Climb Global Solutions, Inc. - Quarter Report: 2011 September (Form 10-Q)

 

UNITED STATES SECURITIES AND EXCHANGE COMMISSION

WASHINGTON, D.C. 20549

 

FORM 10-Q

 

 

For the transition period from                 to                

 

Commission File No. 000-26408

 

Wayside Technology Group, Inc.

(Exact name of registrant as specified in its charter)

 

 

1157 Shrewsbury Avenue, Shrewsbury, New Jersey 07702

(Address of principal executive offices)

 

(732) 389-8950

Registrant’s Telephone Number

 

Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities and Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes x No o

 

Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files). Yes x No o

 

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company.  See the definitions of “large accelerated filer,” and “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act.

 

Check One:

 

 

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes o No x

 

There were 4,688,042 outstanding shares of common stock, par value $.01 per share, (“Common Stock”) as of October 31, 2011, not including 596,458 shares classified as treasury stock.

 

 

 

PART I — FINANCIAL INFORMATION

WAYSIDE TECHNOLOGY GROUP, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED BALANCE SHEETS

(In thousands, except share and per share amounts)

 

		September 30, 2011			December 31, 2010
		(Unaudited)
ASSETS
Current assets
Cash and cash equivalents		$	8,857		$	10,955
Marketable securities		4,396			4,528
Accounts receivable, net of allowances of $1,455 and $1,473, respectively		38,592			42,486
Inventory, net		1,430			1,164
Prepaid expenses and other current assets		1,512			1,250
Deferred income taxes		323			516
Total current assets		55,110			60,899
Equipment and leasehold improvements, net		507			545
Accounts receivable-long-term		7,763			6,866
Other assets		37			37
Deferred income taxes		189			336
Total assets		$	63,606		$	68,683
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities
Accounts payable and accrued expenses		$	35,940		$	41,791
Current portion - capital lease obligation		83			75
Total current liabilities		36,023			41,866
Long- term portion- capital lease obligation		76			138
Total liabilities		36,099			42,004
Commitments and contingencies
Stockholders’ equity
Common Stock, $.01 par value; 10,000,000 shares authorized, 5,284,500 shares issued; 4,688,042 and 4,770,241 shares outstanding, respectively		53			53
Additional paid-in capital		26,458			25,473
Treasury stock, at cost, 596,458 and 514,259 shares, respectively		(4,892		)	(3,570		)
Retained earnings		5,585			4,267
Accumulated other comprehensive income		303			456
Total stockholders’ equity		27,507			26,679
Total liabilities and stockholders’ equity		$	63,606		$	68,683

 

The accompanying notes are an integral part of these condensed consolidated financial statements.

 

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WAYSIDE TECHNOLOGY GROUP, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED STATEMENTS OF EARNINGS

(Unaudited)

(In thousands, except per share data)

 

		Nine months ended September 30,						Three months ended September 30,
		2011			2010			2011			2010
Net sales		$	175,951		$	141,794		$	63,741		$	52,994
Cost of sales		159,768			128,007			57,984			47,860
Gross profit		16,183			13,787			5,757			5,134
Selling, general and administrative expenses		10,635			9,371			3,465			3,181
Income from operations		5,548			4,416			2,292			1,953
Interest income, net		264			316			92			104
Realized foreign exchange gain		1			3			—			—
Income before income tax provision		5,813			4,735			2,384			2,057
Provision for income taxes		2,248			1,800			890			800
Net income		$	3,565		$	2,935		$	1,494		$	1,257
Net income per common share - Basic		$	0.81		$	0.67		$	0.34		$	0.29
Net income per common share — Diluted		$	0.77		$	0.66		$	0.33		$	0.28
Weighted average common shares outstanding-Basic		4,411			4,380			4,406			4,389
Weighted average common shares outstanding-Diluted		4,618			4,475			4,575			4,502
Dividends paid per common share		$	0.48		$	0.45		$	0.16		$	0.15

 

The accompanying notes are an integral part of these condensed consolidated financial statements.

 

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WAYSIDE TECHNOLOGY GROUP, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY AND
COMPREHENSIVE INCOME

(Unaudited)

(Dollars in thousands, except share amounts)

 

		Common Stock					Additional Paid-In			Treasury					Retained			Accumulated Other Comprehensive
		Shares		Amount			Capital			Shares		Amount			Earnings			Income			Total
Balance at January 1, 2011		5,284,500		$	53		$	25,473		514,259		$	(3,570	)	$	4,267		$	456		$	26,679
Net Income															3,565						3,565
Other comprehensive income :
Translation adjustment																		(141		)	(141		)
Unrealized loss on available- for-sale securities																		(12		)	(12		)
Comprehensive income																					3,412
Dividends paid															(2,247		)				(2,247		)
Exercise of stock options							(11		)	(18,750	)	82									71
Share-based compensation expense							824														824
Tax benefit from share- based compensation							205														205
Restricted stock grants(net of forfeitures)							(33		)	(6,625	)	33									—
Treasury shares repurchased										107,574		(1,437		)							(1,437		)
Balance at September 30, 2011		5,284,500		$	53		$	26,458		596,458		$	(4,892	)	$	5,585		$	303		$	27,507

 

The accompanying notes are an integral part of these condensed consolidated financial statements.

 

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WAYSIDE TECHNOLOGY GROUP, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(Unaudited)

(In thousands)

 

		Nine months ended September 30,
		2011			2010
Net income		$	3,565		$	2,935
Adjustments to reconcile net income to net cash provided by operating activities:
Depreciation and amortization		238			228
Deferred income taxes		340			320
Share-based compensation expense		824			892
Provision for doubtful accounts receivable		105			30
Reversal of uncertain tax position liability		—			(78		)
Changes in operating assets and liabilities:
Accounts receivable		2,786			(7,161		)
Inventory		(266		)	(219		)
Prepaid expenses and other current assets		(267		)	(157		)
Accounts payable and accrued expenses		(5,779		)	4,020
Net change in other assets and liabilities		(2		)	(4		)
Net cash provided by operating activities		1,544			806
Cash flows from investing activities:
Purchases of available-for-sale securities		(4,161		)	(5,472		)
Redemptions of available-for-sale securities		4,280			6,519
Capital expenditures		(199		)	(139		)
Net cash provided by (used in) investing activities		(80		)	908
Cash flows from financing activities:
Dividend paid		(2,247		)	(2,128		)
Treasury stock repurchased		(1,437		)	(499		)
Tax benefit from share- based compensation		205			23
Repayment of capital lease obligations		(62		)	(7		)
Proceeds from stock option exercises		71			—
Net cash used in financing activities		(3,470		)	(2,611		)
Effect of foreign exchange rate on cash		(92		)	42
Net decrease in cash and cash equivalents		(2,098		)	(855		)
Cash and cash equivalents at beginning of period		10,955			8,560
Cash and cash equivalents at end of period		$	8,857		$	7,705
Supplementary disclosure of cash flow information:
Income taxes paid		$	1,931		$	1,401
Equipment financed with capital leases		$	—		$	247

 

The accompanying notes are an integral part of these condensed consolidated financial statements

 

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WAYSIDE TECHNOLOGY GROUP, INC. AND SUBSIDIARIES

NOTES TO CONDENSED CONSOLIDATED

FINANCIAL STATEMENTS

September 30, 2011

 

1.             The accompanying unaudited condensed consolidated financial statements of Wayside Technology Group, Inc. and its subsidiaries (collectively, the “Company”) have been prepared in accordance with accounting principles generally accepted in the United States of America (“GAAP”) for interim financial information and with the instructions to Form 10-Q and Rule 8-03 of Regulation S-X. Accordingly, the financial statements do not include all of the information and footnotes required by GAAP for complete audited financial statements.

 

The preparation of these condensed consolidated financial statements requires the Company to make estimates and judgments that affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosure of contingent assets and liabilities. On an on-going basis, the Company evaluates its estimates, including those related to product returns, bad debts, inventories, investments, income taxes, stock-based compensation and contingencies and litigation. The Company bases its estimates on its historical experience and on various other assumptions that are believed to be reasonable under the circumstances, the results of which form the basis for making judgments about the carrying values of assets and liabilities that are not readily apparent from other sources. In the opinion of the Company’s management, all adjustments that are of a normal recurring nature, considered necessary for fair presentation, have been included in the accompanying financial statements. The Company’s actual results may differ from these estimates under different assumptions or conditions. The unaudited condensed consolidated statements of earnings for the interim periods are not necessarily indicative of results for the full year. For further information, refer to the consolidated financial statements and notes thereto included in the Company’s annual report on Form 10-K filed with the Securities Exchange Commission for the year ended December 31, 2010.

 

2.             In June 2011, the Financial Accounting Standards Board, “FASB” issued ASU 2011-05, Presentation of Comprehensive Income, an amendment to FASB ASC Topic 220, Comprehensive Income. The update gives companies the option to present the total of comprehensive income, the components of net income, and the components of other comprehensive income either in a single continuous statement of comprehensive income or in two separate but consecutive statements. The amendments in the update do not change the items that must be reported in other comprehensive income or when an item of other comprehensive income must be reclassified to net income. The ASU is effective for the Company for fiscal years, and interim periods within those years, beginning after December 15, 2011. In October 2011, the FASB decided that the specific requirement to present items that are reclassified from other comprehensive income to net income alongside their respective components of net income and other comprehensive income will be deferred. All other requirements of this standard will be required to be adopted. The amendments should be applied retrospectively for all prior periods presented. Early adoption is permitted because compliance with the amendments is already permitted. The Company does not expect the adoption of these provisions to have a material impact on our consolidated financial position, results of operations or cash flows.

 

3.             Assets and liabilities of the Company’s foreign subsidiaries have been translated at current exchange rates, and related sales and expenses have been translated at average rates of exchange in effect during the period. The sales from our Canadian operations in the first nine months of 2011 were $13.9 million as compared to $10.8 million for the first nine months of 2010. The sales from our Canadian operations for the third quarter of 2011 were $5.1 million as compared to $3.7 million for the third quarter of 2010.

 

4.             Cumulative translation adjustments and unrealized gains (losses) on available-for-sale securities have been classified within accumulated other comprehensive income, which is a separate component of stockholders’ equity in accordance with FASB ASC Topic 220, “Comprehensive Income.”

 

5.             The Company records revenues from sales transactions when title to products sold passes to the customer. Usual sales terms are FOB shipping point, at which time title and risk of loss have passed to the customer and delivery has occurred.  Revenue is recognized in accordance with ASC Topic 985-605 “ Software Revenue Recognition” and  ASC Topic 605-10-S99, and ASC Topic 605 -45, “Reporting Revenue Gross as a Principal versus Net as an Agent”. The majority of the Company’s revenues relates to physical products and is recognized on a gross basis with the selling price to the customer recorded as net sales and the acquisition cost of the product to the Company recorded as cost of sales. At the time of sale, the Company also records an estimate for sales

 

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returns based on historical experience. Certain software maintenance products, third party services and extended warranties sold by the Company (for which the Company is not the primary obligor) are recognized on a net basis. Accordingly, such revenues are recognized in net sales either at the time of sale or over the contract period, based on the nature of the contract, at the net amount retained by the Company, with no cost of goods sold.

 

Accounts  receivable- long-term result from product sales with extended payment terms that are discounted to their present values at the prevailing market rates. In subsequent periods, the accounts receivable are increased to the amounts due and payable by the customers through the accretion of interest income on the unpaid accounts receivable due in future years. The amounts due under these long-term accounts receivable due within one year from the balance sheet date are reclassified to the current portion of accounts receivable.

 

6.             Vendor rebates and vendor price protection are recorded when earned as a reduction to cost of sales or merchandise inventory, as applicable. Cooperative reimbursements from vendors, which are earned and available, are recorded in the period in which the related advertising expenditure is incurred. Cooperative reimbursements are recorded as reduction in cost of sales in accordance with ASC Topic 605-50 “Accounting by a Customer (including reseller) for Certain Consideration Received from a Vendor.”

 

7.             The carrying amounts of financial instruments, including cash and cash equivalents, accounts receivable and accounts payable approximated fair value at September 30, 2011 and December 31, 2010, because of the relative short maturity of these instruments.

 

Investments in available-for-sale securities at September 30, 2011 were (in thousands):

 

		Cost			Market value			Unrealized loss
Certificates of deposit		$	4,412		$	4,396		$	(16	)
Total Marketable securities		$	4,412		$	4,396		$	(16	)

 

The cost and market value of the Company’s investments at September 30, 2011, determined by contractual maturity, were (in thousands):

 

					Estimated
		Cost			Fair Value
Due in one year or less		$	4,412		$	4,396

 

Investments in available-for-sale securities at December 31, 2010 were (in thousands):

 

		Cost			Market value			Unrealized Gain (loss)
U.S. Government Securities		$	1,008		$	1,009		$	1
Certificates of deposit		3,524			3,519			$	(5	)
Total Marketable securities		$	4,532		$	4,528		$	(4	)

 

The cost and market value of the Company’s investments at December 31, 2010, determined by contractual maturity, were (in thousands):

 

					Estimated
		Cost			Fair Value
Due in one year or less		$	4,532		$	4,528

 

8.             The Company accounts for the fair value measurement in accordance with FASB ASC Topic 820 “Fair Value Measurement and Disclosure”, which establishes a framework for measuring fair value under generally accepted accounting principles and expands disclosures about fair value measurements. The Company uses the following methods for determining fair value in accordance with ASC Topic 820. For assets and liabilities that are measured using quoted prices in active markets for the identical asset or liability, the total fair value is the published market price per unit multiplied by the number of units held without consideration of transaction costs

 

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(Level 1). Assets and liabilities that are measured using significant other observable inputs are valued by reference to similar assets or liabilities, such as quoted prices for similar assets or liabilities, quoted prices in markets that are not active, or other inputs that are observable or can be corroborated by observable market data (Level 2). For all remaining assets and liabilities for which there are no significant observable inputs, fair value is derived using an assessment of various discount rates, default risk, credit quality and the overall capital market liquidity (Level 3).

 

The following table summarizes the basis used to measure certain financial assets and liabilities at fair value on a recurring basis in the condensed consolidated balance sheets:

 

					Fair Value Measurements at September 30, 2011 Using
(In thousands) Description		Balance at September 30, 2011			Quoted Prices in Active Markets for Identical Items (Level 1)			Significant Other Observable Inputs (Level 2)			Significant Unobservable Inputs (Level 3)
Certificates of deposit		$	4,396		$	—		$	4,396		$	—

 

					Fair Value Measurements at December 31, 2010 Using
(In thousands) Description		Balance at December 31, 2010			Quoted Prices in Active Markets for Identical Items (Level 1)			Significant Other Observable Inputs (Level 2)			Significant Unobservable Inputs (Level 3)
U.S. Government Securities		$	1,009		$	1,009		$	—		$	—
Certificates of deposit		$	3,519		$	—		$	3,519		$	—

 

U.S. Government Securities - U.S. government securities are valued using quoted market prices. Accordingly, U.S. government securities are categorized in Level 1 of the fair value hierarchy.

 

Certificates of deposit- The fair value of certificates of deposit is estimated using third-party quotations. These deposits are categorized in Level 2 of the fair value hierarchy.

 

9.       Balance Sheet Detail — (in thousands):

 

Equipment and leasehold improvements consist of the following as of September 30, 2011 and December 31, 2010:

 

		September 30, 2011			December 31, 2010
Equipment		$	2,730		$	2,546
Leasehold improvements		561			551
		3,291			3,097
Less accumulated depreciation and amortization		(2,784		)	(2,552		)
		$	507		$	545

 

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Accounts payable and accrued expenses consist of the following as of September 30, 2011 and December 31, 2010:

 

		September 30, 2011			December 31, 2010
Trade accounts payable		$	32,869		$	38,998
Other accrued expenses		3,071			2,793
		$	35,940		$	41,791

 

Accumulated other comprehensive income consists of the following as of September 30, 2011 and December 31, 2010:

 

		September 30, 2011			December 31, 2010
Foreign currency translation adjustments		$	319		$	460
Unrealized (loss) on marketable securities		(16		)	(4		)
		$	303		$	456

 

10.           Basic Earnings Per Share (“EPS”) is computed by dividing net income by the weighted average number of shares outstanding during the period. Diluted EPS is computed considering the potentially dilutive effect of outstanding stock options and non-vested shares of restricted stock. A reconciliation of the numerators and denominators of the basic and diluted per share computations follows (in thousands, except share and per share data):

 

		Nine months ended						Three months ended
		September 30,						September 30,
		2011			2010			2011			2010
Numerator:
Net income		$	3,565		$	2,935		$	1,494		$	1,257
Denominator:
Weighted average shares (Basic)		4,411			4,380			4,406			4,389
Dilutive effect of outstanding options and non-vested shares of restricted stock		207			95			169			113
Weighted average shares including assumed conversions (Diluted)		4,618			4,475			4,575			4,502
Basic net income per share		$	0.81		$	0.67		$	0.34		$	0.29
Diluted net income per share		$	0.77		$	0.66		$	0.33		$	0.28

 

11.           The Company had one major vendor that accounted for 11.9% and 12.0% of total purchases during the nine and three months, respectively, that ended September 30, 2011. The Company had one major vendor that accounted for 14.9% of the Company’s total purchases for three months ended September 30, 2010. The Company had no major vendors that accounted for more than 10% of its total purchases for the nine months ended September 30, 2010. The Company had three major customers that accounted for 14.5%, 11.2% and 10.7%, respectively, of its total net sales during the nine months ended September 30, 2011, and 14.4%, 12.0% and 10.1% of total net sales for the three months then ended. These same customers accounted for 14.9%, 8.3% and 2.9%, respectively, of total net accounts receivable as of September 30, 2011.  The Company had one major customer that accounted

 

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for 17.4% of its total net sales during the three months ended September 30, 2010, and 17.9% for the nine months then ended.

 

12.           The Company and its subsidiaries file income tax returns in the U.S. federal jurisdiction, and in various state and foreign jurisdictions. With a few exceptions, the Company is no longer subject to U.S. federal, state and local, or non-U.S. income tax examinations by tax authorities for years prior to 2008. The Company’s policy is to recognize interest related to unrecognized tax benefits as interest expense and penalties as operating expenses. The Company believes that it has appropriate support for the income tax positions it takes and expects to take on its tax returns, and that its accruals for tax liabilities are adequate for all open years based on an assessment of many factors including past experience and interpretations of tax law applied to the facts of each matter.

 

The provision consists of the following (in thousands):

 

		Nine months ended						Three months ended
		September 30,						September 30,
		2011			2010			2011			2010
Current:
Federal		$	1,466		$	1,037		$	543		$	501
State		275			324			7			146
Canada		167			119			64			37
		1,908			1,480			614			684
Deferred tax expense		340			320			276			116
		$	2,248		$	1,800		$	890		$	800
Effective tax rate		38.7		%	38.0		%	37.3		%	38.9		%

 

13.           The 2006 Stock- Based Compensation Plan (the “2006 Plan”). The 2006 Plan authorizes the grant of Stock Options, Stock Units, Stock Appreciation Rights, Restricted Stock, Deferred Stock, Stock Bonuses, and other equity-based awards. The total number of shares of Common Stock initially available for award under the 2006 Plan was 800,000. As of September 30, 2011, the number of shares of Common Stock available for future award grants to employees and directors under the 2006 Plan is 122,250.

 

During 2006, the Company granted a total of 315,000 shares of Restricted Stock to officers, directors and employees. Included in this grant were 200,000 Restricted Shares granted to the Company’s CEO in accordance with his employment agreement. These 200,000 Restricted Shares vest over 120 months. The remaining grants of Restricted Stock vest over 60 months.

 

During 2007, the Company granted a total of 30,000 shares of Restricted Stock to officers, directors and employees. These shares of Restricted Stock vest over 60 months. In 2007, a total of 12,500 shares of Restricted Stock were forfeited as a result of employees and officers terminating employment with the Company.

 

During 2008, the Company granted a total of 57,500 shares of Restricted Stock to officers and directors. These shares of Restricted Stock vest over 60 months.  In 2008, a total of 3,500 shares of Restricted Stock were forfeited as a result of employees terminating employment with the Company.

 

During 2009, the Company granted a total of 140,000 shares of Restricted Stock to officers and employees. These shares of Restricted Stock vest over 20 equal quarterly installments.

 

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During 2010, the Company granted a total of 150,500 shares of Restricted Stock to officers and employees. These shares of Restricted Stock vest over 60 months. In 2010, a total of 5,875 shares of Restricted Stock were forfeited as a result of employees and officers terminating employment with the Company.

 

In February 2011, the Company granted a total of 15,000 shares of Restricted Stock to employees. These shares of Restricted Stock vest over 60 months.  In 2011, a total of 8,375 shares of Restricted Stock were forfeited as a result of employees terminating employment with the Company.

 

In July 2008, the Company approved the increase of its Common Stock repurchase program by 500,000 shares. The Company expects to purchase shares of Common Stock under this plan from time to time in the market or otherwise, subject to market conditions.

 

Changes during 2011 in options outstanding under the Company’s combined plans (i.e., the 2006 Plan, the 1995 Non-Employee Director Plan and the 1995 Stock Option Plan) were as follows:

 

		Number of Options		Weighted Average Exercise Price			Weighted Average Remaining Contractual Life		Aggregate Intrinsic Value ($M)(1)
Outstanding at January 1, 2011		392,890		$	8.12
Granted in 2011		—		—
Canceled in 2011		—		—
Exercised in 2011		18,750		3.85
Outstanding at September 30, 2011		374,140		$	8.33		2.7		$	0.8
Exercisable at September 30, 2011		374,140		$	8.33		2.7		$	0.8

 

(1) The intrinsic value of an option is calculated as the difference between the market value on the last trading day of the quarter (September 30, 2011) and the exercise price of the outstanding options. The market value as of September 30, 2011 was $10.00 per share represented by the closing price as reported by The Nasdaq Global Market on that day.

 

A summary of non-vested shares of Restricted Stock awards outstanding under the Company’s 2006 Plan as of September 30, 2011, and changes during the three months then ended is as follows:

 

		Shares		Weighted Average Grant Date Fair Value
Non-vested shares at January 1, 2011		358,650		$	10.18
Granted in 2011		15,000		14.35
Vested in 2011		(79,400	)	10.37
Forfeited in 2011		(8,375	)	8.45
Non-vested shares at September 30, 2011		285,875		$	10.40

 

As of September 30, 2011, there is approximately $3.0 million of total unrecognized compensation costs related to non-vested share-based compensation arrangements. The unrecognized compensation cost is expected to be recognized over a weighted-average period of 3.7 years.

 

For the nine months ended September 30, 2011 and 2010, the Company recognized share-based compensation cost of approximately $824,000 and $892,000, respectively, which is included in general and administrative expense.

 

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14.           ASC Topic 280, “Segment Reporting,” requires that public companies report profits and losses and certain other information on their “reportable operating segments” in their annual and interim financial statements. The internal organization used by the public company’s Chief Operating Decision Maker (CODM) to assess performance and allocate resources determines the basis for reportable operating segments. The Company’s CODM is the Chief Executive Officer.

 

The Company is organized into two reportable operating segments — the “TechXtend” segment (formerly the Programmer’s Paradise” segment), which sells technical software, hardware and services directly to end-users (such as individual programmers, corporations, government agencies, and educational institutions) and the “Lifeboat” segment, which distributes technical software to corporate resellers, value added resellers (VARs), consultants and systems integrators.

 

As permitted by ASC Topic 280, the Company has utilized the aggregation criteria in combining its operations in Canada with the domestic segments as the Canadian operations provide the same products and services to similar clients and are considered together when the Company’s CODM decides how to allocate resources.

 

Segment income is based on segment revenue less the applicable segment’s cost of revenues as well as segment direct costs (including such items as payroll costs and payroll related costs, such as profit sharing, incentive awards and insurance) and excluding general and administrative expenses not attributed to an individual segment business unit. The Company only identifies accounts receivable and inventory by segment as shown below as “Selected Assets” it does not allocate its other assets, including capital expenditures by segment.

 

The following segment reporting information of the Company is provided (in thousands):

 

		Nine months ended						Three months ended
		September 30						September 30,
		2011			2010			2011			2010
Revenue:
TechXtend		$	38,330		$	38,456		$	14,623		$	14,583
Lifeboat		137,621			103,338			49,118			38,411
		175,951			141,794			63,741			52,994
Gross Profit:
TechXtend		$	4,366		$	4,359		$	1,652		$	1,703
Lifeboat		11,817			9,428			4,105			3,431
		16,183			13,787			5,757			5,134
Direct Costs:
TechXtend		$	2,192		$	2,137		$	732		$	742
Lifeboat		3,403			2,720			1,135			914
		5,595			4,857			1,867			1,656
Segment Income:
TechXtend		$	2,174		$	2,222		$	920		$	961
Lifeboat		8,414			6,708			2,970			2,517
Segment Income		10,588			8,930			3,890			3,478
Corporate general and administrative expenses		$	5,040		$	4,514		$	1,598		$	1,525
Interest income		264			316			92			104
Foreign currency translation gain		1			3			—			—
Income before taxes		$	5,813		$	4,735		$	2,384		$	2,057
Selected Assets By Segment:
TechXtend		$	23,311
Lifeboat		24,474
Corporate assets		15,821
Segment Selected Assets		$	63,606

 

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Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations.

 

The following Management’s Discussion and Analysis of Financial Condition and Results of Operations contains, in addition to historical information, forward-looking statements that involve risks and uncertainties. Our actual results could differ materially from those anticipated in these forward-looking statements as a result of risk and uncertainties, including those set forth under the heading “Certain Factors Affecting Results of Operations and Stock Price” and elsewhere in this report and those set forth in “Item 1A. Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2010, filed with the Securities and Exchange Commission. The following discussion should be read in conjunction with the accompanying unaudited  condensed consolidated financial statements and related notes included in this report and the consolidated financial statements and related notes included in our 2010 Annual Report on Form 10-K.

 

Overview

 

The Company is organized into two reportable operating segments — the “TechXtend” segment (formerly the Programmer’s Paradise” segment), which sells technical software, hardware and services directly to end-users (such as individual programmers, corporations, government agencies, and educational institutions) and the “Lifeboat” segment, which distributes technical software to  end-users through corporate resellers, value added resellers (VARs), consultants and systems integrators.

 

More generally, the Company’s sales, gross profit and results of operations have fluctuated and are expected to continue to fluctuate on a quarterly basis as a result of a number of factors, including but not limited to: the loss of any major vendor; condition of the software industry in general; shifts in demand for software products;  our customers’ ability to meet their payment obligations in a timely manner; industry shipments of new software products or upgrades; the timing of new merchandise and catalog offerings; fluctuations in response rates; fluctuations in postage, paper, shipping and printing costs and in merchandise returns; adverse weather conditions that affect response, distribution or shipping; shifts in the timing of holidays; and changes in the Company’s product offerings. The Company’s operating expenditures are based on sales forecasts. If revenues do not meet expectations in any given quarter, operating results may be materially adversely affected.

 

Results of Operations

 

The following table sets forth for the periods indicated certain financial information derived from the Company’s unaudited condensed consolidated statements of earnings expressed as a percentage of net sales. This comparison of financial results is not necessarily indicative of future results:

 

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		Nine months ended				Three months ended
		September 30,				September 30,
		2011		2010		2011		2010
Net sales		100.0	%	100.0	%	100.0	%	100.0	%
Cost of sales		90.8		90.3		91.0		90.3
Gross profit		9.2		9.7		9.0		9.7
Selling, general and administrative expenses		6.0		6.6		5.4		6.0
Income from operations		3.2		3.1		3.6		3.7
Interest income, net		.1		.2		0.1		0.2
Realized foreign currency exchange gain		—		—		—		—
Income before income taxes		3.3		3.3		3.7		3.9
Provision for income taxes		1.3		1.3		1.4		1.5
Net income		2.0	%	2.0	%	2.3	%	2.4	%

 

Net Sales

 

Net sales for the third quarter of 2011 increased 20% or $10.7 million to $63.7 million compared to $53.0 million for the same period in 2010. Total sales for the third quarter of 2011 for our Lifeboat segment were $49.1 million compared to $38.4 million in the third quarter of 2010, representing a 28% increase. Total sales for the third quarter of 2011 for our TechXtend segment were $14.6 million compared to $14.6 million in the third quarter of 2010.

 

For the nine months ended September 30, 2011, net sales increased 24% or $34.2 million to $176.0 million compared to $141.8 million for the same period in 2010. Sales for the nine months ended September 30, 2011 for our Lifeboat segment increased 33% or $34.3 million to $137.7 million compared to $103.3 million for the same period last year. Sales for the nine months ended September 30, 2011 for our TechXtend segment decreased $0.1 million to $38.3 million compared to $38.4 million for the same period last year.

 

Sales from our Lifeboat segment showed strong growth. The increase in net sales for the three and nine months ended September 30, 2011 compared to the same periods in 2010, was mainly a result of our continued focus on the expanding virtual infrastructure-centric business, the addition of several key product lines, and the strengthening of our account penetration.

 

Gross Profit

 

Gross profit for the quarter ended September 30, 2011 was $5.8 million compared to $5.1 million for the third quarter of 2010, representing a 12% increase. Total gross profit for our Lifeboat segment was $4.1 million compared to $3.4 million in the second quarter of 2010, representing a 20% increase. This increase in gross profit for the Lifeboat segment was due to aggressive sales volume growth within that segment. Total gross profit for our TechXtend segment was $1.6 million compared to $1.7 million in the second quarter of 2010, representing a 3% decrease. Vendor rebates and discounts for the quarter ended September 30, 2011 amounted to $0.7 million compared to $0.6 million for the third quarter of 2010. Vendor rebates are dependent on reaching certain targets set by our vendors.

 

For the nine months ended September 30, 2011 gross profit increased by $2.4 million to $16.2 million compared to $13.8 million for the same period in 2010. Lifeboat’s gross profit for the nine months ended September 30, 2011 was $11.8 million compared to $9.4 million for the first nine months of 2010.TechXtend gross profit for the nine months ended September 30, 2011 and 2010 were $4.4 million. Vendor rebates and discounts for the nine month period ended September 30, 2011 amounted to $2.1 million compared to $1.7 million for the nine month period ended September 30, 2010. Vendor rebates are dependent on reaching certain targets set by our vendors.

 

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