Segment Information | 16. SEGMENT INFORMATION Reportable Segments Our sales are primarily comprised of training and consulting services and our internal reporting structure is comprised of three reportable operating segments and a corporate services group. Our internal reporting structure and reportable segments are organized primarily around the client channels which produce the Company’s revenues. The following is a brief description of our reportable segments: Direct Offices – This segment includes our sales personnel that serve the United States and Canada; our international sales offices that serve clients in Japan, China, the United Kingdom, Ireland, Australia, New Zealand, Germany, Switzerland, and Austria; our governmental sales channel; our coaching operations; and our books and audio sales channel. International Licensees – This segment is primarily comprised of our international licensees’ royalty revenues. Education Practice – This group includes our domestic and international Education practice operations, which are focused on sales to educational institutions. Corporate and Other – Our corporate and other information includes royalty revenue from Franklin Planner Corporation, leasing activities, shipping and handling revenues, and certain corporate administrative expenses. We have determined that the Company’s chief operating decision maker is the CEO, and the primary measurement tool used in business unit performance analysis is Adjusted EBITDA, which may not be calculated as similarly titled amounts reported by other companies. For reporting purposes, w e define Adjusted EBITDA as net income or loss excluding the impact of interest, income taxes, intangible asset amortization, depreciation, stock-based compensation expense, and certain other items such as adjustments to the fair value of expected contingent consideration liabilities arising from business acquisitions, and other unusual or infrequent items . Our operations are not capital intensive and we do not own any manufacturing facilities or equipment. Accordingly, we do not allocate assets to the divisions 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 our segment information on the same basis as the accompanying consolidated financial statements (in thousands). Sales to Fiscal Year Ended External Adjusted August 31, 2024 Customers Gross Profit EBITDA Enterprise Division: Direct offices $ 197,610 $ 162,430 $ 50,376 International licensees 11,229 9,971 5,647 208,839 172,401 56,023 Education Division 73,519 47,149 9,522 Corporate and eliminations 4,875 1,522 ( 10,272 ) Consolidated $ 287,233 $ 221,072 $ 55,273 Fiscal Year Ended August 31, 2023 Enterprise Division: Direct offices $ 194,021 $ 156,915 $ 44,198 International licensees 11,645 10,507 5,874 205,666 167,422 50,072 Education Division 69,736 44,418 7,426 Corporate and eliminations 5,119 1,650 ( 9,432 ) Consolidated $ 280,521 $ 213,490 $ 48,066 Fiscal Year Ended August 31, 2022 Enterprise Division: Direct offices $ 183,845 $ 148,051 $ 37,497 International licensees 10,551 9,382 4,964 194,396 157,433 42,461 Education Division 61,852 41,206 8,408 Corporate and eliminations 6,593 3,273 ( 8,672 ) Consolidated $ 262,841 $ 201,912 $ 42,197 A reconciliation of Adjusted EBITDA to consolidated net income is provided below (in thousands): YEAR ENDED AUGUST 31, 2024 2023 2022 Segment Adjusted EBITDA $ 65,545 $ 57,498 $ 50,869 Corporate expenses ( 10,272 ) ( 9,432 ) ( 8,672 ) Consolidated Adjusted EBITDA 55,273 48,066 42,197 Stock-based compensation ( 10,142 ) ( 12,520 ) ( 8,286 ) Increase in contingent consideration liabilities - ( 7 ) ( 68 ) Restructuring costs ( 3,008 ) ( 565 ) - Impaired asset ( 928 ) - - Depreciation ( 3,905 ) ( 4,271 ) ( 4,903 ) Amortization ( 4,248 ) ( 4,342 ) ( 5,266 ) Income from operations 33,042 26,361 23,674 Interest income 1,123 1,091 65 Interest expense ( 1,119 ) ( 1,583 ) ( 1,675 ) Income before income taxes 33,046 25,869 22,064 Provision for income taxes ( 9,644 ) ( 8,088 ) ( 3,634 ) Net income $ 23,402 $ 17,781 $ 18,430 Disaggregated Revenue Our revenues are derived primarily from the United States. However, we also operate directly-owned offices or contract with licensees to provide our services in various countries throughout the world. Our consolidated revenues were derived from the following countries/regions (in thousands): YEAR ENDED AUGUST 31, 2024 2023 2022 Americas $ 242,494 $ 233,479 $ 218,863 Asia Pacific 26,845 28,640 26,835 Europe/Middle East/Africa 17,894 18,402 17,143 $ 287,233 $ 280,521 $ 262,841 The following table presents our revenue disaggregated by our significant revenue generating activities. Sales of services and products include training and consulting services and related products such as training manuals. Subscription sales include revenues from our subscription services such as the All Access Pass and Leader in Me membership. We receive royalty revenue from our international licensees and from other sources such as book publishing arrangements. Corporate royalties are amounts received from Franklin Planner Co. pursuant to a licensing arrangement obtained in fiscal 2020. Leases and other revenue is primarily comprised of lease revenues from sub-leases for space at our corporate headquarters campus and from shipping and handling revenues (in thousands). Fiscal Year Ended Services and Leases and August 31, 2024 Products Subscriptions Royalties Other Consolidated Enterprise Division: Direct offices $ 89,774 $ 105,071 $ 2,765 $ - $ 197,610 International licensees 411 1,245 9,573 - 11,229 90,185 106,316 12,338 - 208,839 Education Division 28,347 41,605 3,567 - 73,519 Corporate and eliminations - - 1,252 3,623 4,875 Consolidated $ 118,532 $ 147,921 $ 17,157 $ 3,623 $ 287,233 Fiscal Year Ended August 31, 2023 Enterprise Division: Direct offices $ 93,700 $ 97,992 $ 2,329 $ - $ 194,021 International licensees 428 1,327 9,890 - 11,645 94,128 99,319 12,219 - 205,666 Education Division 26,803 39,662 3,271 - 69,736 Corporate and eliminations - - 1,250 3,869 5,119 Consolidated $ 120,931 $ 138,981 $ 16,740 $ 3,869 $ 280,521 Fiscal Year Ended August 31, 2022 Enterprise Division: Direct offices $ 93,324 $ 88,055 $ 2,466 $ - $ 183,845 International licensees 429 1,281 8,841 - 10,551 93,753 89,336 11,307 - 194,396 Education Division 25,134 34,037 2,681 - 61,852 Corporate and eliminations - - 1,194 5,399 6,593 Consolidated $ 118,887 $ 123,373 $ 15,182 $ 5,399 $ 262,841 Inter-segment sales were immaterial for the periods presented and were eliminated in consolidation. Other Geographic Information At August 31, 2024, we had wholly owned direct offices that serve clients in Australia, New Zealand, China, Japan, the United Kingdom, Ireland, Germany, Switzerland, and Austria. Our long-lived assets, excluding intangible assets and goodwill, were held in the following locations for the periods indicated (in thousands): AUGUST 31, 2024 2023 United States/Canada $ 28,552 $ 25,538 China 1,860 1,504 Japan 831 1,024 United Kingdom 712 782 Australia 230 100 Germany, Switzerland, and Austria 115 223 $ 32,300 $ 29,171 |