our revenues from contracts with customers consist of proceeds from the sale of off-lease equipment. Year Ended March 31, 2019 2018 2017 Net sales: U.S. $ 1,284,482 $ 1,349,254 $ 1,296,094 Non U.S. 88,191 69,548 35,684 Total $ 1,372,673 $ 1,418,802 $ 1,331,778 As of March 31, 2019 2018 Long-lived tangible assets: U.S. $ 32,570 $ 24,445 Non U.S. 1,156 494 Total $ 33,726 $ 24,939 Our long-lived tangible assets include property and equipment-net, operating leases-net, and equipment that has been returned to us at the termination of the lease. For the year ended March 31, 2018 and 2017, sales to a large technology company were approximately 12% and 13% of net sales, respectively, all of which related to our technology segment. No single customer accounted for more than 10% of net sales for the year ended March 31, 2019. |