Segment Information | NOTE 9 – SEGMENT INFORMATION Segment Information Our sales are primarily comprised of training and consulting services and our internal reporting and operating structure is currently organized around two divisions: the Enterprise Division, which consists of our Direct Office and International Licensee segments and the Education Division, which is comprised of our Education practice. Based on the applicable guidance, our operations consist of three reportable segments and one corporate services group. The following is a brief description of our reportable segments: Direct Offices – Our Direct Office segment has a depth of expertise in helping organizations solve problems that require changes in human behavior, including leadership, productivity, execution, trust, and sales performance. We have a variety of principle-based offerings that help build winning and profitable cultures. This segment includes our sales personnel that serve the United States and Canada; our international direct sales offices; our government services sales channel; and our book and audio sales. International Licensees – Our independently owned international licensees provide our offerings and services in countries where we do not have a directly-owned office. These licensee partners allow us to expand the reach of our services to large multinational organizations as well as smaller organizations in their countries. This segment’s sales are primarily comprised of royalty revenues received from these licensees. Education Practice – Centered around the principles found in The Leader in Me , the Education practice is dedicated to helping educational institutions build a culture that will produce great results. We believe these results are manifested by increases in student performance, improved school culture, decreased disciplinary issues, and increased teacher engagement and parental involvement. This segment includes our domestic and international Education practice operations, which are focused on sales to educational institutions such as elementary schools, high schools, and colleges and universities . Corporate and Other – Our corporate and other information includes leasing operations, shipping and handling revenues, royalty revenues from Franklin Planner Corp., and the cost of certain administrative functions. We have determined that the Company’s chief operating decision maker is the Chief Executive Officer, and the primary measurement tool used in business unit performance analysis is Adjusted EBITDA, which may not be calculated as similarly titled amounts disclosed by other companies. Adjusted EBITDA is a non-GAAP financial measure. For reporting purposes, our consolidated Adjusted EBITDA may be calculated as net income excluding interest, income taxes, depreciation expense, intangible asset amortization expense, stock-based compensation, and certain other charges such as restructuring costs and impaired asset charges. We reference this non-GAAP financial measure in our decision making because it provides supplemental information that facilitates consistent internal comparisons to the historical operating performance of prior periods and we believe it provides investors with greater transparency to evaluate operational activities and financial results. Our operations are not capital intensive and we do not own any manufacturing facilities or equipment. Accordingly, we do not allocate assets to the reportable segments for analysis purposes. Interest expense and interest income are primarily generated at the corporate level and are not allocated. Income taxes are likewise calculated and paid on a corporate level (except for entities that operate in foreign jurisdictions) and are not allocated for analysis purposes. We account for the following segment information on the same basis as the accompanying condensed consolidated financial statements (in thousands). Sales to Quarter Ended External Adjusted February 29, 2024 Customers Gross Profit EBITDA Enterprise Division: Direct offices $ 42,960 $ 35,514 $ 9,122 International licensees 2,748 2,374 1,342 45,708 37,888 10,464 Education practice 14,579 8,597 ( 529 ) Corporate and eliminations 1,049 366 ( 2,487 ) Consolidated $ 61,336 $ 46,851 $ 7,448 Quarter Ended February 28, 2023 Enterprise Division: Direct offices $ 43,646 $ 35,854 $ 9,641 International licensees 2,935 2,659 1,541 46,581 38,513 11,182 Education practice 14,198 8,392 ( 622 ) Corporate and eliminations 977 305 ( 2,373 ) Consolidated $ 61,756 $ 47,210 $ 8,187 Two Quarters Ended February 29, 2024 Enterprise Division: Direct offices $ 92,175 $ 75,015 $ 20,809 International licensees 6,126 5,426 3,238 98,301 80,441 24,047 Education practice 29,323 17,977 ( 487 ) Corporate and eliminations 2,112 711 ( 5,142 ) Consolidated $ 129,736 $ 99,129 $ 18,418 Two Quarters Ended February 28, 2023 Enterprise Division: Direct offices $ 93,812 $ 75,775 $ 20,890 International licensees 6,213 5,635 3,372 100,025 81,410 24,262 Education practice 28,549 17,568 ( 341 ) Corporate and eliminations 2,551 974 ( 4,262 ) Consolidated $ 131,125 $ 99,952 $ 19,659 A reconciliation of our consolidated Adjusted EBITDA to consolidated net income is provided below (in thousands). Quarter Ended Two Quarters Ended February 29, February 28, February 29, February 28, 2024 2023 2024 2023 Segment Adjusted EBITDA $ 9,935 $ 10,560 $ 23,560 $ 23,921 Corporate expenses ( 2,487 ) ( 2,373 ) ( 5,142 ) ( 4,262 ) Consolidated Adjusted EBITDA 7,448 8,187 18,418 19,659 Stock-based compensation ( 1,368 ) ( 3,315 ) ( 4,265 ) ( 6,050 ) Restructuring costs ( 1,726 ) - ( 2,307 ) - Impaired asset ( 928 ) - ( 928 ) - Increase in the fair value of contingent consideration liabilities - - - ( 7 ) Depreciation ( 913 ) ( 951 ) ( 2,005 ) ( 2,196 ) Amortization ( 1,071 ) ( 1,093 ) ( 2,142 ) ( 2,185 ) Income from operations 1,442 2,828 6,771 9,221 Interest income 301 362 589 442 Interest expense ( 328 ) ( 409 ) ( 669 ) ( 819 ) Income before income taxes 1,415 2,781 6,691 8,844 Income tax provision ( 541 ) ( 1,042 ) ( 966 ) ( 2,438 ) Net income $ 874 $ 1,739 $ 5,725 $ 6,406 Revenue by Category The following table presents our revenue disaggregated by geographic region (in thousands). Quarter Ended Two Quarters Ended February 29, February 28, February 29, February 28, 2024 2023 2024 2023 Americas $ 51,399 $ 51,638 $ 107,756 $ 108,380 Asia Pacific 5,757 5,925 12,978 13,383 Europe/Middle East/Africa 4,180 4,193 9,002 9,362 $ 61,336 $ 61,756 $ 129,736 $ 131,125 The following table presents our revenue disaggregated by type of service (in thousands). Quarter Ended Services and Leases and February 29, 2024 Products Subscriptions Royalties Other Consolidated Enterprise Division: Direct offices $ 16,589 $ 25,932 $ 439 $ - $ 42,960 International licensees 85 324 2,339 - 2,748 16,674 26,256 2,778 - 45,708 Education practice 3,932 9,508 1,139 - 14,579 Corporate and eliminations - - 313 736 1,049 Consolidated $ 20,606 $ 35,764 $ 4,230 $ 736 $ 61,336 Quarter Ended February 28, 2023 Enterprise Division: Direct offices $ 19,086 $ 23,711 $ 849 $ - $ 43,646 International licensees 43 343 2,549 - 2,935 19,129 24,054 3,398 - 46,581 Education practice 4,110 8,860 1,228 - 14,198 Corporate and eliminations - - 308 669 977 Consolidated $ 23,239 $ 32,914 $ 4,934 $ 669 $ 61,756 Two Quarters Ended February 29, 2024 Enterprise Division: Direct offices $ 38,714 $ 52,431 $ 1,030 $ - $ 92,175 International licensees 316 657 5,153 - 6,126 39,030 53,088 6,183 - 98,301 Education practice 7,666 19,265 2,392 - 29,323 Corporate and eliminations - - 626 1,486 2,112 Consolidated $ 46,696 $ 72,353 $ 9,201 $ 1,486 $ 129,736 Two Quarters Ended February 28, 2023 Enterprise Division: Direct offices $ 45,303 $ 47,201 $ 1,308 $ - $ 93,812 International licensees 186 695 5,332 - 6,213 45,489 47,896 6,640 - 100,025 Education practice 8,610 18,044 1,895 - 28,549 Corporate and eliminations - - 624 1,927 2,551 Consolidated $ 54,099 $ 65,940 $ 9,159 $ 1,927 $ 131,125 |