<PAGE>
Filed Pursuant to Rule 424(B)(1)
File Number 333-96441
PROSPECTUS
6,020,000 Shares
[LOGO OF drugstore.com(TM)]
COMMON STOCK
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drugstore.com, inc. is offering 6,000,000 shares of common stock and the
selling stockholder is offering 20,000 shares. drugstore.com will not receive
any of the proceeds from the sale of the shares by the selling stockholder.
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drugstore.com, inc.'s common stock is listed on the Nasdaq National Market
under the symbol "DSCM." On March 15, 2000, the reported last sale price of our
common stock on the Nasdaq National Market was $18 1/4 per share.
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Investing in our common stock involves risks. See "Risk Factors" beginning on
page 8.
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PRICE $18 A SHARE
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<TABLE>
<CAPTION>
Underwriting Proceeds to
Price to Discounts and Proceeds to Selling
Public Commissions drugstore.com Stockholder
-------- ------------- ------------- -----------
<S> <C> <C> <C> <C>
Per Share........................ $18.00 $.90 $17.10 $17.10
Total............................ $108,360,000 $5,418,000 $102,600,000 $342,000
</TABLE>
drugstore.com, inc. has granted the underwriters the right to purchase up to an
additional 903,000 shares to cover over-allotments.
The Securities and Exchange Commission and state securities regulators have not
approved or disapproved these securities, or determined if this prospectus is
truthful or complete. Any representation to the contrary is a criminal offense.
Morgan Stanley & Co. Incorporated expects to deliver the shares to purchasers
on March 21, 2000.
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MORGAN STANLEY DEAN WITTER
DONALDSON, LUFKIN & JENRETTE
SALOMON SMITH BARNEY
THOMAS WEISEL PARTNERS LLC
March 15, 2000
<PAGE>
The first page of the gatefold includes:
drugstore.com
[PICTURE OF DRUGSTORE.COM HOMEPAGE]
Lines pointing to specific items on the picture of the homepage connect to the
following text:
Five stores in one: health, beauty, Licensed pharmacy with home
wellness, personal care and pharmacy. delivery.
Personalized service, shopping lists Detailed product, topical and
and reminders. health information to make
purchase decisions.
Choose from thousands of products in A high-quality selection of
drugstore.com. brand-name and specialty products
organized in easy-to-shop
departments.
Shop for high-quality items in privacy.
The following text is placed to the left of the picture of the homepage:
CONVENIENCE AND PRIVACY
drugstore.com has created a leading online drugstore and information site where
customers can shop in privacy from the convenience of their home or office. More
than a buying experience, drugstore.com offers useful information to assist in
the thinking and buying process.
Our store is designed to make What Every Body Needs easier for our customers to
acquire. At drugstore.com, customers never have to park the car, stand in line
or bump into nosy neighbors.
FIVE STORES IN ONE
drugstore.com is five stores in one, offering health, beauty, wellness, personal
care and pharmacy products, which we believe offers a superior customer
experience not found at store-based retailers. Through the Internet,
drugstore.com offers:
. Convenient, personalized service
. Shopping 24 hours a day, seven days a week
. Helpful information to make purchase decisions
. Secure credit card payment
. Direct delivery to home or office
. Private shopping from home or work
. Licensed pharmacy
. Personal access to pharmacists to answer questions
. Specialized customer care
[LOGO] drugstore.com-TM-
<PAGE>
The second page of the gatefold includes:
drugstore.com
Five Stores in One
The following text is placed at the top left of the page:
A FAMILIAR, COMFORTABLE WAY TO SHOP
Our store is designed to be a familiar, comfortable place with product
categories organized like the aisles and shelves of a traditional drugstore,
beauty counter or wellness store. Customers can easily browse through the store
departments, quickly view promotions and featured products and select products
according to their brand or unique attributes.
[PICTURE OF THE BEAUTY PAGE]
[PICTURE OF THE HEALTH PAGE]
[PICTURE OF THE BOUTIQUE PAGE]
The following text appears under the picture of the Health page:
HEALTH
Along with browsing for health tips and information, customers can quickly
compare and purchase antacids, pain relievers, and family planning, first aid
and other health products.
The following text appears under the picture of the Beauty page:
BEAUTY
Customers can find their favorite beauty products, and our Ask Your Beauty
Expert feature answers their questions via e-mail.
The following text appears under the picture of the Boutique page:
BOUTIQUE
Combining the prestige of department-store beauty counters with online shopping
convenience, the boutique offers high-end cosmetics, fragrance and skin and spa
products.
[LOGO]
The following text appears on the same line as the logo and spans both the
second and third pages of the gatefold:
drugstore.com-TM-
<PAGE>
The third page of the gatefold includes:
[WATERMARK OF THE LOGO]
[PICTURE OF THE PERSONAL CARE PAGE]
The following text appears to the right of the picture of the Personal Care
page:
PERSONAL CARE
drugstore.com provides fast, convenient purchase of toothpaste, shampoo,
tampons, diapers, shaving needs and more.
[PICTURE OF THE WELLNESS PAGE]
[PICTURE OF THE PHARMACY PAGE]
[PICTURE OF THE DRUG INDEX PAGE]
The following text appears below the picture of the Wellness page:
WELLNESS
drugstore.com offers a wide, high-quality selection of wellness products,
including vitamins, supplements, herbs and homeopathy and other natural
products.
The following text appears below the picture of the Pharmacy page:
PHARMACY
Licensed pharmacists fill/refill prescriptions, which are then delivered to the
customer's door. Our pharmacists can provide personal guidance, by phone or e-
mail, about prescription usage.
The following text appears below the picture of the Drug Index page:
DRUG INDEX
In the pharmacy's Drug Index, customers can get easy access to information about
particular medications, including prices and usage.
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TABLE OF CONTENTS
<TABLE>
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Page
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Prospectus Summary................................ 4
Risk Factors...................................... 8
Use of Proceeds................................... 24
Price Range of Common Stock....................... 24
Dividend Policy................................... 24
Capitalization.................................... 25
Dilution.......................................... 26
Selected Consolidated Financial
Data............................................. 27
Management's Discussion and Analysis
of Financial Condition and Results
of Operations.................................... 28
Business.......................................... 38
Management........................................ 56
Certain Relationships and Related Transactions.... 65
Principal and Selling Stockholders................ 68
Description of Capital Stock...................... 70
Shares Eligible for Future Sale................... 73
Underwriters...................................... 75
Legal Matters..................................... 76
Experts........................................... 76
Where You Can Find More Information............... 76
Index to Consolidated Financial Statements........ F-1
</TABLE>
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You should rely only on the information contained in this prospectus. We
have not authorized anyone to provide you with information different from that
contained in this prospectus. We are offering to sell, and seeking offers to
buy, shares of common stock only in jurisdictions where offers and sales are
permitted. The information contained in this prospectus is accurate only as of
the date of this prospectus, regardless of the time of delivery of the
prospectus or of any sale of the common stock.
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PROSPECTUS SUMMARY
You should read the following summary together with the more detailed
information regarding our company and the common stock being sold in this
offering and our Consolidated Financial Statements and Notes to Consolidated
Financial Statements appearing elsewhere in this prospectus.
drugstore.com is a leading online drugstore: a retail store and information
site for health, beauty, wellness, personal care and pharmacy products. As of
January 2, 2000 we had sold our products to approximately 695,000 customers. We
designed our store to provide a convenient, private and informative shopping
experience that encourages consumers to purchase products essential to healthy,
everyday living. We believe that our online store delivers a superior customer
experience, making buying What Every Body Needs(TM) less of a chore.
International Data Corporation estimates that worldwide business-to-consumer
sales over the Internet will increase from approximately $11 billion in 1998 to
approximately $93 billion by 2002. The Internet has also become an important
personal tool for accessing health and medical information. According to a
recent Forrester Research report, 32% of online consumers shop for healthcare
products online.
We believe there is a significant market opportunity for an online store
that can offer consumers an enhanced shopping experience for health, beauty,
wellness, personal care and pharmacy products. We seek to attract and retain
consumers by emphasizing the following key attributes:
. Convenience. We feature 24 hour a day access to our user-friendly Web
store, direct home or office delivery, a personalized shopping list and
confidential access to a personal medication profile.
. Selection. We believe we offer a significantly greater number of
products than are available in a typical traditional chain drugstore.
. Information. We have assembled a broad array of product information to
assist customers in making informed buying decisions. We offer full
product packaging information, extensive drug information, customer
reviews of products, and a Solutions area which includes buying guides,
reference information, interactive shopping advisors and articles on
beauty trends and products.
. Communication. We can communicate with customers on a regular basis
through the convenience of e-mail. We also offer our popular "Ask Your
Pharmacist" and "Ask Your Beauty Expert" features.
. Privacy. Consumers can shop in the privacy of their own homes or offices
and can obtain answers to questions that they might otherwise be
uncomfortable asking in public.
. Pharmacy. We employ licensed pharmacists and are able to ship
prescription products to all 50 U.S. states and we offer customers the
opportunity to order refills of their existing Rite Aid prescriptions on
our Web site for pick-up at conveniently located Rite Aid stores
nationwide.
Our objective is to become one of the world's leading retailers of health,
beauty, wellness, personal care and pharmacy products. Key elements of our
strategy include: strengthening the drugstore.com brand, continuously improving
our Web store and service, taking advantage of repeat purchasing patterns,
developing technologies to enhance our offerings and capitalize on the benefits
of the Internet, improving the efficiency of our distribution activities and
developing strategic relationships. In addition, we will also continue to make
significant investments in technology and distribution.
Consistent with our strategy, in June 1999 we entered into strategic
relationships with Rite Aid Corporation and General Nutrition Companies, Inc.
(GNC). Benefits of our Rite Aid relationship include additional revenue and
traffic generated by Rite Aid customers who visit our Web site, the pharmacy
benefit coverage provided by the insurance companies and pharmacy benefit
management companies (PBMs) with which Rite Aid has a relationship, including
PCS Health Systems, Inc. (PCS), the co-promotion and co-branding activities
that we
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have undertaken and our ability to offer customers the opportunity to order
refills of their existing Rite Aid prescriptions on our Web site for pick up at
Rite Aid stores nationwide or delivery to the customer's home or office. The
benefits of our GNC relationship include the opportunity to be the exclusive
online provider of GNC-branded products and each party's co-promotion of
products in traditional and online marketing efforts.
We face many risks and challenges in our business. Some consumers may prefer
to shop at traditional retail stores, especially consumers who do not have easy
access to the Internet or who need products immediately. As part of our
relationship with Rite Aid, we have agreed not to operate physical stores. An
investment in our common stock involves risks and uncertainties, including the
fact that we are an early stage company in a new market and that we expect
continuing losses for the foreseeable future. See "Risk Factors" below for
further information.
Recent Developments
Operating Results for the Fourth Quarter of Fiscal 1999. For the quarter
ended January 2, 2000, our net sales were $18.5 million, a $6.3 million, or
51.6%, increase over the immediately preceding quarter, reflecting an increase
in sales of both pharmaceutical and non-pharmaceutical products. These
increases were due to an increase in new customers as well as an increase in
repeat orders. Total costs and expenses for the quarter ended January 2, 2000
were approximately $64.0 million, a $7.9 million, or 14.1%, increase over the
immediately preceding quarter. The increase in costs and expenses primarily
reflects increases in fulfillment-related expenses due to the increase in order
volume, as well as increases in other marketing and sales expenses relating to
our ongoing customer acquisition and corporate branding campaigns. Our net loss
for the quarter ended January 2, 2000 was $43.5 million, or $1.02 per share,
compared to $42.0 million, or $1.04 per share (on a pro forma basis to give
effect to the conversion of all of our preferred stock into common stock at the
time of our initial public offering as if such conversion occurred at the
beginning of the period), for the immediately preceding quarter.
Strategic Agreement with, and Investment by, Amazon.com. On January 24,
2000, we entered into an agreement with Amazon.com to integrate various
shopping features of our Web sites and to create a persistent drugstore.com
shopping presence as the exclusive health and beauty product section on
Amazon.com's Web site. This integration and shopping presence will enable
Amazon.com's significant customer base to access our Web site from the
Amazon.com Web site for purchases of health, beauty, wellness, personal care
and pharmaceutical products. The benefits of this agreement are expected to
include an increase in traffic and revenue generated by Amazon.com customers
who visit our Web site as well as various advertising and promotional
initiatives the parties have agreed to undertake. The parties will also work to
implement additional features on Amazon.com's Web site designed to improve
customer shopping experiences, including integrated search and browse
capabilities and a shared shopping basket. We agreed to pay Amazon.com a total
of $105 million over the three-year term of the agreement, of which $30 million
was paid at the time the agreement was executed. Concurrently with this
agreement, we sold Amazon.com 1,066,667 shares of our common stock in a private
placement transaction for $28.125 per share, or approximately $30 million in
the aggregate. All of the proceeds to us from this private placement
transaction were paid to Amazon.com to satisfy our initial payment obligations
under the commercial agreement, of which $27 million reflects a prepayment of
amounts due for the first year following the launch of the drugstore.com health
and beauty product section on Amazon.com's Web site.
Acquisition of Beauty.com. On February 2, 2000, we acquired Beauty.com,
Inc., a leading online retailer of prestige beauty products, and entered into
an agreement to retain the employment of its founder, Roger Barnett, for a
total of 1,266,289 shares of drugstore.com common stock (approximately $40.4
million based on the price of our common stock on January 12, 2000, the date
the transaction was announced). Beauty.com offers prestige brands, including
specialty lines exclusive to the site, and has ongoing relationships with a
team of industry experts. Roger Barnett, the founder of Beauty.com, will
continue as president of Beauty.com following the acquisition. We believe that
the acquisition of Beauty.com will accelerate the expansion of our product
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offerings in the prestige beauty market and enhance our ability to enter into
relationships with prestige beauty product vendors. We will account for the
acquisition as a purchase.
Distribution Center. In January 2000, we began limited operations at our own
290,000 square foot distribution center in New Jersey, and we are in the
process of transitioning our distribution capabilities for pharmaceutical and
non-pharmaceutical products from third party distributors to our center. We
continue to rely primarily on third party distributors to fill customer orders,
although we expect that the transition to our own distribution facility will be
completed by the end of the second quarter of 2000. We believe that operating
our own distribution center will allow us to achieve greater control over the
distribution process and help us to ensure adequate supplies of products to our
customers. In connection with opening our distribution center, we also opened
our own pharmacy as part of our arrangement with Rite Aid. Operating our own
distribution facility will require us to increase inventory levels
substantially and establish a significant number of direct relationships with
manufacturers in the near term.
THE OFFERING
<TABLE>
<C> <S>
Common stock offered by drugstore.com...... 6,000,000 shares
Common stock offered by the selling
stockholder............................... 20,000 shares
Common stock to be outstanding after the
offering.................................. 52,022,560 shares
Use of proceeds............................ We intend to use the proceeds for general
corporate purposes, including working
capital to fund anticipated operating
losses and purchases of inventory for our
new distribution center, and capital
expenditures. We will not receive any
proceeds from the sale of the shares of
common stock by the selling stockholder.
See "Use of Proceeds."
Nasdaq National Market symbol.............. DSCM
</TABLE>
The number of shares of our common stock to be outstanding immediately after
the offering is based on the number of shares outstanding at February 3, 2000,
which includes (1) 1,066,667 shares of our common stock issued on January 24,
2000 to Amazon.com in a private placement transaction and (2) 1,266,289 shares
of our common stock issued on February 2, 2000 in connection with our
acquisition of Beauty.com. This number does not include approximately
11,640,000 shares of our common stock subject to options outstanding or
reserved for issuance under our stock option and stock purchase plans at
February 3, 2000. Except as otherwise noted, all information in this prospectus
assumes no exercise of the underwriters' overallotment options.
DRUGSTORE.COM(TM), the drugstore.com logo, THE BOUTIQUE(TM), WHAT EVERY BODY
NEEDS(TM), WHERE EVERY BODY SHOPS(TM), WHAT YOUR BODY NEEDS(TM), HEALTH .
BEAUTY . WELLNESS(TM), WELLNESS CONNECTIONS(TM), LET THE DRUGSTORE COME TO
YOU(TM), QUICK LISTS(TM), TEST DRIVE(TM), ONE VERY HEALTHY ATTITUDE(TM) and
EPUNCHCARD(TM) are our trademarks. This prospectus also includes trade dress,
trade names, trademarks and service marks of other companies. Use or display by
drugstore.com of other parties' trademarks, trade dress or products is not
intended to and does not imply a relationship with, or endorsement or
sponsorship of drugstore.com by, the trademark or trade dress owners.
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We were incorporated in Delaware in April 1998. Our principal executive
offices are located at 13920 Southeast Eastgate Way, Suite 300, Bellevue,
Washington 98005, and our telephone number is (425) 372-3200. Our World Wide
Web site is www.drugstore.com. The information contained on our Web site is not
part of this prospectus.
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SUMMARY CONSOLIDATED FINANCIAL DATA
(in thousands, except share and per share data)
The balance sheet data displayed in the "Pro Forma" column is as of January
2, 2000, with adjustments to give effect to (1) our sale of 1,066,667 shares of
common stock to Amazon.com on January 24, 2000 in a private placement
transaction and the application of the net proceeds therefrom and (2) our
acquisition of Beauty.com on February 2, 2000. The data displayed in the "Pro
Forma As Adjusted" column gives further effect to the receipt of the estimated
proceeds from our sale of 6,000,000 shares of our common stock at a public
offering price of $18.00 per share, after deducting estimated underwriting
discounts and commissions and estimated offering expenses payable by us. See
"Use of Proceeds" for a description of how we intend to use the net proceeds of
this offering.
<TABLE>
<CAPTION>
Period from
April 2, 1998
(Inception) through Year Ended
December 31, January 2,
1998 2000
------------------- ----------
(in thousands, except share
and per share data)
<S> <C> <C>
Consolidated Statements of Operations Data:
Net sales...................................... $ -- $ 34,848
Total cost and expenses........................ 8,201 155,591
Operating loss................................. (8,201) (120,743)
Net loss....................................... (8,027) (115,831)
Basic and diluted net loss per share........... $(14.70) $ (6.13)
Weighted average shares used to compute basic
and diluted net loss per share................ 546,149 18,880,969
Pro forma basic and diluted net loss per share
(unaudited)(1)................................ $ (3.73)
Weighted average shares outstanding used to
compute pro forma basic and diluted net loss
per share (unaudited)(1)...................... 31,045,835
</TABLE>
<TABLE>
<CAPTION>
As of January 2, 2000
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Pro Forma
Actual Pro Forma As Adjusted
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(in thousands)
<S> <C> <C> <C>
Consolidated Balance Sheet Data:
Cash, cash equivalents and marketable
securities.................................... $132,754 $132,735 $234,635
Working capital................................ 106,960 115,844 217,744
Total assets................................... 395,708 460,549 562,449
Capital lease obligations, less current
portion....................................... 2,687 2,687 2,687
Total stockholders' equity..................... 350,749 403,954 505,854
</TABLE>
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(1) See Note 1 of Notes to Consolidated Financial Statements for an
explanation of the method used to compute pro forma basic and diluted net
loss per share.
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RISK FACTORS
You should carefully consider the risks described below, together with all
of the other information included in this prospectus, before making an
investment decision. If any of the following risks actually occurs, our
business, financial condition or operating results could be materially
adversely affected. In such case, the trading price of our common stock could
decline, and you may lose all or part of your investment.
Risks Related to Our Business
We Are an Early Stage Company in a New and Rapidly Evolving Market, Which
Makes It Difficult for Investors to Determine Whether We Will Accomplish
Our Objectives
Because drugstore.com was founded in April 1998 and we only began selling
products in February 1999, we have a limited operating history on which
investors can base an evaluation of our business strategy. We have limited
insight into trends that may emerge and affect our business. An investor in
our common stock must consider the risks and difficulties frequently
encountered by early stage companies, as well as the risks we face due to our
participation in a new and rapidly-evolving market. These challenges include
our:
. Need to increase our brand awareness;
. Need to attract and retain customers at a reasonable cost;
. Dependence on Web site and transaction processing performance and
reliability;
. Need to compete effectively;
. Need to establish ourselves as an important participant in the evolving
market for healthcare products and services on the Internet; and
. Need to establish and develop relationships in the healthcare industry,
particularly in the areas of reimbursement and managed care.
Consumers of Health, Beauty, Wellness, Personal Care and Pharmacy Products
May Not Accept Our Solution, Which Would Harm Our Revenues and Prevent Us
From Becoming Profitable
If we do not attract and retain a high volume of online customers to our
store at a reasonable cost, we will not be able to increase our revenues or
achieve profitability. We may not be able to convert a large number of
customers from traditional shopping methods to online shopping for health,
beauty, wellness, personal care and pharmacy products. Even if we are
successful at attracting online customers, we expect it will take several
years to build a critical mass of these customers. Specific factors that could
prevent widespread customer acceptance include:
. Shipping charges, which do not apply to shopping at traditional
drugstores;
. Delivery time associated with Internet orders, as compared to the
immediate receipt of products at a physical store;
. Pricing that does not meet customer expectations of "finding the lowest
price on the Internet;"
. Additional steps and delays in ensuring insurance coverage for
prescription products;
. Lack of coverage of customer prescriptions by some insurance carriers;
. Lack of consumer awareness of our online pharmacy;
. Customer concerns about the security of online transactions and the
privacy of their personal health information;
. Product damage from shipping or shipments of wrong or expired products
from us or our fulfillment partners or other vendors, resulting in a
failure to establish customers' trust in buying drugstore items online;
. Delays in responses to customer inquiries or in deliveries to customers;
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. Inability to serve the acute care needs of customers, including
emergency prescription drugs and other urgently needed products; and
. Difficulties in returning or exchanging orders.
We Expect Significant Increases in Our Operating Expenses and Continuing
Losses for the Next Several Years
We incurred net losses of $123.9 million for the period from inception
through January 2, 2000. We have not achieved profitability. We only began
selling products in February 1999 and cannot be certain that we will obtain
enough customer traffic or a high enough volume of purchases to generate
sufficient revenues and achieve profitability. We believe that we will
continue to incur operating and net losses for at least the next four years
(and possibly longer) and that the rate at which we will incur such losses
will increase significantly from current levels. We intend to increase our
operating expenses substantially as we:
. Increase our sales and marketing activities, particularly advertising
efforts;
. Provide our customers with promotional benefits, such as selling
selected products or offering shipping below our actual costs;
. Increase our general and administrative functions to support our growing
operations;
. Expand our customer and pharmacist support organizations to better serve
customer needs;
. Develop enhanced technologies and features to improve our Web site;
. Enhance our distribution fulfillment processes; and
. Begin operating our own distribution facility and possibly buy or build
additional distribution facilities.
Because we will spend these amounts before we receive any incremental
revenues from these efforts, our losses will be greater than the losses we
would incur if we developed our business more slowly. In addition, we may find
that these efforts are more expensive than we currently anticipate, which
would further increase our losses.
We May Not Succeed in Establishing the drugstore.com Brand, Which Would
Adversely Affect Customer Acceptance and Our Revenues
Due to the early stage and competitive nature of the online market for
drugstore products, if we do not establish our brand quickly, we may lose the
opportunity to build a critical mass of customers. Promoting and positioning
our brand will depend largely on the success of our marketing efforts and our
ability to provide consistent, high quality customer experiences. To promote
our brand, we have incurred and expect to continue to incur substantial
expense in our advertising efforts on major Internet destinations such as
Amazon.com, America Online and Yahoo! and other Web sites our customers are
likely to visit, as well as other forms of media such as television and
magazines. We will also need to spend money to attract and train customer
service personnel. If these brand promotion activities do not yield increased
revenues, we will incur additional losses. Even if our efforts are successful,
adverse publicity about our strategic partners could damage our brand and
negatively affect customer acceptance of our site.
We Expect Our Quarterly Financial Results to Fluctuate And Our Early Stage
of Development Limits Our Ability to Predict Revenues and Expenses
Precisely
Historical trends and quarter-to-quarter comparisons of our operating
results are not a good indicator of our future performance. It is likely that
in some future quarter our operating results may be below the expectations of
public market analysts and investors. In this event, the price of our common
stock may fall. Our revenues and operating results are expected to vary
significantly from quarter to quarter due to a number of factors, including:
. Demand for our products;
. Our ability to attract visitors to our Web store and convert those
visitors into customers;
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. The frequency of repeat purchases by customers;
. Shifts in the nature and amount of publicity about us or our
competitors;
. Changes in the growth rate of Internet usage;
. Average order size;
. The mix of products sold;
. Our ability to enhance our technology to accommodate any future growth
in our operations or customers;
. Our ability, including through our fulfillment partners, to manage
inventory levels and ensure sufficient product supply, particularly as
we transition customer order fulfillment to our own distribution
facility;
. Changes in our pricing policies or the pricing policies of our
competitors;
. Changes in government regulation;
. The availability of reimbursement for pharmacy products; and
. Costs related to potential acquisitions of technology or businesses.
Our operating expenses are largely based on anticipated revenue trends and
a high percentage of our expenses are fixed in the short term. As a result, a
delay in generating or recognizing revenue for any reason could result in
substantial additional operating losses. The volume and timing of orders of
health, beauty, wellness, personal care and pharmacy products on our Web store
are difficult to predict because the online market for such products is in its
infancy. Due to the limited operating history of our Web store, we do not yet
have sufficient historical data on which to predict future business from
repeat customers. Accordingly, we may have difficulty forecasting revenue from
regular customers or overall anticipated revenue trends.
A portion of our revenues may also be seasonal in nature, especially with
respect to the sale of certain beauty products, which depend to some extent on
seasonal product changes and seasonal purchasing patterns. Consumer "fads" and
other changes in consumer trends may cause shifts in purchasing patterns,
resulting in significant fluctuations in our operating results from one
quarter to the next. Our limited operating history makes it difficult to fully
assess the impact of these factors.
If We Are Unable to Obtain Insurance Reimbursement Coverage for Our
Customers, Our Ability to Sell Pharmacy Products Online Could Decrease,
Which Would Harm Our Revenues
To obtain reimbursement on behalf of our customers for the prescription
products that they purchase on our Web site, we must maintain relationships
with insurance companies and PBMs, either directly or through our relationship
with Rite Aid. We currently rely primarily on Rite Aid's relationships with
insurance companies and PBMs, including PCS, and the extension of these
relationships to cover prescriptions processed by us. Sales billed through
these relationships currently represent a significant percentage of our
pharmacy sales. To the extent Rite Aid is unable to maintain these
relationships, or if these relationships do not extend to cover the
prescriptions we process, our ability to obtain reimbursement coverage for our
customers would be reduced. This would reduce the number of customers that
fill prescriptions through our Web site, which would reduce our revenues.
Our ability to enter into direct relationships with insurance companies and
PBMs, or retain our existing relationships for an extended period of time, is
uncertain for the following reasons:
. Many of these companies are in the early stages of evaluating the impact
of the Internet and online pharmacies on their businesses. These
companies may delay their decisions to contract with online pharmacies
or may decide to develop their own Internet capabilities that may
compete with us.
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. Many insurance companies have existing contracts with chain drugstores
and PBMs that have announced their intentions to establish online
pharmacies.
. Some insurance companies and PBMs will likely contract with only one or
a limited number of online pharmacies. If our online competitors obtain
these contracts and we do not, we would be at a competitive
disadvantage.
Many of our agreements with insurance companies and PBMs are short-term,
may be terminated with less than 30 days' prior notice, and are subject to
amendment by such insurance companies and PBMs. Our contract with PCS is a 10-
year agreement that could terminate earlier if our agreement with Rite Aid is
terminated. In addition, we must process each insurance application
individually, which may raise the costs of processing prescription orders and
delay our order processing time. Customers may not initially embrace our
online insurance coverage procedure.
We Depend on a Limited Number of Distribution Partners; If They Do Not
Perform, We Will Not Be Able to Effectively Ship Orders
We currently rely to a large extent on rapid distribution by third parties.
Since inception, we have purchased a substantial majority of our
pharmaceutical products from one vendor, RxAmerica L.L.C., and in connection
with operating our own distribution center, we will become obligated to
purchase all of our pharmaceutical products from Rite Aid unless we are able
to obtain better overall terms from another vendor. We also currently purchase
a substantial majority of our non-pharmaceutical products from one vendor,
Walsh Distribution, Inc., which accounted for 68% of our non-pharmaceutical
cost of sales from launch of our Web store to January 2, 2000. However, as we
transition customer order fulfillment to our own distribution center, we
intend to establish relationships directly with product manufacturers, and we
expect that order fulfillment through Walsh Distribution will cease by the end
of the second quarter of 2000. Our business could be significantly disrupted
if RxAmerica, Rite Aid or, in the near term, Walsh Distribution were to breach
their contracts or suffer adverse developments that affect their ability to
supply products to us. In addition, RxAmerica is a joint venture owned by
American Stores Company (which was recently acquired by Albertson's, Inc.) and
Longs Drugs, both of which are potential competitors of drugstore.com, and
actual competitors with Rite Aid, one of our principal stockholders and
business partners. If for any reason RxAmerica, Rite Aid or Walsh Distribution
is unable or unwilling to supply products to us in sufficient quantities and
in a timely manner, we may not be able to secure alternative fulfillment
partners on acceptable terms in a timely manner, or at all. For a discussion
of certain potentially adverse developments at Rite Aid, see "--Our
Relationship with Rite Aid Involves Many Risks and May Restrict Our Ability to
Promote, Contract With, or Operate Traditional Retail Stores."
Because we rely primarily on third parties to fulfill orders, we depend on
their systems for tracking inventory and financial data. If our distribution
partners' systems fail or are unable to scale or adapt to changing needs, or
if we cannot integrate information systems with any new distributors, we may
not have adequate, accurate or timely inventory or financial information.
We also rely on third-party carriers for shipments to and from distribution
facilities and to customers. We are therefore subject to the risks, including
employee strikes and inclement weather, associated with our distribution
partners and of our carriers' ability to provide product fulfillment and
delivery services to meet our distribution and shipping needs. Failure to
deliver products to our customers in a timely and accurate manner would harm
our reputation, the drugstore.com brand and our results of operations.
Opening and Operating Our Own Distribution Center Will Require Significant
Investments in Management Resources
We began limited operations at our own 290,000 square foot distribution
center in January 2000 to achieve greater control over the distribution
process and to ensure adequate supplies of products to our customers.
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Opening and operating this distribution center will require additional capital
investments in facilities and equipment and will require us to:
. Hire and train a significant number of new employees;
. Establish a significant number of direct relationships with
manufacturers in the near term;
. Substantially increase our inventory levels in the near term;
. Effectively manage our product purchasing function and our inventory
levels to avoid product shortages or markdowns due to unpopular or
expired inventory; and
. Control product damage and shrinkage through effective security measures
and inventory management practices.
We have limited experience processing customer order fulfillment through
our distribution center and managing significant levels of inventory, and
issues arising with respect to the opening and operation of our distribution
center could divert management attention from other aspects of our business.
In addition, we may be unable to obtain products on terms as favorable as our
distribution partners. In connection with the opening of our distribution
center, we also expanded our pharmacy operations through our arrangement with
Rite Aid. Our pharmacy operations will subject us to additional regulatory
requirements and related costs.
We believe that our new distribution center will provide us with sufficient
distribution capacity for the foreseeable future. However, we may need to
increase our distribution capacity sooner than anticipated, and any further
expansion would require additional financing that may not be available to us
on favorable terms when required, or at all.
Any Errors in the Filling or Packaging of the Prescription Drugs We
Dispense May Expose Us to Liability and Negative Publicity
Pharmacy errors relating to prescriptions, dosage and other aspects of the
medication dispensing process can produce liability for us that our insurance
may not cover. For example, a study of community pharmacies appearing in the
December 1995 issue of American Pharmacy found that 24% of prescriptions
contained dispensing errors and 4% of prescriptions contained errors that were
clinically significant. Because we distribute pharmaceutical products directly
to the consumer, we are the most visible participant in the medication
distribution chain and therefore have more exposure to liability claims.
Our pharmacists are required by law to offer counseling, without additional
charge, to our customers about medication, dosage, delivery systems, common
side effects and other information deemed significant by the pharmacists. Our
pharmacists may have a duty to warn customers regarding any potential adverse
effects of a prescription drug if the warning could reduce or negate such
effects. This counseling is in part accomplished through e-mail and inserts
included with the prescription, which may increase the risk of
miscommunication because the customer is not personally present or may not
have provided all relevant information. We also post product information on
our Web store. Providing information on pharmaceutical and other products
creates the potential for claims to be made against us for negligence,
personal injury, wrongful death, product liability, malpractice, invasion of
privacy or other legal theories based on our product or service offerings. Our
general liability, product liability and professional liability insurance may
not cover potential claims of this type or may not be adequate to protect us
from all liability that may be imposed.
Pharmacy errors either by drugstore.com or our competitors may also produce
significant adverse publicity either for us or the entire online pharmacy
industry. Because of the significant amount of recent press coverage on
Internet retailing and online pharmacies, we believe that we will be subject
to a higher level of media scrutiny than other pharmacy product channels. The
amount of negative publicity that we or the online pharmacy industry receive
as a result of pharmacy or prescription processing errors could be
disproportionate in relation to the negative publicity received by other
pharmacies making similar mistakes. We have no control over the pharmacy
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practices of our competitors, and we cannot ensure that our pharmacists or our
prescription processing will be able to operate without error. We believe
customer acceptance of our online shopping experience is based in large part
on consumer trust, and negative publicity could erode such trust, or prevent
it from growing. This could result in an immediate reduction in the amount of
orders we receive and adversely affect our revenue growth.
We Face the Risk of Systems Interruptions and Capacity Constraints on Our
Web Site, Possibly Resulting in Adverse Publicity, Revenue Losses and
Erosion of Customer Trust
The satisfactory performance, reliability and availability of our Web site,
transaction processing systems and network infrastructure are critical to our
reputation and our ability to attract and retain customers and to maintain
adequate customer service levels. Any future systems interruption that results
in the unavailability of our Web site or reduced order fulfillment performance
could result in negative publicity and reduce the volume of goods sold and the
attractiveness of our Web store, which could negatively affect our revenues.
From time to time, we have experienced temporary system interruptions for a
variety of reasons, including power failures, software bugs and an
overwhelming number of visitors trying to reach our Web site. We may not be
able to correct any problem in a timely manner. Because we outsource certain
aspects of our system and because some of the reasons for a systems
interruption may be outside of our control, we also may not be able to
exercise sufficient control to remedy the problem quickly or at all.
We opened our site for customers in February 1999 and to the extent that
customer traffic grows substantially, we will need to expand the capacity of
our systems to accommodate a larger number of visitors. Any inability to scale
our systems may cause unanticipated system disruptions, slower response times,
degradation in levels of customer service, impaired quality and speed of order
fulfillment, or delays in reporting accurate financial information. We are not
certain that we will be able to project the rate or timing of increases, if
any, in the use of our Web site accurately or in a timely manner to permit us
to effectively upgrade and expand our transaction-processing systems or to
integrate smoothly any newly developed or purchased modules with our existing
systems.
We Have Grown Very Rapidly, and We Need to Manage Changing and Expanding
Operations
We have rapidly and significantly expanded our operations, and anticipate
that we will continue to expand. Our number of employees has grown from 85 on
December 31, 1998 to 408 on January 2, 2000. This growth has placed, and our
anticipated future operations will continue to place, a significant strain on
our management systems and resources. We will not be able to implement our
business strategy in a rapidly evolving market without an effective planning
and management process. We will not be able to increase revenues unless we
continue to improve our transaction-processing, operational, financial and
managerial controls and reporting systems and procedures, expand, train and
manage our work force and manage multiple relationships with third parties.
Many of our senior management have no prior senior management experience at
public companies, and none of our executive officers have prior management
experience in the healthcare or retail drugstore industry.
Expanding the Breadth and Depth of Our Product and Service Offerings Is
Expensive and Difficult, and We May Receive No Benefit From Our Expansion
We intend to expand the breadth and depth of our product and service
offerings by promoting new or complementary products or sales formats. We
cannot be certain that these new offerings will generate sufficient revenues
for the costs involved. Expansion of our offerings in this manner could
require significant additional expenditures and could strain our management,
financial and operational resources. For example, we may need to incur
significant marketing expenses, develop relationships with new fulfillment
partners or manufacturers, or comply with new regulations. We cannot be
certain that we will be able to expand our product and service offerings in a
cost-effective or timely manner. Furthermore, any new product or service
offering or sales format that is not favorably received by consumers could
damage the reputation of our brand. The lack of market acceptance of such
efforts or our inability to generate satisfactory revenues from such expanded
offerings to offset their cost could harm our business. Finally, our agreement
with Amazon.com contains prohibitions that limit our ability to work with
other companies in markets for products and services that are competitive with
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those offered by Amazon.com, although we are able to sell products and
services in these markets ourselves. See "--Our Relationship With Amazon.com
May Restrict Some of Our Activities."
Our Relationship With Amazon.com May Restrict Some of Our Activities
Our relationship with Amazon.com may restrict our activities and is subject
to change. We entered into a technology license and advertising agreement in
August 1998 with Amazon.com. In addition, in January 2000 we entered into a
three-year agreement with Amazon.com to integrate various shopping features of
our Web sites and create a persistent drugstore.com shopping presence on the
Amazon.com Web site. Amazon.com is currently our largest stockholder and
Jeffrey P. Bezos, Amazon.com's chairman of the board and chief executive
officer, is a member of our board of directors. Our relationship with
Amazon.com has received significant media attention, but the parties'
obligations to provide support to each other are limited.
Pursuant to these agreements, each party has committed to providing the
other with advertising on our respective Web sites. The agreement we entered
into in January 2000 contains provisions restricting the percentage of total
revenues we can obtain from the sale on our Web site of products or services
other than health, beauty, wellness, personal care and pharmaceutical
products. We may not assign this agreement without Amazon.com's consent. Under
the technology license and advertising agreement, we are restricted from
promoting on our Web site any company that sells products or services
competitive with those that Amazon.com offers or is preparing to produce or
market. If we were acquired by a competitor of Amazon.com and Amazon.com did
not vote in favor of the transaction, we would lose our rights to advertise on
Amazon.com's Web site and to use Amazon.com's technology (if we are then using
any). In addition, we have agreed not to sell advertising on our Web site to
any company that sells products or services competitive with those offered by
Amazon.com, although the sale of advertising on our Web site is not presently,
and is not expected to be, part of our business strategy.
In addition, due to Amazon.com's significant ownership of our common stock,
it will be able to significantly influence all matters requiring approval by
our stockholders, including the election of directors and the approval of
mergers or other business combination transactions. For more information about
our relationship with Amazon.com, see "Business--Relationship with
Amazon.com." See also "Executive Officers and Directors" for background on
Jeffrey P. Bezos, "Certain Relationships and Related Transactions" for a
description of our agreements with Amazon.com and "Principal and Selling
Stockholders" for a description of Amazon.com's stock ownership relative to
other stockholders.
Our Relationship with Rite Aid Involves Many Risks and May Restrict Our
Ability to Promote, Contract With, or Operate Traditional Retail Stores
In June 1999, we entered into a series of agreements with Rite Aid. These
agreements involve many aspects of our businesses and the operation of our
respective Web sites, the fulfillment of orders and the extension of Rite
Aid's insurance relationships to cover prescriptions processed by us. This
type of arrangement is complex and requires a great deal of effort to operate
successfully. As a result, there are many risks related to these arrangements,
including some that we may not have foreseen. It is difficult to assess the
likelihood of occurrence of these risks, including the lack of success of the
overall arrangement to meet the parties' objectives. In the event that we do
not realize the intended benefits of these relationships, we will have
expended a great deal of time and effort that could have been directed to more
beneficial activities. In addition, customer perceptions and our business may
be adversely impacted if these relationships are not successful.
While Rite Aid has committed to promoting drugstore.com in its stores and
in its advertising, we do not control the choice of ads that will feature us
and this form of advertising may not result in additional drugstore.com
customers. While the Rite Aid relationship substantially broadens our ability
to provide prescription medications to consumers with insurance reimbursement
plans, it may not allow all of our potential customers to purchase these
medications from drugstore.com and receive insurance reimbursement, which
could adversely affect consumer perceptions and our revenues. We have agreed
not to promote any other traditional
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chain drugstore or operate one ourselves. We have also agreed not to contract
with another traditional retail store to fill pharmacy product orders we
receive unless a Rite Aid store is not conveniently located. These
restrictions could limit our flexibility and ability to grow our business if
our relationship with Rite Aid does not develop successfully.
Rite Aid has recently received significant negative publicity regarding its
financial situation following its announcements regarding the restructuring
and extension of its banking facilities, including amendments to financial
covenants, the planned restatements of its 1999, 1998 and 1997 financial
statements and the resignation of its independent auditors in November 1999.
Rite Aid has since engaged new auditors and made significant changes to its
senior management team. Our relationship with Rite Aid is important to us,
particularly in our pharmacy fulfillment operations and in our ability to
obtain insurance reimbursement coverage for our customers. If Rite Aid's
financial condition were to worsen, it may be unable to continue to fulfill
its obligations to us under our agreements, and this would have an adverse
effect on our business. In addition, negative publicity regarding Rite Aid
could negatively affect the drugstore.com brand and our stock price.
Our relationship with PCS was established at the same time as, and in
connection with, our relationship with Rite Aid. PCS is presently a wholly
owned subsidiary of Rite Aid, although Rite Aid has announced that it is
seeking to sell all or a portion of its interest in PCS. If Rite Aid sells a
controlling interest in PCS to a third party, such third party may not
demonstrate the same level of commitment to our relationship with PCS as Rite
Aid.
Following this offering, Rite Aid will own approximately 17.9% of our
outstanding common stock. As a result, Rite Aid will continue to be able to
significantly influence all matters requiring approval by our stockholders,
including the election of directors and the approval of mergers or other
business combination transactions. For more information about our
relationships with Rite Aid, see "Business--Relationship with Rite Aid." See
also "Certain Relationships and Related Transactions" for a description of our
agreements with Rite Aid and "Principal and Selling Stockholders" for a
description of Rite Aid's stock ownership relative to other stockholders.
We Are Dependent on Our Strategic Relationships to Help Promote Our Web
Site and Expand Our Product Offerings; If We Fail to Maintain or Enhance
These Relationships, Our Development Could Be Hindered
We believe that our strategic relationships with Amazon.com, Rite Aid, PCS
and GNC as well as portals and third party distributors are critical to
attract customers, facilitate broad market acceptance of our products and the
drugstore.com brand and enhance our sales and marketing capabilities. If we
are unable to develop or maintain key relationships, our ability to attract
customers would suffer and our business would be adversely affected. In
addition, we are subject to many risks beyond our control that influence the
success or failure of our strategic partners. Our business could be harmed if
any of our key strategic partners were to experience financial or operational
difficulties or if other corporate developments adversely affect their
performance under our agreements.
We Face Uncertainty Related to Pharmaceutical Costs and Pricing, Which
Could Affect Our Revenues and Profitability
We expect that pharmacy sales will account for a significant percentage of
our total sales. Sales of our products will depend in part on the availability
of reimbursement from third-party payors such as government health
administration authorities, private health insurers, health maintenance
organizations (HMOs), PBMs and other organizations. Because these
organizations are traditionally focused on reduced cost to employer groups,
whereas we are focused more on direct customer service, we must devote time
and resources to develop third-party payor confidence in our approach.
In addition, third-party payors are increasingly challenging the price and
cost-effectiveness of medical products and services. The efforts of third-
party payors to contain costs will place downward pressures on
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profitability from sales of prescription drugs. Our revenues from prescription
drug sales may also be affected by health care reform initiatives of federal
and state governments, including proposals designed to significantly reduce
spending on Medicare, Medicaid and other government programs, changes in
programs providing for reimbursement for the cost of prescription drugs by
third-party payors and regulatory changes related to the approval process for
prescription drugs. Such initiatives could lead to the enactment of federal
and state regulations that may adversely impact our prescription drug sales.
We cannot be certain that our products or services will be considered cost
effective or that adequate third-party reimbursement will be available to
enable us to maintain price levels sufficient to realize a profit.
Competition From Both Traditional and Online Retailers May Result in Price
Reductions and Decreased Demand for Our Products and Services
We compete in a market that is highly competitive and expect competition to
intensify in the future. We currently or potentially compete with a variety of
companies, many of which have significantly greater financial, technical,
marketing and other resources. These competitors include (1) various online
stores that sell pharmaceutical as well as over-the-counter drug and health,
wellness, beauty and personal care items; (2) mail service pharmacies; and (3)
existing drugstores. Most of these drugstores, which include national,
regional and local drugstore chains, discount drugstores, supermarkets,
combination food and drugstores, discount general merchandise stores, mass
market retailers, independent drugstores and local merchants, have existed for
a longer period, have greater financial resources, have established marketing
relationships with leading manufacturers and advertisers, and have secured
greater presence in distribution channels. Some of these companies may also
commence or expand their presence on the Internet. We also compete with
hospitals, HMOs and mail order prescription drug providers, all of whom are or
may begin offering products and services over the Internet. Finally, we are
aware of numerous other smaller entrepreneurial companies that are focusing
significant resources on developing and marketing products and services that
will compete directly with those offered at drugstore.com.
We believe that there may be a significant advantage in establishing a
large customer base before our competitors do so. If we fail to attract and
retain a large customer base and our competitors establish a more prominent
market position relative to ours, this could inhibit our ability to grow.
We also believe we may face a significant competitive challenge from our
competitors forming alliances with each other. Our direct online competitors
may form partnerships with PBMs, HMOs or chain drugstores. For example,
PlanetRx, an online pharmacy, recently formed an alliance with Express
Scripts, a PBM. The combined resources of these partnerships could pose a
significant competitive challenge to drugstore.com. In addition, certain PBMs
and HMOs could form alliances with our competitors that would prevent them
from also entering into relationships with drugstore.com. Our inability to
partner with a major PBM or HMO could be a major competitive disadvantage to
us.
We believe the principal factors that will draw end users to an online
shopping application include brand availability, selection, personalized
services, convenience, price, accessibility, customer services, quality of
search tools, quality of content, and reliability and speed of fulfillment for
products ordered. We will have little or no control over how successful our
competitors are in addressing these factors. In addition, with little
difficulty, our online competitors can duplicate many of the products,
services and content offered on our site.
Increased competition could result in price reductions, fewer customer
orders, fewer search queries served, reduced gross margins and loss of market
share.
Acquisitions Could Result in Dilution, Operating Difficulties and Other
Harmful Consequences
If appropriate opportunities present themselves, we intend to acquire
complementary or strategic businesses, technologies, services or products. For
example, we recently acquired Beauty.com, an online retailer of prestige
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beauty products. The process of integrating an acquired business, technology,
service or product into our business and operations may result in unforseen
operating difficulties and expenditures. Integration of an acquired company
may also require significant management resources that would otherwise be
available for ongoing development of our business. Moreover, the anticipated
benefits of any acquisition may not be realized or may depend on the continued
service of acquired personnel who could choose to leave. We currently do not
have any understandings, commitments or agreements with respect to any other
acquisition and no other material acquisition is currently being pursued.
Future acquisitions could also result in potentially dilutive issuances of
equity securities, the incurrence of debt, contingent liabilities or
amortization expenses related to goodwill and other intangible assets, any of
which could harm our business.
Our Systems and Operations, and Those of Our Distributors, Are Vulnerable
to Natural Disasters and Other Unexpected Problems
Substantially all of our computer and communications hardware is located at
our leased facility in Bellevue, Washington and our systems infrastructure is
hosted at an Exodus Communications facility in Tukwila, Washington. Our
systems and operations are vulnerable to damage or interruption from fire,
flood, power loss, telecommunications failure, earthquakes and similar events.
In addition, our servers are vulnerable to computer viruses, physical or
electronic break-ins and similar disruptions, which could lead to
interruptions, delays, loss of data or the inability to accept and fulfill
customer orders. We do not currently have redundant systems or a formal
disaster recovery plan and do not carry sufficient business interruption
insurance to compensate for all losses that may occur. The facilities of our
current fulfillment partners, Walsh and RxAmerica, which are located in Texas,
as well as our distribution facility in New Jersey, also face these risks. In
particular, RxAmerica only has a single location and no back-up facility.
We depend on the efficient operation of Internet connections from customers
to our systems. These connections, in turn, depend on the efficient operation
of Web browsers, Internet service providers and Internet backbone service
providers, all of which have had periodic operational problems or experienced
outages. Any system delays, failures or loss of data, whatever the cause,
could reduce customer satisfaction with our applications and services and harm
our sales.
We retain confidential customer and patient information in our processing
centers. Therefore, it is critical that our facilities and infrastructure
remain secure and that our facilities and infrastructure are perceived by the
marketplace to be secure. A material security breach could damage our
reputation or result in liability to us.
Governmental Regulation of Our Business Could Require Significant Expenses,
and Failure to Comply With Certain Regulations Could Result in Civil and
Criminal Penalties
Our business is subject to extensive federal, state and local regulations.
In particular, entities engaging in the practice of pharmacy are subject to
federal and state regulatory and licensing requirements. Please see
"Business--Governmental Regulation" for detailed information about these
regulations. Regulations in this area often require subjective interpretation,
and we cannot be certain that our attempts to comply with these regulations
will be deemed sufficient by the appropriate regulatory agencies. Violations
of any regulations could result in various civil and criminal penalties,
including suspension or revocation of our licenses or registrations, seizure
of our inventory, or monetary fines, which could adversely affect our
operations.
We are also subject to laws and regulations regarding homeopathic drugs,
and we may face enforcement actions, lawsuits or claims asserting that we have
not complied with these laws and regulations. As we expand our product and
service offerings, more of our products and services will likely be subject to
regulation by the FDA, which regulates drug advertising and promotion.
Complying with FDA regulations is time consuming, burdensome and expensive,
and could delay our introduction of new products or services.
The U.S. House of Representatives Committee on Commerce and the General
Accounting Office are conducting a review of online pharmacies, including the
current laws that govern pharmacy operations, and the
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potential for abuses by some online sites, focusing on those that do not
require the submission of a valid prescription issued by the customer's
physician. In addition, in December 1999 the Clinton administration announced
a proposal to eliminate illegal sales of prescription drugs over the Internet
by unlicensed Web site operators. If approved by Congress, the proposal would,
among other things, establish new federal requirements for Internet pharmacies
to ensure that they comply with state and federal laws, create new civil
penalties for the illegal sale of pharmaceuticals, and authorize additional
federal enforcement powers. We believe that any regulations resulting from
these investigations or the Clinton administration's proposal will likely
result in increased reporting and monitoring requirements, which could be
burdensome and increase our expenses. Other legislation and regulations
currently being considered at the federal and state level could affect our
business, including legislation or regulations relating to confidentiality of
patient records, including electronic access and storage of such records, as
well as the inclusion of prescription drugs as a Medicare benefit. In
addition, various state legislatures are considering new legislation related
to the regulation of nonresident pharmacies. Compliance with new laws or
regulations could increase our expenses.
The Health Insurance Portability and Accountability Act of 1996 mandates
the use of standard transactions, standard identifiers, security and other
provisions by the year 2000. Regulations have been proposed to implement these
requirements, and we are designing our applications to comply with the
proposed regulations. However, until these regulations become final, possible
changes in these regulations could cause us to use additional resources and
lead to delays as we revise our Web site and operations.
Until recently, Health Care Financing Administration guidelines prohibited
transmission of Medicare eligibility information over the Internet. We are
also subject to extensive regulation relating to the confidentiality and
release of patient records. Additional legislation governing the distribution
of medical records exists or has been proposed at both the state and federal
level. It may be expensive to implement security or other measures designed to
comply with any new legislation. Moreover, we may be restricted or prevented
from delivering patient records electronically. This could have an adverse
impact on our ability to gain and retain customers.
Failure to Attract and Retain Experienced Personnel and Senior Management
Could Hurt Our Ability to Grow Our Business
We intend to continue to hire a significant number of additional sales,
support and marketing personnel, as well as pharmacists, software developers
and personnel to staff our recently established distribution facility.
Competition for these individuals is intense, and we may not be able to
attract, assimilate or retain additional highly qualified personnel in the
future. Our future success also depends upon the continued service of our
executive officers and senior management. None of our employees is bound by an
employment agreement for any specific term. We do not have "key person" life
insurance policies covering any of our employees. In addition, none of the
members of our senior management team have prior experience in the healthcare
industry or in drugstore operations.
We Cannot Be Certain That We Will Be Able to Protect Our Intellectual
Property, and We May Be Found to Infringe Proprietary Rights of Others,
Which Could Harm Our Business
We rely or may in the future rely on a combination of patent, trademark,
trade secret and copyright law and contractual restrictions to protect our
intellectual property. These afford only limited protection. Despite our
efforts to protect our proprietary rights, unauthorized parties may attempt to
copy aspects of our sales formats or to obtain and use information that we
regard as proprietary, such as the technology used to operate our Web site,
our content and our trademarks.
We have filed applications for U.S. trademark registrations for
"drugstore.com" and twelve other trademarks. We may be unable to secure these
registrations. It is also possible that our competitors or others will adopt
service names similar to ours, thereby impeding our ability to build brand
identity and possibly leading to customer confusion. In addition, there could
be potential trade name or trademark infringement claims brought by owners of
other registered trademarks or trademarks that incorporate variations of the
term drugstore.com or
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our other trademark applications. Any claims or customer confusion related to
our trademarks, or our failure to obtain any trademark registration, could
negatively affect our business.
Litigation or proceedings before the U.S. Patent and Trademark Office may
be necessary in the future to enforce our intellectual property rights, to
protect our trade secrets and domain name and determine the validity and scope
of the proprietary rights of others. Any litigation or adverse priority
proceeding could result in substantial costs and diversion of resources and
could seriously harm our business and operating results. Finally, we may in
the future sell our products internationally, and the laws of many countries
do not protect our proprietary rights to as great an extent as do the laws of
the United States.
Third parties may also claim infringement by us with respect to past,
current or future technologies. We expect that participants in our markets
will be increasingly subject to infringement claims as the number of services
and competitors in our industry segment grows. Any such claim, whether
meritorious or not, could be time-consuming, result in costly litigation,
cause service upgrade delays or require us to enter into royalty or licensing
agreements. Such royalty or licensing agreements might not be available on
terms acceptable to us or at all.
We May Not Be Able to Protect Our Domain Names In All Countries or Against
All Infringers, Which Could Decrease the Value of Our Brand Name and
Proprietary Rights
We currently hold the Internet domain name "drugstore.com," as well as
various other related names. Domain names generally are regulated by Internet
regulatory bodies. The regulation of domain names in the United States and in
foreign countries is subject to change. Regulatory bodies could establish
additional top-level domains, appoint additional domain name registrars or
modify the requirements for holding domain names. As a result, we may not
acquire or maintain the "drugstore.com" domain name in all of the countries in
which we conduct business.
The relationship between regulations governing domain names and laws
protecting trademarks and similar proprietary rights is unclear. Therefore, we
could be unable to prevent third parties from acquiring domain names that
infringe or otherwise decrease the value of our brand name, trademarks and
other proprietary rights.
We May Face Liability for Content on Our Web Site
Because we post product information and other content on our Web site, we
face potential liability for negligence, copyright, patent, trademark,
defamation, indecency and other claims based on the nature and content of the
materials that we post. Such claims have been brought, and sometimes
successfully pressed, against Internet content distributors. In addition, we
could be exposed to liability with respect to the unauthorized duplication of
content or unauthorized use of other parties' proprietary technology. Although
we maintain general liability insurance, our insurance may not cover potential
claims of this type or may not be adequate to indemnify us for all liability
that may be imposed. Any imposition of liability that is not covered by
insurance or is in excess of insurance coverage could harm our business.
Our Officers, Directors and Certain Existing Stockholders Control the
Majority of Our Common Stock, Which Could Discourage an Acquisition of Us
or Make Removal of Incumbent Management More Difficult
Executive officers, directors and entities affiliated with them will, in
the aggregate, beneficially own approximately 65.6% of our outstanding common
stock following the completion of this offering. These stockholders, if acting
together, would be able to significantly influence all matters requiring
approval by our stockholders, including the election of directors and the
approval of mergers or other business combination transactions. In addition,
after this offering, Amazon.com will beneficially own approximately 23.8% and
Rite Aid will beneficially own 17.9% of our outstanding common stock.
Therefore, Amazon.com and Rite Aid will each be able to significantly
influence all matters requiring approval by our stockholders, including the
election
19
<PAGE>
of directors and the approval of mergers or other business combination
transactions. Amazon.com's substantial equity stake in drugstore.com could
also make us a much less attractive acquisition candidate to potential
acquirors, because Amazon.com alone could have sufficient votes to prevent the
tax-free treatment of an acquisition. See "Principal and Selling Stockholders"
for a description of Amazon.com's and Rite Aid's stock ownership relative to
other stockholders.
We May Need Additional Capital in the Future to Support Our Growth, and
Such Additional Financing May Not Be Available To Us
We do not expect the net proceeds from this offering to be sufficient to
meet all of our long-term business development requirements. Although we
believe that the net proceeds from this offering, together with our available
funds, will provide adequate liquidity to fund our operations and meet our
other cash requirements for at least twelve months following this offering,
unanticipated developments in the short-term may require additional financing.
We may seek to raise additional funds through public or private debt or equity
financings in order to:
. Take advantage of favorable business opportunities, including
acquisitions of complementary businesses or technologies;
. Develop and upgrade our technology infrastructure;
. Enhance and increase our distribution capacity;
. Develop new product and service offerings; and
. Respond to competitive pressures.
We cannot assure you that any additional financing we may need will be
available on terms favorable to us, or at all.
Our Net Sales Would Be Harmed if We Experience Significant Credit Card
Fraud
A failure to adequately control fraudulent credit card transactions would
harm our net sales and results of operations because we do not carry insurance
against this risk. Under current credit card practices, we are liable for
fraudulent credit card transactions because we do not obtain a cardholder's
signature.
Certain Antitakeover Provisions and Significant Equity Ownership by
Amazon.com and Rite Aid Could Preclude an Acquisition
Provisions of our certificate of incorporation, bylaws, Washington law and
Delaware law could make it more difficult for a third party to acquire us,
even if doing so would be beneficial to our stockholders. Further, because
Amazon.com and Rite Aid each own a significant percentage of our capital
stock, a competitor of Amazon.com or Rite Aid as well as other potential
acquirors could determine not to merge with or acquire us. In addition, if we
were acquired by an Amazon.com competitor and Amazon.com did not vote in favor
of the transaction, we would lose our rights to promotional placements on
Amazon.com's Web site, and to use Amazon.com's technology (if we are then
using any). The potential loss of these rights could inhibit offers to acquire
us.
Risks Related to Internet Commerce
We Depend on Continued Use of the Internet and Growth of the Online
Drugstore Market
Our future revenues and profits, if any, substantially depend upon the
widespread acceptance and use of the Internet as an effective medium of
business and communication by our target customers. Rapid growth in the use of
and interest in the Internet has occurred only recently. As a result,
acceptance and use may not continue to develop at historical rates, and a
sufficiently broad base of consumers may not adopt, and continue to use, the
Internet and other online services as a medium of commerce.
20
<PAGE>
In addition, the Internet may not be accepted as a viable long-term
commercial marketplace for a number of reasons, including potentially
inadequate development of the necessary network infrastructure or delayed
development of enabling technologies and performance improvements. Our success
will depend, in large part, upon third parties maintaining the Internet
infrastructure to provide a reliable network backbone with the speed, data
capacity, security and hardware necessary for reliable Internet access and
services.
Further, the online market for drugstore products is in its infancy. The
market is significantly less developed than the online market for books,
auctions, music, software and numerous other consumer products. Even if use of
the Internet and electronic commerce continues to increase, the rate of
growth, if any, of the online drugstore market could be significantly less
than the online market for other products. Our rate of revenue growth could
therefore be significantly less than other online merchants.
Our Sales Could be Negatively Affected if We Are Required to Charge Taxes
on Sales
We do not collect sales or other similar taxes in respect of goods sold by
drugstore.com, except from purchasers located in the State of Washington.
However, one or more states or the federal government may seek to impose sales
tax collection obligations on out-of-state companies (such as drugstore.com)
that engage in or facilitate online commerce, and a number of proposals have
been made at the state and local level that would impose additional taxes on
the sale of goods and services through the Internet. Such proposals, if
adopted, could substantially impair the growth of electronic commerce, and
could adversely affect our opportunity to derive financial benefit from such
activities. Moreover, one or more states could begin to impose sales taxes on
sales of prescription products (which are not generally taxed at this time);
if so, customers who order prescriptions at our Web site and pick them up at a
local Rite Aid store would be required to pay state sales tax. A successful
assertion by one or more states or the federal government that we should
collect further sales or other taxes on the sales of products through
drugstore.com could negatively affect our revenues and business.
If We Do Not Respond to Rapid Technological Changes, Our Services Could
Become Obsolete and Our Business Would Be Seriously Harmed
As the Internet and online commerce industry evolve, we must license
leading technologies useful in our business, enhance our existing services,
develop new services and technology that address the increasingly
sophisticated and varied needs of our prospective customers and respond to
technological advances and emerging industry standards and practices on a
cost-effective and timely basis. We may not be able to successfully implement
new technologies or adapt our Web store, proprietary technology and
transaction-processing systems to customer requirements or emerging industry
standards. If we are unable to do so, it could adversely impact our ability to
build the drugstore.com brand and attract and retain customers.
Governmental Regulation of the Internet and Data Transmission Over the
Internet Could Affect Our Business
Laws and regulations directly applicable to communications or commerce over
the Internet are becoming more prevalent. The most recent session of the U.S.
Congress resulted in Internet laws regarding children's privacy, copyrights,
taxation and the transmission of sexually explicit material. The European
Union recently enacted its own privacy regulations. In particular, many
government agencies and consumers are focused on the privacy and security of
medical and pharmaceutical records. The law of the Internet, however, remains
largely unsettled, even in areas where there has been some legislative action.
It may take years to determine whether and how existing laws such as those
governing privacy, libel and taxation apply to Internet stores such as ours.
The rapid growth and development of the market for online commerce may prompt
calls for more stringent consumer protection laws, both in the United States
and abroad, that may impose additional burdens on companies conducting
business online and in particular companies that fill prescriptions or
maintain medical or pharmaceutical records. The adoption or modification of
laws or regulations relating to Internet businesses could adversely affect our
ability to attract and serve customers.
21
<PAGE>
Risks Related to this Offering
Our Stock Price is Likely to Continue to Fluctuate, Which Could Result in
Substantial Losses for Investors
The market price of our common stock has been and is likely to continue to
be extremely volatile. Our stock price could be subject to wide fluctuations
in response to a number of factors, some of which are beyond our control, and
these fluctuations could result in substantial losses for investors. Factors
that could cause our stock price to fluctuate include:
. Quarterly variations in operating results;
. Changes in financial estimates by securities analysts;
. Announcements by us or our competitors concerning new products,
significant contracts, acquisitions or strategic relationships;
. Publicity about our company, our products and services, our strategic
partners, our competitors, the online pharmacy industry, or e-commerce
in general;
. Additions or departures of key personnel;
. Any future sales of our common stock or other securities; and
. Stock market price and volume fluctuations of publicly-traded companies
in general and Internet-related companies in particular.
The trading prices of Internet-related companies and e-commerce companies
in particular have been especially volatile and many are at or near historical
highs. Investors may be unable to resell their shares of our common stock at
or above the offering price. In the past, securities class action litigation
has often been brought against a company following periods of volatility in
the market price of its securities. We may be the target of similar litigation
in the future. Securities litigation could result in substantial costs and
divert management's attention and resources, which could seriously harm our
business and operating results.
Future Sales of Shares by Existing Stockholders Could Affect Our Stock
Price
If our stockholders sell substantial amounts of our common stock in the
public market, the market price of our common stock could fall, potentially
resulting in substantial losses to investors. Such sales also might make it
more difficult for us to sell equity or equity-related securities in the
future at a time and price that we deem appropriate. Based on shares
outstanding as of February 3, 2000, upon completion of this offering, we will
have outstanding 52,022,560 shares of common stock, assuming no exercise of
the underwriters' over-allotment option. Of these shares, the 6,020,000 shares
sold in this offering and the 5,750,000 shares sold in our initial public
offering will be freely tradeable unless held by our affiliates. Of the
remaining 40,252,560 shares, 37,472,222 shares will be subject to lock-up
agreements of at least 90 days with Morgan Stanley & Co. Incorporated, as
representative of the underwriters of this offering. After these agreements
expire, at the end of the lock-up period or earlier at the discretion of
Morgan Stanley & Co. Incorporated, as representative of the underwriters,
these shares will be generally freely tradeable, subject to the limitations of
Rule 144 under the Securities Act. The holders of 37,529,011 shares of our
common stock outstanding after this offering have the right, under certain
circumstances, to require us to register their shares of common stock for
public resale. See "Shares Eligible for Future Sale" for a further description
regarding shares that will become eligible for sale at future dates after this
offering.
New Stockholders Will Incur Substantial Dilution as a Result of This
Offering
The public offering price of $18.00 per share is substantially higher than
the book value per share of our outstanding common stock. As a result,
investors purchasing common stock in this offering will incur immediate
substantial dilution. In addition, we have issued options to acquire common
stock at prices significantly below the public offering price. To the extent
such outstanding options are ultimately exercised, there will be further
dilution to investors in this offering. See "Dilution" for a more detailed
description of how new stockholders will incur dilution.
22
<PAGE>
SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
This prospectus contains forward-looking statements that involve risks and
uncertainties. These statements relate to future events or our future
financial performance and include, but are not limited to, statements
concerning:
. The anticipated benefits and risks of our key strategic partnerships,
business relationships and acquisitions;
. Our ability to attract and retain customers;
. The anticipated benefits and risks associated with our business
strategy, including those relating to our distribution and fulfillment
strategy and our current and future product and service offerings;
. Our future operating results and the future value of our common stock;
. The anticipated size or trends of the market segments in which we
compete and the anticipated competition in those markets;
. Potential government regulation; and
. Our future capital requirements and our ability to satisfy our capital
needs.
Furthermore, in some cases, you can identify forward-looking statements by
terminology such as may, will, could, should, expect, plan, intend,
anticipate, believe, estimate, predict, potential or continue, the negative of
such terms or other comparable terminology. These statements are only
predictions. Actual events or results may differ materially. In evaluating
these statements, you should specifically consider various factors, including
the risks outlined in the Risk Factors section above. These factors may cause
our actual results to differ materially from any forward-looking statement.
Although we believe that the expectations reflected in the forward-looking
statements are reasonable, we cannot guarantee future results, levels of
activity, performance or achievements. Moreover, neither we nor any other
person assumes responsibility for the accuracy and completeness of the
forward-looking statements. We are under no duty to update any of the forward-
looking statements after the date of this prospectus to conform such
statements to actual results or to changes in our expectations.
23
<PAGE>
USE OF PROCEEDS
Net proceeds from the sale of the 6,000,000 shares of common stock offered
by drugstore.com hereby are estimated to be approximately $101.9 million after
deducting estimated underwriting discounts and commissions and estimated
offering expenses payable by us. If the underwriters' over-allotment options
are exercised in full, we estimate that our net proceeds will be approximately
$117.3 million.
We intend to use the proceeds of this offering for general corporate
purposes, including working capital to fund anticipated operating losses and
purchases of inventory for our new distribution center, and capital
expenditures. We may also use a portion of the net proceeds to acquire
complementary technologies or businesses; however, we currently have no
commitments or agreements with respect to any such transactions. Pending use
of the net proceeds of this offering, we intend to invest the net proceeds in
interest-bearing, investment grade securities. We will not receive any
proceeds from the sale of the shares of common stock by the selling
stockholders.
PRICE RANGE OF COMMON STOCK
Our common stock has been quoted on the Nasdaq National Market under the
symbol "DSCM" since our initial public offering on July 27, 1999. Prior to
that time, there was no public market for our common stock. The following
table sets forth, for the periods indicated, the high and low reported
intraday sales prices per share of our common stock.
<TABLE>
<CAPTION>
Common Stock
Price
---------------
High Low
------- -------
<S> <C> <C>
Fiscal Year Ended January 2, 2000:
Third Quarter (from July 27, 1999)............................ $70 $32 1/2
Fourth Quarter................................................ $55 $27 1/8
Fiscal Year Ended December 31, 2000:
First Quarter (through March 15, 2000)........................ $39 3/8 $18
</TABLE>
On March 15, 2000, the reported last sale price of our common stock on the
Nasdaq National Market was $18.25 per share. On February 3, 2000, there were
approximately 208 holders of record of our common stock.
DIVIDEND POLICY
We have never declared or paid cash dividends on our capital stock. We
currently intend to retain all available funds and any future earnings for use
in the operation and expansion of our business and do not anticipate paying
any cash dividends in the foreseeable future.
24
<PAGE>
CAPITALIZATION
The following table sets forth our capitalization as of January 2, 2000 on
an actual, pro forma and pro forma as adjusted basis:
. The "Actual" column reflects our capitalization as of January 2, 2000,
without any adjustments for subsequent or anticipated events;
. The "Pro Forma" column reflects our capitalization as of January 2,
2000, with adjustments to give effect to (1) our sale of 1,066,667
shares of common stock to Amazon.com on January 24, 2000 in a private
placement transaction for approximately $30 million and the application
of the proceeds therefrom and (2) our acquisition of Beauty.com on
February 2, 2000; and
. The "Pro Forma As Adjusted" column reflects our pro forma
capitalization, with adjustments to give effect to the sale of the
6,000,000 shares of common stock offered by drugstore.com hereby and the
application of the proceeds therefrom after deducting estimated
underwriting discounts and commissions and estimated offering expenses
payable by us.
This table should be read in conjunction with the consolidated financial
statements and related notes thereto included elsewhere in this prospectus.
<TABLE>
<CAPTION>
As of January 2, 2000
---------------------------------
Pro Forma
Actual Pro Forma As Adjusted
--------- --------- -----------
(in thousands, except share
data)
<S> <C> <C> <C>
Capital lease obligations, less current
portion...................................... $ 2,687 $ 2,687 $ 2,687
Stockholders' equity:
Preferred stock, $.0001 par value;
authorized 10,000,000 shares;
issued and outstanding: none actual, pro
forma and pro forma as adjusted............ -- -- --
Common stock, $.0001 par value; stated at
amounts paid in; authorized 250,000,000
shares; issued and outstanding:
43,508,808 shares actual, 45,841,764 pro
forma and 51,841,764 pro forma as
adjusted................................... 485,377 555,790 657,690
Deferred stock-based compensation............. (10,770) (27,978) (27,978)
Accumulated deficit........................... (123,858) (123,858) (123,858)
--------- -------- ---------
Total stockholders' equity.................. 350,749 403,954 505,854
--------- -------- ---------
Total capitalization........................ $ 353,436 $406,641 $ 508,541
========= ======== =========
</TABLE>
The number of issued and outstanding shares of common stock in the table
above excludes 11,289,747 shares of common stock reserved for issuance under
our stock option and stock purchase plans, of which 5,850,658 shares were
subject to outstanding options as of January 2, 2000 at a weighted average
exercise price of $16.4875 per share. On January 20, 2000, we granted options
to purchase 946,940 shares of common stock at an exercise price of $27.1875
per share. See "Management--Incentive Stock Plans" and Note 8 of Notes to
Consolidated Financial Statements.
25
<PAGE>
DILUTION
The net tangible book value of drugstore.com as of January 2, 2000 was $150
million, or approximately $3.45 per share. Net tangible book value per share
is determined by dividing our net tangible book value (total tangible assets
minus total liabilities) by the number of shares of our common stock
outstanding. Dilution in net tangible book value per share represents the
difference between the amount per share paid by purchasers of shares of common
stock in this offering and the net tangible book value per share of common
stock immediately after the completion of this offering. After giving effect
to (1) our sale of the 6,000,000 shares of common stock in this offering at a
public offering price of $18.00 per share, and the application of the net
proceeds therefrom, after deducting estimated underwriting discounts and
commissions and estimated offering expenses payable by us, (2) our sale of
1,066,667 shares of common stock to Amazon.com for approximately $30 million
and the application of the proceeds therefrom, and (3) our acquisition of
Beauty.com, the net tangible book value of drugstore.com at January 2, 2000
would have been $273.4 million, or approximately $5.27 per share. This
represents an immediate increase in net tangible book value of $1.82 per share
to existing stockholders as of January 2, 2000 and an immediate dilution of
$12.73 per share to new investors of common stock in this offering. The
following table illustrates this dilution on a per share basis:
<TABLE>
<S> <C> <C>
Public offering price per share........................................ $18.00
Net tangible book value per share as of January 2, 2000......... 3.45
Increase per share attributable to Amazon.com................... .59
Decrease per share attributable to Beauty.com................... (.30)
Increase per share attributable to investors in this offering... 1.53
----
Pro forma net tangible book value per share after this offering........ 5.27
------
Dilution per share to new investors.................................... $12.73
======
</TABLE>
The table above excludes 11,289,747 shares of common stock reserved for
issuance under our stock option and stock purchase plans, of which 5,850,658
shares were subject to outstanding options as of January 2, 2000 at a weighted
average exercise price of $16.4875 per share. On January 20, 2000, we granted
options to purchase 946,940 shares of common stock at an exercise price of
$27.1875 per share. See "Management--Incentive Stock Plans" and Note 8 of
Notes to Consolidated Financial Statements.
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<PAGE>
SELECTED CONSOLIDATED FINANCIAL DATA
The selected consolidated financial data set forth below should be read in
conjunction with "Management's Discussion and Analysis of Financial Condition
and Results of Operations" and the Consolidated Financial Statements of
drugstore.com and the Notes thereto included elsewhere in this prospectus. The
consolidated statement of operations data set forth below for the period from
April 2, 1998 (inception) to December 31, 1998 and for the fiscal year ended
January 2, 2000, and the selected consolidated balance sheet data as of
December 31, 1998 and January 2, 2000, have been derived from the audited
financial statements of drugstore.com included elsewhere in this prospectus,
which have been audited by Ernst & Young LLP, Independent Auditors. The
historical results are not necessarily indicative of results to be expected
for any future period. See "Management's Discussion and Analysis of Financial
Condition and Results of Operations."
<TABLE>
<CAPTION>
Period from
April 2, 1998
(Inception) to Year Ended
December 31, 1998 January 2, 2000
----------------- ---------------
(in thousands, except share and
per share data)
<S> <C> <C>
Consolidated Statements of Operations Data:
Net sales.................................... $ -- $ 34,848
Cost and expenses:
Cost of sales.............................. -- 38,440
Marketing and sales(1)..................... 3,092 61,492
Technology and content(2).................. 2,178 14,918
General and administrative(3).............. 1,861 11,126
Charitable contribution.................... -- 3,600
Amortization of intangible assets.......... 33 10,640
Amortization of stock-based compensation... 1,037 15,375
------- ----------
Total cost and expenses.................. 8,201 155,591
------- ----------
Operating loss............................... (8,201) (120,743)
Other income (expense):
Interest income............................ 177 5,036
Interest expense........................... (3) (124)
------- ----------
Net loss..................................... $(8,027) $ (115,831)
======= ==========
Basic and diluted net loss per share......... $(14.70) $ (6.13)
======= ==========
Weighted average shares outstanding used to
compute
basic and diluted net loss per share....... 546,149 18,880,969
======= ==========
Pro forma basic and diluted net loss per
share (unaudited)(4)........................ $ (3.73)
==========
Weighted average shares outstanding used to
compute
pro forma basic and diluted net loss per
share (unaudited)(4)...................... 31,045,835
==========
<CAPTION>
December 31, 1998 January 2, 2000
----------------- ---------------
(in thousands)
<S> <C> <C>
Consolidated Balance Sheet Data:
Cash, cash equivalents and marketable
securities.................................. $14,408 $ 132,754
Working capital.............................. 17,050 106,960
Total assets................................. 22,517 395,708
Capital lease obligations, less current
portion..................................... 975 2,687
Total stockholders' equity................... 19,347 350,749
</TABLE>
- --------
(1) Excludes amortization of stock-based compensation of $189 for the period
from April 2, 1998 (inception) to December 31, 1998 and $3,730 for the
year ended January 2, 2000.
(2) Excludes amortization of stock-based compensation of $209 for the period
from April 2, 1998 (inception) to December 31, 1998 and $3,153 for the
year ended January 2, 2000.
(3) Excludes amortization of stock-based compensation of $639 for the period
from April 2, 1998 (inception) to December 31, 1998 and $8,492 for the
year ended January 2, 2000.
(4) See Note 1 of Notes to Consolidated Financial Statements for an
explanation of the determination of the number of weighted average shares
used to compute pro forma net loss per share amounts.
27
<PAGE>
MANAGEMENT'S DISCUSSION AND ANALYSIS OF
FINANCIAL CONDITION AND RESULTS OF OPERATIONS
The following discussion should be read in conjunction with the
Consolidated Financial Statements and the related Notes contained elsewhere in
this prospectus. The following discussion contains forward-looking statements
that involve risks and uncertainties. Our actual results could differ
materially from the results contemplated by these forward-looking statements
as a result of certain factors, including those discussed below and elsewhere
in this prospectus.
Overview
drugstore.com is a leading online drugstore: a retail store and information
site for health, beauty, wellness, personal care and pharmacy products and
information. We offer a larger selection of products than typical store-based
retailers at competitive prices, along with a wealth of health-related
information, buying guides and other tools designed to help consumers make
more educated purchasing decisions.
We were incorporated in April 1998 and commercially launched our Web site
on February 24, 1999. From the period from inception through the commercial
launch of our site, our primary activities consisted of:
. Developing our business model;
. Raising funds and developing strategic alliances;
. Designing and developing our Web site;
. Recruiting and training employees;
. Selecting our fulfillment partners and integrating their systems and
processes with ours;
. Negotiating advertising contracts with several of the major Web portals;
and
. Developing the drugstore.com brand.
Since the commercial launch of our site, we have continued these operating
activities and have also focused on acquiring and retaining customers,
expanding our product offerings, building vendor relationships, promoting our
brand name, improving the efficiency of our order fulfillment processes,
establishing customer service operations and developing our own distribution
capabilities.
All customer orders are processed through our Web store and can be either
shipped to the customer or, in the case of refills of existing Rite Aid
prescriptions, picked up by the customer at any Rite Aid store in the United
States. Orders are either billed to the customer's credit card or, in the case
of prescriptions covered by insurance, billed to third parties. Sales of
pharmaceutical products covered by third parties are recorded at the net
amount to be received. Generally, we collect cash from credit card sales in
two to five days from the date the order is shipped. Amounts billed to third
parties are, on average, collected in approximately 30 days; however, such
timing can vary depending on the payor. Sales billed to third party insurance
companies and PBMs through our relationship with Rite Aid currently represent
a significant percentage of our pharmacy sales. We expect that sales billed to
these third parties will continue to represent a significant percentage of our
pharmacy sales for the forseeable future.
We routinely offer discounts and coupons to customers. In addition, if a
customer is not satisfied with a particular product or the level of customer
service we provide, we generally refund all or a portion of the sale.
Allowances for refunds and sales price incentives, including discounts and
coupons, are netted against the related sales price in net sales. We may in
the future expand or increase the coupons and discounts we offer to our
customers.
In January 2000, we began limited operations at our own 290,000 square foot
distribution center, and we are in the process of transitioning our
distribution capabilities for pharmaceutical and non-pharmaceutical products
from third party distributors to our center. In connection with opening our
distribution center, we also opened our own pharmacy as part of our agreement
with Rite Aid. Operating our own distribution facility will
28
<PAGE>
require us, in the near term, to hire and train a significant number of new
employees, increase inventory levels substantially and establish a significant
number of direct relationships with manufacturers. In addition, as we
transition to our own distribution center, order fulfillment through multiple
channels and underutilization of our own distribution capacity could result in
cost and service level inefficiencies.
Currently, we purchase substantially all of our pharmaceutical products
from RxAmerica and more than half of our nonpharmaceutical products from
Walsh. We also purchase pharmaceutical products from Rite Aid. Products are
purchased from RxAmerica, Walsh and Rite Aid after the customer submits an
order, and we maintain an inventory of nonpharmaceutical products that are not
available from Walsh. As we transition customer order fulfillment to our own
distribution center, we intend to establish relationships directly with
product manufacturers, and we expect that order fulfillment through Walsh will
cease by the end of the second quarter of 2000. In addition, in connection
with establishing our own distribution center, we are obligated to buy our
pharmaceutical products from Rite Aid, unless we are able to obtain better
overall terms from other vendors. As the number of orders filled out of the
pharmacy operation in our distribution center increases, we expect that
purchases from Rite Aid will account for an increasingly significant portion
of our total pharmaceutical product purchases.
On February 2, 2000, we acquired Beauty.com, a Web store specializing in
prestige beauty products, and entered into an agreement to retain the
employment of its founder, Roger Barnett, for a total of 1,266,289 shares of
drugstore.com common stock (approximately $40.4 million based on the price of
our common stock on January 12, 2000, the date the transaction was announced).
Beauty.com maintains an inventory of all products that it sells and we expect
our inventory to increase significantly relative to our current levels as a
result of the acquisition. Beauty.com currently outsources its fulfillment
operations to Keystone Corporation and we expect to begin integrating
Beauty.com's fulfillment operations into our own while keeping the Beauty.com
Web store intact. A significant portion of the shares of common stock that we
issued under the acquisition agreement are subject to the terms of an escrow
agreement and will be forfeited by Mr. Barnett if he does not remain employed
at Beauty.com for the two year period following the acquisition. We will
account for the acquisition as a purchase.
We have incurred net losses of $123.9 million from inception to January 2,
2000. We believe that we will continue to incur net losses for at least the
next four years (and possibly longer) and that the rate at which we will incur
such losses will likely increase significantly from current levels. We have a
limited operating history on which to base an evaluation of our business and
prospects. Our prospects must be considered in light of the risks, expenses,
and difficulties encountered by companies in their early stage of development,
particularly companies in new and rapidly-evolving markets, such as e-
commerce. See "Risk Factors" for a more complete description of the many risks
we face.
In view of our limited operating history and the rapidly evolving nature of
our business, we believe that period-to-period comparisons of our operating
results are not meaningful and should not be relied upon as an indication of
future performance. It is likely that in some future quarter our operating
results may fall below the expectations of securities analysts and investors.
In this event, the trading price of our common stock may fall significantly.
Organizations responsible for promulgating accounting standards are
reviewing the financial statement classification of, and accounting for,
fulfillment and order processing costs and other items by a number of e-
commerce companies, including drugstore.com. Our fulfillment and order
processing costs include distribution center equipment and packaging supplies,
per-unit fulfillment fees charged by third parties, and payroll and related
expenses for personnel engaged in customer service, purchasing, and
distribution and fulfillment activities, including pharmacists engaged in
prescription verification activities and warehouse personnel. These expenses
also include rent expense and depreciation related to our distribution center.
We classify all of these costs in marketing and sales expense. The review by
these organizations could result in a requirement that we reclassify some or
all of our fulfillment and order processing costs from marketing and sales
expense to cost of sales and/or that we capitalize certain of our fulfillment
and order processing costs in inventory. We currently
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expense these costs as incurred. We will adjust our accounting and
classification of fulfillment and order processing costs if required. Any such
adjustments or reclassifications are not expected to have a significant impact
on our sales, operating profit or loss, net income or loss, or cash flow,
although such adjustments or reclassifications could result in an increase in
our cost of sales as a percentage of our net sales.
Net Sales. Net sales includes gross revenues from sales of products and
related shipping fees, net of discounts and provisions for sales returns,
third-party reimbursement and other allowances. We generally refund all or a
portion of the selling price, including related shipping fees, if applicable,
in the event the customer is not satisfied with the product purchased or the
quality of customer service provided. Sales returns and allowances have not
been significant to date.
Revenues from sales of products shipped to customers, and related shipping
fees, are recognized upon shipment. We arrange for shipment of products to
customers through various contractual relationships with third-party
fulfillment partners. Revenues from sales of certain pharmaceutical products
ordered through our Web store for delivery at a Rite Aid store are recognized
when the product is delivered to the customer.
Upon receiving and validating a customer's order for products that will be
purchased by us from a fulfillment partner, and subsequently shipped or
delivered to the customer by that fulfillment partner, we submit relevant
order information and, if applicable, shipping instructions to that
fulfillment partner for processing. We believe we act as a principal in
connection with orders shipped or delivered to customers by fulfillment
partners on our behalf because, among other things, we establish the retail
prices of our non-pharmaceutical and non-insured pharmaceutical products (and
accept contractual reimbursement amounts from third-party payors for insured
pharmaceutical products) and shipping fees; contractually take title to, and
assume risk of loss of, products prior to their shipment; bear credit and
collection risk from the customer or, in the case of certain pharmaceutical
sales, third-party payors; and bear the risk that the product will be
returned. Title to products ordered by customers and shipped or delivered by a
fulfillment partner passes to us at the fulfillment partners' distribution
center or, for certain pharmaceutical sales, when the pharmaceuticals are made
available for customer retrieval at a Rite Aid store.
In the future, the level of our net sales will depend on a number of
factors including, but not limited to, the following:
. The number of customers we are able to obtain;
. The frequency of our customers' purchases;
. The quantity and mix of products our customers purchase;
. The quantity of the types of products we are able to offer for sale;
. The price we charge for our products;
. The amount we charge for shipping;
. The extent of sales price incentives, including coupons and discounts we
offer;
. The extent of reimbursement available from third-party payors;
. The level of customer returns we experience; and
. The seasonality that we may experience in our business.
Cost of Sales. Cost of sales consists primarily of the cost of products
sold to our customers, including allowances for shrinkage and slow moving and
expired inventory, as well as outbound and inbound shipping costs. Payments
that we expect to receive from vendors in connection with joint merchandising
activities, net of related costs, will be netted against cost of sales in the
period in which the related inventory is sold. We expect cost of sales to
increase in absolute dollars to the extent that our sales volume increases.
Cost of sales as a percentage of net sales will fluctuate based on a number of
factors, including, but not limited to, the following:
. The cost of our products, including the extent of promotional
allowances, payments for joint merchandising activities and purchase
volume discounts that we are able to obtain from suppliers;
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. Our pricing strategy relative to the cost of our products, including the
extent to which we offer coupons or promotional discounts;
. The mix of products our customers purchase;
. The mix of consignment service fees vs. product sales;
. The mix of cash payments vs. insurance reimbursement for our pharmacy
products;
. Our shipping pricing strategy relative to the cost of shipping; and
. The extent to which we are able to control product damage, shrinkage and
expiration though inventory management practices.
Marketing and Sales. Marketing and sales expenses consist primarily of
fulfillment and order processing expenses and customer acquisition and
marketing expenses. Fulfillment and order processing expenses include
distribution center equipment and packaging supplies, per-unit fulfillment fees
charged by third parties, and payroll and related expenses for personnel
engaged in customer service, purchasing, and distribution and fulfillment
activities, including pharmacists engaged in prescription verification
activities and warehouse personnel. These expenses also include rent expense
and depreciation related to our distribution center. We expect fulfillment and
order processing expenses to increase during the next two quarters due to
duplicative costs that we will incur while we complete the transition of our
customer order fulfillment operations from third party distributors, including
those operated on behalf of Beauty.com, to our own distribution facilities.
Additionally, to the extent that our sales volume increases in future periods,
we expect fulfillment and order processing expenses to increase in absolute
dollars as we expand the accompanying distribution and fulfillment activities.
Customer acquisition and marketing expenses include advertising and
marketing expenses, promotional expenditures, credit card processing fees and
payroll and related expenses for personnel engaged in marketing and
merchandising activities. Promotional expenses include the cost of certain
items we give away to our customers in connection with our customer acquisition
and retention activities and our branding campaign. These items include sample
merchandise in sizes or quantities not normally sold on our Web site, certain
drugstore.com-branded products and the cost of products given away in our one
cent sales promotions. Advertising expenses include media, agency and
production costs associated with our branding campaign. We intend to continue
to pursue an aggressive branding and marketing campaign and, therefore, we
expect customer acquisition and marketing expenses to increase significantly in
absolute dollars. Customer acquisition and marketing expenses may also vary
considerably from quarter to quarter, depending on the timing of our
advertising campaigns. We currently intend to pursue an independent branding
and marketing strategy for the Beauty.com Web store. Accordingly, we expect
that customer acquisition and marketing expenses will increase after the
Beauty.com acquisition is consummated.
Technology and Content. Technology and content expenses consist primarily of
payroll and related expenses for personnel engaged in maintaining and making
minor upgrades and enhancements to our Web site and content. These expenses
also include payroll and related expenses for information technology personnel,
Internet access and hosting charges and Web site content and design expenses.
Over the next several months, we expect that our technology and content
expenses will increase as we:
. Continue to make minor upgrades to improve our systems relating to in-
store prescription pickup at Rite Aid stores;
. Make minor enhancements to our Web site to display additional product
offerings; and
. Maintain our Web site product listings and content.
We believe that continued investment in these areas is critical to attaining
our strategic objectives and, as a result, we expect technology and content
expenses to increase significantly in absolute dollars.
General and Administrative. General and administrative expenses consist of
payroll and related expenses for executive and administrative personnel,
corporate facility expenses, professional services expenses, travel and
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other general corporate expenses. We expect general and administrative
expenses to increase in absolute dollars as we expand our staff and incur
additional costs related to the anticipated growth of our business and being a
public company.
Amortization of Intangible Assets. In July 1999, we consummated a series of
agreements with Rite Aid and GNC to issue 12,282,599 shares of Series E
preferred stock in exchange for an aggregate of $10 million in cash and other
consideration, including access to insurance coverage, advertising
commitments, exclusivity agreements, a technology licensing agreement and
other obligations with an estimated fair value of $233.9 million. The $233.9
million non-cash portion of the consideration from the Rite Aid and GNC
agreements was allocated to the following components based on a valuation
obtained from an independent valuation expert (in millions):
<TABLE>
<S> <C>
Access to insurance coverage .................................... $182.0
Advertising commitments.......................................... 22.9
Vendor agreement................................................. 29.0
------
$233.9
======
</TABLE>
The access to insurance coverage and the vendor agreement have been
classified as intangible assets and the advertising commitments have been
classified within prepaid marketing expenses. All of the assets are being
amortized on a straight-line basis over their contractual lives of 10 years,
which is also their estimated useful lives. Amortization of the advertising
commitments is included in marketing and sales expense.
As a result of our acquisition of Beauty.com, we expect that amortization
of intangible assets will increase substantially from current levels. We
intend to obtain an independent valuation in order to allocate the purchase
price to the net assets acquired, including any goodwill. We expect that such
valuation will be completed in the first quarter of 2000.
Amortization of Stock-based Compensation. We have recorded total deferred
stock-based compensation of $27,596,000 in connection with stock options
granted and restricted stock issued to our employees. The deferred stock-based
compensation amounts represent the difference between the exercise price of
stock option grants and the deemed fair value of our common stock at the time
of such grants. In the case of restricted stock, the deferred stock-based
compensation represents the difference between the purchase price of the
restricted stock and the deemed fair value of our common stock on the date of
purchase. Such amounts are amortized to expense over the vesting periods of
the applicable agreements, resulting in amortization of stock-based
compensation totaling $1,037,000 for the period from April 2, 1998 (inception)
to December 31, 1998 and $15,375,000 for the fiscal year ended January 2,
2000. The amortization expense relates to options awarded to employees in all
operating expense categories. Deferred stock-based compensation as of January
2, 2000 for stock options and restricted stock issued to our employees will be
subsequently recognized as expense for each of the next five fiscal years as
follows:
<TABLE>
<CAPTION>
Fiscal Year Amount
----------- --------------
(in thousands)
<S> <C>
2000 $5,715
2001 2,976
2002 1,500
2003 468
2004 111
</TABLE>
We expect that a significant percentage of the consideration for the
Beauty.com acquisition will be deemed to be deferred stock-based compensation
for accounting purposes. Any deferred stock-based compensation will be
amortized over a two-year period and, accordingly, we expect that amortization
of stock-based compensation for fiscal 2000 and 2001 will be significantly
higher than the amounts in the above table.
Interest Income and Expense. Interest income consists of earnings on our
cash and cash equivalents and interest expense consists of interest associated
with capital lease obligations.
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Income Taxes. There was no provision or benefit for income taxes for any
period since inception due to our operating losses. As of January 2, 2000, we
had approximately $98.4 million of net operating loss carryforwards for
federal income tax purposes, which expire beginning in 2018. In 1999, due to
the issuance and sale of Series D and Series E preferred stock, we incurred
ownership changes pursuant to applicable regulations in effect under the
Internal Revenue Code of 1986, as amended. Therefore, our use of losses
incurred through the date of these ownership changes will be limited during
the carryforward period. We estimate that the use of the approximately $53.9
million of net operating losses incurred prior to the date of the ownership
change would be limited to approximately $6.6 million per year in order to
offset future taxable income. To the extent that any single-year loss is not
utilized to the full amount of the limitation, such unused loss is carried
over to subsequent years until the earlier of its utilization or the
expiration of the relevant carryforward period. Our initial public offering
did not cause an additional ownership change that would result in additional
limitations on the utilization of net operating loss carryforwards. We do not
expect that this offering will cause additional ownership changes. We have
provided a full valuation allowance on the deferred tax asset, consisting
primarily of such net operating loss carryforwards, because management has
determined that it is more likely than not that we will not earn income
sufficient to realize the deferred tax assets during the carryforward period.
See Note 6 of Notes to Consolidated Financial Statements.
Quarterly Results of Operations
Because we were a development stage company prior to the launch of our Web
site in February 1999 and have a short operating history, we believe that
period-to-period comparisons for periods prior to 1999 are less meaningful
than an analysis of recent quarterly operating results. Accordingly, we are
providing a discussion and analysis of our results of operations that is
focused on the seven quarters ended January 2, 2000.
The following table sets forth unaudited quarterly statement of operations
data for the seven quarters ended January 2, 2000. This unaudited quarterly
information has been derived from our unaudited financial statements and, in
the opinion of management, include all adjustments, consisting only of normal
recurring adjustments necessary for a fair presentation of such information in
accordance with accounting principles generally accepted in the United States.
The operating results for any quarter are not necessarily indicative of the
operating results for any future period.
<TABLE>
<CAPTION>
Quarter Ended
-----------------------------------------------------------------
Sept. Dec.
June 30, 30, 31, April 4, July 4, Oct. 3, Jan. 2,
1998 1998 1998 1999 1999 1999 2000
-------- ------- ------- -------- -------- -------- --------
(in thousands)
<S> <C> <C> <C> <C> <C> <C> <C>
Net sales............... $ -- $ -- $ -- $ 652 $ 3,550 $ 12,158 $ 18,488
Cost and expenses:
Cost of sales......... -- -- -- 672 4,879 14,066 18,823
Marketing and sales... -- 313 2,779 5,189 11,328 16,471 28,504
Technology and
content.............. 104 522 1,552 2,713 3,229 4,232 4,744
General and
administrative....... 71 511 1,279 1,713 2,204 3,120 4,089
Charitable
contribution......... -- -- -- -- -- 3,600 --
Amortization of
intangible assets.... 8 10 15 18 20 5,300 5,302
Amortization of stock-
based compensation... 166 350 521 1,257 2,326 9,267 2,525
----- ------- ------- -------- -------- -------- --------
Total cost and
expenses............ 349 1,706 6,146 11,562 23,986 56,056 63,987
----- ------- ------- -------- -------- -------- --------
Operating loss.......... (349) (1,706) (6,146) (10,910) (20,436) (43,898) (45,499)
Other income (expense):
Interest income....... -- 36 141 332 701 1,958 2,045
Interest expense...... -- -- (3) (14) (26) (33) (51)
----- ------- ------- -------- -------- -------- --------
Net loss................ $(349) $(1,670) $(6,008) $(10,592) $(19,761) $(41,973) $(43,505)
===== ======= ======= ======== ======== ======== ========
</TABLE>
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Quarterly Periods from Inception to April 4, 1999
Net Sales and Cost of Sales. We commercially launched our Web site on
February 24, 1999. There were no net sales or cost of sales prior to the
quarter ended April 4, 1999. Net sales approximated the cost of sales in the
quarter ended April 4, 1999 due to promotional sales discounts and coupons
associated with the commercial launch of the Web site.
Marketing and Sales. Marketing and sales expenses increased in each of the
four quarters ended April 4, 1999, primarily due to expenses associated with
the addition of marketing and merchandising personnel. We also increased our
advertising on major Web portals, including AOL, Excite and Yahoo!, in the
quarter ended April 4, 1999 in connection with the commercial launch of our
Web site. Additionally, we recognized $1,007,000 of non-cash advertising
expenses under our technology license and advertising agreement with
Amazon.com in the quarter ended April 4, 1999.
Technology and Content. Technology and content expenses increased in each
of the four quarters ended April 4, 1999, primarily due to increased expenses
associated with the addition of information technology personnel and
additional use of consultants and contract labor to help maintain the systems
supporting our Web site.
General and Administrative. General and administrative expenses increased
in each of the four quarters ended April 4, 1999, primarily due to increased
expenses associated with the addition of general and administrative personnel,
additional professional fees and the cost of corporate facilities.
Amortization of Intangible Assets. Amortization of intangible assets during
the four quarters ended April 4, 1999 primarily represented the amortization
of the technology license obtained from Amazon.com and certain domain names
owned by us.
Amortization of Stock-based Compensation. Amortization of stock-based
compensation increased in each of the four quarters ended April 4, 1999,
primarily due to the grant of stock options to new employees prior to our
initial public offering on July 27, 1999, as well as an increase in the
difference between the grant price and the deemed fair value of our common
stock, particularly in the quarter ended April 4, 1999.
Three Quarterly Periods Ended January 2, 2000
Net Sales and Cost of Sales. We have been operating our Web store for three
full fiscal quarters. The following table sets forth net sales for each of
these quarters by category:
<TABLE>
<CAPTION>
Quarter Ended
------------------------------------
July 4, Oct. 3, Jan. 2,
1999 1999 2000
---------- ----------- -----------
Category Amount % Amount % Amount %
-------- ------ --- ------- --- ------- ---
(dollars in thousands)
<S> <C> <C> <C> <C> <C> <C>
Pharmaceutical products................. $1,094 31% $ 7,107 58% $10,453 57%
Non-pharmaceutical products and other... 2,456 69 5,051 42 8,035 43
------ --- ------- --- ------- ---
Total................................. $3,550 100% $12,158 100% $18,488 100%
====== === ======= === ======= ===
New customers........................... 150,000 260,000 267,000
Orders from repeat customers as a
percentage of total orders............. 26% 33% 44%
</TABLE>
Our net sales in each category have increased in each quarter since we
commenced operations due to increases in new customers and increased repeat
orders. The substantial increase in pharmaceutical product sales as a percent
of total net sales in the quarter ended October 3, 1999 was primarily related
to the commencement of the Rite Aid in-store pickup service for prescription
refills. Consignment fees related to our agreement with GNC are included in
net sales of non-pharmaceutical products and other and were insignificant
relative to the total.
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Cost of sales exceeded net sales in each of the three quarters ended
January 2, 2000. Such excess was primarily the result of a decrease in net
sales due to sales price incentives offered to customers, including
promotional coupons and discounts. We continue to offer promotional coupons
and discounts as a strategy to attract new customers, although such discounts
and coupons have decreased over time as a percentage of net sales. Promotional
coupons can only be used by customers to offset the price of non-
pharmaceutical products. Additionally, our shipping costs exceeded the amount
we charged our customers for shipping in each of the three quarters ended
January 2, 2000. We expect to continue to subsidize a portion of our shipping
costs for the foreseeable future as a strategy to attract and retain
customers.
Marketing and Sales. Marketing and sales expenses increased in each of the
three quarters ended January 2, 2000 due to increases in both fulfillment and
order processing expenses and customer acquisition and marketing expenses.
Fulfillment and order processing expenses increased in each of the three
quarters ended January 2, 2000 primarily due to the increases in order volume.
Volume-related expenses primarily responsible for the increased costs include
permanent and temporary labor required to validate prescriptions and fulfill
both pharmaceutical and non-pharmaceutical orders, per-unit fulfillment fees
charged by our fulfillment partners, depreciation expense related to
additional capital investments and packaging materials.
The increases in customer acquisition and marketing expenses are primarily
attributable to increased media, agency and production costs associated with
our branding campaign which commenced in the quarter ended July 4, 1999.
Additionally, the cost of promotional items given to new and existing
customers has increased in each quarter. We expect to continue to pursue an
aggressive branding and marketing campaign for the foreseeable future and
expect such expenditures to increase accordingly. Included in customer
acquisition and marketing expenses are $2,293,000, $1,074,000 and $573,000 of
non-cash advertising expenses incurred under our agreements with Amazon.com
and Rite Aid for the second, third and fourth quarters of fiscal 1999,
respectively.
Technology and Content. Technology and content expenses increased in each
of the three quarters ended January 2, 2000, primarily due to increased
expenses associated with the addition of information technology personnel and
additional use of consultants and contract labor. Such personnel assisted in
maintaining and making minor upgrades and enhancements to our Web store as
well as maintaining the systems supporting the Web site.
General and Administrative. General and administrative expenses increased
in each of the three quarters ended January 2, 2000 primarily due to increased
expenses associated with the addition of general and administrative personnel,
additional professional fees and the cost of corporate facilities.
Charitable Contribution. In the third quarter of fiscal 1999, we donated
200,000 shares of our common stock to a foundation established by us and
recognized an expense of $3,600,000 in that quarter based on the fair value of
the donated common stock.
Amortization of Intangible Assets. Amortization of intangible assets
increased significantly in the quarters ended October 3, 1999 and January 2,
2000, to $5,300,000 and $5,302,000, respectively, primarily due to the
amortization of intangible assets received in connection with the Rite Aid and
GNC transactions completed in July 1999.
Amortization of Stock-based Compensation. Amortization of stock-based
compensation increased in the third quarter of fiscal 1999, primarily due to a
separation agreement we entered into with our founder.
Liquidity and Capital Resources
In July 1999, we completed our initial public offering and issued 5,750,000
shares of our common stock at an initial public offering price of $18.00 per
share. Net cash proceeds to us from the initial public offering were
approximately $94.6 million. Concurrently with our initial public offering, we
received $10 million in cash from our private placement of 555,555 shares of
our common stock with Amazon.com. From our inception until our initial public
offering, we financed our operations primarily through private sales of
preferred stock which yielded net cash proceeds of $106.8 million.
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<PAGE>
We have incurred net losses of $123.9 million from inception to January 2,
2000. We believe that we will continue to incur net losses for the foreseeable
future and that the rate at which we will incur such losses will increase
significantly from current levels. Net cash used in operating activities was
$56.8 million for the year ended January 2, 2000, and $6.3 million in the
period from April 2, 1998 (inception) to December 31, 1998. Net cash used in
operating activities for each of these periods primarily reflects our net
losses offset by a net source of funds from working capital.
Net cash used in investing activities was $120.0 million for the year ended
January 2, 2000, and $1.5 million in the period from April 2, 1998 (inception)
to December 31, 1998. Net cash used in investing activities for the year ended
January 2, 2000 was primarily related to the investment of the proceeds from
our initial public offering in marketable securities with an original maturity
greater than 90 days. Additionally, net cash used in investing activities for
both periods included leasehold improvements and purchases of equipment and
systems, including warehouse handling equipment, computer equipment and
fixtures and furniture.
For the year ended January 2, 2000, net cash provided by financing
activities was $188.9 million and consisted primarily of $104.6 million in net
proceeds from the issuance of common stock in our initial public offering and
the concurrent private placement, and $84.6 million in net proceeds from the
issuance of convertible preferred stock.
During the period from April 2, 1998 (inception) to December 31, 1998, net
cash provided by financing activities was $22.3 million, consisting primarily
of cash proceeds of $4.0 million from the issuance of 10,000,000 shares of
Series A preferred stock and cash proceeds of $18.2 million from the issuance
of 5,446,268 shares of Series B preferred stock.
As of January 2, 2000, we had $132.8 million of cash, cash equivalents and
marketable securities. As of that date, our principal commitments consisted of
obligations outstanding under capital and operating leases and marketing
agreements with certain Web portals, including America Online, MSNBC and
Discovery Channel, aggregating approximately $80.0 million through 2012.
Subsequent to January 2, 2000, we entered into a strategic agreement with
Amazon.com to integrate various shopping features of our Web sites and create
a persistent drugstore.com shopping presence on Amazon.com's Web site. Under
the terms of the agreement, we agreed to pay Amazon.com a total of $105
million over a three-year period, of which $30 million was paid at the time
the agreement was executed. In addition, in January 2000, we provided letters
of credit totaling $16.4 million as security for leases and certain other
operating agreements. These letters of credit must be fully collateralized by
an equivalent amount of our cash. If our cash balance falls below $25 million
we are contractually obligated to increase these letters of credit and related
cash collateral to $20.7 million. Although we have no material commitments for
capital expenditures, we anticipate a substantial increase in our capital
expenditures and lease commitments consistent with anticipated growth in
operations, infrastructure and personnel. We recently began limited operations
at our own distribution center to improve the customer experience by locating
closer to a greater percentage of our customers, exerting greater control over
the distribution process and ensuring adequate supplies of products to our
customers. We also expect to devote substantial resources to technology and
systems upgrades to support the new distribution center and our ability to
provide in-store prescription pick up at Rite Aid stores as well as to
advertising and promotional activities. During 2000, we expect to incur
approximately $15 million of additional costs for these technology and systems
upgrades and toward the new distribution center.
We currently anticipate that the net proceeds of this offering, together
with our available funds, will be sufficient to meet our anticipated needs for
working capital and capital expenditures for at least the next twelve months.
We may need to raise additional funds prior to the expiration of such period
if, for example, we pursue business or technology acquisitions or experience
operating losses that exceed our current expectations. If we raise additional
funds through the issuance of equity, equity-related or debt securities, such
securities may have rights, preferences or privileges senior to those of the
rights of our common stock and our stockholders may experience additional
dilution. We cannot be certain that additional financing will be available to
us on acceptable terms when required, or at all.
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<PAGE>
Year 2000
Many existing computer programs were designed and developed without
addressing the impact of the upcoming change in the century. If not corrected,
many computer software applications could fail or create erroneous results by,
at or beyond the year 2000. Prior to the end of 1999, we completed a review of
the year 2000 compliance of our internally developed proprietary software,
including testing to determine how our systems will function at and beyond the
year 2000. Based upon our assessment, we believe that our internally developed
proprietary software is year 2000 compliant. In addition, we assessed the year
2000 readiness of our third-party supplied software, computer technology and
other services, which include software for use in our accounting, database and
security systems, and implemented corrective actions that we believed were
necessary to address potential year 2000 issues in these areas. To date, we
have not experienced any year 2000-related problems with our internally
developed software or our third-party supplied software and computer systems,
and we are not aware of any failure by our third-party suppliers to be year
2000 compliant that could impact our business or operations. In addition, to
date, we are not aware of any failure by Rite Aid, RxAmerica or Walsh
Distribution to be year 2000 compliant that could impact our business or
operations. However, such problems or failures could arise or become apparent
in the future, and any such problems or failures could have negative
consequences for us. Such consequences could include difficulties in operating
our Web site effectively, taking customer orders, making product deliveries or
conducting other fundamental parts of our business.
Quantitative and Qualitative Disclosures About Market Risk
We have assessed our vulnerability to certain market risks, including
interest rate risk associated with financial instruments included in cash,
cash equivalents and marketable securities. Due to the short-term nature of
these investments and our investment policies and procedures, we have
determined that the risk associated with interest rate fluctuations related to
these financial instruments does not pose a material risk to the Company.
37
<PAGE>
BUSINESS
Overview
drugstore.com is a leading online drugstore: a retail store and information
site for health, beauty, wellness, personal care and pharmacy products. As of
January 2, 2000, we have sold our products to approximately 695,000 customers.
We designed our store to provide a convenient, private and informative
shopping experience that encourages consumers to purchase products essential
to healthy, everyday living. Our Web site can be accessed 24 hours a day,
seven days a week from anywhere that a consumer has Internet access. We
believe we offer a larger selection of products than typical store-based
retailers, along with a wealth of health-related information, buying guides
and other tools designed to help consumers make more educated purchasing
decisions. Our shopping lists and e-mail reminders are designed to make it
easier for our customers to regularly purchase their preferred products. We
believe that our online store provides a customer with a superior shopping
experience, making buying What Every Body Needs(TM) less of a chore.
Industry Background
The Growth of the Internet and Electronic Commerce
The Internet has become an important medium for communicating, finding
information and purchasing products and services. International Data
Corporation (IDC) estimates that there were approximately 51 million Web users
in the United States at the end of 1998 and, although we cannot be certain of
any future growth, IDC anticipates this number will grow to approximately 135
million users by the end of 2002. We believe this increased usage is due to a
number of factors including:
. The large installed base of personal computers in the workplace and
home;
. Advances in the performance and reductions in the cost of personal
computers and modems;
. Improvements in the ease of use and security of the Internet;
. The availability of a broader range of online products, information and
services; and
. Growing awareness among consumers and businesses of the benefits of
online shopping.
The Internet has unique and powerful characteristics that differentiate it
from traditional distribution channels and have facilitated its use as a
purchasing medium. IDC estimates that worldwide business-to-consumer sales
over the Internet will increase from approximately $11 billion in 1998 to
approximately $93 billion by 2002; however, we cannot be certain that such
projection will be achieved. We believe consumers using the Internet to
purchase goods expect a more information-intensive experience than when they
shop at a traditional retail store. We believe the ability to obtain relevant,
up-to-date information makes the consumer better prepared to make a purchase.
Accessing the Internet from a computer in the home or office allows a consumer
to easily scroll through and search articles, pages of product data and
related topics. This allows consumers to research and then purchase products
at their convenience.
Healthcare Trends on the Internet
Healthcare is one of the largest segments of the U.S. economy, representing
an annual expenditure of roughly $1 trillion, and health and medical
information is one of the fastest growing areas of interest on the Internet.
According to a recent Forrester Research report, 32% of online consumers shop
for healthcare products online. Cyber Dialogue estimates that the number of
adults in the United States searching online for health and medical
information will grow from approximately 17.1 million during the twelve month
period ended July 1998 to approximately 30.0 million during the twelve month
period ending July 2000; however, we cannot be certain that such projection
will be achieved.
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The drugstore.com Market
The market we address can be divided into five primary categories: health,
beauty, wellness, personal care and pharmacy. Many products in this market are
personal (being used on a person's skin or in a person's body) and essential,
and often are purchased repeatedly. In this market, vendors frequently
introduce new products, and consumers seek comprehensive product information.
Consumers currently shop for these products primarily in chain drugstores
(such as Walgreen's, CVS, Rite Aid and Eckerd), mass market retailers (such as
Wal-Mart, Kmart and Target), supermarkets, warehouse clubs and independent
drugstores. However, category-specific retailers and catalogs also serve each
of these categories. Overall, distribution of products in our primary market
categories is fragmented.
Key aspects of the primary categories of the drugstore.com market are as
follows:
Health. The health category includes over-the-counter remedies (such as
cough, cold, allergy and pain relief medications), first aid, medical devices
for home healthcare, contraceptives and other products related to the body's
health needs. Based on estimates from Information Resources, Inc. and Frost &
Sullivan, we believe that sales of health products in the U.S. we currently
offer grew from approximately $15.0 billion in 1996 to approximately $16.3
billion in 1998. We believe that the aging U.S. population, along with a
greater portion of prescription drugs becoming available as over-the-counter
medications, will contribute to growth in this market category. Consumers in
the health category often seek significant amounts of product information to
determine which products will meet their health needs. Consumers generally buy
health products from chain drugstores, mass market retailers, supermarkets,
and warehouse clubs as well as from locally-owned, independent drugstores and
convenience stores. Representative brands carried in our health product
category include Advil, Tylenol, Pepcid, Bausch & Lomb and Metamucil.
Beauty. The beauty category includes cosmetics, fragrances and a variety of
skin care products. Based on estimates from Information Resources, Inc. and
Frost & Sullivan, we believe that sales of beauty products in the U.S. we
currently offer grew from approximately $10.7 billion in 1996 to approximately
$12.8 billion in 1998. Some of the factors driving consumer demand for beauty
products include regular and seasonal new product introductions, as well as
changing fashion trends. Consumers often seek advice regarding these trends or
the functionality of new products. The beauty category can be broadly
classified into two subcategories: mass market and prestige products.
Consumers for mass market beauty products typically purchase such products in
mass market retailers, drugstores and supermarkets. Consumers for prestige
products generally shop in department stores (such as Nordstrom, Macys, May
and Dillard's), beauty specialty stores (such as Aveda or Sally's), or spas
and salons (such as Elizabeth Grady or Elizabeth Arden). Representative brands
carried in our beauty product category include Revlon, L'Oreal, Cover Girl and
Neutrogena.
Wellness. The wellness category includes vitamins, nutritional supplements,
herbs, homeopathy, and other natural products. Based on estimates from various
sources including Information Resources, Inc., Frost & Sullivan, Packaged
Facts and Beyond Data, we believe that sales of wellness products in the U.S.
we currently offer totaled approximately $9.0 billion in 1998 and is growing
at an annual rate of over 17%. We believe that increasing consumer interest in
nutritional and wellness products to improve physical and mental well-being
has contributed to growth in this category. We believe supplemental product
information is important to these consumers because they are interested in the
intended physiological effects of these products. Consumers can obtain these
products at chain drugstores, mass market retailers, supermarkets, warehouse
clubs, and specialty stores as well as through catalogs or online vitamin and
nutrition stores. Representative brands carried in our wellness product
category include Centrum, One-A-Day, Nature Made, Twinlab, Natrol and Nature's
Way. We are also the exclusive online retailer of GNC wellness products.
Personal Care. The personal care market category includes products related
to hair, body and eye care, shaving, oral hygiene and feminine needs. Based on
estimates from Information Resources, Inc. and Frost & Sullivan, we believe
that sales of personal care products in the U.S. we currently offer grew from
approximately $20.7 billion in 1996 to approximately $23.5 billion in 1998.
New product introductions drive most of the growth in this category. The
personal care category is comprised of a number of different product groups
that consumers
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typically shop for at mass market retailers, chain drugstores, supermarkets,
warehouse clubs and specialty stores. Representative brands carried in our
personal care product category include Gillette, Colgate, Johnson & Johnson,
Rogaine and Pampers.
Pharmacy. Based on estimates from various sources including Information
Resources, Inc., Frost & Sullivan, and the National Association of Chain Drug
Stores we believe that the pharmacy category in the U.S. we address totaled
approximately $103.0 billion in 1998 and is growing at an annual rate of
approximately 14.8%. This category consists of prescription medication for
chronic illnesses, such as high blood pressure, osteoporosis and depression,
which represents approximately 73% of the U.S. prescription drug market
according to Advanstar Communications. AC Nielsen and IMS Health estimate that
out of the $101.7 billion of prescription sales, over 75%, or $76.4 billion
are distributed through retail channels. The number of prescriptions written
for chronic illnesses is expected to continue to grow due to an aging
population and the increasing utilization of pharmaceuticals in medical
management. The principal source of pharmaceuticals for chronic illnesses has
been retail pharmacies. However, over the past ten years, mail order
pharmacies have become an increasingly important source of pharmaceuticals for
chronic illnesses. Forrester Research estimated in February 1999 that 13% of
HMO prescriptions would be filled by a mail-order pharmacy by the end of 1999.
Limitations on Traditional Channels of Distribution
Traditional channels of retail distribution for health, beauty, wellness,
personal care and pharmacy products have many limitations, including:
Inconvenience. Consumers often view shopping for many of these products as
a chore. Shopping at a physical store can be highly inconvenient. It generally
involves time-consuming activities such as making a trip to the store, finding
a parking space, searching for the desired products, and waiting in line to
fill a prescription or make a purchase. This process can be especially
difficult for customers with disabilities or parents with young children. To
increase convenience for consumers, traditional store-based retailers often
need to open new stores, which is time-consuming and expensive. Each new store
results in significant investments in inventory, real estate, building
improvements and the hiring and training of store personnel. The required
investment may limit the ability of traditional store-based retailers to serve
geographic areas that are not densely populated. Also, an existing store may
face substantial added costs if it attempts to build more parking spaces or
hire more clerks in order to reduce parking and waiting inconveniences.
Narrow Selection. Consumers value the opportunity to select items from a
broad range of products that best fit their needs. However, consumers must
often choose from a narrow product selection at traditional store-based
retailers. Stores may not carry a full range of products, especially prestige,
specialty or regional products, or carry a full assortment of sizes. Desired
items may be out of stock. Overcoming these difficulties can be prohibitively
expensive for traditional retail stores, usually due to shelf space
limitations, the cost of carrying inventory and the resulting need to allocate
inventory dollars to popular products. To the extent that mass market
retailers allocate physical store space to items such as alcohol, lawn
furniture, motor oil and snack foods, they may have to reduce the number of
health, beauty, wellness and personal care products that they offer. Product
selection in traditional store-based retailers cannot be tailored to
individual needs because it is driven by aggregate demand.
Limited Information and Communication. Consumers buying health, beauty,
wellness, personal care and pharmacy products often seek information and
knowledgeable advice to assist them in making purchasing decisions. Many
traditional store-based retailers do not provide consumers with access to
useful product information or readily-available on-site experts who can
provide helpful advice. Employees at traditional store-based retailers,
especially supermarkets and mass market retailers, may have limited if any
interaction with their customers. Often there is no direct contact, except at
the check-out line. Customers may also face difficulties following up with
questions after a purchase. While traditional store-based retailers could take
steps to increase the availability of customized information and on-site
experts, such steps would involve substantial investments in printing and
training. In addition, it is difficult for a traditional retail store to use
information about a particular consumer to personalize that consumer's
shopping experience.
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Lack of Privacy. Because many health, beauty, wellness, personal care and
pharmacy products are inherently personal, consumers often desire ways to
preserve the anonymity of their purchases and the confidentiality of the
information transferred in the buying process. Many consumers may feel
uncomfortable purchasing certain drugstore products, such as birth control
devices, feminine care products, and incontinence products, in a traditional
retail store. Many consumers have encountered the unpleasant experience of
placing such a product on a checkout stand's conveyor belt in front of store
clerks and other waiting customers. Consumers may hesitate to ask store
personnel questions about which product best meets a need, or how to use a
product, especially if either the question or the answer is embarrassing or
may be overheard by others. Overcoming this limitation is very difficult for
traditional retail stores because the consumer must visit a physical store
frequented by other customers and must interact in person with store
employees.
The markets for health, beauty, wellness, personal care and pharmacy
products have grown despite the lack of convenience, selection, information
and privacy associated with a trip to a traditional store-based retailer.
Consequently, we believe there is a significant market opportunity for an
online store that can offer consumers an enhanced shopping experience through
convenient and private access to detailed information about a broad range of
products, and an easy way to buy them.
The drugstore.com Solution
We are a leading online drugstore: a retail store and information site for
health, beauty, wellness, personal care and pharmacy products. We designed our
store to provide a convenient, private and informative shopping experience
that encourages consumers to purchase products essential to healthy, everyday
living. We believe our online store provides customers with a superior
shopping experience, making buying What Every Body Needs(TM) less of a chore.
We draw and retain consumers by emphasizing key attributes of our store:
Convenience. Our user-friendly Web store may be reached from wherever the
shopper has Internet access, such as the shopper's home or office. Further
convenience advantages at our store include:
. Shopping 24 hours a day, seven days a week;
. Direct delivery to the shopper's home or office, avoiding the need for a
trip to a physical store;
. The opportunity for customers to order refills of their existing Rite
Aid prescriptions on our Web site for pick up at a local Rite Aid store
or for delivery using one of our standard delivery options;
. A personal shopping list for every customer, allowing for quick and easy
reordering in future visits;
. Simplified searching for products and information using advanced search
technology;
. Confidential access by a customer to his or her individual medication
profiles at any time; and
. Ability to purchase and send products easily to others.
Selection. Because we do not have shelf-space limitations, we believe we
offer a significantly greater number of products than are available in a
traditional chain drugstore. Not only do we offer traditional chain drugstore
items (prescription drugs, over-the-counter medications and personal care), we
offer a broad selection of health, beauty and wellness products. Many
traditional chain drugstores do not carry a wide range of these products. We
believe that we offer one of the largest selections of drugstore products
available on the Internet. We are also the only online retailer that offers
GNC wellness products.
Information. Because the Web has become an increasingly important tool for
researching healthcare topics, we believe that providing useful information is
a critical aspect of enabling consumers to make informed purchasing decisions.
We have assembled a broad array of information on our Web site that can enable
our consumers to make informed purchasing decisions. This information is
focused on key aspects of our market segments and is produced in-house, by
third-party expert sources or submitted to our Web site's Test Drive
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feature by customers who test our products. Consumers can either access our
information directly, through a number of content features on our Web site, or
can get free help directly from our advisors and experts by contacting them
through e-mail. Our information services include:
. Full Product Packaging Information. Almost every product available on
our Web site can be viewed in an expanded format where all package
information, including ingredients, directions and warnings, can be read
next to an enlarged photograph of the product. We believe we are the
only online retailer to provide all the information that is normally
found on the products' packaging.
. Solutions. Our Solutions area provides an easy way for customers to find
the information they need to make an informed purchasing decision. It
includes buying guides, reference information, interactive shopping
advisors and articles on beauty trends and products.
. Easy Access to Drug Information and Personalized Pharmacy
Advice. Consumers can access our extensive drug information library
directly at our Web site, anytime at their own convenience. Patient
information and drugstore.com drug prices can be accessed via our drug
index. We provide information to help consumers understand generic drug
alternatives. We also provide health- and pharmacy-related editorial
content in our online Solutions area. Our pharmacists can provide
personal guidance by phone or e-mail to ensure that each customer
understands the correct usage, possible side effects and expected
beneficial outcomes of a prescription or an over-the-counter medication.
Communication. We can communicate with customers on a regular basis through
the convenience of e-mail. In addition to our Ask Your Pharmacist and Ask Your
Beauty Expert features, we offer the following means of communication with our
store:
. Reminders. We have the ability to e-mail a customer when a prescription
or non-prescription product is about to run out, reminding him or her to
order a replacement product or a prescription refill. Customers simply
tell us how often they need a product and we can send them a notice
before it is scheduled to run out.
. Specialized Customer Care. To ensure timely and high-quality customer
service, we have established specialty teams within the drugstore.com
customer care department. Our Web site, product and insurance
specialists respond to customer e-mails and calls that are related to
shopping orders, insurance, prices, and shipping. Once an order is made,
customers can view order-tracking information on our Web site.
. Personalized Communications. As customers use our Web site, they can
provide us with information about their buying preferences and habits.
We can use this information to develop personalized communications and
deliver useful newsletters, special offers and new product announcements
to our customers via e-mail and other means. In addition, we use e-mail
to alert customers to important developments and merchandising
initiatives.
Privacy. Customers can shop in the privacy of their own homes or offices.
When shopping at a physical store, many shoppers feel embarrassed or
uncomfortable buying items that may reveal personally-sensitive aspects of
their health or lifestyle to store personnel or other shoppers. Shoppers at
drugstore.com avoid these problems. Through features such as Ask Your
Pharmacist and Ask Your Beauty Expert, customers can obtain answers to
questions that they would otherwise be uncomfortable asking in public.
Pharmacy. We employ licensed pharmacists and are able to ship prescription
products to all 50 U.S. states, and we offer customers the opportunity to
order refills of their existing Rite Aid prescriptions on our Web site for
pick-up at a conveniently located Rite Aid store or for delivery using one of
our standard delivery options. Through our relationships with Rite Aid,
insurance companies and PBMs, we are able to obtain insurance reimbursement
coverage for many insured prescriptions. Customers can ask our pharmacists
about medications and receive other information about prescriptions drugs and
health-related products using the Ask Your Pharmacist feature of our Web site.
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Although we believe we offer significant advantages over traditional chain
drugstores, certain customers may feel that traditional chain drugstores offer
several advantages over our service, and we may not be able to meet the needs
of some customers. For example, we cannot serve emergency needs and we cannot
serve customers who do not have access to the Internet. Some customers may
also prefer to touch and see products in person, rather than view them on a
computer screen or prefer to talk to a pharmacist in person. Some customers
may also have general concerns about the privacy and security of information
transmitted over the Internet and will therefore prefer to shop in physical
stores. See "Risk Factors--Consumers of Health, Beauty, Wellness, Personal
Care and Pharmacy Products May Not Accept Our Solution, Which Would Harm Our
Revenues and Prevent Us From Becoming Profitable" for a further description of
the challenges we face in this area.
Business Strategy
Our objective is to become one of the world's leading retailers of health,
beauty, wellness, personal care and pharmacy products. To achieve our
objective, we intend to attract a growing base of customers and provide them a
superior shopping experience. Key elements of our strategy include:
Strengthen the drugstore.com Brand. We intend to establish drugstore.com as
the leading consumer brand for buying health, beauty, wellness, personal care
and pharmacy products. To date, we have promoted our Web site on major
Internet destinations such as Amazon.com, America Online and Yahoo!, as well
as on other sites our customers are likely to visit, including ThirdAge,
InteliHealth, OnHealth, Medscape and Women.com. To further strengthen our
brand, we intend to continue to cultivate a reputation for excellent quality
of service and continue to pursue an aggressive marketing strategy, both
through the Internet and traditional media, as well as through our
relationships with Rite Aid and GNC.
Continuously Improve Our Web Store and Service. We seek to combine wide
product selection and helpful information with the unique aspects of the
Internet to deliver a convenient and personalized shopping experience. We
strive to develop long-term relationships with our customers to build loyalty
and encourage repeat purchases. To improve our site, we intend to continue to
expand our product selection and enhance our existing offerings such as
shopping lists, individual medication profiles, e-mail reminders and targeted
special offers, as well as develop new personalization features as we learn
more about our customers and their needs. In addition, as part of our
relationship with Rite Aid, customers are able to order refills of their
existing Rite Aid prescriptions on our Web site for pick-up at a local Rite
Aid store or for delivery using one of our standard delivery options. We
intend to expand this service to enable our customers to order any
prescription on our Web site for pick-up at a Rite Aid store.
Take Advantage of Repeat Purchasing Patterns. We intend to maximize repeat
purchases by our customers. To achieve this objective, we have developed
personalized tools and features that are designed to allow consumers to
satisfy their replenishment purchasing needs easily. We believe that our focus
on prescriptions for chronic conditions and products that must be regularly
replenished will allow us to benefit from repeat purchase patterns. We also
plan to continue to expand the functionality of our Web site to further
facilitate repeat purchases.
Maintain Our Technology Focus and Expertise. We intend to use technology to
enhance our product and service offerings and take advantage of the benefits
of the Internet. We have developed a proprietary, scalable architecture
designed to support secure and reliable online shopping in an intuitive easy-
to-navigate format. We intend to seek ways to increase the efficiency of
pharmacy transaction processing and order fulfillment activities. For example,
we participate in a certification program to define guidelines for the receipt
of electronic prescriptions by online pharmacies. We also intend to develop
features to further personalize the consumer's shopping experience and enhance
the customer's ability to find products and useful information.
Ensure Quick and Efficient Distribution. We intend to continuously increase
the automation and efficiency of our fulfillment and distribution activities.
For example, we will seek ways to improve the efficiency of the prescription
fulfillment process in areas such as receiving prescriptions from doctors and
billing the customer or his or her insurance company. In addition, we intend
to continue to work with our distributors and vendors to find more ways to
ensure prompt deliveries to our customers. As part of this effort, we have
recently established
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our own 290,000 square foot distribution center, and we will continue to
review and formulate our long-term distribution strategy. Our goals in this
area include reducing shipping costs, ensuring adequate future capacity and
ensuring reliable and prompt deliveries to our customers.
Enhance and Form Key Relationships. We intend to enhance our existing
strategic relationships with leading product manufacturers, content providers
and insurance and pharmacy benefit management companies, as well as develop
new strategic relationships. We intend to continue to develop marketing
relationships with leading insurance and pharmacy benefit management
companies, including our relationships with PCS and ProVantage, to enhance
customer awareness of our Web site. We also believe having strong
relationships with product manufacturers will enable us to provide more and
better product information to our customers. In addition, as part of our long-
term distribution strategy, we will be required to develop direct manufacturer
relationships to ensure the availability of adequate volumes of products
ordered by our customers. We also intend to continue to pursue key
relationships with leading providers of health, beauty and wellness
information. We believe this strategy will enhance our product offerings and
allow us to serve more customers.
Shopping at drugstore.com
Shoppers at drugstore.com see a home page that highlights our five product
departments, as well as editorial content and promotions. A shopper can browse
through the store by clicking on the permanently displayed department names,
move directly to a department's home page and view promotions and featured
products. All product lists allow a shopper to select products based on brand
or unique attributes of the category, such as tartar control or whitening for
toothpaste, or color for lipstick or eye shadow. Shoppers can also search the
site by entering text in the search box at the top of any page.
A customer can select products to purchase by clicking on the "buy" button
in the product list. The products are then added to the customer's shopping
bag. If a customer needs more information to make a purchase, we supply
interactive tools and content to aid in the decision, such as:
. Solutions. Our Solutions area provides an easy way for customers to find
the information they need to make an informed purchasing decision. Some
of the components of the Solutions area include:
Shopping Advisors. Our shopping advisors consist of interactive
tools to help consumers find the right products for their needs. We
currently feature a cold and cough advisor, a skin care advisor and
a vitamin and supplement advisor. Through an easy-to-use interactive
format, a customer provides information about what he or she needs,
and the advisor provides information that enables the customer to
choose the appropriate product.
Buying Guides. Our buying guides help consumers make informed buying
decisions. We currently feature buying guides on condoms, birth
control pills, cold and cough medicine, toothpaste, shampoo and
sunscreen. The buying guides provide helpful information about the
key benefits and characteristics of each of these products.
. Your List. Returning customers can easily view their previous purchases
by consulting their personalized shopping lists through our Your List
feature. The shopping lists make buying regularly-replenished items even
easier to purchase because the customer can move products into their
shopping bag directly from their personalized shopping list, without
browsing the site. If requested by the customer, we also send e-mail
reminders to consumers when items on their lists are scheduled to run
out and need to be replenished.
. Quick Lists. Our Quick Lists feature provides customers a starting point
for finding frequently used products for different product categories,
such as a medicine cabinet, beauty essentials and a travel bag. Within
each product category, the customer can choose a specific product and
move the product into his or her shopping bag. The customer can then
move directly from his or her shopping bag back to the Quick Lists and
choose another product or list.
. Ask Your Pharmacist. Our Ask Your Pharmacist feature allows customers to
ask our pharmacists questions about over-the-counter and wellness
products as well as prescription drugs.
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. Ask Your Beauty Expert. Our Ask Your Beauty Expert feature allows
customers to ask our beauty experts questions about beauty needs. Our
beauty experts respond to questions via e-mail and seek to answer
questions within one business day.
. Getting Help. From every page of our Web site, a customer can click on a
"help" button to go to our customer care area. In this area, we assist
customers in searching for, shopping for, ordering and returning our
products. In addition, we provide customers with answers to the most
frequently asked questions and encourage our visitors to send us
feedback and suggestions via e-mail.
When the customer finishes selecting the desired products, he or she goes
to checkout. The only information required to checkout is an e-mail
identification, password (to protect account privacy), shipping address and a
valid credit card number. All of this information is maintained in a secure
format and remains available for the customer's future access.
Pharmacy Services
The pharmacy services at drugstore.com are provided by experienced clinical
professionals using advanced information technologies. We employ licensed
pharmacists who ensure private, personal customer service. We have received
Verified Internet Pharmacy Practice Sites (VIPPS) certification from the
National Association of Boards of Pharmacy. The VIPPS program sets standards
for Internet pharmacies and informs the public of those Web sites that have
agreed to comply with its standards. We are able to ship prescription products
to all 50 U.S. states, and through our arrangement with Rite Aid, customers
may also order refills of their existing Rite Aid prescriptions on our Web
site for pick-up at any of the over 3,800 Rite Aid stores in the United States
or for delivery using one of our standard delivery options. In connection with
opening our distribution center, we also expanded our pharmacy operations
through our arrangement with Rite Aid.
Services. We seek to provide a high level of responsiveness and customer
support. In addition to our extensive drug information, specialized customer
care features and refill reminders, our pharmacy services include:
. Ask Your Pharmacist. Our Ask Your Pharmacist feature allows customers to
ask our pharmacists questions about medication, dosage, delivery
systems, common side effects and other information about prescription
drugs and health-related products. Our pharmacists seek to provide an
initial answer via e-mail within one business day.
. Private Access to drugstore.com Prescription History. Customers who fill
their prescriptions at drugstore.com can access their secure, individual
medication profiles at any time. A written patient information document
accompanies all medications dispensed to drugstore.com customers. This
service enables customers to maintain a record of their prescription
purchases for clinical, insurance and tax reporting purposes.
Filling Prescriptions. We only accept prescriptions from licensed health
care providers. We do not prescribe medications or otherwise practice
medicine. We focus on dispensing medications used by consumers on a chronic
basis. Advanstar Communications, Inc. estimates that such medications
comprised approximately 73% of all prescription drugs taken in the United
States in 1998. For acute care needs, meaning when a customer has a single
episode of a short-term illness or an exacerbation of a chronic condition in
either case requiring immediate attention, we recommend that customers pick up
their prescriptions from a local pharmacy because the treatment of acute care
needs are extremely time sensitive and the delivery time required by online
purchases could be too slow for the customer's needs. Medications used for
acute care needs include antibiotics and pain medications. We also do not
dispense certain controlled substances known as Schedule II pharmaceuticals at
this time because there are increased risks associated with their
dispensation, such as fraud, illegal resale of prescription drugs, and special
storage shipping and handling requirements. Schedule II Pharmaceuticals are
drugs classified by the Controlled Substance Act of 1970 as having a high
potential for abuse, such as opiates (including morphine) and products that
contain oxycodone stimulants (including amphetamine and
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methylphenidate) and depressants (including secobarbital and amobarbital). We
accept, verify and cross-check prescriptions much like traditional retail and
mail service pharmacies:
. Accepting Prescriptions. For new prescriptions, customers can direct
their physicians to call or fax their prescriptions to us at 1-800-
DRUGSTORE, or request that we contact their physician directly to obtain
prescription information. For transfers, customers can direct their
pharmacy to transfer their prescriptions or request us to contact their
pharmacy to transfer the prescription to drugstore.com. For refills,
customers may order directly from our Web site or respond to one of our
e-mail refill reminders.
. Verifying Prescriptions. Our pharmacists verify the validity and
completeness of prescription drug orders utilizing the same methodology
as community-based pharmacists. The standard practice for verification
of prescription drug orders is that the pharmacist will contact the
physician's office by telephone or fax if there is any reason to
question the validity, accuracy or authenticity of any order. In
addition, our pharmacists call and verify the validity of prescription
drug orders for allowable controlled substances, i.e., Schedule III-V
drugs. In addition, our pharmacists verify that all legally required
information is recorded on the prescription drug order and utilize a
database to verify physician identifying information, if necessary.
. Drug Utilization Review. To use our prescription drug services, all
customers are asked to provide our pharmacists with information
regarding drug allergies, current medical conditions and current
medications. Our pharmacists use advanced technologies to cross-check
every prescription against the information we receive from the customer
for drug-, disease- and allergy-drug interactions.
Payment. Customers may pay for their prescriptions with cash, by credit
card or by entering insurance information that shows that they are covered by
a managed care organization, insurance plan or PBM with whom we have a
contract. To date, the majority of our prescriptions have been submitted by
customers with insurance coverage. As a result of our relationship with Rite
Aid, we are able to fill prescriptions for most customers with pharmacy
benefits covered by a plan accepted by Rite Aid, and we participate in
substantially all of the retail pharmacy networks managed by PCS, one of the
leading pharmacy benefit management companies in the United States that claims
to provide pharmacy benefit management services for more than 50 million
individuals in the United States.
Pharmacy Supply. Since inception, a substantial majority of our
pharmaceutical products have been supplied by RxAmerica. Upon the opening of
our own distribution center, we became obligated to purchase all of our
pharmaceutical products from Rite Aid, unless we are able to obtain better
overall terms from another vendor. We expect that Rite Aid will account for an
increasingly significant portion of our pharmaceutical product purchases. This
purchase commitment will continue for the term of the Rite Aid relationship.
Marketing and Promotion of Our Site
Our marketing and promotion strategy is designed to build brand
recognition, increase customer traffic to our store, add new customers, build
strong customer loyalty, maximize repeat purchases and develop incremental
revenue opportunities.
Our advertising campaigns target both online and traditional audiences and
are designed to promote an enhanced customer experience. Our online
advertising efforts have been focused on highly-visited Internet portals,
health-related Web sites and other highly-visited Web sites. We also have
strategic relationships with Amazon.com, Rite Aid and GNC, who all promote our
Web site. We believe that the marketing benefits of our relationship with
Amazon.com include the integration of various shopping features of our Web
sites, the creation of a persistent drugstore.com shopping presence on
Amazon.com's Web site, and the promotion of our site by one of the premier e-
commerce companies. In addition, Rite Aid has agreed to include drugstore.com
in a significant portion of Rite Aid's own advertisements, as well as on
shopping bags, prescription vial caps, in-store signs and permanent links from
its Web site. In addition, we advertise on America Online and Yahoo!, as well
on other sites where our customers are likely to visit, including ThirdAge,
InteliHealth, OnHealth, Medscape
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and Women.com. We also extend our market presence through our Associates
Program, which enables associated Web sites to make our products and services
available to their audiences through a link to our Web site. We intend to
continue to use the unique resources of the Internet as a means of marketing
in an effort to drive traffic and repeat purchases. For example, we recently
entered into a five-year agreement with ProVantage, a healthcare knowledge and
benefit management company, to co-develop and market Internet-based products
and programs. Under the agreement, the ProVantage Web site will act as a
portal to the drugstore.com site, enabling ProVantage members to fill
prescriptions and access new Internet-based programs and products.
We have also used traditional marketing and promotion efforts, including
special product promotions, print, television and radio advertising in
selected markets, promotional press releases and public appearances by our
executives. We intend to further intensify our advertising efforts through
traditional media channels to continue building our brand recognition.
Merchandising Strategy
We believe that the breadth and depth of our product selection, together
with the flexibility of our online store and our range of helpful and useful
shopping services, enables us to pursue a strong merchandising strategy.
Aspects of this strategy include:
Easy Access to a Wide Selection of Products. Our easy-to-use Web site and
robust search capabilities enable customers to browse our product selection by
brand, age, product and price, as well as combinations of these categories.
For example, a customer can easily search for all aspirin products or for
Tylenol for children without consulting store personnel or searching
traditional store shelves. Combination searching allows customers to find
desired items easily among our large selection of products.
Dynamic Product Offering. Our online store gives us flexibility to change
featured products or promotions without having to alter the physical layout of
a store. We are also able to dynamically adjust our product mix in response to
changing customer demand, new seasons or upcoming holidays and introduce
special promotions.
Specialty Stores. We are establishing specialty stores in each of our
product categories. Our first specialty store, the boutique, sells high-end
cosmetics. We have also established the GNC LiveWell Store, which is dedicated
to GNC nutritional products and other products typically sold in GNC stores.
We are the exclusive distributor of GNC brand products on the Internet subject
to our meeting performance parameters during the third and fifth years of the
relationship.
Extensive Product Information. A key component of our merchandising
strategy is the ability to use information as a tool for consumers. We combine
manufacturer information with editorial information or buying guides to allow
customers to make more informed buying decisions and to more easily comparison
shop for products. In addition, our Web site allows us to market products to
customers in many different ways, such as by product category or by product
characteristics, such as price or ingredients.
Targeted Promotions. We have the ability to offer products to individual
customers based on their affinities or conditions. In addition, we can present
merchandise to a customer tailored to personal interests and shopping
histories. We also cross-sell a brand across our departments to promote
impulse buying by customers. For example, we might promote mothers' products
in our Pregnancy and Infant Center.
Sampling. We have programs that allow us to provide samples of products to
customers as trials. We may also use sampling to work with manufacturers to
introduce new products.
Information Objectives
Our editorial strategy is to present helpful, value-added information to
consumers in a readable, user-friendly format. Our editors create, source and
maintain health, beauty, wellness, personal care and pharmacy
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related content for our Web site. Our editors assemble content to provide both
reference and product-related information. To date, we have established
relationships with several leading information providers who provide content
for our site. We will continue to direct our editorial efforts toward
enhancing existing features as well as sourcing new content to help our
customers. For example, we have launched a variety of health and special
interest content areas, such as our Pregnancy and Infant Center, Breast Health
Center, and Cold and Flu Center. Working in conjunction with our pharmacists,
we have created a searchable database of over 500 answers to frequently asked
health questions. We also have published over 260 product reviews by our
customers through a feature called Test Drive.
Delivery of Our Customer's Orders
In January 2000, we began limited operations at our own 290,000 square foot
distribution center in New Jersey, and we are in the process of transitioning
our distribution capabilities for pharmaceutical and non-pharmaceutical
products from third party distributors to our center. We currently outsource a
substantial majority of our distribution and fulfillment operations on a non-
exclusive basis through Walsh Distribution and RxAmerica, although we expect
that the transition to our own distribution facilities will be completed by
the end of the second quarter of 2000. We believe that operating our own
distribution center will allow us to achieve greater control over the
distribution process and help us to ensure adequate supplies of products to
our customers. In connection with opening our distribution center, we also
expanded our pharmacy operations through our arrangement with Rite Aid.
Operating our own distribution facility will require us, in the near term, to
hire and train a significant number of new employees, increase inventory
levels substantially and establish a significant number of direct
relationships with manufacturers. In addition, as we transition to our own
distribution center, order fulfillment through multiple channels and
underutilization of our own distribution capacity could result in cost and
service level inefficiencies.
For the period from inception to January 2, 2000, Walsh Distribution
accounted for 68% of our cost of sales for health, beauty, wellness and
personal care products. As we transition customer order fulfillment to our own
distribution center, we intend to establish relationships directly with
product manufacturers, and we expect that order fulfillment through Walsh
Distribution will cease by the end of the second quarter of 2000. At the Walsh
facility, our employees package for shipment all customer orders, including
drugstore.com inventory purchased directly from other vendors that Walsh holds
for us at their facility. We staff our own customer care specialists at the
Walsh facility to monitor quality control and order fulfillment. Walsh
provides inventory and services under a supply and services agreement that
expires on March 31, 2000. This agreement may be extended for three months at
our sole discretion and may be terminated earlier by us upon accelerated
payment of minimum fees that would not exceed approximately $1 million.
We currently purchase substantially all of our pharmaceutical products from
one vendor, RxAmerica, in accordance with a pharmacy services agreement. In
connection with establishing our own distribution center, we became obligated
to buy our pharmaceutical products from Rite Aid, unless we are able to obtain
better overall terms from other vendors. As the number of orders filled out of
the pharmacy operation in our distribution center increases, we expect that
purchases from Rite Aid will account for an increasingly significant portion
of our total pharmaceutical product purchases. We staff our own pharmacists,
pharmacy technicians and customer care specialists at the RxAmerica facility.
For prescriptions filled at the RxAmerica facility, our pharmacists perform
all aspects of the prescription fulfillment process and all aspects of
customer service, except for the physical filling and packaging of
prescription drugs, which is performed by RxAmerica pharmacists. For
prescriptions filled through the pharmacy we operate under our arrangement
with Rite Aid, our pharmacists perform all of these functions working together
with a Rite Aid "pharmacist in charge." drugstore.com and RxAmerica are
licensed and in good standing in each state where licensure is required by
law. The pharmacy services agreement with RxAmerica has a one-year term (to
February 2000) and has been extended to June 2000. The agreement is non-
exclusive and does not prevent us from using other vendors for pharmaceutical
products.
Our warehouse management system, which is integrated with RxAmerica's and
Walsh's information systems, provides us real-time data on inventory
receiving, shipping, inventory quantities and inventory location.
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This enables us to notify customers on a real-time basis if the product is in
stock. In addition, we offer an order tracking system for our customers on our
Web site.
The inventories of Rite Aid, RxAmerica and Walsh consist of items typically
found in traditional chain drugstores. We charge our customers a shipping
charge that covers all or a portion of our expenses of shipping. Walsh
purchases substantially all of its inventory directly from the manufacturers
of the products. Rite Aid and RxAmerica purchases their pharmaceutical
products from a variety of manufacturers as well as wholesalers.
We offer a variety of shipping options, including next-day delivery for
orders received during the business week. We ship to anywhere in the United
States served by the United Parcel Service or the U.S. Postal Service.
Priority orders are flagged and expedited through our fulfillment processes.
For non-prescription product orders received before 9:00 p.m. Central time
Monday through Friday or before 5:00 p.m. Central time on Saturday, our goal
is to ship the product the same day. For prescription products, our goal is to
ship the product as soon as the prescription has been verified and our
pharmacists have completed drug utilization review.
In addition, customers are able to order refills of their existing Rite Aid
prescriptions online at our Web site for pick-up at their choice of any one of
the over 3,800 Rite Aid stores or for delivery using one of our standard
delivery options. We intend to expand this service to enable our customers to
order any prescription on our Web site for pick-up at a Rite Aid store.
Customer Care
We believe that a high level of customer service and support is critical to
retaining and expanding our customer base. Our customer care specialists are
available 24 hours a day, 7 days a week to provide assistance via e-mail or
phone. We strive to answer all customer inquiries within 24 hours. Our
customer care specialists handle questions about orders and how to use our Web
site, assist customers in finding desired products and register customers'
credit card information over the telephone. Our customer care specialists are
a valuable source of feedback regarding user satisfaction. Our Web site also
contains a customer care page that outlines store policies and provides
answers to frequently asked questions. In addition, our pharmacists can
provide advice to our customers about medication, dosage, delivery systems,
common side effects and other information about prescription drugs.
Operations and Technology
We have implemented a broad array of services and systems for site
management, searching, customer interaction, transaction processing and
fulfillment. We use a set of software applications for:
. Accepting and validating customer orders;
. Organizing, placing and managing orders with vendors and fulfillment
partners;
. Receiving product and assigning it to customer orders; and
. Managing shipment of products to customers based on various ordering
criteria.
These services and systems use a combination of our own proprietary
technologies and commercially available, licensed technologies. We focus our
internal development efforts on creating and enhancing the specialized,
proprietary software that is unique to our business. To enhance the online and
offline experience for Rite Aid and drugstore.com customers, we have
integrated certain of our information and pharmacy systems with Rite Aid's.
Rite Aid has granted us a nonexclusive, fully-paid license to the Rite Aid
systems that are integrated with our systems, subject to third party rights to
such technology.
We also have a technology license and advertising agreement with Amazon.com
under which we mutually agreed to license certain existing and future
technology used in the operation of our Web sites as long as we do not use the
technology to compete with each other. We currently are not using any
Amazon.com technology but could do so in the future if it would benefit us.
See "--Relationship with Amazon.com" for a further description of our
agreements with Amazon.com.
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Our core merchandise catalog, customer interaction, order collection,
fulfillment and back-end systems are proprietary to drugstore.com, but are
available to Amazon.com under our agreement with them. Our software platform
and architecture are integrated with an Oracle database system. The systems
were designed to provide real-time connectivity to the distribution center
systems for pharmacy and the non-pharmacy products. These include an
inventory-tracking system, real-time order tracking system, executive
information system and replenishment system. Our Internet servers use Verisign
digital certificates to help conduct secure communications and transactions.
Our systems infrastructure is hosted at Exodus Communications in Tukwila,
Washington, which provides communication lines from multiple providers
including UUNet and AT&T, as well as 24 hour monitoring and engineering
support. Exodus has its own generators and multiple back up systems in
Tukwila.
We maintain customer care centers in our Bellevue, Washington office and in
our prescription distribution facilities in Texas and New Jersey, and use a
real time interactive voice response system with transfer capabilities between
our customer care centers in these locations. We also operate a toll-free
number, 1-800-DRUGSTORE, through which customers can place orders and receive
information. In addition, customers who choose not to transmit their credit
card information via the Internet have the option of submitting their credit
card information by telephone.
Competition
The online commerce market is new, rapidly evolving and intensely
competitive. In particular, the health, beauty, wellness, personal care and
pharmacy categories are intensely competitive and are also highly fragmented,
with no clear dominant leader in any of our market categories. Our competitors
can be divided into several groups: chain drugstores, such as Walgreen's, CVS
and Eckerd; mass market retailers such as Wal-Mart, Kmart and Target;
supermarkets, such as Safeway, Albertson's and Kroger; warehouse clubs; online
retailers of health, beauty, wellness, personal care and/or pharmaceutical
products such as PlanetRx.com, MotherNature.com, VitaminShoppe.com and
More.com; mail order pharmacies; prescription benefits managers, such as
Express Scripts and Merck-Medco; Internet-portals and online service providers
that feature shopping services such as America Online, Yahoo!, Excite and
Lycos; cosmetics departments at major department stores, such as Nordstrom,
Macys and Bloomingdale's; and hair salons. Each of these competitors operate
within one or more of the health, beauty, wellness, personal care and pharmacy
product categories. In addition, nearly all of our competitors have, or have
announced their intention to have, the capability to accept orders for
products online. In particular, Walgreen's, CVS, Albertson's and Wal-Mart
already are accepting prescription refill or other orders on their Web sites.
We believe that the following are principal competitive factors in our
market:
. Brand recognition;
. Selection;
. Convenience;
. Price;
. Web site performance and accessibility;
. Customer service;
. Quality of information services; and
. Reliability and speed of order shipment.
Many of our current and potential traditional store-based and online
competitors have longer operating histories, larger customer or user bases,
greater brand recognition and significantly greater financial, marketing and
other resources than we do. Many of these current and potential competitors
can devote substantially more
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resources to their Web site and systems development than we can. In addition,
larger, well-established and well-financed entities may acquire, invest in or
form joint ventures with online competitors or drugstore retailers as the use
of the Internet and other online services increases.
Some of our competitors may be able to secure products from vendors on more
favorable terms, fulfill customer orders more efficiently and adopt more
aggressive pricing or inventory availability policies than we can. Traditional
store-based retailers also enable customers to see and feel products in a
manner that is not possible over the Internet. Traditional store-based
retailers can also sell products to address immediate, acute care needs, which
we and other online sites cannot do. Some of our competitors such as
Walgreen's and Wal-mart have significantly greater experience in selling
drugstore products.
Relationship with Amazon.com
We have a strategic relationship with Amazon.com whereby Amazon.com
advertises our Web service. We believe that the benefits of our relationship
with Amazon.com include their advertising our Web site and the beneficial
aspects of our being associated with one of the premier e-commerce companies.
Amazon.com is our largest shareholder, and Jeffrey P. Bezos, Amazon.com's
chairman of the board and chief executive officer is a member of our board of
directors. As part of our relationship with Amazon.com, we entered into a
technology license and advertising agreement. This agreement extends for ten
years and can be terminated for breach or in the event that we are acquired by
a competitor of Amazon.com. This agreement contains provisions generally
relating to the sharing of technology and technical support; however, we have
decided to develop our own technology and there has been no exchange of
technology by either party to date. Specifically, this agreement provides for
the license of substantially all of each company's technology to the other for
use within their respective businesses that may be developed through August
10, 2008. Neither company may use the other's technology to compete against
the other. In addition, each party has committed to providing the other with
advertising on our respective Web sites through the term of the agreement as
mutually agreed upon. In addition, we agreed not to place advertisements
competitive to Amazon.com's business on our site. We have also agreed not to
sell advertising on our Web site to, link our Web site to, or promote on our
Web site any company that sells products or services competitive with those
which Amazon.com offers or which Amazon.com is preparing to produce or market.
We are currently restricted with respect to books, music, videos electronics,
toys, home improvement products, software, gift centers, cards, auctions and
third party marketplace services through which third parties may advertise and
sell products or services. If Amazon.com expands into other areas this may
further limit the companies we can promote on our Web site. If we are acquired
by an Amazon.com competitor and Amazon.com does not vote in favor of the
transaction, we would lose our rights to advertise on Amazon.com's website, to
restrict Amazon.com's ability to compete in the online drugstore business, and
to use Amazon.com's technology (if we are then using any).
On January 24, 2000, we entered into an agreement with Amazon.com to
integrate various shopping features of our Web sites and to create a
persistent drugstore.com shopping presence on Amazon.com's Web site.
Amazon.com has agreed to promote the drugstore.com health and beauty product
section of its Web site to its customer base in a manner similar to its
efforts with respect to its other product sections. Under the agreement, the
parties will also work to implement additional features on the Amazon.com Web
site designed to improve customer shopping experiences, including integrated
search and browse capabilities and a shared shopping basket. The agreement
also contains exclusivity provisions restricting (1) the percentage of total
revenues we can obtain from the sale on our Web site of products or services
other than health, beauty (including cosmetics, fragrance, bathing and hair
and skin care products), wellness, personal care and prescription drug
products, and (2) the percentage of revenues Amazon.com or any other
Amazon.com marketing partner can receive from the sale of these types of
products on its Web site other than through its relationship with us. We will
pay Amazon.com a total of $105 million over the three-year term of the
agreement. The agreement may be terminated for breach or in certain other
events. Concurrently with this agreement, we sold Amazon.com 1,066,667 shares
of our common stock in a private placement transaction for $28.125 per share,
or approximately $30 million in the aggregate. See "Executive Officers and
Directors," "Certain Relationships and Related Transactions" and "Principal
and Selling Stockholders" for further background on Amazon's relationship with
us.
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Relationship With Rite Aid
In June 1999, we entered into a strategic relationship with Rite Aid. Under
the relationship, customers are able to order refills of their existing Rite
Aid prescriptions from us at our site and either use our standard delivery
options or pick up the prescriptions at the more than 3,800 Rite Aid stores
nationwide. We recognize revenues on all orders filled by us or picked up at
Rite Aid stores where our customer has used our Web site to order
prescriptions. In the case of orders from customers who have elected to pick
up their prescriptions in a Rite Aid store, we pay Rite Aid for the cost of
such products based on a contractually agreed upon price. In addition, Rite
Aid and drugstore.com have agreed to promote each other's services both online
and offline, including a link from Rite Aid's Web site to our Web site. We
believe that potential benefits of our relationship with Rite Aid include
additional revenue and traffic generated by customers who visit our Web site,
the pharmacy benefit coverage provided by the insurance companies and PBMs
with which Rite Aid has a relationship, including PCS, and the co-promotion
and co-branding activities both companies have undertaken. In connection with
this relationship, Rite Aid also became one of our largest stockholders, and
will hold approximately 17.9% of our outstanding common stock following this
offering. In addition, Mary Sammons, Rite Aid's president and chief operating
officer, is a member of our board of directors.
As part of the relationship, both Rite Aid and drugstore.com agreed to
certain exclusivity provisions that limit drugstore.com's ability to promote
or affiliate with any other physical retail drugstore and from operating a
traditional physical drugstore, and preclude Rite Aid from offering or selling
products or services on the Internet other than through our Web site. In
addition, the agreement provides that if we establish our own distribution
center, we will be obligated to purchase all of our pharmaceutical
requirements from Rite Aid unless we are able to obtain better overall terms
from another vendor. The agreement contains additional provisions providing
for the licensing by Rite Aid to drugstore.com of information technology
systems and the integration of the information technology and pharmacy systems
of the two companies. This agreement extends for ten years, but can be
terminated for breach prior to such time. See "Executive Officers and
Directors," "Certain Relationships and Related Transactions" and "Principal
and Selling Stockholders" for further background on Rite Aid's relationship
with us.
Relationship With GNC
In June 1999, we entered into a relationship with General Nutrition
Companies, Inc. (GNC) whereby we are the exclusive online provider of GNC-
branded products. We have the exclusive right to sell GNC's nutrition products
over the Internet, including the PharmAssure brand of pharmacist recommended
vitamins and nutritional supplements, subject to our meeting performance
parameters based on traffic to our Web site and sales of GNC products in the
third and fifth year of the relationship. As long as we have the exclusive
right to distribute GNC's products over the Internet, we will not promote any
other retail health food store or operate a physical retail health food store.
If the exclusivity provisions of the agreement terminate, we have the non-
exclusive right to sell these products for the remaining term of the
agreement. As part of this relationship, we have created a separate part of
our Web site called the GNC LiveWell Store that is dedicated to selling on a
consignment basis GNC products. We are entitled to retain a percentage of the
gross revenues that we collect from sales of GNC products and will recognize
only the net amount retained as revenues. In connection with this
relationship, GNC acquired 2,947,853 shares of our Series E preferred stock
(all of which was converted into common stock, on a one-for-one basis, at the
closing of our initial public offering). GNC and drugstore.com also agreed to
co-promote each other's products and services in both their traditional and
online marketing efforts, including GNC's placement of a link to our Web site
on their Web site. The agreement extends for ten years, but can be terminated
for breach prior to such time. In August 1999, GNC was acquired by Royal
Numico N.V., a European maker of nutrition products. See "Certain
Relationships and Related Transactions" and "Principal and Selling
Stockholders" for further background on GNC's relationship with us.
Governmental Regulation
Our business is subject to extensive federal, state and local regulations.
In particular, entities engaging in the practice of pharmacy are subject to
federal and state regulatory and licensing requirements. For example,
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pursuant to the Omnibus Budget Reconciliation Act of 1990 and related state
and local regulations, pharmacists are required to offer counseling, without
additional charge, to customers about medication, dosage, delivery systems,
common side effects, adverse effects or interactions and therapeutic
contraindications, proper storage, prescription refill, and other information
deemed significant. Entities that distribute "controlled substances" are also
subject to the Controlled Substances Act and regulations issued by the federal
Drug Enforcement Administration. Entities engaged in the practice of medicine
are also subject to state and local regulatory and licensing requirements.
We also sell dietary supplements, medical devices, cosmetics, conventional
foods, drug products (prescription, over-the-counter, and homeopathic), and
consumer products subject to regulation by the Food and Drug Administration
(FDA), Federal Trade Commission (FTC), Consumer Product Safety Commission
(CPSC), and state regulatory authorities. In addition to regulating the claims
made for specific types of products, the FDA and FTC may also attempt to
regulate the format of Web sites that offer products to consumers. As we
expand our product and service offerings, more of our products and services
will likely be subject to FDA, FTC, CPSC, and state regulation.
We have structured our business, and entered into arrangements with our
business partners, in order to comply with pharmacy regulatory and licensing
requirements, requirements applicable to distributors of controlled
substances, and requirements associated with the practice of medicine. We have
also structured our business in order to comply with FDA, FTC, CPSC, and state
regulatory requirements applicable to the sale of products to consumers.
Regulations in all of the above-mentioned areas often require subjective
interpretation, and we cannot be certain that our attempts to comply with the
above regulations will be deemed sufficient by the appropriate regulatory
agencies. Violations of any regulations could result in various civil and
criminal penalties, including but not limited to suspension or revocation of
any applicable licenses or registrations, seizure of our inventory, or
monetary fines that could adversely affect our operations.
Regulatory requirements to which we are subject may expand over time. For
example, the U.S. House of Representatives' Committee on Commerce recently
held a one-day hearing on the benefits and risks of online pharmacies,
especially focused on those sites that sell prescriptions based upon
information solicited in a brief questionnaire filled out by the customer
online. The U.S. General Accounting Office is conducting a review of online
pharmacies, including the current laws that govern pharmacy operations, and
the potential for abuses by some online sites, again focusing on those that do
not require the submission of a valid prescription issued by the customer's
physician. In addition, a federal interagency task force is preparing a report
on the effectiveness of current laws, and the availability of technology to
law enforcement, in addressing possible unlawful activity over the Internet,
including in connection with the sale of prescription drugs. In December 1999,
the Clinton Administration announced a proposal to eliminate the illegal sale
of prescription drugs over the Internet by unlicensed Web site operators. If
approved by Congress, the proposal would, among other things, establish new
federal requirements for Internet pharmacies to ensure that they comply with
state and federal laws, create new civil penalties for the illegal sale of
pharmaceuticals, and authorize additional federal enforcement powers. We
believe we are in compliance with existing federal and state requirements for
pharmacy licensing and registration, and with laws relating to dispensing of
prescription drugs, security, record-keeping and reporting of pharmacy sales.
Thus, we believe that our business would not be negatively affected by any
laws or regulations that result from this government oversight or the Clinton
Administration's proposal. However, we do believe that any resulting laws or
regulations will likely increase our reporting and monitoring requirements.
The National Association of Boards of Pharmacy (NABP), a coalition of state
pharmacy boards, has developed the Verified Internet Pharmacy Practice Sites
(VIPPS) program, a model for voluntary regulation for online pharmacies that
provides certification of compliance with all state laws and regulations and
other criteria established to ensure good pharmacy practice. We have received
VIPPS program certification.
Legislation and regulations currently being considered at the federal and
state level could affect our business, including legislation or regulations
relating to confidentiality of patient records, electronic access and storage.
In addition, various state legislatures are considering new legislation
related to the regulation of nonresident pharmacies.
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The inclusion of prescription drugs as a Medicare benefit has been the
subject of numerous bills in the U.S. Congress. Should legislation on
prescription drug coverage for Medicare recipients be enacted into law, we
would be subject to compliance with any corresponding rules and regulations.
For a description of the risks we face with regard to these government
regulations, please see "Risk Factors--Governmental Regulation of the Health
Care and Pharmacy Industries Could Affect Our Business."
Intellectual Property
We regard the protection of our copyrights, service marks, trademarks,
trade dress and trade secrets as critical to our future success and rely on a
combination of copyright, trademark, service mark and trade secret laws and
contractual restrictions to establish and protect our proprietary rights in
products and services. We have entered into confidentiality and invention
assignment agreements with our employees and contractors, and nondisclosure
agreements with our vendors, fulfillment partners and strategic partners to
limit access to and disclosure of our proprietary information. We cannot be
certain that these contractual arrangements or the other steps taken by us to
protect our intellectual property will prevent misappropriation of our
technology. We have licensed in the past, and expect that we may license in
the future, certain of our proprietary rights, such as trademarks or
copyrighted material, to third parties. For example, as noted above, we have
licensed our technology to Amazon.com and we have also granted nonexclusive
rights to our trademarks in connection with advertising and affiliate
relationships. While we attempt to ensure that the quality of the
drugstore.com products brand is maintained by such licensees, we cannot assure
that such licensees will not take actions that might hurt the value of our
proprietary rights or reputation. We also rely on technologies that we license
from third parties, such as Oracle and Microsoft, the suppliers of key
database technology, the operating system and specific hardware components for
our service. As part of our relationship with Rite Aid, we have also licensed
information technology systems from Rite Aid. We cannot be certain that these
third-party technology licenses will continue to be available to us on
commercially reasonable terms. The loss of such technology could require us to
obtain substitute technology of lower quality or performance standards or at
greater cost, which could harm our business.
We have filed applications for the registration of some of our trademarks
and service marks in the United States and in some other countries, including
for drugstore.com(TM), although we have not secured registration of any of our
marks to date. We may be unable to secure such registered marks. It is also
possible that our competitors or others will use marks similar to ours, which
could impede our ability to build brand identity and lead to customer
confusion. In addition, there could be potential trade name or trademark
infringement claims brought by owners of other registered trademarks or
trademarks that incorporate variations of the term drugstore.com(TM). Any
claims or customer confusion related to our trademark, or our failure to
obtain trademark registration, would negatively affect our business. In
addition, the laws of some foreign countries do not protect our proprietary
rights to the same extent as do the laws of the United States, and effective
copyright, trademark and trade secret protection may not be available in such
jurisdictions. Our efforts to protect our intellectual property rights may not
prevent misappropriation of our content. Our failure or inability to protect
our proprietary rights could substantially harm our business.
Professional Advisory Board
We have a professional advisory board with whom we consult on our programs,
strategies and overall store development, as well as product selection and
product presentation. Certain members contribute periodic editorial features
and have assisted in public relations efforts as well. The advisory board will
meet as a whole approximately once a year and individual members are consulted
as needed.
Our professional advisory board includes the following individuals:
. Martha Stewart, a media personality who specializes in applying creative
and practical principles in the home and garden;
. Kim Alexis, a well-known fashion model, actress and athlete;
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. Barry Sears, Ph.D., a scientist and author of several popular books on
health and dieting, including the New York Times best-seller, The Zone;
. Loraine Stern, M.D., an associate clinical professor of pediatrics at
the University of California at Los Angeles and spokesperson for
children's health issues;
. Jennifer Jacobs, M.D., M.P.H., a clinical assistant professor of
epidemiology at the University of Washington School of Public Health and
Community Medicine and the President-elect of the American Institute of
Homeopathy; and
. Peter Thomas Roth, a New York-based beauty industry executive and
namesake for a line of prestige clinical skin care products.
Employees
As of January 2, 2000, we had 408 full-time employees. None of our
employees is represented by a labor union. We have not experienced any work
stoppages and consider our employee relations to be good.
Facilities
Our principal executive offices are located in Bellevue, Washington, where
we lease approximately 55,000 square feet under a lease that expires in July
2005. In addition, we have entered into a lease for additional executive
office space of approximately 49,000 square feet in Bellevue, Washington that
we expect to occupy during the first quarter of 2000. We also lease an
approximately 18,750 square feet facility in Redmond, Washington, which we
vacated after moving to our new Bellevue facility, under a lease that expires
in September 2003. We have subleased the Redmond facility for a 12 month
period ending in May 2000 and currently intend to sublease such space
thereafter, if possible. We anticipate that we will require additional space
as more personnel are hired and as we establish other facilities. In addition,
our distribution facility is located in Bridgeport, New Jersey, where we lease
approximately 290,000 square feet for a five-year term, with options to renew
for two additional five-year periods, pursuant to a lease executed in
September 1999.
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<PAGE>
MANAGEMENT
Executive Officers and Directors
The following table sets forth information with respect to our executive
officers and directors as of January 2, 2000:
<TABLE>
<CAPTION>
Name Age Position
---- --- --------
<C> <C> <S>
Peter M. Neupert(1).... 43 Chairman of the Board of Directors, President and
Chief Executive Officer
Kal Raman.............. 31 Senior Vice President and Chief Operating Officer
David E. Rostov........ 34 Vice President, Chief Financial Officer and
Treasurer
Mark L. Silverman...... 35 Vice President, Business Development, General
Counsel and Secretary
Christopher G. Hauser.. 49 Vice President, Operations
Judith H. McGarry...... 39 Vice President, Strategic Relationships
Jeffrey P. Bezos....... 35 Director
Brook H. Byers(2)...... 54 Director
L. John Doerr.......... 48 Director
Melinda French Gates... 35 Director
Mary Sammons........... 53 Director
William D. Savoy(2).... 35 Director
Howard Schultz(1)...... 46 Director
</TABLE>
- --------
(1) Member of compensation committee
(2) Member of audit committee
Peter M. Neupert has served as a director and the President and Chief
Executive Officer of drugstore.com since July 1998 and as chairman of the
board of directors since July 1999. From March 1987 to July 1998, he worked
for Microsoft Corporation in several positions, most recently as Vice
President of News and Publishing for Microsoft's interactive media group. Mr.
Neupert holds an M.B.A. from the Amos Tuck School of Business at Dartmouth
College and a B.A. from Colorado College.
Kal Raman (formerly known as Kalyanaraman Srinivasan) has served as Senior
Vice President and Chief Operating Officer of drugstore.com since November
1999. He served as Vice President, Technology and Chief Information Officer of
drugstore.com from August 1998 to May 1999, as Vice President, Technology and
Operations and Chief Information Officer from March 1999 to May 1999 and as
Senior Vice President, Operations and Chief Information Officer from May 1999
to November 1999. From March 1998 to August 1998, Mr. Raman served as the
Chief Information Officer and Vice President of Nations Rent and from February
1997 to March 1998, he served as Senior Director, Information Systems of
Blockbuster Inc. From May 1992 to February 1997, Mr. Raman served as Director,
International Division of Wal-Mart Stores Inc.
David E. Rostov has served as Vice President and Chief Financial Officer of
drugstore.com since January 1999 and as Treasurer since July 1999. From
January 1996 to January 1999, he worked for Nextel International, Inc. as
Chief Financial Officer. From 1992 to 1995, he served in various capacities at
McCaw Cellular Communications, Inc. Mr. Rostov holds an M.B.A. and a Master's
in Public Policy from the University of Chicago Graduate School of Business
and a B.A. from Oberlin College.
Mark L. Silverman has served as Secretary of drugstore.com since our
inception in April 1998, as Vice President and General Counsel of
drugstore.com since January 1999, as Vice President, Health Services from
March 1999 to September 1999 and as Vice President, Business Development since
September 1999. From December 1995 to January 1999, he was a lawyer with the
Venture Law Group, A Professional Corporation, becoming a director in January
1998. Mr. Silverman was an attorney with Heller, Ehrman, White & McAuliffe
from December 1992 to November 1995. Mr. Silverman holds a J.D. from the
University of California, Los Angeles and a B.A. from the University of
California, Berkeley.
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<PAGE>
Christopher G. Hauser has served as Vice President, Operations of
drugstore.com since July 1999. Prior to that time, he was Senior Vice
President, Information Technologies and Operations for Multiple Zones
International. From 1994 to 1996, Mr. Hauser was Director of Distribution for
Fingerhut Companies, Inc., and from 1991 to 1994, he commanded the largest
distribution center in the U.S. Department of Defense. Mr. Hauser received an
M.S. in Logistics Operations and an M.B.A. from the United States Naval
Academy.
Judith H. McGarry has served as Vice President, Strategic Relationships of
drugstore.com since January 2000. From July 1994 to December 1999, she was a
partner with Stone Communications. Ms. McGarry holds an M.B.A. from the Amos
Tuck School of Business at Dartmouth College and a B.A. from Middlebury
College.
Jeffrey P. Bezos has served as a director of drugstore.com since August
1998. Mr. Bezos, a founder of Amazon.com, has served as Chairman of the Board
of Directors of Amazon.com since its inception in 1994, Chief Executive
Officer of Amazon.com since May 1996, President of Amazon.com from inception
to June 1999 and Treasurer and Secretary of Amazon.com from May 1996 to March
1997. From December 1990 to June 1994, Mr. Bezos was employed by D.E. Shaw &
Co., a Wall Street investment firm, becoming Senior Vice President in 1992.
From April 1988 to December 1990, Mr. Bezos was employed by Bankers Trust
Company, becoming Vice President in February 1990. Mr. Bezos received his B.S.
in Electrical Engineering and Computer Science from Princeton University.
Brook H. Byers has served as a director of drugstore.com since May 1998.
Mr. Byers is a partner of Kleiner Perkins Caufield & Byers, a private venture
capital firm, and has been a technology venture capital investor since 1972.
He has served on the Board of Directors of over twenty companies, and he is
currently a director of Chemdex.com and several private companies. He also
served as the founding President and Chairman of Idec Pharmaceuticals, Ligand
Pharmaceuticals, Athena Neurosciences and Insite Vision Opthalmics. Mr. Byers
serves on the boards of the California Healthcare Institute and the Foundation
of the University of California at San Francisco Medical Center. Mr. Byers
received a degree in Electrical Engineering from Georgia Institute of
Technology and an M.B.A. from the Stanford Graduate School of Business.
L. John Doerr has served as a director of drugstore.com since November
1998. Mr. Doerr has been a general partner of Kleiner Perkins Caufield &
Byers, a private venture capital firm, since September 1980. In 1974, he
joined Intel Corporation and held various engineering, marketing and
management assignments. Mr. Doerr is also a director of Amazon.com,
Excite@Home, Healtheon Corporation, Intuit, Inc., Platinum Software, Inc., and
SunMicrosystems, as well as several private companies. Mr. Doerr received his
M.E.E. and B.S.E.E. from Rice University and his M.B.A. from Harvard
University Graduate School of Business.
Melinda French Gates has served as a director of drugstore.com since August
1999. Mrs. Gates worked at Microsoft Corporation from 1987 to May 1996 in a
variety of positions, including serving as both product manager and general
manager for the development of several multi-media products and other software
programs. Since leaving Microsoft in 1996, Mrs. Gates has focused on
philanthropic work in the areas of global health and learning. She is a
founder of the Gates Library Foundation and is involved in the William H.
Gates Foundation. She is also a co-chair of the Governor of Washington's
Washington State Early Learning Commission and is on the advisory board of
Third Age Media. Mrs. Gates holds a B.A. from Duke University and an M.B.A.
from The Fuqua School of Business at Duke University, and is a member of the
Duke University Board of Trustees.
Mary Sammons has served as a director of drugstore.com since January 2000.
Ms. Sammons has been president and chief operating officer of Rite Aid
Corporation since December 1999. Previously, Ms. Sammons was president and
chief executive officer of Fred Meyer Stores, a food, drug and general
merchandise chain in the Pacific northwest, since January 1998, and had been
an Executive Vice President of Fred Meyer Stores prior thereto. She has served
Fred Meyer Stores in various capacities since 1973. Ms. Sammons received a
degree in French from Marylhurst College.
William D. Savoy has served as a director of drugstore.com since July 1999.
Mr. Savoy is President of Vulcan Northwest Inc., managing the personal
finances of Paul Allen, and Vice President of Vulcan Ventures Inc., a
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<PAGE>
venture capital fund wholly owned by Paul Allen. From 1987 until November 1990,
Mr. Savoy was employed by Layered, Inc. and became its President in 1988. Mr.
Savoy serves on the Advisory Board of DreamWorks SKG and also serves as
director of CNET, Inc., Go2Net, Inc., Harbinger Corporation, High Speed Access
Corporation, Metricom, Inc., Telescan, Inc., Ticketmaster Online-CitySearch,
USA Networks, Inc. and Value America, Inc. Mr. Savoy holds a B.S. in Computer
Science, Accounting, and Finance from Atlantic Union College.
Howard Schultz has served as a director of drugstore.com since November
1998. Mr. Schultz, the founder of Starbucks Corporation, has served as Chairman
of the Board and Chief Executive Officer of Starbucks since its inception in
1985. From 1985 to June 1994, Mr. Schultz also served as President of
Starbucks. Mr. Schultz is one of two founding members of Maveron LLC, a company
providing advisory services to consumer-based businesses, and is one of two
members of a limited liability company that serves as a general partner of its
affiliated venture capital fund, Maveron Equity Partners, L.P. Mr. Schultz is a
governor on the National Association of Securities Dealers, Inc. Board of
Governors, and he is a director of Ebay, Inc. Mr. Schultz received his B.S.
degree from Northern Michigan University.
At any stockholder meeting involving the election of directors, Peter
Neupert, several of our major prior investors, and Jed Smith, one of our
founders who owned 950,000 shares of our common stock at January 2, 2000, have
agreed to vote their shares to elect one director designated by Amazon.com. The
major prior investors who are parties to this agreement are Kleiner Perkins
Caufield & Byers, Amazon.com, Vulcan Ventures, Rite Aid and GNC. The parties'
obligations to elect an Amazon.com designee terminate if Amazon.com owns less
than 5% of our voting stock.
Our board of directors currently consists of eight members. Each director is
elected for a period of one year at our annual meeting of stockholders and
serves until the next annual meeting or until his or her successor is duly
elected and qualified. The board of directors elects executive officers on an
annual basis. Executive officers serve until their successor has been duly
elected and qualified. There are no family relationships among any of the
directors, officers or key employees of drugstore.com.
Board Committees
The board of directors has a compensation committee, a stock option
subcommittee and an audit committee.
Compensation Committee. The compensation committee of the board of
directors, which is effective upon this offering, will review and make
recommendations to the board regarding all forms of compensation and benefits
provided to our officers. In addition, the compensation committee establishes
and reviews general policies relating to the compensation and benefits of all
of our employees. The current members of the compensation committee are Peter
M. Neupert and Howard Schultz. Since the current members of the compensation
committee do not meet the definition of "non-employee directors" for purposes
of SEC Rule 16b-3, the full board of directors will continue to approve stock
option grants for our officers in order to qualify the option grants for an
exemption from short-swing trading rules.
Stock Option Subcommittee. The stock option subcommittee of the compensation
committee has authority to grant stock options to optionees who are not
executive officers or directors of drugstore.com. Peter M. Neupert is the sole
member of the stock option subcommittee.
ESPP Subcommittee. The ESPP subcommittee of the compensation committee has
authority to administer our 1999 employee stock purchase plan. Peter M. Neupert
is the sole member of the ESPP subcommittee.
Audit Committee. The audit committee of the board of directors reviews and
monitors our internal accounting procedures, corporate financial reporting,
external and internal audits, the results and scope of the annual audit and
other services provided by our independent auditors, and our compliance with
legal matters that have a significant impact on our financial reports. Brook H.
Byers and William D. Savoy are the members of the audit committee.
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<PAGE>
Compensation Committee Interlocks and Insider Participation
The board of directors established its compensation committee in May 1999.
Prior to establishing the compensation committee, the board of directors as a
whole performed the functions delegated to the compensation committee. No
interlocking relationship exists between our board of directors or our
compensation committee and the board of directors or compensation committee of
any other company, and no interlocking relationship existed in the past.
Director Compensation
We currently do not provide any cash compensation to our directors for
their service as members of the board of directors, although we do reimburse
the directors for certain expenses in connection with attendance at board and
committee meetings. Under our 1998 stock plan, nonemployee directors are
eligible to receive stock option grants at the discretion of the board or any
other administrator of the plan. In September 1999, we granted to Melinda
French Gates, one of our nonemployee directors, options to purchase 25,000
shares of common stock at an exercise price of $53.875 per share. One-half of
these options vest one year after the date of grant and the remaining options
vest in two equal installments at the end of the next two six-month periods.
Executive Compensation
The following table sets forth the compensation received for services
rendered to drugstore.com for fiscal 1998 and 1999 by our chief executive
officer and the four other individuals who were the most highly compensated
executive officers in fiscal 1999 of those earning more than $100,000 in
salary and bonus.
Summary Compensation Table
<TABLE>
<CAPTION>
Long-Term
Compensation
Annual Awards
Compensation Securities
Name and Principal ----------------- Underlying All Other
Position Year Salary Bonus Options (#) Compensation(1)
- ------------------ ---- -------- -------- ------------ ---------------
<S> <C> <C> <C> <C> <C>
Peter M. Neupert....... 1999 $249,184 $250,000 1,000,000 $ 397
President, Chief 1998 107,692 -- -- 170
Executive Officer
and Chairman of the
Board of Directors
Kal Raman.............. 1999 $174,171 $ 36,954 350,000 $ 278
Senior Vice President 1998 60,577 129,692(2) 150,000 5,895(3)
and Chief Operating
Officer
David E. Rostov........ 1999 $123,797 $ 21,615 275,000 $ 190
Vice President, Chief
Financial Officer
and Treasurer
Mark L. Silverman...... 1999 $171,564 $ 60,083(4) 275,000 $ 272
Vice President,
Business Development,
General Counsel and
Secretary
Suzan K. DelBene(5).... 1999 $135,092 $ 6,879 -- $ 214
Former Vice President, 1998 44,217 5,255 150,000 101
Marketing and Store
Development
</TABLE>
- --------
(1) Represents premium paid for term life insurance for the benefit of the
named executive officer.
(2) Includes a $120,000 signing bonus received by Mr. Raman in 1998.
(3) Includes a $5,400 reimbursement for relocation expenses.
(4) Includes a $35,000 signing bonus paid to Mr. Silverman in 1999.
(5) Ms. DelBene resigned as an officer of drugstore.com effective October 15,
1999.
59
<PAGE>
Option Grants
The following table provides summary information regarding stock options
granted to the individuals named in the summary compensation table during the
year ended January 2, 2000.
Option Grants in Last Fiscal Year
<TABLE>
<CAPTION>
Individual Grants
---------------------------------------------
Potential Realizable
% of Total Value at Assumed
Number of Options Annual Rates of
Securities Granted to Stock Appreciation
Underlying Employees For Option Term (3)
Options in Fiscal Exercise Expiration -----------------------
Name Granted (1)(#) Year (2) Price Date 5% 10%
- ---- ------------- ---------- -------- ---------- ----------- -----------
<S> <C> <C> <C> <C> <C> <C>
Peter M. Neupert........ 1,000,000 20.5% $32.4375 12/28/09 $20,399,769 $51,697,021
Kal Raman............... 75,000 1.6 7.8300 4/26/09 1,611,758 2,914,302
275,000 5.6 35.1250 11/18/09 6,074,729 15,394,556
--------- ---- ----------- -----------
350,000 7.2% 7,686,487 18,308,858
David E. Rostov......... 150,000 3.1 0.4500 1/28/09 4,330,515 6,935,605
125,000 2.6 35.1250 11/18/09 2,761,241 6,997,525
--------- ---- ----------- -----------
275,000 5.7% 7,091,756 13,933,130
Mark L. Silverman....... 150,000 3.1 0.4500 1/18/09 4,330,515 6,935,605
125,000 2.6 35.1250 11/18/09 2,761,241 6,997,525
--------- ---- ----------- -----------
275,000 5.7% 7,091,756 13,933,130
Suzan K. DelBene(4)..... -- -- -- -- -- --
</TABLE>
- --------
(1) As long as the optionee maintains continuous employment with
drugstore.com, options granted to the individuals above vest as follows:
options granted to Mr. Neupert vest monthly over a ten-year period at an
annual rate of one-tenth of the total number of shares subject to the
option; options granted to Mr. Raman with an expiration date of April 26,
2009 vest over a five-year period at a rate of one-fourth of the total
number of shares subject to the option on the sixteen-month anniversary of
the date of grant with the remaining shares subject to the option vesting
in equal installments at the end of each six-month period thereafter;
options granted to Mr. Raman with an expiration date of November 18, 2009
vest over a five-year period at a rate of one-fourth the total number of
shares subject to the option on the first anniversary of the date of grant
with the remaining shares subject to the option vesting in equal
installments at the end of each six-month period thereafter; options
granted to Mr. Rostov and Mr. Silverman vest over a four-year period (with
respect to options with an expiration date in January 2009) or a five-year
period (with respect to options with an expiration date in November 2009)
at a rate of one-fourth the total number of shares subject to the option
on the first anniversary of the date of grant with the remaining shares
subject to the option vesting in equal installments at the end of each
six-month period thereafter.
(2) Based on an aggregate of 4,880,075 shares underlying options granted by
drugstore.com during the fiscal year ended January 2, 2000 to our
employees.
(3) Potential realizable values are computed by multiplying the number of
shares of common stock subject to a given option by the fair market value
of the common stock on the date of grant or, in the case of options
granted prior to our initial public offering, the initial public offering
price of $18.00 per share, assuming that the aggregate stock value derived
from that calculation compounds at the annual 5% or 10% rate shown in the
table for the entire ten-year term of the option and subtracting from that
result the aggregate option exercise price. The 5% and 10% assumed annual
rates of stock price appreciation are mandated by the rules of the
Securities and Exchange Commission and do not represent our estimate or
projection of future common stock prices.
(4) Suzan DelBene resigned as an officer of drugstore.com effective October
15, 1999.
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<PAGE>
Option Exercises and Holdings
The following table provides summary information concerning options
exercised during the year ended January 2, 2000, and exercisable and
unexercisable options held as of January 2, 2000, by the individuals named in
the summary compensation table above.
Option Exercises in Last Fiscal Year and Fiscal Year-End Option Values
<TABLE>
<CAPTION>
Number of Securities
Underlying Unexercised Value of Unexercised
Options at In-the-Money Options at
Number of Fiscal Year-End (#) Fiscal Year-End (1)
Shares Acquired Value ------------------------- -------------------------
Name on Exercise Realized Unexercisable Exercisable Unexercisable Exercisable
- ---- --------------- ---------- ------------- ----------- ------------- ----------- ---
<S> <C> <C> <C> <C> <C> <C> <C>
Peter M. Neupert........ -- -- 958,334 41,666 $3,593,753 $ 156,248
Kal Raman............... 500 $ 14,230 462,500 37,000 6,485,594 1,337,458
David E. Rostov......... -- -- 275,000 -- 5,493,438 --
Mark L. Silverman....... -- -- 275,000 -- 5,493,438 --
Suzan K. DelBene(2)..... 57,500 2,182,700 92,500 -- 3,343,644 --
</TABLE>
- --------
(1) Based on a value of $36.1875 per share, the share price on January 2,
2000, minus the per share exercise price, multiplied by the number of
shares underlying the option.
(2) Suzan DelBene resigned as an officer of drugstore.com effective October
15, 1999.
Stock Plans
1998 Stock Plan. Our 1998 stock plan provides for the grant of incentive
stock options to employees and nonstatutory stock options and stock purchase
rights to employees, directors and consultants to acquire shares of common
stock. The purposes of the 1998 stock plan are to attract and retain the best
available personnel, to provide additional incentives to our employees and
consultants and to promote the success of our business. Our board of directors
originally adopted the 1998 stock plan in July 1998 and our stockholders
approved the plan in July 1998. The 1998 stock plan was amended, with the
approval of our stockholders, in January 1999, April 1999 and July 1999 to
increase the total number of shares of common stock reserved for issuance to
11,000,000 shares and to incorporate certain other changes. Unless terminated
earlier by the board of directors, the 1998 stock plan will terminate in July
2008. As of January 2, 2000, options to purchase 5,850,658 shares of common
stock were outstanding at a weighted average exercise price of $16.4875 per
share, 8,000 shares had been issued pursuant to restricted stock purchase
agreements, 202,253 shares had been issued upon exercise of outstanding
options, and 4,939,089 shares remained available for future grant. On January
20, 2000, we granted options to purchase 946,940 shares of common stock at an
exercise price of $27.1875 per share.
The 1998 stock plan may be administered by the board of directors, a
committee appointed by the board of directors or a combination of the board of
directors and a committee, as determined by the board of directors. The
administrator determines the terms of options granted under the 1998 stock
plan, including the number of shares subject to the option, exercise price,
term and exercisability. In no event, however, may an individual receive
option grants for more than 2,500,000 shares of common stock under the 1998
stock plan in any fiscal year. Incentive stock options granted under the 1998
stock plan must have an exercise price of at least 100% of the fair market
value of the common stock on the date of grant and at least 110% of such fair
market value in the case of an optionee who holds more than 10% of the total
voting power of all classes of our stock. Nonstatutory stock options granted
under the 1998 stock plan will have an exercise price as determined by the
administrator. Payment of the exercise price may be made in cash or such other
consideration as determined by the administrator.
The administrator determines the term of options, which may not exceed 10
years or 5 years in the case of an incentive stock option granted to a holder
of more than 10% of the total voting power of all classes of our stock. No
option may be transferred by the optionee other than by will or the laws of
descent or distribution, provided, however, that the administrator may in its
discretion provide for the transferability of nonstatutory
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<PAGE>
stock options granted under the 1998 stock plan if the common stock is listed
or approved for listing on a national securities exchange or designated as a
national market system security by the National Association of Securities
Dealers, Inc. Each option may be exercised during the lifetime of the optionee
only by such optionee or permitted transferee. The administrator determines
when options become exercisable. Options granted under the 1998 stock plan
generally must be exercised within 3 months after the termination of the
optionee's status as an employee, director or consultant of drugstore.com, or
within 6 months if such termination is due to the death or within 12 months if
such termination is due to disability of the optionee, but in no event later
than the expiration of the option's term. Options granted under the 1998 stock
plan generally vest over a four-year or five-year period at a rate of one-
fourth of the total number of shares subject to the option twelve months after
the date of grant, with the remaining shares vesting in equal installments at
the end of each six month period thereafter.
In the event of our merger with or into another corporation, the successor
corporation may assume each option and outstanding stock purchase right or may
substitute an equivalent option or stock purchase right. However, if the
successor corporation does not agree to this assumption or substitution, the
option or stock purchase right will terminate. The board of directors has the
authority to amend or terminate the 1998 stock plan provided that no action
that impairs the rights of any holder of an outstanding option may be taken
without the holder's consent. In addition, we will obtain requisite
stockholder approval for any action requiring stockholder approval under the
applicable law.
In addition to stock options, the administrator may issue stock purchase
rights under the 1998 stock plan to employees, directors and consultants. The
administrator determines the number of shares, price, terms, conditions and
restrictions related to a grant of stock purchase rights and the purchase
price of a stock purchase right granted under the 1998 stock plan. The
administrator also determines the period during which the stock purchase right
is held open, but in no case shall such period exceed 30 days. Unless the
administrator determines otherwise, the recipient of a stock purchase right
must execute a restricted stock purchase agreement granting an option to
repurchase the unvested shares at cost upon termination of such recipient's
relationship with us.
1999 Employee Stock Purchase Plan. Our board of directors adopted the 1999
employee stock purchase plan in April 1999 and our stockholders approved the
employee stock purchase plan in July 1999. A total of 500,000 shares of common
stock has been reserved for issuance under the purchase plan plus an annual
increase on the first day of each of our fiscal years beginning in 2000, 2001,
2002, 2003 and 2004 equal to the lesser of the following:
. 500,000 shares;
. 3% of our shares outstanding on the last day of the immediate preceding
fiscal year; or
. such lesser number of shares as is determined by the board.
The purchase plan is intended to qualify under Section 423 of the Internal
Revenue Code. The initial offering period began on the date of the closing of
our initial public offering and will end on January 31, 2000. Each subsequent
offering period will have a duration of six months. Each offering period after
the first offering period will commence on February 1 and August 1 of each
year. The board of directors or a committee appointed by the board will
administer the purchase plan. Employees, including officers and employee
directors, of drugstore.com or of any majority-owned subsidiary designated by
the board, are eligible to participate in the purchase plan if they are
employed by drugstore.com or any such subsidiary for at least 20 hours per
week and more than 5 months per year. The purchase plan permits eligible
employees to purchase common stock through payroll deductions, which may not
exceed 20% of an employee's compensation, at a price equal to the lower of 85%
of the fair market value of our common stock at the beginning or end of the
offering period. Employees may end their participation in the offering at any
time during the offering period, and participation ends automatically on
termination of employment. If not terminated earlier, the purchase plan will
have a term of 10 years.
The purchase plan provides that in the event of our merger with or into
another corporation or a sale of all or substantially all of our assets, the
successor corporation will assume each right to purchase stock under the
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<PAGE>
purchase plan or will substitute an equivalent right. If the successor
corporation does not agree to an assumption or substitution, the offering
period then in progress will be shortened so that employees' rights to
purchase stock under the purchase plan are exercised prior to the merger or
sale of assets. The board of directors has the power to amend or terminate the
purchase plan as long as that action does not adversely affect any outstanding
rights to purchase stock under the plan. We may, however, terminate the
purchase plan or an offering period if continuation of the purchase plan or
the offering period would cause us to incur adverse accounting charges.
401(k) Plan
Effective April 1999, we adopted the drugstore.com, inc. 401(k) plan
covering our full-time employees. The 401(k) plan is intended to qualify under
Section 401(k) of the Internal Revenue Code of 1986, as amended, so that
contributions to the 401(k) plan by employees or by drugstore.com, and the
investment earnings thereon, are not taxable to employees until withdrawn from
the 401(k) plan, and so that contributions by drugstore.com, if any, will be
deductible by drugstore.com when made. Under the 401(k) plan, employees may
elect to reduce their current compensation by up to the statutorily prescribed
annual limit ($10,000 in 1999) and to have the amount of such reduction
contributed to the 401(k) plan. The 401(k) plan permits, but does not require,
additional matching contributions to the 401(k) plan by drugstore.com on
behalf of all participants in the 401(k) plan. To date, we have not made any
matching contributions to the 401(k) plan.
Agreements with Named Executive Officers
Peter M. Neupert's employment offer letter provides for an initial annual
salary of $250,000 and an initial annual bonus of up to $125,000. We also
granted Mr. Neupert a one-time right to purchase 1,260,000 shares of our
common stock at a purchase price of $.04 per share. We have a lapsing right to
repurchase Mr. Neupert's unvested shares. As of February 3, 2000, our right to
repurchase has lapsed with respect to 498,750 shares of stock and will
continue to lapse with respect to 26,250 shares each month while he remains
employed, with all of these shares becoming fully vested on the 27th of the
month following his fourth anniversary of employment. If we are acquired by
another entity or sell substantially all our assets, and Mr. Neupert is not
offered a position with the surviving corporation with responsibilities
similar to those held at drugstore.com, our right of repurchase will lapse
with respect to all of these shares. Mr. Neupert's employment is for no
specified length of time, and either party has the right to terminate Mr.
Neupert's employment at any time for any reason. If we terminate Mr. Neupert's
employment other than for "cause" (which is defined in his agreement to mean
gross negligence or willful misconduct in the performance of his duties, the
failure to obey our board of directors, defrauding or stealing from
drugstore.com, or being convicted of a crime that harms the business or
reputation of drugstore.com), our right of repurchase will lapse on an
additional 236,250 shares of the then-unvested portion. The offer letter also
provides that in the event Mr. Neupert's employment is terminated for any
reason, he will continue to receive his then-current base salary and benefits
for a period of nine months.
Kal Raman's employment offer letter provides for an initial annual salary
of $175,000, a $100,000 signing bonus (which was grossed up to $120,000 to
negate the effect of applicable taxes), reimbursement of $5,000 for a lost
down payment on a house in Florida and an annual bonus of up to 15% of his
salary. We also offered Mr. Raman an option to purchase shares of common stock
under our 1998 stock plan. In the offer letter, we agreed to guarantee a loan
from a bank in the amount of $250,000. However, instead of guaranteeing a bank
loan, we and Mr. Raman agreed that we would loan $250,000 directly to Mr.
Raman. See "Certain Relationships and Related Transactions" for a description
of our loan arrangement with Mr. Raman. Mr. Raman's employment is for no
specified length of time, and either party has the right to terminate the
agreement at any time for any reason.
Mark L. Silverman's employment offer letter provides for an initial annual
base salary of $175,000, a $35,000 signing bonus and a bonus at the discretion
of the chief executive officer commensurate with other officers of
drugstore.com. We also offered Mr. Silverman an option to purchase shares of
our common stock under our 1998 stock plan. If we are acquired by another
entity or sell substantially all of our assets and Mr. Silverman is not
offered a position with the surviving corporation with responsibilities
similar to those held
63
<PAGE>
at drugstore.com or if his employment is terminated for other than "cause"
(which is defined in his agreement to mean gross negligence or willful
misconduct in the performance of his duties, the failure to obey our board of
directors or chief executive officer, defrauding or stealing from
drugstore.com, or being convicted of a crime that harms the business or
reputation of drugstore.com), the option with respect to all then-unvested
shares shall vest. Mr. Silverman's employment is for no specified length of
time, and either party has the right to terminate Mr. Silverman's employment
at any time for any reason. The offer letter also provides that, in the event
Mr. Silverman's employment is terminated without cause, he will continue to
receive his then-current base salary and benefits for a period of twelve
months.
Suzan K. DelBene resigned as Vice President, Marketing and Store
Development of drugstore.com effective as of October 15, 1999 pursuant to a
separation agreement and release. Under the terms of her agreement Ms. DelBene
will continue to receive her regular base salary and benefits until April 8,
2000. In addition, we accelerated the vesting of options to purchase 20,000
shares of our common stock to October 1, 1999.
Limitations on Directors' Liability and Indemnification
Our certificate of incorporation limits the liability of directors to the
maximum extent permitted by Delaware law. Delaware law provides that directors
of a corporation will not be personally liable for monetary damages for breach
of their fiduciary duties as directors, except liability for:
. any breach of their duty of loyalty to the corporation or its
stockholders;
. acts or omissions not in good faith or which involve intentional
misconduct or a knowing violation of law;
. unlawful payments of dividends or unlawful stock repurchases or
redemptions; or
. any transaction from which the director derived an improper personal
benefit.
This limitation of liability does not apply to liabilities arising under the
federal securities laws and does not affect the availability of equitable
remedies such as injunctive relief or rescission.
Our certificate of incorporation and bylaws provide that drugstore.com
shall indemnify our directors and executive officers and may indemnify our
other officers and employees and other agents to the fullest extent permitted
by law. We believe that indemnification under our bylaws covers at least
negligence and gross negligence on the part of indemnified parties. Our bylaws
also permit us to secure insurance on behalf of any officer, director,
employee or other agent for any liability arising out of his or her actions in
such capacity, regardless of whether the bylaws would permit indemnification.
We have entered into agreements to indemnify our directors and officers, in
addition to indemnification provided for in our bylaws. These agreements,
among other things, provide for indemnification of our directors and officers
for expenses specified in the agreements, including attorneys' fees,
judgments, fines and settlement amounts incurred by any such person in any
action or proceeding arising out of such person's services as a director or
officer of drugstore.com, any subsidiary of drugstore.com or any other company
or enterprise to which the person provides services at the request of
drugstore.com. We believe that these provisions and agreements are necessary
to attract and retain qualified persons as directors and officers.
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<PAGE>
CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS
Prior to our initial public offering, we issued and sold shares of our
capital stock as follows: a total of 2,265,000 shares of common stock at a
price of $.04 per share in June, July and August 1998, a total of 10,000,000
shares of Series A preferred stock at a price of $.80 per share in June and
August 1998, a total of 5,446,268 shares of Series B preferred stock at a
price of $3.35 per share in October, November and December 1998, a total of
4,472,844 shares of Series C preferred stock at a price of $7.825 per share in
January and March 1999, a total of 2,266,289 shares of Series D preferred
stock at a price of $17.65 per share in June 1999, a total of 12,282,599
shares of Series E preferred stock in July 1999. All shares of our preferred
stock were converted into common stock on a 1-for-1 basis upon the closing of
our initial public offering. In addition, concurrently with our initial public
offering, we issued and sold 555,555 shares of our common stock to Amazon.com
in a private placement transaction at the initial public offering price of $18
per share, and on January 24, 2000, we issued and sold 1,066,667 shares of our
common stock to Amazon.com in a private placement transaction at a price of
$28.125 per share. The following table summarizes the shares of capital stock
purchased by executive officers, directors and five-percent stockholders and
their affiliates in these transactions:
<TABLE>
<CAPTION>
Series A Series B Series C Series D Series E
Common Preferred Preferred Preferred Preferred Preferred
Investor(1) Stock Stock Stock Stock Stock Stock
- ----------- --------- --------- --------- --------- --------- ---------
<S> <C> <C> <C> <C> <C> <C>
Kleiner Perkins Caufield
& Byers(2)(3).......... -- 4,937,500 1,582,089 511,182 -- --
Amazon.com, Inc.(2)(4).. 1,622,222 5,000,000 3,177,612 2,555,911 -- --
Maveron Equity Partners,
L.P.(2)(5)............. -- -- 417,910 766,773 -- --
Peter M. Neupert(2)(6).. 1,260,000 -- 268,657 319,489 -- --
Vulcan Ventures
Incorporated(2)(7)..... -- -- -- -- 2,266,289 --
Rite Aid
Corporation(2)(8)...... -- -- -- -- -- 9,334,746
General Nutrition
Investment
Company (2)(9)......... -- -- -- -- -- 2,947,853
</TABLE>
- --------
(1) Shares held by affiliated persons and entities have been added together
for the purposes of this chart. See "Principal and Selling Stockholders"
for a chart of beneficial owners.
(2) Holder of 5% or more of a class of our capital stock.
(3) Includes shares held by Kleiner Perkins Caufield & Byers VIII, L.P. (KPCB
VIII), KPCB VIII Founders Fund, L.P., and KPCB Life Sciences Zaibatsu Fund
II, L.P. KPCB VIII and KPCB VIII Founders Fund, L.P. are wholly controlled
by KPCV VIII Associates, L.P. KPCB Life Sciences Zaibatsu Fund II, L.P. is
wholly controlled by KPCB VII Associates, L.P., Brook H. Byers and L. John
Doerr, each a general partner of KPCB VIII Associates and KPCB VII
Associates, L.P., are both directors of drugstore.com. Mr. Byers and Mr.
Doerr each disclaim beneficial ownership of shares held by these entities
except to the extent of their pecuniary interest therein. In November
1998, drugstore.com and Kleiner Perkins Caufield & Byers agreed to rescind
the purchase of 89,552 of such shares and refund the $299,999.20 purchase
price. As a result, after November 1998, Kleiner Perkins Caufield & Byers
held 1,582,089 shares of Series B preferred stock.
(4) In consideration of Amazon.com's obligations under a technology license
and advertising agreement, we issued Amazon.com 5,000,000 shares of our
Series A preferred stock. We issued these shares primarily in exchange for
Amazon.com's early marketing and support efforts in connection with and
after our launch. Jeffrey P. Bezos, chairman of the board and chief
executive officer of Amazon.com, became a director of drugstore.com upon
completion of the issuance.
(5) Howard Schultz, a director of drugstore.com, is one of the two founding
members of Maveron LLC, and is one of two members of a limited liability
company that serves as a general partner of its affiliated venture capital
fund, Maveron Equity Partners, L.P.
(6) Mr. Neupert's shares of preferred stock are held jointly by Mr. Neupert
and Sheryl Neupert.
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<PAGE>
(7) In May 1999, we issued a convertible promissory note convertible into
2,266,289 shares of Series D preferred stock to Vulcan Ventures in
exchange for $40 million in cash and an obligation to provide cable
television advertising valued at $5 million. The note was converted into
2,266,289 shares of Series D preferred stock in June 1999. William D.
Savoy, vice president of Vulcan Ventures, became a director of
drugstore.com in July 1999.
(8) In July 1999, we issued Rite Aid 9,334,746 shares of Series E preferred
stock for $7.6 million in cash and additional consideration. Mary Sammons,
one of our directors, is the president and chief operating officer of Rite
Aid.
(9) In July 1999, we issued General Nutrition Investment Company, a wholly
owned subsidiary of GNC, 2,947,853 shares of Series E preferred stock for
$2.4 million in cash and additional consideration.
A provision of the investors' rights agreement dated May 19, 1999 between
drugstore.com and some of our stockholders precludes Kleiner Perkins Caufield
& Byers, Amazon.com and Maveron Equity Partners from purchasing additional
shares of our common stock without our prior approval if the purchase would
cause any of them to hold individually more than 40% of our outstanding common
stock (calculated on a fully diluted basis to include outstanding options and
shares reserved under our stock plans). This restriction lasts until August
2002. Pursuant to a June 17, 1999 addendum, Rite Aid and GNC were made parties
to this agreement and are subject to its provisions.
In May 1999, we issued a convertible promissory note convertible into
2,266,289 shares of Series D preferred stock to Vulcan Ventures in exchange
for $40 million in cash and an obligation by Vulcan to provide cable
television advertising valued at $5 million based on comparable transactions
with unaffiliated third parties. The advertising is expected to be aired over
a three-year period and will be expensed in the period in which the airtime is
used. The note was converted into 2,266,289 shares of Series D preferred stock
in June 1999. William D. Savoy, vice president of Vulcan Ventures, became a
director of drugstore.com in July 1999.
On January 24, 2000, we entered into an agreement with Amazon.com to
integrate various shopping features of our Web sites and create a persistent
drugstore.com shopping presence on Amazon.com's Web site. The agreement also
covers various advertising and cross-promotion initiatives and obligates the
parties to undertake the development of additional features designed to
further integrate their Web sites, including with respect to search and browse
capabilities and a shared shopping basket. We agreed to pay Amazon.com a total
of $105 million over the three-year term of the agreement, of which $30
million was paid at the time the agreement was executed. See "Business--
Relationship with Amazon.com."
In June 1999, we entered into a strategic relationship with Rite Aid
whereby customers are able to refill prescriptions at our Web site and either
use our standard delivery options or pick up the prescriptions at Rite Aid
stores. In addition, Rite Aid and drugstore.com will promote each others'
services both online and offline, including a link from Rite Aid's Web site to
our Web site. In addition, we participate in substantially all of the retail
pharmacy networks managed by PCS Health Systems, Inc., a wholly-owned
subsidiary of Rite Aid, which claims to provide pharmacy benefit management
services for more than 50 million individuals in the United States. We have a
separate ten-year agreement with PCS. As part of the relationship, both Rite
Aid and drugstore.com agreed to certain exclusivity provisions that limit our
ability to promote or affiliate with any other physical retail drugstore and
from operating a traditional physical drugstore, and will preclude Rite Aid
from offering or selling products or services on the Internet other than
through our Web site. In addition, the agreement provides that if we establish
our own distribution center, we will purchase all of our pharmaceutical
requirements from Rite Aid. The agreement contains additional provisions
providing for the licensing by Rite Aid to drugstore.com of information
technology systems and the integration of the information technology and
pharmacy systems of the two companies. This agreement extends for ten years,
but can be terminated for breach prior to such time. In connection with this
relationship, Rite Aid acquired 9,334,746 shares of Series E preferred stock
(all of which was converted into common stock at the time of our initial
public offering) for $7.6 million in cash and additional consideration. Under
the terms of the Third Amended and Restated Voting Agreement dated June 17,
1999, Rite Aid has the right to nominate one member to our board of directors,
and Mary Sammons, Rite Aid's president and chief operating officer, is
currently a member of our board of directors.
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<PAGE>
In June 1999, we entered into a relationship with GNC whereby we are the
exclusive online provider of GNC-branded products. We have the exclusive right
to sell GNC's nutrition products over the Internet, including the PharmAssure
brand of pharmacist recommended vitamins and nutritional supplements, subject
to our meeting performance parameters based on traffic to our Web site and
sales of GNC's products over the Internet in the third and fifth year of the
relationship. As long as we have the exclusive right to distribute GNC's
products over the Internet, we will not promote any other retail health food
store or operate a physical retail health food store. If the exclusivity
provisions of the agreement terminate, we have the non-exclusive right to sell
these products for the remaining term of the agreement. As part of this
relationship, we have created a separate part of our Web site called the GNC
LiveWell Store which is dedicated to selling on a consignment basis GNC
products. In connection with this relationship, GNC acquired 2,947,853 shares
of our Series E preferred stock (all of which was converted into common stock
at the time of our initial public offering). As part of our relationship with
GNC, GNC and drugstore.com agreed to co-promote each other's products and
services in both their traditional and online marketing efforts, including GNC
putting a link to our Web site on their Web site. The agreement extends for
ten years, but can be terminated for breach prior to such time.
We have entered into offer letters with several of our executive officers.
See "Management--Agreements With Named Executive Officers" for a description
of the offer letters.
On December 3, 1998, we loaned $250,000 to Kal Raman, our Senior Vice
President, Technology and Operations. In our offer letter to Mr. Raman, we
agreed to guarantee a loan for $250,000, and, in connection with this
obligation, chose to provide the loan directly to Mr. Raman. The loan is with
full recourse and bears interest at 7% and is further secured by the shares
issuable upon exercise of Mr. Raman's stock option. All principal and accrued
interest under the loan remains outstanding and is due and payable on the
earlier of December 3, 1999, or within 15 days after ceasing to provide
substantial services to drugstore.com. The board of directors has approved the
extension of the term of this loan, and all principal and interest under the
loan remains outstanding and is due and payable on the earlier of December 31,
2000, or within 15 days after Mr. Raman ceases to provide substantial services
to drugstore.com. The highest aggregate amount of principal and interest
outstanding under this loan since December 3, 1998 and through January 2, 2000
was approximately $268,938.
All future transactions, including any loans from us to our officers,
directors, principal stockholders or affiliates, will be approved by a
majority of our board of directors, including a majority of the independent
and disinterested members of the board, and if required by law, a majority of
disinterested stockholders.
In the event that drugstore.com merges or is acquired by another company
and Peter M. Neupert is not offered a similar position with similar
responsibilities by the surviving entity, or if the surviving entity's
principal office is located more than 50 miles from his residence, all of Mr.
Neupert's unvested shares will be released from our option to repurchase these
shares.
drugstore.com Foundation
In July 1999, we donated 200,000 shares of our common stock to
drugstore.com Foundation, a foundation established by us. The foundation will
make grants to charitable organizations. We intend to involve our employees in
determining the charitable purposes for this foundation. The drugstore.com
Foundation is offering 20,000 shares of common stock in this offering.
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<PAGE>
PRINCIPAL AND SELLING STOCKHOLDERS
The following table sets forth information regarding the beneficial
ownership of our common stock as of February 3, 2000, and as adjusted to
reflect the sale of common stock offered hereby, by:
. each stockholder known by us to own beneficially more than 5% of our
common stock;
. each director;
. each individual named in the summary compensation table;
. all directors and executive officers as a group; and
. each selling stockholder.
As of February 3, 2000, we had 46,022,560 shares of common stock
outstanding and 208 stockholders of record. Beneficial ownership is determined
in accordance with the rules of the SEC. In computing the number of shares
beneficially owned by a person and the percentage ownership of that person,
shares of common stock subject to options or warrants held by that person that
are currently exercisable or will become exercisable within 60 days after
February 3, 2000 are deemed outstanding, while such shares are not deemed
outstanding for purposes of computing percentage ownership of any other
person. Unless otherwise indicated in the footnotes below, the persons and
entities named in the table have sole voting and investment power with respect
to all shares beneficially owned, subject to community property laws where
applicable. The address for individuals that beneficially own 5% or more of
our common stock is the same as the address of the entity affiliated with such
individual indicated in the applicable footnote.
<TABLE>
<CAPTION>
Shares Beneficially Shares Beneficially
Owned Prior to this Owned After this
Offering Shares Offering
Name and Address of --------------------- Being ---------------------
Beneficial Owner Number Percentage Offered Number Percentage
- ------------------- ---------- ---------- ------- ---------- ----------
<S> <C> <C> <C> <C> <C>
Amazon.com, Inc.(1)......... 12,355,745 26.8% -- 12,355,745 23.8%
1516 2nd Avenue
Seattle, WA 98101
Rite Aid Corporation(2)..... 9,334,746 20.3 -- 9,334,746 17.9
30 Hunter Lane
Camp Hill, PA 17011
Kleiner Perkins Caufield &
Byers(3)................... 7,033,271 15.3 -- 7,033,271 13.5
2750 Sand Hill Road
Menlo Park, CA 94025
General Nutrition Investment
Company(4)................. 2,947,853 6.4 -- 2,947,853 5.7
1002 South 63rd Avenue At
Buckeye
Phoenix, AZ 15222
Vulcan Ventures,
Incorporated(5)............ 2,266,289 4.9 -- 2,266,289 4.4
110 110th Avenue NE, Suite
550
Bellevue, WA 98004
Peter M. Neupert(6)......... 1,931,479 4.2 -- 1,931,479 3.7
Maveron Equity Partners,
L.P.(7).................... 1,187,183 2.6 -- 1,187,183 2.3
Jeffrey P. Bezos(1)......... 12,355,745 26.8 -- 12,355,745 23.8
Brook H. Byers(3)........... 7,033,271 15.3 -- 7,033,271 13.5
L. John Doerr(3)............ 7,033,271 15.3 -- 7,033,271 13.5
Melinda French Gates........ -- -- -- -- --
Mary Sammons(8)............. 9,334,746 20.3 -- 9,334,746 17.9
William Savoy(5)............ 2,276,289 4.9 -- 2,276,289 4.4
Howard Schultz(7)........... 1,187,183 2.6 -- 1,187,183 2.3
Kal Raman(9)................ 62,050 * -- 62,050 *
David E. Rostov(10)......... 48,500 * -- 48,500 *
</TABLE>
68
<PAGE>
<TABLE>
<CAPTION>
Shares Beneficially
Owned Prior to this Shares Beneficially Owned
Offering Shares After this Offering
Name and Address of --------------------- Being ------------------------------
Beneficial Owner Number Percentage Offered Number Percentage
- ------------------- ---------- ---------- ------- --------------- --------------
<S> <C> <C> <C> <C> <C>
Mark L. Silverman(11).. 52,000 * -- 52,000 *
All directors and
executive officers
as a group (13
persons)(12)........ 34,290,096 74.2 -- 34,290,096 65.6
drugstore.com
Foundation............ 200,000 * 20,000 180,000 *
13920 Southeast
Eastgate Way
Bellevue, WA 98005
</TABLE>
- --------
* Less than 1%
(1) Includes 1,066,667 shares of common stock issued and sold to Amazon.com
on January 24, 2000 in a private placement transaction. Jeffrey P. Bezos
is a director of drugstore.com and is the chairman of the board and
chief executive officer of Amazon.com, Inc.
(2) Consists of shares held by Rite Investments Corp., a wholly owned
subsidiary of Rite Aid Corporation. Under the terms of the Third Amended
and Restated Voting Agreement dated June 17, 1999, Rite Aid has the
right to nominate one member to our board of directors.
(3) Consists of 6,313,633 shares held by Kleiner Perkins Caufield & Byers
VIII, L.P. (KPCB VIII), 365,600 shares held by KPCB VIII Founders Fund,
L.P. 351,538 shares held by KPCB Life Sciences Zaibatsu Fund II, L.P.
and 2,500 shares held by KPCB IX Associates, L.P. KPCB VIII and KPCB
VIII Founders Fund, L.P. are wholly controlled by KPCB VIII Associates,
L.P. KPCB Life Sciences Zaibatsu Fund II, L.P. is wholly controlled by
KPCB VII Associates, L.P. Brook H. Byers and L. John Doerr, each a
general partner of KPCB VIII Associates and KPCB VII Associates, L.P.,
are both directors of drugstore.com. Mr. Byers and Mr. Doerr each
disclaim beneficial ownership of shares held by these entities except to
the extent of his pecuniary interest in those shares.
(4) In August 1999, General Nutrition Companies, Inc., the parent company of
General Nutrition Investment Company, was acquired by Royal Numico N.V.,
a European maker of nutrition products.
(5) Includes 2,266,289 shares held by Vulcan Ventures Incorporated. William
D. Savoy is a director of drugstore.com and is the vice president of
Vulcan Ventures, a venture capital firm wholly-owned by Paul Allen. Mr.
Savoy disclaims beneficial ownership of shares held by Vulcan Ventures
except to the extent of his pecuniary interest in those shares.
(6) As of February 3, 2000, 761,250 of such shares are subject to a right of
repurchase at cost in the event Peter M. Neupert ceases to be an
employee of drugstore.com. Mr. Neupert's shares of common stock are held
jointly by Mr. Neupert and Sheryl Neupert. Includes 66,666 shares
subject to options exercisable within 60 days of February 3, 2000.
(7) Howard Schultz is a director of drugstore.com and one of two founding
members of Maveron LLC and is one of two members of a limited liability
company that serves as a general partner of its affiliated venture
capital fund, Maveron Equity Partners, L.P. Mr. Schultz disclaims
beneficial ownership of shares held by these entities except to the
extent of his pecuniary interest in those shares.
(8) Consists of shares held by Rite Investments Corp., a wholly owned
subsidiary of Rite Aid Corporation. Mary Sammons is the president and
chief operating officer of Rite Aid Corporation.
(9) Includes 55,250 shares subject to options exercisable within 60 days of
February 3, 2000.
(10) Includes 1,000 shares held by Mr. Rostov as custodian for his two
children and 32,500 shares subject to options exercisable within 60 days
of February 3, 2000.
(11) Includes 37,500 shares subject to options exercisable within 60 days of
February 3, 2000.
(12) Includes 191,916 shares subject to options held by the directors and
officers are exercisable within 60 days of February 3, 2000.
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<PAGE>
DESCRIPTION OF CAPITAL STOCK
As of February 3, 2000, there were 46,022,560 shares of common stock
outstanding. We are authorized to issue 250,000,000 shares of common stock,
$.0001 par value, and 10,000,000 shares of undesignated preferred stock,
$.0001 par value.
The following description of drugstore.com's capital stock is not complete
and is qualified in its entirety by drugstore.com's certificate of
incorporation and bylaws, which are included as exhibits to the registration
statement of which this prospectus forms a part, and by the provisions of
applicable Delaware law.
Common Stock
The holders of common stock are entitled to one vote per share on all
matters to be voted on by the stockholders. Subject to preferences that may be
applicable to any outstanding preferred stock, the holders of common stock are
entitled to receive ratably such dividends, if any, as may be declared from
time to time by the board of directors out of funds legally available for that
purpose. See "Dividend Policy" for a description of drugstore.com's policy of
distribution of dividends. In the event of a liquidation, dissolution or
winding up of drugstore.com, the holders of common stock are entitled to share
ratably in all assets remaining after payment of liabilities, subject to prior
distribution rights of preferred stock, if any, then outstanding. The common
stock has no preemptive or conversion rights or other subscription rights.
There are no redemption or sinking fund provisions applicable to the common
stock. All outstanding shares of common stock are fully paid and
nonassessable, and the shares of common stock to be issued by us upon the
closing of this offering will be fully paid and nonassessable.
Preferred Stock
Our board of directors has the authority, without action by the
stockholders, to designate and issue preferred stock in one or more series and
to designate the rights, preferences and privileges of each series, any or all
of which may be greater than the rights of the common stock. It is not
possible to state the actual effect of the issuance of any shares of preferred
stock upon the rights of holders of the common stock until the board of
directors determines the specific rights of the holders of such preferred
stock. However, the effects might include, among other things, restricting
dividends on the common stock, diluting the voting power of the common stock,
impairing the liquidation rights of the common stock and delaying or
preventing a change in control of drugstore.com without further action by the
stockholders. drugstore.com has no present plans to issue any shares of
preferred stock.
Registration Rights
Following this offering, the holders of 36,262,722 shares of common stock
(the "registrable securities") or their permitted transferees will be entitled
to certain rights with respect to registration of such shares under the
Securities Act pursuant to the terms of an agreement between drugstore.com and
the holders of the registrable securities. Under these registration rights,
holders of at least 33% of the then-outstanding registrable securities may
require on two occasions that drugstore.com register their shares for public
resale. We are obligated to register these shares only if the shares to be
registered would have an anticipated public offering price of at least
$5,000,000. In addition, holders of then-outstanding registrable securities
with an aggregate offering price of at least $40 million may require that we
register their shares for public resale on Form S-3 or similar short-form
registration, provided we are eligible to use Form S-3 or similar short-form
registration statement and provided further that the value of the securities
to be registered is at least $500,000. Furthermore, in the event we elect to
register any of our shares of common stock for purposes of effecting any
public offering, the holders of registrable securities are entitled to include
their shares of common stock in the registration, subject however to our right
to reduce the number of shares proposed to be registered in view of market
conditions. All expenses in connection with any registration (other than
underwriting discounts and commissions) will be borne by us. The registration
rights of all holders other than Rite Aid and GNC will terminate five years
after the date of our initial
70
<PAGE>
public offering or, with respect to each holder of registrable securities, at
such time as the holder is entitled to sell all of its shares in any three
month period under Rule 144 of the Securities Act. The registration rights of
Rite Aid and GNC terminate ten years after the date of our initial public
offering. In addition, subject to certain limitations, including the release
of such shares from escrow arrangements, the holders of all 1,266,289 shares
of common stock issued in connection with our acquisition of Beauty.com are
entitled to include their shares in any registration we initiate covering the
sale by us of shares of our common stock, on the same terms and subject to the
same conditions as the holders of the registrable securities.
A provision of the investors' rights agreement between drugstore.com and
some of our stockholders precludes Kleiner Perkins Caufield & Byers,
Amazon.com, Maveron Equity Partners, Rite Aid and GNC from purchasing
additional shares of our common stock without our prior approval if the
purchase would cause them to hold more than 40% of our outstanding common
stock (calculated on a fully-diluted basis to include outstanding options and
shares reserved under our stock plans). This restriction lasts until August
2002.
Delaware and Washington Antitakeover Law and Certain Charter and Bylaw
Provisions
Provisions of Delaware law and our certificate of incorporation and bylaws
could make more difficult the acquisition of drugstore.com by a third party
and the removal of incumbent officers and directors. These provisions,
summarized below, are expected to discourage certain types of coercive
takeover practices and inadequate takeover bids and to encourage persons
seeking to acquire control of drugstore.com to first negotiate with us. We
believe that the benefits of increased protection of our ability to negotiate
with the proponent of an unfriendly or unsolicited proposal to acquire or
restructure drugstore.com outweigh the disadvantages of discouraging such
proposals because, among other things, negotiation of such proposals could
result in an improvement of their terms.
We are subject to Section 203 of the Delaware General Corporation Law,
which regulates corporate acquisitions. In general, Section 203 prohibits a
publicly held Delaware corporation from engaging in a "business combination"
with an "interested stockholder" for a period of three years following the
date the person became an interested stockholder, unless:
. the board of directors approved the transaction in which such
stockholder became an interested stockholder prior to the date the
interested stockholder attained such status;
. upon consummation of the transaction that resulted in the stockholder's
becoming an interested stockholder, he or she owned at least 85% of the
voting stock of the corporation outstanding at the time the transaction
commenced, excluding shares owned by persons who are directors and also
officers and shares in employee stock plans in which the participants
have no right to determine confidentially whether shares held subject to
the plan will be tendered in a tender or exchange offer; or
. on or subsequent to such date the business combination is approved by
the board of directors and authorized by 66 2/3% vote at an annual or
special meeting of stockholders.
A business combination generally includes a merger, asset or stock sale, or
other transaction resulting in a financial benefit to the interested
stockholder. In general, an "interested stockholder" is a person who, together
with affiliates and associates, owns, or within three years prior to the
determination of interested stockholder status, did own, 15% or more of a
corporation's voting stock.
The laws of the State of Washington, where our principal executive offices
are located, also impose restrictions on certain transactions between certain
foreign corporations and significant stockholders. Chapter 23B.19 of the
Washington Business Corporation Act (the WBCA) prohibits a "target
corporation," with certain exceptions, from engaging in certain "significant
business transactions" with a person or group of persons who beneficially own
10% or more of the voting securities of the target corporation (an "acquiring
person") for a period of five years after such acquisition, unless the
transaction or acquisition of such shares is approved by a majority of the
members of the target corporation's board of directors prior to the time of
71
<PAGE>
acquisition. Such prohibited transactions include, among other things, a
merger or consolidation with, disposition of assets to, or issuance or
redemption of stock to or from, the acquiring person, termination of 5% or
more of the employees of the target corporation as a result of the acquiring
person's acquisition of 10% or more of the shares or allowing the acquiring
person to receive disproportionate benefit as a stockholder. After the five-
year period, a significant business transaction may take place as long as it
complies with certain fair price provisions of the statute.
A "target corporation" includes a foreign corporation if (1) the
corporation has a class of voting stock registered pursuant to Section 12 or
15 of the Exchange Act, (2) the corporation's principal executive office is
located in Washington, (3) any of (a) more than 10% of the corporation's
stockholders of record are Washington residents, (b) more than 10% of its
shares are owned of record by Washington residents, or (c) 1,000 or more of
its stockholders of record are Washington residents, (4) a majority of the
corporation's employees are Washington residents or more than 1,000 Washington
residents are employees of the corporation, and (5) a majority of the
corporation's tangible assets are located in Washington or the corporation has
more than $50.0 million of tangible assets located in Washington. A
corporation may not "opt out" of this statute and, therefore, we anticipate
this statute will apply to us. Depending upon whether we meet the definition
of a target corporation, Chapter 23B.19 of the WBCA may have the effect of
delaying, deferring or preventing a change in control of us.
Our certificate of incorporation permits the board of directors to issue
preferred stock with voting or other rights without any stockholder action.
The authorization of undesignated preferred stock makes it possible for the
board of directors to issue preferred stock with voting or other rights or
preferences that could impede the success of any attempt to change control of
drugstore.com. These and other provisions may have the effect of deterring
hostile takeovers or delaying changes in control or management of
drugstore.com.
Transfer Agent and Registrar
The transfer agent and registrar for our common stock is ChaseMellon
Shareholder Services LLC.
72
<PAGE>
SHARES ELIGIBLE FOR FUTURE SALE
Upon completion of the offering, we will have 52,022,560 shares of common
stock outstanding. Of these shares, the 6,020,000 shares sold in the offering
plus any shares issued upon exercise of the underwriters' over-allotment
options, and the 5,750,000 shares sold in our initial public offering, will be
freely tradable without restriction under the Securities Act, unless held by
our "affiliates" as that term is defined in Rule 144 under the Securities Act
(generally, officers, directors or 10% stockholders). Of the remaining shares,
a total of 38,373,261 shares held by our existing stockholders are "restricted
securities" within the meaning of Rule 144 under the Securities Act.
Restricted shares may be sold in the public market only if registered or if
they qualify for an exemption from registration under Rules 144, 144(k) or 701
promulgated under the Securities Act, which are summarized below. Sales of the
restricted shares in the public market, or the availability of such shares for
sale, could adversely affect the market price of the common stock.
Our directors, officers, the selling stockholders and certain other
stockholders have entered into lock-up agreements in connection with this
offering generally providing that they will not offer, sell, contract to sell
or grant any option to purchase or otherwise dispose of our common stock or
any securities exercisable for or convertible into our common stock owned by
them for a period of at least 90 days after the date of this prospectus
without the prior written consent of Morgan Stanley & Co. Incorporated, the
representative of the underwriters. As a result of these contractual
restrictions, notwithstanding possible earlier eligibility for sale under the
provisions of Rules 144, 144(k) and 701, shares subject to lock-up agreements
will not be salable until such agreements expire or are waived by the
designated underwriters' representative. Morgan Stanley & Co. Incorporated has
notified us that it currently has no plans to release any portion of the
securities subject to lock-up agreements. Taking into account the lock-up
agreements, and assuming Morgan Stanley & Co. Incorporated does not release
stockholders from these agreements, the following shares will be eligible for
sale in the public market at the following times:
. As of the date hereof, approximately 1,124,750 shares are eligible for
sale in the public market pursuant to Rule 701 and Rule 144, assuming no
exercise of options, of which 162,500 shares held on February 3, 2000 by
Jed Smith, one of our founders, are subject to a lock-up agreement with
us that will be released in eight equal quarterly installments beginning
on March 31, 2000.
. Beginning 90 days after the date of this prospectus, approximately
23,387,401 shares will be eligible for sale in the public market
pursuant to Rule 701 and Rule 144, assuming no exercise of options, of
which 761,250 shares held by Peter M. Neupert at February 3, 2000 are
subject to repurchase by us if his employment terminates under certain
circumstances.
. The following shares of common stock will become eligible for sale in
the public market pursuant to Rule 144 on the following dates: 2,266,289
shares on May 19, 2000 (subject to the expiration of the lock-up
agreement referred to above); 12,282,599 shares on July 8, 2000; 555,555
shares on August 2, 2000; 1,066,667 shares on January 24, 2001; and
1,266,289 shares on February 2, 2001 (subject to the release of such
shares from escrow arrangements). Any such shares that are held by our
"affiliates" are subject to the volume restrictions of Rule 144
described below.
In addition, the holders of 37,529,011 shares of our common stock are entitled
to certain rights with respect to registration of such shares of common stock
for offer and sale to the public. See "Description of Capital Stock--
Registration Rights."
In general, under Rule 144, and beginning after the expiration of the
applicable lock-up agreements, a person, or persons whose shares are combined,
who has beneficially owned restricted securities for at least one year would
be entitled to sell within any three-month period a number of shares that does
not exceed the greater of the following:
. one percent of the number of shares of common stock then outstanding
(which will equal approximately 520,226 shares immediately after this
offering); or
. the average weekly trading volume of the common stock during the four
calendar weeks preceding the sale.
73
<PAGE>
Sales under Rule 144 are also subject to certain manner of sale provisions
and notice requirements and to the availability of current public information
about us. Under Rule 144(k), a person who is not deemed to have been our
affiliate at any time during the three months preceding a sale, and who has
beneficially owned the shares proposed to be sold for at least two years, is
entitled to sell such shares without complying with the manner of sale, public
information, volume limitation or notice provisions of Rule 144.
Rule 701, as currently in effect, permits resales of shares in reliance
upon Rule 144 but without compliance with certain restrictions, including the
holding period requirement, of Rule 144. Any of our employees, officers,
directors or consultants who purchased shares pursuant to a written
compensatory plan or contract may be entitled to rely on the resale provisions
of Rule 144. Rule 701 permits affiliates to sell their Rule 701 shares under
Rule 144 without complying with the holding period requirement of Rule 144.
Rule 701 further provides that non-affiliates may sell such shares in reliance
on Rule 144 without having to comply with the holding period, public
information, volume limitation or notice provisions of Rule 144.
We filed registration statements under the Securities Act covering a total
of 13,992,000 shares of common stock issuable under our employee benefit
plans. As a result, any options exercised under the 1998 stock plan, the 1999
employee stock purchase plan or any other benefit plan are freely tradable in
the public market, except that shares held by affiliates will still be subject
to the volume limitation, manner of sale, notice and public information
requirements of Rule 144 unless otherwise resalable under Rule 701. As of
February 3, 2000, there were outstanding options for the purchase of 6,731,054
shares of our common stock under the 1998 stock plan and 3,965,616 shares were
available for future grant.
Future sales of substantial amounts of common stock (including shares
issued upon exercise of outstanding options) in the public market could
adversely affect prevailing market price of our common stock and impair our
ability to raise equity capital in the future.
74
<PAGE>
UNDERWRITERS
Under the terms and subject to conditions contained in the underwriting
agreement dated the date of this prospectus, the underwriters named below, for
whom Morgan Stanley & Co. Incorporated, Donaldson, Lufkin & Jenrette
Securities Corporation, Salmon Smith Barney Inc. and Thomas Weisel Partners
LLC are acting as representatives, have severally agreed to purchase, and
drugstore.com and the selling stockholder have agreed to sell to them,
severally, the respective number of shares of common stock set forth opposite
the names of such underwriters below:
<TABLE>
<CAPTION>
Number of
Name Shares
---- ---------
<S> <C>
Morgan Stanley & Co. Incorporated.................................. 1,205,000
Donaldson, Lufkin & Jenrette Securities Corporation................ 1,205,000
Salomon Smith Barney Inc. ......................................... 1,205,000
Thomas Weisel Partners LLC......................................... 1,205,000
A.G. Edwards & Sons, Inc........................................... 200,000
First Union Securities, Inc........................................ 200,000
Gruntal & Co., L.L.C. ............................................. 200,000
Edward D. Jones & Co., L.P. ....................................... 200,000
Pacific Crest Securities, Inc. .................................... 200,000
Raymond James & Associates, Inc. .................................. 200,000
---------
Total............................................................ 6,020,000
=========
</TABLE>
The underwriters are offering the shares subject to their acceptance of the
shares from drugstore.com and the selling stockholders and subject to prior
sale. The underwriting agreement provides that the obligations of the several
underwriters to pay for and accept delivery of the shares of common stock
offered hereby are subject to the approval of legal matters by their counsel
and to certain other conditions. The underwriters are obligated to take and
pay for all of the shares of common stock offered by this prospectus, other
than those covered by the over-allotment option described below, if any such
shares are taken.
The underwriters initially propose to offer part of the shares of common
stock directly to the public at the public offering price set forth on the
cover page of the prospectus and part to certain dealers at a price that
represents a concession not in excess of $.54 a share under the public
offering price. After the initial offering of the shares of common stock, the
offering price and other selling terms may from time to time be varied by the
representatives of the underwriters.
drugstore.com has granted to the underwriters an option, exercisable for 30
days from the date of this prospectus, to purchase up to 903,000 additional
shares of common stock at the public offering price set forth on the cover
page hereof, less estimated underwriting discounts and commissions. The
underwriters may exercise this option solely for the purpose of covering over-
allotments, if any, made in connection with this offering of common stock. To
the extent this over-allotment option is exercised, each underwriter will
become obligated, subject to certain conditions, to purchase approximately the
same percentage of additional shares of common stock as the number set forth
next to each underwriter's name in the preceding table bears to the total
number of shares of common stock set forth next to the names of all
underwriters in the preceding table.
Each of drugstore.com, its officers and directors, the selling stockholder
and certain other stockholders has agreed that, without the prior written
consent of Morgan Stanley & Co. Incorporated on behalf of the underwriters, or
otherwise during the period ending at least 90 days after the date of this
prospectus it will not: (1) offer, pledge, sell, contract to sell, sell any
option or contract to purchase, purchase any option or contract to sell, grant
any option, right or warrant to purchase, lend or otherwise transfer or
dispose of, directly or indirectly, any shares of common stock or any
securities convertible into or exercisable or exchangeable for common stock;
or (2) enter into any swap or similar arrangement that transfers to another,
in whole or in part, any of the economic consequences of ownership of the
common stock; whether any such transaction described above is to be settled by
delivery of common stock or such other securities after the date of this
prospectus. Morgan Stanley & Co. Incorporated informed drugstore.com that they
do not presently intend to release any person from these agreements.
75
<PAGE>
Our common stock is traded on the Nasdaq National Market under the symbol
"DSCM."
In order to facilitate the offering of the common stock, the underwriters
may engage in transactions that stabilize, maintain or otherwise affect the
price of the common stock. Specifically, the underwriters may over-allot in
connection with the offering, creating a short position in the common stock
for their own account. In addition, to cover any over-allotments or to
stabilize the price of the common stock, the underwriters may bid for, and
purchase, shares of common stock in the open market. Finally, the underwriting
syndicate may reclaim selling concessions allowed to an underwriter or a
dealer for distributing the common stock in the offering if the syndicate
repurchases previously distributed common stock in transactions to cover
syndicate short positions, in stabilization transactions or otherwise. Any of
these activities may stabilize or maintain the market price of the common
stock above independent market levels. The underwriters are not required to
engage in these activities, and may end any of these activities at any time.
drugstore.com, the selling stockholder and the underwriters have agreed to
indemnify each other against certain liabilities, including liabilities under
the Securities Act.
Thomas Weisel Partners LLC, one of the representatives of the underwriters,
was organized and registered as a broker-dealer in December 1998. The
following disclosure is included because Thomas Weisel Partners LLC was
organized within the past three years. Since December 1998, Thomas Weisel
Partners LLC has been named as a lead or co-manager on 110 filed public
offerings of equity securities, of which 79 have been completed, and has acted
as a syndicate member in an additional 54 public offerings of equity
securities. Thomas Weisel Partners LLC does not have any material relationship
with us or any of our officers, directors or controlling persons, except with
respect to its contractual relationship with us under the underwriting
agreement entered into in connection with this offering.
LEGAL MATTERS
The validity of the common stock offered hereby will be passed upon for
drugstore.com by Shearman & Sterling, San Francisco, California. Certain legal
matters will be passed upon for the underwriters by Wilson Sonsini Goodrich &
Rosati, Professional Corporation, Palo Alto, California.
EXPERTS
Ernst & Young LLP, independent auditors, have audited our consolidated
financial statements and schedule as of January 2, 2000 and December 31, 1998
and for the year ended January 2, 2000 and the period from April 2, 1998
(inception) to December 31, 1998, as set forth in their reports. We have
included our financial statements and schedule in the prospectus and elsewhere
in the registration statement in reliance on Ernst & Young LLP's report, given
on their authority as experts in accounting and auditing.
WHERE YOU CAN FIND MORE INFORMATION
We have filed with the SEC, a registration statement on Form S-1 under the
Securities Act with respect to the shares of common stock offered hereby. This
prospectus does not contain all the information set forth in the registration
statement and the exhibits thereto. For further information with respect to
drugstore.com and such common stock, we refer you to the registration
statement and to the exhibits filed therewith. Statements contained in this
prospectus as to the contents of any contract or other document referred to
are not necessarily complete, and in each instance reference is made to the
copy of such contract or other document filed as an exhibit to the
registration statement, each such statement being qualified in all respects by
such reference. A copy of the registration statement may be inspected by
anyone without charge at the Public Reference Section of the SEC at Room 1024,
Judiciary Plaza, 450 Fifth Street, N.W., Washington, D.C. 20549. Copies of all
or any portion of the registration statement may be obtained from the Public
Reference Section of the SEC, 450 Fifth Street, N.W., Washington, D.C. 20549,
upon payment of prescribed fees. The SEC maintains a web site at
http://www.sec.gov that contains reports, proxy and information statements and
other information regarding registrants that file electronically with the SEC.
76
<PAGE>
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
<TABLE>
<S> <C>
Report of Ernst & Young LLP, Independent Auditors........................... F-2
Consolidated Balance Sheets................................................. F-3
Consolidated Statements of Operations....................................... F-4
Consolidated Statements of Stockholders' Equity............................. F-5
Consolidated Statements of Cash Flows....................................... F-6
Notes to Consolidated Financial Statements.................................. F-7
</TABLE>
F-1
<PAGE>
REPORT OF ERNST & YOUNG LLP, INDEPENDENT AUDITORS
The Board of Directors and Stockholders
drugstore.com, inc.
We have audited the accompanying consolidated balance sheets of
drugstore.com, inc. as of January 2, 2000 and December 31, 1998, and the
related consolidated statements of operations, stockholders' equity, and cash
flows for the year ended January 2, 2000 and the period from April 2, 1998
(inception) to December 31, 1998. These financial statements are the
responsibility of the Company's management. Our responsibility is to express
an opinion on these financial statements based on our audits.
We conducted our audits in accordance with auditing standards generally
accepted in the United States. Those standards require that we plan and
perform the audit to obtain reasonable assurance about whether the financial
statements are free from material misstatement. An audit includes examining,
on a test basis, evidence supporting the amounts and disclosures in the
financial statements. An audit also includes assessing the accounting
principles used and significant estimates made by management, as well as
evaluating the overall financial statement presentation. We believe that our
audits provide a reasonable basis for our opinion.
In our opinion, the financial statements referred to above present fairly,
in all material respects, the consolidated financial position of
drugstore.com, inc. at January 2, 2000 and December 31, 1998, and the
consolidated results of its operations and its cash flows for the year ended
January 2, 2000 and the period from April 2, 1998 (inception) to December 31,
1998, in conformity with accounting principles generally accepted in the
United States.
Ernst & Young LLP
Seattle, Washington
January 21, 2000, except as to Note 10,
as to which the date is February 2, 2000
F-2
<PAGE>
DRUGSTORE.COM, INC.
CONSOLIDATED BALANCE SHEETS
(in thousands, except share data)
<TABLE>
<CAPTION>
January 2, December 31,
2000 1998
---------- ------------
<S> <C> <C>
Assets
Current assets:
Cash and cash equivalents............................ $ 26,526 $14,408
Marketable securities................................ 106,228 --
Accounts receivable, less allowance for doubtful
accounts and sales returns of $251.................. 4,273 --
Inventories.......................................... 2,862 --
Prepaid marketing expenses........................... 8,010 4,317
Other current assets................................. 1,333 520
--------- -------
Total current assets............................... 149,232 19,245
Fixed assets, net of accumulated depreciation of $3,179
and $66............................................... 25,208 2,616
Intangible assets, net of accumulated amortization of
$10,673 and $33....................................... 200,742 230
Prepaid marketing expenses............................. 19,465 --
Note receivable from officer........................... 269 250
Deposits and other assets.............................. 792 176
--------- -------
Total assets........................................... $ 395,708 $22,517
========= =======
Liabilities and Stockholders' Equity
Current liabilities:
Accounts payable, including amounts due to related
parties of $4,483
as of January 2, 2000............................... $ 25,788 $ 1,254
Accrued compensation................................. 4,231 327
Accrued marketing expenses, including amounts due to
related party of $1,500............................. 8,520 --
Other current liabilities............................ 1,245 142
Current portion of capital lease obligations......... 2,488 472
--------- -------
Total current liabilities.......................... 42,272 2,195
Capital lease obligations, less current portion........ 2,687 975
Commitments and contingencies (See Note 5)
Stockholders' equity:
Preferred stock, $.0001 par value:
Authorized shares--10,000,000
Series A preferred stock
Issued and outstanding shares--None and 10,000,000
as of January 2, 2000 and December 31, 1998,
respectively...................................... -- 7,986
Series B preferred stock
Issued and outstanding shares--None and 5,446,268
as of January 2, 2000 and December 31, 1998,
respectively...................................... -- 18,237
Common stock, $.0001 par value, stated at amounts paid
in:
Authorized shares--250,000,000
Issued and outstanding shares--43,508,808 and
2,323,000 as of January 2, 2000 and December 31,
1998, respectively................................ 485,377 5,080
Deferred stock-based compensation..................... (10,770) (3,929)
Accumulated deficit................................... (123,858) (8,027)
--------- -------
Total stockholders' equity......................... 350,749 19,347
--------- -------
Total liabilities and stockholders' equity............. $ 395,708 $22,517
========= =======
</TABLE>
See accompanying notes to consolidated financial statements.
F-3
<PAGE>
DRUGSTORE.COM, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except share and per share data)
<TABLE>
<CAPTION>
Period from
April 2, 1998
Year Ended (Inception) to
January 2, 2000 December 31, 1998
--------------- -----------------
<S> <C> <C>
Net sales....................................... $ 34,848 $ --
Cost and expenses:
Cost of sales................................. 38,440 --
Marketing and sales(1)........................ 61,492 3,092
Technology and content(2)..................... 14,918 2,178
General and administrative(3)................. 11,126 1,861
Charitable contribution....................... 3,600 --
Amortization of intangible assets............. 10,640 33
Amortization of stock-based compensation...... 15,375 1,037
---------- -------
Total cost and expenses..................... 155,591 8,201
---------- -------
Operating loss.................................. (120,743) (8,201)
Other income (expense):
Interest income............................... 5,036 177
Interest expense.............................. (124) (3)
---------- -------
Net loss........................................ $ (115,831) $(8,027)
========== =======
Basic and diluted net loss per share............ $ (6.13) $(14.70)
========== =======
Weighted average shares outstanding used to
compute basic and diluted net loss per share... 18,880,969 546,149
========== =======
Pro forma basic and diluted net loss per share
(unaudited).................................... $ (3.73)
==========
Weighted average shares outstanding used to
compute pro forma basic and diluted net loss
per share (unaudited).......................... 31,045,835
==========
</TABLE>
- --------
(1) Excludes amortization of stock-based compensation of $3,730 for the year
ended January 2, 2000 and $189 for the period from April 2, 1998
(inception) to December 31, 1998.
(2) Excludes amortization of stock-based compensation of $3,153 for the year
ended January 2, 2000 and $209 for the period from April 2, 1998
(inception) to December 31, 1998.
(3) Excludes amortization of stock-based compensation of $8,492 for the year
ended January 2, 2000 and $639 for the period from April 2, 1998
(inception) to December 31, 1998.
See accompanying notes to consolidated financial statements.
F-4
<PAGE>
DRUGSTORE.COM, INC.
CONSOLIDATED STATEMENTS OF STOCKHOLDERS' EQUITY
(in thousands, except share data)
<TABLE>
<CAPTION>
Preferred Stock
--------------------------------------------------------------------------------------------------------------
Series A Series B Series C Series D Series E
-------------------- --------------------- --------------------- ------------------- ---------------------
Shares Amount Shares Amount Shares Amount Shares Amount Shares Amount
----------- ------- ----------- -------- ----------- -------- ---------- ------- ----------- --------
<S> <C> <C> <C> <C> <C> <C> <C> <C> <C> <C>
Initial issuance
of common shares
to founders in
exchange for
cash and
intellectual
property........ -- $ -- -- $ -- -- $ -- -- $ -- -- $ --
Issuance of
Series A
preferred stock,
net of offering
costs of $14.... 5,000,000 3,986 -- -- -- -- -- -- -- --
Issuance of
Series A
preferred stock
in exchange for
Technology
License and
Advertising
Agreement....... 5,000,000 4,000 -- -- -- -- -- -- -- --
Issuance of
Series B
preferred stock,
net of offering
costs of $8..... -- 5,446,268 18,237 -- -- -- -- -- --
Exercise of
common stock
options......... -- -- -- -- -- -- -- -- -- --
Deferred stock-
based
compensation.... -- -- -- -- -- -- -- -- -- --
Amortization of
stock-based
compensation.... -- -- -- -- -- -- -- -- -- --
Net loss and
comprehensive
loss............ -- -- -- -- -- -- -- -- -- --
----------- ------- ----------- -------- ----------- -------- ---------- ------- ----------- --------
Balance at
December 31,
1998............ 10,000,000 7,986 5,446,268 18,237 -- -- -- -- -- --
Issuance of
Series C
preferred stock,
net of offering
costs of $19.... -- -- -- -- 4,472,844 34,981 -- -- -- --
Issuance of
Series D
preferred
stock, net of
offering costs
of $18.......... -- -- -- -- -- -- 2,266,289 44,982 -- --
Issuance of
Series E
preferred stock,
net of offering
costs of $396... -- -- -- -- -- -- -- -- 12,282,599 243,567
Conversion of
preferred stock
to common stock
in conjunction
with initial
public
offering........ (10,000,000) (7,986) (5,446,268) (18,237) (4,472,844) (34,981) (2,266,289) (44,982) (12,282,599) (243,567)
Issuance of
common stock for
cash in initial
public offering,
net of offering
costs of
$8,921.......... -- -- -- -- -- -- -- -- -- --
Private
placement of
common stock.... -- -- -- -- -- -- -- -- -- --
Contribution of
common stock to
charitable
foundation...... -- -- -- -- -- -- -- -- -- --
Issuance of
warrants to
purchase common
stock........... -- -- -- -- -- -- -- -- -- --
Exercise of
common stock
options and
warrants........ -- -- -- -- -- -- -- -- -- --
Deferred stock-
based
compensation.... -- -- -- -- -- -- -- -- -- --
Amortization of
stock-based
compensation.... -- -- -- -- -- -- -- -- -- --
Cancellation of
common stock
options......... -- -- -- -- -- -- -- -- -- --
Net loss and
comprehensive
loss............ -- -- -- -- -- -- -- -- -- --
----------- ------- ----------- -------- ----------- -------- ---------- ------- ----------- --------
Balance at
January 2,
2000............ -- $ -- -- $ -- -- $ -- -- $ -- -- $ --
=========== ======= =========== ======== =========== ======== ========== ======= =========== ========
<CAPTION>
Deferred
Stock-
Common Stock based Accumu-
-------------------- Compensa- lated
Shares Amount tion Deficit Total
---------- --------- ---------- ---------- ----------
<S> <C> <C> <C> <C> <C>
Initial issuance
of common shares
to founders in
exchange for
cash and
intellectual
property........ 2,315,000 $ 113 $ -- $ -- $ 113
Issuance of
Series A
preferred stock,
net of offering
costs of $14.... -- -- -- -- 3,986
Issuance of
Series A
preferred stock
in exchange for
Technology
License and
Advertising
Agreement....... -- -- -- -- 4,000
Issuance of
Series B
preferred stock,
net of offering
costs of $8..... -- -- -- -- 18,237
Exercise of
common stock
options......... 8,000 1 -- -- 1
Deferred stock-
based
compensation.... -- 4,966 (4,966) -- --
Amortization of
stock-based
compensation.... -- -- 1,037 -- 1,037
Net loss and
comprehensive
loss............ -- -- -- (8,027) (8,027)
---------- --------- ---------- ---------- ----------
Balance at
December 31,
1998............ 2,323,000 5,080 (3,929) (8,027) 19,347
Issuance of
Series C
preferred stock,
net of offering
costs of $19.... -- -- -- -- 34,981
Issuance of
Series D
preferred
stock, net of
offering costs
of $18.......... -- -- -- -- 44,982
Issuance of
Series E
preferred stock,
net of offering
costs of $396... -- -- -- -- 243,567
Conversion of
preferred stock
to common stock
in conjunction
with initial
public
offering........ 34,468,000 349,753 -- -- --
Issuance of
common stock for
cash in initial
public offering,
net of offering
costs of
$8,921.......... 5,750,000 94,579 -- -- 94,579
Private
placement of
common stock.... 555,555 10,000 -- -- 10,000
Contribution of
common stock to
charitable
foundation...... 200,000 3,600 -- -- 3,600
Issuance of
warrants to
purchase common
stock........... -- 24 -- -- 24
Exercise of
common stock
options and
warrants........ 212,253 125 -- -- 125
Deferred stock-
based
compensation.... -- 22,630 (22,630) -- --
Amortization of
stock-based
compensation.... -- -- 15,375 -- 15,375
Cancellation of
common stock
options......... -- (414) 414 -- --
Net loss and
comprehensive
loss............ -- -- -- (115,831) (115,831)
---------- --------- ---------- ---------- ----------
Balance at
January 2,
2000............ 43,508,808 $485,377 $(10,770) $(123,858) $ 350,749
========== ========= ========== ========== ==========
</TABLE>
See accompanying notes to consolidated financial statements.
F-5
<PAGE>
DRUGSTORE.COM, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
<TABLE>
<CAPTION>
Period from
April 2, 1998
Year Ended (Inception) to
January 2, 2000 December 31, 1998
--------------- -----------------
<S> <C> <C>
Operating Activities:
Net loss..................................... $(115,831) $(8,027)
Adjustments to reconcile net loss to net cash
used in operating activities:
Non-cash expenses:
Depreciation............................... 3,242 57
Marketing and sales........................ 4,947 58
Charitable contributions................... 3,600 --
Amortization of intangible assets.......... 10,640 33
Amortization of stock-based compensation... 15,375 1,037
Changes in:
Accounts receivable........................ (4,273) --
Inventories................................ (2,862) --
Prepaid marketing expenses................. (161) (552)
Other current assets....................... (857) (484)
Deposits and other assets.................. (616) (176)
Accounts payable and accrued expenses...... 30,079 1,723
Other...................................... (103) --
--------- -------
Net cash used in operating activities........ (56,820) (6,331)
Investing Activities:
Purchases of marketable securities........... (881,072) --
Sales of marketable securities............... 774,844 --
Purchases of fixed assets.................... (13,630) (1,202)
Purchases of intangible assets............... (95) (90)
Issuance of note receivable to officer....... -- (250)
--------- -------
Net cash used in investing activities........ (119,953) (1,542)
Financing Activities:
Proceeds from sales of common stock.......... 104,578 90
Proceeds from exercise of stock options and
warrants.................................... 126 1
Net proceeds from sales of preferred stock... 84,598 22,223
Proceeds from capital lease obligations...... 538 --
Principal payments on capital lease
obligations................................. (949) (33)
--------- -------
Net cash provided by financing activities.... 188,891 22,281
--------- -------
Net increase in cash and cash equivalents.... 12,118 14,408
Cash and cash equivalents at beginning of
period...................................... 14,408 --
--------- -------
Cash and cash equivalents at end of period... $ 26,526 $14,408
========= =======
Supplemental Cash Flow Information:
Cash paid for interest....................... $ 108 $ 48
Equipment acquired through capital lease
agreements.................................. $ 4,138 $ 1,480
Issuance of common stock in exchange for
intellectual property....................... $ -- $ 23
Issuance of Series A preferred stock in
exchange for technology license and
advertising agreement....................... $ -- $ 4,000
Issuance of Series D preferred stock in
exchange for cable television advertising... $ 5,000 $ --
Issuance of Series E preferred stock in
exchange for access to insurance coverage,
advertising commitments, and a vendor
agreement................................... $ 233,932 $ --
Issuance of warrants to purchase common stock
in exchange for intangible asset............ $ 24 $ --
</TABLE>
See accompanying notes to consolidated financial statements.
F-6
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
1. The Company and Summary of Significant Accounting Policies
The Company
drugstore.com, inc. and its subsidiaries, (collectively, the Company) are
engaged in the development of Internet-based retailing opportunities focused
on filling needs for health, wellness, beauty, personal care and pharmacy
products and related information. The Company was incorporated on April 2,
1998 and launched its Web store and commenced commercial operations on
February 24, 1999. The Company was previously considered a development stage
company.
All customer orders are processed through the Company's Web store. The
Company has contracts with RxAmerica LLC (RxAmerica) and Rite Aid Corporation
(Rite Aid) to purchase and distribute substantially all of its pharmaceutical
products, and with Walsh Distribution, Inc. (Walsh) to purchase a majority of
its non-pharmaceutical products. Under the terms of the Rite Aid agreement,
customers may order existing Rite Aid prescriptions for pick up at a local
Rite Aid store.
In the first quarter of 2000, the Company opened its own distribution
center and will be transitioning its distribution capabilities for
pharmaceutical and non-pharmaceutical products from third-party fulfillment
partners to its own distribution center. In addition, customers will be able
to order new prescriptions on the Company's Web store and pick them up at a
local Rite Aid store or have the prescriptions shipped from the Company's
distribution center to the customer.
Principles of Consolidation and Basis of Presentation
The accompanying consolidated financial statements include those of
drugstore.com, inc. and its subsidiaries. All material intercompany
transactions and balances have been eliminated.
On January 1, 1999, the Company adopted a 52/53 week fiscal year ending on
the Sunday closest to December 31. The 1999 fiscal year ends on January 2,
2000, with each of the fiscal quarters representing a 13-week period. The
effect of the change on prior periods is insignificant.
Use of Estimates
The preparation of financial statements in conformity with generally
accepted accounting principles requires management to make estimates and
assumptions that affect the amounts of assets and liabilities and disclosure
of contingent assets and liabilities at the date of the financial statements.
Actual results could differ from those estimates.
Cash Equivalents
The Company considers all highly liquid investments with a maturity of
three months or less at the date of purchase to be cash equivalents.
Concentration of Credit Risk
Financial instruments, which potentially subject the Company to
concentrations of credit risk, consist principally of its holdings of cash and
marketable securities. The Company's credit risk is managed by investing its
cash and marketable securities in high-quality money market instruments and
securities of the U.S. government and its agencies, foreign governments and
high-quality corporate issuers. The Company's credit risk is managed through
monitoring the stability of the financial institutions utilized and
diversification of its financial resources. At January 2, 2000, the Company
has no significant concentrations of credit risk.
F-7
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
Financial Instruments
Financial instruments consist of cash and cash equivalents, marketable
securities and capital lease obligations. The fair value of all financial
instruments approximates the carrying amount based on the current rate offered
for similar instruments.
At January 2, 2000, marketable securities consist primarily of commercial
paper and short-term obligations and corporate notes and bonds and were
carried at cost, which approximates market value. Unrealized holding gains and
losses at January 2, 2000 were not significant. Approximately $8,983,000 of
the Company's marketable securities mature in greater than one year.
Accounts Receivable
Accounts receivable consists primarily of the net amounts to be collected
from third parties including managed care organizations and pharmacy benefit
management and insurance companies as well as amounts collectible related to
credit card purchases. Under the terms of the Company's agreement with Rite
Aid, Rite Aid collects insurance reimbursement payments on the Company's
behalf. As of January 2, 2000, accounts receivable includes $3,839,000 being
collected by Rite Aid on the Company's behalf. Accounts receivable is recorded
net of an allowance for doubtful accounts and sales returns.
Inventories
Inventories are stated at the lower of cost (using the weighted average
cost method) or market. The Company has contracts with RxAmerica and Rite Aid
to purchase and distribute substantially all of its pharmaceutical products
and with Walsh to purchase a majority of its non-pharmaceutical products. The
agreement with RxAmerica is for a one-year term ending February 2000, which
will automatically extend for an additional year unless either party gives
written notice of termination. The agreement with Walsh ends on March 31,
2000. This agreement is extendible for an additional three months at the sole
discretion of the Company. The agreement includes a penalty not to exceed $1
million if the Company does not process a minimum number of orders through
Walsh. The Company is currently in the process of establishing its own
distribution center for both pharmaceutical and non-pharmaceutical products.
The Company is obligated to purchase all of its pharmaceutical inventory for
its own distribution center from Rite Aid unless it can obtain better overall
terms from other vendors.
Fixed Assets
Fixed assets are stated at cost less accumulated depreciation and
amortization, which includes the amortization of assets recorded under capital
leases. Depreciation and amortization is provided using the straight-line
method over the estimated useful lives of the related assets, which range from
two to seven years. Fixed assets purchased under capital leases and leasehold
improvements are amortized over the shorter of the lease term or estimated
useful life.
Intangible Assets
Intangible assets consists of assets received in conjunction with
agreements between the Company and Rite Aid and GNC including access to
insurance coverage and a vendor agreement, and other intangibles including a
technology license agreement, domain names and trademarks. Intangible assets
are being amortized over their expected useful lives, generally ten years.
Long-Lived Assets
Long-lived assets and intangible assets are reviewed for impairment
whenever events or changes in circumstances indicate that the carrying amount
may not be recoverable. Impairment is measured by comparing
F-8
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
the carrying value of the long-lived assets to the estimated undiscounted
future cash flows expected to result from use of the assets and their ultimate
disposition. In circumstances where impairment is determined to exist, the
Company will write down the asset to its fair value based on the present value
of estimated expected future cash flows. To date, no such impairment has been
indicated.
Net Sales
Net sales includes gross revenues from sales of product and related
shipping fees, net of discounts and provision for sales returns, third-party
reimbursement and other allowances. The Company generally refunds to customers
all or a portion of the selling price, including related shipping fees if
applicable, in the event a customer is not satisfied with the product
purchased or the quality of customer service provided. Sales returns and
allowances have not been significant to date.
Revenues from sales of product shipped to customers, and related shipping
fees, are recognized upon shipment. The Company arranges for shipment of
product to customers through various contractual relationships with third
party fulfillment partners. Revenues from sales of certain pharmaceutical
products ordered through the Company's Web store for delivery at a Rite Aid
store are recognized when the product is delivered to the customer.
Upon receiving and validating a customer's order for products that will be
purchased by the Company from a fulfillment partner, and subsequently shipped
or delivered to the customer by that fulfillment partner, the Company submits
relevant order information and, if applicable, shipping instructions to that
fulfillment partner for processing. The Company believes it acts as a
principal in connection with orders shipped or delivered to customers by
fulfillment partners on the Company's behalf because, among other things, the
Company establishes the retail prices of its non-pharmaceutical and non-
insured pharmaceutical products (and accepts contractual reimbursement amounts
from third-party payors for insured pharmaceutical products) and shipping
fees; contractually takes title to, and assumes risk of loss of, products
prior to their shipment; bears credit and collection risk from the customer
or, in the case of certain pharmaceutical sales, third-party payors; and bears
the risk that the product will be returned. Title to products ordered by
customers and shipped or delivered by a fulfillment partner passes to the
Company at the fulfillment partners' distribution center or, for certain
pharmaceutical sales, when the pharmaceuticals are made available for customer
retrieval at a Rite Aid store.
Net sales also includes consignment service fees earned under arrangements
where the Company does not take title to the inventory and cannot establish
pricing. Consignment service fees earned have not been significant to date.
Net sales for the fiscal year ended January 2, 2000 included $18,782,000
related to pharmaceutical products and $16,066,000 related to non-
pharmaceutical products and other.
Cost of Sales
Cost of sales consists primarily of the cost of products sold to our
customers, including allowances for shrinkage and slow moving and expired
inventory, as well as outbound and inbound shipping costs. Payments that the
Company expects to receive from vendors in connection with joint merchandising
activities, net of related costs, will be netted against cost of sales in the
period in which the related inventory is sold.
Marketing and Sales
Marketing and sales expenses consist primarily of fulfillment and order
processing expenses and customer acquisition and marketing expenses.
Fulfillment and order processing expenses include distribution center
equipment and packaging supplies, per-unit fulfillment fees charged by third
parties, and payroll and related
F-9
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
expenses for personnel engaged in customer service, purchasing, and
distribution and fulfillment activities, including pharmacists engaged in
prescription verification activities and warehouse personnel. These expenses
also include rent expense and depreciation related to the Company's
distribution center.
Customer acquisition and marketing expenses include advertising and
marketing expenses, promotional expenditures, credit card processing fees and
payroll and related expenses for personnel engaged in marketing and
merchandising activities. Promotional expenses include the cost of certain
items the Company gives away to our customers in connection with the Company's
customer acquisition and retention activities and branding campaign. These
items include sample merchandise in sizes or quantities not normally sold on
the Company's Web site, certain drugstore.com-branded products and the cost of
products given away in the Company's one cent sales promotions.
Advertising production costs are expensed as incurred. Costs of
communicating advertising associated with television, radio, print and other
media are expensed when such services are used. Costs associated with Web
portal advertising contracts are amortized on a straight-line basis over the
period such advertising is expected to be used. Advertising expense for the
year ended January 2, 2000 and the period ended December 31, 1998, was
$28,567,000 and $1,638,000, respectively.
Technology and Content
Technology and content expenses consist primarily of payroll and related
expenses for personnel engaged in maintaining and making minor upgrades and
enhancements to the Company's Web site and content. These expenses also
include payroll and related expenses for information technology personnel,
Internet access and hosting charges and Web site content and design expenses.
Income Taxes
The Company accounts for income taxes under the liability method. Under the
liability method, deferred tax assets and liabilities are determined based on
differences between financial reporting and tax bases of assets and
liabilities and are measured using the enacted tax rates and laws that will be
in effect when the differences are expected to be recovered. Valuation
allowances are established, when necessary, to reduce deferred tax assets to
the amounts expected to be realized.
Stock-Based Compensation
The Company has elected to follow Accounting Principles Board Opinion No.
25, Accounting for Stock Issued to Employees (APB No. 25), and related
interpretations, in accounting for employee stock options rather than the
alternative fair value accounting allowed by Statement of Financial Accounting
Standards No. 123, Accounting for Stock-Based Compensation (SFAS No. 123). APB
No. 25 provides that the compensation expense relative to the Company's
employee stock options is measured based on the intrinsic value of the stock
option. SFAS No. 123 requires companies that continue to follow APB No. 25 to
provide a pro forma disclosure of the impact of applying the fair value method
of SFAS No. 123 (see Note 8). The Company accounts for stock issued to non-
employees in accordance with the provisions of SFAS No. 123 and the Emerging
Issues Task Force consensus in Issue No. 96-18, Accounting for Equity
Instruments That Are Issued to Other Than Employees for Acquiring, or in
Conjunction with Selling, Goods or Services.
Net Loss Per Share
Net loss per share is computed using the weighted average number of shares
of common stock outstanding less the number of shares subject to repurchase.
Shares associated with stock options, warrants and the
F-10
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
convertible preferred stock are not included in the calculation of diluted net
loss per share because they are antidilutive.
Pro forma net loss per share is computed using the weighted average number
of common shares outstanding, including the pro forma effects of the automatic
conversion of all outstanding convertible preferred stock into shares of
common stock effective upon the closing of the Company's initial public
offering as if such conversion occurred at the date of original issuance.
The following table sets forth the computation of basic and diluted net
loss per share and pro forma basic and diluted net loss per share for the
periods indicated:
<TABLE>
<CAPTION>
Period from
April 2, 1998
Year Ended (Inception) to
January 2, 2000 December 31, 1998
--------------- -----------------
<S> <C> <C>
Numerator:
Net loss............................... $(115,831,000) $(8,027,000)
============= ===========
Denominator:
Weighted average common shares
outstanding........................... 20,005,233 1,462,311
Less weighted average common shares
issued subject to repurchase
agreements............................ (1,124,264) (916,162)
------------- -----------
Denominator for basic and diluted
calculation........................... 18,880,969 546,149
===========
Weighted average effect of pro forma
conversion of Securities:
Series A convertible preferred
stock............................... 5,694,824
Series B convertible preferred
stock............................... 3,101,553
Series C convertible preferred
stock............................... 2,193,765
Series D convertible preferred
stock............................... 438,437
Series E convertible preferred
stock............................... 736,287
-------------
Denominator for pro forma basic and
diluted calculation (unaudited)....... 31,045,835
=============
Net loss per share:
Basic and diluted...................... $ (6.13) $ (14.70)
============= ===========
Pro forma basic and diluted
(unaudited)........................... $ (3.73)
=============
</TABLE>
At January 2, 2000 and December 31, 1998 there were 5,850,658 and 1,515,334
stock options, respectively, that were excluded from the computation of actual
and pro forma diluted net loss per share as their effect was antidilutive. If
the Company had reported net income, the calculation of these per share
amounts would have included the dilutive effect of these common stock
equivalents using the treasury stock method.
Segment and Geographic Information
The Company operates in one principal business segment in the United
States. No geographic area accounted for more than 10% of net sales in the
year ended January 2, 2000. There were no transfers between geographic areas
during the year ended January 2, 2000. All of the Company's operating results
and identifiable assets are in the United States.
New Accounting Pronouncements
In December 1999, the Securities and Exchange Commission staff released
Staff Accounting Bulletin No. 101, Revenue Recognition in Financial Statements
(SAB No. 101), which provides guidance on the
F-11
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
recognition, presentation and disclosure of revenue in financial statements.
SAB No. 101 did not impact the Company's revenue recognition policies.
In June 1998, the FASB issued SFAS No. 133, Accounting for Derivative
Instruments and Hedging Activities. SFAS No. 133 is effective for fiscal years
beginning after June 15, 2000. SFAS No. 133 requires that all derivative
instruments be recorded on the balance sheet at their fair value. Changes in
the fair value of derivatives are recorded each period in current earnings or
other comprehensive income, depending on whether a derivative is designed as
part of a hedge transaction and, if it is, the type of hedge transaction. The
Company does not expect that the adoption of SFAS No. 133 will have a material
impact on its financial statements because it does not currently hold any
derivative instruments.
Reclassifications
Certain prior year amounts have been reclassified to conform with the
current year presentation.
2. Fixed Assets
Fixed assets consists of the following:
<TABLE>
<CAPTION>
January 2, December 31,
2000 1998
---------- ------------
(in thousands)
<S> <C> <C>
Computers and equipment.............................. $ 9,208 $ 492
Purchased software................................... 2,148 711
Furniture and fixtures............................... 102 20
Leasehold improvements............................... 2,694 89
Construction in progress............................. 14,235 1,370
------- ------
28,387 2,682
Less accumulated depreciation........................ (3,179) (66)
------- ------
$25,208 $2,616
======= ======
</TABLE>
Included in computers and equipment and purchased software as of January 2,
2000 are assets acquired under capital leases with an original cost of
approximately $5,791,000 and $365,000, respectively. Included in construction
in progress and purchased software as of December 31, 1998 are assets acquired
under capital leases with an original cost of $1,115,000 and $385,000,
respectively. Accumulated amortization on the leased assets as of January 2,
2000 and December 31, 1998 was approximately $794,000 and $10,000,
respectively. The Company expects to spend approximately an additional $15
million in order to place the fixed assets under construction as of January 2,
2000 into service.
3. Intangible Assets
Intangible assets consists of the following:
<TABLE>
<CAPTION>
January 2, December 31,
2000 1998
---------- ------------
(in thousands)
<S> <C> <C>
Access to insurance.................................. $182,042 $--
Vendor agreements.................................... 28,990 --
Technology license, domain names and other........... 383 263
-------- ----
211,415 263
Less accumulated amortization........................ (10,673) (33)
-------- ----
$200,742 $230
======== ====
</TABLE>
F-12
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
4. Note Receivable from Officer
On December 3, 1998, the Company loaned an officer $250,000 evidenced by a
full recourse promissory note bearing 7% interest.
5. Commitments and Contingencies
The Company leases office and distribution center facilities under
noncancelable operating leases, which call for fixed rental payments through
2012. In addition, the Company leases various office equipment under operating
leases. The Company has the option to extend some of these leases for
additional terms ranging from three to five years. Total rent expense under
operating leases for the year ended January 2, 2000 and period ended December
31, 1998 approximated $2,054,000 and $127,000, respectively.
The Company also leases computer equipment under noncancelable capital
leases. Capital lease obligations bear interest at rates ranging from 4% to 7%
and mature 24 to 36 months from the date of funding. At January 2, 2000, the
Company had additional financing available under certain agreements of
approximately $2.8 million.
The Company has entered into certain advertising agreements with various
Web portals, including America On-Line, MSNBC and the Discovery Channel, which
require the Company to make fixed payments to such portals over the term of
the agreements. The costs associated with these Web portal advertising
contracts are amortized on a straight-line basis over the period such
advertising is expected to be used.
Subsequent to January 2, 2000, the Company provided letters of credit
totaling $16,430,000 and collateralized by an equivalent amount of cash and
cash equivalents as security for leases and certain other operating
agreements. If the Company's cash, cash equivalents and marketable securities
balance falls below $25,000,000, the Company is contractually obligated to
increase these letters of credit and the related cash collateral to
$20,680,000. At December 31, 1998, there were no letters of credit
outstanding.
Future minimum commitments at January 2, 2000 are as follows:
<TABLE>
<CAPTION>
Capital Operating Marketing
Leases Leases Agreements
------- --------- ----------
(in thousands)
<S> <C> <C> <C>
2000......................................... $ 2,736 $ 3,938 $7,781
2001......................................... 1,879 4,156 239
2002......................................... 899 7,509 166
2003......................................... -- 7,018 166
2004......................................... -- 6,689 138
Thereafter................................... -- 36,665 --
------- ------- ------
Total minimum lease payments................. 5,514 $65,975 $8,490
======= ======
Less amounts representing interest........... (339)
-------
Present value of minimum payments............ 5,175
Less current portion of capital lease
obligations................................. (2,488)
-------
Noncurrent portion of capital lease
obligations................................. $ 2,687
=======
</TABLE>
The Company is party to routine claims and litigation incidental to its
business. The Company believes the ultimate resolution of these routine
matters will not have a material adverse effect on its financial position and
results of operations or cash flows.
F-13
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
6. Income Taxes
The Company did not provide any current or deferred United States federal
income tax provision or benefit for any of the periods presented because it
has experienced operating losses since inception. The Company provided a full
valuation allowance on the net deferred tax asset, consisting primarily of net
operating loss carryforwards and research and development credit
carryforwards, because management has determined that it is more likely than
not that the Company will not earn income sufficient to realize the deferred
tax assets during the carryforward period.
At January 2, 2000, the Company had approximately $98.4 million of net
operating loss carryforwards that will expire beginning in 2018. In 1999, due
to the issuance and sale of Series D and Series E preferred stock, the Company
incurred ownership changes pursuant to applicable regulations in effect under
the Internal Revenue Code of 1986, as amended. Therefore, the Company's use of
losses incurred through the date of these ownership changes will be limited
during the carryforward period. The Company estimates that the use of
approximately $53.9 million of net operating losses incurred through the date
of the ownership change would be limited to approximately $6.6 million per
year in order to offset future taxable income. To the extent that any single-
year loss is not utilized to the full amount of the limitation, such unused
loss is carried over to subsequent years until the earlier of its utilization
or the expiration of the relevant carryforward period. The initial public
offering did not cause an additional ownership change that would result in
additional limitations on the utilization of net operation loss carryforward.
Deferred tax assets reflect the net tax effects of temporary differences
between the carrying amounts of assets and liabilities for financial reporting
purposes and the amounts used for income tax purposes. Since the Company's
utilization of these deferred tax assets is dependent on future profits which
are not assured, a valuation allowance equal to the deferred tax assets has
been provided. Significant components of the Company's deferred tax assets are
as follows:
<TABLE>
<CAPTION>
January 2, December 31,
2000 1998
---------- ------------
(in thousands)
<S> <C> <C>
Deferred tax assets:
Net operating loss carryforward................... $ 33,449 $ 2,291
Research and development credit carryforward...... 32 32
Amortization of intangible assets................. 1,547 --
Charitable contribution........................... 1,224
Other temporary differences....................... 279 79
-------- -------
Total gross deferred tax assets..................... 36,531 2,402
Less valuation allowance............................ (36,531) (2,402)
-------- -------
Net deferred tax assets............................. $ -- $ --
======== =======
</TABLE>
A reconciliation of income taxes computed at the statutory rate to the
income tax amount recorded is as follows:
<TABLE>
<CAPTION>
January 2, December 31,
2000 1998
---------- ------------
(in thousands)
<S> <C> <C>
Income tax benefit at statutory rate................. $ 39,378 $ 2,729
Stock-based compensation............................. (5,228) (351)
Other permanent differences.......................... (21) (8)
Research and development credit...................... -- 32
Increase in valuation allowance...................... (34,129) (2,402)
-------- -------
Income tax benefit................................... $ -- $ --
======== =======
</TABLE>
F-14
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
7. Stockholders' Equity
Issuance of Warrants
In February 1999, the Company issued a warrant to purchase 10,000 shares of
its common stock at $7.83 per share in exchange for the right to use the 1-
800-DRUGSTORE and related iterations of telephone numbers. Such warrant was
exercised in July 1999. The fair value of such warrant was estimated at
$24,000 and was recorded as an intangible asset.
Convertible Preferred Stock
In June and August 1998, the Company issued 10,000,000 shares of Series A
preferred stock in a private placement offering in exchange for gross cash
proceeds of $4,000,000, and a Technology License and Advertising Agreement
with Amazon.com that provides for the right to license certain technology and
receive certain technological and advertising support from Amazon.com. In
addition, the Company agreed to license its technology to Amazon.com and
participate in mutually agreed upon advertising activities. No cash payments
are required under the Technology License and Advertising Agreement with
Amazon.com. The Company valued the right to license certain technology and
receive such technological and advertising support at $4,000,000 based on the
value of Series A preferred stock issued concurrently for cash. Such value was
allocated to prepaid marketing expense, license rights and prepaid technical
consulting services in the amount of $3,765,000, $150,000 and $85,000,
respectively, based on their estimated fair value. The prepaid marketing
expense was amortized over five months commencing in February 1999. The
license rights and prepaid technical consulting are being amortized over five
years and approximately eight months, respectively, commencing on the date of
the agreement. For the year ended January 2, 2000 and the period ended
December 31, 1998, the Company recognized expenses under such agreement
totaling $3,830,000 and $58,000 respectively.
In October, November and December 1998, the Company issued 5,446,268 shares
of Series B preferred stock in a private placement offering in exchange for
gross cash proceeds of $18,245,000.
In January and March 1999, the Company issued 4,472,844 shares of Series C
preferred stock in a private placement offering in exchange for gross cash
proceeds of $35,000,000.
In June 1999, the Company issued 2,266,289 shares of Series D preferred
stock to a new investor in exchange for $40 million in cash and $5 million in
cable television advertising obligations. The cable television advertising is
expected to be aired within the next 12 months and has been classified as a
current asset in prepaid marketing expenses.
In July 1999, the Company consummated a series of agreements with Rite Aid
and General Nutrition Companies, Inc. (GNC) to issue 12,282,599 shares of
Series E preferred stock in exchange for an aggregate of $10 million in cash
and other consideration, including access to insurance coverage, advertising
commitments and a vendor agreement with an estimated fair value of $233.9
million. The $233.9 million non-cash portion of the consideration from the
Rite Aid and GNC agreements was allocated to the following components based on
a valuation obtained from an independent valuation expert (in millions):
<TABLE>
<S> <C>
Access to insurance coverage..................................... $182.0
Advertising commitments.......................................... 22.9
Vendor agreement................................................. 29.0
------
$233.9
======
</TABLE>
F-15
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
The access to insurance coverage and the vendor agreement have been
classified as intangible assets and the advertising commitments have been
classified within prepaid marketing expenses. All of the assets are to be
amortized on a straight-line basis over their contractual life of 10 years.
Common Stock
On July 27, 1999, the Company completed its initial public offering of
5,750,000 shares of common stock resulting in approximately $94.6 million in
net proceeds. In connection with the closing of the offering, all of the
outstanding convertible preferred stock was converted into an aggregate of
34,468,000 shares of common stock. Through a separate private placement
transaction, the Company also issued 555,555 shares of common stock to
Amazon.com, Inc., resulting in proceeds of approximately $10 million.
Subsequent to the Company's initial public offering, the total number of
authorized shares was changed to 260,000,000 shares, of which 250,000,000
shares are common stock and 10,000,000 shares are undesignated preferred
stock. Additionally, the par value of the Company's common and preferred stock
was changed to $.0001 per share. The accompanying financial statements have
been restated to reflect the change in the par value of the common stock.
A portion of the Company's shares outstanding are subject to repurchase by
the Company over a three year period. As of January 2, 2000, there were
787,500 shares subject to repurchase rights at $0.04 per share.
In July 1999, the Company donated 200,000 shares of its common stock to the
drugstore.com Foundation, a separately organized 501(c)(3) organization in
which the Company is neither a trustee or beneficiary, and recognized the fair
market value of the shares donated as a $3,600,000 charitable contribution
expense.
8. Employee Benefit Plans
Defined Contribution Plan
Effective April 1999, the Company adopted a defined contribution retirement
plan under Section 401(k) of the Internal Revenue Code which covers
substantially all employees. Eligible employees may contribute amounts to the
plan, via payroll withholding, subject to certain limitations. Under the
401(k) plan, employees may elect to reduce their current compensation by up to
the statutorily prescribed annual limit ($10,000 in 1999) and to have the
amount of such reduction contributed to the 401(k) plan. The 401(k) plan
permits, but does not require, additional matching contributions to the 401(k)
plan by the Company on behalf of all participants in the 401(k) plan. To date,
the Company has not made any matching contributions to the 401(k) plan.
1998 Stock Plan
Under the terms of the 1998 stock plan, the board of directors may grant
incentive and nonqualified stock options to employees, officers, directors,
agents, consultants, and independent contractors of the Company. In connection
with the introduction of the 1998 stock plan, 2,735,000 shares of common stock
were reserved for future issuance. During 1999, the Company increased the
number of shares reserved for future issuance under such plan by 8,265,000,
bring the total shares reserved for future issuance to 11,000,000. Generally,
the Company grants stock options with exercise prices equal to the fair market
value of the common stock on the date of grant, as determined by the board of
directors. Options generally vest over a four to five year period and expire
ten years from the date of grant.
F-16
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
The following table summarizes activity under the Company's stock plan:
<TABLE>
<CAPTION>
Outstanding Options
---------------------------
Shares Available Number of Weighted-Average
for Grant Shares Exercise Price
---------------- --------- ----------------
<S> <C> <C> <C>
Initial authorization....... 2,735,000 -- --
Options granted............. (1,683,584) 1,683,584 $ .17
Options exercised........... -- (8,000) $ .12
Options canceled............ 160,250 (160,250) $ .04
---------- ---------
Outstanding at December 31,
1998......................... 1,211,666 1,515,334 $ .18
Additional authorizations... 8,265,000 -- --
Options granted............. (4,958,075) 4,958,075 $19.99
Options exercised........... -- (202,253) $ .23
Options canceled............ 420,498 (420,498) $ 6.84
---------- ---------
Outstanding at January 2,
2000......................... 4,939,089 5,850,658 $16.49
========== =========
</TABLE>
The following table summarizes information regarding stock options
outstanding and exercisable as of January 2, 2000:
<TABLE>
<CAPTION>
Outstanding Options
-------------------------- Vested and
Weighted-Average Exercisable
Number of Remaining Number of
Exercise Price Shares Contractual Life Shares
-------------- --------- ---------------- -----------
<S> <C> <C> <C>
$.01 to $.45 2,041,308 8.9 years 285,375
$6.28 to $9.00 1,187,325 9.4 years 35,000
$16.00 to $28.50 370,050 9.6 years --
$31.69 to $38.75 2,030,950 9.9 years 43,334
$40.94 to $67.50 221,025 9.7 years 200
--------- -------
Total 5,850,658 9.4 years 363,909
========= =======
</TABLE>
Under APB No. 25, no compensation expense is recognized when the exercise
price of the Company's employee stock options equals the fair value of the
underlying stock on the date of grant. Deferred stock-based compensation is
recorded for those situations where the exercise price of an option or the
purchase price of restricted stock was lower than the deemed fair value for
financial reporting purposes of the underlying common stock. For the year
ended January 2, 2000 and the period from April 2, 1998 (inception) to
December 31, 1998, the Company recorded aggregate deferred stock-based
compensation of $22,630,000 and $4,966,000, respectively. The deferred stock-
based compensation is being amortized over the vesting period of the
underlying options and restricted stock. For the year ended January 2, 2000
and the period from April 2, 1998 (inception) to December 31, 1998, total
amortization of stock-based compensation recognized was $15,375,000 and
$1,037,000, respectively. Amortization of stock-based compensation is
allocable to employees in the following expense categories:
<TABLE>
<CAPTION>
Period from
April 2, 1998
Year Ended (Inception) to
January 2, December 31,
2000 1998
---------- --------------
<S> <C> <C>
Marketing and sales............................ 24% 18%
Technology and content......................... 21 20
General and administrative..................... 55 62
--- ---
100% 100%
=== ===
</TABLE>
F-17
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
Had the stock-based compensation for the Company's stock option plan and
restricted stock agreements been determined based on the Black-Scholes model
using the multiple-option approach, the Company's net loss would have been
adjusted to the following pro forma amount for the year ended January 2, 2000
and the period ended December 31, 1998:
<TABLE>
<CAPTION>
Period from
April 2, 1998
Year ended (Inception) to
January 2, December 21,
2000 1998
---------- --------------
(in thousands, except
per share data)
<S> <C> <C>
Net loss--as reported.............................. $(115,831) $(8,027)
Incremental pro forma compensation expense under
SFAS No. 123...................................... (2,589) (12)
--------- -------
Net loss--pro forma................................ $(118,420) $(8,039)
========= =======
Basic and diluted net loss per share--as reported.. $ (6.13) $(14.70)
========= =======
Basic and diluted net loss per share--pro forma.... $ (6.27) $(14.72)
========= =======
Pro forma basic and diluted net loss per share--as
reported.......................................... $ (3.73)
---------
Pro forma basic and diluted net loss per share--pro
forma............................................. $ (3.81)
=========
</TABLE>
The weighted-average fair value of options granted during the year ended
January 2, 2000 and the period from April 2, 1998 (inception) to December 31,
1998 was $14.87 and $1.41, respectively, for options granted at fair market
value. The initial impact on pro forma net loss may not be representative of
compensation expense in future years, when the effect of amortization of
multiple awards would be reflected in pro forma earnings.
The fair value at each option grant is estimated on the date of grant using
the Black-Scholes option pricing model, assuming no expected dividends. The
volatility of the Company's stock prior to its initial public offering was
estimated based on a review of a peer group of Internet companies at a
comparable developmental stage. Subsequent to the Company's initial public
offering, the volatility of the Company's stock was based on actual stock
prices subsequent to the initial month of trading. The following weighted
average assumptions were utilized in arriving at the fair value of each option
grant:
<TABLE>
<CAPTION>
Period from
July 27, January 1, April 2, 1998
1999 to 1999 to (Inception) to
January 2, July 26, December 31,
2000 1999 1998
---------- ---------- --------------
<S> <C> <C> <C>
Average risk-free interest
rate........................ 6.5% 6.5% 4.5%
Average expected life........ 3 years 3 years 3 years
Volatility................... 80% 50% 50%
</TABLE>
1999 Employee Stock Purchase Plan
The Company's 1999 employee stock purchase plan was adopted by the board of
directors in 1999, and was effective upon the completion of the Company's
initial public offering of its common stock. A total of 500,000 shares of
common stock has been reserved for issuance under the employee stock purchase
plan plus an annual increase on the first day of each of the fiscal years
beginning in 2000, 2001, 2002, 2003 and 2004 equal to the lesser of (1)
500,000 shares, (2) three percent (3%) of our shares outstanding on the last
day of the immediate preceding fiscal year, or (3) such lesser number of
shares as is determined by the board of directors. Eligible employees may
purchase common stock at 85% of the lesser of the fair market value of the
Company's common stock on the first or the last day of the applicable six
month purchase period.
F-18
<PAGE>
DRUGSTORE.COM, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS--(Continued)
9. Related Parties
The Company purchased $10,636,000 of inventory and fulfillment-related
services and recognized $1,145,000 of marketing and sales expense during the
year ended January 2, 2000 in connection with the agreements between the
Company and Rite Aid Corporation and General Nutrition Companies, Inc.
Approximately $4,483,000 relating to the purchase of inventory and
fulfillment-related services was payable as of January 2, 2000.
The Company recognized marketing and sales expense in connection with its
strategic relationship with Amazon.com totaling approximately $5,265,000 and
$58,000 for the year ended January 2, 2000 and the period ended December 31,
1998, respectively. Approximately $1,500,000 of these expenses were payable as
of January 2, 2000.
10. Subsequent Events
Proposed Secondary Public Offering of Common Stock
In January 2000, the board of directors authorized the Company to proceed
with a secondary public offering of its common stock.
Acquisition of Beauty.com
On February 2, 2000, the Company acquired Beauty.com, Inc., a leading
online retailer of prestige beauty products, and entered into an agreement to
retain the employment of its founder, for consideration totaling approximately
$40.4 million comprised of approximately 1.3 million shares of the Company's
stock. The Company intends to account for the acquisition as a purchase.
Agreements with Amazon.com
On January 24, 2000, the Company reached an agreement with Amazon.com to
provide certain advertising services over a three year term for $105 million.
Concurrently, Amazon.com agreed to purchase 1,066,667 shares of the Company's
common stock for $28.125 per share, or approximately $30 million in a private
placement transaction.
F-19
<PAGE>
The fourth page of the gatefold includes:
drugstore.com
Makes Shopping Easy
The following text is placed on the top left of the page:
HELP ON A PERSONAL LEVEL
The advantage of the Internet allows drugstore.com to offer customers help on a
personal level. Customers can shop from their home or office any time of the day
or night. They can get useful information to make informed product decisions.
They can ask a pharmacist questions in privacy. drugstore.com provides the
information and interaction that makes shopping easy.
[PICTURE OF THE SHOPPING ADVISOR PAGE]
[PICTURE OF THE SOLUTIONS PAGE]
[PICTURE OF A YOUR LIST PAGE]
[PICTURE OF THE QUICK LISTS PAGE]
The following text appears to the left of the picture of the Shopping Advisor
page:
SHOPPING ADVISOR
drugstore.com helps customers who are not sure about what product to buy. The
customer provides information about what he or she needs, and the Shopping
Advisors help identify the right products.
The following text appears to the right of the picture of the Solutions page:
SOLUTIONS
An easy way for customers to find the information they need in order to make
informed product decisions, the Solutions area includes Ask Your Pharmacist,
Health and Wellness Guides, Shopping Advisors and more.
The following text appears under the picture of the Your List page:
YOUR LIST
Buying regularly-replenished items is easy because customers can move products
into their shopping bag directly from their personalized shopping list.
The following text appears to the left of the picture of the Quick Lists page:
QUICK LISTS
An easy way to find what you need and assist you in stocking up on frequently
used items.
<PAGE>
[drugstore.com logo]
