UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-K [X] ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE FISCAL YEAR ENDED APRIL 30, 1997 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 COMMISSION FILE NUMBER 0-8141 NORSTAN, INC. (Exact name of registrant as specified in its chapter) MINNESOTA 41-0835746 - ------------------------------------- ------------------------------------ (State of incorporation) (I.R.S. Employer identification No.) 605 NORTH HIGHWAY 169, TWELFTH FLOOR, PLYMOUTH, MINNESOTA 55441 (Address of principal executive offices) The Company's phone number: 612-513-4500 The Company's internet address: www.norstan.com Securities registered pursuant to Section 12(b) of the Act: NONE Securities registered pursuant to Section 12(g) of the Act: COMMON STOCK ($.10 PAR VALUE PER SHARE) COMMON STOCK PURCHASE RIGHTS - ------------------------------------------------------------------------------- (Title of class) Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports) and (2) has been subject to such filing requirements for the past 90 days. Yes X No ----- ----- Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to the best of registrant's knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. [ ] As of June 30, 1997, the aggregate market value of the voting stock held by non-affiliates of the registrant, computed by reference to the average high and low prices on such date as reported by the NASDAQ National Market System was $86,162,099. As of June 30, 1997, there were outstanding 9,426,503 shares of the registrant's common stock, par value $.10 per share, its only class of equity securities. DOCUMENTS INCORPORATED BY REFERENCE Portions of the registrant's definitive proxy statement to be filed within 120 days after the end of the fiscal year covered by this report are incorporated by reference into Part III hereof. TABLE OF CONTENTS PAGE ---- PART I ITEM 1. Business............................................................................. 1 Market Trends...................................................................... 2 Competitive Strengths.............................................................. 3 Growth Strategy.................................................................... 4 Products and Services.............................................................. 4 Acquisitions....................................................................... 7 Marketing and Sales................................................................ 7 Customers and Customer Service..................................................... 8 Suppliers: Relationship with Siemens............................................... 8 Backlog............................................................................ 9 Competition........................................................................ 9 Canadian Operations................................................................ 9 Government Regulation.............................................................. 10 Employees.......................................................................... 10 General............................................................................ 11 ITEM 2. Properties........................................................................... 12 ITEM 3. Legal Proceedings.................................................................... 12 ITEM 4. Submission of Matters to a Vote of Security Holders.................................. 12 PART II ITEM 5. Market for the Company's Common Equity and Related Stockholder Matters............... 13 ITEM 6. Selected Consolidated Financial Data................................................. 14 ITEM 7. Management's Discussion and Analysis of Financial Condition and Results of Operations for the Fiscal Years 1997, 1996, and 1995.............................. 15 ITEM 8. Financial Statements and Supplementary Data.......................................... 20 ITEM 9. Changes in and Disagreements with Accountants on Accounting and Financial Disclosure........................................................................ 41 PART III ITEM 10. Directors and Executive Officers of the Registrant................................... 41 ITEM 11. Executive Compensation............................................................... 41 ITEM 12. Security Ownership of Certain Beneficial Owners and Management....................... 41 ITEM 13. Certain Relationships and Related Transactions....................................... 41 PART IV ITEM 14. Exhibits, Financial Statement Schedules and Reports on Form 8-K...................... 42 SIGNATURES..................................................................................... 43 i PART I ITEM 1. BUSINESS. Norstan, Inc. (the Company) is a single-source technology provider creating integrated voice, video, and data solutions for customers primarily in 18 states and throughout Canada. The Company was incorporated in 1960 as a Minnesota corporation. Norstan Communications, Inc. (NCI) (formerly Norstan Communications Systems, Inc.) was incorporated in 1974. Norstan Financial Services, Inc. (NFS) (formerly Norstan Financial Corporation) was incorporated in 1979. Norstan/Electronic Engineering Company was incorporated in 1985 and merged into NCI in December 1988. Norstan/Communication Consultants, Inc. (N/CCI) was incorporated in 1988 and merged into NCI in May of 1990. Norstan Network Services, Inc. (NNS) was incorporated in 1991. Norstan Network Services, Inc. of New Hampshire and Norstan Canada Inc. (NCDA) were incorporated in 1992. Connect Computer Company (Connect) was merged into an acquisition subsidiary and as the surviving corporation became a wholly owned subsidiary of the Company in June 1996. Norstan International, Inc. (NII) was incorporated in 1997. Norstan entered the communications business in 1973, has been a distributor of Siemens ROLM Communications, Inc. (ROLM) communications equipment since 1976 and has historically derived a substantial majority of its revenues from the sale of telephone systems, communications maintenance services and moves, adds and changes, which are modifications to customers' communications systems. In 1997, ROLM's name was changed to Siemens Business Communication Systems, Inc. (Siemens). In recent years, the Company has expanded the array of products and services it provides to include those of Aspect Telecommunications Corporation (Aspect), Compression Labs, Incorporated (CLI), PictureTel Corporation (PictureTel), Sprint Communications Company L.P. (Sprint), Octel Communications Corporation (Octel) and others. In addition to providing the equipment and related support required for a specific installation, Norstan offers a variety of services, including communications maintenance services, moves, adds and changes, leasing, long distance service, network integration, outsourcing and facilities management services. These services, which provide the Company with an important source of recurring revenue, were approximately 49% of the Company's total revenues for fiscal 1997. Norstan's marketing strategy is to increase sales to its existing customer base by capturing a larger portion of each customer's communication and information systems budget. Generally, the first product sold to a customer is a telephone system. Upon selling a system, Norstan's representatives typically sign the customer to a service contract. Norstan believes the high quality of its customer service supports ongoing marketing efforts, as satisfied customers are more likely to choose Norstan to supply additional communications products and services. In order to focus marketing efforts effectively, Norstan's sales representatives strive to understand each customer's business, enabling them to recommend communications solutions that improve the flow of information and productivity. For example, a sales representative may recommend voice messaging and videoconferencing equipment to expand communications channels, reduce dependence on support personnel and reduce the need for costly travel. For customers with a high volume of calls, Norstan may recommend interactive voice response products, which allow customers to access information via a touch tone telephone, or sophisticated call centers which interface with the customer's computer system and direct calls automatically to available personnel. For those customers who wish to avoid the complexity and training required to operate and maintain their own communications system and the technology risk associated with owning communications equipment, Norstan provides complete communications outsourcing and facilities management services. The Company focuses its sales efforts on customer locations with 100 or more users and those customers with complex communications requirements. The Company's wide array of products and services enables it to offer single-source solutions to customers' communications needs. Current customers of the Company include BP America Inc., Best Buy Co., Inc., Blue Cross/Blue Shield, First Bank System, Inc., 3M Company, Harley-Davidson, Inc., The Limited Stores, as well as many hospitals and a number of government agencies in Minnesota, Iowa, Wisconsin, Ohio, Arizona and other states and provinces. 1 MARKET TRENDS Norstan believes that as markets become more global, information driven and competitive, businesses are placing an increasing emphasis on rapid and comprehensive communications technology to improve employee productivity and customer service. As a result, businesses are looking to a variety of new technologies to enhance the performance of their communications systems and to increase the speed, accuracy and availability of information. Norstan believes that several trends contribute to a favorable market outlook for communications systems integrators offering a broad range of products and services such as those offered by the Company: - CONTINUED MODEST GROWTH IN MARKET FOR PBX TELEPHONE SYSTEMS. According to MultiMedia Telecommunications Association (MTA) and Telecommunications Industry Association (TIA), national trade associations, the United States market for private branch exchange (PBX) telephone systems grew from $2.8 billion in 1994 to $3.6 billion in 1996. Over this same period, the average price per telephone line increased from an estimated $553 to $580, while the number of lines shipped increased from 5.1 million to 6.3 million. These trade associations also project the market for PBX telephone systems to grow at a compound annual rate of 8.9% from $3.6 billion in 1996 to approximately $5.1 billion in 2000, representing an increase in the number of lines shipped to over 8.3 million and an increase in the average price per line to $619. - GROWTH OF NEW COMMUNICATIONS PRODUCTS AND MARKETS. Over the past several years, a variety of new communications technologies have emerged which enhance the capabilities of traditional telephone systems making businesses more efficient and productive. Manufacturers such as Aspect, CLI and Octel have introduced products, including call centers, voice response units, videoconferencing systems and voice messaging products, that improve the performance and efficiency of communications systems. Industry sources expect the number of communications technologies to continue to grow. The United States market for call processing equipment, including call centers, voice messaging and interactive voice response products, was estimated at $5.4 billion in 1996 and is projected to grow at a compound annual rate of 10.6% between 1996 and 2000. Further,MTA and TIA estimate that the market for videoconferencing products in which the Company competes was approximately $3.7 billion in 1996 and is projected to grow at a compound annual rate of 34.5% between 1996 and 2000. - CONVERGENCE OF VOICE, VIDEO AND DATA MARKETS. Since the introduction of local and wide area computer networks, the market for data communications has grown rapidly and comprises a growing portion of the overall communications market. The data communications and networking equipment market was estimated at $32.3 billion in 1996 and is projected to grow at a compound annual rate of 15% between 1996 and 2000. As the prevalence of computer networks continues to increase, and voice, video, and data are increasingly transmitted in a digital format using the same networks, Norstan believes that demand for services related to the integration of voice, video and data networks will continue to increase. - INCREASING COMPLEXITY OF MANAGING COMMUNICATIONS SYSTEMS. Management believes businesses are increasingly turning to communications systems integrators who are capable of providing a single point of contact for communications needs. As the number and complexity of communications technologies grow, United States businesses have increasingly sought to narrow their vendor base to those who offer a broad range of communications products and services, which has led to consolidation among such vendors. 2 COMPETITIVE STRENGTHS The Company believes it possesses and is developing a number of competitive strengths that will help it achieve its goal of becoming one of the premier providers of integrated communications systems solutions in the United States and Canada. These strengths include: - ACCESS TO LEADING VOICE, VIDEO AND DATA PRODUCTS AND SERVICES. Norstan maintains relationships with leading communications technology manufacturers and service providers, including Siemens, Aspect, CLI, PictureTel, Sprint and Octel. In addition, through its data communications business, the Company has access to products and services offered by Novell, Inc. (Novell), Cisco Systems, Inc. (Cisco), Network Equipment Technologies, Inc. (NET), Microsoft Corporation (Microsoft), Intel Corporation (Intel), Adtran, Inc. (Adtran), Compaq Computer Corporation (Compaq) and Lotus Development Corporation (Lotus). Norstan's knowledge of these technologies and ability to remarket, support and integrate them into communications solutions meeting diverse customer requirements, enables the Company to provide its customers with integrated approaches to solving communications issues. Further, Norstan's strong distribution network enhances its access to leading technologies by offering a low cost distribution alternative for established manufacturers, as well as for manufacturers that lack the critical mass necessary to establish a direct sales force in specific markets. - INDEPENDENT SINGLE SOURCE SUPPLIER. Unlike companies that manufacture communications equipment, Norstan's independence permits it to select products on the basis of merit and to distribute a wide range of products from a number of manufacturers. This independence also enables Norstan to respond quickly to changing customer needs by taking advantage of new technologies as they become available, without incurring product development risk. - CUSTOMER SERVICE. Norstan is committed to providing a high level of customer service by exceeding its customers' expectations. Customer satisfaction surveys, conducted by an outside firm contracted by Norstan, indicate that 94% of Norstan's customers are satisfied with the overall service and support they receive. This level of satisfaction has increased, rising from 86% in 1988 to the current level. The Company coordinates its customer service response through three remote diagnostic and dispatch centers which handle over 430,000 service calls per year. - DISTRIBUTION EXPERTISE. Norstan believes it has access to a wide array of leading communications products and is continuing to develop the internal expertise necessary to provide communications products and services on an integrated basis. The availability of distribution rights for many communications products, such as PBX systems and call centers, is limited, making it difficult for many communications systems integration companies to offer the range of products and services that Norstan offers. In addition, the capital and training requirements necessary to offer such products and services on an integrated basis are substantial. Norstan believes that its access to leading products, established distribution network and large customer base, together with its continuing development of communications systems integration expertise, have positioned the Company to continue to expand the portion of its revenues derived from the integration of communications products and services. - MANAGED SERVICES. As communications and information systems become more complex, businesses are finding it more cost effective to outsource some or all of their communications, data, and call center needs. Norstan offers its customers a wide array of managed communication and information services with outsourcing and facilities management agreements. Norstan may provide a customer all system equipment including PBX, local and wide area networks, servers, voice messaging and conferencing equipment, staffing, both management and administrative support, allowing the customer to concentrate on their core competencies. Norstan believes the managed services solution, whether fully turnkey or simple support of internal staff, provides its customers with a single source for the management of their voice, data, and call center environments. 3 GROWTH STRATEGY Norstan has formulated a growth strategy intended to capitalize on its competitive strengths. This growth strategy is focused on the following elements: - INCREASE SALES TO EXISTING CUSTOMERS. Norstan has a large installed customer base, including approximately 6,500 customer locations covered by service contracts. This base provides Norstan with the opportunity to capture an increasing portion of each customer's communications requirements. Most customers currently purchase only a portion of the products and services offered by the Company. The cost of selling to existing customers is generally lower than selling to new customers because Norstan already understands the customer's business and communications requirements. Additionally, Norstan's reputation is already established with the customer, thereby enabling Norstan to leverage its high level of customer service and more easily sell new products and services. - EXPANSION OF THE INSTALLED BASE BY ATTRACTING NEW CUSTOMERS. Norstan continually works to attract new customers and employs a specialized sales team focused on selling to non-Norstan customers. Norstan believes its portfolio of products and services, expertise in providing turnkey solutions to customers' communications systems requirements and reputation for high quality service enhance the Company's ability to attract new customers. - STRATEGIC PARTNERSHIPS. Norstan continues to establish strategic partnerships with both hardware and software manufacturers. These partnerships enable Norstan to expand its range of products and services and help to ensure continued access to new products and technologies. In certain instances, strategic partnerships also enhance Norstan's ability to expand geographically by providing access to customers outside of the markets historically served by Norstan. - STRATEGIC ALLLIANCES. The development of strategic alliances with related and complimentary vendors allows Norstan to go to the market with the expertise to provide complete packages of managed services. By aligning itself with leaders in such fields as staffing and conferencing, Norstan is able to supplement its skill sets and better meet customers' expectations. - ACQUISITION STRATEGY. Norstan is actively seeking to acquire complementary businesses that will contribute to the success of Norstan's communications systems integration strategy. Norstan targets systems integration companies that will provide either new skills, products and services and/or permit expansion of the geographic areas which Norstan serves. These acquisitions will also expand Norstan's customer base, providing additional points of entry for Norstan's communications products and services. See "Acquisitions." PRODUCTS AND SERVICES The Company's core business has historically been the sale of telephone systems, communications maintenance services and moves, adds and changes. From this core business, the Company has expanded its operations and shifted its product mix to incorporate new products and services, including call processing products, call center solutions, long distance services, conferencing products, refurbished equipment, cabling, leasing, outsourcing and network integration products and services. This array of products and services allows the Company to provide single source solutions to customers' communications needs. The Company's three major business segments are: products and systems, telecommunications services and financial services. Products and systems include the sale of new products and upgrades, as well as refurbished equipment and contributed approximately 50.8%, 55.0% and 57.4% of total revenues in fiscal 1997, 1996 and 1995, respectively. Telecommunications services include communications maintenance services, moves, adds and changes, network integration services, and long distance service and contributed approximately 47.7%, 43.2% and 40.9% of total revenues in fiscal 1997, 1996 and 1995, respectively. Financial services revenues result primarily from leasing activities and contributed approximately 1.5%, 1.8% and 1.7% of total revenues in fiscal 1997, 1996 and 1995, respectively. The products and services included in each of these segments are discussed below. 4 PRODUCTS AND SYSTEMS TELEPHONE SYSTEMS. Norstan offers a wide variety of private telephone systems. These systems are typically comprised of a telephone switch and individual telephones located at the customer site. A telephone switch is a device that provides the connection between the customer's internal telephone lines and the outside telephone network. The telephone switch, typically owned by the customer, is available in three primary types: PBX, key system and hybrid key system. PBX switches are generally used for installations of more than 100 lines and can accommodate up to several thousand telephone lines. A PBX condenses the number of internal phone lines to a significantly smaller number of outside trunk lines which connect to the telephone network. When an incoming call is received, the PBX switches the call to the appropriate internal telephone extension. When a call is made from within the business, the PBX determines whether the call is an internal call, in which case the PBX switches the call to the appropriate internal telephone extension, or an outgoing call, in which case the PBX directs the call to an open outside line. The PBX also provides a base platform from which the customer's telephone system can be upgraded with features such as voice messaging and caller identification. In contrast to PBX systems, key systems are relatively inexpensive and appropriate for small installations which generally require fewer than 50 lines. Each telephone in a key system displays all outside lines, allowing the user to directly select which telephone line to use when making a call. Hybrid key systems share attributes of both PBX systems and key systems and are typically appropriate for installations requiring approximately 50 to 100 lines. The Company also offers a number of different telephone models with a variety of features. Telephone systems range in price from approximately $15,000 for a key system with relatively few lines and features to over $1.0 million for the largest, most complex PBX systems. CALL CENTERS. Call centers are complex systems that can process a large number of incoming calls per hour and are used by businesses in applications such as reservation centers, customer support centers and catalog order centers. Call centers utilize a variety of call processing technologies such as interactive voice response products, voice messaging and computer telephony integration (CTI), to maximize the efficiency of a large call-receiving operation. A call center utilizing an interactive voice response product can obtain information from a caller via a touch tone telephone, permitting more detailed information on the caller to be retrieved from a computer database and be available to an agent when answering the call. Norstan offers a variety of call center products manufactured by Aspect, Siemens and Executone which can service from two call-receiving agents to over eight hundred call-receiving agents. Call centers range in price from less than $40,000 to over $1.0 million. CALL PROCESSING. Call processing is comprised of voice messaging and interactive voice response products. Voice messaging enables verbal communications to be sent, stored and retrieved at a later time, from a remote location, or forwarded to other parties by using a touch tone telephone. Norstan offers integrated voice messaging products from Siemens and stand alone voice messaging products from Octel and Applied Voice Technology (AVT) that are compatible with all major PBX systems. Voice messaging products range in price from approximately $5,000 to $500,000. Interactive voice response (IVR) products allow a caller to access a computer database to retrieve or input data by using a touch tone telephone. IVR products can be utilized in a stand alone application, such as when a caller uses a touch tone telephone to obtain account information from a bank or flight schedules from an airline's automated retrieval system. IVR products can also be utilized in a call center application to route calls and provide data on the call based on caller input or historical database information. Norstan began marketing IVR products in 1991 and currently markets models manufactured by Intervoice and Aspect which range in price from approximately $20,000 to $250,000. 5 CONFERENCING. The Company offers a robust array of video, voice and data conferencing products. Videoconferencing allows persons at separate locations to communicate using cameras, video screens, microphones and speakers linked over digital networks. Norstan has distributed videoconferencing equipment manufactured by CLI since July 1991 (as of June 1, 1997, CLI merged with VTEL -Austin, TX). In addition to distributing CLI/VTEL products within a defined geographic region, the Company provides installation and service support nationally for those products. In December 1995, the Company began to distribute videoconferencing equipment from PictureTel, ranging from desktop video to boardroom systems. Videoconferencing products range in price from approximately $10,000 to over $100,000. Norstan also distributes Latitude Meeting Place voice/data conferencing products which allow up to 128 users from anywhere in the world to conference free of degradation of voice quality. Conferencing products range in price from $30,000 to $400,000. REFURBISHED EQUIPMENT. Since 1988, Norstan has engaged in the refurbishment and resale of previously owned Siemens products. In July 1990, the Company and Siemens entered into an agreement to refurbish and resell previously owned Siemens equipment in the United States. This agreement was renewed for an additional three-year period in October 1993 and subsequently extended to July 27, 1998. Under the agreement, Siemens pays the Company a fee for refurbishing the equipment and remarketing separate Siemens components, and the Company shares in the profit generated by this program. All refurbished equipment is certified by Siemens and covered by warranty for up to one year, depending on the type and quantity of equipment purchased. The Company and Siemens are currently negotiating a new agreement. In April 1993, Norstan expanded its refurbished equipment operations to include the purchase, refurbishment and resale of previously owned Nortel (formerly Northern Telecom) equipment. In 1997, the refurbished product line was expanded to include Iwatsu, Aspect and Isotec products. TELECOMMUNICATIONS SERVICES COMMUNICATIONS MAINTENANCE SERVICES. Norstan provides service to its customers for products it sells on a contract or time and material basis. Telephone systems generally require a higher level of ongoing communications maintenance than other products sold by the Company and generate the majority of communications maintenance revenue. The Company coordinates service through three remote diagnostic and dispatch centers located in Cleveland, Minneapolis and Toronto. The Company offers a variety of service contracts intended to meet the differing needs of customers. List prices for Norstan's communications maintenance services range from approximately $25 to $65 per line annually and are based primarily on the capacity and features of the customer's communications system. MOVES, ADDS AND CHANGES. Norstan performs moves, adds and changes related to its customers' telephone systems. Moves, adds and changes consist of moving telephones to new user locations, adding telephones or expansion cards in a telephone system and changing system and user features. Moves, adds and changes are typically scheduled in advance by customers, as compared to communications maintenance service calls which require prompt response. DATA COMMUNICATIONS. In November 1993, Norstan formed a strategic business unit to provide data communications services to customers. Data communications services consist of consulting, design, integration and implementation of local area networks, wide area networks, intranets and internets, client/server environments and other data and image communications applications. To support these efforts, Norstan provides products and services offered by Novell, Cisco, NET, Microsoft, Intel, Adtran, Compaq and Lotus. In October 1994, Norstan expanded its data communications efforts to include computer telephony integration, which consists of integrating a database or other data system with a telephone system. For example, a call center could be integrated with a database so that when a customer calls a catalog merchant to place an order, that customer's name, address and order history would automatically be retrieved from the database and displayed on the call-receiving agent's computer screen. In November 1994, the Company expanded its data communication services into Canada and in June 1996, the Company increased its data communication capabilities in the Midwest through the acquisition of Connect. See "Acquisitions" below. Norstan has approximately 320 employees focusing on data communications and is actively recruiting additional employees to continue its expansion into this area. 6 LONG DISTANCE SERVICE. Norstan has provided long distance service since May 1990. The Company entered into a three-year direct resale agreement with Sprint in May 1993, whereby Norstan offers customers a full range of long distance and network services under the Company's private label. In August 1994, the Company and Sprint negotiated a new agreement which runs through July 1997. The Company and Sprint are currently negotiating a new agreement. CABLING. Cabling is the infrastructure that provides the pathway for telephone systems, local area networks, wide area networks and other communications systems to function. Cabling can be provided on a stand alone basis or in conjunction with other products and services offered by the Company. OUTSOURCING. The Company believes that many businesses do not want to dedicate internal resources to manage their communications systems and are therefore contracting with companies who will manage their communications systems through outsourcing agreements. Norstan provides communications equipment and trained personnel to act as a customer's communications systems department, thereby permitting the customer to focus on its primary business. FINANCIAL SERVICES LEASING. Norstan provides leasing services to enable its customers to finance purchases of communications systems. Lease financing supports the sales process by permitting customized lease structures to meet the needs of customers and eliminating the need for third party financing. By acting as lessor, the Company can typically provide lease terms with greater flexibility than third party financing sources. Norstan also generally provides communications maintenance services for leased equipment. The Company currently has approximately 1,250 leases. At the time of inception, the average lease transaction is approximately $50,000 and has a term of from 36 to 60 months. The Company financed over $31.5 million in customer equipment purchases for fiscal 1997. ACQUISITIONS Norstan is actively seeking to acquire complementary businesses that will contribute to the success of Norstan's communications systems integration strategy. On June 4, 1996, the Company acquired Connect, a provider of consulting, design and implementation services based in Minneapolis with offices in Milwaukee and Des Moines. The purchase price of this acquisition was approximately $15 million plus certain incentive payments contingent upon future operating performance of Connect. On November 30, 1994, the Company acquired substantially all of the assets of Renaissance Investments, Ltd., a technology planning and integration services company based in Toronto, Ontario, specializing in local area networks, wide area networks and graphical user interfaces. The purchase price of this acquisition was approximately $726,000. MARKETING AND SALES Norstan has approximately 421 sales and marketing personnel within the United States and Canada including 300 sales representatives who focus on either new prospects or selling additional products and services to Norstan's customer base. Included in the sales force are specialists in the areas of videoconferencing, call centers, leasing, long distance service and training. These specialists partner with the sales representatives to provide integrated communications systems solutions for Norstan's customers. 7 Norstan's sales representatives and specialists use a comprehensive approach in evaluating each customer's communications needs and implementing solutions. The sales representative begins with a detailed needs analysis of the customer's current and future communications requirements. After determining the customer's needs, Norstan proposes solutions to satisfy current and anticipated requirements. Norstan's operations teams then work with the customer to plan the installation of purchased technologies and identify required training. By planning the precise requirements of each installation, Norstan's specialists are able to install, test and bring new equipment on-line with minimal service interruption. Finally, Norstan provides an ongoing support program tailored to meet the customer's specific application requirements incorporating remote diagnostics, in-field service and support, additional training and help desk support from Norstan's customer support representatives. Norstan uses a variety of methods to communicate with customers and prospect for new customers. The Company publishes semi-annual news magazines describing available products and services, organizational changes and other company news. Customers also receive product and service updates from Norstan's sales representatives, field technicians and customer support representatives. The Company pursues new customer opportunities through in-person sales calls, telemarketing and advertising. Norstan also regularly receives referrals from equipment manufacturers and customers, as well as unsolicited requests for proposals for products and services. CUSTOMERS AND CUSTOMER SERVICE Norstan focuses its marketing initiatives on customers with 100 or more users and those customers with complex communications requirements. The Company believes that providing service exceeding customers' expectations, or "legendary" customer service, is an important element of its ability to compete effectively in the communications market. Norstan maintains a highly trained force of service technicians, design engineers and customer support representatives who provide on-site and remote service and support. Customer satisfaction surveys, conducted by an outside firm contracted by Norstan, indicate that 94% of Norstan's customers are satisfied with the overall service and support they receive. This level of satisfaction has increased, rising from 86% in 1988 to the current level. Norstan coordinates its customer service response through three remote diagnostics and dispatch centers located in Cleveland, Minneapolis and Toronto. These centers handle over 430,000 service calls per year, approximately 44% of which are addressed remotely. For calls requiring immediate on-site service and support, Norstan promptly dispatches a service technician. Overall, Norstan has over 135 employees devoted primarily to providing customer service out of the service centers. The Company sells products and services across many industry segments, including banking, government, insurance, health care, manufacturing, publishing, public utilities, transportation and retail. Current customers of the Company include BP America Inc., Best Buy Co., Inc., Blue Cross/Blue Shield, First Bank System, Inc., 3M Company, Harley-Davidson, Inc., The Limited Stores, as well as many hospitals and a number of government agencies in Minnesota, Iowa, Wisconsin, Ohio, Arizona and other states and provinces. In addition, through an agreement entered into in August 1993 with the Midwest Higher Education Consortium, the Company has agreed to provide certain videoconferencing equipment at specified terms to all state agencies in the states of Illinois, Kansas, Michigan, Minnesota, Missouri, Nebraska, Ohio and Wisconsin. This agreement designates Norstan as a recommended vendor, but does not require any purchases by state agencies. No single customer accounted for more than 5% of the Company's total revenue for fiscal years 1997, 1996 or 1995. SUPPLIERS: RELATIONSHIP WITH SIEMENS Norstan's principal suppliers include Siemens, Aspect, CLI, PictureTel, Sprint and Octel. In addition, the Company distributes complementary communications products that fit specific segments in the marketplace such as hybrid key systems and personal computer-based voice processing and videoconferencing systems, as well as data communications products from Novell, Newbridge, Bay Networks, Compaq, Lotus and others. In addition, the Company has distribution arrangements with several manufacturers of other products and services, as well as business partnerships that provide technical support to complement Norstan's expertise. 8 Norstan has been a distributor of Siemens communications equipment since 1976 and is Siemens' largest independent distributor. Siemens is the third largest manufacturer of PBX systems in the United States, accounting for an estimated 13% of United States sales of PBX systems in 1996, behind Lucent Technologies and Nortel (formerly Northern Telecom) which accounted for an estimated 30% and 28%, respectively. In July 1993, the Company executed a new distributor agreement with Siemens, which has a term extending through July 1998 and automatically renews for additional one-year periods, unless terminated upon 90 days' notice prior to each renewal date. Pursuant to this agreement, Norstan is the exclusive distributor of Siemens communications equipment in Minnesota, Wisconsin, Iowa, North Dakota, South Dakota, Ohio, Kentucky, Arizona, New Mexico, Oklahoma, Louisiana, Nevada, Texas, Arkansas, Mississippi, Florida, Alabama, parts of Nebraska, as well as all of Canada. In the event this agreement expires without renewal, Norstan is entitled to receive parts, certain software upgrades and technical support for ten years to enable Norstan to continue providing service to its customers with Siemens products. In addition, Norstan and Siemens have an agreement under which Norstan is an authorized agent for the refurbishment and sale of previously owned Siemens equipment in the United States. This agreement also runs through July 1998. The Company and Siemens are currently negotiating a new agreement. The Company believes that any interruption of its business relationship with Siemens would have a material adverse effect on its business. BACKLOG As of April 30, 1997, the Company had signed contracts for products and services aggregating approximately $47.3 million, substantially all of which are expected to be fulfilled by the end of fiscal 1998. As of April 30, 1996, the Company had signed contracts aggregating approximately $46.9 million, substantially all of which were fulfilled by the end of fiscal 1997. The usual time period between the execution of a contract and the completion of the installation is one to six months, depending on the size and complexity of the system. COMPETITION The communications industry is intensely competitive and rapidly changing. In general, the Company competes on the basis of breadth of product offering, system capability and reliability, service, support and price. Many of the Company's competitors, including AT&T and Lucent, the seven Regional Bell Holding Companies (RHCs) and Nortel, have longer operating histories and significantly greater financial, technical, sales, marketing and other resources, as well as greater name recognition and larger distribution networks, than the Company. The passage of the Telecommunications Act of February 1996 has enabled a number of entities with greater resources to enter and compete in industries from which they were previously precluded. Also, as a result of this legislation, many business reorganizations are occurring. These changes in the regulatory environment could potentially affect the Company's ability to compete successfully. The Company also competes with a number of companies offering data systems integration services, many of which have greater financial and other resources than the Company. These companies could also attempt to increase their presence in other segments of the communications market in which the Company competes by introducing additional products or services targeted for these market segments. There can be no assurance that the Company will be able to compete successfully or that competition will not have a material adverse effect on the Company's business, operating results and financial condition. CANADIAN OPERATIONS In April 1992, Norstan acquired substantially all of the assets of the Siemens' communications business of IBM Canada Limited. Approximately 8%, 11% and 10% of the Company's revenues were generated by its Canadian operations for fiscal 1997, 1996 and 1995, respectively. On November 30, 1994, the Company acquired substantially all of the assets of Renaissance Investments, Ltd. 9 GOVERNMENT REGULATION Except for the sale of long distance service, the Company is not subject to any government regulations which have a material impact on its operations. Effective May 1, 1992, the Company became a direct reseller of long distance network services and accordingly became subject to certain state tariff regulations throughout the United States. The Company is currently registered and certified to provide interstate services in all 50 states and intrastate services in 46 states, and is currently pursuing certification for intrastate services in two additional states. The Company is also subject to FCC regulations which require the filing of federal tariffs. EMPLOYEES The Company's U.S. operations had a total of 2,167 employees as of April 30, 1997, consisting of 367 sales and marketing personnel, 1,367 operations, service and installation employees, and 433 administrative employees. Of these employees, approximately 150 are covered by collective bargaining agreements. The Company considers relations with its employees to be good and has not experienced any work stoppages. The Company's Canadian operations had a total of 206 employees as of April 30, 1997, consisting of 54 sales and marketing personnel, 103 operations, service and installation employees, and 49 administrative personnel. The Company considers relations with the Canadian employees to be good and has not experienced any work stoppages. 10 GENERAL RAW MATERIALS The Company purchases all the equipment that it markets and installs and does not engage in any manufacturing operations. The most important components utilized by the Company are the telecommunications systems and electronic telephone sets supplied by Siemens. Purchases of such equipment from Siemens account for the major portion of total equipment purchases. The other parts and components utilized, such as telephones, electrical components, wire and speakers, substantially all of which are purchased in conjunction with Siemens telecommunications systems, are purchased from a number of suppliers. It is anticipated that such other parts and components, which are purchased pursuant to purchase orders rather than long term contracts, will be readily available from present suppliers or, if necessary, from alternate qualified manufacturers. NFS is a financial service organization and uses no raw materials. PATENTS The Company and its subsidiaries have no patents, trademarks, licenses, franchises or concessions that are of material importance to their business with the exception of distributor agreements between the Company and Siemens, and between the Company and other suppliers. SEASONAL NATURE OF BUSINESS Historically, operating results indicate that both revenues and earnings generally increase in each quarter as each fiscal year progresses. This results from seasonal performance of the Company and its employees as well as from seasonal demands of the Company's customers. WORKING CAPITAL PRACTICES The Company and its subsidiaries have no special practices relating to working capital items. RESEARCH AND DEVELOPMENT The Company and its subsidiaries do not engage in any material research or development activities. EFFECTS OF COMPLIANCE WITH ENVIRONMENTAL PROTECTION REGULATION Not applicable. EFFECTS OF INFLATION Market conditions have generally permitted the Company to adjust its pricing to reflect increases in labor and product costs due to inflation. Inflation has not had a significant impact on operating results during the past three years. 11 ITEM 2. PROPERTIES. The executive offices of the Company and its subsidiaries are located in Plymouth, Minnesota, where the Company leases approximately 53,400 square feet of office space. The Company also has corporate offices in Maple Grove, Minnesota, Brecksville, Ohio, and Phoenix, Arizona, where the Company leases approximately 64,000, 61,250 and 34,400 square feet of office space, respectively. In addition to the space above, the Company leases sales and service offices in 38 other cities within the United States. In Canada, the Company leases approximately 30,400 square feet of office space in North York, Ontario, which serves as its Canadian headquarters. In addition, the Company also leases sales and service offices in eight other cities within the Canadian provinces of Alberta, Ontario, Quebec and British Columbia. The Company believes that the above mentioned facilities are adequate and suitable for its current needs. ITEM 3. LEGAL PROCEEDINGS. The Company is involved in legal actions in the ordinary course of its business. Although the outcomes of any such legal actions cannot be predicted, in the opinion of management there is no legal proceeding pending against or involving the Company for which the outcome is likely to have a material adverse effect upon the business, operating results and financial condition of the Company. ITEM 4. SUBMISSION OF MATTERS TO A VOTE OF SECURITY HOLDERS. The Company did not submit any matters to a vote of security holders during the last quarter of the fiscal year covered by this report. 12 PART II ITEM 5. MARKET FOR THE COMPANY'S COMMON EQUITY AND RELATED STOCKHOLDER MATTERS. PRICE RANGE OF COMMON STOCK The Company's common stock is traded on the National Over-the-Counter market and is listed on the national market system of the National Association of Securities Dealers' Automated Quotations System ("NASDAQ") under the symbol "NRRD". The following table sets forth the high and low quotations for the Company's common stock as reported by NASDAQ for each quarterly period during the two most recent fiscal years(1): FISCAL YEAR ENDED APRIL 30, 1997: HIGH LOW First Quarter 19 1/2 13 1/8 Second Quarter 20 1/4 15 Third Quarter 18 3/4 15 1/2 Fourth Quarter 17 1/4 13 3/4 FISCAL YEAR ENDED APRIL 30, 1996: HIGH LOW First Quarter 12 5/8 10 7/8 Second Quarter 13 12 1/8 Third Quarter 13 11 1/2 Fourth Quarter 13 7/8 12 1/4 (1) On June 20, 1996, the Company's Board of Directors approved a two-for-one stock split effected in the form of a stock dividend. The stock split has been retroactively reflected in the high and low quotations presented above. The quotations reflect prices between dealers and do not include retail mark-ups, mark-downs or commissions, and do not necessarily represent actual transactions. As of June 30, 1997, there were approximately 1,600 holders of record of the Company's common stock. RESTRICTIONS ON THE PAYMENT OF DIVIDENDS The Company has not recently declared or paid any cash dividends on the common stock and does not intend to pay cash dividends on the common stock in the foreseeable future. The Company currently expects to retain earnings to finance expansion of its business. In addition, the Company's current revolving long-term credit agreement prohibits the payment of cash dividends without the prior written consent of the lenders thereunder. ISSUANCE OF UNREGISTERED SECURITIES The Company issued 137,758 unregistered shares of its common stock on June 4, 1996, as part of the purchase price paid for Connect Computer Company. These shares had a fair market value of $2,000,000 and were issued to Connect shareholders (21 shareholders). These shares are being held in escrow on behalf of each Connect shareholder until June 4, 1998. During this escrow period, the shareholders have all the rights of a shareholder, including the right to vote such shares, however, they may not sell, transfer, pledge or otherwise encumer the shares. Such shares were issued in an exempt transaction pursuant to Section 4(2) of the Securities Act of 1933 as a transaction by an issuer not involving a public offering. There were no underwriters involved in this transaction. 13 ITEM 6. SELECTED CONSOLIDATED FINANCIAL DATA. The selected consolidated financial data set forth below as of and for each of the fiscal years in the five-year period ended April 30, 1997 have been derived from the Company's consolidated financial statements, which have been audited by Arthur Andersen LLP, independent public accountants. The selected consolidated financial data should be read in conjunction with "Management's Discussion and Analysis of Financial Condition and Results of Operations" and the consolidated financial statements and the notes thereto included elsewhere in this report. FISCAL YEARS ENDED APRIL 30, ------------------------------------------------ 1997 1996 1995 1994 1993 -------- -------- -------- -------- -------- (IN THOUSANDS, EXCEPT PER SHARE DATA) STATEMENTS OF OPERATIONS DATA: Revenues.................................................... $398,075 $321,364 $290,245 $231,899 $195,856 Cost of sales............................................... 289,560 229,980 202,107 155,676 128,228 -------- -------- -------- -------- -------- Gross margin................................................ 108,515 91,384 88,138 76,223 67,628 Selling, general and administrative expenses................ 89,310 75,973 74,725 65,137 58,609 -------- -------- -------- -------- -------- Operating income............................................ 19,205 15,411 13,413 11,086 9,019 Interest expense............................................ (1,866) (1,351) (1,587) (832) (841) Interest and other income (expense), net.................... (22) 89 (54) (106) 323 -------- -------- -------- -------- -------- Income before cumulative effect of accounting change and provision for income taxes................................ 17,317 14,149 11,772 10,148 8,501 Provision for income taxes.................................. 7,100 5,660 4,709 4,161 3,401 -------- -------- -------- -------- -------- Income before cumulative effect of accounting change........ 10,217 8,489 7,063 5,987 5,100 Cumulative effect of change in accounting for income taxes (1)................................................. -- -- -- (375) -- -------- -------- -------- -------- -------- Net income.................................................. $ 10,217 $ 8,489 $ 7,063 $ 5,612 $ 5,100 -------- -------- -------- -------- -------- -------- -------- -------- -------- -------- Net income per common and common equivalent share: Income before cumulative effect of accounting change...... $ 1.08 $ .94 $ .81 $ .70 $ .62 Cumulative effect of change in accounting for income taxes (1)............................................... -- -- -- (.04) -- -------- -------- -------- -------- -------- Net income per share (2).................................... $ 1.08 $ .94 $ .81 $ .66 $ .62 -------- -------- -------- -------- -------- -------- -------- -------- -------- -------- Weighted average number of common and common equivalent shares outstanding (2)................................... 9,435 9,028 8,750 8,504 8,166 -------- -------- -------- -------- -------- -------- -------- -------- -------- -------- AS OF APRIL 30, ------------------------------------------------ 1997 1996 1995 1994 1993 -------- -------- -------- -------- -------- BALANCE SHEET DATA: Working capital............................................. $ 37,484 $ 24,899 $ 32,183 $ 32,961 $ 19,160 Total assets................................................ 224,173 160,988 161,709 149,662 120,731 Long-term debt, net of current maturities................... 18,284 -- 16,465 18,218 11,555 Discounted lease rentals, net of current maturities......... 24,043 15,961 16,313 18,845 12,785 Shareholders' equity........................................ 84,370 67,517 56,984 47,658 40,594 Cash dividends declared and paid............................ -- -- -- -- -- - ------------------------ (1) On May 1, 1993, the Company adopted Statement of Financial Accounting Standards No. 109, "Accounting for Income Taxes." As a result, the Company recorded a one-time charge of $375,000, or $.04 per share, in fiscal 1994 for the cumulative effect of the change in method of accounting for income taxes. (2) On June 20, 1996, the Company's Board of Directors approved a two-for-one stock split effected in the form of a stock dividend. The stock split has been retroactively reflected in the selected consolidated financial data presented above. 14 ITEM 7. MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS. GENERAL Norstan is a full service communications systems provider creating integrated voice, video, and data solutions for customers primarily in 18 states and throughout Canada. Norstan entered the communications business in 1973 and has historically derived a substantial majority of its revenues from the sale of telephone systems, communications maintenance services and moves, adds and changes. Norstan's growth has resulted from acquisitions and geographic expansion as well as from offering a broadening range of products and services including network integration services. Over the past several years, Norstan has expanded its offering of products and services to include refurbished equipment, call processing products, videoconferencing equipment, long distance service and cabling. Recently, the Company has further expanded its products and services to include data communications applications, network integration and complete management of customers' communications systems through outsourcing agreements. In June 1996, the Company acquired all of the common stock of Connect Computer Company (Connect) for consideration of approximately $15 million. This acquisition represented revenue of over $33 million in fiscal 1997, leading the growth of the Company's integration services. Norstan offers leasing services to its customers through a wholly owned subsidiary. Norstan believes its ability to provide lease financing to customers supports the sales process by permitting customized lease structures to meet the needs of customers and by eliminating the need for third party financing. Approximately 49% of fiscal 1997 revenues were derived from the sale of services, including communications maintenance services, moves, adds and changes, long distance service, network integration services, and leasing. Management believes that services provide the Company with an important source of recurring revenue. 15 RESULTS OF OPERATIONS The Company's revenues consist of the sales of products and systems, telecommunications services and financial services. Products and systems revenues result from the sale of new products and upgrades, as well as refurbished equipment. Revenues from telecommunications services result primarily from communications maintenance services, moves, adds and changes, network integration services, and long distance service. Financial services revenues result primarily from leasing activities. The following table sets forth, for the periods indicated, certain items from the Company's consolidated statements of operations expressed as a percentage of total revenues. FISCAL YEARS ENDED APRIL 30, ------------------------------- 1997 1996 1995 --------- --------- --------- Revenues: Sales of products and systems................ 50.8% 55.0% 57.4% Telecommunications services.................. 47.7 43.2 40.9 Financial services........................... 1.5 1.8 1.7 --- --- --- Total revenues............................. 100.0 100.0 100.0 Cost of sales.................................. 72.7 71.6 69.6 --- --- --- Gross margin................................... 27.3 28.4 30.4 Selling, general and administrative expenses... 22.5 23.6 25.8 --- --- --- Operating income............................... 4.8% 4.8% 4.6% --- --- --- --- --- --- Net income..................................... 2.6% 2.6% 2.4% --- --- --- --- --- --- The following table sets forth, for the periods indicated, the gross margin percentages for sales of products and systems, telecommunications services and financial services. FISCAL YEARS ENDED APRIL 30, ------------------------------- 1997 1996 1995 --------- --------- --------- Gross margin percentage: Sales of products and systems............... 25.9% 26.3% 26.1% Telecommunications services................. 27.6 29.8 35.4 Financial services.......................... 64.2 60.6 53.8 FISCAL YEARS ENDED APRIL 30, 1997, 1996 AND 1995 REVENUES. Total revenues were $398.1 million, $321.4 million and $290.2 million for the fiscal years ended April 30, 1997, 1996 and 1995, respectively, representing an increase of 23.9% for fiscal 1997 as compared to fiscal 1996 and an increase of 10.7% for fiscal 1996 as compared to fiscal 1995. Sales of products and systems increased $25.2 million, or 14.2%, for fiscal 1997 as compared to fiscal 1996, and $10.3 million, or 6.2%, for fiscal 1996 as compared to fiscal 1995. The increases for fiscal 1997 and 1996 as compared to prior years, result primarily from increased sales volume in refurbished equipment, cabling operations and videoconferencing. Revenues from telecommunications services increased $51.1 million, or 36.8% for fiscal 1997 as compared to fiscal 1996, and $20.2 million, or 17.0%, for fiscal 1996 as compared to fiscal 1995. The increases in fiscal 1997 and 1996 result primarily from the growth in network integration services including the Connect acquisition. In addition, the growth in the Company's installed base of customers and expanded array of products and services has led to increased activity in communication maintenance services, moves, adds, and changes. The Company also achieved significant growth in revenues from long distance services and outsourcing arrangements. Revenues from financial services increased $394,000, or 7.0%, for fiscal 1997 as compared to fiscal 1996, and $634,000, or 12.7%, for fiscal 1996 as compared to fiscal 1995. The increase in revenues from financial services in both years is attributable to the increased size of the Company's leasing base, which is derived primarily from sales of products and systems. 16 GROSS MARGIN. The Company's gross margin was $108.5 million, $91.4 million, and $88.1 million, for the fiscal years ended April 30, 1997, 1996 and 1995, respectively. As a percent of total revenues, gross margin was 27.3% for fiscal 1997 compared to 28.4% for fiscal 1996 and 30.4% for fiscal 1995. Gross margin as a percent of revenues for the sale of products and systems was 25.9% for fiscal 1997 as compared to 26.3% for fiscal 1996 and 26.1% for fiscal 1995. These changes in the gross margin percentages from the sale of products and systems are primarily the result of shifts in the product mix and competitive market conditions. Gross margin as a percent of revenues for telecommunications services was 27.6% for fiscal 1997 as compared to 29.8% for fiscal 1996 and 35.4% for fiscal 1995. The decrease in gross margin for fiscal 1997 as compared to 1996 is primarily due to lower gross margins in the network integration services provided by Connect, relative to the Company's other services. However, operating margins generated by Connect have been higher than the Company's other service lines. The decrease for fiscal 1996 as compared to fiscal 1995 resulted from changes in the mix of services, increased service support costs, additional training and development costs required to support the Company's expanded line of product offerings, as well as from decreased margin percentages attributable to moves, adds and changes. Gross margin as a percent of revenues for financial services was 64.2% for fiscal 1997 as compared to 60.6% for fiscal 1996 and 53.8% for fiscal 1995. The increase in gross margin percentage for fiscal 1997 as compared to fiscal 1996 and fiscal 1996 as compared to fiscal 1995, is the result of decreasing interest rates. SELLING, GENERAL AND ADMINISTRATIVE EXPENSES. Selling, general and administrative expenses were $89.3 million, $76.0 million and $74.7 million for the fiscal years ended April 30, 1997, 1996 and 1995, respectively, representing an increase of 17.6% for fiscal 1997 as compared to fiscal 1996 and 1.7% for fiscal 1996 as compared to fiscal 1995. As a percent of revenues, selling, general and administrative expenses declined to 22.5% for fiscal 1997 as compared to 23.6% for fiscal 1996 and 25.7% for fiscal 1995. These decreases as a percentage of revenues resulted from continued efforts to contain costs and volume related efficiencies, as sales volume increased without proportional increases in expenses. Additionally, in fiscal 1996, the Company shifted certain administrative resources to an operational and product line support function; the related costs were included in cost of sales for fiscal 1996. OTHER COSTS AND EXPENSES. Interest expense was $1.9 million for fiscal 1997 as compared to $1.4 million for fiscal 1996 and $1.6 million for fiscal 1995. Weighted average interest rates under the Company's revolving long-term credit agreements were 7.5% for fiscal 1997 as compared to 8.2% for fiscal 1996 and 7.8% for fiscal 1995. Average month end borrowings outstanding under the Company's revolving long-term credit agreements (excluding amounts borrowed to finance leasing activities) were $24.5 million for fiscal 1997, $15.8 million for fiscal 1996 and $20.9 million for fiscal 1995. The Company's effective income tax rate was 41% for fiscal 1997 and 40% for fiscal 1996 and fiscal 1995. The Company's effective tax rate differs from the federal statutory rate primarily due to state income taxes. NET INCOME. Net income was $10.2 million or $1.08 per share in 1997, $8.5 million or $.94 per share in 1996, and $7.1 million or $.81 per share in 1995. 17 LIQUIDITY AND CAPITAL RESOURCES Working capital increased to $37.5 million at April 30, 1997 from $24.9 million at April 30, 1996. Net cash provided by operating activities was $18.7 million for the fiscal year ended April 30, 1997 as compared to $28.0 million for fiscal year 1996. For the fiscal year ended April 30, 1997, net income of $10.2 million, depreciation and amortization of $17.0 million, increased accounts payable and accrued liabilities of $9.6 million, decreased inventories of $3.5 million, and increased billings in excess of costs and estimated earnings of $1.2 million were partially offset by increased costs and estimated earnings in excess of billings of $6.4 million and increased accounts receivable of $16.3 million. Working capital decreased to $24.9 million at April 30, 1996 from $32.2 million at April 30, 1995. Net cash provided by operating activities was $28.0 million for the fiscal year ended April 30, 1996 as compared to $20.2 million for the fiscal year 1995. For the fiscal year ended April 30, 1996, net income of $8.5 million, depreciation and amortization of $12.5 million, decreased costs and estimated earnings in excess of billings of $5.7 million, increased deferred revenue of $2.8 million and increased billings in excess of costs and estimated earnings of $2.4 million were only partially offset by increased accounts receivable of $4.0 million. Capital expenditures for fiscal 1997 were $24.2 million as compared to $14.4 million in fiscal 1996 and $17.3 million in fiscal 1995. These expenditures were primarily for telecommunications equipment used as spare parts, computer equipment, facility expansion and telecommunication equipment used in outsourcing arrangements. The Company expects capital expenditures in fiscal 1998 to be approximately $20 to $25 million. The Company has also made a significant investment in lease contracts with its customers. The additional investment made in lease contracts in fiscal 1997 totaled $31.5 million. Net lease receivables increased to $49.4 million at April 30, 1997 from $39.9 million at April 30, 1996. The Company expects to make an additional investment in lease contracts in fiscal 1998 of approximately $25 to $30 million. The Company utilizes its lease receivables and corresponding underlying equipment to borrow funds from financial institutions on a nonrecourse or recourse basis by discounting the stream of future lease payments. Proceeds from discounting are presented on the consolidated balance sheet as discounted lease rentals. Discounted lease rentals, including recourse borrowings of $592,000, totaled $37.9 million at April 30, 1997. Interest rates on these credit agreements at April 30, 1997 ranged from 6.0% to 10.0%, while payments are due in varying monthly installments through June 2003. Payments due to financial institutions are made from monthly collections of lease receivables from customers. In June 1996, the Company acquired all of the common stock of Connect Computer Company (Connect), a provider of consulting, design and implementation services. The acquisition consideration totaled approximately $15.0 million, consisting of $12.0 million cash and $2.0 million of Norstan common stock, and $1.0 million payable to certain members of Connect management under non-compete agreements. In addition, the Company has agreed to pay up to $4.0 million in contingent consideration over a three year period ending April 30, 1999, if certain operating income levels are achieved (as of April 30, 1997, $2.0 million of such consideration has been accrued). This transaction resulted in the recording of $16.4 million in goodwill which is being amortized on a straight-line basis over 15 years. The Company has a $40.0 million unsecured revolving long-term credit agreement with certain banks. Up to $15.0 million of borrowings under this agreement may be in the form of commercial paper and up to $8.0 million and $6.0 million may be used to support the leasing activities of NFS and Norstan Canada, respectively. Borrowings under this agreement are due July 31, 1999 and bear interest at a bank's reference rate (8.50% and 8.25% at April 30, 1997 and April 30, 1996, respectively), except for LIBOR, CD and commercial paper based options which generally bear interest at a rate lower than the bank's reference rate. Total consolidated borrowings were $17,920,000 at April 30, 1997. There were no borrowings under this agreement at April 30, 1996. There were no borrowings on account of NFS or Norstan Canada under this agreement at April 30, 1997 or April 30, 1996. Management of the Company believes that a combination of cash generated from operations, existing bank facilities and additional borrowing capacity, in aggregate, are adequate to meet the anticipated liquidity and capital resource requirements of its business. Sources of additional financing, if needed, may include further debt financing or the sale of equity or other securities. 18 RECENTLY ISSUED ACCOUNTING STANDARDS Effective May 1, 1996, the Company adopted the provisions of Statement of Financial Accounting Standards No. 121, "Accounting for the Impairment of Long-Lived Assets and for Long-Lived Assets to Be Disposed Of" (SFAS No. 121), which establishes accounting standards for the recognition and measurement of impairment of long-lived assets, certain identifiable intangibles, and goodwill either to be held or disposed of. The adoption of SFAS No. 121 did not have a material impact on the Company's financial position or results of operations. In March 1997, the Financial Accounting Standards Board issued SFAS No. 128, "Earnings per Share"(SFAS No. 128), which changes the way companies calculate their earnings per share data (EPS). SFAS No. 128 replaces primary EPS with basic EPS. Basic EPS is computed by dividing reported earnings by weighted average shares outstanding, excluding potentially dilutive securities. Fully diluted EPS, termed diluted EPS under SFAS No. 128, is also to be disclosed. The Company is required to adopt SFAS No. 128 in fiscal 1998 at which time all prior year EPS are to be restated in accordance with SFAS No. 128. If the Company had adopted the pronouncement during fiscal 1997, the effect of this accounting change on reported EPS data would have been as follows: YEARS ENDED APRIL 30, ------------------------------- 1997 1996 1995 --------- --------- --------- Primary EPS as reported...................... $ 1.08 $ .94 $ .81 Effect of SFAS No. 128....................... .04 .06 .05 --------- --------- --------- Basic EPS as restated........................ $ 1.12 $ 1.00 $ .86 --------- --------- --------- --------- --------- --------- Fully diluted EPS as reported................ $ -- $ -- $ -- Effect of SFAS No. 128....................... 1.08 .94 .81 --------- --------- --------- Diluted EPS as restated...................... $ 1.08 $ .94 $ .81 --------- --------- --------- --------- --------- --------- FORWARD-LOOKING STATEMENTS AND FACTORS THAT MAY AFFECT FUTURE RESULTS From time to time, the Company may publish forward-looking statements relating to such matters as anticipated financial performance, business prospects, technological developments, new products, and similar matters. The Private Securities Litigation Reform Act of 1995 provides a safe harbor for forward-looking statements including those in this Form 10-K.. In order to comply with the terms of the safe harbor, the Company notes that a variety of factors could cause the Company's actual results and experience to differ materially from the anticipated results or other expectations expressed in the Company's forward-looking statements. The risks and uncertainties that may affect the operations, performance, developments and results of the Company's business include the following: national and regional economic conditions; pending and future legislation affecting the telecommunications industry; the Company's operations in Canada; market acceptance of the Company's products and services; the Company's continued ability to provide integrated communications solutions for customers in a dynamic industry, as well as other competitive factors. Because these and other factors could affect the Company's operating results, past financial performance should not necessarily be considered as a reliable indicator of future performance, and investors should not use historical trends to anticipate future period results. 19 ITEM 8. FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA. INDEX TO CONSOLIDATED FINANCIAL STATEMENTS AND FINANCIAL STATEMENT SCHEDULES FINANCIAL STATEMENTS: PAGE Report of Independent Public Accountants ............................. 21 Consolidated Statements of Operations for the years ended April 30, 1997, 1996 and 1995 ..................................... 22 Consolidated Balance Sheets as of April 30, 1997 and 1996............. 23 Consolidated Statements of Shareholders' Equity for the years ended April 30, 1997, 1996 and 1995...................................... 25 Consolidated Statements of Cash Flows for the years ended April 30, 1997, 1996 and 1995...................................... 26 Notes to Consolidated Financial Statements............................ 27 Selected Quarterly Financial Data (unaudited)......................... 40 FINANCIAL STATEMENT SCHEDULES: All schedules have been omitted as not required, not applicable or because the information to be presented is included in the consolidated financial statements and related notes. 20 REPORT OF INDEPENDENT PUBLIC ACCOUNTANTS To Norstan, Inc.: We have audited the accompanying consolidated balance sheets of Norstan, Inc. (a Minnesota corporation) and Subsidiaries as of April 30, 1997 and 1996, and the related consolidated statements of operations, shareholders' equity and cash flows for each of the three years in the period ended April 30, 1997. These financial statements are the responsibility of the Company's management. Our responsibility is to express an opinion on these financial statements based on our audits. We conducted our audits in accordance with generally accepted auditing standards. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements. An audit also includes assessing the accounting principles used and significant estimates made by management, as well as evaluating the overall financial statement presentation. We believe that our audits provide a reasonable basis for our opinion. In our opinion, the financial statements referred to above present fairly, in all material respects, the financial position of Norstan, Inc. and Subsidiaries as of April 30, 1997 and 1996, and the results of their operations and their cash flows for each of the three years in the period ended April 30, 1997 in conformity with generally accepted accounting principles. ARTHUR ANDERSEN LLP Minneapolis, Minnesota, June 3, 1997 21 NORSTAN, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF OPERATIONS (IN THOUSANDS, EXCEPT PER SHARE AMOUNTS) YEARS ENDED APRIL 30, ---------------------------- 1997 1996 1995 -------- -------- -------- REVENUES: Sale of products and systems.............................. $202,199 $176,992 $166,675 Telecommunications services............................... 189,847 138,737 118,569 Financial services........................................ 6,029 5,635 5,001 -------- -------- -------- Total revenues.......................................... 398,075 321,364 290,245 -------- -------- -------- COST OF SALES: Products and systems...................................... 149,860 130,363 123,158 Telecommunications services............................... 137,540 97,396 76,641 Financial services........................................ 2,160 2,221 2,308 -------- -------- -------- Total cost of sales..................................... 289,560 229,980 202,107 -------- -------- -------- GROSS MARGIN................................................ 108,515 91,384 88,138 Selling, general and administrative expenses expenses..... 89,310 75,973 74,725 -------- -------- -------- OPERATING INCOME............................................ 19,205 15,411 13,413 Interest expense.......................................... (1,866) (1,351) (1,587) Interest and other income (expense), net.................. (22) 89 (54) -------- -------- -------- INCOME BEFORE PROVISION FOR INCOME TAXES.................... 17,317 14,149 11,772 Provision for income taxes................................ 7,100 5,660 4,709 -------- -------- -------- NET INCOME.................................................. $ 10,217 $ 8,489 $ 7,063 -------- -------- -------- -------- -------- -------- NET INCOME PER COMMON AND COMMON EQUIVALENT SHARE........... $ 1.08 $ .94 $ .81 -------- -------- -------- -------- -------- -------- WEIGHTED AVERAGE NUMBER OF COMMON AND COMMON EQUIVALENT SHARES OUTSTANDING........................................ 9,435 9,028 8,750 -------- -------- -------- -------- -------- -------- The accompanying notes are an integral part of these consolidated financial statements. 22 NORSTAN, INC. AND SUBSIDIARIES CONSOLIDATED BALANCE SHEETS (IN THOUSANDS, EXCEPT SHARE AMOUNTS) ASSETS APRIL 30, ------------------ 1997 1996 -------- -------- CURRENT ASSETS: Cash...................................................... $ 5,147 $ 1,133 Accounts receivable, net of allowances for doubtful accounts of $1,783 and $1,079........................... 76,027 55,723 Current lease receivables................................. 19,595 15,316 Inventories............................................... 7,636 10,964 Costs and estimated earnings in excess of billings of $11,948 and $13,528..................................... 11,556 5,202 Deferred income tax benefits.............................. 3,954 3,427 Prepaid expenses, deposits and other...................... 2,925 2,443 -------- -------- TOTAL CURRENT ASSETS.................................... 126,840 94,208 -------- -------- PROPERTY AND EQUIPMENT: Machinery and equipment................................... 93,895 75,126 Less-accumulated depreciation and amortization............ (48,409) (40,815) -------- -------- NET PROPERTY AND EQUIPMENT.............................. 45,486 34,311 -------- -------- OTHER ASSETS: Lease receivables, net of current portion................. 29,775 24,556 Goodwill, net of amortization of $5,749 and $3,991........ 21,958 7,421 Other..................................................... 114 492 -------- -------- TOTAL OTHER ASSETS...................................... 51,847 32,469 -------- -------- $224,173 $160,988 -------- -------- -------- -------- The accompanying notes are an integral part of these consolidated balance sheets. 23 NORSTAN, INC. AND SUBSIDIARIES CONSOLIDATED BALANCE SHEETS (IN THOUSANDS, EXCEPT SHARE AMOUNTS) LIABILITIES AND SHAREHOLDERS' EQUITY APRIL 30, ------------------ 1997 1996 -------- -------- CURRENT LIABILITIES: Current maturities of long-term debt...................... $ 389 $ - Current maturities of discounted lease rentals............ 13,878 12,202 Accounts payable.......................................... 24,486 15,053 Deferred revenue.......................................... 18,680 17,856 Accrued - Salaries and wages...................................... 13,065 10,424 Warranty costs.......................................... 2,348 1,655 Other liabilities....................................... 10,333 6,880 Income taxes payable...................................... 388 668 Billings in excess of costs and estimated earnings of $12,829 and $12,595................................... 5,789 4,571 -------- -------- TOTAL CURRENT LIABILITIES............................. 89,356 69,309 -------- -------- LONG-TERM DEBT, NET OF CURRENT MATURITIES................................. 18,284 - DISCOUNTED LEASE RENTALS, NET OF CURRENT MATURITIES................................. 24,043 15,961 DEFERRED INCOME TAXES....................................... 8,120 8,201 -------- -------- COMMITMENTS AND CONTINGENCIES (Notes 3 and 10) SHAREHOLDERS' EQUITY: Common stock - $.10 par value; 40,000,000 authorized shares; 9,387,458 and 8,717,538 shares issued and outstanding............................................. 939 872 Capital in excess of par value............................ 34,556 27,619 Retained earnings......................................... 50,192 39,975 Unamortized cost of stock................................. (142) (94) Foreign currency translation adjustments.................. (1,175) (855) -------- -------- TOTAL SHAREHOLDERS' EQUITY............................ 84,370 67,517 -------- -------- $224,173 $160,988 -------- -------- -------- -------- The accompanying notes are an integral part of these consolidated balance sheets. 24 NORSTAN, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF SHAREHOLDERS' EQUITY YEARS ENDED APRIL 30 (IN THOUSANDS) COMMON STOCK CAPITAL FOREIGN -------------------- IN EXCESS UNAMORTIZED CURRENCY OUTSTANDING OF PAR RETAINED COST OF TRANSLATION SHARES AMOUNT VALUE EARNINGS STOCK ADJUSTMENTS ----------- ------ --------- -------- ----------- ----------- BALANCE - APRIL 30, 1994................ 4,071 $407 $24,132 $24,423 $(291) $(1,013) Stock issued for employee benefit plans................................. 144 15 1,899 - 142 - Foreign currency translation adjustments........................... - - - - - 207 Net income.............................. - - - 7,063 - - ----- ------ --------- -------- ----------- ----------- BALANCE - APRIL 30, 1995................ 4,215 422 26,031 31,486 (149) (806) Stock issued for employee benefit plans................................. 144 14 2,024 - 55 - Foreign currency translation adjustments........................... - - - - - (49) Effect of two-for-one stock split....... 4,359 436 (436) - - - Net income.............................. - - - 8,489 - - ----- ------ --------- -------- ----------- ----------- BALANCE - APRIL 30, 1996................ 8,718 872 27,619 39,975 (94) (855) Stock issued for employee benefit plans................................. 531 53 4,951 - (48) - Stock issued for acquisition............ 138 14 1,986 - - - Foreign currency translation adjustments........................... - - - - - (320) Net income.............................. - - - 10,217 - - ----- ------ --------- -------- ----------- ----------- BALANCE - APRIL 30, 1997................ 9,387 $939 $34,556 $50,192 $(142) $(1,175) ----- ------ --------- -------- ----------- ----------- ----- ------ --------- -------- ----------- ----------- The accompanying notes are an integral part of these consolidated financial statements. 25 NORSTAN, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF CASH FLOWS (IN THOUSANDS) YEARS ENDED APRIL 30, ------------------------------- 1997 1996 1995 --------- --------- --------- OPERATING ACTIVITIES: Net income................................................ $ 10,217 $ 8,489 $ 7,063 Adjustments to reconcile net income to net cash provided by operating activities - Depreciation and amortization........................... 16,964 12,517 10,830 Deferred income taxes................................... (45) (465) (132) Changes in operating items, net of acquisition effects: Accounts receivable................................... (16,319) (3,961) (7,807) Inventories........................................... 3,532 167 1,034 Costs and estimated earnings in excess of billings.... (6,371) 5,715 4,150 Prepaid expenses, deposits and other.................. (386) (111) (503) Accounts payable and accrued liabilities.............. 9,561 (151) 4,567 Deferred revenue...................................... 468 2,815 1,405 Billings in excess of costs and estimated earnings.... 1,223 2,445 (866) Income taxes payable.................................. (144) 510 448 --------- --------- --------- Net cash provided by operating activities............... 18,700 27,970 20,189 --------- --------- --------- INVESTING ACTIVITIES: Additions to property and equipment, net.................. (24,219) (14,385) (17,313) Cash paid for acquisitions, net of cash acquired.......... (11,794) - (726) Investment in lease contracts............................. (31,545) (17,622) (16,246) Collections from lease contracts.......................... 21,949 18,240 17,746 Other, net................................................ 314 (178) 13 --------- --------- --------- Net cash used for investing activities.................. (45,295) (13,945) (16,526) --------- --------- --------- FINANCING ACTIVITIES: Repayment of short-term debt.............................. - - (423) Repayment of debt assumed in acquisition.................. (1,743) - - Borrowings under revolving credit agreements.............. 227,715 112,435 122,950 Repayments under revolving credit agreements.............. (209,795) (128,900) (124,610) Borrowings on discounted lease rentals.................... 22,396 13,173 9,056 Repayments of discounted lease rentals.................... (12,583) (12,767) (11,631) Borrowings of other long-term debt........................ 105 - - Repayments of other long-term debt........................ (366) (93) (229) Proceeds from sale of common stock........................ 3,017 1,615 1,353 Tax benefits from shares issued to employees.............. 1,869 340 412 --------- --------- --------- Net cash provided by (used for) financing activities.... 30,615 (14,197) (3,122) --------- --------- --------- EFFECT OF EXCHANGE RATE CHANGES ON CASH..................... (6) (3) 12 --------- --------- --------- NET INCREASE (DECREASE) IN CASH............................. 4,014 (175) 553 CASH, BEGINNING OF YEAR..................................... 1,133 1,308 755 --------- --------- --------- CASH, END OF YEAR........................................... $ 5,147 $ 1,133 $ 1,308 --------- --------- --------- --------- --------- --------- The accompanying notes are an integral part of these consolidated financial statements. 26 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS NOTE 1 - NATURE OF BUSINESS: Norstan, Inc. (Norstan or the Company) manages the operations of its subsidiaries, Norstan Communications, Inc. (NCI), Norstan Canada Inc. (NCDA), Connect Computer Company (Connect), Norstan Financial Services, Inc. (NFS), Norstan Network Services, Inc. (NNS), Norstan Network Services, Inc. of New Hampshire, and Norstan International, Inc. (NII). Norstan is a full service communications systems provider creating integrated voice, video and data communications solutions for customers primarily in 18 states and throughout Canada. Norstan is the largest independent distributor of private communications systems and application products manufactured by Siemens Business Communication Systems, Inc. (Siemens), formerly Siemens ROLM Communications Inc. (ROLM) and has historically derived a substantial majority of its revenues from the sale of telephone systems, communications maintenance services and moves, adds and changes. The Company's products and services also include call processing products, long distance services, video/audio conferencing products, refurbished equipment, cabling, leasing, outsourcing and data integration products and services. NFS provides financing for the Company's customers. The Company sells its products and services to a wide variety of customers and industries. A substantial portion of the Company's operations are located in the Mideast, Midwest and Southwestern regions of the United States. Under its agreement with Siemens, the Company purchases communications equipment and products for field application and installation. The current distributor agreement with Siemens extends through July 1998. The Company believes that any interruption of its business relationship with Siemens would have a material adverse effect on its business. NOTE 2 - SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES: PRINCIPLES OF CONSOLIDATION: The accompanying consolidated financial statements include the accounts of the Company and its subsidiaries. All significant intercompany balances and transactions have been eliminated in consolidation. USE OF ESTIMATES: The preparation of financial statements in conformity with generally accepted accounting principles requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities and disclosures of contingent assets and liabilities as of the date of the financial statements. Estimates also affect the reported amounts of revenues and expenses during the periods presented. Estimates are used for such items as allowances for doubtful accounts, inventory reserves, depreciable lives of property and equipment, warranty reserves and others. Ultimate results could differ from those estimates. REVENUE RECOGNITION: Revenues from the sale of products and systems, including new products and upgrades, as well as revenues generated from the secondary equipment market, are recognized upon performance of contractual obligations, which is generally upon installation or shipment. Revenues for certain installation contracts are recognized under the percentage of completion method of accounting for long-term contracts. Revenues from telecommunications services, including maintenance/service revenues, moves, adds, and changes (MAC) revenues, revenues from the resale of long distance services, and network integration services, are recognized as the services are provided. Financial services revenues are recognized over the life of the related lease receivables using the effective interest method. In addition, the Company grants credit to customers and generally does not require collateral or any other security to support amounts due. 27 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 2 - SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED): INVENTORIES: Inventories include purchased parts and equipment and are stated at the lower of cost, determined on a first-in, first-out basis, or realizable market value. PROPERTY AND EQUIPMENT: Property and equipment are stated at cost and include expenditures which increase the useful lives of existing property and equipment. Maintenance, repairs and minor renewals are charged to operations as incurred. Generally, when property and equipment is disposed of, the related cost and accumulated depreciation are removed from the respective accounts and any gain or loss is reflected in the results of operations. For capitalized telecommunications equipment used as spare parts, the composite depreciation method is used whereby the cost of property retired less any salvage is charged against accumulated depreciation and no gain or loss is recognized. The net book value of capitalized telecommunications equipment was $16,605,000 and $14,933,000 as of April 30, 1997 and 1996, respectively. Machinery and equipment is depreciated over the estimated useful lives of two to ten years under the straight-line method for financial reporting purposes. Accelerated methods of depreciation are used for income tax reporting. GOODWILL: Goodwill is being amortized on a straight-line basis over 15 - 20 years. The Company periodically evaluates whether events or circumstances have occurred which may indicate that the remaining estimated useful lives may warrant revision or that the remaining goodwill balance may not be fully recoverable. In the event that factors indicate that the goodwill in question should be evaluated for possible impairment, a determination of the overall recoverability would be made. FOREIGN CURRENCY: For the Company's foreign operations, assets and liabilities are translated at year-end exchange rates, and revenues and expenses are translated at average exchange rates prevailing during the year. Translation adjustments are recorded as a separate component of shareholders' equity. INCOME TAXES: Deferred income taxes are provided for differences between the financial reporting basis and tax basis of the Company's assets and liabilities at currently enacted tax rates. SHARE DATA AND STOCK SPLIT: Net income per common and common equivalent share is based on the weighted average number of shares of common stock outstanding during the year, adjusted for the dilutive effect of common stock equivalents. On June 20, 1996, the Company's Board of Directors approved a two-for-one stock split effected in the form of a stock dividend. The stock split has been retroactively reflected in the accompanying consolidated financial statements and related notes. All share and per share data have been restated to reflect the stock split. 28 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 2 - SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED): SUPPLEMENTAL CASH FLOW INFORMATION: Supplemental disclosure of cash flow information is as follows (in thousands): YEARS ENDED APRIL 30, ---------------------- 1997 1996 1995 ------ ------ ------ Cash paid for: Interest........................................ $3,996 $3,608 $3,650 Income taxes.................................... 4,995 5,218 3,911 Non-cash investing and financing activities: Stock issued for acquisition.................... $2,000 $ - $ - Non-compete agreements related to acquisition... 667 - - RECENTLY ISSUED ACCOUNTING STANDARDS: Effective May 1, 1996, the Company adopted the provisions of Statement of Financial Accounting Standards (SFAS) No. 121, "Accounting for the Impairment of Long-Lived Assets and for Long-Lived Assets to Be Disposed Of" (SFAS No. 121), which establishes accounting standards for the recognition and measurement of impairment of long-lived assets, certain identifiable intangibles, and goodwill either to be held or disposed of. The adoption of SFAS No. 121 did not have a material impact on the Company's financial position or results of operations. In March 1997, the Financial Accounting Standards Board issued SFAS No. 128, "Earnings per Share" (SFAS No. 128), which changes the way companies calculate their earnings per share data (EPS). SFAS No. 128 replaces primary EPS with basic EPS. Basic EPS is computed by dividing reported earnings by weighted average shares outstanding, excluding potentially dilutive securities. Fully diluted EPS, termed diluted EPS under SFAS No. 128, is also to be disclosed. The Company is required to adopt SFAS No. 128 in fiscal 1998 at which time all prior year EPS are to be restated in accordance with SFAS No. 128. If the Company had adopted the pronouncement during fiscal 1997, the effect of this accounting change on reported EPS data would have been as follows: YEARS ENDED APRIL 30, --------------------- 1997 1996 1995 ----- ----- ----- Primary EPS as reported......................... $1.08 $ .94 $ .81 Effect of SFAS No. 128.......................... .04 .06 .05 ----- ----- ----- Basic EPS as restated........................... $1.12 $1.00 $ .86 ----- ----- ----- ----- ----- ----- Fully diluted EPS as reported................... $ - $ - $ - Effect of SFAS No. 128.......................... 1.08 .94 .81 ----- ----- ----- Diluted EPS as restated......................... $1.08 $ .94 $ .81 ----- ----- ----- ----- ----- ----- 29 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 3 - ACQUISITION: On June 4, 1996, the Company acquired Connect Computer Company (Connect), in a transaction accounted for under the purchase method. Connect is a provider of consulting, design and implementation services for local and wide area networks, internets and intranets, client server applications and workgroup computing, with offices in Minneapolis, Milwaukee, and Des Moines. The acquisition consideration totaled approximately $15.0 million, consisting of $12.0 million in cash, $2.0 million of Norstan common stock and $1.0 million payable to certain members of Connect management under non-compete agreements. In addition, the Company agreed to pay up to $4.0 million in contingent consideration over a three year period ending April 30, 1999, if certain financial performance targets are achieved (as of April 30, 1997, $2.0 million of such consideration has been accrued). This transaction resulted in the recording of $16.4 million in goodwill which is being amortized on a straight-line basis over 15 years. The Company financed the cash portions of the acquisition through borrowings under its existing credit facility. Pro forma information in the year of acquisition has not been disclosed as such information was not materially different from the Company's results of operations. NOTE 4 - SUMMARIZED FINANCIAL INFORMATION OF NFS: NATURE OF BUSINESS: NFS provides financing for the Company's customers and has financed customer equipment purchases from the Company in the amounts of $30,409,000, $15,385,000, and $14,415,000 during fiscal years ended April 30, 1997, 1996 and 1995, respectively. Leases are primarily accounted for as sales-type leases for financial reporting purposes. Summarized financial information of NFS is as follows (in thousands): BALANCE SHEETS ASSETS AS OF APRIL 30, ---------------- 1997 1996 ------- ------- Cash and other.................................... $ 694 $ 1,595 Lease receivables, net............................ 47,234 35,321 ------- ------- $47,928 $36,916 ------- ------- ------- ------- LIABILITIES AND SHAREHOLDER'S EQUITY Discounted lease rentals.......................... $35,906 $25,132 Other liabilities................................. 5,442 6,787 Shareholder's equity.............................. 6,580 4,997 ------- ------- $47,928 $36,916 ------- ------- ------- ------- STATEMENTS OF OPERATIONS FOR THE YEARS ENDED APRIL 30, ----------------------------- 1997 1996 1995 ------- ------- ------- Interest and other income............... $ 5,417 $ 5,081 $ 4,656 Interest expense........................ (1,770) (1,788) (2,017) Other expenses.......................... (1,204) (1,454) (1,037) ------- ------- ------- Income before provision for income taxes............................... 2,443 1,839 1,602 Provision for income taxes............ 859 394 629 ------- ------- ------- Net income.............................. $ 1,584 $ 1,445 $ 973 ------- ------- ------- ------- ------- ------- 30 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 4 - SUMMARIZED FINANCIAL INFORMATION OF NFS (CONTINUED): The components of lease receivables outstanding are summarized as follows (in thousands): AS OF APRIL 30, ------------------ 1997 1996 -------- -------- Gross lease receivables........................... $ 52,124 $ 38,484 Residual values................................... 8,634 7,390 Less: Unearned income................................. (11,679) (8,803) Allowance for financing losses.................. (1,845) (1,750) -------- -------- Total lease receivables - net..................... 47,234 35,321 Less - current maturities......................... (18,894) (14,157) -------- -------- Long-term lease receivables....................... $ 28,340 $ 21,164 -------- -------- -------- -------- The aggregate amount of gross lease receivables maturing in each of the five years following April 30, 1997 is as follows (in thousands): YEARS ENDING APRIL 30, AMOUNT - -------------------------------------------------- ------- 1998.............................................. $19,332 1999.............................................. 14,891 2000.............................................. 9,560 2001.............................................. 5,528 2002 and thereafter............................... 2,813 ------- $52,124 ------- ------- The consolidated balance sheets as of April 30, 1997 and 1996 also include $9,642,000 and $6,602,000, respectively, of net lease receivables from customers of NCI and NCDA. NOTE 5 - DEBT OBLIGATIONS: LONG-TERM DEBT: Long-term debt consists of the following (in thousands): AS OF APRIL 30, ---------------- 1997 1996 ------- ------- Bank Financing: Revolving Credit Agreement...................... $ 6,920 $ - Certificates of Deposit......................... 11,000 - Capital Lease Obligations......................... 753 - ------- ------- Total Long-Term Debt.............................. 18,673 - Less - Current Maturities......................... 389 - ------- ------- $18,284 $ - ------- ------- ------- ------- 31 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 5 - DEBT OBLIGATIONS (CONTINUED): BANK FINANCING: The Company has a $40,000,000 unsecured revolving long-term credit agreement with certain banks. Up to $15,000,000 of borrowings under this agreement may be in the form of commercial paper. In addition, up to $8,000,000 and $6,000,000 may be used to support the leasing activities of NFS and NCDA, respectively. Borrowings under this agreement are due July 31, 1999, and bear interest at the banks' reference rate (8.50% at April 30, 1997), except for LIBOR, CD and commercial paper based options which generally bear interest at a rate lower than the banks' reference rate. Total consolidated borrowings under this agreement at April 30, 1997, were $17,920,000. There were no borrowings under this agreement at April 30, 1996. There were no borrowings on account of NFS or NCDA at April 30, 1997, or April 30, 1996. Annual commitment fees on the unused portions of the credit facility are .25%. Under the agreement, the Company is required to maintain minimum levels of tangible net worth and certain other financial ratios. The Company has complied with or has obtained the appropriate waivers for such requirements as of and for the year ended April 30, 1997. SHORT-TERM BORROWINGS: In addition to borrowing funds under its revolving credit agreement, the Company periodically borrows funds from banks on a short-term basis for working capital purposes. There were no short-term borrowings outstanding as of April 30, 1997 or 1996. Short-term borrowing amounts during fiscal years 1997 and 1996 were as follows : 1997 1996 ---------- ------- Maximum amount outstanding during the year........ $2,325,000 - Average borrowings during the year................ $ 29,600 - Weighted average interest rates during the year... 8.36% - NOTE 6 - DISCOUNTED LEASE RENTALS: NFS and NCDA utilize their lease receivables and corresponding underlying equipment to borrow funds from financial institutions at fixed rates on a nonrecourse or recourse basis by discounting the stream of future lease payments. Proceeds from discounting are recorded on the consolidated balance sheet as discounted lease rentals. Interest rates on these credit agreements range from 6% to 10% and payments are generally due in varying monthly installments through June 2003. Discounted lease rentals of NFS and NCDA consisted of the following (in thousands): AS OF APRIL 30, ---------------- 1997 1996 ------- ------- Nonrecourse borrowings............................ $37,329 $26,467 Recourse borrowings............................... 592 1,696 ------- ------- Total discounted lease rentals.................... 37,921 28,163 Less - current maturities....................... (13,878) (12,202) ------- ------- $24,043 $15,961 ------- ------- ------- ------- In addition to the recourse to NFS and/or NCDA as described above, recourse to Norstan, Inc. relative to discounted lease rentals was limited to $418,000 as of April 30, 1997 and $883,000 as of April 30, 1996. 32 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 6 - DISCOUNTED LEASE RENTALS (CONTINUED): Aggregate maturities of discounted lease rentals as of April 30, 1997 are as follows (in thousands): YEARS ENDING APRIL 30, AMOUNT - -------------------------------------------------- ------- 1998.............................................. $13,878 1999.............................................. 10,832 2000.............................................. 6,828 2001.............................................. 4,285 2002 and thereafter............................... 2,098 ------- $37,921 ------- ------- NOTE 7 - INCOME TAXES: The domestic and foreign components of income before the provision for income taxes are as follows (in thousands): YEARS ENDED APRIL 30, ------------------------- 1997 1996 1995 ------- ------- ------- Domestic.......................................... $16,215 $13,365 $11,363 Foreign........................................... 1,102 784 409 ------- ------- ------- $17,317 $14,149 $11,772 ------- ------- ------- ------- ------- ------- The provision (benefit) for income taxes consisted of the following (in thousands): YEARS ENDED APRIL 30, ------------------------- 1997 1996 1995 ------- ------- ------- Current Domestic........................................ $ 7,361 $ 5,656 $ 4,325 Foreign......................................... (216) 469 516 ------- ------- ------- 7,145 6,125 4,841 ------- ------- ------- Deferred Domestic........................................ (572) (235) 179 Foreign......................................... 527 (230) (311) ------- ------- ------- (45) (465) (132) ------- ------- ------- Provision for income taxes...................... $ 7,100 $ 5,660 $ 4,709 ------- ------- ------- ------- ------- ------- The differences between the effective tax rate and income taxes computed using the federal statutory rate were as follows: YEARS ENDED APRIL 30, ------------------------- 1997 1996 1995 ------- ------- ------- Federal statutory rate............................ 35% 35% 35% State income taxes, net of federal tax benefit.... 5 4 4 Other, net........................................ 1 1 1 ------- ------- ------- 41% 40% 40% ------- ------- ------- ------- ------- ------- 33 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 7 - INCOME TAXES (CONTINUED): The Company has recorded the following net deferred income taxes as of April 30 (in thousands): 1997 1996 ------- -------- Current deferred income tax benefits.............. $ 4,865 $ 3,782 Current deferred income taxes..................... (911) (355) -------- -------- Net current deferred income tax benefits........ 3,954 3,427 -------- -------- Noncurrent deferred income tax benefits........... 24,765 18,499 Noncurrent deferred income taxes.................. (32,655) (26,476) Valuation allowance............................... (230) (224) -------- -------- Net noncurrent deferred income taxes............ (8,120) (8,201) -------- -------- Net deferred income taxes....................... $ (4,166) $ (4,774) -------- -------- -------- -------- The tax effects of significant temporary differences representing deferred tax assets and liabilities are as follows as of April 30 (in thousands): 1997 1996 ---------- ---------- Accelerated depreciation.......................... $ (30,613) $ (24,281) Amortization of intangible assets................. (497) (774) Capital leases.................................... (596) (581) Operating leases.................................. 21,990 16,400 Long-term contract costs.......................... (147) 319 Inventory reserves................................ 143 400 Allowance for doubtful accounts................... 1,470 1,111 Vacation reserves................................. 1,226 991 Warranty reserves................................. 748 450 Tax credits and carryforwards..................... 100 - Self insurance reserv............................. 578 377 Other, net........................................ 1,662 1,038 Valuation allowance............................... (230) (224) ---------- ---------- Net deferred tax liabilities.................... $ (4,166) $ (4,774) ---------- ---------- ---------- ---------- NOTE 8 - STOCK OPTIONS AND STOCK PLANS: The 1986 Long-Term Incentive Plan of Norstan, Inc. (1986 Plan) provides for the granting of non-qualified stock options, incentive stock options, and restricted stock. The 1986 Plan, as amended in fiscal 1994, provides for a maximum of 1,600,000 shares to be granted to key employees in the form of stock options or restricted stock. As of September 20, 1995, no additional grants are to be issued under the 1986 Plan. The Norstan, Inc. 1995 Long-Term Incentive Plan (1995 Plan) permits the granting of non-qualified stock options, incentive stock options, stock appreciation rights and restricted stock, providing for a maximum of 1,200,000 shares to be granted as performance awards and other stock-based awards. These options are granted at a price equal to the market price on the date of grant, exercisable at 20% per year and expiring after ten years. At April 30, 1997, 877,500 shares were available for future grants. 34 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 8 - STOCK OPTIONS AND STOCK PLANS (CONTINUED): The Restated Non-Employee Directors' Stock Plan (Directors' Plan) provides for a maximum of 292,000 shares to be granted. Options for 20,000 shares are to be granted to each non-employee director of the Company upon election as a director at a price equal to the market price on the date of grant, exercisable at 20% per year and expiring after ten years. In addition to the granting of options, the Directors' Plan provides for the payment of an annual retainer to each non-employee director. On the date of each annual meeting of shareholders, each non-employee director is to receive an annual retainer paid in shares of common stock of the Company. The annual retainer paid to each non-employee director at the September 1995 and 1996 annual meeting of shareholders was $10,000 or 800 shares, and $12,000 or 700 shares, respectively (based on the fair market value of the shares on the date of the meetings). As of April 30, 1997, 12,000 shares had been issued as an annual retainer to non-employee directors and 120,000 shares were available for future grant/payment under the Directors' Plan. Shares subject to option are summarized as follows: 1995 PLAN 1986 PLAN DIRECTORS' PLAN ---------------------------- ---------------------------- ---------------------------- WEIGHTED WEIGHTED WEIGHTED STOCK AVERAGE STOCK AVERAGE STOCK AVERAGE OPTIONS EXERCISE PRICE OPTIONS EXERCISE PRICE OPTIONS EXERCISE PRICE ---------- ---------------- ---------- ---------------- ---------- ---------------- BALANCE - APRIL 30, 1994...... - $ - 680,424 $ 3.16 140,000 $ 3.86 Options granted........... - - 110,000 9.24 - - Options canceled.......... - - (17,172) 3.04 - - Options exercised......... - - (128,852) 3.01 - - ---------- ---------------- ---------- ---------------- ---------- ---------------- BALANCE - APRIL 30, 1995...... - - 644,400 4.23 140,000 3.86 Options granted........... - - 225,000 11.87 20,000 12.50 Options canceled.......... - - (29,400) 9.18 - - Options exercised......... - - (162,100) 2.84 - - ---------- ---------------- ---------- ---------------- ---------- ---------------- BALANCE - APRIL 30, 1996...... - - 677,900 6.88 160,000 4.94 Options granted........... 310,500 $ 15.01 - - - - Options canceled.......... - - (96,000) 9.62 - - Options exercised......... - - (296,100) 3.49 (120,000) 3.24 ---------- ---------------- ---------- ---------------- ---------- ---------------- BALANCE - APRIL 30, 1997...... 310,500 $ 15.01 285,800 $ 9.49 40,000 $ 10.06 ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- OPTIONS EXERCISABLE AT: April 30, 1995.............. - $ - 472,836 $ 2.93 132,000 $ 3.64 ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- April 30, 1996.............. - $ - 375,936 $ 4.23 140,000 $ 4.00 ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- April 30, 1997.............. - $ - 103,036 $ 7.43 28,000 $ 9.02 ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- ---------- ---------------- 35 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 8 - STOCK OPTIONS AND STOCK PLANS (CONTINUED): Additional information regarding options outstanding/exercisable at April 30, 1997 is as follows: NUMBER OF WEIGHTED WEIGHTED NUMBER OF WEIGHTED OPTIONS EXERCISE AVERAGE AVG REMAINING OPTIONS AVERAGE OUTSTANDING PRICE RANGE EXERCISE PRICE CONTRACTUAL LIFE EXERCISABLE EXERCISE PRICE ------------ ---------------- ---------------- ------------------ ------------ ---------------- 1995 Plan 310,500 $ 15.00 - $16.00 $ 15.01 9.25 YEARS - $ - ------------ ---------------- ---------------- ------------------ ------------ ---------------- ------------ ---------------- ---------------- ------------------ ------------ ---------------- 1986 Plan 33,600 $ 2.63 - $3.38 $ 3.29 1.45 years 24,276 $ 3.26 33,200 $ 4.25 - $5.00 $ 4.48 4.01 years 19,760 $ 4.63 36,000 $ 6.88 - $9.75 $ 7.74 6.41 years 24,000 $ 7.46 183,000 $ 11.88 $ 11.88 8.11 years 35,000 $ 11.88 ------------ ---------------- ---------------- ------------------ ------------ ---------------- 285,800 $ 2.63 - $11.88 $ 9.49 6.63 YEARS 103,036 $ 7.43 ------------ ---------------- ---------------- ------------------ ------------ ---------------- ------------ ---------------- ---------------- ------------------ ------------ ---------------- Directors' Plan 20,000 $ 7.62 $ 7.62 5.67 years 20,000 $ 7.62 20,000 $ 12.50 $ 12.50 8.33 years 8,000 $ 12.50 ------------ ---------------- ---------------- ------------------ ------------ ---------------- 40,000 $ 7.62 - $12.50 $ 10.06 7.00 YEARS 28,000 $ 9.02 ------------ ---------------- ---------------- ------------------ ------------ ---------------- ------------ ---------------- ---------------- ------------------ ------------ ---------------- The Company has awarded restricted stock grants to selected employees under the 1986 Plan and the 1995 Plan. Recipients of restricted stock awards under these plans were not required to make any payments for the stock or provide consideration other than the rendering of services. Shares of stock awarded under the plans are subject to certain restrictions on transfer and all or part of the shares awarded to an employee may be subject to forfeiture upon the occurrence of certain events, including termination of employment. Through April 30, 1997, 140,706 shares and 12,000 shares have been awarded under the 1986 Plan and the 1995 Plan, respectively. The fair market value of the shares granted under these plans is generally amortized over a four year period. Amortization of $70,000, $137,000, and $74,000 has been charged to operations in 1997, 1996 and 1995, respectively. The Company has maintained an Employee Stock Purchase and Bonus Plan (the Employee Stock Plan) since 1980 which allows employees to set aside up to 10% of their earnings for the purchase of shares of the Company's common stock. Shares are purchased annually under the Employee Stock Plan at a price equal to 85% of the market price on the last day of the calendar year. During fiscal 1997, 126,260 shares were issued under this plan and, at April 30, 1997, 584,586 shares were available for future issuance. The Company applies Accounting Principles Board Opinion No. 25, "Accounting for Stock Issued to Employees," and related interpretations in accounting for its stock option plans. Accordingly, no compensation cost has been recognized in the accompanying statements of operations. Had compensation cost been recognized based on the fair values of options at the grant dates consistent with the provisions of SFAS No. 123, "Accounting for Stock-Based Compensation," the Company's net income and net income per common share would have been decreased to the following pro forma amounts: YEARS ENDED APRIL 30, ----------------------- 1997 1996 --------- ------- Net income.......................... As reported $ 10,217 $ 8,489 Pro forma 9,360 7,964 Net income per common share......... As reported $ 1.08 $ 0.94 Pro forma 0.99 0.88 36 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 8 - STOCK OPTIONS AND STOCK PLANS (CONTINUED): Because the SFAS No. 123 method of accounting has not been applied to options granted prior to May 1, 1995, the resulting pro forma compensation cost may not be representative of that to be expected in future years. The weighted average fair values of options granted and Employee Stock Plan shares were as follows: EMPLOYEE 1995 PLAN 1986 PLAN DIRECTORS' PLAN STOCK PLAN --------- --------- --------------- ---------- Fiscal 1996 grants - $6.49 $7.29 $2.15 Fiscal 1997 grants $7.95 - - $2.96 The fair value of each option grant is estimated on the date of grant using the Black-Scholes option pricing model with the following weighted-average assumptions used for grants in fiscal 1996 and 1997: YEARS ENDED APRIL 30, ---------------------- 1997 1996 ---------- --------- Risk-free interest rate........................... 6.28% 5.74% Expected life of options.......................... 7 years 7 years Expected life of Employee Stock Plan shares....... 1 year 1 year Expected volatility............................... 35% 57% Expected dividend yield........................... - - The tax benefits associated with the exercise of stock options or issuance of shares under the Company's stock option plans, not related to expenses recognized for financial reporting purposes, have been credited to capital in excess of par value in the accompanying consolidated balance sheets. 37 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 9 - 401(k) PLAN: The Company has adopted the Norstan, Inc. Incentive Savings Plan, a 401(k) profit-sharing plan (the 401(k) Plan) covering substantially all full-time employees. Eligible employees may elect to defer up to 15% of their eligible compensation. The Company may make discretionary matching contributions of up to 6% of each plan participant's eligible compensation. Company contributions to the 401(k) Plan were $1,554,000, $1,267,000 and $1,078,000 for the years ending April 30, 1997, 1996 and 1995, respectively. NOTE 10 - COMMITMENTS AND CONTINGENCIES: LEGAL PROCEEDINGS: The Company is involved in legal actions in the ordinary course of its business. Although the outcomes of any such legal actions cannot be predicted, in the opinion of management there is no legal proceeding pending against or involving the Company for which the outcome is likely to have a material adverse effect upon the consolidated financial position or results of operations of the Company. OPERATING LEASE COMMITMENTS: The Company and its subsidiaries conduct a portion of their operations in leased facilities. Most of the leases require payment of maintenance, insurance, taxes and other expenses in addition to the minimum annual rentals. Lease expense, as recorded in the accompanying consolidated statements of operations, was $10,914,000 in 1997, $10,501,000 in 1996, and $8,661,000 in 1995. Future minimum lease payments under noncancelable leases with initial or remaining terms of one year or more were as follows at April 30, 1997 (in thousands): YEARS ENDING APRIL 30, AMOUNT - -------------------------------------------------- -------- 1998.............................................. $ 6,327 1999.............................................. 4,712 2000.............................................. 3,942 2001.............................................. 2,480 2002 and thereafter............................... 3,832 -------- $ 21,293 -------- -------- CUSTOMER COMMITMENTS: The Company has entered into sales contracts with certain customers containing future performance obligations. Although the financial impact of these performance obligations is not determinable, management believes they will not have a material effect on the future operating results of the Company. 38 NORSTAN, INC. AND SUBSIDIARIES NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) NOTE 10 - COMMITMENTS AND CONTINGENCIES (CONTINUED): SHAREHOLDER RIGHTS PLAN: In May 1988, the Board of Directors authorized a shareholder rights plan which provides for a dividend distribution of one right for each outstanding share of common stock to shareholders of record on June 13, 1988. The rights will become exercisable in the event, with certain exceptions, an acquiring party accumulates 20% or more of the voting power of the Company, or the commencement of a tender or exchange offer which would result in the party having beneficial ownership of 30% or more of the voting power of the Company. Each right entitles the holder to purchase from the Company one share of common stock at $12.50 per share, subject to adjustment. In addition, upon the occurrence of certain events, holders of the rights will be entitled to purchase either the Company's common stock at one-fourth of its market value or stock in an acquiring party at one-half of its market value. NOTE 11 - OPERATIONS BY GEOGRAPHIC AREA: The following table sets forth the Company's operations by geographic area as of and for the years ended April 30, (in thousands): 1997 1996 1995 --------- --------- --------- REVENUES: United States........................ $ 365,796 $ 287,171 $ 262,235 Canada............................... 32,279 34,193 28,010 --------- --------- --------- $ 398,075 $ 321,364 $ 290,245 --------- --------- --------- --------- --------- --------- NET INCOME: United States........................ $ 9,426 $ 7,943 $ 6,617 Canada............................... 791 546 446 --------- --------- --------- $ 10,217 $ 8,489 $ 7,063 --------- --------- --------- --------- --------- --------- IDENTIFIABLE ASSETS: United States........................ $ 207,942 $ 142,151 $ 143,443 Canada............................... 16,231 18,837 18,266 --------- --------- --------- $ 224,173 $ 160,988 $ 161,709 --------- --------- --------- --------- --------- --------- 39 NORSTAN, INC. AND SUBSIDIARIES SELECTED QUARTERLY FINANCIAL DATA (UNAUDITED) (IN THOUSANDS, EXCEPT PER SHARE DATA) FIRST SECOND THIRD FOURTH QUARTER QUARTER QUARTER QUARTER --------- --------- --------- --------- 1997 Revenues...................... $ 92,231 $ 95,653 $ 94,075 $ 116,116 --------- --------- --------- --------- --------- --------- --------- --------- Gross margin.................. $ 25,331 $ 27,105 $ 26,061 $ 30,018 --------- --------- --------- --------- --------- --------- --------- --------- Operating income.............. $ 3,151 $ 5,161 $ 5,126 $ 5,767 --------- --------- --------- --------- --------- --------- --------- --------- Net income.................... $ 1,692 $ 2,676 $ 2,715 $ 3,134 --------- --------- --------- --------- --------- --------- --------- --------- Net income per common and common equivalent share..... $ .18 $ .28 $ .29 $ .33 --------- --------- --------- --------- --------- --------- --------- --------- 1996 Revenues...................... $ 72,401 $ 78,705 $ 81,630 $ 88,628 --------- --------- --------- --------- --------- --------- --------- --------- Gross margin.................. $ 20,418 $ 22,306 $ 23,182 $ 25,478 --------- --------- --------- --------- --------- --------- --------- --------- Operating income.............. $ 2,738 $ 4,003 $ 4,150 $ 4,520 --------- --------- --------- --------- --------- --------- --------- --------- Net income.................... $ 1,433 $ 2,148 $ 2,293 $ 2,615 --------- --------- --------- --------- --------- --------- --------- --------- Net income per common and common equivalent share..... $ .16 $ .24 $ .26 $ .29 --------- --------- --------- --------- --------- --------- --------- --------- Throughout each year, the income tax provision is recorded based upon estimates of the overall expected tax rate for that year. 40 ITEM 9. CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTING AND FINANCIAL DISCLOSURE. No changes in or disagreements with accountants which required reporting on Form 8-K have occurred within the two-year period ended April 30, 1997. PART III ITEM 10. DIRECTORS AND EXECUTIVE OFFICERS OF THE REGISTRANT. Information with respect to the directors and executive officers of the Company, set forth under "Information Concerning Directors, Nominees and Executive Officers" and under "Compliance with Section 16 (a)" in the Company's definitive proxy statement for the annual meeting of shareholders to be held September 23, 1997, is incorporated herein by reference. ITEM 11. EXECUTIVE COMPENSATION. Information with respect to Executive Compensation set forth under "Executive Compensation" in the Company's definitive proxy statement for the annual meeting of shareholders to be held September 23, 1997, other than the subsections captioned "Report of the Compensation and Stock Option Committee" and "Performance Graph", is incorporated herein by reference. ITEM 12. SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT. Information with respect to security ownership of certain beneficial owners and management, set forth under "Beneficial Ownership of Principal Shareholders and Management" in the Company's definitive proxy statement for the annual meeting of shareholders to be held September 23, 1997, is incorporated herein by reference. ITEM 13. CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS. Information with respect to certain relationships and related transactions, set forth under "Information Concerning Directors, Nominees and Executive Officers" in the Company's definitive proxy statement for the annual meeting of shareholders to be held September 23, 1997, is incorporated herein by reference. 41 PART IV ITEM 14. EXHIBITS, FINANCIAL STATEMENT SCHEDULES AND REPORTS ON FORM 8-K. (a) FINANCIAL STATEMENTS, FINANCIAL STATEMENT SCHEDULES AND EXHIBITS. l. Financial Statements See Index to Consolidated Financial Statements and Financial Statement Schedules on page 20 of this report. 2. Financial Statement Schedules All schedules to the Consolidated Financial Statements normally required by the applicable accounting regulations are omitted since the required information is included in the Consolidated Financial Statements or the Notes thereto or is not applicable. 3. Exhibits See Index to Exhibits on page 45 of this report. (b) REPORTS ON FORMS 8-K. No reports on Form 8-K were filed by the Company during the last quarter of the fiscal year covered by this report. 42 SIGNATURES Pursuant to the requirements of Section 13 or Section 15(d) of the Securities Exchange Act of 1934, the registrant has duly caused this Report to be signed on its behalf by the undersigned, thereunto duly authorized. Dated: July 22, 1997 NORSTAN, INC. Registrant By /s/ David R. Richard -------------------------- David R. Richard Chief Executive Officer, President and Director By /s/ Kenneth S. MacKenzie -------------------------- Kenneth S. MacKenzie Chief Financial Officer (Principal Financial and Accounting Officer) 43 Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the following persons on behalf of the registrant and in the capacities and on the dates indicated. Signature Date --------- ---- - ---------------------------------- Paul Baszucki Chairman of the Board /s/ Richard Cohen July 22, 1997 - ---------------------------------- Richard Cohen Vice-Chairman of the Board /s/ David R. Richard July 22, 1997 - ---------------------------------- David R. Richard CEO, President and Director /s/ Winston E. Munson July 24, 1997 - ---------------------------------- Winston E. Munson Secretary and Director /s/ Dr. Jagdish N. Sheth July 22, 1997 - ---------------------------------- Dr. Jagdish N. Sheth Director /s/ Arnold Lehrman July 22, 1997 - ---------------------------------- Arnold Lehrman Director /s/ Connie M. Levi July 23, 1997 - ---------------------------------- Connie M. Levi Director /s/ Gerald D. Pint July 23, 1997 - ---------------------------------- Gerald D. Pint Director /s/ Stanley Schweitzer July 23, 1997 - ---------------------------------- Stanley Schweitzer Director /s/ Herbert F. Trader July 23, 1997 - ---------------------------------- Herbert F. Trader Director 44 EXHIBIT INDEX Exhibit No. Description Page - -------- ----------- ---- 3(a) Restated Articles of Incorporation of the Company, as amended [filed as Exhibit 3(a) to the Company's Annual Report on Form 10-K for the year ended April 30, 1988 (File No. 0-8141) and incorporated herein by reference]; Amendments adopted September 9, 1993 and June 20, 1996 [filed as Exhibit 3(a) to the Company's Annual Report on Form 10-K for the year ended April 30, 1996 (File No. 0-8141) and incorporated herein by reference]. 3(b) Bylaws of the Company [filed as Exhibit 3(b) to the Company's Annual Report on Form 10-K for the year ended April 30, 1993 (File No. 0-8141) and incorporated herein by reference]; Amendments adopted August 8, 1995 [filed as Exhibit 3(b) to the Company's Annual Report on Form 10-K for the year ended April 30, 1996 (File No. 0-8141) and incorporated herein by reference]; Amendments adopted September 20, 1995, July 30, 1996 and April 9, 1997. 3(c) Rights Agreement dated May 17, 1988 between Norstan, Inc. and Norwest Bank Minnesota, N.A. [filed as Exhibit 1 to the Company's Registration Statement on Form 8-A (File No. 0-8141) and incorporated herein by reference]. 10(a) Agreement for ROLM Authorized Distributors, effective July 27, 1993, between Norstan Communications, Inc. and ROLM Company [filed as Exhibit 10(a) to the Company's Annual Report on Form 10-K for the year ended April 30, 1993 (File No. 0-8141) and incorporated herein by reference]. 10(b) Credit Agreement dated as of July 23, 1996, among Norstan, Inc., First Bank National Association, and Harris Trust and Savings Bank and the Sumitomo Bank Limited, Chicago Branch; First Amendment to Credit Agreement dated October 11, 1996 [filed as Exhibit 10 to the Company's quarterly report on Form 10-Q for the period ended August 3, 1996 (File No. 0-8141) and incorporated herein by reference]. 10(c) Loan and Security Agreement dated April 29, 1993, between Norstan Financial Services, Inc. and Sanwa Business Credit Corporation [filed as Exhibit 10(b) to the Company's Current Report on Form 8-K, dated April 29, 1993 (File No. 0-8141) and incorporated herein by reference]; First Amendment dated December 30, 1993 [filed as Exhibit 10(c) to the Company's Annual Report on Form 10-K for the year ended April 30, 1994 (File No. 0-8141) and incorporated herein by reference]. (1)10(d) 1990 Employee Stock Purchase and Bonus Plan of Norstan, Inc., as amended [filed as Exhibit 10(d) to the Company's Annual Report on Form 10-K for the year ended April 30, 1993 (File No. 0-8141) and incorporated herein by reference]. 45 Exhibit No. Description Page - -------- ----------- ---- (1)10(e) Norstan, Inc. 1986 Long-Term Incentive Plan, as amended [filed as Exhibit 10(e) to the Company's Annual Report on Form 10-K for the year ended April 30, 1993 (File No. 0-8141) and incorporated herein by reference]; Amendments adopted August 8, 1995 and July 30, 1996 [filed as Exhibit 10(e) to the Company's Annual Report on Form 10-K for the year ended April 30, 1996 (File No. 0-8141) and incorporated herein by reference]. (1)10(f) Norstan, Inc. Restated Non-Employee Directors' Stock Plan, [filed as Exhibit 28.1 to the Company's Registration Statement on Form S-8 dated September 27, 1995 (File No. 0-8141) and incorporated herein by reference]. (1)10(g) Norstan, Inc. 1995 Long-Term Incentive Plan [filed as Exhibit 28.1 to the Company's Registration Statement on Form S-8 dated September 27, 1995 (File No. 0-8141) and incorporated herein by reference]; Amendment adopted July 30, 1996 [filed as Exhibit 10(g) to the Company's Annual Report on Form 10-K for the year ended April 30, 1996 (File No. 0-8141) and incorporated herein by reference]; Amendment adopted August 16, 1996. (1)10(h) Employment Agreement dated April 7, 1995 between Paul Baszucki and the Company [filed as Exhibit 10(h) to the Company's Annual Report on Form 10-K for the year ended April 30, 1995 (File No. 0-8141) and incorporated herein by reference]. (1)10(i) Employment Agreement dated April 7, 1995 between Richard Cohen and the Company [filed as Exhibit 10(i) to the Company's Annual Report on Form 10-K for the year ended April 30, 1995 (File No. 0-8141) and incorporated herein by reference]. (1)10(j) Employment Agreement dated April 30, 1997 between David R. Richard and the Company. 10(k) Agreement and Plan of Merger dated May 24, 1996 among the Company, Connect Computer Company and CCC Acquisition Subsidiary, Inc. [filed as Exhibit 2 to the Company's Current Report on Form 8-K dated June 4, 1996 (File No. 0-8141) and incorporated herein by reference]. 11 Statement Regarding Computation of Earnings Per Share 47 22 Subsidiaries of Norstan, Inc. 48 23.1 Consent of Independent Public Accountants 49 27 Financial Data Schedule A copy of any of the exhibits listed or referred to above will be furnished at a reasonable cost to any shareholder of the Company, upon receipt of a written request from such person for any such exhibit. Such request should be sent to Norstan, Inc., 605 North Highway 169, Twelfth Floor, Plymouth, Minnesota 55441, Attention: Investor Relations. (1) Items that are management contracts or compensatory plans or arrangements required to be filed as an exhibit pursuant to Item 14(c) of this Form 10-K. 46