SEC Company Response from CARDINAL HEALTH INC (CAH) (CIK 0000721371) (CAH) — Nov 23, 2005
CARDINAL HEALTH INC (CAH) (CIK 0000721371)
Date: Nov. 23, 2005 · CIK: 0000721371 · Accession: 0000898822-05-001406
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[Letterhead of Wachtell, Lipton, Rosen & Katz]
November 23, 2005
VIA EDGAR AND FEDERAL EXPRESS
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Jim B. Rosenberg
Senior Assistant Chief Accountant
Securities and Exchange Commission
100 F Street, NE
Washington, D.C. 20549-0005
Re: Cardinal Health, Inc.
Annual Report on Form 10-K
For fiscal year ended June 30, 2005
File Number 1-11373
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Dear Mr. Rosenberg:
On behalf of our client, Cardinal Health, Inc. (the"Company"), set forth
below are responses to the comments of the Staff of the Division of Corporation
Finance (the "Staff") of the U.S. Securities and Exchange Commission (the "SEC"
or "Commission") that appeared in your letter, dated October 6, 2005, with
respect to the filing referenced above. For the Staff's convenience, the text of
the Staff's comments is set forth below in bold followed in each case by the
response. The Company contemplates that, where required, additional disclosure
that has not already been provided be included in the Company's annual report on
Form 10-K for the fiscal year ending June 30, 2006 or, to the extent applicable,
in the Company's Quarterly Report on Form 10-Q for the period ending December
31, 2005.
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FORM 10-K FOR JUNE 30, 2005
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MANAGEMENT'S DISCUSSION AND ANALYSIS
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1. YOU DISCUSS THE BUSINESS MODEL TRANSITION IN YOUR PHARMACEUTICAL
DISTRIBUTION BUSINESS TO FEE-FOR-SERVICE ARRANGEMENTS, YET WE DO NOT SEE
DISCLOSURE OF:
O THE DIFFERENT NATURE OF THESE ARRANGEMENTS INCLUDING THEIR TERMS AND
HOW YOU ARE COMPENSATED;
O THE EFFECTS/EXPECTED EFFECTS ON HISTORICAL/FUTURE OPERATIONS, CASH
FLOWS AND FINANCIAL POSITION OF THESE ARRANGEMENTS INCLUDING ON A
QUANTITATIVE BASIS TO THE EXTENT KNOWN;
O THE REASON AND MANNER THAT THE TRANSITION TO A FEE-FOR-SERVICE MODEL
WILL REDUCE EARNINGS VOLATILITY, WHICH YOU DISCLOSE WILL BE THE RESULT
OF THE ADOPTION OF THIS MODEL; OR
O YOUR ACCOUNTING POLICIES FOR RECORDING AND CLASSIFYING IN YOUR
FINANCIAL STATEMENTS AMOUNTS RECEIVED AND COSTS INCURRED UNDER THESE
NEW ARRANGEMENTS.
PLEASE PROVIDE US THE ABOVE INFORMATION IN DISCLOSURE-TYPE FORMAT.
RESPONSE: In response to the Staff's comment, set forth below is the
information requested in disclosure-type format.
* * *
BACKGROUND. Historically, the compensation received by the Company's
Pharmaceutical Distribution business from branded pharmaceutical
manufacturers was based on each manufacturer's unique sales practices
(E.G., volume of product available for sale, eligibility to purchase
product, cash discounts for prompt payment, rebates, etc.) and
pharmaceutical pricing practices (E.G., the timing, frequency and magnitude
of product price increases). Specifically, a significant portion of the
compensation the Pharmaceutical Distribution business received from
manufacturers was derived from the Company's ability to purchase
pharmaceutical inventory in advance of pharmaceutical price increases, hold
that inventory as manufacturers increased pharmaceutical prices, and
generate a higher operating margin on the subsequent sale of that inventory
(the "buy and hold" model). This compensation system was dependent to a
large degree upon the sales practices of each branded pharmaceutical
manufacturer, including established policies concerning the volume of
product available for purchase in advance of a price increase, and on
predictable pharmaceutical pricing practices.
Beginning in fiscal 2003, branded pharmaceutical manufacturers began to
seek greater control over the amount of pharmaceutical product available in
the supply
<PAGE>
chain and, as a result, began to change their sales practices by
restricting the volume of product available for purchase by pharmaceutical
wholesalers. In addition, manufacturers have increasingly sought more
services from the Company, including providing data concerning product
sales and distribution patterns. The Company believes that the
manufacturers sought these changes to provide them with greater visibility
over product demand and movement in the market and to increase product
safety and integrity by reducing the risks associated with product being
available to, and distributed in, the secondary market. These changes
significantly reduced the compensation received by the Company from branded
pharmaceutical manufacturers. As a result of these actions by branded
pharmaceutical manufacturers, the Company concluded it was no longer being
adequately and consistently compensated for the reliable and consistent
logistical, capital and administrative services being provided by the
Company to these manufacturers.
In response to these developments, the Company established a compensation
system that is significantly less dependent on manufacturers' sales or
pricing practices, and is based on the services provided by the Company to
meet the unique distribution requirements of each manufacturer's products.
During fiscal 2005, the Company worked with individual branded
pharmaceutical manufacturers to define fee-for-service terms that
adequately compensate the Company based on the services being provided to
such manufacturers. The initial fee-for-service transition is essentially
complete.
NATURE OF FEE-FOR-SERVICE ARRANGEMENTS. Under a fee-for-service
arrangement, the Company provides to branded pharmaceutical manufacturers
base distribution services and other services, such as inventory management
services and data/reporting services. The Company's compensation for these
services may be either a fee or a fee plus an inflation-based compensation
component described below. The fee is typically a fixed percentage of the
Company's purchases from the manufacturer or of the Company's sales to
customers. Fees are generally billed monthly or quarterly. In addition to
the fees described above for base services, the Company also may receive
performance-based fees under certain fee-for-service arrangements for
achieving specified rates of service levels and for following the
manufacturer's established policies and procedures for shortage claims,
returns and/or payment deductions, among other things.
The inflation-based component of fee-for-service arrangements is contingent
upon price increases by the manufacturer. In addition to margin generated
from the sale of inventory after a manufacturer's price increase, the
Company may receive other compensation from the manufacturer based on price
increases. This other compensation is determined by multiplying the price
increase rate by a pre-determined supply of product, which usually
represents a specific number of weeks or days of the Company's purchases or
sales.
Terms of the fee-for-service arrangements with branded pharmaceutical
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manufacturers described above are defined in a written distribution service
agreement entered into between the Company and each manufacturer. In
addition to the fee compensation terms, typical distribution service
agreements may include the following other terms:
o The Company agrees to maintain certain aggregate inventory levels and
the Company and the manufacturer agree to certain procedures in order
to minimize product shortages and maximize product availability;
o The Company agrees to prepare certain inventory reports and provide
the manufacturer with such reports on a periodic basis;
o The Company agrees to fill orders by the purchasers of the
manufacturer's products at certain service levels;
o The Company agrees to purchase 100% of its requirements of the
manufacturer's products directly from the manufacturer;
o The agreement may contain terms and conditions regarding the handling
of deductions for product shortages and damaged or returned products;
o The agreement term generally ranges from a one-year term with an
automatic renewal feature to a five-year term; and
o Such agreements generally cannot be terminated unless mutually agreed
to by the parties, a breach of the agreement occurs that is not cured,
or an involuntary bankruptcy filing occurs.
EFFECTS OF FEE-FOR-SERVICE ARRANGEMENTS ON OPERATIONS, CASH FLOWS AND
FINANCIAL POSITION. The transition to a fee-for-service compensation model
creates a one-time cash flow benefit. The Company can reduce required
pharmaceutical inventory levels because inventory under this model is
maintained principally to meet customer service levels and investment
inventory is minimized.
With respect to the impact of the transition on operations and financial
position, margin is reduced as fee-based margin rates are typically lower
than historical inflation-based, "buy and hold" margin. The lower margin is
usually offset, however, by lower capital costs associated with lower
inventory levels which results in lower interest expense. The Company is
not able to quantify the impact of each of these developments due to, among
other things, the variety of factors that impact margin and inventory. The
Company believes, however, that net earnings with the new fee-for-service
model should be generally comparable to net earnings with the "buy and
hold" model.
WHY THE TRANSITION TO A FEE-FOR-SERVICE MODEL WILL REDUCE EARNINGS
VOLATILITY. As discussed above, under the "buy and hold" model, the Company
earned margin
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through speculating on the timing and magnitude of pharmaceutical price
increases. The timing and magnitude of any such price increase was at the
discretion of the manufacturer. As a result, the Company could not always
accurately predict if and when a price increase would occur or the
magnitude of any price increase. Also, historically, a disproportionate
number of price increases occurred in the third quarter of each fiscal
year, which meant that, historically, the Company recorded the highest
margin income of its fiscal year during that quarter.
Under the fee-for-service model, margin is expected to be earned more
evenly throughout the fiscal year. The fee-based compensation component of
arrangements with branded pharmaceutical manufacturers is not subject to
the uncertainty of price increases. For fiscal 2006, more than 70%
(compared to less than 5% for fiscal 2004 and prior periods) of branded
vendor margin is expected to be earned from fees.
ACCOUNTING POLICIES. The Company determined that distribution service
agreement fees should be accounted for under EITF 02-16, "Accounting by a
Customer (including a reseller) for Certain Consideration Received by a
Vendor". The Company further determined that the fees should be recorded as
an adjustment to the price of the vendor's products and characterized as a
reduction in cost of goods sold per EITF 02-16.
2. BEGINNING ON PAGE 33 YOU STATE "AS PART OF THE TRANSITION TO
FEE-FOR-SERVICE TERMS, CERTAIN OF THE NEW DISTRIBUTION SERVICE AGREEMENTS
ENTERED INTO WITH BRANDED PHARMACEUTICAL MANUFACTURERS CONTINUE TO HAVE AN
INFLATION-BASED COMPENSATION COMPONENT TO THEM. ARRANGEMENTS WITH CERTAIN
OTHER BRANDED MANUFACTURERS STILL CONTINUE TO BE SOLELY INFLATION BASED. IF
BRANDED PHARMACEUTICAL PRICE INFLATION IS LOWER THAN THE COMPANY HAS
ANTICIPATED, ITS OPERATING RESULTS COULD BE ADVERSELY AFFECTED WITH RESPECT
TO ITS CURRENT EXPOSURE TO CONTINGENT FEE-BASED COMPENSATION IN ITS
PHARMACEUTICAL DISTRIBUTION BUSINESS." MORE FULLY EXPLAIN TO US IN
DISCLOSURE-TYPE FORMAT THE REASONABLY LIKELY EFFECTS OF THIS KNOWN
UNCERTAINTY ON FUTURE OPERATIONS, CASH FLOWS AND FINANCIAL POSITION.
RESPONSE: In response to the Staff's comment, set forth below is the
information requested in disclosure-type format.
* * *
A portion of the Company's results of operations is favorably affected by
larger and/or more frequent price increases in branded pharmaceuticals and
is unfavorably affected by smaller and/or less frequent price increases.
For fiscal 2006, branded vendor margin that is subject to inflation risk is
expected to comprise less than 30% of the Company's total branded vendor
margin. Branded pharmaceutical price inflation has averaged approximately
6% over the last five years. The Company expects price inflation for fiscal
2006 to be generally
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comparable to the average price inflation over the last five years. Any
difference between actual inflation and expected inflation would result in
changes in the portion of the Company's expected branded vendor margin that
is subject to inflation risk. The actual effect on the Company would depend
on which manufacturers change prices and whether the Company's compensation
from such manufacturers is fee-based or inflation-based.
3. YOU IDENTIFY CRITICAL ACCOUNTING POLICIES REQUIRING SIGNIFICANT ESTIMATES
SUCH AS VENDOR RESERVES AND INCOME TAX RESERVES. WE BELIEVE THAT THE FOCUS
OF THIS DISCLOSURE SHOULD BE ON THE ESTIMATE IDENTIFIED AS CRITICAL RATHER
THAN THE ACCOUNTING POLICY. FOR EACH CRITICAL ACCOUNTING ESTIMATE, PLEASE
PROVIDE US, IN DISCLOSURE-TYPE FORMAT, MANAGEMENT'S ANALYSIS OF HOW THE
ESTIMATE HAS AFFECTED YOUR RESULTS OF OPERATIONS FOR EACH PERIOD PRESENTED,
AND HOW THE VARIABILITY THAT IS REASONABLY LIKELY TO RESULT FROM
APPLICATION OF EACH CRITICAL ACCOUNTING ESTIMATES MAY AFFECT YOUR FUTURE
OPERATIONS. REFER TO RELEASE 33-8350.
RESPONSE: In the Company's annual report on Form 10-K (the "2005 Form
10-K"), the Company's disclosure regarding critical accounting policies and
sensitive accounting estimates concentrated on describing the Company's
most critical accounting policies and providing sensitivity analysis
related to what may happen in the future if certain factors change. The
Company reviewed Release 33-8350 in conjunction with its most recent
filing. The Company attempted to identify situations where either the
current effect on operating results or variability in future results was
not clear. Set forth below is revised disclosure that includes additional
information to provide a clearer explanation as to the current year and
future impact of these estimates. This enhanced disclosure, modified as
appropriate for the reporting period, is intended to be included in future
filings by the Company on Form 10-K.
* * *
CRITICAL ACCOUNTING POLICIES AND SENSITIVE ACCOUNTING ESTIMATES
---------------------------------------------------------------
Critical accounting policies are those accounting policies that can have a
significant impact on the presentation of the Company's financial condition
and results of operations, and require use of complex and subjective
estimates based upon past experience and management's judgment. Th