monthly business update sep 30, 2008
DESCRIPTION
Monthly Business Update Sep 30, 2008. Indiv Publishing: New Sales Components Trend. Indiv Publishing: New Sales Components Trend. Publishing: Renewals. Publishing: Individual Renewals. - PowerPoint PPT PresentationTRANSCRIPT
9-26-2008 Company Confidential Pg 1
Monthly Business Update Sep 30, 2008Monthly Business Update Sep 30, 2008
9-26-2008 Company Confidential Pg 2
Indiv Publishing: New Sales Components Trend
$ 0 K
$ 50 K
$ 100 K
$ 150 K
$ 200 K
$ 250 K
$ 300 K
$ 350 K
Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08
Walk-up Partners FL Paid
Sep-07 Oct-07 Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08
Partners $ 15 K $ 8 K $ 5 K $ 4 K $ 4 K $ 4 K $ 18 K $ 25 K $ 19 K $ 46 K $ 34 K $ 42 K $ 28 K
FL $ 31 K $ 31 K $ 48 K $ 113 K $ 65 K $ 34 K $ 97 K $ 110 K $ 65 K $ 61 K $ 64 K $ 86 K $ 87 K
Paid $ 167 K $ 105 K $ 147 K $ 127 K $ 17 K $ 9 K $ 171 K $ 67 K $ 44 K $ 49 K $ 41 K $ 50 K $ 54 K
Walk-up $ 27 K $ 31 K $ 34 K $ 33 K $ 81 K $ 65 K $ 42 K $ 32 K $ 33 K $ 33 K $ 49 K $ 116 K $ 60 K
Total $ 240 K $ 175 K $ 235 K $ 278 K $ 167 K $ 111 K $ 330 K $ 234 K $ 162 K $ 188 K $ 188 K $ 294 K $ 229 K
9-26-2008 Company Confidential Pg 3
Indiv Publishing: New Sales Components Trend
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08
Walk-up Partners FL Paid
Paid 62.7% 45.8% 10.4% 8.2% 52.0% 28.6% 27.4% 25.9% 22.0% 17.0% 23.7%
FL 20.3% 40.8% 38.8% 30.2% 29.6% 47.0% 40.4% 32.2% 33.8% 29.2% 37.8%
Partners 2.3% 1.4% 2.1% 3.3% 5.5% 10.7% 11.9% 24.5% 18.2% 14.3% 12.1%
Walk-up 14.6% 12.0% 48.6% 58.3% 12.9% 13.7% 20.3% 17.4% 25.9% 39.5% 26.4%
Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08
9-26-2008 Company Confidential Pg 4
Publishing: Renewals
MTDPotential Renewal M'ships 674 Potential Renewal Dollars 150,663$
Actual Renewal M'ships 515 Actual Renewal Dollars 155,462$
Renew % M'ships 76%Renew % Dollars 103%
% Renewals Processed M'ships 100%% Renewals Processed Dollars 100%
$K
Status Custm % $ Amt % Sep Renewal Detail $ Amt Status
Lost 3 10.0 10.1 5.0 Department of the Air Force - GrpSub (R) '08 109,000 Closed
Pending 8 26.7 13.5 6.7 Gov of Singapore InvestCorp - GrpSub (R) '08 8,995
Renewed 19 63.3 177.1 88.2 NDIC -Natl Drug Intel Ctr 8,512 Closed
Total 30 100.0 200.7 100.0 Parliament of Finland - GrpSub (R) '08 6,000 Closed
Brevan Howard Services Ltd - GrpSub (R) '08 5,990 Closed
Army Reserve Command - GrpSub (R) '08 5,600 Lost
RAND Corporation - LibSub (R) '08 5,000 Closed
Petronas - GrpSub (R) '08 4,200
Ctr For Emerging Threats & Opps - GrpSub (R) '08 3,215 Closed
Mistero della Difesa Raggruuppamento Grp Sub {R} 2,995 Closed
AIG - GrpSub (R) '08 2,995 Lost
Nexen Inc - GrpSub (R) '08 2,940 Closed
18 Others 35,245 11 Closed
Sep Total Potential Inst Renewal $ 200,687
Publishing: Individual Annual Renewal Monthly Trend
Publishing: Institutional Renewal Update-Sep
Publishing: Individual Annual Renewal Update
Publishing: Institutional Renewal Update
Annual Renewal Activity Sep 2008Renewal Rates - %
20%
30%
40%
50%
60%
70%
80%
90%
100%
110%
120%
Renw # Renw $
Renw # 78% 71% 81% 70% 70% 69% 67% 64% 70% 72% 88% 67% 82% 71% 91% 62% 76% 62% 77% 74% 85% 75% 76%
Renw $ 100%
101%
102%
102%
98% 105%
109%
106%
105%
97% 108%
82% 99% 88% 107%
73% 97% 76% 84% 86% 95% 91% 103%
Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep
9-26-2008 Company Confidential Pg 5
Publishing: Individual Renewals
Cumulative average renewal trend takes monthly data points and accumulates/averages them over time. For example, Aug 05 is a stand-alone data point for that month. Sep 05 takes Aug and Sep potential renewal and actual renewal and re-computes a 2 month average. Oct 05 takes Aug, Sep, and Oct renewal and re-computes a 3 month average. The rest of the trend months are similarly derived where any given month is a re-computed average of the data for that month and all preceding months. The month percentages are not the key in this metric, but rather the slope of the line. A positive slope (seen here) indicates real improvement over time by removing the potentially skewing impact of individual monthly timing differences (decline recoveries).
Cumulative Average Renewal: Aug 05 - Present
50%
55%
60%
65%
70%
75%
80%
85%
Aug OctDec Feb Apr Ju
nAug Oct
Dec Feb Apr Jun
Aug OctDec Feb Apr Ju
nAug
Members Dollars
9-26-2008 Company Confidential Pg 6
Publishing: Cash Sales Trend 2004-2008
All sales data is YTD.
Institutional Sales are Group Subscriptions only.
Institutional
$0
$500
$1000
$1500
2004 $46 $67 $128 $157 $186 $222 $377 $416 $475 $505 $523 $631
2005 $51 $115 $185 $230 $260 $311 $536 $645 $680 $776 $884 $965
2006 $71 $98 $178 $220 $248 $314 $357 $1261 $1279 $1343 $1392 $1446
2007 $74 $152 $273 $350 $434 $483 $571 $631 $806 $872 $1003 $1046
2008 $52 $508 $563 $629 $779 $841 $923 $1498 $1701
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Individual
0
2000
4000
6000
2004
2005 $140 $290 $440 $577 $725 $919 $983 $1061 $1207 $1421 $1633 $1819
2006 $165 $315 $477 $611 $809 $1030 $1382 $1671 $1917 $2235 $2782 $3011
2007 $262 $563 $818 $1102 $1444 $1985 $2215 $2634 $2988 $3284 $3599 $4012
2008 $277 $470 $906 $1235 $1508 $1907 $2265 $2733 $3122
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Combined
-$1000
$1000
$3000
$5000
2004 $46 $67 $128 $157 $186 $222 $377 $416 $475 $505 $523 $631
2005 $191 $405 $625 $807 $985 $1230 $1519 $1706 $1887 $2197 $2517 $2784
2006 $236 $413 $655 $831 $1056 $1344 $1739 $2933 $3196 $3578 $4174 $4457
2007 $336 $715 $1090 $1452 $1878 $2468 $2786 $3264 $3793 $4156 $4603 $5058
2008 $328 $977 $1470 $1864 $2287 $2748 $3188 $4231 $4824
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
9-26-2008 Company Confidential Pg 7
Publishing: New Visitors & Guest Pass Sign-Ups
Above data plots daily new visitors (red line, scaled against left y-axis) and GP sign-ups (blue line scaled against right y-axis), and depicts strong positive correlation between the two.
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
50,000
8/1
8/2
8/3
8/4
8/5
8/6
8/7
8/8
8/98/
108/
118/
128/
138/
148/
158/
168/
178/
188/
198/
208/
218/
228/
238/
248/
258/
268/
278/
288/
298/
308/
31 9/1
9/2
9/3
9/4
9/5
9/6
9/7
9/8
9/99/
109/
119/
129/
139/
149/
159/
169/
179/
189/
199/
209/
219/
229/
239/
249/
259/
269/
279/
289/
299/
3010
/110
/210
/3
0
5
10
15
20
25
30
35
40
45
50
New Visitors GP S-Ups
9-26-2008 Company Confidential Pg 8
Publishing: Free List Guest Pass Sign-Up Trend
0
50
100
150
200
250
300
350
Apr May Jun Jul Aug Sep Oct
Free Weeklies FL 3 Strikes
FL GP Sign-Ups Apr May Jun Jul Aug Sep Oct
Free Weeklies 72 54 52 59 130 72 10FL 3 Strikes 18 20 20 26 50 34 7FL Total GPs 90 74 72 85 180 106 17
9-26-2008 Company Confidential Pg 9
Publishing: Walk-Up Guest Pass Sign-Up Trend
0
50
100
150
200
250
300
350
Apr May Jun Jul Aug Sep Oct
Barrier Page Home Page Button
W-Up GP Sign-Ups Apr May Jun Jul Aug Sep Oct
Barrier Page 48 38 35 57 135 63 9Home Page Button 31 68 184 79 16Walk-Up Total GPs 48 38 66 125 319 142 25
9-26-2008 Company Confidential Pg 10
Publishing: Guest Pass Conversion Trend
Above data is for all our website Guest Passes, whether they are walk-ups or FLers, but excludes test trials like NDIA, Mauldin, and sign up a friend (PL). Sign-ups and Conversions (colored bars) are plotted against Y1 (left Y axis) whereas conversion percentages (black line) are plotted against Y2(right Y axis). The conversion rate exceeds what had been our historical average which was approx 54%.
Signup Data thru 9/26 (Includes comparable conversion data thru 10/3).
0
50
100
150
200
250
300
350
400
450
500
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
SignUps Conv's % Conv
SignUps 34 190 117 139 112 138 210 499 226
Conv's 21 115 83 102 80 102 139 342 152
% Conv 62% 61% 71% 73% 71% 74% 66% 69% 67%
Jan Feb Mar Apr May Jun Jul Aug Sep
9-26-2008 Company Confidential Pg 11
Publishing: Guest Pass Conversion TrendSign-Ups thru 9-26-2008 (Lags by a week to accurately match conversions and sign-ups).
FL: 3 Strikes
0
20
40
60
80
100
120
140
160
180
200
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
SignUps Conv's % Conv
SignUps 18 20 20 26 50 31
Conv's 17 18 17 24 44 27
% Conv 94% 90% 85% 92% 88% 87%
Apr May Jun Jul Aug Sep
FL: Free Weeklies
0
20
40
60
80
100
120
140
160
180
200
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
SignUps Conv's % Conv
SignUps 72 54 52 59 130 67
Conv's 54 38 40 40 97 49
% Conv 75% 70% 77% 68% 75% 73%
Apr May Jun Jul Aug Sep
W-up: Barrier Page Re-Direct
0
20
40
60
80
100
120
140
160
180
200
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
SignUps Conv's % Conv
SignUps 48 38 35 57 135 57
Conv's 30 24 28 38 102 42
% Conv 63% 63% 80% 67% 76% 74%
Apr May Jun Jul Aug Sep
W-up: Home Page GP Button
0
20
40
60
80
100
120
140
160
180
200
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
SignUps Conv's % Conv
SignUps 31 68 184 71
Conv's 17 37 99 34
% Conv 55% 54% 54% 48%
Apr May Jun Jul Aug Sep
9-26-2008 Company Confidential Pg 12
Publishing: Multi-Year Membership H/C
Sep HC data is thru 9-30.
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
16,000
18,000
20,000
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Multi-Yr HC 2,806 2,813 2,939 3,019 3,056 3,180 3,277 3,425 3,608
Total HC 12,479 12,691 12,997 13,434 13,692 13,953 14,051 14,845 15,197
Percent 22% 22% 23% 22% 22% 23% 23% 23% 24%
Jan Feb Mar Apr May Jun Jul Aug Sep
9-26-2008 Company Confidential Pg 13
Inst Headcount (Estm)
Institutional H/C
03,0006,0009,000
12,00015,00018,00021,00024,00027,00030,000
9/5 9/12 9/19 9/26 9/30
9-26-2008 Company Confidential Pg 14
CIS: Sales Trend 2006-2008
All sales data is YTD.
Public Policy
$0$200$400$600$800
$1000$1200$1400$1600$1800$2000
2006 $156 $498 $498 $866 $1006 $1207 $1215 $1215 $1215 $1215 $1225 $1374
2007 $51 $212 $391 $418 $634 $733 $748 $907 $1657 $1657 $1657 $1919
2008 $69 $69 $181 $181 $181 $211 $261 $261 $291
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
International
$0
$500
$1000
$1500
$2000
2006 $25 $30 $30 $38 $43 $257 $565 $565 $761 $761 $761 $1151
2007 $165 $225 $225 $237 $287 $341 $527 $551 $551 $1651 $1663 $1663
2008 $0 $0 $8 $8 $8 $8 $8 $8 $20
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Protective Intelligence
$0
$200
$400
$600
$800
$1000
$1200
$1400
2006 $108 $158 $254 $262 $303 $390 $405 $418 $423 $514 $567 $654
2007 $232 $303 $318 $428 $448 $477 $552 $580 $591 $591 $663 $663
2008 $215 $238 $253 $328 $356 $371 $374 $486 $486
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec