SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 10549 FORM 10-Q (x) Quarterly report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934 For the quarterly period ended September 30, 1996 or ( ) Transition report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934 Commission file number: 0-28432 Boston Communications Group, Inc. ---------------------------------------------------------- (Exact name of registrant as specified in its charter) Massachusetts 04-3026859 ------------------------------- ----------------- (State or other jurisdiction of (I.R.S. Employer incorporation or organization) Identification No.) 100 Sylvan Road, Woburn, Massachusetts 01801 -------------------------------------------- (Address of principal executive offices) Registrant's telephone number, including area code: (617)692-7000 - ----------------------------------------------------------------- __________________________________________________________________ (Former name, former address, former fiscal year, if changed since last report) 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 the number of shares outstanding of each of the issuer's classes of common stock as of the latest practicable date. As of November 1, 1996 the Company had outstanding 12,725,740 shares of common stock, $.01 par value per share. INDEX PAGE NUMBER PART 1. FINANCIAL INFORMATION: Item 1. Financial Statements Consolidated Balance Sheets.............................3 Consolidated Statements of Operations...................4 Consolidated Statements of Cash Flows...................5 Notes to Consolidated Financial Statements..............6 Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations.....................8 Certain Factors That May Affect Future Results.........11 PART II. OTHER INFORMATION: Item 6. Exhibits and Reports on Form 8-K.......................13 2 BOSTON COMMUNICATIONS GROUP, INC. AND SUBSIDIARIES CONSOLIDATED BALANCE SHEETS (IN THOUSANDS, EXCEPT SHARE AND PER SHARE AMOUNTS) ASSETS DECEMBER 31, SEPTEMBER 30, 1995 1996 (unaudited) Current assets: Cash $ 253 $ 5,003 Short-term investments - 21,243 Accounts receivable, net of allowance for billing adjustments and doubtful accounts of $ 884 in 1995 and $ 1,130 in 1996 6,250 10,465 Inventory - 743 Deferred income taxes 1,800 1,275 Prepaid expenses and other assets 195 574 ------- ------- Total current assets 8,498 39,303 Property and equipment, net 4,884 10,735 Goodwill, net - 2,484 Other assets 232 464 ------- ------- Total assets $13,614 $52,986 ======= ======= LIABILITIES, REDEEMABLE PREFERRED STOCK AND SHAREHOLDERS' EQUITY Current liabilities: Accounts payable $ 1,277 $ 1,340 Accrued expenses 4,429 6,170 Current portion of capital lease obligations - 477 Income taxes payable 710 578 ------- ------- Total current liabilities 6,416 8,565 Capital lease obligations, net of current portion - 847 Redeemable Preferred Stock, nonvoting, par value $100 per share, 13,000 shares authorized, 11,871 and 0 shares issued and outstanding in 1995 and 1996 15,896 - Shareholders' deficit: Convertible Preferred Stock, $1.00 par value per share, 1,325 shares authorized, 850 shares in 1995 and 0 shares in 1996 issued and outstanding 1 - Common Stock, voting, par value $.01 per share, 35,000,000 shares authorized, 3,335,985 shares in 1995 and 12,714,629 shares in 1996 issued and outstanding 33 127 Additional paid-in capital 1,016 52,742 Accretion of dividend on redeemable preferred stock (4,025) - Accumulated deficit (5,723) (9,295) ------- ------- Total shareholders' equity (deficit) (8,698) 43,574 ------- ------- Total liabilities, redeemable preferred stock and shareholders' equity $13,614 $52,986 ======= ======= 3 BOSTON COMMUNICATIONS GROUP, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF OPERATIONS (IN THOUSANDS, EXCEPT SHARE AND PER SHARE AMOUNTS) (UNAUDITED) THREE MONTHS ENDED NINE MONTHS ENDED SEPTEMBER 30, SEPTEMBER 30, 1995 1996 1995 1996 -------- --------- --------- --------- Service revenues: Calling service revenues $ 7,387 $ 8,873 $18,572 $24,414 Carrier support service revenues 2,706 3,272 5,952 10,422 Prepaid network service revenues - 42 - 111 Prepaid and other system revenues - 1,726 - 2,959 ------- ------- ------- ------- 10,093 13,913 24,524 37,906 Expenses: Cost of service revenues 7,612 9,763 18,814 27,538 Cost of system revenues - 1,076 - 1,666 Engineering, research and development 321 957 588 2,120 Sales and marketing 532 680 1,405 1,875 Related party management fees 252 - 756 252 General and administrative 320 607 978 1,711 Depreciation and amortization 246 557 631 1,394 ------- ------- ------- ------- Total operating expenses 9,283 13,640 23,172 36,556 ------- ------- ------- ------- Operating income 810 273 1,352 1,350 Interest income(expense), net (46) 341 (97) 260 ------- ------- ------- ------- Income from continuing operations before income taxes 764 614 1,255 1,610 Provision for income taxes 100 283 165 706 ------- ------- ------- ------- Income from continuing operations 664 331 1,090 904 Discontinued operations: Loss from operations - - (129) - Loss on disposal - - (37) - ------- ------- ------- ------- Loss from discontinued operations - - (166) - ------- ------- ------- ------- Net income 664 331 924 904 Accretion of dividends on redeemable preferred stock (237) - (712) (451) ------- ------- ------- ------- Net income available to common shareholders $ 427 $ 331 $ 212 $ 453 ====== ====== ===== ====== Net income available to common shareholders per common share: Continuing operations $ 0.05 $ 0.03 $ 0.04 $ 0.04 ====== ======= ====== ======= Net income $ 0.05 $ 0.03 $ 0.02 $ 0.04 ====== ====== ====== ======= Shares used in computing net income per common share 9,178 13,135 9,178 10,601 ====== ======= ====== ======= 4 BOSTON COMMUNICATIONS GROUP, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF CASH FLOWS (IN THOUSANDS) (UNAUDITED) NINE MONTHS ENDED SEPTEMBER 30, 1995 1996 ---- ---- OPERATING ACTIVITIES Income from continuing operations $ 1,090 $ 904 Adjustments to reconcile net income to net cash used in operating activities: Depreciation and amortization 631 1,394 Deferred income taxes - 525 Changes in operating assets and liabilities, excluding effects of discontinued operations: Accounts receivable (2,095) (4,164) Inventory - (682) Prepaid expenses and other assets (76) (556) Accounts payable and accrued expenses (437) 1,438 Income taxes payable (11) (132) ------- -------- (898) (1,273) Loss from discontinued operations (166) - Adjustments to reconcile loss from discontinued operations: Loss on disposal of discontinued operations 37 - Cash flow related to results of operations until disposal date 803 - ------- -------- 674 - ------- -------- Net cash used in operations (224) (1,273) INVESTING ACTIVITIES Acquisition of business, net of cash acquired - (534) Investment in non-marketable securities - (110) Purchase of property and equipment (2,180) (5,378) Purchases of short-term investments - (21,243) Net proceeds from sale of lines of business 628 - ------- -------- Net cash used in investing activities (1,552) (27,265) FINANCING ACTIVITIES Proceeds from exercise of stock options - 26 Proceeds from issuance of common stock - 49,792 Redemption of redeemable preferred stock - (16,347) Repayment of capital leases - (183) Proceeds from notes payable 1,900 - ------- -------- Net cash provided by financing activities 1,900 33,288 ------- -------- Increase in cash 124 4,750 Cash at beginning of period 204 253 ------- -------- Cash at end of period $ 328 $ 5,003 ======= ======== Supplemental disclosure of noncash transactions: Capital lease obligations $ - $ 1,507 ======= ======== Shares issued in connection with acquisition of business $ - $ 2,000 ======= ======== 5 BOSTON COMMUNICATIONS GROUP, INC. NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (IN THOUSANDS, EXCEPT FOR SHARE DATA) 1. The accompanying consolidated financial statements have been prepared by the Company, without audit, and reflect all adjustments which in the opinion of management, are necessary for a fair statement of the results of the interim periods presented. All adjustments were of a normal recurring nature. Certain information and footnote disclosures normally included in the annual consolidated financial statements which are prepared in accordance with generally accepted accounting principles have been condensed or omitted. Accordingly, the Company believes that although the disclosures are adequate to make the information presented not misleading, the consolidated financial statements should be read in conjunction with the footnotes contained in the Company's Form S-1 for the fiscal year ended December 31, 1995. 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 at the date of the financial statements and the reported amounts of revenues and expenses during the reporting period. Actual results could differ from those estimates. In March 1995, the Financial Accounting Standards Board issued Statement of Financial Standard No. 121, "Accounting for the Impairment of Long-Lived Assets and for Long-Lived Assets to be Disposed Of," which establishes criteria for the recognition and measurement of impairment or loss associated with long-lived assets. The Company adopted this standard in the first quarter of 1996, and its adoption did not have a material impact on the Company's financial position or results of operations. The Company has elected to follow Accounting Principles Board Opinion No. 25, "Accounting for Stock Issued to Employees" (APB 25) in accounting for its stock-based compensation plans, rather than the alternative fair value accounting method provided for under Financial Accounting Standards Board Statement No. 123, "Accounting for Stock-Based Compensation," as this alternative requires the use of option valuation models that were not developed for use in valuing employee stock options. Under APB 25, since the exercise price of options granted under these plans equals the market price of the underlying stock on the date of grant, no compensation expense is required. 2. Initial Public Offering On June 21, 1996 the Company issued 3.5 million shares of common stock through a public offering, resulting in net proceeds (after deducting expenses) of $44,342. The proceeds were used to redeem all of the outstanding shares of redeemable preferred stock for $16,347 and to repay $2,000 outstanding under an account purchase agreement. In July 1996, the Company received net proceeds of $5,450 from additional shares of common stock sold to cover over-allotments. 6 BOSTON COMMUNICATIONS GROUP, INC. NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (IN THOUSANDS, EXCEPT FOR SHARE AND PER SHARE DATA) 3. Acquisition In February 1996, the Company acquired the net assets of Voice Systems Technology, Inc. (VST), a company which develops and markets voice processing systems, for approximately $2,500 ($500 cash and 265,373 shares of common stock). The acquisition has been accounted for under the purchase method of accounting and the results of operations will be included in the Company's results of operations from the date of acquisition. The Company is amortizing the goodwill associated with the acquisition over eight years using the straight line method. 4. Subsequent Event On October 23, 1996 the Company paid $917 to increase its ownership interest in Wireless Americas Corporation (WAC) from 17.5% to 80%. The Company will consolidate WAC's balance sheet and results of operations from the date of acquisition. 7 MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS RESULTS OF OPERATIONS - SEPTEMBER 30, 1995 AND 1996 - --------------------------------------------------- Service and system revenues - --------------------------- Total revenues increased 37.8% from $10.1 million in the three months ended September 30, 1995 to $13.9 million in the three months ended September 30, 1996 and increased 54.6% from $24.5 million in the nine months ended September 30, 1995 to $37.9 million for the nine months ended September 30, 1996. Calling service revenues increased 20.1% or $1.5 million from the three months ended September 30, 1995 to the same period ended September 30, 1996 and 31.5% or $5.8 million from the nine months ended September 30, 1995 to the nine months ended September 30, 1996. The increase in revenues was generated principally from existing carrier customers and resulted from the general growth in the number of cellular subscribers and increased roaming by cellular subscribers. Carrier support service revenues increased $0.6 million and $4.5 million, respectively for the three month and nine month periods ended September 30, 1996 compared to the same periods in the prior year. The increase consisted primarily of increased revenues from existing cellular carriers who increased their use of the Company's services and, to a lesser extent, additional revenues from new cellular carriers. Revenues generated from prepaid network services for the three months ended September 30, 1996 are principally related to usage in markets where C2C prepaid services were commercially available. As of September 30, 1996, eleven C2C Network switches were deployed in various markets throughout the United States. Of these switches, four were fully operational and processing live transactions by the end of the third quarter. Prepaid and other system revenues are $1.7 million and $3.0 million, respectively, for the three month and nine month periods ended September 30, 1996, the first such periods in which the Company had prepaid system revenues. Prepaid and other system revenues consist principally of prepaid cellular systems and voice mail systems sold by Voice Systems Technology, Inc. (VST), acquired in February 1996. Cost of service revenues - ------------------------ Cost of service revenues increased from 75.4% of service revenues for the three months ended September 30, 1995 to 80.1% of service revenues for the three months ended September 30, 1996. The increase in cost of service revenues as a percentage of service revenues was primarily due to costs associated with the opening of Company's new operations center in the second quarter of 1996. Cost of service revenues for the nine months ended September 30, 1995 and 1996 were 76.7% and 78.8%, respectively, of service revenues. Engineering, research and development expenses - ---------------------------------------------- Engineering, research and development expenses increased $636,000 or 198% from the three months ended September 30, 1995 to the three months ended September 30, 1996 and $1,532,000 or 261% from the nine months ended September 30, 1995 as compared to the nine months ended September 30, 1996. The increases were principally due to the costs associated with the Company's hiring of new personnel to support the development, implementation and deployment of the C2C Network and, to a lesser extent, additional personnel to support the expansion of its carrier support services. 8 MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS RESULTS OF OPERATIONS - SEPTEMBER 30, 1995 AND 1996 (CONTINUED) - --------------------------------------------------------------- Sales and marketing expenses - ---------------------------- Sales and marketing expenses increased $148,000 or 27.8% from the three months ended September 30, 1995 to the three months ended September 30, 1996. Sales and marketing costs for the nine month period ended September 30, 1996 were $470,000 or 33.5% more than the same period in the prior year. These increases resulted from additional sales personnel and trade show costs to support the carrier support service business and to promote the Company's C2C Network. General and administrative expenses - ----------------------------------- General and administrative expenses and related party management fees increased $35,000 or 6.1% from the three months ended September 30, 1995 compared to the three months ended September 30, 1996. For the nine months ended September 30, 1996 general and administrative expenses and related party management fees increased $229,000 or 13.2% from the same period in the prior year. These increases were principally due to the increased general and administrative costs resulting from the opening of the Company's new operations center in March 1996 and other costs to support the Company's growth. Depreciation and amortization expense - ------------------------------------- Depreciation and amortization expense increased $311,000 or 126% and $763,000 or 121% during the three month and nine month periods ended September 30, 1996 compared to the same periods in the prior year. Most of the increase resulted from depreciation of additional technical equipment to support the Company's calling and carrier support services and furniture and leasehold improvements to support the expansion of the Company's operations center. The remainder of the increase was attributable to amortization of goodwill generated from the acquisition of VST in February 1996. The Company expects depreciation and amortization expense to continue to increase as the Company continues to launch its C2C Network commercially and continues to amortize goodwill from the VST acquisition. Interest income(expense), net - ----------------------------- Interest income(expense) increased $387,000 and $357,000, respectively for the three and nine months ended September 30, 1996 as compared to prior years. The increase resulted primarily from interest earned on the short-term investments of the proceeds from the public offering. Provision for income taxes - -------------------------- The Company's effective income tax rate for the three and nine month periods ended September 30, 1996 reflects an increase from comparable periods in the prior year due to the Company's reversal of its valuation reserve in the fourth quarter of 1995. The current effective income tax rate also reflects the non- deductibility of goodwill amortization from the acquisition of VST. 9 MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS LIQUIDITY AND CAPITAL RESOURCES - ------------------------------- At September 30, 1996 the Company had working capital of $30.7 million as compared to $2.1 million at December 31, 1995. The increase is primarily attributable to an initial public offering (IPO) which yielded net proceeds of $49.8 million. The proceeds were used to repay $16.3 million of redeemable preferred stock and $2.0 million of notes payable. As a result, cash and short- term investments increased from $253,000 at December 31, 1995 to $26.2 million at September 30, 1996. Net cash used in operating activities for the nine months ended September 30, 1996 was $1.3 million and consisted primarily of an increase of accounts receivable offset by an increase in accounts payable and accrued expenses. Accounts receivable increased due to increased calling service revenues and system sales from the Company's subsidiary, VST. Accounts payable and accrued expenses increased as a result of the Company's growth and the VST acquisition. Net cash used in investing activities was $27.3 million for the nine months ended September 30, 1996 and consisted primarily of purchases of short-term interest bearing investments, telecommunications equipment purchases to support the Company's C2C Network and furniture and leasehold improvements obtained to support the Company's new operations center. In addition, in February 1996 the Company acquired the net assets of VST for common stock and cash. Net cash provided by financing activities for the nine months ended September 30, 1996 was $33.3 million. The increase resulted from the proceeds from the IPO less the cash used to redeem the redeemable preferred stock. In 1996, the Company financed the acquisition of $1.5 million of telecommunications equipment and furniture and fixtures through a Master Lease Agreement which was accounted for as a capital lease. The Company believes that it has the necessary liquidity and capital resources to sustain existing operations for at least the next eighteen months. 10 CERTAIN FACTORS THAT MAY AFFECT FUTURE RESULTS This Quarterly Report may contain forward-looking statements that involve risks and uncertainties. The Company's actual results may differ significantly from the results discussed in the forward-looking statements. A number of uncertainties exist that could affect the Company's future operating results, including, without limitation, technological changes in the Company's industry, the ability of the Company to develop and successfully deploy its C2C Network, the Company's ability to retain existing customers and attract new customers, increased competition and general economic factors. Historically, a significant portion of the Company's revenues in any particular period has been attributable to a limited number of customers. This concentration of customers can cause the Company's revenues and earnings to fluctuate from quarter to quarter, based on the volume of call traffic generated through these customers or the services being performed pursuant to carrier support programs. A significant decrease in business from any of the Company's major customers, including a decrease in business due to factors outside of the Company's control, would have a material adverse effect on the Company's business, financial condition and results of operations. The Company historically has provided all of its services to cellular carriers, including roaming services and carrier support services. Although the cellular market, and in particular, the roaming segment of the cellular market, has experienced significant growth in recent years, there can be no assurance that such growth will continue at similar rates, or at all, or that cellular carriers will continue to use the Company's services. In addition, the prepaid wireless service and PCS markets are in their initial stages of development, and if these markets do not grow as expected or if the carriers in these markets do not use the Company's services, the Company's business, financial condition and results of operations could be materially and adversely affected. The Company's future success depends, in large part, on the continued use of its existing services, the acceptance of new services in the wireless industry, such as prepaid service, and the Company's ability to develop services that keep pace with changes in the wireless telephone industry. Further, a rapid shift away from the use of cellular in favor of other services, such as PCS, could affect demand for the Company's service offerings and could require the Company to develop modified or alternative service offerings addressing the particular needs of providers of such new services. There can be no assurance that the Company will be successful in developing or marketing its existing or future service offerings in a timely manner, or at all. The Company is currently devoting significant resources toward the development and deployment of its wireless prepaid service, including deployment of its C2C Network. There can be no assurance that the Company will successfully complete the development and deployment of the C2C Network or its prepaid service in a timely fashion, that the market for the Company's prepaid service will develop, or that the Company's C2C Network will operate successfully. The Company has experienced fluctuations in its quarterly operating results and anticipates that such fluctuations will continue and could intensify. The Company's quarterly operating results may vary significantly depending on a number of factors, including the timing of the introduction or acceptance of new services offered by the Company or its competitors, changes in the mix of services provided by the Company, changes in regulations affecting the wireless industry, changes in the Company's operating expenses, personnel changes and general economic conditions. Due to all of the foregoing factors, it is possible that in some future quarter the Company's results of operations 11 CERTAIN FACTORS THAT MAY AFFECT FUTURE RESULTS will be below prior results or the expectations of public market analysts and investors. In such event, the price of the Company's Common Stock would likely be materially adversely affected. Recently, the Company has expanded its operations rapidly, which has created significant demands on the Company's administrative, operational, development and financial personnel and other resources. Additional expansion by the Company may further strain the Company's management, financial and other resources. There can be no assurance that the Company's systems, procedures, controls and existing space will be adequate to support expansion of the Company's operations. If the Company's management is unable to manage growth effectively, the quality of the Company's services, its ability to retain key personnel and its business, financial condition and results of operations could be materially and adversely affected. The market for services to wireless carriers is highly competitive and subject to rapid change. A number of companies currently offer one or more of the services offered by the Company. In addition, wireless carriers are providing or can provide, in-house, the services that the Company offers. In addition, the Company anticipates continued growth and competition in the wireless carrier services industry and consequently, the entrance of new competitors in the future. An increase in competition could result in price reductions and loss of market share. Any resulting reduction in gross margins could have a material adverse effect on the Company's business, financial condition or results of operations. The Company's success and ability to compete is dependent in part upon its proprietary technology. If unauthorized copying or misuse of the Company's technology were to occur to any substantial degree, the Company's business, financial condition and results of operations could be materially adversely affected. In addition, some of the software used to support the Company's roaming services and prepaid services is licensed by the Company from single vendors, which are small corporations. There can be no assurance that these suppliers will continue to license this software to the Company or, if any supplier terminates its agreement with the Company, that the Company will be able to develop or otherwise procure software from another supplier on a timely basis and at commercially acceptable prices. The Company's operations are dependent on its ability to maintain its computer, switching and other telecommunications equipment and systems in effective working order and to protect its systems against damage from fire, natural disaster, power loss, telecommunications failure or similar events. Any damage, failure or delay that causes interruptions in the Company's operations could have a material adverse effect on the Company's business, financial condition and results of operations. 12 PART II. OTHER INFORMATION: - ---------------------------- Item 6. Exhibits and Reports on Form 8-K a) Exhibits The exhibits listed in the Exhibit Index are part of or included in this report. b) Reports on Form 8-K NONE 13 SIGNATURES Pursuant to the requirements 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. Boston Communications Group, Inc. ------------------------------------- (Registrant) Date: By: /s/ George K. Hertz --------------------- George K. Hertz Chief Executive Officer and President Date: By: /s/ Fritz von Mering ---------------------------------------- Fritz von Mering Vice President, Finance and Administration 14 BOSTON COMMUNICATIONS GROUP, INC. AND SUBSIDIARIES FORM 10-Q FOR THE QUARTER ENDED SEPTEMBER 30, 1996 INDEX TO EXHIBITS ----------------- Exhibit No. Description - ----------- ----------- 11.0 Statement RE: Computation of Per Share Earnings