Segment Information | 17. SEGMENT INFORMATION Reportable Segments Our sales are primarily comprised of training and consulting services and our internal reporting structure is comprised of three reportable operating segments and a corporate services group. Our internal reporting structure and reportable segments are organized primarily around the client channels which produce the Company’s revenues. The following is a brief description of our reportable segments: Direct Offices – This segment includes our sales personnel that serve the United States and Canada; our international sales offices that serve clients in Japan, China, the United Kingdom, Ireland, Australia, New Zealand, Germany, Switzerland, and Austria; our governmental sales channel; our coaching operations; and our books and audio sales channel. International Licensees – This segment is primarily comprised of our international licensees’ royalty revenues. Education Practice – This group includes our domestic and international Education practice operations, which are focused on sales to educational institutions. Corporate and Other – Our corporate and other information includes royalty revenue from Franklin Planner Corporation, leasing operations, shipping and handling revenues, and certain corporate administrative expenses. 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 reported by other companies. For reporting purposes, w e define Adjusted EBITDA as net income or loss excluding the impact of interest, income taxes, intangible asset amortization, depreciation, stock-based compensation expense, and certain other items such as adjustments to the fair value of expected contingent consideration liabilities arising from business acquisitions, and other unusual or infrequent items . 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 our segment information on the same basis as the accompanying consolidated financial statements (in thousands). Sales to Fiscal Year Ended External Adjusted August 31, 2023 Customers Gross Profit EBITDA Enterprise Division: Direct offices $ 194,021 $ 156,915 $ 44,198 International licensees 11,645 10,507 5,874 205,666 167,422 50,072 Education Division 69,736 44,418 7,426 Corporate and eliminations 5,119 1,650 ( 9,432 ) Consolidated $ 280,521 $ 213,490 $ 48,066 Fiscal Year Ended August 31, 2022 Enterprise Division: Direct offices $ 183,845 $ 148,051 $ 37,497 International licensees 10,551 9,382 4,964 194,396 157,433 42,461 Education Division 61,852 41,206 8,408 Corporate and eliminations 6,593 3,273 ( 8,672 ) Consolidated $ 262,841 $ 201,912 $ 42,197 Fiscal Year Ended August 31, 2021 Enterprise Division: Direct offices $ 159,608 $ 129,416 $ 27,948 International licensees 9,036 7,727 3,586 168,644 137,143 31,534 Education Division 48,902 32,771 4,818 Corporate and eliminations 6,622 2,988 ( 8,394 ) Consolidated $ 224,168 $ 172,902 $ 27,958 A reconciliation of Adjusted EBITDA to consolidated net income is provided below (in thousands): YEAR ENDED AUGUST 31, 2023 2022 2021 Segment Adjusted EBITDA $ 57,498 $ 50,869 $ 36,352 Corporate expenses ( 9,432 ) ( 8,672 ) ( 8,394 ) Consolidated Adjusted EBITDA 48,066 42,197 27,958 Stock-based compensation ( 12,520 ) ( 8,286 ) ( 8,617 ) Increase in contingent consideration liabilities ( 7 ) ( 68 ) ( 193 ) Restructuring costs ( 565 ) - - Gain from insurance settlement - - 150 Government COVID assistance - - 299 Business acquisition costs - - ( 300 ) Depreciation ( 4,271 ) ( 4,903 ) ( 6,190 ) Amortization ( 4,342 ) ( 5,266 ) ( 5,006 ) Income from operations 26,361 23,674 8,101 Interest income 1,091 65 73 Interest expense ( 1,583 ) ( 1,675 ) ( 2,099 ) Income before income taxes 25,869 22,064 6,075 Benefit (provision) for income taxes ( 8,088 ) ( 3,634 ) 7,548 Net income $ 17,781 $ 18,430 $ 13,623 Disaggregated Revenue Our revenues are derived primarily from the United States. However, we also operate directly-owned offices or contract with licensees to provide our services in various countries throughout the world. Our consolidated revenues were derived from the following countries/regions (in thousands): YEAR ENDED AUGUST 31, 2023 2022 2021 Americas $ 233,479 $ 218,863 $ 182,954 Asia Pacific 28,640 26,835 28,621 Europe/Middle East/Africa 18,402 17,143 12,593 $ 280,521 $ 262,841 $ 224,168 The following table presents our revenue disaggregated by our significant revenue generating activities. Sales of services and products include training and consulting services and related products such as training manuals. Subscription sales include revenues from our subscription services such as the All Access Pass and Leader in Me membership. We receive royalty revenue from our international licensees and from other sources such as book publishing arrangements. Corporate royalties are amounts received from Franklin Planner Co. pursuant to a licensing arrangement obtained in fiscal 2020. Leases and other revenue is primarily comprised of lease revenues from sub-leases for space at our corporate headquarters campus and from shipping and handling revenues (in thousands). Fiscal Year Ended Services and Leases and August 31, 2023 Products Subscriptions Royalties Other Consolidated Enterprise Division: Direct offices $ 93,700 $ 97,992 $ 2,329 $ - $ 194,021 International licensees 428 1,327 9,890 - 11,645 94,128 99,319 12,219 - 205,666 Education Division 26,803 39,662 3,271 - 69,736 Corporate and eliminations - - 1,250 3,869 5,119 Consolidated $ 120,931 $ 138,981 $ 16,740 $ 3,869 $ 280,521 Fiscal Year Ended August 31, 2022 Enterprise Division: Direct offices $ 93,324 $ 88,055 $ 2,466 $ - $ 183,845 International licensees 429 1,281 8,841 - 10,551 93,753 89,336 11,307 - 194,396 Education Division 25,134 34,037 2,681 - 61,852 Corporate and eliminations - - 1,194 5,399 6,593 Consolidated $ 118,887 $ 123,373 $ 15,182 $ 5,399 $ 262,841 Fiscal Year Ended August 31, 2021 Enterprise Division: Direct offices $ 84,111 $ 72,789 $ 2,708 $ - $ 159,608 International licensees 1,085 - 7,951 - 9,036 85,196 72,789 10,659 - 168,644 Education Division 19,747 26,742 2,413 - 48,902 Corporate and eliminations - - 1,396 5,226 6,622 Consolidated $ 104,943 $ 99,531 $ 14,468 $ 5,226 $ 224,168 Inter-segment sales were immaterial for the periods presented and were eliminated in consolidation. Other Geographic Information At August 31, 2023, we had wholly owned direct offices that serve clients in Australia, New Zealand, China, Japan, the United Kingdom, Ireland, Germany, Switzerland, and Austria. Our long-lived assets, excluding intangible assets and goodwill, were held in the following locations for the periods indicated (in thousands): AUGUST 31, 2023 2022 United States/Canada $ 25,538 $ 24,179 China 1,504 1,375 Japan 1,024 983 United Kingdom 782 425 Germany, Switzerland, and Austria 223 102 Australia 100 155 $ 29,171 $ 27,219 |