Revenue Recognition | NOTE 5. REVENUE RECOGNITION We recognize revenue in accordance with ASC 606, “ Revenue from Contracts with Customers” Identification of the contract, or contracts, with a customer A contract with a customer exists when (i) we enter into an enforceable contract with a customer that defines each party’s rights regarding the goods or services to be transferred and identifies the payment terms related to these goods or services, (ii) the contract has commercial substance and, (iii) we determine that collection of substantially all consideration for goods or services that are transferred is probable based on the customer’s intent and ability to pay the promised consideration. We apply judgment in determining the customer’s ability and intention to pay, which is based on a variety of factors including the customer’s historical payment experience or, in the case of a new customer, published credit and financial information pertaining to the customer. Identification of the performance obligations in the contract Performance obligations promised in a contract are identified based on the goods or services that will be transferred to the customer that are both capable of being distinct, whereby the customer can benefit from the goods or service either on its own or together with other resources that are readily available from third parties or from us, and are distinct in the context of the contract, whereby the transfer of the goods or services is separately identifiable from other promises in the contract. When a contract includes multiple promised goods or services, we apply judgment to determine whether the promised goods or services are capable of being distinct and are distinct within the context of the contract. If these criteria are not met, the promised goods or services are accounted for as a combined performance obligation. Determination of the transaction price The transaction price is determined based on the consideration to which we will be entitled to receive in exchange for transferring goods or services to our customer. We estimate any variable consideration included in the transaction price using the expected value method that requires the use of significant estimates for discounts, cancellation periods, refunds and returns. Variable consideration is described in detail below. Allocation of the transaction price to the performance obligations in the contract If the contract contains a single performance obligation, the entire transaction price is allocated to the single performance obligation. Contracts that contain multiple performance obligations require an allocation of the transaction price to each performance obligation based on a relative Stand-Alone Selling Price (“SSP”) basis. We determine SSP based on the price at which the performance obligation would be sold separately. If the SSP is not observable, we estimate the SSP based on available information, including market conditions and any applicable internally approved pricing guidelines. Recognition of revenue when, or as, we satisfy a performance obligation We recognize revenue at the point in time that the related performance obligation is satisfied by transferring the promised goods or services to our customer. A summary of our principal sources of revenue is as follows: Block Programming . 1 2 50-minutes Spot Advertising Network Revenue . Digital Advertising. Broadcast digital advertising revenue consists of local digital advertising, such as the sale of banner advertisements on our owned and operated websites, the sale of advertisements on our own and operated mobile applications, and advertisements in digital newsletters that we produce, as well an national digital advertising, or the sale of custom digital advertising solutions, such as web pages and social media campaigns, that we offer to our customers. Advertising revenue is recorded on a gross basis unless an agency represents the advertiser, in which case, revenue is reported net of the commission retained by the agency. Salem Surround, our national multimedia advertising agency, offers a comprehensive suite of digital marketing services to develop and execute audience-based marketing strategies for clients on both the national and local level. Salem Surround specializes in digital marketing services for each of our radio stations and websites as well as provides a full-service digital marketing strategy for each of our clients. In our role as a digital agency, our sales team provides our customers with integrated digital advertising solutions that optimize the performance of their campaign, which we view as one performance obligation. Our advertising campaigns are designed to be “white label” agreements between Salem and our advertiser, meaning we provide special care and attention to the details of the campaign. We provide custom digital product offerings, including tools for metasearch, retargeting, website design, reputation management, online listing services, and social media marketing. Digital advertising solutions may include third-party websites, such as Google or Facebook, which can be included in a digital advertising social media campaign. We manage all aspects of the digital campaign, including social media placements, review and approval of target audiences, and the monitoring of actual results to make modifications as needed. We may contract directly with a third-party, however, we are responsible for delivering the campaign results to our customer with or without the third-party. We are responsible for any payments due to the third-party regardless of the campaign results and without regard to the status of payment from our customer. We have discretion in setting the price to our customer without input or approval from the third-party. Accordingly, revenue is reported gross, as principal, as the performance obligation is delivered, which represents the point in time that control is transferred to the customer thereby completing our performance obligation. Digital Streaming Digital Downloads and e-books e-books. Subscriptions on-air 30-day pro-rata i Book Sales not e-Commerce E-Commerce re-saleable Self-Publishing Fees Revenue is recognized upon completion of each performance obligation, which represents the point in time that control of the product is transferred to the author, thereby completing our performance obligation. Revenue is recorded at the net amount due from the author, including discounts based on the service package. Advertising - Print Other Revenues . on-air Trade and Barter Transactions In broadcasting, trade or barter agreements are commonly used to reduce cash expenses by exchanging advertising time for goods or services. We may enter barter agreements to exchange airtime or digital advertising for goods or services that can be used in our business or that can be sold to our audience under Listener Purchase Programs. The terms of these barter agreements permit us to preempt the barter airtime or digital campaign in favor of customers who purchase the airtime or digital campaign for cash. The value of these non-cash Trade and barter revenues and expenses were as follows: Three Months Ended September 30, Nine Months Ended September 30, 2019 2020 2019 2020 (Dollars in thousands) Net broadcast barter revenue $ 1,366 $ 444 $ 4,080 $ 2,118 Net digital media barter revenue — — — — Net publishing barter revenue 17 3 33 34 Net broadcast barter expense $ 1,199 $ 413 $ 3,667 $ 1,971 Net digital media barter expense — — — — Net publishing barter expense 5 — 6 — Contract Assets Contract Assets - Costs to Obtain a Contract: Contract Liabilities Contract liabilities consist of customer advance payments and billings in excess of revenue recognized. We may receive payments from our customers in advance of completing our performance obligations. Additionally, new customers, existing customers without approved credit terms and authors purchasing specific self-publishing services, are required to make payments in advance of the delivery of the products or performance of the services. We record contract liabilities equal to the amount of payments received in excess of revenue recognized, including payments that are refundable if the customer cancels the contract according to the contract terms. Contract liabilities are reported as current liabilities on our consolidated financial statements when the time to fulfill the performance obligations under terms of our contracts is less than one year. Long-term contract liabilities represent the amount of payments received in excess of revenue earned, including those that are refundable, when the time to fulfill the performance obligation is greater than one year. Our long-term liabilities consist of subscriptions with a term of two-years Significant changes in our contract liabilities balances during the period are as follows: Short-Term Long-Term (Dollars in thousands) Balance, beginning of period January 1, 2020 $ 9,493 $ 1,744 Revenue recognized during the period that was included in the beginning balance of contract liabilities (6,123 ) — Additional amounts recognized during the period 21,022 678 Revenue recognized during the period that was recorded during the period (10,283 ) — Transfers 604 (604 ) Balance, end of period September 30, 2020 $ 14,713 $ 1,818 Amount refundable at beginning of period $ 9,403 $ 1,744 Amount refundable at end of period $ 14,648 $ 1,818 We expect to satisfy these performance obligations as follows: Amount For the Twelve Months Ended September 30, (Dollars in thousands) 2021 $ 14,713 2022 618 2023 689 2024 266 2025 128 Thereafter 117 $ 16,531 The following table presents our revenues disaggregated by revenue source for each of our operating segments: Nine Months Ended September 30, 2020 Broadcast Digital Media Publishing Consolidated (dollars in thousands) By Source of Revenue: Block Programming - National $ 35,536 $ — $ — $ 35,536 Block Programming - Local 18,211 — — 18,211 Spot Advertising - National 10,179 — — 10,179 Spot Advertising - Local 28,630 — — 28,630 Infomercials 750 — — 750 Network 13,505 — — 13,505 Digital Advertising 10,676 14,473 216 25,365 Digital Streaming 1,981 2,611 — 4,592 Digital Downloads and eBooks 3,049 4,291 960 8,300 Subscriptions 868 6,679 519 8,066 Book Sales and e-commerce, 1,128 108 6,849 8,085 Self-Publishing Fees — — 3,860 3,860 Print Advertising 1 — 278 279 Other Revenues 5,527 193 684 6,404 $ 130,041 $ 28,355 $ 13,366 $ 171,762 Timing of Revenue Recognition Point in Time $ 128,157 $ 28,319 $ 13,366 $ 169,842 Rental Income (1) 1,884 36 — 1,920 $ 130,041 $ 28,355 $ 13,366 $ 171,762 Nine Months Ended September 30, 2019 Broadcast Digital Media Publishing Consolidated (dollars in thousands) By Source of Revenue: Block Programming - National $ 36,517 $ — $ — $ 36,517 Block Programming - Local 22,867 — — 22,867 Spot Advertising - National 11,956 — — 11,956 Spot Advertising - Local 38,467 — — 38,467 Infomercials 1,091 — — 1,091 Network 13,923 — — 13,923 Digital Advertising 8,558 15,136 290 23,984 Digital Streaming 557 2,947 — 3,504 Digital Downloads and eBooks — 4,196 1,232 5,428 Subscriptions 825 6,076 581 7,482 Book Sales and e-commerce, 294 468 9,342 10,104 Self-Publishing Fees — — 4,258 4,258 Print Advertising 25 — 474 499 Other Revenues 7,774 526 885 9,185 $ 142,854 $ 29,349 $ 17,062 $ 189,265 Timing of Revenue Recognition Point in Time $ 141,161 $ 29,301 $ 17,062 $ 187,524 Rental Income (1) 1,693 48 — 1,741 $ 142,854 $ 29,349 $ 17,062 $ 189,265 (1) Rental income is not applicable to ASC Topic 606, but shown for the purpose of identifying each revenue source presented in total revenue on our Condensed Consolidated Financial Statements within this report on Form 10-Q. Principal versus Agent Considerations When another party is involved in providing goods or services to our customer, we apply the principal versus agent guidance in ASC 606 to determine if we are the principal or an agent to the transaction. When we control the specified goods or services before they are transferred to our customer, we report revenue gross, as principal. If we do not control the goods or services before they are transferred to our customer, revenue is reported net of the fees paid to the other party, as agent. Our evaluation to determine if we control the goods or services within ASC 606 includes the following indicators: We are primarily responsible for fulfilling the promise to provide the specified good or service. When we are primarily responsible for providing the goods and services, such as when the other party is acting on our behalf, we have indication that we are the principal to the transaction. We consider if we may terminate our relationship with the other party at any time without penalty or without permission from our customer. We have inventory risk before the specified good or service has been transferred to a customer or after transfer of control to the customer. We may commit to obtaining the services of another party with or without an existing contract with our customer. In these situations, we have risk of loss as principal for any amount due to the other party regardless of the amount(s) we earn as revenue from our customer. The entity has discretion in establishing the price for the specified good or service. We have discretion in establishing the price our customer pays for the specified goods or services. Significant Financing Component The length of our typical sales agreement is less than 12 months; however, we may sell subscriptions with a two-year Our self-publishing contracts may exceed a one-year Variable Consideration We make significant estimates related to variable consideration at the point of sale, including estimates for refunds and product returns. Under ASC 606, estimates of variable consideration are to be recognized before contingencies are resolved in certain circumstances, including when it is probable that a significant reversal in the amount of any estimated cumulative revenue will not occur. We enter into agreements under which the amount of revenue we earn is contingent upon the amount of money raised by our customer over the contract term. Our customer is typically a charity or programmer that purchases blocks of programming time or spots to generate revenue from our audience members. Contract terms can range from a few weeks to a few months, depending the charity or programmer. If the campaign does not generate a pre-determined Based on the constraints for using estimates of variable consideration within ASC 606, and our historical experience with these campaigns, we will continue to recognize revenue at the base amount of the campaign with variable consideration recognized when the uncertainty of each campaign is resolved. These constraints include: (1) the amount of consideration received is highly susceptible to factors outside of our influence, specifically the extent to which our audience donates or contributes to our customer or programmer, (2) the length of time in which the uncertainty about the amount of consideration expected is to be resolved, and (3) our experience has shown these contracts have a large number and broad range of possible outcomes. Practical Expedients and Exemptions We elected certain practical expedients and policy elections as follows: • We do not adjust the promised amount of consideration for the effects of a significant financing component if the period between transfer of product and customer payment is expected to be less than one year at the time of contract inception; • We do not assess promised goods or services as performance obligations if they are immaterial in the context of the contract with the customer; • We exclude sales and similar taxes from the transaction price; • We treat shipping and handling costs that occur after control transfers as fulfillment activities instead of assessing such activities as separate performance obligations; and • We do not disclose the value of unsatisfied performance obligations for contracts with an original expected length of one year or less. |