Segment Information | NOTE 9 – SEGMENT INFORMATION Segment Information Our sales are primarily comprised of training and consulting services. Our internal reporting and operating structure is currently organized around two divisions. The Enterprise Division, which consists of our Direct Office and International Licensee segments and the Education Division, which is comprised of our Education practice. Based on the applicable guidance, our operations are now comprised of three reportable segments and a corporate services group. The following is a brief description of our reportable segments: · Direct Offices – Our Direct Office segment has a depth of expertise in helping organizations solve problems that require changes in human behavior, including leadership, productivity, execution, trust, and sales performance. We have a variety of principle-based offerings that help build winning and profitable cultures. This segment includes our sales personnel that serve the United States and Canada; our international sales offices located in Japan, China, the United Kingdom, Australia, and our new offices in Germany, Switzerland, and Austria; our government services sales channel; and our public programs operations. · Education Practice – Centered around the principles found in The Leader in Me , the Education practice is dedicated to helping educational institutions build a culture that will produce great results. We believe these results are manifested by increases in student performance, improved school culture, decreased disciplinary issues, and increased teacher engagement and parental involvement. This segment includes our domestic and international Education practice operations, which are focused on sales to educational institutions such as elementary schools, high schools, and colleges and universities . · International Licensees – Our independently owned international licensees provide our offerings and services in countries where we do not have a directly-owned office. These licensee partners allow us to expand the reach of our services to large multinational organizations as well as smaller organizations in their countries. This segment’s results are primarily comprised of royalty revenues received from these licensees. · Corporate and Other – Our corporate and other information includes leasing operations, shipping and handling revenues, and certain corporate administrative expenses. We determined that the Company’s chief operating decision maker is 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 disclosed by other companies. Adjusted EBITDA is a non-GAAP financial measure. For reporting purposes, our consolidated Adjusted EBITDA may be calculated as our income or loss from operations excluding stock-based compensation, depreciation expense, amortization expense, and certain other charges such as adjustments for changes in the fair value of contingent liabilities from business acquisitions. The Company references this non-GAAP financial measure in its decision making because it provides supplemental information that facilitates consistent internal comparisons to the historical operating performance of prior periods and we believe it provides investors with greater transparency to evaluate operational activities and financial results. Our operations are not capital intensive and we do not own any manufacturing facilities or equipment. Accordingly, we do not allocate assets to the reportable segments 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, 2019 Customers Gross Profit EBITDA Enterprise Division: Direct offices $ 36,414 $ 27,294 $ 2,543 International licensees 2,906 2,221 1,218 39,320 29,515 3,761 Education practice 9,698 5,429 (909) Corporate and eliminations 1,338 422 (1,888) Consolidated $ 50,356 $ 35,366 $ 964 Quarter Ended February 28, 2018 Enterprise Division: Direct offices $ 33,275 $ 24,881 $ 1,331 International licensees 3,046 2,364 1,162 36,321 27,245 2,493 Education practice 9,007 5,163 (1,151) Corporate and eliminations 1,219 336 (2,010) Consolidated $ 46,547 $ 32,744 $ (668) Two Quarters Ended February 28, 2019 Enterprise Division: Direct offices $ 74,885 $ 54,364 $ 6,183 International licensees 6,583 5,084 2,846 81,468 59,448 9,029 Education practice 20,044 11,822 (1,174) Corporate and eliminations 2,673 878 (3,722) Consolidated $ 104,185 $ 72,148 $ 4,133 Two Quarters Ended February 28, 2018 Enterprise Division: Direct offices $ 67,471 $ 49,442 $ 3,723 International licensees 6,366 4,866 2,572 73,837 54,308 6,295 Education practice 18,183 10,593 (1,993) Corporate and eliminations 2,459 711 (4,368) Consolidated $ 94,479 $ 65,612 $ (66) A reconciliation of our consolidated Adjusted EBITDA to consolidated net loss is provided below (in thousands). Quarter Ended Two Quarters Ended February 28, February 28, February 28, February 28, 2019 2018 2019 2018 Segment Adjusted EBITDA $ 2,852 $ 1,342 $ 7,855 $ 4,302 Corporate expenses (1,888) (2,010) (3,722) (4,368) Consolidated Adjusted EBITDA 964 (668) 4,133 (66) Stock-based compensation expense (1,043) (779) (1,989) (1,736) Increase in contingent consideration liabilities (52) (477) (76) (652) Licensee transition costs (428) - (488) - ERP system implementation costs - (429) - (855) Depreciation (1,697) (1,379) (3,251) (2,280) Amortization (1,300) (1,395) (2,538) (2,791) Loss from operations (3,556) (5,127) (4,209) (8,380) Interest income 9 25 22 59 Interest expense (623) (692) (1,255) (1,240) Discount accretion on related party receivable 243 29 258 56 Loss before income taxes (3,927) (5,765) (5,184) (9,505) Income tax benefit 410 3,025 310 4,373 Net loss $ (3,517) $ (2,740) $ (4,874) $ (5,132) Revenue by Category The following table presents our revenue disaggregated by geographic region (in thousands). Quarter Ended Two Quarters Ended February 28, February 28, February 28, February 28, 2019 2018 2019 2018 Americas $ 39,839 $ 34,786 $ 80,757 $ 70,751 Asia Pacific 7,398 8,711 16,678 17,491 Europe/Middle East/Africa 3,119 3,050 6,750 6,237 $ 50,356 $ 46,547 $ 104,185 $ 94,479 The following table presents our revenue disaggregated by type of service (in thousands). Quarter Ended Services and Leases and February 28, 2019 Products Subscriptions Royalties Other Consolidated Enterprise Division: Direct offices $ 23,102 $ 12,416 $ 896 $ - $ 36,414 International licensees 517 - 2,389 - 2,906 23,619 12,416 3,285 - 39,320 Education practice 2,583 5,368 1,747 - 9,698 Corporate and eliminations - - - 1,338 1,338 Consolidated $ 26,202 $ 17,784 $ 5,032 $ 1,338 $ 50,356 Quarter Ended February 28, 2018 Enterprise Division: Direct offices $ 22,108 $ 9,982 $ 1,185 $ - $ 33,275 International licensees 568 - 2,478 - 3,046 22,676 9,982 3,663 - 36,321 Education practice 3,396 3,749 1,862 - 9,007 Corporate and eliminations - - - 1,219 1,219 Consolidated $ 26,072 $ 13,731 $ 5,525 $ 1,219 $ 46,547 Two Quarters Ended February 28, 2019 Enterprise Division: Direct offices $ 48,111 $ 25,091 $ 1,683 $ - $ 74,885 International licensees 1,389 - 5,194 - 6,583 49,500 25,091 6,877 - 81,468 Education practice 6,501 11,080 2,463 - 20,044 Corporate and eliminations - - - 2,673 2,673 Consolidated $ 56,001 $ 36,171 $ 9,340 $ 2,673 $ 104,185 Two Quarters Ended February 28, 2018 Enterprise Division: Direct offices $ 46,981 $ 19,099 $ 1,391 $ - $ 67,471 International licensees 1,059 - 5,307 - 6,366 48,040 19,099 6,698 - 73,837 Education practice 8,181 7,482 2,520 - 18,183 Corporate and eliminations - - - 2,459 2,459 Consolidated $ 56,221 $ 26,581 $ 9,218 $ 2,459 $ 94,479 |