Trupanion Reports Fourth Quarter and Full Year 2019 Results

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SEATTLE, Feb. 13, 2020 (GLOBE NEWSWIRE) -- Trupanion, Inc. TRUP, a leading provider of medical insurance for cats and dogs, today announced financial results for the fourth quarter and year ended December 31, 2019.

"Over the past two decades, we've delivered consistent growth while scaling our operating expenses," said Darryl Rawlings, Founder and CEO of Trupanion. "The consistency of our growth highlights our recurring revenue, supported by industry leading retention rates, and deep competitive moats.  Our moats have taken decades for us to dig and position us to benefit from the growing spotlight on our category." 

2019 Financial and Business Highlights

  • Total revenue was $383.9 million, an increase of 26% compared to 2018.
  • Total enrolled pets (including pets from our other business segment) was 646,728 at December 31, 2019, an increase of 24% over 2018.
  • Subscription business revenue was $321.2 million, an increase of 22% compared to 2018.
  • Subscription enrolled pets was 494,026 at December 31, 2019, an increase of 15% over 2018.
  • Net loss was $(1.8) million, or $(0.05) per basic and diluted share, compared to a net loss of $(0.9) million, or $(0.03) per basic and diluted share, in 2018.
  • Adjusted EBITDA was $10.6 million, compared to adjusted EBITDA of $8.6 million in 2018.
  • Operating cash flow was $16.2 million and free cash flow was $10.8 million in 2019. This compared to operating cash flow of $12.7 million and free cash flow of $8.3 million, which excludes the cash outflow of $52.5 million related to the third quarter 2018 purchase of our headquarters building. 

Fourth Quarter 2019 Financial and Business Highlights

  • Total revenue was $105.5 million, an increase of 28% compared to the fourth quarter of 2018.
  • Subscription business revenue was $86.6 million, an increase of 22% compared to the fourth quarter of 2018.
  • Net income was $0.6 million, or $0.02 per basic and diluted share, compared to a net loss of $(0.3) million, or $(0.01) per basic and diluted share, in the fourth quarter of 2018.
  • Adjusted EBITDA was $3.7 million, compared to adjusted EBITDA of $2.5 million in the fourth quarter of 2018.
  • Operating cash flow was $4.5 million and free cash flow was $2.7 million for the fourth quarter of 2019. This compared to operating cash flow of $3.7 million and free cash flow of $2.6 million in the fourth quarter of 2018. 

Revenue by Quarter
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Conference Call
Trupanion's management will host a conference call today to review its fourth quarter 2019 results. The call is scheduled to begin shortly after 1:30 p.m. PT/ 4:30 p.m. ET. A live webcast will be accessible through the Investor Relations section of Trupanion's website at http://investors.trupanion.com and will be archived online for 3 months upon completion of the conference call. Participants can access the conference call by dialing 1-877-407-0784 (United States) or 1-201-689-8560 (International).  A telephonic replay of the call will also be available after the completion of the call, by dialing 1-844-512-2921 (United States) or 1-412-317-6671 (International) and entering the replay pin number: 13698321.

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About Trupanion
Trupanion is a leader in medical insurance for cats and dogs throughout the United States and Canada. For almost two decades, Trupanion has given pet owners peace of mind so they can focus on their pet's recovery, not financial stress. Trupanion is committed to providing pet owners with the highest value in pet medical insurance with unlimited payouts for the life of their pets. Trupanion is listed on NASDAQ under the symbol "TRUP". The company was founded in 2000 and is headquartered in Seattle, WA. Trupanion policies are issued, in the United States, by its wholly-owned insurance entity American Pet Insurance Company and, in Canada, by Omega General Insurance Company. For more information, please visit trupanion.com.

Forward-Looking Statements
This press release contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934 relating to, among other things, expectations, plans, prospects and financial results for Trupanion, including, but not limited to, its expectations regarding its ability to execute its business plans. These forward-looking statements are based upon the current expectations and beliefs of Trupanion's management as of the date of this press release, and are subject to certain risks and uncertainties that could cause actual results to differ materially from those described in the forward-looking statements. All forward-looking statements made in this press release are based on information available to Trupanion as of the date hereof, and Trupanion has no obligation to update these forward-looking statements.

In particular, the following factors, among others, could cause results to differ materially from those expressed or implied by such forward-looking statements: the ability to achieve or maintain profitability and/or appropriate levels of cash flow in future periods; the ability to keep growing our membership base and revenue; the accuracy of assumptions used in determining appropriate member acquisition expenditures; the severity and frequency of claims; the ability to maintain high retention rates; the accuracy of assumptions used in pricing medical plan subscriptions and the ability to accurately estimate the impact of new products or offerings on claims frequency; actual claims expense exceeding estimates; regulatory and other constraints on the ability to institute, or the decision to otherwise delay, pricing modifications in response to changes in actual or estimated claims expense; the effectiveness and statutory or regulatory compliance of our Territory Partner model and of our Territory Partners, veterinarians and other third parties in recommending medical plan subscriptions to potential members; the ability to retain existing Territory Partners and increase the number of Territory Partners and active hospitals; compliance by us and those referring us members with laws and regulations that apply to our business, including the sale of a pet medical plan; the ability to maintain the security of our data; fluctuations in the Canadian currency exchange rate; the ability to protect our proprietary and member information; the ability to maintain our culture and team; the ability to maintain the requisite amount of risk-based capital; our ability to implement and maintain effective controls, including over financial reporting; the ability to protect and enforce Trupanion's intellectual property rights; the ability to continue key contractual relationships with third parties; third-party claims including litigation and regulatory actions; the ability to recognize benefits from investments in new solutions and enhancements to Trupanion's technology platform and website; and our ability to retain key personnel.

For a detailed discussion of these and other cautionary statements, please refer to the risk factors discussed in filings with the Securities and Exchange Commission (SEC), including but not limited to, Trupanion's Annual Report on Form 10-K for the year ended December 31, 2018 and any subsequently filed reports on Forms 10-Q and 8-K. All documents are available through the SEC's Electronic Data Gathering Analysis and Retrieval system at www.sec.gov or the Investor Relations section of Trupanion's website at http://investors.trupanion.com.

Non-GAAP Financial Measures
Trupanion's stated results include certain non-GAAP financial measures. These non-GAAP financial measures may not provide information that is directly comparable to that provided by other companies in its industry as other companies in its industry may calculate or use non-GAAP financial measures differently. In addition, there are limitations in using non-GAAP financial measures because the non-GAAP financial measures are not prepared in accordance with GAAP, may be different from non-GAAP financial measures used by other companies and exclude expenses that may have a material impact on Trupanion's reported financial results. The presentation and utilization of non-GAAP financial measures is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP. Trupanion urges its investors to review the reconciliation of its non-GAAP financial measures to the most directly comparable GAAP financial measures in its consolidated financial statements, and not to rely on any single financial or operating measure to evaluate its business. These reconciliations are included below and on Trupanion's Investor Relations website.

Because of varying available valuation methodologies, subjective assumptions and the variety of equity instruments that can impact a company's non-cash expenses, Trupanion believes that providing various non-GAAP financial measures that exclude stock-based compensation expense and depreciation and amortization expense allows for more meaningful comparisons between its operating results from period to period. Trupanion offsets sales and marketing expense with sign-up fee revenue in the calculation of net acquisition cost because it collects sign-up fee revenue from new members at the time of enrollment and considers it to be an offset to a portion of Trupanion's sales and marketing expenses. Trupanion believes this allows it to calculate and present financial measures in a consistent manner across periods. Trupanion's management believes that the non-GAAP financial measures and the related financial measures derived from them are important tools for financial and operational decision-making and for evaluating operating results over different periods of time.

Changes in Presentation of Key Operating Metrics
Trupanion presents various key operating metrics that managements uses to assess the company's performance. Starting with the year ended December 31, 2019, Trupanion has updated its calculation of lifetime value of a pet (LVP) to include general and administrative and technology expenses, now referred to as lifetime value of a pet, including fixed expenses. This change was made in order to provide a more fulsome metric when calculating the estimated payback period for pet acquisition spend. For further discussion of the key operating metrics Trupanion uses, including a reconciliation between its historical presentation of LVP and its new presentation of lifetime value of a pet, including fixed expenses, please refer to Trupanion's Annual Report on Form 10-K for the year ended December 31, 2019.

Trupanion, Inc.
Consolidated Statements of Operations
(in thousands, except share data)
 
 Three Months Ended December 31, Year Ended December 31,
 2019 2018 2019 2018
        
 (unaudited)    
Revenue:       
Subscription business$86,592  $70,933  $321,163  $263,738 
Other business18,891  11,707  62,773  40,218 
Total revenue105,483  82,640  383,936  303,956 
Cost of revenue:       
Subscription business(1)70,718  57,892  262,139  215,992 
Other business17,031  10,543  56,873  36,598 
  Total cost of revenue(2)87,749  68,435  319,012  252,590 
Gross profit:       
Subscription business15,874  13,041  59,024  47,746 
Other business1,860  1,164  5,900  3,620 
Total gross profit17,734  14,205  64,924  51,366 
Operating expenses:       
Technology and development(1)2,556  2,487  10,074  9,248 
General and administrative(1)5,312  4,922  20,967  18,164 
Sales and marketing(1)9,212  6,994  35,451  24,999 
Total operating expenses17,080  14,403  66,492  52,411 
Gain (loss) from investment in joint venture(21) —  (352) — 
Operating income (loss)633  (198) (1,920) (1,045)
Interest expense375  311  1,349  1,198 
Other income, net(535) (238) (1,629) (1,309)
Loss before income taxes793  (271) (1,640) (934)
Income tax expense (benefit)157  4  169  (7)
Net income (loss)$636  $(275) $(1,809) $(927)
        
Net income (loss) per share:       
Basic$0.02  $(0.01) $(0.05) $(0.03)
Diluted0.02  (0.01) (0.05) (0.03)
Weighted average common shares outstanding:       
Basic34,876,438  33,716,975  34,645,345  31,961,192 
Diluted36,354,620  33,716,975  34,645,345  31,961,192 
        
(1)Includes stock-based compensation expense as follows:Three Months Ended December 31, Year Ended December 31,
 
 2019 2018 2019 2018
Cost of revenue$267  $230  $1,050  $927 
Technology and development97  42  364  209 
General and administrative860  595  3,312  2,304 
Sales and marketing547  355  2,120  1,335 
Total stock-based compensation expense$1,771  $1,222  $6,846  $4,775 
        
(2)The breakout of cost of revenue between veterinary invoice expense and other cost of revenue is as follows:
 
 Three Months Ended December 31, Year Ended December 31,
 2019 2018 2019 2018
Veterinary invoice expense$74,646  $58,343  $270,947  $214,539 
Other cost of revenue13,103  10,092  48,065  38,051 
  Total cost of revenue$87,749  $68,435  $319,012  $252,590 


Trupanion, Inc.
Consolidated Balance Sheets
(in thousands, except share data)
 December 31, 2019 December 31, 2018
    
Assets   
Current assets:   
Cash and cash equivalents$29,168  $26,552 
Short-term investments69,732  54,559 
Accounts and other receivables54,408  31,565 
Prepaid expenses and other assets5,513  5,300 
Total current assets158,821  117,976 
Restricted cash1,400  1,400 
Long-term investments, at fair value4,323  3,554 
Property and equipment, net70,372  69,803 
Intangible assets, net7,731  8,071 
Other long-term assets14,553  6,706 
Total assets$257,200  $207,510 
Liabilities and stockholders' equity   
Current liabilities:   
Accounts payable$4,087  $2,767 
Accrued liabilities and other current liabilities13,798  11,347 
Reserve for veterinary invoices21,194  16,062 
Deferred revenue52,546  33,027 
Total current liabilities91,625  63,203 
Long-term debt26,086  12,862 
Deferred tax liabilities1,118  1,002 
Other liabilities1,611  1,270 
Total liabilities120,440  78,337 
Stockholders' equity:   
Common stock: $0.00001 par value per share, 100,000,000 shares authorized at December 31, 2019 and December 31, 2018, 35,876,882 and 34,947,017 shares issued and outstanding at December 31, 2019; 34,781,121 and 34,025,136 shares issued and outstanding at December 31, 2018—  — 
Preferred stock: $0.00001 par value per share, 10,000,000 shares authorized at December 31, 2019 and December 31, 2018, and 0 shares issued and outstanding at December 31, 2019 and December 31, 2018—  — 
Additional paid-in capital232,731  219,838 
Accumulated other comprehensive loss250  (753)
Accumulated deficit(85,520) (83,711)
Treasury stock, at cost: 929,865 shares at December 31, 2019 and 755,985 shares at December 31, 2018(10,701) (6,201)
Total stockholders' equity136,760  129,173 
Total liabilities and stockholders' equity$257,200  $207,510 


Trupanion, Inc.
Consolidated Statements of Cash Flows
(in thousands)
 
 Three Months Ended December 31, Year Ended December 31,
 2019 2018 2019 2018
 (unaudited)    
Operating activities       
Net income (loss)$636  $(275) $(1,809) $(927)
Adjustments to reconcile net loss to cash provided by operating activities:       
Depreciation and amortization1,274  1,486  5,632  4,512 
Stock-based compensation expense1,771  1,222  6,846  4,775 
Gain on sale of equity method investment—  —  —  — 
Other, net(38) (5) 105  (240)
Changes in operating assets and liabilities:       
Accounts and other receivables(4,190) 344  (22,772) (11,248)
Prepaid expenses and other assets(707) (2,079) (432) (2,628)
Accounts payable, accrued liabilities, and other liabilities1,304  682  4,110  4,531 
Reserve for veterinary invoices1,872  1,956  5,059  3,440 
Deferred revenue2,610  332  19,418  10,465 
Net cash provided by operating activities4,532  3,663  16,157  12,680 
Investing activities       
Purchases of investment securities(20,014) (23,295) (65,506) (52,862)
Maturities of investment securities21,538  8,008  49,762  35,413 
Purchases of other investments(4,000) —  (4,000) (3,000)
Acquisition of lease intangibles, related to corporate real estate acquisition—  —  —  (2,959)
Purchases of property and equipment(1,787) (1,080) (5,373) (56,936)
Other(954) (255) (2,891) (1,107)
Net cash used in investing activities(5,217) (16,622) (28,008) (81,451)
Financing activities       
Proceeds from public offering of common stock, net of offering costs—  —  —  65,671 
Proceeds from exercise of stock options727  729  2,982  3,601 
Shares withheld to satisfy tax withholding(57) —  (1,667) (1,839)
Proceeds from debt financing, net of financing fees4,000  4,242  13,167  13,431 
Repayment of debt financing—  —  —  (10,000)
Other financing—  581  (438) 365 
Net cash provided by financing activities4,670  5,552  14,044  71,229 
Effect of foreign exchange rate changes on cash, cash equivalents, and restricted cash, net156  (718) 423  (812)
Net change in cash, cash equivalents, and restricted cash4,141  (8,125) 2,616  1,646 
Cash, cash equivalents, and restricted cash at beginning of period26,427  36,077  27,952  26,306 
Cash, cash equivalents, and restricted cash at end of period$30,568  $27,952  $30,568  $27,952 


The following tables set forth our key operating metrics:
                
 Year Ended December 31,            
             
 2019 2018            
Total Business:               
Total pets enrolled (at period end)646,728  521,326             
Subscription Business:               
Total subscription pets enrolled (at period end)494,026  430,770             
Monthly average revenue per pet$57.52  $54.34             
Lifetime value of a pet, including fixed expenses$523  $449             
Average pet acquisition cost (PAC)$212  $164             
Average monthly retention98.58% 98.60%            
                
                
 Three Months Ended
 Dec. 31, 2019 Sept. 30, 2019 Jun. 30, 2019 Mar. 31, 2019 Dec. 31, 2018 Sept. 30, 2018 Jun. 30, 2018 Mar. 31, 2018
Total Business:               
Total pets enrolled (at period end)646,728  613,694  577,686  548,002  521,326  497,942  472,480  446,533 
Subscription Business:               
Total subscription pets enrolled (at period end)494,026  479,427  461,314  445,148  430,770  416,527  401,033  385,640 
Monthly average revenue per pet$58.58  $58.12  $57.11  $56.13  $55.15  $54.55  $53.96  $53.62 
Lifetime value of a pet, including fixed expenses$523  $511  $482  $471  $449  $435  $431  $419 
Average pet acquisition cost (PAC)$222  $208  $213  $205  $186  $155  $150  $165 
Average monthly retention98.58% 98.59% 98.57% 98.58% 98.60% 98.61% 98.64% 98.63%


The following table reflects the reconciliation of cash provided by operating activities to free cash flow (in thousands):
        
 Three Months Ended December 31, Year Ended December 31,
 2019 2018 2019 2018
Net cash provided by operating activities$4,532  $3,663  $16,157  $12,680 
Purchases of property and equipment(1,787) (1,080) (5,373) (56,936)
Free cash flow$2,745  $2,583  $10,784  $(44,256)
Exclude building purchase, net of acquired lease intangibles—  —  —  52,534 
Free cash flow, excluding building purchase, net of acquired lease intangibles$2,745  $2,583  $10,784  $8,278 


The following tables reflect the reconciliation of acquisition cost and net acquisition cost to sales and marketing expense (in thousands):
                
 Year Ended December 31,            
             
 2019 2018            
Sales and marketing expenses$35,451  $24,999             
Excluding:               
Stock-based compensation expense(2,120) (1,335)            
Acquisition cost33,331  23,664             
Net of:               
Sign-up fee revenue(2,957) (2,587)            
Other business segment sales and marketing expense(414) (377)            
Net acquisition cost$29,960  $20,700             
                
 Three Months Ended
 Dec. 31, 2019 Sept. 30, 2019 Jun. 30, 2019 Mar. 31, 2019 Dec. 31, 2018 Sept. 30, 2018 Jun. 30, 2018 Mar. 31, 2018
Sales and marketing expenses$9,212  $9,255  $8,757  $8,227  $6,994  $6,365  $5,702  $5,938 
Excluding:               
Stock-based compensation expense(547) (577) (567) (429) (355) (358) (349) (273)
Acquisition cost8,665  8,678  8,190  7,798  6,639  6,007  5,353  5,665 
Net of:               
Sign-up fee revenue(730) (790) (734) (703) (655) (693) (624) (616)
Other business segment sales and marketing expense(152) (94) (38) (130) (102) (99) (88) (87)
Net acquisition cost$7,783  $7,794  $7,418  $6,965  $5,882  $5,215  $4,641  $4,962 
                


The following tables reflect the reconciliation of adjusted EBITDA to net income (loss) (in thousands):
                
 Year Ended December 31,            
             
 2019 2018            
Net loss$(1,809) $(927)            
Excluding:               
Stock-based compensation expense6,846  4,775             
Depreciation and amortization expense5,632  4,512             
Interest income(1,681) (862)            
Interest expense1,349  1,198             
Other non-operating expenses201  —             
Income tax expense (benefit)169  (7)            
Gain from equity method investment(125) (107)            
Adjusted EBITDA$10,582  $8,582             
                
 Three Months Ended
 Dec. 31, 2019 Sept. 30, 2019 Jun. 30, 2019 Mar. 31, 2019 Dec. 31, 2018 Sept. 30, 2018 Jun. 30, 2018 Mar. 31, 2018
Net income (loss)$636  $782  $(1,931) $(1,296) $(275) $1,205  $(377) $(1,480)
Excluding:               
Stock-based compensation expense1,771  1,845  1,873  1,357  1,222  1,299  1,286  968 
Depreciation and amortization expense1,274  1,181  1,564  1,613  1,485  1,136  964  927 
Interest income(516) (411) (412) (342) (234) (317) (179) (132)
Interest expense375  340  317  317  311  336  332  219 
Other non-operating expenses(22) 122  101  —  —  —  —  — 
Income tax expense (benefit)157  18  (46) 40  4  (7) 91  (95)
(Gain) loss from equity method investment—  —  (125) —  —  —  (107) — 
Adjusted EBITDA$3,675  $3,877  $1,341  $1,689  $2,513  $3,652  $2,010  $407 
                

Contacts:

Investors:
Laura Bainbridge, Head of Investor Relations
206.607.1929
InvestorRelations@trupanion.com

A photo accompanying this announcement is available at https://www.globenewswire.com/NewsRoom/AttachmentNg/c3136476-f27a-445c-91bc-fe13352e5600

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