SEC Company Response from JOHNSON & JOHNSON (JNJ) (CIK 0000200406) (JNJ) — Jun 13, 2006
JOHNSON & JOHNSON (JNJ) (CIK 0000200406)
Date: June 13, 2006 · CIK: 0000200406 · Accession: 0000200406-06-000087
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June 13, 2006
Mr. Jim B. Rosenberg
Senior Assistant Chief Accountant
U.S. Securities and Exchange Commission
Division of Corporation Finance
Washington, DC 20549
Re: Johnson & Johnson
Form 10-K for Fiscal Year Ended January 1, 2006
File No. 1-03215
Dear Mr. Rosenberg:
We have reviewed the comments included in your letter of May
31, 2006 to our Chairman and Chief Executive Officer, Mr.
William C. Weldon, and have prepared the following
responses. For your convenience, we have included your
comments with this letter. Our responses use the same
numbering as your letter.
Comment 1: We believe that your disclosure related to
estimates that reduce gross pharmaceutical revenue such as
rebates, sales incentives, trade promotions, coupons,
product returns, chargebacks, and other discounts and
allowances could be improved. Please provide us with the
following information in a disclosure-type format:
Comment a.: The nature and amount of each accrual at the
balance sheet date.
Response: Johnson & Johnson is a comprehensive and broadly
based manufacturer of health care products. Accordingly,
the Company has disclosed all gross to net revenue
adjustments for the total Company, including the
Pharmaceutical, Medical Devices and Diagnostics and Consumer
segments. This disclosure can be found in Schedule II -
Valuation and Qualifying Accounts in the Company's Form 10-K
for the fiscal year ended January 1, 2006 (the "2005 Form 10-
K"). All meaningful adjustments related to reserve balances
are disclosed in Schedule II.
Although the Staff did not request our Schedule II
disclosure by segment, we believe a segment disclosure is an
enhancement and have provided this information in Appendix I
to this letter. The Company believes that this is more
relevant than providing the components of accrued rebates,
returns and promotions, as meaningful adjustments are
already disclosed in Schedule II. The $0.3 billion decrease
in accrued rebates, returns and promotions between fiscal
2004 and fiscal 2005 included in Schedule II was due to:
Reserve reductions resulting from lower sales and program
changes for various Pharmaceutical products $(0.2) billion
Reserve increases resulting from increased sales and program
changes for various Consumer and Medical Devices & Diagnostics
products 0.1 billion
Disclosed adjustment to previously estimated performance-
based rebate allowances in managed care contracts (0.2) billion
Total decrease in rebates/managed care allowances $(0.3) billion
Sales returns and promotions allowances remained flat at
approximately $1.0 billion at the end of fiscal 2004 and 2005.
Schedule II detailed by segment will be provided in future
filings beginning in the Company's Form 10-K for the fiscal
year ending December 31, 2006 (the "2006 Form 10-K").
Comment b: The factors that you consider in estimating each
accrual. Discuss all material assumptions such as, but not
limited to, historical product returns, levels of inventory
in the distribution channel, estimated remaining shelf life,
price changes from competitors and introductions of generics
and/or new products.
Response: As disclosed on page 36 in Management's
Discussion and Analysis of Results of Operations and
Financial Condition in Exhibit 13 of the Company's 2005 Form
10-K-:
Rebates
Rebates, the largest being the Medicaid rebate provision,
are estimated based on sales terms, historical experience,
trend analysis and projected market conditions in the
various markets served. The Company evaluates market
conditions for products or groups of products primarily
through the analysis of wholesaler and other third party
sell-through and market research data, as well as internally
generated information.
Returns
Sales returns are generally estimated and recorded based on
historical sales and returns information. Products that
exhibit unusual sales or return patterns due to dating,
competition or other marketing matters are specifically
investigated and analyzed as part of the accounting for
sales returns accruals.
The Company will expand its Critical Accounting Policies in
its 2006 Form 10-K to include the following:
Anticipated levels of returns associated with products are
calculated using historical experiences with similar
products, past product introductions, levels of inventory in
the distribution channel, and market sales projections.
These factors vary by product and by market. The Company
monitors the level of inventory in the distribution channel
principally on information received from the major
wholesalers under contractual arrangements.
Promotional programs, such as product listing allowances and
cooperative advertising arrangements, are recorded in the
year incurred. Continuing promotional programs include
coupons and volume-based sales incentive programs. The
redemption cost of consumer coupons is based on historical
redemption experience by product and value. Volume-based
incentive programs are based on the estimated sales volumes
for the incentive period and are recorded as products are sold.
Comment c: To the extent that information you consider in b
is quantifiable, provide both quantitative and qualitative
information and discuss to what extent information is from
external sources; such as end-customer prescription demand,
third-party market research data, wholesaler inventory
levels, etc. For example, in discussing your estimate of
potential product returns please explain, preferably by
major product and in tabular format, the total amount of
products in sales dollars that could potentially be returned
as of the balance sheet date.
Response: Sales Returns Allowances represent a reserve for
products that may be returned due to expiration, destruction
in the field, or in specific areas, product recall. The
returns reserve is based on historical return trends by
product and by market as a percent to gross sales. The
reserve for sales returns for the Pharmaceutical segment was
$287 million at January 1, 2006 and $265 million at January
2, 2005. The reserve for sales returns for the Medical
Devices and Diagnostics segment was $170 million at January
1, 2006 and $134 million at January 2, 2005. The reserve
for sales returns for the Consumer segment was $78 million
at January 1, 2006 and $58 million at January 2, 2005. A
similar process is used among all three segments to
calculate the required reserve levels. Any reserve
adjustments resulting from meaningful product recalls would
be disclosed in the Company's Management's Discussion and
Analysis of Results of Operations and Financial Condition in
the Company's future Form 10-Q and/or 10-K filings.
Rebates, the largest being the Medicaid rebate provision,
are estimated based on sales terms, historical experience,
trend analysis and projected market conditions in the
various markets served. The Company evaluates market
conditions for products or groups of products primarily
through the analysis of wholesaler and other third party
sell-through and market research data, as well as internally
generated information.
Sales returns are generally estimated and recorded based on
historical sales and returns information. Products that
exhibit unusual sales or return patterns due to dating,
competition or other marketing matters are specifically
investigated and analyzed as part of the accounting for
sales returns accruals. Anticipated levels of returns
associated with products are calculated using historical
experiences with similar products, past product
introductions, levels of inventory in the distribution
channel, and market sales projections. These factors vary
by product and by market. The Company monitors the level of
inventory in the distribution channel principally on
information received from the major wholesalers under
contractual arrangements.
Promotional programs, such as product listing allowances and
cooperative advertising arrangements, are recorded in the
year incurred. Continuing promotional programs include
coupons and volume-based sales incentive programs. The
redemption cost of consumer coupons is based on historical
redemption experience by product and value. Volume-based
incentive programs are based on the estimated sales volumes
for the incentive period and are recorded as products are sold.
Comment d: The effect that reasonably likely changes to
your assumptions could have on your financial statements.
In this regard, please quantify the reasonably likely change
in your assumptions and the dollar impact it would have on
your recognized reserves.
Response: The Company currently discloses the impact of
changes to assumptions in the quarter in which there is a
financial statement impact. As disclosed on page 30 in
Management's Discussion and Analysis of Results of
Operations and Financial Condition in Exhibit 13 of the
Company's 2005 Form 10-K, Pharmaceutical segment sales in
fiscal 2005 and 2004 included a benefit from adjustments
related to previously estimated performance-based rebate
allowances and managed care contracts. These adjustments
were less than 1.0% of sales in both years. Please note
that the impact on total Company sales was less than 0.4% of
sales in both years. Additionally, Schedule II - Valuation
and Qualifying Accounts included in the 2005 Form 10-K notes
that these adjustments were $186 million in fiscal 2005 and
$170 million in fiscal 2004.
The Company has not recorded any meaningful adjustments to
the reserves for returns or promotions due to a change in
assumptions.
In the unlikely event that there is a 1.0% change in
assumptions, across all segments of the Company's business
and all in the same direction, there would be an
approximately $55 million before tax impact on the reserve
for rebates, returns and promotions.
Comment e: A roll forward of the accrual for each estimate
for each period presented showing the following:
Beginning balance,
Current provision related to sales made in the current
period,
Current provision related to sales made in prior
periods,
Actual returns or credits in current period related to
sales made in current period,
Actual returns or credits in current period related to
sales made in prior periods, and
Ending balance.
Response: The accrual roll forward requested has been
disclosed in Schedule II - Valuation and Qualifying Accounts
in the Company's 2005 Form 10-K, which is also provided in
Appendix I to this letter. Please note that footnotes 2 and
3 include the impact of a change in prior year estimates on
current year accruals.
Comment f: If applicable, any shipments made as a result of
incentives and/or in excess of your customer's ordinary
course of business inventory level. Discuss your revenue
recognition policy for such shipments.
Response: The Company does not have a practice of providing
incentives to wholesalers to hold inventory in excess of the
wholesalers ordinary course of business inventory level. In
fact, the Company instructs its businesses not to engage in
this practice. Additionally, there is a financial
disincentive for wholesalers to elect to hold excess
inventory. The Company believes that in the United States,
the Company's trade inventory levels are among the lowest in
the industry.
Comment g: Regarding your discussion of results of
operations for the period to period variations in revenue,
include the amount of and reason for fluctuations for each
type of reduction of gross revenue, including the effect
that changes in your estimates of these items had on your
revenues and operations.
Response: As disclosed on page 30 in Management's
Discussion and Analysis of Results of Operations and
Financial Condition in Exhibit 13 of the Company's 2005 Form
10-K, Pharmaceutical segment sales in fiscal 2005 and 2004
included a benefit from adjustments related to previously
estimated performance-based rebate allowances and managed care
contracts. These adjustments were less than 1.0% of sales
in both years. Please note that the impact on total Company
sales was less than 0.4% of sales in both years.
Additionally, Schedule II - Valuation and Qualifying
Accounts included in the 2005 Form 10-K notes that these
adjustments were $186 million in fiscal 2005 and $170
million in fiscal 2004. There were no significant
adjustments experienced by the Consumer and Medical Devices
and Diagnostics segments.
The Company believes that the period to period variation in
revenue, resulting from fluctuations for each type of
reduction of gross revenue was not significant.
If you have any questions or comments, please call me at
(732) 524-3737 or Phil Savas, Assistant Corporate
Controller, Financial Reporting and Analysis at (732) 524-
3566.
Sincerely,
Stephen J. Cosgrove
Vice President,
Corporate Controller
Att: Appendix I
CC: W. C. Weldon
R. J. Darretta
P. A. Savas
M. H. Ullmann
Appendix I - Page 1 of 4
JOHNSON & JOHNSON AND SUBSIDIARIES
SCHEDULE II - VALUATION AND QUALIFYING ACCOUNTS
Fiscal Years Ended January 1, 2006, January 2, 2005 and December 28, 2003
(Dollars in Millions)
Balance
at Balance at
Beginning Payments/ End
of Period Accruals Other of Period
2005
Accrued rebates, returns
and promotions (1) $ 2,785 7,798 (2) (8,095) 2,488
Reserve for doubtful
accounts 206 19 (61) 164
Reserve for cash
discounts 62 861 (866) 57
$ 3,053 8,678 (9,022) 2,709
2004
Accrued rebates, returns
and promotions (1) $ 2,622 7,514 (3) (7,351) 2,785
Reserve for doubtful
accounts 192 29 (15) 206
Reserve for cash
discounts 55 736 (729) 62
$ 2,869 8,279 (8,095) 3,053
2003
Accrued rebates returns
and promotions (1) $ 2,035 5,850 (5,263) 2,622
Reserve for doubtful
accounts 191 28 (27) 192
Reserve for cash
discounts 62 597 (604) 55
$ 2,288 6,475 (5,894) 2,869
(1) Includes reserve for customer rebates of $471 million, $488 million
and $314 million at January 1, 2006, January 2, 2005 and December 28,
2003, respectively.
(2) Includes $186 million related to previously estimated performance-
based rebate allowances in managed care contracts.
(3) Includes $170 million related to previously estimated performance-
based rebate allowances in managed care contracts.
Appendix I - Page 2 of 4
JOHNSON & JOHNSON AND SUBSIDIARIES - CONSUMER SEGMENT
SCHEDULE II - VALUATIO