Brown & Brown Insurance ( BRO) Q2 2011 Earnings Call Transcript July 19, 2011, 8:30 am ET Executives Powell Brown - President, CEO Cory Walker - SVP, CFO Analysts Keith Walsh - Citi Mark Hughes - SunTrust Mike Grasher - Piper Jaffray Matthew Heimermann - JPMorgan Brett Huff - Stephens Incorporated Meyer Shields - Stifel Nicolaus Adam Klauber - William Blair John Fox - Fenimore Asset Management Dan Farrell - Sterne Agee Presentation Operator
Powell BrownThank you, [Laura]. Good morning, everyone. We're calling in this morning from the Advocator Group in the Boston area and I'd like to thank [Mike Crow] and his team for doing a great job. We're going to have a board meeting here the next two days and are really excited about it. Markets in certain areas and certain lines of coverage are seeking rate increases. Most markets are not willing to lose a renewal. New business pricing continues to be aggressive. There is a pricing gap that continues between new and renewal pricing. We're pleased to announce that we've completed $47 million of annualized revenue year-to-date and now I'd like to turn it over to Cory for our financial report. Cory Walker Thanks, Powell. Our net income for the second quarter of 2011 of $37 million was down 10.2% from last year's second quarter net income of $41.2 million. Our earnings per share for the second quarter of 2011 of $0.26 is $0.03 lower than the $0.29 in the second quarter of 2010. The difference in the quarterly earnings per share results can be summarized in three areas: one, the change in the estimated acquisition earn out payable, which accounted for nearly $0.01 of that difference; reduced profit sharing contingency income, which accounted for about 1.8 cents; and then, thirdly, reduced other income, which accounted for 0.8 cents, which in aggregate, all of that is almost $0.04. From a revenue standpoint, commissions and fees for the quarter increased 2% or $4.9 million to $246 million from the $241.1 million we earned last year's second quarter. Included in our press release is our table that summarizes the total growth rate and the internal growth rates from our core commission and fees, which, of course, excludes profit sharing contingent commissions and revenues from books of businesses or other operations that were sold.
In the second quarter of 2011, we received only $2.3 million of profit sharing contingencies. That's $4.2 million less than the $6.4 million that we received last year in the second quarter. The decrease is primarily due to the fact that last year we earned $3 million in profit sharing contingencies from one of our worker's compensation carriers that wanted to reduce their exposures and, therefore, we were asked to move the business and thus we did not receive any profit sharing contingency from that carrier in 2011.Additionally, in the second quarter of 2010, we received $750,000 of profit sharing contingent commissions from the FIU program, which was not received this year. At the end of the first quarter of this year, we had estimated that we might receive between $3 million and $4 million in the second quarter. It turned out that the $1 million difference relates primarily to our wholesale brokerage division that now looks like it might come in the third quarter instead. So, therefore, we now are estimating that we may receive an additional $6 million to $7 million in the third quarter and then for the fourth quarter whatever we receive from FIU is what we'll get, which, if there is no hurricanes -- I mean, if there is a hurricane that hits Florida in 2011, that number will be zero. But if we're fortunate enough not to have any hurricanes, we could possibly receive as much as $1 million in the fourth quarter on contingencies. Now, if you look at the internal growth schedule, we did have a negative internal growth rate of negative 4.8%. If you exclude the negative impact this quarter of Proctor Financial, which we discussed in our first quarter conference call, our negative internal growth rate was negative 4%. Our total core commissions and fees for the quarter increased 4.3% or $10.1 million of total new commissions and fees. However, within that net number was $21.3 million of acquired revenues. That means that we had $11.3 million less commissions and fee revenues on the same-store sales basis and, hence, the 4.8% negative internal growth rate.
As the internal growth rate schedule indicates, the vast majority of the negative growth relates to our National Retail division and our Proctor Financial operation. Powell will discuss each of these divisions in a minute.Moving on to our other income, other income -- our investment income was just up slightly over the second quarter 2010. However, our other income was $1.8 million less than last year's second quarter and that was primarily due to the fact that last year we recognized a gain that resulted from a lawsuit that we won against former producers for violating their employment agreements. Looking at our pre-tax profit margin for the second quarter of 2011, it was 24.9% and that's compared to our -- to the 2010 second quarter profit margin of 27.9%. That's a three percentage point decline. Read the rest of this transcript for free on seekingalpha.com