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InnerWorkings Announces Record Full-year Revenue of $797 Million

Company announces record quarterly revenue, adjusted EBITDA and adjusted operating cash flow; forecasts 2013 organic revenue growth of 16 percent to 20 percent and EPS growth of 39 percent to 49 percent.

February 19, 2013

InnerWorkings Inc., the Chicago-based marketing supply chain company working in both the print and promotional industries, reported record results for the fourth quarter and fiscal year ended Dec. 31, 2012.

For the fourth quarter of 2012, revenue was $208 million, a 19 percent increase over the same period in 2011, owing to a 16 percent growth in sales. Full-year revenue was $797.7 million, a 26 percent jump from the 2011 total of $633.8 million. Both quarter and full-year figures were record numbers for the company.

"2012 was a record year for InnerWorkings, driven by over $100 million of organic revenue from new enterprise clients," said Eric D. Belcher, chief executive officer of InnerWorkings. "We invested wisely in our global platform last year, built up our inside sales business, and added the necessary leadership across our international organization to drive our future growth. We enter this year with a strong sense of confidence in our ability to win new large contracts that will again drive strong organic growth in 2013 and beyond."

Additional fourth quarter 2012 financial and operational highlights include the following:

  • 80 percent of the company's revenue was generated from domestic sales, while 20 percent was derived from international sales activity. Enterprise clients accounted for 75 percent of sales with middle market clients accounting for 25 percent of sales.
  • The company had a net benefit on the change in fair value of contingent consideration of $3.5 million related to acquisitions in Europe, which was recorded in the fourth quarter of 2012. All InnerWorkings acquisitions are structured under a contingent consideration arrangement, pursuant to which earn-out payments will not be made unless certain performance measures are met. Due to the softness in Europe, some of the applicable performance measures were not met in the fourth quarter of 2012, and as a result, the company recorded a net benefit to release a portion of its contingent consideration obligations.
  • The company also recorded an incremental non-cash stock-based compensation expense of $2.0 million due to a better than forecasted employee retention rate than was assumed at the date of equity grant.
  • Net debt declined by 26 percent sequentially and stood at $47.8 million at the end of the fourth quarter. The debt-to-leverage ratio was at a four-year low of 1.4 times trailing 12 month adjusted EBITDA at the end of the fourth quarter. "We were not only able to maintain our growth and execute against our strategy by investing in the business over the past year, but we also made significant contributions to strengthen our balance sheet," said Joseph M. Busky, chief financial officer of InnerWorkings. "We look forward to seeing our strategic 2012 investments in inside sales, Brazil and China turn profitable in 2013."

The company anticipates 2013 annual revenue of $930 million to $960 million, which reflects 16 percent to 20 percent organic growth. GAAP diluted earnings per share are expected to range between $0.57 to $0.61 in 2013, which reflects growth of 39 percent to 49 percent versus 2012 adjusted diluted earnings per share excluding legal settlement expense of $0.41.


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