UNITED STATES SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-KSB/A
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[X] ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934 [FEE REQUIRED]
For the fiscal year ended June 30, 1997
OR
[ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934 [NO FEE REQUIRED]
For the transition period from _____________to_____________
Commission file number 0-16730
MARKETING SERVICES GROUP, INC.
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(Exact name of small business issuer as specified in its charter)
Nevada 88-0085608
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(State or other jurisdiction of (I.R.S. Employer
incorporation or organization) Identification No.)
333 Seventh Avenue, 20th Floor
New York, New York 10001
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(Address of principal executive offices) (Zip Code)
Registrant's telephone number, including area code: (212) 594-7688
Securities registered pursuant to Section 12(b) of the Act: None
Securities registered pursuant to Section 12(g) of the Act: None
Common Stock, par value $.01 per share
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(Title of class)
Check whether the Issuer (1) has filed all reports required to be filed by
Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding
12 months (or for such shorter period that the Registrant was required to file
such reports), and (2) has been subject to such filing requirements for the past
90 days.
Yes X No __
Check if there is no disclosure of delinquent filers in response to Item 405 of
Regulation S-B is not contained in this form, and no disclosure will be
contained, to the best of Registrant's knowledge, in definitive proxy or
information statements incorporated by reference in Part III of this Form
10-KSB/A or any amendment to this Form 10-KSB/A. [ ]
The issuer's revenues for its fiscal year ended June 30, 1997 are $24,144,874.
As of October 23, 1997, the aggregate market value of the voting stock held by
non-affiliates of the Registrant was approximately $49,527,000.
As of October 23, 1997, there were 12,721,176 shares of the Registrant's common
stock outstanding.
Documents incorporated by reference: Portions of the Company's definitive proxy
statement expected to be filed pursuant to Regulation 14A of the Securities
Exchange Act of 1934 have been incorporated by reference into Part III of this
report.
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PART I
Special Note Regarding Forward-Looking Statements
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Certain statements in this Annual Report on Form 10-KSB/A under the captions
"Management's Discussion and Analysis of Financial Condition and Results of
Operations," "Business" and elsewhere in this Report constitute "forward-looking
statements" within the meaning of the Private Securities Litigation Reform Act
of 1995 (the "Reform Act"). Such forward-looking statements involve known and
unknown risks, uncertainties and other factors which may cause the actual
results, performance or achievements of the Company, or industry results to be
materially different from any future results, performance or achievements
expressed or implied by such forward-looking statements. Such factors include,
among others, the following: general economic and business conditions; industry
capacity; direct marketing and other industry trends; demographic changes;
competition; the loss of any significant customers; changes in business strategy
or development plans; availability and successful integration of acquisition
candidates; availability, terms and deployment of capital; advances in
technology; quality of management; business abilities and judgment of personnel;
availability of qualified personnel; changes in, or the failure to comply with,
government regulations; and computer, telephone and postal costs.
Item 1 - Business
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General:
Marketing Services Group, Inc. (the "Company" or "MSGI") provides database
management, custom telemarketing /telefundraising and other direct marketing
services to a diverse group of over 600 clients located throughout the United
States and Canada. These services include customer and market data analysis,
database creation and analysis, data warehousing, merge/purge, predictive
behavioral modeling, list processing, brokerage and management, data
enhancement, other direct marketing information services and custom outbound
telemarketing/telefundraising services. The Company believes its expertise in
applying these direct marketing tools increases the productivity of its clients'
marketing expenditures.
The Company's services have enabled it to become a leading provider of direct
marketing services to performing arts and cultural institutions in the United
States. The Company's clients include Lincoln Center for the Performing Arts,
Kennedy center for the Performing Arts, Art Institute of Chicago, New York
Philharmonic, Los Angeles Philharmonic, Boston Symphony, UCLA and numerous
public broadcasting stations. In addition, the Company renders database
management and direct marketing services to such commercial clients as Crain
Communications, the CIT Group, 3Com Corporation, Citicorp, UNOCAL, Walt Disney
Company, Avery Dennison and Gymboree.
The Company utilizes industry specific knowledge and proprietary database
software applications to produce customized data management and direct marketing
solutions. The Company's telemarketing/telefundraising services are conducted
both on-site at client-provided facilities and also at the Company's calling
center in Berkeley, California. The Company seeks to become an integral part of
its clients' marketing programs and foster long-term client relationships
thereby providing recurring revenue opportunities.
The business of MSGI, previously known as All-Comm Media Corporation and prior
to that as Sports-Tech, Inc., arises out of an April 25, 1995 merger between
Alliance Media Corporation ("Alliance") and the Company, and the concurrent
acquisition of Stephen Dunn & Associates, Inc. ("SD&A"), a leading telemarketing
and telefundraising company specializing in direct marketing services for the
arts, educational and other institutional tax-exempt organizations.
Simultaneously, the former management and directors of the Company resigned in
favor of the merger with Alliance and its plan to build a specialized marketing
services company with a focus on providing direct marketing, information and
media services. The change in the Company's name was approved at a special
stockholders meeting held on August 22, 1995 to reflect a new direction
originating from the change in management and board of directors associated with
the merger with Alliance. Subsequent to another management change, on June 30,
1997, the stockholders approved the current name of the Company. Effective as of
October 1, 1996, the Company acquired Metro Services Group, Inc. (to be renamed
Metro Direct, Inc.) ("Metro") pursuant to a merger agreement. Metro develops and
markets information-based services, used primarily in direct marketing by a
variety of commercial and not-for-profit organizations, principally in the
United States. The Company's shares are traded on the NASDAQ Small Cap MarketSM
under the symbol "MSGI". The Company's principal executive offices are located
at 333 Seventh Avenue, 20th Floor, New York, NY 10001. Its telephone number is
(212) 594-7688.
<PAGE>
The Company's Strategy:
MSGI's strategy to enhance its position as a value-added premium provider of
database management, custom telemarketing/telefundraising services and other
direct marketing services is to:
Increase revenues by expanding the range of direct marketing services
offered and by cross-selling;
Deepen market penetration in new industries and market segments as well
as those currently served by the Company;
Develop existing and create new proprietary database software and
database management applications;
Increase capacity for telemarketing/telefundraising services and enhance
on-site data and calling systems; and
Pursue strategic acquisitions, joint ventures and marketing alliances to
expand direct marketing services offered and industries served.
Other than as described in this Annual Report on Form 10-KSB/A (this "Form
10-KSB") the Company has no agreements to acquire any companies and there can be
no assurance that the Company will be able to acquire such companies.
History and Prior Activities:
The Company was originally incorporated in Nevada in 1919. During 1991, under
prior management, the Company acquired a 100% interest in Sports-Tech
International, Inc. ("STI") and changed its name to Sports-Tech, Inc. In 1993,
the Company acquired the business of High School Gridiron Report ("HSGR"). STI
and HSGR supplied information services and technology as well as academic,
athletic and video data to high school, college and professional coaches and
student athletes. In November, 1994, after a failed business strategy, the prior
management of the Company discontinued these operations through the sale of STI
and the cessation of the HSGR operation. Prior to, and as a condition of the
merger with Alliance, the Company was required to divest its investments, except
for an undeveloped parcel of land in Laughlin, Nevada. In August, 1996 the land
was sold. (See All-Comm Holdings, Inc. herein for a description of this
investment and the terms of its sale.)
Merger with Alliance Media Corporation:
On April 25, 1995, STI Merger Corporation ("Merger Sub"), a wholly owned
subsidiary of the Company, was merged (the "Merger") with and into Alliance.
The assets of Alliance acquired by the Company consisted primarily of: (i) all
of the issued and outstanding stock of SD&A, which Alliance had acquired
effective April 25, 1995 pursuant to a Stock Purchase Agreement, dated as of
January 31, 1995, between Alliance and Mr. Stephen Dunn (the "Dunn Agreement");
(ii) a five-year covenant not to compete with the former owner of SD&A; and
(iii) the cash proceeds (net of certain payments, including the payment of $1.5
million required pursuant to the terms of the Dunn Agreement) of a private
placement of equity securities by Alliance, which securities, upon consummation
of the Merger, were converted into shares of the Company's common stock.
Stephen Dunn & Associates, Inc. ("SD&A"):
SD&A was formed in 1983 and was acquired by the Company in the merger with
Alliance. For the twelve month period ended June 30, 1997 ("Fiscal 1997"), SD&A
had revenues of more than $15.9 million. Clients of SD&A include many of the
larger performing arts and cultural institutions, such as major symphonies,
theatres and musical arts companies, along with public broadcasting stations,
advocacy groups and educational institutions. SD&A's clients include over 150 of
the nation's leading institutions and universities. SD&A has its headquarters in
Los Angeles, California and operates a telemarketing calling center in Berkeley,
California.
Stock Split - Change in Authorized Common Shares:
Effective August 22, 1995, the Company's Board of Directors approved a
one-for-four reverse stock split of the Company's authorized and issued common
stock. Fractional shares were rounded up to whole shares. After the reverse
stock split, approximately 3,016,000 shares were outstanding. All share and per
share data in this Annual Report reflect the effect of the reverse stock split.
Effective August 14, 1996, the Company's shareholders approved an increase in
the number of authorized shares of common stock from 6,250,000 to 36,250,000, to
facilitate its corporate strategy and growth plans.
Current Activities:
Acquisition of Metro Direct:
Metro was formed in 1987 and was acquired by the Company effective October 1,
1996, pursuant to a merger agreement. For the nine month period ended June 30,
1997, Metro had revenues of more than $8.1 million. Clients include many of the
same performing arts and cultural institutions, public broadcasting, advocacy
groups and educational institutions as SD&A, as well as a variety of commercial
organizations. Metro has its headquarters in New York City, with satellite
offices in Michigan, Illinois, California and Georgia.
Metro develops and markets a variety of database direct marketing products and
services to a wide range of commercial clients and tax-exempt organizations.
Metro provides information-based products and services to the direct marketing
industry through its four divisions: Metro Direct Marketing, which provides full
service direct marketing programs for consumers and business to business
clients, particularly in the financial services and publishing areas; MSGI
Computer Services which utilizes a combination of mainframe, PC platforms and
Internet servers for database development, data enhancement, response analysis
and predictive modeling capabilities; MetroArts develops and executes customer
acquisition campaigns for the performing arts, entertainment and cultural
institutions and Metro Non-Profit provides strategic planning, membership and
direct mail fundraising campaigns for non-profit institutions. The majority of
Metro's revenues are derived from a commercially driven client base.
In exchange for all of the then outstanding shares of Metro, the Company issued
1,814,000 shares of its common stock valued at $7,256,000 and promissory notes
(the "Notes") totaling $1,000,000. The Notes, which have a stated interest rate
of 6%, were discounted to $920,000 to reflect an estimated effective interest
rate of 10%. The Notes are due and payable, together with interest thereon, on
June 30, 1998, subject to earlier repayment, at the option of the holder, upon
completion by the Company of a public offering of its equity securities. The
Notes are convertible on or before maturity, at the option of the holder, into
shares of common stock at a conversion rate of $5.38 per share. $100,000 of the
principal amount of the Notes was paid by the Company as of June 30, 1997 and
$400,000 was paid in July, 1997.
The acquisition was accounted for using the purchase method of accounting. The
purchase price was allocated to assets acquired based on their estimated fair
value. This treatment resulted in approximately $7.3 million of costs in excess
of net assets acquired, after recording covenants not to compete of $650,000 and
proprietary software of $250,000. Such excess is being amortized over the
expected period of benefit of forty years. The covenants and software are
amortized over their expected benefit periods of three and five years
respectively.
The operating results of this acquisition are included in the consolidated
results of operations from the date of acquisition.
Acquisition of Pegasus Internet, Inc. ("Pegasus"):
Effective July 1, 1997, MSGI announced the acquisition of Pegasus. Pegasus was
formed in 1994 and is incorporated in New York. For the year ended June 30,
1997, Pegasus had unaudited revenues of approximately $445,000. In exchange for
all of the then outstanding shares of Pegasus, the Company issued 600,000 shares
of its common stock, valued at $1,800,000, and $200,000 in cash. Pegasus
provides a full suite of Internet services, including content development and
planning, marketing strategy, on-line ticketing system development, technical
site hosting, graphic design, multimedia production and electronic commerce.
Pegasus' clients include Lincoln Center, Boston Symphony, Chicago Symphony and
Metropolitan Opera Guild.
The acquisition will be accounted for using the purchase method of accounting.
Accordingly, the operating results of Pegasus will be included in the
consolidated results of operations of the Company starting on July 1, 1997.
Recapitalization:
On December 23, 1996, the Company and certain of its securityholders effected a
recapitalization of the Company's capital stock, whereby: (i) the Company's
Series B Convertible Preferred Stock, par value $.01 per share (the "Series B
Preferred Stock"), was converted, in accordance with its terms without the
payment of additional consideration, into 2,480,000 shares of Common Stock; (ii)
the Company's Series C Convertible Preferred Stock, par value $.01 per share
(the "Series C Preferred Stock"), was repurchased for promissory notes in an
aggregate principal amount of $1.0 million, which promissory notes bore interest
at a rate of 8% per annum and were repayable on demand at any time from and
after the date of the consummation of a proposed underwritten public offering by
the Company of Common Stock, but in any event such notes originally matured June
7, 1998 but were paid in full in April, 1997; (iii) all accrued interest on the
Series B Preferred Stock and the Series C Preferred Stock was converted into
88,857 shares of Common Stock; (iv) warrants related to the Series C Preferred
Stock, currently exercisable for 3,000,000 shares of Common Stock, were
exchanged for 600,000 shares of Common Stock; and (v) options held by two of the
Company's principal executive officers to purchase 300,000 shares of common
stock were to be canceled at no cost to the Company, subject to successful
completion of an underwritten offering. The public offering was not consummated
and, accordingly, the options were not canceled. Upon conversion of the Series B
Preferred Stock and accumulated interest thereon into Common Stock on December
23, 1996, the Company incurred a non-cash, non-recurring dividend for the
difference between the conversion price and the market price of the Common
Stock, totaling $8.5 million. Upon repurchase of the Series C Preferred Stock,
the Company incurred a non-recurring dividend of $573,000 for the difference
between the repurchase price and the accreted book value of the stock at
December 23, 1996. These dividends do not impact net income (loss), but do
impact net income (loss) attributable to common stockholders in the calculation
of earnings per share.
Withdrawal of Registration Statement:
On October 17, 1996, the Company filed a Form SB-2 registration statement (the
"Registration Statement") with the Securities and Exchange Commission. The
Registration Statement related to a proposed underwritten public offering (the
"Proposed Offering") of 2,100,000 shares of Common Stock, of which 1,750,000
shares were being offered by the Company and 350,000 were being offered by
certain stockholders of the Company. It also related to the sale of 1,381,056
shares of Common Stock by certain selling stockholders on a delayed basis. Due
to market conditions, on February 11, 1997, the Company withdrew the
Registration Statement and pursued other sources of financing. As such, in the
year ended June 30, 1997, the Company expensed $1.2 million in Proposed Offering
costs.
Restructuring Costs:
During the year ended June 30, 1997, the Company effected certain corporate
restructuring steps, including the decision to reduce corporate staffing and
other administrative overhead, as well as making two executive management
changes. In this connection, restructuring expenses of $986,000 were recorded.
Executive management settlement agreements include two non-interest bearing
promissory notes with face values of $290,000 and $250,000, respectively,
payable in equal installments over eighteen months starting in May, 1997. These
notes have been discounted to $268,000 and $231,000, respectively, to reflect
effective interest rates of 10%.
Financing:
In March 1997, to obtain $2.1 million in working capital and reduce the overhang
associated with the existence of outstanding warrants, the Company accepted
offers from certain warrant-holders to exercise their warrants for 3,152,500
shares of common stock at discounted exercise prices.
In the fourth quarter of 1997, the Company obtained $2,046,000, net of fees,
from the private placement of 6% convertible notes, with a face value of
$2,200,000. The notes are payable with interest on April 15, 1999, if not
previously converted. The notes are convertible into shares of the Company's
Common Stock at the lesser of $2.50 per share or 83% of the average closing bid
price of the Common Stock during the last five trading days prior to conversion.
Subsequent to June 30, 1997, through September 23, 1997, $1,675,000 face value
of the notes, plus interest, was converted into 684,122 shares.
The Direct Marketing Industry:
Overview - Direct marketing is used for a variety of purposes including
lead-generation and prospecting for new customers, enhancing existing customer
relationships, exploring the potential for new products and services and
establishing new products. Unlike traditional mass marketing, aimed at a broad
audience and focused on creating image and general brand or product awareness,
successful direct marketing requires the identification and analysis of
customers and purchasing patterns. Such patterns enable businesses to more
easily identify and create a customized message aimed at a highly defined
audience. Previous direct marketing activity consisted principally of direct
mail, but now has expanded into the use of multiple mediums including
telemarketing, print, television, radio, video, CD-ROM, on-line services, the
Internet and a variety of other interactive marketing formats.
The success of a direct marketing program is the result of the analysis of
customer information and related marketing data. Database management
capabilities allow for the creation of customer lists with specific,
identifiable attributes. Direct marketers use these lists to customize messages
and marketing programs to generate new customers whose purchasing patterns can
be statistically analyzed to isolate key determinants. In turn, this enables
direct marketers to continually evaluate and adjust their marketing programs, to
measure customer response rates in order to assess returns on marketing
expenditures, and to increase the effectiveness of such marketing programs.
Database management covers a range of services, including general marketing
consultation, execution of marketing programs and the creation and development
of customer databases and sales tracking and data analysis software. Data
analysis software consolidates and analyzes customer profile information to find
common characteristics among buyers of certain products. The results of such
tracking and analysis are used to define and match customer and product
attributes from millions of available database files for future direct marketing
applications. The process is one of continual refinement, as the number of
points of contact with customers increases, together with the proliferation of
mediums available to reach customers.
Telemarketing/telefundraising projects generally require significant amounts of
customer information supplied by the client or third party sources. Custom
telemarketing/telefundraising programs seek to maximize a client's direct
marketing results by utilizing appropriate databases to communicate with a
specific audience. This customization is often achieved through sophisticated
and comprehensive data analysis which identifies psychographic, cultural and
behavioral patterns in specific geographic markets.
Industry Growth - The use of direct marketing has increased over the last few
years due in part to the relative cost efficiency of direct marketing compared
to mass marketing, as well as the rapid development of more powerful and more
cost-effective information technology and data capture capabilities. According
to industry sources, over the next decade, demographic shifts and changes in
lifestyle, combined with new marketing mediums, are expected to create higher
demand by businesses for marketing information and services to provide
businesses with direct access to their customers and a more efficient means of
targeting specific audiences and developing long-term customer relationships.
According to a study commissioned by the Direct Marketing Association ("DMA"),
expenditures for direct marketing services in 1996 were estimated to approximate
$144.5 billion, the largest component of which, $57.8 billion, was attributable
to telemarketing. The study estimated that annual direct marketing advertising
expenditures may grow to $205 billion by the year 2001, including $84.4 billion
on telemarketing.
Corporate marketing departments often lack the technical expertise to create,
manage and control highly technical aspects of the direct marketing process. As
a result, the Company believes that there is a growing trend among direct
marketers to outsource direct marketing programs.
Industry Consolidation - The direct marketing industry is extremely fragmented.
According to industry sources, there are almost 11,000 direct marketing service
and database service businesses in the United States. The Company believes that
most of such businesses are small, specialized companies which offer limited
services. However, industry consolidation has increased in the last few years
resulting in a greater number of large companies providing services similar to
those provided by the Company. See "Competition." The Company believes that much
of this consolidation is due to: (i) economies of scale in hardware, software
and other marketing resources; (ii) cross-selling of services; and (iii)
coordinating various components of direct marketing and media programs within a
single, reliable environment. The Company believes these trends are likely to
continue due in part to client demand for more cost-effective service to perform
increasingly complex functions.
Growth Strategy:
As clients for the Company's services demand more sophisticated database
management services, custom telemarketing/ telefundraising services and other
direct marketing services, the Company believes that there are significant
growth opportunities to expand its business. Accordingly, the key elements of
the Company's growth strategy are as follows:
Expand the Range of Services Offered and Cross-Selling - The Company intends to
offer a wider range of direct marketing services while maintaining its current
level of quality and performance. To effect this strategy, the Company will
focus on assembling a spectrum of direct marketing services, including expanding
outbound custom telemarketing/telefundraising services, market research,
training, marketing, consulting, and database management services as well as an
array of ancillary services. These services include electronic and other
multimedia mediums, including the Internet, for inclusion within a client's
marketing programs. The Company intends to utilize its technological and
industry expertise to provide flexible integrated solutions to meet clients'
specialized requirements and to improve coordination between database
capabilities and value-added premium telemarketing services.
Expand Market Penetration - The Company intends to capitalize on core
competencies and industry specific expertise, particularly in the performing
arts and cultural markets, which it believes will enable it to maintain a
competitive advantage. For example, the live entertainment and events marketing
industry spends substantial amounts on advertising and direct marketing programs
which utilize many of the Company's services, such as audience analysis,
customer profiling, database creation and management, list processing services,
telemarketing and direct marketing support. The Company believes its expertise
in database management and custom telemarketing will permit it, over time, to
gain a larger market share.
In addition, the Company believes that its developed expertise and experience,
as well as its broad and well-known client base and quality service, will enable
it to gain further acceptance in such industries as publishing, live
entertainment and events marketing, public broadcasting, financial services
(including credit card, home mortgage and home equity services), education,
travel and leisure and healthcare.
Develop Existing and Create New Proprietary Software and Database Management
Applications - The Company intends to continue to develop existing and new
proprietary customized data processing software products and services that allow
enhancement of a client's direct marketing databases. These software products
and services also improve the effectiveness of telemarketing programs and the
management of client information. The Company intends to continue to expand its
direct marketing service offerings, particularly with software designed to
create and manage large relational and/or multidimensional databases, and its
ability to integrate such data with different marketing programs developed in
collaboration with its clients.
Increase Capacity for Telemarketing/Telefundraising Services; Enhance On-Site
Data and Calling Systems - The Company has recently expanded its calling center
in Berkeley, California to accommodate more calling stations and upgraded
technology in order to increase revenues, improve margins and increase
efficiency in client direct marketing programs. The Company intends to implement
similar technological improvements at on-site locations through new technology
configurations and software systems that link information with client databases
and direct marketing programs and to further upgrade both the Berkeley calling
center and other on-site locations as needed.
Pursue Strategic Acquisitions, Joint Ventures and Marketing Alliances - The
Company believes that as the direct marketing industry consolidates, breadth of
skills, industry knowledge and size will become. As a result, the Company
intends to expand its capabilities to increase industry knowledge and help
clients to improve returns on marketing expenditures. Although the Company has
not specifically identified any particular geographic market, the Company
believes it can enter new geographic markets and increase penetration of
targeted industries by acquiring companies with clients in such new geographic
markets whose business focus will complement and/or expand the Company's current
range of services. As a result, the Company seeks and is considering
acquisitions in order to enlarge its core competencies in database management
and custom telemarketing/telefundraising services and to increase its potential
for cross-selling and providing other direct marketing services. No agreement,
definitive or otherwise, has been reached with respect to any acquisition
currently being considered and no assurance can be given that the Company will
complete either the acquisitions under consideration or any other acquisition,
or that any acquisition, if completed, will be successful.
The Company also intends to continue to grow internally by investing in systems,
technology and personnel development to enable clients to utilize, within a
single environment, various services such as database creation, data
warehousing, database management and decision support capabilities, list
processing, modeling, and response measurement and analysis. Because these
services provide the fundamental support systems for direct marketing and media
selection processes, the Company seeks to expand its base of technology.
Services:
The Company's operating businesses provide comprehensive database management,
custom telemarketing/ telefundraising and other direct marketing services. The
principal advantages of customized services include: (i) the ability to expand
and adapt a database to the client's changing business needs; (ii) the ability
to have services operate on a flexible basis consistent with the client's goals;
and (iii) the integration with other direct marketing, database management and
list processing functions, which are necessary to keep a given database current.
Some services offered by the Company are described below.
Database Management Services - The Company's database management services begin
with database creation and development, which include the planning stages and
analytical processes to review all of the client's customer and operational
files. Utilizing both proprietary and commercial software, the Company
consolidates all of the separate information and relationships across multiple
files and converts the client's raw information into a consolidated format. Once
the client's customer data is consolidated and the database created, the data is
enhanced using a wide selection of demographic, geographic, census and lifestyle
information for over 95 million households and 153 million individuals to
identify patterns and probabilities of behavior. The Company licenses this
information from a variety of leading data compilers.
The combination of each client's proprietary customer information with external
data files provides a customized profile of a client's customer base, enabling
the client, through the use of the Company's behavior modeling and analysis
services, to design a direct marketing program for its customers. Through the
development of a scoring model, the client can segment its database and
determine its best customers and prospects in each marketplace. The entire
process results in a customized direct marketing program that can be targeted to
distinct audiences with a high propensity to buy the client's products or
services. Because of the dynamic nature and complexity of these databases,
clients frequently request that the Company update such databases with the
results of recent marketing programs and periodically perform list processing
services as part of the client's ongoing direct marketing efforts.
Data Processing - The Company's primary data processing service is to manage
from the Company's data center, all or a portion of a client's marketing
information processing needs. After migrating a client's raw data to the
Company's data center, the Company's technology allows the client to continue to
request and access all available information from remote sites. The database can
also be verified for accuracy and overlaid with external data elements to
further identify specific consumer behavior.
Other data processing services provided include migration (takeover and
turnover) support for database maintenance or creation, merge/purge, data
overlay and postal qualification. The Company also offers on-line and batch
processing capacity, technical support, and data back-up and recovery.
List Services - List processing includes the preparation and generation of
comprehensive name and address lists which are used in direct marketing
promotions. The Company's state-of-the-art data center in New York City and
large volume processing capabilities allow the Company to meet the list
processing needs of its clients through its advanced list processing software
applications, list brokerage and list management operations. The Company
customizes list processing solutions by utilizing a variety of licensed software
products and services, such as Address Conversion and Reformat, Address
Standardization and Enhanced Merge/Purge, as well as National Change of Address
(NCOA), Delivery Sequence File and Locatable Address Conversion System. Other
licensed products include databases used for suppressions such as the DMA Mail
Preference File and the American Correctional Association Prison Suppress File.
The Company also offers an array of list acquisition techniques. Approximately
12,000 lists are available for rental in the list industry. The Company's
account managers, most of whom are hired from existing Company accounts, use
their industry experience as well as sophisticated computer profiles to
recommend particular lists for customer acquisition campaigns. The Company
acquires hundreds of millions of records annually for customer acquisition
campaigns. The Company also manages over 75 lists for rental purposes on behalf
of list owners.
Database Product Development - To further leverage its database management and
list processing services, the Company has participated in the development of a
new product using client/server technology. The product is a scaleable,
three-tiered client/server data warehouse system that provides desktop,
real-time decision support and marketing analysis to a non-technical user. This
application is an intuitive, graphical user interface tool that offers both
flexibility and the ability to access and analyze large customer files exceeding
100 million records. The incorporation of third-party software, relational and
multidimensional database technology in an open system environment is intended
to allow the Company's clients to take advantage of the latest developments in
high-speed computing, utilizing both single and multi-processor hardware.
Custom Telemarketing/Telefundraising Services - Custom telemarketing/
telefundraising services are designed according to the client's existing
database and any other databases which may be purchased or rented on behalf of
the client to create a direct marketing program or fundraising campaign to
achieve specific objectives. After designing the program according to the
marketing information derived from the database analysis, it is conceptualized
in terms of the message content of the offer or solicitation, and an assessment
is made of other supporting elements, such as the use of a direct mail letter
campaign.
Typically, a campaign is designed in collaboration with a client, tested for
accuracy and responsiveness and adjusted accordingly, after which the full
campaign is commenced. The full campaign runs for a mutually agreed period,
which can be shortened or extended depending on the results achieved.
An important feature of the custom telemarketing/telefundraising campaign is
that it can be implemented either on-site at a client-provided facility or at
the Company's calling center in Berkeley, California. On-site campaigns are
generally based on what is called a "relationship" or "affinity" sale.
Telemarketing campaigns often require multiple calls whereby a caller must be
knowledgeable about the organization and the subject matter and will seek to
engage a prospect selected from the client's database in an extended
conversation which serves to: (i) gather information; (ii) convey the offer,
describe its merits and cost, and solicit gifts or donations; and (iii) conclude
with a purchase, donation or pledge. Telefundraising from the Company's calling
center usually involves campaigns that do not use the multiple call format, but
instead use computer driven predictive dialing systems which are designed to
maximize the usage rate for all telephones as the system works through the
calling database.
Market Analysis - The Company's market research services include problem
conceptualization, program design, data gathering and results analysis. These
services are conducted through telephone, mail and focus groups. Through the use
of data capture technology, the Company is also able to obtain data from a
statistically predictable sample of market survey contacts. The Company then
tabulates and analyzes fielded data using multi-variate statistical techniques,
and produces detailed reports to answer clients' marketing questions and suggest
further marketing opportunities.
Direct Mail Support Services - The Company's direct mail support services
include preparing and coordinating database services and custom telemarketing/
telefundraising services for use in addressing and mailing materials to current
and potential customers. The Company obtains name and address data from clients
and other external sources, processes the data to eliminate duplicates, corrects
errors, sorts for postal discounts and electronically prepares the data for
other vendors who will address pre-printed materials.
Marketing and Sales:
The Company's marketing strategy is to offer customized solutions to clients'
database management, telemarketing/ telefundraising and other direct marketing
requirements. Historically, the Company's operating businesses have acquired new
clients and marketed their services by attending trade shows, advertising in
industry publications, responding to requests for proposals, pursuing client
referrals and cross-selling to existing clients. The Company targets those
companies that have a high probability of generating recurring revenues because
of their ongoing direct marketing needs, as well as companies which have large
customer bases that can benefit from targeted direct marketing database services
and customized telemarketing/telefundraising services.
The Company markets its database management services, custom telemarketing/
telefundraising services and other direct marketing services through a sales
force consisting of both salaried and commissioned sales persons. In some
instances, account representatives, will coordinate a client's database
management, custom telemarketing/telefundraising and/or other direct marketing
needs to identify cross-selling opportunities.
Account representatives are responsible for keeping existing and potential
clients informed of the results of recent marketing campaigns, industry trends
and new developments in the Company's technical database resources. Often, the
Company develops an initial pilot program for new or potential clients to
demonstrate the effectiveness of its services. Access to data captured during
such pilot programs allows the Company and its clients to identify previously
unrecognized target market opportunities and to modify or enhance the client's
marketing effort on the basis of such information. Additionally, the Company is
able to provide its clients with current updates on the progress of ongoing
direct marketing programs.
Pricing for database management services, custom telemarketing/telefundraising
services and other direct marketing services is dependent upon the complexity of
the services required. In general, the Company establishes pricing for clients
by detailing a broad range of service options and quotation proposals for
specific components of a direct marketing program. These quotes are based in
part on the volume of records to be processed and the level of customization
required. Additionally, if the level of up-front customization is high, the
Company charges a one-time development fee. Pricing for data processing services
is dependent upon the anticipated range of computer resource consumption.
Typically, clients are charged a flat or stepped-up rate for data processing
services provided under multi-year contracts. If the processing time, data
storage, retrieval requirements and output volume exceed the budgeted amounts,
the client may be subject to an additional charge. Minimum charges and early
termination charges are typically included in contracts or other arrangements
between the Company and the client.
On-site telemarketing and telefundraising fees are generally based on a mutually
agreed percentage of amounts received by the Company's clients from a campaign.
Off-site fees are typically based on a mutually agreed amount per contact with a
potential donor.
Personnel and Training:
The Company believes that the quality and training of its employees is a key
element of client satisfaction. The Company further believes that its strategy
of recruiting personnel with industry specific experience, technical knowledge
or affinities related to the client's purpose, particularly with respect to its
custom telemarketing/telefundraising on-site calling services, attracts a more
effective work force. The Company offers in-house and on-the-job training
programs for personnel, including instruction on the nature and purpose of the
specific projects, as well as regular briefings concerning regulatory matters
and proper telemarketing and data capture techniques. Calls are typically made
from a lead provided by the client or other third party sources. Callers are
always required to identify themselves and the institution they represent, in
advance of any dialogue. Since calls are meant to be non-intrusive and friendly,
it often takes two or more calls to a customer to confirm a transaction.
Approximately 80% of the Company's service representatives are part-time
employees who are compensated on an hourly basis with a commission and/or
performance bonus, which is typical for the telemarketing industry. The
Company's use of calling facilities provided by a client relates in part to a
high level of dedication to customer service and to the localized talent pool
found by the Company to be most effective for employee retention. None of the
Company's employees is represented by a labor union and the Company believes it
has satisfactory relations with its employees.
Client Base:
The Company believes that its large and diversified client base is a primary
asset which contributes to stability and the opportunity for growth in revenues.
The Company has approximately 600 clients who utilize various database
management services, custom telemarketing/telefundraising services and other
direct marketing services. These clients are comprised of leading arts and
cultural institutions, advocacy groups, and commercial companies in the
publishing, live entertainment and events marketing, public broadcasting,
financial services (including credit card, home mortgage and home equity
services), education, travel and leisure and healthcare industries. No single
client accounted for more than 5% of such total revenue in fiscal 1997.
Quality Assurance:
Each of the Company's operating businesses has consistently emphasized service
and employee training. In particular, the Company's quality assurance program
with respect to its telemarketing/ telefundraising services includes the
selection and training of qualified calling representatives, the training and
professional development of call center management personnel, monitoring of
calls and sales verification and editing. Both the Company and its clients are
able to perform real time on-site and remote call monitoring to maintain quality
and efficiency. Sales confirmations may be recorded (with customer consent), and
calls may also be monitored by management personnel to verify the accuracy and
authenticity of transactions.
The Company diligently pursues its policies of good practice and has had
satisfactory experience with regulators concerning its activities. Although the
telemarketing industry has had, in certain instances, a history of abusive
practices, many of which have been targeted at the elderly or uneducated
segments of the population, the individuals targeted by the Company generally
consist of affinity group members who are receptive to the calls, often
volunteering valuable marketing information to the institution for which the
representative is calling.
Competition:
The direct marketing services industry is highly competitive and fragmented,
with no single dominant competitor. The Company competes with companies that
have more extensive financial, marketing and other resources and substantially
greater assets than those of the Company, thereby enabling such competitors to
have an advantage in obtaining client contracts where sizable asset purchases or
investments are required. The Company also competes with in-house database
management, telemarketing/telefundraising and direct mail operations of certain
of its clients or potential clients.
Competition is based on quality and reliability of products and services,
technological expertise, historical experience, ability to develop customized
solutions for clients, technological capabilities and price. The Company
believes that it competes favorably, especially in the arts and entertainment,
publishing, financial services and fundraising sectors. The Company's principal
competitors in the database management services field are Abacus Direct, Acxiom
Corporation, Dimac Corporation, Direct Marketing Technology, Fair-Isaac, Inc.,
Harte-Hanks Communications, Inc. and May & Speh, Inc. The Company's principal
competitors in the custom telemarketing/ telefundraising field are Arts
Marketing, Inc. and Ruffalo, Cody & Associates, and, with respect to the
operation of calling centers, The Share Group and Great Lakes Communications.
Competitive Strengths:
Customized Premium Services - The Company believes that a competitive advantage
of its services is the custom nature and value-added component it provides
within a client's overall marketing process. This customization arises from
enhancing and integrating data provided by clients to achieve the most
productive and cost-effective marketing program. The Company not only
collaborates on message content but also assists its client in identifying which
medium or mix of mediums is best suited to implement the client's marketing
program.
Long-Term Client Relationships and Recurring Revenue Streams - The Company
believes that the reason the majority of its client-base stays with the Company
for many years is because of the Company's ability to provide customized,
quality services. The Company is able to gain knowledge of and experience with a
client's customer base and market dynamics. The Company seeks recurring revenues
by becoming an integral part of clients' marketing programs along with offering
a wide breadth of ongoing interrelated services. Although many of the Company's
arrangements with clients are entered into on a project by project basis, it has
been the Company's experience that its database management clients cannot easily
change service providers due to the breadth and nature of the ongoing services
provided. These services often become a key element of the clients' marketing
operations and there are significant costs associated with making such a change.
Continuity of Management, Industry Specific Expertise and Investment in
Technical Personnel - The Company believes that its industry focused approach
creates a competitive advantage over other providers of database management,
custom telemarketing/telefundraising services and other direct marketing
services who have a more generalized approach. The Company has hired and seeks
to hire many individuals with industry specific experience who understand the
nature of the clients' customers and the dynamics of the marketplace. The
Company considers such personnel better able to apply the Company's proprietary
software programs to meet the client's direct marketing and data processing
needs.
State-of-the-Art Technology - The Company's investment in state-of-the-art
technology has enabled it to provide quality service to clients for whom the use
of timely, accurate data is critical for the success of their direct marketing
programs. This is particularly true with respect to the Company's database
management services designed to drive higher response rates within a specific
time period allotted for a marketing program. In addition, much outsourced data
processing requires prompt turnaround time for marketing decisions.
Technological Resources and Facilities:
The Company maintains a state-of-the-art outbound telemarketing/telefundraising
calling center in Berkeley, California. The Berkeley calling center increases
the efficiency of its outbound calling by using a computerized predictive
dialing system supported by a UNIX-based call processing server system and
networked computers. The predictive dialing system, using relational database
software, supports 72 outbound telemarketers and maximizes calling efficiency by
reducing the time between calls for each calling station and reducing the number
of calls connected to wrong numbers, answering machines and electronic devices.
The system provides on-line real time reporting of caller efficiency and client
program efficiency as well as flexible and sophisticated reports analyzing
caller sales results and client program results against Company and client
selected parameters. The Berkeley calling center has the capacity to serve up to
15 separate clients or projects simultaneously and can produce 27,000 valid
contacts per week (1,400,000 per year) or 3,400 calling hours per week (176,800
per year) on a single shift basis. A valid contact occurs when the caller speaks
with the intended person and receives a "yes," "no" or "will consider" response.
The existing platform can be expanded to accommodate 100 predictive dialing
stations with a single shift capacity of approximately 1,900,000 valid contacts
per year.
The Company leases all of its real property. The Company leases facilities for
its headquarters and its sales and service offices in New York City and Los
Angeles, California, its data center in New York City and its telemarketing
calling center in Berkeley, California. To accommodate its rapid growth, the
Company plans to expand its data center and administrative offices in New York
during fiscal 1998. The Company's administrative office for its telemarketing
/telefundraising operations in Los Angeles is located in office space leased
from the former owner of SD&A, which lease the Company believes is on terms no
less favorable than those that would be available from independent third
parties. The Company believes that all of its facilities are in good condition
and are adequate for its current needs through fiscal 1998, except for its
planned expansion in New York. The Company has begun negotiations for additional
space in the building it currently occupies and believes such space is readily
available at commercially reasonable rates and terms. The Company also believes
that its technological resources, including the mainframe computer and other
data processing and data storage computers and electronic machinery at its data
center in New York City, as well as its related operating, processing and
database software, are all adequate for its needs through fiscal 1998.
Nevertheless, the Company intends to expand its technological resources,
including computer systems, software, telemarketing equipment and technical
support. Any such expansion may require the leasing of additional operating
office space.
Intellectual Property Rights:
The Company relies upon its trade secret protection program and non-disclosure
safeguards to protect its proprietary computer technologies, software
applications and systems know-how. In the ordinary course of business, the
Company enters into license agreements and contracts which specify terms and
conditions prohibiting unauthorized reproduction or usage of the Company's
proprietary technologies and software applications. In addition, the Company
generally enters into confidentiality agreements with its employees, clients,
potential clients and suppliers with access to sensitive information and limits
the access to and distribution of its software documentation and other
proprietary information. No assurance can be given that steps taken by the
Company will be adequate to deter misuse or misappropriation of its proprietary
rights or trade secret know-how. The Company believes that there is rapid
technological change in its business and, as a result, legal protections
generally afforded through patent protection for its products are less
significant than the knowledge, experience and know-how of its employees, the
frequency of product enhancements and the timeliness and quality of customer
support in the usage of such products.
Government Regulation and Privacy Issues:
The telemarketing industry has become subject to an increasing amount of federal
and state regulation during the past five years. The federal Telephone Consumer
Protection Act of 1991 (the "TCPA") limits the hours during which telemarketers
may call consumers and prohibits the use of automated telephone dialing
equipment to call certain telephone numbers. The federal Telemarketing and
Consumer Fraud and Abuse Prevention Act of 1994 (the "TCFAPA") broadly
authorizes the Federal Trade Commission (the "FTC") to issue regulations
prohibiting misrepresentations in telemarketing sales. The FTC's new
telemarketing sales rules prohibit misrepresentations of the cost, terms,
restrictions, performance or duration of products or services offered by
telephone solicitation, prohibit a telemarketer from calling a consumer when
that consumer has instructed the telemarketer not to contact him or her,
prohibit a telemarketer from calling prior to 8:00 a.m. or after 9:00 p.m. and
specifically address other perceived telemarketing abuses in the offering of
prizes and the sale of business opportunities or investments. Violation of these
rules may result in injunctive relief, monetary penalties or disgorgement of
profits and can give rise to private actions for damages.
While the FTC's new rules have not caused the Company to alter its operating
procedures, additional federal or state consumer-oriented legislation could
limit the telemarketing activities of the Company or its clients or
significantly increase the Company's costs of regulatory compliance.
Several of the industries which the Company intends to serve, including the
financial services, and healthcare industries, are subject to varying degrees of
government regulation. Although compliance with these regulations is generally
the responsibility of the Company's clients, the Company could be subject to a
variety of enforcement or private actions for its failure or the failure of its
clients to comply with such regulations.
In addition, the growth of information and communications technology has
produced a proliferation of information of various types and has raised many new
issues concerning the privacy of such information. Congress and various state
legislatures have considered legislation which would restrict access to, and the
use of, credit and other personal information for direct marketing purposes. The
direct marketing services industry, including the Company, could be negatively
impacted in the event any of these or similar types of legislation are enacted.
Currently the Company trains its service representatives and other personnel to
comply with the regulations of the TCPA, the TCFAPA and the FTC and the Company
believes that it is in substantial compliance with all such regulations.
All-Comm Holdings, Inc:
In 1979, under prior management, the Company, through its wholly-owned
subsidiary, acquired 6.72 acres of undeveloped land on the Colorado River in
Laughlin, Nevada, for approximately $560,000. On August 16, 1996 the land was
sold to an independent third party, via a public auction, for $952,000 in cash,
resulting in a net gain of approximately $90,000 over book value, as adjusted
for capitalized costs and assessments during the holding period. In June, 1997,
All-Comm Holdings, Inc. was dissolved.
Employees:
At September 24, 1997, the Company, SD&A, Metro and Pegasus collectively have
approximately 1,150 employees, of whom approximately 1,000 are part-time. None
of the Company's employees are covered by collective bargaining agreements and
the Company believes that its relations with its employees are good.
Item 2 - Properties
- -------------------
The Company, through All-Comm Holdings, Inc., owned the property identified in
Item 1. The Company leases approximately 2,000 square feet of office space in
Los Angeles, California. The lease runs through May 31, 1998. SD&A leases
approximately 5,500 square feet of office space in Venice, California from its
founder and president, 6,600 square feet in Berkeley, California, and 250 square
feet in Patterson, New York. These leases range from month-to-month, to August
2001, and include options to renew. Metro currently leases approximately 14,000
square feet of office and data processing space in New York, New York, which it
plans to expand in fiscal 1998, to accommodate its rapid growth. The Company
believes its facilities are suitable and adequate for the purposes for which
they are used and are adequately maintained.
Item 3 - Legal Proceedings
- --------------------------
The Company has been party to minor legal proceedings. The outcome of these
legal proceedings are not expected to have a material adverse effect on the
consolidated financial condition, liquidity or expectations of the Company,
based on the Company's current understanding of the relevant facts and law.
Item 4 - Submission of Matters to a Vote of Security Holders
- ------------------------------------------------------------
On June 30, 1997, the Company held a Special Meeting of Shareholders to vote on
management's proposal to amend the Company's Amended and Restated Articles of
Incorporation to change the name of the Company from All Comm Media Corporation
to Marketing Services Group, Inc. The shares voted were as follows:
For 8,484,960
Against 11,805
Abstentions 1,302
Broker non-votes None
<PAGE>
PART II
Item 5 - Market for Registrant's Common Equity and Related Stockholder Matters
- ------------------------------------------------------------------------------
The common stock of the Company previously traded on the NASDAQ Small-Cap
MarketSM under the symbol SPTK. As approved by the shareholders on August 22,
1995, the Company changed its name to All-Comm Media Corporation and the symbol
was changed to ALCM. As approved by the stockholders on June 30, 1997, the
Company changed its name to Marketing Services Group, Inc. and the symbol was
changed to MSGI. The following table reflects the high and low sales prices for
the Company's common stock for the fiscal quarters indicated, as furnished by
the NASD, adjusted to reflect a one-for-four reverse stock split, effected
August 22, 1995:
Common Stock
Low Sales Price High Sales Price
--------------- ----------------
Fiscal 1997
Fourth Quarter $1.69 $3.56
Third Quarter 2.00 5.25
Second Quarter 3.19 5.63
First Quarter 4.63 6.13
Fiscal 1996
Fourth Quarter $2.13 $6.38
Third Quarter 3.00 4.44
Second Quarter 1.88 5.00
First Quarter 3.63 8.25
As of June 30, 1997, there were approximately 900 registered holders of record
of the Company's common stock. (This number does not include investors whose
accounts are maintained by securities firms in "street name".)
The Company has not paid any cash dividends on any of its capital stock in at
least the last six years. The Company intends to retain future earnings, if any,
to finance the growth and development of its business and, therefore, does not
anticipate paying any cash dividends in the foreseeable future.
Item 6 - Management's Discussion and Analysis or Plan of Operation
- ------------------------------------------------------------------
Introduction:
This discussion summarizes the significant factors affecting the consolidated
operating results, financial condition and liquidity/cash flow of the Company
for the three year period ended June 30, 1997. This should be read in
conjunction with the financial statements, and notes thereto, included in this
Annual Report. As more fully described in Footnote 4 to the consolidated
financial statements, on April 25, 1995, the Company purchased 100% of the stock
of Alliance which had simultaneously acquired SD&A. These acquisitions have been
reflected in the consolidated financial statements using the purchase method of
accounting. Accordingly, the Consolidated Statement of Operations and
Consolidated Statement of Cash Flows include the operations of Alliance and SD&A
starting on April 25, 1995.
From April 25, 1995 through September 30, 1996, the Company operated as a direct
marketing services provider with its initial concentration as a telemarketing
and telefundraising company that specialized in direct marketing services for
the arts, educational and other cultural organizations. As more fully described
in Note 3 to the consolidated financial statements included herein, effective
October 1, 1996 the Company purchased 100% of the stock of Metro Services Group,
Inc., to be renamed Metro Direct, Inc. ("Metro"). This acquisition is reflected
in the consolidated financial statements using the purchase method of accounting
starting October 1, 1996. Metro develops and markets information-based services
used primarily in direct marketing by a variety of commercial and tax-exempt
organizations.
In the year ended June 30, 1995, ("Fiscal 1995"), the Company discontinued the
operations of Sports-Tech International, Inc. and High School Gridiron Report.
In Fiscal 1995, the Company sold Sports-Tech International and closed the HSGR
operation. The ultimate sale of STI resulted in a gain of $322,000. The
Consolidated Financial Statements have been reclassified to report the net
assets, operating results, gain on disposition and cash flows of these
operations as discontinued operations. With the disposition of the STI
operations, closure of the HSGR operations and the acquisition of Alliance and
Metro, the Company is now operating in the direct marketing industry.
Results of Operations 1997 compared to 1996:
Revenues of $24.1 million for the year ended June 30, 1997 ("Fiscal 1997")
increased by $8.2 million over revenues of $15.9 million during the year ended
June 30, 1996 ("Fiscal 1996"), principally due to the inclusion of the
operations of Metro effective October 1, 1996. Fiscal 1997 revenues from SD&A's
off-site campaigns totaled $3.1 million (19.4% of SD&A revenues), an increase of
$0.4 million over Fiscal 1996. Fiscal 1997 revenues from on-site telemarketing
and telefundraising campaigns totaled $12.9 million (80.6% of SD&A revenues), a
decrease of $0.4 million over Fiscal 1996. On average, SD&A's margins relating
to off-site campaigns are generally higher than margins relating to on-site
campaigns.
Salaries and benefits of $15.0 million in Fiscal 1997 increased by $2.3 million
over salaries and benefits of $12.7 million in fiscal 1996, principally due to
the inclusion of $1.8 million from Metro. SD&A increased by $0.6 million
principally due to the minimum wage increase and changes in campaign
efficiencies. Corporate administrative salaries decreased by $0.1 million due to
corporate restructuring and resulting administrative headcount reductions. In
addition, in Fiscal 1997 the Company incurred a non-recurring, non-cash charge
of $1,650,000 to compensation expense relating to options granted to two former
principal executive officers. Such charge was incurred because the exercise
price of each option, which was based upon the market price of the common stock
on May 30, 1996 (the date which the Company intended as the effective date of
the grant) rather than the market price on September 26, 1996 (the actual
effective date of the grant), was lower than the market price of the common
stock on September 26, 1996.
Direct costs of $5.6 million in Fiscal 1997 increased by $4.8 million over
direct costs of $0.8 million in Fiscal 1996, principally due to the inclusion of
Metro.
Selling, general and administrative expenses of $2.7 million in Fiscal 1997
increased by $1.0 million or 59.5% over $1.7 million of such expenses in Fiscal
1996, principally due to the inclusion of $0.8 million from Metro. The remaining
increase of $0.2 million which came from SD&A resulted from increased travel and
training principally as a result of bringing campaign managers to Los Angeles
for training on SD&A's new on-site software, combined with increased rent,
business taxes and insurance associated with moving and expanding the Berkeley
Calling Center in August 1996.
Restructuring costs of $1.0 million were incurred in the current year as the
Company effected certain corporate restructuring steps, including reducing
corporate staff and related corporate office expenses, as well as making two
executive management changes.
Professional fees of $0.9 million in Fiscal 1997 increased by $0.3 million, or
39%, over $0.6 million in Fiscal 1996, principally to the inclusion of $0.2
million from Metro, as well as a non-recurring charge of $0.1 million in
consulting fees attributable to the value of warrants acquired by former
consultants during the period.
Depreciation expense of $250,000 in Fiscal 1997 increased by $110,000 over
$140,000 in Fiscal 1996 including $86,000 from Metro. The remaining increase
resulted principally from leasehold improvements made in the move and expansion
of SD&A's Berkeley Calling Center.
Amortization of intangible assets of $719,000 in Fiscal 1997 increased by
$357,000 over $362,000 in Fiscal 1996. Of the increase, $338,000 is attributable
to the amortization of costs in excess of net tangible assets acquired in the
Metro acquisition starting on October 1, 1997, including the amortization of
$250,000 in proprietary software over its expected period of benefit of five
years. A value of $650,000 was assigned to the covenants-not-to-compete with the
former principals of Metro and is being amortized over their three year lives.
The unassigned excess costs are being amortized over their expected period of
benefit of forty years. Amortization of the goodwill and a
covenant-not-to-compete associated with the Alliance and SD&A acquisition on
April 25, 1995 increased by $22,000 in Fiscal 1997 due to an increase in
goodwill of $850,000 as of June 30, 1996 for payments made to the former owner
of SD&A resulting from achievement of defined results of operations of SD&A for
the year then ended. Amortization expense is expected to increase during the
year ended June 30, 1998 due to the inclusion of a full year of Metro, plus
amortization of amounts payable to the former owner of SD&A for achieving
defined results of operations for the two years ended June 30, 1997.
Discounts on warrant exercises of $113,000 were incurred in Fiscal 1997. To
reduce the overhang associated with the existence of such warrants and to obtain
working capital subsequent to the withdrawal of its proposed underwritten public
offering, the Company accepted offers from certain warrant-holders to exercise
their warrants for shares of Common Stock at discounted exercise prices. For the
warrants which arose from a previous financing transaction, the Company
recognized the dates of acceptances as new measurement dates and, accordingly,
recorded the non-cash charges to reflect the market value of the discounts.
Withdrawn public offering costs of $1.2 million were recorded in Fiscal 1997. In
October 1996, the Company filed a registration statement on Form SB-2 with the
Securities and Exchange Commission relating to an underwritten public offering
of 2.1 million shares. In February, 1996 the Company withdrew the registration
statement and costs incurred in the process were expensed.
Interest expense of $530,000 in Fiscal 1997 increased by $25,000 over $505,000
in Fiscal 1996. The current year included $128,000 on the Company's redeemable
convertible preferred stock, prior to its conversion and repurchase in the
December 1996 recapitalization, $78,000 payable on notes to the former owners of
Metro, $55,000 on the Company's $2.2 million in convertible notes (including
amortization of issuance costs) and $42,000 from the inclusion of Metro. These
amounts were offset by reductions of $226,000 due to principal repayments on the
SD&A seller debt and reductions in the interest rate combined with $46,000
incurred in Fiscal 1996 for expenses incurred from warrants issued in financing
transactions and $6,000 of other minor net reductions. Interest expense is
expected to increase slightly at the operating subsidiary level due to new
financing arrangements, offset by significant reductions at the corporate level
upon further pay down and conversions of existing corporate debt.
The Company recorded a net gain of $90,000 from the sale of its undeveloped
parcel of land in Laughlin, Nevada in August 1996, which gain was recorded net
of commissions and related selling expenses.
The provision for income taxes in Fiscal 1997 of $109,000 decreased by $32,000
over the provision of $141,000 in Fiscal 1996. The provision results from state
and local taxes incurred on taxable income at the operating subsidiary level
which can not be offset by losses incurred at the corporate level. Taxes of
$64,000 resulted from inclusion of Metro and were offset by reductions of
$96,000 due primarily to lower taxable income and changes in filing status at
SD&A.
Results of Operations 1996 compared to 1995:
Revenues of $15.9 million in Fiscal 1996 increased by $12.3 million over Fiscal
1995 revenues, principally due to the inclusion of a full year of operations of
SD&A in Fiscal 1996 as compared with the period from the date of acquisition
(April 25, 1995) to June 30, 1995 in Fiscal 1995. Fiscal 1996 revenues from
off-site campaigns totaled $2.7 million (16.7% of revenues) and revenues from
on-site telemarketing and telefundraising campaigns totaled $13.2 million (83.3%
of revenues). During Fiscal 1995 and 1996, the Company's margins relating to
off-site campaigns were generally higher than margins relating to on-site
campaigns.
Salaries and benefits of $12.7 million in Fiscal 1996 increased by $9.6 million
over salaries and benefits of $3.1 million in Fiscal 1995, principally due to
the inclusion of a full year of operations of SD&A in Fiscal 1996. As a
percentage of revenues, however, salaries and benefits declined from 86.5% to
80.0% because, in Fiscal 1995 and Fiscal 1996, the Company had a full year of
administrative salaries and benefits at the corporate level (including
administrative salaries and benefits associated with the Company's former
management prior to the acquisition of Alliance) but only approximately two
months of revenues from the operations of SD&A in Fiscal 1995.
Direct costs of $0.8 million in Fiscal 1996 increased by $0.7 million over
direct costs of $0.1 million in Fiscal 1995, principally due to the inclusion of
costs associated with the Berkeley calling center operations for all of Fiscal
1996 as well as $0.2 million in costs associated with advertising for staff for
on-site campaigns in Fiscal 1996.
Selling, general and administrative expenses of $1.7 million in Fiscal 1996
increased by $0.6 million, or 59%, over $1.1 million of such expenses in Fiscal
1995, principally due to the inclusion of a full year of operations of SD&A in
Fiscal 1996. Professional fees of $0.6 million in 1996 increased by $166,323, or
36.2%, over professional fees of $0.5 million in Fiscal 1995, principally due to
legal and accounting fees incurred in connection with the evaluation of
potential acquisitions and financing sources.
Depreciation expense of $140,000 in fiscal 1996 increased by $88,000 over
$52,000 in 1995 due to a full year of depreciation at SD&A.
Amortization of intangible assets of $0.4 million in Fiscal 1996 increased by
$0.3 million over amortization of approximately $65,000 in Fiscal 1995, due to
the amortization of the goodwill and a covenant-not-to-compete associated with
the Alliance and SD&A acquisitions on April 25, 1995.
The Company had other expense of $0.5 million in Fiscal 1996 compared to other
income of $1.2 million in Fiscal 1995, a decrease of $1.7 million, principally
due to increases in Fiscal 1996 interest expense related to the SD&A Seller
Debt. In Fiscal 1995, the Company had nonrecurring net gains from sales of
securities of $1.6 million, which were partially offset by a loan commitment fee
of $0.3 million in connection with the original purchase of such securities.
The provision for income taxes in Fiscal 1996 of $141,000 increased by
approximately $66,000, or 88.1%, over the provision for income taxes of $75,000
in 1995. The provision for income taxes increased, despite losses from
continuing operations, as a result of state and local taxes incurred on taxable
income at the operating subsidiary level. Under applicable tax law, such taxes
at the operating subsidiary level could not be offset by losses incurred at the
corporate level.
The gain on sale of, and loss from, discontinued operations in Fiscal 1995
relates to the STI and HSGR operations which were either sold or closed in
Fiscal 1995 as a condition precedent to the acquisition of Alliance. No amounts
related to discontinued operations were incurred in Fiscal 1996.
As a result of the foregoing factors, the Company had a net loss of $1.1 million
in Fiscal 1996 as compared to net income of $0.1 million in 1995.
Capital Resources and Liquidity:
Historically, the Company has funded its operations, capital expenditures and
acquisitions primarily through cash flow from operations, private placements of
common and preferred stock, and its SD&A credit facility.
Cash used for operating activities totaled $2,664,000 for fiscal 1997. Fiscal
1997 operating activities included cash for non-recurring charges incurred on
the Company's withdrawn public offering, as well as the corporate restructuring
and related prior management settlement agreements.
Cash provided by investing activities totaled $578,000 for fiscal 1997. These
activities included $860,000 provided from the August 1996 sale of the Company's
land in Laughlin, Nevada, and $207,000 net cash received from the inclusion of
Metro. These were offset by $490,000 in purchases of property and equipment,
principally computer hardware and software at Metro, and for expansion of
capacity at SD&A's Berkeley Calling Center. The Company anticipates continued
capital expenditures in fiscal 1998 for computer hardware and software at Metro
and Pegasus.
Net cash provided by financing activities during fiscal 1997 totaled $3,622,000.
The Company had intended to raise funds for capital expenditures and debt
repayment in fiscal 1997 via an underwritten public offering. Upon its
withdrawal in February 1997, the Company pursued private financing including
obtaining $2,065,000 through induced warrant exercises and $2,200,000 from the
sale of convertible notes. $1,675,000 of the notes were converted to common
stock subsequent to year end, through September 23, 1997. During fiscal 1997,
Metro obtained a credit facility with a lender for up to $1.5 million, of which
$812,000 was used as of June 30, 1997. Also during fiscal 1997, SD&A increased
its $500,000 credit facility to $875,000, consisting of a $125,000 term loan and
$750,000 line of credit, of which $104,000 and $746,000, respectively, were
outstanding as of June 30, 1997. In August, 1997, SD&A replaced its credit
facility with a line of credit for up to $2.0 million.
Effective October 1, 1996, the Company purchased all of the outstanding stock of
Metro for 1,814,000 shares of its common stock, valued at $7,256,000 and
$1,000,000 in convertible notes. In April, 1997, the Company paid $100,000 of
the Metro seller debt. An additional $400,000 of Metro seller debt, originally
due in June 1998, was paid in July, 1997.
As part if its December 23, 1996 recapitalization, the Company repurchased its
Series C redeemable convertible preferred stock for a $1,000,000 note, which was
paid in April, 1997. Also during fiscal 1997, the Company paid $467,000 of its
SD&A seller debt.
The Company believes that funds available from operations and its unused credit
facilities will be adequate to finance its current operations and anticipated
growth and meet planned capital expenditures and interest and debt obligations
in its fiscal year ending June 30, 1998. In conjunction with the Company's
acquisition strategy, additional financing may be required to meet potential
acquisition payment requirements. The Company believes that it has the ability
to raise funds through private placements or public offerings of debt and/or
equity securities to meet these requirements. There can be no assurance,
however, that such capital will be required or available at terms acceptable to
the Company, or at all. The Company is engaged in ongoing evaluation of, and
discussions with, third parties regarding possible acquisitions; however, the
Company currently has no definitive agreements with respect to any significant
acquisitions.
Seasonality and Cyclicality: The businesses of SD&A and Metro tend to be
seasonal. SD&A has higher revenues and profits occurring in the fourth fiscal
quarter, followed by the first fiscal quarter. This is due to subscription
renewal campaigns for SD&A's tax exempt clients, which generally begin in the
spring time and continue during the summer months. Metro tends to have higher
revenues and profits occurring in the second fiscal quarter, based on the
seasonality of its clients' mail dates.
New Accounting Pronouncements:
In February 1997, the Financial Accounting Standards Board ("FASB") issued
Statement of Financial Accounting Standards ("SFAS") No. 128, "Earnings Per
Share" ("SFAS 128") which is effective for financial statements for both interim
and annual periods ending after December 15, 1997. Earlier application is not
permitted; however, restatement of all prior-period earnings per share data
presented is required. The Company has not yet determined the effect SFAS 128
will have on its financial statements; however, the adoption is not expected to
have a material impact on the financial position or results of operations of the
Company.
In March 1997, the FASB issued SFAS No. 129, "Disclosure of Information about
Capital Structure" ("SFAS 129"), which is required to be adopted by the Company
in fiscal 1998. This Statement specifies certain disclosures about capital
structure. Management does not expect that implementation of this Statement will
have a significant impact on the financial statements of the Company.
In June 1997, the FASB issued SFAS No. 130, "Reporting Comprehensive Income"
("SFAS 130"). SFAS 130 establishes standards for reporting and display of
comprehensive income and its components in a full set of general purpose
financial statements. An enterprise that has no items of other comprehensive
income in any period presented is not required to report comprehensive income.
SFAS 130 is effective for fiscal years beginning after Decemebr 15, 1997.
Management does not believe that the adoption of SFAS 130 will have a material
impact on the Company's financial statements.
In June 1997, the FASB issued SFAS No. 131, "Disclosures about Segments of an
Enterprise and Related Information" ("SFAS 131"). SFAS 131 establishes standards
for the way that public business enterprises report information about operating
segments in annual financial statements and requires that those enterprises
report selected information about operating segments in interim financial
reports issued to shareholders. It also establishes standards for related
disclosures about products and services, geographic areas and major customers.
SFAS 131 is effective for fiscal years beginning after December 15, 1997.
Management has not yet assessed the impact that the adoption of SFAS 131 will
have on the Company's financial statements.
Item 7 - Financial Statements
- -----------------------------
The Consolidated Financial Statements required by this Item 7 are set forth as
indicated in the index following Item 13(a)(1).
Item 8 - Changes in and Disagreements with Accountants on Accounting and
- ---------------------------------------------------------------------------
Financial Disclosure
- --------------------
None
<PAGE>
PART III
Item 9 - Executive Officers and Directors of the Registrant
- -----------------------------------------------------------
The Company's executive officers, directors and their positions with MSGI are
as follows:
Name Age Position
- ---- --- --------
J. Jeremy Barbera 41 Chairman of the Board of Directors, Chief
Executive Officer, President and Chief
Operating Officer
Scott Anderson 40 Chief Financial Officer and Treasurer
Stephen Dunn 47 Vice President of MSGI and President and Chief
Executive Officer of Stephen Dunn &
Associates, Inc.
Robert M. Budlow 36 Vice President of MSGI and President of
Metro Direct
Alan I. Annex 35 Director and Secretary
S. James Coppersmith 64 Director
Seymour Jones 66 Director
C. Anthony Wainwright 64 Director
Mr. Barbera has been Chairman, Chief Executive and Operating Officer and
President of the Company since March 31, 1997, and was a Director and Vice
President of the Company from October 1996 to March 1997. He has been Chief
Executive Officer of Metro since its formation in 1987. Mr. Barbera has sixteen
years of experience in data management services, and over twenty years of
experience in the entertainment marketing area.
Mr. Anderson has been Chief Financial Officer of the Company since May 1996,
Treasurer since May, 1997, and was Controller from May 1995 to May 1996 and a
Director of the Company from May 1996 to August 1996. Prior thereto, from
December 1994 to April 1995, he was associated with the accounting firm of
Coopers & Lybrand L.L.P., and, from 1988 to 1994, he was a manager in the
assurance department of an affiliate of the accounting firm of Deloitte &
Touche, LLP. Mr. Anderson is a Certified Public Accountant.
Mr. Dunn has been Vice President of the Company since September 1996 and has
also been President and Chief Executive Officer of SD&A, which he co-founded,
since its formation in 1983. Previously, Mr. Dunn served as a consultant for the
Los Angeles Olympic Organizing Committee for the Olympic Arts Festival, as
Director of Marketing for the New World Festival of the Arts, and as Director of
Marketing for the Berkeley Repertory Theater.
Mr. Budlow has been Vice President of the Company since October 1996 and
President of Metro since April 1997. Prior thereto, he was Executive Vice
President and Chief Operating Officer of Metro since 1990. He has eleven years
of experience in database management services and subscription, membership and
donor renewal programs.
Mr. Annex has been a Director and Secretary of the Company since May 1997. He
has been a partner in the law firm of Camhy Karlinsky & Stein LLP since July
1995, where he practices corporate and securities law. Camhy Karlinsky & Stein
LLP is the Company's legal counsel. From July 1994 to June 1995, Mr. Annex was
Of Counsel to said firm. Prior thereto he was associated with Proskauer Rose,
LLP. Mr. Annex is also a director of Pacific Coast Apparel Company, Inc.
Mr. Coppersmith has been a Director of the Company since June 1996. Since 1994,
Mr. Coppersmith has been Chairman of the Board of Trustees of Boston's Emerson
College. Until his retirement in 1994, he held various senior executive
positions with Metromedia Broadcasting where he managed its television
operations in Los Angeles, New York, and Boston and served as President and
General Manager of Boston's WCVB-TV, an ABC affiliate owned by The Hearst
Corporation. Mr. Coppersmith also serves as a director for WABAN, Inc., Sun
America Asset Management Corporation, Chyron Corporation, Uno Restaurant Corp.,
Kushner-Locke, Inc., and The Boston Stock Exchange.
Mr. Jones has been a Director of the Company since June 1996. Since September
1995, Mr. Jones has been a professor of accounting at New York University. Prior
thereto, from April 1974 to September 1995, Mr. Jones was a senior partner of
the accounting firm of Coopers & Lybrand, L.L.P. Mr. Jones has over 35 years of
accounting experience and over ten years of experience as an arbitrator and as
an expert witness, particularly in the area of mergers and acquisitions.
Mr. Wainwright has been a Director of the Company since August 1996 and was also
a Director of the Company from the acquisition of Alliance until May 1996. Prior
thereto, he was a director of Alliance. Mr. Wainwright is currently Vice
Chairman of the advertising agency McKinney & Silver and was Chairman and Chief
Executive Officer of the advertising firm Harris Drury Cohen, Inc., from 1995 to
1996. From 1994 to 1995, he served as a senior executive with Cordient PLC's
Compton Partners, a unit of the advertising firm Saatchi & Saatchi World
Advertising, and, from 1989 to 1994, as Chairman and Chief Executive Officer of
Campbell Mithun Esty, a unit of Saatchi & Saatchi in New York. Mr. Wainwright
also serves as a director of Caribiner International, Gibson Greetings, Inc.,
Del Webb Corporation and American Woodmark Corporation.
Compliance with Section 16(A) of the Exchange Act:
Section 16(a) of the Securities Exchange Act of 1934 requires that the Company's
officers and directors, and persons who own more than ten percent of a
registered class of the Company's equity securities, file reports of ownership
on Forms 3, 4 and 5 with the Securities and Exchange Commission (the
"Commission") and the NASDAQ National Market. Officers, directors and greater
than ten percent stockholders are required by the Commission's regulations to
furnish the Company with copies of all Forms 3, 4 and 5 they file.
Based solely on the Company's review of the copies of such forms it has received
and written representations from certain reporting persons that they were not
required to file reports on Form 5 for the fiscal year ended June 30, 1997, the
Company believes that all its officers, directors and greater than ten percent
beneficial owners complied with all filing requirements applicable to them with
respect to transactions during the fiscal year ended June 30, 1997, except that
Messrs. Anderson and Barbera each made one late filing due to administrative
timing errors on their part with respect to reporting stock options granted to
Mr. Anderson and repayment of convertible debt to Mr. Barbera.
<PAGE>
Item 10 - Executive Compensation
- --------------------------------
Summary Compensation Table:
The following table (the "Summary Compensation Table") provides information
relating to compensation for the fiscal years ended June 30, 1997, 1996 and 1995
for the Chairman of the Board and Chief Executive Officer and each of the other
executive officers of the Company whose compensation is required to be disclosed
by the rules and regulations of the Commission during such years as shown in the
table (collectively, the "Named Executive Officers").
<TABLE>
Long-Term
Fiscal Other Compensation Awards
Year Annual Restricted Securities
Ended Annual Annual Compen- Stock Underlying
Name and Principal Position June 30, Salary($) Bonus($) sation($) Awards($) Options/SARs(#)
- --------------------------- -------- --------- -------- --------- --------- ---------------
<S> <C> <C> <C> <C> <C> <C>
J. Jeremy Barbera(1)
Chairman of the Board, CEO, President 1997 120,883 1,000,000
& COO
Stephen Dunn(2) 1997 254,521
VP, MSGI; President & CEO, SD&A 1996 228,462 5,000
1995 42,308
Thomas Scheir(2) 1997 154,521 60,000 40,000
Executive VP, SD&A 1996 128,461 60,000 12,500
1995 21,635
Krista Mooradian(2) 1997 127,936 25,000 20,000
VP, SD&A 1996 85,092 29,372 5,375
1995 12,692 2,060
Robert N. Budlow(3)
VP, MSGI; President, Metro Direct 1997 93,750
Janet Sautkulis(3)
COO, Metro Direct 1997 93,750
Barry Peters(2)(4) 1997 118,776 409,200 300,000
Chairman of the Board & CEO 1996 100,626 32,058 150,000
(to 3/31/97) 1995 26,442
E. William Savage(2)(4) 1997 108,699 367,500 300,000
President, COO, Secretary 1996 100,626 32,058 150,000
& Treasurer (to 3/31/97) 1995 26,442
</TABLE>
- ------------
(1)Mr. Barbera was appointed Chairman of the Board, Chief Executive Officer,
President and Chief Operating Officer effective March 31, 1997. Prior
thereto, commencing with the October 1, 1996 acquisition of Metro, he was
Vice President of MSGI and Executive Vice President of Metro. Pursuant to an
employment agreement dated May 27, 1997, his annual salary increased from
$150,000 to $250,000 through May 31, 1998. As of June 30, 1997, Mr. Barbera's
salary reflects earnings for the nine months from the date of Metro's
acquisition.
(2)Prior to the acquisition of Alliance in April, 1995 none of the Named
Executive Officers was an officer or employee of the Company. In addition,
because the acquisition of Alliance took place in April, 1995, the
compensation shown for each of the Named Executive Officers for the fiscal
year ended June 30, 1995 reflects only two months of compensation in such
fiscal year.
(3)The annual salaries for Mr. Budlow and Ms. Sautkulis are $125,000 each. Due
to the acquisition of Metro on October 1, 1996, their annual compensation
only reflects nine months of salary.
(4)Messrs. Peters and Savage left the service of the Company effective March
31, 1997. Other annual compensation for 1997 includes compensation under
separation agreements. The total other annual compensation paid through June
30, 1997 was $135,120 and $130,921, to Peters and Savage, respectively.
Stock Option Grants:
The table below provides information relating to stock options granted to the
Named Executive Officers during the fiscal year ended June 30, 1997.
<PAGE>
<TABLE>
Individual Grants
-----------------------------------------------------------------------------
Number of % of Total Exercise Market
Securities Under- Options/SARs or Base Price
lying Options/ Granted to Employees Price ($ per on Date Expiration
Name SARs Granted (#) in Fiscal Year(2) share(3)) of Grant($) Date
- ---- ---------------- ----------------- --------- ----------- ----------
<S> <C> <C> <C> <C> <C>
J. Jeremy Barbera... 333,334(1) 47% 2.625 5/27/04
333,333(1) 3.00 2.625 5/27/04
333,333(1) 3.50 2.625 5/27/04
Thomas Scheir....... 40,000 2% 2.625 5/27/04
Krista Mooradian.... 20,000 1% 2.625 5/27/04
Barry Peters........ 150,000 14% 2.50 5.375 9/25/03
150,000 3.00 5.375 9/25/03
E. William Savage... 150,000 14% 2.50 5.375 9/25/03
150,000 3.00 5.375 9/25/03
</TABLE>
- -------------
(1)Mr. Barbera's options are exercisable as follows: 1/3 of each tranche is
available for exercise immediately, 1/3 of each tranche becomes available in
May, 1998, with the remaining 1/3 exercisable in May, 1999.
(2)During the fiscal year ended June 30, 1997, all employees and all
non-employee Directors of the Company received stock options for a total of
2,117,000 shares of Common Stock.
(3)Exercise price is the closing sales price of the Common Stock as reported on
The Nasdaq SmallCap MarketSM on the date of the grant, unless otherwise
identified.
The following table sets forth information regarding the number and value of
securities underlying unexercised stock options held by the Named Executive
Officers as of June 30, 1997.
Number of Securities Underlying Value of Unexercised In-the-
Unexercised Options/SARs Money Options/ SARs
at Fiscal Year End (#) at Fiscal Year End ($) (1)
Name Exercisable/Unexercisable Exercisable/Unexercisable
- ---- ------------------------- -------------------------
J. Jeremy Barbera..... 333,334/666,666 $69,445/$138,889
Stephen Dunn.......... 5,000/0 0/0
Thomas Scheir......... 52,500/0 34,063/0
Krista Mooradian...... 25,375/0 16,047/0
Barry Peters.......... 450,000/0 281,250/0
E. William Savage..... 450,000/0 281,250/0
- -------------
(1)Fair market value of $3.125 per share at June 30, 1997 was used to determine
the value of in-the-money options.
Compensation of Directors:
Directors who are not employees of the Company received an annual retainer of
$10,000 for serving on the Company's board of directors (the "Board of
Directors") during fiscal 1997. Such Directors are also be reimbursed for their
reasonable expenses for attending board and committee meetings. Any Director who
is also an employee of the Company is not entitled to any compensation or
reimbursement of expenses for serving as a Director of the Company or a member
of any committee thereof.
Pursuant to a resolution of the Board of Directors on May 27,1997, non-employee
members of the Board agreed to serve without cash compensation starting in
fiscal 1998. It was agreed that each outside director be compensated with
options to purchase 100,000 shares of common stock of the Company at an exercise
price of $2.625 per share, with 50% immediately exercisable, 25% exercisable on
May 27, 1998 and 25% exercisable on May 27, 1999.
Employment Contracts and Termination of Employment:
The Company has entered into employment agreements with each of its named
executives.
Mr. Barbera was appointed to the position of Chief Executive Officer of MSGI by
the Board, effective March 31, 1997. He had previously served as President and
Chief Operating Officer of Metro under an employment contract dated October 1,
1996. Under the contract, Mr. Barbera's base salary was $150,000 for the first
year of employment. On May 27, 1997, the Company amended and restated Mr.
Barbera's employment contract, based on the additional responsibilities he
assumed on March 31, 1997. Under the terms of the amended contract, Mr.
Barbera's employment term is for three years beginning May 27, 1997, and is
automatically renewable for an additional three year period, unless the Company
or Mr. Barbera gives written notice; his amended annual base salary for the
first year of the amended employment term is $250,000, with $300,000 for the
second year and $350,000 for the third year. Mr. Barbera is also eligible to
receive raises and bonuses in each year of the employment contract, at the
determination of the Compensation Committee of the Board of Directors of the
Company, based on earnings and other targeted criteria. On May 27, 1997, Mr.
Barbera was granted options to acquire 1,000,000 shares of common stock of the
Company; 333,334 exercisable at $2.625 per share, 333,333 exercisable at $3.00
per share and 333,333 exercisable at $3.50 per share. One third of the options
in each tranche vest immediately and one third of each tranche will become
available on each of the next two anniversary dates.
Mr. Barbera has agreed in his employment agreement (i) not to compete with MSGI
or its subsidiaries, or to be associated with any other similar business during
the employment term, except that he may own up to 5% of the outstanding common
stock of certain corporations, as described more fully in the employment
agreement, and (ii) upon termination of employment with MSGI and its
subsidiaries, not to solicit or encourage certain clients of MSGI or its
subsidiaries, to cease doing business with MSGI and its subsidiaries and not to
do business with any other similar business for a period of three years from the
date of such termination.
Mr. Budlow and Ms. Sautkulis entered into separate employment agreements
effective October 1, 1996, providing for employment as Executive Vice President
& Chief Operating Officer of Metro and as Executive Vice President & General
Manager of Metro, respectively. Each agreement provides for an initial term
expiring on September 30, 1999 (the "Employment Term") and is renewable for an
additional three-year term unless Metro or the employee gives written notice.
The base salary for each of Mr. Budlow and Ms. Sautkulis during the Employment
Term is $125,000 for the first year, $165,000 for the second year and $200,000
for the third year. Mr. Budlow and Ms. Sautkulis are each eligible to receive
raises and bonuses based upon the achievement of earnings and other targeted
criteria if and as determined by the Compensation Committee of the Board of
Directors. The agreements also provide for the granting to Mr. Budlow and Ms.
Sautkulis of options to acquire Common Stock if and as determined by the Option
Plan Committee. Each has agreed in his or her respective employment agreement
(i) not to compete with Metro or to be associated with any other similar
business during the Employment Term, except that may each own up to 5% of the
outstanding common stock of certain corporations, as described more fully in the
relevant employment agreement, and (ii) upon termination of employment with
Metro, not to solicit or encourage certain clients of Metro (as more fully
described in the relevant employment agreement), to cease doing business with
Metro, and not to do business with any other similar business, for a period of
three years from the date of such termination.
Mr. Dunn and Mr. Scheir entered into separate employment agreements effective as
of April 25, 1995, providing for their employment as the President and the Chief
Financial Officer of SD&A, respectively. Each agreement provides for an initial
term expiring on April 25, 1997, and is renewable for an additional one-year
term at the discretion of the employee covered thereby, subject to termination
as provided therein. Mr. Dunn's base salary during his employment term is
$225,000 for the first year, $250,000 for the second year and $275,000 for the
third year. Mr. Scheir's base salary during his employment term is $125,000 for
the first year, $150,000 for the second year and $175,000 for the third year. At
the end of each year, in the sole discretion of the board of directors of SD&A,
each of Mr. Dunn and Mr. Scheir may be paid a cash bonus. The agreements also
provide for other fringe benefits as may be approved by the board of directors
of SD&A. Each of Mr. Dunn and Mr. Scheir has agreed in his respective employment
agreement not to (i) own, become employed by, or become a partner of any similar
business during the term of his employment agreement, except that each may own
1% or less of any similar business or (ii) compete with SD&A for a period of
three years after the termination of his employment.
On April 25, 1997, Mr. Dunn informally agreed to extend his full-time employment
with SD&A until December 31, 1997. During this period, he will retain his title
of Chief Executive Officer of SD&A and Vice President of MSGI.
Mr. Scheir entered into an agreement in the subsequent period to be employed as
SD&A's Chief Operating Officer through December 31, 1999, with an annual base
salary of $175,000 through December 31, 1997, $200,000 in calendar 1998 and
$250,000 in calendar 1999.
Effective July 1, 1997, Ms. Mooradian entered into an employment agreement to
serve as President of SD&A until December 31, 1999, with an annual base salary
of $175,000 through December 31, 1997, $200,000 in calendar 1998 and $250,000 in
calendar 1999.
Mr. Peters and Mr. Savage served in the capacity of Chairman of the Board &
Chief Executive Officer of the Company and President & Chief Operating Officer
of the Company, respectively. Their employment with the Company terminated
effective March 31, 1997 and they entered into settlement agreements which
included cash payments and promissory notes payable. The notes are payable in
equal monthly installments, starting May 14, 1997. Amounts payable on the notes
at June 30, 1997 totaled $448,000. Additionally, for a period of one year from
the date of the settlement agreements, each former executive receives medical
benefits for himself and his immediate family and continued use of a leased
automobile.
<PAGE>
Item 11 - Security Ownership of Certain Beneficial Owners and Management
- ------------------------------------------------------------------------
The following table sets forth certain information regarding the beneficial
ownership of Common Stock as of September 30, 1997 by: (i) each Director and
each of the Named Executive Officers; (ii) all executive officers and Directors
of the Company as a group; and (iii) each person known by the Company to own
beneficially more than 5% of the outstanding shares of Common Stock.
Amount and Nature of Common
Stock Beneficially Owned
Name and Address of Beneficial Holder(1) Number Percent
- ---------------------------------------- ------ -------
Directors and Named Executive Officers:
J. Jeremy Barbera(2)............................1,664,671 12.7%
Robert M. Budlow................................ 544,200 4.3%
Janet Sautkulis................................. 181,400 1.4%
Stephen Dunn(3)................................. 132,216 1.0%
Thomas Scheir(4)................................ 60,875 *
Krista Mooradian(5)............................. 25,375 *
Barry Peters(6)................................. 475,871 3.6%
E. William Savage(7)............................ 630,327 4.8%
Alan I. Annex(8)................................ 59,683 *
S. James Coppersmith(9)......................... 100,000 *
Seymour Jones(10)............................... 75,000 *
C. Anthony Wainwright(11)....................... 118,408 *
All Directors and Named Executive Officers
as a group (14 persons)(12)...................4,589,806 31.5%
5% Stockholders:
Naomi Bodner(13)................................2,040,893 16.1%
Laura Huberfeld(13).............................2,040,893 16.1%
- -------------
* Less than 1%
(1)Unless otherwise indicated in these footnotes, each stockholder has sole
voting and investment power with respect to the shares beneficially owned. All
share amounts reflect beneficial ownership determined pursuant to Rule 13d-3
under the Exchange Act. All information with respect to beneficial ownership has
been furnished by the respective Director, executive officer or stockholder, as
the case may be. Except as otherwise noted, each person has an address in care
of the Company.
(2)Includes 333,334 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997, and 92,937 shares issuable upon conversion of notes.
(3)Includes 5,000 beneficially owned shares of Common Stock issuable upon the
exercise of warrants which are currently exercisable or are exercisable within
60 days of September 30, 1997.
(4)Includes 52,500 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997.
(5)Includes 25,375 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997.
(6)Includes 450,000 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997 and 25,871 beneficially owned shares owned by family
members with respect to which Mr. Peters disclaims beneficial ownership.
(7)Includes 450,000 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997 and 19,336 beneficially owned shares owned by family
members of which Mr. Savage disclaims beneficial ownership.
(8)Includes 50,000 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997, and 6,250 beneficially owned shares issuable upon
the exercise of currently exercisable warrants owned by Camhy Karlinsky & Stein,
LLP. Mr. Annex is one of thirteen partners in such firm.
(9)Includes 50,000 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997 and 50,000 beneficially owned shares of Common Stock
issuable upon the exercise of currently exercisable warrants.
(10) Includes 50,000 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997 and 25,000 beneficially owned shares of Common Stock
issuable upon the exercise of currently exercisable warrants.
(11) Includes 65,000 beneficially owned shares of Common Stock issuable upon the
exercise of options which are currently exercisable or are exercisable within 60
days of September 30, 1997 and 50,000 beneficially owned shares of Common Stock
issuable upon the exercise of a contractual right to purchase warrants currently
exercisable for such Common Stock.
(12) Of the total shares of Common Stock, convertible debt, stock options and
warrants beneficially held by the Company's directors and named executive
officers, 255,207 shares of Common Stock are owned by family members.
(13) The address for each of the 5% Stockholders is as follows: c/o Broad
Capital Associates, Inc., 152 West 57th Street, New York, New York 10019.
Beneficially owned shares of common stock held in partnerships and joint tenancy
include 214,591 shares.
Item 12 - Certain Relationships and Related Transactions
- --------------------------------------------------------
Transactions with Mr. Dunn: In connection with the acquisition of SD&A on April
25, 1995, Alliance issued promissory notes in an aggregate principal amount of
$4.5 million to Mr. Dunn. Interest on such notes was payable monthly at a rate
equal to the prime rate of Bank of America, N.T. & S.A., as in effect from time
to time, subject to a maximum of 10% and a minimum of 8%. Principal payments
were due quarterly, and originally $1.5 million was due in quarterly
installments during fiscal 1996. All of the outstanding common shares of SD&A
were initially pledged to collateralize such notes but were released in June
1996. In connection with such notes, an operating covenants agreement between
the Company and Mr. Dunn included, among other things, provisions requiring that
SD&A have a minimum level of working capital and cash levels, subject to
periodic increases based on sales, before dividend payments could be made to the
parent company. In June 1996, the operating covenants agreement was terminated.
Prior to October 1995, the Company made all principal payments when due. Each of
the principal payments due October 1, 1995, January 1, 1996 and April 1, 1996
were deferred as they became due and thereafter from time to time. In June 1996,
principal payments of approximately $2.0 million were made and the remaining
obligations were restructured such that the remaining $2.1 million is now
payable in installments of $58,333 per month, plus interest at 8%, starting
September 19, 1996. As of June, 1997, due to a pending change in financing
relationships, the May and June, 1997 payments had not been made.
These payments were paid in full in August, 1997.
SD&A leases its corporate business premises from Mr. Dunn. The lease requires
monthly rental payments of $11,805 through January 1, 1999, with an option to
renew. SD&A incurs all costs of insurance, maintenance and utilities. Total rent
paid by SD&A to Mr. Dunn during 1997 and 1996 was approximately $141,600 and
$138,000, respectively.
Bank Credit Line: Mr. Dunn was a guarantor of SD&A's credit line until
December, 1996.
Transactions with Mr. Barbera: In October 1996 the Company consummated its
acquisition of Metro. In February 1996, Mr. Barbera, then a shareholder of
Metro, borrowed $50,000 from Metro. Interest on such indebtedness accrues at a
rate of 6% per annum. The principal of such indebtedness, together with accrued
interest thereon, is repayable in four equal quarterly installment starting
March 31, 1998. With the October 1, 1996 acquisition of Metro, Mr. Barbera
received a 6% promissory note for $600,000, due and payable, together with
interest, on June 30, 1998. In April, 1997, the Company repaid $100,000 of the
promissory note.
Transactions with Mr. Budlow and Ms. Sautkulis: With the October 1, 1996
acquisition of Metro, Mr. Budlow and Ms. Sautkulis, former shareholders of
Metro, received 6% promissory notes totaling $300,000 and $100,000,
respectively. Such notes were originally due and payable, together with
interest, on June 30, 1998. In July, 1997, the Company prepaid the full
principal amounts due to Mr. Budlow and Ms. Sautkulis.
Transactions with Mr. Annex: Mr. Annex, Secretary and a Director of the Company,
is a partner in a law firm which provides legal services to the Company. The
Company recognized expenses aggregating approximately $110,000 and $31,000
during fiscal 1997 and 1996, respectively. Mr. Annex has informed the Company
that such fees did not represent more that 5% of such firms revenues for its
fiscal years ended during such periods.
Transactions with the Company's Outside Board of Directors: In May, 1997, the
Company's outside directors each received options for 100,000 common shares
(400,000 in the aggregate), exercisable at $2.625 per share, of which one half
vested immediately and one fourth vest in each of May 1998 and May 1999.
On April 15, 1996, the Company entered into an agreement with Mr. Seymour Jones
to retain his services as a financial consultant and advisor to the Company on a
non-exclusive basis for a period of one year. Effective July 1996, the agreement
was terminated. Notwithstanding such termination, pursuant to the terms of such
agreement, in August 1996 Mr. Jones purchased from the Company, for $2,500 in
the aggregate, warrants exercisable for 50,000 shares of Common Stock at an
exercise price of $2.50 per share for the first 25,000 shares, $3.00 per share
for the next 15,000 shares and $3.50 per share for the remaining 10,000 shares.
The warrants are currently exercisable and expire on April 15, 2000.
Subsequently, Mr. Jones gifted warrants for 25,000 shares to an unaffiliated
third party.
On April 17, 1996, the Company entered into an agreement with Mr. S. James
Coppersmith to retain his services as a financial consultant and advisor to the
Company on a non-exclusive basis for a period of one year. Effective July 1996,
the agreement was terminated. Notwithstanding such termination, pursuant to the
terms of such agreement, in September 1996 Mr. Coppersmith purchased from the
Company, for $2,500 in the aggregate, warrants exercisable for 50,000 shares of
Common Stock at an exercise price of $2.50 per share for the first 25,000
shares, $3.00 per share for the next 15,000 shares and $3.50 per share for the
remaining 10,000 shares. The warrants are currently exercisable and expire on
May 15, 2000.
On June 3, 1996, the Company entered into an agreement with Mr. C. Anthony
Wainwright to retain his services as a financial consultant and advisor to the
Company on a non-exclusive basis for a period of two years. As compensation for
such services, Mr. Wainwright is entitled to receive the sum of $1,000 per month
for the term of the agreement plus all out-of-pocket expenses incurred by Mr.
Wainwright in the performance of such services, provided that prior
authorization from the Company shall have been received with respect to any such
expense. In addition, pursuant to the terms of such agreement, Mr. Wainwright
has the right, which right, as of the date hereof, has not been exercised, to
purchase from the Company, for $2,500 in the aggregate warrants exercisable for
50,000 shares of Common Stock at an exercise price of $4.00 per share for the
first 25,000 shares, $4.50 per share for the next 15,000 shares and $5.00 per
share for the remaining 10,000 shares. The warrants may be exercised over a
four-year period commencing June 3, 1996. The agreement is only assignable
without the prior written consent of the other party in the event of a sale of
all or substantially all of the business of the party desiring to assign the
agreement. The agreement also provides for indemnification of Mr. Wainwright and
his affiliates (and their respective directors, officers, stockholders, general
and limited partners, employees, agents and controlling persons and the
successors and assigns of all of the foregoing) by the Company for any losses or
claims arising out of the rendering of the services called for in the agreement,
other than for negligence or willful misconduct.
Transactions with 5% Stockholders. Each of 2,000 shares of redeemable
convertible preferred stock held by Naomi Bodner and Laura Huberfeld plus
accumulated accrued dividends thereon and the 235 shares held by their
partnership plus accrued dividends were converted into 826,302, 826,302 and
97,091 shares of common stock, respectively, in the December 23, 1996
recapitalization described in Part I, Item 1, "Current Activities" under
"Recapitalization."
In March, 1997, the Company accepted offers from certain warrant-holders to
exercise their warrants for 3,152,500 shares of common stock at discounted
exercise prices as discussed in Part I, Item 1, "Current Activities" under
"Financing." In this transaction, Ms. Bodner, Ms. Huberfeld and their
partnership exercised warrants for 1,000,000, 1,000,000 and 117,500 shares of
common stock respectively.
Item 13 - Exhibits and Reports on Form 8-K
- ------------------------------------------
(A)(1) Financial statements - see "Index to Financial Statements" on page 29.
(2) Exhibits:
3 (i) Amended and Restated Articles of Incorporation (b)
3 (ii) Certificate of Amendment to Amended and Restated Articles
of Incorporation of the Company (b)
3 (iii) Certificate of Amendment to the Articles of Incorporation for
change of name to All-Comm Media Corporation (e)
3 (iv) By-Laws (b)
3 (v) Certificate of Amendment of Articles of Incorporation for
increase in number of authorized shares to 36,300,000 total (h)
3 (vi) Certificate of Amendment of Articles of Incorporation for change
of name to Marketing Services Group, Inc. (l)
10.1 1991 Stock Option Plan (c)
10.2 Operating Covenants Agreement, dated April 25, 1995, between
Alliance Media Corporation and Mr. Stephen Dunn (d)
10.3 Pledge Agreement, dated as of April 25, 1995, between Alliance
Media Corporation and Mr. Stephen Dunn (d)
10.4 Option Agreement(e)
10.5 Amendment to Option Agreement (f)
10.6 Memorandums of Understanding (f)
10.7 Sample Series B Convertible Preferred Stock Subscription
Agreement (g)
10.8 Sample Private Placement Purchase Agreement for Convertible Notes
(g)
10.9 Letter from Seller of SD&A agreeing to long-term obligation payment
and restructuring (g)
10.10 Sample Convertible Notes Rescission Letter (h)
10.11 Sample Series C Convertible Preferred Stock Subscription
Agreement (h)
10.12 Agreement and Plan of Merger between All-Comm Media Corporation
and Metro Services Group, Inc. (i)
10.13 Security Agreement between Milberg Factors, Inc. and Metro
Services Group, Inc. (j)
10.14 Security Agreement between Milberg Factors, Inc. and Stephen Dunn
& Associates, Inc. (l)
10.15 Agreement and Plan of Merger between Marketing Services Group,
Inc. and Pegasus Internet, Inc. (l)
10.16 J. Jeremy Barbera Employment Agreement (c)
10.17 Robert M. Budlow Employment Agreement (i)
10.18 Janet Sautkulis Employment Agreement (i)
10.19 Scott Anderson Employment Agreement (l)
10.20 Robert Bourne Employment Agreement (l)
10.21 Thomas Scheir Employment Agreement (l)
10.22 Krista Mooradian Employment Agreement (l)
10.23 Stephen Dunn Employment Agreement (d)
10.24 Severance Agreement with Barry Peters (j)
10.25 Severance Agreement with E. William Savage (j)
10.26 Form of Private Placement Agreement (j)
10.27 Form of Series B Conversion Agreement (k)
10.28 Form of Warrant Cancellation Agreement (k)
10.29 Form of Series C Repurchase and Exchange Agreement (k)
10.30 Form of Option Cancellation Agreement (k)
10.31 Form of Amended and Restated Series B Conversion Agreement (k)
10.32 Form of Amended and Restated Series C Repurchase and Exchange
Agreement (k)
10.33 Form of Amended and Restated Option Cancellation Agreement (k)
11 Statement re: computation of per share earnings (a)
21 List of Company's subsidiaries (a)
23 Consent of Coopers and Lybrand LLP (a)
27 Financial Data Schedule (a)
(a)Incorporated herein
(b)Incorporated by reference from the Company's Registration Statement on
Form S-4, Registration Statement No. 33-45192
(c)Incorporated by reference to the Company's Registration Statement on Form
S-8, Registration Statement 333-30839
(d)Incorporated herein by reference to the Company's Report on Form 8-K dated
April 25, 1995
(e)Incorporated by reference to the Company's Report on Form 10-K for the
fiscal year ended June 30, 1995
(f)Incorporated by reference to the Company's Report on Form 10-Q for the
quarter ended March 31, 1996
(g)Incorporated by reference to the Company's Report on Form 8-K dated June 7,
1996
(h)Incorporated by reference to the Company's Report on Form 10-K dated June
30, 1996
(i)Incorporated by reference to the Company's Report on Form 8-K dated October
11, 1996
(j)Incorporated by reference to the Company's Report on Form 10-Q for the
quarter ended March 31, 1997
(k)Incorporated by reference to the Company's Registration Statement on Form
SB-2, as amended, originally filed on October 17, 1996
(l)Incorporated by reference to the Company's report on Form 10-KSB for the
fiscal year ended June 30, 1997.
(B) Reports on Form 8-K.
The Company filed a Report on Form 8-K reporting the change of the name of
the Company from All-Comm Media Corporation to Marketing Services Group,
Inc., pursuant to approval by the shareholders at a special meeting on June
30, 1997.
SIGNATURES
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange
Act of 1934, the Registrant has duly caused this report to be signed on its
behalf by the undersigned, thereunto duly authorized.
MARKETING SERVICES GROUP, INC.
(Registrant)
By: /s/ J. Jeremy Barbera
Chairman of the Board and Chief Executive Officer
Date: September 26, 1997
Pursuant to the requirements of the Securities Exchange Act of 1934, this report
has been signed below by the following persons on behalf of the Registrant and
in the capacities and on the dates indicated.
Signature Title Date
- --------- ----- -------
/s/ J. Jeremy Barbera Chairman of the Board and September 26, 1997
J. Jeremy Barbera Chief Executive Officer
(Principal Executive Officer)
/s/ Scott Anderson Chief Financial Officer(Principal September 26, 1997
Scott Anderson Financial and Accounting Officer)
/s/ Alan I. Annex Director and Secretary September 26, 1997
Alan I. Annex
/s/ S. James Coppersmith Director September 26, 1997
S. James Coppersmith
/s/ Seymour Jones Director September 26, 1997
Seymour Jones
/s/ C. Anthony Wainwright Director September 26, 1997
C. Anthony Wainwright
The foregoing constitute all of the Board of Directors.
<PAGE>
MARKETING SERVICES GROUP, INC. AND SUBSIDIARIES
INDEX TO FINANCIAL STATEMENTS
[Items 7 and 13(a)]
(1) FINANCIAL STATEMENTS: Page
Report of Independent Public Accountants 30
Consolidated Balance Sheets
June 30, 1997 and 1996 31
Consolidated Statements of Operations
Years Ended June 30, 1997, 1996 and 1995 32
Consolidated Statements of Stockholders' Equity
Years Ended June 30, 1997, 1996 and 1995 33
Consolidated Statements of Cash Flows
Years Ended June 30, 1997, 1996 and 1995 34-36
Notes to Consolidated Financial Statements 37-51
<PAGE>
REPORT OF INDEPENDENT PUBLIC ACCOUNTANTS
The Stockholders of
Marketing Services Group, Inc.
We have audited the accompanying consolidated financial statements of
Marketing Services Group, Inc. and Subsidiaries, listed in Items 7 and 13(a) of
this Form 10-KSB. These financial statements are the responsibility of Marketing
Services Group, Inc.'s management. Our responsibility is to express an opinion
on these financial statements based on our audits.
We conducted our audits in accordance with generally accepted auditing
standards. Those standards require that we plan and perform the audit to obtain
reasonable assurance about whether the financial statements are free of 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 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 Marketing
Services Group, Inc. and Subsidiaries as of June 30, 1997 and 1996, and the
consolidated results of their operations and their cash flows for each of the
three years in the period ended June 30, 1997, in conformity with generally
accepted accounting principles.
/s/ COOPERS & LYBRAND L.L.P.
Los Angeles, CA
September 25, 1997
<PAGE>
MARKETING SERVICES GROUP, INC. AND SUBSIDIARIES
CONSOLIDATED BALANCE SHEETS - JUNE 30, 1997 AND 1996
1997 1996
---- ----
ASSETS (as restated)
Current assets:
Cash and cash equivalents $ 2,929,012 $ 1,393,044
Accounts receivable billed,
net of allowance for doubtful accounts
of $32,329 and $34,906 in 1997 and 1996,
respectively 4,178,634 2,681,748
Accounts receivable unbilled 826,204
Land held for sale at cost 921,465
Other current assets 281,458 107,658
----------- -----------
Total current assets 8,215,308 5,103,915
Property and equipment at cost, net 745,783 299,045
Intangible assets at cost, net 16,126,598 7,851,060
Other assets 303,583 47,046
----------- -----------
Total assets $25,391,272 $13,301,066
=========== ===========
LIABILITIES AND STOCKHOLDERS' EQUITY
Current liabilities:
Short-term borrowings $ 1,661,708 $ 500,000
Trade accounts payable 2,317,482 470,706
Accrued salaries and wages 807,017 706,039
Other accrued expenses 734,958 758,112
Income taxes payable 41,757 10,000
Current portion of long term obligations 2,083,772 583,333
Related party payable 379,444
----------- -----------
Total current liabilities 8,026,138 3,028,190
Long-term obligations 3,205,238 1,516,667
Related party payable 379,444 425,000
Other liabilities 94,638 80,315
----------- -----------
Total liabilities 11,705,458 5,050,172
----------- -----------
Commitments and contingencies:
Redeemable convertible preferred stock -
$.01 par value; consisting of 6,200
shares of Series B convertible preferred
stock issued and outstanding at June
30, 1996, none at June 30,1997, 2,000
shares of Series C convertible preferred
stock issued and outstanding at
June 30, 1996, none at June 30, 1997
1,306,358
-----------
Stockholders' equity:
Convertible preferred stock - $.01 par
value; 50,000 shares authorized,
none outstanding
Common stock - authorized 36,250,000 and
6,250,000 shares of $.01 par value
at June 30, 1997 and 1996, respectively;
11,438,564 and 3,198,534 shares issued,
respectively 114,386 31,985
Additional paid-in capital 25,209,493 13,173,520
Accumulated deficit (11,502,596) (6,125,500)
Less 11,800 shares of common stock in
treasury, at cost (135,469) (135,469)
----------- -----------
Total stockholders' equity 13,685,814 6,944,536
----------- -----------
Total liabilities and stockholders' equity $25,391,272 $13,301,066
=========== ===========
See Notes to Consolidated Financial Statements.
<PAGE>
MARKETING SERVICES GROUP, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF OPERATIONS
YEARS ENDED JUNE 30, 1997, 1996, AND 1995
1997 1996 1995
(as restated)
Revenues $ 24,144,874 $15,889,210 $3,630,828
----------- ----------- ----------
Operating costs and expenses:
Salaries and benefits 14,967,420 12,712,150 3,139,232
Direct costs 5,587,343 807,057 102,052
Selling, general and administrative 2,717,583 1,703,355 1,068,675
Non-recurring compensation expense
on option grants 1,650,000
Non-recurring restructuring costs 958,376
Professional fees 868,389 625,667 459,344
Depreciation 250,194 139,881 52,348
Amortization of intangible assets 719,400 361,537 65,101
----------- ----------- -----------
Total operating costs and expenses 27,718,705 16,349,647 4,886,752
----------- ----------- -----------
Loss from operations (3,573,831) (460,437) (1,255,924)
----------- ----------- -----------
Other income (expense):
Non-recurring discounts on warrant
exercises (113,137)
Non-recurring withdrawn public
offering costs (1,179,571)
Gain from sales of securities 1,579,539
Loan commitment fee (300,000)
Interest and other income 38,316 12,276 14,726
Interest expense (529,521) (505,128) (94,200)
Gain from sale of land 90,021
----------- ----------- -----------
Total (1,693,892) (492,852) 1,200,065
----------- ----------- -----------
Loss from continuing operations
before income taxes (5,267,723) (953,289) (55,859)
Provision for income taxes (109,373) (141,084) (75,000)
----------- ----------- -----------
Loss from continuing operations before
discontinued operations (5,377,096) (1,094,373) (130,859)
Gain on sale of discontinued operations 322,387
Loss from discontinued operations (81,131)
----------- ----------- -----------
Net income (loss) $ (5,377,096) $(1,094,373) $ 110,397
=========== =========== ===========
Net income (loss) attributable to
common stockholders* $(20,199,038) $(1,189,341) $ 110,397
=========== =========== ===========
Income (loss) per common share:
From continuing operations $(2.85) $ (.39) $(.07)
From discontinued operations .13
------ ------ -----
Income (loss) per common share $(2.85) $ (.39) $ .06
====== ====== =====
Weighted average common and common
equivalent shares outstanding 7,089,321 3,068,278 1,807,540
========= ========= =========
Primary and fully diluted income (loss) per common share are the same in each
year.
* The twelve months ended June 30, 1997 include the impact of non-recurring
dividends on preferred stock for (a) $8.5 million non-cash dividend on
conversion of Series B Preferred Stock; (b) $573,000 on repurchase of Series C
Preferred Stock; (c) periodic non-cash accretions on preferred stock; and (d)
$5.0 million in discounts on warrant exercises (see Notes 14 and 22).
See Notes to Consolidated Financial Statements.
<PAGE>
MARKETING SERVICES GROUP, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF STOCKHOLDERS' EQUITY
YEARS ENDED JUNE 30, 1997, 1996 AND 1995
(as restated)
<TABLE>
<CAPTION>
Convertible Additional Accu-
Preferred Stock Common Stock Paid-in mulated Treasury Stock
Shares Amount Shares Amount Capital Deficit Shares Amount Totals
------ ------ --------- ------- ---------- ----------- ------ --------- ---------
<S> <C> <C> <C> <C> <C> <C> <C> <C> <C>
Balance June 30, 1994 1,436,833 $14,368 $5,928,542 $(5,141,524) (11,800) $(135,469) $ 665,917
Issuance of restricted shares for
litigation settlement 37,500 375 149,625 150,000
Issuance of restricted shares for
merger with Alliance Media Corp. 1,025,000 10,250 2,734,750 2,745,000
Issuance of restricted shares as
finders fees 42,500 425 138,325 138,750
Private placement of shares-cash 413,759 4,138 1,014,537 1,018,675
Shares issued upon exercise of
stock options and warrants 72,500 725 207,193 207,918
Discounts granted on exercise of
options 127,875 127,875
Net income 110,397 110,397
------ ------ --------- ------- ---------- ----------- ------ --------- ----------
Balance June 30, 1995 3,028,092 30,281 10,300,847 (5,031,127) (11,800) (135,469) 5,164,532
Issuance of common shares as
compensation to employees,
directors and consultants 95,442 954 218,974 219,928
Sale of shares (including 12,500
to related parties) 75,000 750 119,250 120,000
Sale of Series A Preferred Stock 10,000 $100 686,669 686,769
Repurchase of Series A Preferred
Stock (10,000) (100) (812,400) (812,500)
Warrants issued with Preferred
Stock 2,672,522 2,672,522
Warrants issued to consultants and
creditors 82,626 82,626
Accretion of redeemable
convertible preferred stock (94,968) (94,968)
Net loss (1,094,373) (1,094,373)
------ ------ --------- ------- ---------- ----------- ------ --------- ----------
Balance June 30, 1996 3,198,534 31,985 13,173,520 (6,125,500) (11,800) (135,469) 6,944,536
Shares issued upon exercise of
options 7,925 79 (79)
Purchase of warrants by consultants 81,000 81,000
Accretion of redeemable convertible
preferred stock (806,425) (806,425)
Issuance of restricted shares for
SD&A earnout 96,748 967 424,033 425,000
Non-recurring issuance of options for
compensation of executive officers 1,650,000 1,650,000
Issuance of common stock for acqui-
sition of Metro Services Group 1,814,000 18,140 7,237,860 7,256,000
Recapitalization:
Conversion of 6,200 shares of
Series B redeemable convertible
preferred stock into common 2,480,000 24,800 1,661,288 1,686,088
Accretion on repurchase of 2,000
shares of Series C redeemable
preferred stock (573,305) (573,305)
Issuances of restricted stock in
exchange for warrants 600,000 6,000 (6,000)
Issuances of restricted stock for
accrued interest on Series B&C
redeemable convertible preferred
stock 88,857 889 144,864 145,753
Issuances of restricted shares upon
exercise of discounted warrants 3,152,500 31,526 2,033,600 2,065,126
Discounts granted on exercise of
warrants 113,137 113,137
Issuances of warrants to
consultants 76,000 76,000
Net loss (5,377,096) (5,377,096)
------ ------ ---------- -------- ----------- ------------ ------ --------- -----------
Balance June 30, 1997 11,438,564 $114,386 $25,209,493 $(11,502,596) (11,800) $(135,469) $13,685,814
====== ====== ========== ======== =========== ============ ====== ========= ===========
</TABLE>
See Notes to Consolidated Financial Statements.
<PAGE>
MARKETING SERVICES GROUP AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF CASH FLOWS
YEARS ENDED JUNE 30, 1997, 1996 AND 1995
1997 1996 1995
----------- ----------- -----------
Operating activities: (as restated)
Net income (loss) $(5,377,096) $(1,094,373) $ 110,397
Adjustments to reconcile loss to net
cash used in operating activities:
Gains from sales of securities (1,579,539)
Gain on sale of STI (322,387)
Gain on sale of land (90,021)
Depreciation 250,194 139,881 52,348
Amortization 719,400 361,537 65,101
Loss on disposal of assets 35,640 30,319
Discount on exercise of warrants
and options 127,875
Discounts on exercise of warrants 113,137
Compensation expense on option
grants 1,650,000
Stock issuances to employees,
directors and consultants 193,677
Accretion on note payable
and redeemable stock 161,597
Warrant issuances to
consultants and creditors 152,000 82,626
Promissory notes issued for
settlement agreements 499,524
Accrued interest on redeemable
convertible preferred stock 17,490
Changes in assets and liabilities
net of effects from acquisition:
Accounts receivable (483,959) (613,771) (377,631)
Other current assets (119,263) 38,710 (16,844)
Other assets (144,237) (8,346) 20,519
Trade accounts payable (312,493) 105,068 (147,360)
Accrued expenses and other liabilities 259,314 (21,674) 6,757
Income taxes payable 22,225 (84,565) 55,000
Discontinued operations, net (152,662)
---------- ---------- -----------
Net cash used in operating activities (2,664,038) (883,740) (2,128,107)
---------- ---------- -----------
Investing activities:
Proceeds from sales of investments
in securities 2,682,811
Purchase of investment in securities (1,063,272)
Proceeds from sale of STI 800,000
Proceeds from sales of fixed assets 11,000
Proceeds from sale of land 860,443
Acquisition of Alliance Media
Corporation, net of cash
acquired of $567,269 259,088
Acquisition of Metro Services Group,
Inc., net of cash acquired
of $349,446 207,327
Payments relating to acquisition of
Alliance & SD&A (477,704)
Purchase of property and equipment (489,846) (94,772) (43,905)
Land development costs (10,526)
---------- ---------- ----------
Net cash provided by (used in)
investing activities 577,924 (572,476) 2,635,196
---------- ---------- ----------
Financing activities:
Proceeds from exercise of warrants 2,065,125
Repurchase of preferred stock (812,500)
Proceeds from convertible notes
payable 2,200,000
Proceeds from issuances of
common stock 120,000 1,226,593
Proceeds from issuances of
preferred stock and warrants 5,000 4,570,682
Proceeds from (repayment of)
land option (150,000) 150,000
Proceeds from bank loans and
credit facilities 1,686,546 500,000
Repayments of bank loans and credit
facilities (524,838) (49,694) (513,059)
Payments on promissory notes (51,889)
Proceeds from note payable other 1,000,000
Repayments of note payable other (1,000,000) (72,000) (1,072,000)
Principal payments under capital
lease obligation (41,195)
Related party repayments (566,667) (2,775,000) (350,000)
---------- ---------- ----------
Net cash provided by financing
activities 3,622,082 1,631,488 291,534
---------- ---------- ----------
Net increase in cash and cash
equivalents 1,535,968 175,272 798,623
Cash and cash equivalents at
beginning of year 1,393,044 1,217,772 419,149
---------- ---------- ----------
Cash and cash equivalents at
end of year $2,929,012 $1,393,044 $1,217,772
========== ========== ==========
Supplemental disclosures of
cash flow data:
Cash paid during the year for:
Interest $ 243,482 $ 455,276 $ 60,422
Financing charge $ 154,000 $300,000
Income tax paid $ 45,154 $ 155,025 $ 15,000
Supplemental scheduleof non cash investing and financing activities
- -------------------------------------------------------------------
For the year ended June 30, 1997:
In August, 1996, 7,925 net additional shares of common stock were issued upon
exercise of stock options for 15,000 shares, using 7,075 outstanding shares as
payment of the exercise price.
In September, 1996, the Company issued 96,748 shares of common stock, valued at
$425,000, as an earn out payment to the former owner of SD&A for achieving
certain targeted earnings for the fiscal year ended June 30, 1996.
During September, 1996, two former members of executive management were granted
stock options for 600,000 shares of common stock as part of their employment
agreements. Compensation expense of $1,650,000 was recognized for the difference
between the exercise price and the fair market value at date of grant.
On October 1, 1996, the Company issued 1,814,000 shares of its common stock and
$1,000,000 face value in 6% convertible notes to acquire 100% of the outstanding
stock of Metro Services Group, Inc. The debt was originally discounted to
$920,000 to reflect an effective interest rate of 10%, increased to $943,806 in
April, 1997, as a result of a $100,000 prepayment. At acquisition, assets
acquired and liabilities assumed, less payments made for acquisition, were:
Working capital, other than cash $ 389,310
Property and equipment (242,726)
Other assets (50,000)
Costs in excess of net assets
of acquired company (8,236,046)
Long-term debt, discounted 943,806
Other liabilities 146,983
Common stock issued 7,256,000
---------
$ 207,327
=========
On December 23, 1996, the Company issued 3,168,857 shares of its common stock
and $1,000,000 face value in debt as part of a recapitalization. 6,200 shares of
Redeemable Series B Preferred Stock were converted into 2,480,000 common shares;
2,000 shares of Redeemable Series C Preferred Stock were repurchased for
$1,000,000 in notes; warrants for 3,000,000 shares were exchanged for 600,000
common shares and $145,753 in accrued interest was converted into 88,857 common
shares. Interest expense for fiscal 1997 was $128,264 (see Note 15).
In March, 1997, the Company entered into promissory notes payable for executive
management settlement agreements at a discounted value of $499,524, of which
$447,635 was unpaid at June 30, 1997.
During March 1997, to raise $2.1 million in cash, the Company accepted offers
from warrant holders to discount their exercise prices as an inducement to
exercise. The non-cash value of the discounts totaled $5,088,637, of which
$113,137 was expensed in fiscal 1997 and $4,975,500 was charged directly to paid
in capital.
In April, 1997, the Company made prepayments on a portion of discounted
long-term debt to a former owner of Metro Services Group, Inc., resulting in
non-cash accretion of $23,810 on the discounted debt and goodwill. Accretion
of the discount on the unpaid notes was $33,333.
On June 30, 1997, intangible assets were increased by $758,888, payable half in
common stock and half in cash to the former owner of SD&A as additional
consideration resulting from SD&A's achievement of defined results of
operations, during fiscal 1997 (see Note 4).
During fiscal 1997, the Company issued warrants to acquire common stock for
consulting services valued at $152,000.
On July 1, 1997, the Company consummated an agreement to purchase Pegasus
Internet, Inc. At June 30, 1997, the Company has accrued $80,000 in unpaid
acquisition costs.
<PAGE>
For the year ended June 30, 1996:
In October, 1995, in accordance with the acquisition agreement between Alliance
Media Corporation and the former owner of SD&A, the purchase price was increased
by $85,699.
In October, 1995, the Company issued 6,250 shares of common stock in settlement
of a liability of $26,250.
In November, 1995, a special county bond measure, with principal totaling
$154,814, was assessed on the Company's land and was recorded as a land
improvement, offset by a liability in accrued other expenses.
In April, 1996, the Company issued 89,192 shares of common stock in settlement
of liabilities to employees, directors and consultants of $193,678.
During the year ended June 30, 1996, the Company issued warrants to consultants
and creditors valued at $82,626.
Accrued and unpaid interest on shares of redeemable convertible preferred stock
during fiscal 1996 totaled $17,490.
On June 30, 1996, intangible assets were increased by $425,000 for accrued
restricted common stock payable to the former owner of SD&A as an additional
payment resulting from SD&A achievement of defined results of operations.
See Note 4.
For the year ended June 30, 1995:
In Fiscal 1995, the Company purchased all of the capital stock of Alliance Media
Corporation for 1,025,000 shares of common stock valued at $2,745,000.
Additionally, 37,500 shares of common stock valued at $100,000 were issued as
finders fee. Other direct costs of the acquisition totaled approximately
$500,000. In conjunction with the acquisition, net assets acquired and
liabilities assumed, less payments prior to year end, were:
Working capital, other than cash $ 601,729
Property and equipment (326,320)
Costs in excess of net assets
of companies acquired (7,337,870)
Other assets (23,451)
Long term debt 4,500,000
Common stock issued 2,845,000
---------
$ 259,088
=========
Five thousand shares of common stock valued at $38,750 were issued as a
commission on the sale of STI during 1995.
The Company issued 37,500 shares of common stock valued at $150,000 in Fiscal
1995 in settlement of a 1994 liability for early termination of a consulting
agreement.
See Notes to Consolidated Financial Statements.
<PAGE>
MARKETING SERVICES GROUP, INC. AND SUBSIDIARIES
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
1. GENERAL
- -----------
Marketing Services Group, Inc. ("MSGI" or the "Company") was formerly known as
All-Comm Media Corporation and, prior to that, as Sports-Tech, Inc. On April 25,
1995, the Company, through a wholly-owned subsidiary, was merged with Alliance
Media Corporation ("Alliance") and its wholly-owned subsidiary, Stephen Dunn &
Associates, Inc. ("SD&A"). Upon consummation of the merger, the members of the
board of directors of the Company resigned and a new board was appointed. SD&A
provides telemarketing and telefundraising services to not-for-profit arts and
other organizations principally in the United States. Effective October 1, 1996,
the Company purchased 100% of the outstanding stock of Metro Services Group,
Inc. (to be renamed Metro Direct, Inc.) ("Metro"). Metro develops and markets
information-based services used primarily in direct marketing by a variety of
commercial and tax-exempt organizations. The Company's mission is to create a
growth-oriented direct marketing company through acquisitions and internal
growth.
Prior to the merger with Alliance, the Company's owned two operating
subsidiaries, Sports-Tech International ("STI") and High School Gridiron Report
("HSGR"). STI was engaged in the sale of computer software, computer equipment
and computer aided video systems used by sports programs at the professional,
collegiate and high school levels. HSGR provided academic and video data to aid
in pre-qualifying high school athletes to colleges and universities. In fiscal
1995, the Company discontinued the operations of STI and HSGR. With the
disposition of the STI operations, closure of the HSGR operations and the
acquisitions of Alliance and Metro, the Company is now operating in the direct
marketing industry segment.
The Company believes that funds available from operations and its unused credit
facilities will be adequate to finance its current operations and anticipated
growth and meet planned capital expenditures, interest and debt obligations in
its fiscal year ending June 30, 1998. Thereafter, and in conjunction with the
Company's acquisition and growth strategy, additional financing may be required
to meet potential acquisition payment requirements. The Company believes that it
has the ability to raise funds through private placements or public offerings of
debt and/or equity securities to meet these requirements. There can be no
assurance, however, that such capital will be required or available at terms
acceptable to the Company, or at all. The Company is engaged in ongoing
evaluation of, and discussions with, third parties regarding possible
acquisitions; however, the Company currently has no definitive agreements with
respect to any significant acquisitions.
2. SIGNIFICANT ACCOUNTING POLICIES
- -----------------------------------
Principles of Consolidation:
The consolidated financial statements include the accounts of Marketing Services
Group, Inc. and its wholly-owned subsidiaries: Alliance; SD&A; Metro; All-Comm
Holdings, Inc. (formerly, Bullhead Casino Corporation), dissolved during fiscal
1997; All-Comm Acquisition Corporation (formerly, BH Acquisitions, Inc.),
dissolved during fiscal 1997; Sports-Tech International, Inc., sold during
fiscal year 1995; High School Gridiron Report, Inc., dissolved during fiscal
year 1996; and BRST Mining Company, dissolved during fiscal year 1996. STI and
HSGR are presented as discontinued operations in the consolidated financial
statements. All material intercompany accounts and transactions are eliminated
in consolidation.
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 reported amounts of assets and liabilities at the date of the
financial statements and the reported amounts of revenues and expenses during
the reporting period. The most significant estimates and assumptions made in the
preparation of the consolidated financial statements relate to the carrying
value of intangible assets, deferred tax valuation allowance and the allowance
for doubtful accounts. Actual results could differ from those estimates.
Cash and Cash Equivalents/Statement of Cash Flows:
Highly liquid investments with an original maturity of three months or less are
considered to be cash equivalents.
Land held for Sale:
The cost of acquiring, improving and planning the development of land was
capitalized. Costs related to development were written off when such plans are
abandoned. Interest cost was capitalized in periods in which activities
specifically related to the development of the land took place. The land was
valued at lower of cost or market. The land was sold on August 16, 1996.
See Note 7.
Property and Equipment:
Property and equipment is recorded at cost less accumulated depreciation.
Maintenance and repairs are expensed as incurred. The cost and related
accumulated depreciation and amortization of property and equipment sold or
retired are removed from the accounts and resulting gains or losses are included
in current operations. Depreciation and amortization are provided on a straight
line basis over the useful lives of the assets involved, limited as to leasehold
improvements by the term of the lease, as follows:
Equipment.........................5 years
Furniture and fixtures............2 to 7 years
Computer equipment and software...3 to 5 years
Leasehold improvements......over the useful life of the assets or
term of the lease, whichever is shorter
Intangible Assets:
Excess of cost over net assets acquired in connection with the Alliance and SD&A
acquisitions are being amortized over the period of expected benefit of 40
years. Covenants not to compete are stated at cost and are amortized over the
period of expected benefit. Proprietary software is amortized over its period of
expected benefit of five years. For each of its investments, the Company
assesses the recoverability of its goodwill, by determining whether the
amortization of the goodwill balance over its remaining life can be recovered
through projected undiscounted future cash flows over the remaining amortization
period. If projected future cash flows indicate that unamortized goodwill will
not be recovered, an adjustment will be made to reduce the net goodwill to an
amount consistent with projected future cash flows discounted at the Company's
incremental borrowing rate. Cash flow projections are based on trends of
historical performance and management's estimate of future performance, giving
consideration to existing and anticipated competitive and economic conditions.
No impairment has been recognized in the accompanying financial statements.
Revenue recognition:
Revenues represent fees earned by SD&A which are recorded when pledged cash is
received for on-site campaigns and when services are provided for off-site
campaigns. Metro recognizes revenue when its services have been fully performed
and completed (the "Service Date") but does not bill for such services, in
accordance with industry practices, until all services relating to a client's
campaign, including services to be performed by unrelated third parties, have
been completed. The client's obligation to pay Metro for its completed services
is not contingent upon completion of the services to be performed by these
unrelated third parties. In any event, clients are billed no later than a
predetermined mailing date for their respective campaigns, which date is
generally not more than thirty days after the Service Date. Unbilled receivables
represent the portion of revenues recognized in excess of revenues billed in
accordance with this practice.
Income taxes:
Deferred tax assets and liabilities are determined based on the difference
between the financial statement and tax basis of assets and liabilities using
enacted tax rates and laws applicable to the years in which the differences are
expected to reverse. Valuation allowances, if any, are established when
necessary to reduce deferred tax assets to the amount that is more likely than
not to be realized. Income tax expense is the tax payable for the period and the
change during the period in deferred tax assets and liabilities.
Concentration of Credit Risk:
Financial instruments that potentially subject the Company to concentration of
credit risk consist primarily of temporary cash investments and trade
receivables. The Company restricts investment of temporary cash investments to
financial institutions with high credit standing. Credit risk on trade
receivables is minimized as a result of the large and diverse nature of the
Company's customer base.
Stock Option Plan:
Prior to fiscal 1997, the Company accounted for its stock option plan in
accordance with the provisions of Accounting Principles Board ("APB") Opinion
No. 25, "Accounting for Stock Issued to Employees", and related interpretations.
As such, compensation expense would be recorded on the date of grant only if the
current market price of the underlying stock exceeded the exercise price. In
1997, the Company adopted Statement of Financial Accounting Standards ("SFAS")
No. 123, "Accounting for Stock Based Compensation", which requires entities to
either recognize as expense the fair value of all stock-based awards or to
provide pro forma net earnings and pro forma earnings per share disclosures for
employee stock option grants made in 1996 and future years as if the
fair-value-based method defined in SFAS No. 123 had been applied. The Company
has elected to apply the pro forma disclosure provisions of SFAS No. 123.
Earnings (loss) per share:
Primary earnings (loss) per common and common equivalent share and earnings per
common and common equivalent share assuming full dilution are computed based on
the weighted average number of common shares outstanding and common share
equivalents attributable to the effects, if dilutive, of the assumed exercise of
outstanding stock options and warrants, and the conversion of convertible notes
and preferred shares.
Reclassifications:
Certain prior year items have been reclassified to conform with current year
presentation.
3. ACQUISITION OF METRO SERVICES GROUP, INC.
- --------------------------------------------
Effective as of October 1, 1996, the Company acquired Metro Services Group, Inc.
pursuant to a merger agreement. In exchange for all of the then outstanding
shares of Metro, the Company issued 1,814,000 shares of its common stock valued
at $7,256,000 and promissory notes (the "Notes") totaling $1,000,000. The Notes,
which have a stated interest rate of 6%, were discounted to $920,000, (adjusted
to $944,000 as of June 30, 1997, subsequent to an April payment) to reflect an
estimated effective interest rate of 10%. The Notes are due and payable,
together with interest thereon, on June 30, 1998, and are convertible on or
before maturity, at the option of the holder, into shares of common stock at a
conversion rate of $5.38 per share. In April 1997, $100,000 of the Notes were
repaid and, in July 1997, $400,000 were repaid.
The acquisition was accounted for using the purchase method of accounting. The
purchase price was allocated to assets acquired based on their estimated fair
value. This treatment resulted in approximately $7.3 million of costs in excess
of net assets acquired, after recording covenants not to compete of $650,000 and
proprietary software of $250,000. Such excess is being amortized over the
expected period of benefit of forty years, except for the covenants and software
which are amortized over their expected benefit periods of three and five years
respectively.
The operating results of this acquisition are included in the consolidated
results of operations from the date of acquisition. The following summary,
prepared on a pro forma basis, combines the consolidated results of operations
as if Metro had been acquired as of the beginning of the periods presented,
after including the impact of certain adjustments, such as amortization of
intangibles and increased interest on acquisition debt. The net loss for the
year ended June 30, 1997 includes the non-cash compensation expense of $1.7
million recorded on the grant of options in September, 1996, as well as the $1.2
million in withdrawn offering costs and $1.0 million in restructuring costs, as
discussed in notes 16, 20 and 21. Net loss to common stockholders includes $14.9
million of warrant discounts, non-cash dividends and accretion on preferred
stock.
Unaudited
1997 1996
---- ----
Revenues $26,360,830 $23,983,070
Net loss (5,400,262) (1,255,713)
Net loss to common (20,222,204) (1,350,681)
Loss per common share $(2.68) $(0.28)
The unaudited pro forma information is provided for informational purposes only.
It is based on historical information and is not necessarily indicative of
future results of operation of the combined entities.
4. ACQUISITION OF ALLIANCE MEDIA CORPORATION AND STEPHEN DUNN & ASSOCIATES, INC.
- -------------------------------------------------------------------------------
On April 25, 1995, the Company, through a statutory merger, acquired all of the
outstanding common shares of Alliance. The purchase price was approximately
$2,745,000, consisting of issuance of 1,025,000 restricted common shares of the
Company to former shareholders of Alliance valued at $2.68 per common share.
Direct costs of the acquisition approximated $500,000. Pursuant to the terms of
the merger agreement, upon consummation of the merger the then current members
of the Company's board of directors resigned, and a new board consisting of six
persons designated by Alliance was appointed.
The assets of Alliance acquired by the Company consisted primarily of (i) all
the issued and outstanding stock of SD&A, which Alliance had acquired
simultaneously with the merger, (ii) a five year covenant not to compete with
the former owner of SD&A, and (iii) the cash proceeds of $1,509,750 (net of
certain payments, including the payment of $1.5 million made pursuant to the
acquisition of SD&A) of a private placement of equity securities of Alliance,
which securities, upon consummation of the merger, were converted into the
Company's common stock. The purchase price of SD&A paid by Alliance was $1.5
million in cash, plus $4.5 million in long-term obligations yielding prime rate,
payable over four years. Additional contingent payments of up to $850,000 per
year over the period ending June 30, 1998 may be required based on the
achievement of defined results of operations of SD&A after its acquisition. At
the Company's option, up to one half of the additional contingent payments may
be made with restricted common shares of the Company. Alliance and SD&A had
entered into an operating covenant agreement relating to the operations of SD&A
and Alliance had pledged all of the common shares of SD&A acquired to
collateralize its obligations under that agreement.
These acquisition terms were revised pursuant to the Company private placement
financing which occurred on June 7, 1996 (see Note 14) whereby the long term
obligations were revised and approximately $2.0 million was paid in June, 1996.
The balance of $2.1 million was revised to be payable in 36 monthly principal
payments of $58,333, plus interest at 8%, starting September 19, 1996. As of
June 30, 1997, due to a pending change in financing relationship, the May and
June, 1997 payments had not been made. These payments were paid in full in
August, 1997.
The assets of SD&A acquired by Alliance (and therefore by the Company upon
consummation of the merger) consisted primarily of cash and cash equivalents,
accounts receivable and furniture, fixtures and equipment.
These acquisitions were accounted for using the purchase method. The purchase
price was allocated to assets acquired based on their estimated fair value. This
treatment initially resulted in approximately $6.3 million of costs in excess of
net assets required, after recording a covenant not to compete of approximately
$1.0 million. The excess was increased by $759,000 and $850,000 on June 30, 1997
and 1996, respectively, due to achievement of defined results of operations of
SD&A for the years then ended. Such excess, which may increase for one further
contingent payment, is being amortized over the remainder of the expected period
of benefit of 40 years.
The operating results of these acquisitions are included in the consolidated
results of operations from the date of acquisition. The following summary,
prepared on a pro forma basis, combines the consolidated results of operations
as if Alliance and SD&A had been acquired as of the beginning of the period
presented, after including the impact of certain adjustments, such as:
amortization of intangibles, increased interest on the acquisition debt, and
adjustment of officer salary for new contract.
1995 (unaudited)
----------------
Net sales $15,013,000
Loss from continuing operations (113,911)
Loss from continuing operations per common share $(.04)
The unaudited pro forma information is provided for informational purposes only.
It is based on historical information and is not necessarily indicative of the
actual results that would have occurred nor is it necessarily indicative of
future results of operations of the combined entities.
5. DISCONTINUED OPERATIONS
- ---------------------------
During the year ended June 30, 1995, the Company sold its STI subsidiary for
$800,000, out of which $80,000 was paid as a commission to STI's former
president. The former president of STI also received 5,000 shares of common
stock, valued at $38,750, and warrants to purchase 2,500 shares of the Company's
common stock at $8.00 per share in connection with this transaction. The Company
realized a gain on the sale of $322,387. No tax was allocable to this gain due
to net operating loss carryforwards.
Concurrent with the closing of sale of STI, all operations of HSGR ceased and
all unrecoverable assets were written off, which amounted to approximately
$22,000. Accordingly, STI and HSGR are reported as discontinued operations for
the year ending June 30, 1995, and the consolidated financial statements were
reclassified to report separately the operating results, gain on disposition and
cash flows of these operations. Revenues of these discontinued operations for
fiscal 1995 were $1,147,829.
6. PROPERTY AND EQUIPMENT
- --------------------------
Property and equipment of continuing operations at June 30, 1997 and 1996
consisted of the following:
1997 1996
---- ----
Office furnishings and equipmen $ 934,148 $ 302,607
Leasehold improvements 201,212 169,771
--------- ---------
1,135,360 472,378
Less accumulated depreciation and
amortization (389,577) (173,333)
--------- ---------
$ 745,783 $ 299,045
========= =========
7. LAND HELD FOR SALE
- ----------------------
The Company, through its wholly owned subsidiary, All-Comm Holdings, Inc., owned
approximately seven acres of undeveloped land in Laughlin, Nevada, which had a
carrying value of $921,465 as of June 30, 1996. During fiscal 1996, a bond
measure was passed by Clark County, Nevada authorities, resulting in a special
assessment to fund improvements which would benefit the land. The principal
balance assessed to the Company totaled $154,814 plus interest at 6.4% and was
payable in semi-annual installments over twenty years. The principal was
capitalized by the Company in fiscal 1996. On August 16, 1996, the land was sold
to, and liability assumed by, an independent third party, via auction, for
$952,000 in cash, resulting in a net gain of approximately $90,000.
8. INTANGIBLE ASSETS
- ---------------------
Intangible assets at June 30, 1997 and 1996, consist of the following:
1997 1996
---- ----
Covenants not to compete $ 1,650,000 $1,000,000
Proprietary software 250,000
Goodwill 15,372,636 7,277,698
----------- -----------
17,272,636 8,277,698
Less accumulated amortization (1,146,038) (426,638)
----------- -----------
$16,126,598 $7,851,060
=========== ==========
The increase in intangible assets during 1997 was due to the costs in excess of
net assets acquired in the Metro acquisition, as well as recording of an
estimated contingent payment of $759,000 due to the former owner of SD&A
subsequent to the achievement of defined results of operations of SD&A during
the year ended June 30, 1997.
9. SHORT-TERM BORROWINGS
- -------------------------
At June 30, 1996, SD&A had a $500,000 line of credit from a bank which was fully
used. The line bore interest at prime plus 1/2% (8.75% at June 30, 1996), was
collateralized by substantially all of SD&A's assets and was personally
guaranteed by SD&A's President. The line of credit also contained certain
financial covenants, including current ratio, working capital, debt and net
worth, capital expenditure, and cash flow requirements. During fiscal 1997, the
personal guarantee of SD&A's President was removed, the line was increased to
$750,000 and SD&A obtained a note payable of $125,000 to finance expansion of
the Berkeley Calling Center. The note payable required monthly principal
repayments of $3,473, plus interest.
At June 30, 1997, the outstanding balances on the note and line of credit were
$104,162 and $746,000, respectively, which bore interest at the bank's prime
rate plus 3/4% and 1/2%, respectively.
In August, 1997, SD&A entered into a two-year renewable credit facility with a
lender for a line of credit commitment of up to a maximum of $2,000,000,
collateralized by its accounts receivable. Interest is payable monthly at the
Chase Manhattan reference rate (8 1/2% at June 30, 1997) plus 1 1/2% with a
minimum annual interest requirement of $80,000. The facility has an annual fee
of 1% of the available line. The facility has tangible net worth and working
capital covenants. In August, the outstandings on the bank line and note payable
were fully paid from borrowings on the new facility.
In April, 1997, Metro entered into a two-year renewable revolving credit
facility with a lender for a line of credit commitment of up to a maximum of
$1,500,000, collateralized by its accounts receivable. Interest is payable
monthly at the Chase Manhattan reference rate (8 1/2% at June 30, 1997) plus 1
1/2%, with a minimum annual interest requirement of $60,000. The facility has an
annual fee of 1 1/2% of the available line. At June 30, 1997, Metro had drawn
$811,546 on the line. The facility has tangible net worth and working capital
covenants.
10. OTHER ACCRUED EXPENSES
- ---------------------------
Accrued expenses at June 30, 1997 and 1996 consisted of the following:
1997 1996
---- ----
Accrued professional fees $362,500 $290,897
Other 372,458 467,215
-------- --------
Total $734,958 $758,112
======== ========
11. LONG TERM OBLIGATIONS:
Long term obligations at June 30, 1997 and 1996 consist of the following:
1997 1996
---- ----
6% Convertible notes (a) $2,200,000
Promissory notes to seller of SD&A (b) 1,633,333 $2,100,000
Promissory notes to sellers of Metro (c) 877,142
Promissory notes to former executives (d) 447,635
Capital lease obligation (e) 130,900
---------- ----------
Total 5,289,010 2,100,000
Less: Current portion (2,083,772) (583,333)
---------- ----------
Total long term obligations $3,205,238 $1,516,667
========== ==========
(a) In April, 1997, the Company obtained $2,046,000, net of fees from the
private placement of 6% convertible notes, with a face value of $2,200,000. The
notes are payable with interest on April 15, 1999, if not previously converted.
The notes are convertible into shares of the Company's Common Stock at the
lesser of $2.50 per share or 83% of the average closing bid price of the Common
Stock during the last five trading days prior to conversion. Subsequent to
fiscal 1997 through September 23, 1997, $1,675,000 face value of the notes, plus
interest, was converted into 684,122 shares.
(b) In connection with the acquisition of SD&A on April 25, 1995, Alliance
issued promissory notes totaling $4,500,000 to SD&A's current President and
former sole shareholder. The notes bore interest at prime rate, not to exceed
10% or drop below 8%, and were payable monthly. Principal payments were due
quarterly, and originally $1,500,000 was due in quarterly installments during
fiscal 1996. During 1996 the July 1, 1996 principal payment of $375,000 was made
and the long term obligations were restructured to defer principal payments due
October 1, 1995, January 1, 1996 and April 1, 1996, until June 1996. In June,
1996, principal payments of $2,025,000 were made and the remaining obligations
of $2,100,000 are now payable at $58,333 per month, plus interest at 8%,
starting September 19, 1996. As of June 30, 1997, due to a pending change in
financing relationship, the May and June payments had not been made. These
payments were made in full in August, 1997.
(c) As discussed in Note 3, in connection with the acquisition of Metro, 6%
convertible promissory notes with a face value of $1,000,000 were issued to the
sellers, who remain related parties. The notes, which were discounted to
$920,000 to reflect an effective interest rate of 10%, are due and payable, if
not previously converted, on June 30, 1998. In April, 1997, the Company repaid
$100,000 face value of the notes, payable to its Chief Executive Officer, and in
July, 1997, an additional $400,000 was repaid.
(d) As discussed in Note 12, effective March 31, 1997, the Company entered into
settlement agreements with former senior executives, which included promissory
notes payable with face amounts totaling $540,000 at 0% interest. The notes are
payable in equal monthly installments, starting May 14, 1997. The notes were
discounted to $499,000, to reflect an effective interest rate of 10%. Amounts
payable on these notes at June 30, 1997 totaled $448,000.
(e) Metro leases certain computer hardware and software under a three year
capital lease obligation. Future minimum lease payments at June 30, 1997 are:
1998 $ 68,965
1999 68,965
2000 5,746
--------
Total minimum lease payments 143,676
Less interest 12,776
--------
Present value of minimum payments 130,900
Current portion 59,869
--------
Non-current portion $ 71,031
========
12. EMPLOYMENT CONTRACTS
- -------------------------
Subject to execution of definitive agreements, the Company has entered into
three-year employment arrangements with current officers of the Company. The
arrangements provide for annual base salaries, base increases, cash and option
bonuses which are payable if specified management goals are achieved, and
certain termination benefits. In the event of termination without cause, the
aggregate liability for these employees is approximately $1,425,000.
The Company also had employment contracts with certain members of the prior
management of the Company. Effective March 31, 1997, the Company entered into
settlement agreements with two former members of executive management which
included cash payments totaling $200,000, promissory notes payable with a face
value of $540,000 and other expenses. Amounts paid to these executives under
these agreements in fiscal 1997 totaled $266,000. In fiscal 1995, severance
payments to prior management of Sports-Tech totaling approximately $60,000 were
made.
13. COMMITMENTS AND CONTINGENCIES
- ---------------------------------
Leases: SD&A leases its corporate business premises from its former owner. The
lease requires monthly rental payments of $11,805 through January 1, 1999, with
an option to renew. SD&A incurs all costs of insurance, maintenance and
utilities. Metro leases its office and data processing space under long term
leases. The Company also leases its corporate office space, copier, phones and
automobiles.
Future minimum rental commitments under non-cancelable leases, as of fiscal
years ending June 30, are as follows:
1998 $ 474,968
1999 363,609
2000 294,858
2001 301,358
2002 186,560
----------
$1,621,353
==========
Rent expense for continuing operations was approximately $445,000, $297,000, and
$89,000, for fiscal years ended 1997, 1996 and 1995, respectively. Total rent
paid by SD&A to its former owner during 1997, 1996 and from the date of
acquisition to June 30, 1995 was approximately $142,000, $138,000 and $26,000,
respectively.
The Company is party to various minor legal proceedings. The outcome of these
legal proceedings are not expected to have a material adverse effect on the
financial condition or operation of the Company based on the Company's current
understanding of the relevant facts and law.
14. REDEEMABLE CONVERTIBLE PREFERRED STOCK
- -------------------------------------------
On June 7, 1996, the Company completed the private placements with accredited
investors of 6,200 shares of Series B redeemable convertible preferred stock for
$3,100,000. The preferred stock was preferred as to the Company's assets over
the common stock in the event of liquidation, dissolution or winding-up of the
Company, prior to distribution of assets to common stockholders. The preferred
stockholders were entitled to their original investment, plus accrued, unpaid
dividends or, if unavailable, a ratable distribution of existing assets. The
holders of the stock were entitled to receive a dividend payable only on
redemption or credited against conversion, which accrued at the rate of 6% per
annum. The convertible preferred stock was convertible, in whole or in part, at
any time and from time to time until the second anniversary of the date of
issuance, into common shares of the company at the lesser of the price paid
divided by $1.25, or 80% of the average closing sales price of the Company's
common stock for the last five days prior to conversion, and is subject to
certain restrictions, including automatic conversion on the second anniversary
of issuance. Under certain unlikely conditions prior to conversion, the
preferred stock may be redeemed. In addition, the Company issued warrants to
preferred shareholders for 3,100,000 shares of common stock exercisable at $2.50
for three years. The preferred stock and accrued interest was converted in the
recapitalization discussed in Note 15.
On June 7, 1996, the Company completed the private placements with accredited
investors of $1,000,000 of convertible notes and warrants for 3,000,000 shares
of common stock. In September, 1996, the notes and warrants were rescinded
retroactive to June 7, 1996 and replaced with 2,000 shares of Series C
redeemable convertible preferred stock for $1,000,000. The Series C redeemable
convertible preferred stock was preferred as to the Company's assets over the
common stock in the event of liquidation, dissolution or winding-up of the
Company, prior to distribution of assets to common stockholders. The preferred
shareholders were entitled to their original investment, plus accrued unpaid
dividends or, if available, a ratable distribution of existing assets. The
holders of the stock were entitled to receive a dividend payable only on
redemption or credited against conversion, which accrued at the same rate of 8%
per annum. The Series C redeemable convertible preferred stock was convertible,
in whole or in part, at any time and from time to time until the second
anniversary of the date of issuance, into common shares of the Company at the
price paid divided by $6.00, and was subject to certain restrictions, including
automatic conversion on the second anniversary of issuance. Under certain
unlikely conditions prior to conversion, the preferred stock may be redeemed. In
addition, the Company issued warrants to preferred shareholders for 3,000,000
shares of common stock exercisable at $3.00 for three years. The preferred stock
was repurchased and the related accrued interest and the warrants were converted
to common stock as discussed in Note 15.
The Company allocated the net proceeds received on the sales of each series of
preferred shares and warrants based on the relative fair values of the
securities at the time of issuance.
15. RECAPITALIZATION
- ---------------------
On December 23, 1996, the Company and certain of its security holders effected a
recapitalization of the Company's capital stock, whereby: (i) the Company's
Series B Convertible Preferred Stock, par value $.01 per share (the "Series B
Preferred Stock"), was converted, in accordance with its terms without the
payment of additional consideration, into 2,480,000 shares of Common Stock; (ii)
the Company's Series C Convertible Preferred Stock, par value $.01 per share
(the "Series C Preferred Stock"), was repurchased for promissory notes in an
aggregate principal amount of $1.0 million, which promissory notes bore interest
at a rate of 8% per annum and were repayable on demand at any time from and
after the date of the consummation of an underwritten public offering by the
Company of Common Stock, but in any event such notes originally matured June 7,
1998 but were paid in full in April, 1997; (iii) all accrued interest on the
Series B Preferred Stock and the Series C Preferred Stock was converted into
88,857 shares of Common Stock; (iv) warrants related to the Series C Preferred
Stock, currently exercisable for 3,000,000 shares of Common Stock, were
exchanged for 600,000 shares of Common Stock; and (v) options held by two of the
Company's principal executive officers to purchase 300,000 shares of common
stock were to be canceled at no cost to the Company, subject to successful
completion of an underwritten offering. The Offering was not consummated and,
accordingly, the options were not canceled. Upon conversion of the Series B
Preferred Stock and accumulated interest thereon into Common Stock on December
23, 1996, the Company incurred a non-cash, non-recurring dividend for the
difference between the conversion price and the market price of the Common
Stock, totaling $8.5 million. Upon repurchase of the Series C Preferred Stock,
the Company incurred a non-recurring dividend of $573,000 for the difference
between the repurchase price and the accreted book value of the stock at
December 23, 1996. These dividends do not impact net income (loss), but do
impact net income (loss) attributable to common stockholders in the calculation
of earnings per share.
16. STOCKHOLDERS' EQUITY
- -------------------------
Preferred Stock: On May 9, 1996, the Company completed the private placement
with an institutional investor of 10,000 shares of Series A convertible
preferred stock for $750,000, $687,000 net after offering costs. The convertible
preferred stock was convertible into common shares of the Company at the lesser
of the price paid divided by $2.50, or 80% of the closing bid price of the
Company's common stock for the five trading days immediately prior to the
conversion date, and was subject to certain restrictions.
In connection with the June 7, 1996 transactions, as described above, the
Company reacquired the 10,000 shares of Series A convertible preferred stock for
$800,000 plus fees of $12,500.
Common Stock: The Board of Directors approved a one-for-four reverse stock split
of the Company's authorized and issued common stock, effective August 22, 1995.
The Board also approved reducing the number of authorized shares of common stock
to 6,250,000 with a par value of $.01 per share, from the 25,000,000 common
shares previously authorized. Accordingly, all share and per share data, as
appropriate, reflect the effect of the reverse split.
Effective August 14, 1996, the shareholders and Board of Directors approved an
increase in the number of authorized shares of common stock, from 6,250,000 to
36,250,000.
In August 1996, consultants paid $5,000 for warrants valued at $81,000, as per
consulting agreements.
In September 1996, the Company issued 96,748 shares of common stock in
settlement of a $425,000 liability to the former owner of SD&A, as an additional
payment resulting from SD&A achievement of defined results of operations for
fiscal 1996.
Prior to the December 23, 1996, recapitalization discussed in Note 15, the
Company recorded dividends in fiscal 1997 of $806,425 to its preferred
stockholders to accrete the value assigned to the stock at June 6, 1996 (date of
sale) up to its convertible value at June 6, 1998 (date of automatic conversion
prior to the recapitalization).
In March 1997, to obtain $2.1 million in working capital and reduce the overhang
associated with the existence of such warrants, the Company accepted offers from
certain warrant-holders to exercise their warrants for 3,152,500 shares of
common stock at discounted exercise prices. The Company recognized the dates of
acceptance as new measurement dates and, accordingly, recorded non-cash charges
totaling $5.1 million in March 1997, to reflect the market value of the
discounts. Of the total, $113,000 was charged directly to expense as the
underlying source transaction was debt related, and $4,976,000 was charged
directly to stockholders equity as the underlying source transaction was equity
related.
In May and June 1997, the Company issued warrants for 240,000 shares of common
stock valued at $76,000 to three consultants for financial advisory services.
During 1996, the Company issued 95,442 shares of restricted common stock as
compensation to various employees, directors and consultants.
In March 1996, the Company sold 75,000 restricted shares of its common stock for
$120,000 to four individuals, including 12,500 shares to related parties.
In May 1995, the Company completed a private placement of 413,759 shares of
restricted common stock, at $2.68 per share. These shares have registration
rights as of December 1, 1995. Net proceeds from this offering totaled
$1,018,675.
As discussed in Note 4, in connection with the acquisition of Alliance and SD&A,
the Company issued 1,025,000 restricted common shares to the former shareholders
of Alliance. Also in connection with the acquisition, the Company issued 37,500
common shares valued at $100,000 and warrants to purchase 43,077 common shares
at $6.00-to-$8.00 per share to investment banking firms, a shareholder, a
director and a law firm which represented the Company. These warrants expire
between April 25, 1998 and April 25, 2000.
In connection with the sale of Sports-Tech International, Inc., the Company
approved issuance of 5,000 common shares valued at $38,750 and warrants to
purchase 2,500 shares at $8.00 through April 25, 1995 to its former president.
In May, 1995, the Board of Directors approved the temporary reduction of the
exercise price of certain warrants from $6.00 to $2.68 and, on May 31, 1995,
these 37,500 warrants were exercised for $100,500 in cash payments.
As of June 30, 1997, the Company has the following outstanding warrants to
purchase 570,577 shares of common stock:
Date Issued Shares of Common Exercise Price Per
and Exercisable Stock upon Exercise Share of Common Stock
--------------- ------------------- ---------------------
April 1995 33,750 $6.00 -$8.00
May 1995 11,827 $ 6.00
January 1996 32,500 $3.375-$8.00
February 1996 15,000 $3.00 -$4.00
May 1996 100,000 $4.50
July 1996 37,500 $3.50
August 1996 50,000 $2.50 -$3.50
September 1996 50,000 $2.50 -$3.50
May 1997 140,000 $ 3.00
June 1997 100,000 $3.375
-------
Total as of June 30, 1997 570,577
=======
Stock Options: In 1991, the Company adopted a non-qualified stock option plan
(the "1991 Plan") for key employees, officers, directors and consultants to
purchase up to 250,000 shares of common stock. In November, 1995, the Board of
Directors increased the number of available shares by 600,000. An additional
600,000 shares were approved by the Board of Directors on September 26, 1996 and
1,700,000 shares on May 27, 1997, increasing the number of shares available
under the 1991 Plan to 3,150,000. The 1991 Plan is administered by the Board of
Directors which has the authority to determine which officers and key employees
of the Company will be granted options, the option price and exercisability of
the options. In no event shall an option expire more than ten years after the
grant.
The following summarizes the stock option transactions under the 1991 Plan for
the three fiscal years ended June 30, 1997:
Number Option Price
of Shares Per Share
--------- ------------
Outstanding at June 30, 1994 107,892 $6.00 to $22.00
Granted 8,750 $5.24 to $ 7.00
Exercised (22,500) $2.68 to $ 5.24
Canceled (3,334) $6.00
---------
Outstanding at June 30, 1995 90,808
Granted 525,003 $2.00 to $ 3.00
Canceled (91,004) $6.00 to $22.00
---------
Outstanding at June 30, 1996 524,807
Granted 1,117,000 $2.50 to $3.00
Exercised (15,000) $2.625
Canceled (40,060) $2.00 to $2.50
---------
Outstanding at June 30, 1997 1,586,747
=========
All the outstanding options under the 1991 Plan are currently exercisable,
except for 200,000 options which are exercisable 100,000 in May 1998 and 100,000
in May 1999. They expire as follows: fiscal 1998 - 2,084, fiscal 2000 - 5,000,
fiscal 2003 - 462,663 and fiscal 2004 - 1,117,000. The weighted average exercise
price of all outstanding options under the Plan is $2.55 and the weighted
average remaining contractual life is 6.2 years. Except as noted below, all
options granted in fiscal years 1997, 1996 and 1995 were issued at fair market
value. At June 30, 1997, 1,402,564 options were available for grant.
In May, 1995, a $128,000 discount was given to a former director of the Company
to exercise 18,750 options and was recognized as compensation expense. On
September 26, 1996, the Board of Directors granted options exercisable for
300,000 shares of common stock, par value $.01 per share (the "Common Stock") to
each of the Company's then Chief Executive Officer and Chief Operating Officer.
Options exercisable for the first 150,000 shares were granted to each such
officer at an exercise price of $2.50 per share and the remaining 150,000 each
were granted at an exercise price of $3.00 per share. On December 23, 1996, the
$3.00 options were to be canceled subject to successful completion of an
underwritten public offering, as part of the recapitalization described in Note
15. As described in Note 20, the Offering was not consummated and, accordingly,
the options were not canceled. The options vest and are exercisable immediately
and expire on July 1, 2001. Although the Company intended to grant the options
in May, 1996, when the market price of the stock was $2.50, at September 26,
1996, the date of Board ratification, the market price was $5.50. Accordingly,
the Company recorded a non-recurring, non-cash charge of $1,650,000 to
compensation expense for the difference between market price and exercise price
of the options for 600,000 shares.
In addition to the 1991 Plan, the Company has other option agreements with
current and former officers, directors, employees and owners of an acquired
Company.
The following summarizes transactions outside the 1991 Plan for the three fiscal
years ended June 30, 1997:
Number Option Price
of Shares Per Share
--------- ---------
Outstanding at June 30, 1994 73,791 $3.00 to $16.00
Exercised (12,500) $3.00
Canceled (28,875) $6.00 to $16.00
-------
Outstanding at June 30, 1995 32,416
Canceled (30,166) $4.50 to $6.00
---------
Outstanding at June 30, 1996 2,250
Granted 1,000,000 $2.625 to $3.50
---------
Outstanding at June 30, 1997 1,002,250
=========
During May, 1997, 1,000,000 options were issued pursuant to an employment
agreement with the Company's current Chief Executive Officer. These options are
exercisable 1/3 currently, 1/3 in May 1998 and 1/3 in May 1999, have a weighted
average exercise price of $3.04 per share and expire in 2004. The remaining
2,250 options are currently exercisable, expire in fiscal 1999, and have a
weighted average price of $16.00 per share.
Under SFAS No. 123, had the Company determined compensation cost based on the
fair value at the grant date for its stock options, the Company's net loss and
earnings per share would have been adjusted to the pro forma amounts indicated
below:
Years ended June 30,
1997 1996
------------- ------------
Net loss as reported $ (5,377,096) $(1,094,373)
pro forma $ (7,822,901) $(1,847,535)
Net loss attributable to
common stockholders as reported $(20,199,038) $(1,189,341)
pro forma $(22,644,843) $(1,942,503)
Earnings per share as reported $(2.85) $(0.39)
pro forma (3.19) (0.63)
Pro forma net loss reflects only options granted in fiscal 1997 and 1996.
Therefore, the full impact of calculating compensation cost for stock options
under SFAS No. 123 is not reflected in the pro forma net loss amounts presented
above because compensation cost is reflected over the options' maximum vesting
period of seven years and compensation cost for options granted prior to July 1,
1995, is not considered. The fair value of each stock option is estimated on the
date of grant using the Black-Scholes option pricing model with the following
weighted average assumptions: an expected life of four years, expected
volatility of 50%, no dividend yield and a risk-free interest rate ranging from
5.23% to 6.61%.
Common Stock in Treasury: The Company has purchased 26,800 shares of its common
stock for a total cost of $214,579 (or an average of $8.00 per share). In
connection with the acquisition of the High School Gridiron Report assets,
15,000 shares were issued from the treasury stock. The remaining treasury shares
have a total cost of $135,469 (or an average of $11.48 per share).
17. INCOME TAXES
- -----------------
Income tax expense from continuing operations is as follows:
Years Ended June 30,
1997 1996 1995
---- ---- ----
Current state and local $109,373 $141,084 $75,000
======== ======== =======
A reconciliation of the Federal statutory income tax rate to the effective
income tax rate based on pre-tax loss from continuing operations follows:
1997 1996 1995
---- ---- ----
Statutory rate (34)% (34)% (34)%
Increase in tax rate resulting from:
Loss limitations and valuation
allowance 34 34 34
State income taxes 2 15 134
--- --- ---
Effective rate 2% 15% 134%
=== === ===
1997 1996
---- ----
Deferred tax assets:
Net operating loss carryforwards $1,687,100 $691,100
Compensation on option grants 561,000
Amortization of intangibles 149,500 142,300
Other 245,750 95,900
----------- --------
Total deferred tax assets 2,643,350 929,300
Valuation allowance (2,573,600) (789,800)
----------- --------
Net deferred tax assets 69,750 139,500
----------- --------
Deferred tax liabilities:
Cash to accrual adjustment (69,750) (139,500)
----------- ---------
Total deferred tax liabilities (69,750) (139,500)
----------- ---------
Total deferred taxes, net $ - $ -
=========== =========
The Company has a net operating loss of approximately $4,962,000 available which
expires from 2008 through 2012. These losses can only be offset with future
income and are subject to annual limitations.
No income taxes are allocable to the gain on sale of discontinued operations
during 1995 due to utilization of net operating loss carryforwards.
18. GAINS FROM SALES OF SECURITIES
- -----------------------------------
In July, 1994, the Company borrowed $1,000,000 to fund the exercise by the
Company of a common stock purchase warrant. The loan was collateralized by a
pledge of such common stock pursuant to the terms of a pledge agreement. The
parties to the $1,000,000 loan included, among others, the Company's former
chairman, former president, a former director and a stockholder, who each
provided $200,000. The other lenders were non-affiliates. The lenders received
the repayment of the $1,000,000 loan, interest at 7.75% totaling $9,493 and a
$300,000 commitment fee from the proceeds of the subsequent sales of such common
stock. Effective July 1, 1994, the Company adopted SFAS No. 115 "Accounting for
Certain Investments in Debt and Equity Securities." In accordance with SFAS No.
115, the Company's marketable equity securities were considered
"available-for-sale" investments and were carried at market value with the
difference between cost and market value recorded as a component of
stockholders' equity. The Company subsequently sold all these securities and
recognized a gain of $1,580,000 in fiscal 1995.
19. RELATED PARTY TRANSACTIONS
- -------------------------------
In May, 1997, the Company's outside directors each received options for 100,000
common shares (400,000 in the aggregate), exercisable at $2.625, of which one
half vested immediately and one fourth vest in each of May 1998 and May 1999.
A director and the secretary of the Company, appointed during fiscal 1997, is a
partner in a law firm which provides legal services for which the Company
recognized expenses aggregating approximately $110,000 during fiscal 1997.
During fiscal 1997, two directors purchased warrants for 50,000 common shares
each, for $2,500 each pursuant to consulting agreements entered into prior to
their appointments.
A former director of the Company is the senior managing director of a private
merchant banking firm which was paid approximately $5,700 for investment
advisory services in 1995. In connection with the acquisition of Alliance, a
finders fee totaling $100,000 was paid to the merchant banking firm in fiscal
1995, along with the former director and the other principal owner of the
merchant banking firm each receiving 9,375 restricted common shares of the
Company valued at $2.67 per share and warrants to purchase 6,250 common shares
at $8.00 per share.
On June 9, 1994, the Company borrowed $350,000 from the Company's former chief
executive officer and its former president and pledged its equity interest in
the Laughlin land as security for repayment of the loan. The note was due July
31, 1995 with interest at the rate of 7.25% (the Bank of America Nevada prime
rate at the time of execution). The promissory note and interest of $8,695 were
repaid in advance on October 4, 1994.
A former director of the Company, and another person serving as secretary in
1993, were each partners in different law firms that provided legal services for
which the Company recognized expenses aggregating approximately $31,000 in 1995.
In April 1995, the former chairman of the Company purchased property and
equipment owned by the Company with a cost of $160,109 and net book value of
$5,870 for a discounted appraised value of $11,000 in cash.
20. WITHDRAWAL OF REGISTRATION STATEMENT
- -----------------------------------------
On October 17, 1996, the Company filed a Form SB-2 registration statement (the
"Registration Statement") with the Securities and Exchange Commission. The
Registration Statement related to a proposed underwritten public offering of
2,100,000 shares of Common Stock, of which 1,750,000 shares were being offered
by the Company and 350,000 were being offered by certain stockholders of the
Company. It also related to the sale of 1,381,056 shares of Common Stock by
certain selling stockholders on a delayed basis. Due to market conditions, on
February 11, 1997, the Company withdrew the Registration Statement and expensed
$1.2 million in proposed offering costs in fiscal 1997.
21. RESTRUCTURING COSTS
- ------------------------
During the quarter ended March 31, 1997, the Company effected certain corporate
restructuring steps, including the decision to reduce corporate staffing and
related administrative costs, as well as making two executive management
changes. In this connection, restructuring expenses of $986,000 were recorded,
including $44,000 in estimated office restructuring costs and $942,000 in
executive management and other settlement costs. The executive management
settlement agreements include two non-interest bearing promissory notes with
face values of $290,000 and $250,000, respectively, payable in equal
installments over eighteen months starting in May, 1997. These notes have been
discounted to $268,000 and $231,000, respectively, to reflect effective interest
rates of 10%.
22. RESTATEMENTS FOR CORRECTIONS OF ERRORS
- -------------------------------------------
The financial statements for the three and nine months ended March 31, 1997, the
three months ended September 30, 1996 and year ended June 30, 1996 were restated
for corrections of errors.
In March, 1997, to reduce the overhang associated with outstanding warrants and
to obtain working capital subsequent to the withdrawal of the Company's proposed
underwritten public offering, the Company accepted offers from certain
warrant-holders to exercise their warrants to obtain 3,100,000 shares of Common
Stock at discounted exercise prices which arose from a June 6, 1996 sale of
redeemable convertible preferred stock with attached warrants. As originally
filed in the financial statements for the three and nine months ended March 31,
1997, the discount of $4,975,500 on these warrants was originally classified as
a charge to expense as the underlying redeemable convertible preferred stock was
classified as mezzanine financing for financial reporting. Subsequently, it was
determined that the warrants and the redeemable convertible preferred stock are
equity instruments and accordingly, the charge was reclassified from an expense
transaction to an equity transaction. There is no change to the net worth of the
Company or to its earnings per share as the charge affects net loss attributable
to common stockholders in the earnings per share calculation in the same manner
as an expense transaction.
As originally filed, the financial statements for the three months ended
September 30, 1996 did not include compensation expense for the stock options
granted to officers (as discussed in Note 16), as the Company intended the
options to be granted in May 1996 when the market price of the stock was $2.50.
The net loss attributable to common stockholders for the three months ended
September 30, 1996 was originally reported at $344,481 and related net loss per
share was $(0.11).
Subsequently, in accordance with Securities and Exchange Commission requirements
it was determined that the grant of these options was not effective until
ratification by the Board on September 26, 1996, when the market price was
$5.50. Accordingly, the Company amended the financial statements for the three
months ended September 30, 1996 to record a non-recurring, non-cash charge of
$1,650,000 for compensation expense in connection with the grant of these
options, which increased the net loss for the quarter to $1,994,481 and net loss
per share to $(0.62).
Additionally, as originally filed, the Company reported its Convertible
Preferred Stock as equity. The Preferred Stock contained two provisions for
mandatory redemption, which the Company had considered remote and not within the
control of the holders. Subsequently, in accordance with the Securities and
Exchange Commission requirements, these securities were reclassified as
mezzanine financing and the September 30, 1996 and June 30, 1996 financial
statements were restated accordingly. In conjunction with this, previously
recorded dividends of $66,500 for the three months ended September 30, 1996 were
reclassified as interest and the net loss of $277,981 increased to $344,481.
Previously recorded dividends of $17,490 for the year ended June 30, 1996 were
reclassified as interest and the net loss of $1,076,833 increased to $1,094,373.
There was no impact on earnings per share from this adjustment, as the dividends
had previously increased the net loss attributable to common stockholders.
Also, as originally filed, accretion of the discount on the redeemable
convertible preferred stock was not included as a preferred dividend in the
earnings per share calculation for the year ended June 30, 1996. As such, the
calculation has been restated to consider the fiscal 1996 accretion of the
preferred dividend which has resulted in an increase in the net loss
attributable to common stockholders by $94,968 and increased net loss per common
share from $(0.36) to $(0.39).
23. NEW ACCOUNTING PRONOUNCEMENTS
- ----------------------------------
In February 1997, the Financial Accounting Standards Board ("FASB") issued
Statement of Financial Accounting Standards ("SFAS") No. 128, "Earnings Per
Share" ("SFAS 128") which is effective for financial statements for both interim
and annual periods ending after December 15, 1997. Earlier application is not
permitted; however, restatement of all prior-period earnings per share data
presented is required. The Company has not yet determined the effect SFAS 128
will have on its financial statements; however, the adoption is not expected to
have a material impact on the financial position or results of operations of the
Company.
In March 1997, the FASB issued SFAS No. 129, "Disclosure of Information about
Capital Structure" ("SFAS 129"), which is required to be adopted by the Company
in fiscal 1998. This Statement specifies certain disclosures about capital
structure. Management does not expect that implementation of this Statement will
have a significant impact on the financial statements of the Company.
In June 1997, the FASB issued SFAS No. 130, "Reporting Comprehensive Income"
("SFAS 130"). SFAS 130 establishes standards for reporting and display of
comprehensive income and its components in a full set of general purpose
financial statements. An enterprise that has no items of other comprehensive
income in any period presented is not required to report comprehensive income.
SFAS 130 is effective for fiscal years beginning after Decemebr 15, 1997.
Management does not believe that the adoption of SFAS 130 will have a material
impact on the Company's financial statements.
In June 1997, the FASB issued SFAS No. 131, "Disclosures about Segments of an
Enterprise and Related Information" ("SFAS 131"). SFAS 131 establishes standards
for the way that public business enterprises report information about operating
segments in annual financial statements and requires that those enterprises
report selected information about operating segments in interim financial
reports issued to shareholders. It also establishes standards for related
disclosures about products and services, geographic areas and major customers.
SFAS 131 is effective for fiscal years beginning after December 15, 1997.
Management has not yet assessed the impact that the adoption of SFAS 131 will
have on the Company's financial statements.
24. SUBSEQUENT EVENTS
- ----------------------
Effective July 1, 1997, the Company acquired 100% of the stock of Pegasus
Internet, Inc. ("Pegasus"). Terms of the agreement called for issuance of
600,000 shares of common stock of the Company valued at $1.8 million plus
$200,000 in cash. The Company's Chief Executive Officer owned 25% of Pegasus.
Pegasus provides Internet services including web site planning and development,
site hosting, on-line ticketing system development, graphic design and
electronic commerce.
The acquisition will be accounted for using the purchase method of accounting.
Accordingly, the operating results of Pegasus will be included in the
consolidated results of operations of the Company starting on July 1, 1997.
SIGNATURES
Pursuant to the requirements of Section 16(a) of the Securities Exchange Act of
1934, the Registrant has duly caused this Form 10-K/A to be signed on its behalf
by the undersigned, thereunto duly authorized.
MARKETING SERVICES GROUP, INC.
(Registrant)
By: /s/ J. Jeremy Barbera
Chairman of the Board and Chief Executive Officer
By: /s/ Scott A. Anderson
Chief Financial and Accounting Officer
Date: October 27, 1997
Exhibit 11
STATEMENT REGARDING COMPUTATION OF NET INCOME (LOSS) PER SHARE
Fiscal Year
1997 1996 1995
------ ------ ------
(as restated)
Net income (loss) per share was calculated
as follows:
Loss from continuing operations before
discontinued operations ($5,377,096) ($1,094,373) ($130,859)
Income from discontinued operations $241,256
Net income (loss) ($5,377,096) ($1,094,373) $110,397
Periodic non-cash accretions on
redeemable convertible preferred stock (806,425) (94,968)
Non-cash, non-recurring dividends
on conversions of redeemable
preferred B stock (8,466,712)
Non-recurring dividends on repurchase
of redeemable preferred C stock (573,305)
Non-recurring discounts on warrant
exercises (4,975,500)
Net income (loss) attributable to
common stockholders ($20,199,038) ($1,189,341) $110,397
Primary:
Weighted average common shares
outstanding 7,089,321 3,068,278 1,804,827
Incremental shares under stock options
and warrantscomputed under the treasury
stock method usingthe average market
price of the issuer's common stock
during the periods 546,974 280,758 2,713
Incremental shares under convertible
preferred stock 220,556
Incremental shares under convertible notes 196,167
Weighted average common and common
equivalent shares outstanding 7,089,321 3,068,278 1,807,540
Loss per common share from
continuing operations ($2.85) ($.39) ($.07)
Income per common share from
discontinued operations $.13
Net income (loss) per common share ($2.85) ($.39) $.06
Fully diluted:
Weighted average common shares
outstanding 7,089,321 3,068,278 1,804,827
Incremental shares under stock options
and warrants computed under the
treasury stock method using the
market price of the issuer's common
stock at the end of the periods if
higher than the averagemarket price 546,974 420,652 13,565
Incremental shares under convertible
preferred stock 220,556
Incremental shares under convertible notes 196,167
Weighted average common and common
equivalent shares outstanding 7,089,321 3,068,278 1,818,392
Loss per common share from continuing
operations ($2.85) ($.39) ($.07)
Income per common share from
discontinued operations $.13
Net income (loss) per common share ($2.85) ($.39) $.06
Exhibit 21
SUBSIDIARIES OF MARKETING SERVICES GROUP, INC.
All-Comm Acquisition Corporation* (100%)
All-Comm Holdings, Inc.* (100%)
Alliance Media Corporation (100%)
Metro Services Group, Inc. (100%)
Stephen Dunn & Associates, Inc. (100%)
* Dissolved in June, 1997
Exhibit 23
The Board of Directors
Marketing Services Group, Inc.:
We consent to the incorporation by reference in the registration
statements (No. 333-30969 on Form S-3 and No. 333-30839 on Form S-8) of
Marketing Services Group, Inc. and Subsidiaries, of our report dated September
25, 1997, relating to the consolidated balance sheets of Marketing Services
Group, Inc. as of June 30, 1997 and 1996 and the related consolidated statements
of operations, stockholders' equity and cash flows for each of the years in the
three year period ended June 30, 1997.
/s/ Coopers & Lybrand L.L.P.
Los Angeles, CA
September 25, 1997
<TABLE> <S> <C>
<ARTICLE> 5
<LEGEND>
Exhibit 27
Financial Data Schedule
THIS SCHEDULE CONTAINS SUMMARY FINANCIAL INFORMATION EXTRACTED FROM THE
CONSOLIDATED FINANCIAL STATEMENTS OF MARKETING SERVICES GROUP, INC. AS OF AND
FOR THE YEAR ENDED JUNE 30, 1997 INCLUDED IN THIS REPORT ON FORM 10-KSB/A AND
IS QUALIFIED IN ITS ENTIRETY BY REFERENCE TO SUCH FINANCIAL STATEMENTS
</LEGEND>
<MULTIPLIER> 1
<S> <C>
<PERIOD-TYPE> 12-MOS
<FISCAL-YEAR-END> Jun-30-1997
<PERIOD-START> Jul-01-1996
<PERIOD-END> Jun-30-1997
<CASH> 2,929,012
<SECURITIES> 0
<RECEIVABLES> 5,037,167
<ALLOWANCES> (32,329)
<INVENTORY> 0
<CURRENT-ASSETS> 8,135,308
<PP&E> 1,135,360
<DEPRECIATION> (389,577)
<TOTAL-ASSETS> 25,391,272
<CURRENT-LIABILITIES> 6,473,874
<BONDS> 5,761,584
0
0
<COMMON> 114,386
<OTHER-SE> 13,571,428
<TOTAL-LIABILITY-AND-EQUITY> 25,391,272
<SALES> 24,144,874
<TOTAL-REVENUES> 24,144,874
<CGS> 5,587,343
<TOTAL-COSTS> 5,587,343
<OTHER-EXPENSES> 22,131,362
<LOSS-PROVISION> 0
<INTEREST-EXPENSE> 529,521
<INCOME-PRETAX> (5,267,723)
<INCOME-TAX> (109,373)
<INCOME-CONTINUING> (5,377,096)
<DISCONTINUED> 0
<EXTRAORDINARY> 0
<CHANGES> 0
<NET-INCOME> (5,377,096)
<EPS-PRIMARY> (2.85)
<EPS-DILUTED> (2.85)
</TABLE>
