Exhibit
99.2
FINAL
TRANSCRIPT
MMS
- Q1 2008 MAXIMUS, Inc. Earnings Conference Call
Event
Date/Time: Feb. 06. 2008 / 9:00AM ET
Feb.
06. 2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
CORPORATE
PARTICIPANTS
Lisa
Miles
MAXIMUS,
Inc. - VP IR
David
Walker
MAXIMUS,
Inc. - CFO
Rich
Montoni
MAXIMUS,
Inc. - CEO
CONFERENCE
CALL PARTICIPANTS
Anurag
Rana
Keybanc
Capital Markets - Analyst
Charles
Strauzer
CJS
Securities - Analyst
Matthew
McKay
Jefferies
& Company - Analyst
Jason
Kupferberg
UBS
- Analyst
Shlomo
Rosenbaum
Stifel
Nicolaus - Analyst
Richard
Glass
Morgan
Stanley - Analyst
PRESENTATION
Operator
Ladies
and gentlemen, welcome to MAXIMUS first quarter earnings conference call. During
this session, all lines will be muted until the question and answer portion
of
the call. (OPERATOR INSTRUCTIONS)
At
this time, I would like to turn the call over to Lisa Miles, Vice President
of
Investor Relations.
Lisa
Miles-
MAXIMUS, Inc. - VP IR
Good
morning. Thank you for joining us on today's conference call. If you wish to
follow along, we've posted a presentation on our web site under the investor
relations page. On the call today is Rich Montoni, Chief Executive Officer
and
David Walker, Chief Financial Officer. Following our prepared comments, we
will
open the call up for Q&A.
Before
we begin, I'd like to remind everyone that a number of statements being made
today will be forward-looking in nature. Please remember that such statements
are only predictions and actual events or results may differ materially as
a
result of risks we face, including those discussed in exhibit 99.1 of our SEC
filings. We encourage you to review the summary of these risks in our most
recent 10-K filed with the SEC. The Company does not assume any obligation
to
revise or update these forward-looking statements to reflect subsequent events
or circumstances.
And
with that, I'll turn the call over to Dave.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
David
Walker-
MAXIMUS, Inc. - CFO
Thank
you, Lisa. Good morning. This morning, we reported financial results which
were
in line with our prior guidance. Total company revenue for the first quarter
was
$202 million, a 25% increase over the first quarter of last year. Part of this
increase relates to a provision for receivables in the operation segment that
we
recorded last fiscal year that reduced revenue by approximately $15.7 million.
Excluding this adjustment in 2007, revenue growth was still quite strong at
12.5%. This year-over-year increase was driven by the operation segment where
we
had substantial new organic growth in nearly every division. The company
reported net income in the first quarter of $10.6 million or $0.51 per diluted
share.
Operating
margin was 8.2%, which was consistent with our expectations. Our total company
operating margin target is still 10%, but we anticipated some softness in the
early part of the year from project start-up as well as quarterly margin
fluctuations related to seasonality. We also closed credit facility with
SunTrust and secured an immediate $50 million bridged loan with a possible
syndication up to $75 million. We discussed our intention to seek such a loan
line on our last call and it ensures our capital structure remains flexible.
Given the current credit markets, we view this as a compliment to our business
model.
Let's
move into the results by business segment. Starting with the operation segment,
revenue for the operation segment increased 43% to $145.8 million compared
to
the same period last year. Our 2007 results included the $15.7 million revenue
impact from two legacy projects we previously discuss. Normalizing the prior
year revenue for these items, year-over-year growth for the ops segment was
exceptional at 24%. This revenue increase was driven by strong growth from
new
work in health, our Texas operations, as well as our domestic and international
workforce service operations. The operations segment recorded first quarter
operating income of $18.7 million or an operating margin of 13% compared to
a
loss of $16 million reported for the same period last year. This dramatic
operating income improvement highlights solid progress in optimizing our current
book of business, as well as strong margins on our new
work.
The
operating income is down sequentially from last quarter, which is in line with
our plans. The largest driver is seasonality related to our tax credit business,
in which revenue and associated operating income is back end loaded in the
fiscal year. Also contributing were planned start-up costs required for certain
new contracts in the first half of the year. Overall, we're very pleased with
both the growth and 13% operating margin delivered by the operation segment
for
the first quarter. The nature of these contracts provides strong visibility
into
revenue for the remainder of the year and a predictable recurring revenue stream
into the future. With this view in mind, we're hoping to sustain a margin in
the
range of 12 to 15% for the remainder of the year. This is well within our
historical target margin for this segment of 8 to
15%.
Consulting
segment revenue was $22.2 million for the first quarter with operating income
of
$1.2 million, which is a 5% operating margin. While operating margin was down,
compared to the first quarter of last year, on a sequential basis, operating
margin increased 300 basis points compared to the fourth quarter. The consulting
segment is performing as expected, as we transition away from the contingent
fee, federal healthcare claiming work, that was a predominant part of our
business four to six quarters ago. In addition, we continue to make investments
as we secure a stronger foothold in new markets. Particularly in program
integrity where we're assisting clients in combating Medicaid fraud waste and
abuse. As noted in our last call, these efforts will require investments which
will soften earnings for the consulting segment in the short term, but we do
expect operating margin to improve by the end of the
year.
Moving
on to systems. First quarter results from the systems segment were lower than
expected. Systems revenue in the first fiscal quarter totaled $34 million,
compared to $34.5 million reported for the same period last year. The segment
lost $3 million in the first quarter compared to a loss of $1.6 million reported
for the first quarter of last year. Quarterly results continue to be depressed
by ongoing investments for software development and our efforts to address
legacy issues. In light of the segment's results in the first quarter, we have
modified our full-year expectations for the segment. We now expect that the
systems segment will be in a loss position for the full fiscal year, although
we
are targeting improvement for the latter half of the year. Rich will talk more
about our efforts and commitment to improve performance in this
segment.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Moving
on to SG&A expense in the quarter. The current quarter SG&A as a percent
of revenue is 18%. A full basis point in the current quarter or $2.2 million
is
related to a correction of noncash stock-based compensation from previous years
related to the forfeiture calculation. Despite this charge, the SG&A as a
percentage of revenue is consistent with the full-year 2007 results. Overall,
MAXIMUS achieved an 8.2% operating margin which is consistent with our
expectations for the quarter. While the results for the system segment are
disappointing to us, we are encouraged by the overall positive results driven
by
the operation segment performance.
Moving
on to the balance sheet and cash flow items. This is an area where we are also
pleased. We ended the quarter with cash, totaling $62.3 million. As noted
earlier, we completed a $50 million credit facility, which can be syndicated
up
to $75 million. Should we need to use this facility in the future, it is
available for general corporate purposes, as well as for potential investments
and growth initiatives. In any case, the establishment of the facility adds
a
key element of stability to our solid capital position. Total accounts
receivable for the first quarter was $169 million. We also have an additional
$1.8 million in long-term accounts receivable, which are classified within
other
assets on the balance sheet.
We
managed a reduction in our receivables of $6.1 million in the quarter, reducing
DSOs to 77 days. This is somewhat better than expected since our first fiscal
quarter can be slower period for client payment simply due to the holidays.
While we were very pleased with the DSO balance for the quarter, we continue
to
expect DSOs to range between 75 to 85 days.
MAXIMUS
generated strong cash from operations totaling $20.8 million. Free cash flow,
which the Company defines as cash from operations, less property and equipment,
and capitalized software was $16.7 million. In light of continued strong cash
flow, we feel the full-year outlook will be a bit better than what we previously
guided to. So we're making a slight upward adjustment with expected full year
cash from operations likely in the range of 50 to $60 million. And free cash
flow ranging from 25 to $35 million.
Thank
you for your time this morning. With that, I'll turn the call over to
Rich.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Thanks,
David. Good morning, everyone. Our first quarter results tracked in line with
our expectations for the period. I'm very pleased with posting another solid
quarter of overall results driven by the operations segment. However, while
we
are well down the path of performance improvement, especially in the operations
segment, we still have work to do. Most notably, we are focused on improving
the
performance of our systems segment. This is very much a top
priority.
Let's
first talk about the significant progress that we've made in the last year
in
the operations segment, because frankly, it's important to understand how we're
pushing to fully replicate that success across the other parts of the business.
The strong financial results delivered by the operations segment reflect changes
in how we pursue new business, structure awards and service existing accounts.
We've also put significant resources into quality initiatives to better manage
the downside risk and push towards optimizing our portfolio. Operations segment
results over the last few quarters demonstrate the progress we've made in
improving and expanding profitability throughout the segment's project
portfolio. We are really starting to see where the rubber meets the road. Much
of the progress, which is most observable in our operations segment, stems
from
our head-on approach to legacy contracts thereby improving
performance.
Let
me give you some flavor for the type of significant achievements in our quality
and risk management programs that I'm talking about. You've heard us discuss
the
concept of high-profile projects or HPPs. A key tool we developed and deployed
as part of our business optimization program. A project is targeted and
designated as an HPP if it loses $25,000 or more in any quarter. Above and
beyond our focus on the Texas and Ontario projects, we have had a focus on
all
our HPP projects. Within operations, we've realized the most meaningful impact.
This focus has resulted in improved profitability in many contracts ,including
turning loss contracts into ones with a fair operating income for the risk
we
assume and the value we create.
Feb.
06. 2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Quantitatively,
we estimate this focus has improved annualized operating income for the
operations segment by approximately 8 to $10 million. And again, this excludes
impacts from the Texas project in the Ontario
situation.
I
think our emphasis on quality and risk management has played a predominant
role
in this improvement, particularly through our extensive project manager
training, started just one year ago. In this past year, we have trained over
400
employees through our mandatory project management program. This program focuses
on all areas of project management including cost control, change control,
and
contracting. Our project managers learn management discipline, better client
communications, handling of contract change control processes for out-of-scope
work and overall operating efficiencies. We also now require a mandatory
continuing education training in webinars, which take a scenario driven hands-on
approach.
And
lastly, all project managers now attend an annual three day conference with
an
emphasis on shared best practices. We have completed our planning for our 2008
Project Manager Training annual event which will occur this June. Given the
overall enthusiasm for this event, it is clear to me that our project managers
very much value and support this key initiative.
I
think the increased level of training and communication with our project
managers has paid off in other ways as well. In a recent internal project
self-assessment survey, our project managers felt much more confident in meeting
forecasted profit margins on their project with a 50% reduction in the number
of
those expressing concern. Significant improvements were also seen in risk
identification with a reduction in contracts not following a formal change
of
scope. Most importantly this has led to increasing client satisfaction as
evidenced by a recent client survey. The success we've had in generating
improved results through our quality and risk management initiatives is
certainly reason to be proud and it is most observable in our operations
segment. We are focused on replicating the success across the entirety of our
other segments.
One
point of note, while our progress is most observable in our operations segment
it is important to acknowledge that all of our segments have been part of this
ongoing optimization program, in within each we've had meaningful individual
successes. I think it's important to acknowledge those who have accomplished
these successes. That said, we've not yet achieved our overall performance
improvement goals in the systems segment. It will take longer in the system
segment, which continues to be impacted by software development costs and
pockets of softness related primarily to legacy
contracts.
But
within systems, we are actively working problem areas and are executing a plan
to resolve outstanding matters. While it may take a few quarters to realize
improvements in systems, we plan to finish the year with these businesses in
a
much improved condition. We are currently in the process of working a couple
of
key contracts within the system segment to better define terms whereby we agree
to a scope and a statement of work that clearly outlines steps to mutually
agreed upon completion. Currently, we are working to complete the buildout
of
software product enhancements, the cost of which is being
expensed.
Overall,
it's important to remember that as a company, we manage a large portfolio of
projects. While we have pushed through some major achievements through our
optimization program, it's the nature of the business that performance across
the entire project portfolio will be mixed and we don't manage our business
under the expectation that all projects will hit on all cylinders at all
times.
On
focus and divestitures, we're also maintaining an eye towards concentrating
our
focus on core markets to fuel growth. These are defined to be our traditional
BPO service offerings centered around our government health and human services
programs. As part of this effort to focus our resources, we have identified
two
noncore businesses that are viable candidates for divestiture in the near term.
For competitive reasons, and out of interest of maintaining employee focus,
we
cannot identify these opportunities at this time, however, these attractive
businesses that, despite today's market challenges, we believe will be of
interest to a variety of players. We will provide updates to this progress
as
appropriate.
Let's
switch gears and move on to current demand conditions and how that's shaping
future opportunities. In general, I think it's fair to say the economic mood
is
cautious with recessionary undercurrents. The state environment is largely
a
mixed bag of budget projections with some states forecasting shortages and
others still forecasting revenue growth. However, in the most recent data
released by National Association of State Budget Officers in mid-January, fiscal
2008 state expenditures are still expected to grow by just under 5%. While
there
are fiscal issues impacting local governments, mostly stemming from the impacts
on real estate taxes from the real estate market shakeout, we don't see this
as
a major factor to MAXIMUS.
Feb.
06.
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Call
The
final macro factor of note is the political environment. It is most relevant
with the presidential campaign in full froth. It brings a recurring, often
daily, debate on those major social values, programs, and spending which are
at
the center of our business. This includes universal health, children's health
insurance, education, welfare, and jobs. As we've discussed in the past,
weakening in the economy tends to have a mixed impact on our business.
Historically, demand for our services has remained stable, particularly around
certain entitlement programs within our operations segment. However, in other
areas, [directionary] spend around the periphery can be impacted. The election
factor will likely temper any consideration to reduce spending, while
recessionary pressure may temper the will to increase
spending.
When
you look at our historical performance since the Company's formation in 1975,
our business has been quite resilient to recession and has not suffered a
decline in annual revenue since inception. This is due to the fact that
approximately 65% to 70% of our revenue comes from programs that are run at
the
state and local level but are federally mandated and largely federally funded.
Given that we are into our second fiscal quarter, I think it's a reasonable
expectation that a slowdown in state spending will not impact our fiscal 2008
results. Looking into fiscal 2009, we believe there will not be a material
impact on our core book of business, particularly in health and human
services.
Healthcare
reform remains a topic of interest and at the state level it is generally
embraced by both ends of the political spectrum. In fact, most states are
motivated to increase the availability of healthcare options to their
constituents. With 47 million people uninsured this population is at record
levels and continues to be a financial drag on state budgets. Massachusetts
and
Indiana have industry-leading programs in place. Wisconsin has just received
the
green light from the feds to move forward with their plan to increase
eligibility to capture those that earn up to 250% of the federal poverty level.
While these states are the first out of the gate, most others are in varying
stages of development, with some states having plans in front of the feds and
others working through final recommendations. We believe the healthcare reform
will continue to be a front burner topic over the next several years. States
view healthcare reform as a way to appropriately serve their populations more
cost effectively. As a result, we expect to see more states finalize their
funding plans, get buyout from the federal government and rollout their
programs.
It's
difficult to speculate what the size of the market could look like but it
certainly represents a compelling opportunity for us to provide a suite of
services in support of state initiatives like we already do in Massachusetts
and
Indiana. We also expect that these initiatives will likely be initially
approached as expansions to the state's existing Medicaid and s-chip
infrastructure. There is forward momentum in nearly every state to address
this
ongoing burden, but states must be able to create the economics in order for
healthcare reform to be financially viable for them.
Beyond
the domestic landscape, we continue to explore additional opportunities in
the
global market. Many foreign governments need to deal with the same social
challenges and are seeking to learn and avail themselves of best practices
and
providers like MAXIMUS. In recent years, we've been successful in exporting
our
workforce service offerings in markets including Israel and Australia. Building
on this international recognition, we are seeing to make inroads into new
markets, particularly in Europe and the UK where social and fiscal pressures
require new approaches to social programs. This increased interest is a function
of shifting demographics where aging populations are projected to overwhelm
the
social services infrastructure and government's ability to pay for these
programs under current models.
Let's
move on to our new sales awards. On January 29th, we had new sales awards
totaling $324 million, which includes the Texas project contract extensions
totaling approximately $225 million. In addition, we've been notified of award
on an additional $282 million, which includes the California healthcare option
rebid award. Total pipeline of sales opportunities remains robust at $1.5
billion, which reflects only those identified opportunities we believe will
be
coming out in the next six months. On the rebid front, we've received contract
extensions on two contracts totaling approximately $34 million. This leaves
us
with 11 outstanding rebids with an estimated value of about $245 million where
decisions are expected later in the year.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Moving
on to option year exercises. To date, out of the 27 options with a total value
of $223 million up for exercise this year, we've won 7 which carry a value
of
about $32 million. The 4 largest option exercises, totaling close to $170
million, are not expected to be exercised until the fourth
quarter.
Looking
at our capitalization. We recently closed a $50 million line of credit with
possible syndication up to 75 million, which provides for added financial
flexibility as we move forward. During the quarter, we bought back $150 million
of our own stock through an accelerated share repurchase program with UBS,
retiring approximately 3.8 million shares. In light of our strong cash flows,
we
will consider additional opportunities for generating immediate returns to
shareholders. MAXIMUS still has approximately $40 million available under its
previously authorized board repurchase program, additional options are available
to us, including the possibility of an increased dividend, and we will explore
them with our board in March, while being mindful of future liquidity
requirements and growth opportunities including
acquisitions.
On
guidance, as stated in this morning's release, we are reiterating our full-year
revenue guidance in the range of $850 million to $880 million. We also updated
our earnings guidance to include accretion from the accelerated share repurchase
program. We now expect diluted earnings per share for fiscal 2008 in the range
of $2.60 to $2.85.
And
now, let's open the call up for your questions.
Operator?
Lisa
Miles-
MAXIMUS, Inc. - VP IR
Jerry,
before we open the call up to questions, I just wanted to correct a misprint
in
the materials related to cash flow. We are actually maintaining our prior cash
flow guidance of of 50 to $60 million and free cash flow of 30 to $40 million.
With that, we can go ahead with Q & A. Thanks.
QUESTIONS
AND ANSWERS
Operator
Thank
you. (OPERATOR INSTRUCTIONS) One moment, please, while we poll for questions.
Thank you. Our first question comes from the line of Anurag Rana with Keybanc,
please, proceed with your question.
Anurag
Rana-
Keybanc Capital Markets - Analyst
Good
morning, everyone, I just wanted to get an idea about the [actuated] stock
repurchase plan, is that complete now, and are you free to initiate a buyback
plan?
Rich
Montoni-
MAXIMUS, Inc. - CEO
Anurag,
this is Rich Montoni, good morning. We're not in a position to disclose the
exact status of the buyback by UBS, that's really a UBS position. We are aware
that they continue to purchase shares. They have purchased shares. I don't
believe they've completed their buyback at this point in time, and we do know
that they're contractually committed to wrap up that full buyback by August
15th.
Anurag
Rana-
Keybanc Capital Markets - Analyst
Thank
you. And just looking at bookings. Bookings are very good. State and local
budgets have been the biggest concern over the last, I would say, few months,
have you seen any impact on your pipeline on sales opportunities in the past
month or so?
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Rich
Montoni-
MAXIMUS, Inc. - CEO
No.
We really have not seen any adverse impact on our pipeline in the last month
or
so. And I think that's largely reflective of our business model. As we've talked
in the past, some of these, there's a long lead time with these programs. But
most importantly, and I think I touched upon this in my call notes, the nature
of our services, even in softer times, our model is such that there's a high
degree of resilience. When we look at what has happened in the past, during
downturns, we've actually grown our revenues in every case, and frankly we
expect to do so as we move forward in the future. When we ask the question
why
is that? I think there's several factors that come into play, including the
fact
in our BPO services, which constitutes approximately 60% of our business, it
remains largely insulated from downturns principally because it's federally
funded and federally mandated.
Secondly,
what we do is really at the core to state functions. They really do have to
continue to provide these services. While customers do have less to spend as
their revenues are lower, customers being states, they tend to find ways where
they'll borrow funds, they'll tap into rainy day funds. And as I mentioned
in my
call notes, recent study indicates that historically they spend roughly 5 to
6%
more every year even in softer periods, and the current spend is anticipated,
as
I said in the call notes, to be slightly less than 5%. We tend to focus our
services on cost reductions and efficiencies, which is appealing to our customer
base during these times. Our privatization services actually become a bit more
attractive during these times because we offer, I think, high quality. We can
do
the same job as government and often times with less expense. The last point
I'd
make in terms of what we'd see is case loads actually sometimes increase in
more
difficult times, frankly because there's more folks out there that are suffering
and are in need of help and that actually increases the amount of work that
we
need to perform. Does that help?
Anurag
Rana-
Keybanc Capital Markets - Analyst
That's
a very good answer, Rich. Thank you. Just one more. Would it be possible for
to
you give us any idea about the number of high profile projects that you saw
last
year versus today? Thank you and that's it.
Rich
Montoni-
MAXIMUS, Inc. - CEO
That's
a fair question. We don't routinely disclose the number of high-profile
projects. And I've thought about it, by my preference is really just to focus
on
our financial performance as it relates to, as measured by generally accepted
accounting principles. I think at the end of the day, that's the key metric.
The
number of HPPs there's lots of reasons for them. Some are good HPPs, and some
are continuing. It's not so much the number, but really the impact on our
financial performance. So we're not going to routinely disclose the number
of
HPPs, but we'll focus on the operating results.
Anurag
Rana-
Keybanc Capital Markets - Analyst
Thank
you. Congratulations on a good quarter.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Thank
you very much.
Operator
Thank
you.
Our next question comes from Charles Strauzer with CJS Securities, please,
proceed with your question.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Charles
Strauzer-
CJS Securities - Analyst
Good
morning.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Good
morning, Charles.
Charles
Strauzer-
CJS Securities - Analyst
Just
a
quick type of housekeeping question, as we look at share count for the next
quarter and for the full year, also tax rate implications and D&A
assumptions if you could?
David
Walker-
MAXIMUS, Inc. - CFO
Yes.
It's
David Walker, how are you, Charles?
Charles
Strauzer-
CJS Securities - Analyst
Hi,
David.
David
Walker-
MAXIMUS, Inc. - CFO
On
a
weighted average basis, you would expect to see the share count go down because
the ASR took effect in the middle of this quarter, right?
Charles
Strauzer-
CJS Securities - Analyst
Right.
David
Walker-
MAXIMUS, Inc. - CFO
That's
what impacts shares. So, you would expect to see the share count go from the
current weighted average of about 20.6 to somewhere around 19 million, and
then
just climb up if there are any other outstanding shares from option exercises,
et cetera, right? So about 19.7 million weighted average for the year is what
we're currently thinking. In terms of the tax rate, the quarter actually had
a
higher tax rate than usual. There was a tax law change in Canada that required
a
true up in the current quarter, but for the next three quarters going forward,
you can assume a provision of about 39.5%.
Charles
Strauzer-
CJS Securities - Analyst
Okay.
And
D&A?
David
Walker-
MAXIMUS, Inc. - CFO
You
can
loot at our current spend in the quarter. And then we do have some
infrastructure we plan to build, so when you look at our free cash flow
guidance, I think we've baked in 20, 25 -- $20 million.
Feb.
06. 2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Charles
Strauzer-
CJS Securities - Analyst
Got
it.
We'll adjust accordingly there or look for it in the year.
David
Walker-
MAXIMUS, Inc. - CFO
Yes.
Charles
Strauzer-
CJS Securities - Analyst
And
then
the $2.2 million charge in the quarter, if you kind of use a 40% tax [rate],
that looks like a $0.06 hit in the quarter, is that about
right?
David
Walker-
MAXIMUS, Inc. - CFO
That's
about right. So if you back that out, you actually exceeded the number by a
fair
amount then? My only comment would be there are timing differences that occur
all the time between quarters and things like that. So I think the real good
news is we manage for those and accordingly.
Charles
Strauzer-
CJS Securities - Analyst
David,
what's a good number we should be using for kind of FAS expense for the full
year for the option expense number?
David
Walker-
MAXIMUS, Inc. - CFO
I
would
take our current numbers which you can see on the funds flow and I would
normalize it down for this adjustment.
Charles
Strauzer-
CJS Securities - Analyst
Great.
Thank you very much.
Operator
Thank
you.
Our next question comes from the line of Matthew McKay of Jefferies &
Company. Please proceed with your question. Matthew McKay with Jefferies &
Company, please proceed with your question.
Matthew
McKay-
Jefferies & Company - Analyst
Sorry
about that. Good morning, guys.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Good
morning, Matt.
Feb.
06. 2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Matthew
McKay-
Jefferies & Company - Analyst
Just
a
question on the business development side, given you're starting to talk about
expanding into Europe, maybe a little bit more internationally, but also,
probably the sales opportunity may be seeing a little bit more some
opportunities with some of the eligibility services in the U.S. Just love to
get
a little bit of color on hiring plans or investments on the business
development, maybe either by geography or with specific areas that you think
are
of more interest than others?
Rich
Montoni-
MAXIMUS, Inc. - CEO
That's
a
fine question. My thoughts are this, that first off, we do not plan to go out
and recruit an extensive amount of net add as it relates to business development
resources. We actually have, I think, a reasonable amount of resources ready
and
available. Our business model is that we tend to pull those -- that expertise
out of our existing capability and use that to develop new business. Two, a
lot
of these have long lead times, so we need to pulse pursuant to it. Particularly
the international opportunities. We don't want to get ahead of the opportunity.
Then, the other point is, we tend to really ramp up the project related
resources once we win the work. The real answer is we will add significant
new
project related resources once we have those specific new wins. Those generally,
particularly in large outsourcing programs, there's an average lead time of
probably one year.
Two,
on
the domestic front in particular, we have, and this is part of the story behind,
I think very positive sales pipeline statistics, we have well down the path
a
number of new opportunities, state-specific opportunities, in the enrollment
broker in the s-chip world, which I think is fair to say, represent outsourcing
of work that would have previously been done in-house by states. So that's
fairly well along, so I see that being less than a one-year lead time. Does
that
help?
Matthew
McKay-
Jefferies & Company - Analyst
Yes.
That
helps very much. Thank you. Just kind of one other question on the accelerated
share repurchase program, just the accounting of it, when we get to the end
of
it in August, if it turns out, just help me to think about, if it turns out
that
UBS is by any chance repurchase shares for less than the initial price that
you
started it at, or if it was greater at, just help me out thinking about the
potential cash implications of that?
David
Walker-
MAXIMUS, Inc. - CFO
Yes.
The
way the contract works is really takes the V whopper, basically the weighted
average of the price outstanding from the period of when they began and when
they ended. So, if the price is lower than the 3991 that we use for accounting
purposes on the day of the transaction, there's going to be some additional
cash
that's available to either, one, by additional shares or could be returned
to
MAXIMUS. Conversely, if the share price went up, we would either owe additional
shares to UBS or would have to pay them the difference. Okay? So there is a
trueing up at the end. And at the end, beyond that cash or share transaction,
whatever happens at the end, if we ended up buying more shares, if there were
cash available, for example, that would affect the weighted average from that
day forward. Does that help?
Matthew
McKay-
Jefferies & Company - Analyst
Very
much
so. Hopefully they [spend] quite agressive.
David
Walker-
MAXIMUS, Inc. - CFO
Thank
you.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Operator
Thank
you.
(OPERATOR INSTRUCTIONS) The next question comes from the line of Jason
Kupferberg with UBS. Please proceed with your question.
Jason
Kupferberg-
UBS - Analyst
Good
morning, guys.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Good
morning, Jason.
Jason
Kupferberg-
UBS - Analyst
Just
have
a question on the fiscal '08 outlook at the segment level, I believe last
quarter the expectation was 10% revenue growth in consulting and 10 to 15%
in
systems. Obviously both are starting a negative [territory] here in Q1, and
I
know you changed the outlook for operating profit in systems for the full year,
but can you comment on the revenue expectations for the full year for both
those
segments since they've changed?
Rich
Montoni-
MAXIMUS, Inc. - CEO
Yes.
Would
I tell that you from a macro perspective, we are not expecting meaningful
revenue growth or positive revenue growth somewhere between the two in
consulting and systems. Most of the growth we expect will occur in our
operations segment.
Jason
Kupferberg-
UBS - Analyst
Okay.
Just
to clarify then, neither of those segments you expect to grow or in aggregate
you don't expect them to grow?
Rich
Montoni-
MAXIMUS, Inc. - CEO
They'll
grow but at a lower rate.
Jason
Kupferberg-
UBS - Analyst
Okay.
The
systems loss for the full-year fiscal '08, do you expect it to be similar to
the
loss you incurred in fiscal '07, or a little more or a little less? And do
you
expect it to break even by then?
Rich
Montoni-
MAXIMUS, Inc. - CEO
I
actually
think, based upon Q1 results, that the results for our systems segment will
be
different than we previously forecasted, and I think we have been positive
before, we expect they're going to incur a loss for the year. I should probably
talk a little about why that is, what's behind that. The systems loss is a
result of losses in the education systems and justice systems division. So
education division and justice division are the two divisions driving this
adjustment in the overall systems segment. Otherwise, the system segment itself
in this quarter performed reasonably well and I expect the full FY '08 it will
perform reasonably well, and we have three other divisions inside that segment,
just so you understand it.
Feb.
06. 2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
If
it
would be helpful, I'll talk a little about what's going on in education systems
division and justice. So my comments from here on in will relate strictly to
these two divisions, not the entire system. So, relative to these two divisions,
first off, these two divisions last year lost $19 million pretax, but this
did
include approximately $6.5 million of amortization of Sun costs. Secondly,
for
FY '08, we modeled into our guidance, a similar annual loss of these two
divisions, with a higher loss rate in Q1, and this is due to some project
reserves and we expect some improvement, particularly project performance
related, towards the latter part of the year.
When
we
talk about the losses, within these two divisions, they stem from two
categories. One is losses related to certain legacy projects or less profit
on
those legacy projects, and cost of product buildout and enhancements. Both
of
these divisions have significant development stage initiatives. They're building
out and enhancing their web-based versions. Very, very important and very much
in demand in the marketplace. That's what the marketplace is looking for is
web-based capabilities, and hence both of these divisions are building out
their
web-based versions to replace their client server versions. We as a company
have
made significant investments in what we believe is world class technology in
these markets. We're the long term demand drivers, very, very strong. As a
management team, and I can assure you our board, we are very, very much focused
on these two divisions and focused on improving the performance of these two
divisions.
The
key
factors clearly are finishing the buildout and simply completing existing
contract obligations. So Jason, our plan is to finish this buildout and to
focus
on our contract commitments. Realistically, I think this is going to take 9
to
12 months before these two divisions achieve profitability. And I'll also tell
you that if other alternatives surface, such as a strategic partner willing
to
work with us and invest in this business with us, we'll naturally consider
it,
but we'll do such in a responsible manner, and we have to do such with top
regard for our customer base, our employees, and naturally what we believe
are
real growth prospects here. Again, in wrapping this up, it's key to keep in
mind
that these are assets that we think have significant value. When we think about
delivering shareholder value, we need to execute on our plan yet keep an open
view to other alternatives that are responsible that could enhance shareholder
value.
The
last
point I want to make here is that we are deploying the same concerted efforts
of
our quality and risk management process that work very well in our operations
segment. We're applying those same efforts and processes in this situation
and
we're adding more. The add include additional resources from our quality
oversight group. It includes added external contractual resources and an extra
focus on customer communication.
Jason
Kupferberg-
UBS - Analyst
That
color
is great, actually. Just one last one on Texas. Can you tell us what the
revenues and operating income from Texas were in the quarter? And any update
on
the Accenture arbitration?
Lisa
Miles-
MAXIMUS, Inc. - VP IR
Jason,
we're no longer providing the operating income on Texas, but we will be more
than happy to give you what the revenue was. Revenue from Texas in the first
quarter -
David
Walker-
MAXIMUS, Inc. - CFO
While
she's looking that up, Jason, I will say that, by and large the Texas project
is
performing well at expectation and pretty much where we expected it to be when
we talked about it earlier.
Lisa
Miles-
MAXIMUS, Inc. - VP IR
The
revenue is running as expected between 7 and $8 million, as we told you last
quarter.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Jason
Kupferberg-
UBS - Analyst
Any
update
on the arbitration? I think you had a hearing scheduled for April. Is that
still
the case?
Rich
Montoni-
MAXIMUS, Inc. - CEO
No.
On the
arbitration piece, frankly my focus is running the day-to-day operations. The
good news is that this is no longer an operational issue, it's really an
arbitration issue, as you know. We're going through the arbitration process.
It's been set in place, and at this point, we know that the arbitration had
been
scheduled for April. That has been delayed but at this point in time a new
date
has not been set. But my realistic expectation is that that arbitration process
will not be completed in this fiscal year '08. Okay.
Jason
Kupferberg-
UBS - Analyst
Thank
you,
guys.
Lisa
Miles-
MAXIMUS, Inc. - VP IR
Jason,
I'm
not sure you caught my last word. It was 7 to 8 million a month for
Texas.
Jason
Kupferberg-
UBS - Analyst
Yes.
Great. Thanks, Lisa.
Lisa
Miles-
MAXIMUS, Inc. - VP IR
Good.
Operator
Thank
you.
Our next question comes from the line of Shlomo Rosenbaum with Stifel Nicolaus.
Please proceed with the question.
Shlomo
Rosenbaum-
Stifel Nicolaus - Analyst
Thank
you
very much for taking my question. It was a very good quarter, guys. I want
to
commend you on that. I just want to step back and ask you a bigger picture
question. You talked about how the Company's performed since 1975, obviously,
you've only been public since the '90s. I've been covering the stock through
the
last downturn. During the last downturn, there were significant issues with
the
discretionary spending, the emerged with the state and local segments,
particularly in the consulting and the systems segment. Now, it was more like
40% of revenue, now it's in the lower 30s% of revenue. I just want to go --
get
your view on why things are different now and why the Company is positioned
better whether any issues with state budget deficits, this did impact the
Company at the end 2002, and the beginning of 2003 guidance ended up getting
lower, like, 25%. I want to see what's different now? What program -- is the
program mix different? If you could just go through that?
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Rich
Montoni-
MAXIMUS, Inc. - CEO
Shlomo,
this is Rich. I think that's a very good observation, and during the last
recession, we did experience reductions, state spending reductions in some
discretionary areas. You make a good point, and I think it's a very significant
factor, during that time frame, the consulting and systems business did
constitute roughly 40% of our business and that's decreased significantly.
I do
think the more resilient part of our business is in the outsourcing services
piece of our business. And as we've talked, that tends to be about a one-year
lead time. So, you may recall, and I think in the prior quarter, we talked
about
the percentage of our business that is already complete. Within that segment
it's largely complete. The pipeline is full as we enter our fiscal year. So
we
see little risk in that outsourcing part of the business. It's a bigger part
of
our business today. One footnote to that is, I do think in one particular
contract, in the prior recessionary period, we saw a reduction in state spend.
I
think they reduced their workforce services program spend by 10%. This is a
California county. Their view was why spend money when there's really no jobs
to
obtain out there.
So,
my
view is that the largest piece of our business is already complete, and on
a
consulting side of our business, we've been working really hard to reconfigure
that component of the business, and a lot of our consulting work, one, goes
to
save states money, help them get reimbursed, so I think that type of work is
very sticky. And I also think in our systems business, we're not forecasting
a
whole lot of increase in the systems component, and I do think that based upon
our analysis of their pipeline, even given the customer pressures that might
exist, it's very, very achievable. A lot more of our business in the systems
world, actually, is software maintenance than it had been in the past which
largely is recurring. So I do expect we may see some pressures on the margin.
I
don't think it's going to be substantial.
Shlomo
Rosenbaum-
Stifel Nicolaus - Analyst
If
I could
just speak in a little bit more, just on the cash flow, these are housekeeping,
deferred income taxes was a benefit this quarter, it's been a drag for most
of
the last two years. Is there any detail you can provide on
that?
David
Walker-
MAXIMUS, Inc. - CFO
Taxes
swing around from one quarter to the next, frankly, on the payment of bills.
And
sometimes the deferred's tied to the balance sheet.
Rich
Montoni-
MAXIMUS, Inc. - CEO
As
Dave
said, it's a function of cash payments when cash payments are
made.
Shlomo
Rosenbaum-
Stifel Nicolaus - Analyst
If
you
don't mind, I'll sneak in one more. Just the operations segment. Some of your
commentary about optimization of the Company's project portfolio, you discussed
some of the derisking that has gone on. Normally, we do see a fourth quarter
to
first quarter drop off in revenue. I was wondering is there some kind of
additional sales that you have worked on to sort of optimize that that made
the
revenue come out higher than expected there? Or was there any one-time revenue?
And just wanted to see why we didn't see a normal seasonal pattern
there?
David
Walker-
MAXIMUS, Inc. - CFO
Let
me get
to the data point that you're referring to. You're referring to operations
segment revenue.
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Shlomo
Rosenbaum-
Stifel Nicolaus - Analyst
Yes.
David
Walker-
MAXIMUS, Inc. - CFO
Which
we
reported 145.8 million for this recent Q1. Your question is why did that
increase over the 141 the Q4 sequentially?
Shlomo
Rosenbaum-
Stifel Nicolaus - Analyst
Yes.
And
if there was anything one time issue, or is there any change in the business
that has resulted in that going up sequentially as opposed to, normally you
see
a little bit of a decline there.
David
Walker-
MAXIMUS, Inc. - CFO
I
think
first off, there is an inherent seasonal part of our business that does normally
bring it down, but we've had a number of projects that we've added that are
in a
ramp up phase. So we're seeing that revenue come on stream, so any seasonality
that like naturally exists in the book of business, I think, is overcome by
the
ramp up in this new work that we have.
Shlomo
Rosenbaum-
Stifel Nicolaus - Analyst
Okay.
Thanks.
David
Walker-
MAXIMUS, Inc. - CFO
Yes.
Operator
Thank
you.
Our final question comes from the line of Richard Glass with Morgan Stanley.
Please proceed with your question.
Richard
Glass-
Morgan Stanley - Analyst
Hi,
guys.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Hey,
Rich.
Richard
Glass-
Morgan Stanley - Analyst
So,
if I
understand things correctly, just to clarify, on a normalized tax rate, you
would have beaten the number pretty handily, is that right?
Feb.
06.
2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Rich
Montoni-
MAXIMUS, Inc. - CEO
At
40%,
sure. It's a blip, and for the full year, it'll come around to that same
rate.
Richard
Glass-
Morgan Stanley - Analyst
No
one
would be, if it went the other way, no one would be making excuses for you
either, so I wouldn't exactly downplay that, because your performance is better
than it looks. It's a little discouraging though, with the operations segment
doing so well, to have the systems segment move to a larger loss. This is
something that it seems should be, shouldn't be lingering another year from
now.
Your stock would be selling at a significant premium to where it is, if not
for
the drags from two relatively small divisions within systems of education and
justice. And I don't know if bodies should be flying out the door or what should
be happening but that should be a smaller problem and not a larger problem.
That's not encouraging to see from our perspective. On another note, with an
actual question, why should the range of DSOs not have moved down at all? You
guys put up 77 with some of David, and other attention that that's gotten,
you
guys have moved it down now pretty nicely. Why are we still sticking with the
old 75 to 85 range of DSOs? Is there anything going on there that we should
know
about or should maybe that range move down and you guys should get a little
bit
agressive with your target?
David
Walker-
MAXIMUS, Inc. - CFO
That's
a
great question. Here's the reality of cash flow, and in our ops world we have
very, very large contracts. And a lot of the cash, it's driven by when the
bill
goes out, when the cash comes in, tends to come in near the end of the month
or
the end of the quarter. So it's actually sometimes a matter of days, if just
a
receivable gets slowed down by a state or whatever could really materially
swing
our DSOs one way or the other. So we've actually been very, very good at working
and partnering with the states to make sure that the payments come in well
and I
think pretty consistently. That's what it's showing. But, it's very difficult
to
manage a state bureaucracy sometimes. So it's quite possible to have a quarter
where it swings up. That's where we put that range, okay? I think it's fair
to
say that our cash flow guidance, we tend to conserve very conservatively on
the
DSOs. Okay.
Richard
Glass-
Morgan Stanley - Analyst
Okay.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Rich,
this
is Rich Montoni. I want to respond to your prior observation on the positive
performance being masked by the systems performance. We are -- point noted
and
we are very, very cognizant of that and we are very, very focused on it. As
I
said in my notes, and my commentary, we are bringing to bear everything we
can
to focus and improve on this situation. I say 9 to 12 months, if there's way
to
demonstrate improvement and achieve that beforehand, you can rest assured we
are
pursuing it.
Richard
Glass-
Morgan Stanley - Analyst
All
right
thank you. Best of luck.
Rich
Montoni-
MAXIMUS, Inc. - CEO
Thank
you.
Feb.
06. 2008/9:00AM, MMS-Q1 2008 MAXIMUS, Inc. Earnings Conference
Call
Operator
All
right,
thank you. Ladies and gentlemen this concludes today's presentation. A replay
of
this call will be available to you within two hours. You can access the replay
by dialing 877-660-6853. Or internationally, 201-612-7415. Enter account number
316 followed by the conference number 271353. Again that's account number 316
and the conference number 271353. Thank you for your participation. You may
now
disconnect.
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1
David N. Walker Chief Financial Officer and Treasurer First Quarter Fiscal
2008
February 6, 2008
2
First Quarter Results in Line with Expectations Q1 revenue was
$202.0m a 25% increase over the same quarter last
year Excluding a Q107 revenue adjustment related to
receivables, growth for 1Q08 was still strong at 12.5% - driven by Operations
Segment Net income for Q1 was $10.6m - or $0.51 per diluted
share Operating margin was 8.2% - consistent with
expectations Still expect total Company margin of approximately
10% for the year, but quarter was lower sequentially Secured a
$50m loan through SunTrust with possible syndication up to
$75m Ensures our capital structure remains
flexible
3
Results by Business Segment Operations
Segment Operations Segment delivered strong revenue
growth Q1 revenue increased 43% to $145.8m compared to last
year Normalized growth was 24%, which excludes $15.7m revenue
impact of two legacy projects Strong top-line growth from new
work in Health, Texas operations, domestic and international Workforce Services
Operations Q1 operating income totaled $18.7m, or a margin of
13% Improvements compared to last year highlight solid progress
in optimizing current book of business and strong margins on new
work Operating income down sequentially from Q4
07 in line with expectations Impacted by Q4
seasonality in tax credit business and planned start-up costs on new
contracts New contracts provide strong visibility with a
predictable, recurring revenue stream Targeting to sustain a
12-15% margin for remainder of FY 08 for Ops Segment
4
Results by Business Segment Consulting &
Systems Consulting Segment Revenue of $22.2m
in Q1 with operating income of $1.2m and a 5% margin Reflects
an increase of 300 basis points compared to previous
quarter Performance reflects transition away from contingent
fee federal healthcare claiming and investments in new
markets Systems Segment Q1 revenue totaled
$34.0m with a loss of $3.1m Results continue to be depressed by
ongoing software development costs and effort to address legacy
issues The Company now expects the segment will be in a loss
position for FY08 with improvements targeted for 2H08
5
Expense Items SG&A as a percent of revenue was 18% for
1Q08 The Company took a $2.2m non-cash charge related to
stock-based compensation from previous years as a result of the forfeiture
calculation Despite this charge SG&A as a percentage of
revenue is consistent with FY07 results MAXIMUS achieved an
8.2% operating margin consistent with our expectations for the
quarter
6
Balance Sheet and Cash Flow Items Cash at December 31, 2007
totaled $63.2m Completed $50m credit facility, available for
general corporate purposes Accounts Receivable at December 31,
2007 totaled $169.0m Another $1.8m in long-term accounts
receivable classified as other assets is on balance sheet DSO’s
at 77 days at December 31, 2007 Targeted DSO range of 75 to 85
days reflects ongoing focus on tightly managing cash and receivables at all
levels Cash Flow MAXIMUS generated strong cash
from operations of $20.8m, with free cash flow of
$16.7m CORRECTED: MAXIMUS expects FY 08 cash from operations in
the range of $50m -$60m, and free cash flow from $30m to $40m
7
Richard A. Montoni President and Chief Executive Officer First Quarter Fiscal
2008 February 6, 2008
8
First Quarter Results in Line with Expectations Financial
results driven by Operations Segment performance Reflects
changes in pursuing new business, structuring awards and servicing existing
accounts Demonstrates progress in improving and expanding
profitability by optimizing our current book of
business Achievements in Quality and Risk Management has played
a predominant role in improvements High profile projects
(HPP) key tool in our business optimization program Mandatory
project manager training Focused on replicating this success
across our Systems and Consulting segments
9
Top Priorities: Optimize and Focus on Core Business Optimize
Each segment has had meaningful successes, but we have not achieved performance
improvements goals in the Systems Segment Softness related to
legacy contracts where we are actively working to execute a plan to resolve
outstanding matters Working to complete software product
enhancements, the cost of which is being expensed We plan to
finish the year with this segment in a much improved
position Focus on core markets to fuel
growth Traditional BPO service offerings centered around our
government health and human services programs Identified two
non-core businesses for divestment
10
Economic and Industry Environment Economic mood is cautious but
the state environment remains mixed National Association of
State Budget Officers still projecting FY08 growth just under
5% Not a major factor to MAXIMUS During weak
economic times, demand for our services has remained stable particularly
in
Operations Discretionary spend could be
impacted Overall historical company performance resilient to
recession with no decline in annual revenue since
inception 65% 70% of our revenue comes from
state run, federally mandated and largely federally funded
programs Current 2009 outlook we believe there
will not be a material impact on our core book of business
11
Health Care Reform Topic of interest at the state level which
is embraced by both ends of the political spectrum States
seeking to increase availability of health care options to
constituents 47 million uninsured people continues to be a drag
on state budgets Massachusetts and Indiana already have
industry leading programs, Wisconsin moving forward with their initiative
and
most other states in various stages of program
development States view health care reform as a means to serve
their populations more cost effectively Represents a compelling
opportunity with forward momentum in nearly every state to address this ongoing
burden
12
New Awards and Sales Pipeline $663m $990m RFP’s Tracking $1,320m $1,505m Total
Pipeline FY07 FY08 $80m $324m New signed awards $363m $153m Proposals in
Prep
$294m $362m Proposals pending $142m $282m Awarded but unsigned Rebids: Received
2 extensions totaling $34m; 11 remain with value of $245m Options: Won 7
totaling $32m; 20 remain for a total value of $191m, with the four largest
options totaling $170m and not expected to be exercised until
Q4
13
Capitalization and Guidance Capitalization Completed a $50m
credit facility with possible syndication up to $75m During the
quarter bought back $150m of MMS stock through our ASR and retired approximately
3.8 million shares Considering additional opportunities for
generating immediate returns to shareholders while being mindful of future
liquidity requirements Guidance Revenue of $850m to
$880m Revised diluted EPS includes accretion from ASR - FY 08
diluted EPS now estimated to be in the range of $2.60 to
$2.85