SelectQuote, Inc. (NASDAQ:SLQT) is a leading technology-enabled, direct-to-consumer distribution platform for insurance products and healthcare services. The company has undergone a remarkable transformation, leveraging its core capabilities to expand beyond its traditional insurance distribution business and into the rapidly growing healthcare services market.
Financials
In the fiscal year ended June 30, 2023, SelectQuote reported annual revenue of $1,002,848,000, a testament to the company's ability to diversify its revenue streams and capitalize on emerging opportunities. However, the company faced challenges, reporting an annual net loss of $58,544,000 and negative annual operating cash flow of $19,377,000 and annual free cash flow of $28,502,000.
Third Quarter Performance
The third quarter of fiscal 2024 was a particularly strong period for SelectQuote, with the company reporting robust performance across its key business segments. The Senior division, which focuses on Medicare Advantage and other senior health insurance products, generated $204.3 million in revenue, a 10% increase compared to the prior-year period. This growth was driven by a 9% increase in approved policies and a 5% increase in lifetime value (LTV) per approved policy.
The Healthcare Services division, which includes the company's pharmacy business, SelectRx, continued to experience rapid growth, with revenue increasing by 76% year-over-year to $124.2 million. SelectQuote's membership in the Healthcare Services division surpassed 75,000, a 67% increase compared to the prior-year period. While the rapid growth in this segment has resulted in near-term margin pressure, the company remains confident in its ability to generate double-digit EBITDA margins as the business matures.
The Life and Auto & Home divisions also contributed to SelectQuote's overall performance, with the Life division reporting a 10% increase in revenue to $40.7 million and the Auto & Home division reporting an 11% increase in revenue to $9.1 million.
Strategic Initiatives
One of the key strategic initiatives for SelectQuote is the potential securitization of its commissions receivable. The company believes that this funding structure could provide several benefits, including the ability to repay a significant portion of its existing term loan, extend the maturity of its debt, and improve its overall capitalization and cost of capital. Additionally, the securitization could accelerate the cash flow from the company's Medicare Advantage business, further enhancing its returns and cash efficiency.
SelectQuote's management team has demonstrated a strong focus on operational efficiency and profitability. The company has implemented various initiatives to improve its cost structure, including a shift towards a higher mix of tenured agents and the deployment of enhanced desktop tools to ensure better policy fit. These efforts have resulted in a 30% reduction in operating expenses per policy compared to the 2021 vintage, while also maintaining stable policy persistency and LTV.
Outlook
Looking ahead, SelectQuote has provided fiscal 2024 revenue guidance of $1.25 billion to $1.3 billion, representing growth of 27% at the midpoint. The company has also provided adjusted EBITDA guidance of $100 million to $110 million, which would represent growth of 41% at the midpoint. This guidance reflects the continued momentum in the company's core insurance distribution business, as well as the rapid growth in its Healthcare Services division.
Conclusion
In conclusion, SelectQuote's transformation into a comprehensive healthcare services provider has positioned the company for long-term success. The company's strong performance in the third quarter of fiscal 2024, coupled with its strategic initiatives and guidance, suggest that SelectQuote is well-positioned to capitalize on the growing demand for its products and services. As the company continues to execute on its growth strategy, investors will be closely watching for further improvements in the company's financial metrics and its ability to drive sustainable shareholder value.