Good afternoon, and welcome to the Perdoceo Education Corporation Third Quarter 2021 Earnings Conference Call. [Operator Instructions]. I would now like to turn the conference over to Wyatt Turk. Please go ahead.

Thank you. Good afternoon, everyone, and thank you for joining us for our third quarter 2021 earnings call. With me on the call today is Todd Nelson, President and Chief Executive Officer; Ashish Ghia, Chief Financial Officer. This conference call is being webcast live within the Investor Relations section at perdoceoed.com. A webcast replay will also be available on our site, and you can always contact the Alpha IR for Investor Relations support. Let me remind you that this afternoon's earnings release and remarks made today include forward-looking statements as defined in Section 21E of the Securities Exchange Act of 1934. These statements are based on assumptions made by and information currently available to Perdoceo Education and involve risks and uncertainties that could cause actual future results, performance business prospects and opportunities to differ materially from those expressed in or implied by those statements. These risks and uncertainties include, but are not limited to, those factors identified in Perdoceo's annual report on Form 10-K for the year ended December 31, 2020, and subsequent filings with the Securities and Exchange Commission. Except as expressly required by the Securities Laws, the company undertakes no obligation to update those factors or any forward-looking statements to reflect future events, developments or changed circumstances or for any other reason. In addition, today's remarks refer to non-GAAP financial measures, which are intended to supplement on substitute for the most directly comparable GAAP measure. The earnings release that accompanies today's call contains financial and other quantitative information to be discussed today as well as the reconciliate of the GAAP to non-GAAP measures and is available within the Investor Relations page of the company's website. With that, I would like to turn the call over to Todd Nelson. Todd?

Thank you, Wyatt. Good afternoon, everyone, and thank you for joining us on our third quarter 2021 earnings call. I'd like to begin by thanking our faculty, student support staff, and all our employees for their hard work, dedication, and diligence in serving and educating our students. In general, we are pleased with our third-quarter results, during which we made adjustments to our marketing and admissions expenses while continuing to prioritize resources for technology and relevant student support processes that we believe enhance student experiences, retention, and academic outcomes. For the quarter, we reported net income of $27.8 million or $0.39 per diluted share while adjusted earnings per diluted share, which excludes certain significant and non-cash items, was $0.45. It was also a busy quarter on the acquisition front. We completed two acquisitions, DigitalCrafts, which closed on August two, and more recently, Hippo Education, which closed on September 10. DigitalCrafts provides individuals an opportunity in the technology area through reskilling and upskilling courses within the areas of web development, web design, and cybersecurity. Hippo Education is a provider of continued medical education and exam preparation for medical professionals. These two recent acquisitions have significantly expanded our non-degree portfolio of professional development and continuing education offerings. Supported by our existing university operations, we believe these businesses will have several opportunities to grow the revenue. Ashish will provide more details around these acquisitions shortly. But for now, let us go back to our operating results. Some of the key takeaways and highlights for the quarter and year-to-date results. First, as discussed last quarter, we believe the prolonged pandemic and its resulting safety measures as well as the macroeconomic and governmental responses has impacted overall student engagement. We continue to see some student pause of their academic programs or defer their decision to…

Thank you, Todd. I will now review our third-quarter results and then discuss our balance sheet, capital allocation, and 2021 outlook before handing the call back to Todd for his closing remarks. Please note that all comparisons I discuss are versus the comparative prior year period unless otherwise stated. Before I discuss our operating results, a quick note regarding year-over-year comparability and the operating income adjustments. First, operating results for AIU reflect the DigitalCrafts' acquisition commencing on August 2, 2021, and the operating results for CTU reflect the Hippo acquisition commencing on September 10 and 2021. Second, as previously discussed, we no longer include adjustments for any expenses related to closed campuses when presenting adjusted operating income or adjusted earnings per diluted share because these expenses are no longer material. Third, we are also now adjusting for legal fees associated with certain matters. All prior-year period amounts have been recast to maintain comparability. And fourth, AIU's operating results are fully comparable to the prior-year quarter as it relates to the Trident acquisition. With that said, let us begin with an overview of our operating results. Third-quarter operating income was $37.9 million as compared to $32.1 million. Adjusted operating income, which excludes certain significant and non-cash items and which we believe is more reflective of the underlying operating performance increased 28.4% to $46.3 million for the quarter versus $36.1 million in the prior year. Net income for the quarter totaled $27.8 million or $0.39 per diluted share. Adjusted earnings per diluted share, which, again, we believe is more reflective of the underlying operating performance, was $0.45 for the quarter as compared to $0.35. The improvement in adjusted operating income for the quarter was primarily due to the revenue increase at CTU as well as lower marketing and admission expenses as compared…

Thank you, Ashish. Throughout the quarter, our team continued to display its steadfast commitment to serving students and educating students. We believe that investments in our student technology infrastructure, as well as our focus on serving and educating students, will further enhance student experiences, retention, and academic outcomes. We're excited about our acquisitions this quarter and look forward to further integrating them within our institutions. Thank you again for joining us today, and we now look forward to opening the line for any analyst questions.

[Operator Instructions] And our first question comes from Alex Paris of Barrington Research. Please go ahead.

Hi, guys. Thanks for taking my questions.

Hi, Alex.

So first off, Todd, you made some comments about you're making adjustments to marketing and admissions and student support and stuff, I have to admit that -- kind of quickly for me. I was wondering if you could kind of go over that again? And then I have a few follow-up questions on that same because you bring up the fact that it could impact enrollment because of these changes. There's lots of other things impacting enrollment right now, which I'll get to with my follow-up question if I might.

Sure. Absolutely. Yes. As you've, I think, seen this and also with several other education providers with some of the -- I think the headwinds that have been created by the pandemic, in particular, the amount of stimulus dollars and other things available to students. What we've seen has been, as some of our students a delay in their decision-making about when to actually start class. And so obviously, we thought the best thing to do since we saw that was to adjust some of our marketing expenses in that -- for that particular category of students. But as we continue to see how -- as we said, we started to see some positive signs in the September and October starts, and we'll continue to watch that. And if we feel there's that opportunity, we would probably start investing in that again. But for now, that was the adjustment that we're talking about.

And what is that specifically? Is it micro-targeting, you're spending your marketing dollars another way or -- in other ways? Or is it increasing the absolute dollars or both?

Yes. It's -- I mean it's -- well, basically, it's looking at the dollars and the profile of students and where you feel you're making the best investment given again how those students are performing. And then as far the same thing going forward, if we feel that those are performing better than we'd want to invest more in those areas.

Got you. And does this mean there's going to be a ramp-up in marketing spending in the fourth quarter year-over-year or not necessarily?

Yes. Not necessarily. I think, again, one of the things that we're very proud of is that part of our organization, our ability to adjust and adapt quickly depending on what we're seeing going on in the external market. And so -- but no, that doesn't necessarily mean that at all, but we'd certainly adjust it need be.

Okay. And then softness in enrollment generally. We talk about the effects of the pandemic delaying decisions for your new prospective students. It also -- I think I heard you say it's sort of increases. It results in some increases in students stopping out, not necessarily dropping out, but taking a semester off. Is that right?

Yes. What's happened is, again, your students, your current students, and potential students, if different external things are happening in their lives as far as where they are financing and other things, they may delay that decision to start. We -- as we said before, we've continued to see good inquiry flow as well as application flow, but the actual show rate or the decision to actually start attending class, we've seen softness in that. And then also some of those renters and continuing students are taking a little bit of time on. The good news is with our model, it's not necessarily an entire semester, just maybe a course or two or something like that.

Got you. And were there any fields of study at either AIU or CPU or both that were particularly hard hit or some certain programs standing out on the positive side?

No, I think -- no, not necessarily. I think we saw several that can seem very consistent and others are a little bit softer, but not anything that really was outstanding.

Okay. And then AIU was down. Part of that was Trident and their military exposure due to the Army technology portal for tuition assistance having some troubles, and we've heard that from others in this space also. CTU was up on the other hand, but you attribute that to the academic calendar redesign. Question is, would CTU also have been down had it not been for the academic calendar redesign this quarter?

I don't know, Ashish, do you have any information on that?

Yes. So while we have not explicitly calculated that, yes, it is impacted by the calendar redesign positively. And beyond that, a substantial portion is attributable to the calendar redesign. It is very hard to say exactly what would have happened without that, but you should attribute a substantial portion to the calendar redesign.

Fair enough. And thank you for giving us some revenue information on DigitalCrafts and Hippo. I know these are small ad tech companies privately held, what do they look like in terms of profitability? Are they breakeven? Do they produce EBITDA? Or do they take away from EBITDA at this stage?

Ashish, do you want to go ahead and comment on that because I think you have that information?

Yes. So while we -- as you said, Alex, we have given some revenue information. We have not necessarily given any EBITDA information on these. But for the most part, as you can imagine, these are small in size. So the EBITDA does not have any material impact or is not material to our overall operations at least for the year 2021.

But I think Ashish, I'd probably say that they are either cash flow neutral or slightly positive?

Sure. Yes, it's about cash flow neutral. That is correct.

Okay. And then kind of coming up toward the end of my questions here. Guidance assumptions based on the guidance that you just provided for the fourth quarter -- before I get to there, you did so much better on operating income, adjusted operating income, and adjusted EPS in the third quarter. Yet your guidance for the fourth quarter is probably equally below my estimates. Were there some pull forward of revenues there? How should I think about that?

Ashish, any color you can add to that?

Yes. So Alex, a few things here. First is on the outlook or the guidance. As we said, the CTU revenue, which was a big contributor for Q3 was positively impacted by the calendar redesign. So there's always some timing between quarters from that perspective. And then second, as we said, fourth quarter, as we pointed out, is an implied outlook. We had an original outlook range. And historically, too, we try to give a full-year outlook within the range. and we try to deliver and hopefully get beyond the outlook. But those are the two big kind of call-outs for the fourth-quarter outlook.

And then just the last-end-related question. Does your guidance that's implied for the fourth quarter benefit from any academic calendar redesign issues in the fourth quarter?

So we -- so in terms of the fourth quarter, no, the academic calendar -- so CTU has the academic calendar redesign. There will always be some lingering effects each quarter. AIU's academic calendar is a little more stable right now. So I would say, for the most part, the fourth quarter will be less impacted with the academic calendar as compared to our third quarter, which was positively impacted.

Okay. That is great. Thank you for answering my questions and I will get back in the queue.

Thanks, Alex.

The next question comes from Dan Moore of CJS Securities. Please go ahead.

Good afternoon. This is Brendan on for Dan. Just wanted to ask on stickiness or retention rates of the new students you've been bringing in since the pandemic began. Is there any discernible difference gather bad compared to your initial retention rates for new students compared to the two, three years prior to the pandemic?

Ashish, do you want to comment on that?

So in terms of the students that we are getting in, we have not seen any material difference in terms of the students that are coming in prior to the pandemic and post-pandemic. But as Todd and I pointed out, in general, we are seeing students take apart from their academic programs. And they are not necessarily there are students who started before or after, but in general, because of everything going on, we do see students taking a pause. But as we've also said, we are cautiously optimistic, and we do see some initial optimism on trends in the most recent months.

Okay. Great. And then looking at just your cash, obviously, it continues to build. Just how much is enough in your view? And then what's the downside to being more aggressive for returning cash to shareholders? Or are you mainly focused on M&A?

Yes. Well, I think, again, it's -- our view of it is that, as we talked about in our earlier remarks and that is that from an acquisition point of view, there's some very good opportunities. We also feel that buybacks are also a good option for us. And that's going to be for the time being of our strategy going forward.

Okay. And then lastly, just I want to mention all the focus on the 90-10 rule right now. Following the recent acquisitions and -- could you comment on where CTU and AIU are and related to those thresholds on a pro forma basis?

No, we can't. But the best thing to do is, again, look, make sure that you look at our K and Q on whatever we have there, but that's not something that we've typically provided prospectively.

Okay. Great. Thanks.

This concludes our question-and-answer session. I would now like to turn the conference back over to Todd Nelson for closing remarks.

Again, we want to thank you for joining us for this quarter, and we look forward to speaking again with you next quarter. Thank you.

Thank you.

The conference is now concluded. Thank you for attending today’s presentation and you may now disconnect.