Segment Information | NOTE 8 – SEGMENT INFORMATION Our sales are primarily comprised of training and consulting sales and related products. Effective September 1, 2015, we reorganized our internal reporting structure to include four new divisions and a corporate services group . A brief description of these new operating divisions is as follows: · Direct Offices – This division includes our geographic sales offices that serve the United States and Canada; our international sales offices located in Japan, the United Kingdom, and Australia; and our public program operations. · Strategic Markets – This division includes our government services office, Sales Performance practice, Customer Loyalty practice, and a new “Global 50” group, which is specifically focused on sales to large, multi-national organizations. · Education Practice – This division includes our domestic and international Education practice operations, which are focused on sales to educational institutions. · International Licensees – This division is primarily comprised of our international licensees’ royalty revenues. · Corporate and Other – Our corporate and other information includes leasing income, shipping and handling revenues, book and audio sales, and certain corporate operating expenses. The Company’s chief operating decision maker continues to be the Chief Executive Officer (CEO), and the primary measurement tool used in business unit performance analysis is Adjusted EBITDA, which may not be calculated as similarly titled amounts calculated by other companies. For enterprise reporting purposes, our consolidated Adjusted EBITDA can be calculated as our income or loss from operations excluding share-based compensation, depreciation expense, amortization expense, and certain other charges such as adjustments for changes in the fair value of contingent earn out liabilities from previous business acquisitions. Assets are not allocated to the divisions for analysis purposes. The enterprise information presented below for the quarter and three quarters ended May 30, 2015 has been revised to be comparable with the new divisional structure described above. We account for our enterprise information on the same basis as the accompanying condensed consolidated financial statements. ENTERPRISE INFORMATION (in thousands) Sales to Quarter Ended External Adjusted May 28, 2016 Customers Gross Profit EBITDA Depreciation Amortization Direct offices $ 23,892 $ 16,804 $ 2,856 $ 70 $ 1 Strategic markets 6,906 4,027 232 1 61 Education practice 7,397 4,202 (1,584) 1 - International licensees 4,472 3,488 2,259 1 - Total 42,667 28,521 3,763 73 62 Corporate and eliminations 2,071 1,041 (1,969) 930 660 Consolidated $ 44,738 $ 29,562 $ 1,794 $ 1,003 $ 722 Quarter Ended May 30, 2015 Direct offices $ 26,307 $ 18,379 $ 3,219 $ 85 $ 1 Strategic markets 9,337 5,240 1,994 70 246 Education practice 6,091 2,778 (919) 1 - International licensees 4,027 2,913 1,559 1 - Total 45,762 29,310 5,853 157 247 Corporate and eliminations 2,544 1,012 (989) 823 665 Consolidated $ 48,306 $ 30,322 $ 4,864 $ 980 $ 912 Three Quarters Ended May 28, 2016 Direct offices $ 72,119 $ 51,189 $ 9,873 $ 212 $ 3 Strategic markets 21,636 13,357 2,369 95 553 Education practice 22,151 11,787 (2,443) 3 - International licensees 13,093 10,046 6,653 3 - Total 128,999 86,379 16,452 313 556 Corporate and eliminations 6,225 3,109 (5,777) 2,496 1,985 Consolidated $ 135,224 $ 89,488 $ 10,675 $ 2,809 $ 2,541 Three Quarters Ended May 30, 2015 Direct offices $ 77,387 $ 54,191 $ 8,763 $ 252 $ 3 Strategic markets 28,153 16,577 6,570 159 812 Education practice 17,249 8,524 (2,626) 3 - International licensees 12,845 9,658 5,526 4 - Total 135,634 88,950 18,233 418 815 Corporate and eliminations 6,863 2,592 (3,643) 2,566 2,003 Consolidated $ 142,497 $ 91,542 $ 14,590 $ 2,984 $ 2,818 A reconciliation of our consolidated Adjusted EBITDA to consolidated net income (loss) is provided below (in thousands). Quarter Ended Three Quarters Ended May 28, May 30, May 28, May 30, 2016 2015 2016 2015 Enterprise Adjusted EBITDA $ 3,763 $ 5,853 $ 16,452 $ 18,233 Corporate expenses (1,969) (989) (5,777) (3,643) Consolidated Adjusted EBITDA 1,794 4,864 10,675 14,590 Share-based compensation expense (1,048) (592) (2,922) (1,602) Reduction (increase) to contingent earn out liability (88) 51 (1,456) 79 Restructuring costs - - (376) - Impairment of assets - (1,082) - (1,082) Other income (expense) (191) 65 (330) - Depreciation (1,003) (980) (2,809) (2,984) Amortization (722) (912) (2,541) (2,818) Income (loss) from operations (1,258) 1,414 241 6,183 Interest income 81 104 243 322 Interest expense (564) (532) (1,659) (1,605) Discount on related party receivable - (233) - (364) Income (loss) before income taxes (1,741) 753 (1,175) 4,536 Income tax benefit (provision) 689 438 465 (1,089) Net income (loss) $ (1,052) $ 1,191 $ (710) $ 3,447 We reassess the fair value of expected contingent consideration and the corresponding liability resulting from the fiscal 2013 acquisition of NinetyFive 5 each period. The increase s to the liability during the quarter and three quarters ended May 28, 2016 totaled approximately $0.1 million and $1.5 million, and are reflected in selling, general, and administrative expenses on our consolidated income statements . However, the impact of these adjustments is not included in our consolidated Adjusted EBITDA calculations as shown above. |