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Welcome Building Business Acumen. Important Questions. How much do you know about Epsilon and ADS Corporation’s Key Success Measures ? (or Key Performance Indicators (KPIs) ) Let’s find out!. Pop Quiz. For fiscal year 2011 : Epsilon ADS. - PowerPoint PPT Presentation
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WELCOME BUILDING BUSINESS ACUMEN
How much do you know about Epsilon and ADS Corporation’s
Key Success Measures?(or Key Performance Indicators
(KPIs))
Let’s find out!
Important Questions
35
1 - How much Cash was on hand? $______ $______
2 - How much Cash was generated by
Operating Activities? $______ $______
3 - What was our Total Revenues? $______ $______
4 - What was our Net Income? $______ $______
5 - What was our EBITDA Margin? ______% ______% 6 - What was our Net Margin? ______% ______% 7 – What was our Return on Assets? ______% ______% 8 - How much did Total Revenue change YOY? ______% _______% 9 - How much did EBITDA change YOY? ______% _______%10 - How much did Net Income change YOY? ______% _______%
For fiscal year 2011: Epsilon ADS
Pop Quiz
N/A
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N/A
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Understand the 10 key performance measures that are important to Epsilon, ADS and the Executive Team.
List and describe the five business drivers all successful businesses must focus on.
Teach specific components of ADS financial statements.
Better articulate company performance & strategy.
Create a personal action plan that can positively impact personal performance and company results.
Learning Objectives
…the ability to make good business decisions in a timely manner with an understanding of how the decision should impact the business.
3
Acumen Means?
Only 5-10% of business start-ups survive past 5 years.
16% of CEOs lose their job every year. Booz Allen Hamilton 5th annual Study
70% of merger and acquisition activity do not live up to expectation. Wall Street Journal 2007
Why do businesses fail?
6
Business can be tough!
Every business must focus on five business drivers.
If they do, they will be successful.
If they don’t, they’ll fail.
Let’s Start a Business!
4
Business Acumen:
Sources of Cash
Can a company have too much Cash?
9
• Earn it • cash from Operation
• Sell Assets• Cash from Investing
• Borrow it• Cash from Financing
Pro: No Cost -Con: Time
Pro: Immediate -Con: Reduces Assets
Pro: Immediate -Con: Cost (Interest)
Cash & Cash Flow
Can a company have too much Cash?
1) More attractive in a buy-out.2) Low return.3) Shareholders don’t like it.4) May make poor decisions.
9
Cash
Companies ought to keep just enough cash to cover their interest, expenses and capital expenditures; plus they should hold a little bit more in case of emergencies.
Investopedia
How much cash should you have?
Cash
8
What is required to grow and maintain the business.
Cash – the bills and coins in the register, petty cash, and cash in the bank. Also includes cash equivalents, like CD’s and other highly liquid investments, that easily convert into cash within 90 days.
MEASURES
Cash Flow – The cash generation from core business activities calculated from the difference between the cash that flows into and out of the business in a given period of time (month, quarter, annual)
DEFINITION
Definition: Cash
(In Millions)
Cash ADS
9
Business Measures and Metrics
ADS ADS ADS ADS ADS
2011 2010 2009 2008 2007
Total Revenue $3,173 $2,791 $1,964 $2,025 $1,962
Cash
Cash and Equivalents $216 $139 $213 $157 $219
Cash as % of Revenue 6.80% 4.98% 10.86% 7.75% 11.17%
Cash from Operating Activities $1,011 $903 $358 $451 $572
CashBenchmarks
9
(In Millions)
Business Measures and Metrics ADS VISA AMEX Harte-
Hanks, Inc. ACXIOM
2011 2011 2011 2011 March 2010
Total Revenue $3,173 $9,188 $32,282 $851 $1,160
Cash
Cash and Equivalents $216 $2,127 $3,514 $87 $207
Cash as % of Revenue 6.80% 23.15% 10.89% 10.22% 17.85%
Cash from Operating Activities$1,011 $3,872 $10,475 N/A $166
Profit
10
What is left over after you have subtracted expenses. Can be expressed in dollars ($) or percent (%).
EBITDA/EBITDA Margin– Reflects earnings before interest and taxes.
MEASURES
Net Profit / Net Profit Margin – Profit after all expenses have been subtracted from sales.
DEFINITION
Definition: Profit
Total Revenues (Sales) $100 100% - Cost of Operations $ 57 - Provisions For Loan loss $ 10 - General & Admin. (G&A) $ 3=EBITDA $ 30 30%-Depreciation & Amortization $ 5= Operating Income $ 25 23%-Interest & Other Expense $ 9-Taxes $ 6= Income From Continuing Operations $ 10 10%-Losses from discontinued operations $ --= Net Income $ 10 10%
Two ways to impact PROFIT
Driving ProfitHigh and Low Profit Margins
S&P Average TTM: 13%
Who has much higher profit margins?
Coca Cola 33%Microsoft 30%Google 29%Apple 21%
Why the high margins?
Driving ProfitHigh and Low Profit Margins
S&P Average TTM: 13%
Who has lower profit margins?
ExxonMobil 8%Wal-Mart 3.8%Costco 1.7%
Why the low margins?
2011EBITDA $ 965.8+Stock Compensation Expense $ 43.5+Loss on Sale of Assets $ --+Merger and Other Costs $ --= Adjusted EBITDA $ 1009.3
Calculating Adjusted EBITDA
Epsilon 613,374 514,272
ProfitADS
11
(In Millions)
Business Measures and Metrics
ADS ADS ADS ADS ADS
2011 2010 2009 2008 2007
Total Revenue $3,173 $2,791 $1,964 $2,025 $1,962
Net Income $315 $194 $144 $206 $164
Profit
EBITDA Margin 30.44% 27.67% 27.14% 29.45% 27.94%
Net Margin 9.94% 6.94% 7.32% 10.19% 8.36%
Epsilon 613,374 514,272
ProfitEpsilon
11
(In Millions)
Business Measures and Metrics
Epsilon Epsilon Epsilon Epsilon Epsilon
Q4-2011 2011 2010 2009 2008
Total Revenue $255 $847 $613 $514 $491
Profit
Adjusted EBITDA Margin 25.1% 23.07% 24.83% 24.94% 25.78%
Operating Income From Continued Operations Margin
N/A N/A 10.61% 9.62% 8.06%
Profit Benchmarks
S&P 500 Averages: Net Margin = 11% 2010 13% 201111
(In Millions)
Business Measures and Metrics ADS VISA AMEX Harte-
Hanks, Inc. ACXIOM
2011 2011 2011 2011 March2010
Total Revenue $3,173 $9,188 $32,282 $851 $1,160
Net Income $315 $3,650 $4,935 $44 $(23)
Profit
EBITDA Margin 30.44% 62.52% 19.72% 11.37% 2.67%
Net Margin 9.94% 39.73% 16.47% 5.2% -2.00%
Balancing…
Asset Strength
Asset Utilization
&
i.e. cash, inventory and ratings
Assets (Read from guide book p. 12)
Assets
12
What we have and how well we use what we have.
Return on Assets (ROA)— percent value of Net Income to Total Assets
MEASURES
DEFINITION
Definition: Assets
Assets ADS
13
(In Millions)
Business Measures and Metrics
ADS ADS ADS ADS ADS
2011 2010 2009 2008 2007
Total Revenue $3,173 $2,791 $1,964 $2,025 $1,962
Net Income $315 $194 $144 $206 $164
Assets
Return on Assets (ROA) 3.51% 2.34% 2.75% 4.75% 3.94%
ROA = Net Income = $315 = 3.51% Total Assets $8,980
AssetsBenchmarks
13
(In Millions)
Business Measures and Metrics ADS VISA AMEX Harte-
Hanks, Inc. ACXIOM
2011 2011 2011 2011 2010
Total Revenue $3,173 $9,188 $32,282 $851 $1,160
Net Income $315 $3,650 $4,935 $44 $(23)
Assets
Return on Assets (ROA) 3.51% 2.38% 14.2% N/A -1.77%
Growth
14
The ability to increase year over year, quarter over quarter, and/or month over month.
Revenue Growth MEASURES
EBITDA Growth
“In today’s business world, no growth means lagging behind in a world that grows every day…”
“Investors expect it, employees are energized by it, customers are generally attracted to it and executives are measured by it.”
DEFINITION
Definition: Growth
Net Income Growth
• Best & brightest leave first.
• Productivity goes down.
• Morale goes down.
• Costs are cut, which limits ability to grow, company becomes less profitable.
Studies Show: It usually takes 4 or 5 years for the company to recover.
15
Business in Rapid Decline…
• Attracts/Retains the best & brightest!
• Productivity goes up = more profit = more cash = more ability to grow!
• Morale is high.
• You have the ability to grow in your career!
Growth gets more time & attention than any of the 5 elements in a public company.
15
Business in Rapid Growth…
GrowthADS
15
(In Millions)
Business Measures and Metrics ADS ADS ADS ADS
2011 2010 2009 2008
Total Revenue $3,173 $2,791 $1,964 $2,025
Net Income $315 $194 $144 $206
Growth
Revenue Growth 13.68% 42.10% -3.01% 3.22%
EBITDA Growth 25.04% 44.91% -10.62% 8.78%
Net Income Growth 62.78% 34.79% -30.36% 25.81%
GrowthEpsilon
15
(In Millions)
Business Measures and Metrics
Epsilon Epsilon Epsilon Epsilon Epsilon
Q4-2011 2011 2010 2009 2008
Total Revenue $255 $847 $613 $514 $491
Profit
Revenue Growth 41.76% 38.10% 24.83% 24.94% 25.78%
Adjusted EBITDA Growth 28.83% 28.30 10.61% 9.62% 8.06%
GrowthBenchmarks
15
(In Millions)
Business Measures and Metrics ADS VISA AMEX Harte-
Hanks, Inc. ACXIOM
2011 2011 2011 2011 March2010
Total Revenue $3,173 $9,188 $32,282 $851 $1,160
Net Income $315 $3,650 $4,935 $44 $(23)
Growth
Revenue Growth 13.68% 13.92% 8.63% -1.14% 5.53%
EBITDA Growth 25.04% 18.34% 16.63% -15.6% -68.71%
Net Income Growth 62.78% 23.06% 21.64% -17.54% -151.96%
Page 32Q2 Earnings Release
Page 33Q2 Earnings Release
People
16
-The External Customer, Vendor/Re-seller, or Internal Customer that has the ability to impact the success of the business..-Employees
DEFINITION
Definition: People
EPSILON“the focus is very simple. It’s to continue to drive double-digit growth. And second, and this is also critical, is we want to make sure that when we’re dealing with the
Global 1000 that they view Epsilon not as just a provider of digital agency or analytics or distribution or data, but they view Epsilon as the place to go to handle
their entire needs when it comes to this targeted marketing.
And so, much time and effort will be spend on integrating all the different parts of Epsilon in the sales team to make sure that we’re selling no longer a $3 million or $5
million contract, but a $40 million or $50 million contract and that’s the ultimate goal, very similar to the other two parts of the business where it’s all or nothing
with our clients.”
2011 Year End Press Release
Goal for 2012
Page 35
Epsilon acquiresAspen Marketing
Services
We’ve Invested Over $1.3 Billion To Be The Comprehensive Provider
Page 36
Industry Leadership
Epsilon acquired byAlliance Data
Frequency Marketing, Inc. integrated into Epsilon
Epsilon acquiredBigfoot Interactive
Epsilon acquired DoubleClick Email Solutions
Epsilon acquired CPC Associates
Epsilon acquiredAbacus
ICOM integrated into Epsilon
Epsilon acquired the Equifax Direct Marketing
Services Division
Epsilon founded
1969 Oct 2004 Sept 2005 Nov 2005 Apr 2006 Sept 2006 Feb 2007 Jan 2009 Jul 2010 Jun 2011
EPSILON AGENCY OVERVIEW
Marketing DatabaseDesign • Development • Hosting
Digital & InteractiveEmail Service ProviderWeb design & hostingReal-time decision support
Loyalty ManagementTechnology platforms & ProgramStrategy Services
Data Processing ServicesCDI/PDIData HygieneNCOA, PCOA, M/P
Demographics115 million HH, 225 million individualswith 31 different sources.
FinancialsHH Income, Credit Card Capacity, Financials Stress Indicators, HomeValue, Net Worth
LifestylesSelf-reported lifestyles & interestsfrom 40 million consumers
Market ActivityOnline and Offline purchaseInformation, with details RFM dataFor 60 millions+ HH
TriggersBehavioral data w/life event and life stage triggers, + purchase propensity
Strategic Consulting & Advanced AnalyticsProgram Strategies, Investment Justification, Customer Segmentation, ROI Analytics, Predictive Modeling & Marketing Mix Modeling
DigitalWebsites, Email & Mobile Campaigns, Social & Word-of-mouth Programs Direct ResponseConcept to Mailbox Campaigns, Web-to-print Technology & Database Management
Consumer Promotions
& EventsLoyalty & Continuity Programs, Partnerships & Sponsorships, In-Store Marketing, Mobile Tours, Guerilla Marketing & Sampling Events Hispanic MarketingConsumer Promotions, Direct, Digital & Experiential Marketing
37
Business Drivers (Page 18)
Cash -On hand -Generation
Assets -Strength -Utilization
Growth -Top Line -Bottom Line
Profit -Revenue -Expenses
People-Customers-Employees
1. What is the basic equation for each statement?
2. What is the purpose of the statement?
3. What are the key numbers and how are they trending?
4. How can you impact each statement?
The Annually Reported Financial Statements• Statement of Income (P&L)• Balance Sheet• Statement of Cash Flows
21
Epsilon Financial Statements
Indicates:Profitability
(G&A)
SG&A: • Salaries• Sales commissions• Benefits/Severance• Rental Expense• Bad debt charges• Merger integration
costs• Professional services: Attorney fees, Accounting
(Revenue = Sales) = Top Line
= Bottom Line
= EBIT
Equation: Revenues- Expenses= Income
P&L
= Net income / Diluted # of shares
(COGS)
EBITDA MarginTotal Revenue: 3,173,287EBITDA: EBIT 812,680
+70,427+82,726 = 965,833
÷ 3,173,287
= 30.44%
Net Profit Margin Net Income: 315,286 Total Rev. ÷ 3,173,287
= 9.94%
S&P 500 Ave. = 13%
EBITDA margin =30.44%
Net profit margin = 9.94%
Statement of Income (P&L)Increase
revenue by 100K
100K
57K
57K43K
43K
17K
26K
Statement of Income (P&L)
100K
100K100K
100K38K
62K
Lower costs by 100K
Raising Revenues $100M = $26 -or-
Cutting Costs by $100M = $62
What are the implications of each action?
Which is better?
Becomes Cash < 1 year
Most Liquid
Least Liquid
Due First
Due Last
Due in < 1 year Balance
Equation:Assets = Liabilities + Equity
Indicates:Financial (asset) Strength
?
Current Ratio = 1.71
Snapshot in time
Equation:Cash from operations + Cash from investing + Cash from financing = Net Change in Cash
Purpose:Cash Management
Started Year Ended Year
Net Change in Cash
?
?
216.2
812.7 + 153.1 = 965.830.43
3,173.3
812.7 + 153.1 = 965.8
315.3 8,980.2
3,173.3 2,791.4
812.7+153.1=965.8 629.2 + 143.2 = 772.4
216.2
3,173.3
315.3
9.94
13.68
62.78
30.433,173.3
315.3 3,173.3
3.51
25.04
193.7315.3
1,1011.4
1
2
3
4
5
6
7
8
9
10
Epsilon Corporation’Key Success Measures
1 ½
0SCORING:Right answer = 1 pointSomewhat close = ½ point (within: $2B, $2, 2%)Missed it by a ways = 0 point
35
Chances of the idea being incorporated into their life is... When a Person Says …
*Based on a 1993 Brigham Young University StudyChanging Behavior
“That’s a good idea”… 10%
“I’ll do it!” and commits... 25%
Says when they’ll do it… 40%
Plans how to do it… 50%
Commits to another… 60%
Sets a future specific appointment with the person they committed to...
95%Good Management Technique!
* nasdaq.com * finance.google.com
* reuters.com * hoovers.com* yahoo.com * smartmoney.com
Glossary: page 58
Where to Find Information(page 55)
One final thought…
People will work hard for a paycheck,harder for a person,and hardest for a reason.