Newsroom > Press Releases > eHealth, Inc. Announces Third Quarter 2013 Results

eHealth, Inc. Announces Third Quarter 2013 Results

Third Quarter 2013 Overview
-- Revenue of $42.0 million, an increase of 12% compared to the third quarter of 2012
-- Submitted applications for IFP products increased 3% from the third quarter of 2012
-- Total estimated members increased 24% from the third quarter of 2012
-- Operating income of $0.4 million compared to operating income of $1.1 million for the third quarter of 2012, or a 63% decrease
-- GAAP net income of $0.2 million, or $0.01 per diluted share for both the third quarter of 2013 and the third quarter of 2012
-- Non-GAAP net income of $1.6 million, or $0.08 per diluted share, compared to non-GAAP net income of $1.8 million, or $0.09 per diluted share for the third quarter of 2012

 

MOUNTAIN VIEW, CA -- 10/24/13 -- eHealth, Inc. (NASDAQ: EHTH), America's first and largest private health insurance exchange, announced today its financial results for the third quarter ended September 30, 2013.

Gary Lauer, chief executive officer of eHealth, stated, "We are pleased with our third quarter results that point to continued strong growth in our revenues and membership base. During the quarter, we made preparations for the first ever Open Enrollment Period under the Affordable Care Act as well as this year's Medicare Annual Enrollment Period. We believe that eHealth is well positioned to generate strong consumer demand in these fast growing markets."

Third Quarter 2013 Results

Revenue - Revenue for the third quarter of 2013 totaled $42.0 million, a 12% increase compared to $37.6 million for the third quarter of 2012. Commission revenue for the third quarter of 2013 totaled $36.0 million, a 15% increase compared to $31.3 million for the third quarter of 2012. Medicare revenue was $6.7 million for the third quarter of 2013, a 7% increase compared to $6.3 million for the third quarter of 2012. Medicare commission revenue grew 33% compared to the third quarter of 2012.

Submitted Applications - Submitted applications for individual and family products increased 3% in the third quarter of 2013 to 123,300 applications, compared to 120,100 applications in the third quarter of 2012. Approved members for individual and family products increased 13% in the third quarter of 2013 compared to the third quarter of 2012.

Membership - Total estimated membership at September 30, 2013 was 1,147,100 members, a 24% increase over estimated membership of 926,600 at September 30, 2012. Estimated individual and family plan membership was 765,500, representing a 10% increase over estimated membership of 698,600 at September 30, 2012. Estimated Medicare membership was 85,300, a 76% increase over estimated membership of 48,400 at September 30, 2012. Total approved members, including individual and family plan, Medicare plan and other product members, increased 21% to 210,700 members in the third quarter of 2013, compared to 174,500 in the third quarter of 2012.

Income from Operations - Operating income was $0.4 million for the third quarter of 2013, compared to $1.1 million for the third quarter of 2012. Operating margins were 1% and 3% in the third quarters of 2013 and 2012, respectively. Non-GAAP operating income for the third quarter of 2013 was $2.7 million, compared to $2.8 million for the third quarter of 2012. Non-GAAP operating margins were 6% and 7% in the third quarters of 2013 and 2012, respectively. Non-GAAP operating income and margins in the third quarter of 2013 exclude $1.9 million of stock-based compensation expense and $0.4 million of intangible asset amortization expense. Non-GAAP operating income and margins in the third quarter of 2012 exclude $1.3 million of stock-based compensation expense and $0.4 million of intangible asset amortization expense.

EBITDA - EBITDA was $3.6 million for the third quarter of 2013, compared to $3.4 million for the third quarter of 2012. EBITDA is calculated by adding stock-based compensation, depreciation and amortization expense, including intangible asset amortization expense, other (income) expense, net and provision for income taxes to GAAP net income.

Pre-tax Income - Pre-tax income was $0.4 million for the third quarter of 2013, compared to $1.1 million for the third quarter of 2012.

Net Income - Net income for the third quarter of 2013 and the third quarter of 2012 was $0.2 million, or $0.01 per diluted share. Non-GAAP net income for the third quarter of 2013 was $1.6 million, or $0.08 per diluted share, compared to non-GAAP net income of $1.8 million, or $0.09 per diluted share for the third quarter of 2012. Non-GAAP net income and non-GAAP net income per diluted share in the third quarter of 2013 exclude $1.9 million of stock-based compensation expense and $0.4 million of intangible asset amortization expense, less $0.9 million for related income tax benefit. Non-GAAP net income and non-GAAP net income per diluted share in the third quarter of 2012 exclude $1.3 million of stock-based compensation expense and $0.4 million of intangible asset amortization expense, less $0.1 million for related income tax benefit.

Cash Flows and Cash Balance - Cash flow from operations for the third quarter of 2013 was $8.7 million, compared to $6.9 million in the third quarter of 2012.

Year-to-Date Results

Revenue - Revenue totaled $125.0 million for the nine months ended September 30, 2013, a 13% increase compared to revenue of $110.2 million for the nine months ended September 30, 2012. Medicare revenue was approximately $22.7 million in the nine months ended September 30, 2013, a 28% increase compared to Medicare revenue of $17.7 million for the nine months ended September 30, 2012.

Income from Operations - Operating income for the nine months ended September 30, 2013 was $6.4 million, compared to operating income of $9.1 million for the nine months ended September 30, 2012. Operating margins were 5% for the nine-month period ended September 30, 2013, compared to 8% for the nine-month period ended September 30, 2012.

EBITDA - EBITDA for the nine months ended September 30, 2013 was $15.1 million, compared to EBITDA of $16.4 million for the nine months ended September 30, 2012.

Pre-tax Income - Pre-tax income for the nine months ended September 30, 2013 was $6.3 million, compared to pre-tax income of $9.2 million for the nine months ended September 30, 2012.

Net Income - Net income for the nine months ended September 30, 2013 was $3.7 million, or $0.18 per diluted share, compared to net income for the nine months ended September 30, 2012 of $4.6 million, or $0.23 per diluted share.

Cash Flows - Cash flows from operations for the nine months ended September 30, 2013 were $14.8 million, a 25% decrease, compared to $19.7 million for the nine months ended September 30, 2012.

Cash Balance - Cash and cash equivalents as of September 30, 2013 totaled $97.8 million, compared to $140.8 million as of December 31, 2012. The decrease in cash and cash equivalents reflects $59.0 million of cash used to repurchase 2.9 million shares of our common stock in the nine months ended September 30, 2013 as part of stock repurchase programs.

2013 Guidance

eHealth is reaffirming guidance for the full year ending December 31, 2013 based on information available as of October 24, 2013. These expectations are forward-looking statements and eHealth assumes no obligation to update these statements. Results may be materially different and are affected by the risk factors and uncertainties identified in this release and in eHealth's annual and quarterly filings with the Securities and Exchange Commission.

  • Total revenue is expected to be in the range of $168 million to $174 million
  • Stock-based compensation expense is expected to be in the range of $6.0 million to $7.5 million
  • EBITDA* is expected to be in the range of $23 million to $29 million
  • Non-GAAP net income per diluted share** is expected to be in the range of $0.61 to $0.71 per share

* EBITDA is calculated by adding stock-based compensation expense, depreciation and amortization expense, including intangible asset amortization expense, other (income) expense, net and provision for income taxes to GAAP net income.

** Non-GAAP net income per diluted share is calculated by excluding from GAAP net income stock-based compensation expense, intangible asset amortization expense and the estimated tax benefit relating to these expenses.

Webcast and Conference Call Information
A Webcast and conference call will be held today, Thursday, October 24, 2013 at 5:00 p.m. Eastern Time / 2:00 p.m. Pacific Time. The Webcast will be available live on the Investor Relations section on eHealth's website at http://ir.ehealthinsurance.com. Individuals interested in listening to the conference call may do so by dialing 866-953-6859 for domestic callers and 617-399-3483 for international callers. The participant passcode is 93769221. A telephone replay will be available two hours following the conclusion of the call for a period of 30 days and can be accessed by dialing 888-286-8010 for domestic callers and 617-801-6888 for international callers. The call ID for the replay is 75194049. The live and archived webcast of the call will also be available on eHealth's website at http://www.ehealthinsurance.com under the Investor Relations section.

About eHealth, Inc.
eHealth, Inc. (NASDAQ: EHTH) is the parent company of eHealthInsurance, the nation's first and largest private health insurance exchange where individuals, families and small businesses can compare health insurance products from leading insurers side by side and purchase and enroll in coverage online. eHealthInsurance offers thousands of individual, family and small business health plans underwritten by more than 180 of the nation's leading health insurance companies. eHealthInsurance is licensed to sell health insurance in all 50 states and the District of Columbia. Through the company's eHealthTechnology solution (www.eHealthTechnology.com), eHealth is also a leading provider of health insurance exchange technology. eHealthTechnology's exchange platform provides a suite of hosted e-commerce solutions that enable health plan providers, resellers and government entities to market and distribute products online. eHealth, Inc. also provides powerful online and pharmacy-based tools to help seniors navigate Medicare health insurance options, choose the right plan and enroll in select plans online through its wholly-owned subsidiary, PlanPrescriber.com (www.planprescriber.com) and through its Medicare website www.eHealthMedicare.com.

Forward-Looking Statements
This press release contains statements that are forward-looking statements as defined within the Private Securities Litigation Reform Act of 1995. These include statements regarding future events, our positioning to generate strong consumer demand in future periods, our future performance, guidance for total revenue, stock-based compensation expense, EBITDA, non-GAAP net income per diluted share for the year ending December 31, 2013, the estimated tax benefits relating to stock-based compensation and intangible asset amortization expenses, the utility to our investors of the non-GAAP financial measures presented is this release and the impact of a tax benefit on our future operating cash flows. These forward-looking statements are inherently subject to various risks and uncertainties that could cause actual results to differ materially from the statements made, including risks associated with the impact of healthcare reform and medical loss ratio requirements; eHealth's ability to maintain its relationship with health insurance carriers; eHealth's ability to enter into relationships with new health insurance carriers, particularly with respect to the sale of Medicare-related products; eHealth's success in marketing and selling Medicare-related health insurance plans; eHealth's ability to hire, train and retain licensed health insurance agents for its Medicare business; the need for health insurance carrier and regulatory approvals in connection with the marketing of Medicare-related insurance products; government disapproval of our use of marketing material, including call center scripts and our websites, to sell Medicare-related health insurance products; costs of acquiring new members; weak economic conditions; consumer awareness of the availability and accessibility of affordable health insurance; changes in member conversion rates; lack of membership growth and retention rates; changes in products offered on eHealth's ecommerce platform; changes in commission rates or carrier underwriting practices; maintaining and enhancing eHealth's brand identity; system failures, capacity constraints, data loss or online commerce security risks; dependence on acceptance of the Internet as a marketplace for the purchase and sale of health insurance; dependence upon Internet search engines; reliance on marketing partners; timing of receipt and accuracy of commission reports; payment practices of health insurance carriers; competition; our operations in China; success of eHealth's sponsorship and advertising business; the licensing of the use of eHealth's technology or our performance of services pursuant to government contracts; protection of intellectual property and defense of intellectual property rights claims; legal liability, regulatory penalties and negative publicity; changes in our management and key employees; management of business expansion and diversification; seasonality; impact of acquisitions, including risks associated with not realizing anticipated synergies and opportunities with respect to PlanPrescriber, Inc.; underperformance by PlanPrescriber, Inc.; PlanPrescriber's maintenance of its relationships with its pharmacy and other relationships that serve as a source of Medicare-related leads; maintenance of proper and effective internal controls; impact of provisions for income taxes; changes in laws and regulations, including in connection with healthcare reform and/or with respect to the marketing and sale of Medicare plans; compliance with insurance and other laws and regulations; exposure to security risks; and the performance, reliability and availability of eHealth's ecommerce platform and underlying network infrastructure. Other factors that could cause operating, financial and other results to differ are described in eHealth's most recent Quarterly Report on Form 10-Q or Annual Report on Form 10-K filed with the Securities and Exchange Commission and available on the investor relations page of eHealth's website at http://www.ehealthinsurance.com and on the Securities and Exchange Commission's website at www.sec.gov. eHealth does not undertake any obligation to update any forward-looking statement to conform the statement to actual results or changes in expectations.

Non-GAAP Financial Information

This press release includes financial measures that are not in accordance with generally accepted accounting principles in the United States (GAAP). To supplement eHealth's condensed consolidated financial statements presented in accordance with GAAP, eHealth presents investors with certain non-GAAP financial measures, including non-GAAP operating income; non-GAAP operating margins; earnings before interest, taxes, depreciation and amortization (EBITDA); non-GAAP net income and non-GAAP net income per diluted share.

  • Non-GAAP operating income consists of GAAP operating income excluding the following items:
    • the effects of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718, and
    • intangible asset amortization expense.
  • Non-GAAP operating margins are calculated by dividing non-GAAP operating income by GAAP total revenue.
  • EBITDA is calculated by adding stock-based compensation, depreciation and amortization expense, including intangible asset amortization expense, other (income) expense, net and provision for income taxes to GAAP net income.
  • Non-GAAP net income consists of GAAP net income excluding the following items:
  • the effects of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718,
  • intangible asset amortization expense, and
  • the related income tax benefits of these excluded expenses.
  • Non-GAAP net income per diluted share is calculated by dividing non-GAAP net income by GAAP weighted average diluted shares outstanding.

eHealth believes that the presentation of these non-GAAP financial measures provide important supplemental information to management and investors regarding financial and business trends relating to the Company's financial condition and results of operations. Management believes that the use of these non-GAAP financial measures provides consistency and comparability with the Company's past financial reports. Management also believes that the exclusion of the items described above provides an additional measure of the Company's operating results and facilitates comparisons of the Company's core operating performance against prior periods and business model objectives. This information is provided to investors in order to facilitate additional analyses of past, present and future operating performance and as a supplemental means to evaluate the Company's ongoing operations. Externally, the Company believes that these non-GAAP financial measures are useful to investors in their assessment of the Company's operating performance.

Non-GAAP operating income, non-GAAP operating margins, EBITDA, non-GAAP net income and non-GAAP net income per diluted share are not calculated in accordance with GAAP, and should be considered supplemental to, and not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. Non-GAAP financial measures used in this press release have limitations in that they do not reflect all of the revenue and costs associated with the operations of the Company's business and do not reflect income tax as determined in accordance with GAAP. As a result, you should not consider these measures in isolation or as a substitute for analysis of eHealth's results as reported under GAAP. The Company expects to continue to incur the stock-based compensation costs and purchased intangible asset amortization costs described above, and exclusion of these costs, and their related income tax benefits, from non-GAAP financial measures should not be construed as an inference that these costs are unusual or infrequent. The Company compensates for these limitations by prominently disclosing GAAP operating income, GAAP operating margins, GAAP net income and GAAP net income per diluted share and providing investors with reconciliations from the Company's GAAP operating results to the non-GAAP financial measures for the relevant periods.

The accompanying tables provide more details on the GAAP financial measures that are most directly comparable to the non-GAAP financial measures described above and the related reconciliations between these financial measures.

   
EHEALTH, INC.  
CONDENSED CONSOLIDATED BALANCE SHEETS  
(In thousands)  
             
    December 31, 2012     September 30, 2013  
Assets   (1)     (unaudited)  
Current assets:                
  Cash and cash equivalents   $ 140,849     $ 97,751  
  Accounts receivable     4,468       6,599  
  Deferred income taxes     4,098       7,115  
  Prepaid expenses and other current assets     6,643       6,720  
Total current assets     156,058       118,185  
Property and equipment, net     6,185       10,677  
Deferred income taxes     2,928       4,198  
Other assets     8,123       6,082  
Intangible assets, net     8,911       7,850  
Goodwill     14,096       14,096  
Total assets   $ 196,301     $ 161,088  
                 
                 
Liabilities and stockholders' equity                
Current liabilities:                
  Accounts payable   $ 6,123     $ 4,230  
  Accrued compensation and benefits     8,244       10,764  
  Accrued marketing expenses     3,941       3,746  
  Deferred revenue     926       4,353  
  Other current liabilities     1,575       2,969  
Total current liabilities     20,809       26,062  
Non-current liabilities     4,625       6,222  
                 
Stockholders' equity:                
  Common stock     27       28  
  Additional paid-in capital     232,903       246,190  
  Treasury stock, at cost     (90,991 )     (149,998 )
  Retained earnings     28,743       32,424  
  Accumulated other comprehensive income     185       160  
Total stockholders' equity     170,867       128,804  
Total liabilities and stockholders' equity   $ 196,301     $ 161,088  
                 
(1)   The condensed consolidated balance sheet at December 31, 2012 has been derived from the audited consolidated financial statements at that date.
     
     
   
EHEALTH, INC.  
CONDENSED CONSOLIDATED STATEMENTS OF INCOME  
(In thousands, except per share amounts, unaudited)  
   
    Three Months Ended September 30,     Nine Months Ended September 30,  
    2012   2013     2012   2013  
                             
Revenue                            
  Commission   $ 31,291   $ 36,000     $ 93,358   $ 109,193  
  Other     6,295     6,008       16,810     15,822  
Total revenue     37,586     42,008       110,168     125,015  
Operating costs and expenses:                            
  Cost of revenue     1,099     806       3,538     4,441  
  Marketing and advertising (1)     13,988     14,852       39,142     43,448  
  Customer care and enrollment (1)     8,823     8,936       21,152     23,914  
  Technology and content (1)     5,503     9,117       16,018     23,585  
  General and administrative (1)     6,744     7,540       19,938     22,191  
  Amortization of intangible assets     354     354       1,261     1,061  
Total operating costs and expenses     36,511     41,605       101,049     118,640  
Income from operations     1,075     403       9,119     6,375  
Other income (expense), net     4     (22 )     41     (68 )
Income before provision for income taxes     1,079     381       9,160     6,307  
Provision for income taxes     874     207       4,525     2,626  
Net income   $ 205   $ 174     $ 4,635   $ 3,681  
                             
Net income per share:                            
  Basic   $ 0.01   $ 0.01     $ 0.24   $ 0.19  
  Diluted   $ 0.01   $ 0.01     $ 0.23   $ 0.18  
                             
Weighted-average number of shares used in per share amounts:                            
  Basic     19,970     18,436       19,711     19,310  
  Diluted     20,750     19,096       20,563     19,912  
                             
(1) Includes stock-based compensation as follows:                            
  Marketing and advertising   $ 330   $ 517     $ 932   $ 1,446  
  Customer care and enrollment     90     92       243     261  
  Technology and conent     233     425       784     1,129  
  General and administrative     686     911       2,367     2,525  
    Total   $ 1,339   $ 1,945     $ 4,326   $ 5,361  
                             
                             
   
EHEALTH, INC.  
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS  
(In thousands, unaudited)  
   
    Three Months Ended September 30,     Nine Months Ended September 30,  
    2012     2013     2012     2013  
                                 
Operating activities                                
Net income   $ 205     $ 174     $ 4,635     $ 3,681  
Adjustments to reconcile net income to net cash provided by operating activities:                                
  Deferred income taxes     157       (502 )     15 15       (3,951 )
  Depreciation and amortization     626       900       1,740       2,290  
  Amortization of book-of-business consideration     572       274       1,990       2,822  
  Amortization of intangible assets     354       354       1,261       1,061  
  Stock-based compensation expense     1,339       1,945       4,326       5,361  
  Deferred rent and other     68       90       51       917  
  Changes in operating assets and liabilities:                                
    Accounts receivable     405       (1,265 )     4,799       (2,131 )
    Prepaid expenses and other assets     486       324       (656 )     (852 )
    Accounts payable     824       (354 )     2,180       (1,895 )
    Accrued compensation and benefits     2,485       3,034       913       2,504  
    Accrued marketing expenses     707       379       (2,332 )     (196 )
    Deferred revenue     302       2,907       390       3,794  
    Other current liabilities     (1,602 )     418       341       1,370  
Net cash provided by operating activities     6,928       8,678       19,653       14,775  
                                 
Investing activities                                
Purchases of property and equipment     (982 )     (2,914 )     (3,128 )     (6,735 )
Book of business transfers     -       -       (6,243 )     -  
Net cash used in investing activities     (982 )     (2,914 )     (9,371 )     (6,735 )
                                 
Financing activities                                
Net proceeds from exercise of common stock options     1,644       2,101       4,014       4,650  
Cash used to net-share settle equity awards     (5 )     (98 )     (991 )     (940 )
Excess tax benefits from stock-based compensation     1,171       291       2,358       4,217  
Repurchase of common stock     -       -       (8,441 )     (59,007 )
Principle payments in connection with capital leases     (13 )     (15 )     (31 )     (41 )
Net cash (used in) provided by financing activities     2,797       2,279       (3,091 )     (51,121 )
                                 
Effect of exchange rate changes on cash and cash equivalents     2       (5 )     2       (17 )
                                 
Net increase (decrease) in cash and cash equivalents     8,745       8,038       7,193       (43,098 )
Cash and cash equivalents at beginning of period     122,055       89,713       123,607       140,849  
Cash and cash equivalents at end of period   $ 130,800     $ 97,751     $ 130,800     $ 97,751  
                                 
                                 
   
EHEALTH, INC.  
SUMMARY OF SELECTED METRICS  
(Unaudited)  
   
Key Metrics:   Three Months Ended September 30, 2012     Three Months Ended September 30, 2013  
                 
Operating cash flows (1)   $ 6,928,000     $ 8,678,000  
                 
IFP submitted applications (2)     120,100       123,300  
                 
IFP approved members (3)     99,500       112,300  
Total approved members (4)     174,500       210,700  
                 
Commission revenue (5)   $ 31,291,000     $ 36,000,000  
Commission revenue per estimated member for the period (6)   $ 34.70     $ 32.39  
                 
    As of     As of  
    September 30, 2012     September 30, 2013  
                 
IFP estimated membership (7)     698,600       765,500  
Medicare estimated membership (8)     48,400       85,300  
Other estimated membership (9)     179,600       296,300  
Total estimated membership (10)     926,600       1,147,100  
                 
Other Metrics:   Three Months Ended September 30, 2012     Three Months Ended September 30, 2013  
                 
Source of IFP submitted applications (as a percentage of total IFP applications for the period):                
  Direct (13)     48 %     51 %
  Marketing partners (14)     32 %     33 %
  Online advertising (15)     20 %     16 %
    Total     100 %     100 %
                 
                 
Notes:
(1)   Net cash provided by operating activities for the period from the condensed consolidated statements of cash flows.
(2)   IFP applications submitted on eHealth's website during the period. Applications are counted as submitted when the applicant completes the application, provides a method for payment and clicks the submit button on our website and submits the application to us. The applicant generally has additional actions to take before the application will be reviewed by the insurance carrier, such as providing additional information and providing an electronic signature. In addition, an applicant may submit more than one application. We include applications for IFP products for which we receive commissions as well as other forms of payment. We define our "IFP" offerings as major medical individual and family health insurance plans, which does not include small business, short-term major medical, stand-alone dental, life, student or Medicare-related health insurance plans.
(3)   New IFP members reported to eHealth as approved during the period. Some members that are approved by a carrier do not accept the approval and therefore do not become paying members.
(4)   New members for all products reported to eHealth as approved during the period. Some members that are approved by a carrier do not accept the approval and therefore do not become paying members.
(5)   Commission revenue (from all sources) recognized during the period from the condensed consolidated statements of income.
(6)   Calculated as commission revenue recognized during the period (see note (5) above) divided by average estimated membership for the period (calculated as beginning and ending estimated membership for all products for the period, divided by two). See our Form 10-K for the year ended December 31, 2012 - Item 7 - Management's Discussion and Analysis of Financial Condition and Results of Operations - Summary of Selected Metrics for additional information regarding our calculation of estimated membership.
(7)   Estimated number of members active on IFP insurance policies as of the date indicated. See our Form 10-K for the year ended December 31, 2012 - Item 7 - Management's Discussion and Analysis of Financial Condition and Results of Operations - Summary of Selected Metrics for additional information regarding our calculation of estimated membership.
(8)   Estimated number of members active on Medicare insurance policies as of the date indicated. See our Form 10-K for the year ended December 31, 2012 - Item 7 - Management's Discussion and Analysis of Financial Condition and Results of Operations - Summary of Selected Metrics for additional information regarding our calculation of estimated membership.
(9)   Estimated number of members active on insurance policies other than IFP and Medicare policies as of the date indicated. See our Form 10-K for the year ended December 31, 2012 - Item 7 - Management's Discussion and Analysis of Financial Condition and Results of Operations - Summary of Selected Metrics for additional information regarding our calculation of estimated membership.
(10)   Estimated number of members active on all insurance policies as of the date indicated. See our Form 10-K for the year ended December 31, 2012 - Item 7 - Management's Discussion and Analysis of Financial Condition and Results of Operations - Summary of Selected Metrics for additional information regarding our calculation of estimated membership.
(11)   Percentage of IFP submitted applications from applicants who came directly to the eHealth website through algorithmic search engine results or otherwise. See note (2) above for further information as to what constitutes a submitted application.
(12)   Percentage of IFP submitted applications from applicants sourced through eHealth's network of marketing partners. See note (2) above for further information as to what constitutes a submitted application.
(13)   Percentage of IFP submitted applications from applicants sourced through paid search and other online advertising activities. See note (2) above for further information as to what constitutes a submitted application.
     
     
   
EHEALTH, INC.  
GAAP TO NON-GAAP RECONCILIATION  
FOR THE THREE MONTHS ENDED SEPTEMBER 30, 2013  
(In thousands, except per share amounts, unaudited)  
   
Statement of Income Reconciliation        
    Three Months Ended September 30, 2013  
    GAAP Reported     GAAP Percent of Total Revenue     Adjustments     Non-GAAP Results     Non-GAAP Percent of Total Revenue  
                                     
Revenue:                                    
  Commission   $ 36,000     86 %   $ -     $ 36,000     86 %
  Sponsorship, licensing and other     6,008     14       -       6,008     14  
Total revenue     42,008     100       -       42,008     100  
  Operating costs and expenses:                                    
  Cost of revenue-sharing     806     2       -       806     2  
  Marketing and advertising (1)     14,852     35       (517 )     14,335     34  
  Customer care and enrollment (1)     8,936     21       (92 )     8,844     21  
  Technology and content (1)     9,117     22       (425 )     8,692     21  
  General and administrative (1)     7,540     18       (911 )     6,629     16  
  Amortization of intangible assets (2)     354     1       (354 )     -     -  
Total operating costs and expenses     41,605     99       (2,299 )     39,306     94  
Income from operations     403     1       2,299       2,702     6  
Other income (expense), net     (22 )   (0 )     -       (22 )   (0 )
Income before provision for income taxes     381     1       2,299       2,680     6  
Provision for income taxes (3)     207     0       922       1,129     3  
Net income (4)   $ 174     0 %   $ 1,377     $ 1,551     4 %
                                     
Net income per share: (4)                                    
  Basic - common stock   $ 0.01           $ 0.07     $ 0.08        
  Diluted - common stock   $ 0.01           $ 0.07     $ 0.08        
                                     
Weighted-average number of shares used in per share amounts:                                    
  Basic - common stock     18,436             18,436       18,436        
  Diluted - common stock     19,096             19,096       19,096        
                                     
Explanation of adjustments
(1)   Non-GAAP results exclude the effect of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718.
(2)   Non-GAAP results exclude intangible asset amortization expense.
(3)   Non-GAAP provision for income taxes excludes the estimated income tax benefits related to stock-based compensation expense listed in note (1) above and intangible asset amortization expense listed in note (2) above.
(4)   Non-GAAP net income and non-GAAP net income per share exclude stock-based compensation expense listed in note (1) above, intangible asset amortization expense listed in note (2) above, less the estimated income tax benefit listed in note (3) above.
     
     
   
EHEALTH, INC.  
GAAP TO NON-GAAP RECONCILIATION  
FOR THE THREE MONTHS ENDED SEPTEMBER 30, 2012  
(In thousands, except per share amounts, unaudited)  
   
Statement of Income Reconciliation        
    Three Months Ended September 30, 2012  
    GAAP Reported   GAAP Percent of Total Revenue     Adjustments     Non-GAAP Results   Non-GAAP Percent of Total Revenue  
                                 
Revenue:                                
  Commission   $ 31,291   83 %   $ -     $ 31,291   83 %
  Sponsorship, licensing and other     6,295   17       -       6,295   17  
Total revenue     37,586   100       -       37,586   100  
  Operating costs and expenses:                                
  Cost of revenue-sharing     1,099   3       -       1,099   3  
  Marketing and advertising (1)     13,988   37       (330 )     13,658   36  
  Customer care and enrollment (1)     8,823   23       (90 )     8,733   23  
  Technology and content (1)     5,503   15       (233 )     5,270   14  
  General and administrative (1)     6,744   18       (686 )     6,058   16  
  Amortization of intangible assets (2)     354   1       (354 )     -   -  
Total operating costs and expenses     36,511   97       (1,693 )     34,818   93  
Income from operations     1,075   3       1,693       2,768   7  
Other income, net     4   0       -       4   0  
Income before provision for income taxes     1,079   3       1,693       2,772   7  
Provision for income taxes (3)     874   2       109       983   3  
Net income (4)   $ 205   1 %   $ 1,584     $ 1,789   5 %
                                 
Net income per share: (4)                                
  Basic - common stock   $ 0.01         $ 0.08     $ 0.09      
  Diluted - common stock   $ 0.01         $ 0.08     $ 0.09      
                                 
Weighted-average number of shares used in per share amounts:                                
  Basic - common stock     19,970           19,970       19,970      
  Diluted - common stock     20,750           20,750       20,750      
                                 
Explanation of adjustments
(1)   Non-GAAP results exclude the effect of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718.
(2)   Non-GAAP results exclude intangible asset amortization expense.
(3)   Non-GAAP provision for income taxes excludes the estimated income tax benefits related to stock-based compensation expense listed in note (1) above and intangible asset amortization expense listed in note (2) above.
(4)   Non-GAAP net income and non-GAAP net income per share exclude stock-based compensation expense listed in note (1) above, intangible asset amortization expense listed in note (2) above, less the estimated income tax benefit listed in note (3) above.
     
     
   
EHEALTH, INC.  
GAAP TO NON-GAAP RECONCILIATION  
FOR THE NINE MONTHS ENDED SEPTEMBER 30, 2013  
(In thousands, except per share amounts, unaudited)  
   
Statement of Income Reconciliation        
    Nine Months Ended September 30, 2013  
    GAAP Reported     GAAP Percent of Total Revenue     Adjustments     Non-GAAP Results     Non-GAAP Percent of Total Revenue  
                                     
Revenue:                                    
  Commission   $ 109,193     87 %   $ -     $ 109,193     87 %
  Sponsorship, licensing and other     15,822     13       -       15,822     13  
Total revenue     125,015     100       -       125,015     100  
  Operating costs and expenses:                                    
  Cost of revenue-sharing     4,441     4       -       4,441     4  
  Marketing and advertising (1)     43,448     35       (1,446 )     42,002     34  
  Customer care and enrollment (1)     23,914     19       (261 )     23,653     19  
  Technology and content (1)     23,585     19       (1,129 )     22,456     18  
  General and administrative (1)     22,191     18       (2,525 )     19,666     16  
  Amortization of intangible assets (2)     1,061     1       (1,061 )     -     -  
Total operating costs and expenses     118,640     95       (6,422 )     112,218     90  
Income from operations     6,375     5       6,422       12,797     10  
Other income (expense), net     (68 )   (0 )     -       (68 )   (0 )
Income before provision for income taxes     6,307     5       6,422       12,729     10  
Provision for income taxes (3)     2,626     2       2,577       5,203     4  
Net income (4)   $ 3,681     3 %   $ 3,845     $ 7,526     6 %
                                     
Net income per share: (4)                                    
  Basic - common stock   $ 0.19           $ 0.20     $ 0.39        
  Diluted - common stock   $ 0.18           $ 0.19     $ 0.38        
                                     
Weighted-average number of shares used in per share amounts:                                    
  Basic - common stock     19,310             19,310       19,310        
  Diluted - common stock     19,912             19,912       19,912        
                                     
Explanation of adjustments
(1)   Non-GAAP results exclude the effect of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718.
(2)   Non-GAAP results exclude intangible asset amortization expense.
(3)   Non-GAAP provision for income taxes excludes the estimated income tax benefits related to stock-based compensation expense listed in note (1) above and intangible asset amortization expense listed in note (2) above.
(4)   Non-GAAP net income and non-GAAP net income per share exclude stock-based compensation expense listed in note (1) above, intangible asset amortization expense listed in note (2) above, less the estimated income tax benefit listed in note (3) above.
     
     
   
EHEALTH, INC.  
GAAP TO NON-GAAP RECONCILIATION  
FOR THE NINE MONTHS ENDED SEPTEMBER 30, 2012  
(In thousands, except per share amounts, unaudited)  
   
Statement of Income Reconciliation      
    Nine Months Ended September 30, 2012  
    GAAP Reported   GAAP Percent of Total Revenue     Adjustments     Non-GAAP Results   Non-GAAP Percent of Total Revenue  
                                 
Revenue:                                
  Commission   $ 93,358   85 %   $ -     $ 93,358   85 %
  Sponsorship, licensing and other     16,810   15       -       16,810   15  
Total revenue     110,168   100       -       110,168   100  
  Operating costs and expenses:                                
  Cost of revenue-sharing     3,538   3       -       3,538   3  
  Marketing and advertising (1)     39,142   36       (932 )     38,210   35  
  Customer care and enrollment (1)     21,152   19       (243 )     20,909   19  
  Technology and content (1)     16,018   15       (784 )     15,234   14  
  General and administrative (1)     19,938   18       (2,367 )     17,571   16  
  Amortization of intangible assets (2)     1,261   1       (1,261 )     -   -  
Total operating costs and expenses     101,049   92       (5,587 )     95,462   87  
Income from operations     9,119   8       5,587       14,706   13  
Other income (expense), net     41   0       -       41   0  
Income before provision for income taxes     9,160   8       5,587       14,747   13  
Provision for income taxes (3)     4,525   4       1,499       6,024   5  
Net income (4)   $ 4,635   4 %   $ 4,088     $ 8,723   8 %
                                 
Net income per share: (4)                                
  Basic - common stock   $ 0.24         $ 0.20     $ 0.44      
  Diluted - common stock   $ 0.23         $ 0.19     $ 0.42      
                                 
Weighted-average number of shares used in per share amounts:                                
  Basic - common stock     19,711           19,711       19,711      
  Diluted - common stock     20,563           20,563       20,563      
                                 
Explanation of adjustments
(1)   Non-GAAP results exclude the effect of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718.
(2)   Non-GAAP results exclude intangible asset amortization expense.
(3)   Non-GAAP provision for income taxes excludes the estimated income tax benefits related to stock-based compensation expense listed in note (1) above and intangible asset amortization expense listed in note (2) above.
(4)   Non-GAAP net income and non-GAAP net income per share exclude stock-based compensation expense listed in note (1) above, intangible asset amortization expense listed in note (2) above, less the estimated income tax benefit listed in note (3) above.
     
     
 
EHEALTH, INC.
GAAP NET INCOME TO NON-GAAP EBITDA RECONCILIATION
FOR THE THREE AND NINE MONTHS ENDED SEPTEMBER 30, 2012 AND 2013
(In thousands, unaudited)
 
EBITDA Reconciliation                    
    Three Months Ended September 30,   Nine Months Ended September 30,
    2012     2013   2012     2013
                             
Net income   $ 205     $ 174   $ 4,635     $ 3,681
Stock-based compensation expense (1)     1,339       1,945     4,326       5,361
Depreciation and amortization (2)     626       900     1,740       2,290
Amortization of intangible assets (2)     354       354     1,261       1,061
Other (income) expense, net (3)     (4 )     22     (41 )     68
Provision for income taxes (4)     874       207     4,525       2,626
EBITDA   $ 3,394     $ 3,602   $ 16,446     $ 15,087
                             
Explanation of adjustments
(1)   Non-GAAP EBITDA excludes the effect of expensing stock-based compensation related to stock options and restricted stock units in accordance with FASB ASC Topic 718.
(2)   Non-GAAP EBITDA excludes depreciation and amortization expense, including intangible asset amortization expense.
(3)   Non-GAAP EBITDA excludes other income (expense), net.
(4)   Non-GAAP EBITDA excludes income tax expense.