Q: The MD&A provides an explanation for the decrease in revenue.
"Revenue for the Q1 2016 was $15,276,822 a decrease of $4,407,391 or 22.4% from $19,684,213 as
recorded in the first quarter of fiscal 2015. When compared to the three months ending July 31, 2015,
revenue increased by $1,325,387 or 9.5% from $13,951,435. There are a number of factors impacting
revenues between Q1 2016 vs. Q1 2015:
- The revenue growth at TIO and its subsidiaries.
- One-time revenues related to the Company’s kiosk program, which included sales of kiosks to
an existing biller customer and a removal fee charged to another biller customer for the
removal of low transacting kiosks.
- The strengthening of the US dollar from quarter averages of 1.0927 in Q1 2015 to 1.3163 in Q1
2016
- The change in revenue resulting from the migration of TIO’s largest biller’s entire customer
base from one billing platform to another
Page 7 of 18
This migration affects the Company in the following ways:
1- Historically, the vast majority of transactions processed by the Company for this biller carried
a front-end consumer funded convenience fee of $3.00. The Company historically has
recognized this fee as its revenue and shared the proceeds of this fee with both the retail
partner and the biller itself. Once migrated from the CDMA to the GSM platform, the
customer no longer is required to pay such a fee. The Company’s margin is now paid as a
back-end fee directly by the Biller and in the same amount ensuring that the Company’s per
unit economics are not affected as it relates to gross profit generated per transaction.
2- In Q1 FY 2016, an immaterial amount (approximately $10K) of this billing partner’s bill
payment transactions for its branded retail channel (which excludes 3rd party locations)
resulted in the Company collecting a $3.00 front-end fee. As noted in Q4 2015 virtually all of
its gross transaction revenues from this billing partner is earned through back-end fees. A
typical back-end fee from this partner is expected to generate 1/12th the revenue of a typical
front-end fee, however at a significantly higher gross margin percentage. During August 31,
2015, we had less than 3k monthly bill payment transactions with a front-end fee for the
branded retail channel; the legacy CDMA service was disabled at the end of August. This
transition has significantly reduced the recognized gross revenue while having no impact on
gross profit on a per transaction basis as our largest billing partner’s transaction volume
reached the maximum discount level allowed in the tiered pricing structure. This zero
consumer fee structure may also incentivize more customers to pay using the Company’s
services.
3- As a result of this revenue model transition, TIO experienced a decline in transaction revenues
generated by its largest billing partner from Q4 FY 2014 through to Q1 FY 2016. However, at
the same time the gross margin percentage of the revenues generated by this partner
increased significantly to a range of 90-95%. Due to this billers growth, TIO saw transactions
and total gross profit dollars generated by its largest billing increase despite the significant
reduction in gross transaction revenues. Throughout this transition, investors and analysts
were reminded to monitor the total transactions, gross margin percentage and absolute gross
profit generated by TIO as the best indicators of growth in TIO’s business."
"Revenue for the Q1 2016 was $15,276,822 a decrease of $4,407,391 or 22.4% from $19,684,213 as
recorded in the first quarter of fiscal 2015. When compared to the three months ending July 31, 2015,
revenue increased by $1,325,387 or 9.5% from $13,951,435. There are a number of factors impacting
revenues between Q1 2016 vs. Q1 2015:
- The revenue growth at TIO and its subsidiaries.
- One-time revenues related to the Company’s kiosk program, which included sales of kiosks to
an existing biller customer and a removal fee charged to another biller customer for the
removal of low transacting kiosks.
- The strengthening of the US dollar from quarter averages of 1.0927 in Q1 2015 to 1.3163 in Q1
2016
- The change in revenue resulting from the migration of TIO’s largest biller’s entire customer
base from one billing platform to another
Page 7 of 18
This migration affects the Company in the following ways:
1- Historically, the vast majority of transactions processed by the Company for this biller carried
a front-end consumer funded convenience fee of $3.00. The Company historically has
recognized this fee as its revenue and shared the proceeds of this fee with both the retail
partner and the biller itself. Once migrated from the CDMA to the GSM platform, the
customer no longer is required to pay such a fee. The Company’s margin is now paid as a
back-end fee directly by the Biller and in the same amount ensuring that the Company’s per
unit economics are not affected as it relates to gross profit generated per transaction.
2- In Q1 FY 2016, an immaterial amount (approximately $10K) of this billing partner’s bill
payment transactions for its branded retail channel (which excludes 3rd party locations)
resulted in the Company collecting a $3.00 front-end fee. As noted in Q4 2015 virtually all of
its gross transaction revenues from this billing partner is earned through back-end fees. A
typical back-end fee from this partner is expected to generate 1/12th the revenue of a typical
front-end fee, however at a significantly higher gross margin percentage. During August 31,
2015, we had less than 3k monthly bill payment transactions with a front-end fee for the
branded retail channel; the legacy CDMA service was disabled at the end of August. This
transition has significantly reduced the recognized gross revenue while having no impact on
gross profit on a per transaction basis as our largest billing partner’s transaction volume
reached the maximum discount level allowed in the tiered pricing structure. This zero
consumer fee structure may also incentivize more customers to pay using the Company’s
services.
3- As a result of this revenue model transition, TIO experienced a decline in transaction revenues
generated by its largest billing partner from Q4 FY 2014 through to Q1 FY 2016. However, at
the same time the gross margin percentage of the revenues generated by this partner
increased significantly to a range of 90-95%. Due to this billers growth, TIO saw transactions
and total gross profit dollars generated by its largest billing increase despite the significant
reduction in gross transaction revenues. Throughout this transition, investors and analysts
were reminded to monitor the total transactions, gross margin percentage and absolute gross
profit generated by TIO as the best indicators of growth in TIO’s business."
