429 Post Road | ||
P.O. Box 210 | ||
Buchanan, Michigan 49107 | ||
Phone: 269.695.2700 | ||
Fax: 269.697.0395 |
Re: | Express-1 Expedited Solutions, Inc., File No. 0-49606, Form 10-K: For the year ended December 31, 2006. |
l Page 2 | July 30, 2007 |
Year Ended December | ||||||||||||
31, | ||||||||||||
2006 | 2005 | 2004 | ||||||||||
EBITDA |
$ | 4,035,000 | $ | 255,000 | ($1,211,000 | ) | ||||||
Income tax benefit |
1,128,000 | | 1,921,000 | |||||||||
Interest expense |
(205,000 | ) | (187,000 | ) | (126,000 | ) | ||||||
Restructuring charges |
| (4,448,000 | ) | (2,568,000 | ) | |||||||
Loss on retirement of note receivable |
90,000 | 32,000 | | |||||||||
Non-cash expense related to issuance of stock and warrants |
110,000 | 103,000 | 28,000 | |||||||||
Loss on disposal of equipment |
66,000 | 12,000 | | |||||||||
Non-cash impairment of intangible assets. |
23,000 | 3,958,000 | 737,000 | |||||||||
Realized loss (gain) on market value of trading stock |
| 88,000 | (88,000 | ) | ||||||||
Net change in current assets and liabilities |
(1,610,000 | ) | 1,532,000 | (1,727,000 | ) | |||||||
Net cash provided by (used in) operating activities |
$ | 3,637,000 | $ | 1,345,000 | ($3,034,000 | ) | ||||||
l Page 3 | July 30, 2007 |
| EITF 99-19 (7) states, The company is the primary obligor in the arrangement...If a company is responsible for fulfillment, including the acceptability of the product(s) or service(s) ordered or purchased by the customer, that fact is a strong indicator that a company has risks and rewards of a principal in the transaction and that it should record revenue gross based on the amount billed to the customer. | ||
Within our business model, customers are generated through sales leads by our sales force and calls requesting our emergency freight services come into our call center. Based upon the geographical location of our customers needs, we either contact one of our company drivers, our independent contract drivers or a third-party transportation company (collectively our driver force) to haul the freight. We remain the sole source of contact with the customer and actively monitor shipments from pick-up through delivery, providing real-time positioning updates and tracking options. Our company is solely responsible to the customer and bears all risk associated with the acceptance of the load and all responsibility to pay the contractors for their services. Both the credit risk associated with the customer and the responsibility to remit payments for contracted driver services are independent transactions and not subject to set-off. | |||
The term asset-light was used with the intent to allow the users of our filings to know we do not purchase tractors, trailers and other large capital investment items for use by the driver force in substantially all of our freight operations. We are asset-light as opposed to non-asset based. Predominantly, our drivers are independent business people, who own their own equipment and sign-on for extended periods of time providing services on our behalf to customer accounts that we cultivate and manage. They operate under our motor |
l Page 4 | July 30, 2007 |
carrier authority, our insurance and our cash flow in helping provide our expedite transportation services. | |||
| EITF 99-19 (8) states, The company has general inventory risk (before an order is placed or upon customer return) Unmitigated inventory risk is a strong indicator that a company has risks and rewards as a principal in the transaction and, therefore, that it should record revenue gross based on the amount billed to the customer. | ||
While our company does not use inventory within its services, we do bear similar risks associated with customer satisfaction. In some of our customer contracts we have committed to service failure penalties and events. These take many forms, including separate charges to us associated with any plant shutdown caused by late delivery and reductions in payments for our services. While these have historically been uncommon and insignificant to the overall business, the risks associated with customer satisfaction and our services are the exclusive responsibility of our company. | |||
| EITF 99-19 (9) states, The company has latitude in establishing price If a company has reasonable latitude, within economic constraints, to establish the exchange price with a customer for the product or service, that fact may indicate that the company has risks and rewards of a principal in the transaction and that it should record revenue gross based on the amount billed to the customer. | ||
Within our transactions, we negotiate with the customer at arms length and establish price either on a contractual basis or on a load-by-load basis. The price we establish with our customers is independent from the price we pay our driver force for their performance. | |||
| EITF 99-19 (10) states, The company changes the product or performs part of the service If a company physically changes the product (beyond its packaging) or performs part of the service ordered by a customer, that fact may indicate that the company is primarily responsible for fulfillment, including the ultimate acceptability of the product component or a portion of the total services furnished by the supplier, and that it should record revenue gross based upon the amount billed to the customer. | ||
Our services consist of providing emergency and/or high priority freight services, commonly referred to as expedited transportation services. Since the products being shipped are commonly time sensitive in nature, we provide tracking and tracing of the shipments from scheduled pick-up through scheduled delivery. Within our 24-7 call center, our customer service professionals give regular positioning updates, customer alerts and other unique services that differentiate the shipments we manage from those of other modes of surface transportation. Much of this tracking and communication is provided through satellite-based technology that we furnish to each of the units operated by our driver force. Without this level of customer attention and load monitoring our services would not be differentiated from other modes of transportation and we would not enjoy the rate premiums commonly associated with expedited transportation. | |||
| EITF 99-19 (11) states, The company has discretion in supplier selection If a company has multiple suppliers for a product or service ordered by a customer and discretion to select the supplier that will provide the product(s) or service(s) ordered by a customer, that fact may indicate that the company is primarily responsible for fulfillment and that it should record revenue gross based upon the amount billed to the customer. | ||
A force of drivers that we engage on a load-by-load basis to haul freight entrusted to us by our customers provides our transportation services. We have hundreds of contract drivers, a handful of company-employee drivers and hundreds of third-party trucking companies from which to select for the purpose of hauling each load. Based upon several criteria, such as proximity to the shipment and past performance history, we select the party to |
l Page 5 | July 30, 2007 |
haul each load on an individual basis. In the event of service failures, we also have sole discretion over terminating the relationship with members of this driver force. | |||
| EITF 99-19 (12) states, The Company is involved in the determination of product or service specifications If a company must determine the nature, type, characteristics, or specifications of the product(s) or service(s) ordered by the customer, that fact may indicate that the company is primarily responsible for fulfillment and that it should record revenue gross based on the amount billed to a customer. | ||
Comprising the fleet of equipment through which we provide our services are various types and sizes of vehicles including cars, cargo vans, small straight trucks, large straight trucks and semi tractor-trailer units. We refer to all these units as trucks, which is common within our industry. Each of these class sizes of equipment can haul different amounts and is charged to the customer at different rates and is paid differing rates by our company. On receiving a call from our customer to provide emergency transportation services, we first work with the customer to determine how large of a vehicle class is needed for their shipment. Based upon this determination, we select from among the different sizes of equipment available to cover the load. Based solely upon our discretion, we occasionally place a larger vehicle on a load than is needed by the customer. In these cases, we cannot charge the customer for a different vehicle class than agreed at the time of receipt of the order. | |||
| EITF 99-19 (13) states, The company has physical loss inventory risk (after customer order or during shipping) Physical loss inventory risk exists if title to the product is transferred to a company at the shipping point (for example, the suppliers facilities) and is transferred from that company to the customer upon delivery. Physical loss inventory risk also exists if a company takes title to the product after a customer order has been received but before the product has been transferred to a carrier for shipment. This indicator may provide some evidence, albeit less persuasive than general inventory risk, that a company should record revenue gross based upon the amount billed to the customer. | ||
While our company is not engaged in activities that convert materials into inventory for subsequent sales to customers, we do bear the risk of inventory loss in our services. We routinely take into our possession and control, the products and valuable goods of our customers. During transit, we bear the risk of loss and/or damage to these goods. Typically, we bear up to $250,000 of cargo liability to our customers for each shipment. This is not passed along to our driver force. | |||
| EITF 99-19 (14) states, The company has credit risk If a company assumes credit risk for the amount billed to the customer, that fact may provide weaker evidence that the company has risks and rewards as a principal in the transaction and, therefore that it should record revenue gross for that amount. | ||
We bear all credit risk associated with our customers. No general provisions for set-off or reduction of payments due to our driver force exist. We bear all responsibility for collection from the customer accounts and must remit payments to our drivers for the services they perform, regardless of whether we subsequently collect payments from our customers or not. Additionally, we incur other direct transportation costs such as insurance and transportation taxes, which we bear regardless of collection. |
| EITF 99-19 (15) states, The supplier (not the company) is the primary obligor in the arrangement Whether a supplier or a company is responsible for providing the product or service desired by a customer is a strong indicator of the companys role in the |
l Page 6 | July 30, 2007 |
transaction. If a supplier (and not the company) is responsible for fulfillment, including the acceptability of the product(s) or service(s) ordered or purchased by a customer, that fact may indicate the company does not have risks and rewards as a principal in the transaction and that it should record revenue net based on the amount retained (that is, the amount billed to the customer less the amount paid to a supplier). | |||
We bear all risks associated with the performance of services for our customers. We do not have the right to set-off or reduce the amount paid to our diving force, even in situations where we do not get paid for our services due to a performance failure of our driver force. In situations where our customers do not pay for our services due to dissatisfaction, we have no recourse against our drivers. | |||
| EITF 99-19 (16) states, The amount the company earns is fixed If a company earns a fixed dollar amount per customer transaction regardless of the amount billed to a customer or if it earns a stated percentage of the amount billed to a customer, that fact may indicate that the company is an agent of the supplier and should record revenue net based on the amount retained. | ||
We charge negotiated rates with our customers. Some of these rates are based upon contracts, while others are negotiated on a load-by-load basis similar to a spot market. We remit payments to contractors, based upon negotiated per mile rates, which are independent of the amount we charge the customers. Our margin is the amount remaining after deducting the payments to our driver force, our insurance costs, transportation specific taxes, fuel costs, satellite communications and other direct costs necessary to provide our services from the amount we charge our customers. | |||
| EITF 99-19 (17) states, The supplier (and not the company) has credit risk If credit risk exists (that is, the sales price has not been fully collected prior to delivering the product or service) but that credit risk is assumed by a supplier, that fact may indicate that the company is an agent of the supplier and, therefore, the company should record revenue net based on the amount retained. | ||
We bear all credit risk associated with services performed to our customer base. Our driver force does not bear risk associated with customer defaults or claims. |
l Page 7 | July 30, 2007 |
| Our Company and management are responsible for the adequacy and accuracy of the disclosure in our SEC filings. |
l Page 8 | July 30, 2007 |
| Our Company acknowledges that the comments of the Staff and changes in disclosures based upon those comments, does not foreclose the SEC from taking any action with respect to our filings. | ||
| Our Company cannot assert staff comments as a defense in any proceeding initiated by the SEC or any other person under the federal laws of the United States. |
Copy: | Ms. Jennifer Dorris Audit Committee Chairperson |