Health Insurance Innovations, Inc. Reports Fourth Quarter and Fiscal 2019 Results; Also Announces Name Change to Benefytt Technologies to Reflect Go-Forward Business Strategy

3/3, 10:01 PM (Source: GlobeNewswire)

Full Year Revenue of $381.8 million, up 9% YOY
Full Year Net Income of $36.7 million, up 93% YOY
Full Year Adjusted EBITDA of $82.1 million, up 38% YOY
Full Year GAAP Diluted Net Income per Share of $2.47, up 155% YOY
Full Year Adjusted Net Income per Share of $4.24, up 63% YOY

TAMPA, Fla., March 03, 2020 (GLOBE NEWSWIRE) -- Health Insurance Innovations, Inc. (NASDAQ:HIIQ), a health insurance technology company and leading distributor of Medicare-related health insurance plans, today announced financial results for the fourth quarter and year ended December 31, 2019. The Company will host a live conference call on Wednesday, March 4, 2020, at 9:00 A.M. ET.

Commenting on the Company’s fourth quarter operating results, Gavin Southwell, President and Chief Executive Officer, said, “We are pleased with results in the fourth quarter, particularly with our success in the Medicare Annual Election Period.  Medicare segment revenues represented approximately 35% of total revenues in the quarter, and full year Adjusted EBITDA and Adjusted Net Income Per Share were in line with expectations.  We are excited about the opportunities to continue to scale our Medicare business in 2020 via enhanced digital capabilities, captive distribution and strategic outsourced relationships.”

The Company also announced today that its corporate name will change to Benefytt Technologies, Inc. effective Friday, March 6, 2020. In connection with the Company’s new corporate name, the Company’s NASDAQ ticker symbol will change to BFYT effective March 6, 2020. The name change is intended to highlight and emphasize the Company’s go-forward strategy to be a premier health insurance technology company that offers a range of Medicare-related insurance plans as well as other health and life insurance products that meet the needs of customers. Benefytt’s direct-to-consumer site is healthinsurance.com, which offers seniors and Medicare-eligible consumers the ability to access powerful online comparison tools and educational resources that enable efficient self-guided navigation of available Medicare health insurance options.

As previously announced, the Company’s Board of Directors commenced in July 2019 a process for exploring, reviewing, and evaluating strategic alternatives focused on maximizing shareholder value. These alternatives could include, among other things, a sale of the Company or a portion thereof, a strategic business combination, changes in the Company’s operations or strategy, or continuing to execute on the Company’s current business plan.  This review process is currently ongoing, and the Company is meeting with interested parties, including both strategic and financial institutions (1).

Fourth Quarter 2019 Consolidated Financial Highlights
All comparisons are to the three months ended December 31, 2018

  • Revenue was $160.9 million, compared to revenue of $131.9 million, an increase of 22.0%. Revenue from our Medicare segment was $55.9 million and is new to the Company in 2019. Revenue from our Individual and Family Plan (IFP) segment was $105.0 million, a decrease of 20.4%.
  • Net income of $26.5 million, compared to net income of $8.3 million, an increase of 219.3%.
  • Adjusted EBITDA (earnings before interest, taxes, depreciation and amortization) was $46.2 million, compared to adjusted EBITDA of $21.6 million, an increase of 113.9%.
  • Profit from our Medicare segment was $29.7 million. Profit from our IFP segment was $22.2 million.
  • GAAP diluted net income per share was $1.77, compared to GAAP diluted net income per share of $0.40, an increase of 342.5%.
  • Adjusted net income per share was $2.48 compared to adjusted net income per share of $0.97, an increase of 155.7%.
  • Net contract asset (contract asset receivable plus advanced commissions less commission payable) at December 31, 2019 was $258.8 million (2). $185.2 million related to the IFP segment and $73.6 million related to the Medicare segment.

Adjusted EBITDA and adjusted net income per share are non-GAAP financial measures. See the reconciliations of these measures to their respective most directly comparable GAAP measure below in this press release.

2019 Annual Consolidated Financial Highlights
All comparisons are to the year ended December 31, 2018

  • Revenue was $381.8 million, compared to revenue of $351.1 million, an increase of 8.7%. Revenue from our Medicare segment was $67.8 million and is new to the Company in 2019. Revenue from our IFP segment was $314.0 million, a decrease of 10.5%.
  • Net income of $36.7 million, compared to net income of $19.0 million, an increase of 93.2%.
  • Adjusted EBITDA was $82.1 million, compared to adjusted EBITDA of $59.4 million, an increase of 38.2%.
  • Profit from our Medicare segment was $32.1 million. Profit from our IFP segment was $66.8 million.
  • GAAP diluted net income per share was $2.47, compared to GAAP diluted net income per share of $0.97, an increase of 154.6%.
  • Adjusted net income per share was $4.24 compared to adjusted net income per share of $2.60, an increase of 63.1%.

Adjusted EBITDA and adjusted net income per share are non-GAAP financial measures. See the reconciliations of these measures to their respective most directly comparable GAAP measure below in this press release.

2019 Fourth Quarter Financial Discussion

Fourth quarter revenues of $160.9 million increased 22.0% compared to revenues of $131.9 million in the fourth quarter of 2018.

Revenue from our Medicare segment was $55.9 million. We had no Medicare revenue in 2018. Revenue from our IFP segment was $105.0 million, a 20.4% decrease compared to $131.9 million for the fourth quarter of 2018.  

Third-party commission expense was $66.0 million (62.9% of IFP revenues) in the fourth quarter of 2019, compared to $94.9 million (71.9% of IFP revenues) in the same period in 2018.

Total selling, general & administrative expense (“SG&A”) was $31.8 million (19.8% of net revenues) in the fourth quarter, compared to $17.4 million (13.2% of net revenues) in the same period in 2018. The increase is attributable primarily to increased payroll and professional fees.

Marketing and Advertising expense was $23.7 million in the fourth quarter, compared to $2.8 million in the same period in 2018. The increased expense is primarily related to investments in Medicare consumer engagement.

Net income was $26.5 million in the fourth quarter of 2019, compared to net income of $8.3 million in the same period in 2018.

EBITDA was $41.3 million in the fourth quarter of 2019, compared to $14.4 million in the same period in 2018, an increase of 186.8%.

Adjusted EBITDA was $46.2 million (28.7% of net revenues) in the fourth quarter of 2019 compared to $21.6 million (16.4% of net revenues) in the same period in 2018. Adjusted EBITDA is calculated by taking EBITDA and adjusting for items that are not part of regular operating activities, including stock-based compensation and related costs, transaction costs, tax receivable adjustments, indemnity and other related legal costs, and severance, restructuring, fair value adjustment to contingent consideration and other charges.

GAAP diluted net income per share was $1.77 in the fourth quarter in 2019, compared to GAAP diluted net income per share of $0.40 in the same period in 2018.

Adjusted net income per share was $2.48 in the fourth quarter in 2019, compared to adjusted net income per share of $0.97 in the same period in 2018.

2019 Annual Financial Discussion

Revenues in 2019 of $381.8 million increased 8.7% compared to revenue of $351.1 million in 2018.

Revenue from our Medicare segment was $67.8 million. We had no Medicare revenue in 2018. Revenue from our IFP segment was $314.0 million, a 10.5% decrease compared to $351.1 million for the year ended December 31, 2018.

Third-party commission expense was $188.7 million (60.1% of IFP revenues) in 2019, compared to $234.8 million (66.9% of IFP revenues) in 2018.

SG&A was $88.4 million (23.2% of net revenues) in 2019, compared to $68.0 million (19.4% of net revenues) in 2018.

Marketing and Advertising expense was $37.9 million in 2019, compared to $6.3 million in the same period in 2018. The increased expense is primarily related to investments in Medicare consumer engagement.

Net income was $36.7 million in 2019, compared to net income of $19.0 million in 2018.

EBITDA was $64.3 million in 2019, compared to $34.5 million in 2018.

Adjusted EBITDA was $82.1 million (21.5% of net revenues) in 2019 compared to $59.4 million (16.9% of net revenues) in 2018. Adjusted EBITDA is calculated by taking EBITDA and adjusting for items that are not part of regular operating activities, including stock-based compensation and related costs, transaction costs, tax receivable adjustments, indemnity and other related legal costs, and severance, restructuring, fair value adjustment to contingent consideration and other charges.

GAAP diluted net income per share was $2.47 in 2019, compared to GAAP diluted net income per share of $0.97 in 2018.

Adjusted net income per share was $4.24 in 2019, compared to adjusted net income per share of $2.60 in 2018.

Cash and cash equivalents totaled $3.8 million as of December 31, 2019, a decrease of $5.5 million from December 31, 2018. We ended the quarter with $178.6 million of debt outstanding including $34.0 million drawn against our $65.0 million revolving credit facility. Net cash used in operating activities for the year 2019 was $38.0 million, due to increased marketing and advertising expense and a $16.2 million increase in advanced commissions.

The Company did not repurchase shares of common stock during the fourth quarter of 2019. The Company has $75.4 million remaining under its $200 million share repurchase authorization.

2020 Full Year Guidance

The Company’s guidance for the full year ending December 31, 2020 is based on information available as of March 3, 2020. These expectations are forward-looking statements, and the Company assumes no obligation to update these statements. Actual results may be materially different and are affected by the risk factors and uncertainties identified in this release and in the Company’s annual and quarterly filings with the Securities and Exchange Commission.

The following is guidance for the full year ending December 31, 2020.

  • Total revenue is expected to be in the range of $290 million to $350 million. Revenue from the Medicare segment is expected to be in the range of $190 million to $210 million. Revenue from the IFP segment is expected to be in the range of $100 million to $140 million.
  • Adjusted net income per share is expected to be in the range of $3.10 to $4.15.
  • Adjusted EBITDA is expected to be in the range of $65.0 million to $80.0 million.
  • Profit from the Medicare (3) segment is expected to be in the range of $70.0 million to $80.0 million. Profit from the IFP segment is expected to be in the range of $15.0 million to $20.0 million.
  • Corporate (4) expense is expected to be approximately $20.0 million.
  • The company expects cashflow to be approximately breakeven in 2020.

(1)The Company’s Board of Directors has not set a timetable for completing the strategic review nor has it made any decisions related to strategic alternatives at this time.  There can be no assurance that the Board’s exploration of strategic alternatives, including the current ongoing discussions with potentially interested strategic and financial institutions, will result in changes in strategy or any transaction or, if a transaction is undertaken, as to its terms, structure or timing. The Company does not expect to make further public comment regarding these matters unless and until the Board has approved a specific transaction or alternative or otherwise concludes its review of strategic alternatives, or the Company otherwise deems disclosure of significant developments to be appropriate.  In connection with the strategic review, BofA Securities is acting as financial advisor and Weil, Gotshal & Manges LLP is acting as legal advisor to the Company.
(2)The net contract asset includes $45.3 million of advanced commissions that reduce the commissions payable balance but are required to be showed gross under GAAP.
(3)Segment profit is calculated as total revenue for the applicable segment less direct and allocated marketing and advertising, customer care and enrollment, technology and content and general and administrative operating expenses, excluding stock-based compensation, depreciation and amortization expense and amortization of intangible assets, before Corporate expenses.
(4)Corporate consists of other indirect General and Administrative operating expenses, excluding stock-based compensation and depreciation and amortization expense, which are managed in a corporate shared services environment and, since they are not the responsibility of segment operating management, are not allocated to the reportable segments.


Conference Call and Webcast

The Company will host an earnings conference call on March 4, 2020 at 9:00 A.M. Eastern time. All interested parties can join the call by dialing (877) 451-6152 or (201) 389-0879; the conference ID is 13699483. An archive of the call will be available on Health Insurance Innovations’ website, HIIQ.com, for 30 days beginning on Wednesday, March 4, 2020, 12:00 PM ET.

About Health Insurance Innovations, Inc.

Health Insurance Innovations, Inc., to be renamed Benefytt Technologies, Inc., is a health insurance technology company that primarily engages in the development and operation of private e-commerce health insurance marketplaces, consumer engagement platforms, agency technology systems, and insurance policy administration platforms. By leveraging existing and emerging platforms and technologies, the Company offers a range of Medicare-related insurance plans from many of the nation’s leading carriers as well as other types of health insurance and supplemental products that meet the needs of consumers.

Forward-Looking Statements

This press release contains "forward-looking statements" within the meaning of the U.S. Private Securities Litigation Reform Act of 1995. Forward-looking statements are statements other than historical fact, and may include statements relating to goals, plans and projections regarding new markets, products, services, growth strategies, anticipated trends in our business and anticipated changes and developments in the United States health insurance system and laws. Forward-looking statements are based on Health Insurance Innovations, Inc.’s (the “Company’s”) current assumptions, expectations and beliefs are generally identifiable by use of words “may,” “might,” “will,” “should,” “expects,” “plans,” “anticipates,” “believes,” “estimates,” “predicts,” “potential” or “continue,” or similar expressions and involve significant risks and uncertainties that could cause actual results, developments and business decisions to differ materially from those contemplated by these statements. These risks and uncertainties include, among other things, our focus on the Medicare market, our ability to maintain relationships and develop new relationships with health insurance carriers and distributors, our ability to retain our members, the demand for products offered through our platform, regulatory oversight and examinations of us and our carriers and distributors, legal and regulatory compliance by our carriers and distributors, the amount of commissions paid to us or changes in health insurance plan pricing practices, competition, changes and developments in the United States health insurance system and laws, and the Company’s ability to adapt to them, the ability to maintain and enhance our name recognition, difficulties arising from acquisitions or other strategic transactions, and our ability to build the necessary infrastructure and processes to maintain effective controls over financial reporting. These and other risk factors that could cause actual results to differ materially from those expressed or implied in our forward-looking statements will be discussed in the Company’s Annual Report on Form 10-K filed with the Securities and Exchange Commission (SEC) as well as other documents that may be filed by the Company from time to time with the Securities and Exchange Commission, which are available at www.sec.gov. Any forward-looking statement made by us in this press release is based only on information currently available to us and speaks only as of the date on which it is made. You should not rely on any forward-looking statement as representing our views in the future. We undertake no obligation to publicly update any forward-looking statement, whether written or oral, that may be made from time to time, whether as a result of new information, future developments or otherwise.

Non-GAAP Financial Information

To supplement the Company’s financial information presented in accordance with generally accepted accounting principles in the United States of America, or GAAP, the Company presents certain financial measures that are not prepared in accordance with GAAP, which are adjusted EBITDA, and adjusted net income per share. These non-GAAP financial measures, which are defined below, should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. These non-GAAP financial measures are not based on any standardized methodology prescribed by GAAP and are not necessarily comparable to similarly titled measures presented by other companies.

The Company is presenting these non-GAAP financial measures to assist investors in seeing the Company’s  operating results through the eyes of management and because the Company believes that these measures provide a useful tool for investors to use in assessing the Company’s operating performance against prior period operating results and against business objectives. The Company uses the non-GAAP financial measures in evaluating its operating results and for financial and operational decision-making purposes.

The accompanying tables provide more detail on the GAAP financial measures that are most directly comparable to the non-GAAP financial measures described above and the related reconciliations between these financial measures. The Company has not reconciled adjusted EBITDA guidance or adjusted net income per share guidance to GAAP net income or GAAP net income per diluted share, respectively, because the Company does not provide guidance for the reconciling items between these measures and GAAP net income or GAAP net income per diluted share, respectively. As certain of the items that impact GAAP net income and/or GAAP net income per diluted share cannot be reasonably predicted at this time, the Company is unable to provide such guidance. Accordingly, a reconciliation to GAAP net income or GAAP net income per diluted share is not available without unreasonable effort.



HEALTH INSURANCE INNOVATIONS, INC.
Consolidated Balance Sheets
($ in thousands, except share and per share data)

 December 31,
 2019 2018
Assets   
Current assets:   
Cash and cash equivalents$3,771  $9,321 
Restricted cash17,788  16,678 
Accounts receivable, net, prepaid expenses and other current assets2,911  2,108 
Income taxes receivable18,210   
Advanced commissions, net45,250  29,867 
Contract asset184,474  165,494 
Total current assets272,404  223,468 
Long-term contract asset209,239  132,566 
Property and equipment, net5,415  5,134 
Goodwill135,182  41,076 
Intangible assets, net28,963  4,217 
Deferred tax assets, net  25,967 
Other assets655  61 
Total assets$651,858  $432,489 
Liabilities and stockholders' equity   
Current liabilities:   
Accounts payable and accrued expenses$51,477  $32,397 
Commissions payable97,785  106,608 
Income taxes payable, net  15,586 
Short-term debt10,684   
Due to member  7,978 
Other current liabilities794  422 
Total current liabilities160,740  162,991 
Long-term commissions payable82,369  84,716 
Long-term contingent consideration65,171   
Long-term debt, net167,947  15,000 
Due to member29,121  25,693 
Deferred tax liability, net5,722   
Other liabilities814  621 
Total liabilities511,884  289,021 
Stockholders' equity:   
Class A common stock (par value $0.001 per share, 100,000,000 shares authorized; 16,219,217 and 14,425,824 shares issued as of December 31, 2019 and 2018, respectively; 12,273,630 and 12,387,349 shares outstanding as of December 31, 2019 and 2018, respectively)16  14 
Class B common stock (par value $0.001 per share, 20,000,000 shares authorized; 1,916,667 and 2,541,667 shares issued and outstanding as of December 31, 2019 and 2018, respectively)2  3 
Preferred stock (par value $0.001 per share, 5,000,000 shares authorized; no shares issued and outstanding as of December 31, 2019 and 2018, respectively)   
Additional paid-in capital118,465  94,194 
Treasury stock, at cost (3,945,587 and 2,038,475 shares as of December 31, 2019 and 2018, respectively)(127,400) (67,185)
Retained earnings110,418  80,804 
Total Health Insurance Innovations, Inc. stockholders' equity101,501  107,830 
Noncontrolling interests38,473  35,638 
Total stockholders' equity139,974  143,468 
Total liabilities and stockholders' equity$651,858  $432,489 
 


Health Insurance Innovations, Inc.
Consolidated Statements of Income
($ in thousands, except share and per share data)

  Three Months Ended December 31,  Year Ended December 31,
 2019 2018 2019 2018
        
 (unaudited)    
Revenues$160,854  $131,917  $381,808  $351,097 
Operating expenses:       
Third-party commissions65,974  94,945  188,742  234,777 
Selling, general and administrative31,763  17,386  88,393  68,043 
Marketing and Advertising23,730  2,768  37,896  6,307 
Credit card and ACH fees1,572  1,591  6,150  5,909 
Depreciation and amortization4,266  1,144  11,842  4,799 
Total operating expenses127,305  117,834  333,023  319,835 
Income from operations33,549  14,083  48,785  31,262 
Other expense (income):       
Interest expense1,953  64  5,646  25 
Fair value adjustment to contingent acquisition consideration(3,472)   (3,472)  
TRA expense (income)  750  (212) 1,471 
Other expense  42    130 
Net income before income taxes35,068  13,227  46,823  29,636 
 Provision for income taxes8,590  4,935  10,093  10,672 
Net income26,478  8,292  36,730  18,964 
Net income attributable to noncontrolling interests5,283  2,845  7,116  5,970 
Net income attributable to Health Insurance Innovations, Inc.$21,195  $5,447  $29,614  $12,994 
        
Per share data:       
Net income per share attributable to Health Insurance Innovations, Inc.       
Basic$1.89  $0.44  $2.67  $1.07 
Diluted$1.77  $0.40  $2.47  $0.97 
Weighted average Class A common shares outstanding       
Basic11,196,665  12,408,169  11,084,356  12,200,654 
Diluted12,002,983  13,594,340  11,966,542  13,376,265 
            


Health Insurance Innovations, Inc.
Consolidated Statements of Cash Flows
($ in thousands)

 Three Months Ended December 31,  Year Ended December 31,
 2019 2018 2019 2018
        
Operating activities:       
Net income26,479  8,293  36,730  18,964 
Adjustments to reconcile net income to net cash provided by operating activities:       
Stock-based compensation2,875  2,080  10,595  12,583 
Fair value adjustment to contingent acquisition consideration(3,472)   (3,472)  
Provision for allowance for doubtful accounts1,200    1,200  137 
Depreciation and amortization4,266  1,144  11,842  4,799 
Deferred financing costs307    307   
Deferred income taxes11,766  (14,595) 34,665  (14,135)
Deferred income taxes related to the Tax Act  (250)   (250)
Changes in operating assets and liabilities:       
Decrease (increase) in accounts receivable, prepaid expenses and other assets308  569  (1,565) 171 
(Increase) decrease in advanced commissions(17,217) (1,762) (17,427) 6,288 
(Increase) decrease in income taxes receivable(3,198) 2,542  (18,210)  
Increase in contract asset(82,437) (54,296) (82,147) (59,989)
Increase (decrease) in accounts payable, accrued expenses and other liabilities18,250  (3,298) 16,818  3,078 
Increase (decrease) in commission payable18,908  45,914  (10,148) 33,856 
Increase (decrease) in income taxes payable, net  14,606  (15,586) 14,799 
(Decrease) increase in due to member pursuant to tax receivable agreement(1,047) 750  (1,259) 1,471 
Net cash (used in) provided by operating activities(23,012) 1,697  (37,657) 21,772 
Investing activities:       
Business acquisitions, net of cash acquired    (49,895)  
Acquisition of domain name    (8,133)  
Capitalized internal-use software and website development costs(384) (311) (1,616) (1,601)
Purchases of property and equipment(801) (79) (1,160) (613)
Net cash used in investing activities(1,185) (390) (60,804) (2,214)
Financing activities:       
Proceeds from borrowings under credit agreement23,713  15,000  234,000  15,000 
Payments on borrowings under credit agreement(3,801)   (70,676)  
Payments related to tax withholding for share-based compensation(691) (945) (2,820) (4,415)
Issuances of Class A common stock under equity compensation plans      6 
Purchases of Class A common stock pursuant to share repurchase plan  (36,381) (63,916) (55,883)
Distributions to member(232) (1,257) (2,567) (4,094)
Net cash provided by (used in) financing activities18,989  (23,583) 94,021  (49,386)
Net decrease in cash and cash equivalents, and restricted cash(5,208) (22,276) (4,440) (29,828)
Cash and cash equivalents, and restricted cash at beginning of period26,767  48,275  25,999  55,827 
Cash and cash equivalents, and restricted cash at end of period21,559  25,999  21,559  25,999 
 


Reconciliation of Net Income to EBITDA and Adjusted EBITDA
(unaudited)
($ in thousands)

 Three Months Ended December 31,  Year Ended December 31,
 2019 2018 2019 2018
Net income$26,479  $8,293  $36,730  $18,964 
Interest expense1,953  $64  5,646  25 
Depreciation and amortization4,266  1,144  11,842  4,799 
Provision for income taxes8,590  4,935  10,093  10,672 
EBITDA41,288  14,436  64,311  34,460 
Non-cash stock-based compensation2,895  2,112  10,731  12,878 
Fair value adjustment to contingent consideration(3,472)   (3,472)  
Transaction costs295  38  1,986  321 
Tax receivable agreement liability adjustment  750  (212) 1,471 
Indemnity and other related legal costs

4,531  4,280  7,721  6,614 
Severance, restructuring and other charges702  29  1,043  3,687 
Adjusted EBITDA$46,239  $21,645  $82,108  $59,431 
 


Reconciliation of Net Income to Adjusted Net Income per Share
(unaudited)
 ($ in thousands except per share data)

 Three Months Ended December 31,  Year Ended December 31,
 2019 2018 2019 2018
Net income$26,479  $8,293  $36,730  $18,964 
Interest expense1,953  64  5,646  25 
Amortization3,481  334  8,704  1,725 
Provision for income taxes8,590  4,935  10,093  10,672 
Stock-based compensation and related costs2,895  2,112  10,731  12,878 
Fair value adjustment to contingent consideration(3,472)   (3,472)  
Transaction costs295  38  1,986  321 
Tax receivable agreement liability adjustment  750  (212) 1,471 
Indemnity and other related legal costs4,531  4,280  7,721  6,614 
Severance, restructuring and other charges702  29  1,043  3,687 
Adjusted pre-tax income45,454  20,835  78,970  56,357 
Pro forma income taxes(10,909) (5,001) (18,953) (13,526)
Adjusted net income$34,545  $15,834  $60,017  $42,831 
Total weighted average diluted share count13,920  16,393  14,161  16,477 
Adjusted net income per share$2.48  $0.97  $4.24  $2.60 

(1)  EBITDA is defined as net income before interest, income taxes and depreciation and amortization. We have included EBITDA in this report because it is a key measure used by our management and board of directors to understand and evaluate our core operating performance and trends, to prepare and approve our annual budget and to develop short- and long-term operational plans. In particular, the exclusion of certain expenses in calculating EBITDA can provide a useful measure for period-to-period comparisons of our business. However, EBITDA does not represent, and should not be considered as, an alternative to net income or cash flows from operations, each as determined in accordance with GAAP. Other companies may calculate EBITDA differently than we do. EBITDA has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for analysis of our results as reported under GAAP.

(2)  To calculate adjusted EBITDA, we calculate EBITDA, which is then further adjusted for items such as stock-based compensation and related costs, and items that are not generally a part of regular operating activities, including tax receivable adjustments, indemnity and other related legal costs, and severance, restructuring, and acquisition costs. Adjusted EBITDA does not represent, and should not be considered as, an alternative to net income or cash flows from operations, each as determined in accordance with GAAP. We have presented adjusted EBITDA because we consider it an important supplemental measure of our performance and believe that it is frequently used by analysts, investors and other interested parties in the evaluation of companies. Other companies may calculate adjusted EBITDA differently than we do. Adjusted EBITDA has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for analysis of our results as reported under GAAP.

(3)  To calculate adjusted net income, we calculate net income then add back amortization (but not depreciation), interest, tax expense, items such as stock-based compensation and related costs, and other items that are not generally a part of regular operating activities, including, tax receivable adjustments, indemnity and other related legal costs, severance, restructuring, and acquisition costs. From adjusted pre-tax net income, we apply a pro forma tax expense calculated at an assumed rate of 24%, which consists of the maximum federal corporate rate of 21%, with an assumed 3% state tax rate. We believe that when measuring Company and executive performance against the adjusted net income measure, applying a pro forma tax rate better reflects the performance of the Company without regard to the Company’s organizational tax structure. We have included adjusted net income in this report because it is a key performance measure used by our management to understand and evaluate our core operating performance and trends and because we believe it is frequently used by analysts, investors, and other interested parties in their evaluation of the Company. Other companies may calculate this measure differently than we do. Adjusted net income has limitations as an analytical tool, and you should not consider it in isolation or substitution for earnings per share as reported under GAAP.

(4)  Adjusted net income per share is computed by dividing adjusted net income by the total number of weighted-average diluted Class A and weighted-average Class B shares of our common stock for each period. We have included adjusted net income per share in this report because it is a key measure used by our management to understand and evaluate our core operating performance and trends and because we believe it is frequently used by analysts, investors and other interested parties in the evaluation of companies. Other companies may calculate this measure differently than we do. Adjusted net income per share has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for earnings per share as reported under GAAP.


The following table presents revenues and profit from our operating segments for the three months and year ended December 31, 2019 ($ in thousands):

 Three Months Ended
December 31, 2019
 Year Ended
December 31, 2019
Revenue   
Medicare (1)$55,868  $67,770 
IFP104,986  314,038 
Total Revenue$160,854  $381,808 
    
Segment profit   
Medicare segment profit$29,669  $32,078 
IFP segment profit22,231  66,784 
Total segment profit51,900  98,862 
    
Corporate$(5,662) $(16,754)
Interest expense(1,953) (5,646)
Depreciation and amortization(4,266) (11,842)
Provision for income taxes(8,590) (10,093)
Stock-based compensation and related costs(2,895) (10,731)
Fair value adjustment to contingent consideration3,472  3,472 
Transaction costs(295) (1,986)
Tax receivable agreement liability adjustment  212 
Indemnity and other related legal costs(4,531) (7,721)
Severance, restructuring and other(702) (1,043)
Net income$26,479  $36,730 

(1)  Medicare revenue is net of Customer Care and Enrollment (CC&E) expenses with certain Medicare Business Process Outsourcing (BPO) partners who are deemed a customer under ASC 606. CC&E netted against revenue for the three months ended December 31, 2019 was $5.8 million and for the year ended December 31, 2019 was $8.5 million.


Disaggregated Revenue

The following table presents our revenue, disaggregated by major product type and timing of revenue recognition ($ in thousands):

 Three Months Ended December 31, 2019 Three Months Ended December 31, 2018
 Sales and marketing services Member management Total Sales and marketing services Member management Total
Revenue by Source           
Commission revenue(1)           
STM$35,765  $1,040  $36,805  $45,257  $742  $45,999 
HBIP30,641  1,687   32,328  48,608  2,064   50,672 
Supplemental33,984  1,106   35,090  32,012  1,184   33,196 
Medicare48,086     48,086        
Other         17   17 
Services revenue  736   736  251  1,666   1,917 
Consumer engagement revenue7,486     7,486  116     116 
Other revenues323     323        
Total revenue$156,285  $4,569  $160,854  $126,244  $5,673  $131,917 
            
Timing of Revenue Recognition           
Transferred at a point in time$156,285  $  $156,285  $126,244  $  $126,244 
Transferred over time  4,569  4,569    5,673   5,673 
Total revenue$156,285  $4,569  $160,854  $126,244  $5,673  $131,917 


  For the Year Ended December 31, 2019 For the Year ended December 31, 2018
 Sales and marketing services Member management Total Sales and marketing services Member management Total
Revenue by Source           
Commission revenue(1)           
STM(2)$111,239  $3,934  $115,173  $87,489  $2,824  $90,313 
HBIP92,343  6,619  98,962  149,986  8,202  158,188 
Supplemental(2)90,592  4,434  95,026  92,523  4,568  97,091 
Medicare57,087    57,087       
Other        74  74 
Services revenue  3,715  3,715    4,762  4,762 
Consumer engagement revenue11,306    11,306  669    669 
Other revenues539    539       
Total revenue$363,106  $18,702  $381,808  $330,667  $20,430  $351,097 
            
Timing of Revenue Recognition           
Transferred at a point in time$363,106  $  $363,106  $330,667  $  $330,667 
Transferred over time  18,702  18,702    20,430  20,430 
Total revenue$363,106  $18,702  $381,808  $330,667  $20,430  $351,097 

(1)  For the purposes of disaggregated revenue presentation, when additional Discount Benefit products are sold with an STM, HBIP, or supplemental product, the associated revenue for the Discount Benefit products are reported within the STM, HBIP, or supplemental product category depicted within the table.
(2)  The Company changed its presentation of brokerage revenue during the fourth quarter of 2019. Previously brokerage revenue was reported as a separate line item with the disaggregated revenue table however the Company has reclassified the revenue into the respective STM or supplemental category that the brokerage sales were associated with.

 

Summary of Selected Metrics
(unaudited)

The following table presents submitted applications by product type:

 Submitted Applications by Product Type  Submitted Applications by Product Type
 During the Three Months Ended December 31,  During the Year Ended December 31,
 2019 2018 Change (%) 2019 2018 Change (%)
Medicare          
Medicare Advantage44,500       53,900   
Medicare Supplement1,000       1,200   
Medicare Part D2,700       3,000   
Supplementals300       300   
Total Medicare48,500       58,400   
IFP            
STM <12 Months8,500  15,500   (45)% 38,000 117,200 (68)%
STM ≥ 12 Months34,100  34,600   (1)% 105,800 35,600 197 %
Total STM42,600  50,100   (15)% 143,800 152,800 (6)%
HBP34,900  53,600   (35)% 126,400 190,100 (34)%
Supplementals81,100  92,500   (12)% 257,400 278,700 (8)%
Total IFP158,600  196,200   (19)% 527,600 621,600 (15)%
Total Submitted Applications207,100  196,200     6% 586,000
 621,600 (6)%
 


The following table presents approved applications by product type:

 Approved Applications by Product Type  Approved Applications by Product Type
 During the Three Months Ended December 31,  During the Year Ended December 31,
 2019 2018 Change (%) 2019 2018   Change (%) 
Medicare           
Medicare Advantage 40,900        49,600   
Medicare Supplement 900        1,100   
Medicare Part D 2,500        2,800   
Supplementals 300        300   
Total Medicare 44,600        53,800   
IFP            
STM <12 Months8,500  15,500   (45)% 38,000 117,200 (68)%
STM ≥ 12 Months34,100  34,600   (1)% 105,800 35,600 197%
Total STM42,600  50,100   (15)% 143,800 152,800 (6)%
HBP34,900  53,600   (35)% 126,400 190,100 (34)%
Supplementals81,100  92,500   (12)% 257,400 278,700 (8)%
Total IFP158,600  196,200   (19)% 527,600 621,600 (15)%
Total Approved Applications203,200  196,200   4% 581,400 621,600 (6)%
 

Approved applications represent the number of submitted applications that were approved by the relevant insurance carrier for the identified product during the relevant period. Medicare approved applications are calculated assuming a 92% conversion of submitted applications.


The following tables present the Constrained Lifetime Value (CLTV) per approved application, by product type:

 

 CLTV per Approved Application by Product Type
During the Three Months Ended December 31,
 CLTV per Approved Application by Product Type
During the Year Ended December 31, 
 
  2019  2018
  Change (%)  2019
   2018
    Change (%) 
Medicare (1)$1,148 $  % $1,155   $  % 
Short Term Medical <12 months 367  359  2%    342   437  (22%) 
Short Term Medical ≥12 months 947  1,241  (24%)  934   1,203  (22%) 
Total STM 838  968  (14%)  787   625  26% 
Health Benefit Plans 809  926  (13%)  759   829  (8%) 
Supplemental 387  358  8%  350   340  3% 

(1)  CLTV per approved application for Medicare is presented gross of CC&E expenses. Including CC&E, Medicare CLTV per approved application for the three months ended December 31, 2019 was $1,019 and for the year ended December 31, 2019 was $996.


The following tables present expense metrics per approved application, by product type:

 Medicare Variable Cost per Approved Application
 Three Months Ended December 31, 2019 Year Ended December 31, 2019
Medicare variable marketing cost per approved application (1)$   375  $  374 
Medicare variable CC&E cost per approved application (2)   209     246 
Total Medicare cost per approved member$  584  $   620 

(1)  Medicare variable marketing cost per approved application includes direct costs incurred in member acquisition for all Medicare products from our direct marketing partners and online advertising channels divided by Medicare approved applications in each period.
(2)  Medicare CC&E cost per approved application includes compensation and benefits costs for personnel engaged in assistance to applicants during the enrollment process divided by Medicare approved applications in each period. CC&E costs include amounts netted against revenue for certain Medicare BPO relationships.


Contacts:

Health Insurance Innovations, Inc.:
         Michael DeVries
         Senior Vice President Finance
         (813) 906-5314
         mdevries@bfyt.com

 

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