The Advisory Board Company 2445 M Street, N.W. Washington, D.C. 20037 www.advisoryboardcompany.com
THE ADVISORY BOARD COMPANY REPORTS RESULTS FOR QUARTER ENDED DECEMBER 31, 2011
Company Reports Quarterly Revenue Growth of 33% and Contract Value Growth of 29%; Issues Guidance for Calendar Year 2012; Announces New Program
WASHINGTON, D.C.— (February 1, 2012) — The Advisory Board Company (NASDAQ: ABCO) today announced financial results for the quarter ended December 31, 2011, the third quarter of its 2012 fiscal year. Revenue for the quarter increased 33.0% to $100.0 million, from $75.2 million for the quarter ended December 31, 2010. Contract value increased 28.8% to $386.6 million as of December 31, 2011, up from $300.2 million as of December 31, 2010. For the quarter ended December 31, 2011, net income was $8.1 million, or $0.46 per diluted share, compared to net income of $3.9 million, or $0.24 per diluted share, for the quarter ended December 31, 2010. For the quarter ended December 31, 2011, adjusted net income, non-GAAP earnings per diluted share, and adjusted EBITDA, all of which are non-GAAP financial measures, were $10.6 million, $0.61 per diluted share, and $19.3 million, respectively. For the quarter ended December 31, 2010, adjusted net income, non-GAAP earnings per diluted share, and adjusted EBITDA were $6.7 million, $0.40 per diluted share, and $11.6 million, respectively.
For the nine months ended December 31, 2011, revenue increased 28.9% to $274.6 million, from $213.0 million for the nine months ended December 31, 2010. Net income was $17.1 million, or $1.00 per diluted share, for the nine months ended December 31, 2011, compared to net income of $13.4 million, or $0.82 per diluted share, for the same period of the prior fiscal year. For the nine months ended December 31, 2011, adjusted net income, non-GAAP earnings per diluted share, and adjusted EBITDA were $28.7 million, $1.67 per diluted share, and $51.1 million, respectively. For the nine months ended December 31, 2010, adjusted net income, non-GAAP earnings per diluted share, and adjusted EBITDA were $21.0 million, $1.29 per diluted share, and $36.0 million, respectively.
Robert Musslewhite, Chief Executive Officer of The Advisory Board Company, commented, “We are very pleased with our strong performance for the quarter and the calendar year. Our calendar year revenue and adjusted EBITDA growth of 27% and 29%, respectively, along with our 29% year-over-year December 31 contract value growth, demonstrate that we have the right formula for success: delivery of outstanding member value, thoughtful scaling of programs and relationships, and strategic investments in future growth. Based on our calendar 2011 performance, as well as the inherent visibility of our business model, we expect 2012 to be another year of strong revenue growth and margin expansion even as we continue to make key investments in the business to continue on our rapid growth trajectory years into the future.”
Mr. Musslewhite continued, “I am also pleased to announce today our newest program launch: the Physician Practice Roundtable, a renewable research membership program that equips independent physician organizations with the strategic insights and practical tools needed to elevate their clinical, operational, and financial performance. In today’s changing health care environment, medical groups must look beyond managing solely to fee-for-service performance aims and instead ready their organizations for success under value-based payment. In support of this challenging reality, the Physician Practice Roundtable offers new best practice case studies, tactical resources, and road-tested toolkits to help independent physician organizations develop the efficiencies required in today’s marketplace. The program also provides unparalleled insight into health system strategy, improving physician groups’ ability to evaluate and execute future partnerships in a rapidly evolving health care market. Augmenting our own ability to serve physician practices, the Physician Practice Roundtable is an exciting addition to our portfolio, and we look forward to its continued success.”
Sale of OptiLink
On January 20, 2012, the Company sold substantially all of the assets of its OptiLink business to Kronos Incorporated for cash. The OptiLink business, which is headquartered in a suburb of Portland, Oregon and had approximately 35 employees, generated approximately $6.4 million in revenue, $0.7 million in income from operations, and less than $1.5 million in adjusted EBITDA for calendar year 2011. The Company expects to record a gain on the transaction of approximately $3.5 million in the fiscal quarter ending March 31, 2012.
Share Repurchase
During the three months ended December 31, 2011, the Company repurchased 28,079 shares of its common stock at a total cost of approximately $1.9 million. As of December 31, 2011, the Company had repurchased since the program’s inception 7,632,390 shares of its common stock at a total cost of approximately $322.9 million.
Outlook for Calendar Year 2012
The Company is providing financial guidance for calendar year 2012. For the calendar year, the Company expects revenue to be in a range of approximately $420 million to $430 million, adjusted EBITDA to be in a range of approximately $77 million to $82 million, and non-GAAP earnings per diluted share to be in a range of approximately $2.40 to $2.60. For calendar year 2012, the Company expects share-based compensation expense to be approximately $13.5 million, and expects amortization from acquisition-related intangible assets to be approximately $5 million. For calendar year 2012, the Company expects an effective tax rate of approximately 38.0% to 38.5%.
Non-GAAP Financial Measures
This press release and the accompanying tables present information about adjusted EBITDA, adjusted net income, and non-GAAP earnings per diluted share, which are non-GAAP financial measures provided as a complement to the results provided in accordance with accounting principles generally accepted in the United States of America (“GAAP”). We define our non-GAAP financial measures as described below.
The term “adjusted EBITDA” refers to a financial measure that we define as net income before provision for income taxes; other income, net, which includes interest income, gain on investment in common stock warrants, and foreign currency losses and gains; depreciation and amortization; amortization of intangibles (incl. in CoS); acquisition and similar transaction charges; fair value adjustments to acquisition-related earn out liabilities; equity in income of unconsolidated entity; and share-based compensation expense. The term “adjusted net income” refers to net income excluding the net of tax effect of amortization of acquisition-related intangibles; acquisition and similar transaction charges; fair value adjustments to acquisition-related earn out liabilities; gain on investment in common stock warrants; equity in income of unconsolidated entity; and share-based compensation expense. The term “non-GAAP earnings per diluted share” refers to net income per share excluding the net of tax effect of amortization of acquisition-related intangibles; acquisition and similar transaction charges; fair value adjustments to acquisition-related earn out liabilities; gain on investment in common stock warrants; equity in income of unconsolidated entity; and share-based compensation expense.
The foregoing non-GAAP measures may be calculated differently from similarly titled measures used by other companies, which limits their usefulness as comparative measures, and should be considered in addition to financial measures prepared in accordance with GAAP, but should not be considered a substitute for, or superior to, GAAP measures or results as indicators of performance. We use these non-GAAP financial measures for internal budgeting and other managerial purposes because they enable the Company’s management to evaluate projected operating results on a basis that allows for comparability without regard to changes arising from applicable tax rates, variability in interest income and foreign currency exchange rates, periodic costs of certain capitalized tangible and intangible assets, share-based compensation expense, and certain non-cash and special charges.
There are limitations associated with these non-GAAP financial measures as indicators of performance, including that they do not reflect all changes in applicable tax rates, foreign currency exchange rates, share-based compensation expense, or the periodic costs of certain capitalized tangible and intangible assets used in generating revenue in our business.
A reconciliation of the foregoing historical non-GAAP financial measures to the most directly comparable historical GAAP financial measures is provided below for each of the periods indicated. It is not practicable to provide a reconciliation of forecasted adjusted EBITDA and forecasted non-GAAP earnings per diluted share to the most directly comparable GAAP financial measures because certain items required for the forecast of such GAAP financial measures cannot reasonably be estimated or predicted at this time.
Three Months Ended
Nine Months Ended
December 31,
December 31,
2011
2010
2011
2010
Net income
$
8,052
$
3,934
$
17,126
$
13,412
Provision for income taxes
5,702
2,204
11,146
7,512
Other income, net (1)
(1,625
)
(480
)
(2,870
)
(1,278
)
Depreciation and amortization
2,235
1,479
6,303
4,289
Amortization of intangibles (incl. in CoS)
1,623
1,133
4,357
3,575
Acquisition and similar transaction charges
—
—
648
—
Fair value adjustments to acquisition-related earn out liabilities
(200
)
1,100
5,300
1,500
Equity in income of unconsolidated entity
609
—
609
—
Share-based compensation expense
2,947
2,189
8,462
6,980
Adjusted EBITDA
$
19,343
$
11,559
$
51,081
$
35,990
Three Months Ended
Nine Months Ended
December 31,
December 31,
2011
2010
2011
2010
Net income
$
8,052
$
3,934
$
17,126
$
13,412
Amortization of acquisition-related intangibles, net of tax
946
665
2,644
2,149
Acquisition and similar transaction charges, net of tax
—
—
405
—
Fair value adjustments to acquisition-related earn out liabilities, net of tax
(121
)
705
3,317
962
Gain on investment in common stock warrants, net of tax
(663
)
—
(663
)
—
Equity in income of unconsolidated entity
609
—
609
—
Share-based compensation, net of tax
1,777
1,403
5,224
4,474
Adjusted net income
$
10,600
$
6,707
$
28,662
$
20,997
Three Months Ended
Nine Months Ended
December 31,
December 31,
2011
2010
2011
2010
GAAP earnings per diluted share
$
0.46
$
0.24
$
1.00
$
0.82
Amortization of acquisition-related intangibles, net of tax
0.06
0.04
0.16
0.13
Acquisition and similar transaction charges, net of tax
—
—
0.02
—
Fair value adjustments to acquisition-related earn out liabilities, net of tax
(0.01
)
0.04
0.19
0.06
Gain on investment in common stock warrants, net of tax
(0.04
)
—
(0.04
)
—
Equity in income of unconsolidated entity
0.04
—
0.04
—
Share-based compensation, net of tax
0.10
0.08
0.30
0.28
Non-GAAP earnings per diluted share
$
0.61
$
0.40
$
1.67
$
1.29
(1)
Other income, net includes interest income of $0.6 million and $0.5 million for the three months ended December 31, 2011 and 2010, respectively, and $1.7 million and $1.2 million for the nine months ended December 31, 2011 and 2010, respectively. Other income, net also includes a foreign currency loss of $0.1 million and foreign currency gain of $11,000 for the three months ended December 31, 2011 and 2010, respectively. Other income, net includes foreign currency gain of $0.1 million for both the nine months ended December 31, 2011 and 2010. Other income, net also includes a gain on investment in common stock warrants of $1.1 million for the three months ended December 31, 2011.
Web and Conference Call Information
As previously announced, the Company will hold a conference call to discuss its third quarter performance this evening, February 1, 2012, at 6:00 p.m. Eastern Time. The conference call will be available via live web cast on the Company’s web site atwww.advisoryboardcompany.com/IR. To participate by telephone, the dial-in number is 866.700.0133 and the access code is 84284729. Participants are advised to dial in at least five minutes prior to the call to register. The web cast will be archived for seven days from 8:00 p.m. Eastern Time on Wednesday, February 1, until 11:00 p.m. Eastern Time on Wednesday, February 8, 2012.
About The Advisory Board Company
The Advisory Board Company is a globalresearch,technology, andconsulting firm partnering with 125,000 leaders in 3,200 organizations across health care and higher education. Through its innovative membership model, the firm collaborates with executives and their teams to elevate performance and solve their most pressing challenges. The company provides strategic guidance, actionable insights, web-based software solutions, and comprehensive implementation and management services. For more information, visit thefirm’s new website,http://www.advisory.com.
Forward-Looking Statements
This news release contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These statements, including the Company’s expectations regarding its revenue, adjusted EBITDA, non-GAAP earnings per diluted share, share based compensation expense, amortization from acquisition-related intangibles, and effective tax rate for calendar year 2012 are based on information available to the Company as of February 1, 2012, the date of this news release, as well as the Company’s current projections, forecasts, and assumptions, and involve risks and uncertainties. You are hereby cautioned that these statements may be affected by certain factors, including those set forth below. Consequently, actual operations and results may differ materially from the results discussed or implied in the forward-looking statements, and reported results should not be considered as an indication of future performance. Factors that could cause actual results to differ materially from those indicated or implied by forward-looking statements include, among others, changes in the financial condition of the health care industry, our dependence on renewal of membership-based services, the need to attract new business and retain current members and qualified personnel, new product development, competition, risks associated with our software tools and installation support tools, our ability to license technology from third parties, risks associated with anticipating market trends, industry consolidation, variability of quarterly operating results, possible volatility in the Company’s stock price, and various factors related to income and other taxes, including whether the District of Columbia withdraws the Company’s status as a Qualified High-Tech Company, as well as other risks and uncertainties described in the Company’s Annual Report on Form 10-K for the fiscal year ended March 31, 2011, and subsequent reports filed with the Securities and Exchange Commission which are available on the Company’s website atwww.advisoryboardcompany.com/IR and at the Securities and Exchange Commission’s website at www.sec.gov. Additional information will also be set forth in the Company’s Quarterly Report on Form 10-Q for the quarter ended December 31, 2011, which will be filed with the Securities and Exchange Commission in February 2012.
Accordingly, readers are cautioned not to place undue reliance on forward-looking statements made in this news release, which speak only as of the date of this news release. The Company does not undertake to update its forward-looking statements, whether as a result of circumstances or events that arise after the date they are made, new information, or otherwise.
# # #
THE ADVISORY BOARD COMPANY UNAUDITED CONSOLIDATED STATEMENTS OF INCOME AND OTHER OPERATING STATISTICS (In thousands, except per share data)
Three Months Ended
Selected
Nine Months Ended
Selected
December 31,
Growth
December 31,
Growth
2011
2010
Rates
2011
2010
Rates
Statements of Income
Revenue
$
100,043
$
75,210
33.0
%
$
274,589
$
213,000
28.9
%
Cost of services (1) (2) (3)
54,237
41,232
152,235
113,091
Member relations and marketing (1)
18,448
17,099
54,946
48,352
General and administrative (1)
12,385
9,742
35,094
27,622
Depreciation and amortization
2,235
1,479
6,303
4,289
Income from operations
12,738
5,658
26,011
19,646
Other income, net (4)
1,625
480
2,870
1,278
Income before provision for income taxes
14,363
6,138
28,881
20,924
Provision for income taxes
(5,702
)
(2,204
)
(11,146
)
(7,512
)
Equity in income of unconsolidated entity
(609
)
-
(609
)
-
Net income
$
8,052
$
3,934
$
17,126
$
13,412
Earnings per share
Basic
$
0.49
$
0.25
$
1.05
$
0.86
Diluted
$
0.46
$
0.24
$
1.00
$
0.82
Weighted average common shares outstanding
Basic
16,476
15,796
16,298
15,663
Diluted
17,469
16,600
17,184
16,303
Contract Value (at end of period)
$
386,633
$
300,165
28.8
%
Percentages of Revenues
Cost of services (1) (2) (3)
54.2
%
54.8
%
55.4
%
53.1
%
Member relations and marketing (1)
18.4
%
22.7
%
20.0
%
22.7
%
General and administrative (1)
12.4
%
13.0
%
12.8
%
13.0
%
Depreciation and amortization
2.2
%
2.0
%
2.3
%
2.0
%
Income from operations
12.7
%
7.5
%
9.5
%
9.2
%
Net income
8.0
%
5.2
%
6.2
%
6.3
%
(1)
During the three months ended December 31, 2011 and 2010, the Company recognized approximately $0.9 million and $0.6 million in cost of services, approximately $0.6 million and $0.6 million in member relations and marketing, and approximately $1.5 million and $1.0 million in general and administrative expense for share-based compensation. During the nine months ended December 31, 2011 and 2010, the Company recognized approximately $2.6 million and $2.0 million in cost of services, approximately $1.6 million and $1.5 million in member relations and marketing, and approximately $4.3 million and $3.5 million in general and administrative expense for share-based compensation. The Company has recorded all these expenses in the same line items as other compensation paid to the relevant categories of employees.
(2)
During the three months ended December 31, 2011 and 2010, the Company recognized approximately ($200k) and $1.1 million in cost of services relating to fair value adjustments of acquisition-related earn out liabilities. During the nine months ended December 31, 2011 and 2010, the Company recognized $5.3 million and $1.5 million in cost of services relating to fair value adjustments of acquisition-related earn out liabilities.
(3)
During the three months ended December 31, 2011 and 2010, the Company recognized $1.6 million and $1.1 million of amortization expense of intangible assets in cost of services. During the nine months ended December 31, 2011 and 2010, the Company recognized $4.4 million and $3.6 million of amortization expense of intangible assets in cost of services.
(4)
During the three and nine months ended December 31, 2011, the Company recognized a $1.1 million gain on an investment in common stock warrants. The Company has recorded this gain in other income, net. There was no such gain during the three and nine months ended December 31, 2010.
THE ADVISORY BOARD COMPANY CONSOLIDATED BALANCE SHEETS (In thousands)
December 31,
March 31,
2011
2011
(unaudited)
ASSETS
Current assets:
Cash and cash equivalents
$
48,426
$
30,378
Marketable securities
5,876
—
Membership fees receivable, net
267,003
179,162
Prepaid expenses and other current assets
9,829
7,069
Deferred income taxes, net
8,301
5,894
Total current assets
339,435
222,503
Property and equipment, net
45,876
29,529
Intangible assets, net
22,453
18,450
Goodwill
79,661
67,155
Deferred incentive compensation and other charges
54,630
46,226
Deferred income taxes, net of current portion
7,949
9,646
Investment in unconsolidated entity
9,391
—
Other non-current assets
8,600
11,500
Marketable securities
98,643
86,179
Total assets
$
666,638
$
491,188
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities:
Deferred revenues
$
304,733
$
223,876
Accounts payable and accrued liabilities
62,855
51,957
Accrued incentive compensation
16,859
13,609
Total current liabilities
384,447
289,442
Long-term deferred revenues
67,191
42,139
Other long-term liabilities
20,340
11,015
Total liabilities
471,978
342,596
Stockholders’ equity:
Common stock
232
225
Additional paid-in capital
300,525
267,242
Retained earnings
181,575
164,449
Accumulated elements of comprehensive income
2,112
(120
)
Treasury stock
(289,784
)
(283,204
)
Total stockholders’ equity
194,660
148,592
Total liabilities and stockholders’ equity
$
666,638
$
491,188
THE ADVISORY BOARD COMPANY UNAUDITED CONSOLIDATED STATEMENTS OF CASH FLOWS (In thousands)
Nine Months Ended December 31,
��
2011
2010
Cash flows from operating activities:
Net income
$
17,126
$
13,412
Adjustments to reconcile net income to net cash provided by
operating activities:
Depreciation
6,303
4,289
Amortization of intangible assets
4,357
3,575
Deferred income taxes
(1,914
)
(753
)
Excess tax benefits from stock-based payments
(2,796
)
(1,900
)
Stock-based compensation expense
8,462
6,980
Amortization of marketable securities premiums
850
448
Gain on investment in common stock warrants
(1,100
)
—
Equity in income of unconsolidated entity
609
—
Changes in operating assets and liabilities:
Member fees receivable
(85,777
)
(49,389
)
Prepaid expenses and other current assets
1,262
(1,932
)
Deferred incentive compensation and other charges
(8,404
)
(9,975
)
Deferred revenues
105,312
65,090
Accounts payable and accrued liabilities
13,228
8,792
Accrued incentive compensation
3,250
(665
)
Other long-term liabilities
6,425
(4,341
)
Net cash flows provided by operating activities
67,193
33,631
Cash flows from investing activities:
Purchases of property and equipment
(22,650
)
(7,396
)
Capitalized software development costs
(2,010
)
(1,433
)
Cash paid for acquisitions, net of cash acquired
(16,829
)
(35,120
)
Redemption of marketable securities
16,000
20,080
Purchases of marketable securities
(31,748
)
(40,544
)
Other investing activities
(10,000
)
—
Net cash flows used in investing activities
(67,237
)
(64,413
)
Cash flows from financing activities:
Proceeds on issuance of stock from exercise of stock options
22,980
11,889
Repurchase of shares to satisfy minimum employee tax withholding
(1,266
)
(616
)
Proceeds on issuance of stock under employee stock purchase plan
162
139
Excess tax benefits from share-based compensation arrangements
2,796
1,900
Purchases of treasury stock
(6,580
)
(6,495
)
Net cash flows provided by financing activities
18,092
6,817
Net increase (decrease) in cash and cash equivalents
18,048
(23,965
)
Cash and cash equivalents, beginning of period
30,378
61,238
Cash and cash equivalents, end of period
$
48,426
$
37,273
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