SEGMENT REPORTING | 17. 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, 2020 March 31, 2019 March 31, 2018 Technology Financing Total Technology Financing Total Technology Financing Total Sales Product $ 1,337,022 $ 58,266 $ 1,395,288 $ 1,180,042 $ 43,153 $ 1,223,195 $ 1,243,270 $ 46,037 $ 1,289,307 Service 193,116 - 193,116 149,478 - 149,478 129,495 - 129,495 Net sales $ 1,530,138 $ 58,266 $ 1,588,404 $ 1,329,520 $ 43,153 $ 1,372,673 $ 1,372,765 $ 46,037 $ 1,418,802 Cost of Sales Product 1,069,110 7,663 1,076,773 945,037 7,427 952,464 1,013,748 9,842 1,023,590 Service 120,440 - 120,440 89,821 - 89,821 71,730 - 71,730 Total cost of sales 1,189,550 7,663 1,197,213 1,034,858 7,427 1,042,285 1,085,478 9,842 1,095,320 Gross Profit 340,588 50,603 391,191 294,662 35,726 330,388 287,287 36,195 323,482 Selling, general, and administrative 264,123 15,059 279,182 226,112 10,970 237,082 214,980 13,147 228,127 Depreciation and amortization 14,016 140 14,156 11,812 12 11,824 9,918 3 9,921 Interest and financing costs 294 2,280 2,574 - 1,948 1,948 - 1,195 1,195 Operating expenses 278,433 17,479 295,912 237,924 12,930 250,854 224,898 14,345 239,243 Operating income 62,155 33,124 95,279 56,738 22,796 79,534 62,389 21,850 84,239 Other income 680 6,696 (348 ) Earnings before tax $ 95,959 $ 86,230 $ 83,891 Net Sales Contracts with customers $ 1,514,507 $ 4,589 $ 1,519,096 $ 1,308,405 $ 3,577 $ 1,311,982 $ 1,356,225 $ 13,732 $ 1,369,957 Financing and other 15,631 53,677 69,308 21,115 39,576 60,691 16,540 32,305 48,845 Net Sales $ 1,530,138 $ 58,266 $ 1,588,404 $ 1,329,520 $ 43,153 $ 1,372,673 $ 1,372,765 $ 46,037 $ 1,418,802 Selected Financial Data - Statement of Cash Flow Depreciation and amortization $ 14,516 $ 4,640 $ 19,156 $ 12,661 $ 5,978 $ 18,639 $ 10,461 $ 5,366 $ 15,827 Purchases of property, equipment and operating lease equipment $ 4,842 $ 2,167 $ 7,009 $ 6,042 $ 5,587 $ 11,629 $ 5,353 $ 2,237 $ 7,590 Selected Financial Data - Balance Sheet Total assets $ 709,854 $ 199,259 $ 909,113 $ 607,998 $ 178,200 $ 786,198 $ 537,776 $ 217,695 $ 755,471 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, 2020 2019 2018 Customer end market: Technology $ 324,239 $ 293,362 $ 330,241 Telecom, Media & Entertainment 289,958 175,260 194,292 Financial Services 191,679 202,074 201,712 SLED 243,092 223,330 234,141 Healthcare 233,894 193,754 189,889 All others 247,276 241,740 222,490 Net sales 1,530,138 1,329,520 1,372,765 Financing and other (15,631 ) (21,115 ) (16,540 ) Revenue from contracts with customers $ 1,514,507 $ 1,308,405 $ 1,356,225 Fiscal Year Ended March 31, 2020 2019 2018 Vendor Cisco Systems $ 607,719 $ 556,182 $ 582,419 NetApp 59,812 48,858 54,821 HP Inc. & HPE 71,802 74,348 86,675 Dell / EMC 84,939 61,284 54,294 Arista Networks 75,281 57,850 52,521 Juniper 68,339 48,943 44,623 All others 562,246 482,055 497,412 Net sales 1,530,138 1,329,520 1,372,765 Financing and other (15,631 ) (21,115 ) (16,540 ) Revenue from contracts with customers $ 1,514,507 $ 1,308,405 $ 1,356,225 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. Geographic information The geographic information for the years ended March 31, 2020, 2019 and 2018 was as follows (in thousands): Year Ended March 31, 2020 2019 2018 Net sales: US $ 1,508,329 $ 1,284,482 $ 1,349,254 Non US 80,075 88,191 69,548 Total $ 1,588,404 $ 1,372,673 $ 1,418,802 As of March 31, 2020 2019 Long-lived tangible assets: US $ 38,297 $ 32,570 Non US 1,233 1,156 Total $ 39,530 $ 33,726 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. Sales to a large telecom company represented of net sales for the year ended March 31, 2020, all of which related to our technology segment. Sales to no one customer exceeded 10% of net sales for the year ended March 31, 2019. Sales to a large technology company were approximately of net sales for the year ended March 31, 2018, all of which related to our technology segment. |