Segment Information | NOTE 11 – 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, 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, royalty revenues from Franklin Planner Corp. (Note 12 ), and certain corporate administrative functions. We have 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. Adjusted EBITDA is a non-GAAP financial measure. For reporting purposes, our consolidated Adjusted EBITDA may be calculated as net loss excluding interest expense, income taxes, depreciation expense, amortization expense, stock-based compensation, and certain other charges such as adjustments for changes in the fair value of contingent liabilities arising from business acquisitions. We reference this non-GAAP financial measure in our 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 the second quarter of fiscal 2019. Prior period segment information has been revised to conform with our current segment 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, 2020 Customers Gross Profit EBITDA Enterprise Division: Direct offices $ 26,760 $ 21,108 $ 352 International licensees 708 339 (724) 27,468 21,447 (372) Education practice 8,216 4,711 (1,536) Corporate and eliminations 1,421 663 (1,734) Consolidated $ 37,105 $ 26,821 $ (3,642) Quarter Ended May 31, 2019 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 Three Quarters Ended May 31, 2020 Enterprise Division: Direct offices $ 106,844 $ 81,221 $ 10,796 International licensees 7,120 5,696 2,696 113,964 86,917 13,492 Education practice 30,190 17,828 (3,707) Corporate and eliminations 5,309 2,772 (4,410) Consolidated $ 149,463 $ 107,517 $ 5,375 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 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, 2020 2019 2020 2019 Segment Adjusted EBITDA $ (1,908) $ 5,620 $ 9,785 $ 13,475 Corporate expenses (1,734) (2,549) (4,410) (6,272) Consolidated Adjusted EBITDA (3,642) 3,071 5,375 7,203 Stock-based compensation 5,104 (1,051) 1,460 (3,040) Decrease (increase) in the fair value of contingent consideration liabilities 276 (1,069) 367 (1,145) Gain from insurance proceeds 933 - 933 - Knowledge Capital wind-down costs - - (389) - Licensee transition costs - - - (488) Depreciation (1,652) (1,556) (4,925) (4,806) Amortization (1,164) (1,259) (3,504) (3,797) Loss from operations (145) (1,864) (683) (6,073) Interest income 18 8 36 30 Interest expense (621) (562) (1,783) (1,817) Discount accretion on related party receivable - - - 258 Loss before income taxes (748) (2,418) (2,430) (7,602) Income tax benefit (provision) (10,220) 394 (7,985) 704 Net loss $ (10,968) $ (2,024) $ (10,415) $ (6,898) 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, 2020 2019 2020 2019 Americas $ 32,788 $ 44,919 $ 119,545 $ 125,676 Asia Pacific 2,759 7,914 19,987 24,592 Europe/Middle East/Africa 1,558 3,173 9,931 9,923 $ 37,105 $ 56,006 $ 149,463 $ 160,191 The following table presents our revenue disaggregated by type of service (in thousands). Quarter Ended Services and Leases and May 31, 2020 Products Subscriptions Royalties Other Consolidated Enterprise Division: Direct offices $ 10,051 $ 15,965 $ 744 $ - $ 26,760 International licensees 191 - 517 - 708 10,242 15,965 1,261 - 27,468 Education practice 1,373 6,286 557 - 8,216 Corporate and eliminations - - 334 1,087 1,421 Consolidated $ 11,615 $ 22,251 $ 2,152 $ 1,087 $ 37,105 Quarter Ended May 31, 2019 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 Three Quarters Ended May 31, 2020 Enterprise Division: Direct offices $ 58,946 $ 45,425 $ 2,473 $ - $ 106,844 International licensees 1,191 - 5,929 - 7,120 60,137 45,425 8,402 - 113,964 Education practice 7,908 19,296 2,986 - 30,190 Corporate and eliminations - - 1,649 3,660 5,309 Consolidated $ 68,045 $ 64,721 $ 13,037 $ 3,660 $ 149,463 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 |