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Trupanion Reports Fourth Quarter and Full Year 2019 Results

/EIN News/ -- SEATTLE, Feb. 13, 2020 (GLOBE NEWSWIRE) -- Trupanion, Inc. (Nasdaq: 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
A chart accompanying this announcement is available at:
http://ml.globenewswire.com/Resource/Download/3bc57877-77d4-410f-99e4-8656a62ae954

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.

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 business 18,891     11,707     62,773     40,218  
Total revenue 105,483     82,640     383,936     303,956  
Cost of revenue:              
Subscription business(1) 70,718     57,892     262,139     215,992  
Other business 17,031     10,543     56,873     36,598  
  Total cost of revenue(2) 87,749     68,435     319,012     252,590  
Gross profit:              
Subscription business 15,874     13,041     59,024     47,746  
Other business 1,860     1,164     5,900     3,620  
Total gross profit 17,734     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 expenses 17,080     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 expense 375     311     1,349     1,198  
Other income, net (535 )   (238 )   (1,629 )   (1,309 )
Loss before income taxes 793     (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 )
Diluted 0.02     (0.01 )   (0.05 )   (0.03 )
Weighted average common shares outstanding:              
Basic 34,876,438     33,716,975     34,645,345     31,961,192  
Diluted 36,354,620     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 development 97     42     364     209  
General and administrative 860     595     3,312     2,304  
Sales and marketing 547     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 revenue 13,103     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 investments 69,732     54,559  
Accounts and other receivables 54,408     31,565  
Prepaid expenses and other assets 5,513     5,300  
Total current assets 158,821     117,976  
Restricted cash 1,400     1,400  
Long-term investments, at fair value 4,323     3,554  
Property and equipment, net 70,372     69,803  
Intangible assets, net 7,731     8,071  
Other long-term assets 14,553     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 liabilities 13,798     11,347  
Reserve for veterinary invoices 21,194     16,062  
Deferred revenue 52,546     33,027  
Total current liabilities 91,625     63,203  
Long-term debt 26,086     12,862  
Deferred tax liabilities 1,118     1,002  
Other liabilities 1,611     1,270  
Total liabilities 120,440     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 capital 232,731     219,838  
Accumulated other comprehensive loss 250     (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’ equity 136,760     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 amortization 1,274     1,486     5,632     4,512  
Stock-based compensation expense 1,771     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 liabilities 1,304     682     4,110     4,531  
Reserve for veterinary invoices 1,872     1,956     5,059     3,440  
Deferred revenue 2,610     332     19,418     10,465  
Net cash provided by operating activities 4,532     3,663     16,157     12,680  
Investing activities              
Purchases of investment securities (20,014 )   (23,295 )   (65,506 )   (52,862 )
Maturities of investment securities 21,538     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 options 727     729     2,982     3,601  
Shares withheld to satisfy tax withholding (57 )       (1,667 )   (1,839 )
Proceeds from debt financing, net of financing fees 4,000     4,242     13,167     13,431  
Repayment of debt financing             (10,000 )
Other financing     581     (438 )   365  
Net cash provided by financing activities 4,670     5,552     14,044     71,229  
Effect of foreign exchange rate changes on cash, cash equivalents, and restricted cash, net 156     (718 )   423     (812 )
Net change in cash, cash equivalents, and restricted cash 4,141     (8,125 )   2,616     1,646  
Cash, cash equivalents, and restricted cash at beginning of period 26,427     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 retention 98.58 %   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 retention 98.58 %   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 cost 33,331     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 cost 8,665     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 expense 6,846     4,775                          
Depreciation and amortization expense 5,632     4,512                          
Interest income (1,681 )   (862 )                        
Interest expense 1,349     1,198                          
Other non-operating expenses 201                              
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 expense 1,771     1,845     1,873     1,357     1,222     1,299     1,286     968  
Depreciation and amortization expense 1,274     1,181     1,564     1,613     1,485     1,136     964     927  
Interest income (516 )   (411 )   (412 )   (342 )   (234 )   (317 )   (179 )   (132 )
Interest expense 375     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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Quarterly Revenue by New vs. Existing Pets
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