Description
Ehealth (“EHTH”) is a great business for sale at a great
price.
What do they do?
The Company operates a health insurance comparison shopping
engine under the URLs www.ehealth.com and
www.ehealthinsurance.com that is
targeted primarily towards purchasers of individual and family health insurance
plans. EHTH acts as a broker in these
transactions, selling health insurance plans offered by all of the major
managed care companies. The target
market for EHTH is the 18 million people covered under individual and family
plans (“IFPs”), the 47 million uninsured and to a much lesser extent through
small business offerings the 51 million people covered by their small business
employer. The business model is the same
as any other broker of health insurance: compensation to EHTH is 25% of the
premium in year 1 and 15% of the premium thereafter. The Company currently has 488,300 IFP
members, representing a tiny portion of the addressable market. The basic service the Company provides is a
faster, easier way to purchase health insurance: the comparison shopping engine
allows customers to very easily compare premiums and other key terms of
various health plans and then streamlines the purchasing process. The traditional purchasing process would
involve comparing health plans on your own by contacting the managed care
companies directly or by buying through a traditional broker. This purchase process is extremely unpleasant
for the customer because it is cumbersome to collect the relevant information
to compare plans and then the manual process of applying for health care and
getting approved is slow and laborious.
Further, brokers are incented to sell you the highest premium plans in
order to maximize their compensation. EHTH
simplifies the process by collecting all of the relevant information for you,
presenting it in an efficent manner and then streamlining the application
process. Because the purchasing process
is so much easier with EHTH, the Company believes that it can expand the market
for IFPs from the current 18mm market size to at least some portion of the 47
million uninsured, who have the economic resources but are turned off by the
byzantine process of purchasing health insurance. EHTH believes that the standard process of
getting approved for health insurance takes about 50 days from start to
finish. EHTH reduced this process down
to 17 days through its online application process and beginning in Q1 2008, the
company launched an instant approval process whereby a customer can literally
be approved and receive health insurance coverage instantly online. Only a small portion of the health plans
currently have the instant approval feature, but this is growing rapidly which
will be a nice catalyst for accelerating submitted applications and conversion
rates.
Why is this an attractive business?
- Wide moat business: I describe EHTH as a comparison shopping
engine, but what makes EHTH really special is the years of work and
capital they have invested in tying themselves into the IT infrastructure
of the managed care companies.
Since being founded in 1997, EHTH has spent years developing the
capability to complete health insurance applications online – if you think
about the complexity of this process, mapping application fields into the
literally thousands of plans offered by various managed care companies
independently in each state, so that the systems work and the managed care
companies are comfortable approving applicants online, it is an enormous
task. That is why EHTH to this day
is one of two companies (but the largest by far) that is able to sell
health insurance plans online.
There are numerous lead generators that compete with EHTH,
but these competitors ultimately merely collect your contact information
and then forward it on to traditional brokers who pay for the leads and
then leave you daily voice mail messages for 6 months (note: do not give
out your cell phone numbers to these folks when conducting due dili unless
you want 6 months of daily solicitation).
EHTHs IT capabilities are so unique that the Company also has a
small but growing business in licensing the IT platform out to managed
care companies. Hence, if you want
to buy a policy online direct from Aetna,
it is EHTH’s platform that is powering the application process. The platform has been further extended
throughout the broker channel so that human brokers can electronically
submit their clients’ applications to managed care companies without
having to go through the manual process of filling out paper forms. The advantages of EHTH’s technology
platform continue to be extended, especially since launching the instant
approval product noted above which allows a customer to be approved
immediately for health insurance through an electronic application and
approval process. Further contributing to EHTH’s moat is that the Company
is a licensed health insurance broker in all 50 states, a characteristic
the lead generators do not possess.
- Does not compete on price: One of
the quirks of the regulatory landscape for health insurance products is
that prices are fixed – once a plan is approved to be offered in a
particular state, all brokers must offer that plan at the same price. So, price competition is not part of the
picture here as it is in the case of a seemingly similar business model
such as Expedia where you are constantly in a price war with your
competitors and your suppliers (the airline in the case of Expedia, the
managed care company in the case of EHTH).
So the Company really competes solely on the basis of quality of
service, which is highly differentiated and there is nobody out there that
is capable of offering the same customer service experience as EHTH.
- Enormous addressable market: The
market size, defined most narrowly as the 18mm current IFP members in the US and
most broadly at 115 million including uninsured and small business, is
enormous. With 488,000 members
currently, the Company has barely scratched the surface on this
opportunity. Buying health care
online remains a somewhat complicated process (as compared to buying auto
insurance for instance), hence it has taken longer to achieve penetration
in this market than other web based financial services. Over time, however, I think that the
services provided by EHTH will continue to penetrate the enormous market
opportunity. The instant approval
process that was launched in Q1 2008 will be a catalyst over time for
higher penetration and conversion rates.
The small business market is an excellent opporunity for EHTH as
well; there is no competitor in this market and EHTH has excellent
products poised to capture this opportunity.
- Massive cash flow generation: This
business has minimal capex and is not a taxpayer this year or next; hence
the free cash flow generation here is fantastic. On $113 million of revenues this year,
the company will generate free cash flow in the high $20s – this model is
hugely profitable. I also think
mgmt. is probably overspending and trying to keep margins lower than they
would otherwise be in order to manage street expectations and not show too
much margin too early. Regardless,
cash continues to pile up on the balance sheet, now at $5.31 cash per
diluted share and no debt. The
scalability of the model is obvious, with incremental margins close to
100%.
Valuation
I won’t bore you with a DCF model, the valuation metrics
here I think are pretty obvious. The
market cap is $340mm, no debt and $140mm of cash gets you to an enterprise value
of $200mm. The business will do $25-28mm
of EBITDA this year, so about 8x EBITDA and will also generate about the same
in free cash flow because of no cash taxes, minimal capex and interest income. So, you have an unlevered FCF yield north of
10% for what I consider to be an excellent business that will grow (debatable
at what rate, but lets just say >10%).
Yes, that’s based on no taxes which obviously will not last forever, but
the business is growing so the cash flow is going in one direction, up. DCF and comps not necessary, this is common
sense cheap.
Why is it cheap?
I think its important to understand the bear case, so I’ll
offer up a few theories on why the stock has capitulated to these sub IPO
levels:
- The
Company missed expectations recently, though business fundamentals
continue to quite strong. The key
metric that the market keys on is submitted IFP applications. The growth rate in submitted IFPs slowed
to 17.6% in Q2 from a mid 20s rate that was experienced in the last few
quarters. The economy has impacted
the business and consumers appetite for paying for health insurance. Regardless, the model is still
generating excellent results as margins continue to expand significantly
even at the lower growth rates. The investor base for this Company
consists of uber-growth managers who probably bought at a much higher
price. For the uber-growth crowd,
this looks like a slowing growth story (though its probably just hitting a
bump with the economy) and we’re probably in the process of transitioning
the investor base to those who like wide moats, lots of cash flow and good
long term business prospects.
- Sentiment
has been weak on anything related to the managed care companies, whose
stocks have gotten pummelled
- The
stock is technically considered a “financial”, because it is an insurance
broker.
- During
Q2, there was a ton of speculation about ComScore data that showed web
visits to EHTH slowing dramatically.
This sentiment caused the stock to decline significantly going into
earnings. The Company has said
numerous times that the ComScore data is just flat out wrong and it has no
correlation to what the Company is experiencing. I’m not an expert on this topic but
anecdotal conversations I’ve had with others in the Internet world
suggests the ComScore data isn’t viewed as being particularly important or
accurate.
Potential Catalysts
- I
think the most surefire catalyst is that the business is just generating
so much cash flow relative to its enterprise value, which will eventually result
in appreciation or at least not much more downside.
- I know
this sounds very “2007”, but I do think a big buyback – dutch tender or
ASR, would create a lot of value here.
I think mgmt. is getting a lot of pressure in this direction; I
personally don’t understand why they haven’t already done it. But it seems like it would be a pretty
decent idea to take $50 of the $140 in cash and buy back 15% of the
equity. I realize that begs the question
what are they doing with the other $90mm of cash, but I guess that is kind
of a high end problem to have these days.
- I
think operating results at some point will start to get a tailwind from
the launch of instant approval platform.
- Though
I am not betting on this by any means, I think EHTH is potentially a very
valuable strategic asset to a lot of different folks - could be a traditional broker like an
Aon or Willis, another online financial player, a health care IT services
company, or an underwriter that already has an online presence such as
Progressive. Seems like there are a
lot of people out there with cash right now looking to pick up great
franchises at bargain prices.
Risk Factors
The
biggest risk factor in this business is changes in the regulatory
landscape. I don’t think this is a
good venue or I’m necessarily qualified to write an intelligent treatise
on the myriad of potential regulatory developments, which would impact all
of the players in health insurance in addition to EHTH. You can read any of the many initiation of
coverage reports or listen to an EHTH investor conference for an update on
the regulatory landscape as it relates to the Company and which
presidential candidate might impact the business more favorably (I bet you
can guess which candidate is more favorable for this business, like a lot
of businesses out there). Anyhow, I
don’t pretend to maintain any unique insight on how regulatory processes
might play out. My take on all of
the regulatory discussion is there are tons of different proposals, some
of them are positive with respect to EHTH and some are negative. The pace of change is very slow and it
has been proven time and again that it is difficult to implement any kind
of health care reform both at the state and federal levels. The most likely scenario is the status
quo.
- The
economic environment may continue to impact IFP membership growth – this
will potentially come in the form of lower submitted applications and
higher churn rates, both of which have been experienced already. Its nice to know the Company continues
to grow and expand margins despite the economic challenges. At the current valuation I don’t think
you need that much to go right to make this a success though. Further, the Company has a nice
opportunity it is targeting to go after the COBRA market as unemployment
rises. Employees will typically go
onto a high cost COBRA plan and EHTH thinks there is a big opportunity to
communicate to this market that there are more affordable plans out there
and signing up for one is easy if you do it through EHTH.
- A
further risk factor is use of cash/capital allocation. Management has talked about acquisitions but
has also expressed a clear knowledge about the risks of doing acquisitions and
the mixed history of deals done in the space.
They have also talked about buying back stock. I guess we’ll see which path they take. I’m not expecting that they do anything
really dumb as the board seems pretty solid.
They could probably use an activist to bang on their heads a little bit
though as the cash needs to be put to work.
Hope you enjoyed the writeup and I look forward to your
questions and discussion….
Catalyst
cash flow generation, stock buyback, e-approval, buyout