corresp
Express-1 Expedited Solutions, Inc.
3399 S. Lakeshore Drive, Suite 225
St. Joseph, MI 49085
October 12, 2010
Mr. Lyn Shenk
Branch Chief
United States Securities and Exchange Commission
Corporation Finance
100 F Street North East
Washington, DC 20549-3561
Re: Express-1 Expedited Solutions, Inc., File # 001-32172
Dear Mr. Shenk:
This letter is in response to the comments of the Staff (the Staff) of the United States
Securities and Exchange Commission (the SEC) with respect to the above-referenced filing provided
in your letter dated September 27, 2010 (the Comment Letter). Our responses are in regular font
following the Staffs comments which are in bold font.
We are complying with your comments and suggestions and believe that each of your items has been
addressed within this correspondence.
The content of this letter has been prepared with input from each of our certifying officers; our
management team; our outside counsel; our independent auditors and the Audit Committee of our Board
of Directors.
SEC Comment 1 Managements Discussion and Analysis, for the three months ended June 30, 2010
compared to the three months ended June 30, 2009, page 17.
Please revise your disclosure to quantify the impact of all factors that have materially impacted
your segments results of operations. For example, quantify the absolute impact that the
acquisition of LRG had on the amount of revenue and selling, general and administrative costs
recognized by the Concert Group Logistics segment.
We understand and are in agreement with your comments and plan to implement these changes on a
prospective basis where appropriate. As discussed on the phone last week with Jeff Sears, I have
edited our original June 30, 2010, 10-Q segment relating to CGL as an example to address your
comments regarding factors with material impact:
Concert Group Logistics (CGL)
CGLs second quarter revenues in 2010 reflected a healthy rebound from 2009. Revenues of $16.1
million compared favorably to revenues of $10.2 in 2009 representing an increase of 58%. The
purchase of certain assets and liabilities of LRG International (CGL International) in October of
2009 contributed to the revenue increases during the second quarter as compared to the same period
in 2009. CGL International (formerly LRG International) revenues represented $2.2 million or 14% of
CGLs second quarters revenue.
Direct expenses of $14.4 million consist primarily of payments for purchased transportation in
addition to payments to CGLs independent offices that control the overall operation of customer
shipments. CGL Internationals direct expense represented $1.8 million or 13% of the total direct
expense of CGL. As a percentage of CGL revenue, direct expenses represented 90% for the second
quarter of 2010 as compared to 90% for the same quarter in 2009. We anticipate slight potential
improvements in CGLs gross margin moving forward due to CGL International being a company-owned
office with less of its costs being reflected as direct expenses.
Selling, general and administrative expenses increased in the second quarter of 2010 by
$463,000 as compared to the same period in 2009. These cost increases relate primarily to
additional costs of $350,000 associated with running CGL International as company owned branches.
These additional costs represent a shift from direct costs to SG&A costs due to CGL Internationals
company owned status. As a percentage to revenue, SG&A costs increased to 7% in the second quarter
of 2010 from 6% in the second quarter of 2009. We anticipate the current SG&A percentage of revenue
being sustained for the remainder of the year based on this slight change in our operating model.
Overall salaries and benefits at CGL increased by $359,000 or 116% from the second quarter of
2009 and represented the additional employees staffed at LRG International in addition to the
reinstatement of benefits throughout CGL that were cut during 2009. Additionally, other expenses
increased by $194,000 in the second quarter of 2010 primarily relating to significant bad debts
incurred during the quarter in addition to other expenses incurred at CGL International.
For the quarter ended June 30, 2010, Concert Group Logistics generated income from operations
before tax of $555,000 representing an increase of 58% from the comparable period in 2009.
Approximately $50,000 or 9% of CGLs operating income was generated at CGL International. Again,
this is due primarily to an improving freight environment and we continue to anticipate favorable
results for the remainder of the year as compared to 2009.
Management continues to focus on the expansion of its independent office network, and is
actively pursuing strategic opportunities. As of June 30, 2010 the Company maintained a network of
23 independent offices and 2 company owned branches as compared to 25 offices as of June 30, 2009.
SEC Comment 2 Managements Discussion and Analysis, for the three months ended June 30,
2010 compared to the three months ended June 30, 2009, page 17.
Referring to your MD&A disclosure regarding your segments results of operations and corporate
expenses; please expand your discussion of the selling general, and administrative costs incurred
by each segment, as well as corporate, to (i) identify the specific types of costs incurred, (ii)
quantify the amounts recognized for each material classification of costs, (iii) quantify material
variances in the specific costs that you have identified, and (iv) discuss the underlying reasons
for any material period-to-period variances. Please provide your proposed expanded disclosure as
part of your response.
We understand and are in agreement with your comments and plan to implement these changes on a
prospective basis where appropriate. Based on your comments, we have created the following table
that will be included in future 10-Qs and 10-Ks. Following the table, we have also updated the June
30, 2010 10-Q CGL narrative relating to our CGL segment as an example of our proposed expanded
narrative relating to selling, general and administrative costs.
Express-1 Expedited Solutions, Inc.
Summary of Selling, General & Administrative Expenses
For the Quarter Ended June 30, 2010
(Unaudited)
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Quarter to Date |
|
|
Quarter to Quarter Change |
|
|
|
2010 |
|
|
2009 |
|
|
In Dollars |
|
|
In Percentage |
|
Express-1, Inc. |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Salaries & benefits |
|
$ |
1,736,000 |
|
|
$ |
1,134,000 |
|
|
$ |
602,000 |
|
|
|
53.1 |
% |
Purchased services |
|
|
290,000 |
|
|
|
159,000 |
|
|
|
131,000 |
|
|
|
82.4 |
% |
Depreciation & amortization |
|
|
131,000 |
|
|
|
134,000 |
|
|
|
(3,000 |
) |
|
|
-2.2 |
% |
Other |
|
|
198,000 |
|
|
|
173,000 |
|
|
|
25,000 |
|
|
|
14.5 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Total SG&A expense |
|
|
2,355,000 |
|
|
|
1,600,000 |
|
|
|
755,000 |
|
|
|
47.2 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Concert Group Logistics |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Salaries & benefits |
|
|
667,000 |
|
|
|
308,000 |
|
|
|
359,000 |
|
|
|
116.6 |
% |
Purchased services |
|
|
49,000 |
|
|
|
93,000 |
|
|
|
(44,000 |
) |
|
|
-47.3 |
% |
Depreciation & amortization |
|
|
131,000 |
|
|
|
177,000 |
|
|
|
(46,000 |
) |
|
|
-26.0 |
% |
Other |
|
|
246,000 |
|
|
|
52,000 |
|
|
|
194,000 |
|
|
|
373.1 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Total SG&A expense |
|
|
1,093,000 |
|
|
|
630,000 |
|
|
|
463,000 |
|
|
|
73.5 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Bounce |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Salaries & benefits |
|
|
409,000 |
|
|
|
166,000 |
|
|
|
243,000 |
|
|
|
146.4 |
% |
Purchased services |
|
|
14,000 |
|
|
|
18,000 |
|
|
|
(4,000 |
) |
|
|
-22.2 |
% |
Depreciation & amortization |
|
|
8,000 |
|
|
|
6,000 |
|
|
|
2,000 |
|
|
|
33.3 |
% |
Other |
|
|
182,000 |
|
|
|
83,000 |
|
|
|
99,000 |
|
|
|
119.3 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Total SG&A expense |
|
|
613,000 |
|
|
|
273,000 |
|
|
|
340,000 |
|
|
|
124.5 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Corporate |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Salaries & benefits |
|
|
167,000 |
|
|
|
114,000 |
|
|
|
53,000 |
|
|
|
46.5 |
% |
Purchased services |
|
|
277,000 |
|
|
|
250,000 |
|
|
|
27,000 |
|
|
|
10.8 |
% |
Depreciation & amortization |
|
|
5,000 |
|
|
|
|
|
|
|
5,000 |
|
|
|
0.0 |
% |
Other |
|
|
88,000 |
|
|
|
139,000 |
|
|
|
(51,000 |
) |
|
|
-36.7 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Total SG&A expense |
|
|
537,000 |
|
|
|
503,000 |
|
|
|
34,000 |
|
|
|
6.8 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Total SG&A expenses |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Total salaries & benefits |
|
|
2,979,000 |
|
|
|
1,722,000 |
|
|
|
1,257,000 |
|
|
|
73.0 |
% |
Total purchased services |
|
|
630,000 |
|
|
|
520,000 |
|
|
|
110,000 |
|
|
|
21.2 |
% |
Total depreciation & amortization |
|
|
275,000 |
|
|
|
317,000 |
|
|
|
(42,000 |
) |
|
|
-13.2 |
% |
Total other |
|
|
714,000 |
|
|
|
447,000 |
|
|
|
267,000 |
|
|
|
59.7 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Total SG&A expenses |
|
$ |
4,598,000 |
|
|
$ |
3,006,000 |
|
|
$ |
1,592,000 |
|
|
|
53.0 |
% |
|
|
|
|
|
|
|
|
|
|
|
|
|
Selling, general and administrative expenses increased in the second quarter of 2010 by
$463,000 as compared to the same period in 2009. These cost increases relate primarily to
additional costs of $350,000 associated with running CGL International as company owned
branches. These additional costs represent a shift from direct costs to SG&A costs due to CGL
Internationals company owned status. As a percentage to revenue, SG&A costs increased to 7% in the
second quarter of 2010 from 6% in the second quarter of 2009. We anticipate the current SG&A
percentage of revenue being sustained for the remainder of the year based on this slight change in
our operating model.
Overall salaries and benefits at CGL increased by $359,000 or 116% from the second quarter of
2009 and represented the additional employees staffed at LRG International in addition to the
reinstatement of benefits throughout CGL that were cut during 2009. Additionally, Other Expenses
increased by $194,000 in the second quarter of 2010 primarily relating to significant bad debts
incurred during the quarter in addition to other expenses incurred at CGL International.
SEC Comment 3 Managements Discussion and Analysis, Liquidity and Capital Resources, page 24.
Refer to your disclosure regarding cash flows presented here, as well as in your prior Form 10-Q
and Form 10-K. We note that you cite changes in net income, as well as the changes in certain
assets and liabilities reported as reconciling items in the operating activities section of the
statement of cash flows, for purposes of discussing cash flows attributable to operating
activities. However, such references may not provide a sufficient basis for a reader to clearly
understand changes in cash flows attributable to operating activities in terms of cash receipts and
cash expenditures. Please revise your disclosure to discuss the reasons for and related underlying
drivers of material variances in cash flows attributable to operating activities, in terms of cash
Refer to Section IV.B.1 of Interpretation: Commission Guidance Regarding Managements Discussion
and Analysis of Financial Condition and Results of Operations, which is available on our website
at http://www.sec.gov/rules/interp/33-8350.htm, for further guidance. Please provide us with a copy
of your intended revised disclosure as part of your response.
We understand and are in agreement with your comments and plan to implement these changes on a
prospective basis where appropriate. The following represents an example of our revised expanded
disclosure to be used on a prospective basis with our 10-Q and 10-K filings:
During the six months ended June 30, 2010, $792,000 in cash was generated from
operations. The primary source of cash for the six month period was driven by net income of $2.3
million resulting primarily from increased business revenues during the initial six months of the
year. The increased business and associated revenue also caused both accounts receivable and
accounts payable, primarily associated with purchased transportation, to rise. The increase in
accounts receivable resulted in a $5.7 million use of cash during the six-month period, but did not
materially impact our average days outstanding in accounts receivable during the period.
As mentioned previously, purchased transportation has also increased during the six-month
period creating a source of $2.1 million in accounts payable and $1.9 million in accrued expenses.
Typically, cash flows during periods of revenue growth are hindered as the Companys accounts
receivable grows at a quicker pace than the related short term transportation liabilities.
Additional uses of cash during the period included $314,000 in prepaid expenses and a decrease in
other liabilities of $889,000.
During the same period in 2009, cash generated by operations netted to $0. This lower than
expected cash flow was primarily due to lower than expected revenues and net income during the
period. Uses of cash included a $1.1 million reduction of accounts payable associated with the
declining volumes of purchased transportation. Improved volumes and profitability have improved
operating cash flows since the second quarter of 2009 and the company anticipates continued growth
and improvement in this area in the near future.
SEC Comment 4 Managements Discussion and Analysis, Liquidity and Capital Resources, page 24.
The following are additional observations regarding the cash flows attributable to your operating activities:
|
a) |
|
Amounts appear to fluctuate between cash provided and cash used from quarter to quarter
with regularity since the first quarter of fiscal year 2009. This did not appear to be the
case prior to fiscal year 2009, yet there is no discussion of the apparent trend. |
|
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b) |
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Quarterly amounts since the first quarter of fiscal year 2009 appear to be materially
lower than quarterly amounts prior to fiscal year 2009, despite recent acquisitions that
seemingly would contribute to a higher level of cash provided. In this regard, there is no
discussion of why the quarterly amounts are lower or of the apparent trend. |
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|
c) |
|
There is no substantive discussion of the decreased level of cash flows attributable to
operating activities for fiscal year 2009 and the resulting usage of cash for that period. |
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d) |
|
Cash provided in the fourth quarter of 2008 of $5.6 million is significantly greater
than any quarterly amount reported to-date since the first quarter of 2009; however, there
is no discussion of the reason for an amount at such level. |
Please explain each of the above to us and revise your disclosure, as appropriate, for items of
continuing relevance. Your expanded disclosure should discuss (i) any continuing trends you expect
in the foreseeable future regarding the level of and variability in the amount of periodic cash
flows attributable to your operating activities, (ii) the basis for your expectations, and (iii)
actions, if any, expected to be undertaken.
We understand and are in agreement with your comments and plan to implement these changes on a
prospective basis where appropriate. The following items are meant to address your above questions.
Moving forward we
plan to expand our cash flow and liquidity discussion to include material items and trends in our
10-Qs and 10-Ks.
|
a) |
|
Fluctuating cash flow trends on quarterly 10-Qs in 2009 relate mainly to timing issues
relating to the payment of accounts payable and accrued expenses. Purchased transportation
payments can exceed $1-2MM a week and are typically paid once per week. Timing of this
payment cycle at quarter end can greatly affect the reported operating cash flows. |
|
|
b) |
|
Cash flows beginning in 2009 have decreased primarily because of weaker than expected
volumes and the related operating income. Additional volumes from the 2 acquisitions made
in 2009 were not able to offset the losses incurred from the weak economy. Expense
reductions were made in the first quarter of 2009 to offset the volume decreases which
enabled the company to maintain liquidity during 2009. The companys asset light model also
protects the company in that approximately 85% of our costs are variable. |
|
|
c) |
|
See above. |
|
|
d) |
|
A significant drop in revenues in the 4th quarter of 2008 resulted in
accounts receivable dropping by nearly $5MM in the fourth quarter. This source of revenue
was the primary factor which resulted in the generation of $5.6MM of cash from operating
activities. |
Together with the enhanced tables enclosed within, we believe the information provided within this
response to the Comment Letter adequately addresses the issues raised. We appreciate the Staffs
comments and intend to enhance our disclosures on a prospective basis, based on these
comments.
Should you require further information or have additional questions regarding this or other
material, please feel free to contact me at the listed address, my email address or my direct phone
number.
In addition, our management team and our certifying officers wish to make the following assertions
in conjunction with this response letter and our filings.
|
|
|
Our company and management are responsible for the adequacy and accuracy of the
disclosure in our SEC filings. |
|
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Our company acknowledges that the comments of the Staff and changes in disclosures based
upon those comments; do not foreclose the SEC from taking action with respect to our
filings. |
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Our company cannot assert staff comments as a defense in any proceeding initiated by the
SEC or any person under the federal securities laws of the United States. |
Sincerely,
John D. Welch
Interim Chief Financial Officer
John.Welch@xpocorporate.com
269-695-4957
|
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Cc: |
|
Ms. Jennifer Dorris, Chair of Audit Committee
Mr. Jeffrey Sears, Division of Corporation Finance |