UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549

 

Form 10-Q

 

QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE
SECURITIES EXCHANGE ACT OF 1934

 

FOR QUARTER ENDED September 30, 2007

 

Commission File Number:    000-52012

 

INVESTOOLS INC.
(Exact name of Registrant as specified in its charter)

 

Delaware

 

76-0685039

(State or other jurisdiction of incorporation or organization)

 

(I.R.S. Employer Identification No.)

 

 

 

45 Rockefeller Plaza, Suite 2012, New York, New York

 

10111

(Address of principal executive offices)

 

(Zip Code)

 

Registrant’s telephone number, including area code:
(801) 816-6918

 

Indicate by check mark whether the Registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities and Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the Registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.

 

Yes  x

 

No  o

 

Indicate by check mark whether the Registrant is a large accelerated filer, an accelerated filer, or a non-accelerated filer. See definition of “accelerated filer” and “large accelerated filer” in Rule 12b-2 of the Exchange Act.

 

Large accelerated filer o

 

Accelerated filer x

 

Non-accelerated filer o

 

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act).

 

Yes  o

 

No  x

 

Indicate the number of shares outstanding of each of the issuer’s classes of common stock, as of the latest practicable date:

 

Common Stock: 65,474,009 as of November 9, 2007

 

 



 

INVESTOOLS INC. AND SUBSIDIARIES
Report on Form 10-Q
Quarter Ended September 30, 2007

 

PART I - FINANCIAL INFORMATION

 

 

 

 

ITEM 1.

CONDENSED CONSOLIDATED FINANCIAL STATEMENTS (UNAUDITED)

 

ITEM 2.

MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

 

ITEM 3.

QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK

 

ITEM 4.

CONTROLS AND PROCEDURES

 

 

 

 

PART II - OTHER INFORMATION

 

 

 

 

ITEM 1.

LEGAL PROCEEDINGS

 

ITEM 1a.

RISK FACTORS

 

ITEM 2.

UNREGISTERED SALES OF EQUITY SECURITIES AND USE OF PROCEEDS

 

ITEM 3.

DEFAULTS UPON SENIOR SECURITIES

 

ITEM 4.

SUBMISSION OF MATTERS TO A VOTE OF SECURITY HOLDERS

 

ITEM 5.

OTHER INFORMATION

 

ITEM 6.

EXHIBITS

 

 

2



 

PART I - FINANCIAL INFORMATION

 

Item 1. Condensed Consolidated Financial Statements

 

INVESTOOLS INC. AND SUBSIDIARIES
Condensed Consolidated Balance Sheets
(in thousands)
(unaudited)

 

 

 

September 30, 
2007

 

December 31, 
2006

 

 

 

 

 

 

 

ASSETS

 

 

 

 

 

Current assets:

 

 

 

 

 

Cash and cash equivalents

 

$

46,287

 

$

52,923

 

Marketable securities

 

2,803

 

22,141

 

Accounts receivable, net of allowance ($317 and $74)

 

18,977

 

5,885

 

Receivable from clearing brokers

 

10,462

 

 

Income tax receivable

 

8,297

 

 

Deferred tax asset

 

11,305

 

 

Other current assets

 

4,067

 

10,056

 

Total current assets

 

102,198

 

91,005

 

 

 

 

 

 

 

Long-term restricted cash

 

385

 

377

 

Goodwill

 

207,317

 

18,085

 

Intangible assets, net of accumulated amortization ($13,591 and $4,154)

 

135,455

 

2,936

 

Software development cost, net of accumulated depreciation ($2,543 and $274)

 

24,236

 

12,584

 

Furniture and equipment, net of accumulated depreciation ($7,794 and $4,790)

 

8,209

 

5,253

 

Other long-term assets

 

20,802

 

1,397

 

 

 

 

 

 

 

Total assets

 

$

498,602

 

$

131,637

 

 

 

 

 

 

 

LIABILITIES AND STOCKHOLDERS’ EQUITY (DEFICIT)

 

 

 

 

 

Current liabilities:

 

 

 

 

 

Current portion of deferred revenue

 

$

126,438

 

$

120,919

 

Other current liabilities

 

20,214

 

15,958

 

Accounts payable

 

14,411

 

4,388

 

Accrued payroll

 

13,197

 

4,870

 

Accrued tax liabilities

 

8,042

 

9,602

 

Current portion of capitalized lease obligations

 

208

 

180

 

Current portion of notes payable

 

17,500

 

 

Total current liabilities

 

200,010

 

155,917

 

 

 

 

 

 

 

Long-term portion of deferred revenue

 

40,929

 

38,656

 

Capitalized lease obligations

 

385

 

500

 

Notes payable

 

102,500

 

 

Deferred income taxes

 

16,288

 

 

Other long-term accrued liabilities

 

529

 

215

 

Total liabilities

 

360,641

 

195,288

 

 

 

 

 

 

 

Stockholders’ equity (deficit):

 

 

 

 

 

Common stock $0.01 par value (65,623 and 45,264 shares issued and outstanding, respectively)

 

656

 

453

 

Additional paid-in capital

 

324,862

 

128,115

 

Accumulated other comprehensive income

 

38

 

3

 

Accumulated deficit

 

(187,595

)

(192,222

)

Total stockholders’ equity (deficit)

 

137,961

 

(63,651

)

 

 

 

 

 

 

Total liabilities and stockholders’ equity (deficit)

 

$

498,602

 

$

131,637

 

 

The accompanying notes are an integral part of these condensed consolidated financial statements.

 

3



 

INVESTOOLS INC. AND SUBSIDIARIES
Condensed Consolidated Statements of Operations
(in thousands, except per share amounts)
(unaudited)

 

 

 

Three Months Ended 
September 30,

 

Nine Months Ended 
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

 

 

 

 

Restated

 

 

 

Restated

 

Revenue

 

$

89,332

 

$

40,043

 

$

223,934

 

$

126,164

 

Costs and expenses

 

 

 

 

 

 

 

 

 

Cost of revenue

 

35,437

 

26,291

 

105,334

 

90,841

 

Selling expense

 

16,165

 

12,154

 

52,531

 

36,660

 

General and administrative expense

 

15,556

 

8,353

 

52,632

 

25,029

 

Special charges

 

310

 

195

 

1,275

 

3,185

 

Total costs and expenses

 

67,468

 

46,993

 

211,772

 

155,715

 

 

 

 

 

 

 

 

 

 

 

Income (loss) from operations

 

21,864

 

(6,950

)

12,162

 

(29,551

)

 

 

 

 

 

 

 

 

 

 

Other (expense) income

 

 

 

 

 

 

 

 

 

Interest expense

 

(3,903

)

(18

)

(7,681

)

(49

)

Interest income

 

433

 

734

 

1,294

 

1,698

 

Other

 

(6

)

(70

)

2

 

(68

)

Other (expense) income

 

(3,476

)

646

 

(6,385

)

1,581

 

 

 

 

 

 

 

 

 

 

 

Net income (loss) before income taxes and cumulative effect of accounting change

 

18,388

 

(6,304

)

5,777

 

(27,970

)

Income tax (benefit) provision

 

 

(907

)

1,150

 

(851

)

 

 

 

 

 

 

 

 

 

 

Net income (loss) before cumulative effect of accounting change

 

18,388

 

(5,397

)

4,627

 

(27,119

)

Cumulative effect of accounting change

 

 

 

 

48

 

 

 

 

 

 

 

 

 

 

 

Net income (loss)

 

$

18,388

 

$

(5,397

)

$

4,627

 

$

(27,071

)

 

 

 

 

 

 

 

 

 

 

Net income (loss) per common share:

 

 

 

 

 

 

 

 

 

Basic

 

$

0.28

 

$

(0.12

)

$

0.07

 

$

(0.60

)

Diluted

 

$

0.27

 

$

(0.12

)

$

0.07

 

$

(0.60

)

 

 

 

 

 

 

 

 

 

 

Weighted average common shares outstanding — basic

 

65,437

 

45,111

 

62,076

 

44,999

 

Weighted average common shares outstanding — diluted

 

68,383

 

45,111

 

64,468

 

44,999

 

 

The accompanying notes are an integral part of these condensed consolidated financial statements.

 

4



 

INVESTOOLS INC. AND SUBSIDIARIES
Condensed Consolidated Statements of Cash Flows
(in thousands)
(unaudited)

 

 

 

Nine Months Ended 
September 30,

 

 

 

2007

 

2006

 

 

 

 

 

Restated

 

Cash flows from operating activities:

 

 

 

 

 

Net income

 

$

4,627

 

$

(27,071

)

Reconciling adjustments:

 

 

 

 

 

Depreciation and amortization

 

14,182

 

3,510

 

Deferred taxes

 

173

 

84

 

Stock compensation expense

 

13,391

 

833

 

Amortization of exclusivity rights

 

3,070

 

 

Amortization of debt issuance costs

 

768

 

 

Decrease in fair value of interest rate swap agreement, included in interest expense

 

479

 

 

Provision for sales return reserve

 

892

 

526

 

Provision for lease termination

 

136

 

213

 

Provision for (recovery of) bad debt

 

243

 

(32

)

Loss (gain) on sale of assets

 

22

 

(10

)

Impairment of capitalized software development

 

 

1,464

 

Provision for inventory reserve

 

70

 

 

Loss on marketable securities

 

4

 

73

 

Changes in operating assets and liabilities, net of the effect of acquired businesses:

 

 

 

 

 

Accounts receivable

 

(11,417

)

(1,799

)

Receivable from clearing brokers

 

(6,114

)

 

Income tax receivable

 

62

 

 

Other assets

 

5,619

 

(2,378

)

Accounts payable

 

(2,345

)

1,437

 

Deferred revenue

 

7,792

 

62,502

 

Accrued payroll

 

4,677

 

1,619

 

Other liabilities

 

(5,847

)

4,223

 

Accrued tax liabilities

 

(170

)

58

 

Net cash provided by operating activities

 

30,314

 

45,252

 

 

 

 

 

 

 

Cash flows from investing activities:

 

 

 

 

 

Purchases of marketable securities

 

 

(23,403

)

Proceeds from the sale or maturity of marketable securities

 

19,341

 

3,865

 

Proceeds from the sale of equipment

 

25

 

10

 

Payments for capitalized software development costs

 

(11,469

)

(4,540

)

Purchases of furniture and equipment

 

(3,102

)

(2,621

)

Deferred acquisition costs

 

 

(1,323

)

Cash held in escrow

 

(8,400

)

 

Cash paid in business acquisitions, net of cash received

 

(149,347

)

 

Net cash used in investing activities

 

(152,952

)

(28,012

)

 

 

 

 

 

 

Cash flows from financing activities:

 

 

 

 

 

Payments on capital leases

 

(139

)

(112

)

Payments on note payable

 

(5,000

)

 

Changes in long-term restricted cash

 

(8

)

4,715

 

Proceeds from note payable

 

125,000

 

 

Payment of debt issuance costs

 

(4,539

)

 

Repurchase of stock

 

 

(1,360

)

Proceeds from exercise of stock options

 

661

 

711

 

Net cash provided by financing activities

 

115,975

 

3,954

 

 

 

 

 

 

 

Effect of exchange rates on cash and cash equivalents

 

27

 

 

 

 

 

 

 

 

Increase (decrease) in cash and cash equivalents

 

(6,636

)

21,194

 

Cash and cash equivalents:

 

 

 

 

 

Beginning of period

 

52,923

 

11,466

 

 

 

 

 

 

 

End of period

 

$

46,287

 

$

32,660

 

 

 

 

 

 

 

Supplemental disclosures of cash flow information:

 

 

 

 

 

Cash paid for interest

 

$

6,368

 

$

46

 

Cash paid for taxes

 

547

 

 

Supplemental non-cash disclosures:

 

 

 

 

 

Equipment financed with capital lease obligations

 

$

52

 

$

193

 

Licensing contracts financed with vendors

 

$

 

$

350

 

Software development, deferred acquisition costs and furniture and equipment costs financed through accounts payable and other liabilities

 

$

3,436

 

$

2,604

 

Exclusivity rights and intellectual property financed through stock

 

 

10,710

 

 

 

Legal settlement settled with stock

 

 

2,762

 

 

 

Reversal of deferred tax valuation allowance through goodwill

 

 

1,048

 

 

 

Software development costs financed with stock

 

 

138

 

 

 

 

See Note 3 for additional information about the merger with thinkorswim

 

The accompanying notes are an integral part of these condensed consolidated financial statements.

 

5



 

INVESTOOLS INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(unaudited)

 

1.      Basis of Presentation

 

The condensed consolidated financial statements include the accounts of Investools Inc. and its wholly-owned subsidiaries  (the “Company” or “Investools”). All intercompany balances and transactions have been eliminated in consolidation.

 

The accompanying Condensed Consolidated Financial Statements should be read in conjunction with the audited consolidated financial statements for the year ended December 31, 2006 included in the Company’s Annual Report on Form 10-K.

 

The accompanying unaudited Condensed Consolidated Financial Statements have been prepared in accordance with Rule 10-01 of Regulation S-X for interim financial statements required to be filed with the Securities and Exchange Commission (“SEC”) and do not include all the information and footnotes required by accounting principles generally accepted in the United States. However, in the opinion of management, the information furnished reflects all adjustments, consisting of normal recurring adjustments, which are necessary to make a fair presentation of financial position and operating results for the interim periods. The results of operations for the three and nine month periods ended September 30, 2007 are not necessarily indicative of the results to be expected for the full year.

 

Restatement of 2006 and 2007 Interim Financial Statements

 

In February 2007, the Company determined that during the year ended December 31, 2006 certain deferred revenue related to workshops and homestudies had not been appropriately recognized as revenue during the period the workshop was attended, or homestudy delivered. The Company also discovered an error in accrued sales taxes that was recorded in the quarter ended March 31, 2006. Additionally, certain immaterial errors were identified which related to the year ended December 31, 2005. These have also been recorded in the first quarter of 2006.

 

The Company has accordingly restated operating results for each of the first three quarters of 2006 to appropriately reflect recognition of the additional revenue earned. In addition, the Company restated operating results for sales tax accrued in the first quarter of 2006. The aggregate impact of the restatement in the accompanying Condensed Consolidated Statement of Operations for the three and nine months ended September 30, 2006 is an increase in revenue recognized under generally accepted accounting principles (“GAAP”) of $4.5 million and $13.5 million, respectively, an increase in selling expense of zero and $0.5 million, respectively, and a reduction to net loss of $4.5 million and $13.0 million, respectively. These adjustments also resulted in related changes to long-term deferred tax assets, short-term deferred tax liabilities, current and long-term deferred revenue, accrued sales taxes, the reserve for sales returns, and accumulated deficit. There was no impact from the restatement on net cash provided by operating activities, net cash used in investing activities, or net cash provided by financing activities. Further explanations of the restated financial statements can be found in the audited consolidated financial statements for the year ended December 31, 2006 included in the Company’s Annual Report on Form 10-K.

 

In November 2007, the Company determined that during the quarter ended June 30, 2007 certain deferred revenue related to workshops had not been appropriately recognized as revenue during the period the workshop was attended. Additionally, the Company also determined that certain cash flows previously identified as operating activities need to be reclassified as investing activities.

 

The Company will accordingly restate operating results for the quarter ended June 30, 2007 to appropriately reflect recognition of the additional revenue earned and the proper classification of cash flows. The aggregate impact of the restatement in the accompanying Condensed Consolidated Statement of Operations for the nine months ended September 30, 2007 is an increase in revenue recognized under generally accepted accounting principles (“GAAP”) of $2.1 million. These adjustments also resulted in changes to current and long-term deferred revenue, the reserve for sales returns and accumulated deficit. In addition, the Company corrected an error of approximately $3.9 million in the statement of cash flows, increasing cash from operating activities and increasing cash used in investing activities, related to payments for capitalized software development costs, furniture and equipment financed through accounts payable and other liabilities in previous quarters.

 

6



 

2.                 Summary of Significant Accounting Policies

 

Use of Estimates

 

Preparation of financial statements in conformity with U.S. generally accepted accounting principles requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, the disclosed amounts of contingent assets and liabilities and the reported amounts of sales return reserve, revenues and expenses. Management believes the most significant estimates and assumptions are associated with the valuation of intangibles, goodwill, taxes, deferred revenue, and the reserve for sales returns. If the underlying estimates and assumptions upon which the financial statements are based change in future periods, actual amounts may differ from those included in the Condensed Consolidated Financial Statements.

 

Except as described in the following paragraphs, there have been no changes in significant accounting policies from those included in the Company’s Annual Report filed on Form 10-K for the year ended December 31, 2006.

 

As a result of the February 15, 2007 merger with thinkorswim Group, Inc. (“thinkorswim”), the Company has several new significant accounting policies. The following paragraphs update the significant accounting policies disclosed in Note 2 of Notes to Consolidated Financial Statements included in the Company’s Annual Report filed on Form 10-K for the year ended December 31, 2006.

 

Receivables from Clearing Brokers

 

Receivables from clearing brokers consists of cash deposits and receivables from revenues earned, net of expenses incurred, from customer transactions conducted through the clearing brokers.

 

Securities Owned and Securities Sold, Not Yet Purchased

 

Securities owned and securities sold, not yet purchased, are carried at market value and recorded on a trade date basis. The Company does not actively trade securities for its own benefit. Securities sold, not yet purchased represent obligations of the Company to make future delivery of specified securities and correspondingly create an obligation to purchase securities at prevailing market prices. Equities and options included in securities owned and securities sold, not yet purchased generally result from trade corrections.

 

Income Taxes

 

The Company adopted the provisions of Financial Accounting Standards Board (“FASB”) Interpretation No. 48 (“FIN 48”), “Accounting for Uncertainty in Income Taxes-an interpretation of FASB Statement No. 109”, on January 1, 2007. FIN 48 clarifies the accounting for uncertainty in income taxes recognized in an enterprise’s financial statements in accordance with FASB Statement 109, “Accounting for Income Taxes”, and prescribes a recognition threshold and measurement process for financial statement recognition and measurement of a tax position taken or expected to be taken in a tax return. FIN 48 also provides guidance on derecognition, classification, interest and penalties, accounting in interim periods, disclosure and transition.

 

The adoption of FIN 48 did not have a material effect on the financial statements as of the adoption date and as of September 30, 2007. As a result, there was no cumulative effect related to adoption. As of January 1, 2007, the Company had no unrecognized tax benefits.

 

The Company is continuing its practice of recognizing interest and/or penalties related to income tax matters as a component of tax expense in the Condensed Consolidated Statements of Operations.

 

Tax years 2004 through 2006 and 2003 through 2006 are subject to examination by federal and state taxing authorities, respectively. The Company recently concluded an examination by the Internal Revenue Service for the tax years ended December 31, 2004 and 2005. The agreed-upon adjustments in the examination did not result in a material impact to the financial statements.

 

During the quarter ended September 30, 2007, the Company did not record any incremental tax expense. A portion of our net operating losses (“NOLs”) was used during the quarter, creating deferred tax expense which was offset by a corresponding deferred tax benefit related to the release of valuation allowance on those NOLs

 

Tax expense, in the amount of $1.1 million, was recorded during the nine months ended September 30, 2007 and relates to

 

7



 

the use of a portion of our net operating losses which created deferred tax expense that was not offset by the related release of valuation allowance on those NOLs. The tax benefit resulting from valuation release was credited to goodwill instead of tax expense, since the valuation allowance on those NOLs was originally established in purchase accounting.

 

Sales Taxes

 

The Company records taxes collected from customers on a net basis, excluded from revenues.

 

Foreign currency translation

 

The assets and liabilities of foreign operations are translated into U.S. dollars at the exchange rates in effect at the balance sheet date, with the related translation gains and losses reported as a separate component of shareholders’ equity and comprehensive income. Results of operations are translated using the average exchange rates prevailing throughout the period. Transactions denominated in currencies other than the functional currency are translated at exchange rates in effect at the balance sheet date or upon settlement of the transaction. Gains and losses from such translation are recorded to the condensed consolidated statements of operations as a component of “Other.”

 

Revenue Recognition

 

As a result of the merger with thinkorswim in February 2007, the Company has two segments: the Investor Education segment and thinkorswim segment. The following paragraphs summarize the revenue recognition policies for each reporting segment.

 

Investor Education Segment

 

The Company recognizes revenue in accordance with Staff Accounting Bulletin (“SAB”) No. 104, “Revenue Recognition”, and EITF No. 00-21, “Accounting for Revenue Arrangements with Multiple Deliverables”. Revenue is not recognized until it is realized or realizable and earned. The criteria to meet this guideline are: (i) persuasive evidence of an arrangement exists; (ii) delivery has occurred or services have been rendered; (iii) the price to the buyer is fixed or determinable; and (iv) collectibility is reasonably assured.

 

The Company sells its products separately and in various bundles that contain multiple deliverables that include on-demand coaching services, website subscriptions, educational workshops, online courses, along with other products and services. In accordance with EITF 00-21, sales arrangements with multiple deliverables are divided into separate units of accounting if the deliverables in the arrangement meet the following criteria: (i) the product has value to the customer on a standalone basis; (ii) there is objective and reliable evidence of the fair value of undelivered items; and (iii) delivery or performance of any undelivered item is probable and substantially in our control. The fair value of each separate element is generally determined by prices charged when sold separately. In certain arrangements, Investools offers these products bundled together at a discount. The discount is allocated pro rata to each element based on the relative fair value of each element when fair value support exists for each element in the arrangement. If fair value of all undelivered elements in an arrangement exists, but fair value does not exist for a delivered element, then revenue is recognized using the residual method. Under the residual method, the fair value of undelivered elements is deferred and the remaining portion of the arrangement fee (after allocation of 100 percent of any discount to the delivered item) is recognized as revenue. The Company provides some limited rights of return in connection with its arrangements. The Company estimates its returns based on historical experience and maintains an allowance for estimated returns, which has been reflected as an accrued liability. Each transaction is separated into its specific elements and revenue from each element is recognized according to the following policies:

 

Product

 

Recognition policy

Workshop/workshop certificates

 

Deferred and recognized as the workshop is provided or certificate expires

Home study programs

 

Recognized upon delivery of home study materials to the customer

Online courses

 

Deferred and recognized over the estimated subscription period

Coaching services

 

Deferred and recognized as services are delivered, or on a straight-line basis over the subscription period

Website subscription services

 

Deferred and recognized on a straight-line basis over the subscription period

Data licenses

 

Recognized monthly based on data usage

 

8



 

Throughout 2006, the Company introduced certain online courses. The terms and conditions of those online courses provide customers with access to and the ability to take these courses on an unlimited basis as long as they have an active website subscription. As the Company currently does not have sufficient historical usage data related to how these online courses are utilized, revenue is being recognized over the estimated expected customer life. However, as historical usage patterns become evident, the Company will recognize revenue consistent with the actual usage patterns.

 

thinkorswim Segment

 

The types of revenues associated with thinkorswim include brokerage commissions, interest and dividends and other brokerage related revenue. Revenues for commissions and other brokerage related activities are recorded on a trade date basis. Interest and dividend revenues are recorded when earned.

 

Accounting Pronouncements Issued Not Yet Adopted

 

In September 2006, the FASB issued SFAS No. 157 (“SFAS 157”), “Fair Value Measurements”. SFAS 157 defines fair value, establishes a framework for measuring fair value, and requires enhanced disclosures about fair value measurements. SFAS 157 is effective for fiscal years that begin after November 15, 2007. The Company is currently evaluating the potential effect of SFAS 157 on its financial statements.

 

In February 2007, FASB Statement No. 159 (“SFAS 159”), “The Fair Value Option for Financial Assets and Financial Liabilities” was released. SFAS 159 provides companies with an option to report selected financial assets and liabilities at fair value and establishes presentation and disclosure requirements designed to facilitate comparisons between companies that choose different measurement attributes for similar types of assets and liabilities. SFAS 159 will be effective for the Company beginning January 1, 2008. The Company is currently evaluating the potential effect of SFAS 159 on its financial statements.

 

Reclassifications and Correction of Errors

 

Certain amounts in the September 30, 2006 Condensed Consolidated Financial Statements have been reclassified to conform to the current period’s presentation. Additionally, in the Condensed Consolidated Statement of Cash Flows for the nine months ended September 30, 2007, approximately $0.3 million and $3.4 million were reclassed from accounts payable and other liabilities, respectively, to payments for capitalized software development costs, and $0.2 million was reclassed from accounts payable to purchases of furniture and equipment to properly reflect the use of cash for payments made related to asset purchases financed through accounts payable and other liabilities in previous quarters.

 

3.             Acquisitions

 

In September 2006, the Company and thinkorswim, a Delaware corporation, entered into an Agreement and Plan of Merger pursuant to which Investools would acquire 100% of the outstanding stock of thinkorswim. On February 15, 2007, the Company’s wholly-owned subsidiary, Atomic Acquisition Corp., merged with and into thinkorswim, and the results of thinkorswim’s operations have been included in the Condensed Consolidated Financial Statements since that date. The total purchase price of $359.7 million included cash of $181.5 million, shares of common stock worth $167.2 million (19.1 million shares of common stock), and $11.0 million in direct acquisition costs. In connection with the merger, JPMorgan Chase Bank, N.A. and J.P. Morgan Securities Inc. provided the Company a senior secured term loan of $125 million to fund a portion of the cash purchase price.

 

As part of the Merger Agreement, Investools agreed to issue up to a maximum of 728,608 additional shares of common stock to thinkorswim shareholders in the event the stock’s average trading price fell below $8.75 per share during the twenty-day period prior to certain dates subsequent to the Merger (with an $8.00 floor on such share price). The various dates are those on which specific groups of thinkorswim shareholders are first permitted to sell Investools shares, or portions thereof, that they received as merger consideration. The potential dates specified fall between six months and three years after the Merger closes, with the first such date being August 15, 2007. At the time the Merger was announced, the fair market value of Investools stock was $8.59. Because the additional shares are contingently issuable if the price falls below $8.75 per share, the value of the portion of the purchase price attributable to the issuance of common stock has been increased to $8.75 per

 

9



 

share in accordance with EITF No. 97-15, “Accounting for Contingency Arrangements Based on Security Prices in a Purchase Business Combination”.

 

The purchase price has been preliminarily allocated to tangible and intangible assets acquired and liabilities assumed based on their respective fair values. The excess purchase price over the fair value of tangible and intangible assets and liabilities assumed was recorded as goodwill. The fair values of intangible assets were based upon a third party valuation of identifiable intangible assets acquired, including useful lives. The following table summarizes the preliminary allocation of the purchase consideration (in thousands):

 

Purchase Price Allocation:

 

 

 

Current assets (including cash of $40.9 million)

 

$

57,280

 

Property and equipment

 

2,411

 

Intangible assets:

 

 

 

Customer relationships

 

93,400

 

Trade name

 

16,100

 

Non-compete agreements

 

2,500

 

Technology

 

28,950

 

Goodwill

 

190,283

 

Deferred tax assets

 

48,533

 

Total assets acquired

 

439,457

 

 

 

 

 

Current liabilities

 

(25,392

)

Deferred tax liability related to value assigned to intangibles

 

(54,385

)

Total liabilities assumed

 

(79,777

)

Net assets acquired

 

$

359,680

 

 

The fair values assigned to the assets acquired and liabilities assumed have not been finalized and are subject to change pending the receipt of additional information necessary to finalize the purchase price allocation. Of the total value assigned to intangible assets, $16.1 million was allocated to trade names, which are not subject to amortization. The customer relationships, non-compete agreements, and technology have estimated useful lives of 11 to 13.5 years, 3 years, and 7 years, respectively.

 

In connection with the merger with thinkorswim, certain employees and consultants of thinkorswim have the opportunity to participate in a retention bonus pool which equals, in the aggregate, $20 million conditioned upon continued employment. The bonuses will be paid in equal annual installments over the three-year period following the closing of the Merger. Such amounts are being expensed over the retention period of three years. The first payment is expected to be made in February 2008. The accrual for retention bonuses is included in the Condensed Consolidated Balance Sheets within Accrued payroll.

 

In addition, the Company granted certain employees and consultants of thinkorswim options to purchase 2,255,563 shares of Common Stock which vests over four years, under the Company’s 2001 Stock Option Plan, half with an exercise price equal to the fair market value of the underlying Common Stock at the time of grant, and half with an exercise price equal to 150% of such fair market value.

 

In connection with the acquisition approximately $8.5 million has been placed in escrow pending the resolution of various contingencies involving legal and tax-related matters. When the resolution of the contingencies are determinable beyond a reasonable doubt, this amount will be recorded as goodwill. Subsequent to the purchase date such payments totaled $0.1 million as of September 30, 2007. The escrow amount is included in the Condensed Consolidated Balance Sheets within Other long-term assets.

 

The following table contains unaudited and pro forma results of operations for the nine months ended September 30, 2007 and the three and nine months ended September 30, 2006. The pro forma results of operations give pro forma effect as if the merger had occurred on January 1, 2006, after giving effect to certain adjustments including the amortization of the intangible assets, interest expense, tax adjustments, and assumes the purchase price has been allocated to the assets purchased and the liabilities assumed based on their values at the date of purchase. The effect of the change in fair value of the interest rate swap (See Note 12) has not been included in the following pro forma results of operations. The following unaudited pro forma results of operations are presented for illustrative purposes only, and are not necessarily indicative of the operating results that would have occurred had the transaction been consummated for the dates indicated. Furthermore, such unaudited pro forma results of operations are not necessarily indicative of future operating results of the combined companies, due to

 

10



 

changes in operating activities following the purchase, and should not be construed as representative of the operating results of the combined companies for any future dates or periods.

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

(in thousands, except per share data)

 

2006

 

2007

 

2006

 

Revenue

 

$

55,871

 

$

234,051

 

$

170,139

 

Net income (loss)

 

$

(9,722

)

$

3,923

 

$

(40,964

)

 

 

 

 

 

 

 

 

Net income (loss) per share:

 

 

 

 

 

 

 

Basic

 

$

(0.15

)

$

0.06

 

$

(0.64

)

Diluted

 

$

(0.15

)

$

0.06

 

$

(0.64

)

 

4.      Capitalized Software Development Costs

 

For internal use software the Company complies with The American Institute of Certified Public Accountants (“AICPA”) Statement of Position No. 98-1  (“SOP 98-1”), “Accounting For Cost of Computer Software Developed or Obtained for Internal Use”, and EITF No. 00-2, “Accounting for Website Development Costs”. In accordance with SOP 98-1, software development costs incurred as part of an approved project plan that result in additional functionality to internal use software are capitalized and amortized on a straight-line basis over the estimated useful life of the software. During the three and nine months ended September 30, 2007 the Company capitalized $4.4 million and $13.3 million, respectively, of software development costs compared to $2.8 million and $6.3 million, respectively, during the three and nine months ended September 30, 2006. The software development costs related to the implementation of the Company’s integrated enterprise resource planning and customer relationship management software solution, internal use software for the development of the Investor Toolbox™ website and software and website assets developed for internal use by thinkorswim.

 

Amortization of software developed for internal use begins when the internal use software is ready for its intended use, and is calculated on a straight-line basis over the estimated life of the product. The Investor Toolbox™ application was placed in service during the latter part of 2006, the integrated enterprise resource planning software was placed in service in March 2007. The software and website assets developed for internal use by thinkorswim were placed in service on various dates throughout the quarter. The customer relationship management software is expected to be placed in service in the fourth quarter of 2007. Amortization expense during the three and nine months ended September 30, 2007 was approximately $0.6 million and $2.3 million, respectively. There was no amortization expense during the three and nine month periods ended September 30, 2006.

 

5.      Marketable Securities

 

The Company invests excess cash in marketable securities, primarily government sponsored securities with maturities ranging from two to 16 months. At September 30, 2007 and December 31, 2006, the cost of these securities was $2.8 million and $22.1 million, respectively. The Company has classified these marketable securities as available for sale under Statement of Financial Accounting Standards No. 115 (“SFAS 115”), “Accounting for Certain Investments in Debt and Equity Securities. Accordingly, the securities are recorded at fair value and any unrealized gains or losses are included in accumulated other comprehensive income within Stockholders’ equity (deficit) in the Condensed Consolidated Balance Sheets. Gains are recognized when realized and are recorded in the Company’s Condensed Consolidated Statement of Operations in other income. Losses are recognized as realized or when management has determined an other-than-temporary decline in fair value has occurred. There were $0 and $4,000 of realized losses recognized in the three and nine months ended September 30, 2007, respectively, and $0.1 million and $0.1 million of realized losses recognized in the three and nine months ended September 30, 2006, respectively. Certain of these securities were purchased at a discount or premium, which are being amortized into interest income over the maturity of the security. The Company recognized interest income of $35,000 and $0.7 million in the three-month periods ended September 30, 2007 and 2006 and $0.3 million and $1.5 million in the nine-month periods ended September 30, 2007 and 2006. The market value of these marketable securities, reflected in the balance sheet at September 30, 2007 and December 31, 2006, were $2.8 million and $22.1 million, respectively. Gross unrealized holding gains were $11,000 at September 30, 2007 and $3,000 at December 31, 2006.

 

11



 

6.      Securities Owned and Securities Sold, Not Yet Purchased

 

Securities owned and securities sold, not yet purchased, are composed of the following at September 30, 2007 (in thousands):

 

 

 

Securities
Owned

 

Securities
Sold, Not
Yet
Purchased

 

Options

 

$

32

 

$

46

 

Equities and other

 

44

 

138

 

 

 

$

76

 

$

184

 

 

Securities owned and securities sold, not yet purchased are included in Other current assets and Other current liabilities, respectively, within the Condensed Consolidated Balance Sheets.

 

7.      Inventories

 

Inventories are stated at the lower of cost or market value (using the first-in, first-out method). The Company’s inventories consist of manuals and DVDs that comprise the Company’s educational products. At September 30, 2007 and December 31, 2006, $0.2 million and $0.1 million, respectively, in net inventories were included as part of Other current assets within the Condensed Consolidated Balance Sheets.

 

12



 

8.      Acquired Intangibles

 

Amortizable Intangibles

 

Amortizable acquired intangibles with finite lives as of September 30, 2007 and December 31, 2006 were as follows (in thousands):

 

 

 

As of September 30, 2007

 

As of December 31, 2006

 

 

 

Gross
Carrying
Amount

 

Accumulated
Amortization

 

Weighted
Average
Remaining
Useful Life

 

Gross
Carrying
Amount

 

Accumulated
Amortization

 

Weighted
Average
Remaining
Useful Life

 

Customer relationships

 

$

93,400

 

$

(5,662

)

12.9 years

 

$

 

$

 

 

Technology and other

 

35,330

 

(6,560

)

6.3 years

 

5,380

 

(3,403

)

3.1 years

 

Non competition

 

3,390

 

(1,369

)

2.3 years

 

890

 

(751

)

1.1 years

 

Total amortizable intangibles

 

$

132,120

 

$

(13,591

)

11.1 years

 

$

6,270

 

$

(4,154

)

3.0 years

 

 

For the three and nine months ended September 30, 2007, amortization expense was $3.7 million and $9.4 million, respectively as compared to $0.6 million and $1.8 million for the same periods in 2006. Customer relationships are being amortized on an accelerated basis.

 

Estimated future amortization expense is as follows (in thousands):

 

2007 Remaining

 

$

3,730

 

2008

 

14,785

 

2009

 

15,185

 

2010

 

13,483

 

2011

 

12,755

 

Thereafter

 

58,591

 

Total estimated amortization expense

 

$

118,529

 

 

Non-amortizable Intangibles

 

Trademarks and trade names are not amortized and have indefinite lives as of September 30, 2007. The Company recorded $0.8 million as a result of the acquisition of Prophet Financial Systems, Inc. (“Prophet”) in 2005 and $16.1 million as a result of the acquisition of thinkorswim in the first quarter of 2007.

 

9.      Stock-Based Compensation

 

The Company currently administers six stock-based compensation plans. These plans are administered by the Compensation Committee of the Board of Directors, which directly selects persons eligible to receive awards and determines the number of shares and/or options subject to each award, the terms, conditions, performance measures, and other provisions of the award. Readers should refer to Notes 2 and 11 of the Company’s Consolidated Financial Statements in its Annual Report on Form 10-K for the year ended December 31, 2006 for additional information related to these stock-based compensation plans.

 

Stock Options

 

The Investools 2001 Stock Option Plan is the only plan out of which the Company currently can grant options. The plan was approved by stockholders in December 2001. On June 15, 2006, stockholders approved a proposal amending the plan to increase the total number of shares available for grant under this plan for issuance to officers, directors and employees from six million to eight million. In connection with its proposed merger with thinkorswim, the Company filed a proxy statement with the SEC on December 13, 2006 that contained a proposal to increase the total number of shares available for grant under this plan to 12 million, and to also make options available thereafter to consultants of the Company. The proposal was approved by stockholders in January 2007. Stock options have typically been granted at fair market value of the Company’s common stock at the date of grant, and generally expire ten years from the date of grant. The shares are issuable from the Company’s authorized but unissued shares, or they may be issued out of treasury stock, if any. Based on awards previously granted to employees, directors and outside consultants, the number of shares available for future stock option grants were 5,257,205 at September 30, 2007.

 

13



 

The total compensation expense related to the Company’s stock option plans and which was included in results of operations within the Condensed Consolidated Statements of Operations was $1.6 million and $12.6 million for the three and nine months ended September 30, 2007, respectively, as compared to $0.3 million and $0.9 million for the same periods in 2006. In addition, costs of $77,000 and $138,000, respectively, were capitalized and included in software development costs during the three and nine months ended September 30, 2007. The tax benefits potentially realizable from stock option exercises was zero and $0.2 million for the three and nine months ended September 30, 2007, and zero and $0.6 million for the three and nine months ended September 30, 2006, respectively. However, the Company was not able to recognize these tax benefits due to its existing, fully-reserved net operating loss carry forward. Until the tax deduction can be utilized to reduce taxes payable, the realization of these tax benefits will not be recognized, and cash flows from financing activities presented in the Condensed Consolidated Statements of Cash Flows will not include the tax effect of the option exercises.

 

The Company uses the Black-Scholes option pricing model to estimate the fair value of option awards with the following weighted average assumptions for the periods indicated:

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

Dividend yield

 

 

 

 

 

Risk-free interest rate

 

4.89

%

4.78

%

4.71

%

5.06

%

Volatility

 

54.8

%

56.7

%

55.2

%

55.9

%

Expected lives

 

6.3 years

 

6.3 years

 

6.7 years

 

6.3 years

 

Weighted average fair value of options granted

 

$

6.08

 

$

5.04

 

$

8.61

 

$

5.30

 

 

The assumptions above are based on multiple factors, including historical exercise patterns of employees in relatively homogeneous groups with respect to exercise and post-vesting employment termination behaviors, and the expected future exercising patterns for those same homogeneous groups. The Company used the simplified method for determining the expected lives of options granted with exercise prices equal to the stock’s fair market value on the grant date. For options with exercise prices higher than fair market value on the grant date, the expected term represents the period of time the options are expected to be outstanding, given the anticipated behavior of different groups of employees. The expected volatility is based upon a blend of the Company’s historical volatility of its stock price, and the historical volatility of the stock price of one of the Company’s industry peers.

 

The following table represents stock option activity for the nine months ended September 30, 2007:

 

 

 

Number of shares

 

Weighted-average
exercise price

 

Weighted-average
remaining
contract life

 

Outstanding options at January 1, 2007

 

3,475,890

 

$

3.00

 

 

 

Granted

 

2,989,313

 

$

15.69

 

 

 

Exercised

 

(176,978

)

$

3.73

 

 

 

Expired

 

 

 

 

 

Forfeited

 

(134,969

)

$

10.48

 

 

 

 

 

 

 

 

 

 

 

Outstanding at September 30, 2007

 

6,153,256

 

$

8.98

 

6.7 years

 

 

 

 

 

 

 

 

 

Exercisable September 30, 2007

 

2,921,933

 

$

1.47

 

4.1 years

 

 

At September 30, 2007, the aggregate intrinsic value of options outstanding was $36.8 million and the aggregate intrinsic value of exercisable options was $31.4 million. The total intrinsic value of options exercised was $0.3 million and $1.6 million for the three and nine months ended September 30, 2007, and $0.3 million and $3.9 million for the three and nine months ended September 30, 2006, respectively.

 

At September 30, 2007, there was $18.7 million of unrecognized compensation cost related to options which is expected to be recognized over a weighted-average period of 3.3 years.

 

In connection with the merger with thinkorswim, certain employees and consultants to the Company were granted the option to purchase 2,255,563 shares of common stock under the Company’s 2001 Stock Option Plan, half with an exercise price equal to the fair market value of the underlying common stock at the time of grant, and half with an exercise price equal to 150% of such fair market value. Approximately 125,000 of these stock options were granted to consultants to the company. The Company has accounted for these in accordance with EITF No. 96-18, “Accounting for Equity Instruments That Are

 

14



 

Issued to Other Then Employees for Acquiring or in Conjunction with Selling Goods or Services”.

 

During 2002, the Company’s chief executive officer was granted an option for up to 550,000 shares of common stock, the vesting of which was contingent upon an event occurring in the future that as of December 31, 2006 was not probable of taking place. In February 2007, the terms were modified by the Compensation Committee of the Board of Directors so that the option for 550,000 shares is now fully vested which resulted in recording $8.5 million in compensation expense in general and administrative expense in the Condensed Consolidated Statements of Operations for the nine months ended September 30, 2007.

 

Restricted Stock

 

In April 2004, the Board of Directors approved the Investools Inc. 2004 Restricted Stock Plan (the “Plan”), which was ratified by the Company’s stockholders in June 2004. The purpose of the Plan is to (a) attract and retain employees of the Company and its subsidiaries, qualified individuals to serve as members of the Board, and consultants to provide services to the Company; (b) motivate participating employees, directors and consultants, by means of appropriate incentives, to achieve long-range goals; (c) provide incentive compensation opportunities that are competitive with those of other similarly situated companies; and (d) further align Plan participants’ interests with those of the Company’s other stockholders through compensation alternatives based on the Company’s stock and thereby promote the long-term financial interest of the Company and its subsidiaries, including the growth in value of the Company’s equity and enhancement of long-term stockholder return. The Plan is administered by the Compensation Committee (the “Committee”) of the Board of Directors, which is comprised of at least two or more directors of the Company appointed by the Board of Directors.

 

There are 323,250 shares of Company common stock available for issuance under the 2004 Restricted Stock Plan as of September 30, 2007. Shares of Company common stock awarded under the plan may be either previously authorized but unissued shares or issued shares which have been reacquired by the Company after their original issuance (including but not limited to shares purchased on the open market).

 

A summary of the status of the Company’s nonvested shares as of September 30, 2007, and changes during the nine months ended September 30, 2007, is as follows:

 

 

 

Number of
nonvested shares

 

Weighted-average
fair value
at the grant date

 

Nonvested shares at January 1, 2007

 

3,000

 

$

5.18

 

Granted

 

173,750

 

$

13.98

 

Vested

 

(3,000

)

$

5.18

 

Forfeited

 

(5,000

)

$

16.40

 

 

 

 

 

 

 

Nonvested shares at September 30, 2007

 

168,750

 

$

13.91

 

 

As of September 30, 2007, there was $1.4 million of total unrecognized compensation cost related to nonvested share-based compensation arrangements granted under the 2004 Plan. The expense is expected to be recognized over a weighted-average period of 1.8 years. The compensation cost related to restricted stock issued under the 2004 Plan and included in operating expenses within the Condensed Consolidated Statements of Operations during the three and nine months ended September 30, 2007 was $0.3 million and $0.8 million, respectively, and $2,000 and $6,000 for the three and nine months ended September 30, 2006, respectively. The fair value of the restricted stock awards is recognized in compensation expense as the restrictions lapse over their respective vesting periods based on their fair value on the date of grant.

 

The total fair value of shares vested during the three and nine months ended September 30, 2007 was $0 and $47,070, respectively. There were no shares that vested during the three and nine months ended September 30, 2006.

 

10.   Net Income (Loss) Per Share

 

Basic net income (loss) per share is computed using the weighted-average number of common shares outstanding during the period. Diluted net income per share is computed using the weighted-average number of common shares and dilutive common stock equivalents outstanding during the period. Potential common stock equivalents amounting to 3.6 million and 3.7 million for the three and nine months ended September 30, 2006, respectively, and 2.5 million and 2.4 million for the three and nine months ended September 30, 2007, respectively, are excluded from the computation because their effect is anti-dilutive.

 

15



 

The following table presents the calculation for the number of shares used in the basic and diluted net income (loss) per share computations (in thousands):

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

Weighted average shares used to calculate basic net income (loss) per share

 

65,437

 

45,111

 

62,076

 

44,999

 

Stock options

 

2,778

 

 

2,232

 

 

Non-vested restricted stock

 

168

 

 

160

 

 

Weighted average common and potential common shares used to calculate diluted net income (loss) per share

 

68,383

 

45,111

 

64,468

 

44,999

 

 

11.   Comprehensive Income (Loss)

 

Supplemental information on comprehensive income (loss) is as follows (in thousands):

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

Net income (loss)

 

$

18,388

 

$

(5,397

)

$

4,627

 

$

(27,071

)

Net unrealized gain on marketable securities

 

11

 

164

 

8

 

24

 

Foreign currency translation gain

 

27

 

 

27

 

 

Less: Reclassification adjustment for losses included in net loss

 

 

73

 

 

73

 

Net comprehensive income (loss)

 

$

18,426

 

$

(5,160

)

$

4,662

 

$

(26,974

)

 

12.   Notes Payable

 

In connection with the merger with thinkorswim (see Note 3), on February 15, 2007 the Company entered into a Credit Agreement with JPMorgan Chase Bank, N.A. (“JPMorgan”), as administrative agent, and with other lenders from time to time parties thereto.

 

The Credit Agreement provides for $125 million in senior secured term loan facilities and a $25 million senior secured revolving loan facility. The senior secured term loan facilities are comprised of a five-year $50 million senior secured term loan A facility, and a five-and-a-half year $75 million senior secured term loan B facility. The revolving loan facility has a five-year term. The Credit Agreement includes an expansion feature with respect to the term loans pursuant to which the Company may request an increase in the permitted aggregate term loan borrowings of up to $25 million. The borrowings under the new senior credit facilities are guaranteed by substantially all of the material wholly-owned domestic subsidiaries of the Company (other than thinkorswim, Inc. and certain immaterial subsidiaries).

 

Loans under the term loan A facility bear interest, at the borrower’s option, at (1) a rate equal to the London interbank offered rate (with adjustments for statutory reserve requirements), or LIBOR, plus an applicable margin, which is currently 2.0%, or (2) a rate equal to the higher of (a) the prime rate of JPMorgan and (b) the federal funds effective rate plus 0.50 percent (the “ABR”), plus an applicable margin, which is currently 1.0%. Such rates were determined by the administrative agent after receipt of the borrowers financial statements based on a leverage-based pricing grid. Loans under the term B facility bear interest at fixed rates of (1) ABR plus 2.25 percent per annum in the case of ABR loans, or (2) LIBOR plus 3.25 percent per annum in the case of LIBOR loans.

 

Interest payments on both the term loan A and B facilities are due beginning March 15, 2007, and thereafter at the end of every calendar quarter. In addition to interest, principal payments of $2.5 million are due on the term loan A facility at the end of every calendar quarter, beginning June 30, 2007 through February 2012, of which a payment was made September 28, 2007. In addition to quarterly interest payments, principal payments of $7.5 million are due annually on the term loan B facility, beginning at the end of March 2008 through March 2012. In August 2012, a $37.5 million balloon payment on the term loan B facility is due.

 

The Credit Agreement contains customary representations and warranties and customary affirmative and negative covenants applicable to the Company and its subsidiaries, including, among other things, restrictions on indebtedness, liens, fundamental changes, investments and acquisitions, sales of assets, sale leasebacks, mergers and consolidations, dividends and other distributions, redemptions, hedging agreements, transactions with affiliates, and maximum fixed charge and total leverage ratios. The Credit Agreement also includes customary events of default, including the occurrence of a change in

 

16



 

control. If an event of default under the Credit Agreement shall occur and be continuing, the commitments thereunder may be terminated and the principal amount outstanding thereunder, together with all accrued unpaid interest and other amounts owed thereunder, may be declared immediately due and payable.

 

The Credit Agreement also requires that the Company maintain hedging agreements for at least three years in order to cap variable interest rates applicable to at least 50 percent of the combined term loans. Accordingly, the Company entered into a four-year, interest rate swap arrangement with JPMorgan, effective beginning March 30, 2007. The swap changes the variable-rate cash flow exposure on half the term loans’ outstanding balances to a fixed-rate cash flow. Under the terms of the swap, at the end of each calendar quarter the Company receives variable interest rate payments based on the same rate index applicable to the term loans’ LIBOR-based alternative, and makes 4.955 percent fixed interest rate payments. Both rates are applied to amounts equal to 50 percent of the then outstanding term loan balances. The Company has not entered into any other such derivative agreement, and does not speculate using derivative instruments.

 

After initially reviewing the critical terms of the interest rate swap, along with internal cash flow forecasts related to the hedged debt obligation, the Company determined it did not qualify for hedge accounting according to the provisions of SFAS No. 133, “Accounting for Derivative Instruments and Hedging Activities”. As a result, the entire amount of net gains (losses) resulting from changes in the fair value of the swap is reported in the Condensed Consolidated Statements of Operations, and will be for the foreseeable future. During the three and nine months ended September 30, 2007, the loss resulting from the change in fair value of the swap was $1.0 million and $0.5 million, respectively, and was classified into interest expense as a yield adjustment to that portion of the term loans designated as a hedged debt obligation.

 

Amounts outstanding under these credit facilities as of September 30, 2007, were $120 million. In addition, as of September 30, 2007, there were no outstanding letters of credit against the revolving loan facility. The weighted average interest rate as of September 30, 2007, was 8.0 percent.

 

The aggregate maturities of notes payable were as follows as of September 30, 2007 (in thousands):

 

2007 Remaining

 

$

2,500

 

2008

 

17,500

 

2009

 

17,500

 

2010

 

17,500

 

2011

 

17,500

 

Thereafter

 

47,500

 

Total

 

$

120,000

 

 

The Company incurred approximately $4.5 million of debt issuance costs related to these notes payable. The debt issuance costs are being amortized using the effective interest rate method over the notes payable term.

 

13.   Regulatory Requirements

 

thinkorswim is subject to the SEC Uniform Net Capital Rule (Rule 15c3-1) under the Securities Exchange Act of 1934, as amended, administered by the SEC and the FINRA , which requires the maintenance of minimum net capital. thinkorswim is required to maintain net capital of the greater of $0.25 million, or a net capital amount sufficient to have an aggregate indebtedness to net capital ratio no greater than 6-2/3%, or 15 to 1. At September 30, 2007, thinkorswim’s net capital requirement was $1.6 million. At September 30, 2007, thinkorswim had net capital of approximately $16.0 million. The ratio of aggregate indebtedness to net capital at September 30, 2007 was 1.55 to 1. thinkorswim is also subject to the Commodity Futures Trading Commission (“CFTC”) Regulation 1.17 (“Reg 1.17”) under the Commodity Exchange Act, administered by the Commodity Futures Trading Commission and the National Futures Association, which also requires the maintenance of minimum net capital to be the greater of its net capital requirement under Rule 15c3-1 or $45,000.

 

14.   Segment Reporting

 

During 2007, the operations of thinkorswim have been included in the Company’s operations since the date of the merger. Previously reported amounts reported by Investools Inc. do not include the consolidated results of thinkorswim. As a result of the merger, Investools operates in the following two principal business segments:

 

Investor Education segment — This business segment provides a full range of investor education products and services that provide lifelong learning and support to self-directed investors. The investor education products and services are offered in a

 

17



 

variety of learning formats with courses ranging from beginning to advanced to address the needs of students on all investor levels.

 

thinkorswim segment — This business segment is an online brokerage firm specializing in options and offers customers a broad range of products including options, equities, futures, mutual funds and bonds. The Company supports retail and active traders through its own trading platforms.

 

Information concerning our operations by reportable segment is as follows:

 

Revenue

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Investor Education segment

 

$

56,746

 

$

40,043

 

42

%

$

154,493

 

$

126,164

 

22

%

thinkorswim segment

 

32,586

 

 

 

69,441

 

 

 

Total

 

$

89,332

 

$

40,043

 

123

%

$

223,934

 

$

126,164

 

77

%

 

Income (Loss) from Operations

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Investor Education segment

 

$

9,489

 

$

(6,950

)

237

%

$

(11,809

)

$

(29,551

)

60

%

thinkorswim segment

 

12,375

 

 

 

23,971

 

 

 

Income (loss) from operations

 

$

21,864

 

$

(6,950

)

415

%

$

12,162

 

$

(29,551

)

141

%

 

Identifiable Assets

 

As of
September 30,

 

As of
December 31,

 

 

 

2007

 

2006

 

 

 

(in thousands)

 

 

 

 

 

 

 

Investor Education segment

 

$

86,451

 

$

131,637

 

thinkorswim segment

 

412,151

 

 

Total

 

$

498,602

 

$

131,637

 

 

15.   Commitments and Contingencies

 

Leases

 

Equipment and facilities are leased under various non-cancelable operating leases and capital leases expiring at various dates through the year 2011. At September 30, 2007, total assets under capital leases were in aggregate $0.6 million.

 

In January 2006, the Company ceased the use of leased office space in San Rafael, California, and moved all operations to our leased offices in Palo Alto, California. In accordance with SFAS No. 146, “Accounting for Costs Associated with Exit or Disposal Activities,” the Company recorded a liability of $0.2 million in lease termination costs related to the remaining lease payments, net of estimated sublease rentals. As of September 30, 2007, the Company paid $0.1 million to reduce the accrued liability.

 

In March 2007, the Company exercised its first right of refusal to lease additional space at the Draper, Utah facility, but in June 2007 determined not to occupy the space. In accordance with SFAS No. 146, “Accounting for Costs Associated with Exit or Disposal Activities,”  the Company recorded a liability of $0.1 million in lease termination costs related to those future lease payments, net of estimated sublease rentals. In September 2007, a portion of this space was leased by the leasing agent to a different entity, but the Company is a guarantor on the lease for the initial term of the Company’s lease which was thru July 2010 at a rate no greater than the Company’s obligation under the original lease. The total potential liability to the Company is $0.5 million.

 

Future minimum lease payments under non-cancelable operating leases, related subleases, and capital leases at September 30, 2007, are as follows (in thousands):

 

18



 

 

 

Capital
leases

 

Operating
leases

 

Sub-lease
income

 

Net operating
leases

 

For the fiscal years:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

2007 Remaining

 

$

62

 

$

485

 

$

(30

)

$

455

 

2008

 

247

 

1,614

 

(40

)

1,574

 

2009

 

246

 

1,581

 

 

1,581

 

2010

 

105

 

1,150

 

 

1,150

 

2011

 

 

627

 

 

627

 

Thereafter

 

 

294

 

 

294

 

Total Lease Payments

 

660

 

$

5,751

 

$

(70

)

$

5,681

 

 

 

 

 

 

 

 

 

 

 

Less: Amount representing interest (average of 8%)

 

67

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Present value of lease payments

 

593

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Less: Current portion

 

208

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Long-term portion

 

$

385

 

 

 

 

 

 

 

 

From time to time Investools is involved in certain legal actions arising in the ordinary course of business, including inquiries, investigations and proceedings with government agencies and other regulators. The Company believes that such litigation and proceedings will be resolved without a material adverse effect to our liquidity, financial position or results of operations.

 

The Company establishes liabilities when a particular contingency is probable and estimable. During the quarter ended September 30, 2007, amounts were accrued for certain contingencies which are both probable and estimable. The Company has one contingency which is reasonably possible, with an exposure to loss which is in excess of the amount accrued. However, the remaining reasonably possible exposure to loss cannot currently be estimated.

 

Investools is not aware of pending claims or assessments, which may have a material adverse impact on our liquidity, financial position or results of operations.

 

16.   Concentration of Credit Risk

 

During the three and nine months ended September 30, 2007, the Investor Education segment accessed approximately 38% and 43%, respectively, of our sales transaction volume through co-marketing (Success Magazine and NET Marketing Alliance) relationships compared to 56% and 58% of sales transaction volume during the three and nine months ended September 30, 2006, respectively. While the loss of the relationships with either of these parties could have a material adverse effect on our financial performance in the short-term, the Company is constantly pursuing new student acquisition channels and believe business from new and existing channels would replace such lost volumes if they were to occur. There can be no assurance that the Company would be successful in establishing new channels.

 

Effective August 2007, the Company ceased its relationship with NET Marketing Alliance as a co-marketing partner. The Company does not expect this to have a material impact on the long term operations of the Company.

 

Credit risk is the amount of accounting loss the Company would incur if a counterparty failed to perform its obligations under contractual terms. Substantially all of the clearing and depository operations of the thinkorswim segment of the Company are performed by its clearing brokers on a fully disclosed basis pursuant to a clearance agreement.

 

In the normal course of business, the Company’s clearing brokers make margin loans to the Company’s customers which are collateralized by customer securities. In permitting the customers to purchase securities on margin, the clearing broker is exposed to the risk of a market decline that could reduce the value of the collateral held below the customers’ indebtedness before the collateral can be sold which could result in losses to the clearing broker. The Company’s agreement with the clearing brokers require the Company to reimburse the clearing brokers for any losses incurred related to customers introduced by the Company. The Company’s exposure to credit risk associated with the nonperformance of counterparties in fulfilling their contractual obligations pursuant to securities transactions can be directly impacted by volatile securities markets, credit markets and regulatory changes. The Company seeks to control the risk associated with customer activities by making credit inquiries when establishing customer relationships and by monitoring customer trading activity.

 

19



 

17.   Brokerage Service Agreement

 

On February 27, 2007, the Company entered into a long-term relationship and acquired certain exclusive rights and intellectual property of a group of active option traders, known as MAGs, an existing customer of thinkorswim. Pursuant to a definitive agreement, Investools issued 650,000 unregistered common shares, and subject to meeting certain thresholds over annual and cumulative three-year periods, will issue an additional 950,000 contingent shares of unregistered common shares. The value of the contingent shares will be measured in accordance with EITF 96-18 “Accounting for Equity Instruments That Are Issued to Other Than Employees for Acquiring, or in Conjunction with Selling, Goods or Services based upon the value of the common shares at the time the contingent shares are earned. Under the agreement the Company will indefinitely be the exclusive provider for brokerage services for MAGs and MAGs customers.

 

Of the $10.7 million of consideration in shares issued, $1.0 million was recorded based upon the fair value of the intellectual property received and recorded in Intangible assets and the remaining $9.7 million was recorded in Other long-term assets in the Condensed Consolidated Balance Sheets. Both of these assets are being amortized over a useful life of 11 years. During the three and nine months ended September 30, 2007, the Company has amortized $0.3 million and $1.0 million, respectively, of these assets, of which $0.2 million and $0.8 million, respectively, was recorded as an offset to Revenue and $0.1 million and $0.2 million, respectively, was recorded in Cost of revenue within the Condensed Consolidated Statements of Operations.

 

Shares that are contingent upon certain thresholds being met are recorded over the remaining performance period at the time it is probable that the performance conditions will be met. Included in the Condensed Consolidated Statements of Operations for the three and nine months ended September 30, 2007 is approximately $0.9 million and $2.2 million, respectively, related to the contingent shares, of which $0.8 million and $2.0 million, respectively, has been recorded as an offset to Revenue based on the provisions of EITF 01-9, “Accounting for Consideration Given By a Vendor to a Customer (Including a Reseller of the Vendor’s Products)” and $0.1 million and $0.2 million, respectively, has been recorded in Cost of revenue. Based upon the current share value of common stock as of September 28, 2007, of $12.09, if the performance conditions for the current annual period ending December 31, 2007 are met, the potential amount of expense that would be recorded for the year would be $2.4 million.

 

18.   Subsequent Event

 

Subsequent to quarter end, the Company received approximately $8.5 million of carryback claims recorded as income tax receivable as of September 30, 2007. The amount has been placed in escrow pending the resolution of tax-related contingencies.

 

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations

 

Forward Looking Statement

 

All statements in this Quarterly Report on Form 10-Q that are not historical are forward-looking statements within the meaning of Section 21E of the Securities Exchange Act of 1934. Such forward-looking statements may be identified by words such as “believe”, “intend”, “expect”, “may”, “could”, “would”, “will”, “should”, “plan”, “project”, “contemplate”, “anticipate”, or similar statements. In addition, from time to time, we (or our representatives) may make forward-looking statements of this nature in our annual report to shareholders, proxy statement, current reports on Form 8-K, press releases or in oral or written presentations to shareholders, securities analysts, members of the financial press or others. All such forward-looking cautionary statements, whether written or oral, and whether made by us or on our behalf, are expressly qualified by these cautionary statements and any other cautionary statements which may accompany the forward-looking statements. In addition, the forward-looking statements reflect only our current views concerning future events, and we assume no obligation to publicly update or revise any forward-looking statements made herein or any other forward-looking statements we make, whether as a result of new information, future events, or otherwise. Forward-looking statements are subject to risks and uncertainties which could cause actual results, performance or trends to differ materially from those expressed in the forward-looking statements. We have made every reasonable effort to ensure that the information and assumptions on which these statements and projections are based are current, reasonable, and complete, but there can be no assurance that management’s expectations, beliefs or projections as expressed in the forward-looking statements will actually occur or prove to be correct. Factors that could cause actual results to differ materially are discussed under “Business — Factors That May Affect Future Results.”

 

20



 

Company Overview and Principal Products and Services

 

The operations of thinkorswim Inc. have been included in operations since February 15, 2007, the date of acquisition. Previously reported amounts reported by Investools do not include the consolidated results of thinkorswim. As a result of the merger, we operate in the following two principal business segments:

 

Investor Education segment — This business segment provides a full range of investor education products and services that provide lifelong learning and support to self-directed investors. The investor education products and services are offered in a variety of learning formats with courses ranging from beginning to advanced to address the needs of students on all investor levels.

 

thinkorswim segment — This business unit is an online brokerage firm specializing in options and offers customers a broad range of products including equities, futures, mutual funds and bonds. thinkorswim supports retail and institutional traders through its own trading platforms.

 

Recent Developments

 

On February 15, 2007, Atomic Acquisition Corp., a wholly-owned subsidiary of Investools merged with and into thinkorswim Group, Inc., a Delaware corporation, and a leading online brokerage company specializing in options. thinkorswim shareholders received merger consideration of $181.5 million in cash and 19.1 million shares of stock valued at $8.75 per share. Also on February 15, 2007, we entered into a Credit Agreement with JPMorgan which provided us with a senior secured term loan of $125 million to fund a portion of the cash consideration and, separately, also provided us with a committed senior secured revolving credit facility of $25 million. Immediately following the transaction, thinkorswim shareholders held 30 percent of the ownership of Investools, and two former thinkorswim shareholders became members of our expanded, eight-member Board of Directors. In connection with the merger with thinkorswim, certain employees and consultants of thinkorswim will now be eligible to participate in a retention bonus pool which equals, in the aggregate, $20 million conditioned upon continued employment. The bonuses will be paid in equal annual installments over the three-year period following the closing of the merger. Such amounts are being expensed over the retention period of three years. The first payment is expected to be made in February 2008. In addition, we granted employees and consultants of thinkorswim options to purchase 2,255,563 shares of Common Stock under our 2001 Stock Option Plan, half with an exercise price equal to the fair market value of the underlying Common Stock at the time of grant, and half with an exercise price equal to 150% of such fair market value. Approximately 125,000 of these stock options were granted to consultants to the thinkorswim. We have accounted for these in accordance with EITF No. 96-18, “Accounting for Equity Instruments That Are Issued to Other Then Employees for Acquiring or in Conjunction with Selling Goods or Services”.

 

Acquisition of Certain Exclusivity Rights and Expanded Relationship with Leading Group of Active Options Traders

 

On February 27, 2007, we entered into a long-term relationship and acquired certain exclusive rights and intellectual property of a group of active option traders, known as MAGs, an existing customer of thinkorswim. Pursuant to a definitive agreement, Investools issued 650,000 unregistered common shares, and subject to meeting certain thresholds over annual and cumulative three-year periods, will issue an additional 950,000 contingent shares of unregistered common shares. The value of the contingent shares will be measured in accordance with EITF 96-18 “Accounting for Equity Instruments That Are Issued to Other Than Employees for Acquiring, or in Conjunction with Selling, Goods or Services based upon the value of the common shares at the time the contingent shares are earned. Under the agreement thinkorswim will indefinitely be the exclusive provider for brokerage services for MAGs and MAGs customers.

 

Of the $10.7 million of consideration in shares issued, $1.0 million was recorded based upon the fair value of the intellectual property received and recorded in Intangible assets and the remaining $9.7 million was recorded in Other long-term assets in the accompanying Condensed Consolidated Balance Sheets. Both of these assets are being amortized over a useful life of 11 years. During the three and nine months ended September 30, 2007, we amortized $0.3 million and $1.0 million, respectively, of these assets, of which $0.2 million and $0.8 million, respectively, was recorded as an offset to Revenue and $0.1 million and $0.2 million, respectively, was recorded in Cost of revenue, within the Condensed Consolidated Statements of Operations.

 

Shares that are contingent upon certain thresholds being met are recorded over the remaining performance period at the time it is probable that the performance conditions will be met. Included in the accompanying Condensed Consolidated Statements of Operations for the three and nine months ended September 30, 2007 is approximately $0.9 million and $2.2 million, respectively, related to the contingent shares, of which $0.8 million and $2.0 million, respectively, has been recorded as an offset to Revenue and $0.1 million and $0.2 million, respectively, has been recorded in Cost of revenue. Based upon the

 

21



 

current share value of common stock as of September 28, 2007, of $12.09, if the performance conditions for the current annual period ending December 31, 2007 are met, the potential amount of expense or offset to revenue that would be recorded for the year would be $2.4 million.

 

Segment Summary Results of Operations

 

During 2007, the operations of thinkorswim have been included in the Company’s operations since the date of the merger. Previously reported amounts reported by Investools Inc. do not include the consolidated results of thinkorswim. As a result of the merger, we operate in the following two principal business segments:

 

Investor Education segment — This business segment provides a full range of investor education products and services that provide lifelong learning and support to self-directed investors. The Company has more than 321,000 graduates of our Foundation course and 98,000 paid subscribers to our websites. The investor education products and services are offered in a variety of learning formats with courses ranging from beginning to advanced, to address the needs of students on all investor levels.

 

thinkorswim segment — This business segment is a leading online brokerage firm specializing in options and offers customers a broad range of products including equities, futures, mutual funds and bonds. The Company supports retail and active traders through its own trading platforms and is widely recognized as the premier option software for order entry, professional analytical tools and real-time position management. Thinkorswim was ranked by Barron’s as its top rated software-based online broker and best for options traders (2006 & 2007).

 

Information concerning our operations by reportable segment is as follows:

 

Sales Transaction Volume / Revenue

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

Investor Education segment

 

$

45,236

 

$

56,609

 

(20

)%

$

163,261

 

$

188,629

 

(13

)%

thinkorswim segment

 

32,586

 

 

 

69,441

 

 

 

Total Sales Transaction Volume

 

77,822

 

56,609

 

37

%

232,702

 

188,629

 

23

%

Change in Deferred Revenue

 

11,510

 

(16,566

)

(169

)%

(8,768

)

(62,465

)

(86

)%

Revenue

 

$

89,332

 

$

40,043

 

123

%

$

223,934

 

$

126,164

 

77

%

 

Income (Loss) from Operations

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Investor Education segment

 

$

9,489

 

$

(6,950

)

237

%

$

(11,809

)

$

(29,551

)

60

%

thinkorswim segment

 

12,375

 

 

 

23,971

 

 

 

Income (loss) from operations

 

$

21,864

 

$

(6,950

)

415

%

$

12,162

 

$

(29,551

)

141

%

 

 

 

As of
September 30,

 

As of
December 31,

 

Identifiable Assets

 

2007

 

2006

 

 

 

(in thousands)

 

 

 

 

 

 

 

Investor Education segment

 

$

86,451

 

$

131,637

 

thinkorswim segment

 

412,151

 

 

Total

 

$

498,602

 

$

131,637

 

 

Revenue

 

In the table below, the Investor Education segment reports sales transaction volume (“STV”), which is a non-GAAP financial measure which represents sales transactions generated in each period before the impact of deferral of current period sales. We believe that STV before deferred revenue is an important measure of business volume. See “Cost of Revenue” below for further discussion of STV. For the thinkorswim segment we use revenue as the sales volume number for the period shown. The combined sales volume is as follows:

 

22



 

Sales Transaction Volume

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

Investor Education Sales Transaction Volume

 

$

45,236

 

$

56,609

 

(20

)%

$

163,261

 

$

188,629

 

(13

)%

thinkorswim Revenue

 

32,586

 

 

 

69,441

 

 

 

Total Sales Transaction Volume

 

77,822

 

56,609

 

37

%

232,702

 

188,629

 

23

%

Change in Deferred Revenue

 

11,510

 

(16,566

)

(169

)%

(8,768

)

(62,465

)

(86

)%

Revenue

 

$

89,332

 

$

40,043

 

123

%

$

223,934

 

$

126,164

 

77

%

 

Investor Education segment, which represented approximately 58% of total consolidated sales transaction volume for the third quarter 2007, is derived from (i) the initial sale of our products and services as a result of marketing efforts across multiple marketing channels which include, but are not limited to, television, print, direct mail, radio, online banner, paid and organic search and email direct marketing campaigns driving customers to either a free preview of investor education products offered at locations near the prospective student or the opportunity to speak with a telesales representative about the products offered or to www.investools.com where prospective students can learn about and purchase products offered; and (ii) the additional sale of products and services to graduates as a result of continued interaction with us in workshops, telesales groups, online, periodic email and direct mail communications and through access to coaches and instructors.

 

Depending on the brand under which the different learning formats are marketed, the content and services available to students, i.e., length of workshop, types of coaching services, length of time over which services are performed, and access to certain Investools Online features may vary. The different learning formats and course offerings are as follows:

 

                  Preview Event—We offer directly or through partners, a free event that introduces students to fundamental investing concepts. Students are offered an opportunity to purchase a more comprehensive, live workshop, and are offered access to a comprehensive online course featuring hours of multimedia content, quizzes, forums, and live, online-presentations.

 

                  Workshops—We offer one and two-day live, instructor-led investing workshops that cover topics ranging from fundamental investing principles to advanced strategies. The workshops provide hands-on experience using our proprietary Investools Online website. The foundational stock investing workshop includes a subscription to the Investools Online website as part of the workshop fee.

 

                  Home Study/Online Courses—We also offer all of our courses in an online format. The home study programs provide hands-on training using our proprietary Investools Online website. The stocks online course includes a six month subscription to the Investools Online website as part of the course fee. Additional online courses on advanced topics are also available.

 

                  Coaching Services—Our coaching service options offer students individual, on-demand access to coaches via the telephone or web chat, or one-to-many online coaching and support. Offered in connection with both foundational and advanced courses, the sessions allow students to learn at their own pace and apply what they are learning. On-demand and one-to-many coaching alternatives are subscription products offered in one to sixty-month time periods, depending on the related course. One-to-many coaching services include weekly, topic-driven live webinar sessions (Trading Rooms), advanced strategy-based group discussions (Active Investor Talk), and market-based group instruction (Masters Talk).

 

                  Interactive Workshops—Our interactive workshops provide students with an in-depth, personal learning experience and a low student-to-coach ratio. These courses are taught by our most experienced coaches and are delivered online or live. They include stocks, options, and currency training, as well as more advanced active investing courses.

 

23



 

                  Ongoing Support and Tutorials (web subscriptions)—As long as alumni maintain an active subscription to the Investools Online website, they have access to student and technical support through a live-chat online support option and through an 800-number hotline. Alumni can access a series of inexpensive or free topical, recorded online tutorials through our Investools Online website. The click-on-demand tutorials are designed to walk graduates through the portion of the Investools Online website that relates to the subject being covered.

 

Operating Data

 

The following table sets forth certain statistical data for the Investor Education segment for the periods presented below:

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

 

 

 

 

 

 

 

 

 

 

Investools Marketed Graduates(1)

 

7,300

 

4,420

 

18,610

 

12,200

 

Partner Marketed Graduates(2)

 

2,170

 

5,790

 

12,220

 

22,610

 

Total Graduates

 

9,470

 

10,210

 

30,830

 

34,810

 

 

 

 

 

 

 

 

 

 

 

Active Subscribers(3)

 

98,000

 

85,300

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Workshop Upsell Rates(4)

 

44

%

35

%

 

 

 

 

PHD Upsell Mix

 

17

%

19

%

 

 

 

 

Masters Upsell Mix

 

21

%

37

%

 

 

 

 

Associate Upsell Mix

 

29

%

36

%

 

 

 

 

Trading Rooms Upsell Mix

 

32

%

7

%

 

 

 

 

 


(1)             Investools marketed graduates includes customers who purchased the Foundation Course and/or the Currency Trader Course as a result of internally directed marketing efforts of the Investools brand.

 

(2)             Partner marketed graduates includes customers who purchased the Foundation Course through one of our co-marketing partners.

 

(3)             Active subscribers are those customers who have an active subscription to either Investools Online or prophet.net as of the end of the period.

 

(4)             Workshop upsell rates are the sales that take place at the workshops of advanced product sales. Upsell rates do not include sales from the other sales operations.

 

In the following table, Investor Education segment STV represents sales transactions generated in each period before the impact of recognition of deferred revenue from prior periods for services performed and the deferral of current period sales for services to be performed in the future. We believe that STV is an important measure of business performance.

 

24



 

 

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

Initial Education:

 

 

 

 

 

 

 

 

 

 

 

 

 

Workshops

 

$

1,664

 

$

3,111

 

(47

)%

$

11,210

 

$

10,334

 

8

%

Coaching services

 

299

 

38

 

687

%

455

 

180

 

153

%

Home study / Online courses

 

1,730

 

6,387

 

(73

)%

11,471

 

16,641

 

(31

)%

Initial web time

 

317

 

706

 

(55

)%

1,660

 

2,336

 

(29

)%

Total initial education sales transaction volume

 

4,010

 

10,242

 

(61

)%

24,796

 

29,491

 

(16

)%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Continuing Education:

 

 

 

 

 

 

 

 

 

 

 

 

 

Workshops

 

6,388

 

7,772

 

(18

)%

21,634

 

32,275

 

(33

)%

Coaching services

 

16,982

 

17,627

 

(4

)%

62,492

 

65,560

 

(5

)%

Home study / Online courses

 

10,836

 

12,925

 

(16

)%

31,713

 

34,032

 

(7

)%

Webtime Renewals

 

6,560

 

6,301

 

4

%

21,025

 

21,756

 

(3

)%

Other revenue

 

460

 

1,742

 

(74

)%

1,601

 

5,515

 

(71

)%

Total continuing education sales transaction volume

 

41,226

 

46,367

 

(11

)%

138,465

 

159,138

 

(13

)%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Total sales transaction volume

 

45,236

 

56,609

 

(20

)%

163,261

 

188,629

 

(13

)%

Change in deferred revenue, net

 

11,510

 

(16,566

)

(169

)%

(8,768

)

(62,465

)

(86

)%

Total revenue

 

$

56,746

 

$

40,043

 

42

%

$

154,493

 

$

126,164

 

22

%

 

In the table above, initial education revenues consist of the initial sales to students at the preview events and sales to new students via our telesales groups and our acquisition website. Once the student purchases this initial education, which consists primarily of the Foundation Course and initial Currency Trading courses, they are considered a graduate. Continuing education revenues consist of sales of advanced products and web time renewals sold to graduates.

 

Three Months Ended September 30, 2007 Versus Three Months Ended September 30, 2006

 

Investor Education segment revenue increased by $16.7 million for the quarter ended September 30, 2007, when compared to the same period in 2006. The increase was a result of higher levels of recognition of revenue from current and prior period sales for the Company’s subscription based and event based product and service offerings. Contributing to increased revenue was a 65% increase in Investools marketed graduates, driven by increased marketing spend and increased sales events compared to the year ago period. The increase in Investools marketed graduates was partially offset by a decrease in the initial price of our Foundation Course. In addition, partner marketed graduates declined over 60% compared to the same period in 2006. The decline was due to the discontinuation of co-marketing relationship with one of our partners and fewer and smaller partner events during the period with fewer leads to our telesales floors.

 

Initial Education STV

 

As a result of a change in pricing strategy, the Company has experienced an increase in the number of Investools marketed graduates. The increased number of graduates will result in a larger population of students that may be interested in purchasing continuing education products and service offerings in addition to an increase in the graduate base of educated investors that may choose to open brokerage accounts with thinkorswim.

 

The changes in pricing strategy translated to a decrease of initial education sales transaction volume sold at our live preview events, via online purchases by our telesales groups of $6.2 million for the quarter ended September 30, 2007 when compared to the same period in 2006. The changes consisted of a decrease in the initial education course price and the introduction of a 6 month $199 per month subscription for the initial education course. Also impacting initial education STV was a 65 % increase in Investools marketed graduates.

 

Continuing Education STV

 

Sales of continuing education products decreased $5.1 million, or 11% for the quarter ended September 30, 2007 compared to the same period in 2006, primarily due to a 63% decline in partner marketed graduates, reducing the number of continuing education prospects at workshops and a reduction in  leads to our telesales groups. This reduction in leads was off-set by a

 

25



 

65% increase in Investools marketed graduates and a significant improvement in sales effectiveness as evidenced by the 44% workshop upsell rate for the three months ended September 30, 2007 compared to 35% in 2006.

 

Change in Deferred Revenue

 

Change in deferred revenue decreased $28.1 million for the quarter ended September 30, 2007, when compared to the same period in 2006. The change was impacted by the overall decrease in sales transaction volume of products with deferred revenue components, which include coaching services, advanced workshops, online courses and website subscriptions. Revenue from the coaching services, advanced workshops and website subscriptions is deferred and recognized as services to the student are rendered. Sales of online courses are deferred for recognition over the estimated life of the customer relationship, and results in proportionately higher deferred revenue balances. The online courses augment live workshops which are recognized upon attendance.

 

Nine Months Ended September 30, 2007 Versus Nine Months Ended September 30, 2006

 

Investor Education segment revenue increased by $28.3 million for the nine months ended September 30, 2007, when compared to the same period in 2006. The increase was a result of higher levels of recognition of revenue from current and prior period sales for the Company’s subscription based and event based product and service offerings. Contributing to increased revenue was a 53% increase in Investools marketed graduates, driven by increased marketing spend and increased sales events compared to the prior year. The increase in Investools marketed graduates was partially offset by a decrease in the initial price of our Foundation Course. In addition, partner marketed graduates declined 46% compared to the prior year. The decline was due to the discontinuation of a co-marketing relationship with one of our partners and fewer and smaller events during the period with fewer leads to our telesales floor.

 

Initial Education STV

 

As a result of a change in pricing strategy, the Company has experienced an increase in the number of Investools marketed graduates. The increased number of graduates will result in a larger population of students that may be interested in purchasing continuing education products and service offerings in addition to an increase in the graduate base of educated investors that may choose to open brokerage accounts with thinkorswim.

 

The changes in pricing strategy translated to a decrease of initial education sales transaction volume sold at our live preview events, via online purchases by our telesales groups of $4.7 million for the nine month period ended September 30, 2007 when compared to the same period in 2006. The changes resulted from an approximate 47% decrease in the initial education course price and the introduction of a 6 month $199 per month subscription for the initial education course. These decreases were partially offset by a 53% increase in graduates for the period.

 

Continuing Education STV

 

Sales of continuing education products decreased $20.7 million, or 13% for the nine months ended September 30, 2007 compared to the same period in 2006, primarily due to a 46% decline in partner marketed graduates, reducing the number of partner marketed continuing education prospects at workshops and reducing leads to our telesales groups. This reduction in leads was off-set by a 53% increase in Investools marketed graduates and a significant improvement in sales effectiveness and the sales mix of our Program of High Distinction and Masters Programs. In addition, during the first quarter of 2007, we launched Investools Online, which is our new online education center, online toolbox and student community. During the conversion process, the telesales floors assisted with customer service and education of the new technologies which also took time away from sales efforts.

 

Change in Deferred Revenue

 

Change in deferred revenue decreased $53.7 million for the nine months ended September 30, 2007, when compared to the same period in 2006. The change was impacted by the overall decrease in STV of products with deferred revenue components, which include coaching services, advanced workshops, online courses and website subscription renewals. Revenue from the coaching sessions, advanced workshops and website subscriptions is deferred and recognized as services to the student are rendered. Sales of online courses are deferred for recognition over the estimated life of the customer relationship, and results in proportionately higher deferred revenue balances. The online courses augment live workshops which are recognized upon attendance.

 

26



 

thinkorswim segment

 

thinkorswim operations are included in the consolidated financial statements from the merger date of February 15, 2007 through September 30, 2007.

 

The thinkorswim segment earns revenues based on brokerage commissions, interest and dividends, and other brokerage related revenues. We include payment for order flow and management and subscription fees, in Other brokerage related revenues. Revenue earned by thinkorswim segment is significantly impacted by activity in the U.S. equity markets, particularly market volatility. Generally, increased market volatility results in a greater level of customer activity, and decreased market volatility results in a reduced level of customer activity. Changes in interest rates, customer margin balances, and customer cash balances also impact thinkorswim results. thinkorswim’s interest and dividend income includes its portion of the income generated by charges to customers on margin balances and customer cash held and invested by its clearing firms, offset by interest paid to customers on their credit balances. Accordingly, the results are sensitive to interest rate fluctuations and spreads. As an introducing broker, thinkorswim’s customer’s balances are held by clearing firms on a fully disclosed basis.

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2007

 

 

 

(in thousands, except percentages)

 

Brokerage commissions

 

$

19,637

 

$

42,424

 

Interest and dividends, net

 

5,960

 

12,976

 

Other brokerage related revenue

 

6,989

 

14,041

 

Total thinkorswim revenue

 

$

32,586

 

$

69,441

 

 

Revenue from commissions and other brokerage related revenue were the result of the number of trades processed and average commission per trade. The number of trades processed is reflective of the total number of customer accounts and total customer assets. Net interest income is a result of the amount of customer cash and margin balances, impacted by the average net interest rate earned on those customer cash and margin balances.

 

Cost of Revenue

 

 

 

Three Months Ended
September 30,

 

 

 

Nine Months Ended
September 30,

 

 

 

 

 

2007

 

2006

 

% Change

 

2007

 

2006

 

% Change

 

 

 

(in thousands, except percentages)

 

Partner commissions

 

$

6,143

 

$

10,542

 

(42

)%

$

25,770

 

$

37,006

 

(30

)%

Payroll costs

 

11,168

 

8,526

 

31

%

33,925

 

29,638

 

14

%

Clearing and brokerage fees and other related expenses

 

5,616

 

 

 

10,471

 

 

 

Depreciation and amortization

 

4,277

 

514

 

732

%

11,121

 

1,479

 

652

%

Other

 

8,233

 

6,709

 

23

%

24,047

 

22,718

 

6

%

Total cost of revenue

 

$

35,437

 

$

26,291

 

35

%

$

105,334

 

$

90,841

 

16

%

 

 

 

% of Total Revenue

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

 

 

 

 

 

 

 

 

 

 

Total Revenue

 

100

%

100

%

100

%

100

%

 

 

 

 

 

 

 

 

 

 

Partner commissions

 

7

%

26

%

12

%

29

%

Payroll costs

 

13

%

21

%

15

%

23

%

Clearing and brokerage fees and other related expenses

 

6

%

 

4

%

 

Depreciation and amortization

 

5

%

1

%

5

%

1

%

Other

 

9

%

18

%

11

%

19

%

Total cost of revenue

 

40

%

66

%

47

%

72

%

 

We defer a significant portion of our revenues associated with Investor Education segment sales to future periods as services are rendered. We recognize costs as they are incurred. These costs consist of solicitation costs, which include employee sales commissions, partner commissions, credit card fees, and materials. Since these costs are incurred at the inception of the sales

 

27



 

transaction, and not as the revenue is recognized, the analysis in the table below presents a tool for analyzing these costs as the ratios are calculated as a percentage of STV generated in each period. Refer to the Revenue section above for a further description of STV. The calculation of cost of revenue and each of the cost components as a percent of STV in the table below is a non-GAAP financial measure, which management believes provides useful information as it compares the cost of generating sales with the sales recorded in a period, whether those sales were recognized as revenue currently or deferred until future periods. The majority of the balance of deferred revenue relates to website subscriptions and online courses, in addition to coaching services for which the remaining fulfillment cost represents an allocation of website costs, which are substantially fixed in nature at current subscriber levels and labor costs of approximately 10 to 15 percent of related service revenue. The balance of deferred revenue corresponds to additional workshops and workshop certificates for our advanced product sales, for which the remaining fulfillment cost represents the incremental costs of the workshop attendee.

 

 

 

% of Total STV

 

 

 

Three Months Ended
September 30,

 

Nine Months Ended
September 30,

 

 

 

2007

 

2006

 

2007

 

2006

 

 

 

 

 

 

 

 

 

 

 

Sales Transaction Volume

 

100

%

100

%

100

%

100

%

 

 

 

 

 

 

 

 

 

 

Partner commissions

 

8

%

19

%

11

%

20

%

Payroll costs

 

14

%

15

%

15

%

16

%

Clearing and brokerage fees and other related expenses

 

7

%

 

4

%

 

Depreciation and amortization

 

6

%

1

%

5

%

1

%

Other

 

11

%

11

%

10

%

11

%

Total cost of revenue

 

46

%

46

%

45

%

48

%

 

Three Months Ended September 30, 2007 Versus Three Months Ended September 30, 2006

 

Overall cost of revenue increased during the quarter ended September 30, 2007 compared to the same quarter in the prior year by $9.1 million related to the merger with thinkorswim. As a percentage of STV, cost of revenues remained relatively flat during the quarter ended September 30, 2007 compared to the same quarter in the prior year as the results include operations for the merged entity which have lower cost of revenues as a percentage of STV.

 

Partner commissions decreased as a percent of Investor Education Segment STV due to a change in the mix of STV generated through co-marketing channels, as noted by the 63% decline in partner marketed graduates compared to the same period in 2006.

 

Payroll costs include employee commissions based on a percentage of sales achieved from our events or telesales groups, certain fixed wages related to the brokerage trade desk and education coaching services and the associated employee benefit costs. Payroll costs were impacted by incremental costs associated with thinkorswim, not included in prior year quarterly amounts. Partially offsetting the inclusion of thinkorswim, payroll costs declined as a percent of STV as a result of the continued transition to online coaching formats that provide efficiencies as we service more students.

 

Clearing and brokerage fees and other related expenses consist of variable clearing and brokerage fees paid by thinkorswim to outside clearing and execution firms. In addition, this amount consists of payouts to the registered representatives of thinkorswim. As a result of the merger with thinkorswim, the current quarter includes operations for the merged entity which was not included in prior year amounts.

 

Depreciation and amortization increased primarily due to amortization of intangibles and other assets related to the merger with thinkorswim.

 

Other costs include amounts directly related to sales transaction volume including material costs, credit card fees, travel expenditures, venue costs and other brokerage related costs. Travel and venue were impacted by an incremental $2.2 million of costs associated with the Chicago Investor Conference held during the third quarter of 2007, compared to the same period in 2006. This increase was partially offset by efforts to fulfill more products and services online along with fewer partner events in the current year have resulted in lower material costs and travel and venue expenses compared to the same period in 2006 for the investor education segment.