USA Technologies' CEO Discusses Q4 Results - Earnings Call Transcript

USA Technologies, Inc. (USAT)

Q4 2012 Earnings Call

September 06, 2012 10:00 am ET


Veronica Rosa - VP Corporate Communications & Investor Relations

Steve Herbert - Chairman and Chief Executive Officer

Dave DeMedio - Chief Financial Officer


Mike Latimore - Northland Capital

Matt Mccormack - BGB Securities

Sam Bergman - Bayberry Asset Management



Good day and welcome to USA Technologies' Fourth Quarter Fiscal 2012 Earnings Conference Call. Today's conference call is being recorded.

At this time, I would like to turn the call over to Veronica Rosa, Vice President and Investor Relations. Please go ahead.

Veronica Rosa

Thank you and good morning. Before beginning today's call, I would like to remind our listeners that all statements other than statements of historical fact included in this call are forward-looking statements. Actual results could differ materially from those contemplated by the forward-looking statements as a result of certain factors, including but not limited to, business, financial market and economic conditions. A detailed discussion of risks and uncertainties that could cause actual events to differ materially for such forward-looking statements is included in our filings with the Securities and Exchange Commission, including our most recent Annual Report, or Form 10-K and the Form 10-Q report for the quarter ended March 13, 2012.

USA Technologies' financial results for the quarter and full fiscal year ended June 30, 2012 will be reported in USAT Form 10-K that USAT intend to file with the SEC by its due date September 28, 2012.

Listeners are cautioned not to place undue reliance on any such forward-looking statements which reflect management's view only as of the date they are made. USA Technologies undertakes no obligation to update any forward-looking statements whether as a result of new information, future events or otherwise.

This call will also include discussion of certain non-GAAP financial measures that we believe are useful for understanding our ongoing operations. These non-GAAP financial measures are supplemental to and not a substitute for GAAP financial measures such as net income or loss. Details of these items and a reconciliation of these non-GAAP financial measures to GAAP financial measures can be found in our press release issued this morning and on the investor relations page of our website

On our call this morning are Steve Herbert, Chairman and Chief Executive Officer, and Dave DeMedio, Chief Financial Officer. Steve will begin our discussion this morning with an overview of the full fiscal year, and then Dave will go through fourth quarter and the financial highlights in more detail. Steve will wrap up the call with some comments regarding the business outlook before opening the call to questions.

At this time, I would like to introduce Steve Herbert, Chairman and Chief Executive Officer of USA Technologies. Please go ahead, Steve.

Steve Herbert

Thank you, Ronnie and good morning, everyone. Since Dave will be discussing the fourth quarter financial results, my comments this morning will be geared more to the full year and how that translates to what we are looking forward to in the business this fiscal year and further out.

Revenues for the fiscal year ended June 30, 2012, grew by 27%, fueled in large part by growth in license and transaction fees of 23%. As we continue to bring more connections and customers onto our turnkey ePort Connect service.

We also saw more of those revenues drop to the bottom line in fiscal year 2012 as we negotiated key partnership agreements and made improvement to our service and product platforms to improve margins, scalability and performance, and we began to see the results of those improvements in the second half, particularly in the fourth quarter with gross profit margin on license and transaction fees crossing the 40% mark demonstrating the leverage inherent in our service and business model.

In fiscal 2012, we expanded our customer base by 69%, and it's now tripled what it was two years ago. Going forward, we anticipate these 3,300 customers will be an important part of our growth story as we cultivate existing relationships and help drive further penetration in those accounts. As a result of these customer wins in fiscal 2012, our installed base of connections to our ePort Connect service grew by 38% from 119,000 to 164,000 as of June 30, 2012.

Fiscal 2012 was clearly packed with a number of important milestones for the business and certainly a number of unexpected challenges and events. We managed through the unintended consequences of the Durbin amendment and unexpected CEO separation and found ourselves engaged in a costly and distracting proxy contest right when the business was coming to scale. As you can see from the financial results for the fourth quarter, the contest related litigation cost the company $2.2 million in the fourth quarter.

Despite these challenges and distractions, the business itself did exceptionally well over the course of fiscal 2012. In January, 2012, we set forth our goal letter to shareholders as part of our CEO leadership transit. Over the course of this year, we made tremendous progress on each and every objective set forth in that letter. Delivery of value to our customers with continued additions to our product and service portfolio, improved governance and transparency including a reconstituted, highly qualified and actively engaged board and most importantly remarkably improved business performance as we carved out and continued to execute against an accelerated path toward profitability.

Positive adjusted EBITDA, as many of you remember, was the first milestone we start to reach in that path toward profitability. Positive adjusted EBITDA provides us with important insights regarding the cash generation of the business. Quite simply, it tells us that the core operations of the business are no longer burning cash. As many of you know, we achieved that important marker in the three fiscal quarter ended 3/31/2012, with adjusted EBITDA of $336,000. More importantly, we achieved that on a stronger base of reliable recurring revenues and gross margins now representing 81% of our overall revenues backed by connection and customer wins that offer continued opportunity for growth.

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