Smart Employee Benefits Inc. (“SEB” or the “Company”) (TSXV: SEB)
today reports its financial results for the fourth quarter and
fiscal year ending November 30, 2019.
States John McKimm, President/CEO/CIO of
Smart Employee Benefits Inc.:“Adjusted EBITDA and EBITDA
improved for the fourth quarter and fiscal year ended November 30,
2019 over comparable periods the previous year. The 2.0%
increase in gross margin percentage for the year combined with
operating costs reduction initiatives, led to the year over year
improvement. The divestiture of the operating assets of
Paradigm Consulting Group Inc. (“Paradigm”) resulted in a positive
EBITDA of $1.9M for the third quarter in continuing operations.
The cash flow generated from the Paradigm transaction
facilitated a $6.7M reduction in bank debt and the elimination of
$3.0M of convertible preferred shares, from November 30, 2018.
Adjusted EBITDA improved by $1.301M in the
fourth quarter to a negative $133,259 from a negative $1.434M.
EBITDA for the year improved by $8.567M to a positive
$627,691 from a negative $7.939M, a portion of which was due to the
gain from the sale of the company's 75% shareholding in a
subsidiary. Both the third and fourth quarters of fiscal 2019
recorded positive EBITDA. Adjusted EBITDA was also positive
for the third quarter and, excluding the allowance for bad debts of
approximately $133,000, would have been marginally positive in the
fourth quarter.
SEB has made significant investments in both the
Technology and Benefits Divisions since the Company’s
inception. Building the infrastructure, while a time
consuming and costly process, has created significant contract
backlog with blue chip and government clientele and strong
strategic partnerships in both divisions. As a result, the
Technology Division (“TD”) currently delivers strong operating
results, and the Benefits Division (“BD”) is anticipated to follow
suit in Fiscal 2020.
From January 2020 to April 2020, the company has
won over $20.0M of net new contracts. This represents a win
rate of approximately 50% of opportunities bid. Submitted proposals
and bids outstanding for net new business total approximately
$74.0M with decisions pending in the near future.
Additionally, the Company has signed agreements per its
“Channel Partner White Label TPA” initiatives, to add approximately
150,000 new plan members to its benefits processing business.
The Benefits Division has under contract over 96% of its 2020
budget and is expected to be cash flow positive in 2020. The
signed new business to date, in 2020, is materially ahead of our
business development budget. The Technology Division has
historically been cash flow positive and net new business wins
remain strong. Signed contracts (backlog, evergreen, option years),
based on a 5-year time frame are valued at over $400M.
COVID-19 has led to demand for our BD solutions,
including our “online medical care partnerships”. In our TD,
approximately 10% of our revenues are at risk, primarily those
related to the project driven portion of the business. The
remaining business is largely multi-year managed services driven
contracts for mission critical infrastructure and systems. On
a consolidated level the company applied for approximately $400K of
COVID-19 government relief, the majority of the relief for one
subsidiary representing approximately 6% of total revenues.
The remaining business has experienced stable and growing
revenue and is not eligible.
The sales pipeline is the strongest it has ever
been. At a 50% win rate in the past four months this win rate
is well above our historical 30% to 35%. The cost savings
initiatives taken over the past several years should be fully
experienced in 2020. We are anticipating strong financial
performance in 2020 fiscal year, particularly in the BD.”
Quarterly Statements of Comprehensive
Income (Loss) 2019
|
|
Sep 1, 2019 to Nov 30, 2019 |
|
|
June 1, 2019 to Aug 31, 2019 |
|
|
Mar 1, 2019 to May 31, 2019 |
|
|
Dec 1, 2018 to Feb 28, 2019 |
|
Revenue |
$ |
17,326,306 |
|
$ |
16,974,918 |
|
$ |
17,675,478 |
|
$ |
16,506,330 |
|
|
|
|
|
|
Cost of
revenues |
|
11,689,312 |
|
|
11,403,091 |
|
|
12,224,037 |
|
|
10,989,649 |
|
Gross
Margin |
|
5,636,994 |
|
|
5,571,827 |
|
|
5,451,441 |
|
|
5,516,681 |
|
Gross Margin as a % of
Revenue |
|
32.5 |
% |
|
32.8 |
% |
|
30.8 |
% |
|
33.4 |
% |
|
|
|
|
|
Salaries and other
compensation costs |
|
3,520,015 |
|
|
4,008,953 |
|
|
4,427,102 |
|
|
4,486,090 |
|
Professional fees |
|
303,311 |
|
|
111,674 |
|
|
315,072 |
|
|
137,112 |
|
Office
and general |
|
1,946,927 |
|
|
1,275,940 |
|
|
1,235,608 |
|
|
1,819,528 |
|
Adjusted
EBITDA |
|
(133,259 |
) |
|
175,261 |
|
|
(526,341 |
) |
|
(926,049 |
) |
|
|
|
|
|
Investment income |
|
(181,424 |
) |
|
(34,077 |
) |
|
- |
|
|
- |
|
Gain on sale of assets |
|
(153,461 |
) |
|
(1,894,514 |
) |
|
- |
|
|
- |
|
Write down of assets |
|
- |
|
|
- |
|
|
- |
|
|
- |
|
Transition and decommissioning
costs |
|
- |
|
|
- |
|
|
- |
|
|
- |
|
Change in fair value of
contingent consideration |
|
(36,094 |
) |
|
- |
|
|
- |
|
|
- |
|
Share-based compensation |
|
11,904 |
|
|
35,675 |
|
|
63,151 |
|
|
76,158 |
|
Transaction costs |
|
(117,856 |
) |
|
136,021 |
|
|
50,000 |
|
|
6,437 |
|
EBITDA |
|
343,672 |
|
|
1,932,158 |
|
|
(639,493 |
) |
|
(1,008,644 |
) |
|
|
|
|
|
Interest and financing
costs |
|
783,596 |
|
|
994,527 |
|
|
608,487 |
|
|
531,528 |
|
Income tax expense(
recovery) |
|
(141,522 |
) |
|
(451,128 |
) |
|
(556 |
) |
|
556 |
|
Depreciation and amortization |
|
744,462 |
|
|
623,321 |
|
|
1,120,003 |
|
|
655,231 |
|
Net income (loss) from
continuing operations |
|
(1,042,864 |
) |
|
765,438 |
|
|
(2,367,426 |
) |
|
(2,195,959 |
) |
|
|
|
|
|
Income
(Loss) from assets held for sale, net of tax |
|
- |
|
|
(93,799 |
) |
|
35,890 |
|
|
(312,776 |
) |
Net comprehensive income (loss) |
$ |
(1,042,864 |
) |
$ |
671,639 |
|
$ |
(2,331,536 |
) |
$ |
(2,508,735 |
) |
|
|
|
|
|
Attributed to non-controlling
interest |
|
(50,105 |
) |
|
(50,776 |
) |
|
(184,035 |
) |
|
155,922 |
|
Attributed to common shareholders |
|
(992,759 |
) |
|
722,415 |
|
|
(2,147,501 |
) |
|
(2,664,657 |
) |
Total |
$ |
(1,042,864 |
) |
$ |
671,639 |
|
$ |
(2,331,536 |
) |
$ |
(2,508,735 |
) |
Quarterly Statements of Comprehensive Income (Loss)
2018
|
|
Sep 1, 2018 to Nov 30, 2018(Note 1) |
|
|
June 1, 2018 to Aug 31, 2018(Note 1) |
|
|
Mar 1, 2018to May 31, 2018(Note 1) |
|
Dec 1, 2017 to Feb 28, 2018(Note 1) |
Revenue |
$ |
18,559,118 |
|
$ |
17,990,986 |
|
$ |
20,019,485 |
|
$ |
20,509,710 |
|
|
|
|
|
|
Cost of
revenues |
|
12,803,253 |
|
|
12,272,162 |
|
|
14,061,863 |
|
|
14,537,910 |
|
Gross
Margin |
|
5,755,865 |
|
|
5,718,823 |
|
|
5,957,622 |
|
|
5,971,800 |
|
Gross Margin as a % of
Revenue |
|
31.0 |
% |
|
31.8 |
% |
|
29.8 |
% |
|
29.1 |
% |
|
|
|
|
|
Salaries and other
compensation costs |
|
4,886,028 |
|
|
4,363,734 |
|
|
3,868,546 |
|
|
4,166,263 |
|
Professional fees |
|
580,742 |
|
|
60,214 |
|
|
553,123 |
|
|
200,048 |
|
Office
and general |
|
1,723,510 |
|
|
1,159,385 |
|
|
1,269,466 |
|
|
1,588,170 |
|
Adjusted
EBITDA |
|
(1,434,415 |
) |
|
135,490 |
|
|
266,487 |
|
|
17,319 |
|
|
|
|
|
|
Investment income |
|
- |
|
|
- |
|
|
- |
|
|
- |
|
Gain on sale of assets |
|
- |
|
|
- |
|
|
- |
|
|
- |
|
Write down of assets |
|
6,671,890 |
|
|
- |
|
|
- |
|
|
- |
|
Transition and decommissioning
costs |
|
- |
|
|
- |
|
|
161,750 |
|
|
- |
|
Change in fair value of
contingent consideration |
|
(480,374 |
) |
|
- |
|
|
- |
|
|
- |
|
Share-based compensation |
|
(171,152 |
) |
|
216,998 |
|
|
425,270 |
|
|
99,652 |
|
Transaction costs |
|
- |
|
|
- |
|
|
- |
|
|
- |
|
EBITDA |
|
(7,454,779 |
) |
|
(81,508 |
) |
|
(320,533 |
) |
|
(82,333 |
) |
|
|
|
|
|
Interest and financing
costs |
|
(400,582 |
) |
|
618,939 |
|
|
878,706 |
|
|
575,239 |
|
Income tax expense(
recovery) |
|
(1,267,024 |
) |
|
(42,983 |
) |
|
22,706 |
|
|
1,764 |
|
Depreciation and amortization |
|
768,493 |
|
|
777,520 |
|
|
757,185 |
|
|
796,246 |
|
Net income (loss) from
continuing operations |
|
(6,555,666 |
) |
|
(1,434,984 |
) |
|
(1,979,130 |
) |
|
(1,455,581 |
) |
|
|
|
|
|
Income
(Loss) from assets held for sale, net of tax |
|
(1,432,309 |
) |
|
128,204 |
|
|
(312,934 |
) |
|
(94,844 |
) |
Net comprehensive income (loss) |
$ |
(7,987,974 |
) |
$ |
(1,306,780 |
) |
$ |
(2,292,064 |
) |
$ |
(1,550,426 |
) |
|
|
|
|
|
Attributed to non-controlling
interest |
|
(136,312 |
) |
|
167,478 |
|
|
(8,158 |
) |
|
50,546 |
|
Attributed to common shareholders |
|
(7,851,662 |
) |
|
(1,474,258 |
) |
|
(2,283,910 |
) |
|
(1,600,972 |
) |
Total |
$ |
(7,987,974 |
) |
$ |
(1,306,780 |
) |
$ |
(2,292,068 |
) |
$ |
(1,550,426 |
) |
Note 1 - Historic
quarters have been restated to reflect the operations of Paradigm
Consulting Group as income from discontinued operations |
Comparative Results for fiscal year 2019
and 2018
|
|
|
Year ended November 30 |
|
|
|
|
2019 |
|
|
2018 |
|
Revenue |
|
|
$ |
68,483,032 |
|
$ |
77,079,295 |
|
Cost of
revenues |
|
|
|
46,306,089 |
|
|
53,675,187 |
|
Gross Margin |
|
|
|
22,176,943 |
|
|
23,404,108 |
|
Gross Margin as a % of
Revenue |
|
|
|
32.4 |
% |
|
30.4 |
% |
|
|
|
|
|
Operating costs |
|
|
|
22,720,163 |
|
|
23,025,101 |
|
Professional fees |
|
|
|
867,170 |
|
|
1,394,127 |
|
Adjusted
EBITDA |
|
|
|
(1,410,390 |
) |
|
(1,015,120 |
) |
Transition and decommissioning
costs |
|
|
|
- |
|
|
161,750 |
|
Investment income |
|
|
|
(215,501 |
) |
|
- |
|
Gain on sale of portion of
business |
|
|
|
(2,047,975 |
) |
|
- |
|
Share based compensation |
|
|
|
186,887 |
|
|
570,768 |
|
Transaction costs |
|
|
|
74,602 |
|
|
- |
|
Change in fair value of
contingent liability |
|
|
|
(36,094 |
) |
|
(480,374 |
) |
Write down of assets |
|
|
|
- |
|
|
6,671,890 |
|
EBITDA |
|
|
$ |
627,691 |
|
$ |
(7,939,154 |
) |
|
|
|
|
|
Net loss from continuing operations (Note
1) |
|
|
$ |
(4,840,811 |
) |
$ |
(11,425,363 |
) |
Note 1 - During Fiscal 2018, an
LOI was signed with Golden Opportunities Fund to sell Paradigm,
leading to a change in financial presentation. In compliance
with IFRS, the results of Paradigm and its associated
assets/liabilities have been disclosed as assets held for sale in
the financial statements. During Fiscal 2019, the transaction
was completed. |
Reconciliation of Net income (loss) to
EBITDA
|
Fiscal year ended |
|
|
30-Nov-19 |
|
|
30-Nov-18 |
|
Net loss from
continuing operations |
$ |
(4,840,811 |
) |
$ |
(11,425,363 |
) |
Interest and financing
costs |
|
2,918,137 |
|
|
1,672,302 |
|
Income tax expense
recovery |
|
(592,650 |
) |
|
(1,285,537 |
) |
Depreciation and amortization |
|
3,143,014 |
|
|
3,099,444 |
|
EBITDA |
|
627,691 |
|
|
(7,939,154 |
) |
Transition and decommissioning
costs |
|
- |
|
|
161,750 |
|
Investment income |
|
(215,501 |
) |
|
- |
|
Gain on sale of assets |
|
(2,047,975 |
) |
|
- |
|
Write- down of assets |
|
- |
|
|
6,671,890 |
|
Change in fair value of
contingent consideration |
|
(36,094 |
) |
|
(480,374 |
) |
Share-based compensation |
|
186,888 |
|
|
570,768 |
|
Transaction costs |
|
74,602 |
|
|
- |
|
Adjusted EBITDA |
$ |
(1,410,390 |
) |
$ |
(1,015,120 |
) |
|
|
|
RevenueDuring Fiscal 2019,
consolidated revenues from continuing operations decreased compared
to prior year by $8.6M. In the TD, revenues decreased by
$8.1M, while the BD’s revenues decreased by $677K. The
differential is intercompany revenue which is eliminated on
consolidation. In the TD, the revenue decrease is partially a
result of technical resources being used internally to build-out
and integrate systems to support the BD. Additionally, most
of the revenue reduction in the TD is due to non-recurring project
revenue with three clients. This project revenue has
transitioned to managed services revenue, smaller in amounts, but
higher in profit margin. The Company is focused on the higher
margin business within the Benefits Division and considers the
decrease in TD’s revenues as an investment in the future.
Gross Margins and Gross Margin %The Company
generated $22.2M in gross margin during the year ended November 30,
2019 vs. $23.4M in fiscal 2018. Consolidated gross margin
from continuing operations declined year over year by approximately
$848K in the TD and $510K in the BD. Gross Margin % (“GM %”)
for continuing operations was 32.4% in 2019 compared to 30.4% in
2018. Improved margins resulted in both the TD and BD.
Continued delivery of higher margins is expected throughout
2020.
Operational Costs:
- Salaries and Other Compensation - salaries
decreased by $843K during the year over the comparable period the
prior year. The reduction is a result of the cost reduction
initiatives. The largest reduction was in corporate and TD
with the BD relatively flat, year over year. Additional
savings are targeted for 2020, as the full impact of 2019
reductions flow through for the complete year.
- Office and General Costs – Normalized office
and general costs would have decreased by $611K year over year,
except for a one-time cost recovery related to Paradigm totaling of
$1.149M over the comparable period in 2018.
- Professional Fees - Professional fees
decreased by $527K year over year. Professional fees vary
with the amount of financing or acquisition/disposition activity
during the period.
Non-Cash Expenses:Non-Cash
expenses include amortization, depreciation and share-based
(options) compensation decreased $0.34M over the year ended
November 30, 2019 compared to prior year. The largest
component is amortization of intangible assets (mostly related to
acquisition), which was $2.9M YTD. These costs are expected
to be largely amortized by the end of Fiscal 2020.
Interest and Financing Costs and
Interest Accretion:Interest and financing costs increased
approximately $1.25M compared to prior year with approximately
$2.9M being expensed in Fiscal 2019. The increase is due
largely to refinancing costs during the year and is expected to
decline as short-term financing is converted to longer term
financing.
KEY DEVELOPMENTS DURING AND SUBSEQUENT
TO THE YEAR
Update on Scotia Capital Strategic
Review Process Scotia Capital Inc. was engaged in March
2019 to assist the Company in identifying and negotiating a
transaction with a strategic investment partner. The SEB
Board and Management believes this process will provide the optimal
immediate value for shareholders, be operationally strategic to
SEB, and provide the working capital to expedite the many growth
opportunities. The Company is currently in the advanced
stages of the refinancing process with negotiations at advanced
levels on 5-year convertible notes of $20M and operating credit
facilities in the $12.0M range.
Sale of Paradigm Consulting Group
Inc. On July 3, 2019, the Company divested the operating
assets of Paradigm to a Limited Partnership of which the
combination of Golden Opportunities Fund Inc. (“Golden”) and
Paradigm’s senior management own 75% and the Company owns 25%.
The purchase price included a cash amount of $4.5M,
cancellation of $3.0M of Paradigm preferred shares owned by Golden,
which were convertible into SEB common shares, and a working
capital and pre-closing earnings adjustment. In exchange for
Golden relinquishing the convertibility and earnings bonus features
of the preferred shares, the Company issued to Golden 1,000,000
warrants to acquire SEB shares at an exercise price of $0.30 per
share for a period of four years following close of the
transaction.
Paradigm was originally acquired in 2015 to
facilitate a local footprint in Saskatchewan and Manitoba for
multiple RFP bids, which Management believes can be achieved with a
25% equity interest. The proceeds from the sale have been
used to reduce SEB’s debt and contribute to working
capital.
Chief Financial Officer
ChangesRobert Prentice, CPA, CA, a founder of SEB and the
Chief Financial Officer (“CFO”) retired in the third quarter and
resigned from the Company. The Company would like to thank
Robert for his contributions to the Company over the past eight
years and wish him all the best in his future endeavors.
The Company appointed Tim Beaulieu, CPA, CA, as
CFO and Corporate Secretary in the public company. Tim has a
long history with the Company, as CFO of both Technology Division
entities and Benefits Division entities, representing over 80% of
consolidated Company revenues.
Business Development to
dateDuring Fiscal 2019, the Company has made substantial
progress on new business development. In the BD, the Company
has added more than 17,000 new plan members in 2019 from new and
existing clients, representing annual revenue in excess of $1.0M,
with multi-year contracts. In addition, the Company has
renewed 10 existing clients representing over 38,000 plan members.
This brings the Company’s total renewals since acquiring the
Aon book of business to 35 of 48 clients representing over 180,000
plan members. The remaining clients are either evergreen
(ongoing) or come up for renewal in 2020 and beyond. The company
anticipates high renewal rates.
Relationships have been consolidated and grown
with multiple new consulting partners. The Company’s Channel
Partner strategy has gained strong traction with more than a dozen
active negotiations with Channel Partner opportunities including
brokerage organizations, MGAs, TPAs, insurers, unions and corporate
entities. Several LOIs and LOAs have been executed with
revenue growth expected in 2020 and beyond from the Channel Partner
business initiatives. Channel Partner “white label TPA”
agreements have been recently signed with organizations
representing approximately 150,000 plan members.
The Company’s RFP sales pipeline is the largest
it has ever been, in both corporate and government
opportunities.
In the TD the Company won or renewed in 2019
over $90.0M of new multi-year contracts. Total contract value
for both TD and BD including backlog, option years and evergreen
remains strong.
Cost Reduction and Integration
In Fiscal 2019, the Company reduced its cost structure by over
$1.33M per annum, with the full amount being reflected in Fiscal
2020 and beyond. Technology infrastructure represents more
than half of the savings. This amount brings total cost
reductions to in excess of $4.0M per annum since Fiscal 2017, over
60% attributed to technology infrastructure. The Company is
targeting additional cost realignment and reduction in Fiscal 2020
as new technology systems improve efficiencies.
States John McKimm, President/CEO/CIO of
Smart Employee Benefits Inc.:“SEB has been in an
investment mode since its inception in both the TD and more
significantly in the BD. The TD, historically, has strong
profitability. The BD has required significant investment,
the majority of which has been expensed. This has penalized
cash flow, net earnings and EBITDA. Going forward, the
capital expenditures are minimal, the cost structure from
acquisitions and integrations has been largely realigned and both
the TD and BD are anticipated to show strong growth and positive
cash flow in 2020. The contract values including backlog,
option years and evergreen remain strong, with the Company
continually renewing or winning sufficient new business to replace
annual revenues. The Company has established strong traction
in multiple new business initiatives and is well positioned to win
new business going forward. As articulated previously, win
rates in the past 4 months have been over 50% of submitted bids and
proposals.”
CONFERENCE CALL DETAILS
Date/Time: Tuesday, May 19 at 11:00 AM ET.
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1-800-319-4610Toronto Toll Dial In:
1-416-915-3239Callers should dial in 5-10 minutes prior to the
scheduled start time and simply ask to join the
call. Webcast Link access at
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Call Replay Numbers:
Canada & USA Toll Free: |
1-855-669-9658 |
Code: |
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Replay Duration: Available for one week until end of day Tuesday,
May 26, 2020. |
ABOUT SEBSEB is a technology
company providing Business Process Automation and Outsourcing
software, solutions and services to a national and global client
base. SEB has a specialty growth focus in cloud enabled SaaS
processing solutions for managing employer and government sponsored
health benefit plans on a BPO (Business Processing Outsourcing)
business model, globally. SEB currently serves corporate and
government clients across Canada and internationally. Over
80% of SEB’s revenues derive from government, insurance and health
care organizations. SEB’s technology infrastructure of over 650
multi-certified technical professionals, across Canada and
globally, is a critical competitive advantage in supporting the
implementation and management of SEB’s benefits processing
solutions into client environments. SEB’s Benefits Processing
Solutions can be game changing for SEB clients.
The core expertise of SEB is automating and
managing business processes utilizing SEB proprietary software
solutions combined with solutions of third parties through joint
ventures and partnerships. SEB’s client acquisition model in
benefits processing is “Channel Partnerships” where SEB processing
solutions both improve cost structures and enable new revenue
models for Channel Partners and clients. All SEB solutions
are cloud enabled and can be delivered on a SaaS platform.
SEB solutions turn cost centers to profit centers for our
Channel Partners.
The forward-looking information
contained in this release represents the Company’s current
expectations and, accordingly, is subject to change. However,
the Company expressly disclaims any intention or obligation to
update or revise any forward-looking information, whether as a
result of new information, future events or otherwise, except as
required by applicable law.
All figures are in Canadian dollars unless
otherwise stated.
Media and Investor ContactJohn
McKimmPresident/CEO/CIOOffice (888) 939-8885 x 2354Cell (416)
460-2817john.mckimm@seb-inc.com
Neither TSX Venture Exchange Inc. nor its
Regulation Services Provider (as that term is defined in the
policies of the TSX Venture Exchange Inc.) accepts responsibility
for the adequacy or accuracy of this release.
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