Greetings, and welcome to the RCI Hospitality Holdings Fiscal 2017 Fourth Quarter Conference Call and Webcast. [Operator Instructions] As a reminder, this conference is being recorded. It is now my pleasure to introduce Gary Fishman, who handles Investor Relations for RCI.

Thank you, Devon, and thank you, everybody, for joining us today. I want to remind everybody, our safe harbor statement is posted at the beginning of our conference call presentation. It reminds you that you may hear or see forward-looking statements that involve a number of risks and uncertainties. I urge you to read it. Actual results may differ materially from those currently anticipated. We disclaim any obligation to update information disclosed in this call as a result of developments that occur afterwards. Please turn to Slide 3. I also direct you to the explanation of non-GAAP measurements that we use and that are included in our presentation and news release. And now I’m pleased to introduce, Eric Langan, President and CEO of RCI Hospitality.

Thanks, Gary. Good afternoon, everyone. Please turn to Slide 4. First of all, we want to thank everyone for being on the call with such short notice, and we want to thank our shareholders who have stuck with us through all this, who have believed in us and have helped maintain the value of our stock. We have worked really hard in the last 3 years building shareholder trust and confidence. We have worked hard to learn from the lessons of the past mistakes and have led our capital allocation strategy to ensure we continue to increase free cash flow and long-term shareholder value. We believe the efforts have begun to really pay off, and we plan to work even harder for you in the years ahead. And now let’s turn to today’s news. We are pleased to finally file our 2017 10-K. We are working diligently to file our first quarter Q in order to get back on schedule by the second quarter. This is the first time since I’ve been CEO that we have been late, and I have been as frustrated as all of you. There was 1 item that didn’t have much bottom line impact but it took a tremendous amount of time to figure out, and I’ll tell you about that in a minute. While our year-end audit with the new accounting firm took longer than anticipated, the good news is that our new financial reporting system, we now have a modern, easily scalable financial IT backbone. GAAP results for the fourth quarter were a loss of $0.23 per share. This reflects non-cash impairments and additional tax provision. However, core results for the fourth quarter were strong, with non-GAAP EPS at $0.36. Importantly, free cash flow for the year came in at $19.3 million, exceeding…

[Operator Instructions] Our first question is with Marco Rodriguez with Stonegate Capital Markets. Please proceed with your question.

Good afternoon guys. Thank you for taking my questions. I’m wondering if maybe we can kind of start on the impairments you guys took in Q4 2017. I’m just trying to get a little bit of clarification here. Those five operating units where you took the impairment charges, are they still in operation or have you exited them?

Yes, they are. The main was three units, one in East Texas, one in West Texas. Those are very affected by the oil. And then one in far west Fort Worth, which – we just had an off year. We’ve made some adjustments. And I think that 2018 would be better, but we have to use the formulas and do the snapshot as of 9/30/17.

Okay. So you exited those clubs, or you just took a charge because

We took a charge, we took a charge. They’re profitable, they just weren’t as profitable as the year before. And so based on the rules, we have to run the calculations and impair when necessary.

Okay. I understand that. And then the other three properties, one of which was non-income-producing, what exactly were those other three that were income-producing?

I believe they are just a tenant property then. It was due based on certain appraisals mainly in Texas and mainly due to, I believe, just the oil effect that happened in 2017.

Got you. Got you. Okay. And then kind of moving here, just to kind of the bigger picture items here on Bombshells. It looks like in your presentation, Q1 same-store sales were pretty strong at 6%. I was wondering if maybe you could talk a little bit about that, that rate right there compared to Q4 2017, where you were at a 3% same- store sales. What were kind of the big drivers there that you saw?

Well, the sports lineup was much better. Of course, the Houston Astros going to the World Series, that certainly didn’t hurt. And I think we also got a nice benefit, I hate to say anybody benefits from a hurricane, but we were one of the first restaurants reopened, we were very active with first responders and whatnot. And I think we just got a nice boost from that. That helped our numbers by – by doing the right thing, we benefited.

Got you. And I know you commented that you don’t have exact figures as far as the impact from the hurricane. But do you think that there’s any meaningful impact to the same- store sales in your Q4 2017?

No, not particularly. I just think we had a strong quarter.

Got you. Got you. Okay. And then moving along here to the franchise opportunity on Bombshells. Can you kind of provide us with an update there, where you guys are in terms of opportunities, to selling some franchises out there in the states?

The market hasn’t really changed. The casual dining is still a very tough market. And we’re not seeing a ton of interest. We talk to people here and there, but nothing solid at this point. Right now, I think, we’re just going to stay focused on building out these next three company stores, which will push us all the way through the first quarter of 2019, so about a year from now. And as we look into the next few months, we will start figuring out, probably when the Q comes out or definitely by May, we’ll be able to give you a nice update on our plans as we move toward expansion in 2019.

Got you. Are there any sort of, I don’t know, strategic reevaluations in terms of how you guys approach the franchise opportunity?

Not really. I mean, I think right now it’s just tough. We’re talking about approximately a $3 million investment in the casual dining space, and it’s just a tough sale currently. I do believe as certain franchisees of other operations are in long-term leases and starting to look for exit strategies from failing franchises, that maybe we’ll get some more interest. We’ll just have to see. Or as the economy comes back and kicks up, that maybe casual dining will pick back up and we’ll see interest at that point.

Got you. Okay. And then a question here on the Nightclubs segments, same-store sales growth also pretty positive here in Q4/Q1. Obviously, you’ve called out some sporting events, maybe the Grammys also helped you guys a little bit here in Q4, I believe, it was. Were those the primary drivers for the same- store sales increases there? Or did you have any sort of promotional activities or marketing activities that maybe kind of helped that as well?

No, I just get a feel that there’s more optimism out there, especially in small business owners. The talk of the tax cuts, the – and that type of stuff, I think, people are just more optimistic in October, November, December. And we’ve seen that in the sales, and we’ve definitely seen it in the – in that quarter. For the fourth quarter, I mean, we were just – we just had good sales as well. I mean, things seem to be turning more positive.

Got you. Got you. Okay. And last quick question, just kind of a housekeeping item. If I’m looking at this correctly, it looked like your SG& A in Q4 2017 was at roughly $13 million and some change. A decent uptick sequentially and year-over-year compared to where your SG&A has been historically. Were there any sort of onetime items in there? Can you kind of talk a little bit about that? Or is that kind of a new run rate level?

There are – I do believe there’s added expenses, so we did put our ERP system in place, so there was a lot of consulting on that. Of course, we switched auditors, we had some other stuff, I believe, in legal that picked up just a little bit. But I mean, overall, I think that we’re going to probably normalize down from this level, if not in this next quarter, the October-December quarter, then – or through this March quarter, I think definitely we will normalize more in the April to June quarter. So expect a little fluctuation here as we settle into the new normal, especially the new accounting systems and whatnot.

Got you.

Thanks Marco I appreciate your time.

Thank you.

Our next question is with Frank Camma with Sidoti. Please proceed with your question.

I think one of your best moves if rates continue to rise here might be the debt, what you did there. So I have a couple of questions around that. One is, is this – this is substantially all of your real estate, is that correct?

I would say it’s about 90%. I’d have to get – I mean, I don’t know the exact numbers. I’d have to really kind of lay out, but it’s about 90%. It’s the majority of our real estate.

That’s fair. But you make a comment about no restrictions on using debt to acquire further clubs which are accretive. That’s a little bit different. I mean, typically, you see like a leverage covenant or something like that. So can you explain that? Where do they look for there? Just sort of in the cash flow metric or

Is it 1.25, it’s 1.25 to 1. Is that correct, Phil?

Yes. 1.25.

Yes. Okay.

Okay. Is that what – that’s the metric you’re looking for? Okay. Okay, good. All right, good. My other question’s on the club business. Given – this is more from an acquisition standpoint, this question is coming from. Given sort of the increase what you’ve seen in sort of consumer confidence, small business confidence, the tax cuts and obviously, the improvements in your business, do you get a sense, and I know you talked to a lot of club owners out there, do you get a sense that they may want an elevated valuation in the short term? Or how are they thinking about their business? Do they think differently or on the

I think we’ve typically been around three times EBITDA. In special situations, with grandfather’s licensing, we’ve gotten as high as four, similar to the Scarlett’s deal. I mean, we’ll look at – we’ll take a trailing 12- month adjusted EBITDA-type deal. If we believe there is some additional upside, we can make an adjustment for that, and it might seem like we pay a little bit more around the trailing 12- month basis. But I don’t see us exceeding that 3% to 4% range regardless on a trailing 12-month basis. We can never be certain on what the future is going to be. So we basically look at the cash flow we generated from the past, and that’s how we’ve been negotiating. I think we’re one of the real – only real cash buyers out there. We haven’t done much acquisitions since Scarlett’s, and we’re starting to build a significant amount of cash on the balance sheet. As you’ll see, once we get the Q out here, hopefully by early – end of the month, early March and get back in, and then in May, you’ll see it nice and solid if we haven’t made an acquisition and our cash is definitely building right now.

Okay. Well, that multiple leaves you a decent bit of margin as safety, I guess, that 3x to 4x. I guess where I was going with that is are they feeling a – are the sellers feeling a little more comfortable or maybe even does the lower tax rate get them sort of off the margin, not that they really save on the capital gains, but I guess some of these guys would have embedded when they sell

And we can adjust for their tax. We can adjust.

Right. Right. It might net them more is, I guess, what I’m saying under the new tax law. Okay

So most of the guys we’re talking to who are selling are looking to get out of the industry. And they retire and they’re looking, so of course, they’re always trying to get the most value they can get, but they also want to make sure they get paid. And that’s one of the things that RCI as a public company and our past history and our track record, they have the confidence in us that they will get their money, not all at once. They will get their money based on the terms that we negotiate

That’s not necessarily a bad thing for them if you’re able to give them a note and pay them over time, right, because they can get like an installment sale, for example, on their side.

Exactly. They save on their taxes, they get additional guaranteed interest versus having to take a lump sum of cash and try to invest it and match the 6%, 8% or 10%, depending on how we do the notes. So yes, there’s definite benefits in dealing with us on a long-term basis for them as well.

Okay. And I appreciate your comments on the franchise, and it doesn’t totally surprise me. But if you could boil it down to like a couple of things, I mean, you did call out a couple of things, but I’m just wondering like do you – because your approach at the size of these that you’re looking for your – I think you’re approaching sort of experienced investors or operators. Do you find that they come across any common themes, like whether it’s the size of the investment or the track record, like which is more important to them?

I think the big thing right now is we only have a few stores in the Houston market. And as we continue to dominate in Houston and we can show that when you open up more stores in a market – because we really are trying to do area agreements, and I think as the new Houston stores open, our old stores are staying solid. We’re seeing the sales growth and the excitement of the new stores throughout the chain. And as we open more stores, then we’re going to be harder and harder to ignore, the success. When you do it once or twice or three times, it’s one thing, but as we start getting 8, 9, 10, 11, 12 stores open, I really think we’re going to start seeing some really solid players, especially as we move into 2019. I really was hoping to do it sooner, but that maybe we jumped the gun a little bit, got ahead of ourselves. And we just need more time under our belts, more total revenues under our belt. When we’re doing $50 million of revenues from the restaurants, a $3 million investment looks a little different when we are talking about a company that’s doing $20 million of revenues on – their existing stores. So I think that we’re building that confidence. We’re staying in front of them, that’s the main thing right now. So when people are ready to look for new stuff, I think we’re going to be on their list to visit for sure.

Okay. And my last question is just if you can refresh my memory here. I know you put out the new free cash flow target. And I see that operating cash obviously went up. Was the maintenance CapEx the same at $2.5 million, or did that go down? Can you just remind me?

Yes. We’ve held that at about two-point – it was a little less than that last year, but I believe, on a go-forward basis, $2.5 million is a solid number.

Okay. So there’s no clubs that need any – I mean, that number doesn’t seem strikingly high to me. So there’s no clubs that need any major…

You know what, we redo an entire club for about $200,000. Typically – we have typical – a typical, what I call, update runs for $100,000. So we can redo 25 of the 45 locations.

Right. Except for the club in New York which will probably cost you that whole amount.

Update. Exactly. We’ve just recently done an update on the whole entrance way. We just redone the entryway. We’re redoing some other stuff in New York right now. And probably, I’d have to check with Ed to get the total numbers, but from what I’ve seen going out right now, probably about $28,000 or $30,000 so far. Yes, it’s – you’d be surprised. I mean, chairs, furniture, carpet, paint, it’s not extremely expensive. You have to replace the whole kitchen, right? I mean, it’s operational. The – we might replace a few of the lights, but we don’t have to rewire the system. Now the expensive stuff is there, it’s just minor upkeep.

Okay, great. Thanks guys.

Thank you.

[Operator Instructions] Our next question is with Ishfaque Faruk with WestPark Capital. Our next question is with James Anderson with R.F. Lafferty. Please proceed with your question.

Congratulations on some pretty strong results here. It’s a shame that the auditor caused so much trouble for you guys and I think the little perception in the market, but very impressive stuff here.

We really don’t blame the auditor completely. It was a very complicated tax issue that took a lot of time to figure out, and we had to get it right. So it wasn’t something you could – break out my calculator on my iPhone and do, so it was – there was a lot to it. The good news is it’s out and our numbers are right and had very little effect on any of our numbers or cash flow, which was just the metric we use.

Yes. And definitely better to get it right the first time, I think. So I noticed in several of your segments, post-Bombshell and your Nightclub, that you had really strong same-store sales growth. I think somebody else commented on that, sort of pretty far outside or above what you would expect in other casual dining or a consumer discretionary chain growth. Is that because – I mean, the 6.9% growth obviously can’t continue indefinitely. So where do you see that leveling off to, where do you see it moderating a little bit, and what’s really driving that?

I mean, I think if we say at 3%, we’re great right now. Of course, inflation starts are jumping up. Again, then, of course, we want to say ahead of inflation, right? I mean, that’s the key to it. It’s hard to say. We’ve always had cycles. If you look at our history, we’ll have a 6%, 8%, 10% up-cycle quarters, a minimum half, three or four, five down quarters, minimum half, another cycle of six, eight up-quarters, so it’s always fluctuated. We are affected by sporting events. We are affected by business travel and certain other things and of course, consumer confidence, people, especially small businesses.

Yes. Yes. So now that you are sort of shifting a little bit – or not shifting, but including restaurant sales and food sales as a larger portion of your overall revenue with the growth of the Bombshells segments, have you guys noticed any sort of price pressure from inflation on your supply side in terms of food, chicken or anything like that?

I’m thinking we – things got expensive for a little while. But we’re starting to become a larger and larger buyer, so we’re getting better and better pricing. We put out new menus, we’ve updated our menus and increased some prices where we needed to. Sure, overall, we’ve seen food and beer squeezed a little here and there, but our guys are on top of it and we work through it. And when we have to make price increases to cover it, we’ll get it done. So we may see a point here and a point there for a quarter, and then we’ll adjust it and get it back on track the other way.

Okay. That’s good to hear. So I’d like to talk about the Bombshells again a little bit. Obviously, when you own and operate, sort of GAAP profitability is a little different than when you franchise. So what do you see is the, like breakeven time on a GAAP basis for a new Bombshell? Is it sort of 16 months because it seems like you’re going to be continuing to add three new Bombshells a year, and you have the older units sort of starting to really…

If you’re talking about total investment, you’re probably talking three to five years based on about a $3 million investment. But we’re leveraging that now through bank financing, where we only have to put up about $750,000 to $2 million of our own cash to open it up. So on a cash-on-cash basis, it was just how we really look at our returns. We’re looking at a year, 18 months and maybe – and some of them even quicker. I think our Pearland location will be a very fast cash-on-cash return for us once we get it opened, probably less than 1 year.

And just sort of more generally, do you see – I mean, obviously, you guys can’t have a perfect clarity to your acquisitions that you’re in talks with various operators, but it seems like you are pretty committed to growing Bombshells by around three a year. Is there a sort of corollaries with the Nightclub growth? Or is that something where Nightclubs could stay between 40 and 45 for the next two or three years as long as you guys are getting that Bombshell growth? Or do you have a sort of target you’re looking to hit with the Nightclub growth?

No. We definitely are looking to grow our target. Our target, of course, is to grow free cash flow at 10% to 15% per year. And so we look at how much revenue we’re going to need to buy or how many shares we’re going to have to buy back or where we can cut expenses to make sure that we maintain that free cash flow growth. The majority of that growth is going to have to come through acquisitions. The restaurants are going to help. What the restaurants are going to do is help us steady growth at a minimum level, and then the real growth will come when we make the club acquisitions as it did with Scarlett’s in Miami.

Okay. That makes sense. So – and you had mentioned previously that your cash flow growth year-over-year was around 10%, free cash flow per share. Are you now potentially increasing that? Or do you just think there’s more upside range between 10% and 15%? Or is 15% something you could see going forward?

Well, I mean, it’s between 10% and 15% is what we’re shooting for. We could see 25% if we make the right acquisition. And we could see 8% if we don’t find the right acquisitions and things get tight and we just spend our cash power because you’re not making a lot of money on cash right now. It will fluctuate throughout the cycle. What we’re really starting to look at now is a three-to five-year cycle and saying, during that three-to five-year cycle, we want to see our growth average 10% to 15% per year of free cash flow.

Okay. And so CapEx, we have about $2.5 million projected in CapEx expenditures going forward. How should we be more thinking about that growing in relation to unit count? Obviously, the Nightclubs, it’s – you spread a few of the Nightclubs and the Bombshells, but how should we think of that growing going forward.

Well, we’ll kind of update as we move along. A lot of it was camera system updating. We are updating electronics and POS systems, camera systems, those types of things. A lot of that work is done. We have a few locations left. We’re also – so now we’re looking at – we’re redoing some parking lots. We added a parking lot lighting last year in certain locations. I mean, it’s just going to fluctuate. We’re going to kind of keep an eye on it and watch it. If we start getting to the point where we spent the whole $2.5 million early, then we may give you an adjustment. But this year is going to run $0.5 million higher because we’re making these changes and we’re going to make these improvements that we think will return. And we don’t spend money if we don’t think we can make it back. We want to see a return on investment. Even our CapEx expenditures, we pay attention to our capital allocation strategy.

So it sounds like if there’s a good deal, sort of just almost discretionary CapEx going on there, or maybe you could have put off upgrading cameras or – is not – there is some margin there, I guess.

Yes and no. I mean, we’ve got to get – for security purposes and – we’ve got to have these systems in place. But yes, I mean, why did we do them in the month of April when we do them in the month of May is based on – and a lot of it is also based on when we can schedule and get the people to actually install the systems as well and get the equipment, so we have to wait for equipment sometimes. There’s going to be a little bit more – some of the Bombshells are aging, so we’ve spent some significant money on the Dallas location recently, redoing it. And we’re going to see audio, video stuff for the Bombshells to start coming in. So I think that’s why I said even though we’re a little less than $2.5 million, I think $2.5 million is a good number as of right now for 2018.

Okay. And I just want to speak briefly about the impairments. Obviously, you had some sort of onetime stuff this quarter, and I think you had mentioned there were some at the end of 2016 as well. I mean, do you think we – with those, with the recent audits for Centennial and for the, obviously, the earnings, do you we’ve pretty much gotten most of the impairments out of the way? Or is that something we should just continue…

I certainly hope so. Yes, I mean, at some point, we’ll have no goodwill left, and then it won’t matter if we keep writing it all down. I mean, we are in a business that different markets and different clubs have cycles. Every year, we’re required under GAAP to run these analysis and impair if it’s required under the rules. At some point, I was looking at some of these announcements. This time, I think that the – we took pretty aggressive write-downs this year, and so I’m hoping that, that will cover everything and that the markets that they’re in, we’re seeing – I know we’ve seen Odessa come back, so hopefully, we’ll see the other West Texas and East Texas towns stabilized. I don’t think the numbers will go down anymore, but of course, just you never know, it’s just business. And we’ll work through it. But I think, yes, to answer your question short, yes, I think we’ve pretty much touched it.

Okay. Great. And touching on Texas and the Bombshells. Most of your locations have been in Texas to date. Have you – I believe that’s correct. Have you looked at other states or other areas potentially in the south or maybe even farther up north where you might want to expand the Bombshells that you see as sort of fertile areas? At whatever point do you finish with expansion in Texas?

We’re going to finish Houston in 2018. So our last Houston location that I have planned right now will probably open in early 2019. Over the next three months, we’re going to be exploring where to go next. We are looking in Miami, we are looking in Phoenix, Scottsdale area. We are looking in San Antonio, Texas, if we stay in Texas. And so we’re going to be meeting with the team. Probably, we’ll be updating you when the next Q comes out, or definitely, by the May Q, we’ll have an update on our plans moving forward for 2019 on Bombshells.

Okay. Great, thanks. Langan.

Thank you.

Our next question is with Steven Martin with Slater. Please proceed with your question.

Hi, guys. Most of my questions have been answered, but can you talk about the real estate you have available for sale in total dollars and what it looks like?

I think the two pieces we have left are the Dallas Onyx location, which is about – and that’s two different pieces of property, one is a parking lot with about 6.8 acres, and the other is the club and direct parking for the club. That’s another 6, 6-point something acres. Currently, it’s listed with a broker. Our ask price is $6.7 million. We’re negotiating on that. And then our old corporate office building is also within the assets for sale right now. It is also listed. We have some people looking at it here and there – or excuse me, we’ve only received one offer on it. It was an extremely low offer that we passed on. And we’re waiting to see as we move into the year here if we get more activity on that. Once the Bombshells in Pearland opens, we will be listing the 2- pad sites on each side of it for sale, probably in the April-May quarter. We also are talking with a group on our I-10 property. We have some pad sites there that we’re currently developing. We’ve got to get the retention walls in, but we’re currently negotiating a contract right now on about 1.5 acres, a little over 1.5 acres on that side as well. So we will see some activity on that, especially as we move into this summer, I believe. That’s one that we’ll get active on the roll end.

So if you aggregated all of that for sale, what would you guess would be the – a conservative value for all of it?

I have to look at what we put in the K. Off the top of my head, I’ve read that thing about 4 million times in the last two weeks. You think I would – that the number would pop into my head right now. But roughly, I believe we have a little over $6 million right now, not counting – we don’t – because we don’t have the Pearland land or the I-10 land actually listed with a broker or actively trying to sell it, it’s not in assets held-for-sale, it’s still in long-term assets. Once we list those properties, we’ll move those over, but if you take – if we sold everything, probably it – well in excess of $10 million.

Okay. If you talked about the club business and broke it down into sort of four markets, your major markets, New York, Florida, Minneapolis and Texas, how would you characterize each one of those?

Florida and New York are fantastic for us. Minnesota, with the Super Bowl, has been great this last quarter and this current quarter. We’ve done a lot of exciting stuff going on in Minneapolis. Moving forward, if there’s a weakness in the market, it’s probably some of the Texas markets, not overall Texas because Texas is such a large – I think it’s hard to say Texas is a market by itself. Texas has a lot of submarkets, with the Austin area, with the – I say Austin and San Antonio as a market, Houston as a market, Dallas- Fort Worth area as a market and then, of course, I call Outer East and West Texas markets are strengthening as oil is stabilizing at $60. If oil goes up more, I think they will get stronger. If oil goes back down, they may get a little weaker. The Dallas-Fort Worth market is a solid market for us. Houston, really it’s Bombshells, and it’s been – again, it’s a restaurant market. We don’t have a lot of clubs in that market, and it’s been great for us. In the Austin/ San Antonio market, the Bombshells hasn’t been as strong as we’d like, but the club market in Austin and San Antonio are fantastic. So it’s kind of there’s a lot of tech in Austin, a lot of new companies moving to that area, and we’re seeing very good strength in the clubs in Austin and San Antonio.

Alright, thanks a lot.

Our next question is with Peter Siris, private investor. Please proceed with your question.

Hi, Peter Siris. I have a comment to make, not so much a question, but a comment and an apology. In about 10.5 years, almost 11 years ago, I recommended in an interview on Baron’s, RICK’s, and I said that the company had some really good properties, great brands, and if there was a weakness, it could – it needed a – it needed to strengthen its management team and debt. And I would like to say, I don’t know many people who have owned your stock for a longer period of time than I had, but I find it remarkable, Eric, how you have grown in this job. And the – from where you started, to where you are now in terms of a manager, in terms of a decision-maker or how you allocate capital, how you make acquisitions, it’s like night and day. And I’m – I just want to say that I am – leaving aside the stock price, the earnings and anything else, I’m just so impressed by the – your growth as an individual, as a leader and as a manager. And I just wanted to make that statement.

Well, thank you very much. And you’ve been a big part of it. You gave me a lot of advice throughout the years, and you are the first guy that taught me to really get out there and listen to the right shareholders and the long-term guys that are going to stick with us throughout the deal and that really have the company’s best interest and the overall shareholders' best interest at heart instead of their own short- term plays. And that’s what we’re really focused on now. And it wasn’t easy. It took me a while for sure. And I made some mistakes, and I really appreciate you believing in me and staying with me through that time and really helping me understand that I needed a team and I built the team. And then my team is really building itself now. It’s amazing how quickly when you – especially as we really put this capital allocation strategy together and start to think in those terms, how quickly it’s come together for us. And I really appreciate it, Peter. Thank you.

Well, the other comment I wanted to make is when you look at a multiple for a company, what do you want to – how you evaluate a company is not just by its current growth but its sustainable growth. And what I will say is that this company’s maturity, the way this company has matured, the way the management has matured. You deserve and hopefully will continue to get a higher and higher multiple because you deserve it.

I appreciate that. And we’ll put it to good use if we get it. And we’ve been very fortunate throughout the years. And we tried to stay on top of everything, and we’re very focused. I think we’re probably the most focused we’ve ever been. We’re seeing the best opportunities that we’ve seen come up, and I’m going to take advantage of it at this time and try to avoid any of the mistakes and pitfalls we’ve made in the past.

Our next question is with Ishfaque Faruk with WestPark Capital. Please proceed with your question.

Hi, good afternoon guys. Sorry I think I’ve got – my lines got cut-off earlier before.

How you doing?

Good, good. A couple of questions from me. I think most of the questions have been answered. Okay. Eric, I think you guys updated your capital allocation strategy. In the new one, it shows that you’re like more comfortable buying shares at a lower free cash flow yield than prior slides. Is that a right way to make that assessment?

Yes. We were looking at double digits. I mean, if we’re over 10%, if the yield gets over 10%, I think currently that’s around the $22 range, yes, we’re going to be looking at equity pretty hard. We’re generating a lot of cash, and guaranteed 10% yields in this market, there’s not a lot of them.

Yes. Yes. exactly.

We were borrowing money at 5%, so we’re getting double the yield on buying back our stock that we’re getting on borrowing money, I think it just makes sense.

Yes. And so my point was that in prior quarters, you didn’t buy back stock when the – was at 11%, 12%, so you’re more comfortable at this level to buy back at say 10%?

Yes. And part of that is I think that we’re going to continue to see significant growth in free cash flow. So if the stock gets behind, so we’re using $23 million as a run rate. As we increase that run rate, we make acquisitions. If we don’t see the stock price increase, and we – so at 10%, the real run rate may be higher as we’ve done acquisitions, and we haven’t updated, so we may be in that 12% range when we’re buying based on a $23 million run rate if the actual run rate is running closer to 24%. And so that’s – those are the kind of things, as the market fluctuates, we’ll be looking at and making analysis kind of on a on-the-fly basis and also, I mean, what acquisitions are out there and what kind of returns we can get on those acquisitions.

Yes. Okay. A quick question on the Bombshells. As you briefly alluded to, a price increase on some of your menu items on Bombshells. Would some of the fast casual restaurants see significant decline in their same-store sales? Do you think it’s the right time to implement the price increase?

Well, we basically have no choice. Even those restaurants are increasing their prices because their food costs have gone up. Certain items, especially chicken wings and certain other items have gone up in cost. You have to increase your prices when you can’t sell stuff at a loss. It has to fit our market, and if we don’t sell as much of a particular item because the cost is up, then hopefully, people will move into our other items on our menu that are a better price for them. We’ll just have to see. Our business has been very strong, so I don’t think – they’re not significant price increases. It’s not – it’s percentage points to cover costs. So I think we’ll be fine with it. We’ll know more as we move into the next few quarters. And if we start seeing issues, we’ll worry about it at that point. At this point, I don’t see it being a major issue. It’s very – like entree items that we raised. Most of our appetizers and desserts and all that stuff, most of that stuff stayed the same. So I’m not overly concerned with losing any business at this point.

Okay. So it’s more of a function of food price inflation, right?

Yes, exactly. And we weren’t at the top of the chain, either. I mean, we are not the most expensive – not the most extensive dining out there right now either. So we were probably pretty middle of the road. Other companies have raised their prices quicker than we have. And so we basically are – basically, our price increases are just catch-ups.

Okay. Got it. Okay. So my last question is so are you currently looking at like sizable acquisitions, the size of the Scarlett’s Cabaret right now?

We’re all – I mean, there’s multiple acquisitions – candidates out there right now. Lots of people we’re talking to in early stages. Obviously, we’ve kind of put off a lot of the talks until we’ve got the K caught up and get the Q out. We told people that we’ll call you back, give us – we’ll call you in March, that we talked to here in December and January. So look, we’ll call you back, we know you’re interested, we’ve got you on our list, and yes, we’re interested. But the timing is a little off for us right now. We will get out there, and from all sizes. I mean, from very small acquisitions, strategic small acquisitions but that meet our guidelines and coming to our capital, meet the requirements for capital allocation strategy. It’s a very, very large acquisition and in fact, a couple of large, multi-unit acquisitions that would actually be larger than the Scarlett’s acquisition. So there’s stuff out there. We just got to be careful, and we want to make sure we have the right people. We do not want to put stress on our systems right now. We want to have a nice, smooth, steady – our growth for 2018 is already built in. So really, what we’re looking for is anything that’s going to bring us in line for our 10% to 15% growth for 2019. And that – those are the things we’re looking at. And like I said, we’re not in a hurry. We’re not going to rush, but we are going to grow. I mean, you’re going to see growth and you will see us making acquisitions probably in the near future.

Yes. Okay. So following up on the acquisition front, you briefly mentioned that you’re still open to making debt – fueled acquisitions. Are you still comfortable with like your balance sheet with a debt of like almost $128 million right now?

Sure. It’s cost me less to service the $128 million I have now than it would cost me to service the $100 million I had before. I’ve just refinanced it all on 20-year terms. My debt becomes more and more manageable. It’s all 20-year 5%, 5.75% debt before I had 7-year terms, 12% debt, and year terms on an 11% debt. We have no balloons for – I say no balloons, I have very few balloons in the next 10 years now with what we’ve just done. I’m very, very comfortable with our debt. Our debt is just our rents. We’ve always talked about – what you really have to do is look at our cost of occupancy, right? Maybe we need to get that back in some of these presentations and kind of discuss it a little bit again. But as a percentage of revenue, what is our rents and interest expense as a percentage of revenue? And that’s the cost of occupancy. And I think we need to put it back in, we’ll look at it here in the Q probably and kind of update that. But our cost of occupancy has declined with all these new loans, I banked. Now we do have some development costs out there, but as these new restaurants open, we’re building 3 restaurants at one time right now. So there’s several million dollars of real estate that we’ve got, and there’s debt against that real estate. But as we open those restaurants and that cash flow comes flowing in, it’s going to look really, really good.

Got it. Okay. Eric, last question. So you laid out in your 3- to 5-year strategy that you’re looking to grow free cash flow of 10% to 15%, and I know some of the callers also mentioned that. So like isn’t that very conservative considering that your current guidance is more than that?

If we’re finding the right acquisitions, yes, that’s conservative. But if I have to go back – my stock goes down and I’m just buying back stock all of a sudden with my cash, 10% to 15% growth, it’s a lot of stock I got to buy back. So the growth will be different. But yes, as we’re in acquisitions and growth mode of the restaurants, it might be conservative. But at the same time, I’m not going to get crazy and say we got to go open 6 restaurants now because we want to do 22% growth. So I got to – I have to go buy something because now I want to do 22% or 25% growth. I think we’re just going to continue to do what we’ve been doing. It’s been working very well for us over the last couple of years. The growth is solid, and I think we’re getting close to $116 million run rate for this year on total revenues without any acquisitions. If we make acquisitions, of course, that number could increase. We’re just going to take it quarter-by-quarter and watch and make sure we’re on track.

Alright that’s it from me. Thank a lot.

Thank you.

Our next question is with Ian McMillan, private investor. Please proceed your question.

I wanted to follow up with the guy from a couple ago where he complimented you very much. And I’ve been a shareholder for about 8 years, and it’s never even crossed my mind to sell the stock. And I’m glad I’ve held on. With that in mind, I’m in Myrtle Beach, South Carolina, and we’ve got a few club operators here. But we really could use the premium operator, so just take that as a hint.

We’ve looked at that market, it’s very seasonal, it’s a tough, tough market. I don’t know how those guys do it when you’re getting about 6 months, 7 months out of the year and the other 5, you’re starving. But we have a look down there. We’re bigger now, we probably could do a more seasonal- type location. It’s been a while since I’ve been in that market. I do like South Carolina, North Carolina. It is the East Coast type of growth that we’re looking for. So yes, we’ll take a look and see what’s down there, like I said, it’s been a long time.

You did lightly touch on possible ways of pressures early on in your interim. We never really touched back on that when it comes to the employee pressure, employee wage pressures. I know there’s a lot of gratuities that go on in the clubs. But how does RICK’s or RCI actually take the wage pressures into account with the talents? How do they get paid and what actually – how much are we actually talking here? I mean, $1.23 I mean, how – what’s going on?

I mean, it just depends, I mean, at the club level, it’s more a – we’re worried about management. We are looking at some, what we call – a longevity initiative, basically, is what I’m in the process of evaluating, where instead of right now, if you work for me – if you work in a club level as a bartender for – if you get hired today or you’ve been there for 10 years, pretty much, your base pay is the same. We pay all bartenders, a set minimum, we pay door staff a set minimum. And very, very little fluctuation ever goes into that. One of the things that we’re exploring right now is if like taking wage, I’d have to say, okay, you get a tipped credit wage of x if you’ve been here for 1 year, if – or if you’ve been – when you first start. When you’ve been here for 6 months, we give you a base bump of x per hour. If you’ve been here for a year, you get a base bump. When you’ve been for 2 years or when you’ve been here for 5 years, stuff like that – and trying to keep some of that longevity and not losing long term – And we’re rewarding people for being with us and staying loyal to the company, that’s something we’re currently in negotiations on amongst ourselves, a bunch of management, and doing some analysis on what we think the benefit will be versus what the costs will be and seeing if there’s – if it makes sense to – if we start a program like that. So that’s one of the things we’re talking about because we hate losing good employees out to competitors for any reason. And especially if our…

Well, Eric, let me tell you, personnel matters, and so do CEOs and management. And I want to tell you, you’re still doing a great job, and I’m not selling the stock anytime soon. And I look forward to the next many years.

We appreciate that. Thank you very much.

[:

Thank you, Devon. In our deck today, we’ve included a couple of supplemental slides in our appendix. Slide 15 is our calendar. A few things coming up, as Eric mentioned, in March. We celebrate the fifth anniversary of Bombshells. At the end of March, we’re scheduled to present at the Sidoti Conference in New York City. And on April 10, we’ll be reporting second quarter club and restaurant sales. I just wanted to make a note that Broward County is one of our big markets in Florida and just our hearts go out to those who are affected by what happened there today. So to conclude, on behalf of Eric and the company, our subsidiaries, everybody who works for the company, thank you and good night. And as always, please visit one of our clubs or restaurants.