vendredi 28 février 2014

Brookfield (BRP) Looks Ready For Another Leg Higher


About a week ago I discussed two undervalued home builders - MDC Holdings (MDC) and Tri-Pointe Homes (TPH) - who had underperformed their peers by as much as 30% by that date.


But in quick order, both of them have jumped $3 in just five trading days to the top of their one-year trading range (See: Trading The Ranges In M.D.C. Holdings And Tri-Pointe Homes , February 19, 2014).


Today I am adding another one to this duo - Brookfield Properties (BRP) - a builder and land-developer that has underperformed the sector leaders [D.R. Horton (DHI), Lennar (LEN), Toll Bros (TOL), Meritage Homes (MTH) and the I-Shares U.S. Home Construction Index (ITB)] by as much as 24% Year-to-date (2014); with the most under-performance occurring just this week (see below).



This recent turn of events is surprising because Brookfield had outperformed all peers since the housing sector's valuation low on October 4, 2011 (chart below).



This under-performance was similar to the fate of M.D.C. Holdings and Tri-Pointe Homes just a week ago; and it's the largest short-term spread I have seen between Brookfield and its peers in over a year. Disconnects like this give the nimble investor a chance to pick up a top name at a discount.


Each time Brookfield has previously fallen behind its peers, it has risen again to the top of its trading range, which in this case is $24.35, or $2 above the current price.


Brookfield can also run quickly, as seen by the sudden price spikes (below), a trait similar to both M.D.C and Tri-Pointe.



Now let's look at the fundamentals of the company after it's recent Q42013 and full-year 2103 earnings results announced on February 11, 2014.



  • Net income increased 33% to $142 million, or $1.21 per diluted share, from $93 million, or $0.91 per diluted share in 2012.

  • Housing revenue was $983 million for the year ended December 31, 2013 compared to $718 million in 2012.

  • Home closings increased 23% to 2,216 units compared to 2012.

  • Average home selling price was $444,000, or an increase of 12% compared to $397,000 in 2012.

  • Active housing communities, including unconsolidated entities, increased to 47, up 42% from 33 in 2012.

  • Backlog units, including unconsolidated entities, increased 10% to 915 units; while backlog value increased 23% to $448 million

  • Assets totaled $3.34 BL, an increase of $518 million or 18.3% compared to 2012, due to acquisitions of $358 million, development activity, and stronger backlog.

  • There was increased activity in all operating segments, particularly in California and the Central and Eastern U.S. as the U.S. continued its recovery.


Also, on a trading note, the short-interest has decreased to only 1% of the float, the lowest of any builder. The stock's short-interest is down 75% since October 1, 2013.


On February 10, 2014, RBC Capital Markets' Robert Wetenhall noted (regarding Brookfield),



" In terms of specific company upside/downside payoffs, we believe that Brookfield Residential Properties, KB Home (KBH ), and PulteGroup (PHM ) offer above-average payoffs. We note that more than half of Brookfield Residential Properties' earnings are derived from Canada, dampening EPS sensitivity to our assumptions regarding the pace of the U.S. housing recovery."



Brookfield Residential did not participate in the tragic sell-off of assets and falling prices that occurred during the U.S. financial crisis (2008-2011). It remained profitable throughout with its Canadian home-building division.


It currently owns 10,403 developed lots in the high-cost Ontario area; and it has expanded its new-home communities to the burgeoning Alberta area, where the energy industry is headquartered in Calgary and Edmonton. The company also opportunistically "went long land" in the U.S. at a time when it was very out of favor to do so.


The company's Alberta communities thrive in a metro area boasting just 4% unemployment, similar to the energy industry surrounding Houston, TX. If the XL pipeline is finally approved, it will only add to the job growth in Alberta, CN.


Brookfield has valuable legacy-land assets in Northern and Southern CA, Washington DC, Phoenix AZ, Austin TX, and Denver, CO; in addition to its 55,351 lots in Canada.































Locale (USA) Developed Lots (55,227)
Northern CA (SF Bay Area)8,887
Southern CA12,573
Washington DC4,398
Phoenix, AZ6,007
Austin, TX13,458

Denver, CO


9,904


















Locale (Canada) Developed Lots (55,351)
Metro Ontario10,403
Calgary28,228
Edmonton16,720

The company entitles, permits, develops, and sells these land assets to other builders over a long period of time, often a decade or more, while also building its own communities on some of its land. The profit margins on its land sales are 29%; and the company estimates (2/11/2014) that the net asset value of all its land holdings - net of all costs to develop them over the next decade, would be $5BL (US). The current value of Brookfield's assets is $3.34BL, up $518ML (18.3%) from 2012.


What possibly might have knocked the company down after its last earnings announcement was the reduction in its land sale revenues. These were 40% less in 2013 (than 2012) as the company began metering-out its lot sales, similar to other builders in the construction industry. It did this because the land was worth more - maybe 20% more - than it had been worth the year before. The company was experiencing strong demand from home buyers and builders, and didn't want to burn through its land bank too quickly.


++++++++++++++++++++++++++


To read more about Brookfield Properties, see: Brookfield Residential Hits Another Homer - So Why The Q3 Booing? November 7, 2013


Source: Brookfield (BRP) Looks Ready For Another Leg Higher


Disclosure: I am long BRP, NLY, WMC, REM. I wrote this article myself, and it expresses my own opinions. I am not receiving compensation for it (other than from Seeking Alpha). I have no business relationship with any company whose stock is mentioned in this article. (More...)








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Amira Nature Foods: More Questions, Fewer Answers

Amira Nature Foods (ANFI) released Q3, FY2014 results on 2/25/14 that beat on the top-line but missed consensus EPS estimates. We believe the earnings release provided further validation of the unraveling of the ANFI growth story, and we continue to have the highest conviction that ANFI represents an extremely compelling short opportunity at current levels.


Below, we highlight some key red flags discerned through analysis of the earnings release and conference call transcript. Note that the 6-K is yet to be filed, and we will update our thoughts accordingly.


A. Poor quality of earnings


The tax rate of 18.95% was the lowest reported over the past 11 quarters. To put this in context, the tax rate in Q2, FY2014 was 30.00% and in Q3, FY2013 was 38.81%. If we were to take the average tax rate over the past 6 quarters (ex most recently reported quarter), the rate would imply 29.01%. Applying this to the reported EBT of $9.5M results in an adjusted EPS of $0.19 versus the $0.22 reported number, and further heightens the EPS miss to $0.09 or 32% versus consensus estimates. The sell side seemed to have missed this anomaly, as the lower tax rate was not raised by a single analyst during the Q&A section of the call.


B. Decrease in gross margins might signal that peak margins might be finally behind us


Gross margins declined 200 basis points year-over-year. We believe that this is a combination of the inability to fully pass through raw material costs and the continued increase in the lower margin bulk commodity business that might set the Company up for lower margins going forward.


C. Continued increase in Bulk Commodity / Institutional business despite management calling it opportunistic and non-core


Bulk Commodity / Institutional business continued to see strong growth, with an increase of 425% year-over-year. This, after the Company reported a 2,475% increase year-over-year in the prior quarter. We find it highly questionable that on one hand management calls this business "opportunistic", yet is aggressively out in the market bidding on tenders, being in some instances the lowest-cost provider. Moreover, given that this business has the lowest gross margins of third-party, branded and institutional, we are at odds to explain why management continues to chase this business despite emphatically stating otherwise.



"We don't go out and look for clients for the institutional business, they come to us and say, hey, we want this." - Karan Chanana, CEO, Q3, FY2014 Earnings Call



D. Reduction in freight / forwarding and handling expenses seem to be at odds with management commentary around tonnage growth


The freight / forwarding and handling expenses line saw a marked decrease of 39% year-over-year. This, in a time when the rice business grew 21% and the Bulk Commodity / Institutional business grew 425%. Therefore, we find it incredibly strange as we struggle to reconcile this reduction in expense with management's comments that they saw tonnage growth of 15% to 20% in the quarter. We are once again surprised that neither did management attempt to clarify this material decline in expense on the call and nor did the sell side probe them on this development.


E. Spike in Accounts Payable


Accounts Payable saw an almost 50% increase year-over-year. This increase is highly concerning both in % and absolute $ terms. DPOs spiked to 58 days, an increase of 16% on a year-over-year basis. This spike in Payables also drove an increase in interest expense due to vendor financing arrangements, which should be considered debt but are not shown as such by management. We are of the view that management is facing a liquidity crunch, and hence, has been aggressively using vendor financing in order to preserve cash for future operating use.


F. Rice Revenue growth starting to stall significantly


Despite management increasing revenue guidance for the full year for FY2014, the implied growth rate for Q4, FY2014 is only 7.8% at the mid-point of management's guidance. Moreover, when comparing the last two quarters (Q2, FY2014 and Q3, FY2014) over the comparable two quarters in the previous year, revenue growth has averaged approximately 12%, a noticeable deceleration versus 38% average growth for Q2, FY2013 and Q3, FY2013 versus their comparable year-ago quarters. Note we have adjusted Q3, FY2013 to exclude a shipment to a repeat customer ($23.6M) when comparing to Q3, FY2012 to ensure consistency when comparing periods.


G. Debt refinancing timeline continues to be vague


We continue to be amazed at the lack of clarity that management has provided to shareholders and prospective investors relating to its debt refinancing plan. On its Q2, FY2014 earnings call, management indicated an 8 to 12-week period for the completion of the debt refinancing. Assuming 12 weeks, that would suggest the debt refinancing to go through by end of February. However, when prompted on the Q3, FY2014 earnings call, management once again acted nonchalant, and when pressed on timing, offered a middle of April time-frame.



"We are working on it right now. And I can't comment on the six to seven weeks, but we are working very actively. All things being equal, you should hear something from us in the next 8 to 12 weeks." Karan Chanana, Q2, FY2014 Earnings Call


"We hope to do it - if everything remains equal in the markets, before - we are targeting by middle of April, if not the end of March, the timing is - as you know the market is important, so that's what the banker say who we are in touch with to do this." Karan Chanana, Q3, FY2014 Earnings Call



H. Non-existent Capital Expenditures


Once again, management continues to avoid putting their money where their mouth is. We continue to remain perplexed as to why the company is unwilling to spend on capex, especially after earmarking a significant portion of the IPO proceeds for the establishment of a new processing facility. Given the fact that ANFI lags its domestic peers meaningfully in terms of processing capacity, we are amazed as to the lack of urgency displayed by management, a full 16 months post the IPO.


On a more positive note, it was encouraging to see the sell side finally begin to ask management some of the highly relevant and timely questions (though they did not press the issue with management in all instances).


We continue to believe that Amira is grossly over-valued and that at least 50% downside exists from current levels.


Source: Amira Nature Foods: More Questions, Fewer Answers


Disclosure: I am short ANFI. I wrote this article myself, and it expresses my own opinions. I am not receiving compensation for it (other than from Seeking Alpha). I have no business relationship with any company whose stock is mentioned in this article. (More...)



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Are Ford's Minor Hiccups A Sign Of Something Bigger?


Ford is simply having some minor problems that, in time, will pass.


Have you noticed that this cold weather seems like it isn't ready to go away yet? No sooner did the U.S. get a nice week than it's back down to frigid temperatures across the Midwest and on the East coast.


The weather has certainly acted as a catalyst for some companies to post crummy earnings, as everyone from Starbucks (SBUX) to Coach (COH) complained that it hurt sales over the past couple of months. We're seeing the same story with automakers across the board.


Ford is seeing the effects of the cold weather, as well.


The buzz throughout the industry is that most dealers are looking for Presidents Day to mark the officially beginning to "selling season" for them, but the weather just doesn't seem like it wants to participate just yet.


That's alright, though - you can't really buy cars from Amazon.com (AMZN) at home in your underwear, so pent up demand is eventually going to make its way back out to the dealerships. And, like I wrote in my article as to why you should have shorted natural gas (NGAZ) to start this week, I'm again simply stating that this weather will eventually pass.


I'm not a meteorologist, but I'm going to let you in on a small secret. Every winter it gets colder and every summer it gets hotter. And it's been like that for either millions of years or 6,000 years - depending on who you ask. Regardless, that's an identifiable trend.


Ford's been having a rough go of it this winter - both from stock price perspective, and from a news perspective. The positive has been that overseas sales for Ford [and GM (GM)] are both looking strong, so the company's investment it made into China and Europe seems like it's going to pay dividends and be the source for the company's global growth.


But, there's also been some unease.


First, Ford slipped in its Consumer Reports ranking, as reported by CNBC:




While Tesla is riding high, Ford's ranking has hit a new low since CEO Alan Mulally took over.


Its score of 50 is only slightly lower than last year's score but caused it to rank as the second-worst brand-a drop from 2013. The only automaker to perform slightly lower was Jeep, which Ford edged out by a few decimal points. (The scores were both rounded up to 50 in the rankings.)


As has been the case in recent years, the biggest complaint from Ford owners was the reliability of their Ford Sync and MyFord Touch in-car connectivity systems.


"Sync and MyFord Touch have proved to be an Achilles' heel ... with the system locking up or being slow to respond," Bartlett said. "It is bringing Ford's overall reliability down."




If you read the report, you would know that Tesla (TSLA) - of whom I've been bullish on for a while - received a near perfect score of 99 out of 100. Additionally, Ford has already addressed the Sync issue when it swapped out Microsoft's (MSFT) Sync for BlackBerry's (BBRY) QNX - something I wrote about earlier in the week this week. As a BlackBerry shareholder, that's what you call a two-fer.


Bloomberg reported:




Ford Motor Co. (F), struggling with in-car technology flaws, will base the next-generation Sync system on BlackBerry Ltd.'s QNX and no longer use Microsoft Corp.'s Windows, according to people briefed on the matter.


Using QNX will be less expensive than licensing Microsoft technology and will improve the flexibility and speed of the next Sync system, said the people, who declined to be identified because the decision hasn't been made public. Ford has more than 7 million vehicles on the road with Sync using Microsoft voice-activated software to make mobile-phone calls and play music.


Chief Executive Officer Alan Mulally, who was said to be a candidate to become Microsoft's CEO until early this year, has seen Ford slump in surveys by J.D. Power & Associates and Consumer Reports, with customers citing malfunctioning technology systems and touch screens. The second-largest U.S. automaker has said the quality of its vehicles has been "mixed" each of the past three years and fell short of its plan to improve those results in 2013.




The headline again this morning was revolving around incentive selling, of which Ford and GM have been resorting to in order to help combat the last couple months of poor weather. It's also been the crux of the current bearish case on the company, citing the incentive selling that the company was participating in shortly before the demise of the auto industry n 2007-08. Reuters reported:




General Motors Co (GM.N) and Ford Motor Co (F.N) this week ramped up deep discounts on many of their U.S. models, extending those offers through March in an effort to lure customers back into winter-ravaged showrooms.


Some of the heaviest discounts are being offered by Ford and Chevrolet dealers on full-size pickups - $8,000 and more on the 2014 Ford F-150 and $9,000 and more on the 2014 Chevrolet Silverado, according to Internet listings posted Thursday.


But U.S. dealers also are sweetening deals on a wider range of vehicles, from low-priced economy cars such as the Chevrolet Sonic to popular crossovers such as the Ford Escape, fueling fears of an escalating "discount war" among the bigger manufacturers.


The latest offers come as the Detroit automakers and a number of their competitors appear to have been slammed by a third straight month of extreme weather in many parts of the United States, causing inventories of unsold vehicles to remain at unseasonably high levels.


"We believe short-term pent-up demand is building, but it's difficult to know when it will be released," said analyst Joseph Spak of RBC Capital Markets. "It could be March or spread out over a few months (AND) is also likely dependent on the weather."




All that news aside, I continue to think there's good days ahead coming for Ford. These are likely just small bumps in the long-term road for Ford as it continues its growth back to a major player in the global auto market. Incentive selling, as I've noted in the past, is nowhere near the levels it was at in 07-08 and it's likely to pare back once people's asses are unfrozen from their respective couches across the nation.


And there's some bullish sentiment to pay attention to with Ford. Aside from the company posting a dividend with a good yield, there is serious potential for growth globally. From a P/E standpoint, Ford is still relatively cheap to own.


(click to enlarge)


F PE Ratio (<a href='http://ift.tt/SpnLdQ' title='Tata Motors Limited'>TTM</a>) Chart


F PE Ratio (TTM) data by YCharts


I would be concerned if the company showed signs that it was going to stop innovating, but that's really the opposite of what it looks like. Most notably, Ford's new Focus and F-150 are big steps in terms of innovation for the company.


As it partners with two other stocks I'm long in BBRY and Alcoa (AA), I'm going to be holding Ford here and could potentially continue to add on dips.


Best of luck to all investors.


Source: Are Ford's Minor Hiccups A Sign Of Something Bigger?


Disclosure: I am long F, BBRY, AA, GM. I wrote this article myself, and it expresses my own opinions. I am not receiving compensation for it (other than from Seeking Alpha). I have no business relationship with any company whose stock is mentioned in this article. (More...)








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SandRidge CEO Discusses Q4 2013 Results - Earnings Call Transcript


Executives


Duane Grubert - EVP, Investor Relations and Strategy


James Bennett - President and CEO


Eddie LeBlanc - EVP and CFO


David Lawler - EVP and COO


Analysts


Neal Dingmann - SunTrust


Amir Arif - Stifel Nicolaus


Charles Meade - Johnson Rice


Curtis Trimble - Global Hunter


Adam Duarte - Omega Advisors


Arun Jayaram - Credit Suisse


Joe Allman - JPMorgan


Scott Hanold - RBC Capital Markets


Richard Tullis - Capital One


Greg Slavin - TPG Axon




SandRidge (SD) Q4 2013 Results Earnings Conference Call February 28, 2014 9:00 AM ET


Operator


Good day, ladies and gentlemen, and welcome to the fourth quarter 2013 SandRidge Energy earnings conference call. [Operator Instructions] I would now like to turn the conference over to Mr. Duane Grubert, executive vice president of investor relations and strategy. Please proceed.


James Bennett


Thank you, operator. Welcome, everyone, and thank you for joining our call. This is Duane Grubert, EVP of investor relations and strategy here at SandRidge, and with me today are James Bennett, president and chief executive officer; Eddie LeBlanc, EVP and chief financial officer; and David Lawler, our EVP and chief operating officer.


Keep in mind that today's call contains forward-looking statements and assumptions, which are subject to risks and uncertainties, and actual results may differ materially from those projected in these forward-looking statements. Additionally, we'll make reference to adjusted net income, adjusted EBITDA, and other non-GAAP financial measures. A reconciliation of the discussion of these measures can be found on our website.


Please note that this call is intended to discuss SandRidge Energy and not our public royalty trusts. Now let me turn the call over to our CEO, James Bennett.


James Bennett


Thanks, Duane. Closing out 2013 and entering 2014, we’re delivering the plan we laid out to shareholders last May. The changes we’ve made to the business and the asset base are clearly taking hold. I think, in summary, we are executing.


I want to recap some of the significant improvements and steps forward we’ve taken in the business in the last 12 months, and then tie that in to how that positions SandRidge going forward.


First, we made the mid-continent the focus of the business. We sold noncore assets, we redirected our intellectual capital and dollars into the mid-continent.


Second, we significantly reduced our cost structure. For example, our G&A expense in 2012 was $200 million, in 2013 it was $170 million, and this year it’s going to be about $135 million.


Third, we reduced the overall level of risk in the business. We took our capex from $2.3 billion down to $1.5 billion, kept our leverage under 3x, and we high graded our drilling efforts, with significantly less drilling capital and rigs in the extension areas of the play.


Importantly, we improved our capital efficiency and returns. This derisk development plan allowed us to greatly improve our results, both IP rates, reduced variability in well performance, and increasing our pipe type curve.


Operationally, the teams have reduced LOE and well costs every quarter, and though taking $50,000 or $100,000 out of our well costs every couple of quarters may not sound like a lot, but when you do that over a couple of years and drill over 400 wells a year, it’s very impactful. And let me walk you through, on this capital efficiency theme, an example I like to use.


In 2013, in the mid-continent, and you can get this number on page seven of the earnings release, we spent $844 million in the mid-continent. That’s all-in well costs, including all D&Cs, saltwater disposal infrastructure, workovers, and capitalized interest. So $844 million to drill 434 wells. That compares to 2012, when we spent $927 million to drill 396 wells. So in this improved capital efficiency them, we spent 9% less capital and drilled 10% more wells.


We had a good year in terms of reserve adds. You will need to bear with us and pro forma out the Gulf of Mexico and Permian for our two divestitures we’ve done over the last 14 months, but taking those into account, we grew proved reserves to 377 million barrels of oil equivalent, up from 301 at year-end ’12.


We produced, again on a pro forma basis, 23 million barrels of oil equivalent, but we added approximately 100 million barrels of oil equivalent net of revision, so that’s over a 425% reserve replacement. We did that all at under a $12 per BOE [finding] cost.


Our PV-10 is $4.1 billion. That’s up from $2.9 billion. Again, this is all with assets that we own today. And finally, we expanded our opportunity set by adding to our focus area. We had over 100,000 acres in a new county, in Sumner County. It’s the great work of our geology and engineering teams who set up a test program that has now turned into a full development program. So this targeted appraisal program we talked about has worked.


So recapping 2013 - I won’t go into all the details, David and Eddie will give you some more in a minute, and you can find it in the earnings release - but I couldn’t be more pleased with the execution of our team this year.


We’ve exceeded our targets for the quarter and the year while coming in under our capex budget. The mid-continent production is growing. Fourth quarter grew 8% quarter over quarter. Our IP rates and production results continue to improve. We’re having success in six different zones in our mid-continent area.


Our 2013 production, again pro forma, for the asset sales was 22.5 million barrels of oil equivalent, and that’s a 35% growth on this pro forma production for 2012, which would have been 16.5 million barrels. So again, 35% production growth pro forma year over year.


Our pipe type curve improved. The EUR is up 3% total. Oil component is up 10%, and the rate of the return on the wells improved over 60%. Now, each part of the location we have has a PV of about 2.4 million.


We’ve continued to optimize our saltwater disposal infrastructure. For the full year, the ratio of producers to disposals was 16:1, and 2013 that was 7:1. We now dispose of over 1 million barrels of produced water a day, and we view this system as a very valuable midstream asset within SandRidge’s [ENT] business.


And finally, our costs keep coming down every quarter. So in looking back at 2013, why is it important to reflect on what we did in 2013? I think that our past success, I believe, is a leading indicator of future performance. And I think we executed and had a very successful 2013.


So looking ahead to 2014 and beyond, right now we’ve got over 670,000 acres in our focus are position in mid-continent over a 10-year inventory of high return drilling locations and industry leading cost structure that allows us to drill these shallow wells for under $3 million each.


The 2014 plan, where we could deliver over 25% production growth, at a similar growth rate in proved reserves. Given the operating leverage in the business, that’s going to translate into approximately a 35% growth in EBITDA year over year. And we have visibility into a multiyear plan that’s going to deliver similar growth rates.


In terms of what to expect next week at the analyst day, I think we’ll have a lot of forward-looking discussion and analysis. Importantly, we’re going to have a multiyear outlook that’s going to give longer term visibility on our asset development and multiyear growth plan. You’ll hear more details on innovations coming out of our operational teams. You’ll get to meet and hear from our next layer of management and additional thoughts I’m going to give on our saltwater disposal position and assets, sizing this asset [not boughts] on unlocking the value there. It’s a formative day, next Tuesday in New York, and I hope you’ll join us in person or on the webcast.


So, in closing, from me, from here forward, we’re going to be very focused on the following: first and most important, profitably growing our cash flows by converting our resource base into cash and asset value; capitalizing on our competitive advantages, our infrastructure and our knowledge base in this mid-continent area; continuing to improve our per unit cost measures, such as LOE, G&A, well costs, just to name a few; driving innovation and creating more upside, just like we did in 2013, finding new zones, success in the appraisal program, well designs and cost innovations.


I think our saltwater disposal business falls into this same category of innovation. We identified a roadblock early on the play, which was it produced water, and invested early in this infrastructure and built a very valuable asset.


Improving our leverage and balance sheet. We’re going to do that through growing our cash flows and asset base. And driving shareholder returns. Our job as manager is to allocate your capital in the highest risk-adjusted returns and we’re doing that.


I’m confident that if we execute on the things above, our business and our shareholders will enjoy success. Let me turn the call over to our COO, Dave Lawler. Dave?


David Lawler


Thank you, James, and good morning to everyone joining us on the call. As we look back on our 2013 performance, it’s clear we’ve made significant progress across the business. We’re improving capital efficiency and creating value by expanding our resource base through a multizone appraisal program.


Most importantly, we hit our targets. Not only did we exceed our year-end production guidance by 200 BOE, delivering a total of 33.8 million BOE, but also spent $26 million less than our $1.45 billion capital budget.


The production delivered during the fourth quarter followed two consecutive quarters of increased guidance. These outcomes can be linked to a theme shared by the entire organization, that success is measured by meeting or exceeding our corporate targets. With this theme in mind, I would like to thank all of our employees for their exceptional work and their continual focus on running a safe operation.


Beyond the guidance metrics, we also materially improved our midcontinent horizontal well costs and lease operating expense. In the fourth quarter, we delivered 80 wells for an average cost of $2.9 million. This cost was achieved with 85% of the wells being equipped with electric submersible pumps, which typically cost around $250,000. The latest round of cost reductions are primarily due to redesigned well site facilities and synchronized pad drilling.


Looking back eight quarters to the first quarter of 2012, we have lowered total well costs by $1 [million] or 26% per well. This is a tremendous accomplishment by our teams, and reflects the emphasis we place on rate of return.


In addition to well cost reduction, fourth quarter operating expense decreased to $6.91 per BOE. This is an all-time low for the company, and highlights the effectiveness of our development model and front-end engineering. Since most wells are connected to local power startup and produced water disposal systems are installed prior to the completion date, operating cost is not burdened with long term water hauling or expensive diesel generators.


We are also pleased to report that our year-end 2013 PUD type curve for the Mississippian increased by 3% to 380,000 BOE with the oil volume increased by 10%. At $90 oil and $4 gas, a type curve drilled for $2.9 million yields and NPV of $2.4 million and a 57% rate of return.


As discussed on earlier calls, well performance is steadily improving by targeting key reservoir characteristics and drilling in areas with high frequency of natural fractures. The impact of this refine process can be observed in the average 30-day IP for the quarter. This average was 386 BOE per day or 22% above the 2013 type curve.


In terms of expanding our resource base, our subsurface teams continue to deliver significant value through our appraisal program. As you know, we’ve been focused efficiently on testing our vast acreage position.


One area of particular interest is the eastern portion of the broader play in Sumner County, Kansas. To date, we have drilled five appraisal wells in this area. The wells delivered an average 30-day IP of 601 BOE per day. This rate is 90% above the 2013 type curve, and establishes the significant potential of the county.


As a result, we are planning to drill 45 wells, adding 117,000 acres of high rate of return projects to our focus area. Combined with our previous Mississippian location count, we have many years of drilling ahead.


The Chester program delivered strong results during the quarter as well. We now have five wells online, with an average 30-day IP of 337 BOE per day at 58% oil. To clarify, we’ve brought one Chester well online in the quarter, which delivered a 30-day IP of 589 BOE per day.


We have moved three rigs into the area and expect to have 12 additional wells online by the end of the second quarter. SandRidge is the first mover on horizontal Chester development targeting oil, and we are now moving at full speed to capture value from this new resource.


Aside from the Chester, we’ve completed two additional Woodford wells. A second tranche of test wells show a marked improvement above the first tranche. One well delivered a 30-day IP of 96 BOE per day at 67% oil, and the second well delivered an average 30-day IP of 190 BOE per day at 85% oil.


More important than the individual rates, our subsurface teams have developed a geologic model that correlates the rock to the increased production. We believe that this model will further enhance Woodford performance during the next tranche of wells. We expect to have a total of nine wells online by the end of the second quarter.


As we have shared previously, what makes our asset base compelling is that we have multiple formations to drill, and these opportunities are within our existing leased position. In addition, these formations can be developed with minimal infrastructure costs, since our produced water disposal and electric power distribution systems are already in place.


Shifting now to our 2014 program, as outlined in the presentation linked to our earnings release, we are planning to increase production by 26% year on year on a pro forma basis with a capital program of $1.475 billion. The plans include 460 horizontal wells and 50 produced water disposal wells in the mid-continent, and 180 vertical wells in the Permian targeting [unintelligible] formation. This vertical well count will finish the obligation wells for the Permian royalty trust.


In closing, we wanted to share that due to the exceptional work of our field teams, we have been able to overcome most of the serious challenges posed by the winter weather in the region, and we are leaving production guidance unchanged. The primary issue facing our team during the storms was the delay in securing rig [unintelligible] permits, but we have adjusted our program accordingly, and believe we can overcome most of this nonproductive time.


We look forward to sharing more about our appraisal results and capital efficiency programs at our analyst day in New York on March 4. I’ll now turn the call over to Eddie LeBlanc, our chief financial officer. Eddie?


Eddie LeBlanc


Thanks, Dave. Once again, I’m glad to be here to provide a financial summary for another quarter and a very good year. First, I want to remind everyone that when we speak of adjusted EBITDA it is net of noncontrolling interest, and when we refer to pro forma announced, we’re removing the effects of asset sold, which are primarily the Permian and Gulf assets.


Since it’s important to understand the performance of the assets we retained, let’s discus pro forma results. For the fourth quarter 2013, pro forma adjusted EBITDA was $166 million versus $130 million from the same period in 2012. The improve was due to 27% increase in pro forma production for 6.1 million barrels of oil equivalent.


The fourth quarter of 2013 also included a $32.7 million expense for an underdelivery penalty in connection with the [century plant]. Pro forma adjusted EBITDA for the full year 2013 was $609 million, a 67% increase over the $365 million for 2012, primarily due to a 35% increase in production to 22.5 million BOE and additionally to our cost reduction efforts such as with G&A expense.


Total capital expenditures for 2013 were $1.424 billion, which was 2% better than guidance, and were also 35% less than 2012. Furthermore, in early 2013, we divested ourselves of the Permian assets and still we had growth in year over year production.


At year-end 2013, we had $815 million of cash on hand. Another $737 million was added from net proceeds after working capital adjustment when we closed the Gulf assets [unintelligible]. So on a pro forma basis, year-end 2013 cash is $1.551 billion.


We’ve made no draws on our bank credit facility. Currently, we only use the facility to support letters of credit, so the unused portion of our revolver borrowing base is $746 million. Pro forma liquidity at year-end 2013 is $2.3 billion.


Total debt is $3.2 billion, with the earliest principal reduction due in 2020. And our pro forma net debt at year-end 2013 was $1.6 billion. Our leverage ratio at year-end 2013, on a pro forma basis, is 2.7.


The details of our consolidated hedge position for 2014 and 2015 are included in our earnings release that was published last evening. However, I’d like to mention that we have hedged 94% of our 2014 anticipated liquids production volumes, which equates to 95% of 2014 estimated liquids revenue. We have had 65% of our 2014 anticipated natural gas production volumes which also have pushed to 65% of net estimated gas revenue.


We’re making no changes to our current guidance, which was issued when we announced the sale of the Gulf assets, although for purposes of clarity, we are now including guidance for adjusted EBITDA for noncontrolling interest.


After we close the first quarter of 2014, we will have further information regarding our ongoing [unintelligible] rates and if appropriate, we will publish any new guidance when we distribute first quarter 2014 earnings information in May.


Operator, that concludes my remarks. Please open the question and answer period of the call.




Question-and-Answer Session


Operator


[Operator instructions.] Your first question comes from the line of Neal Dingmann with SunTrust.


Neal Dingmann - SunTrust


Just wondered, James, on the wells that you outlined, I think the 460 wells, could you give an idea of, again, versus the current core area versus Sumner County, I guess number one, and kind of reasonably where you’re going to be drilling these. And then number two, I think David mentioned a couple of the Chester wells, a couple of the new Woodford wells, wondered, in that group, just how much of the original core wells we’ll focus on versus some of these newer plays.


David Lawler


We’re planning to do the 45 wells in Sumner. It’s really a terrific area, and so we’ll push that really as much as we can, and we’ll let the well results guide where we ultimately end up. So we’ve got targeted the 45, but if we see significant success beyond what we’re expecting, we’ll channel more rigs in there.


In terms of the broader play, we’re pretty well balanced. We have about a $50 million appraisal program to look at different sections, like the Woodford, the Chester, and others, the [unintelligible] that we’ve mentioned in the past. So it’s really a mix of opportunities and then we are pretty efficient at channeling the capex in the right direction. So like the Chester, when we see repeated success, then that’s where we start flowing the capex to.


Neal Dingmann - SunTrust


And what I was getting at, I was wondering, just on kind of where the plans are to drill, in Kansas, where it maybe might be a bit more gassy. I was trying to reconcile that with the guidance that’s out there as far as how much you expect for both the overall growth but also then just on the oil and liquids volumes, how you will potentially see that expanding.


David Lawler


The ratio of states is probably around 3:1, but we have identified several parts of Kansas that are high oil production. We are the number one producer of oil in Kansas at this point. So I couldn’t speak exactly to product mix changing, but I can tell you that we’re trying to get as much oil in the system as we can. And we can give you a little more clarity on that next week in New York.


Neal Dingmann - SunTrust


And on the Permian, you mentioned the 180 to sort of round out or close out the trust. Beyond that, I know there’s some potential there that you could continue to drill some of what I would call more so [on your own]. Will you continue that right on the heels of that? Or is that something you’ll evaluate and then go forward?


David Lawler


We’re planning to continue on with the Permian. We’ve got a great team there and we’ll talk a little bit more about that at analyst day as well. But there’s a significant number of horizontal Clear Fork opportunities and additional [San Andres] wells to drill. So we do have the machine that’s working well for us in the Permian. We’ve got a great team delivering, so we’ll continue on.


Operator


Your next question comes from the line of Amir Arif with Stifel.


Amir Arif - Stifel Nicolaus


First, on the water side, the lower saltwater disposal drilling that you’re doing, is that changes due to water cuts, or are you simply just delaying the need to drill some of these wells? Or is the disposal [unintelligible] changing over time?


James Bennett


The water cut’s not changing. This is not a water drive reservoir, so we see a consistent water to oil ratio over the life of the wells, even as they decline. It’s a function of us getting more efficient with the system, changing some of the designs, drilling some lower cost disposal wells and really just being more methodical about how we develop the asset in advance of, and in conjunction with, developing our producing wells.


Amir Arif - Stifel Nicolaus


So what do you think that ratio will be on a sustained basis in terms of the need of some other disposal versus producer wells?


James Bennett


A couple of years ago, we said we wanted to get to 10:1. We’re clearly past that now. I think in this 15 to 21 range is a place we’re comfortable with.


I would caution the group, though, on just using a producer to disposal ratio measure. We’ve got a new design of disposal wells we’ll talk about next week. It’s called a low cost alternative, where it’s a much more inexpensive well, but we’ll probably only connect three to six producers to it. But it’s very, very cost effective.


So I think going forward, we’re going to talk about it as a percentage of capex. We’ll probably get away from this producer to disposal ratio, just because it’s going to be a little less meaningful as we use this low cost alternative.


In 2012, our saltwater disposal capex, as a percentage of D&C capex, was 24%. In 2013 it was 12%. So we’re going to talk about it as a percentage of spending going forward. But we couldn’t be more pleased with the results of our saltwater and our engineering operational teams working together and optimizing that system. They’ve done a great job.


Amir Arif - Stifel Nicolaus


As a second question, on your improved EUR type curve, the higher oil you are, is that better IPs? Or is the decline rate outlook changed on your oil side?


James Bennett


I think it’s an IP increase, which results in about an 8% increase in the cume over the first year. So I don’t think it’s a change in the ultimate [band], more of an IP in first year production increase.


Amir Arif - Stifel Nicolaus


Just final question, on the core acreage, it’s obviously increase in terms of what you like. When do you have to make a decision on the remainder of your Mississippian Lime acreage in terms of explorations over renewals?


James Bennett


We’re in a good spot there. Let me just give you the stats. And I’ve given these before. I think it’s helpful to give people a full picture of the expirations. In the total play, we have 1.8 million acres. And I’m talking about the total play, not just the focus area, and I’ll give you the focus area as well. We have 715,000 acres expiring, but we have extensions on 75% of that at $117 an acre. We have in the whole play 21% HBP. That’s 53% in Oklahoma and 8% in Kansas.


So specifically on the focus areas, we have 670,000 acres net. That’s 300,000 in Kansas, 370,000 in Oklahoma. I’m rounding just a hair there. 45% of that is HBP. 64% in Oklahoma and 25% of Kansas is HBP. In 2014, again in the focus area, we have 180,000 acres expiring with extensions on about 40% of that at 350 an acre.


So in summary, we’ve got extensions on a lot of our acreage. We’ll extend some of that. We’ll let some expire and replace with some better acreage. You know, when we drill these good wells, a well comes in at 300, 500, 700 barrels a day, we go in and block up acreage around it. So we’ll let some acreage expire, and we’ll add in our better areas.


In 2013, we added over 130,000 acres in our focus area at a cost of between $300 and $400 an acre. So we can still pick up acreage at reasonable costs.


Operator


Your next question comes from the line of Charles Meade with Johnson Rice.


Charles Meade - Johnson Rice


If I could go back to the Sumner focus area, I was wondering two things. One, if you could share the oil/gas split for those first five wells there. And then second, given that this was not part of your original focus area, does this indicate that there may be some shift in your interpretation going forward? Or was it just the next area to test?


James Bennett


Remember, we had this extension program to test the rest of the acreage. And in the first quarter, really early second quarter last year, refined that extension program, and said, look, this is not working to develop all the way up into northwestern Kansas horizontally. Let’s refocus that. And we shrunk our extension program quite a bit. On average, we had 2.7 rigs drilling extension wells in the first quarter of the year. That average was 1.1 in the last quarter of ’13. So again, really refined the program.


And the teams pulled it back into areas kind of closer to our focus, and saw some success in an appraisal well they drilled in Sumner. They had a theory on the geology and engineering around that, and did a great job evaluating it, testing it with several more wells. So this is a perfect example of what I think is a very balanced appraisal program.


We’re going to spend in the neighborhood of $50 million to test and appraise some of these areas, and this is an example of where it worked. I think that was capital very well spent, and it added over 100,000 acres. So we’ll continue to do that, to have this balanced appraisal program with PUD drilling and some additional step outstanding. And Dave will give the data on the wells, if you have it.


David Lawler


Yes. We’ll provide the distribution at analyst day next week. We don’t have that in front of us at the moment. Or we can call you back. But what I will say is that it is a very high oil rate area. This is not a gas field, is why that wasn’t in there. It’s prolific oil production.


Charles Meade - Johnson Rice


Got it. That’s what I was after. And then shifting over to the Chester, can you talk about what kind of formation that is, and how you selected those locations? I don’t want to steal from your analyst day next week at all, but the big question, and I’m sure it’s on your mind and on the mind of other people following you, is how much acreage might be prospective for results like this.


James Bennett


The Chester is part of the Mississippian package, but it’s not present across the entire play. It’s crops on the western portion of our acreage position. We haven’t disclosed the exact acreage position, but it’s pretty significant. And we have a pretty innovative team of geoscientists that have been mapping this and have identified the zone early. And they launched it last year.


And we’re very, very excited about this. It’s a new concept. If you pull state records, you’ll see that there’s not very may horizontal Chester wells at all, and those that are in there are gas wells. And so we’re on the leading edge of this, and very impressive results. So we’ll go into more detail next week, but it’s a significant opportunity for us.


David Lawler


And this is a great example, to me, and you’ll hear directly from the guys in the team next week, of taking the learnings from the mid-continent experience we have, and horizontal oil applications, and applying that to the new formation, new zone, within our focus areas. I think it’s a great example of kind of the innovation and the work that the teams are doing that we hope to continue.


Charles Meade - Johnson Rice


And what county were those? Were those two test wells in the same county?


David Lawler


Yeah, and we have five total. There was one in the quarter. And those are in Woods County.


Operator


Your next question comes from the line of Curtis Trimble with Global Hunter.


Curtis Trimble - Global Hunter


Just wanted to see if I could get some granularity on the changes in the type curve and maybe a breakdown of what was attributed to better initial well performance vis-à-vis the tail end of the curve hanging in there better, see if you could disaggregate that for us.


James Bennett


We mentioned that earlier, happy to repeat it. It’s mostly due to higher IPs and a higher cume in the first year. So our IP rate is up, and the first year cume is up about 8%. So that’s predominantly the change. It’s not much change in the band of the ultimate declines of the wells.


Curtis Trimble - Global Hunter


And this is across all or the majority of your [unintelligible] locations? It’s just not for that 600,000 plus focus area?


James Bennett


Correct, but I would say that most of the PUDs are in that 670 focus area.


Curtis Trimble - Global Hunter


Sure, but you just haven’t high graded and taken out the crappy wells in order to [unintelligible] your type curve is what I’m getting at.


James Bennett


Right. And as we noted, we did write off some PUDs. We high graded our PUD inventory and wrote off PUDs that were at the bottom end of the economics and we wouldn’t have hid in a five-year drilling plan. So we do have better PUDs than we did last year, and we did write off some of those PUDs that we won’t get to in five years.


Operator


Your next question comes from the line of Adam Duarte with Omega.


Adam Duarte - Omega Advisors


Just a quick question on the balance sheet. Given the state that the balance sheet is in, and the EBITDA growth that you guys expect, and it sounds like maybe some monetization or some value creation through the saltwater disposal, how do you think about what you have on the balance sheet in terms of the proceeds and the use of those proceeds and splitting that between drilling more wells, adding to your extension areas, paying down debt, or buying back stock?


James Bennett


Let me break that into two parts. On the balance sheet, with our $2.5 billion of liquidity, and even embedded in that liquidity I think we are underutilized in terms of senior credit capacity. So we use this term $2.5 billion liquidity. It could easily be higher than that today if we wanted it to. Again, no reason to increase our revolver size today, sitting on our cash balance.


So plenty of liquidity. As we grow for the next few years, I told you, our EBITDA growth this year will be in the 35% zipcode, and we’re going to continue to grow at the similar 20-25% production growth rate and higher than that EBITDA.


As we roll that forward for a couple few years, you get a lot of EBITDA growth, which allows you to very comfortably grow into the balance sheet and keep your leverage in check. And you won’t hear me talking a lot about, you know, two years ago, that’s all we spent our time talking about, was funding deficits and leverage. Now that’s all under control. It’s not one of the top five things we’re worried about.


In terms of what to do with the capital, in terms of our capital allocation decisions, one is size, what’s the right amount of capital to spend, we think in that $1.5 billion zipcode. That’s a very comfortable place for us. It’s efficient for our operating teams, it allows Dave and his team to keep costs under control and keep things running smoothly.


Also, it affords us a reasonable growth rate, growth in terms of production and growth in terms of reserves and value. And given where we are right now in terms of outspend, and the returns that we’re seeing on these assets, you know, over 60% drilling Mississippian wells, that’s our PUD IRR,


I think the best outcome for shareholders for right now is for us to deploy this capital into the assets and grow that asset base, grow the production and grow the reserves and PV base. I think that’s the best outcome for shareholders right now. That could change as market circumstances change, but right now we think that’s the best path forward.


Operator


Your next question comes from the line of Arun Jayaram with Credit Suisse.


Arun Jayaram - Credit Suisse


I was wondering if you could just quickly remind us the capex related to the trust going forward, and just the impact on the carry in ’14 and ’15.


James Bennett


A couple of things. We will wrap up the trust spending this year. I believe it’s about $140 million this year. We’ll be done with it after that point. Last year, it was over $300 million. So our trust capex is going down considerably. That allows us to redirect that capital into wells that are 100% SandRidge, working net revenue interest wells as opposed to 20%. So a lot more financial gearing from every capital dollar we spend. So that’s on the plus side in terms of our capex.


The carry does go away this year. We have about $200 million left that will be done in the August timeframe. I think the combination of the trust, capex falling away, and these continued efficiencies we’ve seen are going to offset any loss in the trust. Some people say, how can you continue to spend $1.5 billion and grow, we think your capex needs to go a lot higher. That’s not the case. We’re very comfortable with this $1.5 billion zipcode.


One is because of the trust’s spending, as I said, falling away. But we’ve gotten a lot more efficient. As I said in the call, $100,000, $200,000 savings in well costs when you drill $400,000 wells adds a lot of firepower to your capital plan. And plus, our more efficient spending on the infrastructure.


Arun Jayaram - Credit Suisse


And one thing that wasn’t intuitive to me was just the performance revision. Obviously appreciate the color around that, but can you just comment on that? You’re high grading, right? So your EURs and your oil piece of that moved up. Your well costs are down. So I was just a little bit surprised on the performance revisions.


James Bennett


Those were wells that we’re not going to get to in the five-year SEC timeline. As we drilled another 450 wells in the play, we’ve booked PUDs in better areas, better PUDs. There’s some PUDs in some outlying areas and some other parts of the play that we’re not going to get to in that five-year timeframe. And the new wells we have to drill are better economics and better returns. So we’re just not going to get those. So we did write off about 36 million barrels, but we added 117 million barrels, and there was 16 million deposit price revisions. So on balance, we’re 100 million barrels up. But again, it’s just from not meeting those in the five-year SEC timeframe.


Operator


Your next question comes from the line of Joe Allman with JPMorgan.


Joe Allman - JPMorgan


Just a quick question on the updated type curve. So if I read the release correctly, and if I hear you correctly, the EUR increase is not necessarily on the same wells. The EUR increase comes from just replacing some of the wells you’re not going to drill over the next five years with better wells that you are going to drill over the next five years. Is that correct?


James Bennett


No, it’s both. We did, as we said, eliminate some PUDs that we’re not going to get to, but the performance, the base performance of the asset, has improved. Our IP rates are up, our first year cume is up. If you noticed, as we reported last year, our 30-day IPs of 386 for the quarter and 366 for the year are significantly ahead of where the type curve was. So no, I think it’s a better performance in the asset.


Joe Allman - JPMorgan


So, James, if I looked at, say, a handful of wells, did you actually increase the EURs on those specific wells that were booked in 2012 as PUDs? Did you actually increase the EUR assumption on those same wells?


James Bennett


Yes.


Joe Allman - JPMorgan


And then in terms of the costs, in the fourth quarter I think you averaged $2.9 million. Does that include the water disposal? And what’s the assumption for costs for 2014 per well?


James Bennett


That did not include the water disposal. We break out the water disposal separate. I think we spent about $95 million in total on the water disposal system last year, but that’s just a D&C cost. It does not include the disposal.


The assumptions for this year, I believe, are $3 million in our model. And that does assume some amount of appraisal and testing. It also assumes drilling in some areas that are a little deeper, maybe a little tighter. So we’ve got $3 million built into the plan for 2014.


Operator


Your next question comes from the line of Scott Hanold with RBC.


Scott Hanold - RBC Capital Markets


I don’t want to beat a dead horse here, but back to the revision on the PUD EUR, you increased it by 3% to 380,000 BOE, and it seemed like there were some PUDs that were taken off, and some in better areas that were put on. So what was the actual increase on the apples to apples wells, because 3% increase sounds a bit small when you’ve had a bit of high grading going on there.


James Bennett


Well, a 3% increase may sound small, but a 10% increase in oil is not small. And I’ll tell you, I would take a 3% increase, compound that over three or five years, all day long. So I’m very pleased with the results, and it’s not just high grading. It’s improved performance. Remember this 30-day IP point. Our IP on the previous PUD type curve was 270 BOE per day, roughly. Our average IP for 2013 was 366 per day. So we are getting better, drilling better results, drilling better wells, better completion methods, better targeting. We’re getting better at this.


Scott Hanold - RBC Capital Markets


Specifically, could you give an apples to apples view of a well last year versus this year, just the same well, what did that same well have for a change in PV that was booked.


James Bennett


The type curve is a combination of hundreds of wells, so I don’t know if I can pick out any one specific well. But the wells got better, and our type curve is higher. And the performance of our wells is better. So I guess I’m not quite following you. Our type curve is up.


Scott Hanold - RBC Capital Markets


What I think would be helpful is to take a look at the same wells that might have been on the PUD list last year versus this year and sort of aggregate those and say, all right, on the apples and apples wells, these are up X%, so we can get a sense of how much of that 3% was a bit of a high grade and how much is true incremental performance improvement. I appreciate the fact that you do have higher PUDs, because you have better wells you’re drilling, but it would be good to see if there’s actual performance change year over year on those PUDs.


James Bennett


Yeah, I understand. You know what? That’s a great topic for analyst day. We’ll be going through a deep dive in the reserves on analyst day, and I think we’ll give you the information that you need there in New York next Tuesday.


Scott Hanold - RBC Capital Markets


And one quickly on the PDPs. Was there a change in what was booked for the PDPs? Was there a revision on those year over year?


James Bennett


No. There was no change year over year.


Operator


Your next question comes from the line of Richard Tullis with Capital One.


Richard Tullis - Capital One


James or Dave, could you talk about the costs related to the Sumner County wells, including the infrastructure incurred?


David Lawler


The Sumner County wells, starting off, were a little bit more expensive than our base program, because we did a pretty intensive evaluation program. And we also drilled a little bit longer laterals, which added to the cost. So they’re a little bit more expensive at this point than kind of the concentrated area in some of our other project or focus areas. So a little bit more expensive, at least initially.


In terms of the infrastructure, that area does require some site generation, because it is so remote. And so we’re looking to expand that as we go forward, because it’s not as accessible as some other parts of the play.


James Bennett


In Sumner, on the saltwater disposal infrastructure, you’ll see from the teams on Tuesday, these specific examples are where they’ve implemented this low cost alternative saltwater disposal system that you’ll hear us talking more about. It’s very effective in some of these appraisal areas.


Richard Tullis - Capital One


Did you receive any proved reserves for some of the new areas, say the Chester or Sumner County area? And if so, what were the reserves associated with the wells?


James Bennett


There’s a small amount of Chester in the reserves. I don’t have that exact number for you, but there are no Sumner County reserves in the year-end reserve report.


Richard Tullis - Capital One


And then just lastly, if you could, walk through the change in the standardized measure of value year over year.


James Bennett


We’ll save the blood and guts of that for next week, but on a pro forma basis, you’ve got to back out what we sold. So back out Permian from last year and Gulf of Mexico from both years. It was $2.9 million, and now it’s $4.1 million. So we’ve got a lot of reconciliation next year on all the moves and all the different changes in the components there. We’ll go through that on Tuesday.


Operator


Your next question comes from the line of Greg Slavin with TPG Axon.


Greg Slavin - TPG Axon


I wanted to ask about the Repsol guidance that came out earlier in the week. On their Q4 call, they talked about the Miss Lime net to them being 20,000 to 25,000 barrels a day by year-end 2016. Obviously they’re your JV partner across much of your acreage, and so I was trying to do the math, the working interest math, and I got to about 115,000 to 140,000 a day net for SandRidge by year-end 2016, which is a three-year production CAGR of 30% to 40%.


So I don’t mean to front run your investor day, but I guess the first question is, did I do that math correctly, translating Repsol’s guidance to SandRidge production? And second, what’s the process for Repsol guidance? Are they taking your numbers here, or did they come up with this by themselves?


James Bennett


Great question. This just came out a couple of days ago. Repsol had their year end. And they said that they see 20,000 to 25,000 barrels of oil equivalent per day by the end of 2016. So if you do the math, they own about 14% roughly working interest. So if you gross that up and then net it back down by SandRidge’s working interest, we have about a 73% working interest.


So if you take that range of 20,000 to 25,000, gross it up to their 14% working interest, take it down to our 73% working interest, you do, you get this kind of 110,000 to 135,000 or 140,000 BOE per day in ’16. Our guidance for ’14 for BOE per day for the whole year is 63,500 for the mid-continent.


So their numbers are good, and they’re in line. And I’d be very pleased with being at the top of the range, and I think it’s consistent with what we’ll talk about next week. These are not our numbers though, these are Repsol’s numbers. They came up with them completely on their own. But I think it does correspond to what we’re talking about, and I think it reaffirms our belief in the play, in the growth of the play, in the development of the asset over the next several years.


Operator


Your next question comes from the line of Joe Allman with JPMorgan.


Joe Allman - JPMorgan


Just back to the updated type curve, to what do you attribute the improved IP rates? Are you doing any enhanced completions or is it just these wells are performing better than you had modeled?


James Bennett


We’ll give you some more details at analyst day. I think it’s a combination of that. The team has gotten better at targeting, changing completion methods in some parts of the play, [unintelligible] completions and other things, trying some different packer systems and completion techniques, better targeting, as I said. So we’ll give you the details at the analyst day. I think it’s a combination. We’ve got over 1,200 wells drilled in the play now, so we get smarter every year and every quarter, and better at this.


Joe Allman - JPMorgan


And then back to the cost issue, so you’re assuming $3 million per well. For the same type of well, is the well going to cost you $100,000 more in 2014? Or is it going to cost you a little bit more on average because you’re doing some extra stuff, you’re doing some completions differently than before?


James Bennett


We’ll talk about that on Tuesday, but it’s doing a little bit extra stuff. Dave mentioned these wells in Sumner County. We spent a lot of money on science, ran tracers, ran image logs. So we’re spending money up front to make sure we understand the rock and the reservoir. We’re drilling into slightly deeper and a little bit tighter parts of the play, maybe in the lower Miss. So I think it’s a mix of the wells that’s causing us not to project it at 2.8 or 2.9. I think our base Miss program, and Dave Lawler and his team will go through it next week, we’ve seen significant improvements in those well costs, in just a base Miss well. In some cases, drilling those for 2.6, 2.7.


Joe Allman - JPMorgan


And then in terms of number of locations that you have to drill in the Miss play, what’s the before and after?


James Bennett


Let’s save that one for analyst day. I think we have a very robust discussion on our inventory count and our locations for the next several years.


Joe Allman - JPMorgan


And then there’s something circulating about the subpoena. What’s that about? Is that something we should be concerned about?


James Bennett


We don’t think so. It’s early in the process. We don’t have any more information at all about the fact of the investigation other than what we’ve put in the 10-K.


Joe Allman - JPMorgan


What’s the topic there?


James Bennett


We don’t even know.


Operator


Your next question comes from the line of George [Wainridge] from KeyBanc.


George [Wainridge] - KeyBanc


Can you give more color on the [unintelligible] water for the wells you drilled in the fourth quarter. And then are you seeing any difference versus the two [Woodford] wells in the third quarter?


James Bennett


I’ll turn this over to Dave. He’ll be better suited to answer this. The question is of the two Woodford wells that we’ve talked about in this batch, how is that different, what have we learned from batch one?


David Lawler


I may defer, I know you’ve heard that several times. We will have a specific presentation on this next week. But I think just early, we can comment that there is a certain geologic model that we’re targeting now that we’ve learned about initially. We have the Woodford over a vast portion of our lease hold. So we started out testing the different areas and quickly learned from what we’ve seen, what the results showed us, and now we’re starting to target a more specific area of the play. And that’s the reason that you see the improved performance. And we have several wells coming up here in Q2 that will test that theory and we’ll talk to that next week. But we are pretty excited. We think we’ve got a bead on it.


George [Wainridge] - KeyBanc


So in terms of [unintelligible] zone well drilled in the Mississippian, [unintelligible] the Woodford, can you give more color on the wells in the upper Miss, middle Miss, and lower Miss? Because I don’t see it in the press release.


James Bennett


Let’s save that one for analyst day. I don’t want to keep putting it off, but we’ve got a very thorough discussion about all those zones at analyst day, if that’s okay.


Operator


Your next question comes from the line of [Andy Parr with Surveyor].


[Andy Parr - Surveyor]


On the Sumner program, I was curious, are those 45 wells substituted into this year’s program? I think you guys have been talking about 460 wells or something like that? Or have those been in there with the original 460 guidance?


David Lawler


The Sumner wells displaced other projects. In terms of the rate of return, it’s significant. The question was asked earlier what the oil content was, and it’s around 70% in Sumner.


James Bennett


And that’s not unusual. You know, as you go through the drilling program and learn more throughout the year, you adjust it accordingly.


[Andy Parr - Surveyor]


I was just trying to reconcile that with the guidance. There wasn’t a guidance change, and the 90% uplift in the EUR, I was trying to reconcile that in my head.


James Bennett


Yeah, no guidance change. We just substituted for other wells.


[Andy Parr - Surveyor]


And then secondly, I think it was a 386 rate for the quarter on the average well count. Does that include every well in the mid-con, Chester, Woodford, Mississippian? Or are those just Miss wells?


James Bennett


That’s every. We started giving that stat for all wells.


Operator


This concludes the Q&A portion of today’s call. I would now like to turn the call back over to Mr. James Bennett for any closing remarks.


James Bennett


Thanks, everyone, for listening. We hope to see some of you in New York next week, or on at webcast. I think this wraps up a very successful year and quarter. The teams have done an amazing job. I couldn’t be more proud of all the employees here and the hard work that they do, safely, for all of us. We’re going to be focused on what I said, next year growing our reserves and cash flow in a profitable manner, and driving shareholder returns. So we hope to tell you more about all of that next week. Thank you.



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Pearson Management Discusses 2013 Results - Earnings Call Transcript


Executives


John Fallon - Chief Executive Officer, Chief Executive of International Education Businesses, Director and Member of Nomination Committee


Robin Freestone - Chief Financial Officer and Executive Director


Analysts


Sami Kassab - Exane BNP Paribas, Research Division


Mark Braley - Deutsche Bank AG, Research Division


Rakesh Patel - Goldman Sachs Group Inc., Research Division


Matthew Walker - Nomura Securities Co. Ltd., Research Division


Ian Whittaker - Liberum Capital Limited, Research Division


Claudio Aspesi - Sanford C. Bernstein & Co., LLC., Research Division


Patrick Wellington - Morgan Stanley, Research Division


Nick Michael Edward Dempsey - Barclays Capital, Research Division




Pearson (PSO) 2013 Earnings Call February 28, 2014 4:00 AM ET


John Fallon


Okay, well, good morning, everybody. I know you've all got a busy morning and many of you have got to get on to another results meeting at 11:30, so we'll get cracking. And thanks for coming along on what I know is such a very busy reporting day at the end of a very busy week.


So I'm going to start by giving some context to the 2013 results and the 2014 guidance before Robin talks you through both of those issues in more detail, and then I'll be back to explain why, in 2015, we should start to see the benefits of the very intense period of restructuring and change that we are now in the middle of.


We did make significant progress on a number of fronts in 2013, and I'll talk about that in a moment. However, as you all know, we did not make the financial progress that we set out to achieve last year. Excluding restructuring costs, underlying profits were 9% lower. Cash was down 25%. And we missed the operating guidance we gave at this time last year by about GBP 35 million or around 4%. We are determined to return Pearson to sustained earnings growth as quickly as we possibly can.


So before Robin talks you through the details of last year and set out our guidance for this year, let me explain, with the benefit now of a full year of leading the company, of what's going on.


So let's start with just a little bit of historical context. For 7 years, we drove strong and consistent earnings growth by increasing organic sales at or above the rate of inflation every year, and improving margins each year as well. Some of this growth came from inside Pearson. We delivered significant share gains. We made efficiency improvements. We expanded our addressable market. But we also benefited from 2 external tailwinds, a couple of cyclical and publicly related -- public -- policy-related factors. And about 2011, both trends began to level off, and they've now turned against us, with the results that our organic revenues have been flat for 3 straight years. And this chart shows the biggest single factor.


Just under half of our North American Education revenues and significantly more of our profits come from higher education. This business, as you know, is highly countercyclical. So through to 2010, with jobs hard to come by, enrollments increased rapidly. College enrollments, the orange line that you see on the chart, have now been flat or declining for 3 successive years, with particular weakness in 2 segments, shown by the red line here, community colleges and career education, in which Pearson is especially strong. Now in previous economic cycles, this trend has been offset by a cyclical recovery in our schools business, driven by recovering tax receipts, although that is a lower-margin business. And as you can see, tax receipts, the blue line, have indeed recovered, but that has not yet fed through to our business because the sector is awaiting a major curriculum change brought about by Common Core. As we expected, it has been implemented slowly as budgets and policy align state by state, but more than that, it has had a much big -- a bigger impact in the shorter term on our much bigger assessment business as well as on our instructional resources business. So for example, last year, we saw large-scale testing contracts canceled or reduced in scope in both California and in Texas.


To complicate matters further, curriculum change is not only affecting the U.S. but also the U.K., our second biggest market. BTEC enrollments, as you can see here, more than doubled through to 2010, and they've declined by over 20% in the last 3 years. And we're now seeing a similar trend in GCSEs and A levels as the U.K. moves from modular to linear exams and limits the use of research. That's ahead of the move to a new world class qualifications program, the U.K.'s equivalent of Common Core. And as with Common Core in the U.S., we are investing now in the new products to be ready for this curriculum change that starts in 2015.


So in terms of underlying performance for the year is this mix of cyclical and policy-related factors impacting businesses, which together generate around half of our total profits, that really hurt us in 2013. And as I've indicated, some of these factors prove to be worse than we expected in Q3 and then worse again in Q4, as Robin will explain. These factors will be a drag on us again in 2014, but after that, these headwinds start to ease. And in time, as the curriculum change comes through, as the enrollments recover, they start to blow at our backs again rather than in our faces.


Now the temptation in the face of these temporary headwinds is to pull back, wait for them to pass, but we are choosing exactly this moment to push ahead with the largest restructuring in the history of Pearson, as I set out last year. It's designed to take on the big structural changes in education, not least, the transforming power of technology, which is a challenge but is also a much bigger opportunity for Pearson if we can successfully embed ourselves and as we successfully embed ourselves with our customers. So we are incurring big one-off costs, GBP 135 million net last year, another GBP 50 million net this year, to cut our costs, to derisk the business in the areas that are under threat: print, developed world, educational inputs. And as you'll hear from Robin, we're now very well advanced in that work, and the restructuring program is very much on track. And what that work does is shift us much more quickly and much more irreversibly to where the biggest sources of future demand are. So at the same time as we're undertaking this restructuring, we're also stepping-up our investment in North America, with an extra GBP 60 million in 2013 alone. And as we said before, we are now reinvesting another GBP 50 million this year with the restructuring benefits that we've achieved across the company through the work we did last year. We're doing so to get ahead of the forces reshaping our industry, to realize the significant opportunities that are emerging and to reduce our exposure to the corresponding risks. And so as you'll hear from Robin, these same 4 factors will hurt earnings again this year, and that explains our guidance for 2014.


But as I said earlier, none of that should hide the fact that we actually made really good progress on a number of fronts last year. We completed the Penguin Random House merger, the company is off to a very strong start, and very importantly become ever more confident that, that merger secures Penguin's commercial and creative success. We grew strongly again in digital and services: registrations up 15%, emerging markets underlying revenues up 12%. We are, as I say, on track to implement the largest restructuring program in the company's history. We're executing our first truly Global Education strategy, organizing to deliver it, building the leadership team to enable it to happen. We sold Mergermarket and we reinvested the proceeds in English language learning in Brazil. In the FT, digital content revenues exceeded print content revenues for the first time. And alongside all of that, we did resolve and closed down a number of difficult issues, closing down Pearson in Practice, settling the Penguin Department of Justice case, for example.


All of those things are essential to understanding our outlook, and they make us all the more confident that we will emerge from what is a short but undoubtedly painful transition as a stronger company and that you'll start to see that in 2015.


So I'm now going to hand over to Robin. He's going to talk you through the 2013 results, our 2014 guidance. So Mr. Freestone?


Robin Freestone


Thank you very much, John. Good morning, everybody.


Trading in quarter 4 was disappointing, and we didn't finish the year as we would've liked partly due to foreign exchange. We upped our restructuring activity in the last quarter. And the scale of investment undertaken to take advantage of impending curriculum change in our 2 major markets, the U.S. and the U.K., meant that we were unable to absorb that short-term trading pressure. This pressure, particularly in the fourth quarter where we make much of our profit, came in 3 categories: firstly, further enrollment decline in career colleges, and greater than we anticipated; secondly, the fact that Texas and California cut assessment contracts ahead of Common Core curriculum introduction; and thirdly, a faster-than-expected shift from books to MyLabs and later bookstore purchasing, which meant increased revenue deferral from quarter 4 2013 into the start of 2014.


Now the themes of restructuring and investment are also critical to our 2014 outlook, but in the longer term, they underpin our confidence in sustainable growth in 2015 and beyond.


So looking at 2013 as a whole. In North America, sales in our K-12 school business began to recover, up 3% after recent years of underlying contraction. Our good adoption performance, with a 33% win rate, and continued growth of digital programs such as enVisionMATH, plus help from our new acquisitions such as Connections Education, bolstered the top line. That was achieved despite a tough year in state testing. Our higher education business, excluding Embanet, was down 3%, reflecting the enrollment contraction that I mentioned. Enrollments in community and for-profit colleges, where we're also strongly represented, fell 4% on 2012. But MyLabs continued to grow, up 9%, and we saw a strong demand for our online university offerings from LearningStudio and Embanet.


In our international business, we had double-digit growth in emerging markets, which now account for 48% of our international turnover. China and South Africa were particularly strong. But in the U.K., sales were down 6%. And they were lower, reflecting demand for school resources and fewer examinations mart as a result of curriculum and testing reform. Rest of world markets were subdued, down double digits due to continued weakness in much of Continental Europe, poor contribution from Australia and our move to a distributor model in smaller territories.


Our professional business had a good year, with Pearson VUE up 7%, benefiting from both new contracts and volume growth on existing contracts. Professional publishing was down again by 6%. And growth in the U.S. was offset by exit from our business in Europe.


FT Group was flat overall, including Mergermarket. However, this hid an extricable [ph] trend of the FT towards digital as we saw FT digital content revenues exceed content revenues from print for the first time. Corporate subscribers to FT.com increased by 100,000 or 60% in the year. Penguin sales represents only the first half against the full year in 2012, having moved to associate status at midyear. So I'll pick that up again when I come back to operating profit.


Overall, organic growth in the year was 1%, held back by the factors that we've mentioned.


Acquisitions contributed GBP 70 million net, after small disposals, which reduced turnover in international and professional by GBP 49 million. FX was mildly positive, with beneficial dollar impacts offset partially by GBP 29 million of emerging market currency weakness, notably in quarter 4.


Of course, our reported sales numbers don't tell the full story. And we continue to highlight here the value of our deferred revenue, up 5% in 2012, confirming faster growth of digital and services revenues. This effect reduced our reported sales by about 1% in 2013. More encouragingly, whereas much of the 2012 growth on -- in deferred revenue came from acquisitions, in 2013, most of the growth was organic.


Overall, profits was down 21% on 2012, after charging net restructuring costs of GBP 135 million. I'm going to talk specifically about both North America and restructuring in a minute. In international, net restructuring costs amounted to GBP 69 million. And before this charge, margins were similar to last year despite policy-driven contraction in our higher-margin U.K. business.


Professional benefited from good performance of Pearson VUE and the absence of Pearson in Practice losses. At FT, we saw a sharp recovery in profits at the FT resulting from prior year restructuring and an increased contribution from The Economist. And Penguin Random House reported profits were down due to the GBP 23 million of tax charge for the second half when it changed to associate status. About GBP 23 million is included here as a reduction within portfolio changes. North America accounted for all of the organic profits decline. So let me deal with that before I come back to talk about restructuring.


The most significant cause of U.S. profit decline is a planned increase in investment through the P&L accounts and amortization of pre-pub. In total, this reduced profits by GBP 60 million in 2013, including investment in Common Core, student recruitment costs incurred at Embanet ahead of revenues in 2014, investments to move our digital products to the cloud, as well as rollout of mobile access to both our older and new digital programs to support our next phase of growth. The trading downside of GBP 36 million resulted from contraction in our higher-margin higher education business, notably in career colleges, as well as contract curtailment in our assessment business. In addition, we had higher returns from college bookstores and about GBP 15 million related to higher bonuses to aid retention of key people in our U.S. sales force.


Our EPS, excluding restructuring, was slightly above 2012 at 84p, helped by a lower tax charge. Now that tax charge arose following agreements on a number of historic tax issues with the IRS, for which we were well provided. On a post-restructuring basis, adjusted EPS reduced by 15% to 70.1p.


Our statutory P&L includes the impacts of the Penguin Random House transaction, on which we showed a gain under IFRS of over GBP 200 million. Clearly, we strip that out for adjusted earnings purposes.


Our operating cash conversion of 80% reflected higher investment levels in new digital products and enabling technology that I've mentioned. Our traditional working capital, excluding pre-pub, was down due to lower inventory levels needed to satisfy analog demand. The receipt of the first year dividend from Penguin Random House was lower than the reported profit due to the timing of their second half dividend. In 2014, this shortfall will be less pronounced given Penguin Random House's 95% dividend policy. Foreign exchange losses incurred during quarter 4 on cash receipts amounted to GBP 40 million. Other movements represents the increased cash we're putting into our defined benefit pension schemes, partially offset by share-based payment charges, which don't have a cash impact.


Within our free cash flow, our cash tax spiked up significantly as a result of payments to the IRS associated with our settlement of those historic tax matters, as well as delayed taxes form 2012 paid in 2013 arising from Hurricane Sandy. The cash tax will normalize again in 2014 at around the level of our P&L tax charge.


On our balance sheet, our net debt increased to GBP 1.38 billion due to that additional tax paid, restructuring costs and the higher levels of investment ahead of the significant future opportunity offered by curriculum change in our biggest markets. We expect now to sustain this level of debt in 2014 due to further investment plans during the course of the year.


Despite that net debt increase, our net debt-to-EBITDA ratio at 1.6x and the interest cover ratio at over 10x are well within our covenant levels. We remain committed to our current debt ratings over the long term, although while going through this significant restructuring and investment phase in the short term, we are prepared to tolerate a 1-notch downgrade to BBB, Baa2.


Our ROIC percentage inevitably suffered in 2013 from lower profitability post restructuring, higher expense and investment levels and high cash tax. This, however, is a low point, and we now expect this ratio to improve again in 2014, 2015 and beyond through lower cash taxes and then higher operating profits.


Helped by the demerger of Penguin, our working capital-sales ratio improved again in 2013 despite higher pre-pub, which reflects our investment to deliver future growth. We expect this downward trend to continue, driven by low inventory levels and higher deferred revenues.


In recognition of our confidence in the future, we're proposing to again increase our dividend by 3p, as we've done in recent years. This represents the 22nd straight year of above-inflation dividend growth.


Now in 2014, we'll be changing disclosure to reflect our new reporting structure and we'll be doubling the amount of disclosure as part of that process. We've also consolidated some existing operating metrics that we use internally into tables to allow you to track student volumes more easily, and you'll find these on Page 61 in your appendices. Once the new organization design has settled down, we're also going to consider further KPIs. This chart gives you the indicative splits of new divisional revenues by line of business and geography, and we'll break down sales and profits by geography and line of business ahead of the first half 2014 results.


When it comes to modeling, you might find the following information useful. In North America, our school and higher education businesses are of roughly equal size, with professional accounting for about 10% of revenues. In growth markets, about 1/3 of revenues are in school and about 1/5 in higher education, with the balance in professional. And in core markets, about 45% of revenues are in school, about 20% in higher education, with the balance in professional.


Let's turn to outlook, and firstly the mechanical factors that will influence profits in 2014. Now we completed the acquisition of Grupo Multi and the disposal of Mergermarket during February. The contribution from Multi in 2014 will be affected by integration expenditure, which is not included in our overall restructuring figure, and the weakness of the Brazilian real. Assuming rates stay where they are, the strength of sterling against the U.S. dollar reduces the operating profit base by about GBP 30 million and, against the basket of emerging currencies, by another GBP 20 million. We'll be doing more restructuring and investment in 2014, but we'll also have further benefits from our 2013 activities. Our tax rate on profit before tax, including Penguin Random House, will rise to between 19% and 21% and as the benefit from one-off settlements in 2013 falls away.


Our restructuring accelerated during quarter 4, with limited incremental benefits in the year. Importantly, it included the December announcement of closure of our Indiana warehouse, which will happen at the end of 2014. In total, our gross restructuring spend was GBP 176 million in 2013, and we realized benefits in the year of GBP 41 million. The benefit of this 2013 activity will be an incremental GBP 60 million in 2014 and GBP 10 million more in 2015. John will talk more about our restructuring activity in a minute.


As we said this time last year, during 2014, we will be incurring a further GBP 50 million of net restructuring expenditure, including our share of Penguin Random House, and we'll be upping our investments through the P&L accounts by a further GBP 50 million for investments. This restructuring will deliver GBP 35 million of saving in 2015, meaning the total benefit of the restructuring undertaken in both 2013 and 2014 delivers GBP 146 million of savings in 2015. In 2015, restructuring costs will return to their normal level.


As you can see, we expect market conditions to be similar in 2014 to those in 2013, with cyclical and policy factors remaining challenging in our largest and most profitable markets. Now there's a lot to do in 2014 and higher-than-average uncertainty on a number of fronts, and our guidance reflects that. With continued headwinds from college enrollments, curriculum change and further effects of portfolio change, as well as additional restructuring and investment plans, at this early stage in the year, we expect to report adjusted earnings per share in 2014 of between 20-- 62p and 67p.


Those restructuring and investment activities are designed to accelerate top line growth in 2015 and beyond. And John is now going to describe those activities in more detail.


John Fallon


Okay. Thank you, Robin.


So clearly, 2014 is going to be another difficult year. Tough market conditions in our biggest businesses coincide with our continued restructuring in a period of increased organic investment. From 2015 and onwards, we should start to see the benefits of all the work that we did in 2013 and we will do this year. And we should also be helped in kickstarting underlying sales growth again by the implementation of a curriculum change in the U.S. and the U.K. and by some easing of the pressures on U.S. college enrollment.


So I want now to cover 4 points in slightly more detail. First, our ongoing and planned restructuring work; then our investment priorities for 2014 and beyond; third, the way that these efforts combine to transform the nature and shape of the company; and then finally, just to remind you of the scale of that compelling Global Education opportunity which we are organizing for.


First, just to remind you, our restructuring program is driven by 3 principles. First, we now need fewer people engaged in the creating, marketing, selling and distributing of purely print products and we need more data, digital and services capabilities. Second, as we grow into a global company, we need proportionately fewer of our people based in the mature markets of North America and Europe and we need proportionately more of them in the world's growth markets as we scale up. Third, more and more of our people need to be working on products and services that improve learning outcomes and fewer will be involved in providing purely educational inputs. So as a result of all that restructuring last year, 3,300 colleagues left Pearson, all of whom worked either in those mature markets and/or in our textbook-related activities. 900 new colleagues joined Pearson to work in our growth markets and/or to drive our digital services and efficacy strategies.


Cutting jobs in this restructuring work is, of course, very difficult, but I have absolutely no doubt that it is the right and essential thing to do. There is inevitably a greater degree of operational risk within Pearson as we work our way through what is an intense period of restructuring and reorganization, we're aware of that. However, with the further restructuring that we'll do this year, we will, in just 2 years, have very, very significantly altered the profile of our analog business and infrastructure. There are many indicators of that I could give you. For today, I'm going to give you just one.


In just 2 years, it means we will, helped by the Penguin Random House deal, have halved our global warehousing capacity, reducing the fixed costs linked to our textbook publishing ahead of the decline in demand. And this reduction in our warehousing capacity will need to continue over the next decade, but it can now be done at a much more normalized level because we've crunched 6 normal years worth of restructuring into just 2. And we're doing something similar across every link of the textbook publishing chain. So I hope that gives you a more tangible sense of what the accelerated restructuring program is really all about, and let's now turn to where we're directing the investment released by those cost savings.


So we are upping our total product development spend last year by about 7%. More importantly, we're radically shifting what we spend that money on, and it's driven by the same 3 principles as the restructuring. It's about growth markets, it's about digital and services and it's about learning outcomes. So for example, China, we now have well over 100,000 learners, a figure that's growing by double digits every year. Our growth in China is constrained not by demand but by our own capacity. So we are investing for a world in which we can cater to millions of English language learners on a single technology platform and with a single English curriculum. That consolidation brings real economies of scale as we integrate the back-office functions of the various businesses we have in China and it helps us to reach more learners digitally and across centers across the country. The same is true across all of Pearson. And we're making similar substantial investments in Brazil, in South Africa and, to a lesser extent, in Saudi Arabia, which will support a major new business project we have going there.


We're also investing worldwide in our digital infrastructure. We now need very quickly to get ahead not just the very significant growth we've seen in our digital registrations over the last 5 years but to support the far greater growth we are going to see over the next 5. So for example, we now have 10 million MyLab users. They are supported across a whole range of platforms that were not designed to cope with such scale and can't be deployed globally in a mainly mobile world. So we're now investing in a cloud-based mobile technology and related infrastructure, which means we're geared up to serve 100 million users on a single platform and anywhere in the world. And we're also, alongside that, investing in the next generation of products and services across our school, higher education and professional businesses that can be deployed and delivered through that infrastructure and that platform. These next generation of Pearson products are now being built to the same principles in every part of the company. I won't run through the whole list of them here. I'll focus more on the benefits these principles will bring.


We're investing to engage learners, to improve performance and grades, to improve skills and employability, enhance career and college readiness, improve the learning experience to reduce the time, friction and the cost of teaching. And we're very confident about making these investments because we know that we have the proven capacity to develop and then scale-up effective products that do really drive learning outcomes in a way that is pretty unique. And as you can see, when we apply these principles across Pearson, we really do create a powerful set of products that work together and which are unmatched by any of our competitors.


In higher education, for example, we know this approach works because, when implemented with rigor, our programs boost learning. They improve retention. They reduce the total cost of education. And that makes us an attractive partner to colleges trying to achieve better outcomes at lower cost. As you can see from this example, from the University of Central Missouri, which we've supported since 2010, of course, redesigned online homework, tuition and assessment programs. What it means is we are actually now further along in this shift from print to digital than you might imagine.


What I thought I'd do now is try to help you with the debate that I know that we're all having about what does this shift from print to digital education actually mean for Pearson. So on this chart, on the left-hand side, you can see that textbook volumes in U.S. higher education fell by 8% in 2013 and you can see that MyLab registrations grew by 9%. On the right-hand side of the chart, you can see that if you adjust total college enrollments that are waiting, then on a revenue-adjusted basis, enrollments declined by 3%. And you can see that our revenue per enrollment was stable. It was actually up about 1%.


So I think what that tells us is this. Where we get high digital penetration, where we get high efficacy, like in that example I just showed you from Missouri, volumes and price points remain high. Where digital usage is low, where efficacy is low, volumes and price points are under pressure. And it's that insight that drives all of the restructuring at our publishing business that I've just been talking about because it's attacking that long tail of publishing textbooks that lack the high digital usage and the high efficacy. But the other point is I think what it can show you is that the total sales in our U.S. higher education business last year were down because of the cyclical and policy factors that I've talked about earlier, not because of the shift from print to digital. And it should give us all confidence that those revenues will grow again as enrollments grow again and as we accelerate the digital transformation of the company.


We'll also grow in higher ed as we expand the market opportunity very significantly. So we're now investing. One of the major areas of investment that we're making is in -- to be able to offer services that support student recruitment, teacher training, online learning management systems, as well as our digital and print resources. And what that means is we shift from competing for 5% or less of the total cost of going to college, the books and supplies, which is the red bar here, to competing for up to 60%, the tuition and fees, which is the blue bar on the chart. We're already doing this. And we now have significant partnerships with Arizona State University Online, with Indiana Wesleyan University, Rutgers and many others. And as you may have noticed, in January, we extended our partnership with the University of Florida to include its graduate and undergraduate programs in providing technology, e-Textbooks, student recruitment, enrollment management, student support and the like. But there's also a much bigger global opportunity in higher education: extra 120 million students going to college by 2030, most of them in these growth markets. And we're investing to build that local capacity so we can deploy those global products.


Now as we invest in these opportunities, there are 2 short-term financial impacts. First, as you can see here, as we invest to build scale in inside services and direct delivery, our new ventures in startup phase are, best, lower margin or, at worst, loss making. And this chart shows the typical investment profile of a large-scale higher education services contract. And we have more of these, the recently signed deals with the University of Florida that I mentioned, Monash University in Australia. We'll have more of them going through the P&L this year. The important point is that once we get through that period of investment, as you can see, incremental revenue per student then becomes very profitable. And these are long-term contracts with high renewal rates.


The second financial impact of this change is that as we transition from print to digital, we move from a license to a subscription selling, with revenues spread over multiple years. This reduces revenue and margin short term, but it gives us a more visible business and greater market opportunity in the long term. And as we reach scale, the benefits again are very significant indeed.


So as you can see, these new business models create much bigger revenue opportunities for Pearson but with similar margin and cash dynamics. And there are similar trends and opportunities at play in other parts of the Pearson. Just to be clear, these are not absolute numbers, by the way. What we've done is we rebased everything to the value of the textbook and set that at 100s so you can see much bigger addressable market with margins and cash conversion that are very similar to our traditional textbook market.


School, for example, drive to improving learning outcomes to ensure more students are career and college ready, every bit, is important as in higher ed. As in higher ed, no silver bullets to help schools and teachers and parents to prepare their pupils for the college or their kids for the college and the workplace. So we contribute by offering pedagogically effective, engaging curriculum; data-driven adaptive learning; enhanced teaching development; assessments which test higher-order skills. But actually, our most important role is actually helping to implement and scale the significant changes that are required to adopt digital, or actually, blended learning. And we're already, as you know, partnering with the early pioneers in this model in L.A.; in New York; Huntsville, Alabama; and the like, and many more School systems will work with us in the year ahead. Again, same model as in higher education, these new business models create much bigger revenue opportunities as we get into bigger addressable markets, but with similar margin and cash dynamics as in the publishing business.


Professional division. You've heard me talk before, single biggest opportunity is in English learning: 500 million people using English online, 2 billion people learning English as a second or foreign language, much more interested in learning real-life speaking and listening skills rather than being able to recite grammar and vocabulary. And our next-generation English language learning experience, it's one of our big priorities for investment this year, enables them to communicate more effectively, built on the principles that I outlined earlier. This is a program that we can create once and which we can then deploy with marginal local variation in Brazil, where we've now got 800,000 students through a network of over 2,500 franchised schools; in China, there are test prep and professional English centers; and to our corporate and institutional clients worldwide.


And again, as in school and higher ed, it very significantly enhances the market opportunity for Pearson. As you can see, in direct delivery, whilst the absolute opportunity is substantially bigger, the margins are lower than in an inside services and franchise model, but in both cases, the absolute profit margin and cash contribution are significantly higher than in our traditional print-based textbook publishing business.


So I hope that gives you a sense of how the restructuring and the investment programs combine to open up opportunities for Pearson in both our biggest and most developed markets and in the new growth markets which we are investing in. They do require investment in these transitional years, but they certainly create much bigger opportunities with margin and cash profiles that are at least as attractive in the years ahead.


But these restructuring and investment programs also combine to change the shape of Pearson. We are choosing to drive the shift from print to digital actively through this transformation program rather than waiting for it to happen to us. As a result, print-related sales are now only 40% with Pearson, down from 60% just 5 years ago. And we're making very good progress in delivering on our target of 70% of our sales from digital and services by 2015. Same time, we are driving that shift towards emerging markets, up 12% on underlying terms last year, now 16% of our total, some $1.3 billion. And whilst I understand this probably looks a slightly more conceptual slide, it's an important one because the other big change that we are driving is we're transforming Pearson to a company that is absolutely focused on learning outcomes. A recent paper by Professor Michael Fullan at the University of Toronto, written by -- with colleagues from Pearson, and I'll quote a little bit from it because it gets right to the heart of it: "The Internet is becoming a powerful access portal and content is increasingly an open and free commodity. The impact on education and learning, however, is still murky." What's clear is that as we make this transition to digital, Pearson's unique position is, in a way that nobody else can, we can help teachers, school systems and students to navigate their way through that murk and combine the technology and the teaching practice to improve better outcomes and scale. And that's, I would argue, the biggest single change in the shape of our company that we are driving through.


So that is the summary of our restructuring and investment plans and how they're transforming both the shape of Pearson and our underlying business models and make us very confident that once we complete this very intensive, difficult 2-year period, we can deliver a recovery in Pearson's sales growth, its profitability, its cash, and that that recovery starts in 2015.


We could stop there, but it misses out one final point of our long-term outlook because it's what it positions us to do to capture these structural changes in education because it means we will capitalize on the opportunity provided by the growth in online learning. We will capitalize on that mega trend, the rise of the emerging middle class. We will capitalize on the need for the higher-order knowledge and skills, powered by more effective education, as the world faces over the next few years a quite wrenching digital transition. And as the new research from the Pew center demonstrates, on every measure of economic well-being and career retainment, college graduates are better off today than at any point in history.


It also helps us to capitalize in a new competitive landscape and build new partnerships. What we're discovering is that big technology companies value our ability to go that last mile into schools and universities and to deploy digital solutions in ways that really do improve learning outcomes. We're working with Apple to deliver personalized connected learning in Los Angeles, as you know. And Microsoft announced last week that they are investing to deliver our Common Core system of courses on their platform. At the same time, startups realize that they can prosper and build their own businesses by integrating their products and services around our APIs and our online learning platforms. And most importantly, that means that our customers get much better value from these partnerships that we form because, collectively, we can deliver more -- much more learning, much more higher levels of attainment at the same total level of total cost.


And finally, we can capitalize on the most important opportunity of all: improving learning outcomes on a global basis. I think leaders everywhere understand the importance of investing their education budgets on effective education with proven outcomes. And that's why the efficacy agenda for Pearson is actually at the heart of the investment and every opportunity that we see ahead of us.


So I hope that, between Robin and myself, we've given you a good sense of how we are reshaping the company to reassess [ph] resources towards the biggest growth opportunities. We are halfway through the most substantial reorganization Pearson has ever undertaken. Simultaneously, we are investing in business models that expand our addressable market very substantially, and they do apply technology to make education far more effective. And we're doing all that in the face of some short-term cyclical and policy-related headwinds. But it does mean that, by the end of this year, and I mean by the end of this year, we look and feel like a very different organization more focused on digital education, with a substantially reduced print infrastructure; more service led, selling large solutions to universities and school districts, often on subscription models, and enabling us to compete for bigger value of the education supply chain than we have in the past; more focused on emerging markets; more learner- and consumer-focused professional, particularly in those growth markets.


So whilst I can understand that, perhaps particularly today, it may have seemed less risky on the face of things to put off some of these big changes that we are currently making, not do the restructuring, not increase the investment, and in which case, we could have continued to see profits rise year-on-year, at least in the short term. But we would simply have been delaying further the changes that are essential to the future of this company. And the longer we delay that, the greater the risk would have been. More than that, in our view, the far greater risk would have been not to grab with both hands the opportunity we have, which is to be the first organization to offer proven learning outcomes on a global scale. That's the purpose of the company. It's responsibility we take seriously. And it's an exciting opportunity, one we're uniquely equipped to seize. It is and will, we believe, set us up for another sustained period of growth. And I can tell you that we won't let up, I won't let up, until it does.


So on that note, Robin and I will very happily answer your questions. Sami, and then we'll go to Mark. And I am determined that we will have you out of here by 10:30 so you can get over to the UBM meeting.




Question-and-Answer Session


Sami Kassab - Exane BNP Paribas, Research Division


I'll be quick with my 3 questions. It's Sami at Exane. First one, with regard to 2015, can you please elaborate on your confidence that enrollments to higher ed is likely to stabilize in the face of demographics and student funding pressure? Second question, with regard to 2015, can you elaborate on your confidence that you will be able to benefit from curriculum changes in the light of increased competition from new entrants, established players, OERs? And lastly, in your guidance of increased investments in 2014, does your guidance include the upfront costs from -- for the Embanet- and LearningStudios-related contract gains? Or should we fear a further margin pressure and guidance miss the more we see you win contracts?


Robin Freestone


I'll take that.


John Fallon


Okay, I'll let Robin take the third one. I think that it's a very good question and that it's difficult trends to read, which is why, this morning, we tried to strip out what's happening from overall enrollments, from what's happening in the career college and the community college. But I think we can see that the rate of decline is slowing. And clearly, the trends we're showing are total enrollments, not first year enrollments. And because we get a larger proportion of our revenues from first and second year students, we tend to benefit from that tick-up. So we will certainly start to see them stabilize in '15. How quickly they recover, I think, we will be able to give greater visibility on as we get through the back end of this year.


Sami Kassab - Exane BNP Paribas, Research Division


They being new enrollments, or total enrollments?


John Fallon


I think we will start to see new enrollments start to stabilize and then recover in '15. On the second point, I think there's 2 elements to that. First of all, does Common Core get implemented in '15? I think there is now greater cause for optimism. I think you can see a greater sense of momentum from the PARCC consortium, from Smarter Balanced, the way that states are gearing themselves up, a whole swath of editorials in the press recently in support of Common Core, so I think we will. It will be patchy, won't happen simultaneously everywhere, but one, the funding will start to come in 2015. Secondly, life is competitive and there's no guarantees, but we are very, very confident, because of the investments we're making in our new digital Common Core system of courses and as -- and, actually more importantly, given the size of the opportunity, the investment we've made in our TestNav platform to ensure that, that can work on mobile devices as schools start to introduce Chromebooks and app and iPads and the like, that there is every reason to believe that we can take our share and more of the opportunity. And Robin, do you want to pick up on the third one?


Robin Freestone


Yes. On the guidance and investment question. Just by a way of background, what you're seeing is it going a little bit more complicated to explain to you what's happening in sale and with the investment. In the old analog days, of course, pre-pub represented investment in new programs. We were running it, and still are running it, about 8% of education sales. And you could very easily track what we were putting into new products and what was then going to launch in few years and hopefully pay us back. But unfortunately, in the digital world, it's more complicated to actually capitalize that type of expenditure on the pre-pub. Things like going to mobile and going to the cloud are generic investments which cover a range of products, and therefore, we don't actually try and put them into pre-pub. We expense them through the P&L account straightaway, which is conservative but means that our overall investment level is actually running at about twice the number you're seeing in pre-pub. We're spending the same again on other investments, which are going through the P&L, as you're seeing in the pre-pub number. And that is a feature of the new world that we're in. The guidance we've given reflects the fact that we're saying there's a GBP 50 million incremental investment of that latter type which we envisage going through the P&L accounts in 2014. And that's in -- designed to encompass the various thing that you mentioned, the potential for Embanet recruitment costs, which are those type of investment we're now making because we're going to recruit the students and then the revenues come the following year. That's encapsulated within that number.


John Fallon


So Sami, if you could hand the microphone over to Mark. Just before I do -- I should have said before: As this is a bit of a transitional year, it's Robin and I taking all the questions. This year, when we get to the interims, we will introduce the new leadership team to you, so you will get the chance to meet them at future results meetings. Mark?


Mark Braley - Deutsche Bank AG, Research Division


Mark Braley, Deutsche Bank. Three as well, I'm afraid. Just the North American sales force incentive cost. Can you give us a bit of background as to why that is? Is that competitive pressure there, or is it the mix of where revenue is coming from in North America? Second one was University of Florida: Can you give us a feel for whether the pricing and the revenue share on that is similar to the way that the Arizona State contract has worked up? I think the headline cost per credit hour in University of Florida is actually quite a bit lower than the conventional offline cost per credit hour, so I was wondering what that means for your share of revenue. And then the third one is sort of balance sheet, dividends, credit rating, M&A appetite. If this is a 1-year process or if we're into the last year of this process, then fine. If we're not, then your dividend cover, your credit rating -- it's sort of, how long did the board spend discussing whether allowing one notch and growing the dividend by 7% was the right balance?


John Fallon


Yes. So on University of Florida, yes, the economic characteristics actually are very similar to ASU. On the sales force incentive, I think what you have there is so we saw that very strong growth in U.S. higher ed through to 2010. 2011 and '12, sales growth becomes harder to come by. Your sales targets that you've set for your sales force probably still reflect history rather than market reality. The net result is sales force start to earn lower sales commission and you become more vulnerable to losing talent to competitors or actually to other industries. And so you just have to adjust the sales targets for the new market reality, and that's what we did in 2013. Now on the third part of the question, I'll let Robin talk about the credit rating and the other elements of it, but just first of all, I mean the reason we're so confident this is a 2-year transition and why earnings recover in 2015 is, quite simply, restructuring costs go away, restructuring benefits come through. Investment returns to more normalized levels and the benefits of the investment we've made in '13 and '14 starts to come through. Common Core curriculum starts to get implemented, creating a bigger opportunity. College enrollment starts to stabilize and recover. So 4 very hard, strong reasons why we're confident that earnings will grow again in '15. And that reinforces our approach to the dividends. We've had 22 years of dividend growth above the rate of inflation. The progressive dividend policy was reinforced by the board last week. Robin will correct me if I don't get this right, but I think I'm right in saying that we have 1.5x dividend cover post restructuring, about 1.7x pre restructuring last year. Some of those in this room will remember, back in 2001, 2002, dividend cover fell to about 1.1x, I think it was. So we -- I think you should see that us sustaining the dividend is recognition, one, that it's the way that you can be sure in Pearson that cash is returned to shareholders; and secondly, very strong confidence from the board and from all of the management team that this is a short, sharp 2-year transition.


And secondly, very strong confidence from the board and from all the management team that this is a short sharp 2-year transition, we get through it and then start to grow again. And then, do you want a pickup on the credit?


Robin Freestone


Yes. Just on the uses of cash question, Mark. I mean -- I think, really the 4 things we've talked in the past haven't changed at all. So I mean, the first priority is organic investment, and you've seen us talk a lot about that this morning and that is being prioritize upwards at the moment. Second thing is dividends, and you've seen, John has talked about that, fully committed to that ongoing dividend growth above inflation. The third one is M&A, and you probably see that de-prioritize a little bit at the moment. We've got a lot to do in terms of integrating Multi. We're still working on Penguin Random House. You guys already got that as over. That still a major piece of work that we're doing to move things on to the Penguin Random House systems. And frankly, the organic investment is also something we want to really focus on this year. So M&A, not saying it won't happen at all, but it will be slightly less prioritized this year. And the buyback is something that we've only really ever considered in the event that there was a significant slide of cash that came to us. It's not something we do on an ongoing basis. So those 4 things remain the priorities, but the emphasis may have changed just a little bit in the short term while we're going through this 2-year transition.


Rakesh Patel - Goldman Sachs Group Inc., Research Division


It's Patel from Goldman Sachs. I've only got 2 questions. The first one is on this cloud based technology and the move to mobile and so on. Do you think you're going to have to take impairment charges for your legacy technology going forward? How should we think about that? And the second question really is about execution risk. You've had a lot of changes. I noticed in Europe, there are still a lot of very senior digital posts unfold. Is that because you haven't sort of put the top layer of management yet or is it because people don't want to work at Pearson? Can you maybe talk a little bit about that?


John Fallon


Yes, okay. Do you want to pick up on the risk of impairments and cloud based technology?


Robin Freestone


Yes. I mean, that risk is always out there, Patel. You can't ever avoid it. In a pre-pub world, you're building programs with a hope that they work in the market, and if they don't work in the market, then you're going to have a write-off. We've never seen that because we've actually generated revenues from those programs that we expect. We do inevitably have a stable of digital products and programs, some of which are brand new and are doing really well. Some of which we're going to upgrade. MyLabs, we'll be upgrading at the moment. enVisionMATH, for example. So we're investing behind those and that means that some of the older technology, by definition, is slowing down. Most of that technology we write off very quickly, and therefore, there isn't for the older technologies a vast slug of suffer on the balance sheet, which we need to certainly remove, and you're not seeing us do us that, and I don't envisage that happening.


John Fallon


In terms of the execution risk, I think specifically, the vacancies that you're talking about, I think that's just the result of this transition where we go from running local, technology operations embedded locally in stand-alone operating companies, which is why we could never scale at anything to move into global technology organization, and it reflects the fact that whilst a huge amount of the groundwork in preparation for that has been done over the last 3 years, our new CIO joins us from Vodafone next Monday, and so he is still just building out his new team. I think execution risk is a great question because, more generally, it's obviously something that I spend a huge amount of my time worrying about chasing off about focusing on. And I would say that the execution risk, actually, is probably greatest in our analog businesses, which is still contributing very significant amount of our sales profit and cash today. And just making sure that whilst we are sort of very focused on the future opportunities that I talked about, we're also ensuring that we don't get too far ahead of our customers because of this [ph] interest in dynamic. L.A. is going purely digital in implementing Common Core. New York, bought more books from those that it has in the last decade. Our fastest single growing business in Pearson last year was textbook publishing. So we're not just sort of crudely going print to digital in each and every part of the company. We're trying to make sure that we are getting just ahead of our customers, but not too far. But inevitably, those mean execution risks is the single thing. The good news for this year is we did all the organizational changes, we made all the appointments last year, and every member of the executive team is completely focused on their most wins for this year and the things we've got to get done. But this is the reason I talk about risk every time we meet because that is the biggest issue we've got to work on here.


Rakesh Patel - Goldman Sachs Group Inc., Research Division


You won't have sort of any loss of sales if your new guy only joins in the next 3 or 4 months to hire people it's?


John Fallon


No, I mean -- I think, I'd give you a practical example of it. One of the reasons why you saw a growth in international tail off in Q4 last year, this wasn't an execution risk, but it was an absolute result of the restructuring because, if you remember, there's 10 countries in the world where we basically closed down our local operating company and moved to third-party distributor arrangements. When you do that, you've basically given a bigger discount to the local distributor, which reduces your headline sales, but you're making that often more in the fact that you've taken out all your operating company cost. So there's thing like that, that will be happened as we work our way through.


Matthew Walker - Nomura Securities Co. Ltd., Research Division


It's Matthew Walker from Nomura. The first question is how -- I mean, I appreciate the solutions and tools that you are developing. How are you going to protect yourselves against open access? Is it likely, for example, that one of the big technology companies starts to embed free content on their iPad programs instead of going with you like they had to do in California for the L.A. experiment? And the second question is on the growth in school and college. You mentioned 3% plus, 3% minus. Was that a constant currency number?


John Fallon


Say that again?


Matthew Walker - Nomura Securities Co. Ltd., Research Division


3% up the school, 3% down, so was this an organic number or constant currency numbers for organic?


John Fallon


Yes, organic.


Matthew Walker - Nomura Securities Co. Ltd., Research Division


Organic. And lastly, in the trading statement, you gave a long list of reasons for North American weakness. You didn't interestingly mention rental, and it didn't feature in your slide about the print to digital transition. So could you give us a better perspective on what's happening in the rental market and the impact on textbooks?


John Fallon


Yes. So I think those are great questions, and clearly, we're all working our way through the dynamics of this. But I think there's probably 2 elements to your open access question. First of all, there's the logic of the fact that we're now 60% digital and services means that we're 40% about sort of GBP 2 billion of sales that are still essentially textbook publishing led. I would put that into 3 broad categories. Probably, the largest single category is now content textbooks that is bundled with MyLab. And where, over time, we are migrating more and more of the value from the textbook to the digital product. Another thing, as my chart demonstrated, we're managing that transition very effectively. There is another part of textbook where I would argue that even the most native of digital natives still has a value and a utility for a textbook rather than a digital device. What was happening, for example, in trade publishing, the rate of e-book sales slowed significantly last year. And there's still going to be a substantial minority of the trade publishing market over time that still wants a printed book, and I think we have to plan for world that's certainly for the next decade, something like South Africa, for example, are still going to be buying large numbers of textbooks and there's a real value from the scope and sequence and the pedagogy of that book, the way it's embedded into the teaching and learning process that you can't just sort of download some free resources to the internet and displace it with. But then there is a third part of our textbook publishing business, that long tail that I was talking about where digital usage is low, efficacy is low. It's probably a recommendation rather than a mandatory adoption where, frankly, displacing that textbook with open educational resources of one sort or another may well be an entirely rational decision to do. So that's the reason why we are taking costs out of that part of our publishing businesses as quickly as we can and using that money to go into the digital and services where we've got a much bigger addressable market. I think the second part of your question on OER was, what happens to sort of MyLabs and the like? And this is where -- could the MyLab be displaced with some free digital contents or another? And this is where, I think, efficacy is so important. This is where last mile is so important because the deeper we embed our MyLabs into the workflow of schools and universities, the more value we add from those, the common characteristics of our next generation of products and services that I talked about, the harder it is for anybody to displace them. And more likely our customers are going to say to somebody, we need you to partner with Pearson not displace them. And I think, so far, we are proving very successful in that. I think that partly answers your rental question as well. Clearly, it appears there was a big increase in textbook purchases for the rental market last year. As you can see, that is not yet, certainly, not yet, and we've not seen it for anytime now over the last few years affecting what we are -- the revenue we are getting per enrollment, so that's one factor. Secondly, I'd say is, you can't -- just like you can't buy a secondhand MyLab, you can't rent a MyLab except with our support and engagement. And interestingly, one of the challenges we are facing in our customer services around back-to-school time is we're getting a large -- a growing number of students who are calling our call centers and saying, I can't use this pin code to get into the MyLab and they can't reason they can't use the pin code. It's the second hand pin code in the back of a book, which a student has already used once. And so as you move to the MyLab world, we have the direct relationship with the customers, so it puts us in a stronger position. So that's our best understanding of it as it stands today.


Ian Whittaker - Liberum Capital Limited, Research Division


It's Ian Whittaker from Liberum. 3 questions. I guess 2 on '15 and just one following up from Matthew's question. On the follow up from Matthew's, are you therefore saying the book rental hasn't had an impact on your higher education sales in absolute terms? I hear what you say about revenue per enrollment. And I'd be interested in your sort of views on the commencement Chegg that they expect. On the commencement Chegg, they expect textbook price deflation to accelerate in '14? And the other 2 questions. First of all, on Common Core. I was quite interested in your comment that there is great cause for optimism. Yes, if you look at sort of a lot of the statements, they seem to be coming out from the states here in terms of the individual states. There seems to be increasing concerns about the costs, particularly, for example, IT side. You had -- the Republicans Germany's apology seems to be more opposed to Common Core. You have a number of states who pulled down in the testing consortium. It does seem as though, actually you look at the individual your state level, the more, more questions being raised. And I guess the question that would be, if Common Core does get delayed, what then is your next plan of action? And the final question is just on higher education and the enrollments. Again, if enrollments don't sort of pick up in '15 because there seem to be number of factors impacting that. Again, what should we expect in terms of more restructuring?


John Fallon


Yes. I think the -- I think picking up on the Common Core point. I think you are absolutely right. I mean, in the sense that the pace of change and momentum around Common Core is uneven. So I don't think we are working on the principal, the every single state that was a member of PARCC and smarter balance is all going to move work step and do everything at the same time. And in fact, we're already seeing some -- we have already seen some states sort of dissociate themselves. We don't need every state to do everything in '15. We need some states to do some things in '15, and that's the basis on which we are -- that's the basis on which we are proceeding. On book rentals, I think the only way we can look at it really is, what's happening to the sale, what's happening to voloumes, what's happening to MyLab registrations, what's happening to enrollments and what's happening to our revenue per enrollment and that's what we can -- what we're sharing with you is what we can see. And clearly, what we don't know is the extent to which rental is displacing second hand sales. And actually, given the MyLab dynamic, working with a Chegg or a Barnes & Noble where we facilitate the book rental and provide the MyLab registration and displace used book sales is net-net a positive and a benefit to us. On higher ed enrollments, as I say, we are not banking on a recovery in higher ed enrollments in '15. We are expecting that the rate of growth starts to slow this year and then starts to stabilize in '15. And as I say, it's that you'll -- we will see growth before you start to see the enrollment decline stop, if you see what I mean, because of the effect. And if you got growth in first year enrollments, 2, 3 and 4 are working through. And what else. You're asking, do I think textbook prices are going to go up above the rate of inflation this year? Was that your question or what was your...


Ian Whittaker - Liberum Capital Limited, Research Division


No, no, no. What I was saying is that, even though -- If enrollments continue to decline in '15, if we do get continuation of the trends, I guess what then the next plan be? I mean, is there more restructuring that comes to it?


John Fallon


Well, I think I've explained as clearly there is a curt. The restructuring relates to the structural issues that we need less capacity in textbook publishing to drive faster growth in digital services and enrollment. It just so happens that we're doing this at the point when college enrollments are declining. But if you're asking me, do I believe that the U.S., the biggest economy in the world, can continue to have a competitive advantage in increasingly global economy by allowing a situation to continue where a smaller proportion of the cohort goes to higher education when all the evidence you got from the Pew Center is that the value of a college degree has never been greater? I think that's unlikely to happen. What, I think, is important is the reason why you've seen the decline in career colleges in recent years is concern about efficacy. There was too much -- in the growth, there was too much focus on enrollment and not enough focus on completion. And actually, all the things that we are doing help that. So a good question. I think -- hope it helps.


Claudio Aspesi - Sanford C. Bernstein & Co., LLC., Research Division


Claudio Aspesi with Sanford Bernstein. 3 questions. The first one picks up on this last conversation you had with -- over plans, B, C and D. What happens if that expansion of U.S. college enrollment were to happen primarily through MOOCs or other non-traditional offerings? What is effectively your strategy there? Second question, does that marked absence in recent months, in everything you communicate to us, about market share and market share gains or losses, which particularly in the past have been one of the compensatory factors when market was relatively weak? Some of it is probably mix, so you talked about the moves in the career colleges. But are you also seeing the new management teams of some of your competitors effectively adopt better -- more competitive policies and strategies instead of affecting your position? And final question. In talking with your customers and that's particularly true in school, but also to some extent in college, one gets a sense that your digital offerings are vast, but they're not terribly well-integrated. And the question is effectively, how long is it going to take to see something that's a coherent fall as a opposed to a collection of assets did [indiscernible] to each other?


John Fallon


Okay. 3 great questions. Let's pick the market share issue first. I think what we -- I think we've given data in the press release this morning about our market share performance in K-12, which is there. I think in most of our markets across -- around the world, whether it's in China or in South Africa or here in the U.K. or elsewhere, we continue to at least hold share and quite often on balance to gain it. In the U.K., if we just focus on the college publishing market where you can sort of measure share against our traditional competitors, I think what we see there is if you look back, we took huge amounts of shares through to 2010 because we had a much stronger weighting. We did a much more effective job of building our share in the career and community colleges. This is in the U.S., this is in the U.S., sorry. In the last 3 years, if you look at the data, we have held share. So we've had a very strong competitive performance in that we pretty much held share, even though we were suffering -- we had a greater deficit to make up, if you like, because of the greater weighting that we had. So I think we feel that's a pretty good competitive performance. That said, I think, your -- the assumption behind your question is right. I think, it's true to say that at least 2 of our traditional competitors in college are better placed to be more competitive now than they where when they were going through various [indiscernible] a few years ago. On the MOOCs, it's quite interesting. I think some of the noise, the MOOCs has sort of died down a little bit in the last year. I think the MOOCs are going to find their place in the ecosystem, but they're going to find it alongside lots of other things. And the reason I say that is, it is all about outcomes and all the research, we actually just published -- John Hattie of the University of Melbourne has just published a huge piece of research that Pearson has just published, but the researcher is -- he's an independent to Pearson. We cross-referenced it. If you look at pure online learning, it has no measurable impact in improving student performance. It needs to be part of the blended solutions. So back to my partnership network, our challenge and our opportunities to think how we sort of incorporate the benefits of the MOOCs alongside our learning ecosystem and our strength have been that last mile provider, that driver of efficacy, I think, we can see it as something that could be part of the solution, that one that we can benefit from rather than feel particularly threatened by. And then, you are right. Our digital offerings are vast. I don't think that's something we should apologize for because that's why we've got 70 million users, more than anybody else, using our digital products and services in schools and universities every day. But clearly, this next part of the transition of Pearson, all the organizational changes, the restructuring that we're doing is to start to consolidate on a smaller number of platforms and around a few of bigger products. I couldn't, in all honesty, say, it will be done in 1, 3, 5 years. I think, it may well prove to be a lifetime's work, but it's certainly something that we will make very significant progress on in the next 3 years and that will give us scale and benefits as we do it.


Claudio Aspesi - Sanford C. Bernstein & Co., LLC., Research Division


So can I ask you a very quick follow up question? You mentioned the pure online learning. How is it different from what you do for Arizona State? How is that different from where you do for Arizona State? Are you a risk in those [indiscernible]?


John Fallon


No, because I would say -- because Arizona State is not pure online learning because even though the teaching may not be done face-to-face, but there is a tutor, there is support. There is mediated peer-to-peer learning. You're not just on your own. And as a result, the completion rates there are very significantly higher than they are for purely online learning. That's the point. Patrick? And then -- sorry, we'll come to you in a minute.


Patrick Wellington - Morgan Stanley, Research Division


It's patrick Wellington, Morgan Stanley. 3 quick ones. Can I say that parallel importing issue gets mentioned in the state and you've not mentioned it here. Do you want to tell us how that's affecting the business? Secondly, possibly one for Robin. Your acquisitions seem to have contributed GBP 130 million of sales and GBP 50 million of profit this year. Can you remind us which ones they were and why they are so profitable? And then thirdly, John, I've totally lost sight of how fast this business is supposed to grow when you get back into your normal state? And if I did know, you've then told me that historically, your growth rate was distorted by unusually good circumstances, so I can't use the past as a record, so what should the organic growth of this new Pearson be?


John Fallon


Okay. Robin, do you want to do with the acquisitions and also pick up on the Kirstein?


Robin Freestone


Got to view Gerstein first. I mean, this was obviously an interesting debate a year ago. We've in [indiscernible]. I think we have seen some negative impacts from Kirstein. And actually, they have fallen more in our international emerging market business where we have actually have 2 things go. One is we've spent some money internationalizing more of our editions. We've always been pretty busy in trying to make sure that our Pearson International Editions, Called PIEs, are not exactly the same as what we sell into North America, which defenses up a little bit from that parallel import, and we put more money down that channel this year because -- we haven't highlighted, it's not material, but -- and it costs us some money. And we have pulled back a little bit on distributions to certain places where we said, okay, that is in danger of going back into the U.S. So we're not going to put it down that particular channel. So there has been an impact, but it's not material. And frankly, it's not big enough to talk about or make a big deal about. On the acquisition front, clearly, the one that's helped us most during the course of the year is the EmbanetCompass acquisition. There are various other acquisitions, which you had a partly effect from us as well from the previous year, but that comes as the biggest single contributor to that acquisition-driven part of the results.


John Fallon


Okay. And then on your question about underlying sales growth. Clearly, the first priority is to get underlying sales growing faster than inflation. We've had essentially flat sales for the last 3 years. So the first priority is to get that topline growing again, and then we'll take it from there. I think we've got time for one more question, so would you mind pending..


Patrick Wellington - Morgan Stanley, Research Division


[indiscernible] faster than in the past was your answer, this time last year?


John Fallon


Sorry?


Patrick Wellington - Morgan Stanley, Research Division


Faster than the fast was your previous answer?


John Fallon


I was saying faster than we've had in the last [indiscernible] years.


Patrick Wellington - Morgan Stanley, Research Division


So it's a different section of the past.


John Fallon


Thank you, Patrick.


Nick Michael Edward Dempsey - Barclays Capital, Research Division


I've got 2 quick ones left. It's Nick Dempsey from Barclays. So one them is a follow up to Patrick's question really which is, going back to 2012, your total education margins was 17%. When you get through all of this, which might be never, but when you get through your restructuring process, what's sort of margin do you think your total education businesses might be able to achieve? And the next question really is about your forward indicators, or how you think about your guidance for this year? I mean, generally at this time of year, we've very vague things from you. That's understandable because your big months are in the summer and December. Why this year, you're able to guide to a more precise range? And what is it that you are seeing now that makes you feel negative things about this year precisely?


John Fallon


So, Robin, do you want to take both of those?


Robin Freestone


Let me do with the guidance one first. I'm heartened that we think we're being more precise. So that's really quite interesting. I mean -- I think, inevitably, when you stand up as part of the year, you don't know exactly what's going to happen. And I think, what I tried to stress is, there are kind of 3 levels of uncertainty this year, which is why we've got a relatively wide range, I suppose, 62p to 67p. I mean -- I think, the first one is all the kind of commercial things in North America and the U.K., which John's talked about and we've agonized that quite a lot of here today. So I won't go through those again, but what will the market do this year, and having come out of the pretty tough market in 2013, it doesn't look to us like it's going to be a better at all, and so it's a pretty complex market backdrop. The second thing, of course, is that we've got 2 specific numbers out there for this year. One around restructuring and that number -- and one around investment, another GBP 50 million number. And I can always guarantee you, they will not be exactly GBP 50 million, whether there'll be a bit bigger or a bit smaller, each of them, I have no idea. But both of those things are things that we will monitor as we go through the year. So I think that's what's caused us to put the range where it is today. On margin, I think, we are pretty keen not to give long-term margin guidance, and there is one individual who will kill me if I do, so I'm not going to do that. And I think, what we're trying to make sure is that, through this transitional phase and the restructuring we're doing, that we come out the other side of it, a faster growing, better margin, more cash generation in the business. And some of that slides that John showed you today, with the textbook into C zone [ph] and then what our new business models work compared to those indices is hopefully reassuring that as they grow, there is scope for our cash generation and margins to improve again. But clearly, we need to get through the restructuring phase before we can really start to talk more about that.


Nick Michael Edward Dempsey - Barclays Capital, Research Division


So what when you say better margins than now or than before?


Robin Freestone


Just better.


John Fallon


Okay. Just before we finish, just for the colleagues who joined us from the webcast, could you add some color to the dividend policy? I think we've done that? Can give a sense of how digital waiting and margins evolved over the next few years? I think, we've given that. And there's a question about visibility on Common Core implementation, and I think, we covered that as well. And it is 10:29, which gives you a good hour to go over to your UBM investor meeting. So thank you very much for joining us. As usual, Simon, and the rest of us are very happy to help with any follow ups that you have. And I thank you for the interest in our company.



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