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 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 operations in Germany, Switzerland, and Austria; our government services sales channel; and our public programs operations. · 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. · 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 . · 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 periodically make minor changes to our reporting structure in the normal course of operations. The segment information presented below reflects certain revisions to our reporting structure which occurred during fiscal 2019. Prior period segment information has been revised to conform with our current reporting. 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 May 31, 2019 Customers Gross Profit EBITDA Enterprise Division: Direct offices $ 40,387 $ 29,836 $ 4,520 International licensees 3,014 2,432 1,281 43,401 32,268 5,801 Education practice 11,088 6,846 (181) Corporate and eliminations 1,517 550 (2,549) Consolidated $ 56,006 $ 39,664 $ 3,071 Quarter Ended May 31, 2018 Enterprise Division: Direct offices $ 36,331 $ 26,444 $ 2,190 International licensees 3,543 2,735 1,651 39,874 29,179 3,841 Education practice 9,235 5,501 (901) Corporate and eliminations 1,352 236 (2,352) Consolidated $ 50,461 $ 34,916 $ 588 Three Quarters Ended May 31, 2019 Enterprise Division: Direct offices $ 115,271 $ 84,200 $ 10,703 International licensees 9,598 7,515 4,127 124,869 91,715 14,830 Education practice 31,132 18,668 (1,355) Corporate and eliminations 4,190 1,429 (6,272) Consolidated $ 160,191 $ 111,812 $ 7,203 Three Quarters Ended May 31, 2018 Enterprise Division: Direct offices $ 103,802 $ 75,886 $ 5,913 International licensees 9,909 7,601 4,222 113,711 83,487 10,135 Education practice 27,418 16,094 (2,894) Corporate and eliminations 3,810 947 (6,717) Consolidated $ 144,939 $ 100,528 $ 524 A reconciliation of our consolidated Adjusted EBITDA to consolidated net loss is provided below (in thousands). Quarter Ended Three Quarters Ended May 31, May 31, May 31, May 31, 2019 2018 2019 2018 Segment Adjusted EBITDA $ 5,620 $ 2,940 $ 13,475 $ 7,241 Corporate expenses (2,549) (2,352) (6,272) (6,717) Consolidated Adjusted EBITDA 3,071 588 7,203 524 Stock-based compensation expense (1,051) (446) (3,040) (2,182) Increase in contingent consideration liabilities (1,069) (136) (1,145) (789) Licensee transition costs - - (488) - ERP system implementation costs - - - (855) Depreciation (1,556) (1,267) (4,806) (3,547) Amortization (1,259) (1,326) (3,797) (4,117) Loss from operations (1,864) (2,587) (6,073) (10,966) Interest income 8 35 30 94 Interest expense (562) (738) (1,817) (1,979) Discount accretion on related party receivable - 202 258 258 Loss before income taxes (2,418) (3,088) (7,602) (12,593) Income tax benefit 394 554 704 4,927 Net loss $ (2,024) $ (2,534) $ (6,898) $ (7,666) Revenue by Category The following table presents our revenue disaggregated by geographic region (in thousands). Quarter Ended Three Quarters Ended May 31, May 31, May 31, May 31, 2019 2018 2019 2018 Americas $ 44,919 $ 38,531 $ 125,676 $ 109,283 Asia Pacific 7,914 8,337 24,592 25,827 Europe/Middle East/Africa 3,173 3,593 9,923 9,829 $ 56,006 $ 50,461 $ 160,191 $ 144,939 The following table presents our revenue disaggregated by type of service (in thousands). Quarter Ended Services and Leases and May 31, 2019 Products Subscriptions Royalties Other Consolidated Enterprise Division: Direct offices $ 26,295 $ 13,363 $ 729 $ - $ 40,387 International licensees 403 - 2,611 - 3,014 26,698 13,363 3,340 - 43,401 Education practice 5,065 5,564 459 - 11,088 Corporate and eliminations - - - 1,517 1,517 Consolidated $ 31,763 $ 18,927 $ 3,799 $ 1,517 $ 56,006 Quarter Ended May 31, 2018 Enterprise Division: Direct offices $ 24,842 $ 11,137 $ 352 $ - $ 36,331 International licensees 811 - 2,732 - 3,543 25,653 11,137 3,084 - 39,874 Education practice 4,425 3,732 1,078 - 9,235 Corporate and eliminations - - - 1,352 1,352 Consolidated $ 30,078 $ 14,869 $ 4,162 $ 1,352 $ 50,461 Three Quarters Ended May 31, 2019 Enterprise Division: Direct offices $ 74,405 $ 38,453 $ 2,413 $ - $ 115,271 International licensees 1,793 - 7,805 - 9,598 76,198 38,453 10,218 - 124,869 Education practice 11,565 16,644 2,923 - 31,132 Corporate and eliminations - - - 4,190 4,190 Consolidated $ 87,763 $ 55,097 $ 13,141 $ 4,190 $ 160,191 Three Quarters Ended May 31, 2018 Enterprise Division: Direct offices $ 71,823 $ 30,236 $ 1,743 $ - $ 103,802 International licensees 1,870 - 8,039 - 9,909 73,693 30,236 9,782 - 113,711 Education practice 12,606 11,214 3,598 - 27,418 Corporate and eliminations - - - 3,810 3,810 Consolidated $ 86,299 $ 41,450 $ 13,380 $ 3,810 $ 144,939 |