SEC Company Response from POMEROY IT SOLUTIONS INC (CIK 0000883979) — Sep 8, 2005
POMEROY IT SOLUTIONS INC (CIK 0000883979)
Date: Sept. 8, 2005 · CIK: 0000883979 · Accession: 0001140361-05-007250
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File numbers found in text: 000-20022
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POMEROY
IT SOLUTIONS
1020 Petersburg Road
Hebron, KY 41048
Phone: 859.586.0600
September 8, 2005
Securities and Exchange Commission
Attention: Brad Skinner, Accounting Branch Chief
100 F. Street, N.E.
Washington, DC 20549
Re: Pomeroy IT Solutions, Inc.
File No. 000-20022
Dear Mr. Skinner:
Pomeroy IT Solutions, Inc., a Delaware corporation (the "Company" or
"Pomeroy"), hereby submits the responses set forth below to your Comment Letter,
dated August 24, 2005 (the "Comment Letter"), pertaining to the Company's Annual
Report on Form 10-K for the year ended January 5, 2005, as amended in the Form
10-K/A filed May 5, 2005, and the Quarterly Report on Form 10-Q for the quarter
ended July 5, 2005.
The responses set forth below correspond to the numbered comments in the
Comment Letter. For your convenience, we have included your original comment
from the Comment Letter followed by the Company's response.
FORM 10-K FOR THE FISCAL YEAR ENDED JANUARY 5, 2005
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ITEM 7. MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS
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OF OPERATIONS
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LIQUIDITY AND CAPITAL RESOURCES, PAGE 23
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1. YOUR DISCUSSION OF OPERATING CASH FLOW APPEARS TO BE LIMITED TO DISCLOSURE
OF THE OUTSTANDING BALANCES UNDER YOUR FLOOR PLAN ARRANGEMENTS. WHEN
PREPARING THE DISCUSSION AND ANALYSIS OF OPERATING CASH FLOWS, YOU SHOULD
ADDRESS MATERIAL CHANGES IN THE UNDERLYING DRIVERS THAT AFFECT THESE CASH
FLOWS. THESE DISCLOSURES SHOULD ALSO INCLUDE A DISCUSSION OF THE UNDERLYING
REASONS FOR CHANGES IN WORKING CAPITAL ITEMS
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Securities and Exchange Commission
September 8, 2005
Page 2
THAT AFFECT OPERATING CASH FLOWS. PLEASE TELL US HOW YOU CONSIDERED THE
GUIDANCE IN SECTION IV.B.1 OF SEC RELEASE 33-8350.
Historically, the Company's operating cash flow has been a function of
typical business factors which the Company had not determined to be underlying
drivers, such as an increase or decline in business, decisions to utilize cash
to obtain cash discounts associated with the Company's trade accounts payable
and certain floor plan arrangements, and decisions on whether to finance product
purchases through the Company's floor plan arrangements or through other
arrangements with vendors that may be available from time to time. Specifically,
operating cash flow had been high during fiscal 2002 and 2003 primarily as a
result of a decline in business during those years. Operating cash flow
decreased in fiscal 2004 as a result of a number of factors, specifically, a
growth in business, a decision to aggressively pursue cash discounts related to
accounts payable and certain floor plan arrangements, and the acquisition of
Alternative Resources Corporation ("ARC"). In particular, in connection with the
ARC acquisition, late in 2004, the Company eliminated an ARC factoring
arrangement with a financial institution, related to a specific customer. By
eliminating this arrangement, the collection on these specific receivables
changed from credit terms of Net 10 to Net 45. During the conversion of these
credit terms, Pomeroy experienced a decrease of approximately $7 million in
operating cash flows.
With the completion of the ARC acquisition and recently announced
developments relating to the provision of services, on a going forward basis,
Pomeroy anticipates both a growth in its services business and an increase in
the overall proportion of services revenue to total revenue. The acquisition of
ARC has significantly expanded Pomeroy's information technology solutions and
staffing services, including Help Desk, Desktop Support and Technology
Deployment Service offerings, and added approximately 1,500 technical employees.
As a result, Pomeroy has determined that an underlying driver of operating cash
flows in accordance with Section IV.B.1 of SEC Release 33-8350 is a significant
growth or decline in service revenue combined with a significant change in the
proportion of services revenue to total revenue.
In Pomeroy's MD&A discussions in future SEC filings, the Company intends to
disclose that a growth or decline in services revenue in conjunction with a
change in the proportion of services revenue to total revenue is an underlying
driver of operating cash flows. The following disclosure will be added to the
Company's MD&A:
The amount of cash derived from operating activities will vary based
on a number of business factors which may change from time to time,
including terms of available financing from vendors, downturns in the
Company's business and/or downturns in the businesses of the Company's
customers. However, a growth or decline in services revenue in
conjunction with a change in the proportion of services revenue to
total revenue is an underlying driver of operating cash flow during
the period of growth because a majority of the Company's service
revenue is generated based upon the billings of the Company's
technicians. The cash outlay for these labor/payroll costs is incurred
bi-weekly with each pay period. The invoicing for the service is
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Securities and Exchange Commission
September 8, 2005
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generated on various billing cycles as dictated by the customers, and
the respective cash inflow typically follows within 30 to 60 days of
invoice date, which may be as long as 60 to 120 days from the time the
services are performed. This differs from product revenue in that the
time period between the time that the Company incurs the cost to
purchase the products and collects the revenue from its customer is
typically shorter, usually from 0 to 60 days, and the Company
primarily orders inventory for a particular customer rather than
stocking large amounts of inventory. The Company anticipates an
increase in service revenue and in the proportion of service revenue
to total revenue which, if it occurs, may result in a significant
decrease in cash flows from operating activities during periods of
significant growth or periods of excess technical capacity.
ITEM 9A. CONTROLS AND PROCEDURES, PAGE 25
2. WE NOTE THAT YOU IDENTIFIED TWO MATERIAL WEAKNESSES THAT EXISTED AS OF
JANUARY 5, 2005 IN YOUR REPORT ON INTERNAL CONTROL OVER FINANCIAL REPORTING
FILED IN YOUR AMENDED FORM 10-K IN ACCORDANCE WITH SEC RELEASE 34-50754.
PLEASE ADDRESS THE FOLLOWING.
- EXPLAIN TO US WHEN YOU IDENTIFIED OR BECAME AWARE OF THESE
MATERIAL WEAKNESSES AND WHETHER YOU PERFORMED ANY ADDITIONAL
MITIGATING PROCEDURES TO ENSURE THAT THE INFORMATION PROVIDED IN
YOUR FORM 10-K FILED ON APRIL 5, 2005 WAS ACCURATE AND THAT YOUR
CEO AND CFO WERE ABLE TO PROVIDE THE REQUIRED CERTIFICATIONS;
- EXPLAIN TO US WHETHER YOUR AUDITORS CONSIDERED THE MATERIAL
WEAKNESSES IN DETERMINING THE NATURE, EXTENT AND TIMING OF AUDIT
PROCEDURES PERFORMED IN SUPPORT OF THEIR OPINION ON YOUR
FINANCIAL STATEMENTS DATED MARCH 31, 2005;
- EXPLAIN THE BASIS FOR YOUR CONCLUSION THAT YOUR DISCLOSURE
CONTROLS AND PROCEDURES WERE "EFFECTIVE" AS OF JANUARY 5, 2005,
AS DISCLOSED IN YOUR INITIAL FORM 10-K, CONSIDERING THE MATERIAL
WEAKNESS DISCLOSURES THAT WERE MADE ONLY ONE MONTH LATER. EXPLAIN
HOW THIS CONCLUSION IS CONSISTENT WITH THE MATERIAL WEAKNESSES
AND INEFFECTIVE DISCLOSURE CONTROLS AND PROCEDURES DISCLOSED IN
YOUR AMENDED FORM 10-K; AND
- EXPLAIN HOW YOU CONSIDERED CONDITION (D) OF SEC RELEASE 34-50754
AS IT RELATED TO YOUR ITEM 9A DISCLOSURES MADE ON APRIL 5, 2005.
At the time of closing the books for the fiscal year ended January 5, 2005
("fiscal 2004") and the audit of the Company's financial statements for fiscal
2004 by the independent auditors for the Company, both the Company and its
auditors were aware of particular deficiencies in internal controls relating to
service revenue recognition and to other system reporting functions. In the
preparation of the Company's financial statements for fiscal 2004, and the
independent audit of those financial statements, the Company and its external
auditors each utilized mitigating procedures including the performance of
additional manual processes, extended cut-off procedures and testing of
financial activity subsequent to year end to verify and supplement the financial
information derived from the Company's systems. Accordingly, the Company and
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Securities and Exchange Commission
September 8, 2005
Page 4
its external auditors each concluded that the disclosure controls and procedures
used in preparing and auditing the financial statements for the fiscal year
ended January 5, 2005 were effective and the Company's chief executive officer
and chief financial officer were able to provide the required certifications.
Likewise, our independent auditors considered these identified deficiencies in
internal control in determining the nature, extent and timing of audit
procedures performed in support of their opinion on the Company's fiscal 2004
financial statements, as set forth in the sixth paragraph of their report dated
May 3, 2005 included in the Company's Form 10-K/A filed on May 5, 2005.
Management's testing and assessment of its internal controls over financial
reporting in accordance with the requirements under Section 404 of
Sarbanes-Oxley was not completed until after the filing of its Annual Report on
Form 10-K on April 5, 2005, and in a few cases, some deficiencies of which the
Company was aware recurred, causing the Company to ascribe greater significance
to such deficiencies. During the last week of April, 2005, management concluded
that the deficiencies relating to its internal controls over the accuracy of
service billing calculations and revenue recognition related to service activity
could result (but had not resulted) in a material misstatement of its financial
statements and, therefore, constituted a material weakness. Later in that same
week, management concluded that the combination of approximately 15 individual
control deficiencies related to the financial reporting function, in the
aggregate, could result (but had not resulted) in a material misstatement of its
financial statements and further determined that due to that possibility, the
aggregate of such deficiencies constituted a second material weakness.
Pomeroy had not identified a material weakness before the filing of its
Annual Report on Form 10-K; thus condition (D) of SEC Release 34-50754 was not
applicable. In summary, while Pomeroy was aware of specific deficiencies as of
the filing of the Form 10-K on April 5, 2005, it had not completed its testing
and assessment of those deficiencies to conclude that there was one or more
material weaknesses.
FINANCIAL STATEMENTS
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NOTE 2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
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REVENUE RECOGNITION, PAGE F-9
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3. PLEASE DESCRIBE TO US THE EXTENT TO WHICH YOU SELL SOFTWARE AS PART OF YOUR
ARRANGEMENTS AND INDICATE WHETHER YOU ACCOUNT FOR ANY SUCH SALES IN
ACCORDANCE WITH SOP 97-2. FOR ARRANGEMENTS THAT INCLUDE SOFTWARE AND ARE
NOT ACCOUNTED FOR UNDER SOP 97-2, EXPLAIN HOW YOU CONSIDERED PARAGRAPH 2 OF
THE SOP.
For fiscal 2004, the Company's sales of computer hardware, software and
related products were approximately $545.1 million, or 73.4% of consolidated
revenue. The portion of those sales that comprised software approximated $50.9
million, or 6.9% of consolidated revenue.
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Securities and Exchange Commission
September 8, 2005
Page 5
Pomeroy does not develop, own or sell proprietary software. At the point of
sale, Pomeroy is not responsible for constructing, maintaining or correcting any
third party software application. The Company is also not legally responsible
for correcting third party software program code errors for our customers either
under warranty obligations or in non-warranty situations.
Pomeroy fulfills customer orders for third party "off-the-shelf" software
products. Pomeroy's invoice price to the customer reflects a cost-plus markup
based on the distributor's or vendor's price to Pomeroy. Examples of third party
software products that Pomeroy purchases and resells include, but are not
limited to, Microsoft, Oracle, VM Wear, Veritas, McAfee and Novell. Pomeroy's
offerings to its customers also include Pomeroy purchasing the "off-the-shelf"
software from a vendor, installing it on the computer equipment and invoicing
the customer for both the hardware equipment and software product(s) separately
and with a cost-plus markup. In both of these situations hardware and software
revenue is recognized upon shipment.
Pomeroy's revenue recognition policy is consistent with the requirements of
Staff Accounting Bulletin No. 101 (SAB 101), "Revenue Recognition in Financial
Statements," and Statement of Position 97-2 (SOP 97-2), "Software Revenue
Recognition." Pomeroy records revenue when it is realized or earned. Pomeroy
considered the four criteria below since "the arrangement does not require
significant production, modification or customization of software":
- Persuasive evidence of an arrangement exists (earned);
- Delivery has occurred (earned);
- The vendor's price is fixed or determinable (realizable); and
- Collection from our customer is probable. (realizable).
In cases where it was concluded that software was incidental to the product
sale as a whole, Pomeroy has considered SOP 97-2, paragraph .02, to properly
recognize revenue. This conclusion is based on the following criteria:
- The reselling of third party software and software licenses is
not the primary marketing or selling focus of Pomeroy;
- The software vendor provides post-contract customer support, not
Pomeroy; and
- The software vendor incurs all costs, not Pomeroy.
Pomeroy's third party software arrangements may be involved with other
multi-element arrangements. These arrangements and our accounting treatment are
discussed in our Revenue Recognition response to item #8.
4. WE NOTE THAT YOU RESELL CERTAIN PRODUCTS FROM YOUR VENDOR PARTNERS. PLEASE
IDENTIFY THE PRODUCTS THAT YOU RESELL, QUANTIFY THESE TRANSACTIONS AND TELL
US WHETHER YOU RECORD THIS REVENUE ON A GROSS OR NET BASIS. REFER TO EITF
99-19 IN YOUR RESPONSE.
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Securities and Exchange Commission
September 8, 2005
Page 6
Pomeroy is a reseller of a broad range of IT products from its vendor
partners tha