News Details

OVERLAND PARK, Kan.--(BUSINESS WIRE)-- SelectQuote, Inc. (NYSE: SLQT) reported consolidated revenue for the second quarter of fiscal year 2023 of $319.2 million compared to consolidated revenue for the second quarter of fiscal year 2022 of $194.2 million. Consolidated net income for the second quarter of fiscal year 2023 was $22.5 million compared to consolidated net loss for the second quarter of fiscal year 2022 of $137.6 million. Finally, consolidated Adjusted EBITDA* for the second quarter of fiscal year 2023 was $63.6 million compared to consolidated Adjusted EBITDA* for the second quarter of fiscal year 2022 of $(164.0) million.

Chief Executive Officer Tim Danker remarked, “SelectQuote delivered outstanding results for the fiscal second quarter across the entire organization. We are proud of the team’s execution and the continued validation of our strategic redesign to prioritize profitability and cash efficiency. This is the fourth consecutive quarter of improving results, and best of all, we believe our strategy and right-sized platform is built for continued improvement in a range of market environments.”

Mr. Danker continued, “The annual enrollment period was strong across the industry with improved policy features and customer engagement. What pleases us most though is that the out performance in our Senior business was driven predominately by our own strategic decisions and the resulting cost efficiency and operating leverage.”

“SelectQuote is a stronger company compared to a year ago, and given the strong results to date in fiscal 2023, we raised the low end of the guided ranges introduced with our pre-announcement in January. From our original guidance given with the year-end call in August of last year, our Adjusted EBITDA range has now increased $20 million at the mid-point. With a cash balance of $96 million as of January 31st and zero drawn on our revolving credit line, SelectQuote is very well positioned to drive continued improvement in fiscal 2023 and beyond.”

Segment Results

We currently report on four segments: 1) Senior, 2) Healthcare Services, 3) Life, and 4) Auto & Home. The performance measures of the segments include total revenue and Adjusted EBITDA.* Costs of revenue, cost of goods sold-pharmacy revenue, marketing and advertising, selling, general, and administrative, and technical development operating expenses that are directly attributable to a segment are reported within the applicable segment. Indirect costs of revenue, marketing and advertising, selling, general, and administrative, and technical development operating expenses are allocated to each segment based on varying metrics such as headcount. Adjusted EBITDA is calculated as total revenue for the applicable segment less direct and allocated costs of revenue, cost of goods sold, marketing and advertising, technical development, and selling, general, and administrative operating costs and expenses, excluding depreciation and amortization expense; gain or loss on disposal of property, equipment, and software; share-based compensation expense; and non-recurring expenses such as severance payments and transaction costs. Adjusted EBITDA Margin is calculated as Adjusted EBITDA divided by revenue.

Senior

Financial Results

The following table provides the financial results for the Senior segment for the periods presented:

			Three Months Ended December 31,														Six Months Ended December 31,
(in thousands)			2022					2021					% Change				2022					2021					% Change
Revenue			$	223,826				$	147,694				52	%			$	301,340				$	248,299				21	%
Adjusted EBITDA*				83,617					(140,220	)			160	%				79,766					(169,261	)			147	%
Adjusted EBITDA Margin*				37	%				(95	) %								26	%				(68	) %

Operating Metrics

Submitted Policies

Submitted policies are counted when an individual completes an application with our licensed agent and provides authorization to the agent to submit the application to the insurance carrier partner. The applicant may have additional actions to take before the application will be reviewed by the insurance carrier.

The following table shows the number of submitted policies for the periods presented:

			Three Months Ended December 31,										Six Months Ended December 31,
			2022			2021			% Change				2022			2021			% Change
Medicare Advantage			251,847			340,317			(26	) %			341,875			436,106			(22	) %
Medicare Supplement			1,565			3,117			(50	) %			2,230			4,929			(55	) %
Dental, Vision and Hearing			22,004			53,432			(59	) %			38,338			82,036			(53	) %
Prescription Drug Plan			1,302			4,241			(69	) %			1,666			5,114			(67	) %
Other			1,512			2,967			(49	) %			3,538			6,529			(46	) %
Total			278,230			404,074			(31	) %			387,647			534,714			(28	) %

*See “Non-GAAP Financial Measures” below.

Approved Policies

Approved policies represents the number of submitted policies that were approved by our insurance carrier partners for the identified product during the indicated period. Not all approved policies will go in force.

The following table shows the number of approved policies for the periods presented:

			Three Months Ended December 31,										Six Months Ended December 31,
			2022			2021			% Change				2022			2021			% Change
Medicare Advantage			218,837			265,538			(18	) %			302,010			349,654			(14	) %
Medicare Supplement			1,127			2,097			(46	) %			1,627			3,495			(53	) %
Dental, Vision and Hearing			18,697			44,542			(58	) %			30,972			66,765			(54	) %
Prescription Drug Plan			883			3,352			(74	) %			1,273			4,220			(70	) %
Other			1,241			2,483			(50	) %			2,903			5,363			(46	) %
Total			240,785			318,012			(24	) %			338,785			429,497			(21	) %

Lifetime Value of Commissions per Approved Policy

Lifetime value of commissions per approved policy represents commissions estimated to be collected over the estimated life of an approved policy based on multiple factors, including but not limited to, contracted commission rates, carrier mix and expected policy persistency with applied constraints. The lifetime value of commissions per approved policy is equal to the sum of the commission revenue due upon the initial sale of a policy, and when applicable, an estimate of future renewal commissions.

The following table shows the lifetime value of commissions per approved policy for the periods presented:

			Three Months Ended December 31,												Six Months Ended December 31,
(dollars per policy):			2022				2021				% Change				2022				2021				% Change
Medicare Advantage			$	870			$	922			(6	) %			$	845			$	936			(10	) %
Medicare Supplement				994				1,347			(26	) %				1,037				1,384			(25	) %
Dental, Vision and Hearing				116				112			4	%				97				125			(22	) %
Prescription Drug Plan				212				218			(3	) %				219				237			(8	) %
Other				115				9			1178	%				91				64			42	%

Healthcare Services

Financial Results

The following table provides the financial results for the Healthcare Services segment for the periods presented:

			Three Months Ended December 31,														Six Months Ended December 31,
(in thousands)			2022					2021					% Change				2022					2021					% Change
Revenue			$	55,480				$	11,077				401	%			$	98,546				$	17,060				478	%
Adjusted EBITDA*				(9,301	)				(8,415	)			(11	) %				(21,089	)				(12,345	)			(71	) %
Adjusted EBITDA Margin*				(17	) %				(76	) %								(21	) %				(72	) %

*See “Non-GAAP Financial Measures” below.

Operating Metrics

Members

The total number of SelectRx members represents the amount of active customers to which an order has been shipped, as this is the primary key driver of revenue for Healthcare Services.

The following table shows the total number of SelectRx members as of the periods presented:

			December 31, 2022			December 31, 2021
Total SelectRx Members			39,308			7,700

Combined Senior and Healthcare Services - Consumer Per Unit Economics

The opportunity to leverage our existing database and distribution model to improve access to healthcare services for our consumers has created a need for us to review our key metrics related to our per unit economics. As we think about the revenue and expenses for Healthcare Services, we note that they are derived from the marketing acquisition costs associated with the sale of an MA or MS policy, some of which costs are allocated directly to Healthcare Services, and therefore determined that our per unit economics measure should include components from both Senior and Healthcare Services. See details of revenue and expense items included in the calculation below.

Combined Senior and Healthcare Services consumer per unit economics represents total MA and MS commissions; other product commissions; other revenues, including revenues from Healthcare Services; and operating expenses associated with Senior and Healthcare Services, each shown per number of approved MA and MS policies over a given time period. Management assesses the business on a per-unit basis to help ensure that the revenue opportunity associated with a successful policy sale is attractive relative to the marketing acquisition cost. Because not all acquired leads result in a successful policy sale, all per-policy metrics are based on approved policies, which is the measure that triggers revenue recognition.

The MA and MS commission per MA/MS policy represents the LTV for policies sold in the period. Other commission per MA/MS policy represents the LTV for other products sold in the period, including DVH prescription drug plan, and other products, which management views as additional commission revenue on our agents’ core function of MA/MS policy sales. Pharmacy revenue per MA/MS policy represents revenue from SelectRx and other revenue per MA/MS policy represents revenue from Population Health, production bonuses, marketing development funds, lead generation revenue, and adjustments from the Company’s reassessment of its cohorts’ transaction prices. Total operating expenses per MA/MS policy represents all of the operating expenses within Senior and Healthcare Services. The revenue to customer acquisition cost (“CAC”) multiple represents total revenue per MA/MS policy as a multiple of total marketing acquisition cost, which represents the direct costs of acquiring leads. These costs are included in marketing and advertising expense within the total operating expenses per MA/MS policy.

The following table shows combined Senior and Healthcare Services consumer per unit economics for the periods presented. Based on the seasonality of Senior and the fluctuations between quarters, we believe that the most relevant view of per unit economics is on a rolling 12-month basis. All per MA/MS policy metrics below are based on the sum of approved MA/MS policies, as both products have similar commission profiles.

			Twelve Months Ended December 31,
(dollars per approved policy):			2022				2021
Medicare Advantage and Medicare Supplement approved policies				617,687				574,682
Medicare Advantage and Medicare Supplement commission per MA/MS policy			$	880			$	1,067
Other commission per MA/MS policy				19				33
Pharmacy revenue per MA/MS policy				225				26
Other revenue per MA/MS policy				62				(73	)
Total revenue per MA/MS policy				1,186				1,053
Total operating expenses per MA/MS policy				(1,111	)			(1,195	)
Adjusted EBITDA per MA/MS policy (1)			$	75			$	(142	)
Adjusted EBITDA Margin per MA/MS policy (1)				6	%			(13	) %
Revenue/CAC multiple			3.0X				1.8X

(1) These financial measures are not calculated in accordance with GAAP. See “Management’s Discussion and Analysis of Financial Condition and Results of Operations—Non-GAAP Financial Measures” for information regarding our use of these non-GAAP financial measures and a reconciliation of such measures to their nearest comparable financial measures calculated and presented in accordance with GAAP.

Total revenue per MA/MS policy increased 13% for the twelve months ended December 31, 2022, compared to the twelve months ended December 31, 2021, due to the increase in pharmacy revenue and the downward Senior revenue adjustments from a change in estimate of MA cohort transaction prices that were made during the three months ended December 31, 2021. Total cost per policy decreased 7% for the twelve months ended December 31, 2022, compared to the twelve months ended December 31, 2021, driven by a decrease in our marketing and advertising costs, partially offset by an increase in cost of goods sold-pharmacy revenue for Healthcare Services due to the growth of the business.

Life

Financial Results

The following table provides the financial results for the Life segment for the periods presented:

			Three Months Ended December 31,														Six Months Ended December 31,
(in thousands)			2022					2021					% Change				2022					2021					% Change
Revenue			$	33,995				$	32,036				6	%			$	70,830				$	78,019				(9	) %
Adjusted EBITDA*				5,843					1,106				428	%				11,068					1,961				464	%
Adjusted EBITDA Margin*				17	%				3	%								16	%				3	%

Operating Metrics

Life premium represents the total premium value for all policies that were approved by the relevant insurance carrier partner and for which the policy document was sent to the policyholder and payment information was received by the relevant insurance carrier partner during the indicated period. Because our commissions are earned based on a percentage of total premium, total premium volume for a given period is the key driver of revenue for our Life segment.

*See “Non-GAAP Financial Measures” below.

The following table shows term and final expense premiums for the periods presented:

			Three Months Ended December 31,												Six Months Ended December 31,
(in thousands)			2022				2021				% Change				2022				2021				% Change
Term Premiums			$	15,824			$	15,548			2	%			$	30,922			$	31,057			—	%
Final Expense Premiums				17,093				21,134			(19	) %				39,457				55,186			(29	) %
Total			$	32,917			$	36,682			(10	) %				70,379				86,243			(18	) %

Auto & Home

Financial Results

The following table provides the financial results for the Auto & Home segment for the periods presented:

			Three Months Ended December 31,														Six Months Ended December 31,
(in thousands)			2022					2021					% Change				2022					2021					% Change
Revenue			$	7,808				$	6,135				27	%			$	14,890				$	13,604				9	%
Adjusted EBITDA*				2,284					1,435				59	%				4,725					2,808				68	%
Adjusted EBITDA Margin*				29	%				23	%								32	%				21	%

Operating Metrics

Auto & Home premium represents the total premium value of all new policies that were approved by our insurance carrier partners during the indicated period. Because our commissions are earned based on a percentage of total premium, total premium volume for a given period is the key driver of revenue for our Auto & Home segment.

The following table shows premiums for the periods presented:

			Three Months Ended December 31,												Six Months Ended December 31,
(in thousands):			2022				2021				% Change				2022				2021				% Change
Premiums			$	12,080			$	10,585			14	%			$	23,628			$	23,843			(1	) %

*See “Non-GAAP Financial Measures” below.

Earnings Conference Call

SelectQuote, Inc. will host a conference call with the investment community today, Tuesday, February 7, 2023, beginning at 8:30 a.m. ET. To register for this conference call, please use this link: https://www.netroadshow.com/events/login?show=dbc951d9&confId=46446. After registering, a confirmation will be sent via email, including dial-in details and unique conference call codes for entry. Registration is open through the live call, but to ensure you are connected for the full call we suggest registering at least 10 minutes before the start of the call. The event will also be webcasted live via our investor relations website https://ir.selectquote.com/investor-home/default.aspx.

Non-GAAP Financial Measures

This release includes certain non-GAAP financial measures intended to supplement, not substitute for, comparable GAAP measures. To supplement our financial statements presented in accordance with GAAP and to provide investors with additional information regarding our GAAP financial results, we have presented in this release Adjusted EBITDA and Adjusted EBITDA Margin, which are non-GAAP financial measures. These non-GAAP financial measures are not based on any standardized methodology prescribed by GAAP and are not necessarily comparable to similarly titled measures presented by other companies. We define Adjusted EBITDA as net income (loss) before interest expense, income tax expense (benefit), depreciation and amortization, and certain add-backs for non-cash or non-recurring expenses, including restructuring and share-based compensation expenses. The most directly comparable GAAP measure is net income (loss). We define Adjusted EBITDA Margin as Adjusted EBITDA divided by revenue. The most directly comparable GAAP measure is net income margin. We monitor and have presented in this release Adjusted EBITDA and Adjusted EBITDA Margin because they are key measures used by our management and Board of Directors to understand and evaluate our operating performance, to establish budgets and to develop operational goals for managing our business. In particular, we believe that excluding the impact of these expenses in calculating Adjusted EBITDA can provide a useful measure for period-to-period comparisons of our core operating performance.

We believe that these non-GAAP financial measures help identify underlying trends in our business that could otherwise be masked by the effect of the expenses that we exclude in the calculations of these non-GAAP financial measures. Accordingly, we believe that these financial measures provide useful information to investors and others in understanding and evaluating our operating results, enhancing the overall understanding of our past performance and future prospects.

Reconciliations of net income (loss) to Adjusted EBITDA are presented below beginning on page 12.

Forward Looking Statements

This release contains forward-looking statements. These forward-looking statements reflect our current views with respect to, among other things, future events and our financial performance. These statements are often, but not always, made through the use of words or phrases such as “may,” “should,” “could,” “predict,” “potential,” “believe,” “will likely result,” “expect,” “continue,” “will,” “anticipate,” “seek,” “estimate,” “intend,” “plan,” “projection,” “would” and “outlook,” or the negative version of those words or other comparable words or phrases of a future or forward-looking nature. These forward-looking statements are not historical facts, and are based on current expectations, estimates and projections about our industry, management’s beliefs and certain assumptions made by management, many of which, by their nature, are inherently uncertain and beyond our control. Accordingly, we caution you that any such forward-looking statements are not guarantees of future performance and are subject to risks, assumptions and uncertainties that are difficult to predict. Although we believe that the expectations reflected in these forward-looking statements are reasonable as of the date made, actual results may prove to be materially different from the results expressed or implied by the forward-looking statements.

There are or will be important factors that could cause our actual results to differ materially from those indicated in these forward-looking statements, including, but not limited to, the following: the ultimate duration and impact of the ongoing COVID-19 pandemic and any other public health events, our reliance on a limited number of insurance carrier partners and any potential termination of those relationships or failure to develop new relationships; existing and future laws and regulations affecting the health insurance market; changes in health insurance products offered by our insurance carrier partners and the health insurance market generally; insurance carriers offering products and services directly to consumers; changes to commissions paid by insurance carriers and underwriting practices; competition with brokers, including exclusively online brokers and carriers who opt to sell policies directly to consumers; competition from government-run health insurance exchanges; developments in the U.S. health insurance system; our dependence on revenue from carriers in our senior segment and downturns in the senior health as well as life, automotive and home insurance industries; our ability to develop new offerings and penetrate new vertical markets; risks from third-party products; failure to enroll individuals during the Medicare annual enrollment period; our ability to attract, integrate and retain qualified personnel; our dependence on lead providers and ability to compete for leads; failure to obtain and/or convert sales leads to actual sales of insurance policies; access to data from consumers and insurance carriers; accuracy of information provided from and to consumers during the insurance shopping process; cost-effective advertisement through internet search engines; ability to contact consumers and market products by telephone; global economic conditions, including inflation; disruption to operations as a result of future acquisitions; significant estimates and assumptions in the preparation of our financial statements; impairment of goodwill; potential litigation and other legal proceedings or inquiries; our existing and future indebtedness; our ability to maintain compliance with our debt covenants; access to additional capital; failure to protect our intellectual property and our brand; fluctuations in our financial results caused by seasonality; accuracy and timeliness of commissions reports from insurance carriers; timing of insurance carriers’ approval and payment practices; factors that impact our estimate of the constrained lifetime value of commissions per policyholder; changes in accounting rules, tax legislation and other legislation; disruptions or failures of our technological infrastructure and platform; failure to maintain relationships with third-party service providers; cybersecurity breaches or other attacks involving our systems or those of our insurance carrier partners or third-party service providers; our ability to protect consumer information and other data; and failure to market and sell Medicare plans effectively or in compliance with laws. For a further discussion of these and other risk factors that could impact our future results and performance, see the section entitled “Risk Factors” in the most recent Annual Report on Form 10-K (the “Annual Report”) and subsequent periodic reports filed by us with the Securities and Exchange Commission. Accordingly, you should not place undue reliance on any such forward-looking statements. Any forward-looking statement speaks only as of the date on which it is made, and, except as otherwise required by law, we do not undertake any obligation to publicly update or review any forward-looking statement, whether as a result of new information, future developments or otherwise.

About SelectQuote:

Founded in 1985, SelectQuote (NYSE: SLQT) provides solutions that help consumers protect their most valuable assets: their families, health, and property. The company pioneered the model of providing unbiased comparisons from multiple, highly-rated insurance companies allowing consumers to choose the policy and terms that best meet their unique needs. Two foundational pillars underpin SelectQuote’s success: a strong force of highly-trained and skilled agents who provide a consultative needs analysis for every consumer, and proprietary technology that sources and routes high-quality leads.

With an ecosystem offering high touchpoints for consumers across Insurance, Medicare, Pharmacy, and Value-Based Care, the company now has four core business lines: SelectQuote Senior, SelectQuote Healthcare Services, SelectQuote Life, and SelectQuote Auto and Home. SelectQuote Senior serves the needs of a demographic that sees around 10,000 people turn 65 each day with a range of Medicare Advantage and Medicare Supplement plans. SelectQuote Healthcare Services is comprised of the SelectRx Pharmacy, a specialized medication management pharmacy, and Population Health which proactively connects its members with best-in-class healthcare services that fit each member's unique healthcare needs. The platform improves health outcomes and lowers healthcare costs through proactive engagement and access to high-value healthcare solutions.

SELECTQUOTE, INC. AND SUBSIDIARIES CONDENSED CONSOLIDATED BALANCE SHEETS (Unaudited) (In thousands)
		December 31, 2022				June 30, 2022
ASSETS
CURRENT ASSETS:
Cash and cash equivalents		$	36,097			$	140,997
Accounts receivable, net of allowances of $1.8 million and $0.6 million, respectively			134,912				129,748
Commissions receivable-current			219,990				116,277
Other current assets			13,384				15,751
Total current assets			404,383				402,773
COMMISSIONS RECEIVABLE—Net			733,337				722,349
PROPERTY AND EQUIPMENT—Net			34,786				41,804
SOFTWARE—Net			16,099				16,301
OPERATING LEASE RIGHT-OF-USE ASSETS			27,285				28,016
INTANGIBLE ASSETS—Net			28,411				31,255
GOODWILL			29,136				29,136
OTHER ASSETS			24,476				18,418
TOTAL ASSETS		$	1,297,913			$	1,290,052
LIABILITIES AND SHAREHOLDERS’ EQUITY
CURRENT LIABILITIES:
Accounts payable		$	27,356			$	24,766
Accrued expenses			21,859				26,002
Accrued compensation and benefits			46,065				42,150
Operating lease liabilities—current			6,349				5,261
Current portion of long-term debt			21,400				7,169
Contract liabilities			38,752				3,404
Other current liabilities			2,374				4,761
Total current liabilities			164,155				113,513
LONG-TERM DEBT, NET—less current portion			670,119				698,423
DEFERRED INCOME TAXES			46,896				50,080
OPERATING LEASE LIABILITIES			31,749				33,946
OTHER LIABILITIES			3,229				2,985
Total liabilities			916,148				898,947
COMMITMENTS AND CONTINGENCIES
SHAREHOLDERS’ EQUITY:
Common stock, $0.01 par value			1,665				1,644
Additional paid-in capital			561,435				554,845
Accumulated deficit			(197,070	)			(177,100	)
Accumulated other comprehensive income			15,735				11,716
Total shareholders’ equity			381,765				391,105
TOTAL LIABILITIES AND SHAREHOLDERS’ EQUITY		$	1,297,913			$	1,290,052

SELECTQUOTE, INC. AND SUBSIDIARIES CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS) (Unaudited) (In thousands)
		Three Months Ended December 31,								Six Months Ended December 31,
		2022				2021				2022				2021
REVENUE:
Commission		$	230,033			$	139,957			$	336,368			$	270,764
Pharmacy			51,601				8,770				92,694				13,237
Other			37,554				45,510				52,610				66,315
Total revenue			319,188				194,237				481,672				350,316
OPERATING COSTS AND EXPENSES:
Cost of revenue			91,477				136,189				156,641				222,980
Cost of goods sold—pharmacy revenue			50,096				10,172				92,450				15,043
Marketing and advertising			89,925				193,246				147,519				283,923
Selling, general, and administrative			28,412				21,894				59,118				45,789
Technical development			6,245				6,386				12,427				12,239
Total operating costs and expenses			266,155				367,887				468,155				579,974
INCOME (LOSS) FROM OPERATIONS			53,033				(173,650	)			13,517				(229,658	)
INTEREST EXPENSE, NET			(21,044	)			(10,587	)			(37,780	)			(19,122	)
OTHER INCOME (EXPENSE), NET			(70	)			(51	)			88				(153	)
INCOME (LOSS) BEFORE INCOME TAX EXPENSE (BENEFIT)			31,919				(184,288	)			(24,175	)			(248,933	)
INCOME TAX EXPENSE (BENEFIT)			9,405				(46,725	)			(4,205	)			(63,138	)
NET INCOME (LOSS)		$	22,514			$	(137,563	)		$	(19,970	)		$	(185,795	)
NET INCOME (LOSS) PER SHARE:
Basic		$	0.14			$	(0.84	)		$	(0.12	)		$	(1.13	)
Diluted		$	0.14			$	(0.84	)		$	(0.12	)		$	(1.13	)
WEIGHTED-AVERAGE COMMON STOCK OUTSTANDING USED IN PER SHARE AMOUNTS:
Basic			166,486				163,966				165,655				163,829
Diluted			166,548				163,966				165,655				163,829
OTHER COMPREHENSIVE INCOME (LOSS) NET OF TAX:
Gain (loss) on cash flow hedge			(381	)			1,775				4,019				1,769
OTHER COMPREHENSIVE INCOME (LOSS)			(381	)			1,775				4,019				1,769
COMPREHENSIVE INCOME (LOSS)		$	22,133			$	(135,788	)		$	(15,951	)		$	(184,026	)

SELECTQUOTE, INC. AND SUBSIDIARIES CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS (Unaudited) (In thousands)
		Six Months Ended December 31,
		2022				2021
CASH FLOWS FROM OPERATING ACTIVITIES:
Net loss		$	(19,970	)		$	(185,795	)
Adjustments to reconcile net loss to net cash and cash equivalents used in operating activities:
Depreciation and amortization			13,990				11,278
Loss on disposal of property, equipment, and software			376				355
Share-based compensation expense			5,566				4,109
Deferred income taxes			(4,572	)			(63,498	)
Amortization of debt issuance costs and debt discount			3,919				2,974
Write-off of debt issuance costs			710				—
Accrued interest payable in kind			4,920				—
Non-cash lease expense			2,082				2,040
Changes in operating assets and liabilities:
Accounts receivable, net			14,036				(41,237	)
Commissions receivable			(114,701	)			(39,908	)
Other assets			1,578				(5,555	)
Accounts payable and accrued expenses			950				15,135
Operating lease liabilities			(2,460	)			(2,676	)
Other liabilities			18,002				(2,963	)
Net cash used in operating activities			(75,574	)			(305,741	)
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchases of property and equipment			(598	)			(17,904	)
Purchases of software and capitalized software development costs			(3,870	)			(5,231	)
Acquisition of business			—				(6,927	)
Investment in equity securities			—				(1,000	)
Net cash used in investing activities			(4,468	)			(31,062	)
CASH FLOWS FROM FINANCING ACTIVITIES:
Proceeds from Revolving Credit Facility			—				50,000
Payments on Revolving Credit Facility			—				(50,000	)
Proceeds from Term Loans			—				242,000
Payments on Term Loans			(13,375	)			—
Payments on other debt			(83	)			(93	)
Proceeds from common stock options exercised and employee stock purchase plan			1,078				2,271
Payments of tax withholdings related to net share settlement of equity awards			(33	)			(144	)
Payments of debt issuance costs			(10,110	)			(328	)
Payment of acquisition holdback			(2,335	)			—
Net cash (used in) provided by financing activities			(24,858	)			243,706
NET DECREASE IN CASH AND CASH EQUIVALENTS			(104,900	)			(93,097	)
CASH AND CASH EQUIVALENTS—Beginning of period			140,997				286,454
CASH AND CASH EQUIVALENTS—End of period		$	36,097			$	193,357

SELECTQUOTE, INC. AND SUBSIDIARIES Net Income (Loss) to Adjusted EBITDA Reconciliation (Unaudited)
		Three Months Ended December 31, 2022
(in thousands)		Senior				Healthcare Services				Life				Auto & Home				Corp & Elims				Consolidated
Revenue		$	223,826			$	55,480			$	33,995			$	7,808			$	(1,921	)		$	319,188
Operating expenses			(140,209	)			(64,781	)			(28,152	)			(5,524	)			(16,877	)			(255,543	)
Other income (expense), net			—				—				—				—				(70	)			(70	)
Adjusted EBITDA			83,617				(9,301	)			5,843				2,284				(18,868	)			63,575
Share-based compensation expense																							(2,936	)
Transaction costs																							(442	)
Depreciation and amortization																							(7,188	)
Loss on disposal of property, equipment, and software																							(46	)
Interest expense, net																							(21,044	)
Income tax expense																							(9,405	)
Net income																						$	22,514

		Three Months Ended December 31, 2021
(in thousands)		Senior				Healthcare Services				Life				Auto & Home				Corp & Elims				Consolidated
Revenue		$	147,694			$	11,077			$	32,036			$	6,135			$	(2,705	)		$	194,237
Operating expenses			(287,914	)			(19,492	)			(30,930	)			(4,700	)			(15,175	)			(358,211	)
Other expenses, net			—				—				—				—				(51	)			(51	)
Adjusted EBITDA			(140,220	)			(8,415	)			1,106				1,435				(17,931	)			(164,025	)
Share-based compensation expense																							(1,894	)
Non-recurring expenses																							(1,602	)
Depreciation and amortization																							(6,175	)
Loss on disposal of property, equipment, and software																							(5	)
Interest expense, net																							(10,587	)
Income tax benefit																							46,725
Net loss																						$	(137,563	)

		Six Months Ended December 31, 2022
(in thousands)		Senior				Healthcare Services				Life				Auto & Home				Corp & Elims				Consolidated
Revenue		$	301,340			$	98,546			$	70,830			$	14,890			$	(3,934	)		$	481,672
Operating expenses			(221,574	)			(119,635	)			(59,963	)			(10,164	)			(34,322	)			(445,658	)
Other income (expense), net			—				—				201				(1	)			(112	)			88
Adjusted EBITDA			79,766				(21,089	)			11,068				4,725				(38,368	)			36,102
Share-based compensation expense																							(5,566	)
Transaction costs																							(2,570	)
Depreciation and amortization																							(13,990	)
Loss on disposal of property, equipment, and software																							(371	)
Interest expense, net																							(37,780	)
Income tax benefit																							4,205
Net loss																						$	(19,970	)

		Six Months Ended December 31, 2021
(in thousands)		Senior				Healthcare Services				Life				Auto & Home				Corp & Elims				Consolidated
Revenue		$	248,299			$	17,060			$	78,019			$	13,604			$	(6,666	)		$	350,316
Operating expenses			(417,560	)			(29,405	)			(76,058	)			(10,796	)			(28,258	)			(562,077	)
Other expenses, net			—				—				—				—				(153	)			(153	)
Adjusted EBITDA			(169,261	)			(12,345	)			1,961				2,808				(35,077	)			(211,914	)
Share-based compensation expense																							(4,109	)
Non-recurring expenses																							(2,155	)
Depreciation and amortization																							(11,278	)
Loss on disposal of property, equipment, and software																							(355	)
Interest expense, net																							(19,122	)
Income tax benefit																							63,138
Net loss																						$	(185,795	)

SELECTQUOTE, INC. AND SUBSIDIARIES Net Loss to Adjusted EBITDA Reconciliation (Unaudited)
Guidance net loss to Adjusted EBITDA reconciliation, year ending June 30, 2023:
(in thousands)				Range
Net loss				$	(94,000	)			$	(78,000	)
Income tax benefit					(27,000	)				(25,000	)
Interest expense, net					74,000					74,000
Depreciation and amortization					24,000					24,000
Share-based compensation expense					12,000					12,000
Transaction costs					16,000					18,000
Adjusted EBITDA				$	5,000				$	25,000

 

Source: SelectQuote, Inc.