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Investor PresentationAugust 2020
INVESTOR PRESENTATION AUGUST 2020
Disclaimer
Forward-Looking StatementsThis presentation contains forward-looking statements These forward-looking statements reflect our current views with respect to among other things future events and our financial performance These statements are often but not always made through the use of words or phrases such as ldquomayrdquo ldquoshouldrdquo ldquocouldrdquo ldquopredictrdquo ldquopotentialrdquo ldquobelieverdquo ldquowill likely resultrdquo ldquoexpectrdquo ldquocontinuerdquo ldquowillrdquo ldquoanticipaterdquo ldquoseekrdquo ldquoestimaterdquo ldquointendrdquo ldquoplanrdquo ldquoprojectionrdquo ldquowouldrdquo and ldquooutlookrdquo or the negative version of those words or other comparable words or phrases of a future or forward-looking nature These forward-looking statements are not historical facts and are based on current expectations estimates and projections about our industry managementrsquos beliefs and certain assumptions made by management many of which by their nature are inherently uncertain and beyond our control Accordingly we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks assumptions and uncertainties that are difficult to predict Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made actual results may prove to be materially different from the results expressed or implied by the forward-looking statements
There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements including but not limited to the following the ultimate duration and impact of the ongoing COVID-19 pandemic our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships existing and future laws and regulations affecting the health insurance market changes in health insurance products offered by our insurance carrier partners and the health insurance market generally insurance carriers offering products and services directly to consumers changes to commissions paid by insurance carriers and underwriting practices competition with brokers exclusively online brokers and carriers who opt to sell policies directly to consumers competition from government-run health insurance exchanges developments in the US health insurance system our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life automotive and home insurance industries our ability to develop new offerings and penetrate new vertical markets risks from third-party products failure to enroll individuals during the Medicare annual enrollment period our ability to attract integrate and retain qualified personnel our dependence on lead providers and ability to compete for leads failure to obtain andor convert sales leads to actual sales of insurance policies access to data from consumers and insurance carriers accuracy of information provided from and to consumers during the insurance shopping process cost-effective advertisement through internet search engines ability to contact consumers and market products by telephone global economic conditions disruption to operations as a result of future acquisitions significant estimates and assumptions in the preparation of our financial statements impairment of goodwill potential litigation and claims including IP litigation our existing and future indebtedness developments with respect to LIBOR access to additional capital failure to protect our intellectual property and our brand fluctuations in our financial results caused by seasonality accuracy and timeliness of commissions reports from insurance carriers timing of insurance carriersrsquo approval and payment practices factors that impact our estimate of the constrained lifetime value of commissions per policyholder changes in accounting rules tax legislation and other legislation disruptions or failures of our technological infrastructure and platform failure to maintain relationships with third-party service providers cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers our ability to protect consumer information and other data and failure to market and sell Medicare plans effectively or in compliance with laws For a further discussion of these and other risk factors that could impact our future results and performance see the section entitled ldquoRisk Factorsrdquo in the most recent registration statement on Form S-1 (the ldquoProspectusrdquo) filed by us with the Securities Exchange Commission Accordingly you should not place undue reliance on any such forward-looking statements Any forward-looking statement speaks only as of the date on which it is made and except as otherwise required by law we do not undertake any obligation to publicly update or review any forward-looking statement whether as a result of new information future developments or otherwise
Certain information contained in this presentation and statements made orally during this presentation relates to or is based on publications and other data obtained from third-party sources While we believe these third-party sources to be reliable as of the date of this presentation we have not independently verified and make no representation as to the adequacy fairness accuracy or completeness of any information obtained from such third-party sources
No Offer or Solicitation Further InformationThis presentation is for informational purposes only and is not an offer to sell with respect to any securities This presentation should be read together with ldquoManagementrsquos Discussion and Analysis of Financial Condition and Results of Operationsrdquo and the consolidated financial statements and the related notes thereto included in the Prospectus
Non-GAAP Financial MeasuresThis presentation includes certain non-GAAP financial measures intended to supplement not substitute for comparable GAAP measures Numbers in this presentation may not sum due to rounding
2
Company Overview
3
INVESTOR PRESENTATION AUGUST 2020
Life 25
Senior Health 66
Auto amp Home
8
4
Notes1 As of 33120202 Based on past company experience average agent productivity increases by ~40 in an agentrsquos second AEP3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
SelectQuote at a Glance
46LTM 3312020YoY Revenue Growth
30+Years inOperation
100InternalAgents
~1000Licensed Agents(1)
$180Bn+Total Addressable Market
2MM+Policyholders Served
1 Billion+ Data points collected
$464MMLTM 3312020 Revenue
29LTM 3312020 Adjusted EBITDA(3) Margin
$133MMLTM 3312020 Adjusted EBITDA(3)
We are a leading technology-enabled direct-to-consumer (ldquoDTCrdquo) distribution platform
WHO WE ARE
50+ carriers entrust us to sell their ldquomust ownrdquo insurance products
WHAT WE DO
Our ldquoFly Wheelrdquo is enhanced by over 1 billion data points and 30+ years of experience
WHY WE ARE DIFFERENT
Our proprietary purpose-built marketing technology optimizes lead delivery to our 100 internal agent force maximizing marketing ROI
HOW WE DO IT~40Tenured Agent YoY Productivity Increase(2)
93Level 1 Agent Retention
KPIs40xFYrsquo19 Revenue CAC
LTM 3312020 Revenue Mix
73LTM 3312020YoY Revenue Growth
41LTM 3312020 Adjusted EBITDA(3) Margin
Consolidated Senior
INVESTOR PRESENTATION AUGUST 2020
Key Investment Highlights
Large and Growing End Markets Shifting to Meet Evolving Consumer Preferences
Purpose-Built Technology Empowering Our Highly Skilled Internal Agent Network
Unique Company Culture Developed by Experienced Management Team
Simple and Attractive Business Model Driving Profitable Growth and Industry Leading LTV
5
Self-Reinforcing Feedback Loop from Strong Carrier Relationships and Favorable Consumer Outcomes
INVESTOR PRESENTATION AUGUST 2020
Demographic Trends Are Supercharging Our Growth Trajectory
Source National Bureau of Economic Research CSG Actuarial
High Degree of Visibility to Accelerating Growth of Senior Population
6
MA MS Enrollment Other Medicare Enrollment MA MS Enrollment as of Total Medicare Enrollment
(MM)
MA MS Enrollment and Penetration Are Growing
200 261 357 447 534
255 264
242 237
233
455 525
599 684
767
4450
6065
70
202008A 2013A 2018A 2023E 2028E
Senior Health
$47Bn
Auto amp Home Life
Total Addressable Market $180Bn+
$30Bn
$105Bn
Current share lt1
Current share lt1
Current share lt1
Source CSG Actuarial
599MM
357MM
03MM
Total Medicare Enrollment
MA MS Enrollment
SelectQuote Enrollment
Notes1 Total Medicare enrollment grew 24 from 2017 to 2018 SelectQuote MS MA active policy count grew 375 over the same timeframe
SelectQuote has grown at 156x the market growth rate (1)
Other DTCMA MS Enrollment
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Disclaimer
Forward-Looking StatementsThis presentation contains forward-looking statements These forward-looking statements reflect our current views with respect to among other things future events and our financial performance These statements are often but not always made through the use of words or phrases such as ldquomayrdquo ldquoshouldrdquo ldquocouldrdquo ldquopredictrdquo ldquopotentialrdquo ldquobelieverdquo ldquowill likely resultrdquo ldquoexpectrdquo ldquocontinuerdquo ldquowillrdquo ldquoanticipaterdquo ldquoseekrdquo ldquoestimaterdquo ldquointendrdquo ldquoplanrdquo ldquoprojectionrdquo ldquowouldrdquo and ldquooutlookrdquo or the negative version of those words or other comparable words or phrases of a future or forward-looking nature These forward-looking statements are not historical facts and are based on current expectations estimates and projections about our industry managementrsquos beliefs and certain assumptions made by management many of which by their nature are inherently uncertain and beyond our control Accordingly we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks assumptions and uncertainties that are difficult to predict Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made actual results may prove to be materially different from the results expressed or implied by the forward-looking statements
There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements including but not limited to the following the ultimate duration and impact of the ongoing COVID-19 pandemic our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships existing and future laws and regulations affecting the health insurance market changes in health insurance products offered by our insurance carrier partners and the health insurance market generally insurance carriers offering products and services directly to consumers changes to commissions paid by insurance carriers and underwriting practices competition with brokers exclusively online brokers and carriers who opt to sell policies directly to consumers competition from government-run health insurance exchanges developments in the US health insurance system our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life automotive and home insurance industries our ability to develop new offerings and penetrate new vertical markets risks from third-party products failure to enroll individuals during the Medicare annual enrollment period our ability to attract integrate and retain qualified personnel our dependence on lead providers and ability to compete for leads failure to obtain andor convert sales leads to actual sales of insurance policies access to data from consumers and insurance carriers accuracy of information provided from and to consumers during the insurance shopping process cost-effective advertisement through internet search engines ability to contact consumers and market products by telephone global economic conditions disruption to operations as a result of future acquisitions significant estimates and assumptions in the preparation of our financial statements impairment of goodwill potential litigation and claims including IP litigation our existing and future indebtedness developments with respect to LIBOR access to additional capital failure to protect our intellectual property and our brand fluctuations in our financial results caused by seasonality accuracy and timeliness of commissions reports from insurance carriers timing of insurance carriersrsquo approval and payment practices factors that impact our estimate of the constrained lifetime value of commissions per policyholder changes in accounting rules tax legislation and other legislation disruptions or failures of our technological infrastructure and platform failure to maintain relationships with third-party service providers cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers our ability to protect consumer information and other data and failure to market and sell Medicare plans effectively or in compliance with laws For a further discussion of these and other risk factors that could impact our future results and performance see the section entitled ldquoRisk Factorsrdquo in the most recent registration statement on Form S-1 (the ldquoProspectusrdquo) filed by us with the Securities Exchange Commission Accordingly you should not place undue reliance on any such forward-looking statements Any forward-looking statement speaks only as of the date on which it is made and except as otherwise required by law we do not undertake any obligation to publicly update or review any forward-looking statement whether as a result of new information future developments or otherwise
Certain information contained in this presentation and statements made orally during this presentation relates to or is based on publications and other data obtained from third-party sources While we believe these third-party sources to be reliable as of the date of this presentation we have not independently verified and make no representation as to the adequacy fairness accuracy or completeness of any information obtained from such third-party sources
No Offer or Solicitation Further InformationThis presentation is for informational purposes only and is not an offer to sell with respect to any securities This presentation should be read together with ldquoManagementrsquos Discussion and Analysis of Financial Condition and Results of Operationsrdquo and the consolidated financial statements and the related notes thereto included in the Prospectus
Non-GAAP Financial MeasuresThis presentation includes certain non-GAAP financial measures intended to supplement not substitute for comparable GAAP measures Numbers in this presentation may not sum due to rounding
2
Company Overview
3
INVESTOR PRESENTATION AUGUST 2020
Life 25
Senior Health 66
Auto amp Home
8
4
Notes1 As of 33120202 Based on past company experience average agent productivity increases by ~40 in an agentrsquos second AEP3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
SelectQuote at a Glance
46LTM 3312020YoY Revenue Growth
30+Years inOperation
100InternalAgents
~1000Licensed Agents(1)
$180Bn+Total Addressable Market
2MM+Policyholders Served
1 Billion+ Data points collected
$464MMLTM 3312020 Revenue
29LTM 3312020 Adjusted EBITDA(3) Margin
$133MMLTM 3312020 Adjusted EBITDA(3)
We are a leading technology-enabled direct-to-consumer (ldquoDTCrdquo) distribution platform
WHO WE ARE
50+ carriers entrust us to sell their ldquomust ownrdquo insurance products
WHAT WE DO
Our ldquoFly Wheelrdquo is enhanced by over 1 billion data points and 30+ years of experience
WHY WE ARE DIFFERENT
Our proprietary purpose-built marketing technology optimizes lead delivery to our 100 internal agent force maximizing marketing ROI
HOW WE DO IT~40Tenured Agent YoY Productivity Increase(2)
93Level 1 Agent Retention
KPIs40xFYrsquo19 Revenue CAC
LTM 3312020 Revenue Mix
73LTM 3312020YoY Revenue Growth
41LTM 3312020 Adjusted EBITDA(3) Margin
Consolidated Senior
INVESTOR PRESENTATION AUGUST 2020
Key Investment Highlights
Large and Growing End Markets Shifting to Meet Evolving Consumer Preferences
Purpose-Built Technology Empowering Our Highly Skilled Internal Agent Network
Unique Company Culture Developed by Experienced Management Team
Simple and Attractive Business Model Driving Profitable Growth and Industry Leading LTV
5
Self-Reinforcing Feedback Loop from Strong Carrier Relationships and Favorable Consumer Outcomes
INVESTOR PRESENTATION AUGUST 2020
Demographic Trends Are Supercharging Our Growth Trajectory
Source National Bureau of Economic Research CSG Actuarial
High Degree of Visibility to Accelerating Growth of Senior Population
6
MA MS Enrollment Other Medicare Enrollment MA MS Enrollment as of Total Medicare Enrollment
(MM)
MA MS Enrollment and Penetration Are Growing
200 261 357 447 534
255 264
242 237
233
455 525
599 684
767
4450
6065
70
202008A 2013A 2018A 2023E 2028E
Senior Health
$47Bn
Auto amp Home Life
Total Addressable Market $180Bn+
$30Bn
$105Bn
Current share lt1
Current share lt1
Current share lt1
Source CSG Actuarial
599MM
357MM
03MM
Total Medicare Enrollment
MA MS Enrollment
SelectQuote Enrollment
Notes1 Total Medicare enrollment grew 24 from 2017 to 2018 SelectQuote MS MA active policy count grew 375 over the same timeframe
SelectQuote has grown at 156x the market growth rate (1)
Other DTCMA MS Enrollment
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
Company Overview
3
INVESTOR PRESENTATION AUGUST 2020
Life 25
Senior Health 66
Auto amp Home
8
4
Notes1 As of 33120202 Based on past company experience average agent productivity increases by ~40 in an agentrsquos second AEP3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
SelectQuote at a Glance
46LTM 3312020YoY Revenue Growth
30+Years inOperation
100InternalAgents
~1000Licensed Agents(1)
$180Bn+Total Addressable Market
2MM+Policyholders Served
1 Billion+ Data points collected
$464MMLTM 3312020 Revenue
29LTM 3312020 Adjusted EBITDA(3) Margin
$133MMLTM 3312020 Adjusted EBITDA(3)
We are a leading technology-enabled direct-to-consumer (ldquoDTCrdquo) distribution platform
WHO WE ARE
50+ carriers entrust us to sell their ldquomust ownrdquo insurance products
WHAT WE DO
Our ldquoFly Wheelrdquo is enhanced by over 1 billion data points and 30+ years of experience
WHY WE ARE DIFFERENT
Our proprietary purpose-built marketing technology optimizes lead delivery to our 100 internal agent force maximizing marketing ROI
HOW WE DO IT~40Tenured Agent YoY Productivity Increase(2)
93Level 1 Agent Retention
KPIs40xFYrsquo19 Revenue CAC
LTM 3312020 Revenue Mix
73LTM 3312020YoY Revenue Growth
41LTM 3312020 Adjusted EBITDA(3) Margin
Consolidated Senior
INVESTOR PRESENTATION AUGUST 2020
Key Investment Highlights
Large and Growing End Markets Shifting to Meet Evolving Consumer Preferences
Purpose-Built Technology Empowering Our Highly Skilled Internal Agent Network
Unique Company Culture Developed by Experienced Management Team
Simple and Attractive Business Model Driving Profitable Growth and Industry Leading LTV
5
Self-Reinforcing Feedback Loop from Strong Carrier Relationships and Favorable Consumer Outcomes
INVESTOR PRESENTATION AUGUST 2020
Demographic Trends Are Supercharging Our Growth Trajectory
Source National Bureau of Economic Research CSG Actuarial
High Degree of Visibility to Accelerating Growth of Senior Population
6
MA MS Enrollment Other Medicare Enrollment MA MS Enrollment as of Total Medicare Enrollment
(MM)
MA MS Enrollment and Penetration Are Growing
200 261 357 447 534
255 264
242 237
233
455 525
599 684
767
4450
6065
70
202008A 2013A 2018A 2023E 2028E
Senior Health
$47Bn
Auto amp Home Life
Total Addressable Market $180Bn+
$30Bn
$105Bn
Current share lt1
Current share lt1
Current share lt1
Source CSG Actuarial
599MM
357MM
03MM
Total Medicare Enrollment
MA MS Enrollment
SelectQuote Enrollment
Notes1 Total Medicare enrollment grew 24 from 2017 to 2018 SelectQuote MS MA active policy count grew 375 over the same timeframe
SelectQuote has grown at 156x the market growth rate (1)
Other DTCMA MS Enrollment
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Life 25
Senior Health 66
Auto amp Home
8
4
Notes1 As of 33120202 Based on past company experience average agent productivity increases by ~40 in an agentrsquos second AEP3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
SelectQuote at a Glance
46LTM 3312020YoY Revenue Growth
30+Years inOperation
100InternalAgents
~1000Licensed Agents(1)
$180Bn+Total Addressable Market
2MM+Policyholders Served
1 Billion+ Data points collected
$464MMLTM 3312020 Revenue
29LTM 3312020 Adjusted EBITDA(3) Margin
$133MMLTM 3312020 Adjusted EBITDA(3)
We are a leading technology-enabled direct-to-consumer (ldquoDTCrdquo) distribution platform
WHO WE ARE
50+ carriers entrust us to sell their ldquomust ownrdquo insurance products
WHAT WE DO
Our ldquoFly Wheelrdquo is enhanced by over 1 billion data points and 30+ years of experience
WHY WE ARE DIFFERENT
Our proprietary purpose-built marketing technology optimizes lead delivery to our 100 internal agent force maximizing marketing ROI
HOW WE DO IT~40Tenured Agent YoY Productivity Increase(2)
93Level 1 Agent Retention
KPIs40xFYrsquo19 Revenue CAC
LTM 3312020 Revenue Mix
73LTM 3312020YoY Revenue Growth
41LTM 3312020 Adjusted EBITDA(3) Margin
Consolidated Senior
INVESTOR PRESENTATION AUGUST 2020
Key Investment Highlights
Large and Growing End Markets Shifting to Meet Evolving Consumer Preferences
Purpose-Built Technology Empowering Our Highly Skilled Internal Agent Network
Unique Company Culture Developed by Experienced Management Team
Simple and Attractive Business Model Driving Profitable Growth and Industry Leading LTV
5
Self-Reinforcing Feedback Loop from Strong Carrier Relationships and Favorable Consumer Outcomes
INVESTOR PRESENTATION AUGUST 2020
Demographic Trends Are Supercharging Our Growth Trajectory
Source National Bureau of Economic Research CSG Actuarial
High Degree of Visibility to Accelerating Growth of Senior Population
6
MA MS Enrollment Other Medicare Enrollment MA MS Enrollment as of Total Medicare Enrollment
(MM)
MA MS Enrollment and Penetration Are Growing
200 261 357 447 534
255 264
242 237
233
455 525
599 684
767
4450
6065
70
202008A 2013A 2018A 2023E 2028E
Senior Health
$47Bn
Auto amp Home Life
Total Addressable Market $180Bn+
$30Bn
$105Bn
Current share lt1
Current share lt1
Current share lt1
Source CSG Actuarial
599MM
357MM
03MM
Total Medicare Enrollment
MA MS Enrollment
SelectQuote Enrollment
Notes1 Total Medicare enrollment grew 24 from 2017 to 2018 SelectQuote MS MA active policy count grew 375 over the same timeframe
SelectQuote has grown at 156x the market growth rate (1)
Other DTCMA MS Enrollment
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Key Investment Highlights
Large and Growing End Markets Shifting to Meet Evolving Consumer Preferences
Purpose-Built Technology Empowering Our Highly Skilled Internal Agent Network
Unique Company Culture Developed by Experienced Management Team
Simple and Attractive Business Model Driving Profitable Growth and Industry Leading LTV
5
Self-Reinforcing Feedback Loop from Strong Carrier Relationships and Favorable Consumer Outcomes
INVESTOR PRESENTATION AUGUST 2020
Demographic Trends Are Supercharging Our Growth Trajectory
Source National Bureau of Economic Research CSG Actuarial
High Degree of Visibility to Accelerating Growth of Senior Population
6
MA MS Enrollment Other Medicare Enrollment MA MS Enrollment as of Total Medicare Enrollment
(MM)
MA MS Enrollment and Penetration Are Growing
200 261 357 447 534
255 264
242 237
233
455 525
599 684
767
4450
6065
70
202008A 2013A 2018A 2023E 2028E
Senior Health
$47Bn
Auto amp Home Life
Total Addressable Market $180Bn+
$30Bn
$105Bn
Current share lt1
Current share lt1
Current share lt1
Source CSG Actuarial
599MM
357MM
03MM
Total Medicare Enrollment
MA MS Enrollment
SelectQuote Enrollment
Notes1 Total Medicare enrollment grew 24 from 2017 to 2018 SelectQuote MS MA active policy count grew 375 over the same timeframe
SelectQuote has grown at 156x the market growth rate (1)
Other DTCMA MS Enrollment
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Demographic Trends Are Supercharging Our Growth Trajectory
Source National Bureau of Economic Research CSG Actuarial
High Degree of Visibility to Accelerating Growth of Senior Population
6
MA MS Enrollment Other Medicare Enrollment MA MS Enrollment as of Total Medicare Enrollment
(MM)
MA MS Enrollment and Penetration Are Growing
200 261 357 447 534
255 264
242 237
233
455 525
599 684
767
4450
6065
70
202008A 2013A 2018A 2023E 2028E
Senior Health
$47Bn
Auto amp Home Life
Total Addressable Market $180Bn+
$30Bn
$105Bn
Current share lt1
Current share lt1
Current share lt1
Source CSG Actuarial
599MM
357MM
03MM
Total Medicare Enrollment
MA MS Enrollment
SelectQuote Enrollment
Notes1 Total Medicare enrollment grew 24 from 2017 to 2018 SelectQuote MS MA active policy count grew 375 over the same timeframe
SelectQuote has grown at 156x the market growth rate (1)
Other DTCMA MS Enrollment
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Market Demands Have Evolved DramaticallyConsumers Desire Expertise Simplicity Specialized Service for Complex Purchasing Decisions
Industry Norm What the Market Wants
Face-to-face and time-intensive
Limited coverage options and agent expertise
Limited transparency
Few alternatives
ldquoOne size fits allrdquo advice based on unknown factors(ie sales commissions)
Over the phone convenient and efficient
Knowledgeable and experienced agents
Fully transparent and unbiased
Broad product offering
Advice tailored to meet individual needs clientsrsquobest interests
Cumbersome Easy
7
The Challenge Address evolving purchasing behavior of the consumer in a market for very complex products
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
We Have Addressed the Challenge with a Unique Approach
Agents enhance lead conversion and maximize revenue opportunity
Highly trained 100 internal agents
Conduct personalized needs-based analysis
Incented to place customer in the best policy
Pre-hire assessment through seasonal Flex program
Our AgentsTechnology optimizes our lead acquisition intelligently matches leads to agents and maximizes our return on marketing spend
Proprietary data-driven and purpose-built solutions
Intelligent lead acquisition
Real time lead-to-agent matching and routing
Post-sale client engagement
Our Technology
Our Purpose-Built Technology Empowers Our Agents with Tools to Maximize Customer Satisfaction and Optimize Policyholder Lifetime Value
8
Our Foundational Pillars
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Our Approach is Rooted in Sophisticated Technology
9
Robust fully-integrated technology platform drives customer lifetime value ROI
Lead Acquisition
Lead Management amp Routing
Sales Customer Engagementamp Lifecycle Management
SelectCareCore proprietary CRM and parent system with sales enablement workflow optimization tools
including lead scoring lead distribution customer service and cross-sell capabilities
All functions wrapped with Data Science Machine Learning to constantly optimize outcomes
Proprietary purpose-built technology platform
SelectBidAdvanced lead scoring and purchasing tools
Get A Lead (ldquoGALrdquo)Unique performance and
availability-based lead routing
Workflow TechProprietary consumer lifecycle management
(ldquoCLMrdquo) tool
ARC AQEReal-time quoting and underwriting by carrier
SRTSProprietary revenue
tracking and ASC 606 financial reporting tool
Sophisticated compliance processes Tools and systems
to audit calls Logged and retrievable
customer interactions
Rich data assets Over 30 years of data
across millions of transactions
Over 1 billion consumer and third-party data points
Scalable Proprietary Technology Solutions from End-to-End
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
OUR PHILOSOPHY
Search Engines
Lead GenClick
Networks
DirectSEO
BrandAwareness
TV Radio
We Engage in Omni-Channel Lead Acquisition
Sele
ctB
id|
Sele
ctSe
arch
| At
trib
utio
n M
odel
s
Tiering
Leveling
Routing
Revenue CAC
Minimum Margin
High Potential for Close
Dat
a Te
ch
Buy
ing
Leads AcquiredLeads Foregone
Our Philosophy
SelectBid allows for a dynamic omni-channel approach to lead acquisition
Our agents only receive thehighest quality leads
Scoring
Acquired LeadsPotential Leads
10
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Illustrative Senior Health Monthly Production
SelectQuote is able to dynamically manage the allocation ofits agents across seasons
Our Product Diversification and Flex Model Impact Retention
Policies Placed
11
Jul
Aug
Sep
Oct
Nov
Dec Jan
Feb
Mar Apr
May Jun
Medicare Advantage Medicare Supplement
AEP OEP
AEP creates seasonal upswing in business volumes with~50 of MA and MS policies written in this window
Auto ampHome Life
Senior Health
AEP
amp O
EPN
on-A
EP
OEP
Agent Lifecycle Management
Senior Health
Auto ampHome Life
+Flex Agents
Agents Are Able to Flex from One Segment to Another in a Highly Seasonal Business
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
Business Segments
12
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Senior Health ndash Overview
SelectQuote Business Mix by Approved Policies
Provides the 65+ Senior market with leading online comparison shopping and expert advice
Medicare Advantage
71
Medicare Supplement
5
Dental Vision and Hearing
18
Prescription Drug Plan4
Other1
LTM 3312020A Approved Policies
267K
13
Skilled agents guide seniors through complex sales and enrollment process (primarily MA and MS)
SelectQuote automatically earns a recurring commission as long as the policy is in place
Segment serves a market with strong demographic tailwinds
Represents 15 leading nationally-recognized insurance carrier partners
Avg LTV of Commissions Per Policy($ per policy)
50108
190
19
17
14
20
29
48
10
12
12
7
4
3
107
169
267
FY 2018A FY 2019A LTM 3312020AMA MS DVH PDP Other
Senior Health Division Approved Policies(000s of policies)
1235 1184
141285
362
1279 1312
152267
621
1297 1372
146229
99
MA MS DVH PDP Other
FY 2018A FY 2019A 9 months ended 33120
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
SelectQuote Life ndash Overview
bull Leading distributor of term life insurance founded in 1985bull SelectQuote was the first term life insurance exchange platform in the US
Over 175MM plans sold nationwide since inception
Career agents provide consultative sale to drive longer term and higher face amount
Places policies on behalf of 15 leading nationally recognized insurance carrier partners (primarily Term and Permanent Life)
SelectQuote Life Premium Mix
Core Premiums77
Ancillary Premiums23
LTM 3312020A Life Premiums
$100MM
14
Life Core and Ancillary Premium
72 76 77
7 14
23 78
90 100
FY 2018A FY 2019A LTM 3312020A
Core Premium Ancillary Premium
103
15
4
FY lsquo18A ndash LTM 3312020A CAGR
($MM)
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
50
57
66
FY 2018A FY 2019A LTM 3312020A
SelectQuote Auto amp Home ndash Overview
Licensed agents providing expert advice to 30000+ customers annually(1)
Provides unbiased online comparison shopping platform for auto home and specialty insurance lines
ldquoMust haverdquo nature of personal lines PampC creates a large and growing market
Frequently bundle products to deliver customer value and drive retention
Notes1 Customer count for FYrsquo19A2 Bundle rate as of FYrsquo19A
National Carrier Partners25+
15
Bundle Rate(2)47
Total Premium($MM)
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
Strategic Priorities and Financial Overview
16
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Strategic Focus and Competitive Differentiators
17
bull Our strategy is to maximize absolute profitability at attractive returns on invested capital
bull Predictable cash flows are driven by high quality of policies written
bull Our choice model paired with highly trained in-house agents and dedicated customer care teams was purpose-built to ensure customers buy the right plan for their specific needs which leads to high retention rates
bull Our market-leading Lifetime Value and EBITDA per policy are a function of the way we have built and refined our business over 30 years
bull We have a strong record of attractive returns on invested capital and have a long runway to replicate those returns at scale
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
PolicyholderLifetimeRevenue
Costs ofAcquisition
PolicyholderLifetimeValue
Production Bonus and Other Revenues
Other CommissionsMA MS Commissions
What Is Policyholder Lifetime ValueUnder ASC 606 SelectQuote Recognizes the Upfront Commission and the Estimated Value of Renewal Commissions as Revenue in the Period in Which the Policy Is Approved
Policyholder Lifetime Value from a MA MS Policy
Components of Policyholder Lifetime
Revenue Include
18
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
How We Maximize Policyholder Lifetime Value
SelectQuote Seeks to Optimize all Components of Policyholder Lifetime Value
Acquisition Costs Lead Close Rates Commissions Customer Retention
Economies of scale
Optimizedmarketing spend
Multi-channellead scoring
Agent levelingsystem
Higher qualityleads
Sophisticatedanalytics
Production bonuses
ldquoPodsrdquo established with select carriers
Favorablecommission structures
DedicatedldquoCustomer Carerdquo
team
Tailored retention strategies
Cross-sell
19
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
$1505
$891
$614
$0
$200
$400
$600
$800
$1000
$1200
$1400
$1600
Revenue per approved MAMS policy(1) Cost per approved MAMS policy(2) Adj EBITDA per approved MAMS policy(3)
SelectQuote Peer A Peer B
Industry Leading Unit Economics
NotesSource Analysis based on publicly filed documents Financials based on Medicare Senior Operating Segment 1 Segment Revenue divided by approved MA and MS policies2 Cost represents Segment Revenue minus Segment Adj EBITDAProfit divided by approved MA and MS policies3 Segment Adj EBITDAProfit divided by approved MA and MS policies4 Medicare Segment policies and financials include both Internal and External segments5 Excludes $423m one time tail adjustment in 4Q 20196 Represents MedicareSenior division revenues and cost only
20
LTM March 31 2020
(4) (5)
Total Revenue (6)
Total Cost
SLQT Peer A Peer B17x 17x 14x=
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
102
192
30898
110
118
33
35
39
234
337
464
FY 2018A FY 2019A LTM 3312020A
Senior Health Life Auto amp Home
We Have a High-Growth Scalable Business Model(1)
Notes1 SelectQuotersquos fiscal year ends 6302 Excludes ~$05MM from Corporate amp Eliminations3 Adjusted EBITDA and Adjusted EBITDA Margin are Non-GAAP financial measures used to measure operating performance We define Adjusted EBITDA as income before interest expense income tax expense depreciation and amortization and certain
addbacks for non-cash or non-recurring expenses including restructuring and share-based compensation expenses
Revenue(2)
($MM)
37
90
125
23
26
25
9
8
8
(19) (19) (24)
50
105
133
FY 2018A FY 2019A LTM 3312020ASenior Health Life Auto amp Home Corporate
Adj EBITDA(3)
($MM)
21 31
21
Adj EBITDA Margin(3)
INVESTOR PRESENTATION AUGUST 2020
29
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
INVESTOR PRESENTATION AUGUST 2020
Predictable Cash Flow amp Attractive ReturnsAnnual Customer Cohorts Added as Recently as 2018 Are Already Cash Flow Positive
bull All cost incurred in year 1 of customer lifebull Per ASC 606 anticipated lifetime revenue recognized in year 1bull On a cash basis cohorts typically breakeven in year 2-3bull Significant cash returns generated thereafter
2015 Cost 2015Revenue
2016 Cost 2016Revenue
2017 Cost 2017Revenue
2018 Cost 2018Revenue
2019 Cost 2019Revenue
Upfront Cost First Year Cash ReceivedRenewal Cash Received to Date Cash to be received from polices that have already renewedFuture Expected Cash from Renewals
22
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
ROADSHOW PRESENTATION
Our Attractive and Scalable Platform Is GrowinghellipOur Platform Provides Ample Support for Future Years of Growth with Minimal Ongoing Working Capital Requirements
23
Maximize policyholder lifetime value
Increase size and enhance productivity of agent force
Deepen consumer penetration and drive cross-sell opportunities
Deepen and broaden insurance carrier partnerships
Introduce new products
Our Drivers of Continued Growth
As Our Platform Has Grown So Has Our Value Proposition
INVESTOR PRESENTATION AUGUST 2020
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
ROADSHOW PRESENTATION
hellipand Can Be Leveraged to Introduce New Product Offerings
Features of the SelectQuote Platform
SelectQuote Currently Offers Over 20 Products and Continuously Evaluates New Opportunities
Est 1985 Est 2010 Est 2011
Life Senior Health Auto amp Home
Developed relationship with blue-chip carriers
Broad multi-channel customer reach
Scalable model with nimble approach
24
Examples of New Product Opportunities
Simplified Annuities
Retirement Solutions or theNon-Insurance Space
INVESTOR PRESENTATION AUGUST 2020
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
Appendix
25
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
FY 2019 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 192257 $ 110493 $ 35054 $ (335) $ 337469 Operating expenses (102083) (84672) (27237) (18184) (232175)Other expenses 0 0 0 (15) (15)
Adjusted EBITDA 90174 25821 7817 (18533) 105279
Loss on disposal of property equipment and software (221)Share-based compensation expense (86)Restructuring (2305)Non-recurring expenses (1691)Depreciation and amortization (4702)Income tax expense (22034)Interest expense (1660)Net Income $ 72579
INVESTOR PRESENTATION AUGUST 2020 26
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
FY 2018 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 102408 $ 98219 $ 33348 $ (286) $ 233689 Operating expenses (65720) (75249) (24127) (18657) (183752)Other expenses 0 0 0 (9) (9)
Adjusted EBITDA 36688 22971 9221 (18953) 49928
Loss on disposal of property equipment and software (700)Share-based compensation expense (67)Restructuring (2809)Non-recurring expenses (436)Depreciation and amortization (3468)Income tax expense (6619)Interest expense (929)Net Income $ 34899
INVESTOR PRESENTATION AUGUST 2020 27
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
LTM March 2020 Reconciliation of GAAP Net Income to Adj EBITDA($rsquos in thousands)
Senior Life Auto amp Home Corp amp Elims Consolidated
Revenue $ 307608 $ 118451 $ 38879 $ (470) $ 464468 Operating expenses (182260) (93799) (31009) (23967) (331035)Other expenses 0 0 0 (27) (27)
Adjusted EBITDA 125347 24652 7870 (24464) 133406
Loss on disposal of property equipment and software (404)Share-based compensation expense (9301)Restructuring 73Non-recurring expenses (3538)Depreciation and amortization (6529)Income tax expense (22943)Interest expense (16778)Net Income $ 73985
INVESTOR PRESENTATION AUGUST 2020 28
Legal Disclaimer
copy Morgan Stanley andor certain of its affiliates All rights reserved
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | LTM March 2020 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $102577022 | $98552971 | $8903691 | $0 | $210033684 | $210033684 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $204641488 | $12002955 | $28876450 | $0 | $245520893 | $245520893 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($20615759) | ($14349073) | ($1421845) | $0 | ($36386677) | ($36386677) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | $118064 | $94080 | $14100 | ($470260) | ($244016) | ($244016) | $0 | $0 | ($470260) | |||||||||||||
12 - PRODUCTION BONUSES | $20886746 | $22150521 | $2506797 | $0 | $45544064 | $45544064 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $307607562 | $118451453 | $38879193 | ($470260) | $464467948 | $464467948 | $0 | $0 | ($470260) | |||||||||||||
02 - COGS - SALES | ($66965228) | ($31335464) | ($15508432) | $0 | ($113809124) | ($113809124) | ($0) | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($20807942) | ($8876039) | ($3994057) | $0 | ($33678037) | ($33678037) | $0 | $0 | $0 | |||||||||||||
01 - GROSS PROFIT | $219834392 | $78239951 | $19376704 | ($470260) | $316980787 | $316980787 | $0 | $0 | ($470260) | |||||||||||||
04 - SALES AND MARKETING | ($92243781) | ($52679817) | ($10614781) | $470260 | ($155068120) | ($155068120) | $0 | $0 | $470260 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | $0 | ($10813553) | ($10813553) | ($10813553) | $0 | ($10813553) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($2243437) | ($907657) | ($891614) | ($13623631) | ($17666340) | ($17666340) | $0 | ($13623631) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($94487219) | ($53587474) | ($11506395) | ($23966924) | ($183548013) | ($183548013) | $0 | ($24437184) | $470260 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($26737) | ($26737) | ($26737) | $0 | ($26737) | $0 | |||||||||||||
Adj EBITDA | $125347173 | $24652477 | $7870309 | ($24463921) | $133406038 | $133406038 | $0 | ($24463921) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
LTM March 2020 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($404354) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($9301413) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | $73175 | |||||||||||||||||||||
2170 - SEVERANCE | ($804389) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($1242661) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($660176) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($831198) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($6529291) | |||||||||||||||||||||
43 - INCOME TAXES | ($22943223) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($16777575) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7398493444 | $73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307607562 | $ 118451453 | $ 38879193 | $ (470260) | $ 464467948 | |||||||||||||||||
Operating expenses | (182260388) | (93798977) | (31008884) | (23966924) | (331035174) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (26737) | (26737) | |||||||||||||||||
Adjusted EBITDA | 125347173 | 24652477 | 7870309 | (24463921) | 133406038 | |||||||||||||||||
Loss on disposal of property equipment and software | ($404354) | |||||||||||||||||||||
Share-based compensation expense | ($9301413) | |||||||||||||||||||||
Restructuring | $73175 | |||||||||||||||||||||
Non-recurring expenses | ($3538423) | |||||||||||||||||||||
Depreciation and amortization | ($6529291) | |||||||||||||||||||||
Income tax expense | ($22943223) | |||||||||||||||||||||
Interest expense | ($16777575) | |||||||||||||||||||||
Net Income | $ 73984934 | ($000) | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 307608 | $ 118451 | $ 38879 | $ (470) | $ 464468 | |||||||||||||||||
Operating expenses | (182260) | (93799) | (31009) | (23967) | (331035) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (27) | (27) | |||||||||||||||||
Adjusted EBITDA | 125347 | 24652 | 7870 | (24464) | 133406 | |||||||||||||||||
Loss on disposal of property equipment and software | (404) | |||||||||||||||||||||
Share-based compensation expense | (9301) | |||||||||||||||||||||
Restructuring | 73 | |||||||||||||||||||||
Non-recurring expenses | (3538) | |||||||||||||||||||||
Depreciation and amortization | (6529) | |||||||||||||||||||||
Income tax expense | (22943) | |||||||||||||||||||||
Interest expense | (16778) | |||||||||||||||||||||
Net Income | $ 73985 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | FY 2018 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $42448423 | $75644129 | $7314164 | $0 | $125406716 | $125406716 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $62555276 | $8576209 | $26079720 | $0 | $97211205 | $97211205 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($7871318) | ($6705159) | ($1286022) | $0 | ($15862498) | ($15862498) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($143734) | $286080 | $460 | ($286380) | ($143574) | ($143574) | $0 | $0 | ($286380) | |||||||||||||
12 - PRODUCTION BONUSES | $5419852 | $20418235 | $1239380 | $0 | $27077467 | $27077467 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $102408499 | $98219494 | $33347703 | ($286380) | $233689316 | $233689316 | $0 | $0 | ($286380) | |||||||||||||
02 - COGS - SALES | ($25376510) | ($24457250) | ($11692678) | ($100) | ($61526537) | ($61526537) | ($0) | ($100) | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($5815806) | ($11214142) | ($3278839) | ($0) | ($20308787) | ($20308787) | ($0) | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $71216183 | $62548103 | $18376186 | ($286480) | $151853992 | $151853992 | $0 | ($100) | ($286380) | |||||||||||||
04 - SALES AND MARKETING | ($33669029) | ($38963099) | ($8319082) | $292555 | ($80658654) | ($80658654) | $0 | $6175 | $286380 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $7770 | $5426 | ($129663) | ($9521709) | ($9638177) | ($9638177) | $0 | ($9521709) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($866476) | ($619587) | ($706607) | ($9427609) | ($11620279) | ($11620279) | $0 | ($9427609) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($34527736) | ($39577261) | ($9155351) | ($18656763) | ($101917110) | ($101917110) | $0 | ($18943143) | $286380 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $143 | ($9429) | ($9286) | ($9286) | $0 | ($9429) | $0 | |||||||||||||
Adj EBITDA | $36688447 | $22970842 | $9220977 | ($18952672) | $49927595 | $49927595 | $0 | ($18952672) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2018 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | $0 | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | ($700123) | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($67372) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2808633) | |||||||||||||||||||||
2170 - SEVERANCE | ($191442) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($244236) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | $0 | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | $0 | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($3468185) | |||||||||||||||||||||
43 - INCOME TAXES | ($6618911) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($929484) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$3489920991 | $34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408499 | $ 98219494 | $ 33347703 | $ (286380) | $ 233689316 | |||||||||||||||||
Operating expenses | (65720052) | (75248652) | (24126868) | (18656863) | (183752434) | |||||||||||||||||
Other expenses | 0 | 0 | 143 | (9429) | (9286) | |||||||||||||||||
Adjusted EBITDA | 36688447 | 22970842 | 9220977 | (18952672) | 49927595 | |||||||||||||||||
Loss on disposal of property equipment and software | ($700123) | |||||||||||||||||||||
Share-based compensation expense | ($67372) | |||||||||||||||||||||
Restructuring | ($2808633) | |||||||||||||||||||||
Non-recurring expenses | ($435678) | |||||||||||||||||||||
Depreciation and amortization | ($3468185) | |||||||||||||||||||||
Income tax expense | ($6618911) | |||||||||||||||||||||
Interest expense | ($929484) | |||||||||||||||||||||
Net Income | $ 34899210 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 102408 | $ 98219 | $ 33348 | $ (286) | $ 233689 | |||||||||||||||||
Operating expenses | (65720) | (75249) | (24127) | (18657) | (183752) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (9) | (9) | |||||||||||||||||
Adjusted EBITDA | 36688 | 22971 | 9221 | (18953) | 49928 | |||||||||||||||||
Loss on disposal of property equipment and software | (700) | |||||||||||||||||||||
Share-based compensation expense | (67) | |||||||||||||||||||||
Restructuring | (2809) | |||||||||||||||||||||
Non-recurring expenses | (436) | |||||||||||||||||||||
Depreciation and amortization | (3468) | |||||||||||||||||||||
Income tax expense | (6619) | |||||||||||||||||||||
Interest expense | (929) | |||||||||||||||||||||
Net Income | $ 34899 | |||||||||||||||||||||
GAAP 606 | ||||||||||||||||||||||
YES | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | CHECK | ACTUALS | ACTUALS | ||||||||||||||
All | SENIOR | LIFE | AUTO AND HOME | CORP amp Elims | Consolidated | All | CORP | ELIMINATION | ||||||||||||||
FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | FY 2019 | |||||||||||||||
1110 - FY COMMISSIONS INCOME | $64748828 | $89312367 | $8417421 | $0 | $162478617 | $162478617 | $0 | $0 | $0 | |||||||||||||
1120 - RENEWAL COMMISSIONS INCOME | $117485861 | $9461294 | $26188018 | $0 | $153135172 | $153135172 | $0 | $0 | $0 | |||||||||||||
1130 - PROVISION FOR UNCOLLECTABILITY | ($8382800) | ($9647682) | ($1367112) | $0 | ($19397594) | ($19397594) | $0 | $0 | $0 | |||||||||||||
1140 - OTHER INCOME | ($3379) | $120320 | $1860 | ($334540) | ($215739) | ($215739) | $0 | $0 | ($334540) | |||||||||||||
12 - PRODUCTION BONUSES | $18408526 | $21246572 | $1813760 | $0 | $41468858 | $41468858 | $0 | $0 | $0 | |||||||||||||
01 - NET REVENUE | $192257037 | $110492871 | $35053948 | ($334540) | $337469315 | $337469315 | $0 | $0 | ($334540) | |||||||||||||
02 - COGS - SALES | ($37139944) | ($27296860) | ($14056201) | $0 | ($78493005) | ($78493005) | $0 | $0 | $0 | |||||||||||||
03 - COGS - FULFILLMENT | ($11456105) | ($8677955) | ($3528802) | ($0) | ($23662862) | ($23662862) | $0 | ($0) | $0 | |||||||||||||
01 - GROSS PROFIT | $143660988 | $74518056 | $17468944 | ($334540) | $235313449 | $235313449 | ($0) | ($0) | ($334540) | |||||||||||||
04 - SALES AND MARKETING | ($51913737) | ($47798159) | ($8690104) | $334540 | ($108067461) | ($108067461) | ($0) | $0 | $334540 | |||||||||||||
05 - TECHNICAL DEVELOPMENT | $0 | $0 | ($0) | ($8151493) | ($8151493) | ($8151493) | $0 | ($8151493) | $0 | |||||||||||||
06 - GENERAL AND ADMINISTRATIVE | ($1572790) | ($898818) | ($962083) | ($10366604) | ($13800295) | ($13800295) | $0 | ($10366604) | $0 | |||||||||||||
02 - OPERATING EXPENSE | ($53486527) | ($48696977) | ($9652187) | ($18183557) | ($130019249) | ($130019249) | ($0) | ($18518097) | $334540 | |||||||||||||
08 - OTHER INCOME (EXPENSE) | $0 | $0 | $0 | ($15000) | ($15000) | ($15000) | $0 | ($15000) | $0 | |||||||||||||
Adj EBITDA | $90174462 | $25821079 | $7816757 | ($18533097) | $105279200 | $105279200 | ($0) | ($18533097) | $0 | |||||||||||||
GAAP 606 | ||||||||||||||||||||||
NO | ||||||||||||||||||||||
Sub Group New | ||||||||||||||||||||||
ACTUALS | ACTUALS | ACTUALS | ACTUALS | ACTUALS | ||||||||||||||||||
All | All | |||||||||||||||||||||
FY 2019 | ||||||||||||||||||||||
6820 - GAINLOSS ON DISPOSAL OF FA | ($221453) | |||||||||||||||||||||
42 - OTHER INCOME (EXPENSE) | $0 | |||||||||||||||||||||
2160 - STOCK BASED COMP | ($86409) | |||||||||||||||||||||
6917 - RESTRUCTURING EXPENSES | ($2304997) | |||||||||||||||||||||
2170 - SEVERANCE | ($397427) | |||||||||||||||||||||
6916 - NON-RECURRING ADD BACK | ($291163) | |||||||||||||||||||||
6918 - SALARIES AND WAGES | ($692457) | |||||||||||||||||||||
6919 - CORPORATE DEVELOPMENT | ($310000) | |||||||||||||||||||||
3 - DEPRECIATION AND AMORTIZATION | ($4701692) | |||||||||||||||||||||
43 - INCOME TAXES | ($22033741) | |||||||||||||||||||||
41 - INTEREST INCOME (EXPENSE) | ($1660411) | All | ||||||||||||||||||||
YES | ||||||||||||||||||||||
$7257944992 | $72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257037 | $ 110492871 | $ 35053948 | $ (334540) | $ 337469315 | |||||||||||||||||
Operating expenses | (102082575) | (84671792) | (27237191) | (18183557) | (232175115) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15000) | (15000) | |||||||||||||||||
Adjusted EBITDA | 90174462 | 25821079 | 7816757 | (18533097) | 105279200 | |||||||||||||||||
Loss on disposal of property equipment and software | ($221453) | |||||||||||||||||||||
Share-based compensation expense | ($86409) | |||||||||||||||||||||
Restructuring | ($2304997) | |||||||||||||||||||||
Non-recurring expenses | ($1691047) | |||||||||||||||||||||
Depreciation and amortization | ($4701692) | |||||||||||||||||||||
Income tax expense | ($22033741) | |||||||||||||||||||||
Interest expense | ($1660411) | |||||||||||||||||||||
Net Income | $ 72579450 | $000 | ||||||||||||||||||||
Senior | Life | Auto amp Home | Corp amp Elims | Consolidated | ||||||||||||||||||
Revenue | $ 192257 | $ 110493 | $ 35054 | $ (335) | $ 337469 | |||||||||||||||||
Operating expenses | (102083) | (84672) | (27237) | (18184) | (232175) | |||||||||||||||||
Other expenses | 0 | 0 | 0 | (15) | (15) | |||||||||||||||||
Adjusted EBITDA | 90174 | 25821 | 7817 | (18533) | 105279 | |||||||||||||||||
Loss on disposal of property equipment and software | (221) | |||||||||||||||||||||
Share-based compensation expense | (86) | |||||||||||||||||||||
Restructuring | (2305) | |||||||||||||||||||||
Non-recurring expenses | (1691) | |||||||||||||||||||||
Depreciation and amortization | (4702) | |||||||||||||||||||||
Income tax expense | (22034) | |||||||||||||||||||||
Interest expense | (1660) | |||||||||||||||||||||
Net Income | $ 72579 | |||||||||||||||||||||
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