Segment Information | NOTE 7 – SEGMENT INFORMATION Our sales are primarily comprised of training and consulting services, and related products. Our internal reporting structure i s comprised of four operating divisions and a corporate services group. The operating divisions were determined to be reportable segments under the applicable accounting guidance. The following is a brief description of our reportable segments: · Direct Offices – This division includes our sales personnel that serve the United States and Canada; our international sales offices located in Japan, China, the United Kingdom, and Australia; and our public program operations. · Strategic Markets – This division includes our Government Services office, Global 50 group (focused on sales to large multinational organizations), Sales Performance practice, and our Customer Loyalty practice. · 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 operations, shipping and handling revenues, book and audio sales, and certain corporate administrative expenses. We determined that the Company’s chief operating decision maker is the CEO, and the primary measurement tool used in business unit performance analysis is Adjusted EBITDA, which may not be calculated as similarly titled amounts disclosed by other companies. For reporting purposes, our consolidated Adjusted EBITDA can be calculated as our income or loss from operations excluding stock-based compensation, restructuring charges, depreciation expense, amortization expense, and certain other charges such as impaired asset charges and adjustments for changes in the fair value of contingent earn out liabilities from previous business acquisitions. Our operations are not capital intensive and we do not own any manufacturing facilities or equipment. Accordingly, we do not allocate assets to the divisions for analysis purposes. Interest expense and interest income are primarily generated at the corporate level and are not allocated. Income taxes are likewise calculated and paid on a corporate level (except for entities that operate in foreign jurisdictions) and are not allocated for analysis purposes. We account for the following segment information on the same basis as the accompanying condensed consolidated financial statements (in thousands). Sales to Quarter Ended External Adjusted February 28, 2017 Customers Gross Profit EBITDA Direct offices $ 23,412 $ 16,517 $ 1,618 Strategic markets 6,002 3,827 (181) Education practice 7,848 4,408 (848) International licensees 2,937 2,262 1,335 Total 40,199 27,014 1,924 Corporate and eliminations 1,997 1,017 (2,291) Consolidated $ 42,196 $ 28,031 $ (367) Quarter Ended February 27, 2016 Direct offices $ 24,564 $ 17,802 $ 4,461 Strategic markets 7,551 4,838 1,289 Education practice 6,835 3,170 (1,022) International licensees 3,850 2,848 1,792 Total 42,800 28,658 6,520 Corporate and eliminations 2,469 1,196 (2,114) Consolidated $ 45,269 $ 29,854 $ 4,406 Two Quarters Ended February 28, 2017 Direct offices $ 44,659 $ 30,640 $ 1,022 Strategic markets 10,762 6,379 (1,364) Education practice 16,591 9,432 (842) International licensees 6,370 4,914 2,643 Total 78,382 51,365 1,459 Corporate and eliminations 3,601 1,975 (4,645) Consolidated $ 81,983 $ 53,340 $ (3,186) Two Quarters Ended February 27, 2016 Direct offices $ 48,214 $ 34,371 $ 7,130 Strategic markets 14,747 9,347 2,139 Education practice 15,004 7,835 (709) International licensees 8,369 6,305 4,129 Total 86,334 57,858 12,689 Corporate and eliminations 4,152 2,067 (3,809) Consolidated $ 90,486 $ 59,925 $ 8,880 A reconciliation of our consolidated Adjusted EBITDA to consolidated net income (loss) is provided below (in thousands). Quarter Ended Two Quarters Ended February 28, February 27, February 28, February 27, 2017 2016 2017 2016 Enterprise Adjusted EBITDA $ 1,924 $ 6,520 $ 1,459 $ 12,689 Corporate expenses (2,291) (2,114) (4,645) (3,809) Consolidated Adjusted EBITDA (367) 4,406 (3,186) 8,880 Stock-based compensation expense (1,564) (1,111) (2,777) (1,874) Contract termination costs (1,500) - (1,500) - Reduction (increase) to contingent earn out liability 924 (1,238) 1,936 (1,368) Restructuring costs - (376) - (376) China office start-up costs (26) - (505) - Other expenses (306) (139) (593) (139) Depreciation (928) (894) (1,794) (1,806) Amortization (721) (909) (1,443) (1,819) Income (loss) from operations (4,488) (261) (9,862) 1,498 Interest income 109 83 225 161 Interest expense (623) (552) (1,244) (1,093) Income (loss) before income taxes (5,002) (730) (10,881) 566 Income tax benefit (provision) 1,669 282 3,590 (224) Net income (loss) $ (3,333) $ (448) $ (7,291) $ 342 |