eHealthInsurance.com Investor Relations – News Release


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eHealth, Inc. Announces Third Quarter 2018 Results

MOUNTAIN VIEW, Calif., Oct. 25, 2018 /PRNewswire/ -- 

Third Quarter 2018 Overview

  • Revenue for the third quarter of 2018 was $40.8 million, a 30% increase compared to $31.5 million for the third quarter of 2017.
  • GAAP net loss for the third quarter of 2018 was $9.0 million compared to net loss of $2.2 million for the third quarter of 2017.
  • Adjusted EBITDA was $(6.9) million for the third quarter of 2018 compared to $(12.5) million for the third quarter of 2017.
  • Net cash used in operations for the third quarter of 2018 was $4.9 million compared to $12.9 million for the third quarter of 2017.

Effective January 1, 2018, eHealth adopted Accounting Standards Update 2014-09, Revenue from Contracts with Customers (ASC 606), using the full retrospective method. Prior period information presented has been adjusted to reflect the adoption of this new revenue recognition standard.

eHealth, Inc. (NASDAQ: EHTH), a leading private online health insurance exchange, announced today its financial results for the third quarter ended September 30, 2018.

Scott Flanders, chief executive officer of eHealth stated, "I am pleased with eHealth's solid third quarter performance and our increased momentum as we enter the important fourth quarter selling season. Third quarter year over year revenue growth was the strongest since 2015. We also achieved a significant improvement in our Adjusted EBITDA compared to the same quarter a year ago. We are confident in our operational readiness for this selling season, our ability to generate strong Medicare enrollment growth, and our ability to deliver on our full year financial guidance."

GAAP — Third Quarter of 2018 Results

Revenue — Revenue for the third quarter of 2018 totaled $40.8 million, a 30% increase compared to $31.5 million for the third quarter of 2017. Commission revenue for the third quarter of 2018 totaled $33.6 million, a 14% increase compared to $29.5 million for the third quarter of 2017. Other revenue for the third quarter of 2018 was $7.1 million, a 270% increase compared to $1.9 million for the third quarter of 2017.

Revenue from the Medicare segment was $32.7 million for the third quarter of 2018, a 42% increase compared to $23.0 million for the third quarter of 2017. Revenue from the Individual, Family and Small Business segment was $8.0 million for the third quarter of 2018, a 5% decrease compared to $8.5 million for the third quarter of 2017.

Loss from Operations — Loss from operations for the third quarter of 2018 was $15.5 million compared to loss from operations of $15.7 million for the third quarter of 2017.

Pre-tax Loss — Pre-tax loss for the third quarter of 2018 was $15.2 million compared to pre-tax loss of $15.4 million for the third quarter of 2017.

Benefit from Income Taxes — Benefit from income taxes for the third quarter of 2018 was $6.2 million compared to benefit from income taxes of $13.2 million for the third quarter of 2017.

Net Loss — Net loss for the third quarter of 2018 was $9.0 million, or $0.47 net loss per diluted share, compared to net loss of $2.2 million, or $0.12 net loss per diluted share, for the third quarter of 2017.

Segment Profit (Loss) Profit from our Medicare segment was $0.5 million for the third quarter of 2018 compared to loss of $5.8 million for the third quarter of 2017. Loss from our Individual, Family and Small Business segment was $0.6 million for the third quarter of 2018 compared to loss of $0.4 million for the third quarter of 2017.

Non-GAAP — Third Quarter of 2018 Results

Non-GAAP Operating Loss & Non-GAAP Net Income (Loss) — Non-GAAP operating loss for the third quarter of 2018 was $7.6 million compared to non-GAAP operating loss of $13.2 million for the third quarter of 2017. Non-GAAP net loss for the third quarter of 2018 was $4.3 million, or $0.22 net loss per diluted share, compared to non-GAAP net loss of $0.7 million, or $0.04 net loss per diluted share, for the third quarter of 2017.

Non-GAAP operating loss, non-GAAP net loss and non-GAAP net loss per diluted share for the third quarter of 2018 excludes $3.5 million of stock-based compensation expense, $3.8 million of expense for change in fair value of earnout liability related to our acquisition of GoMedigap and $0.5 million of amortization of intangible assets. Non-GAAP net loss and non-GAAP net loss per diluted share for the third quarter of 2018 also exclude $3.2 million of benefit from income tax effect of these adjustments. Non-GAAP operating loss, non-GAAP net income and non-GAAP net income per diluted share for the third quarter of 2017 excludes $2.2 million of stock-based compensation expense and $0.3 million of amortization of intangible assets. Non-GAAP net income and non-GAAP net income per diluted share for the third quarter of 2017 also exclude $1.0 million of benefit from income tax effect of these adjustments.

Adjusted EBITDA — Adjusted EBITDA was $(6.9) million for the third quarter of 2018 compared to $(12.5) million for the third quarter of 2017. Adjusted EBITDA is calculated by adding stock-based compensation, change in fair value of earnout liability related to our acquisition of GoMedigap, depreciation and amortization expense, acquisition costs, restructuring charges, amortization of intangible assets, net other income (expense), and benefit from income taxes to GAAP net loss.

Membership & Submitted Applications

Submitted Applications — Submitted applications for all Medicare products, which includes Medicare Advantage, Medicare Supplement and Prescription Drug Plans were 33,902 applications in the third quarter of 2018, a 17% increase compared to 28,926 applications in the third quarter of 2017. Submitted applications for individual and family plan products decreased 68% in the third quarter of 2018 to 1,662 applications compared to 5,127 applications in the third quarter of 2017.

Approved Members — Approved members for all Medicare products, which includes Medicare Advantage, Medicare Supplement and Prescription Drug Plans were 30,160 in the third quarter of 2018, a 14% increase compared to 26,387 applications in the third quarter of 2017. Approved members for individual and family plan products decreased 65% in the third quarter of 2018 to 1,810 members compared to 5,119 members in the third quarter of 2017.

Membership — Total estimated membership as of September 30, 2018 was 887,808 members, a 2% increase from 874,103 estimated members we reported as of September 30, 2017. Estimated Medicare membership as of September 30, 2018 was 409,888, a 30% increase compared to 314,505 estimated members we reported as of September 30, 2017. Estimated individual and family plan membership as of September 30, 2018 was 161,371 members, a 29% decrease compared to 227,330 estimated members we reported as of September 30, 2017.

Cash — Third Quarter of 2018

Cash Flows — Net cash used in operating activities was $4.9 million for the third quarter of 2018 compared to net cash used in operating activities of $12.9 million for the third quarter of 2017.

GAAP — Year-to-Date Results

Revenue — Revenue for the nine months ended September 30, 2018 totaled $116.5 million, an 8% increase compared to $107.6 million for the nine months ended September 30, 2017. Commission revenue for the nine months ended September 30, 2018 totaled $105.0 million, a 4% increase compared to $100.8 million for the nine months ended September 30, 2017. Other revenue for the nine months ended September 30, 2018 was $11.5 million, a 70% increase compared to $6.8 million for the nine months ended September 30, 2017.

Revenue from the Medicare segment was $89.0 million for the nine months ended September 30, 2018, a 23% increase compared to $72.6 million for the nine months ended September 30, 2017. Revenue from the Individual, Family and Small Business segment was $27.5 million for the nine months ended September 30, 2018, a 21% decrease compared to $35.0 million for the nine months ended September 30, 2017.

Loss from Operations — Loss from operations for the nine months ended September 30, 2018 was $39.1 million compared to loss from operations of $30.3 million for the nine months ended September 30, 2017.

Pre-tax Loss — Pre-tax loss for the nine months ended September 30, 2018 was $38.3 million compared to pre-tax loss of $29.4 million for the nine months ended September 30, 2017.

Benefit from Income Taxes — Benefit from income taxes for the nine months ended September 30, 2018 was $12.5 million compared to benefit from income taxes of $26.8 million for the nine months ended September 30, 2017.

Net Loss — Net loss for the nine months ended September 30, 2018 was $25.8 million, or $1.36 net loss per diluted share, compared to net loss of $2.6 million, or $0.14 net loss per diluted share, for the nine months ended September 30, 2017.

Segment Profit (Loss) Profit from our Medicare segment was $2.2 million for the nine months ended September 30, 2018 compared to loss of $8.7 million for the nine months ended September 30, 2017. Profit from our Individual, Family and Small Business segment was $2.3 million for the nine months ended September 30, 2018, compared to profit of $8.4 million for the nine months ended September 30, 2017.

Non-GAAP — Year-to-Date Results

Non-GAAP Operating Loss & Non-GAAP Net Income (Loss) Non-GAAP operating loss for the nine months ended September 30, 2018 was $20.1 million compared to non-GAAP operating loss of $22.5 million for the nine months ended September 30, 2017. Non-GAAP net loss for the nine months ended September 30, 2018 was $13.0 million, or $0.68 net loss per diluted share, compared to non-GAAP net income of $2.0 million, or $0.11 net income per diluted share, for the nine months ended September 30, 2017.

Non-GAAP operating loss, non-GAAP net loss and non-GAAP net loss per diluted share for the nine months ended September 30, 2018 exclude $9.2 million of stock-based compensation expense, $6.3 million change in fair value of earnout liability, $0.1 million acquisition costs, $1.9 million restructuring charges and $1.5 million of amortization of intangible assets. Non-GAAP net loss and non-GAAP net loss per diluted share for the nine months ended September 30, 2018 also excludes $6.2 million of benefit from income tax effect of these adjustments. Non-GAAP operating loss, non-GAAP net income and non-GAAP net income per diluted share for the nine months ended September 30, 2017 exclude $6.9 million of stock-based compensation expense and $0.8 million of amortization of intangible assets.  Non-GAAP net income and non-GAAP net income per diluted share for the nine months ended September 30, 2017 also exclude $3.1 million of benefit from income tax effect of these adjustments.

Adjusted EBITDA Adjusted EBITDA for the nine months ended September 30, 2018 was $(18.2) million compared to $(20.3) million for the nine months ended September 30, 2017. Adjusted EBITDA is calculated by adding stock-based compensation, change in fair value of earnout liability related to our acquisition of GoMedigap, depreciation and amortization expense, acquisition costs, restructuring charges, amortization of intangible assets, other income (expense), net and benefit from income taxes to GAAP net loss.

Membership & Submitted Applications

Submitted Applications — Submitted applications for all Medicare products, which includes Medicare Advantage, Medicare Supplement and Prescription Drug Plans was 102,687 applications in the nine months ended September 30, 2018, a 12% increase compared to 91,369 applications in the nine months ended September 30, 2017. Submitted applications for individual and family plan products decreased 68% in the nine months ended September 30, 2018 to 10,578 applications compared to 32,563 applications in the nine months ended September 30, 2017.

Cash — Year-to-Date

Cash Flows — Net cash provided by operating activities was $5.5 million for the nine months ended September 30, 2018 compared to net cash used in operating activities of $5.4 million for the nine months ended September 30, 2017.

2018 Guidance

eHealth is reaffirming guidance for the full year ending December 31, 2018 based on information available as of October 25, 2018. These expectations are forward-looking statements, and eHealth assumes no obligation to update these statements. Actual results may be materially different and are affected by the risk factors and uncertainties identified in this release and in eHealth's annual and quarterly filings with the Securities and Exchange Commission.

  • Total revenue is expected to be in the range of $217.5 million to $227.5 million. Revenue from the Medicare segment is expected to be in the range of $178.5 million to $183.5 million. Revenue from the Individual, Family and Small Business segment is expected to be in the range of $39.0 million to $44.0 million.
  • GAAP net income is expected to be in the range of $1.6 million to $6.6 million.
  • GAAP net income per share is expected to be in the range of $0.08 to $0.34 per share.
  • Non-GAAP net income per diluted share(a) is expected to be in the range of $0.69 to $0.95 per share.
  • Adjusted EBITDA(b) is expected to be in the range of $21.9 million to $26.9 million.
  • Medicare segment profit(c) for the year ending December 31, 2018 is expected to be in the range of $45.5 million to $49.5 million. Individual, Family and Small Business segment profit(c) for the year ending December 31, 2018 is expected to be in the range of $6.0 million to $7.0 million. Corporate(d) shared service expenses, excluding stock-based compensation and depreciation and amortization expense, is expected to be approximately $29.5 million.
  • Adjusted EBITDA per diluted share(e) is expected to be in the range of $1.13 to $1.39 per share.


(a) Non-GAAP net income per diluted share is calculated by adding stock-based compensation expense, change in fair value of earnout liability, acquisition costs, restructuring charges, intangible asset amortization expense and the income tax effect of these adjustments to GAAP net income.






(b) Adjusted EBITDA is calculated by adding stock-based compensation, change in fair value of earnout liability, depreciation and amortization expense, acquisition costs, restructuring charges, amortization of intangible assets, other income (expense) and provision (benefit) for income taxes to GAAP net income.






(c) Segment profit is calculated as revenue for the applicable segment less Marketing and Advertising, Customer Care and Enrollment, Technology and Content and General and Administrative operating expenses, excluding stock-based compensation, change in fair value of earnout liability, depreciation and amortization expense and amortization of intangible assets, that are directly attributable to the applicable segment and other indirect Marketing and Advertising, Customer Care and Enrollment and Technology and Content operating expenses, excluding stock-based compensation, depreciation and amortization expense and amortization of intangible assets, allocated to the applicable segment based on usage.






(d) Corporate consists of other indirect General and Administrative operating expenses, excluding stock-based compensation and depreciation and amortization expense, which are managed in a corporate shared services environment and, since they are not the responsibility of segment operating management, are not allocated to the reportable segments.






(e) Adjusted EBITDA per diluted share is calculated by adding stock-based compensation, change in fair value of earnout liability, depreciation and amortization expense, acquisition costs, restructuring charges, amortization of intangible assets, other income (expense) and provision for income taxes to GAAP net income per share.

Webcast and Conference Call Information

A Webcast and conference call will be held today, Thursday, October 25, 2018 at 5:00 p.m. Eastern / 2:00 p.m. Pacific Time.  The Webcast will be available live on the Investor Relations section on eHealth's website at http://ir.ehealthinsurance.com. Individuals interested in listening to the conference call may do so by dialing (877) 930-8066 for domestic callers and (253) 336-8042 for international callers. The participant passcode is 2659338. A telephone replay will be available two hours following the conclusion of the call for a period of seven days and can be accessed by dialing (855) 859-2056 for domestic callers and (404) 537-3406 for international callers. The call ID for the replay is 2659338. The live and archived webcast of the call will also be available on eHealth's website at http://www.ehealthinsurance.com under the Investor Relations section.

About eHealth, Inc.

eHealth, Inc. (NASDAQ: EHTH) operates eHealth.com, a leading private online health insurance exchange where individuals, families and small businesses can compare health insurance products from leading insurers side by side and purchase and enroll in coverage online. eHealth offers thousands of individual, family and small business health plans underwritten by many of the nation's leading health insurance companies. eHealth (through its subsidiaries) is licensed to sell health insurance in all 50 states and the District of Columbia. eHealth also offers educational resources and powerful online and pharmacy-based tools to help Medicare beneficiaries navigate Medicare health insurance options, choose the right plan and enroll in select plans online through PlanPrescriber.com (www.PlanPrescriber.com), eHealthMedicare.com (www.eHealthMedicare.com) and Medicare.com (www.Medicare.com) and GoMedigap.com (www.GoMedigap.com).

Forward-Looking Statements

This press release contains statements that are forward-looking statements as defined within the Private Securities Litigation Reform Act of 1995. These include statements regarding our operational readiness for the fourth quarter selling season, Medicare enrollment growth, our ability to deliver on our financial guidance, our estimates regarding constrained lifetime values of commissions per member and constraints on lifetime value by product category, total membership, Medicare membership, Individual and Family plan membership, ancillary and small business membership, and our guidance for the full year ending December 31, 2018, including our guidance for total revenue, revenue from the Medicare segment, revenue from the Individual, Family and Small Business segment, GAAP net income, Adjusted EBITDA, profit from the Medicare segment, profit from the Individual, Family and Small Business segment, Corporate shared service expense, GAAP net income per share, Non-GAAP net income per share and Adjusted EBITDA per share.

These forward-looking statements are inherently subject to various risks and uncertainties that could cause actual results to differ materially from the statements made. In particular, we are required by the new revenue recognition standard to make numerous assumptions that are based upon historical trends and management judgment.  These assumptions may change over time and have a material impact on our revenue recognition, guidance, and results of operations.  Please review the assumptions stated in this section carefully as well as the disclosures about our implementation of the new revenue recognition standard in our Form 10-Q for the fiscal quarters ended March 31, 2018 and June 30, 2018.

The risks and uncertainties that could cause our results to differ materially from those expressed or implied by such forward-looking statements include risks associated with the impact of healthcare reform; our ability to retain existing members and enroll a large number of new members during the annual healthcare reform open enrollment period and Medicare annual enrollment period; the impact of annual enrollment period for the purchase of individual and family health insurance and its timing on our recognition of revenue; our ability to sell qualified health insurance plans to subsidy-eligible individuals and to enroll subsidy eligible individuals through government-run health insurance exchanges; changes in laws and regulations, including in connection with healthcare reform; our ability to successfully make and integrate acquisitions; our health insurance benefit packages' ability to meet individual customer's specific health insurance and price needs; our ability to comply with CMS guidance and impact on conversion rates as a result of the federal exchange changes to enrollment; competition, including competition from government-run health insurance exchanges; seasonality of our business and the fluctuation of our operating results; our ability to retain existing members and limit member turnover; changes in consumer behaviors and their selection of individual and family health insurance products, including the selection of products for which we receive lower commissions; a reduction of product offerings among carriers and the resulting impact on our commission revenue; carriers exiting the market of selling individual and family health insurance and the resulting impact on our supply and commission revenue; our ability to execute on our growth strategy in the Medicare and small business health insurance markets; the impact of increased health insurance costs on demand; our ability to timely receive and accurately predict the amount of commission payments from health insurance carriers; timing of commission payments from health insurance carriers; medical loss ratio requirements; delays in our receipt of items required to recognize Medicare revenue; changes in member conversion rates; our ability to accurately estimate membership; our relationships with health insurance carriers; customer concentration and consolidation of the health insurance industry; our success in marketing and selling health insurance plans and our unit cost of acquisition; our ability to hire, train and retain licensed health insurance agents and other employees; the need for health insurance carrier and regulatory approvals in connection with the marketing of Medicare-related insurance products; costs of acquiring new members; scalability of the Medicare business; lack of membership growth and retention rates; consumers satisfaction of our service; changes in competitive landscape; our ability to attract and to convert online visitors into paying members; changes in products offered on our ecommerce platform; changes and reductions in commission rates; maintaining and enhancing our brand identity; our ability to derive desired benefits from investments in our business, including membership growth initiatives; dependence on acceptance of the Internet as a marketplace for the purchase and sale of health insurance; reliance on marketing partners; the impact of our digital marketing efforts; timing of receipt and accuracy of commission reports; payment practices of health insurance carriers; dependence on our operations in China; compliance with insurance and other laws and regulations; exposure to security risks; and the performance, reliability and availability of our ecommerce platform and underlying network infrastructure.  Other factors that could cause operating, financial and other results to differ are described in eHealth's most recent Quarterly Report on Form 10-Q or Annual Report on Form 10-K filed with the Securities and Exchange Commission and available on the investor relations page of eHealth's website at http://www.ehealthinsurance.com and on the Securities and Exchange Commission's website at www.sec.gov.

All forward-looking statements in this press release are based on information available to eHealth as of the date hereof, and eHealth does not assume any obligation to update the forward-looking statements provided to reflect events that occur or circumstances that exist after the date on which they were made, except as required by law.

Non-GAAP Financial Information
This press release includes financial measures that are not in accordance with U.S. generally accepted accounting principles (GAAP). To supplement eHealth's condensed consolidated financial statements presented in accordance with GAAP, eHealth presents investors with certain non-GAAP financial measures, including non-GAAP operating income (loss); non-GAAP operating margins; adjusted earnings before interest, taxes, depreciation and amortization (Adjusted EBITDA); non-GAAP net income (loss), non-GAAP net income (loss) per diluted share and Adjusted EBITDA per share.

  • Non-GAAP operating income (loss) consists of GAAP operating income (loss) excluding the following items:
    • the effects of expensing stock-based compensation related to stock options and restricted stock units,
    • change in fair value of earnout liability,
    • acquisition costs,
    • restructuring charges, and
    • amortization of intangible assets.
  • Non-GAAP operating margins are calculated by dividing non-GAAP operating income (loss) by GAAP total revenue.
  • Non-GAAP net income (loss) consists of GAAP net income (loss) excluding the following items:
    • the effects of expensing stock-based compensation related to stock options and restricted stock units,
    • change in fair value of earnout liability,
    • acquisition costs,
    • restructuring charges,
    • amortization of intangible assets, and
    • the income tax impact of excluded items.
  • Adjusted EBITDA is calculated by adding stock-based compensation, change in fair value of earnout liability, depreciation and amortization expense, acquisition costs, restructuring charges, amortization of intangible assets, other income (expense) and provision (benefit) for income taxes to GAAP net income (loss).

eHealth believes that the presentation of these non-GAAP financial measures provide important supplemental information to management and investors regarding financial and business trends relating to eHealth's financial condition and results of operations. Management believes that the use of these non-GAAP financial measures provides consistency and comparability with eHealth's past financial reports. Management also believes that the items described above provides an additional measure of eHealth's operating results and facilitates comparisons of eHealth's core operating performance against prior periods and business model objectives. This information is provided to investors in order to facilitate additional analyses of past, present and future operating performance and as a supplemental means to evaluate eHealth's ongoing operations. eHealth believes that these non-GAAP financial measures are useful to investors in their assessment of eHealth's operating performance.

Non-GAAP operating income (loss), non-GAAP operating margins, Adjusted EBITDA, non-GAAP net income (loss), non-GAAP net income (loss) per diluted share and Adjusted EBITDA per share are not calculated in accordance with GAAP, and should be considered supplemental to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. Non-GAAP financial measures used in this press release have limitations in that they do not reflect all of the revenue and costs associated with the operations of eHealth's business and do not reflect income tax as determined in accordance with GAAP. As a result, you should not consider these measures in isolation or as a substitute for analysis of eHealth's results as reported under GAAP. eHealth expects to continue to incur the stock-based compensation costs and purchased intangible asset amortization costs described above, and exclusion of these costs, and their related income tax benefits, from non-GAAP financial measures should not be construed as an inference that these costs are unusual or infrequent. eHealth compensates for these limitations by prominently disclosing GAAP operating income (loss), GAAP operating margins, GAAP net income (loss) and GAAP net income (loss) per diluted share and providing investors with reconciliations from eHealth's GAAP operating results to the non-GAAP financial measures for the relevant periods.

The accompanying tables provide more details on the GAAP financial measures that are most directly comparable to the non-GAAP financial measures described above and the related reconciliations between these financial measures.

Investor Relations Contact:
Kate Sidorovich, CFA
Vice President Investor Relations
440 East Middlefield Road
Mountain View, CA 94043
(650) 210-3111
kate.sidorovich@ehealth.com
http://ir.ehealthinsurance.com

EHEALTH, INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(In thousands, unaudited)



December 31


September 30,


2017


2018

Assets




Current assets:




Cash and cash equivalents

$

40,293



$

20,348


Accounts receivable

1,475



2,140


Commissions receivable - current

109,666



101,214


Prepaid expenses and other current assets

4,305



12,751


Total current assets

155,739



136,453


Commissions receivable - non-current

169,751



164,521


Property and equipment, net

4,705



7,011


Other assets

7,287



10,995


Intangible assets, net

7,540



12,796


Goodwill

14,096



40,233


Total assets

$

359,118



$

372,009


Liabilities and stockholders' equity




Current liabilities:




Accounts payable

$

3,246



$

4,909


Accrued compensation and benefits

15,498



13,549


Accrued marketing expenses

4,693



3,058


Earnout liability- current



17,673


Other current liabilities

2,008



7,303


Total current liabilities

25,445



46,492


Earnout liability - non-current



16,327


Deferred income taxes - non-current

45,089



32,410


Other non-current liabilities

1,920



2,316


Stockholders' equity:




Common stock

30



31


Additional paid-in capital

281,706



295,408


Treasury stock, at cost

(199,998)



(199,998)


Retained earnings

204,725



178,894


Accumulated other comprehensive income

201



129


Total stockholders' equity

286,664



274,464


Total liabilities and stockholders' equity

$

359,118



$

372,009


 

EHEALTH, INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(In thousands, except per share amounts, unaudited)



Three Months Ended


Nine Months Ended


September 30,


September 30,


2017


2018


2017


2018

Revenue








Commission

$

29,539



$

33,613



$

100,827



$

104,966


Other

1,927



7,138



6,761



11,512


Total revenue

31,466



40,751



107,588



116,478


Operating costs and expenses:








Cost of revenue

(9)



170



228



473


Marketing and advertising

13,383



16,148



42,678



45,756


Customer care and enrollment

15,798



17,272



39,919



43,730


Technology and content

8,354



7,740



24,358



23,368


General and administrative

9,353



10,528



29,879



32,459


Change in fair value of earnout liability



3,800





6,300


Restructuring charges







1,865


Acquisition costs







76


Amortization of intangible assets

260



547



780



1,545


Total operating costs and expenses

47,139



56,205



137,842



155,572


Loss from operations

(15,673)



(15,454)



(30,254)



(39,094)


Other income, net

300



296



875



776


Loss before benefit from income taxes

(15,373)



(15,158)



(29,379)



(38,318)


Benefit from income taxes

(13,197)



(6,186)



(26,777)



(12,487)


Net loss

$

(2,176)



$

(8,972)



$

(2,602)



$

(25,831)










Net loss per share:








Basic

$

(0.12)



$

(0.47)



$

(0.14)



$

(1.36)


Diluted

$

(0.12)



$

(0.47)



$

(0.14)



$

(1.36)










Weighted-average number of shares used in per share amounts:








Basic

18,565



19,236



18,473



19,059


Diluted

18,565



19,236



18,473



19,059










Includes stock-based compensation as follows:








Marketing and advertising

$

284



$

545



$

719



$

1,477


Customer care and enrollment

131



194



267



565


Technology and content

310



388



978



1,115


General and administrative

1,521



2,416



4,984



6,067


Restructuring







251


Total stock-based compensation expense

$

2,246



$

3,543



$

6,948



$

9,475


 

EHEALTH, INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(In thousands, unaudited)



Three Months Ended


Nine Months Ended


September 30,


September 30,


2017


2018


2017


2018

Operating activities








Net loss

$

(2,176)



$

(8,972)



$

(2,602)



$

(25,831)


Adjustments to reconcile net loss to net cash provided by (used in) operating activities:








Deferred income taxes

(13,206)



(6,197)



(25,337)



(12,679)


Depreciation and amortization

699



620



2,212



1,870


Amortization of internally developed software

404



572



1,055



1,583


Amortization of intangible assets

260



547



780



1,545


Stock-based compensation expense

2,246



3,543



6,948



9,475


Change in fair value of earnout liability



3,800





6,300


Other non-cash items

(39)



11



(90)



387


Changes in operating assets and liabilities:








Accounts receivable

(2,928)



(1,294)



(1,542)



(665)


Commissions receivable

2,439



1,661



22,584



29,156


Prepaid expenses and other assets

(2,916)



(7,089)



(3,004)



(8,209)


Accounts payable

1,246



2,715



(1,552)



1,513


Accrued compensation and benefits

758



1,517



(41)



(2,081)


Accrued marketing expenses

(2,480)



316



(5,251)



(1,635)


Deferred revenue

2,710



4,978



2,220



5,354


Accrued expense and other liabilities

109



(1,676)



(1,793)



(595)


Net cash provided by (used in) operating activities

(12,874)



(4,948)



(5,413)



5,488


Investing activities








Capitalized internal-use software and website development costs

(840)



(1,581)



(2,505)



(4,344)


Purchases of property and equipment and other assets

(378)



(2,349)



(1,483)



(3,471)


Acquisition of business, net of cash acquired







(14,929)


Net cash used in investing activities

(1,218)



(3,930)



(3,988)



(22,744)


Financing activities








Proceeds from exercise of common stock options

130



1,362



179



2,030


Cash used to net-share settle equity awards

(705)



(1,656)



(1,101)



(3,398)


Debt issuance cost payments



(1,172)





(1,172)


Principal payments in connection with capital leases

(18)



(26)



(80)



(78)


Net cash used in financing activities

(593)



(1,492)



(1,002)



(2,618)


Effect of exchange rate changes on cash and cash equivalents

(18)



(56)



(1)



(71)


Net decrease in cash and cash equivalents

(14,703)



(10,426)



(10,404)



(19,945)


Cash and cash equivalents at beginning of period

66,080



30,774



61,781



40,293


Cash and cash equivalents at end of period

$

51,377



$

20,348



$

51,377



$

20,348


 

EHEALTH, INC.

SEGMENT INFORMATION

(In thousands, unaudited)



Three Months Ended
September 30,


Nine Months Ended
September 30,


2017


2018


2017


2018

Revenue








Medicare (1)

$

22,999



$

32,733



$

72,571



$

88,964


Individual, Family and Small Business (2)

8,467



8,018



35,017



27,514


Total revenue

$

31,466



$

40,751



$

107,588



$

116,478










Segment profit (loss)








Medicare segment profit (loss) (3)

$

(5,796)



$

467



$

(8,738)



$

2,174


Individual, Family and Small Business segment profit (loss) (3)

(404)



(579)



8,431



2,292


Total segment profit (loss)

(6,200)



(112)



(307)



4,466


Corporate (4)

(6,268)



(6,832)



(20,007)



(22,680)


Stock-based compensation expense

(2,246)



(3,543)



(6,948)



(9,224)


Depreciation and amortization

(699)



(620)



(2,212)



(1,870)


Change in fair value of earnout liability



(3,800)





(6,300)


Restructuring charges







(1,865)


Acquisition costs







(76)


Amortization of intangible assets

(260)



(547)



(780)



(1,545)


Other income (expense), net

300



296



875



776


Loss before benefit from income taxes

$

(15,373)



$

(15,158)



$

(29,379)



$

(38,318)


Segment Information

We evaluate our business performance and manage our operations as two distinct reporting segments:

  • Medicare and
  • Individual, Family and Small Business.

 

(1)

The Medicare segment consists primarily of amounts earned from our sale of Medicare-related health insurance plans, including Medicare Advantage, Medicare Supplement and Medicare Part D prescription drug plans, and to a lesser extent, ancillary products sold to our Medicare-eligible customers, including but not limited to, dental, vision, and life, our advertising program that allows Medicare-related carriers to purchase advertising on a separate website developed, hosted and maintained by us and our delivery and sale to third parties of Medicare-related health insurance leads generated by our ecommerce platforms and our marketing activities.

(2)

The Individual, Family and Small Business segment consists primarily of amounts earned from our sale of individual and family and small business health insurance plans and ancillary products sold to our non-Medicare-eligible customers, including but not limited to, dental, vision, life and short term insurance plans. To a lesser extent, the Individual, Family and Small Business segment consists of amounts earned from our online sponsorship program that allows carriers to purchase advertising space in specific markets in a sponsorship area on our website, our licensing to third parties the use of our health insurance ecommerce technology and our delivery and sale to third parties of individual and family health insurance leads generated by our ecommerce platforms and our marketing activities.

(3)

Segment profit (loss) is calculated as revenue for the applicable segment less Marketing and Advertising, Customer Care and Enrollment, Technology and Content and General and Administrative operating expenses, excluding stock-based compensation, depreciation and amortization expense, restructuring benefit and amortization of intangible assets, that are directly attributable to the applicable segment and other indirect Marketing and Advertising, Customer Care and Enrollment and Technology and Content operating expenses, excluding stock-based compensation, depreciation and amortization expense and amortization of intangible assets, allocated to the applicable segment based on usage.

(4)

Corporate consists of other indirect General and Administrative operating expenses, excluding stock-based compensation, depreciation and amortization expense, which are managed in a corporate shared services environment and, because they are not the responsibility of segment operating management, are not allocated to the reportable segments.

 

EHEALTH, INC.

RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES

(In thousands, except per share amounts, unaudited)



Three Months Ended September 30,


2017


2018


Amount


Percent of
Total Revenue


Amount


Percent of
Total Revenue

GAAP marketing and advertising expense

$

13,383



43%


$

16,148



40%

Stock-based compensation expense (1)

(284)



(1)%


(545)



(1)%

Non-GAAP marketing and advertising expense

$

13,099



42%


$

15,603



38%









GAAP customer care and enrollment expense

$

15,798



50%


$

17,272



42%

Stock-based compensation expense (1)

(131)



—%


(194)



—%

Non-GAAP customer care and enrollment expense

$

15,667



50%


$

17,078



42%









GAAP technology and content expense

$

8,354



27%


$

7,740



19%

Stock-based compensation expense (1)

(310)



(1)%


(388)



(1)%

Non-GAAP technology and content expense

$

8,044



26%


$

7,352



18%









GAAP general and administrative expense

$

9,353



30%


$

10,528



26%

Stock-based compensation expense (1)

(1,521)



(5)%


(2,416)



(6)%

Non-GAAP general and administrative expense

$

7,832



25%


$

8,112



20%









GAAP operating costs and expenses

$

47,139



150%


$

56,205



138%

Stock-based compensation expense (1)

(2,246)



(7)%


(3,543)



(9)%

Change in fair value of earnout liability (2)



—%


(3,800)



(9)%

Amortization of intangible assets (3)

(260)



(1)%


(547)



(1)%

Non-GAAP operating costs and expenses

$

44,633



142%


$

48,315



119%









GAAP loss from operations

$

(15,673)



(50)%


$

(15,454)



(38)%

Stock-based compensation expense (1)

2,246



7%


3,543



9%

Change in fair value of earnout liability (2)



—%


3,800



9%

Amortization of intangible assets (3)

260



1%


547



1%

Non-GAAP loss from operations

$

(13,167)



(42)%


$

(7,564)



(19)%

Explanation of Adjustments

(1)

Non-GAAP loss from operations and non-GAAP expenses exclude the effect of expensing stock-based compensation related to stock options and restricted stock units.

(2)

Non-GAAP loss from operations excludes the change in fair value of earnout liability related to the acquisition of GoMedigap, which was completed in January 2018.

(3)

Non-GAAP loss from operations excludes amortization of intangible assets.

 

EHEALTH, INC.

RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES

(In thousands, except per share amounts, unaudited)



Nine Months Ended September 30,


2017


2018


Amount


Percent of
Total Revenue


Amount


Percent of
Total Revenue

GAAP marketing and advertising expense

$

42,678



40%


$

45,756



39%

Stock-based compensation expense (1)

(719)



(1)%


(1,477)



(1)%

Non-GAAP marketing and advertising expense

$

41,959



39%


$

44,279



38%









GAAP customer care and enrollment expense

$

39,919



37%


$

43,730



38%

Stock-based compensation expense (1)

(267)



—%


(565)



—%

Non-GAAP customer care and enrollment expense

$

39,652



37%


$

43,165



37%









GAAP technology and content expense

$

24,358



23%


$

23,368



20%

Stock-based compensation expense (1)

(978)



(1)%


(1,115)



(1)%

Non-GAAP technology and content expense

$

23,380



22%


$

22,253



19%









GAAP general and administrative expense

$

29,879



28%


$

32,459



28%

Stock-based compensation expense (1)

(4,984)



(5)%


(6,067)



(5)%

Non-GAAP general and administrative expense

$

24,895



23%


$

26,392



23%









GAAP operating costs and expenses

$

137,842



128%


$

155,572



134%

Stock-based compensation expense (1)

(6,948)



(6)%


(9,224)



(8)%

Change in fair value of earnout liability (2)



—%


(6,300)



(5)%

Acquisition costs (3)



—%


(76)



—%

Restructuring charges (4)



—%


(1,865)



(2)%

Amortization of intangible assets (5)

(780)



(1)%


(1,545)



(1)%

Non-GAAP operating costs and expenses

$

130,114



121%


$

136,562



117%









GAAP loss from operations

$

(30,254)



(28)%


$

(39,094)



(34)%

Stock-based compensation expense (1)

6,948



6%


9,224



8%

Change in fair value of earnout liability (2)



—%


6,300



5%

Acquisition costs (3)



—%


76



—%

Restructuring charges (4)



—%


1,865



2%

Amortization of intangible assets (5)

780



1%


1,545



1%

Non-GAAP loss from operations

$

(22,526)



(21)%


$

(20,084)



(17)%

Explanation of Adjustments

(1)

Non-GAAP loss from operations and non-GAAP expenses exclude the effect of expensing stock-based compensation related to stock options and restricted stock units.

(2)

Non-GAAP loss from operations excludes the change in fair value of earnout liability related to the acquisition of GoMedigap, which was completed in January 2018.

(3)

Non-GAAP loss from operations excludes costs related to the acquisition of GoMedigap, which was completed in January 2018.

(4)

Non-GAAP loss from operations excludes restructuring charges.

(5)

Non-GAAP loss from operations excludes amortization of intangible assets.

 

EHEALTH, INC.

RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES

(In thousands, except per share amounts, unaudited)



Three Months Ended


Nine Months Ended


September 30,


September 30,


2017


2018


2017


2018

GAAP net loss

$

(2,176)



$

(8,972)



$

(2,602)



$

(25,831)


Stock-based compensation expense (1)

2,246



3,543



$

6,948



9,224


Change in fair value of earnout liability (2)



3,800





6,300


Acquisition costs (3)







76


Restructuring charges (4)







1,865


Amortization of intangible assets (5)

260



547



780



1,545


Benefit from income taxes (6)

(1,021)



(3,219)



(3,148)



(6,197)


Non-GAAP net income (loss)

$

(691)



$

(4,301)



$

1,978



$

(13,018)










GAAP net loss per diluted share

$

(0.12)



$

(0.47)



$

(0.14)



$

(1.36)


Stock-based compensation expense (1)

0.12



0.18



0.38



0.49


Change in fair value of earnout liability (2)



0.20





0.33


Acquisition costs (3)








Restructuring charges(4)







0.10


Amortization of intangible assets (5)

0.01



0.03



0.04



0.08


Benefit from income taxes (6)

(0.05)



(0.16)



(0.17)



(0.32)


Non-GAAP net income (loss) per diluted share

$

(0.04)



$

(0.22)



$

0.11



$

(0.68)










GAAP net loss

$

(2,176)



$

(8,972)



$

(2,602)



$

(25,831)


Stock-based compensation expense (1)

2,246



3,543



6,948



9,224


Change in fair value of earnout liability (2)



3,800





6,300


Depreciation and amortization (7)

699



620



2,212



1,870


Acquisition costs (3)







76


Restructuring charges (4)







1,865


Amortization of intangible assets (5)

260



547



780



1,545


Other income (expense), net (8)

(300)



(296)



(875)



(776)


Benefit from income taxes (6)

(13,197)



(6,186)



(26,777)



(12,487)


Adjusted EBITDA

$

(12,468)



$

(6,944)



$

(20,314)



$

(18,214)


Explanation of Adjustments

(1)

Non-GAAP net income (loss), Non-GAAP net income (loss) per diluted share and Adjusted EBITDA exclude the effect of expensing stock-based compensation related to stock options and restricted stock units.

(2)

Non-GAAP net income (loss), Non-GAAP net income (loss) per diluted share and Adjusted EBITDA exclude the change in fair value of earnout liability related to the acquisition of GoMedigap, which was completed in January 2018.

(3)

Non-GAAP net income (loss), Non-GAAP net income (loss) per diluted share and Adjusted EBITDA exclude costs related to the acquisition of GoMedigap, which was completed in January 2018.

(4)

Non-GAAP net income (loss), Non-GAAP net income (loss) per diluted share and Adjusted EBITDA exclude restructuring charges.

(5)

Non-GAAP net income (loss), Non-GAAP net income (loss) per diluted share and Adjusted EBITDA exclude amortization of intangible assets.

(6)

Non-GAAP net income (loss), Non-GAAP net income (loss) per share and Adjusted EBITDA exclude benefit from income taxes.

(7)

Adjusted EBITDA excludes depreciation and amortization.

(8)

Adjusted EBITDA excludes other income (expense), net.

 

EHEALTH, INC.

SUMMARY OF SELECTED METRICS

COMMISSION REVENUE BY PRODUCT

(In thousands, unaudited)



Three Months Ended




Nine Months Ended




September 30,




September 30,




2017


2018


Percent
Change


2017


2018


Percent
Change

Medicare












Medicare Advantage

$

17,544



$

17,976



2

%


$

55,426



$

57,649



4

%

Medicare Supplement

3,442



7,358



114

%


10,242



18,305



79

%

Medicare Part D

977



1,005



3

%


3,558



2,879



(19)

%

Total Medicare

21,963



26,339



20

%


69,226



78,833



14

%













Individual and Family (1)












Non-Qualified Health Plans

1,665



876



(47)

%


7,426



3,386



(54)

%

Qualified Health Plans

323



1,169



262

%


6,089



5,006



(18)

%

Total Individual and Family

1,988



2,045



3

%


13,515



8,392



(38)

%













Ancillary












Short-term

1,405



1,699



21

%


4,280



4,242



(1)

%

Dental

960



245



(74)

%


3,810



1,611



(58)

%

Vision

285



126



(56)

%


1,137



857



(25)

%

Other

1,040



1,006



(3)

%


2,567



3,659



43

%

Total Ancillary

3,690



3,076



(17)

%


11,794



10,369



(12)

%













Small Business

1,506



1,697



13

%


4,962



5,828



17

%













Commission Bonus

392



456



16

%


1,330



1,544



16

%













Total Commission Revenue

$

29,539



$

33,613



14

%


$

100,827



$

104,966



4

%



(1)

We define our Individual and Family Plan offerings as major medical individual and family health insurance plans, which does not include Medicare-related, small business or ancillary plans. Individual and family health insurance plans include both Qualified and Non-Qualified plans. Qualified health plans are individual and family health insurance plans that meet the requirements of the Affordable Care Act and are offered through the government-run health insurance exchange in the relevant jurisdiction. Non-Qualified health plans are individual and family health insurance plans that meet the requirements of the Affordable Care Act and are not offered through the exchange in the relevant jurisdiction. Individuals who purchase Non-Qualified health plans cannot receive a subsidy in connection with the purchase of those plans.

 

EHEALTH, INC.

SUMMARY OF SELECTED METRICS

SUBMITTED APPLICATIONS

(Unaudited)



Three Months Ended




Nine Months Ended




September 30,




September 30,




2017


2018


Percent
Change


2017


2018


Percent
Change

Medicare (1)












Medicare Advantage

21,010



21,115



%


65,880



69,060



5

%

Medicare Supplement

4,578



8,924



95

%


13,275



22,180



67

%

Medicare Part D

3,338



3,863



16

%


12,214



11,447



(6)

%

Total Medicare

28,926



33,902



17

%


91,369



102,687



12

%













Individual and Family (2)












Non-Qualified Health Plans

4,041



1,224



(70)

%


22,403



6,419



(71)

%

Qualified Health Plans

1,086



438



(60)

%


10,160



4,159



(59)

%

Total Individual and Family

5,127



1,662



(68)

%


32,563



10,578



(68)

%













Ancillary (3)












Short-term

26,527



30,365



14

%


73,226



75,639



3

%

Dental

14,523



9,111



(37)

%


54,635



31,428



(42)

%

Vision

5,937



4,318



(27)

%


21,998



14,111



(36)

%

Other

7,762



10,641



37

%


19,257



32,759



70

%

Total Ancillary

54,749



54,435



(1)

%


169,116



153,937



(9)

%













Small Business (4)

1,239



1,843



49

%


3,681



5,235



42

%













Total Submitted Applications

90,041



91,842



2

%


296,729



272,437



(8)

%

Submitted Applications

Applications are counted as submitted when the applicant completes the application and either clicks the submit button on our website or provides verbal authorization to submit the application. The applicant may have additional actions to take before the application will be reviewed by the insurance carrier, such as providing additional information. In addition, an applicant may submit more than one application.

(1)

Medicare-related health insurance applications submitted on our website or through our customer care center during the period, including Medicare Advantage, Medicare Part D prescription drug and Medicare Supplement plans.

(2)

Major medical Individual and Family plan ("IFP") health insurance applications submitted on our website during the period. An applicant may submit more than one application. We define our IFP offerings as major medical individual and family health insurance plans, which does not include Medicare-related, small business or ancillary plans.

(3)

Ancillary Plans consists primarily of short-term, dental and vision insurance plans submitted on our website during the period.

(4)

Applications for small business health insurance applications are counted as submitted when the applicant completes the application, the employees complete their applications, the applicant submits the application to us and we submit the application to the carrier.

 

EHEALTH, INC.

SUMMARY OF SELECTED METRICS

APPROVED MEMBERS

(Unaudited)



Three Months Ended




Nine Months Ended




September 30,




September 30,




2017


2018


Percent
Change


2017


2018


Percent
Change

Medicare












Medicare Advantage

19,572



19,664



%


62,930



65,102



3

%

Medicare Supplement

3,550



6,985



97

%


10,928



17,667



62

%

Medicare Part D

3,265



3,511



8

%


12,560



11,230



(11)

%

Total Medicare

26,387



30,160



14

%


86,418



93,999



9

%













Individual and Family












Non-Qualified Health Plans

3,753



1,227



(67)

%


32,713



11,715



(64)

%

Qualified Health Plans

1,366



583



(57)

%


21,456



16,483



(23)

%

Total Individual and Family

5,119



1,810



(65)

%


54,169



28,198



(48)

%













Ancillary












Short-term

24,116



32,723



36

%


63,837



79,683



25

%

Dental

13,640



9,256



(32)

%


54,053



32,720



(39)

%

Vision

6,194



4,539



(27)

%


23,540



15,578



(34)

%

Other

6,872



8,716