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SEC Company Response from PROTECTION ONE INC (CIK 0000916230) — May 27, 2005

PROTECTION ONE INC (CIK 0000916230)
Date: May 27, 2005 · CIK: 0000916230 · Accession: 0001104659-05-025876

AI Filing Summary & Sentiment

Referenced dates: April 29, 2005

Date
May 27, 2005
Author
Not clearly detected
Form
CORRESP
Company
PROTECTION ONE INC (CIK 0000916230)

Letter

VIA EDGAR AND FACSIMILE Securities and Exchange Commission Division of Corporation Finance Attention: Larry Spirgel Kathryn Jacobson Re: Comment Letter Dated April 29, 2005 Regarding Protection One, Inc. and Protection One Alarm Monitoring, Inc. Form 10-K and Form 10-K/A for the Fiscal Year Ended December 31, 2004 (SEC File Nos. 1-12181-01 and 1-12181)

Dear Mr. Spirgel and Ms. Jacobson:

On behalf of Protection One, Inc. and Protection One Alarm Monitoring, Inc. (collectively, the “Company” or “Protection One”), this letter responds to the letter, dated April 29, 2005 (the “Comment Letter”), from the staff of the Securities and Exchange Commission (the “Staff”) regarding the Company’s Annual Report on Form 10-K and Form 10-K/A for the fiscal year ended December 31, 2004. The numbered paragraphs below set forth the Staff’s comments together with the Company’s responses and correspond to the numbered paragraphs in the Comment Letter.

Form 10-K for the year ended December 31, 2004

Item 1. Business, page 10

1. Provide us with more details of your agreement with BellSouth. Tell us how you account for the upfront royalties and recurring royalties and where they are classified in the income statement. Refer to your basis in the accounting literature.

Response: In October 2001, Protection One entered into a Joint Marketing Agreement (as amended, the “Agreement”) with BellSouth Telecommunications (“BellSouth”) and BellSouth Intellectual Property Marketing Corporation (“BIPMARK”). The Agreement was subsequently amended on December 1, 2002, April 22, 2003 and November 1, 2004. Pursuant to the Agreement, BIPMARK has provided the Company a non-exclusive license to operate its security monitoring business under the name BellSouth® Security Services from Protection One in the nine state region served by BellSouth. Protection One operates in the BellSouth region exclusively under this co-branded name.

All parties to the Agreement are obligated to promote the sale of security monitoring services using that brand through various internal and external sales and distribution channels.

The co-branded security alarm monitoring contracts are owned by Protection One. Bellsouth has no ownership interest in the customer contracts. Protection One pays BIPMARK a one-time nonrefundable fee for each co-branded contract, and, in addition, for so long as a customer remains active and the Agreement remains in force, a monthly royalty that is a percentage of the recurring monthly revenue Protection One earns from the customer.

Because the up-front royalty is a direct and incremental cost of acquiring the customer contract, the Company defers this amount as a customer acquisition cost and amortizes these costs over the term of the contract. See the Company’s response to Comment No. 7 for further discussion regarding the deferral of commissions directly related to the origination of a contract. The recurring royalty is charged to expense as incurred and is included in the cost of monitoring and related services revenues.

Attrition, page 32

2. Tell us what you mean by “our wholesale base and for accounts, which are covered under a purchase price holdback and are “put” back to the seller. We reduce the gross accounts lost...by the amount of the guarantee provided for in the purchase agreements with sellers.” Tell us how your calculated attrition rates impact your various accounting policies.

Response: Protection One defines “purchase price holdback,” in the dealer context (or “dealer holdback”), as the portion of the purchase price payable by Protection One to a dealer for alarm monitoring accounts, the payment of which is deferred (or “held back”) by Protection One as

security for the dealer’s guarantee during a specified guarantee period of a minimum level of recurring monthly revenue (“RMR”) from the purchased accounts. Protection One’s typical dealer agreements provided that Protection One would agree to pay the dealer a multiple of RMR for a portfolio of accounts (for example, 30X) and hold back a portion of the purchase price (for example, 3X). At the end of the defined guarantee period (typically one year), Protection One would examine its records from the purchased account portfolio and determine the number of accounts and associated RMR that had canceled service or failed to pay for service within the terms of the contract (“Lost RMR”). Protection One would return or “put” back these accounts and contracts to the selling dealer and reduce the amount of the purchase price holdback by the product of (i) Lost RMR from these accounts and (ii) the original RMR purchase multiple.

In determining the number of lost accounts for attrition calculation purposes, the Company excludes accounts returned to the selling dealers under these holdback arrangements. The Company believes this is appropriate because, by reducing the amount of the purchase price holdback paid to the dealer and by returning the contracts, the Company ultimately did not purchase the accounts and therefore should not reflect them as lost accounts.

In the calculation of customer attrition on a consolidated basis, the Company also makes adjustments to lost accounts equal to the net change in its wholesale base of accounts during the specified period. The Company’s consolidated customer attrition does not impact its various accounting policies because the Company’s amortization rates are based on lifing studies of account attrition by customer pool and excludes wholesale accounts.

The Company periodically evaluates the appropriateness of its estimate of the average customer life of each of its customer pools, the Protection One Monitoring pool and the Network Multifamily pool. See the Company’s response to Comment No. 10 regarding the Company’s determination of the expected life of its customers. As part of this evaluation, the Company tracks the appropriate attrition rates of each of its customer pools to determine whether the actual attrition experience is aligned with the Company’s expectations when last evaluating the average customer life. The Company believes that, although its Protection One Monitoring pool customer attrition rates have been improving, the current amortization periods and methods remain appropriate.

Results of Operations

Protection One Consolidated, page 39

3. Tell us how you were able to reduce insurance costs despite various claims and matters of litigation, including certain settlements with participation by your insurance carriers.

Response: The difference in insurance costs between fiscal years 2004 and 2003 arises principally from a change in the cost of Directors’ and Officers’ (“D&O”) liability insurance, resulting from a lower coverage limit as well as reduced cost per dollar of insurance. The Company’s D&O policy year until February 17, 2004 was August 1 – July 31. Effective February 17, 2004, the Company’s D&O policy year changed to February 17 – February 16.

During 2002 and 2003, the Company was an 87% owned subsidiary of Westar Energy, Inc. (“Westar”) and participated with its parent in the purchase of D&O coverage with $155 million of limits for the policy year 8/1/02 – 7/31/03 and $120 million of limits for the policy year 8/1/03 – 7/31/04. During this time period, prices for D&O insurance increased tremendously in the wake of various corporate scandals. The Company’s premium per $1 million of limits for the

policy year ended 7/31/03 was more than four times the premium per $1 million of limits for the policy year ended 7/31/02. The Company’s cost per $1 million of limits for the policy year ended 7/31/04 was more than two times higher than for the policy year ended 7/31/03. According to the Company’s insurance advisors, the average rate per $1 million limit of D&O public placements from January 2003 to April 2003 (when the Company was in the market for insurance) increased by 221% from the prior year.

In February 2004, Westar sold its interests in the Company to affiliates of Quadrangle Group LLC (“Quadrangle”), a private equity firm. In connection with the sale, the Company’s coverage under the policy owned by its former parent, Westar, ended. For the new policy year February 17, 2004 – February 16, 2005, the Company purchased $35 million of limits that reflected, in part, the reduced value of its public equity. The cost per $1 million of the new policy was also less, by almost 50%, than the cost per $1 million for the policy in effect through February 16, 2004.

The cost of the Company’s policy for the policy year ending February 17, 2005 did not appear to be affected by its settlement, in late 2002, of a class action litigation involving purchasers of the Company’s stock during the period February 10, 1998 - February 2, 2001. Nor was it materially affected by other pending claims, the most significant of which pre-dated the Company’s current management.

The combination of these factors resulted in lower expense for D&O insurance in fiscal 2004.

Form 10-K/A for the year ended December 31, 2004

Consolidated Statements of Operations and Comprehensive Loss, page 5

4. As required by SAB Topic 11:B, revise your presentation to either 1) reclassify the depreciation and amortization applicable to cost of revenues, or 2) remove the caption gross profit and indicate the amount of applicable depreciation and amortization that is excluded from cost of revenue.

Response: In its Form 10-Q for the quarterly period ended March 31, 2005, the Company removed the caption gross profit and indicated in the line item for total cost of revenues that the total cost of revenues is exclusive of amortization and depreciation expense shown separately in operating expenses. The Company intends to follow this presentation in its future filings with the Securities and Exchange Commission.

1. The Company, page 8

5. Provide us with an update of your analysis of SAB Topic 5:J.

Response: The Company submitted a “pre-clearance” letter, dated April 22, 2005 (attached hereto as Exhibit I), to the Office of the Chief Accountant, and on May 10, 2005, submitted a

“confirming” letter (attached hereto as Exhibit II) to the Office of the Chief Accountant confirming the Company’s understanding that the Staff would not object to (1) the Company applying the push down basis of accounting as of February 8, 2005, the date on which Quadrangle acquired “substantially all” of the Company’s common stock, and (2) the Company’s reporting on such new basis of accounting on a prospective basis.

(b) Revenue Recognition, page 9

6. Tell us your basis in the accounting literature for deferring revenues from system installation and equipment upgrades in connection with residential monitoring service contracts. Provide us with your detailed analysis of EITF 00-21.

Response: The Company believes arrangements with its residential customers contain multiple revenue-generating activities. As suggested in SAB Topic 13.A.1, the Company first looked to the guidance provided in EITF 00-21 to determine if the multiple revenue-generating activities consist of more than one unit of accounting.

The Company evaluated the revenue generating activities in its arrangements with its residential customers in conjunction with the guidance in EITF 00-21 and determined that none of them should be considered a separate unit of accounting.

The Company identified the following three revenue generating activities in arrangements with its residential customers:

1) A nonrefundable initial fee to install and activate the basic system at the customer’s residence. The Company retains title to the basic system.

2) A three year monitoring service contract.

3) In most cases, the customer purchases additional security system components (such as an additional key pad, for example) to be installed in addition to the basic package for an additional fee. The Company does not retain title to the additional components and only sells the additional security system components to active customers under an existing monitoring contract.

To determine whether the arrangement consists of more than one unit of accounting, the Company evaluated paragraph 9 of

EITF 00-21, which states:

“In an arrangement with multiple deliverables, the delivered item(s) should be considered a separate unit of accounting if all of the following criteria are met:

a. The delivered item(s) has value to the customer on a standalone basis. That item(s) has value on a standalone basis if it is sold separately by any vendor or the customer could resell the delivered item(s) on a standalone basis. In the context of a customer’s ability to

resell the delivered item(s), the Task Force observed that this criterion does not require the existence of an observable market for that deliverable(s).

b. There is objective and reliable evidence of the fair value of the undelivered item(s).

c. If the arrangement includes a general right of return relative to the delivered item, delivery or performance of the undelivered item(s) is considered probable and substantially in the control of the vendor.”

The Company considers the initial fee described in (1), above, to be an “installation and activation fee” which is additional arrangement consideration to be allocated. The installation and activation of the basic system and the sale of additional security system components, if any, are delivered first, followed by the monitoring service (which is provided over the three-year period of the arrangement).

The Company does not believe that the sale of additional security system components meets the criteria of paragraph 9(a) of EITF 00-21, because the Company only sells the additional components to customers with active monitoring contracts and believes the same to be true of its competitors. Further, the Company does not believe there is any resale value in the additional components because these components have no utility to the customer other than when installed in the residence and connected to the installed security system. Furthermore, the Company would not install residential system components other than those sold to a customer in conjunction with a monitoring contract.

The Company believes deferral of revenue is appropriate with recognition of revenue over the periods that the fees are earned because it believes the arrangement with its residential customers is analogous to the following example detailed in Question 1 of SAB Topic 13.A.3(f):

“A registrant requires a customer to pay a nonrefundable “activation fee” when entering into an arrangement to provide telecommunication services. The terms of the arrangement require the customer to pay a monthly usage fee that is adequate to recover the registrant’s operating costs. The costs incurred to activate the telecommunication service are nominal.”

The Staff’s Interpretative Response states, in part:

“Unless the up-front fee is in exchange for products delivered or services performed that represent the culmination of a separate earnings process, the deferral of revenue is appropriate…The terms, conditions and amounts of these fees typically are negotiated in conjunction with the pricing of all the elements in the arrangement, and the customer would ascribe a significantly lower, and perhaps no, value to elements ostensibly associated with the up-front fee in the absence of the registrant’s performance of other contractual elements. The fact that the registrants do not sell the initial rights

Show Raw Text
CORRESP
1
filename1.htm

PROTECTION
ONE, INC.

PROTECTION ONE ALARM MONITORING, INC.

May 27, 2005

VIA EDGAR AND FACSIMILE

Securities and Exchange Commission

Division of Corporation Finance

450 Fifth Street, N.W.

Washington, D.C. 20549

Attention:                 Larry
Spirgel

Kathryn Jacobson

Re:                             Comment Letter Dated April 29,
2005 Regarding Protection One, Inc. and Protection One Alarm Monitoring, Inc.

Form 10-K and Form 10-K/A for the Fiscal Year Ended December 31,
2004 (SEC File Nos. 1-12181-01 and 1-12181)

Dear Mr. Spirgel
and Ms. Jacobson:

On behalf of Protection
One, Inc. and Protection One Alarm Monitoring, Inc. (collectively,
the “Company” or “Protection One”), this letter responds to the letter, dated April 29,
2005 (the “Comment Letter”), from the staff of the Securities and Exchange
Commission (the “Staff”) regarding the Company’s Annual Report on Form 10-K
and Form 10-K/A for the fiscal year ended December 31,
2004.  The numbered paragraphs below set
forth the Staff’s comments together with the Company’s responses and correspond
to the numbered paragraphs in the Comment Letter.

Form 10-K
for the year ended December 31, 2004

Item
1. Business, page 10

1.                                      Provide us with more details of your agreement with BellSouth. Tell us how
you account for the upfront royalties and recurring royalties and where they
are classified in the income statement.
Refer to your basis in the accounting literature.

Response: In October 2001,
Protection One entered into a Joint Marketing Agreement (as amended, the “Agreement”)
with BellSouth Telecommunications (“BellSouth”) and BellSouth Intellectual
Property Marketing Corporation (“BIPMARK”). The Agreement was subsequently
amended on December 1, 2002, April 22, 2003 and November 1,
2004.  Pursuant to the Agreement, BIPMARK has provided the Company a non-exclusive
license to operate its security monitoring business under the name BellSouth® Security Services from Protection One
in the nine state region served by BellSouth.
Protection One operates in the BellSouth region exclusively under this
co-branded name.

All parties to the Agreement are obligated to promote the sale of
security monitoring services using that brand through various internal and
external sales and distribution channels.

The co-branded security alarm monitoring contracts are owned by
Protection One. Bellsouth has no ownership interest in the customer
contracts.  Protection One pays BIPMARK a
one-time nonrefundable fee for each co-branded contract, and, in addition, for
so long as a customer remains active and the Agreement remains in force, a
monthly royalty that is a percentage of the recurring monthly revenue
Protection One earns from the customer.

Because the up-front royalty is a direct and
incremental cost of acquiring the customer contract, the Company defers this
amount as a customer acquisition cost and amortizes these costs over the term
of the contract.  See the Company’s
response to Comment No. 7 for further discussion regarding the deferral of
commissions directly related to the origination of a contract.  The recurring royalty is charged to expense
as incurred and is included in the cost of monitoring and related services
revenues.

Attrition,
page 32

2.                                      Tell us what you mean by “our wholesale base and for accounts, which are
covered under a purchase price holdback and are “put” back to the seller. We
reduce the gross accounts lost...by the amount of the guarantee provided for in
the purchase agreements with sellers.” Tell us how your calculated attrition
rates impact your various accounting policies.

Response: Protection
One defines “purchase price holdback,” in the dealer context (or “dealer
holdback”), as the portion of the purchase price payable by Protection One to a
dealer for alarm monitoring accounts, the payment of which is deferred (or “held
back”) by Protection One as

security for the dealer’s guarantee during a
specified guarantee period of a minimum level of recurring monthly revenue (“RMR”)
from the purchased accounts. Protection One’s typical dealer agreements
provided that Protection One would agree to pay the dealer a multiple of RMR
for a portfolio of accounts (for example, 30X) and hold back a portion of the
purchase price (for example, 3X). At the end of the defined guarantee period
(typically one year), Protection One would examine its records from the
purchased account portfolio and determine the number of accounts and associated
RMR that had canceled service or failed to pay for service within the terms of
the contract (“Lost RMR”).  Protection
One would return or “put” back these accounts and contracts to the selling
dealer and reduce the amount of the purchase price holdback by the product of (i) Lost
RMR from these accounts and (ii) the original RMR purchase multiple.

In determining the number of
lost accounts for attrition calculation purposes, the Company excludes accounts
returned to the selling dealers under these holdback arrangements.  The Company believes this is appropriate
because, by reducing the amount of the purchase price holdback paid to the dealer
and by returning the contracts, the Company ultimately did not purchase the
accounts and therefore should not reflect them as lost accounts.

In the calculation of customer attrition on a consolidated basis, the
Company also makes adjustments to lost accounts equal to the net change in its
wholesale base of accounts during the specified period.  The Company’s consolidated customer attrition
does not impact its various accounting policies because the Company’s
amortization rates are based on lifing studies of account attrition by customer
pool and excludes wholesale accounts.

The Company periodically evaluates the
appropriateness of its estimate of the average customer life of each of its
customer pools, the Protection One Monitoring pool and the Network Multifamily
pool.  See the Company’s response to
Comment No. 10 regarding the Company’s determination of the expected life
of its customers.  As part of this
evaluation, the Company tracks the appropriate attrition rates of each of its
customer pools to determine whether the actual attrition experience is aligned
with the Company’s expectations when last evaluating the average customer
life.  The Company believes that,
although its Protection One Monitoring pool customer attrition rates have been
improving, the current amortization periods and methods remain appropriate.

Results
of Operations

Protection One
Consolidated, page 39

3.                                      Tell us how you were able to reduce insurance costs despite various claims
and matters of litigation, including certain settlements with participation by
your insurance carriers.

Response: The
difference in insurance costs between fiscal years 2004 and 2003 arises
principally from a change in the cost of Directors’ and Officers’ (“D&O”)
liability insurance, resulting from a lower coverage limit as well as reduced
cost per dollar of insurance.  The
Company’s D&O policy year until February 17, 2004 was August 1 – July 31.  Effective February 17, 2004, the Company’s
D&O policy year changed to February 17 – February 16.

During 2002 and 2003, the Company was an 87%
owned subsidiary of Westar Energy, Inc. (“Westar”) and participated with
its parent in the purchase of D&O coverage with $155 million of  limits for the policy year 8/1/02 – 7/31/03
and $120 million of limits for the policy year 8/1/03 – 7/31/04.  During this time period, prices for D&O
insurance increased tremendously in the wake of various corporate
scandals.  The Company’s premium per $1
million of limits for the

policy year ended 7/31/03 was more than four
times the premium per $1 million of limits for the policy year ended
7/31/02.  The Company’s cost per $1
million of limits for the policy year ended 7/31/04 was more than two times
higher than for the policy year ended 7/31/03.
According to the Company’s insurance advisors, the average rate per $1
million limit of D&O public placements from January 2003 to April 2003
(when the Company was in the market for insurance) increased by 221% from the
prior year.

In February 2004, Westar sold its
interests in the Company to affiliates of Quadrangle Group LLC (“Quadrangle”),
a private equity firm.  In connection
with the sale, the Company’s coverage under the policy owned by its former
parent, Westar, ended.  For the new
policy year February 17, 2004 – February 16, 2005, the Company
purchased $35 million of limits that reflected, in part, the reduced value of
its public equity.  The cost per $1
million of the new policy was also less, by almost 50%, than the cost per $1
million for the policy in effect through February 16, 2004.

The cost of the Company’s policy for the
policy year ending February 17, 2005 did not appear to be affected by its
settlement, in late 2002, of a class action litigation involving purchasers of
the Company’s stock during the period February 10, 1998 - February 2,
2001.  Nor was it materially affected by
other pending claims, the most significant of which pre-dated the Company’s
current management.

The combination of these factors resulted in
lower expense for D&O insurance in fiscal 2004.

Form 10-K/A
for the year ended December 31, 2004

Consolidated Statements of Operations and
Comprehensive Loss, page 5

4.                                      As required by SAB Topic 11:B, revise your presentation to either 1)
reclassify the depreciation and amortization applicable to cost of revenues, or
2) remove the caption gross profit and indicate the amount of applicable
depreciation and amortization that is excluded from cost of revenue.

Response:  In
its Form 10-Q for the quarterly period ended March 31, 2005,
the Company removed the caption gross profit and indicated in the line item for
total cost of revenues that the total cost of revenues is exclusive of
amortization and depreciation expense shown separately in operating
expenses.  The Company intends to follow
this presentation in its future filings with the Securities and Exchange
Commission.

1.  The Company, page 8

5.                                      Provide us with an update of your analysis of SAB Topic 5:J.

Response:
The
Company submitted a “pre-clearance” letter, dated April 22, 2005 (attached
hereto as Exhibit I), to the Office of the Chief Accountant, and on May 10,
2005, submitted a

“confirming” letter (attached
hereto as Exhibit II) to the Office of the Chief Accountant confirming the
Company’s understanding that the Staff would not object to (1) the Company
applying the push down basis of accounting as of February 8, 2005, the
date on which Quadrangle acquired “substantially all” of the Company’s common
stock, and (2) the Company’s reporting on such new basis of accounting on
a prospective basis.

(b) Revenue
Recognition, page 9

6.                                      Tell us your basis in the accounting literature for deferring revenues
from system installation and equipment upgrades in connection with residential
monitoring service contracts.  Provide us
with your detailed analysis of EITF 00-21.

Response:  The Company believes arrangements with its
residential customers contain multiple revenue-generating activities.  As suggested in SAB Topic 13.A.1, the Company
first looked to the guidance provided in EITF 00-21 to determine if the
multiple revenue-generating activities consist of more than one unit of
accounting.

The Company evaluated the revenue generating
activities in its arrangements with its residential customers in conjunction
with the guidance in EITF 00-21 and determined that none of them should
be considered a separate unit of accounting.

The Company identified the following three
revenue generating activities in arrangements with its residential customers:

1)              A
nonrefundable initial fee to install and activate the basic system at the
customer’s residence. The Company retains title to the basic system.

2)              A
three year monitoring service contract.

3)              In
most cases, the customer purchases additional security system components (such
as an additional key pad, for example) to be installed in addition to the basic
package for an additional fee.  The
Company does not retain title to the additional components and only sells the
additional security system components to active customers under an existing
monitoring contract.

To determine whether the arrangement consists
of more than one unit of accounting, the Company evaluated paragraph 9 of

EITF 00-21, which states:

“In an arrangement with multiple
deliverables, the delivered item(s) should be considered a separate unit of
accounting if all of the following criteria are met:

a. The delivered item(s) has value to the
customer on a standalone basis. That item(s) has value on a standalone basis if
it is sold separately by any vendor or the customer could resell the delivered
item(s) on a standalone basis. In the context of a customer’s ability to

resell the delivered item(s), the Task Force
observed that this criterion does not require the existence of an observable
market for that deliverable(s).

b. There is objective and reliable evidence
of the fair value of the undelivered item(s).

c. If the arrangement includes a general
right of return relative to the delivered item, delivery or performance of the
undelivered item(s) is considered probable and substantially in the control of
the vendor.”

The Company considers the initial fee
described in (1), above, to be an “installation and activation fee” which is
additional arrangement consideration to be allocated.  The installation and activation of the basic
system and the sale of additional security system components, if any, are
delivered first, followed by the monitoring service (which is provided over the
three-year period of the arrangement).

The Company does not believe that the sale of
additional security system components meets the criteria of paragraph 9(a) of
EITF 00-21, because the Company only sells the additional components to
customers with active monitoring contracts and believes the same to be true of
its competitors.  Further, the Company
does not believe there is any resale value in the additional components because
these components have no utility to the customer other than when installed in
the residence and connected to the installed security system.  Furthermore, the Company would not install
residential system components other than those sold to a customer in
conjunction with a monitoring contract.

The Company believes deferral of revenue is
appropriate with recognition of revenue over the periods that the fees are
earned because it believes the arrangement with its residential customers is
analogous to the following example detailed in Question 1 of SAB Topic
13.A.3(f):

“A registrant requires a customer to pay a
nonrefundable “activation fee” when entering into an arrangement to provide
telecommunication services.  The terms of
the arrangement require the customer to pay a monthly usage fee that is
adequate to recover the registrant’s operating costs.  The costs incurred to activate the
telecommunication service are nominal.”

The Staff’s Interpretative Response states,
in part:

“Unless the up-front fee is in exchange for
products delivered or services performed that represent the culmination of a
separate earnings process, the deferral of revenue is appropriate…The terms,
conditions and amounts of these fees typically are negotiated in conjunction
with the pricing of all the elements in the arrangement, and the customer would
ascribe a significantly lower, and perhaps no, value to elements ostensibly
associated with the up-front fee in the absence of the registrant’s performance
of other contractual elements.  The fact
that the registrants do not sell the initial rights