1 AS FILED WITH THE SECURITIES AND EXCHANGE COMMISSION ON OCTOBER 8, 1997 REGISTRATION NO. 333- ================================================================================ SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 ------------------------ FORM S-1 REGISTRATION STATEMENT UNDER THE SECURITIES ACT OF 1933 ------------------------ CREDENTIALS SERVICES INTERNATIONAL, INC. (EXACT NAME OF REGISTRANT AS SPECIFIED IN ITS CHARTER) DELAWARE 7320 13-3784792 (STATE OR OTHER JURISDICTION OF (PRIMARY STANDARD INDUSTRIAL (I.R.S. EMPLOYER IDENTIFICATION NO.) INCORPORATION OR ORGANIZATION) CLASSIFICATION CODE NUMBER) 333 CITY BOULEVARD WEST, 10TH FLOOR ORANGE, CALIFORNIA 92868 (714) 704-6400 (ADDRESS, INCLUDING ZIP CODE, AND TELEPHONE NUMBER, INCLUDING AREA CODE, OF REGISTRANT'S PRINCIPAL EXECUTIVE OFFICES) MR. DAVID C. THOMPSON President and Chief Executive Officer CREDENTIALS SERVICES INTERNATIONAL, INC. 333 CITY BOULEVARD WEST, 10TH FLOOR ORANGE, CALIFORNIA 92868 (714) 704-6400 (NAME, ADDRESS, INCLUDING ZIP CODE, AND TELEPHONE NUMBER, INCLUDING AREA CODE, OF AGENT FOR SERVICE) Copies to: JAMES M. MCLAUGHLIN, JR., ESQ. MELVIN KATZ, ESQ. WILLIAM H. HINMAN, JR., ESQ. PATRICIA F. YOUNG, ESQ. MALONEY, MEHLMAN & KATZ SHEARMAN & STERLING PILLSBURY MADISON & SUTRO LLP 405 LEXINGTON AVENUE 555 CALIFORNIA STREET 520 MADISON AVENUE, 40TH FLOOR NEW YORK, NEW YORK 10174 SAN FRANCISCO, CALIFORNIA 94104 NEW YORK, NEW YORK 10022 ------------------------ APPROXIMATE DATE OF COMMENCEMENT OF PROPOSED SALE TO THE PUBLIC: As soon as practicable after this Registration Statement becomes effective. If any of the securities being registered on this Form are to be offered on a delayed or continuous basis pursuant to Rule 415 under the Securities Act of 1933, check the following box. [ ] If this Form is filed to register additional securities for an offering pursuant to Rule 462(b) under the Securities Act, please check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering. [ ] -------------- If this Form is a post-effective amendment filed pursuant to Rule 462(c) under the Securities Act, check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering. [ ] --------------- If delivery of the prospectus is expected to be made pursuant to Rule 434, please check the following box. [ ] CALCULATION OF REGISTRATION FEE ==================================================================================================== PROPOSED MAXIMUM AGGREGATE OFFERING AMOUNT OF TITLE OF EACH CLASS OF SECURITIES TO BE REGISTERED PRICE(1) REGISTRATION FEE - ---------------------------------------------------------------------------------------------------- Common Stock, $.01 par value............................ $40,000,000 $12,121 ==================================================================================================== (1) Estimated solely for the purpose of calculating the registration fee. THE REGISTRANT HEREBY AMENDS THIS REGISTRATION STATEMENT ON SUCH DATE OR DATES AS MAY BE NECESSARY TO DELAY ITS EFFECTIVE DATE UNTIL THE REGISTRANT SHALL FILE A FURTHER AMENDMENT WHICH SPECIFICALLY STATES THAT THIS REGISTRATION STATEMENT SHALL THEREAFTER BECOME EFFECTIVE IN ACCORDANCE WITH SECTION 8(a) OF THE SECURITIES ACT OF 1933 OR UNTIL THE REGISTRATION STATEMENT SHALL BECOME EFFECTIVE ON SUCH DATE AS THE COMMISSION, ACTING PURSUANT TO SAID SECTION 8(a), MAY DETERMINE. ================================================================================ 2 INFORMATION CONTAINED HEREIN IS SUBJECT TO COMPLETION OR AMENDMENT. A REGISTRATION STATEMENT RELATING TO THESE SECURITIES HAS BEEN FILED WITH THE SECURITIES AND EXCHANGE COMMISSION. THESE SECURITIES MAY NOT BE SOLD NOR MAY OFFERS TO BUY BE ACCEPTED PRIOR TO THE TIME THE REGISTRATION STATEMENT BECOMES EFFECTIVE. THIS PROSPECTUS SHALL NOT CONSTITUTE AN OFFER TO SELL OR THE SOLICITATION OF AN OFFER TO BUY NOR SHALL THERE BE ANY SALE OF THESE SECURITIES IN ANY STATE IN WHICH SUCH OFFER, SOLICITATION OF SALE WOULD BE UNLAWFUL PRIOR TO REGISTRATION OR QUALIFICATION UNDER THE SECURITIES LAWS OF ANY SUCH STATE. SUBJECT TO COMPLETION PRELIMINARY PROSPECTUS DATED OCTOBER 8, 1997 SHARES [LOGO] CREDENTIALS SERVICES INTERNATIONAL, INC. COMMON STOCK ------------------------ Of the shares of Common Stock offered hereby, shares are being offered by Credentials Services International, Inc. (the "Company") and shares are being offered by certain stockholders of the Company (the "Selling Stockholders"). See "Principal and Selling Stockholders." The Company will not receive any proceeds from the sale of shares by the Selling Stockholders. Prior to this offering, there has been no public market for the Common Stock of the Company. It is currently anticipated that the initial public offering price per share of the Common Stock will be between $ and $ per share. See "Underwriting" for a discussion of the factors to be considered in determining the initial public offering price. The Company intends to make application to have the Common Stock approved for quotation on the Nasdaq National Market under the symbol "CRSR." ------------------------ THESE SECURITIES INVOLVE A HIGH DEGREE OF RISK. SEE "RISK FACTORS" BEGINNING ON PAGE 5 OF THIS PROSPECTUS FOR INFORMATION THAT SHOULD BE CONSIDERED BY PROSPECTIVE INVESTORS. ------------------------ THESE SECURITIES HAVE NOT BEEN APPROVED OR DISAPPROVED BY THE SECURITIES AND EXCHANGE COMMISSION OR ANY STATE SECURITIES COMMISSION, NOR HAS THE SECURITIES AND EXCHANGE COMMISSION OR ANY STATE SECURITIES COMMISSION PASSED UPON THE ACCURACY OR ADEQUACY OF THIS PROSPECTUS. ANY REPRESENTATION TO THE CONTRARY IS A CRIMINAL OFFENSE. ================================================================================================== Underwriting Proceeds to Price to Discounts and Proceeds to Selling Public Commissions(1) Company(2) Stockholders - -------------------------------------------------------------------------------------------------- Per Share................. $ $ $ $ - -------------------------------------------------------------------------------------------------- Total..................... $ $ $ $ - -------------------------------------------------------------------------------------------------- Total Assuming Full Exercise of Over- Allotment Option(3)..... $ $ $ $ ================================================================================================== (1) See "Underwriting." (2) Before deducting expenses estimated at $ , which are payable by the Company. (3) Assuming exercise in full of the 30-day option granted by the Selling Stockholders to the Underwriters to purchase up to additional shares, on the same terms, solely to cover over-allotments. See "Underwriting." ------------------------ The shares of Common Stock are offered by the Underwriters, subject to prior sale, when, as and if delivered to and accepted by the Underwriters, and subject to their right to reject orders in whole or in part. It is expected that delivery of the Common Stock will be made in New York City on or about , 1997. ------------------------ PAINEWEBBER INCORPORATED HAMBRECHT & QUIST ------------------------ THE DATE OF THIS PROSPECTUS IS , 1997. 3 Credentials(R) is a trademark of Credentials Services International, Inc. This prospectus includes trademarks and tradenames of other companies. CERTAIN PERSONS PARTICIPATING IN THIS OFFERING MAY ENGAGE IN TRANSACTIONS THAT STABILIZE, MAINTAIN OR OTHERWISE AFFECT THE PRICE OF THE COMMON STOCK. SUCH TRANSACTIONS MAY INCLUDE THE PURCHASE OF THE COMMON STOCK TO STABILIZE ITS MARKET PRICE, THE PURCHASE OF THE COMMON STOCK TO COVER SYNDICATE SHORT POSITIONS AND THE IMPOSITION OF PENALTY BIDS. FOR A DESCRIPTION OF THESE ACTIVITIES, SEE "UNDERWRITING." 4 PROSPECTUS SUMMARY The following summary is qualified in its entirety by the more detailed information and Financial Statements and related notes appearing elsewhere in this Prospectus. Except as set forth in the Financial Statements and notes thereto or as otherwise specified herein, all information in this Prospectus (i) assumes no exercise of the Underwriters' over-allotment option, (ii) reflects a -for- split of the Common Stock to be effected prior to the commencement of this offering and (iii) assumes the exercise of warrants to purchase the equivalent of shares of Common Stock prior to the closing of this offering. See "Description of Capital Stock" and "Underwriting." Investors should carefully consider the information set forth under the heading "Risk Factors." This Prospectus contains, in addition to historical information, forward-looking statements that involve risks and uncertainties. The Company's actual results could differ materially from the results discussed in the forward-looking statements. Factors that could cause or contribute to such differences include those discussed under the heading "Risk Factors" below, as well as those discussed elsewhere in this Prospectus. THE COMPANY Credentials Services International, Inc. is a leading direct marketer of credit information and monitoring membership programs to consumers. The Company believes that it provides value-added programs that enable consumers to monitor the accuracy of their personal credit data that is collected and held by credit reporting bureaus. This information allows consumers to respond on an informed basis to credit decisions made by providers of credit such as mortgage lenders, consumer finance companies, auto loan providers, credit card providers, banks and other lending institutions. Through its relationship with Experian Inc., one of the three major credit reporting bureaus, the Company provides this information to its members in a readily understandable, readable format and offers members notification of significant events, such as credit inquiries and the entry of negative credit data in the member's credit file, which might affect their ability to obtain credit. The Company markets its membership programs to consumers using direct marketing techniques, primarily by direct mail and telemarketing campaigns conducted through endorsed co-marketing relationships with major credit card issuers that have a large customer base, such as banks, retailers and oil companies. Through its co-marketing relationships, the Company markets its programs to the customer bases of nationally-known organizations such as The Chase Manhattan Bank USA, N.A., Bank One, N.A. and its affiliates (including the recently merged First USA Bank credit card customer base), PNC National Bank, N.A., Service Merchandise and Sun Company, Inc. (Sunoco). During the nine-month period ended June 27, 1997, the Company increased the number of its co-marketers to 24 from 13 at September 27, 1996. During this period, the Company's membership base increased to approximately 1.3 million members from approximately 828,000 members. The consumer credit information and monitoring business conducted by the Company was started in 1986 by a division of TRW, Inc. In October 1994, the Company purchased certain assets of the business from TRW, Inc. In September 1996, TRW, Inc., sold its credit bureau and credit reporting business, and that business was subsequently renamed Experian Inc. At the time of the Company's acquisition in 1994, it entered into a ten-year contract with TRW, Inc. pursuant to which the Company has access to Experian Inc.'s credit reports and daily access to the national Experian Inc. credit file. The Company's information systems are integrated with Experian Inc.'s database and systems, enabling the Company to immediately and automatically notify a member when an inquiry is made into the member's personal credit file. The Company believes that it is the only company which currently offers this unique feature to consumers and that this feature constitutes a substantial competitive advantage with respect to developing co-marketing relationships and building its membership base. 1 5 The Company seeks to become the leading provider of credit information and monitoring programs to consumers and to continue to build its membership base with its core programs and the introduction of new programs. The key elements of the Company's strategy are as follows: Grow and Maintain Membership Base By Offering Premium Quality Programs. The Company's goal is to build and maintain its membership base by continuing to provide its core value-added consumer credit programs, which the Company believes are superior to the programs offered by its competitors. Expand Distribution Channels. The Company intends to expand its network of co-marketing relationships to include additional major banks, retailers and oil companies, as well as to aggressively develop innovative new distribution channels. Potential co-marketing partners may include mortgage servicing companies, insurance companies and utility companies, such as regional telephone companies. The Company also believes the World Wide Web may become a viable distribution channel for its membership programs and is exploring that potential distribution opportunity. Develop New Programs. The Company intends to continue to develop and market new programs to current and new members. The Company has test marketed and is continuing to develop a program targeted to small businesses which would provide those businesses with credit information and monitoring services to enable them to better evaluate and monitor their own credit as well as the credit of other businesses, particularly their vendors, suppliers and customers. In addition, the Company is presently test marketing a number of other consumer-oriented membership programs. Provide Superior Levels of Customer Service. The Company is committed to maintaining what it believes is a superior level of customer service, as reflected by membership renewal rates and satisfaction among members and co-marketers. Develop and Use State-of-the-Art Technical Solutions. The Company intends to continue developing and using advanced technological methods to solicit new members, collect and market credit data and provide membership services. The Company was incorporated in Delaware in 1993 and commenced operations in October 1994. The Company's executive offices are located at 333 City Boulevard West, 10th Floor, Orange, California 92868, and its telephone number is (714) 704-6400. 2 6 THE OFFERING Common Stock Offered by the Company.......... shares Common Stock Offered by the Selling Stockholders............................... shares Common Stock to be Outstanding after the Offering................................... shares(1) Use of Proceeds.............................. The net proceeds to the Company from the offering are estimated to be approximately $ . The Company intends to apply the net proceeds of the offering to repay certain outstanding indebtedness in the aggregate principal amount of approximately $15.0 million, plus accrued interest. The balance of the net proceeds of the offering, if any, will be used for general corporate purposes. The Company will not receive any proceeds from the sale of shares by the Selling Stockholders. See "Use of Proceeds." Proposed Nasdaq National Market Symbol....... CRSR - --------------- (1) Based upon the number of shares of Common Stock outstanding at October , 1997. See "Capitalization" and "Principal and Selling Stockholders." Excludes shares of Common Stock issuable upon exercise of options issued under the Company's 1997 Stock Option Plan. See "Management -- Executive Compensation." 3 7 SUMMARY FINANCIAL INFORMATION The following summary financial information for each of the two fiscal years in the period ended September 27, 1996 and at June 27, 1997 and for the nine-month period ended June 27, 1997 has been derived from the financial statements of the Company that have been audited by Coopers & Lybrand L.L.P., independent auditors, included herein. The summary financial information for the nine-month period ended June 28, 1996 has been derived from unaudited financial statements prepared on the same basis as the audited financial statements and contain, in the opinion of management, all adjustments, consisting only of normal recurring adjustments, necessary for a fair presentation of the financial position at such date and the operating results and cash flows for such period. The results of operations for the nine months ended June 27, 1997 are not necessarily indicative of results to be expected for any future period. The summary financial information set forth below should be read in conjunction with "Management's Discussion and Analysis of Financial Condition and Results of Operations" and the Financial Statements and Notes included elsewhere in this Prospectus. FISCAL YEARS NINE-MONTH PERIODS ENDED SEPTEMBER(1) ENDED JUNE(1) ------------------ ------------------------- 1995 1996 1996 1997 ------- -------- ----------- ----------- (UNAUDITED) (IN THOUSANDS, EXCEPT PER SHARE AMOUNTS AND NUMBER OF MEMBERS) STATEMENT OF OPERATIONS DATA: Revenues............................................. $12,540 $ 24,556 $ 17,091 $28,208 Operating income (loss).............................. (4,544) (20,629) (14,492) 2,552 Interest expense..................................... 1,239 1,818 893 1,052 Income (loss) before provision for income taxes and extraordinary item................................. (5,783) (22,447) (15,385) 1,500 Income (loss) before extraordinary item.............. (5,783) (22,447) (15,385) 1,439 Income (loss) per share before extraordinary item.... Weighted average common and common equivalent shares outstanding........................................ OTHER DATA: Total members at end of period....................... 613,000 828,000 714,000 1,257,000 JUNE 27, 1997 ------------------------------ ACTUAL AS ADJUSTED(2) ----------- -------------- (UNAUDITED) BALANCE SHEET DATA: Cash and cash equivalents.......................................... $ 299 $ Total assets....................................................... 37,696 Total liabilities.................................................. 57,378 Total stockholders' deficit........................................ (19,682) - --------------- (1) The Company's fiscal year ends on the last Friday of September of each year. The Company's quarterly periods are each comprised of 13 weeks and end on a Friday. The first month of each quarter is comprised of five weeks, and each of the two remaining months of the quarter is comprised of four weeks. (2) Adjusted to reflect (i) the sale by the Company of shares of Common Stock offered hereby at an assumed initial public offering price of $ per share; and (ii) the application of the estimated net proceeds of this offering. See "Use of Proceeds" and "Capitalization." 4 8 RISK FACTORS In addition to the other information in this Prospectus, the following risk factors should be considered carefully in evaluating the Company, its current business and its future prospects before purchasing shares of the Company's Common Stock offered hereby. LIMITED OPERATING HISTORY The Company commenced operations in October 1994. It has a limited operating history and is at an early stage of development. While the Company's business of direct marketing credit information and monitoring programs was started by a division of TRW, Inc. ("TRW") in 1986, the Company has operated as an independent business organization for approximately three years and, therefore, its future results of operations are subject to the uncertainties, including those concerning continuity of management and business relationships, customarily encountered by new businesses. HISTORY OF OPERATING LOSSES For the nine-month period ended June 27, 1997, the Company generated net income of approximately $1.3 million; however, as of June 27, 1997, the Company had an accumulated deficit of approximately $26.9 million. For fiscal years 1996 and 1995, the Company incurred net losses of approximately $22.4 million and $5.8 million, respectively. Management believes that the net loss for the year ended September 27, 1996 was a result primarily of failed direct marketing and telemarketing campaigns that were conducted on an unendorsed basis (i.e., without the benefit of co-marketer endorsements). The fiscal year 1996 losses resulted in a severe liquidity shortfall which impaired the Company's ability to undertake new marketing programs. Management of the Company has since taken a variety of actions, including the investment of additional capital in the Company, the replacement of certain key executive officers and the implementation of new operational and financial control procedures, in an effort to remedy the problems that led to the Company's financial difficulties in fiscal year 1996. There can be no assurance, however, that these or any other steps taken by management in the future will be sufficient to allow the Company to maintain profitability or avoid liquidity problems and operating losses such as those recently experienced by the Company. FLUCTUATIONS IN QUARTERLY OPERATING RESULTS The Company's quarterly revenues, expenses and operating results have varied significantly in the past and are likely to vary significantly from quarter to quarter in the future. Factors which may affect the Company's financial results include: response to membership solicitations; cancellations and renewals of memberships; market acceptance of the Company's and the co-marketers' existing and new programs; the demand for credit monitoring services such as those offered by the Company; the timing of the Company's investments in program development; unanticipated customer service interruptions; unanticipated increased costs associated with maintenance and expansion of operations; and competitive pressures on the Company's business generally. Many of these factors (including postage and telephone rates for direct mail and telemarketing campaigns) are beyond the Company's control. For example, the U.S. Postal Service has proposed a postage rate increase to become effective in mid-1998. In addition, any delay in the offering of a new program by the Company, its co-marketers or otherwise, or slower than anticipated consumer acceptance of such program, could adversely affect the Company's margins in a given period. Due to the foregoing and other factors, the Company believes that its quarterly operating results are likely to vary significantly in the future, that period-to-period comparisons of its operating results are not necessarily meaningful and that such comparisons cannot be relied upon as indicators of future performance. See "Management's Discussion and Analysis of Financial Condition and Results of Operations." DEPENDENCE ON CO-MARKETERS; CO-MARKETER CONCENTRATION The Company obtains substantially all of the information necessary for conducting the Company's endorsed marketing efforts from customer lists supplied by its co-marketers. Co-marketers provide the lists to the Company solely for use in marketing specified products. As a result, the Company's ability to market an 5 9 existing program to potential new members or a new program to its existing members is dependent on its ability to develop and maintain relationships with co-marketers and to obtain approval for its marketing efforts from the relevant co-marketer. Approximately 42% of the Company's revenues for the nine-month period ended June 27, 1997 were attributable to members solicited from customer lists provided by its two largest co-marketers. The number of new members attributable to any individual co-marketer fluctuates from period to period depending on whether the Company has initiated a product marketing cycle for that co-marketer during the relevant period. Accordingly, the percentage of the Company's total revenue generated by each individual co-marketer has varied over time although memberships and the associated revenue derived from endorsed marketing campaigns conducted with The Chase Manhattan Bank USA, N.A. ("Chase") and Bank One, N.A. and its affiliates (including the recently merged First USA Bank credit card customer base) ("Bank One") have historically constituted a significant portion of the Company's total revenues and membership base. For the nine-month period ended June 27, 1997, approximately 37% of the Company's revenues were generated from members who were originally solicited with the co-marketer endorsement of Bank One (the "Bank One Endorsement"), and approximately 5% of the Company's revenues were generated from members who were originally solicited with the co-marketer endorsement of Chase (the "Chase Endorsement"). At June 27, 1997, approximately 18% of the Company's members consisted of members who were originally solicited with the Chase Endorsement and approximately 26% of the Company's members consisted of members who were originally solicited with the Bank One Endorsement. The Company is currently engaged in expanding the number of its co-marketing partners (which has grown to 24 at June 27, 1997 from 13 at September 27, 1996) and anticipates that, as a result, it will, over time, become less dependent on individual co-marketers. There can be no assurance, however, that such expansion efforts will succeed or that the Company will, accordingly, be able to lessen its dependence on individual co-marketers. Certain of these co-marketer relationships are governed by agreements which may be terminated without cause by either party upon 60 to 90 days' notice without penalty and upon 30 days' notice in the event of an uncorrected material breach. Upon such termination, the Company has the right to continue its relationship with the co-marketer's customers that have become members prior to the termination. There can be no assurance that one or more of the Company's significant co-marketers will not terminate its relationship with the Company or that co-marketers will continue to provide additional customer lists to the Company for use in future marketing of new or existing membership programs. The loss of any significant co-marketer could have a material adverse effect on the Company's business, financial condition and results of operations. See "Business." DEPENDENCE ON MEMBERSHIP RENEWALS Fees generated by renewals of memberships are a significant contributor to the Company's net income. The initial year of a membership is less profitable to the Company than renewal years due primarily to the marketing costs associated with acquiring new members. In addition, during the initial year of a membership, a member may cancel his or her membership in the program for a complete refund of the membership fee for that year. Accordingly, the profitability of the Company is substantially dependent upon its membership renewals. Renewal rates are uncertain and are subject to several factors, many of which are beyond the Company's control, including changing member preferences, competitive price pressures, general economic conditions, customer satisfaction and credit card holder turnover. In addition, due to the rapid growth of the Company's membership base during fiscal year 1997, the membership renewal rates historically experienced by the Company are not necessarily indicative of future renewal rates. There can be no assurance that the Company will continue to generate sufficient membership renewals to maintain profitability or that memberships, if renewed, will not be cancelled. Failure of the Company to generate a high rate of membership renewals would have a material adverse effect on the Company's business, financial condition and results of operations. See "Management's Discussion and Analysis of Financial Condition and Results of Operations" and "Business -- Sales and Marketing." 6 10 COMPETITION The Company's principal competitor is CUC International Inc. ("CUC") which offers credit reporting membership programs with certain features similar to those provided by the Company's programs. In addition to this direct competition, the Company also encounters competition for co-marketer endorsements from other direct marketing businesses. Because agreements between co-marketers and program providers are often exclusive with respect to a particular service, potential co-marketers may be prohibited from entering into agreements with the Company to promote a program if the features provided by the Company's program are similar to, or overlap with, the features offered by an existing program of a competitor. There can be no assurance that the Company's competitors will not increase their emphasis on programs similar to those offered by the Company and more directly compete with the Company, that new competitors will not enter the market, that competitors will not increase the compensation they provide to co-marketers to induce such co-marketers to enter into agreements, or that other businesses will not themselves introduce competing programs. Such potential competitors include major credit card issuers, including the Company's co-marketers. Potential competitors also include major credit reporting bureaus, including Experian Inc. ("Experian"), which would have significant competitive advantages such as access to credit data at minimal cost. There can be no assurance that the Company's current or potential competitors will not provide programs comparable or superior to those provided by the Company at lower membership prices or adapt more quickly than the Company to evolving industry trends or changing market requirements. In addition, alliances among competitors may emerge and rapidly acquire significant market share. Many of the Company's current and prospective competitors, including CUC, have substantially larger customer bases and greater financial and other resources than those available to the Company. Increased competition may result in price reductions, increased fees payable to co-marketers, reduced profitability and loss of market share, any of which could materially adversely affect the Company's business, financial condition and results of operations. There can be no assurance that the Company will be able to compete effectively against future and current competitors. See "Business -- Competition." Experian provides substantially all of the credit information which the Company furnishes to its members. Although neither Experian nor the other credit reporting bureaus provide the credit monitoring services currently offered by the Company, Experian and the other credit bureaus currently provide a credit report directly to any consumer at the consumer's request at the rate of approximately $8.00 per report (except in states where local legislation provides that consumers are entitled to a free credit report upon their written request). See "-- Government Regulation; Adverse Publicity -- State Fair Credit Reporting Acts." There can be no assurance that Experian or the other credit bureaus will not begin to more aggressively market their services to consumers by initiating price reductions or advertising campaigns targeted to consumers and that such actions will not adversely affect the Company's business, financial condition and results of operations or require the Company to reduce prices for certain of its programs in order to remain competitive. On August 13, 1997, Experian launched a program to offer consumers the opportunity to receive their credit reports directly over the Internet. Although two days later Experian announced that it was suspending this program due to certain operational and security problems, there can be no assurance that this, or similar programs, will not be implemented by Experian or other credit reporting bureaus or that competition from such programs will not adversely affect the Company's business, financial condition and result of operations. Experian and the other credit reporting bureaus would have significant competitive advantages over the Company in providing such reports or services, such as access to credit data at minimal cost. See "-- Dependence on Third Parties -- Relationship with Experian." In addition, the introduction or announcement by competitors of the Company of new programs similar to those offered by the Company could render the Company's existing programs uncompetitive or obsolete, or result in a delay or decrease in orders for the Company's existing programs as co-marketers or customers evaluate new programs or select new programs as an alternative to the Company's existing programs. Therefore, the announcement or introduction of new programs by competitors of the Company could have a material adverse effect on the Company's business, financial condition and results of operations. See "Business -- Competition." 7 11 Providers of membership programs also compete for the limited access provided by co-marketers to their customers against other businesses engaged in direct marketing activities, such as telemarketing and direct mail. In recent years, there have been significant advances in new forms of direct marketing, such as the development of interactive shopping and data collection through television, the Internet and other media. Many industry experts predict that electronic interactive commerce, such as shopping and information exchange through the World Wide Web, will proliferate significantly in the foreseeable future. To the extent it occurs, such proliferation could materially change the economics of acquiring members for membership programs. Although the Company is exploring the potential of what it believes are the most promising new forms of direct marketing, there can be no assurance that the Company would be able to adapt to a material change in the economics of its business or that such change would not have a material adverse effect on the Company's business, financial condition or results of operations. See "Business -- Competition." DEPENDENCE ON CREDIT CARD INDUSTRY Programs marketed through the Company's credit card issuer co-marketers accounted for substantially all of the Company's revenues in fiscal year 1996 and the nine-month period ended June 27, 1997. A significant downturn in the credit card industry or a trend in that industry to reduce or eliminate its use of direct marketing programs would have a material adverse effect on the Company's business, financial condition and results of operations. In addition, the Company is obligated under the terms of its agreement with credit card issuers and merchant processors under rules promulgated by credit card associations such as Visa International and MasterCard to maintain certain standards of commercial conduct relating generally to the protection of credit card holders and consumers. While the Company believes it has been in compliance with such standards to date, violations of such standards could jeopardize the Company's ability to utilize such associations to collect payment of membership fees, which could have a material adverse effect on the Company's business, financial condition and results of operations. See "Business -- Credit Card Enhancement Industry Background" and "-- Sales and Marketing." DEPENDENCE ON THIRD PARTIES Relationship with Experian. The Company receives substantially all of its credit reports and credit information from Experian. In connection with the acquisition of the Company's business in October 1994, the Company entered into a ten-year contract with TRW (the predecessor to Experian) pursuant to which the Company has access to Experian's credit reports and daily access to the national Experian credit file. The Company is dependent upon access to Experian's data base, which enables the Company to offer the credit monitoring feature of its programs to its members. The Company's information systems are integrated with and dependant upon Experian's database and systems. The Company's agreement with Experian provides that either party may request a modification of the pricing terms after October 1999, the fifth anniversary of the agreement. In the event such a request is made and the Company and Experian are unable to agree upon new pricing terms within a specified period, either party may terminate the contract. In addition, if the Company fails to comply with various regulations applicable to the Company, Experian may terminate the contract. There can be no assurance that, in the event Experian ceases operations, or terminates, breaches or chooses not to renew its agreement with the Company, a replacement source for credit reports and information could be retained on a timely basis, if at all. Any such termination, breach or nonrenewal could have a material adverse effect on the Company's business, financial condition and results of operations. See "-- Government Regulation; Adverse Publicity" and "Business -- Overview" and "-- Credit Information and Monitoring Programs." Direct Marketing. The Company solicits members for its programs primarily through direct mail and telemarketing. The Company outsources its direct mail and telemarketing activities to third party contractors. The third party contractors operate pursuant to agreements with the Company that may be terminated with limited prior notice. There can be no assurance that, in the event any such third party contractor ceases operations, or terminates, breaches or chooses not to renew its agreement with the Company, a replacement direct mailer or telemarketer could be retained on a timely basis, if at all. In addition, as third party contractors, the level and quality of services provided by direct mailers and telemarketers is beyond the control 8 12 of the Company. Any service interruptions or quality problems could result in negative publicity, customer dissatisfaction and membership cancellations which could have a material adverse effect on the Company's business, financial condition and results of operations. See "Business -- Sales and Marketing." Printing and Fulfillment Outsourcing. The Company outsources its printing and membership fulfillment processes, and is dependent on printers and mailing houses for prompt and accurate production of mailing inserts and initial customer fulfillment packages. In the event that one of the printing or mailing houses is unable or unwilling to provide materials on a timely basis or terminates its relationship with the Company, there can be no assurance that the Company would be able to replace such services without an interruption in its marketing and customer service operations. Any such interruption could materially and adversely affect the Company's business, financial condition and results of operations. See "Business -- Fulfillment." MANAGEMENT OF GROWTH The Company has recently experienced a period of rapid growth that has placed significant demands on its management and other resources. Continued growth, if any, could continue to place significant demands on such resources. For example, the Company's membership base increased to approximately 1.3 million members at June 27, 1997 from approximately 828,000 members at September 27, 1996. Revenues have also increased significantly since the inception of the Company. The Company's ability to compete effectively and to manage future growth, if any, will depend on its ability to continue to implement and improve operational, financial and management information systems on a timely basis and to expand, train, motivate and manage its employees. There can be no assurance that the Company's personnel, systems, procedures and controls will be adequate to support the Company's operations, and the failure to effectively support the Company's operations could have a material adverse effect on the Company's business, financial condition and results of operations. See "Management's Discussion and Analysis of Financial Condition and Results of Operations." POTENTIAL NEGATIVE IMPACT OF COMPETING DISTRIBUTION CHANNELS; RESISTANCE TO TELEMARKETING In recent years, there have been significant advances in new forms of direct marketing, such as the development of interactive shopping and data collection through television, the Internet and other media. Electronic interactive commerce, such as shopping and information exchange via the World Wide Web, may proliferate significantly in the foreseeable future. To the extent it occurs, such proliferation could materially change the economics of acquiring members for membership service programs. Such change could have a materially adverse effect on the Company's business, financial condition and results of operations. Furthermore, as the telemarketing industry continues to grow, the effectiveness of telemarketing, which is one of the two principal means by which the Company markets its programs, as a direct marketing method may decrease as a result of increased consumer resistance to telemarketing in general. See "Business -- Credit Card Enhancement Industry Background," "-- Sales and Marketing" and "-- Competition." RELIANCE ON COMMUNICATIONS AND INFORMATION SYSTEMS; TECHNOLOGY RISKS The Company's business is highly dependent on its computer and telecommunications systems and any temporary or permanent loss of either system, for whatever reason, could have a material adverse effect on the Company's business, financial condition and results of operations. In addition, the technologies on which the Company is dependent to effectively compete and meet its co-marketers' needs are rapidly evolving and in many instances are characterized by short product life cycles or innovation. There can be no assurance that the Company will be successful in anticipating or adapting to technological changes or in selecting and developing new and enhanced technology on a timely basis. See "Business -- Management Information Systems." 9 13 DEPENDENCE ON KEY PERSONNEL The Company is highly dependent on the members of its management and marketing staff, the loss of one or more of whom could have a material adverse effect on the Company. In addition, the Company believes that its future success will depend in large part upon its ability to attract and retain highly skilled managerial and marketing personnel, particularly as the Company expands its activities. The Company faces significant competition for such personnel, and there can be no assurance that the Company will be successful in hiring or retaining the personnel it requires for continued growth. The failure to hire and retain such personnel could materially and adversely affect the Company's business, financial condition and results of operations. See "Management" and "Certain Transactions." GOVERNMENT REGULATION; ADVERSE PUBLICITY Federal Telephone Consumer Protection Act; Federal Telemarketing and Consumer Fraud and Abuse Prevention Act. One of the principal methods the Company uses to market its programs is telemarketing. The telemarketing industry has become subject to an increasing amount of Federal and state regulation as well as general public scrutiny in the past several years. The Federal Telephone Consumer Protection Act of 1991 limits the hours during which telemarketers may call consumers and prohibits the use of automated telephone dialing equipment to call certain telephone numbers. The Federal Telemarketing and Consumer Fraud and Abuse Prevention Act of 1994, and Federal Trade Commission ("FTC") regulations promulgated thereunder, prohibit deceptive, unfair or abusive practices in telemarketing sales. Both the FTC and state attorneys general have authority to prevent telemarketing activities that constitute "unfair or deceptive acts or practices." In addition, some states have enacted laws and others are considering enacting laws targeted directly at telemarketing practices, and there can be no assurance that any such laws, if enacted, will not adversely affect or limit the Company's current or future telemarketing activities. Although the Company does not control the telemarketing firms which it engages to market the Company's programs, compliance with these regulations is generally the responsibility of the Company, and the Company could be subject to a variety of enforcement or private actions for any failure to comply with such regulations. The risk of noncompliance by the Company with any rules and regulations enforced by a Federal or state consumer protection authority may subject the Company or its management to fines or various forms of civil or criminal prosecution, any of which could have a material adverse effect on the Company's business, financial condition and results of operations. Federal Fair Credit Reporting Act. The Fair Credit Reporting Act ("FCRA") became effective in 1971. Extensive amendments which became effective October 1, 1997 were recently enacted into law. The FCRA establishes a set of requirements that "consumer reporting agencies" must follow in the conduct of their business. A "consumer reporting agency" means any person who regularly engages in assembling consumer credit information for the purpose of furnishing consumer reports to third parties. The FCRA imposes numerous requirements on consumer reporting agencies including restrictions on the permissible uses of consumer reports and the contents of consumer reports, as well as requirements relating to disclosures of reports to consumers, the form of and charges for such disclosures, and the reinvestigation procedure that must be followed when a consumer disputes an item contained in his or her report. While the Company is not a "consumer reporting agency" within the meaning of the FCRA and therefore is not subject to the FCRA, the Company is required by its contract with Experian to comply with the FCRA and the interpretations rendered by the FTC. Should the Company become subject to the FCRA and fail to comply with its provisions, the Company could be subject to various civil and administrative sanctions, the imposition of which could have a material adverse effect on the Company. The Company could also be subject to administrative enforcement actions initiated by the FTC. Violations of the FCRA may constitute unfair or deceptive acts or practices in commerce in violation of the Federal Trade Commission Act and the Company could be subject to penalties thereunder. In addition, if the Company were found to have committed a knowing violation of the FCRA which constitutes a pattern or practice of violations, the FTC may institute an action to recover a civil penalty of up to $2,500 per violation. Finally, actions for injunctions or for damages may also be initiated under the FCRA by the state attorneys general. State Fair Credit Reporting Acts. Slightly over half of the states have enacted statutes governing the operations of consumer reporting agencies, and some of the state statutes contain provisions that are different 10 14 from the FCRA. An example of such a state statute was enacted in Colorado in April 1997 through the adoption of the Colorado Fair Credit Reporting Act (the "Colorado Act") which went into effect August 1, 1997. The Colorado Act increases the notification requirements for credit reporting agencies and lenders upon the addition of adverse items to, or three inquiries into, an individual's credit report. The law provides that Colorado consumers are entitled to a free credit report upon their written request and mandates an annual mailing from each of the national systems and Colorado reporting agencies alerting consumers to that fact. The Company is not in a position to know the number of Colorado consumers who will request a free copy of their credit report, or if consumers will regard such reports as substitutes for the Company's services. There are five other states (Vermont, Maryland, Georgia, Massachusetts and New Jersey) that have also enacted legislation requiring the issuance of free credit reports to consumers upon request. The Company derives approximately 15% of its members from states with such legislation. Other states (including California) are currently considering the enactment of such legislation. There can be no assurance that other states in which more of the Company's members reside will not adopt similar legislation. In the event that other states enact legislation requiring issuance of free credit reports, the value to consumers of the programs the Company provides could be materially reduced. Legislation requiring free issuance of credit reports could materially and adversely affect the Company's business, financial condition and results of operation. See "Business -- Government Regulation." Adverse Publicity. The media often publicizes perceived non-compliance with consumer protection regulations and violations of notions of fair dealing with consumers, and the membership programs industry is susceptible to widely publicized charges by the media of regulatory noncompliance and unfair dealing. Any such publicity is potentially damaging to the Company's reputation, its co-marketer relationships and consumer acceptance and loyalty. NO PUBLIC MARKET; POSSIBLE VOLATILITY OF STOCK PRICE; ABILITY TO RAISE ADDITIONAL CAPITAL Prior to this offering, there has been no public market for the Company's Common Stock, and there can be no assurance that an active trading market will develop or be sustained after this offering or that the market price of the Common Stock will not decline below the initial public offering price. The initial public offering price will be determined by negotiations among the Company, the Selling Stockholders and the Representatives of the Underwriters. Factors such as fluctuations in the Company's operating results, announcements of product or service innovations or new agreements with co-marketers by the Company or its competitors, and market conditions for stocks of companies similar to the Company and the condition of the capital markets generally could have a significant impact on the market price of the Common Stock. See "Underwriting" for information relating to the method of determining the initial public offering price. The Company believes that the net proceeds to the Company of this offering, funds generated from operations and borrowings available under the Company's revolving bank line of credit will be sufficient to meet its capital requirements for the foreseeable future. However, in the event that the Company were to seek additional financing, its ability to raise equity capital on terms that would be acceptable to the Company may be adversely affected if options to purchase a substantial portion of the shares of Common Stock reserved for issuance under the Company's 1997 Stock Option Plan were outstanding. SHARES ELIGIBLE FOR FUTURE SALE; REGISTRATION RIGHTS Sales of substantial amounts of shares of Common Stock in the public market following this offering could adversely affect the market price of the Common Stock. Upon closing of this offering, based upon the number of shares outstanding at October , 1997 and assuming no exercise after October , 1997 of outstanding stock options, there will be shares of Common Stock of the Company outstanding. Of these shares, the shares offered hereby ( shares if the Underwriters' over-allotment option is exercised in full) will be freely tradable without restriction or further registration under the Securities Act of 1933, as amended (the "Securities Act"), unless purchased by "affiliates" of the Company, as that term is defined in Rule 144 ("Rule 144") under the Securities Act ("Affiliates"). The remaining shares of Common Stock are deemed "restricted securities" as that term is defined in Rule 144. Of the restricted securities, shares of Common Stock are subject to certain lock-up agreements (the "Lock-Up 11 15 Agreements"). See "Underwriting." Upon expiration of the Lock-Up Agreements 180 days after the date of this Prospectus ( , 1998), approximately shares of Common Stock will be available for sale in the public market, subject to the provisions of Rule 144. The remaining shares will be eligible for sale thereafter upon expiration of their respective holding periods under Rule 144. See "Shares Eligible for Future Sale" and "Description of Capital Stock -- Registration Rights." CONTROL BY AFFILIATES Upon completion of this offering, CSI Investment Partners II, L.P., a Delaware limited partnership ("CSI Partners II"), will own approximately % of the Company's outstanding Common Stock. That stockholder will, therefore, have the ability to control the election of the Company's directors and also may have the ability to determine the outcome of corporate actions requiring stockholder approval. This concentration of ownership also may have the effect of delaying or preventing a change in control of the Company. See "Management" and "Principal and Selling Stockholders." ANTI-TAKEOVER PROVISIONS The Company's Amended and Restated Bylaws (the "Bylaws") provide that any action required or permitted to be taken by stockholders of the Company must be effected at a duly called annual or special meeting of stockholders and may not be effected by any consent in writing, and requires reasonable advance notice by a stockholder of a proposal or director nomination which such stockholder desires to present at any annual or special meeting of stockholders. Special meetings of the stockholders may be called only by the Chairman of the Board, the Chief Executive Officer or, if none, the President of the Company or by the Board of Directors. The Company's Amended and Restated Certificate of Incorporation (the "Charter") provides for a classified Board of Directors, and that members of the Board of Directors may be removed only for cause upon the affirmative vote of holders of at least two-thirds of the shares of capital stock of the Company entitled to vote. In addition, shares of the Company's Preferred Stock may be issued in the future without stockholder approval and upon such terms and conditions, and having such rights, privileges and preferences, as the Board of Directors may determine. The rights of the holders of Common Stock will be subject to, and may be adversely affected by, the rights of any holders of Preferred Stock that may be issued in the future. The Company has no present plans to issue any shares of Preferred Stock. In addition, the Company is subject to the anti-takeover provisions of Section 203 of the Delaware General Corporation Law which prohibit the Company from engaging in a "business combination" with an "interested stockholder" for a period of three years after the date of the transaction in which the person became an interested stockholder, unless the business combination is approved in a prescribed manner or meets other criteria. These provisions, and other provisions of the Charter, may have the effect of deterring hostile takeovers or delaying or preventing changes in control or management of the Company, including transactions in which stockholders might otherwise receive a premium for their shares over then current market prices. In addition, these provisions may limit the ability of stockholders to approve transactions that they may deem to be in their best interests. See "Description of Capital Stock -- Delaware Anti-Takeover Law and Certain Charter and Bylaw Provisions." DILUTION Purchasers of shares of Common Stock in this offering will suffer an immediate and substantial dilution in the net tangible book value per share of the Common Stock of $ from the initial public offering price. To the extent that options to purchase shares of Common Stock granted under the Company's 1997 Stock Option Plan are exercised, there will be further dilution. See "Dilution." LACK OF DIVIDENDS The Company does not anticipate paying any cash dividends on its Common Stock in the foreseeable future. See "Dividend Policy." 12 16 USE OF PROCEEDS The net proceeds to the Company from the sale of the shares of Common Stock being offered by the Company hereby are estimated to be $ , assuming an initial public offering price of $ per share and after deducting estimated underwriting discounts and commissions and offering expenses. The Company intends to apply the net proceeds of the offering to be received by the Company to: (i) repay approximately $6.9 million principal amount of outstanding term indebtedness at an average interest rate of 8.43% and an estimated $2.1 million principal amount of revolving indebtedness at an average interest rate of 9.50%, together with interest accrued thereon, arising under a Credit Agreement, dated January 14, 1997, between the Company and LaSalle National Bank, and having a maturity date of September 30, 1999; (ii) repay approximately $3.0 million principal amount of indebtedness at an average interest rate of 9.31%, together with interest accrued thereon, pursuant to a Subordinated Promissory Note due December 1999 issued by the Company, and payable to TRW; and (iii) repay approximately $3.0 million principal amount of indebtedness at an average interest rate of 12.00%, together with interest accrued thereon, arising under a Subordinated Loan Agreement, dated as of March 10, 1997, as amended, between the Company and Canterbury Mezzanine Capital, L.P. ("Canterbury Capital") incurred in connection with Canterbury Capital's investment in the Company. See "Certain Transactions." The balance of the net proceeds to the Company of the offering, if any, will be utilized for working capital and general corporate purposes. Pending application for the foregoing uses, the net proceeds will be invested in short-term U.S. Treasury securities, certificates of deposit, commercial paper, investment grade, interest-bearing securities and/or other short-term investments. The Company will not receive any proceeds from the sale of the shares of Common Stock by the Selling Stockholders. See "Principal and Selling Stockholders." DIVIDEND POLICY The Company has never declared or paid dividends on its capital stock and currently intends to retain all future earnings, if any, for use in the operations of its business and does not anticipate paying any cash dividends in the foreseeable future. The Company's future dividend policy will be determined by its Board of Directors on the basis of various factors, including the Company's results of operations, financial condition, capital requirements and investment opportunities. The Company's existing senior and subordinated loan agreements prohibit the payment of cash dividends, but, as noted under "Use of Proceeds", except for the Company's revolving facility, all outstanding indebtedness under such existing senior and subordinated loan agreements is to be repaid upon consummation of this offering. 13 17 CAPITALIZATION The following table sets forth the short-term debt and capitalization of the Company as of June 27, 1997, adjusted to reflect (i) the sale by the Company of shares of Common Stock offered hereby at an assumed initial public offering price of $ per share; (ii) the exercise of warrants to purchase the equivalent of shares of Common Stock in September 1997; (iii) the application of the estimated net proceeds to be received by the Company from the sale of the Common Stock offered by the Company hereby; and (iv) repayment of a part of the current portion of certain long-term debt subsequent to June 27, 1997 but prior to consummation of this offering. See "Use of Proceeds." JUNE 27, 1997 ------------------------ ACTUAL AS ADJUSTED -------- ----------- (IN THOUSANDS) Short-term debt: LaSalle Credit Agreement -- revolving facility....................... $ 2,097 -- Current portion of long-term debt(1)................................. 2,350 -- -------- ------ Total short-term debt........................................ $ 4,447 -- ======== ====== Long-term debt: TRW Subordinated Promissory Note..................................... $ 3,000 -- Canterbury Junior Subordinated Note Payable(2)....................... 2,815 -- LaSalle Credit Agreement............................................. 5,600 -- -------- ------ Total long-term debt......................................... 11,415 -- Stockholders' deficit: Preferred Stock, Cumulative Series A, $.10 par value; 2,000 shares authorized; no shares issued and outstanding...................... -- -- Common Stock, $.01 par value; 50,000 shares authorized, actual; shares authorized, as adjusted; 40,000 shares issued and outstanding, actual; shares issued and outstanding, as adjusted(4)....................................................... 1 Common stock purchase warrants (3)................................... 200 Additional paid-in capital........................................... 6,999 Accumulated deficit(5)............................................... (26,882) Total stockholders' deficit.................................. (19,682) -------- ------ Total capitalization......................................... $ (8,267) $ ======== ====== - --------------- (1) See Note 6 of the Notes to Financial Statements. (2) Includes unamortized discount of $185,000. (3) On September 26, 1997, all of the warrants were exercised. (4) Excludes shares of Common Stock issuable upon exercise of options issued under the Company's 1997 Stock Option Plan. See "Management -- Stock Option Plan." (5) In connection with the repayment of long-term debt, unamortized discount and unamortized debt issuance costs aggregating approximately $1.4 million at June 27, 1997 will be written off in the quarter in which the offering is completed as an extraordinary item -- loss on early extinguishment of debt. 14 18 DILUTION The net tangible book value of the Company as of June 27, 1997 was $ , or $ per share. Net tangible book value per share represents the amount of total tangible assets less total liabilities of the Company, divided by the number of shares of Common Stock outstanding after giving effect to (i) the sale of the shares of Common Stock offered by the Company hereby (at an assumed initial public offering price of $ per share and after deduction of estimated underwriting discounts and commissions and offering expenses), and (ii) the exercise of warrants to purchase the equivalent of shares of Common Stock prior to the closing of this offering. After giving effect to the application of the estimated net proceeds to the Company from the initial public offering, the pro forma net tangible book value of the Company at June 27, 1997 would have been $ , or $ per share. This represents an immediate increase in such net tangible book value of $ per share to existing stockholders and an immediate dilution of $ per share to new investors purchasing shares in this offering. The following table illustrates this per share dilution: Assumed initial public offering price per share................ $ ---- Net tangible book value per share before offering............ $ Increase attributable to new investors....................... ---- Pro forma net tangible book value per share after the offering(1).................................................. ---- Dilution per share to new investors............................ $ ==== - --------------- (1) Excludes shares of Common Stock issuable upon exercise of options issued under the Company's 1997 Stock Option Plan. See "Management -- Stock Option Plan." The following table summarizes, on a pro forma basis as of June 27, 1997, the differences between existing stockholders and new investors with respect to the number of shares of Common Stock purchased from the Company, the total consideration paid to the Company, and the average consideration paid per share (based upon an assumed initial public offering price of $ per share and before deduction of the estimated underwriting discounts and commissions and the expenses of the offering payable by the Company). SHARES PURCHASED(1) TOTAL CONSIDERATION ------------------- ------------------- AVERAGE PRICE NUMBER PERCENTAGE AMOUNT PERCENTAGE PER SHARE ------ ---------- ------ ---------- ------------- Existing stockholders................. % $ % $ New investors......................... ------ ---------- ------ ---------- Total....................... 100.0% $ 100.0% ====== ======== ====== ======== - --------------- (1) Sales by the Selling Stockholders in this offering will reduce the number of shares of Common Stock held by existing stockholders to , or approximately % ( , or approximately %, if the Underwriters' over-allotment option is exercised in full), of the total number of shares of Common Stock outstanding, and will increase the number of shares of Common Stock held by new investors to , or approximately % ( , or approximately %, if the Underwriters' over-allotment option is exercised in full), of the total number of shares of Common Stock outstanding after this offering. 15 19 SELECTED FINANCIAL DATA The following selected financial information at September 30, 1995 and September 27, 1996 and for each of the two fiscal years in the period ended September 27, 1996 and at June 27, 1997 and for the nine-month period ended June 27, 1997 has been derived from the financial statements of the Company that have been audited by Coopers & Lybrand L.L.P., independent auditors, included herein. The selected financial information for the nine-month period ended June 28, 1996 has been derived from unaudited financial statements prepared on the same basis as the audited financial statements and contain, in the opinion of management, all adjustments consisting only of normal recurring adjustments necessary for a fair presentation of the Company's financial position at such date and the Company's operating results and cash flows for such period. The results of operations for the nine months ended June 27, 1997 are not necessarily indicative of results to be expected for any future period. The revenue information for each of the two fiscal years in the period ended December 31, 1993 and the revenue information for the six-month period ended June 30, 1994 (collectively, the "Predecessor Financial Information") was provided to the Company by TRW at the time that the Company purchased certain of the assets of TRW's credit reporting and monitoring business in October 1994 (the "Acquisition"). The Predecessor Financial Information is unaudited, was not prepared on the same basis as the post-Acquisition financial information for the Company and in the opinion of management may not include all adjustments necessary under generally accepted accounting principles ("GAAP") for a fair presentation of the Company's operating results for the periods covered thereby. The selected financial information set forth below should be read in conjunction with "Management's Discussion and Analysis of Financial Condition and Results of Operations" and the Financial Statements and Notes included elsewhere in this Prospectus. PREDECESSOR COMPANY COMPANY ---------------------------------------- ---------------------------------------------- NINE-MONTH FISCAL YEARS ENDED SIX-MONTH FISCAL YEARS PERIODS ENDED DECEMBER 31,(1)(2)(3) PERIOD ENDED ENDED SEPTEMBER(1) JUNE(1) ------------------------- JUNE 30, ------------------ ------------------------- 1992 1993 1994(2)(3) 1995 1996 1996 1997 ----------- ----------- ------------ ------- -------- ----------- ----------- (UNAUDITED) (UNAUDITED) (UNAUDITED) (UNAUDITED) (IN THOUSANDS, EXCEPT PER SHARE AMOUNTS AND NUMBER OF MEMBERS) STATEMENT OF OPERATIONS DATA: Revenues Membership fees................ $27,759 $24,976 $ 11,022 $12,540 $24,556 $ 17,091 $28,208 Operating expenses Marketing...................... 4,854 22,605 15,899 10,254 Membership servicing........... 4,128 12,999 8,768 8,419 General and administrative..... 8,102 9,581 6,916 6,983 ------- ------- ------- ------- ------- ------- ------- Total operating expenses............... 17,084 45,185 31,583 25,656 ------- ------- ------- ------- ------- ------- ------- Operating income (loss).......... (4,544) (20,629) (14,492) 2,552 Interest expense................. 1,239 1,818 893 1,052 ------- ------- ------- ------- ------- ------- ------- Income (loss) before provision for income taxes and extraordinary item............. (5,783) (22,447) (15,385) 1,500 ------- ------- ------- ------- ------- ------- ------- Provision for income taxes....... -- -- -- 61 Income (loss) before extraordinary item............. (5,783) (22,447) (15,385) 1,439 ------- ------- ------- ------- ------- ------- ------- Extraordinary item: Loss on early extinguishment of debt, net of income tax benefit............. -- -- -- 91 ------- ------- ------- ------- ------- ------- ------- Net income (loss)................ $(5,783) $(22,447) $ (15,385) $ 1,348 ======= ======= ======= ======= ======= ======= ======= Net income (loss) per share...... Weighted average common and common equivalent shares outstanding.................... OTHER DATA: Total members at end of period... (4) (4) (4) 613,000 828,000 714,000 1,257,000 16 20 COMPANY ----------------------------------------------- SEPTEMBER 30, SEPTEMBER 27, 1995(1) 1996(1) JUNE 27, 1997 ------------- ------------- ------------- BALANCE SHEET DATA: Cash and cash equivalents............................. $ 7,970 $ 1,613 $ 299 Total assets.......................................... 33,093 27,552 37,696 Total liabilities..................................... 34,876 51,782 57,378 Stockholders' deficit................................. (1,783) (24,230) (19,682) - --------------- (1) The Company's fiscal year ends on the last Friday of September of each year. The Company's quarterly periods are each comprised of 13 weeks and end on a Friday. The first month of each quarter is comprised of five weeks, and each of the two remaining months of the quarter is comprised of four weeks. In 1992, 1993 and 1994, TRW's fiscal year ended on December 31 of each such year. (2) The Company has provided revenue data for certain periods prior to the Acquisition as set forth in the table above; however, revenue and other data for the period from June 30, 1994 to the date of Acquisition is unavailable to the Company. Furthermore, for the reasons discussed below, the Company believes that the revenue data presented above does not provide a basis for evaluating any trend material to the Company's financial condition or results of operations, is not comparable to the revenue data presented for the periods after the Acquisition and may not be indicative of the Company's future financial condition or results of operations. GAAP requires the Company to defer revenue received from members upon their becoming members or renewing their memberships and to recognize revenue over the term of the memberships. The Company's understanding, based upon the information obtained by the Company from TRW at the time of the Acquisition, is that TRW did not produce separate balance sheets in conducting the consumer credit reporting and monitoring membership business under the name Consumer Information Services (the "CIS Business"). The Company believes, based upon its own experience in conducting its business, that regular periodic analysis of balance sheet data, including deferred revenue and cash balances, is essential to assuring that revenues are accurately calculated in accordance with GAAP. Furthermore, since the Company does not have deferred revenue amounts available for the beginning and ending balance sheet dates corresponding to the periods prior to the Acquisition, the Company is unable to assess the comparability of the revenue data for those periods. Moreover, the Company has no information regarding and is unable to determine the manner in which TRW treated important revenue recognition matters such as amortization of multi-year memberships, treatment of membership cancellation allowances and recognition of revenue for memberships that commence mid-month. Finally, it is the Company's understanding that, for the pre-Acquisition periods shown above, TRW operated the business in a manner that was intended to maximize cash flow by focusing on revenues from membership renewals, while reducing marketing costs by not actively seeking to acquire new members. The Company believes that, because its strategy is to increase its membership base, the revenue data for the pre-Acquisition period is not indicative of any trend material to its business and is not comparable to the revenue data presented above for post-Acquisition periods. (3) The Company purchased certain assets of its credit reporting and monitoring business from TRW in October 1994. Accordingly, the Company does not have accounting records pertaining to the business prior to October 1994. Based upon information obtained by the Company from TRW at the time of the Acquisition, the Company believes that: the CIS Business was operated as a relatively small part of a division of TRW; the CIS Business was not treated as a separate accounting entity by TRW; TRW did report, for internal TRW management purposes, data concerning direct revenues, direct expenses, certain allocated expenses and numbers of members; however, a number of material expenses were not charged to the CIS Business and such omitted expenses included interest expenses, the expenses of the credit reports provided to members, pre-screening marketing expenses, executive office expenses, finance and accounting function expenses, bonuses, benefits administration expenses, insurance expenses and legal expenses, and may include other omitted expenses of which the Company is unaware; and the foregoing omitted expenses could not at the time of the Acquisition be separately compiled. Based upon the 17 21 foregoing, the Company believes that it cannot provide data regarding pre-Acquisition income or expenses that is meaningful to investors. (4) The Company has no membership data for 1992. The membership data provided to the Company by TRW at the time of the Acquisition indicated membership levels of 968,000, 798,000 and 648,000 at January 1993, July 1993 and July 1994, respectively. In connection with the Acquisition, TRW represented to the Company that there were no fewer than 620,000 members as of August 8, 1994. The Company is unable to determine the methodology used by TRW to generate this data and therefore is unable to verify the accuracy of this data. As discussed above, it is the Company's understanding that TRW operated the business in a manner that was intended to maximize cash flow by focusing on revenues from membership renewals while reducing marketing costs by not actively seeking to acquire new members. The Company's strategy is to increase its membership base and therefore the Company believes that the membership data presented in this footnote does not reflect any trends material to the Company's business, is not comparable to post-Acquisition membership data and is not indicative of the Company's future financial condition or results of operations. 18 22 MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS BACKGROUND The consumer credit information and monitoring business conducted by the Company was started in 1986 by a division of TRW. In October 1994, the Company commenced operations when it purchased certain assets of that business from TRW. During the course of the fiscal year ended September 30, 1995, the Company focused its efforts on establishing the Company's infrastructure, including rental and relocation of the Company's headquarters, the establishment of management systems and procedures and the hiring of additional customer service representatives and related expenditures to expand the customer service center. During such period, the Company did not actively pursue new membership acquisitions to the extent necessary to offset the loss of non-renewing members. As a result, its membership base remained flat at approximately 600,000 members. During the fiscal year ended September 27, 1996, the Company engaged in a strategy of unendorsed marketing, which entailed soliciting new members without the benefit of a co-marketer endorsement. Management believes this strategy was not successful and yielded poor consumer response rates because it lacked the benefit of a co-marketer's brand name and endorsement and the associated credit card billing and collection mechanism. In October 1996, the Company hired a new management team which redirected the Company's efforts toward an endorsed marketing strategy. Implementation of this new strategy has resulted in more effective marketing campaigns, a significant increase in the number of the Company's co-marketing relationships and in its membership base. At June 27, 1997, the Company had 24 co-marketers, as compared to 13 at September 27, 1996. During this same period, the Company's membership base increased to approximately 1.3 million members from approximately 828,000 members. As a result, for the nine-month period ended June 27, 1997, the Company generated net income of $1.3 million as compared to a net loss of $15.4 million for the nine-month period ended June 28, 1996 and a net loss of $22.4 million for the fiscal year ended September 27, 1996. See "-- Results of Operations". The low consumer response rate resulting from the unendorsed marketing campaigns conducted by the Company during fiscal year 1996 resulted in significant losses for the Company. Under GAAP, the direct cost of a successful marketing program is generally amortized over the initial membership term of the members solicited in that campaign. However, because the costs of the unendorsed marketing campaigns exceeded the revenues generated, the Company was required by GAAP to write off such excess costs during fiscal year 1996. Further contributing to the Company's losses for that fiscal year were increased expenditures for facilities, equipment and personnel incurred in anticipation that the unendorsed marketing campaigns would increase the Company's membership base and revenues to levels significantly higher than those actually achieved. OVERVIEW The Company's revenues are principally derived from the sale of new memberships and the renewal of existing memberships. New memberships are typically offered with a free 30-day trial period. The Company's programs are offered at prices ranging from $29 to $99 per year, depending upon the features offered. The Company receives payment of the membership fees at or near the beginning of the membership period, but recognizes revenue with respect to the payment ratably over the membership period beginning at the end of the free 30-day trial period. If the membership is not cancelled during the trial period, the member is charged the annual membership fee. During the course of the first year of membership, a member is free to cancel his or her membership in the program for a complete refund of the membership fee. Subsequently, the member may cancel his or her renewed membership at any time for a pro rata refund of the membership fee. If multi-year members elect to cancel, they receive a full refund during the first year of their membership, a 50% refund during the second year of membership and no refund if they cancel their membership during the third year of membership. The Company provides allowances for membership cancellations and recognizes revenue net of such allowances. 19 23 The Company's allowance policies are based on historical results and are reviewed periodically. The Company's cancellation rates, including cancellations occurring during the trial period, have generally ranged between 45% and 60% since the Company's inception. There can be no assurance that these cancellation rates will remain constant in the future. A substantial portion of the Company's total operating expenses consist of costs incurred in connection with the acquisition of new members. These costs, including the cost of commissions payable to co-marketers, the costs of printing and mailing membership solicitation materials for each program and the costs of providing new member fulfillment kits, are amortized ratably over the program's initial one- or three-year membership period, respectively. Accordingly, since the majority of the Company's costs associated with a membership are generally recognized during the initial membership period, the Company generates higher gross margins on revenue generated by renewal memberships. The Company calculates its membership renewal rate for any period by dividing the number of members who renew their membership during that period (and who remain as members 90 days after such renewal) by the total number of members whose memberships are due for renewal in that period. Since the Company's inception in 1994, its renewal rate has remained relatively constant at approximately 70%. There can be no assurance that this renewal rate will continue in the future. The Company's membership base has grown significantly in the last year. At June 27, 1997, the Company had approximately 1.3 million members, as compared to approximately 828,000 members at September 27, 1996. The size of the Company's membership base is a significant factor in determining anticipated membership renewal income. In addition to overall economic and industry factors which can affect the Company, the profitability of the Company's business depends in large part upon (i) the net response rate for direct mail solicitations of new memberships, (ii) the net sales per hour for telemarketing solicitations of new memberships, (iii) the costs associated with direct mail and telemarketing solicitations, (iv) the costs associated with the fulfillment of new memberships, (v) the adequacy of reserves against membership cancellations, (vi) the continued renewal rate of memberships in accordance with historical experience, and (vii) the maintenance of selling, general and administrative expenses at acceptable levels relative to the Company's revenues and income. RESULTS OF OPERATIONS The following table sets forth, for the periods indicated, certain items on the Company's Statement of Operations as a percentage of revenues: FISCAL YEARS NINE-MONTH PERIODS ENDED SEPTEMBER ENDED JUNE ------------- ------------------ 1995 1996 1996 1997 ---- ---- ----------- ---- (UNAUDITED) STATEMENT OF OPERATIONS DATA Revenues Membership fees..................................... 100% 100% 100% 100% Operating expenses Marketing........................................... 39 92 93 36 Membership servicing................................ 33 53 51 30 General and administrative.......................... 65 39 40 25 --- --- --- --- Total operating expenses.............................. 137 184 184 91 --- --- --- --- Operating income (loss)............................... (37) (84) (84) 9 Interest expense...................................... 10 7 5 4 --- --- --- --- Income (loss) before provision for taxes.............. (47) (91) (89) 5 Provision for income taxes............................ -- -- -- -- --- --- --- --- Income (loss) before extraordinary item............... (47)% (91)% (89)% 5 % === === === === 20 24 NINE-MONTH PERIODS ENDED JUNE 1997 AND 1996 Revenue. Revenue increased by 65% to $28.2 million for the nine-month period ended June 27, 1997 from $17.1 million for the comparable period in the prior year. The increase resulted from a net increase in the Company's membership base and, to a lesser extent, from an increase in the price charged by the Company for its Credentials program. The Company's membership base increased to approximately 1.3 million members at June 27, 1997 from approximately 714,000 members at June 28, 1996. The increase was due to an increase in the number of solicitations through existing co-marketers and the addition of new co-marketers, principally Chase and PNC National Bank, N.A. ("PNC"). Approximately 49% of the increase in the Company's membership base resulted from solicitations made to credit card holders of Chase and Bank One. During this period, the Company mailed approximately 23.9 million pieces of mail solicitations (excluding inserts and envelope attachments mailed along with a co-marketer's correspondence) compared to approximately 12.3 million pieces mailed during the comparable period in the prior year. Revenue derived from membership renewals increased by 25% to $16.6 million for the nine-month period ended June 27, 1997 from $13.3 million for the comparable period in the prior year. As a percentage of revenues, revenues derived from renewals decreased to 60% for the nine-month period ended June 27, 1997 from 78% for the comparable period in the prior year. Marketing Expenses. Marketing expenses consist of membership solicitation costs, including direct mail expenses such as printing and postage, telemarketing expenses and commissions paid to co-marketers. Marketing expenses decreased by 36% to $10.3 million for the nine-month period ended June 27, 1997 from $15.9 million for the comparable period in the prior year. As a percentage of revenues, marketing expenses decreased to 36% for the nine-month period ended June 27, 1997 from 93% for the comparable period in the prior year. This decrease was due to the fact that, in accordance with GAAP, certain marketing expenses associated with unprofitable, unendorsed marketing campaigns were written off during the nine-month period ended June 28, 1996 rather than amortized over the initial membership term. In addition, the decrease was caused by operating costs and severance costs incurred during the nine-month period ended June 28, 1996 related to an in-house telemarketing department which the Company began during early fiscal year 1996 and subsequently discontinued in late fiscal year 1996. This decrease was also due to lower per member solicitation costs resulting from reductions achieved in per unit mailing and printing costs and more favorable response rates. Membership Servicing Expenses. Membership servicing expenses consist of the costs of providing customer service, data processing costs, and the costs of providing members with inquiry notices, newsletters, additional credit reports and new member fulfillment kits. Membership servicing expenses decreased by 4% to $8.4 million for the nine-month period ended June 27, 1997 from $8.8 million for the comparable period in the prior year. As a percentage of revenues, membership servicing expenses decreased to 30% for the nine-month period ended June 27, 1997 from 51% for the comparable period in the prior year. This decrease was due to the fact that certain expenses associated with the provision of new member fulfillment kits related to the unprofitable unendorsed marketing campaigns were written off during the nine-month period ended June 28, 1996 rather than amortized over the initial membership term. General and Administrative Expenses. General and administrative expenses consist of personnel and facilities expenses associated with the Company's executive, sales, marketing, finance, program and co-marketing account functions, costs associated with new product development, as well as depreciation of fixed assets and amortization of intangibles, including memberships purchased from TRW. General and administrative expenses increased to $7.0 million for the nine-month period ended June 27, 1997 from $6.9 million for the comparable period in the prior year. As a percentage of revenue, general and administrative expenses decreased to 25% for the nine-month period ended June 27, 1997 from 40% during the comparable period in the prior year. This decrease is largely attributable to the increase in revenues for the nine-month period ended June 27, 1997. Interest Expense. Interest expense consists of financing charges related to notes payable, the Company's revolving bank loan facility, a new subordinated loan facility and equipment leases, as well as amortization of deferred financing costs. Interest expense increased 18% to $1.1 million for the nine-month period ended June 27, 1997 from $0.9 million during the comparable period in the prior year. The increase reflects higher 21 25 utilization of the revolving bank loan to fund new marketing campaigns, amortization of deferred financing costs relating to the Company's debt refinancing, offset by a lower effective interest rate. Provision for Income Taxes. For the nine-month period ended June 27, 1997, the Company reported a provision for income taxes of $61,000 (the amount equivalent to the income tax benefit of the extraordinary loss on early extinguishment of debt). No additional income tax provision was made during this period due to the utilization of net operating loss carryforwards. The Company did not record a provision for income taxes for the nine-month period ended June 28, 1996 due to the incurrence of a net loss. The Company did not record a benefit for income taxes during this period since the Company provided a full valuation allowance on the related deferred income tax asset. FISCAL YEARS ENDED SEPTEMBER 1996 AND 1995 Revenue. Revenues increased by 96% to $24.6 million in fiscal year 1996 from $12.5 million in fiscal year 1995 due primarily to the effect of accounting for the Company's purchase of the membership base from TRW. For fiscal year 1995, the Company was not able to recognize any portion of the membership fees collected by TRW prior to the Acquisition relating to memberships that continued after the Acquisition. Ordinarily, the Company would have recognized the revenue over the full membership period. This increase in the Company's revenue was also due to an increase in the Company's membership base primarily resulting from an increase in new marketing programs. The Company's membership base increased to approximately 828,000 members at September 27, 1996 from approximately 613,000 members at September 30, 1995. During fiscal year 1996, the Company mailed approximately 20.4 million pieces of mail solicitations compared to approximately 7.0 million pieces mailed during fiscal year 1995. Revenue derived from membership renewals increased to $18.1 million in fiscal year 1996 from $10.5 million in fiscal year 1995. As a percentage of revenues, revenues derived from renewals decreased to 74% in fiscal year 1996 from 83% in fiscal year 1995. Marketing Expenses. Marketing expenses increased by 366% to $22.6 million in fiscal year 1996 from $4.9 million in fiscal year 1995. As a percentage of revenues, marketing expenses increased to 92% in fiscal year 1996 from 39% in fiscal year 1995. This increase was due to the fact that, in accordance with GAAP, certain expenses related to the unprofitable unendorsed marketing programs were written off during fiscal year 1996 rather than amortized over the initial membership term. The increase is also attributable to operating costs and severance costs incurred in fiscal year 1996 related to an in-house telemarketing department which the Company began during early fiscal year 1996 and subsequently discontinued in late fiscal year 1996. In addition, this increase was due to an increase in both costs associated with the solicitation of new members through direct mail and telemarketing channels as well as commissions paid to co-marketers. Membership Servicing Expenses. Membership servicing expenses increased by 215% to $13.0 million in fiscal year 1996 from $4.1 million in fiscal year 1995. In fiscal year 1995, these expenses did not reflect the full cost of servicing the membership base as a result of the effect of the accounting for the purchase of the membership base acquired from TRW. Since the Company was obligated to service these members for the remaining portions of their respective membership terms, a provision relating to these costs was established and $4.2 million of related expenses were charged to this provision. As a percentage of revenues, membership servicing expenses increased to 53% in fiscal year 1996 from 33% in fiscal year 1995. This increase was due to the fact that certain expenses associated with the provision of new member fulfillment kits related to the unendorsed marketing campaigns were written off during fiscal year 1996 rather than amortized over the initial membership term. In addition, this increase was due to an increase in the Company's membership base during fiscal year 1996. General and Administrative Expenses. General and administrative expenses increased by 18% to $9.6 million in fiscal year 1996 from $8.1 million in fiscal year 1995. This increase was primarily the result of hiring additional personnel in connection with implementation of the Company's endorsed marketing strategy as well as an increase in the related facility costs. As a percentage of revenues, general and administrative expenses decreased to 39% in fiscal year 1996 from 65% in fiscal year 1995. This decrease was due to better leveraging of expenses over a larger revenue base. Interest Expense. Interest expense increased by 47% to $1.8 million in fiscal year 1996 from $1.2 million in fiscal year 1995 due to an increased level of borrowing by the Company in fiscal year 1996. 22 26 Provision for Income Taxes. The Company made no provision for income taxes for fiscal years 1996 and 1995, respectively, due to its incurrence of net losses in such fiscal years. The Company did not record a benefit for income taxes in either year since it provided a full valuation allowance for the related deferred income tax asset. SELECTED QUARTERLY RESULTS OF OPERATIONS The following table sets forth certain unaudited quarterly statements of operations data for each of the seven quarters in the period ended June 27, 1997 and the percentage of the Company's revenues represented by each item in the respective quarter. In the opinion of the Company's management, this unaudited information has been prepared on a basis consistent with the audited Financial Statements appearing elsewhere in the Prospectus and includes all adjustments (consisting only of normal recurring adjustments) necessary to present fairly the information set forth therein when read in conjunction with the Financial Statements and related Notes thereto. The operating results for any quarter are not necessarily indicative of results for any future period. QUARTER ENDED ----------------------------------------------------------------------------- FISCAL YEAR 1996 FISCAL YEAR 1997 ------------------------------------- ------------------------------------- DEC. 29 MAR. 29 JUNE 28 SEP. 27 DEC. 27 MAR. 29 JUNE 27 SEP. 26 1995 1996 1996 1996 1996 1997 1997 1997 ------- ------- ------- ------- ------- ------- ------- ------- (IN THOUSANDS) Statement of Operations Data: Revenues............................. $4,630 $5,528 $6,933 $ 7,465 $8,418 $9,524 $10,266 Operating income (loss).............. (4,353) (5,428) (4,711) (6,137) 930 1,005 617 Net income (loss).................... (4,653) (5,730) (5,002) (7,062) 461 627 260 QUARTER ENDED ------------------------------------------------------------------------------ FISCAL YEAR 1996 FISCAL YEAR 1997 -------------------------------------- ------------------------------------- DEC. 29 MAR. 29 JUNE 28 SEP. 27 DEC. 27 MAR. 29 JUNE 27 SEP. 26 1995 1996 1996 1996 1996 1997 1997 1997 ------- ------- ------- -------- ------- ------- ------- ------- Statement of Operations Data: Revenues........................... 100% 100% 100% 100% 100% 100% 100% Operating income (loss)............ (94) (98) (68) (82) 11 11 6 Net income (loss).................. (100) (104) (72) (95) 5 7 3 The Company's quarterly revenues, expenses and operating results have varied significantly in the past and are likely to vary significantly from quarter to quarter in the future. Factors which may affect the Company's financial results include responses to membership solicitations, cancellations and renewals of memberships, market acceptance of the Company's and its co-marketers' existing and new programs, the demand for credit monitoring services such as those offered by the Company, the timing of the Company's investments in program development, increased costs associated with maintenance and expansion of operations, and competitive pressures on the Company's business generally. LIQUIDITY AND CAPITAL RESOURCES Net cash used in operating activities was $5.4 million and $4.4 million for the nine-month period ended June 27, 1997 and fiscal year 1996, respectively. For the nine-month period ended June 27, 1997, the use of cash reflected increased member solicitations and increases in receivables. For fiscal year 1996, the use of cash reflected the results of unprofitable unendorsed marketing programs. The Company's capital expenditures for the nine-month period ended June 27, 1997 and fiscal year 1996 were $1.7 million and $2 million, respectively. These expenditures, for both periods, primarily resulted from the implementation of the Company's new computer system. The Company has budgeted approximately $0.8 million in capital expenditures for fiscal year 1998. The Company intends to expand its telecommunications and computer capabilities to service an expanding membership base. The Company had cash and cash equivalents of approximately $0.3 million at June 27, 1997. The Company has a $2.5 million revolving bank line of credit. The line of credit bears interest based upon LIBOR/prime rate and expires on September 30, 1999. At June 27, 1997, $2.1 million was outstanding under 23 27 the line of credit. Borrowings on the Company's revolving line of credit are based upon the level of eligible accounts receivable. In connection with the repayment of long-term debt, unamortized discount and unamortized debt issuance cost aggregating approximately $1.4 million at June 27, 1997 will be written off in the quarter in which the offering is completed as an extraordinary item -- loss on early extinguishment of debt. The Company intends to use its existing cash balances, funds generated from operations and borrowing available under the Company's revolving bank line of credit to address its cash requirements, and to fund the development of new membership programs and new marketing channels. The Company intends to use the net proceeds to the Company from this offering to repay certain outstanding indebtedness. The Company believes that, as the volume of revenues attributable to renewal members increases, such increase will help to generate net cash from operating activities, and thereby minimize its need for financing from outside sources. The Company believes that the net proceeds to the Company from this offering, together with its cash balances following completion of the offering, funds generated from operations, and borrowing available under the Company's revolving bank line of credit, will be sufficient to meet its capital requirements for the foreseeable future. NET OPERATING LOSS CARRYFORWARDS As of June 27, 1997, the Company had net operating loss carryforwards for Federal and state purposes of approximately $19,366,000 and $17,241,694, respectively. The net operating loss carryforwards begin expiring after the years ended 2011 and 2004, respectively. Because of the "Change in Ownership" provisions of the Tax Reform Act of 1986, the loss carryforwards will be subject to an annual limitation regarding their utilization against future taxable income. 24 28 BUSINESS OVERVIEW Credentials Services International, Inc. is a leading direct marketer of credit information and monitoring membership programs to consumers. The Company believes that it provides value-added programs that enable consumers to monitor the accuracy of their personal credit data that is collected and held by credit reporting bureaus. This information allows consumers to respond on an informed basis to credit decisions made by providers of credit such as mortgage lenders, consumer finance companies, auto loan providers, credit card providers, banks and other lending institutions. Through its relationship with Experian Inc., one of the three major credit reporting bureaus, the Company provides this information to its members in a readily understandable, readable format and offers members notification of significant events, such as credit inquiries and the entry of negative credit data in the member's credit file, which might affect their ability to obtain credit. The Company markets its membership programs to consumers using direct marketing techniques, primarily by direct mail and telemarketing campaigns conducted through endorsed co-marketing relationships with major credit card issuers that have a large customer base, such as banks, retailers and oil companies. Through its co-marketing relationships, the Company markets its programs to the customer bases of nationally-known organizations such as The Chase Manhattan Bank USA, N.A., Bank One, N.A. and its affiliates (including the recently merged First USA Bank credit card customer base), PNC National Bank, N.A., Service Merchandise and Sun Company, Inc. (Sunoco). During the nine-month period ended June 27, 1997, the Company increased the number of its co-marketers to 24 from 13 at September 27, 1996. During this period, the Company's membership base increased to approximately 1.3 million members from approximately 828,000 members. The consumer credit information and monitoring business conducted by the Company was started in 1986 by a division of TRW. In October 1994, the Company purchased certain assets of the business from TRW. In September 1996, TRW sold its credit bureau and credit reporting business, and that business was subsequently renamed Experian Inc. At the time of the Company's acquisition in 1994, it entered into a ten-year contract with TRW pursuant to which the Company has access to Experian's credit reports and daily access to the national Experian credit file. The Company's information systems are integrated with Experian's database and systems, enabling the Company to immediately and automatically notify a member when an inquiry is made into the member's personal credit file. The Company believes that it is the only company which currently offers this unique feature to consumers and that this feature constitutes a substantial competitive advantage with respect to developing co-marketing relationships and building its membership base. CREDIT CARD ENHANCEMENT INDUSTRY BACKGROUND The Company believes that membership service programs can be of substantial value to members who purchase the programs, to credit card issuer businesses which co-market these programs and to the vendors whose services are offered through the program. Benefits to co-marketers include the ability to build consumer loyalty with existing customers, as well as to generate additional, predictable revenues such as commission and fee income. For product and service vendors, membership service programs represent an opportunity to generate additional revenue with minimal incremental marketing costs for products and service. Historically, a substantial number of the businesses which utilized membership service programs have been issuers of credit cards. More recently, however, other businesses, including banks, retailers, insurance companies, mortgage servicing companies, utility companies, regional telephone companies, cable operators and non-profit organizations have also begun to offer service programs as a means of offering value-added products and services to their customers. In many cases, these businesses lack the core competency to successfully design, market and manage membership programs. As a result, these businesses seek to outsource such functions to companies which specialize in such membership programs and can apply advanced database 25 29 systems to capture, process and store consumer and market information, and that can provide effective programs. Based upon industry statistics, the Company estimates that in the United States there are over 800 million credit, debit and retail credit cards issued and over 115 million consumers who own a credit card. Of these credit card holders, the Company estimates that approximately 88 million currently subscribe to a credit card enhancement product or service. In addition to membership programs such as those provided by the Company, credit card enhancement products and services include various types of insurance sold to credit card holders, memberships in discount purchasing clubs and organizations, credit card registration services, travel clubs, dining clubs, shopping clubs and auto clubs. The Company also estimates, based upon its own membership data and industry statistics, that currently there are over three million consumers who have purchased membership programs which provide credit information and monitoring services, such as those offered by the Company and its competitors. The Company believes that the size of the credit card holder population represents a potential opportunity for continued growth of its membership base because less than 3.0% of credit card holders have purchased a credit information membership program. The Direct Marketing Association, the largest trade association in the direct marketing field, estimates that revenues derived from the consumer direct marketing segment are expected to grow by 7.4% per year from 1996 to 2001, as compared to 5.0% per year for overall U.S. consumer sales growth during the comparable period. Moreover, the Company believes that long-term growth in consumer credit potentially should cause growth in the Company's core business in two distinct ways, first by providing additional channels by which the Company's products may be marketed to consumers, and second by increasing consumer demand for credit-related information. BUSINESS STRATEGY The Company seeks to become the leading provider of credit information and monitoring programs to consumers and to continue to build its membership base with its core programs and the introduction of new programs. The key elements of the Company's strategy are as follows: Grow and Maintain Membership Base By Offering Premium Quality Programs. The Company's goal is to build and maintain its membership base by continuing to provide its core value-added consumer credit programs. The Company believes that its card programs are superior to the programs offered by its competitors because it provides its members with: (i) immediate notification of inquiries into the member's credit file; (ii) free unlimited credit reports; and (iii) additional credit reports in a manner that avoids a credit inquiry being reported in a consumer's credit file which may adversely affect the consumer's creditworthiness. Expand Distribution Channels. The Company intends to expand its network of co-marketing relationships to include additional major banks, retailers and oil companies, as well as to aggressively develop innovative new distribution channels. The Company believes that its strategy of focusing its marketing efforts on endorsed co-marketing channels enables the Company to achieve higher rates of consumer response to its new membership solicitations by leveraging the considerable brand equity and goodwill enjoyed by major co-marketers. Furthermore, the Company believes that there are additional distribution channels that offer the opportunity to expand the base of potential members beyond the scope of consumer credit card holders. Potential co-marketing partners may include mortgage servicing companies, insurance companies and utility companies, such as regional telephone companies. The Company also believes the World Wide Web may become a viable distribution channel for its membership programs and is exploring that potential distribution opportunity. In addition, the Company currently monitors the international expansion efforts of its vendor partners to seek opportunities to expand its membership base internationally. Develop New Programs. The Company intends to continue to develop and market new programs to current and new members. The Company has test marketed and is continuing to develop a program targeted to small businesses which would provide those businesses with credit information and monitoring services to enable them to better evaluate and monitor their own credit as well as the credit of other businesses, particularly their vendors, suppliers and customers. This program, named Business Credentials, was tested in July and August 1997 and preliminary response rates have been favorable. The Company anticipates that it 26 30 will continue to invest in further development and refinement, and the marketing of this program in fiscal year 1998. In addition, the Company is presently test marketing a number of consumer-oriented membership programs. Provide Superior Levels of Customer Service. The Company is committed to maintaining what it believes is a superior level of customer service, as reflected by membership renewal rates and satisfaction among members and co-marketers. The Company believes that its high level of customer satisfaction is driven primarily by three principal factors: (i) convenience, consisting of the timeliness and frequency of communications from the Company, and accessibility of its customer service representatives ("CSRs"); (ii) the professionalism of its CSRs, consisting of their courtesy, expertise and helpfulness; and (iii) report functionality, consisting of the usability of the reports, enhanced by clean, jargon-free plain English. The Company believes that this customer satisfaction is also evidenced by the Company's relatively high renewal rates as compared to its competitors and that this level of customer satisfaction reinforces its relationships with its co-marketers. The Company's highly-trained CSRs are available to customers via toll-free telephone service during extended business hours, and members may order additional credit reports via an interactive voice response unit seven days a week and 24 hours a day. The Company carefully monitors benchmarks such as call response time and length of telephone calls. Develop and Use State-of-the-Art Technical Solutions. The Company intends to continue developing and using advanced technological methods to solicit new members, collect and market credit data and provide membership services. Currently, the Company, through its membership database management system, can model and analyze co-marketer lists to identify likely members. The Company utilizes proprietary software which integrates the information collected from Experian, its co-marketers and its membership data base. In addition, the Company's strategy includes investing in state-of-the-art technology in other key areas of its business, such as data base modeling and image processing for the Company's membership service center. CREDIT INFORMATION AND MONITORING PROGRAMS The Company's program portfolio currently includes Credentials(R), Monitor, VIP, Business Credentials and other related products. The Company's programs had approximately 1.3 million members at June 27, 1997. The Company's principal program, a one-year Credentials membership, is sold for $49.00. The Company also offers certain variations of its core Credentials program at prices ranging from $29.00 to $99.00 per membership and a three-year Credentials membership for $98.00. The Company's principal program, Credentials, provides subscribing members with: - personalized, easy-to-read Experian credit reports, presented in a plain English format; - immediate automatic notification of credit inquiries directed to Experian; - quarterly notice of any negative information submitted to the customer's Experian credit file; - a quarterly newsletter covering credit related and personal finance issues; - ongoing informational assistance from the Company's trained service representatives; - unlimited additional copies of the member's Experian credit report via mail or facsimile; and - upon request, a personal financial profile. The Company believes that this information is useful to a significant segment of the consumer population, including those who are interested in the status of their personal creditworthiness as well as those concerned about the accuracy of their credit reports. For example, consumers seeking a home mortgage may want to review their credit history before applying for a mortgage loan. In addition, the credit monitoring feature of the Credentials program is an effective tool for detecting certain types of credit fraud. The Company also offers certain variations to its core Credentials program. The Monitor program offers personalized credit reports as well as the daily automatic notification of credit inquiries, and quarterly notice of 27 31 any negative information submitted to a customer's Experian credit file. The Company encourages the sale of Monitor memberships to spouses of current Credentials members. The Company also offers an enhanced program entitled VIP for consumers interested in receiving a credit report which includes credit data from all three of the major credit reporting bureaus. The Company believes that its core programs are superior to the programs offered by its competitors for the following reasons: (i) immediate inquiry notification service -- the integration of the Company's information systems with Experian's systems enables the Company to automatically and immediately notify members when inquiries into their credit file are made. The Company believes that its competitors are not currently able to provide consumers with this feature and that this feature represents a substantial competitive advantage to the Company; (ii) free unlimited additional credit report requests -- unlike its competitors, the Company does not limit the number of credit reports a member may receive; (iii) classification of credit report requests -- when members first join the Credentials program and later request additional copies of their Experian credit reports, these requests are not recorded as credit inquiries which may adversely affect a consumer's creditworthiness, whereas the Company believes that such requests made through services offered by competitors of the Company are recorded in other areas of the credit report and may be counted as credit inquiries in the evaluation of a consumer's creditworthiness; and (iv) superior customer service -- members have access to trained Company representatives through a toll-free telephone service to discuss information that appears in their personal credit file. The Company's customer service representatives have the ability to transfer a member directly to the Experian Premier Service group for immediate assistance, and in the event that a member suspects fraudulent activity, the Company's customer service representatives notify Experian's fraud group, which initiates an investigation. The Company's competitors do not have this direct transfer capability. Members generally subscribe for renewable one- or three-year memberships in the Company's programs. The multi-year memberships are sold on a discounted basis. When consumers agree to enroll in a program, in most instances they receive a 30-day trial membership. During this time, the member may use the program's services without obligation, as outlined in a membership brochure received by mail along with a membership card and membership identification number. The brochure outlines in detail the benefits which the service offers and contains toll-free numbers which may be called to access service benefits and information. In the event that a consumer elects not to participate in the service, he or she can call a toll-free number during the trial period to cancel the service without charge. If the membership is not cancelled during the trial period, the consumer's credit card is charged the annual membership fee. During the course of the first year of membership, a member is free to cancel a membership in the program for a complete refund. In subsequent years, the member may cancel his or her membership and receive a pro rata refund of his or her annual membership fees. Multi-year members receive a full refund in year one, a 50% refund in year two and no refund if they cancel their membership in year three. CO-MARKETING RELATIONSHIPS The Company's strategy is to establish and maintain long-term relationships with co-marketers that have a large customer base. The Company seeks to understand co-marketer business objectives and to determine how those objectives can be addressed by the membership service programs which the Company offers. The Company arranges with co-marketer financial institutions, retailers and other credit card issuers to market membership programs to such co-marketers' individual customers. Co-marketers generally receive commissions on initial and renewal memberships. The Company's agreements with these co-marketers typically grant the Company the right to continue providing membership services directly to such co-marketers' individual account holders even if the co-marketer terminates the contract, provided that the co-marketer is still entitled to receive its commission. The Company generally may not re-solicit those members who cancel or fail to renew their membership. At June 27, 1997, the Company had 24 credit card issuer co-marketers, comprised of 17 banks, 4 retailers and 3 oil companies. Approximately 42% of the Company's revenues for the nine-month period ended June 27, 1997 was attributable to members solicited from the customer lists provided by its two largest co-marketers: approximately 37% from customer lists provided by Bank One (including the recently merged First USA customer base) and approximately 5% from customer lists provided by Chase. No other co-marketer 28 32 represented more than 5% of the Company's revenues. At June 27, 1997, approximately 18% of the Company's members consisted of members who were originally solicited with the co-marketer endorsement of Chase and approximately 26% of the Company's members consisted of members who were originally solicited with the co-marketer endorsement of Bank One. For the nine-month period ended June 27, 1997, no other co-marketer with whom the Company conducted membership solicitation campaigns accounted for more than 5% of the Company's members. Certain of these and other co-marketer relationships are governed by agreements which generally may be terminated without cause by either party upon 60 to 90 days' notice without penalty and upon 30 days' notice in the event of an uncorrected material breach. SALES AND MARKETING The Company solicits members for its programs primarily through direct marketing methods, including direct mail and telemarketing. The Company outsources its direct marketing and telemarketing activities to third party vendors. During the nine-month period ended June 27, 1997, approximately 23.9 million pieces of direct mail (excluding inserts and envelope attachments mailed along with a co-marketer's correspondence) were mailed and approximately 1.1 million telemarketing calls were completed. The Company's membership base is predominantly comprised of members acquired through endorsed marketing channels, such as credit card issuers. The Company believes this marketing methodology represents the most effective way of increasing the Company's membership base for two reasons. First, the co-marketers' endorsement helps sell the Company's programs by leveraging the co-marketers' brand equity with its pre-existing customers. Endorsed direct mail solicitations are conducted using stationery that bears the co-marketer's name and logo and include an introductory letter signed by the co-marketer offering the product, which are mailed either with the co-marketer's billings to its credit card holders or by separate mailings that bear the co-marketer's name and endorsement. Endorsed telemarketing solicitations are conducted by using the co-marketer's name to offer the program. Second, billing membership fees to a member's credit card issued by the co-marketer is an efficient billing and collection mechanism. The Company obtains substantially all of the information necessary to its marketing efforts from customer lists provided by its co-marketers. The Company inputs these customer lists into its management system database to model, analyze and identify likely members. Co-marketers provide the lists to the Company for use in marketing a specific program that has been pre-approved by the co-marketer. As a result, the Company's ability to market a new program to an existing customer base or an existing program to a new customer base is dependent on obtaining approval from the co-marketer. FULFILLMENT The Company receives consumer responses to its program solicitations from its telemarketers and, for direct mail, from consumers. The data provided by the consumer is entered into the Company's data systems and a membership file is established. This data, consisting of the member's name, address, social security number and date of birth, is used to access the member's credit file contained in Experian's consumer database and to generate the member's credit report. This credit report data then is converted into a readable format by Experian and transmitted back to the Company. The Company provides its data in a tape format to its print vendor who prints the consumer credit reports, prepares the new member fulfillment kit and mails it to the member via first-class mail. Typically, this process takes between four and seven business days. MEMBER SERVICES The Company believes that providing high quality service to its members is an important component in encouraging membership renewals, creating goodwill with the public sufficient to generate increased new members and strengthening the member's affinity for the relevant co-marketer. This customer satisfaction enhances the Company's relationship with key co-marketers. Accordingly, the Company maintains state-of-the-art customer service systems designed to maximize customer satisfaction through rapid and efficient provision of member services. 29 33 The Company maintains a membership service facility in Plano, Texas, with a total of approximately 87 customer service representatives at June 27, 1997 who are available to answer members' inquiries. For the convenience of its members, the Company maintains toll-free telephone service during extended business hours and provides an interactive voice response system so members may order additional credit reports 24 hours a day, seven days a week. The Company has implemented procedures to ensure that an inquiring member will be able to speak with a customer service representative within approximately 20 seconds of having placed a call. Furthermore, customer service representatives have the ability to transfer a member directly to the Experian Premier Service group for immediate assistance and, in the event that a member suspects fraudulent activity, the Company's customer service representatives notify Experian's fraud group, which initiates an investigation. Management believes that the Company's competitors do not have the ability to directly transfer their members to any of the major credit reporting bureaus. Prior to working with members, all customer service representatives are required to complete a classroom training course covering topics on the credit industry, related regulation, credit reporting, the Company's programs and services and its systems and techniques for working with members. Upon successful completion of this classroom work, each new customer service representative begins to work with members while an experienced customer service representative monitors his or her performance, offering guidance and advice. The performance of customer service representatives is regularly monitored by management. Through its training programs, its telecommunications systems and its software, the Company seeks to provide members with friendly, prompt and effective answers to questions relating to its products. The Company also works closely with the customer service staffs of its co-marketers to ensure that their representatives are knowledgeable in matters relating to the programs offered by the Company. MANAGEMENT INFORMATION SYSTEMS The Company has made substantial investments in its management information systems to allow it to operate its business more efficiently and productively. The Company utilizes an IBM AS/400 computer system to process and manage its membership data. The Company has also developed proprietary software that is designed to accept its co-marketers' customer databases for review, analysis and modeling in order to identify potential members and implement effective marketing programs. The Company's data processing and order fulfillment processes, as well as its links with vendors, enables the Company to mail member fulfillment kits to new members within seven business days of a customer request. The system also receives confirmation of billing data from the Company's merchant processors on a regular basis, permitting the Company to update the status of each member. COMPETITION The Company's principal competitor is CUC which offers credit reporting membership programs with certain features similar to those provided by the Company's programs. CUC is a direct marketing company primarily engaged in providing shopping, travel, discount and related types of benefits to its customers. Based on industry data, credit programs accounted for approximately 3.0% of CUC's membership base. Additionally, CUC competes with many potential co-marketers in its various business lines, such as travel-related services. In addition to this direct competition, the Company also encounters competition for co-marketer endorsements from other direct marketing businesses. Because agreements between co-marketers and program providers are often exclusive with respect to a particular service, potential co-marketers may be prohibited from entering into agreements with the Company to promote a program if the features provided by the Company's program are similar to, or overlap with, the features offered by an existing program of a competitor. There can be no assurance that the Company's competitors will not increase their emphasis on programs similar to those offered by the Company and more directly compete with the Company, that new competitors will not enter the market, that competitors will not increase the compensation they provide to co-marketers to induce such co-marketers to enter into agreements, or that other businesses will not themselves introduce competing programs. Such potential competitors include major credit card issuers, including the Company's co-marketers. Potential competitors also include major credit bureau reporting services, including Experian, which would have significant competitive advantages such as access to credit 30 34 data at minimal cost. There can be no assurance that the Company's current or potential competitors will not provide programs comparable or superior to those provided by the Company at lower membership prices or adapt more quickly than the Company to evolving industry trends or changing market requirements. In addition, alliances among competitors may emerge and rapidly acquire significant market share. Many of the Company's current and prospective competitors, including CUC, have substantially larger customer bases and greater financial and other resources than those available to the Company. Increased competition may result in price reductions, increased fees payable to co-marketers, reduced profitability and loss of market share, any of which could materially adversely affect the Company's business, financial condition and results of operations. There can be no assurance that the Company will be able to compete effectively against future and current competitors. Experian provides substantially all of the credit information which the Company furnishes to its members. Although neither Experian nor the other credit reporting bureaus provide the credit monitoring services currently offered by the Company, Experian and the other credit bureaus currently provide a credit report directly to any consumer at the consumer's request at the rate of approximately $8.00 per report (except in states where local legislation provides the consumers are entitled to a free credit report upon their written request). See "-- Government Regulation; Adverse Publicity -- State Fair Credit Reporting Acts." There can be no assurance that Experian or the other credit bureaus will not begin to more aggressively market their services to consumers by initiating price reductions or advertising campaigns targeted to consumers and that such actions will not adversely affect the Company's business, financial condition and results of operations or require the Company to reduce prices for certain of its programs in order to remain competitive. On August 13, 1997, Experian launched a program to offer consumers the opportunity to receive their credit reports directly over the Internet. Although two days later Experian announced that it was suspending this program due to certain operational and security problems, there can be no assurance that this, or similar programs, will not be implemented by Experian or other credit reporting bureaus or that competition from such programs will not adversely affect the Company's business, financial condition and result of operations. Experian and the other credit reporting bureaus would have significant competitive advantages over the Company in providing such reports or services, such as access to credit data at minimal cost. Currently, management believes that the Company enjoys several competitive advantages, including (i) the high entry costs associated with starting a competing business; (ii) the fact that none of the Company's competitors offers daily monitoring of a member's credit file; and (iii) the Company's unique contractual relationship with Experian. The Company believes that the principal competitive factors in the membership service industry include the ability to identify, develop and offer innovative service programs, the quality of service programs offered, price and marketing expertise. The Company believes that its ability to compete also depends in part on a number of competitive factors outside its control, including the ability to hire and retain employees, the development by others of service programs that are competitive with the Company's service programs, the price at which such competitors offer comparable service programs and the extent to which such competitors are responsive to customer needs. In addition, the introduction or announcement by competitors of the Company of new programs similar to those offered by the Company could render the Company's existing programs uncompetitive or obsolete, or result in a delay or decrease in orders for the Company's existing programs as co-marketers or customers evaluate new programs or select new programs as an alternative to the Company's existing programs. Therefore, the announcement or introduction of new programs by competitors of the Company could have a material adverse affect on the Company's business, financial condition and results of operations. Providers of membership programs also compete for the limited access provided by co-marketers to their customers against other businesses engaged in direct marketing activities, such as telemarketing and direct mail. In recent years, there have been significant advances in new forms of direct marketing, such as the development of interactive shopping and data collection through television, the Internet and other media. Many industry experts predict that electronic interactive commerce, such as shopping and information exchange through the World Wide Web, will proliferate significantly in the foreseeable future. To the extent it occurs, such proliferation could materially change the economics of acquiring members for membership 31 35 programs. Although the Company is exploring the potential of what it believes are the most promising forms of direct marketing, there can be no assurance that the Company would be able to adapt to a material change in the economics of its business or that such change would not have a material adverse effect on the Company's business, financial condition or results of operations. See "Risk Factors -- Competition" and "-- Reliance on Communications and Information Systems; Technology Risks." GOVERNMENT REGULATION Federal Telephone Consumer Protection Act; Federal Telemarketing and Consumer Fraud and Abuse Prevention Act. One of the principal methods the Company uses to market its programs is telemarketing. The telemarketing industry has become subject to an increasing amount of Federal and state regulation as well as general public scrutiny in the past several years. The Federal Telephone Consumer Protection Act of 1991 limits the hours during which telemarketers may call consumers and prohibits the use of automated telephone dialing equipment to call certain telephone numbers. The Federal Telemarketing and Consumer Fraud and Abuse Prevention Act of 1994, and Federal Trade Commission ("FTC") regulations promulgated thereunder, prohibit deceptive, unfair or abusive practices in telemarketing sales. Both the FTC and state attorneys general have authority to prevent telemarketing activities that constitute "unfair or deceptive acts or practices." In addition, some states have enacted laws and others are considering enacting laws targeted directly at telemarketing practices, and there can be no assurance that any such laws, if enacted, will not adversely affect or limit the Company's current or future telemarketing activities. Although the Company does not control the telemarketing firms which it engages to market the Company's programs, compliance with these regulations is generally the responsibility of the Company, and the Company could be subject to a variety of enforcement or private actions for any failure to comply with such regulations. The risk of noncompliance by the Company with any rules and regulations enforced by a Federal or state consumer protection authority may subject the Company or its management to fines or various forms of civil or criminal prosecution, any of which could have a material adverse effect on the Company's business, financial condition and results of operations. See "Risk Factors -- Government Regulation; Adverse Publicity." Federal Fair Credit Reporting Act. The Fair Credit Reporting Act ("FCRA") became effective in 1971. Extensive amendments which became effective October 1, 1997 were recently enacted into law. The FCRA establishes a set of requirements that "consumer reporting agencies" must follow in the conduct of their business. A "consumer reporting agency" means any person who regularly engages in assembling consumer credit information for the purpose of furnishing consumer reports to third parties. The FCRA imposes numerous requirements on consumer reporting agencies including restrictions on the permissible uses of consumer reports and the contents of consumer reports, as well as requirements relating to disclosures of reports to consumers, the form of and charges for such disclosures, and the reinvestigation procedure that must be followed when a consumer disputes an item contained in his or her report. While the Company is not a "consumer reporting agency" within the meaning of the FCRA and therefore is not subject to the FCRA, the Company is required by its contract with Experian to comply with the FCRA and the interpretations rendered by the FTC. Should the Company become subject to the FCRA and fail to comply with its provisions, the Company could be subject to various civil and administrative sanctions, the imposition of which could have a material adverse effect on the Company. The Company could also be subject to administrative enforcement actions initiated by the FTC. Violations of the FCRA may constitute unfair or deceptive acts or practices in commerce in violation of the Federal Trade Commission Act and the Company could be subject to penalties thereunder. In addition, if the Company were found to have committed a knowing violation of the FCRA which constitutes a pattern or practice of violations, the FTC may institute an action to recover a civil penalty of up to $2,500 per violation. Finally, actions for injunctions or for damages may also be initiated under the FCRA by the state attorneys general. State Fair Credit Reporting Acts. Slightly over half of the states have enacted statutes governing the operations of consumer reporting agencies, and some of the state statutes contain provisions that are different from the FCRA. An example of such a state statute was enacted in Colorado in April 1997 through the adoption of the Colorado Fair Credit Reporting Act (the "Colorado Act") which went into effect August 1, 1997. The Colorado Act increases the notification requirements for credit reporting agencies and lenders upon 32 36 the addition of adverse items to, or three inquiries into, an individual's credit report. The law provides that Colorado consumers are entitled to a free credit report upon their written request and mandates an annual mailing from each of the national systems and Colorado reporting agencies alerting consumers to that fact. The Company is not in a position to know the number of Colorado consumers who will request a free copy of their credit report, or if consumers will regard such reports as substitutes for the Company's services. There are five other states (Vermont, Maryland, Georgia, Massachusetts and New Jersey) that have also enacted legislation requiring the issuance of free credit reports to consumers upon request. The Company derives approximately 15% of its members from states with such legislation. Other states (including California) are currently considering the enactment of such legislation. There can be no assurance that other states in which more of the Company's members reside will not adopt similar legislation. In the event that other states enact legislation requiring issuance of free credit reports, the value to consumers of the programs the Company provides could be materially reduced. Legislation requiring free issuance of credit reports could materially and adversely affect the Company's business, financial condition and results of operation. Credit Repair Organization Regulations. Both Federal and state laws regulate the activities of "credit repair organizations." While the Company is not currently a credit repair organization and has no present plans to become a credit repair organization, it is possible that credit repair laws may be amended at some time in the future to include organizations such as the Company. Under the Federal Credit Repair Organizations Act (the "Credit Repair Act"), a credit repair organization is generally defined as any person who uses any instrumentality of interstate commerce or the mails to sell, provide, or perform any service, in return for money for the express or implied purpose of improving any consumer's credit record, credit history, or credit rating, or providing advice or assistance to any consumer with regard to any such activity or service. The Credit Repair Act imposes certain restrictions on the activities and contracts of credit repair organizations and requires that specific disclosures be made to consumers. Any credit repair organization that fails to comply with the Credit Repair Act can be subject to civil liability for both actual and punitive damages and attorney's fees and can be subject to an enforcement action by the FTC. Additionally, state attorneys general have the authority to bring actions against credit repair organizations who violate the Credit Repair Act. In addition to the Credit Repair Act, at least 36 states and the District of Columbia have their own statutes regulating "credit services organizations." Most of the state statutes define credit services organizations similarly. For example, the Delaware statute, which is representative of most of the other state statutes, generally defines a credit services organization as any person who, with respect to the extension of credit by others and in return for the payment of money, provides any of the services, advice or assistance with respect to improving a buyer's credit record, history or rating or obtaining an extension of credit for a buyer. The requirements imposed by the state statutes generally include a prohibition against charging the buyer a service fee until the credit services organization has performed all of the services it agreed to perform, unless it posted a surety bond with the state; certain disclosure and contractual requirements; and, in some states, a mandatory surety bond and registration. In general, a credit services organization that violates a state statute can be subject to an injunction, civil actions for damages and civil and criminal penalties. For example, in Delaware, a credit services organization that violates that state's statute can be subject to an action for damages by an injured buyer and can be prosecuted for a Class B misdemeanor. Additionally, a buyer or the attorney general may bring an action to enjoin the credit services organization's activities. In the District of Columbia, a "consumer credit service organization" that violates the District's law may be fined not more than $500 per violation and/or imprisoned for not more than a year. In addition, civil fines, penalties and fees may be imposed. A consumer injured by a violation may also bring an action for actual damages, including reasonable attorney's fees and costs, against the consumer credit service organization. Awards may also be entered for punitive damages. In addition, at least one state, Georgia, makes merely operating a "credit repair services organization" a misdemeanor. 33 37 EMPLOYEES As of June 27, 1997, the Company employed 152 persons on a full-time basis and nine persons on a part-time basis. None of the Company's employees are represented by a labor union. The Company believes that its employee relations are good. FACILITIES The Company leases its 20,740 square foot headquarters facility in Orange, California. The Company also leases its 15,452 square foot membership service facility in Plano, Texas, which is primarily a call center for customer service representatives and operations. These leases expire in December 1998 and September 2001, respectively. LEGAL PROCEEDINGS From time to time, the Company may be involved in litigation or in settlement proceedings relating to claims arising out of its operations in the normal course of business. Except as described below, the Company is not currently a party to, nor is any of its property the subject of, any legal proceedings, the adverse outcome of which, individually or in the aggregate, could have a material adverse effect on the Company's business, financial condition and results of operations. The Company is a party to a lawsuit pending in the United States District Court for the Central District of California, Southern Division, entitled Credentials Services International, Inc., et. al. v. John P. Ferry, et. al., USDC Case No. SACV 96-960 AHS (EEx) (the "Federal Action"). The lawsuit arose out of the August 15, 1996 dismissal for cause of the Company's then President and Chief Executive Officer, John P. Ferry, and its then Chief Financial Officer, John N. Rees. In September 1996, Messrs. Ferry and Rees filed an arbitration demand against the Company with the American Arbitration Association (the "AAA") under the AAA Employment Dispute Arbitration Rules, each asserting a breach of their respective employment agreements (the "Arbitration"). On or about October 11, 1996, the Company filed a complaint against Messrs. Ferry and Rees initiating the Federal Action. A first amended complaint was filed on November 20, 1996, asserting claims for relief for breach of fiduciary duty, constructive fraud, violation of California Corporations Code Section 309, negligence, conversion, injunctive relief and interference with prospective economic advantage. In February 1997, the court denied a motion by Messrs. Ferry and Rees seeking to compel arbitration, and the Arbitration was stayed. On or about April 7, 1997, Messrs. Ferry and Rees filed a cross-complaint in the Federal Action alleging 22 causes of action against the Company, as well as eight other cross-defendants. The Company subsequently filed a motion to dismiss Messrs. Ferry and Rees' cross-complaint, and on or about July 22, 1997, the court dismissed Messrs. Ferry and Rees' entire cross-complaint, giving them 30 days to file an amended complaint. On or about August 14, 1997, Messrs. Ferry and Rees filed a first amended counter-complaint asserting 19 causes of action against the Company and the other cross-defendants, including breach of employment agreement, breach of the covenant of good faith and fair dealing, breach of statutory obligation, fraud, constructive fraud, negligent misrepresentation, wrongful termination in violation of public policy, defamation, conversion, abuse of process, breach of fiduciary duty and negligence, seeking unspecified damages, an accounting, declaratory relief and certain injunctive relief. The causes of action arise out of alleged breaches of the respective employment agreements of Messrs. Ferry and Rees, alleged defamatory statements made by certain executive officers and directors of the Company about Messrs. Ferry and Rees, an alleged breach of fiduciary duty arising out of their status as limited partners in CIS Acquisition Partners, L.P. and the 1996 refinancing of the Company and alleged breaches of good faith and other duties owed to Messrs. Ferry and Rees by the Board of Directors of the Company in connection with the termination of their employment and the conduct of the business prior thereto. On or about August 29, 1997, the Company filed a motion to dismiss the first amended counter-complaint. This motion is currently pending before the Court. Discovery is continuing in the matter. The Company believes that it has valid defenses to all of the causes of action alleged in the first amended counter-complaint of Messrs. Ferry and Rees, and it intends to vigorously prosecute and defend this action. The Federal Action is at an early stage of proceedings; however, the Company presently believes that this action will not have a material adverse effect upon the Company or its financial condition or results of operations. 34 38 The Company, among others, is a party to a lawsuit in the Superior Court for the State of California, County of Orange, against Steven Richards, James O. Saloma and Joyce Richards entitled Lincolnshire Equity Fund, L.P., et. al. v. Steven Richards, et. al., Case No. 781247 (the "State Court Action") which was instituted by the Company, Lincolnshire Equity Fund, L.P., a privately held Delaware limited partnership, and Lincolnshire Management, Inc. on or about July 2, 1997. The complaint in the State Court Action alleges causes of action for libel, slander of title, trade libel, intentional interference with contract, indemnity, breach of fiduciary duty, breach of contract and unjust enrichment. Messrs. Richards and Saloma were employees and officers of the Company whose employment was terminated for cause in September 1996. The complaint also alleges that Joyce Richards, Mr. Richards' wife, was an executive search consultant retained by the Company without disclosure of the conflict of interest (her relationship to an officer of the Company) to the Company's Board of Directors. On or about August 4, 1997, Messrs. Richards and Saloma filed a cross-complaint in the State Court Action asserting causes of action for breach of contract, breach of statutory obligations, indemnity, conversion and declaratory relief, all directed to issues concerning their Company compensation. The Company believes that it has valid defenses to all of the causes of action alleged in the cross-complaint, and it intends to vigorously prosecute and defend this action. The State Court Action is at an early stage of proceedings; however, the Company presently believes that this action will not have a material adverse effect upon the Company or its financial condition or results of operations. 35 39 MANAGEMENT DIRECTORS, EXECUTIVE OFFICERS AND KEY EMPLOYEES The directors, executive officers and key employees of the Company are as follows: NAME AGE POSITION - ------------------------------------- --- ----------------------------------------------------- Thomas J. Maloney.................... 44 Chairman and Director(1) Charles Caudle....................... 68 Honorary Vice Chairman David C. Thompson.................... 42 President, Chief Executive Officer and Director(1) John Adams........................... 52 Executive Vice President, Member Services Michael Cossel....................... 55 Executive Vice President, Operations M. Gerard Keehan..................... 58 Executive Vice President, Marketing and Director Vineet Pruthi........................ 52 Executive Vice President and Chief Financial Officer James M. Rothe....................... 55 Executive Vice President, Sales Donald J. Shea, Jr. ................. 39 Senior Vice President, New Products C. Kenneth Clay...................... 33 Director(2) Nicholas Dunphy...................... 49 Director(2) William A. Hall...................... 65 Director - --------------- (1) Member of Compensation Committee of the Board of Directors. (2) Member of Audit Committee of the Board of Directors. Thomas J. Maloney has served as a director of the Company since July 1995. In August 1996, Mr. Maloney was elected Chairman, President and Chief Executive Officer of the Company. He served as President and Chief Executive Officer of the Company until July 1997 and continues as Chairman of the Company. Mr. Maloney has been a Managing Director of Lincolnshire Management, Inc., since April 1993. Mr. Maloney is a founding partner of the law firm of Maloney, Mehlman & Katz, counsel to the Company and to CSI Partners II. See "Certain Transactions." Mr. Maloney holds a B.A. degree from Boston College and a J.D. from Fordham University. Charles Caudle has been Honorary Vice Chairman of the Company since July 1997. Prior to his appointment as Honorary Vice Chairman, Mr. Caudle served as Chief Operating Officer of the Company from August 1996 to December 1996 and as Executive Vice President and National Sales Manager of the Company from July 1995 to August 1996. From 1994 to 1996, Mr. Caudle served as Executive Vice President of MBNA in special sales. From 1984 to 1994, Mr. Caudle served in various operational and marketing management capacities at Visa, USA. Previously, he was Chief Executive Officer of Barnett Credit Services Corporation, the revolving credit arm of Barnett Banks of Florida. Mr. Caudle has served as a director of several industry groups. Mr. Caudle attended West Virginia University. David C. Thompson joined the Company in October 1996 as Chief Financial Officer. From November 1996 to July 1997, Mr. Thompson served as the Company's Chief Operating Officer. In July 1997, he was elected President and Chief Executive Officer of the Company. Mr. Thompson was elected a member of the Board of Directors in December 1996. Prior to joining the Company, Mr. Thompson served in various senior financial management positions, most recently as Senior Vice President and Chief Financial Officer of SafeCard Services, Inc., a subsidiary of the Ideon Group, from 1994 to 1996. From 1992 to 1994, Mr. Thompson was Vice President and Chief Financial Officer of the bank card division of Fidelity Investments. From 1983 to 1992, Mr. Thompson served in various senior financial management positions at American Express. Mr. Thompson began his career as a C.P.A. with Price Waterhouse from 1977 to 1983. Mr. Thompson holds a B.S. degree in Accounting from Florida State University and an M.B.A. from New York University. 36 40 John Adams joined the Company as Executive Vice President, Member Services, in October 1996. Prior to joining the Company, Mr. Adams worked in various senior operating positions in the credit industry, including for 16 years at TRW where he assisted in establishing the CIS Business with responsibility for developing systems, customer service and fulfillment capabilities, and two years at Equifax. From 1992 to 1996, Mr. Adams founded and operated a direct mail servicing company. Mr. Adams attended Claremont College. Michael Cossel has been Executive Vice President, Operations, of the Company since September 1996. Prior to joining the Company, from 1993 to 1994, he served as a management consultant with Coopers & Lybrand's Financial Advisory Services Group in the Washington, D.C. area. From 1988 to 1993, Mr. Cossel served as the Chief Financial Officer and Administrative Officer of Beverage Capital Corporation, a major Baltimore-based producer of private label and national brand beverages. Previously, Mr. Cossel performed the dual roles of Chief Financial Officer and Chief Operating Officer at Credit Card Services Corporation. Mr. Cossel has a B.S. degree in Economics from Villanova University and an M.B.A. from American University. M. Gerard Keehan has been Executive Vice President, Marketing, of the Company since January 1997, and a member of the Board of Directors of the Company since July 1997. Prior to that time, Mr. Keehan was Director of Marketing at TRW from 1985 to 1994, where he assisted in establishing the CIS Business. Prior to joining TRW, Mr. Keehan was Senior Vice President and Chief Administrative Officer for Transamerica Assurance in Southern California. Vineet Pruthi joined the Company in November 1996 as Chief Financial Officer. Prior to joining the Company, from 1991 to 1996, Mr. Pruthi was an independent consultant in financial, due diligence and international business matters. From 1982 to 1991, Mr. Pruthi served in various senior financial management positions, including as Chief Financial Officer at Murjani, a privately owned international group of companies. Mr. Pruthi is a Chartered Accountant and has an M.B.A. from Rutgers Graduate School of Management. James M. Rothe has been Executive Vice President, Sales, of the Company since 1995. From 1991 to 1995, Mr. Rothe was President of Membership Development Inc., which developed and sold the CreditWatch credit reporting service in partnership with Trans-Union Corporation. From 1986 to 1991, Mr. Rothe was Vice President of Sales for the CIS Business of TRW. Previously, Mr. Rothe was Regional Manager for Dun & Bradstreet in Southern California. Mr. Rothe attended the University of Nebraska. Donald J. Shea, Jr., has been Senior Vice President, New Products, of the Company since December 1996. From 1994 to 1996, Mr. Shea was Vice President, Client Services, of Eire Partners, Inc. From 1990 to 1994, while he was an Account Supervisor at DDB Needham Worldwide, Mr. Shea worked with many national consumer goods companies, such as Frito-Lay and S.C. Johnson Wax, advertising a variety of established products and services and launching new products. Mr. Shea holds a B.A. degree from Georgetown University and an M.B.A. from Northwestern University (Kellogg Graduate School of Management). C. Kenneth Clay has served as a director of the Company since September 1997. Mr. Clay is a Director of Lincolnshire Management, Inc., and has been employed at Lincolnshire since 1995. From 1992 to 1995, Mr. Clay was the Chief Financial Officer of LINQ Industrial Fabrics, Inc., a manufacturer and marketer of polypropylene-based industrial fabrics. Prior to that time, he was an officer of the Bank of New York Commercial Corporation. Mr. Clay is also an officer and director of Peripheral Computer Support, Inc., a company in which Lincolnshire Equity Fund, L.P., is the controlling shareholder. Mr. Clay holds a B.S. degree from Brigham Young University and an M.B.A. from The University of Texas at Austin. Nicholas Dunphy has served as a director of the Company since March 1997. Mr. Dunphy is the co-founder and managing partner of Canterbury Capital, LLC, which is the general partner of Canterbury Mezzanine Capital, L.P. Mr. Dunphy was employed by Barclays Bank from 1980 to 1995. Prior to founding the Barclays Mezzanine Group in 1989, Mr. Dunphy held a number of senior executive positions in Barclays Project Finance, Utility and Leveraged Finance groups. Before joining Barclays, Mr. Dunphy qualified as a Chartered Accountant in Canada and subsequently spent five years with Toronto Dominion Bank. 37 41 Mr. Dunphy received a B.Sc. degree from Manchester University in England and an M.B.A. from York University in Canada. William A. Hall has served as a director of the Company since July 1997. Mr. Hall is the President and Chief Executive Officer of Sight & Sound Distributing Company, an audio and video software distributor, having founded this company in 1984. Since 1988, Mr. Hall has also been the owner of W.A.H. Management/Consulting, consultants in strategic management to companies in the home entertainment industry. Since April 1993, Mr. Hall has also been Vice Chairman of, and a majority stockholder in, U.S. Animation, Inc., which provides digital colorization and composition of animation for feature films, television, commercials and interactive video games. Mr. Hall is a shareholder of Lincolnshire Management, Inc. Mr. Hall is also a director of 3DO, an international computer software company, Northward Press, a manufacturer of music software, and Chromium Graphics, a specialty printing company. The Company's Board of Directors currently consists of six directors. Following completion of the offering, the Company's Board of Directors intends to appoint at least one additional director who will not be an officer or an employee of the Company or its affiliates. The Company's Board of Directors consists of six directors. Each of the Company's directors serve three-year terms which are staggered to provide for the election of approximately one-third of the board members each year. The Board of Directors is divided into three classes, with two to three directors in each class. The Class I directors are Messrs. Maloney and Hall, the Class II directors are Messrs. Thompson and Keehan, and the Class III directors are Messrs. Clay, Dunphy and the additional directors to be appointed following the completion of this offering. The terms of the Class I directors expire in 2000, the terms of the Class II directors expire in 1999, and the terms of the Class III directors expire in 1998. Directors hold office until their terms expire and their successors have been elected and qualified. Executive officers of the Company are appointed by, and serve at the discretion of, the Board of Directors. There are no family relationships among any of the directors or executive officers of the Company. Directors do not receive any fees for service on the Board of Directors. Directors are reimbursed for their expenses for each meeting attended. EXECUTIVE COMPENSATION The following table summarizes all compensation paid to the Company's Chief Executive Officer and to the Company's five other most highly compensated executive officers other than the Chief Executive Officer whose total annual salary and bonus exceeded $100,000, for services rendered in all capacities to the Company during the fiscal year ended September 26, 1997. SUMMARY COMPENSATION TABLE LONG-TERM ANNUAL COMPENSATION COMPENSATION ---------------------------------- ------------ OTHER RESTRICTED NAME AND ANNUAL STOCK ALL OTHER PRINCIPAL POSITION SALARY BONUS COMPENSATION AWARDS COMPENSATION - --------------------------------------------- -------- ------- ------------- ------------ ------------ David C. Thompson............................ $164,400 -- -- (2) $ 63,952(3) President and Chief Executive Officer(1) Charles Caudle............................... 250,000 -- -- (2) 33,478(3) Honorary Vice Chairman Thomas J. Maloney............................ 240,000 -- -- -- 3,000(5) Chairman(4) Michael Cossel............................... 152,470 -- -- (2) 11,098 Executive Vice President, Operations James M. Rothe............................... 126,540 $32,225 -- (2) 1,807 Executive Vice President, Sales Vineet Pruthi................................ 124,808 -- -- (2) 18,284(5) Executive Vice President and Chief Financial Officer 38 42 - --------------- (1) Mr. Thompson served as Chief Financial Officer of the Company from October 1996 to November 1996 and as Chief Operating Officer from November 1996 to July 1997. (2) Under the terms of the Amended and Restated Agreement of Limited Partnership of CSI Investment Partners II, L.P., dated as of October 7, 1997 (the "CSI II Partnership Agreement"), the officers named in the table above (other than Mr. Maloney) hold Class B limited partnership interests in that partnership representing indirect interests in the Common Stock held by the partnership as follows: Mr. Thompson holds a 3.25% interest; Mr. Caudle holds a 0.10% interest; Mr. Cossel holds a 0.75% interest; Mr. Rothe holds a 0.95% interest; and Mr. Pruthi holds a 1.45% interest. The foregoing interests were granted pursuant to agreements reached with each such officer in October 1996. Under the terms of the CSI II Partnership Agreement, each of the above-named officer's interest vests in accordance with a schedule which provides that one-third of such interest vests in April 1998, an additional one-third vests in April 1999 and the remaining one-third vests in April 2000, contingent upon each individual's continued employment with the Company. Upon vesting of an individual's interest, the Company Common Stock underlying that interest will be distributed to the individual. Assuming full vesting of all such interests for all of the individuals named in the table above, the number of restricted shares that would be distributed is as follows: Mr. Thompson, shares; Mr. Caudle, shares; Mr. Cossel, shares; Mr. Rothe, shares; and Mr. Pruthi, shares. The Company estimates that the value of the above-described equity interests at September 27, 1997, was as follows: Mr. Thompson, $ ; Mr. Caudle, $ ; Mr. Cossel, $ ; Mr. Rothe, $ ; and Mr. Pruthi, $ . Any dividends paid on the Company's Common Stock are not payable to the holders of the Class B limited partnership interests. See "Certain Transactions." (3) Includes relocation expenses consisting of selling expenses relating to the sale of their prior residences and temporary living costs for Mr. Thompson and Mr. Caudle in the amounts of $63,410 and $25,000, respectively, paid by the Company. (4) Mr. Maloney served as Chief Executive Officer of the Company from August 1996 to July 1997. (5) Includes temporary living expenses for Mr. Maloney and Mr. Pruthi in the amounts of $3,000 and $12,000, respectively, paid by the Company. The Company anticipates that it may increase the base salary of the above-named executives during the 1998 fiscal year; however, the Company does not expect that in the aggregate such increases will materially increase the Company's general and administrative expenses in fiscal year 1998. Mr. Maloney's annual salary will be reduced to $150,000 per year following completion of this offering. EMPLOYMENT AGREEMENTS The following summary descriptions of the material provisions of the employment agreements between the Company and the named executive officers are qualified in their entirety by reference to such agreements, a copy of each of which is filed as an exhibit to the Registration Statement of which this Prospectus forms a part. David C. Thompson, President and Chief Executive Officer, and the Company entered into an Employment Agreement dated as of May 9, 1997. Under this agreement, the Company has agreed to pay Mr. Thompson an annual base salary of $180,000, plus an annual bonus of $25,000 and a special bonus dependent upon attainment of certain business goals. This agreement expires May 9, 2000. The Company may terminate the agreement earlier for cause without penalty or, without cause, upon payment of an amount equal to Mr. Thompson's base salary for the lesser of twelve months or the remainder of the employment term. Mr. Thompson has agreed not to compete with the Company during the employment term and for 18 months thereafter. Charles Caudle, Honorary Vice Chairman, and the Company entered into an Employment Agreement dated as of August 15, 1996. Under this agreement, the Company has agreed to pay Mr. Caudle an annual base salary of $250,000, plus an annual bonus dependent upon the attainment of certain business goals. This agreement expires August 15, 1999 and is automatically renewed for a one-year period unless either party provides the other with 60 days' written notice. The Company may terminate the agreement earlier for cause without penalty or, without cause, upon payment of an amount equal to Mr. Caudle's base salary for the lesser 39 43 of twelve months or the remainder of the employment term. Mr. Caudle has agreed not to compete with the Company during the employment term and for two years thereafter. Michael Cossel, Executive Vice President, Operations, and the Company entered into a Letter Agreement dated August 16, 1995. Under this agreement, the Company has agreed to pay Mr. Cossel an annual salary of $140,000, plus an annual bonus of up to $45,000 based on the performance of the Company. The Company has agreed to pay to Mr. Cossel a severance package of up to one year's salary if he is terminated without cause, which severance may be extended another six months at the Company's discretion. Mr. Cossel has agreed not to compete with the Company in any manner for twelve months after any payment is made to him by the Company. James M. Rothe, Executive Vice President, Sales, and the Company entered into a Letter Agreement dated September 5, 1995 which was amended by memorandum on January 6, 1997. Under this agreement, as amended, the Company has agreed to pay Mr. Rothe an annual base salary of $140,000, plus a commission package based on the attainment of certain business goals. In the event of termination without cause, twelve months salary and benefits will be paid. Vineet Pruthi, Executive Vice President and Chief Financial Officer, and the Company entered into an Employment Agreement dated as of December 3, 1996. Under this agreement, the Company has agreed to pay Mr. Pruthi an annual base salary of $155,000, plus an annual bonus of $25,000 and a special bonus dependent upon the attainment of certain business goals. The agreement expires December 2, 1999. The Company may terminate the agreement earlier for cause without penalty or, without cause, upon payment of an amount equal to Mr. Pruthi's base salary for the lesser of twelve months or the remainder of the employment term. Mr. Pruthi has agreed not to compete with the Company during the employment term and for two years thereafter. STOCK OPTION PLAN The Company's 1997 Stock Option Plan (the "Stock Option Plan") was adopted by the Board of Directors and approved by the Company's stockholders in September 1997. Under the Stock Option Plan, a total of shares of Common Stock have been reserved for issuance upon the exercise of stock options and related stock appreciation rights ("SARs"). As of the date of this Prospectus, options to purchase , , and shares of Common Stock have been granted under the Stock Option Plan to Messrs. , , and . See "-- Executive Compensation." The following description of the material provisions of the Stock Option Plan is qualified in its entirety by reference to the Stock Option Plan, a copy of which is filed as an exhibit to the Registration Statement of which this Prospectus forms a part. The Stock Option Plan provides that the number of shares of Common Stock subject thereto and the number of outstanding stock options and their exercise prices are to be appropriately adjusted in the event of a reorganization, consolidation, reclassification, recapitalization, combination or exchange of shares of Common Stock, stock split, reverse split, stock dividend or rights offering. Shares of Common Stock allocated to options and/or SARs which have expired or been terminated may be reallocated to other options and/or SARs under such plan. Pursuant to the Stock Option Plan, the Company may grant (i) incentive stock options ("ISOs"), as that term is defined in the Internal Revenue Code of 1986, as amended (the "Code"), (ii) nonqualified stock options ("NSOs"), and (iii) SARs to officers, directors and key employees of the Company. The Stock Option Plan provides for administration by the Board of Directors of the Company or by a Committee of the Board of Directors which selects the optionees, authorizes the grant of options and determines the exercise price and other terms of the options, including the vesting schedule thereof, if any, provided, however, that the vesting schedule will be no less than three years from the date of grant. Currently, the Stock Option Plan is administered by the Compensation Committee of the Board of Directors. The per share exercise price of each ISO granted under the Stock Option Plan must be at least 100% of the fair market value of a share of Common Stock (and not less than 110% of the fair market value in the case 40 44 of any optionee of an ISO who beneficially owns more than 10% of the total combined voting power of the Company) on the date such option is granted. The Stock Option Plan provides that the per share exercise price of an NSO must be at least 85% of the fair market value of a share of Common Stock on the date such option is granted. Each option granted under the Stock Option Plan may be exercisable for a period determined by the Board of Directors or the Committee administering the Stock Option Plan, not to exceed ten years (or five years in the case of any optionee of an ISO who beneficially owns more than 10% of the total combined voting power of the Company) from the date of grant. Options issued under the Stock Option Plan will be exercisable as the Committee administering such plan may determine, but in no event shall an option be exercisable prior to after the date of grant. ISOs granted under the Stock Option Plan are non-transferable, except upon death, by will or by operation of the laws of descent and distribution, and may be exercised during the employee's lifetime only by the optionee. The aggregate fair market value of the stock with respect to which ISOs are exercisable for the first time by an employee during any calendar year (under all such plans of the Company and any parent and subsidiary companies of the Company) may not exceed $100,000. Options granted under the Stock Option Plan may be exercised within twelve months after the date of an optionee's termination of employment by reason of his death or disability, or within 90 days after the date of termination by reason of retirement, voluntary termination approved by the Board of Directors or involuntary termination by the Company other than for Cause (as defined in the Stock Option Plan), but, in any such case, not later than the expiration date of such option and only to the extent the option was otherwise exercisable at the date of termination. In the event an optionee's employment is terminated by the Company for Cause or voluntarily terminated by the optionee without the approval of the Board of Directors, such optionee's option shall terminate immediately upon the date of such termination. The Stock Option Plan also provides for the grant of SARs, which may be granted on a stand-alone basis or in tandem with stock options, which may be surrendered to the Company in exchange for cash, shares of Common Stock or a combination thereof, as determined by the Committee administering the Stock Option Plan, having a value equal to the dollar amount obtained by multiplying (x) the number of shares subject to the surrendered SAR or option by (y) the amount by which the fair market value per share of Common Stock exceeds the exercise price per share specified in the agreement governing the surrendered SAR or option. The Stock Option Plan expires on September , 2007 unless terminated earlier by the Board of Directors. The Stock Option Plan is subject to amendment by the Board of Directors without stockholder approval, except that no amendment which increases the maximum aggregate number of shares which may be issued under the Stock Option Plan or changes the class of eligible participants in the Stock Option Plan will be effective without the approval of the stockholders of the Company. The Board of Directors may terminate the Stock Option Plan at any time. LIMITATION OF LIABILITY AND INDEMNIFICATION MATTERS The Company has adopted provisions in its Certificate of Incorporation that limit the liability of its directors for monetary damages for breach of their fiduciary duty as directors, except for liability that cannot be eliminated under the Delaware General Corporation Law ("Delaware Law"). The Delaware Law provides that directors of a company will not be personally liable for monetary damages for breach of their fiduciary duty as directors, except for liability (i) for any breach of their duty of loyalty to the Company or its stockholders, (ii) for acts or omissions not in good faith or which involve intentional misconduct or a knowing violation of law, (iii) for unlawful payment of dividend or unlawful stock repurchase or redemption, as provided in Section 174 of the Delaware Law, or (iv) for any transaction from which the director derived an improper personal benefit. The Company's Certificate of Incorporation and ByLaws also provide that the Company shall indemnify its directors and officers to the fullest extent permitted by the Delaware Law. The Company has entered into separate indemnification agreements with its directors and officers that could require the Company, among other things, to indemnify them against certain liabilities that may arise by reason of their status or service as directors and to advance their expenses incurred as a result of any proceeding against them as to which they 41 45 could be indemnified. The Company believes that the limitation of liability provision in its Certificate of Incorporation and the indemnification agreements will facilitate the Company's ability to continue to attract and retain qualified individuals to serve as directors and officers of the Company. CERTAIN TRANSACTIONS In October 1994, CIS Acquisitions Partners, L.P., a Delaware limited partnership ("CIS Acquisition Partners"), invested $4.0 million in the Company in connection with the acquisition by the Company of its credit information and monitoring direct marketing business from TRW. In consideration of that investment, the Company issued 100 shares of Common Stock to CIS Acquisition Partners. At the time of the Acquisition, two former members of management purchased minority limited partnership interests in CIS Acquisition Partners. See "Business -- Legal Proceedings." Under the terms of the CSI II Partnership Agreement, a group of eleven officers and key employees of the Company hold Class B limited partnership interests in CSI Investment Partners II, L.P. ("CSI Partners II"), a Delaware limited partnership, representing indirect interests in the Company Common Stock held by that partnership. The interests held by those eleven officers and key employees aggregate a 10% interest in CSI Partners II. The foregoing interests were granted pursuant to agreements reached with each such officer in October 1996. Under the terms of the CSI II Partnership Agreement, the interests of each of the eleven individuals vests in accordance with a schedule which provides that one-third of such interest vests in April 1998, an additional one-third vests in April 1999, and the remaining one-third vests in April 2000, contingent upon such individual's continued employment with the Company. Upon vesting of an individual's interest, the Company Common Stock underlying that interest will be distributed to such individual. Assuming full vesting of all such interests for all of the eleven individuals, the number of such restricted shares that would be distributed would be . See "Management -- Executive Compensation." From November 1996 through January 1997, CSI Investment Partners II, L.P., a Delaware limited partnership ("CSI Partners II"), invested a total of $3.0 million in the Company in consideration of the issuance by the Company of 3,000 shares of Series A Cumulative Preferred Stock (the "Series A Preferred Stock") and warrants to acquire shares of its Common Stock. In March 1997, as a condition of a $3.0 million subordinated loan to the Company made by Canterbury Mezzanine Capital, L.P., a Delaware limited partnership ("Canterbury Capital"), CSI Partners II exchanged its 3,000 outstanding shares of Series A Preferred Stock for 30,000 shares of the Company's Common Stock and exercised its warrants (at a nominal exercise price) for 9,900 shares of Common Stock. In January 1997, in connection with the refinancing of the Company's then outstanding senior secured indebtedness, Lincolnshire Equity Fund, L.P., a privately held Delaware limited partnership ("LEF"), agreed, subject to certain conditions, to make available to the Company up to $4.25 million in additional capital through the purchase of additional debt or equity securities of the Company by not later than April 30, 1998. The Company's right to require such additional investment by LEF was assigned by the Company to its senior secured bank lender. By amendment in September 1997 to the agreement governing such senior indebtedness, that lender relinquished the right to cause LEF to make that additional investment, and the corresponding securities purchase agreement between the Company and LEF pertaining to such investment has been cancelled. In March 1997, as a condition to the subordinated loan made by Canterbury Capital to the Company, LEF also agreed that, subject to certain triggering events, it would purchase additional shares of Common Stock for up to $1.5 million. That commitment on the part of LEF was assigned by the Company to Canterbury Capital, but Canterbury Capital will relinquish the right to cause LEF to purchase such additional shares upon the repayment by the Company of the outstanding subordinated loan owing to Canterbury Capital at the time of completion of this offering, and the corresponding agreement between the Company and LEF to purchase these additional shares of Common Stock will thereupon be cancelled. See "Use of Proceeds." In connection with its $3.0 million subordinated loan to the Company in March 1997, Canterbury Capital acquired warrants to purchase a total of shares of Common Stock of the Company. The warrants were subject to customary anti-dilution provisions and were exercisable at a nominal price. In September 42 46 1997, Canterbury Capital exercised all of those warrants and thereby purchased shares of Common Stock, of which shares are being sold by Canterbury Capital in the offering being made hereby. See "Principal and Selling Stockholders." Eighty-five percent of the total outstanding limited partnership interests of CIS Acquisition Partners, and 100% of the total outstanding limited partnership interests of CSI Partners II, are held by LEF which invests in various business entities through investment partnerships or other entities. LEF also indirectly holds the equity interests in the general partners of both of these partnerships. Thomas J. Maloney, Chairman of the Board of the Company, C. Kenneth Clay, a director of the Company, and William A. Hall, a director of the Company, are all limited partners of LEF. Mr. Maloney is an officer and director of (i) the corporate general partner of LEF, (ii) Credentials G.P., (which is the corporate general partner of Credentials G.P., L.P., which is in turn the general partner of CIS Acquisition Partners), and (iii) Credentials II G.P., Inc. (which is the corporate general partner of Credentials II G.P., L.P., which is in turn the general partner of CSI Partners II), and holds direct and indirect equity interests in each of these partnerships and corporations. Mr. Maloney is an officer and director and a stockholder in Lincolnshire Management, Inc. ("LMI"), an affiliate of LEF which renders management consulting services to business entities in which LEF invests, including the Company. Mr. Hall is a stockholder in LMI, and Mr. Clay is an employee of LMI. Messrs. Hall and Maloney's stock holdings in LMI each constitute less than 10% of the total issued and outstanding capital stock of LMI. Since October 1994, the Company has been a party to a consulting agreement with LMI, an affiliate of the limited partnerships which own the outstanding Common Stock of the Company. Pursuant to this agreement, as amended in December 1996, LMI has rendered and is rendering management and financial consulting services to the Company. These services have included assisting the Company in refinancing and reorganizing its operations during the past year. For its services, the Company paid LMI annual consulting fees and expenses of $259,000 in fiscal year 1995, $368,000 in fiscal year 1996 and $300,000 in fiscal year 1997. LMI and the Company terminated the Consulting Agreement effective at the end of the 1997 fiscal year. During the year ended September 30, 1995, LMI was paid $1.25 million for professional services related primarily to the negotiations of the acquisition from TRW, the negotiation of bank debt agreements and the negotiation of the subordinated debt agreement. In addition, in March 1997, Lincolnshire Management, Inc., was paid $300,000 for professional services relating primarily to the negotiations of the bank debt agreements. In addition, the Company incurred a one-time transaction fee of $500,000 on September 27, 1997 for LMI's consulting services in connection with the successful reorganization and recapitalization program effected by the Company during the 1997 fiscal year. Mr. Maloney is a partner of the law firm of Maloney, Mehlman & Katz, which has rendered legal services to the Company and collected fees from the Company aggregating approximately $212,000 for legal services rendered during the 1997 fiscal year. For information concerning indemnification of directors and officers, see "Management -- Limitation of Liability and Indemnification Matters." 43 47 PRINCIPAL AND SELLING STOCKHOLDERS The following table sets forth certain information regarding beneficial ownership of the Company's Common Stock as of October , 1997, and as adjusted to reflect the sale by the Company and the Selling Stockholders of the shares offered hereby (assuming no exercise of the Underwriters' over-allotment option), by: (i) each person who is known by the Company to own beneficially more than 5% of the Company's Common Stock, (ii) each of the Company's directors and officers named in the Summary Compensation Table set forth under "Management" and (iii) all directors and executive officers of the Company, as a group. SHARES SHARES BENEFICIALLY BENEFICIALLY OWNED PRIOR OWNED AFTER TO OFFERING NUMBER OF OFFERING(1) ------------------- SHARES ------------------- NUMBER PERCENTAGE BEING OFFERED NUMBER PERCENTAGE ------ ---------- ------------- ------ ---------- CSI Investment Partners II, L.P.(1)....... 89.2 % % Canterbury Mezzanine Capital, L.P.(2)..... 10.8 % David C. Thompson......................... (3) Charles Caudle............................ (3) Thomas J. Maloney......................... -- Michael Cossel............................ (3) James M. Rothe............................ (3) Vineet Pruthi............................. (3) All executive officers and directors as a group (11 persons)...................... (3) ------ ----- - --------------- (1) Consists of shares of Common Stock held by CSI Investment Partners II, L.P. Credentials II G.P., L.P. is the managing general partner of CSI Investment Partners II, L.P. For a description of the relationship between CSI Investment Partners II, L.P. and the Company, see "Certain Transactions." The sole limited partner of Credentials II G.P., L.P. is Lincolnshire Equity Fund, L.P. ("LEF"). The general partner of Credentials II G.P., L.P. is Credentials II G.P., Inc., a corporation which is wholly-owned by LEF. The address for CSI Investment Partners II, L.P. is c/o Lincolnshire Management, Inc., 780 Third Avenue, 45th Floor, New York, N.Y. 10017. (2) Includes shares of Common Stock issued upon the exercise in September 1997 of warrants held by Canterbury Mezzanine Capital, L.P. Canterbury Capital LLC, is the managing general partner of Canterbury Mezzanine Capital, L.P. For a description of the relationship between Canterbury Mezzanine Capital, L.P. and the Company, see "Certain Transactions." The address for Canterbury Mezzanine Capital, L.P. is 600 Fifth Avenue, 23rd Floor, New York, N.Y. 10020. (3) Under the terms of the CSI II Partnership Agreement, a group of eleven officers and key employees of the Company hold Class B limited partnership interests in CSI Investment Partners II, L.P. ("CSI Partners II"), a Delaware limited partnership, representing indirect interests in the Company Common Stock held by that partnership. The interests held by those eleven officers and key employees aggregate a 10% interest in CSI Partners II. The foregoing interests were granted pursuant to agreements reached with each such officer in October 1996. Under the terms of the CSI II Partnership Agreement, the interests of each of the eleven individuals vests in accordance with a schedule which provides that one-third of such interest vests in April 1998, an additional one-third vests in April 1999, and the remaining one-third vests in April 2000, contingent upon such individual's continued employment with the Company. Upon vesting of an individual's interest, the Company Common Stock underlying that interest will be distributed to such individual. Assuming full vesting of all such interests shares for all of the eleven individuals, the number of restricted shares that would be distributed would be . See "Certain Transactions." 44 48 DESCRIPTION OF CAPITAL STOCK Upon the closing of this offering, the authorized capital stock of the Company will consist of shares of Common Stock, $.01 par value, and shares of Preferred Stock, $.10 par value. The following summary description of the capital stock of the Company is qualified in its entirety by reference to the Amended and Restated Certificate of Incorporation of the Company and the Bylaws of the Company, a copy of each of which is filed as an exhibit to the Registration Statement of which this Prospectus forms a part. COMMON STOCK As of October , 1997, there were shares of Common Stock outstanding held by stockholders of record. The holders of Common Stock are entitled to one vote for each share held of record on all matters submitted to a vote of the stockholders, including the election of directors, and do not have cumulative voting rights. Accordingly, the holders of a majority of the shares of Common Stock entitled to vote in any election of directors can elect all of the directors standing for election, if they so choose. Subject to preferences that may be applicable to any then outstanding Preferred Stock and applicable law, holders of Common Stock are entitled to receive ratably such dividends, if any, as may be declared by the Board of Directors out of funds legally available therefor. See "Dividend Policy." In the event of any liquidation, dissolution or winding up of the Company, whether voluntary or involuntary, the holders of Common Stock will be entitled to share ratably in the net assets legally available for distribution to such stockholders after the payment or the provision for payment of all debts and other liabilities of the Company and the preferential amounts to which the holders of any outstanding shares of Preferred Stock shall be entitled. Holders of Common Stock have no preemptive or conversion rights or other subscription rights and there are no redemption or sinking fund provisions applicable to the Common Stock. All outstanding shares of Common Stock are, and the Common Stock to be outstanding upon completion of this offering will be, fully paid and nonassessable. PREFERRED STOCK The Board of Directors has the authority, without further action by the stockholders, to issue from time to time additional Preferred Stock in one or more series and to fix the number of shares, designations, preferences, powers, and relative, participating, optional or other special rights and the qualifications or restrictions thereof. The preferences, powers, rights and restrictions of different series of such Preferred Stock may differ with respect to dividend rates, amounts payable on liquidation, voting rights, conversion rights, redemption provisions, sinking fund provisions, purchase funds and other matters. The issuance of additional Preferred Stock could decrease the amount of earnings and assets available for distribution to holders of Common Stock or adversely affect the rights and powers, including voting rights, of the holders of Common Stock, and may have the effect of delaying, deferring or preventing a change in control of the Company. The Company has no present plan to issue additional shares of Preferred Stock. REGISTRATION RIGHTS The outstanding shares of Common Stock owned by CSI Partners II and Canterbury Capital (other than the shares being offered by such parties pursuant to this Prospectus) are not registered under the Securities Act, and, accordingly, may not be re-offered or re-sold in the United States absent registration under the Securities Act or an applicable exemption from the registration requirements under the Securities Act. Under a Registration Rights Agreement among the Company, CSI Partners II and Canterbury Capital (the "Registration Rights Agreement"), any Holder (as defined below) of the Common Stock has the right to request that the Company register their shares of Common Stock and any Common Stock which may be issued or distributed in respect thereof by way of recapitalization, reclassification, stock dividend, stock split or other distribution ("Registrable Securities"). Any stockholder owning Registrable Securities that have not been sold to the public has the right, after , 199 , to require the Company to use its best efforts to register under the Securities Act at least shares of Registrable Securities for resale in up to two 45 49 registrations upon demand. In addition, the Company has agreed to include in unlimited incidental ("piggyback") registrations shares of Common Stock held by CSI Partners II and Canterbury Capital or by any transferee of the registration rights as permitted under the Registration Rights Agreement (any of which is a "Holder"), provided that the number of shares of Common Stock that such Holder requests to be included is not less than . If the Company qualifies for the use of Form S-3 as promulgated by the Securities and Exchange Commission, then at any time after , 199 any Holder has the right to cause the Company to use its best efforts to effect a registration of at least shares of the Registrable Securities on behalf of such Holder and other Holders. The registration rights are assignable by any Holder to any transferee acquiring at least Registrable Securities. The Company will pay all registration expenses in connection with each registration of Registrable Securities pursuant to the Registration Rights Agreement. See "Risk Factors -- Shares Eligible for Future Sale; Registration Rights" and "Shares Available for Future Sale." DELAWARE ANTI-TAKEOVER LAW AND CERTAIN CHARTER AND BYLAW PROVISIONS The Company's Amended and Restated Bylaws (the "Bylaws") provide that any action required or permitted to be taken by stockholders of the Company must be effected at a duly called annual or special meeting of stockholders and may not be effected by any consent in writing, and requires reasonable advance notice by a stockholder of a proposal or director nomination which such stockholder desires to present at any annual or special meeting of stockholders. Special meetings of the stockholders may be called only by the Chairman of the Board, the Chief Executive Officer or, if none, the President of the Company or by the Board of Directors. The Company's Amended and Restated Certificate of Incorporation (the "Charter") provides for a classified Board of Directors, and that members of the Board of Directors may be removed only for cause upon the affirmative vote of holders of at least two-thirds of the shares of capital stock of the Company entitled to vote. In addition, shares of the Company's Preferred Stock may be issued in the future without stockholder approval and upon such terms and conditions, and having such rights, privileges and preferences, as the Board of Directors may determine. The rights of the holders of Common Stock will be subject to, and may be adversely affected by, the rights of any holders of Preferred Stock that may be issued in the future. The Company has no present plans to issue any shares of Preferred Stock. Furthermore, the Company is subject to the anti-takeover provisions of Section 203 of the Delaware General Corporation Law which prohibit the Company from engaging in a "business combination" with an "interested stockholder" for a period of three years after the date of the transaction in which the person became an interested stockholder, unless the business combination is approved in a prescribed manner or meets other criteria. These provisions, and other provisions of the Charter, may have the effect of deterring hostile takeovers or delaying or preventing changes in control or management of the Company, including transactions in which stockholders might otherwise receive a premium for their shares over then current market prices. In addition, these provisions may limit the ability of stockholders to approve transactions that they may deem to be in their best interests. See "Risk Factors -- Anti-Takeover Provisions." TRANSFER AGENT AND REGISTRAR The Company has appointed LaSalle National Bank, Chicago, Illinois, as the Transfer Agent and Registrar for the Common Stock. 46 50 SHARES ELIGIBLE FOR FUTURE SALE Prior to this offering, there has been no public market for the Common Stock of the Company, and no predictions can be made regarding the effect, if any, that market sales of shares or the availability of shares for sale will have on the market price prevailing from time to time. As described below, only a limited number of shares will be available for sale shortly after this offering due to certain contractual and legal restrictions on resale. Nevertheless, sales of substantial amounts of Common Stock of the Company in the public market after the restrictions lapse could adversely affect the prevailing market price. Upon completion of this offering, the Company will have outstanding shares of Common Stock. The shares of Common Stock being sold hereby will be freely tradable (other than by an "affiliate" of the Company as such term is defined in the Securities Act) without restriction or registration under the Securities Act. All remaining shares were issued and sold by the Company in private transactions ("Restricted Shares") and are eligible for public sale if registered under the Securities Act or sold in accordance with Rule 144. The Company's directors, executive officers and certain stockholders, who collectively hold an aggregate of shares of Common Stock, have agreed pursuant to certain agreements that they will not sell any Common Stock owned by them without the prior written consent of PaineWebber Incorporated for a period of 180 days from the date of this Prospectus (the "Lock-Up Period"). Following the expiration of the Lock-Up Period, approximately shares of Common Stock, will be available for sale in the public market subject to compliance with Rule 144. See "Underwriting." In general, under Rule 144 as currently in effect, beginning 90 days after the date of this Prospectus, an affiliate of the Company, or a holder of Restricted Shares who beneficially owns shares that were not acquired from the Company or an affiliate of the Company within the previous one year, would be entitled to sell within any three-month period a number of shares that does not exceed the greater of 1% of the then outstanding shares of Common Stock (approximately shares immediately after this offering), or the average weekly trading volume of the Common Stock during the four calendar weeks preceding the date on which notice of the sale is filed with the Securities and Exchange Commission (the "Commission"). Sales under Rule 144 are subject to certain requirements relating to manner of sale, notice and availability of current public information about the Company. However, a person (or persons whose shares are aggregated) who is not deemed to have been an affiliate of the Company at any time during the 90 days immediately preceding the sale and who beneficially owns Restricted Shares is entitled to sell such shares under Rule 144(k) without regard to the limitations described above; provided that at least two years have elapsed since the later of the date the shares were acquired from the Company or from an affiliate of the Company. The foregoing is a summary of Rule 144 and is not intended to be a complete description of it. The Company intends to file a registration statement on Form S-8 covering the shares underlying the options available for grant under the Company's 1997 Stock Option Plan. See "Management -- Stock Option Plan." 47 51 UNDERWRITING The Underwriters named below, acting through PaineWebber Incorporated and Hambrecht & Quist LLC (the "Representatives"), have severally agreed, subject to the terms and conditions set forth in the Underwriting Agreement by and among the Company, the Selling Stockholders and the Representatives (the "Underwriting Agreement"), to purchase from the Company and the Selling Stockholders, and the Company and the Selling Stockholders have agreed to sell to the Underwriters shares and shares, respectively, of the Company's Common Stock, which in the aggregate equals the number of shares of Common Stock set forth opposite the names of such Underwriters below: NUMBER OF UNDERWRITER SHARES ----------- --------- PaineWebber Incorporated.......................................... Hambrecht & Quist LLC............................................. Total................................................... ========= The Underwriting Agreement provides that the obligation of the Underwriters to purchase all of the shares of Common Stock is subject to certain conditions. The Underwriters are committed to purchase, and the Company and the Selling Stockholders are obligated to sell, all of the shares of Common Stock offered by this Prospectus, if any of the shares of Common Stock being sold pursuant to the Underwriting Agreement are purchased. The Company and the Selling Stockholders have been advised by the Representatives that the Underwriters propose to offer the shares of Common Stock to the public at the public offering price set forth on the cover page of this Prospectus, and to certain securities dealers at such price less a concession not in excess of $ per share. The Underwriters may allow, and such dealers may re-allow, a discount not in excess of $ per share. After the initial public offering, the public offering price and the concessions and discounts may be changed by the Representatives. The Selling Stockholders have granted an option to the Underwriters, exercisable during the 30-day period after the date of this Prospectus, to purchase up to additional shares of Common Stock at the public offering price less the underwriting discount and commissions set forth on the cover page of this Prospectus. The Underwriters may exercise such option only to cover over-allotments in the sale of the shares that the Underwriters have agreed to purchase. To the extent that the Underwriters exercise such option, each of the Underwriters will become obligated, subject to certain conditions, to purchase approximately the same percentage of such additional shares as the percentage of shares of Common Stock that each such Underwriter is obligated to purchase pursuant to the Underwriting Agreement and as shown in the table set forth above. The Company and the Selling Stockholders have agreed to indemnify the Underwriters against certain liabilities, including liabilities under the Securities Act, or to contribute to payments that the Underwriters may be required to make in respect thereof. The Company, its directors and executive officers and certain stockholders have agreed not to offer, sell, contract to sell or grant any option to purchase or otherwise dispose of any shares of Common Stock owned by them prior to the expiration of 180 days from the date of this Prospectus, except (i) for shares of Common Stock offered hereby, (ii) with the prior written consent of PaineWebber Incorporated; and (iii) in the case of the Company, for the issuance of shares of Common Stock upon the exercise of options or the grant of options to purchase shares of Common Stock. Prior to the offering, there has been no established trading market for the shares of Common Stock. The initial public offering price for the Common Stock offered hereby has been determined by negotiation among the Company, the Selling Stockholders and the Underwriters. Among the factors considered in making such determination were the history of and the prospects for the industry in which the Company competes, an 48 52 assessment of the Company's management, the past and present operations of the Company, the historical results of operations of the Company and the trend of its revenues and earnings, the prospects for future earnings of the Company, the general condition of the securities markets at the time of the offering, the prices of similar securities of generally comparable companies and other relevant factors. There can be no assurance that an active trading market will develop for the Common Stock or that the Common Stock will trade in the public market subsequent to the offerings at or above the initial public offering price. In order to facilitate the offering of the Common Stock, the Underwriters may engage in transactions that stabilize, maintain or otherwise affect the price of the Common Stock. Specifically, the Underwriters may over-allot in connection with this offering, creating a short position in the Common Stock for their own account. In addition, to cover overallotments or to stabilize the price of the Common Stock, the Underwriters may bid for, and purchase, shares of the Common Stock in the open market. The Underwriters may also reclaim selling concessions allowed to an underwriter or a dealer for distributing the Common Stock in transactions to cover their short positions, in stabilization transactions or otherwise. Finally, the Underwriters may bid for, and purchase, shares of the Common Stock in market making transactions and impose penalty bids. These activities may stabilize or maintain the market price of the Common Stock above market levels that might otherwise prevail. The Underwriters are not required to engage in these activities, and may end any of these activities at any time. LEGAL MATTERS Certain legal matters with respect to the validity of the Common Stock offered hereby will be passed upon for the Company by Maloney, Mehlman & Katz, New York, New York, counsel to the Company and to CSI Partners II. Certain other legal matters will be passed upon for the Company by Pillsbury Madison & Sutro LLP, New York, New York, special securities counsel to the Company, and for the Underwriters by Shearman & Sterling, San Francisco, California. Thomas J. Maloney, Chairman of the Board of the Company, is a partner of Maloney, Mehlman & Katz, and Mr. Maloney and another partner of that firm hold indirect beneficial equity interests in the Company's Common Stock. EXPERTS The financial statements of Credentials Services International, Inc. at September 30, 1996 and June 27, 1997 and for each of the two years in the period ended September 27, 1996 and for the nine-month period ended June 27, 1997, included in this Prospectus have been audited by Coopers & Lybrand L.L.P., independent public accountants, as stated in their report appearing herein, and have been so included in reliance upon the report of such firm given upon its authority as experts in accounting and auditing. ADDITIONAL INFORMATION The Company has filed with the Securities and Exchange Commission (the "Commission") a Registration Statement under the Securities Act with respect to the Common Stock offered hereby. This Prospectus does not contain all of the information set forth in the Registration Statement and the exhibits and schedules thereto. For further information with respect to the Company and the Common Stock offered hereby, reference is hereby made to such Registration Statement, exhibits and schedules. Statements contained in this Prospectus regarding the contents of any contract or other document are not necessarily complete; with respect to each such contract or document filed as an exhibit to the Registration Statement, reference is made to the exhibit for a more complete description of the matter involved, and each such statement shall be deemed qualified in its entirety by such reference. A copy of the Registration Statement, including the exhibits and schedules thereto, may be inspected without charge at the principal office of the Commission, 450 Fifth Street, N.W., Washington, D.C. 20549, and copies of such material may be obtained from such office upon payment of the fees prescribed by the Commission. In addition, the Commission maintains a World Wide Web site on the Internet at http://www.sec.gov that contains reports, proxy and information statements and other information regarding registrants that file electronically with the Commission. 49 53 CREDENTIALS SERVICES INTERNATIONAL, INC. INDEX TO THE FINANCIAL STATEMENTS Report of Independent Accountants...................................................... F-2 Balance Sheets as of September 27, 1996 and June 27, 1997.............................. F-3 Statements of Operations for the fiscal years ended September 30, 1995 and September 27, 1996, and the nine-month periods ended June 28, 1996 (unaudited) and June 27, 1997................................................................................. F-4 Statements of Stockholders' Equity for the fiscal years ended September 30, 1995 and September 27, 1996, and the nine-month period ended June 27, 1997.................... F-5 Statements of Cash Flows for the fiscal years ended September 30, 1995 and September 27, 1996 and the nine-month periods ended June 28, 1996 (unaudited) and June 27, 1997................................................................................. F-6 Notes to Financial Statements.......................................................... F-7 F-1 54 REPORT OF INDEPENDENT ACCOUNTANTS To the Board of Directors of Credentials Services International, Inc. We have audited the accompanying balance sheets of Credentials Services International, Inc. (the "Company") as of September 27, 1996 and June 27, 1997, and the related statements of operations, accumulated deficit, and cash flows for the years ended September 30, 1995 and September 27, 1996 and the nine-month period ended June 27, 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 these 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 Credentials Services International, Inc. as of September 27, 1996 and June 27, 1997, and the results of its operations and its cash flows for the years ended September 30, 1995 and September 27, 1996 and the nine-month period ended June 27, 1997 in conformity with generally accepted accounting principles. /s/ COOPERS & LYBRAND L.L.P. ---------------------------------- Los Angeles, California October 3, 1997 F-2 55 CREDENTIALS SERVICES INTERNATIONAL, INC. BALANCE SHEETS (IN THOUSANDS, EXCEPT SHARE AND PER SHARE DATA) ASSETS SEPTEMBER 27, JUNE 27, 1996 1997 ------------- ------------- Current assets Cash and cash equivalents........................................... $ 1,613 $ 299 Accounts receivable, net of allowance for uncollectible accounts of $147 (1996) and $559 (1997)...................................... 707 2,950 Current portion of deferred member solicitation costs and related commissions...................................................... 5,826 10,520 Prepaid member solicitation costs................................... 766 2,333 Other............................................................... 184 162 ------- -------- Total current assets........................................ 9,096 16,264 ------- -------- Deferred member solicitation costs and related commissions, net of current portion..................................................... 2,825 Property and equipment, net of accumulated depreciation of $381 (1996) and $798 (1997)..................................................... 3,265 4,922 Purchased memberships, net of accumulated amortization of $4,265 (1996) and $5,864 (1997)............................................ 7,581 5,982 Goodwill, net of accumulated amortization of $1,063 (1996) and $1,462 (1997).............................................................. 6,909 6,511 Deferred financing costs, net of accumulated amortization of $467 (1996) and $689 (1997).............................................. 701 1,192 ------- -------- Total assets................................................ $27,552 $ 37,696 ======= ======== LIABILITIES AND STOCKHOLDERS' DEFICIT Current liabilities Accounts payable.................................................... $ 5,671 $ 4,775 Accrued expenses.................................................... 1,692 3,390 Current portion of note payable to bank............................. 2,200 4,447 Current portion of deferred revenue................................. 21,074 22,202 Allowance for cancellations......................................... 1,216 1,565 Current portion of capital lease obligations........................ 222 306 Other current liabilities........................................... 387 -- ------- -------- Total current liabilities................................... 32,462 36,685 ------- -------- Deferred revenue, net of current portion.............................. 9,205 8,940 Capital lease obligations, net of current portion..................... 265 338 Note payable to bank, net of current portion.......................... 6,850 5,600 Subordinated notes payable............................................ 3,000 5,815 ------- -------- Total liabilities........................................... 51,782 57,378 ======= ======== Stockholders' deficit Series A Cumulative Preferred Stock, par value $0.10 per share; 2,000 shares authorized; no shares issued or outstanding......... -- -- Common stock, par value $.01 per share; 1,000 (1996), 50,000 (1997) shares authorized; 100 (1996), 40,000 (1997) shares issued and outstanding...................................................... 1 1 Common stock purchase warrant....................................... -- 200 Additional paid-in capital.......................................... 3,999 6,999 Accumulated deficit................................................. (28,230) (26,882) ------- -------- Total stockholders' deficit................................. (24,230) (19,682) ------- -------- Total liabilities and stockholders' deficit................. $27,552 $ 37,696 ======= ======== The accompanying notes are an integral part of these financial statements. F-3 56 CREDENTIALS SERVICES INTERNATIONAL, INC. STATEMENTS OF OPERATIONS (IN THOUSANDS, EXCEPT SHARE AND PER SHARE DATA) FOR THE NINE-MONTH PERIODS ENDED FOR THE YEARS ENDED --------------------------- ------------------------------- JUNE 28, SEPTEMBER 30, SEPTEMBER 27, 1996 JUNE 27, 1995 1996 (UNAUDITED) 1997 ------------- ------------- ----------- ----------- REVENUES Membership fees........................... $ 12,540 $ 24,556 $ 17,091 $28,208 OPERATING EXPENSES Marketing................................. 4,854 22,605 15,899 10,254 Membership servicing...................... 4,128 12,999 8,768 8,419 General and administrative................ 8,102 9,581 6,916 6,983 ------- -------- -------- ------- Total operating expenses.......... 17,084 45,185 31,583 25,656 Operating income (loss)..................... (4,544) (20,629) (14,492) 2,552 Interest expense.......................... 1,239 1,818 893 1,052 ------- -------- -------- ------- Income (loss) before provision for income taxes and extraordinary item.............. (5,783) (22,447) (15,385) 1,500 Provision for income taxes.................. -- -- -- 61 ------- -------- -------- ------- Income (loss) before extraordinary item..... (5,783) (22,447) (15,385) 1,439 Extraordinary item: Loss on early extinguishment of debt, net of income tax benefit of $61............................ -- -- -- 91 ------- -------- -------- ------- Net income (loss)........................... $ (5,783) $ (22,447) $ (15,385) $ 1,348 ======= ======== ======== ======= Net income (loss) per common and common equivalent share.......................... $ (128.96) $ (500.57) $ (343.09) $ 30.06 ======= ======== ======== ======= Weighted average common and common equivalent shares......................... 44,843 44,843 44,843 44,843 ======= ======== ======== ======= The accompanying notes are an integral part of these financial statements. F-4 57 CREDENTIALS SERVICES INTERNATIONAL, INC. STATEMENTS OF STOCKHOLDERS' EQUITY (IN THOUSANDS, EXCEPT SHARE AND PER SHARE DATA) SERIES A COMMON COMMON STOCK PREFERRED STOCK STOCK ADDITIONAL --------------- --------------- PURCHASE PAID-IN ACCUMULATED SHARES AMOUNT SHARES AMOUNT WARRANTS CAPITAL DEFICIT TOTAL ------- ------ ------ ------ -------- ---------- ----------- -------- For the years ended September 30, 1995 and September 27, 1996: - ----------------------------------------- Issuance of common stock............... 100 $ 4,000 $ 4,000 Net loss............................... $ (5,783) (5,783) ------ ---------- ---------- Balances at September 30, 1995......... 100 4,000 (5,783) (1,783) Net loss............................... (22,447) (22,447) ---------- ---------- Balances at September 27, 1996......... 100 4,000 (28,230) (24,230) ------ --------- ---------- ---------- For the nine-month period ended June 27, 1997: - ----------------------------------------- Issuance of preferred stock and common stock purchase warrant............... 3,000 $ 1 $ 1 2,998 3,000 Exercise of common stock purchase warrant.............................. 9,900 (1) 1 Issuance of common stock in exchange for preferred stock.................. 30,000 $1 (3,000) (1) Issuance of common stock purchase warrant in connection with subordinated note payable............ 200 200 Net income............................. 1,348 1,348 ------ --- ------- ---- - ----- --------- ---------- ---------- Balances -- June 27, 1997................ 40,000 $1 -- -- $ 200 $ 6,999 $ (26,882) $(19,682) ====== === ======= ===== ===== ========= ========== ========== The accompanying notes are an integral part of these financial statements. F-5 58 CREDENTIALS SERVICES INTERNATIONAL, INC. STATEMENTS OF CASH FLOWS (IN THOUSANDS) FOR THE YEAR ENDED FOR THE NINE-MONTH ------------------------------- PERIODS ENDED SEPTEMBER 30, SEPTEMBER 27, ------------------------------- 1995 1996 JUNE 28, 1996 JUNE 27, 1997 ------------- ------------- ------------- ------------- (UNAUDITED) CASH FLOWS FROM OPERATING ACTIVITIES Net income (loss)................................. $ (5,783) $ (22,447) $ (15,385) $ 1,348 Adjustments to reconcile net income (loss) to net cash provided by (used in) operating activities: Depreciation and amortization................... 3,095 3,062 2,247 2,857 Deferred member solicitation costs and related commissions paid.............................. (10,181) (22,889) (16,025) (18,097) Deferred member solicitation costs and related commissions charged to expense................ 5,474 21,770 15,350 10,578 Extraordinary item: Loss on early extinguishment of debt....................................... -- -- -- 91 Decrease (increase) in accounts receivable...... 57 (431) (102) (2,243) Increase in prepaid member solicitation costs... -- (766) (1,396) (1,567) (Increase) decrease in other current assets..... (169) (15) (512) 22 Increase (decrease) in accounts payable......... 652 4,277 3,046 (896) Increase (decrease) in accrued expenses......... 2,078 (386) (751) 1,698 Increase in deferred revenue.................... 17,840 12,439 8,761 863 Decrease in membership servicing liability...... (4,173) -- -- -- Increase (decrease) in allowance for cancellations................................. 627 589 1,221 349 Increase (decrease) in other current liabilities................................... -- 387 (387) -------- -------- -------- -------- Net cash provided by (used in) operating activities...................................... 9,517 (4,410) (3,546) (5,384) -------- -------- -------- -------- CASH FLOWS FROM INVESTING ACTIVITIES Purchase of equipment........................... (837) (1,430) (1,013) (1,713) Purchase of assets from TRW..................... (12,822) -- -- -- -------- -------- -------- -------- Net cash used in investing activities............. (13,659) (1,430) (1,013) (1,713) -------- -------- -------- -------- CASH FLOWS FROM FINANCING ACTIVITIES Proceeds from notes payable to bank............. 11,000 1,350 -- 12,379 Capital lease payments.......................... (69) (217) (185) (205) Proceeds from sale of common stock.............. 4,000 -- -- -- Proceeds from junior subordinated note payable....................................... -- -- -- 2,800 Proceeds from common stock purchase warrant..... -- -- -- 200 Proceeds from sale of preferred stock........... -- -- -- 3,000 Repayment of note payable -- bank............... (1,650) (1,650) (1,100) (11,382) Financing costs paid............................ (1,169) (1,009) -------- -------- -------- -------- Net cash provided by (used in) financing activities...................................... 12,112 (517) (1,285) 5,783 -------- -------- -------- -------- Net increase (decrease) in cash................... 7,970 (6,357) (5,844) (1,314) Cash and cash equivalents at beginning of period.......................................... -- 7,970 7,970 1,613 -------- -------- -------- -------- Cash and cash equivalents at end of period........ $ 7,970 $ 1,613 $ 2,126 $ 299 ======== ======== ======== ======== SUPPLEMENTAL DISCLOSURES Cash paid for interest............................ $ 1,166 $ 1,026 $ 710 $ 673 Leased asset additions and related obligations.... $ 656 $ 117 $ 117 $ 361 Subordinated note payable to TRW.................. $ 3,000 Preferred stock exchanged for common stock........ -- -- -- $ 3,000 The accompanying notes are an integral part of these financial statements. F-6 59 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS 1. ORGANIZATION Credentials Services International, Inc. (the "Company"), is a Delaware corporation which provides credit report monitoring services to consumers. The services include provision of Experian credit reports to members, prompt notification of inquiries made into a member's Experian credit record, a quarterly newsletter about significant credit related issues, and various other notifications to members principally related to activity within their Experian credit record. The Company sells primarily one- and three-year memberships to the Credentials(R) Monitoring Service which automatically renew unless canceled by the subscriber. New members are generally provided with one month of free service as a trial period. The Company markets its membership programs to consumers using direct marketing techniques, primarily by direct mail and telemarketing campaigns conducted through endorsed co-marketing relationships with credit card issuers and other businesses that have a large customer base, such as banks, retailers and oil companies. The Company's headquarters are located in Orange, California and it maintains a customer service facility in Plano, Texas. Prior to November 1996, the Company was wholly-owned by CIS Acquisition Partners, L.P., a Delaware limited partnership. As discussed more fully in Note 11, through a series of equity transactions in November 1996 through March 1997, CSI Investment Partners II, L.P., a Delaware limited partnership ("CSI Partners II"), acquired ownership of approximately 99.75% of the Company and became the Company's parent. CIS Acquisition Partners, L.P. and CSI Partners II are related partnerships whose principal limited partner is Lincolnshire Equity Fund, L.P. 2. MANAGEMENT'S PLAN The Company incurred substantial net losses for the years ended September 30, 1995 and September 27, 1996. In addition, as of June 27, 1996, the Company had a significant stockholders' deficit and a large working capital deficit. Management believes that the prior year losses were primarily attributable to the startup of the Company's operations (1995) and failed marketing programs (1996). In 1996, the losses caused a severe liquidity shortfall thereby affecting the Company's ability to undertake new programs and enter into new co- marketer relationships. In August 1996, the Company's Board of Directors appointed a new management team. In November 1996 and January 1997, the Company received equity infusions aggregating $3,000,000 and, in January 1997, the bank loan was refinanced to provide additional liquidity to the Company. The Company also received a $3,000,000 subordinated term loan in March of 1997. The Company's marketing strategy since September 27, 1996, has been to rebuild the Company's core distribution channel i.e. marketing through financial institutions followed by expansion to other card issuing organizations (such as oil companies and retailers) and then to other membership type organizations. Management believes that this strategy will enable the Company to build a larger membership base that should yield consistent and high margin renewal income. Management believes that its existing cash balances, funds generated from operations and borrowing available under the Company's bank revolving line of credit are sufficient to provide for the Company's future cash needs. 3. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES Fiscal Year -- The Company has a 52-week fiscal year, which ends on the last Friday of September. Basis of Presentation and Use of Estimates -- The accompanying financial statements have been prepared in accordance with generally accepted accounting principles. The preparation of financial statements in conformity with generally accepted accounting principles requires management to make estimates and assumptions that affect the amounts reported in the financial statements and accompanying notes. Actual results could differ from those estimates. F-7 60 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 3. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED) Reclassifications -- Certain reclassifications have been made in prior period financial statements to conform to the current presentation. Cash and Cash Equivalents -- Cash and cash equivalents include cash-on-hand, demand deposits and short term investments with original maturities of three months or less. Revenue Recognition -- Initial and renewal membership fees are generally billed to members credit cards. An allowance for cancellation is established based on the Company's historical cancellation experience. Deferred membership fees are recorded, net of estimated cancellations, when the free one-month trial period has elapsed and are amortized as membership fees on a straight-line basis over the membership period, generally 12 to 36 months. During an initial membership period, a member may cancel his or her membership generally for a complete refund of the membership fee. At September 27, 1996 and June 27, 1997, the Company had memberships in the amount of $2,142,000 and $7,351,000, respectively (before consideration of cancellations and refunds which have generally ranged from 45% to 60%), which were in their 30-day trial period and for which revenue had not been recognized as of the respective period end. Commission Expense -- The Company has co-marketing agreements with credit card issuers and pays commissions under the terms of these agreements based principally on a percentage of billings. Such commissions are deferred, consistent with the associated revenue, and amortized to expense ratably over the subscription period of the membership. Deferred Member Solicitation Costs -- Member solicitation costs relate primarily to the acquisition of new members through direct response type marketing promotions and include payments for postage, printing, the purchase of contact lists, telemarketing, and other direct costs incurred to acquire or retain members. These costs are deferred and amortized to expense on a straight-line basis over the term of the initial membership period. Prepaid member solicitation costs include new member acquisition costs pertaining to solicitation promotions that were in process at the end of the fiscal year. Accordingly, no membership fees have been received or recognized. These costs are generally accumulated over a three- to four-month promotional period and begin to amortize when related revenues are recognized. The Company periodically compares deferred member solicitation costs to related membership fees (net of related estimated direct membership servicing costs for the membership period) generated by each marketing effort and, when necessary, records an adjustment to recognize any impairment. Property and Equipment -- Property and equipment are stated at cost less accumulated depreciation. Depreciation and amortization is provided using the straight-line method over the estimated useful lives of the related assets, which vary from four to ten years. Expenditures for major renewals and betterment are capitalized, while minor replacements, maintenance and repairs which do not extend the asset lives are expensed as incurred. When assets are sold or otherwise disposed of, the cost and related accumulated depreciation or amortization is removed from the respective accounts, and any resulting gain or loss is recognized. The Company capitalizes various costs of computer software developed and obtained for internal use including external direct costs of materials and services and certain direct, payroll and related costs. Purchased Memberships -- Purchased memberships represents the cost of the purchased membership base at October 1, 1994, the date the business was purchased by the Company from TRW, Inc.. The amount was determined based upon the discounted estimated future net cash flows to be generated from the purchased memberships assuming renewal rates based upon historical experience. Purchased memberships are amortized on a straight-line basis over a period of five years. Periodically, the Company compares actual member F-8 61 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 3. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES (CONTINUED) renewal rates to the estimated renewal rates used in establishing the initial cost of the purchased membership base to determine if any provision for impairment is necessary. Goodwill -- Goodwill represents the difference between the purchase price of the assets acquired from TRW, Inc. and the value of the net assets acquired. Such goodwill is being amortized on a straight-line basis over 15 years. Periodically, the Company evaluates the actual and projected future undiscounted cash flows of the Company to determine if any provision for impairment is necessary. Deferred Financing Costs -- Costs associated with obtaining long-term debt financing have been capitalized and are amortized over the repayment term of the related debt using a method that approximates the effective interest method. Income Taxes -- The Company uses the liability method of accounting for income taxes, which requires the recognition of deferred tax liabilities and assets for the expected future tax consequences of events that have been included in the financial statements or tax returns. Under this method, deferred income taxes are recognized for the tax consequences in future years of differences between the tax bases of assets and liabilities and their financial reporting amounts at each year-end based on enacted tax laws and statutory tax rates applicable to the periods in which the differences are expected to affect taxable income. Valuation allowances are established, when necessary, to reduce deferred tax assets to the amount expected to be realized. The provision for income taxes represents the tax payable for the period and the change during the year in deferred tax assets and liabilities. Net Income (loss) Per Common Share -- Net income (loss) per share has been computed in accordance with Securities and Exchange Commission Staff Accounting Bulletin (SAB) No. 83. The SAB requires that common shares issued by the Company in the twelve months immediately preceding a proposed public offering plus the number of common equivalent shares which became issuable during the same period pursuant to the grant of warrants and stock options (using the treasury stock method) at prices substantially less than the initial public offering price be included in the calculation of common stock and common stock equivalent shares as if they were outstanding for all periods presented. Recently Issued Accounting Pronouncements -- In February 1997, the Financial Accounting Standards Board issued Statement of Financial Accounting Standards No. 128, "Earnings Per Share" ("FAS 128"). FAS 128 will change the computation, presentation and disclosure requirements for earnings per share. FAS 128 requires presentation of "basic" and "diluted" earnings per share, as defined, on the face of the income statement for all entities with complex capital structures. FAS 128 is effective for financial statements issued for periods ending after December 15, 1997 and requires restatement of all prior period earnings per share accounts. Management does not believe that this restatement will have a material impact on its earnings per share statements when adopted in fiscal 1998. In June 1997, the Financial Accounting Standards Board issued Statement of Financial Accounting Standards Nos. 130, "Comprehensive Income" ("FAS 130") and 131, "Disclosures About Segments of an Enterprise and Related Information" ("FAS 131"). FAS 130 establishes standards for reporting and display of comprehensive income and its components in a full set of general purpose financial statements. FAS 131 establishes standards for the way that public business enterprises report information about operating segments in annual financial statements and requires that those enterprises report selected information about operating segments in interim financial reports issued to shareholders. It also establishes standards for related disclosures about products and services, geographic areas, and major customers. F-9 62 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 4. ACCOUNTS RECEIVABLE The Company's accounts receivable represent in process credit card billings for new members that were submitted upon the expiration of the free trial period, in process credit card billings for renewal members, and amounts owed to the company by certain co-marketers who billed and collected membership fees on behalf of the Company. 5. PROPERTY AND EQUIPMENT The Company's property and equipment as of September 27, 1996 and June 27, 1997 was as follows (in thousands): SEPTEMBER 27, JUNE 27, 1996 1997 ------------- ------------- Office furniture................................ $ 63 $ 191 Office equipment................................ 458 447 Computer equipment.............................. 1,454 1,840 Leasehold improvements.......................... 156 220 Capitalized software............................ 1,515 3,022 ------ ------ Total................................. 3,646 5,720 Less, accumulated depreciation.................. (381) (798) ------ ------ Net property and equipment...................... $ 3,265 $ 4,922 ====== ====== The Company's depreciation expense for the periods ended September 30, 1995, September 27, 1996 and June 27, 1997, was $217,000, $164,000 and $417,000, respectively. 6. NOTES PAYABLE Principal balances of notes payable at September 27, 1996 and June 27, 1997 consist of the following (in thousands): SEPTEMBER 27, JUNE 27, 1996 1997 ------------- ------------- Term note payable to bank....................... $ 9,050 $ 7,950 Revolving line of credit........................ -- 2,097 ------- ------- 9,050 10,047 Less: Current maturities........................ (2,200) (4,447) ------- ------- $ 6,850 $ 5,600 ======= ======= The principal balance on the note payable to bank at September 27, 1996 was $9,050,000. The loan agreement required that the Company make quarterly interest payments at a variable interest rate based, at the Company's option, on Prime, the Federal Funds rate, or LIBOR. The interest rate in effect at September 27, 1996 was approximately 9.75%. Substantially all of the Company's assets and a pledge of all of the Company's outstanding common stock collateralized the note. The note payable agreement contained various restrictive covenants, including provisions for minimum debt service, cash flow, and deferred revenue to deferred costs ratios. Additionally, such provisions prohibited the incurrence of additional indebtedness without lender approval. In January 1997, the note payable to bank was re-financed with another bank which provided an $11,000,000 line of credit consisting of an $8,500,000 Term Note and a $2,500,000 maximum amount revolving line of credit. Principal on the Term Note is payable in eleven quarterly installments commencing March 31, 1997. Interest is payable monthly at a variable rate based, at the Company's option, on Prime, the Federal Funds rate or LIBOR. The interest rate in effect at June 27, 1997 was approximately 8.43%. Substantially all of the Company's assets and a pledge of all outstanding common stock collateralize the note. F-10 63 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 6. NOTES PAYABLE (CONTINUED) The note payable agreement contains various restrictive covenants, including provisions for minimum EBITDA requirements, the maintenance of minimum subscriber levels, and debt to cash flow coverage ratios. Additionally, such provisions prohibit the incurrence of additional indebtedness without lender approval and restrict the Company's ability to pay dividends. Borrowings on the Company's revolving line of credit are formula-based. The formula is based upon the level of eligible accounts receivable, as defined in the credit agreement, with a maximum borrowing limit of $2,500,000. The balance borrowed on the revolving line of credit is due on September 30, 1999. Interest is payable monthly at a variable rate based, at the Company's option, on Prime, the Federal Funds rate or LIBOR. The interest rate in effect at June 27, 1997 was approximately 9.50%. The revolving line of credit is collateralized by current assets, therefore the Company classifies the obligation due under the line as a current liability. Future minimum principal payments due on notes payable as of June 27, 1997 are as follows (in thousands): YEARS TO END JUNE ----------------- 1998............................................. $ 4,447 1999............................................. 2,975 2000............................................. 2,625 ------- $10,047 ======= In January 1997, the Company refinanced its prior note payable to a bank and wrote-off the remaining unamortized debt issuance costs related to that note payable ($91,054, net of related income tax benefit of $60,702) as an extraordinary item in the accompanying statement of operations. 7. SUBORDINATED NOTES PAYABLE Subordinated notes payable at September 27, 1996 and June 27, 1997 consist of the following (in thousands): SEPTEMBER 27, JUNE 27, 1996 1997 ------------- -------- Subordinated note payable to TRW, Inc................... $ 3,000 $3,000 Junior subordinated note payable to Canterbury, net of unamortized discount of $185,000...................... -- 2,815 ------ ------ $ 3,000 $5,815 ====== ====== In conjunction with the acquisition of "TRW Credentials", the Company entered into a subordinated debt agreement with TRW, Inc. The principal amount of the note is $3,000,000 due in full on December 31, 1999, with interest, based on LIBOR, payable quarterly. As of September 27, 1996 and June 27, 1997, the interest rates that were in effect were 9.0625% and 9.31%, respectively. The agreement includes a mandatory prepayment based on a percentage of excess cash as defined in the agreement. In March 1997, Canterbury Mezzanine Capital L.P. ("Canterbury") loaned to the Company $3,000,000 represented by a junior subordinated note payable. Principal on the note is payable in two equal installments on March 10, 2001 and March 10, 2002. Interest is payable semi-annually in arrears at a fixed rate per annum equal to 12% per annum. The note payable agreement contains several restrictive covenants, including provisions for minimum debt to cash flow coverage ratios, limitations on number of mailings and telemarketing activity and restrictions on the incurrence of additional indebtedness, subject to the terms of the loan agreement. F-11 64 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 7. SUBORDINATED NOTES PAYABLE (CONTINUED) In accordance with the provisions of the note payable to Canterbury, the Company granted a warrant to Canterbury to purchase 4,843.05 shares of the Company's Common Stock. The warrant is exercisable at a price of $.10 per share and has a term of ten years expiring in March 2007. The number of shares and exercise price per share subject to the warrant are subject to anti-dilution provisions. The Company allocated a portion of the proceeds received from the Canterbury subordinated note payable to the warrant and recorded the amount ($200,000) as a discount on the Canterbury note payable. The discount is being amortized on a straight line basis (which approximates the effective interest method) over the term of the Canterbury note payable. The amount allocated to the warrant was based on management's estimate of the relative fair values of the warrants and the subordinated note payable (exclusive of the warrant feature) at the date of issuance. Future minimum principal payments due on subordinated notes payable as of June 27, 1997 are as follows (in thousands): YEARS TO END JUNE ----------------- 1998.............................................. -- 1999.............................................. -- 2000.............................................. $ 3,000 2001.............................................. 1,500 2002.............................................. 1,500 ------ $ 6,000 ====== 8. COMMITMENTS AND CONTINGENCIES Operating Leases -- The Company leases office space in Plano, Texas for its customer service facility. The lease agreement requires monthly rent payments of $16,000 that expire on September 2001. The Company also leases office facilities in Orange, California, which house its corporate offices. The leases require monthly payments of $2,927 and $23,334, respectively, which expire in July 14, 1997 and December 31, 1998, respectively. Rent expenses plus taxes, insurance, maintenance and utilities for these leases was $381,000, $516,000 and $380,000 for the periods ended September 30, 1995, September 27, 1996 and June 27, 1997, respectively. The Company also leases equipment under operating leases expiring through 2001. Rent expenses, including taxes, repair and maintenance cost associated with these leases for the years ended September 30, 1995 and September 27, 1996 and June 27, 1997, was approximately $73,000, $85,000 and $135,000, respectively. Future minimum rent and lease payments for each of the five succeeding years are as follows (in thousands): YEARS TO END JUNE ----------------- 1998.............................................. $ 582 1999.............................................. 353 2000.............................................. 263 2001.............................................. 263 2002.............................................. 108 F-12 65 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 8. COMMITMENTS AND CONTINGENCIES (CONTINUED) The Company leases computer equipment under several agreements that expire in June and November 1998. Future minimum lease payments (net of interest) under the Company's capitalized leases on computer equipment are as follows (in thousands): YEARS TO END JUNE ----------------- 1998........................................................ $341 1999........................................................ 287 2000........................................................ 81 2001........................................................ 0 2002........................................................ 0 ---- Total minimum payments........................................ 709 Less amount representing interest............................. (65) ---- $644 Less Current Portion.......................................... (306) ---- $338 ==== Concentration of Credit Risk -- The Company maintains its cash accounts in commercial banks. At September 27, 1996 and June 27, 1997, cash on deposit exceeded the federally insured limit of $100,000 by $910,000 and $125,000, respectively. Litigation -- Various legal proceedings have arisen in the course of the Company's business. While it is not possible to predict the outcome of any litigation, management believes, based in part on advice from outside legal counsel, that the resolution of these matters will not have a material adverse effect on the Company's financial position or results of operations. 9. 401K RETIREMENT PLAN The Company has a 401K salary reduction plan for the benefit of its employees. Employees are eligible to participate after 30 days of employment. The Company will make a matching contribution equal to 50% on the first 6% that the employee contributes to the plan. The employer's matching portions for the years ended September 30, 1995, September 30, 1996 and June 27, 1997 were $35,000, $88,000 and $53,000, respectively. 10. RELATED PARTY TRANSACTIONS In October 1994, the Company entered into a consulting agreement with Lincolnshire Management, Inc. ("LMI"), an affiliate of CSI Partners II and CIS Acquisition Partners, L.P. Pursuant to the agreement, LMI renders management and financial consulting services to the Company. During fiscal year 1996, these services included assisting the Company in refinancing and reorganizing its operations. For the services provided, the Company paid LMI annual management and consulting fees and expenses of $259,000 in fiscal year 1995, $368,000 in fiscal year 1996 and $312,000 in the nine-month period ended June 27, 1997. During the year ended September 30, 1995, Lincolnshire Management, Inc., was paid $1,250,000 for professional services relating primarily to the negotiations of the acquisition from TRW, Inc., the negotiation of bank debt agreements and the negotiation of the Subordinated Debt Agreement. The Warrant Agreement, as discussed in Note 7, contains a provision such that if, prior to a period of time specified in the Warrant Agreement, the note payable and all other amounts due under the note payable agreement have been repaid in full, and Canterbury has received in excess of $3,000,000 in cash by reason of F-13 66 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 10. RELATED PARTY TRANSACTIONS (CONTINUED) the sale or any other disposition of all or any portion of the Warrant and Warrant shares, Canterbury is required to pay to Lincolnshire Management, Inc., an affiliate of CSI Partners II, an amount equal to 25% of the amount it receives in excess of $3,000,000. In March 1997, Lincolnshire Management, Inc., was paid $300,000 for professional services relating primarily to the negotiations of the bank debt agreements. 11. INCOME TAXES The provision for income taxes for the periods ended September 30, 1995, September 27, 1996 and June 27, 1997 consists of: SEPTEMBER 30, SEPTEMBER 27, JUNE 27, 1995 1996 1997 ------------- ------------- -------- Current: Federal................................... $ 0 $ 0 $ 44 State..................................... 0 0 17 --- --- --- $ 0 $ 0 $ 61 Deferred: Federal................................... $ 0 $ 0 $ 0 State..................................... 0 0 0 --- --- --- $ 0 $ 0 $ 0 --- --- --- Provision for income taxes................ $ 0 $ 0 $ 61 === === === The provision (benefit) for income taxes differs from the amount that would result from applying the Federal statutory rate as follows: SEPTEMBER 30, SEPTEMBER 27, JUNE 27, 1995 1996 1997 ------------- ------------- -------- Tax provision (benefit) at the statutory rate.................................. (34.00%) (34.00%) 34.00% Change in valuation allowance........... 33.98 34.00 (30.78) Other................................... 0.02 0.00 1.10 ------- ------- ------- 0.00% 0.00% 4.32% ======= ======= ======= The components of the deferred tax asset and (liability) as of September 27, 1996 and June 27, 1997 are as follows (in thousands): SEPTEMBER 27, JUNE 27, 1996 1997 ------------- ------------- Allowance for doubtful accounts........... $ 64 $ 242 Property and equipment.................... (307) (231) Purchased membership amortization......... 1,163 1,513 Capitalized marketing costs and commissions............................. (2,505) (2,484) Deferred revenue.......................... 3,942 5,328 Other..................................... 84 85 Goodwill.................................. (918) (1,503) Net operating losses...................... 10,311 8,188 -------- -------- 11,834 11,138 Valuation allowance....................... (11,834) (11,138) -------- -------- Net deferred income taxes................. $ 0 $ 0 ======== ======== F-14 67 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 11. INCOME TAXES (CONTINUED) The Company has established a valuation allowance against its deferred tax assets due to the uncertainty surrounding the realization of such assets. Management periodically evaluates the recoverability of the deferred tax assets. At such time as it is determined that it is more likely than not that deferred tax assets are realizable, the valuation allowance will be reduced. As of June 27, 1997, the Company had net operating loss carryforwards for Federal and state purposes of approximately $19,366,000 and $17,241,694, respectively. The net operating loss carryforwards begin expiring after the years ending 2011 and 2004, respectively. In the event of a "Change in Ownership" the utilization against future taxable income of the loss carryforwards will be subject to an annual limitation pursuant to the provisions of the Tax Reform Act of 1988. 12. STOCKHOLDERS' DEFICIT In 1996, the Company amended its Certificate of Incorporation to increase the total number of shares of capital stock which the Company has authority to issue to 55,000 shares, consisting of (i) 50,000 shares of Common Stock, par value $.01 per share (the "Common Stock"); and (ii) 5,000 shares of Series A Cumulative Preferred Stock, par value $.01 per share (the "Series A Stock"). (As discussed below, in March 1997, the Company retired 3,000 shares of Series A Stock thereby reducing the number of such shares authorized to 2,000.) Preferred Stock Each share of Series A Stock entitles its holder to receive, when and as declared by the Board of Directors, preferential dividends which accrue cumulatively at a compound rate of 12% per annum from the date of issuance of each share of Series A Stock. Dividends payable with respect to each share of Series A Stock shall be payable in cash or in shares of Series A Stock of the Company at the issue value, at the option of the Company. In the event of liquidation, the holders of shares of Series A Stock shall be entitled to an amount equal to the sum of $1,000 per share of Series A Stock. The Series A Stock is redeemable at the option of the Company at a price equal to or above the Series A Redemption Price as outlined in the Company's Certificate of Incorporation. In November 1996, the Company issued 2,000 shares of Series A Stock and a warrant for 9,900 shares of Common Stock in exchange for a $2,000,000 contribution by CSI Partners II to the capital of the Company. In January 1997, the Company issued an additional 1,000 shares of Series A Stock in exchange for an additional contribution of $1,000,000 to the capital of the Company by CSI Partners II. In March 1997, CSI Partners II exchanged the 3,000 shares of Series A Stock for 30,000 shares of Common Stock and exercised its warrant for 9,900 shares of Common Stock. Subsequent to the exchange, the 3,000 shares of Series A Stock were retired. Common Stock At June 27, 1997, the Company had reserved 4,843.05 shares of its Common Stock for issuance upon the exercise of the common stock purchase warrant issued to Canterbury in connection with the junior subordinated note payable as discussed in Note 7. On September 26, 1997, the warrant was exercised and the related 4,843.05 shares of Common Stock were issued. Management Equity Under the terms of the CSI II Partnership Agreement, a group of eleven officers and key employees of the Company hold Class B limited partnership interests in CSI Investment Partners II, L.P. ("CSI Partners II"), a Delaware limited partnership, representing indirect interests in the Company Common Stock F-15 68 CREDENTIALS SERVICES INTERNATIONAL, INC. NOTES TO FINANCIAL STATEMENTS (CONTINUED) 12. STOCKHOLDERS' DEFICIT (CONTINUED) held by that partnership. The interests held by those eleven officers and key employees aggregate a 10% interest in CSI Partners II. The foregoing interests were granted pursuant to agreements reached with each such officer in October 1996. Under the terms of the CSI II Partnership Agreement, the interests of each of the eleven individuals vests in accordance with a schedule which provides that one-third of such interest vests in April 1998, an additional one-third vests in April 1999, and the remaining one-third vests in April 2000, contingent upon such individual's continued employment with the Company. Upon vesting of an individual's interest, the Company Common Stock underlying that interest will be distributed to such individual. Based on the capital structure of the Company at June 27, 1997, assuming full vesting of all such restricted shares for all of the eleven individuals, the number of restricted shares that would be distributed would be 3,990 shares. The CSI II Partnership Agreement requires that the eleven individuals make a capital contribution to the partnership in the aggregate amount of $660,000 in the year 2000. F-16 69 ============================================================ NO PERSON HAS BEEN AUTHORIZED TO GIVE ANY INFORMATION OR TO MAKE ANY REPRESENTATIONS IN CONNECTION WITH THIS OFFERING OTHER THAN THOSE CONTAINED IN THIS PROSPECTUS AND, IF GIVEN OR MADE, SUCH OTHER INFORMATION AND REPRESENTATIONS MUST NOT BE RELIED UPON AS HAVING BEEN AUTHORIZED BY THE COMPANY, THE SELLING STOCKHOLDERS OR THE UNDERWRITERS. NEITHER THE DELIVERY OF THIS PROSPECTUS NOR ANY SALE MADE HEREUNDER SHALL, UNDER ANY CIRCUMSTANCES, CREATE ANY IMPLICATION THAT THERE HAS BEEN NO CHANGE IN THE AFFAIRS OF THE COMPANY SINCE THE DATE HEREOF OR THAT INFORMATION CONTAINED HEREIN IS CORRECT AS OF ANY TIME SUBSEQUENT TO ITS DATE. THIS PROSPECTUS DOES NOT CONSTITUTE AN OFFER TO SELL OR A SOLICITATION OF AN OFFER TO BUY ANY SECURITIES OTHER THAN THE REGISTERED SECURITIES TO WHICH IT RELATES. THIS PROSPECTUS DOES NOT CONSTITUTE AN OFFER TO SELL OR A SOLICITATION OF AN OFFER TO BUY SUCH SECURITIES IN ANY CIRCUMSTANCES IN WHICH SUCH OFFER OR SOLICITATION IS UNLAWFUL. ------------------------ TABLE OF CONTENTS PAGE ---- Prospectus Summary......................... 1 Risk Factors............................... 5 Use of Proceeds............................ 13 Dividend Policy............................ 13 Capitalization............................. 14 Dilution................................... 15 Selected Financial Data.................... 16 Management's Discussion and Analysis of Financial Condition and Results of Operations............................... 19 Business................................... 25 Management................................. 36 Certain Transactions....................... 42 Principal and Selling Stockholders......... 44 Description of Capital Stock............... 45 Shares Eligible for Future Sale............ 47 Underwriting............................... 48 Legal Matters.............................. 49 Experts.................................... 49 Additional Information..................... 49 Index to Financial Statements.............. F-1 ------------------------ UNTIL , 199 (25 DAYS AFTER THE DATE OF THIS PROSPECTUS), ALL DEALERS EFFECTING TRANSACTIONS IN THE REGISTERED SECURITIES, WHETHER OR NOT PARTICIPATING IN THIS DISTRIBUTION, MAY BE REQUIRED TO DELIVER A PROSPECTUS. THIS IS IN ADDITION TO THE OBLIGATIONS OF DEALERS TO DELIVER A PROSPECTUS WHEN ACTING AS UNDERWRITERS AND WITH RESPECT TO THEIR UNSOLD ALLOTMENTS OR SUBSCRIPTIONS. ============================================================ ============================================================ SHARES CREDENTIALS SERVICES INTERNATIONAL, INC. COMMON STOCK ------------------------ PROSPECTUS ------------------------ PAINEWEBBER INCORPORATED HAMBRECHT & QUIST ------------------------ , 1997 ============================================================ 70 PART II INFORMATION NOT REQUIRED IN PROSPECTUS ITEM 13. OTHER EXPENSES OF ISSUANCE AND DISTRIBUTION The following table sets forth the various expenses expected to be incurred by the Registrant and the Selling Stockholders in connection with the sale and distribution of the securities being registered hereby, other than underwriting discounts and commissions. All amounts are estimated except the Securities and Exchange Commission registration fee and the Nasdaq National Market filing fee. PAYABLE BY REGISTRANT ---------- SEC registration fee.............................................. $ 12,121 Nasdaq National Market filing fee................................. Blue Sky fees and expenses........................................ Accounting fees and expenses...................................... Legal fees and expenses........................................... Printing and engraving expenses................................... Registrar and Transfer Agent's fees............................... Miscellaneous fees and expenses................................... ------ Total................................................... $ ====== ITEM 14. INDEMNIFICATION OF DIRECTORS AND OFFICERS Section 145 of the Delaware General Corporation Law provides for the indemnification of officers, directors, and other corporate agents in terms sufficiently broad to indemnify such persons under certain circumstances for liabilities (including reimbursement for expenses incurred) arising under the Securities Act of 1933, as amended (the "Securities Act"). Article Seventh of the Registrant's Certificate of Incorporation (Exhibit 3.1(i) hereto) and Article VI of the Registrant's Amended and Restated Bylaws (Exhibit 3.2 hereto) provides for indemnification of the Registrant's directors, officers, employees and other agents to the extent and under the circumstances permitted by the Delaware General Corporation Law. The Registrant has also entered into agreements with its directors and officers that will require the Registrant, among other things, to indemnify them against certain liabilities that may arise by reason of their status or service as directors or officers to the fullest extent not prohibited by law. The Underwriting Agreement (Exhibit 1.1) provides for indemnification by the Underwriters of the Registrant, its directors and officers, and by the Registrant of the Underwriters, for certain liabilities, including liabilities arising under the Securities Act, and affords certain rights of contribution with respect thereto. ITEM 15. RECENT SALES OF UNREGISTERED SECURITIES (a) In October 1994, the Registrant issued shares of its Common Stock to CIS Acquisitions Partners, L.P., for aggregate cash consideration of $4.0 million. The Registrant relied on the exemption provided by Section 4(2) of the Securities Act. (b) Under the terms of the CSI II Partnership Agreement, a group of eleven officers and key employees of the Company hold Class B limited partnership interests in CSI Investment Partners II, L.P. ("CSI Partners II"), a Delaware limited partnership, representing indirect interests in the Company Common Stock held by that partnership. The interests held by those eleven officers and key employees aggregate a 10% interest in CSI Partners II. The foregoing interests were granted pursuant to agreements reached with each such officer in October 1996. Under the terms of the CSI II Partnership Agreement, the interests of each of the eleven individuals vests in accordance with a schedule which provides that one-third of such interest vests in April 1998, an additional one-third vests in April 1999, and the remaining one-third vests in April 2000, contingent upon such individual's continued employment with the Company. Upon vesting of an individual's interest, the Company Common Stock underlying that interest will be distributed to such individual. Based on the capital structure of the Company at June 27, 1997, assuming full vesting of all such restricted II-1 71 shares for all of the eleven individuals, the number of restricted shares that would be distributed would be 3,990 shares. The CSI II Partnership Agreement requires that the eleven individuals make a capital contribution to the partnership in the aggregate amount of $660,000 in the year 2000. (c) From November 1996 through January 1997, the Registrant issued 3,000 shares of Series A Cumulative Preferred Stock (the "Series A Preferred Stock") and granted warrants to acquire shares of its Common Stock to CSI Investment Partners II, L.P. ("CSI Partners II"), for aggregate cash consideration of $3.0 million. The Registrant relied on the exemption provided by Section 4(2) of the Securities Act. In March 1997, as a condition of a $3.0 million subordinated loan to the Company made by Canterbury Mezzanine Capital, L.P. ("Canterbury Capital"), CSI Partners II exchanged its 3,000 outstanding shares of Series A Preferred Stock for shares of the Registrant's Common Stock and exercised its warrants (at a nominal exercise price) for shares of Common Stock. (d) In March 1997, the Registrant granted warrants to purchase a total of shares of its Common Stock to Canterbury Capital in connection with Canterbury Capital's $3.0 million subordinated loan to the Registrant. The Registrant relied on the exemption provided by Section 4(2) of the Securities Act. ITEM 16. EXHIBITS AND FINANCIAL STATEMENTS SCHEDULES (a) EXHIBITS EXHIBIT NUMBER DESCRIPTION OF DOCUMENT ------------ --------------------------------------------------------------------------- 1.1 Form of Underwriting Agreement. 3.1(i) Certificate of Incorporation of the Registrant, as amended. 3.1(ii)* Amended and Restated Certificate of Incorporation of the Registrant. 3.2 Amended and Restated Bylaws of the Registrant. 4.1* Specimen Common Stock Certificate. 4.2* Registration Rights Agreement among the Registrant, CSI Investment Partners II, L.P., and Canterbury Mezzanine Capital, L.P. 5.1* Opinion of Maloney, Mehlman & Katz. 10.1+ Consumer Credit Subscriber Service Agreement, dated October 18, 1994, entered into by TRW Inc., and the Registrant. 10.2 Office Lease, dated as of June 13, 1995, by and between TGALMA Limited and the Registrant, as amended. 10.3 SubLease Agreement, dated as of December 6, 1994, by and between Cal-Surance Associates and the Registrant; Office Lease dated August 23, 1988, by and between Metropolitan Tishman Tower Venture and Cal-Surance Associates, Inc., as amended. 10.4 Employment Agreement, dated as of May 9, 1997, by and between David C. Thompson and the Registrant. 10.5 Employment Agreement, dated as of August 15, 1996, by and between Chuck Caudle and the Registrant. 10.6 Letter Agreement, dated August 16, 1995, by and between Mike Cossel and the Registrant. 10.7 Letter Agreement, dated September 5, 1995, by and between James Rothe and the Registrant. 10.8 Employment Agreement, dated as of December, 1996, by and between Vineet Pruthi and the Registrant. 10.9 Letter Agreement, dated October 1, 1994, by and between Gerry Keehan and the Registrant. 10.10 Employment Agreement, dated as of December 3, 1996, by and between Donald J. Shea, Jr., and the Registrant. II-2 72 EXHIBIT NUMBER DESCRIPTION OF DOCUMENT ------------ --------------------------------------------------------------------------- 10.11* Credential Services International, Inc. 1997 Stock Option Plan. 10.12(i) Credit Agreement, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(ii) Revolving Note, dated January 14, 1997, of the Registrant payable to LaSalle National Bank. 10.12(iii) Term Note, dated January 14, 1997, of the Registrant payable to LaSalle National Bank. 10.12(iv) Security Agreement, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(v) Patent, Trademark and Copyright Security Agreement, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(vi) Collateral Assignment of Contracts, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(vii) Pledge Agreement, dated as of January 14, 1997, made by CSI Investment Partners II, L.P., in favor of LaSalle National Bank. 10.12(viii) Pledge Agreement, dated as of January 14, 1997, made by CIS Acquisition Partners, L.P., in favor of LaSalle National Bank. 10.13* Amended and Restated Credit Agreement between the Registrant and LaSalle National Bank. 10.14* Form of Director and Officer Indemnification Agreement. 10.15 Amended and Restated Agreement of Limited Partnership of CSI Investment Partners II, L.P., dated as of October 7, 1997. 23.1 Consent of Coopers & Lybrand L.L.P. 23.2* Consent of Maloney, Mehlman & Katz (included in its opinion filed as Exhibit 5.1 to this Registration Statement). 24.1 Power of Attorney (see page II-5). 27.1 Financial Data Schedule. - --------------- * To be filed by amendment. + Confidential treatment has been requested with respect to certain portions of this agreement. (b) FINANCIAL STATEMENT SCHEDULES Financial statement schedules other than those referred to above have been omitted because they are not applicable or not required or because the information is included elsewhere in the Financial Statements or the notes thereto. ITEM 17. UNDERTAKINGS Insofar as indemnification for liabilities arising under the Securities Act of 1933, as amended (the "Securities Act"), may be permitted to directors, officers and controlling persons of the Registrant pursuant to the foregoing provisions, or otherwise, the Registrant has been advised that in the opinion of the Securities and Exchange Commission such indemnification is against public policy as expressed in the Securities Act and is, therefore, unenforceable. In the event that a claim for indemnification against such liabilities (other than the payment by the Registrant of expenses incurred or paid by a director, officer or controlling person of the Registrant in the successful defense of any action, suit or proceeding) is asserted by such director, officer or controlling person in connection with the securities being registered, the Registrant will, unless in the opinion of its counsel the matter has been settled by controlling precedent, submit to a court of appropriate jurisdiction the question whether such indemnification by it is against public policy as expressed in the Securities Act and will be governed by the final adjudication of such issue. II-3 73 The undersigned Registrant hereby undertakes that: (1) For purposes of determining any liability under the Securities Act, the information omitted from the form of prospectus filed as part of this registration statement in reliance upon Rule 430A and contained in a form of prospectus filed by the Registrant pursuant to Rule 424(b)(1) or (4) or 497(h) under the Securities Act shall be deemed to be part of this registration statement as of the time it was declared effective. (2) For the purpose of determining any liability under the Securities Act, each post-effective amendment that contains a form of prospectus shall be deemed to be a new registration statement relating to the securities offered therein, and the offering of such securities at that time shall be deemed to be the initial bona fide offering thereof. (3) It will provide to the underwriters at the closing(s) specified in the underwriting agreement certificates in such denominations and registered in such names as required by the underwriters to permit prompt delivery to each purchaser. II-4 74 SIGNATURES Pursuant to the requirements of the Securities Act of 1933, the Registrant has duly caused this Registration Statement to be signed on its behalf by the undersigned, thereunto duly authorized, in the City of Orange, State of California, on the 8th day of October, 1997. CREDENTIALS SERVICES INTERNATIONAL, INC. By /s/ DAVID C. THOMPSON ---------------------------------------- David C. Thompson President and Chief Executive Officer POWER OF ATTORNEY KNOW ALL MEN BY THESE PRESENTS, that each person whose signature appears below constitutes and appoints David C. Thompson and Vineet Pruthi, and each of them, his true and lawful attorneys-in-fact and agents, each with full power of substitution and re-substitution, for him and in his name, place and stead, in any and all capacities, to sign any and all amendments, including post-effective amendments, to this Registration Statement, and any registration statement relating to the offering covered by this Registration Statement and filed pursuant to Rule 462(b) under the Securities Act of 1933, and to file the same, with exhibits thereto and other documents in connection therewith, with the Securities and Exchange Commission, granting unto said attorneys-in-fact and agents, and each of them, full power and authority to do and perform each and every act and thing requisite and necessary to be done, as fully to all intents and purposes as he might or could do in person, hereby ratifying and confirming all that each of said attorneys-in-fact and agents or their substitute or substitutes may lawfully do or cause to be done by virtue hereof. Pursuant to the requirements of the Securities Act of 1933, this Registration Statement has been signed below by the following persons in the capacities and on the dates indicated. NAME TITLE DATE - --------------------------------------------- --------------------------- ------------------ /s/ DAVID C. THOMPSON President, Chief Executive October 8, 1997 - --------------------------------------------- Officer and Director David C. Thompson (Principal Executive Officer) /s/ VINEET PRUTHI Executive Vice President October 8, 1997 - --------------------------------------------- and Chief Financial Officer Vineet Pruthi (Principal Financial and Accounting Officer) /s/ THOMAS J. MALONEY Chairman and Director October 8, 1997 - --------------------------------------------- Thomas J. Maloney /s/ C. KENNETH CLAY Director October 8, 1997 - --------------------------------------------- C. Kenneth Clay /s/ NICHOLAS DUNPHY Director October 8, 1997 - --------------------------------------------- Nicholas Dunphy /s/ WILLIAM A. HALL Director October 8, 1997 - --------------------------------------------- William A. Hall /s/ M. GERARD KEEHAN Director October 8, 1997 - --------------------------------------------- M. Gerard Keehan II-5 75 EXHIBIT INDEX EXHIBIT NUMBER DESCRIPTION OF DOCUMENT ------------ --------------------------------------------------------------------------- 1.1 Form of Underwriting Agreement. 3.1(i) Certificate of Incorporation of the Registrant, as amended. 3.1(ii)* Amended and Restated Certificate of Incorporation of the Registrant. 3.2 Amended and Restated Bylaws of the Registrant. 4.1* Specimen Common Stock Certificate. 4.2* Registration Rights Agreement among the Registrant, CSI Investment Partners II, L.P., and Canterbury Mezzanine Capital, L.P. 5.1* Opinion of Maloney, Mehlman & Katz. 10.1+ Consumer Credit Subscriber Service Agreement, dated October 18, 1994, entered into by TRW Inc., and the Registrant. 10.2 Office Lease, dated as of June 13, 1995, by and between TGALMA Limited and the Registrant, as amended. 10.3 SubLease Agreement, dated as of December 6, 1994, by and between Cal-Surance Associates and the Registrant; Office Lease dated August 23, 1988, by and between Metropolitan Tishman Tower Venture and Cal-Surance Associates, Inc., as amended. 10.4 Employment Agreement, dated as of May 9, 1997, by and between David C. Thompson and the Registrant. 10.5 Employment Agreement, dated as of August 15, 1996, by and between Chuck Caudle and the Registrant. 10.6 Letter Agreement, dated August 16, 1995, by and between Mike Cossel and the Registrant. 10.7 Letter Agreement, dated September 5, 1995, by and between James Rothe and the Registrant. 10.8 Employment Agreement, dated as of December, 1996, by and between Vineet Pruthi and the Registrant. 10.9 Letter Agreement, dated October 1, 1994, by and between Gerry Keehan and the Registrant. 10.10 Employment Agreement, dated as of December 3, 1996, by and between Donald J. Shea, Jr., and the Registrant. 10.11* Credential Services International, Inc. 1997 Stock Option Plan. 10.12(i) Credit Agreement, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(ii) Revolving Note, dated January 14, 1997, of the Registrant payable to LaSalle National Bank. 10.12(iii) Term Note, dated January 14, 1997, of the Registrant payable to LaSalle National Bank. 10.12(iv) Security Agreement, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(v) Patent, Trademark and Copyright Security Agreement, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 10.12(vi) Collateral Assignment of Contracts, dated as of January 14, 1997, between the Registrant and LaSalle National Bank. 76 EXHIBIT NUMBER DESCRIPTION OF DOCUMENT ------------ --------------------------------------------------------------------------- 10.12(vii) Pledge Agreement, dated as of January 14, 1997, made by CSI Investment Partners II, L.P., in favor of LaSalle National Bank. 10.12(viii) Pledge Agreement, dated as of January 14, 1997, made by CIS Acquisition Partners, L.P., in favor of LaSalle National Bank. 10.13* Amended and Restated Credit Agreement between the Registrant and LaSalle National Bank. 10.14* Form of Director and Officer Indemnification Agreement. 10.15 Amended and Restated Agreement of Limited Partnership of CSI Investment Partners II, L.P., dated as of October 7, 1997. 23.1 Consent of Coopers & Lybrand L.L.P. 23.2* Consent of Maloney, Mehlman & Katz (included in its opinion filed as Exhibit 5.1 to this Registration Statement). 24.1 Power of Attorney (see page II-5). 27.1 Financial Data Schedule. - --------------- * To be filed by amendment. + Confidential treatment has been requested with respect to certain portions of this agreement.